Getting products in front of potential buyers to prove their capabilities is critical to the selling process and is a fundamental aspect of customer engagement for most B2B brands.

But what happens when you can’t meet with prospects face-to-face? As the COVID pandemic proved, we can no longer take face-to-face interaction and events for granted. So, businesses need to think more creatively about how to engage with customers in less traditional ways, but still with maximum impact.

A customer (or prospect) will still want the same information about the product as they would if you were meeting them in person – they’ll want to see the product’s performance for themselves; they’ll want to see ‘under the bonnet’; they’ll want to ask detailed questions.

So, if the customer can’t physically get to the technology or product in question, how can you cover these needs? While there’s no real substitute for ‘touch and try’, there are a number of other ways to connect with prospects and drive engagement, beyond the standard data sheet and product brochure.

Want to know more? Find out how to expand your product toolbox and get some top tips for engaging prospects in our guide here.