Let’s be real. Most SaaS demo bookings are a waste of time.
You get a Calendly ping. You show up. They’re “just exploring.”
You nod along. They ghost you after.
So how do you actually book better demos? Ones that lead to money in the bank?
Here’s what works — plain and simple.
1. Stop letting unqualified leads book demos
If anyone can book a demo, you’re doing it wrong.
Gate it.
- Ask 2–3 questions before they can even pick a time.
- Filter out the “just browsing” crowd.
- Bonus: use these answers to prep before the call.
No one’s time is free. Especially yours.
2. Don’t book demos if a video will do
Ask yourself: do they need a demo, or do they just want to see what it looks like?
If it’s the second, send them a 3-minute walkthrough video.
Save your demos for real buyers.
3. Treat the call like a discovery, not a tour
Founders often walk in and go full product showcase.
Don’t.
Ask questions:
- What made you reach out today?
- What problem are you trying to solve?
- What’s the impact if this doesn’t get fixed?
Then — and only then — show how your product helps.
4. Use social proof before the call
If someone books a demo, send them:
- A quick video testimonial
- A 2-line case study
- A link to your best feature breakdown
This builds trust before they show up.
You don’t need to hard sell on the call — you’ve already warmed them up.
5. Nail the follow-up
Most demos die because of weak follow-ups.
Here’s what to do:
- Same day: send a recap with action points and relevant resources.
- 2 days later: ask if they’ve had a chance to think it over.
- 1 week later: check in with a quick update, insight, or question.
Don’t be needy. Be helpful.
Quick wins you can try this week
- Add a short typeform before demo booking.
- Create a 3-minute demo video (no voiceover, just captions and clicks).
- Reframe your demos as strategy calls, not product tours.
- Add proof to your booking confirmation emails.
- Follow up like it’s your job — because it is.
You don’t need more demos.
You need better ones.
The kind that move people from “maybe” to “let’s go.”
Start filtering, guiding, and selling like it matters — because it does.
