Winning with SaaS Product Demos: Your Playbook to Maximize Conversions

Shreelekha Singh
August 16, 2023
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Remember the days when selling software meant lengthy presentations, generic pitches, and one-size-fits-all demos? 

Those days are fading fast, replaced by quicker, more personalized, and engaging ways to showcase products. Today, it all comes down to how well you understand your customers and tailor the buying experience.

That’s why SaaS companies are leveraging product demos at every stage of the funnel. 

If you're part of a B2B sales team, this article is your start-to-finish guide to creating product demos that resonate with your audience. 

What are SaaS product demos?

SaaS product demos are live demo presentations of your software. Whether through a guided walkthrough or a self-guided test drive, they give users a hands-on experience of your product's features and use cases. 

A SaaS demo allows potential customers to see your product  in action, assess its value, and make an informed purchasing decision. These demos take B2B SaaS buyers from initial interest to final purchase. 

Remember: in saturated markets, just displaying features won’t cut it. You have to demonstrate exactly how your product can solve real-world problems and add value.

5 core types of product demos you can create

Product demos come in many formats. Each of these product demo types caters to different stages of the buyer's journey, preferences, and needs. 

By understanding and utilizing these various types, you can create a more versatile product demo strategy and engage prospects from the first step. Let’s deep dive into the five main product demo types.

1. Interactive product demo

Best for: letting prospects explore and engage with your product independently to explain specific use cases and capabilities.

An interactive product demo is a self-guided walkthrough that gives prospects a hands-on experience with the product. It allows potential customers to explore the product at their own pace, focusing on the features and functionalities that interest them the most. 

This personalized experience can lead to a deeper understanding of the product and how it fits their specific needs.

2. Guided product tour

Best for: providing a structured and comprehensive overview of your product to highlight key features and benefits.

A guided product tour is a structured and narrated exploration of the product, often led by a sales representative or through automated guidance. It provides a comprehensive overview of the product, highlighting key features and benefits. 

The guided approach ensures that important aspects are covered, providing a consistent message and helping prospects understand the full value of the product.

3. Live sales demo

Best for: real-time, personalized interactions with prospects, allowing for immediate questions, feedback, and customization.

A live sales demo is a real-time presentation of the product, typically conducted by a salesperson, tailored to the prospect's unique requirements.

The live interaction allows for immediate questions and feedback, creating a dynamic and engaging experience. It can be customized on the fly to address specific concerns or interests, making it a highly personalized and effective sales tool.

4. Product demo video

Best for: visually showcasing the product in a compelling way, available for viewing at the prospect's convenience and across various platforms.

A product demo video is a pre-recorded visual presentation of the product, showcasing its features, functionality, and use cases. It offers a visually engaging way to present the product, available for viewing at the prospect's convenience. 

The use of visuals, narration, and editing can create a compelling story around the product, making it more relatable and appealing.

5. Feature demo

Best for: a deep dive into specific features, addressing particular questions or concerns, and highlighting unique value props.

A feature demo focuses specifically on one or more particular features of the product, providing a detailed explanation and demonstration of how they work. 

By zooming in on specific features, it allows prospects to gain a deep understanding of particular functionalities that may be most relevant to their needs. It can be used to address specific questions or concerns and highlight the unique selling points of the product.

How to choose the right product demo type

Wondering what’s the best type of product demo to engage buyers at every stage? Here are a few factors to consider for choosing the best demo type:

  • Assess prospects’ needs: Understanding the specific interests, pain points, and preferences of your prospects is crucial. If they value independent exploration, an Interactive Product Demo might be suitable. If they need a detailed understanding, a Guided Product Tour or Live Sales Demo might be more appropriate. Tailoring the demo to their needs can enhance engagement and relevance.
  • Consider the sales funnel stage: Different stages of the buyer's journey may require different demo approaches. At the awareness stage, a product demo video can capture attention. During consideration, interactive product demos can provide deeper insights. For decision-making, live sales demos are great for addressing specific questions and concerns, leading to conversion.
  • Factor in estimated deal value: The potential value of the deal should also guide your choice of product demo. High-value deals may need a personalized live demo, while lower-value or high-volume deals might benefit from the efficiency of interactive demos. Aligning the demo type with the deal value ensures you’re strategically using all resources.
  • Evaluate product’s complexity: Your product’s complexity can also influence the best way to present it. Complex products with multiple features and use cases might require a detailed explanation with a live sales demo. In contrast, product videos help in providing a clearer understanding about simpler products without overwhelming the prospect.
  • Analyze the competition: Understanding how competitors are presenting their products can also provide valuable insights. Look at how your competitors have showcased their product and the features they’ve highlighted.

