It’s natural to want to test a product before buying it. There’s something about feeling a steering wheel, sitting on a couch or tasting a food sample that lets you know right away whether it’s for you.
Software is arguably a more significant investment than any of the above examples. And evaluating it feels different than making a personal choice about what you’d like to wear or eat. Knowing what’s involved in the business software version of a test drive — a demo — can help you feel poised to make a sound decision.
While you don’t need to spend a lot of time preparing notes or documents to attend a demo, it’s wise to get clear about your business needs. Providing consistent, complete and accurate information to the host is in your best interests, so reflect on your challenges and business goals beforehand. If colleagues will be attending the demo with you, be sure you’re all aligned about the answers you’ll provide.
Every demo process is different, but there are a few consistent factors you should anticipate. You will …
What to ask before your demo:
Use your line of communication with a sales rep to clarify anything you aren’t sure about in the period leading up to your call. You may decide to ask:
Your sales rep will have a lot to get through. A demo is not just about learning what a platform does but how it will help you and your team reach the next step in your journey.
A typical demo lasts about an hour and consists of:
What to ask during your demo:
While you may feel like you have an overwhelming number of questions on your mind, stick to the most important, high-level ones during the demo itself. Here are some examples:
➡️ For additional question inspiration, check out GetApp’s software demo checklist.
Once your demo is over, expect to hear from your sales rep soon. If you’re already sure you’re not going to select this platform, it’s best to share your honest conclusion as soon as possible. And if you’re willing, explain a bit about your reasons for making that choice. This helps the company understand prospects like you and develop better processes and solutions over time.
On the other hand, if you were intrigued by the demo and are looking ahead to the next steps with this software, your sales rep will walk you through that process. They may want to schedule another call to discuss pricing, timelines and options for implementation. To get the most out of their follow-up, don’t hesitate to turn these opportunities into valuable conversations about what matters most to you.
This is the stage in which you and the sales team set the tone for your ongoing relationship. It gives you a glimpse of what future interactions will be like, so trust your instincts and maintain transparency.
What to ask after your demo:
Post-demo, you could have access to additional contacts and platform experts who can address your lingering questions or concerns. Be as specific as possible, and trust that the platform experts will guide you in the right direction based on their wealth of experience. At this point, you might ask things like:
➡️ Why go with expert implementation? Read Grey Matter’s story.
At Accelo, a demo is just one part of a sales process we’ve designed to make you feel as comfortable and supported as possible. Here’s the sequence of interactions you can expect:
We’d love to get to know you and your business and share how Accelo could be the client work management solution you’ve been searching for. Schedule your demo to get started.
Prefer to play around in the platform first? Sign up for a free trial now.