Research is the foundation of successful demo calls.
The reason is pretty simple—when you show prospects that you understand their business, industry, challenges, goals, etc. they’re much more likely to believe in your solution. You do this by getting specific with the numbers.
Here are the questions you need to answer:
- What is your prospect’s current situation? Example: “An e-commerce company with annual revenue of $20 million.”
- Where do they want to be? Example: “Increase revenue to $30 million within two years.”
- What are the biggest obstacles in their way? Example: “Finding opportunities in customer data”.
- What are they currently doing to overcome these obstacles? Example: “Spending $10,000 per month on low-ROI advertising.”
- How does your solution overcome those obstacles better? Example: “Using AI to define and analyze segments”.
There are a few ways to answer these questions. The quickest, most reliable way is to ask your ICP directly.
If you’re still in the development phase, try to book requirements gathering calls with your ICP and run through a list of questions. If you have an MVP, you can fine-tune your understanding during demo calls. So, to summarize, you want to be getting on calls as quickly as possible.