Episode 289 | A Short Guide to Online Presales for SaaS & Software
You don’t want to sell a product to somebody who won’t benefit from it.
If you have a lot of people you might want to qualify them before the demo. If you don’t have a lot of people to qualify you can do the demo first and then qualify them at the end.
You want to gather feedback to use for your future efforts.
If you have a high price point product, or it is complicated, or it integrates with a customer’s integral process, doing a customized demo will likely work better than them going directly to a trial.
Try to find out what the people that are coming to you most want and then try to guide them down that path.
The people that are going to pay you a lot of money are going to be the ones that are tech savvy and further along.