Jorge Zuñiga Blanco discusses the use of video marketing to improve sales

The best thing about Video Marketing, and Digital Marketing in general, is that it has no great restrictions and gives us the freedom to experiment, make mistakes, learn and evolve without limits.

Video has become the star format of Digital Marketing. More and more companies and brands are offering this type of content to improve their results, and this trend can be taken advantage of by your food and beverage business (stores, multistores, supermarkets, bars, and more) to make a leap in quality. You can also use video to sell more. Jorge Zuñiga Blanco, a successful entrepreneur from Costa Rica, discusses why promoting a Video Marketing strategy to sell more will not require a large investment for your business, but will provide substantial returns.

For your customers or potential customers, video is a format that does not require a great effort to be consumed, it is very comfortable. Says Zuñiga, “With the simple action of pressing the ’play’ button it is possible to view and assimilate a content in less time, understand it better and share it with other people. For a food and beverage business, for example, the video shows a more real perception of your company and your products, improving trust and empathy with your target audience as a key to developing a loyalty relationship. In short, the goal is to develop a Video Marketing strategy to sell more, but above all to sell better.”

There’s data that demonstrates the triumph of video as the most successful format and why it offers great opportunities to boost your business more. 92% of mobile device users share videos with others. The average internet user uses 88% more time on a website containing video. When digital advertising includes video, the click-through rate shoots up by 200% – 300%. 64% of consumers are more likely to buy a product after watching a video about it. Video now accounts for over 74% of all Internet traffic.

A Video Marketing strategy does not have to have a large budget or require the realization of blockbusters, but as its name suggests, a strategy requires time, dedication and, above all, desire. With this in mind, you can develop a Video Marketing strategy to sell more with a common recording equipment (a smartphone, an action camera or an SLR camera), a video editing software and an Internet connection, following a few key guidelines.

Sign up for YouTube and explore. Look for businesses similar to yours to know what they are talking about and detect your suppliers to collaborate with them and that they collaborate with you. Create a YouTube channel and customize it. Fill in as much information as possible, add images, create lists by categories of the products you sell in your business and share videos from other YouTube channels, such as your suppliers and brands.

Upload your own videos, classify them through your own lists and provide all the possible information of each file by filling in all the fields during the upload. Combine your Video Marketing strategy between YouTube and other social networks such as Facebook, Instagram or Twitter. These social networks have different audiences and audiences that can add more views from different people to your own video content or the content you share. Then, analyze, from time to time, the results of each video and compare them with the evolution of the sales of your business and the visits to your establishment. Make better decisions and continue to grow.

With these five keys, it only remains to generate your own quality content for the audience of your food and beverage business. Adds Zuñiga, “The best thing about Video Marketing, and Digital Marketing in general, is that it has no great restrictions and gives us the freedom to experiment, make mistakes, learn and evolve without limits.”

About Jorge Zuñiga Blanco

Jorge Zuñiga Blanco is a leading eCommerce expert who has provided his services to growing organizations throughout the world.  He has a diverse background of industries to his credit, giving him the ability to relate and contribute to business owners in a variety of markets.  He has more than 20 years in the eCommerce industry and, for the past nine, has dedicated his expertise and knowledge to helping executives and managers develop their business.

Jorge Zuñiga Blanco discusses how to stay positive in a business sales environment

It’s not that they’re a sign of interest; they’re an opportunity to find out what really motivates your prospect. You have to learn how to overcome objections from your customers without making them feel that they’re being painted into a corner just to make the sale.

How to overcome objections from your clients is a basic part of sales.  Being prepared to turn a “no” into a “yes” is something that every successful salesperson has to be prepared to do.   Those who really excel will be prepared even before beginning the negotiations.  Jorge Zuñiga Blanco, an entrepreneur and sales expert from Costa Rica, explains how to approach objections and turn them into positive results.

As good as you think, or wonderful your product, you’re always going to have to overcome objections. When a client says no, he or she could be objecting not because of the product, but because of their own reservations – perhaps they don’t have the money or feel they have a need to make the purchase.  What they’re really saying is that the salesperson hasn’t offered enough reasons to take the next step.

In short, instead of fearing objections, salespeople must love them.  Explains Zuñiga, “It’s not that they’re a sign of interest; they’re an opportunity to find out what really motivates your prospect. You have to learn how to overcome objections from your customers without making them feel that they’re being painted into a corner just to make the sale.”  

Sometimes, you’ll find a client who really tells the truth. Normally objections like “We don’t have an assigned budget” or “I have to think about it” or “I’m not interested” are a smokescreen that hides another problem.  States Zuñiga, “The first thing that has to happen is to make sure that you are dealing with a real problem, other than that what we are hearing is simply ‘Today I am in a bad mood and I am paying it with you’ or ‘I am burned out from the commercials of your sector’ or ‘I am not the person who makes the decisions’ or any other excuse.”

That is why you cannot directly attack the objection, because you would create an atmosphere of confrontation that won’t help. Instead, create an opportunity to get to know the customer better by asking a relevant question, for example, what is the budget, what is the usual purchase process, how are suppliers chosen.  Additionally, it’s acceptable to ask if there will be a budget in the future or if the objection is over a lack of familiarity with the company or product.  The goal is to disable the objection by understanding what really drives our prospect to put obstacles in the purchase process.

To overcome objections from customers, once the true meaning of the objection is resolved, it is time to present a solution. The key at this stage is not to exert too much pressure. A good way is to ask permission to show your solution to your problem.  As a salesperson, ask if you can demonstrate how other customers have been able to improve their ROI thanks to your solutions or if you can explain the features if budget is no longer a problem.  It is important to include a period of time in the question, so that the client will know that you won’t be wasting their time since you only need a few minutes to convince them.

Sales professionals don’t get over objections; customers do.  This is the fundamental point of negotiating the sale.  Adds Zuñiga, “A sales professional knows he can’t solve an objection. It is not in their power to allocate more budget to the customer, nor to shorten their deadlines.  All of these obstacles can only be removed by the client.  The salesperson must create the opportunity for this to happen through effective communication based on asking correct questions and paying maximum attention to what the client tells us.”

About Jorge Zuñiga Blanco

Jorge Zuñiga Blanco is a leading eCommerce expert who has provided his services to growing organizations throughout the world.  He has a diverse background of industries to his credit, giving him the ability to relate and contribute to business owners in a variety of markets.  He has more than 20 years in the eCommerce industry and, for the past nine, has dedicated his expertise and knowledge to helping executives and managers develop their business.