The general idea behind doing the demo is to showcase our instruments, introduce the company to the customer and open an opportunity to create a lasting bond. It is essentially a way of reassuring the customer that our instrument will be able to solve their problem and ChemoMetec is always there to help and assist. The following steps should not differ for all the instruments and depend on individual approach. Please treat the following as a guideline and not an instruction manual.
Setting up the scene for the Demo (Trial)
Plan ahead – Prior to arriving on site for the demo, it is good idea to be in constant communication with the customer to make sure that you have everything you require. Allow ample time so that you can deliver missing materials to the site of the demo in case if there is anything is missing. Make a list and go through it at least three days before the event. (e.g. if you require a screen for a presentation, please let the customer know beforehand so that they could arrange this in time for the Demo or if you need to work with various concentration of cells on the demo day and etc..)
Depending on the customers experimental needs, it will be wise to take the relevant solutions in to showcase the ability of the device. Avoid over complicating matters and use Table 1 as an inspiration to take the relevant solution or reagent to the demo.
Make a good impression – Once onsite, the most important thing is to greet the customer and make a good first impression. Therefore, it is important to arrive slightly earlier than promised and with a smile on your face.
Introduce the company – After the meet and greet, you can do a presentation for the customer, informing them about the company and highlight some of the key features of the device. The presentation should be short and precise. Do not spend much time on this as you will be covering most topics in the actual demo. When the presentation is done, politely ask for 5-10 mins to setup your device and the demo environment.
The technical demo
Allow visibility of workplace – Always make sure that all stakeholders have a nice view of the device (NC-250) and the laptop screen when you are performing the demo.
Tend to the customer’s needs – Always remember what the customer required when they agreed to a demo and conduct that request accordingly. Start with the opening the software and take the customer through various functionalities with an emphasis on the relevant assay, protocol selection and data exportation. Slowly introduce new concepts and do not spend much time demonstrating things/concepts that the customer did not ask for. It is important to highlight the extra features of the device, but they should not be prioritized.
Be engaging – After you are done with the initial introduction of the device, get the customer to try the methods for themselves (e.g. loading both A2 and A8 with their own cells, running a protocol or briefly analysing the results). Sample preparation according to the provided protocol is key. Therefore, it is advised that this is carried out by the customer with the FAS (you) observing each step carefully to ensure a desirable final outcome.
Be thorough – It is important that the customer knows that they do not have any questions left to ask on the day and that you have explained the functionalities of the device thoroughly.
Provide reassurance and keep in touch – If you are leaving the device with the customer for a specific period of time, reassure them that you will be there for them if they have any questions. If you do not hear from the customer during the demo period, get in touch via e-mail or give them a call to see if all is going well.
Get feedback – At the end of the trial get in touch with the customer to see how the trial went. Record all the feedback and if needed help the ship the device and accessories back to the HQ.