Eliminate demo no-shows by reframing them as valuable opportunities for prospects to discuss their challenges and learn how your product can help. Additionally, deliver relevant content and information between booking and the demo itself to maintain engagement and provide value upfront. Implementing these strategies will significantly improve attendance rates.
No-shows at demos: what does it mean? A meeting was booked but someone bails on it. It’s disappointing and frustrating, given the effort to drive demos.
Here are two easy ways on how reduce no-shows:
#1: Market them as opportunities for prospects to learn about how your product could solve their problems.
Present a demo as an opportunity for prospects to explain their struggles, the products currently used, and why they’re exploring other options. Establish clear expectations that a demo is about them, not about you.
#2 Deliver value between the time a demo is book and when it happens. Far too often, the only pre-demo communication is a confirmation email.
Instead, send content and information that’s relevant to a prospects’ needs and interests like videos, eBooks, blog posts, infographics or case studies.
You can improve your communications by using a demo form that asks for more details. There can be a dropdown box with four or five options, or a text box where comments can be left.
By using these two techniques, you can better align your product with what a prospect needs.
If you're a B2B or SaaS company looking to attract and engage better prospects, let's talk about how I can help as a fractional CMO or strategic advisor.
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