The Big Blog of Video Marketing

The Big Blog of Video Marketing

The world moves faster than it used to. People have less time in their day-to-day lives and even less of an attention span. It’s difficult for many professionals to break away from their tasks and focus their minds solely on reading. That’s why media like video has become such effective forms of marketing. They can be played in the background while people multitask, and therefore, are more likely to be consumed from beginning to end.

The pursuit of increasing your digital footprint is never-ending. Video is the leading way to take the next step. Easily consumable content is how your audience wants to hear from you. If you can get even a sliver of their attention, you can sell your services more effectively. In this blog, we’ll examine the benefits of video marketing and what you need to do to implement it successfully.

Get Started on Your Video Marketing Efforts Today

What is Video Marketing?

Video marketing is much more than a television commercial or YouTube ad. It’s easily consumable content that not only pitches an offer, but also provides useful information to your audience. An example would be a video about how managed services can help a business succeed in a post-COVID-19 world. At the end of the video, you would then present your managed services as the solution. This sort of value-added content is the most successful in attracting new business.

When Should You Use It?

Video is the most efficient way to get the word out about what’s new in your organization. According to research from HubSpot, four of the top six social channels on which global consumers obtain marketing content is through video. This means video marketing is the most popular and successful way to reach the masses. When you introduce new services or products, you can use video to insert it into your sales cycle and promote it via your sales cycle emails.

Where Should You Post It?

The best technique of deploying your video marketing efforts is by parceling it out through your social media accounts. When you produce video content, it can easily be shared across all of your accounts like Facebook, Twitter, LinkedIn and others. Most businesses choose to host their video content on YouTube and Vimeo. It’s important to remember these should be treated with equal care as your other social accounts. Meaning, that the engagements and comment sections should be curated to foster engagement and maintain appearances, just as you would with your other social accounts. Your company website can also be used to host video content, either natively or via embedded links.

How Should You Do It?

Not everyone is as adept at producing video as others but learning to do so will significantly improve your online presence. Here is a checklist of things you should keep in mind when creating video marketing content:

  • Be organic. Prospects want to work with genuine people. You don’t need to put on an Oscar performance or do your best Billy Mays pitch, just be you.
  • Expensive equipment isn’t necessary. You’d be amazed at the great content you can produce with your phone. Tutorial videos can be helpful for recording and editing tips.
  • Always use stats from reliable sources to back up your claims. Accuracy is important, and prospects will appreciate it when you’ve done your homework.
  • Produce content that people want to consume. Videos on timely content, like COVID-19, will bring the most attention. You can also do branding videos like office tours and employee interviews to promote transparency.
  • It’s vital that you use optimized search keywords in the titles and descriptions of your videos. This will boost the click-through rate of your content.

The techniques you use to create this content should be a reflection of WHO your team is and WHAT your organization represents. Put care into what you produce, but remember, intriguing content will always shine through the level of production.

How  Marketopia Can Help

If you’re ready to begin your video marketing journey, reach out to Marketopia and see how we can help. Our content and design teams are more than capable of producing the polished message you want from topics to scripts, recording and editing. Not to mention, our digital team will use of appropriate SEO terms and post at the proper times across all your social media to get the most engagements. Put an entire agency behind your company to tell its story the right way. Contact us  today and let’s start writing yours.

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It’s Time to Start Building Your Partner Value Proposition

It’s Time to Start Building Your Partner Value Proposition

If you’re a CAM, you’re probably a natural when it comes to nurturing relationships among key players in the channel. But when your primary goal is to drive revenue, building the partner value proposition is always on your mind. To do so effectively, you’ll need to learn how to develop and position the value vendor solutions provide to your partners and your partners’ customers. With the right strategy in place, you’ll easily be able to evaluate value prop statements and understand their impact on channel partner recruitment. By optimizing and reprioritizing offerings, you’ll be able to get through to both prospective and existing partners in the channel. The next step is to use your talent and expertise to build your partner value prop.

