jeremy

“Before I’ll agree to a demo of your product, here is what I want to know”

1. Tell me in three sentences what you do.

2. Tell me exactly why you chose me as a prospect.

3. Tell me who your biggest competitor is. I’m not asking so I can stop you. I’m asking so I can get context for what you do.

Do not say, “We don’t really have any.” That’s the single worst response.

4. What in my current stack would you be replacing?

5. What is the general cost or standard pricing?

6. Are there any products I must already have in order to be compatible? Ex: do I need to be a Salesforce user to use your product?

7. Name at least one client whose business is similar to mine, and why did they become a client?

If you have simple, fearless answers to those questions, and none is a serious dealbreaker, there’s a 95% chance I’ll agree to a demo.

If any are a non-starter, I’ll tell you why and make sure not to waste your time, and tell you what would need to change for it to be viable for me to explore.

Keep it simple. Eliminate fear. Answer questions directly. Commit me to a meeting.

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