Overview
Method category: Generative product research
The Demo Pitch involves presenting your product to target customers to gauge their interest in moving forward in the purchasing process. In GLIDR, you should create Research and connect ideas about your product pitch. During the Run phase, add Evidence - Other for each pitch conducted. Document feedback, questions, observations, and whether the customer advanced in the buying journey in the Notes and Key Insights. Once all demos are complete, move the Research to the Analyze phase to reflect on lessons learned and product updates.
In Brief
A demo pitch is a presentation of your solution using product or service demonstrations to persuade potential customers to buy. Similar to solution interviews but occurring later when the solution is more developed, this method emphasizes presentation over dialogue. The goal is evaluating customer reaction positivity and motivation. Essentially, it's a sales pitch testing purchase willingness or recommendation likelihood.
Helps Answer
- Who is our early adopter or first customer?
- Who is the decision maker?
- Is it valuable enough for them?
- Are we positioning it right?
- Are we highlighting the most compelling features?
- How much is it worth to them?
- What is the sales/procurement process?
- How will they use or implement our solution?
- Can we sell it?
Tags
- B2C
- B2B
- Key partners
- Channel partners
- Value proposition
Description
Demo pitch deployment varies by market type. For B2C, target consumers at point-of-sale locations or through targeted video ads on social media. For B2B, identify influencers, decision makers, and key stakeholders—preferring early adopters unconcerned with prior users. Seek "wow" reactions and significant next steps: pre-orders, letters of intent, deposits, purchase orders, vendor list additions, or approved agreements. Channel partners can signal go-to-market viability.
Time Commitment and Resources
A few days for B2C; a few weeks for B2B depending on appointment availability.
How To
- Develop a refined, audience-appropriate pitch
- Prepare demonstrations showcasing your solution optimally
- Create uninterrupted communication settings enabling feedback
- Offer suitable buying-process next steps to test forward momentum
Interpreting Results
"The most important data will be who moves forward to the next stage of the buying process." Differentiate between polite responses and genuine enthusiasm through qualitative signals.
Potential Biases
- High demo pitch volume doesn't indicate success
- Positive comments without purchasing progression suggest targeting or offering issues