The first post in this series talks about things to consider before you schedule your first software demo. Now it’s time to see some software in action.
Use the tips in this article to get the most out of each demo, effectively compare your options, and make the best software decision for you and your business.
Booking demos
This is the moment you’ve been working towards. It’s time to see software in action and pick the one you want you want to trust your business with. But don’t just throw yourself into it–go in with a plan.
Don’t overwhelm yourself with too many demos
It might be tempting to book a lot of demos so you can compare all of your options, but with hundreds of business software options it just isn’t feasible. Use your must haves criteria to narrow your demo list down to about five options.
Try to schedule all your demos close together
It’s tough to compare the demo you saw this afternoon with the demo you saw last month. Try to schedule all of your demos close together so that you can make comparisons while the features are still fresh in your mind. It’s best to schedule all of your demos within one or two weeks of each other.
Prepare yourself for demos
The sales reps aren’t the only ones who should be putting in work for a demo. Make sure you come prepared to ask questions and make informed comparisons. Your prep work might include:
- Write down a list of questions you plan to ask at each demo
- Create a spreadsheet to make easy comparisons between software
- Talk to your staff about the software features that would help them do their jobs more effectively
- Organize and prioritize your must have, nice to have, willing to give up, and absolutely not lists
- Read online reviews of the software written by owners of businesses similar to yours
Also take some time to think about how you talk about your business. A software demo is most effective when the sales rep really understands what you’re looking for and how your business works. Be prepared to answer questions like:
- How are my services set up?
- Do I run group classes or 1-on-1's or series-based classes or all of those?
- How do I collect payments?
- Do I accept drop-ins or only allow memberships?
- Do clients always have to pay up front?
- Who's setting up my site? Me or an employee?
- What types of information do I want to track with my software? (This is your must haves list)
- How do I pay my staff members? Hourly or by service?
With more information about your business, the sales rep will be able to customize their demo for you. You’ll be able to see just how the software can help make your life easier.
During the demos
Take notes
When you’re seeing a lot of demos it can be difficult to remember the details of each specific one. Take detailed notes on each demo so you can make comparisons later and follow up with any new questions.
Keep your must haves list in front of you
Sales reps want to sell. So they’re going to talk about the shiniest parts of their software. Keep an eye on your list and make sure the things you need are supported. Don’t let yourself get distracted by that one feature that’s really cool but you don’t actually need.
Ask all of your questions
I don’t know about you, but I’ve never met a sales rep who doesn’t talk fast. It’s easy to miss something when you’re getting a ton of information thrown at you at once. Don’t be afraid to ask all of your questions–that’s why the sales rep is there.
Talk about onboarding
Is the conversation going well? If the company is potentially a good match for your business, make sure you talk about the setup (onboarding) process. This can be the source of a lot of stress for some business owners, so you’ll want to know what you’re getting yourself into. To make sure you’re getting started on the right foot, make sure to ask questions like:
- How much onboarding support would I receive?
- What support resources are available?
- Are support resources free?
Post-demo decision time
If you didn’t find your perfect match…
Don’t despair. It happens. Sit down and go over your notes and your must haves list. What was it about the demos that wasn’t quite right? It’s ok to keep looking for software if the first options didn’t work out.
Use your experience to help you sort through your list of options again, and book yourself a new round of demos. It seems like a pain, but it’s absolutely worth it if in the end you find the right software for your business.
If you found the software of your dreams…
Congratulations! Your diligence and patience has paid off and you’ve found a software to help you manage and grow your business. Feels good, doesn’t it?
If you’ve found more than one software that you like, take advantage of the free trials that most software offers. See how the software works for your business, not a generic one the sales rep showed you. Think of your most complicated or frustrating process, and see how the software reacts to it. Remember, you aren’t looking for the flashiest software. You want the one that makes your life the easiest.
Once you’ve settled on your software, it’s time for the onboarding process. In the next post in this series, we’ll talk about how to get the most out of your time with the company’s onboarding team.
The Pike13 Perspective