The Era of Video Consultations... 5 Strategies to Captivate Buyers

[Asia Economy Reporter Hwang Yoon-joo] The Korea International Trade Association's International Trade and Commerce Research Institute presented five strategies for successful online video consultations in its report "Post-COVID Era, Successful Strategies for Online Video Consultations" released on the 15th. These strategies include ▲utilizing audiovisual materials ▲preparing certificates, test reports, and transaction records with other major buyers ▲establishing a smooth consultation environment ▲preparing for long-term engagements ▲and developing product-specific strategies such as considering the advance shipment of samples for consumer goods.

First, since video consultations can cause fatigue more easily compared to face-to-face meetings, it is important to attract buyers' attention with product demonstration videos and communicate by sharing files such as quotations and brochures in real time. Objective materials like certified test reports and performance records with existing clients can build trust with the counterpart, and in the case of new products, proposing priority contracts or exclusive agreements is also a way to persuade buyers.

The report stated, "It is essential to establish a smooth consultation environment to prevent internet disconnections during consultations and to calculate the time difference with the buyer's country of location," adding, "When re-consulting with buyers who have previous contact history, the likelihood of contract success increases, and before ending the video consultation, it is necessary to schedule follow-up meetings to continue detailed discussions."

It continued, "For consumer goods such as food and cosmetics, which are small in volume, it is advantageous to send samples in advance mainly to buyers with high transaction potential and conduct consultations accordingly. For equipment and machinery, sharing design drawings via video and actively utilizing product demonstration videos is recommended," and added, "Content and software (SW) products have no restrictions on product demonstrations, making video consultations even more suitable."

Lee Hye-yeon, senior researcher at the Trade Association, emphasized, "As non-face-to-face work styles have expanded due to COVID-19, the position of online video consultations as a means of overseas marketing will become more solid," and stressed, "Thorough preparation considering the characteristics of video consultations and product-specific features to gain buyers' trust is emerging as a core competitive advantage in marketing."

This content was produced with the assistance of AI translation services.