social media for sales in the insurance industry
DESCRIPTION
A presentation, developed by Roop & Co. marketing communcations, that explains how social media can support sales in the insurance industry. It includes statistical data, examples, and quick tips for getting started.TRANSCRIPT
Leveraging Social Media
to Support Sales
in the Insurance Industry
Monday • March 29 • 2010
PRESENTED BY:
Brad W. KostkaSenior Vice President
Kelly M. McGlumphyAccount Supervisor
Overview
What is Social Media?
How Social Media Supports Sales
Making the Case
Getting Started
What is Social Media?
Internet- and mobile-based tools for sharing and discussing information
A category of sites based on user participation and user-generated content• Social networking sites like LinkedIn or Facebook• Social bookmarking sites like Del.icio.us• Social news sites like Digg or Reddit• Other sites centered on user interaction
How Social Media Supports Sales
1. Build/maintain relationships
2. Broadens network
3. Compliments current sales efforts
4. Engages customers/prospects
5. Provides insight on customers/prospects
6. Social media = social networking
How Social Media Supports Sales
Engaging potential customers
Your Customers Are Utilizing Social Networks
More than 65% of business professionals use social networks• This number is growing
In 2009, use of Facebook and Twitter outpaced all other social network usage in the U.S. (Nielsen Wire, 2010)• Facebook increased by 200%• Twitter increased by 368%
79% of Fortune 100 companies use Twitter, Facebook, YouTube and corporate blogs
65+%
Your Customers Are Utilizing Social Networks
More than 65% of business professionals use social networks• This number is growing
In 2009, use of Facebook and Twitter outpaced all other social network usage in the U.S. (Nielsen Wire, 2010)• Facebook increased by 200%• Twitter increased by 368%
79% of Fortune 100 companies use Twitter, Facebook, YouTube and corporate blogs
Your Customers Are Utilizing Social Networks
More than 65% of business professionals use social networks• This number is growing
In 2009, use of Facebook and Twitter outpaced all other social network usage in the U.S. (Nielsen Wire, 2010)• Facebook increased by 200%• Twitter increased by 368%
79% of Fortune 100 companies use Twitter, Facebook, YouTube and corporate blogs
Your Customers Are Utilizing Social Networks
More than 65% of business professionals use social networks• This number is growing
In 2009, use of Facebook and Twitter outpaced all other social network usage in the U.S. (Nielsen Wire, 2010)• Facebook increased by 200%• Twitter increased by 368%
79% of Fortune 100 companies use Twitter, Facebook, YouTube and corporate blogs
79%
Your Customers Are UtilizingSocial Networks – For Referrals
Professionals have always used third-party assessments to make business decisions • now they are turning to social media
Those who follow a brand are more likely to buy products and services and recommend them to a friend • (Chadwick, Martin & Bailey, 2010)
67% 79%
67% more likely to buy a brand they follow on Twitter
79% more likely to recommend a brand they follow on Twitter
Your Customers Expect Your Participation
93% of Americans believe a company should have a presence on social media sites • Cone Business in Social Media Study, 2009
85% believe these companies should use these services to interact with consumers • Cone Business in Social Media Study, 2009
Social Media and Insurance Industry
According to Deliotte, insurance firms that are successful will master technology and social media to interact better with customers• Necessary to do this in order to compete
and standout
Insurance companies began using social media as early as 2007
Social Media and the Insurance Industry
Reasons why the insurance industry needs to embrace social media:• Huge workforce • A demanding client base of various ages, financial
background • Dependence on paper and people • Operational areas working in silos• A constant need to liaise with various partners • A large variety and amount of information to share
with its internal and external constituents
1Getting Started
Build
2Listen3Participate
Build
1Who 2Where 3What
Who do I want
to reach?
Where are they online?
What are my
resources?
Build
1Who 2Where 3What
Who do I want
to reach?
Where are they online?
What are my
resources?
Build
Build
1Who 2Where 3What
Who do I want
to reach?
Where are they online?
What are my
resources?
Listen
Industry news/trends• Trade news• RSS feeds• Google alerts
Your own network• Your friends and followers in the industry• Industry thought leaders
Participate
Add value• Consult, educate, help• Provide useful content
that will be shared• Create discussions
Build relationships• Be honest, trusted• Engage in conversations
Be interesting• Show passion• Have an opinion
Participate – Drive Conversation
Create a process/schedule
Aim for real, in-person interaction
Don’t be “that guy”
Participate
Contact
216.902.3800
www.roopco.com
www.facebook.com/roopco
www.twitter.com/roopco
Brad [email protected]
Kelly [email protected]
PHONE
WEB