Monday • March 29 • 2010



                           Leveraging Social Media
                           to Support Sales...
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 ...
How Social Media Supports Sales
1. Build/maintain relationships
2. Broadens network
3. Compliments current sales efforts
4...
How Social Media Supports Sales
 Engaging potential customers
Your Customers Are Utilizing
Social Networks
  More than 65% of business
  professionals use social networks
   •   This n...
Your Customers Are Utilizing
Social Networks
  More than 65% of business
  professionals use social networks
   •   This n...
Your Customers Are Utilizing
Social Networks
  More than 65% of business
  professionals use social networks
   •   This n...
Your Customers Are Utilizing
Social Networks
  More than 65% of business
  professionals use social networks
   •   This n...
Your Customers Are Utilizing
Social Networks – For Referrals
  Professionals have always used third-party assessments to
 ...
Your Customers Expect Your Participation
  93% of Americans believe a company should
  have a presence on social media sit...
Social Media and Insurance Industry
  According to Deliotte, insurance firms that are
  successful will master technology ...
Social Media and the Insurance Industry
  Reasons why the insurance industry needs to
  embrace social media:
  • Huge wor...
Getting Started




                      1
                      Build




         3
        Participate

              ...
Build




        1 2 3
        Who


   Who do
               Where


               Where
                           Wha...
Build




        1 2 3
        Who


   Who do
               Where


               Where
                           Wha...
Build
Build




        1 2 3
        Who


   Who do
               Where


               Where
                           Wha...
Listen
  Industry news/trends
  • Trade news
  • RSS feeds
  • Google alerts

  Your own network
  • Your friends and foll...
Participate
  Add value
  • Consult, educate, help
  • Provide useful content
    that will be shared
  • Create discussio...
Participate – Drive Conversation
Participate
  Create a
  process/schedule
  Aim for real,
  in-person
  interaction
  Don’t be
  “that guy”
Contact


  Brad Kostka               Kelly McGlumphy
  bkostka@roopco.com        kmcglumphy@roopco.com



            PHO...
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Social Media For Sales In The Insurance Industry

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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.

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Transcript of "Social Media For Sales In The Insurance Industry"

  1. 1. Monday • March 29 • 2010 Leveraging Social Media to Support Sales in the Insurance Industry PRESENTED BY: Brad W. Kostka Senior Vice President Kelly M. McGlumphy Account Supervisor
  2. 2. Overview What is Social Media? How Social Media Supports Sales Making the Case Getting Started
  3. 3. 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
  4. 4. 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
  5. 5. How Social Media Supports Sales Engaging potential customers
  6. 6. 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) 65+% • Facebook increased by 200% • Twitter increased by 368% 79% of Fortune 100 companies use Twitter, Facebook, YouTube and corporate blogs
  7. 7. 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
  8. 8. 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
  9. 9. 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 79% use Twitter, Facebook, YouTube and corporate blogs
  10. 10. Your Customers Are Utilizing Social 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 79% more likely to buy a brand they recommend a brand they follow on Twitter follow on Twitter
  11. 11. 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
  12. 12. 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
  13. 13. 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
  14. 14. Getting Started 1 Build 3 Participate 2 Listen
  15. 15. Build 1 2 3 Who Who do Where Where What What I want are they are my to reach? online? resources?
  16. 16. Build 1 2 3 Who Who do Where Where What What I want are they are my to reach? online? resources?
  17. 17. Build
  18. 18. Build 1 2 3 Who Who do Where Where What What I want are they are my to reach? online? resources?
  19. 19. Listen Industry news/trends • Trade news • RSS feeds • Google alerts Your own network • Your friends and followers in the industry • Industry thought leaders
  20. 20. 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
  21. 21. Participate – Drive Conversation
  22. 22. Participate Create a process/schedule Aim for real, in-person interaction Don’t be “that guy”
  23. 23. Contact Brad Kostka Kelly McGlumphy bkostka@roopco.com kmcglumphy@roopco.com PHONE 216.902.3800 WEB www.roopco.com FACEBOOK www.facebook.com/roopco TWITTER www.twitter.com/roopco
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