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First time founder. First discovery call and prospect agreed to a demo! They're also looking at the $1B+ solution. Looking for guidance.

Hi IndieHackers,

We make finance software for the B2B space. Our differentiator is that we automate analytics that has traditionally been done manually. Our competitors focus on finance companies with a small number of high value accounts while we focus on finance companies with a large number of low value accounts.

During the discovery call, the prospect wasn't as engaged until I mentioned the automation parts. He became very interested and agreed to a demo.

I know the $1B+ solutions in our space charge $10k-$100k/yr. We're charging $5-$10k/yr.

Would it make sense at the end of the demo to say something like

"whichever product you decide to go with, I think you should at least try us out for a couple months before commiting to something long term. We're actively building features around automation analytics and are creating a product geared towards companies like yours (a finance company focused on high volume, low value accounts)"?

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    Demos that go well are almost always a result of successful discovery calls. Were you able to uncover their pains/problems they're looking to solve and how that stops them from achieving their goals in the future? Are you talking to the correct person? Do you know how decisions are made?

    If you have the answers to those questions (there are more), you're in a good spot. Then you can make the demo relevant and tailor it to their needs and demonstrate how your product will get them to the place they want to be.

    Throwing out some desperate attempt like "at least try us" sounds amateurish and weak, imo. They have too much to risk to give you a try. They don't care about you. They care if you can solve their problems and help them achieve their goals. Demonstrate how that can happen and then move them to the next step. Better off asking at the end "based on what you saw today, is there any reason you wouldn't move forward with a pilot?" - this will at least give you an opportunity to overcome objections. If you beg to get a try, they'll say they'll think about and get back to you and you'll learn nothing.

    Btw, your pricing may be a factor but it's not that big of a deal unless you already know that they're price sensitive and price is a driving factor in their purchasing decision.

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    I don't think a big company wants to "try it out". Theres a lot of cost associated with switching providers - training, data transfer, etc. Close the deal my man!

  3. 1

    Some small suggestions :):

    1. You are selling them on you as a person because you don't have a product yet. Sell them on you and be authentic. Make sure they do the bulk of the talking about the problem they are facing and find out how it helps this specific person. You want to fully understand the problem as they see it so you can talk about it in their language. And, the same goes for the discussoin about the solution. Just aim to get a pilot and then bust your butt to amaze them and lock down this first customer.

    2. You are not selling to this company but the person you are interacting with. You want them to feel the excitement you feel for this startup and the energy. In a lot of ways what they are buying is the way you make them feel. Don't underestimate how many senior people at big companies want to be part of a scrappy startup story and play into that.

    I'd play up your startup nature, your team's credentials in the automation programming field, and offer a pilot program to demonstrate a clear value in a clear timeline.

    Good luck!

  4. 1

    I don’t have too much experience here and I’m looking to do my first one soon as week, but the fact that they got excited when you mentioned the automation part probably means you discovered a big pain point there. I think you should try digging deeper into what that pain point is and how your product can make their life easier. That could be the key differentiator between you and your competitor.

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