2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia.

2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia Island Plantation Resort Amelia Island, Florida

Progress Though Sharing Knowledge Welcome to the 2012 IASA Advanced Boot Camp Joe Pomilia Executive Director IASA Mark Roth VP of Business Development IASA

Progress Though Sharing Knowledge Welcome to the 2012 IASA Advanced Boot Camp Housekeeping Items: 1.This is intended to be an interactive event. 2.Some of the sessions will include a real-time polling feature. 3.T-shirt raffle throughout both days. And now, our first session of the day, “Marketing Strategy in the 21 st Century,” and our first presenter, Ruth Estrich, Chief Strategy Officer for MedRisk, and this year’s IASA President.

Progress Though Sharing Knowledge Marketing Strategy in the 21 st Century: Not Your Mother’s Marketing Campaign Presented by: Ruth Estrich, Chief Strategy Officer – MedRisk, Inc.

Progress Though Sharing Knowledge Ruth Estrich  25 years as an insurance company buyer  10 years as a vendor in the WC space  4 years as the CMO  Now the Chief Strategy Officer Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  If your buyers look like me, they won’t for long, but don’t count us out yet  New generation of decision makers are not just younger, they behave differently (although we older folk are learning)  This is not a fad – it is a trend and there is no indication that it is going to change direction Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  What I like  Interesting, engaging speeches at conferences  Catchy, unique exhibits  Crisp, on-point collateral  What I hate  Unsolicited phone calls  Unsolicited e-mails that make it sound like you know me Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  What I love:  Introductions through colleagues  Social media connections and content value  Informational blogs Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Consider this: To reach 50 million users… Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge It took radio 38 yearsIt took television 13 years Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Facebook did it in 3 years, and today has over 600 million users Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge This form of communication is powered by the people. Think dialogue, not monologue. The way companies communicate with their customers needs to reflect this shift. Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Social networking use among internet users ages 50-64 grew by 88% last year  1 in 10 users 50 and older use Twitter or another service to share updates  Fastest growing Facebook segment is 55-65 year old women Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Social Media empowers everyone, young and old to have a voice Social Media can change corporate behavior in a day Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  You have to join the conversation. Your customers want you to talk to them, not at them  Recognize that this is where your customers are. -You should want to be where they are  If you don’t invest in social media, you give the competition a chance to jump in and say, “We understand your needs. We’re more connected with you than the other guys.” Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  What should you be doing with social networking?  Create corporate pages  Encourage/support key employee pages  Monitor your competition  Monitor your customers  Monitor your prospects  Monitor social media sites to learn what your customers are saying. Be responsive; incorporate feedback quickly and effectively. Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge 19 © MedRisk, Inc.Confidential Facebook’s Mission: Giving People the Power to Share  Facebook is the 2nd most popular website in the world and continues to gain on #1 Google  There are over 600 million users on Facebook, spending over 700 billion minutes per month on the site  If Facebook were a country it would be the third largest on Earth Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Use Facebook as a business tool:  Connect with customers - this is a direct line of communication with the end user  Attract new customers virally through friend recommendations, News Feed stories, etc.  Branding. Reinforce your brand  Mass marketing – deliver message to a large audience instant ly Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Add your Facebook URL link to email signatures  Integrate the FB icon on your website  Include a “Connect with us on Facebook” call-to-action in e-mail newsletters  Target FB users: online resources can reveal all the social networks a person participates in based on email address Build a Fan Base Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Transparency is key: allowing fans to post comments shows willingness to participate in honest conversation  You can’t control the conversations but we can control how we respond to them  Forrester Research group found 80% of FB comments about products and companies are positive Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Dealing with comments on your page – criticisms and praise: Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge 25 © MedRisk, Inc.Confidential Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge 28 © MedRisk, Inc.Confidential LinkedIn’s Mission: Connect the World’s Professionals  Over 90 million members in over 200 countries  Executives from all Fortune 500 companies are LinkedIn members  Communicating through LinkedIn makes you 30 times more likely to get a response Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Use LinkedIn as a business tool:  Manage the information that is publically available about you and your company  View profiles of Raven / Eel / BFF to gain insight: background, contacts, etc.  