Demo Process – Everything to know for AEs

In this document, you will find all the information and steps you need to take in order to succeed during the demonstration.

First, some housekeeping:

• Connect your Google calendars to your Close account.
• Go to your Account Settings in Close.
• Click on Integrations.
• Then click on Connected Accounts.
• Connect your Gmail account.
• Turn on the Calendar Sync option to synchronise your Google calendar with Close.

When you land a demo:

• In Close, switch the lead status to “Demo Landed”.
• Send a calendar invite (preferably) or an email confirming the demo.
• Remember to add a Google Hangout link to the invitation.

Preparing for the demo:

• Clean your laptop’s desktop from non-vital files and icons.
• Close all unnecessary apps (Slack etc.), windows and tabs.
• Open the relevant tabs, such as an example website, the prospective client’s website and a demo dashboard. You can open the live example in either in Incognito window, another browser (e.g. Safari), or logged out of production mode and logged into demo mode.
• Potential useful tabs: FareHarbor home page, list of OTA’s, an example of Reserve with Google, the lead’s website, a couple of similar live company examples, the demo dashboard and the FH Demo Site.
• Each team has a different database or shared bookmarks for live company examples (ask your Manager about yours). You can also find a glossary of company examples here.

Starting the demo:

• Choose whether you want your camera on or off.
• You may also start with the camera on, just to introduce yourself before sharing your screen.
• If the camera is on, dress casual but smart, clean and professional. A good forward lighting and a good background are important.
• Thank them for joining and start with the front-end demo.

Demo Etiquette / Rules:

Team-specific Dashboards

• Each team has its own demo dashboard.
• Demo etiquette is crucial for two reasons:
• Your teammates are using the same dashboard, and you must ensure it is clean and tidy as they may be demoing an important lead at the same time as you, or just after.
• A clean and tidy demo dash allows a potential client to appreciate the intuitiveness and ease-of-use of the Fareharbor dashboard.

Booking Actions

• Start by making a booking.
• Enter a first and last name with their first letters always in capitals.
• Do not enter “test”, funny or celebrity names, your name, or any previously used names. Try to come up with a random name, every single time.
• Add a 9 digit phone number.
• Add an email following this blueprint: “first.last@example.com”.
• Always pay in full with credit card number 4242424242424242, so that the manifest looks neat and other AE’s can use your booking to demonstrate further actions, such refunding. You may also save the above credit card information in your browser so that you don’t have to input it each time.

Best Practices

If you need to create or modify any of the following, always remember to delete them after your demo (or consider creating them in your own personal demo dashboard):

• Resources
• Custom Calendars
• Saved Reports
• Availabilities
• Items

Additional Tips:

• Keep the demo relatively short and relevant, respect their time.

• Start with a very brief introduction on FareHarbor.

• Make it interactive: Keep asking interesting and pertinent questions.

• Skip the features that are not relevant to a particular lead.

• Build value before giving the price pitch.

• Always allow some time to ask questions and discuss the next steps in the end.

After the demo

• Send a follow-up email to thank them and suggest next steps.

• Log the call in Close.

• Write detailed call notes including what you showed them, what they liked, what they disliked, and what the next steps should be.

• Set a task to yourself to follow up.

• Switch the lead status to “Demoed” or even better… to “Soft Closed”!