In the world of Software as a Service (SaaS) sales, the art of delivering a captivating demo is a make-or-break moment. Unfortunately, a significant number of SaaS salespeople often fall short in this critical aspect, leaving potential buyers bored or, even worse, irritated. But fear not, for there is a path to excellence that puts you in the coveted 3% of top-notch SaaS demo presenters.
Welcome to the F.A.V.O.R.I.T.E. framework – an 8-step system that will empower you to conduct demos that not only sell but also leave a lasting impression. In this blog, we’ll break down each element of the F.A.V.O.R.I.T.E. framework, giving you the keys to becoming a demo maestro.
- F – Frame the Pain
Before diving into any feature, it’s crucial to set the stage by framing the pain point it addresses. But here’s the twist – don’t just do this at the beginning of your demo. Instead, state the pain statement before each feature. For instance, you might say, “Earlier, you shared you were struggling with…” This simple step ensures your audience understands the context and relevance of what you’re about to present.
- A – Ask a Question
Once you’ve framed the pain, follow it up with a pain-oriented question. This question serves to further solidify the problem and make your audience reflect on their current situation. For instance, you can ask, ‘How are you handling that issue today?’ This question opens the door for your solution, encouraging your audience to think critically about their challenges.
- V – Visualize the Outcome
Now that you’ve established the pain and its relevance, it’s time to make your solution come to life. Encourage your audience to visualize the outcome. Paint a picture of the value they’ll receive from the feature you’re about to demonstrate. For example, you could say, ‘Imagine ramping your reps twice as fast by letting new reps binge watch demo recordings. That’s exactly what I’m about to show you…’ Visualization is a powerful tool to capture your audience’s attention and generate excitement.
- O – Orient Them to the Screen
Value established? Fantastic. But don’t rush into the demo just yet. Take a moment to ensure that your audience knows what’s happening on their screen. This step is often overlooked but is crucial for a seamless understanding of your presentation. Make sure your buyer knows what they’re looking at, giving them a quick orientation to the screen share.
- R – Reveal the Workflow
This is where the classic ‘demo’ takes place. Show your audience the workflow that the feature enables and how it elegantly solves the pain point you’ve emphasized. This is the moment when you can showcase the core functionality of your product or service. Walk your audience through the process, step by step, and emphasize how it resolves their specific pain.
- I – Implant the Value
Have you noticed something interesting? You surround your feature demo with value. You both ‘start’ and ‘end’ the feature demonstration with it. After showing the workflow, restate the value statement. For example, you can say, “As a result, you’ll ramp your new reps at twice the speed…” This repetition ensures that the value is front and center in your audience’s mind.
- T – Tell a Story
Facts and figures can be forgettable, but stories are memorable. After showcasing your feature and highlighting its value, share a success story. Describe how another customer achieved success using the same feature. Real-world examples resonate with your audience and help them visualize the positive impact your solution can have on their business.
- E – Elicit a Response
You’re almost done. Now, it’s time to engage your audience further. Ask a ‘post feature’ question to get them talking. A great question to pose is, ‘How does that compare to how you’re solving this issue today?’ This question not only encourages interaction but also helps you tailor your pitch to address their specific needs and concerns.
The F.A.V.O.R.I.T.E. framework is your secret weapon to transform your SaaS demos from mundane to mesmerizing. By framing the pain, asking questions, visualizing outcomes, orienting your audience, revealing workflows, implanting value, telling stories, and eliciting responses, you can become part of the top 3% of SaaS demo presenters who leave a lasting impact.
So, give this system a try, and watch your demo game elevate to new heights. Mastering the F.A.V.O.R.I.T.E. framework can be a game-changer, helping you secure more sales and build stronger relationships with your clients. 🚀