7 tips for creating high-conversion product demos

Now that we’ve seen how you can create different types of product demos, let’s break down our handpicked best practices for creating impactful product demos.

1. Personalize the experience

If you had to choose between wearing an outfit tailor-made for you and one that’s bigger than your size, which one would you choose? The latter, right?

A personalized product demo feels the same. It helps you resonate better with prospects and speaks directly to the viewer's specific needs, interests, or challenges. A personalized demo feels more engaging because it reflects the viewer's context. It's not a generic presentation; it's a conversation tailored to them.

By tailoring the demo to the specific needs of your audience, you're telling them, "I get you." 

How to personalize the demo experience?

  • Use Personalized Content: Include content that speaks directly to the viewer. It could be using their name, company, or specific challenges they face. Make it feel like the demo was created just for them.
  • Create Segmented Demos: Create different versions of a product demo for various personas in your target audience. A demo for a tech-savvy user might look different from one for a decision-maker focused on ROI.
  • Allow Self-Paced Exploration: If possible, let viewers explore the demo at their own pace, choosing what they want to see or learn about. It turns the demo into a personalized journey.
  • Include Real-Time Interaction: Include options for real-time questions or interactions during the demo. It allows you to adapt the demo on the fly based on the viewer's responses or interests.

2. Highlight advanced features

Every product has basic features, but it's often the advanced ones that set it apart. Why just stick to the basics when you can show off what makes your product unique?

Highlighting advanced features is your chance to impress sophisticated buyers and show them why your product is a cut above the rest. By identifying key advanced features, connecting them to real-world benefits, you can create a demo that informs and impresses prospective buyers.

How to highlight advanced product features?

  • Explain the Benefits: Don't just show the feature; explain why it matters. Connect it to real-world benefits or problems it solves. Make it clear why this feature is not just cool but valuable.
  • Use Real-World Scenarios: Show how these advanced features work in real-world scenarios. It helps prospects visualize how they would use them in their own context.
  • Make It Interactive: If possible, allow prospects to explore these features themselves. An interactive demo that lets them play with the advanced features can create a deeper understanding and connection.
  • Balance with Simplicity: While highlighting advanced features, ensure that the demo remains accessible. Use simple language and visuals to explain complex functionalities. It's about making the advanced feel approachable.

Here’s an interactive demo focusing on the advanced features of Lupl:

3. Use a real-world scenario

People understand things better when they can relate to them. By using a real-world scenario, you're connecting the product to something they know and experience. It's like saying, "Hey, remember that problem you face every day? Here's how our product can solve it."

Besides, features and functionalities can sometimes feel abstract. A real-world scenario paints a picture, helping prospects visualize how the product fits into their daily workflow. It turns the abstract into something tangible.

How to create a real-world scenario?

  • Identify Common Challenges: Start by understanding the common challenges or pain points your prospects face. What problems are they trying to solve? What frustrates them? Platforms like Floik can help you create interactive demos that adapt to these challenges.
  • Create a Relatable Story: Turn the scenario into a story. Set the scene, introduce the problem, and then show how your product comes to the rescue. A story engages the audience and makes the demo more memorable.
  • Showcase, Don't Tell: Create interactive demos to explain how your product works in that scenario. Let them see the product in action and get a better understanding of the interface with an interactive experience. 
  • Connect It to Features: Tie the scenario back to specific features and benefits of your product. Show how each part of the scenario is addressed by a particular functionality. It makes the features more meaningful.

4. Keep it short and engaging

Buyers’ attention spans are shorter than ever. A long, drawn-out demo can lose the audience's interest quickly. Keeping it short ensures that you have their attention throughout.

A concise demo helps you cut through the noise and get to the heart of what makes your product special. It also invites questions and interactions, opening the door for a conversation rather than a one-sided presentation.

How to keep product demos short and engaging?

  • Identify Key Points: Start by identifying the most important features or benefits you want to highlight. What are the must-know aspects of your product? Focus on those.
  • Create a Narrative: Turn the demo into a story with a beginning, middle, and end. A story structure can make the demo more engaging and easier to follow.
  • End with a Strong Call to Action: Leave the audience with a clear next step, whether it's trying a free trial, scheduling a follow-up, or visiting a webpage. A strong ending keeps the momentum going.