Use a common connection to ask for or to make an introduction  Increase brand recognition and position your company as an expert in the industry by contributing to group discussions Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Linked In – A key social networking business strategy Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Participating in discussions and demonstrating expertise makes people interested in you and your company  Business opportunities will come to you this way  Before the web, industry insiders would meet at conferences to network, share ideas, ask and answer questions, etc. This discussion group is the conference show floor, 24/7!! Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Founded by Mark Walls, Assistant VP Claims for Safety National in 2008  7,600 Members  21% Employers  14% Carriers  7% TPAs  63% experience > 15 yrs  55% access daily emails or visit 3+ days/week  Quality discussions  The more contributions you make, the more “influential” you become Work Comp Analysis Group Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  On Twitter, anyone can read, write and share messages of up to 140 characters.  These “tweets” are public and available to anyone interested in them.  Twitter users subscribe to your messages by “following” your account. Twitter’s Mission: Instantly Connect People Everywhere to What’s Most Important to Them Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Mention: Reference specific Twitter users in your tweet by preceding it with the @ symbol, i.e., “We’re glad you had a positive experience, @janesmith, thanks for the kind words!”  Retweet: When you see a Tweet by another user that you want to share, click Retweet below it to forward it to your followers instantly.  Hashtag: Attach a #hashtag to words in your Tweets to categorize them for others. Users can then click on a hashtag to see other similarly-themed tweets and find yours in search, i.e., “Attending #FWCI? Visit MedRisk, booth 314!” Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Ways to use Twitter for Marketing:  Monitor to see what customers are saying about your company and respond quickly  Consider a campaign to attract “followers” prior to busy trade shows  Post timely updates during trade shows to draw attendees to your booth Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Private and secure social network for internal use  Give and receive status updates across multiple departments  Customize information feeds to monitor current projects and issues  Share and work on documents with team members from a secure, centralized platform  Managers can “follow” items most important to them and gain insight into opportunities and obstacles Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Search Engine Optimization (SEO): Content will trump craftiness  Google’s search algorithm changed in 2011 – game changer  More results linked to timely and social relevance – less to esoteric thinking  You need to focus on timely and relevant content on social platforms and in the media Digital Marketing Trends to Watch in 2012 Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Influencer Management: Who wields the power  Forget segmentation and think Klout  Web users are being assigned influencer scores  Youcast, Klout, more coming  Some Las Vegas casinos already upgrading patrons with high Klout scores Digital Marketing Trends to Watch in 2012 Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Mobile and Tablet: New Marketing opportunities  Tablet sales are greater than laptop sales  Think “there’s an app for that”  Think QR codes  Think about customers being untethered Digital Marketing Trends to Watch in 2012 Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Facebook for Marketing  90% of social media time is spent on Facebook  Marketing $s will start to move from traditional media  Expect Facebook to evolve as well Digital Marketing Trends to Watch in 2012 Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Think Video  85% of Americans watch videos on-line  1.5 billion videos a day!!!  Studies show more customer engagement with brands that use videos on their sites  YouTube etal Digital Marketing Trends to Watch in 2012 Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge  Measuring ROI is challenging  Control: losing it is nerve-wracking  Resources: Once you establish a presence you need to maintain it, keep the conversations going, add valuable content, listen and respond in real time  Other concerns: Legal / HR / Privacy / Reputation Challenges Marketing Strategy in the 21 st Century

Progress Though Sharing Knowledge Marketing Strategy in the 21 st Century If you have questions specific to this presentation, please feel free to email: Ruth Estrich Chief Strategy Officer MedRisk Inc. restrich@medrisknet.com Thank you for your time and attention. Now, I want to bring up the panelists for our next session, “Getting Your Marketing ROI,” Michael Erickson of MedRisk and Todd Veale of Salesforce.com

Progress Though Sharing Knowledge Getting Your Marketing ROI: Lead Generation & Client Management

Progress Though Sharing Knowledge

Getting Your Marketing ROI If you have questions specific to this presentation, please feel free to email: Ruth EstrichMichael Erickson Chief Strategy OfficerVPMedRisk Inc. restrich@medrisknet.comrestrich@medrisknet.com merickson@medrisknet.commerickson@medrisknet.com Thank you for your time and attention. Now, back to Mark Roth for the introduction of our next session.