It will require additional training, tools and time to reach the next level, but it’s worth it. After all, as a CAM, you’ve invested a lot to get to this point in your career and probably had to make some sacrifices along the way. The professional relationships you’ve built in the IT channel are a solid foundation, but until you’ve invested in building the partner value proposition, you haven’t reached your potential. In this blog, we’ll lead you through a few ways to build your partner value prop and grow your business.

Discover Your Potential

Refine Your Understanding of the Buying Cycle

Remember that businesses can bring value to their clients and their channel partners at the same time, so it’s best to begin by considering the buyer’s journey and taking a bird’s eye view. If you were a partner stakeholder, what kind of concerns might you have and how they might be addressed? Be the solutions-oriented person you are and anticipate any counterarguments ahead of time. Be prepared to address them during conversations with decision-makers, and then press on in the recruitment process. Since selling through partners on a routine basis requires that you sell to your partners first, you’re going to need to do some marketing and consider the buyer’s journey.

Continue Building Your Partner Value Prop

To succeed, you’ll want to have some assets ready that add value to your offerings and help your partners achieve long-term success. As a CAM, your IT solutions and products are one way to develop profitable relationships with partners who are already paying attention to you, but you need to attract and delight new prospects, too. Creating and offering downloadable PDFs, case studies and other resources will help partners understand what you’re bringing to the table. By establishing credibility and value in the field through things like tools and testimonials, you’ll be in a better position to persuade the specific channel partners you’re targeting to act.

Get Through to the Decision-Maker

Dedicate time and resources to learning how to reach the decision-makers at key partners and communicate with them. Getting through isn’t easy—that’s why you need to develop a personalized value proposition statement that prepares you for these conversations. Your job is to quickly convince the decision-makers that a given program or service has the added value it takes to give customers a high ROI. Now is the time to apply what you’ve learned as a successful CAM and establish joint vendor partner value propositions.

Ready to Elevate? As a vendor or reseller, working with a partner like Marketopia means that you don’t have to spend your time training and creating lead generation for your partners – let our team of IT industry leaders handle it instead. We know the channel inside and out and have designed cutting-edge marketing strategies for CAMs who are ready to start building their partner value prop. Team up with Marketopia to help your partners separate themselves from the competition. Get Started

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Understand the Models of All Your Channel Partners

Understand the Models of All Your Channel Partners

As a vendor, your goal is to remain the logical choice for each of your channel partners. To stay at the forefront of their favor, pay special attention to how you manage the opportunities they present, and strive to understand each of them.

In this blog, we’ll discuss how you can easily differentiate your channel partners’ models so you can remain successful as a vendor.

 

Manage the Opportunities

An important thing to remember is that your business as a vendor and your partner’s business are codependent. The more harmoniously you interact, the more competitively you will perform.

You can bolster this relationship by managing the opportunities that each partner offers. This allows you to leverage partners for their value-added capabilities. Managing doesn’t mean taking control of partners, but rather enabling them to run with what they’re doing correctly and helping them amend what is impeding their progress.

 

Understand How to Make Partners Perform

As a vendor, you will be able to manage channel partners more successfully once you’ve learned to understand each partner. Consider each facet of their operations and how they functionally mesh together. You can do this by examining the following:

The structure, style and priorities that motivate partners. Every partner is unique in their needs, wants and the way they go about satisfying them. Learn how they approach each opportunity and see how you, as a vendor, can improve their tactics.

Partner sales, technical and financial capabilities. Just as their needs and wants are unique, the size and scope of each partner will differ. You must not set standards too high or low, but rather adapt your standards to each partner.

Their business, goals and success. Not every partner makes money the same way, has the same goals or is even in the same type of business. Your job as a vendor must always be to foster growth and success and help them achieve their goals.

The universe of channel partners is a complex and changing place. Partner types, labels and motivations are continually shifting. Your job is to get beyond the words they use and understand what they do, so you, as a vendor, can help them achieve what they want.

