In this article, we'll review what we've found to be the best practices for reps sending content to Prospects.
In order to get the most out of Consensus, Sales Reps need to understand how they can effectively use this new medium: Interactive Demos.
We can easily break these tips and tricks into four main segments:
- When to Send a Demo?
- Tips when composing an Email
- How to effectively Follow Up
- What to do when a Prospect views the Demo?
When to Send a Demo?
There are many use cases for Sales to send Demos, but for this article, we'll be focusing on Inside Sales Reps (or reps who work to nurture the prospect along the sales cycle).
The best time to send a demo to a prospect is before a scheduled call. This will allow the prospect to educate and qualify themselves before even meeting with the Sales Rep. If framed correctly, it will also provide a way to get more prospects involved in your scheduled meeting as the demo can be shared internally.
If the Prospect views the demo before the meeting the Sales Rep will have more information regarding the interest levels of each viewer and will know what areas of the product/service they should be focusing their time and attention on.
Other times when a Sales Rep can use the demo:
- After a Sales Call - use the demo as a leave-behind
- When a Prospect requests a demo - use the demo as a Qualification Tool before pulling in the technical Sales Reps (Solution Engineers, Sales Engineers, etc.)
- When your Champion introduces you to a new colleague/teammate
Tips when Composing an Email
The biggest issue we see is Sales Reps adding too much information in their email. The key is keeping the email short and sweet. The longer the email the more likely it will be passed over.
Along with a short email, we recommend:
- Use the Demo as your main CTA
- Use the Image Link option as this is the most engaging CTA
- In the subject line add "Personalized Demo", "Interactive Video", or "Micro Demo"
- Time Investment: Let the prospect know how long the demo will take them to watch:"...here's the interactive demo I mentioned, it should only take you 15 minutes..."
How to Effectively Follow Up
If you don't follow up on the demo you sent then chances are the prospect will not take the time to watch it. Our recommendation is to follow up with the prospect after two days of inactivity with the demo you sent.
You can easily track all the DemoBoards you've created within the "Track DemoBoards" section. Here you can search by prospect/company name or see when was the last day they were active (or viewed) the demo.
Once you've sent the demo to a prospect, set a reminder to follow up with them in two days. If they've viewed the demo then invite your champion to share with others in their organization. If they haven't viewed then encourage them to watch the demo to help prepare for your scheduled sales call.
What to do when a Prospect Views the Demo
As soon as a prospect views the demo you'll receive an email notification from Consensus. We recommend you wait 10-15 minutes after you receive the email notification to reach out to the prospect. The notification will be sent as soon as the viewer starts watching the demo, so you'll want to make sure you give them enough time to finish the demo before you reach out.
On the email notification, you'll have a quick link that will take you to the Heat Maps/Demolytics for the prospect. We recommend you review this data before calling the prospect. This information will give you details on what the full group thought was important or not and it will let you take that information a step further where you can view the heat maps of each viewer.
The heatmaps will help you know what topics/products you should be focusing on when you reach out or what to discuss during your next call.
You can also use this information to send more catered content around the areas the prospect is most interested in.