Progress Though Sharing Knowledge Creating Raving Fans: Why You Can’t Afford to Ignore Customer Service Presented by: Don Elias President & Founder COGDA Solutions

Progress Though Sharing Knowledge Creating Raving Fans Don Elias, President and Founder – COGDA Solutions Don Elias is the president and founder of COGDA Solutions, and the president of Client Sales Force, Inc. Prior to founding COGDA and Client Sales Force, Elias was best known for leading ImageRight, the industry’s only insurance-specific content management and workflow solution, to success by building a “raving fan” customer base. Email: delias@clientsalesforce.comdelias@clientsalesforce.com

Progress Though Sharing Knowledge Creating Raving Fans In “Class” Today:  Facts/Statistics about “Raving Fans”  Tools to use for measurement  Thoughts on how to increase your results

Progress Though Sharing Knowledge Gallup: Human Sigma “Manage your Human Sigma” July 2005 By:John Fleming, Chief Scientist of Customer Engagement - Gallup Curt Coffman, Global Practice Leader – Gallup James Harter, Chief Scientist of Employee Engagement - Gallup www.hbr.org $8.95 Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma If you measure and try to improve these two things:  Client Satisfaction  Employee Engagement Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma - Test  1979 business units / 10 companies  Compared to their five largest peers in 2003  Outperformed peers  26% Gross margin  85% in Sales growth Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma - Satisfaction  Logically Satisfied*  Emotionally Satisfied *NOTE: Logically satisfied show no difference in value than dissatisfied clients. Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma - Emotionally Satisfied  Confidence in delivery  Confidence in the people  Treated with respect  Trust that the company has “their back”  Pride and/or passion in the product/company Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma - Engaged employees 1. I know what is expected of me at work. 2. I have the materials and equipment I need to do my work right. 3. At work, I have the opportunity to do what I do best every day. 4. In the last seven days, I have received recognition or praise for doing good work. 5. My supervisor, or someone at work, seems to care about me as a person. 6. There is someone at work who encourages my development. Creating Raving Fans

Progress Though Sharing Knowledge Gallup: Human Sigma - Engaged employees 7. At work, my opinions seem to count. 8. The mission or purpose of my company makes me feel my job is important. 9. My associates or fellow employees are committed to doing quality work. 10. I have a best friend at work. 11. In the last six months, someone at work has talked to me about my progress. 12. This last year, I have had opportunities at work to learn and grow. Creating Raving Fans

Progress Though Sharing Knowledge Measuring Client Satisfaction  www.netpromoter.com www.netpromoter.com Measuring Employee Engagement  Ask employees to rate 1-5 the 12 questions.  Then have discussion meetings with each team. Now let’s talk about how to increase your numbers… Creating Raving Fans

Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Don Elias President & Founder COGDA Solutions delias@clientsalesforce.com Thank you for your time and attention. Now, back to Mark for the introduction of our next session and speaker. Creating Raving Fans

Progress Though Sharing Knowledge Taming the “Integrated Campaign” Beast Presented by: Rob Whitaker SVP & Group Publisher Source Media

Progress Though Sharing Knowledge Session Title

Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Rob Whitaker SVP & Group Publisher Source Media Robert.whitaker@sourcemedia.com Thank you for your time and attention. Now, ……………………LUNCH! Mark? Taming the “Integrated Campaign” Beast

Progress Though Sharing Knowledge Building Editorial Relationships: Q&A with the Insurance Trade Press

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Today’s Speakers Editor – Insurance Networking News Editor-in- Chief – Tech Decisions Associate Editor – Insurance & Technology Editor – Risk & Insurance Principal Owner – St. Nick Media & Editor – IASA’s Interpreter

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Discussion Point: How has the content you are asked to produce changed in the last five years in terms of quantities, style, format and even length?

