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Jun 19, 2024

9 min read

Boost engagement and sales with XR product presentations




Many companies face challenges in training sales staff, effectively presenting products, and adding value for customers

Some of these companies have not successfully found ways to convey the key benefits of their products because the use cases are very niche. Others sell heavy machinery and incur massive costs and administrative overload in delivering these products to industry fairs or sales meetings.

With advancements in technology, Extended Reality is proving to be a massive opportunity for companies to present their products and close deals.

This blog post explores the key reason companies are opting for XR in their sales efforts and how you can determine if your company is the right fit for this.

Understanding XR technology

The first step in understanding Extended Reality is to understand the core pillars:

  1. Virtual Reality (VR): Fully immersive digital environments accessed via headsets that replace the real world with a virtual one.
  2. Augmented Reality (AR): Digital overlays on the real world seen through devices like smartphones or AR glasses, enhancing reality without replacing it.
  3. Mixed Reality (MR): Blends real and virtual worlds where both interact in real time, accessed through advanced headsets like the Microsoft HoloLens.


Which option is best for your organization really depends on the products you have and your sales process. It is also important to keep in mind who your target audience is, how tech savvy they are and if experiencing your product should be left to the user to discover by themselves or should they be guided by members of your team.

The challenges of traditional product presentations

Logistical Challenges
Managing venue, equipment, and attendee logistics is complex and time-consuming, with last-minute changes and scheduling challenges causing potential delays.

Cost of transporting heavy equipment
Transporting large or delicate equipment (prototypes, manufacturing machinery, samples)  can be costly, significantly increasing sales and marketing budgets and reducing ROI.

Inability to demonstrate products in action effectively
Traditional presentations using static images or videos often fail to capture a product’s full functionality and appeal, making it hard to convey the true value of complex products.

Failing Sales Pitches
Ineffective demonstrations can hinder presentations, resulting in a less compelling sales message and lower conversion rates, ultimately leading to missed sales opportunities.

Decreased Customer Engagement
Static presentations can fail to capture audience interest in competitive markets, leading to customer disconnect and diminished brand impact and loyalty.

Increased Costs and Decreased ROI
High costs of transporting and setting up equipment for traditional presentations can reduce the budget for other marketing activities, lower sales conversions, and decrease overall campaign ROI.

Addressing these issues is crucial for enhancing sales strategies and improving customer interactions in today’s fast-paced market environment.

The Advantages of XR in Product Presentations

There are several advantages you should consider when planning your product presentation in XR

Immersive Experience
XR enables customers to explore products in detail within a virtual environment, making interactions more engaging and informative than traditional demos.

Cost-Effectiveness
XR reduces the need for physical prototypes and transportation, offering substantial cost savings and allowing for frequent updates without high expenses.

Scalability
XR presentations can be easily expanded or updated at minimal cost, providing flexibility and keeping product demos current with little effort.

Memorable Impressions
The immersive nature of XR makes experiences more impactful, significantly enhancing brand recognition and aiding customer recall.

Accessibility
XR allows for detailed product demonstrations to be accessible globally, enabling customers to explore products remotely without needing physical access.

Real-World applications and success stories

At Delta Reality we worked with diverse companies and industries to disrupt the sales and demonstration process. The examples highlighted below are from different sectors but all had a similar situation where they based their presentation approach on traditional methods and tools (PowerPoint, tablet etc) which were ineffective and uninspiring.

HI-Force
Hi-Force, the UK’s leading hydraulic tools provider, offers over 2,000 products, including cylinders, pumps, jacks, and specialized tools for various industries. They also provide tool rental, repair, maintenance, calibration, and ECITB-approved training. To address the challenge of transporting heavy and expensive tools, they created a user-friendly virtual reality catalog, allowing customers to explore and understand each product’s features and benefits easily.

Knauf
The brand behind construction systems and  materials utilizes a 3D presentation of their solutions together with a smart calculator . This provides users with a unique, contextual view of how Knauf integrates into each home, simplifying the process of estimating costs and requesting an official quote.

3A Composites
Composites, with their superior properties and high strength-to-weight ratios, drive innovation, sustainability, and efficiency across various industries, significantly advancing technology and environmental conservation. We developed a 3D app for trade show sales to showcase global composite use cases through an interactive, storytelling approach that lets users zoom into a town and explore the world of composites.

Linde Hydrogen
Linde’s Hydrogen operations focus on producing, storing, and distributing hydrogen for various applications, including industrial processes, clean energy solutions, and fuel cell technology. To communicate this segment of their business Linde often relied on traditional presentation materials and lengthy conversations with potential partners. To enhance the process and make it memorable, we created a Virtual Reality factory tour with simple interactions and deep insight into processes. This approach allowed users to better understand the life cycle of hydrogen and the way the different segments are interconnected.


Getting Started with XR in your business

Implementing Extended Reality in you sales and presentation process might sound overwhelming, which is way it is useful to keep these in mind:


1. Identify Your Goals

  • Determine what you want to achieve with XR:
  • Enhance customer engagement
  • Showcase complex products interactively
  • Provide immersive demonstrations
  • Stand out in the market

2. Choose the right partner
Collaborate with experienced XR development companies that have experience in your sector or have a process in place to define and understand your project goals.

Such partners will be able to help you:

  • Align your goals
  • Understand XR technologies and the nuances and use cases for Virtual, Augmented and Mixed Reality.
  • Select the appropriate hardware since different devices deliver different results and incur different levels of cost.
  • Develop unique and relevant  content that will resonate with users, help them undersatnd your products and prevent people from seeing the experience as a gimmick

3. Test and Iterate
Question your solution and process, test and gather feedback to make necessary adjustments based on inputs from your customers and partner. Extended Reality should be a tool that builds upon your sales and presentation process. Make sure the experience is smooth, engaging, and free of technical issues.

What about the content?

Hardware and technology means nothing if the content is a miss and offers no real value to users. Consider the following when it comes to XR content:

1. Focus on Interactivity

Engage users with interactive elements like rotating products, changing colors, or exploring configurations, and provide a hands-on experience by allowing virtual assembly or disassembly of product parts.

2. Emphasize Storytelling
Develop narrative-driven experiences that guide users through product features and benefits, and create customer journeys showcasing the product in real-life applications.

3. Highlight benefits and features
Detailed Visuals: Use high-quality graphics to showcase intricate details and functionalities, but do not forget to portray how the products affect their life or work through unique benefits.

4. Incorporate Real-Time Data
Integrate real-time data to display product performance or usage statistics and allow users to interact with data visualizations through interactive dashboards.

5. Ensure Accessibility and Ease of Use
Design a user-friendly interface with simple, intuitive controls and accessibility options like voice commands and adjustable text sizes.

6. Measure Impact and Gather Feedback
Integrate analytics to track user interactions and engagement levels, and continuously improve the experience by collecting and analysing user feedback.

Key takeaways

Extended Reality can transform product presentations and sales efforts, overcoming many limitations of traditional methods.

Virtual Reality, Augmented Reality, and Mixed Reality, you can create immersive, engaging, and cost-effective demonstrations that resonate with your audience.

XR not only enhances customer engagement and understanding but also provides scalable and memorable experiences that can set your brand apart in competitive industries.

By considering the above recommendations and focusing on interactivity, storytelling, and user accessibility, your company can use the full potential of XR to drive sales and improve client retention.

Have an upcoming event or want to improve your overall sales efforts? Reach out and let us bring your concept to life!

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