The product feedback session is your best chance to get you potential user's unvarnished reaction to your product. There's product-market-fit and there's demo-market-fit, and a demo that wows your target audience can be a 5X lever on the success of your company.
The demo session is a chance to listen and extract the crown jewels that can be the key to building the best possible product and selling is successfully.
The demo session is also the first chance to plan a seed for trial that might come up later, at a time when an advisor is thinking about this kind of technology.
A few DOs and DON'Ts to help you make the most of this demo meeting:
DO | DON'T |
Ask the advisor to put their "buying" hat on. You're not looking for generic advise; You're looking to understand what someone like this advisor wants and needs in a product like this. | Don't try to do it all yourself. If there's a product manager or sales engineer that does a better job putting the product forward, invite them to join you in the meeting. |
Listen, listen, listen. Your company has 100 meetings a month where they're talking more than listening. This is a chance to sit back and learn what works and what doesn't. | Don't sell. It's OK to lean in if an advisor expresses interest, but there will be plenty of opportunities for advisors to indicate they're interested in trial in the future. |