 

Relationships Are Ongoing

Once you’ve audited your relationship with all of your channel partners and put them into effect, you can examine the results to improve the process further. Take a look at how your product or solution benefits each partner. Some good questions to reflect upon include how well you:

  • Reinforce each partner’s value proposition
  • Sustain each partner’s business model
  • Enhance each partner’s commercial operations
  • Reward each partner’s unique value and expertise
  • Align with each partner’s business development intentions

Partner engagement is built on business alignment and relevance. When you take on the role of an active vendor, it means you know the structural components of your partner types and their business models.

 

How Marketopia Can Help

If you’re a vendor looking to improve your relationship with channel partners, look no further than Marketopia. Our expert team is well-versed in the IT channel. We understand channel partners and how to optimize the opportunities they present. Get in contact with us today and see how we can help your business achieve more leads, more sales and more profits.

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Daily Disciplines for Successful Salespeople

Daily Disciplines for Successful Salespeople

As a sales professional, it’s your mission to be dedicated to both the wants of your prospects and the growth of your own craft. It’s an ongoing pursuit that is never truly perfected due to changes in the market, but by following certain disciplines, you will successfully accomplish this mission. In this blog, we’ll share three disciplines that you and the rest of your sales team need to follow to close more sales.

Win Over Prospects the Right Way with Marketopia’s Daily Disciplines for Salespeople

 

Be Adaptable

A successful salesperson does what unsuccessful salespeople won’t. When it comes to sales, it’s not your pitch that closes, but how well you can cater to your prospect’s needs on the fly. If 2020 has shown the sales world anything, it’s that you must be dynamic in your craft and be willing to change your tactics and adhere to current market demands completely. Understand that this means going beyond the pitch you’ve rehearsed and drilled into your own head, because using a scripted approach may do more to hinder than help you. Know when something works and no when and how to change it when it doesn’t. You should make a point to audit your performance after every conversation.

Some points to take into consideration when understanding your prospects include their:

  • Industry
  • Goals
  • Challenges
  • Strengths
  • Weaknesses
  • The quicker you can identify and understand all of these, the easier it will be for you to close
  • Stop Pitching and Start Listening

Too many salespeople rush to get their pitch out and overwhelm their prospects with information. What they should be doing is getting to know their needs, desires and expectations beforehand and incorporate those specifics into the solution the pitch offers.

Don’t rush to get your pitch out. Keep the prospect talking. If they’re talking, there is always time for the pitch later. It’s vital that you first make the prospect feel like their concerns are valid, and you can only validate them by showing them you’re intently listening. This means not interrupting them, maintaining eye contact and understanding their body language. If the prospect feels like their concerns and ideas are above all else, you’ve made a sale.

Another handy trick is to take mental notes of three to four points they touched on and how they relate back to your pitch. Once they’ve finished, connect the dots back to your pitch.

 

Keep Your Sales Skills Sharp

While being adaptable to change and putting your prospects’ needs first will be the difference makers when closing, there is no replacement for the old-fashioned art of the sale. The best way to keep these skills sharpened is to always keep them against the grinding stone – in other words, turning every conversation into a pitch.

If you think about it, the point of every conversation is to put an idea into another person’s head. For example, if you can make your pitch as natural as asking someone about their musical tastes and telling them why they’d really enjoy your favorite musical artist or band, you’ll be that much more comfortable asking a prospect about their concerns and pitching them your solution. When you’re always on, you’ll never be off your best.

 

How Marketopia Can Help

If you’re looking for a better way to bolster your close rate, we’re here to hold the door open. Marketopia has developed sales training webinars, Quick Connect YouTube videos and other professional development resources that will help you build out your sales strategies both now and in the future. From our appointment setters to our sales, content, design, event and digital teams, partnering with us means that you’ll have an entire agency supporting your dreams for growth.

Connect with us today to get immediate guidance on how to close deals more effectively.

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