5. Make it easily shareable

Making product demos easily shareable helps in extending your reach, engaging more prospects, and turning viewers into advocates. When a prospect shares your demo, they're introducing your product to a whole new audience. It's word-of-mouth marketing, and it can significantly extend your reach.

What’s more, in B2B sales, buying decisions often involve multiple stakeholders. Making the demo shareable allows prospects to easily share it with colleagues, decision-makers, or anyone else involved in the process.

How to make product demos easily shareable?

  • Get a Shareable Link: Include prominent share buttons for popular social media platforms, email, or direct links. Platforms like Floik can help you integrate these options seamlessly.
  • Create Embed Codes: If you want the demo to be shared on blogs or websites, provide an embed code. It allows others to easily include your demo on their site.
  • Optimize for Mobile Sharing: Ensure that the demo is viewable and shareable on mobile devices. Many people share content through their phones, so a mobile-friendly demo is a must.
  • Include a Call to Share: Sometimes, a simple request can prompt sharing. Include a friendly call to share at the end of the demo, like "Enjoyed the demo? Share it with your team!"
  • Ensure Quality Across Platforms: Test how the demo looks and functions across different platforms and devices. A shareable demo should provide a consistent experience, whether viewed on a website, social media, or mobile device.

You don’t have to worry about any of this when using Floik!

For starters, all the content you create with Floik is responsive across all devices. So, your viewers can check your product showcases wherever they want.

Besides, you can share interactive demos with a link or embed it using a code. Add this link anywhere—emails, social media, Slack/Teams, and other platforms—or embed the demos to your landing pages and websites. 

share your flos

6. Build demos for an intermediate user

An intermediate user is someone who has some familiarity with the type of product you're offering but isn't an expert. Targeting this level means you're likely to resonate with a broad audience without going over their heads or underwhelming them.

You want to show off what your product can do, but without making it seem so complex that it's intimidating. Targeting intermediate users allows you to highlight advanced features without getting lost in technical jargon.

How to build for intermediate users?

  • Avoid Jargon: Use language that's clear and engaging without being overly technical. You want to communicate capability without creating confusion.
  • Provide Pathways for Exploration: Offer ways for users to explore further if they want to. Whether it's additional resources, follow-up demos, or interactive elements that allow them to dive deeper, give them the option without forcing it on them.
  • Test with Real Users: If possible, test the demo with actual intermediate users. Their feedback can help you fine-tune the balance between dazzling and overwhelming.

7. Include a strong call to action

A demo is often just the beginning of the journey. A strong CTA tells your audience what to do next, whether it's signing up for a trial, contacting sales, or downloading a resource.

A clear and compelling CTA can turn interest into action. It's the bridge between learning about the product and taking a step towards purchasing or engaging further. It also creates a sense of urgency, encouraging the audience to act now rather than later. 

A good CTA serves as a psychological nudge that can increase responsiveness.

How to add a CTA to product demos?

  • Use Action-Oriented Language: Use verbs that inspire action, like "Try Now," "Contact Us," or "Download the Guide." Action-oriented language creates momentum.
  • Highlight the Benefit: Connect the CTA to a benefit. If you want them to schedule a call, explain what they'll gain from it. It's not just about the action; it's about the value behind it.
  • Make It Visually Stand Out: The CTA should be visually prominent. Use contrasting colors, buttons, or visual cues to make it stand out. It should catch the eye without being obtrusive.
  • Create a Sense of Urgency: If applicable, add a time-sensitive element, like a limited-time offer or discount. It can encourage immediate action.
  • Test and Optimize: If possible, test different CTAs to see what works best. A/B testing different language, visuals, or placements can help you find the most effective approach.

🌟 Add custom CTAs to product demos with Floik

Floik helps you create customized calls-to-action anywhere in your interactive demos. Welcome users with a compelling headline and subtext or guide users about the next steps with an end CTA. 

You can also divide your demo into different sections by adding CTAs anywhere in the middle. Here’s an example of an opening CTA:

custom CTAs

Embrace the future of selling with interactive product demos

Interactive product demos turn static presentations into engaging, personalized experiences, helping you connect with your prospects on a deeper level. Ready to get started? 

Identify your product’s key features, understand your audience's needs, and explore tools that can help you create interactive and tailored demos. 

The path to a more engaging and successful sales process is at your fingertips. Embrace interactive demos today, and take the first step towards transforming your sales strategy with Floik. Try Floik for free