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Discussion Point: What are the biggest mistakes sources make when being interviewed?

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Discussion Point: Let’s discuss “fact-checking.” Do you do it? Is it valuable to you or annoying at best?

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Discussion Point: How do you use social media? Or, do you use social media in determining news coverage? In identifying sources or story angles? Other ways?

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Discussion Point: Print frequency for almost all publications has decreased in recent years. Do you believe that trend will continue? Do you feel “digital issues” are as valuable as print issues in terms of reaching your readers?

Progress Though Sharing Knowledge Mastering the Art of Marketing & Selling to Insurance Companies Q & A With Today’s Presenters Editor – Insurance Networking News Editor-in- Chief – Tech Decisions Associate Editor – Insurance & Technology Editor – Risk & Insurance Principal Owner – St. Nick Media & Editor – IASA’s Interpreter

Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Jennifer Overhulse Principal Owner St. Nick Media Services jen@stnickmedia.com Thank you for your time and attention. Now, I would like to bring up Kevin Spencer of Expo Plus who is going to talk to you about successfully exhibiting at your next trade show. Building Editorial Relationships

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Presented by: Kevin Spencer VP – Sales ExpoPlus

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Why Exhibit in Tradeshows? Advertising and PR are primarily one-way communication, from you to the customer, without much chance for information to flow the other way. In contrast, a trade show offers face time!!!!

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Why is Face-to-Face Important? The CEIR reports, approximately two thirds 63% - 70% of visitors place a high level of importance on face-to-face interaction during the pre-purchasing stages of a customer’s buying process.

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow You should plan each event in three clear stages Event Execution Post Show Follow up Pre-Show Marketing

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Your marketing and sales department should work together to create a campaign that will drive attendance to your exhibition. Use the pre-show mailing list to communicate a show offer or give away that will grab a visitors attention. Pre-Event Marketing New Free

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Use a balanced attack of direct mail, email, social networks, blogs, instant messaging and customer-written reviews. Remember you are communicating to four generations

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Sales and Marketing Managers surveyed by CEIR 63% say exhibitions assist in gaining/retaining market share 67% say exhibitions increase corporate and/or brand recognition 68% say fewer sales calls are needed close a sales – potential buyer is able to meet with sales/technical staff and see the product

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Event ExecutionWho is Attending? The answer is simple the people who need to be there, 82% of these prospective customers have a buying influence and 55% will make a decision in the next 12 months. -

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Display Design Function is to catch their eye Large image supported with clever headline or positioning statement Use less text Use bullets points if a central image is not available You only have 3 to 5 seconds to attract a prospects attention!

Progress Though Sharing Knowledge Tell them what you do and who you are Your headline should reflect the heart of you offering Image should tie into your headline – reinforce each other Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow If you have a recognizable brand or logo…….use it!

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow According to CEIR the average product interest at surveyed exhibitions is 82% Do active demos. You want customer to touch, use, feel and most importantly to see your product in action. Have the right person selling your product

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow WHO IS SELLING YOUR PRODUCT?

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Make eye contact Introduce yourself, with title Be assertive, not overbearing Qualify your lead Ask open ended questions

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Try to stand at least 3 feet from the displays or equipment. Be an observer and not a guard. Allow prospects to approach the displays without your interference. Sales people will usually stand in the exhibit with their arms folded looking like a palace guard or a sentry protecting the display.

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Avoid Using Tables as Barricades Leaving the center of the exhibit open will increase traffic by 25%. Place tables off to the side and always have an open entry.

