What is a Micro Demo?
The second of the 6 demo types is the Micro Demo. You may have encountered a time in your life when your boss approaches you and you’re told “this person has 15 minutes, can you give them a demo?” I like to think of that as the live version of a Micro Demo.
After your prospect has caught the vision for the value that your solution provides, the prospect is now ready for a high level Micro Demo. At this point you don’t want to overwhelm the prospect with all of the bells and whistles, they just want to learn how your product works. It’s helpful to view this step through the lens of a prospective buyer, they may be compiling a list of potential vendors and they are looking for obvious disqualifiers. While you are qualifying this prospect, they are simultaneously qualifying you.
A practical application of sending a Micro Demo might look something like, the BDR or AE sending an automated demo on Monday before the first appointment on Thursday. During this time the prospect has a chance to get a light product centered demo where they may develop some questions before the first meeting. On the other side, the AE has a chance to reference the Track Demoboard section to see how the prospect has rated certain features and what they watched. This has the potential to culminate in a very productive first meeting.
Characteristics of a Micro Demo
- Objective - Prepare prospect for first meeting and discover stakeholders
- Content - light product centered. An automated Micro Demo might be 5-7 minutes long
- Typically built by a Sales Engineer and delivered to the prospect via Sales (BDR)
- Could be delivered before or after the first appointment
To learn more about the 6 demo types check on this webinar from Consensus CEO Garin Hess.