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow What Not To Do……….

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Post Show Follow Up Follow up Send Auto Follow Up within 24 hours of the event Assign lead to a sales person with a set follow up date

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow The CEIR reports that 88% of trade show attendees have not been called on by sales person within the past year following an event. FOLLOW UP!!!!!

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Start planning well in advance of the trade show. Poor planning can result in unexpected costs and a poor showing. Make a list of measureable goals. If you do not know what you're aiming for, you will never do well at a trade show. Make sure your display offers attendees of the tradeshow with a unique way to view your products and services. You need to stand out in order to be memorable. Key Take-Aways

Progress Though Sharing Knowledge Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow Be sure your booth is adequately staffed with the right person.. Take notes on potential leads. You need more than just a name and a phone number when it is time to follow up Listen to your attendees, don't just bombard them with your sales pitch. Key Take-Aways Follow up.

Progress Though Sharing Knowledge SWAP Presentation If you have questions specific to this presentation, please feel free to email: Kevin Spencer VP ExpoPlus Kevin.spencer@expoplus.com Thank you for your time and attention. Now, back to Mark Roth for the introduction of our next speaker and session.

Progress Though Sharing Knowledge Blow Up Your Marketing to Make a Difference Presented by: Bill Hartnett, President Hartnett Advisors

Progress Though Sharing Knowledge Session Title

Progress Though Sharing Knowledge Blow Up Your Marketing If you have questions specific to this presentation, please feel free to email: Bill Hartnett President Hartnett Advisors billhartnett@hotmail.com Thank you for your time and attention. Now, I want to bring up Jen Overhulse of St. Nick Media to help explain how the next portion of this session will work.

Progress Though Sharing Knowledge Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: In a meeting with the CEO, which discipl... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Because sales “makes money” and marketin... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: How important is it to have sales review... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: When dollars get tight, which budget get... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Should sales presentations require revie... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: What is the biggest factor in trade show... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Whose responsibility is it to generate l... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Should marketing and sales be managed by... Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Bill Hartnett President Hartnett Advisors billhartnett@hotmail.com Thank you for your time and attention. Now, back to Mark Roth who will set the stage for our next session. Marketing-Sales Point Counterpoint

Progress Though Sharing Knowledge Insurers are People Too Presented by: Steve Boyd President, Commercial Lines Division Arrowhead Insurance Group

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines  In this session, insurance company executives share their perspectives on being approached, maintaining relationships, buying trends, and effective ways to approach selling solutions in this industry. This session provides first-hand insights from the minds of your typical prospects.  With the economy stabilizing, capturing new business is both a priority and realistic goal. This session is designed as an open forum Q&A, giving you direct access to decision makers. It will deliver valuable information you can use in planning your relationship management and selling strategy.  Is your approach effective? Do you know how to navigate a company’s buying process? Are you talking to the right people, and do you know the decision authority map? What obstacles are standing in the way of a successful sale? Attend this session to fine-tune your relationship selling approach.

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines  Panelist introductions  Interactive Q&A Provisional Agenda

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines Guiding Principles for Vendors/Sellers  Bring value – give to get  Industry insights  Competitive insights  Mini deliverables  Networking  Hire the right people  Mix business with some fun

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines Guiding Principles for Buying Executives  Tell it like it is  Opportunity or not  Decision authority  Perceived suitability of vendor / product  What you’ve heard  An open mind can help you benefit from the value that vendors can bring, even if you aren’t buying anything right now

Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines

Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Steve BoydRod Travers President, Commercial LinesEVP Arrowhead Insurance GroupThe Robert E. Nolan Co. sboyd@arrowheadgrp.comrod_travers@renolan.com Thank you for your time and attention. Now, back to Mark Roth for the day’s closing comments. Drinks, right? The Insurance Buying Process Hour

2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia.

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2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia.

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Presentation on theme: "2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia."— Presentation transcript:

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