Video is a High Priority for Effective Insurance Marketing

  • Posted on April 28, 2017
  • by John Scranton

Insurance Video MarketingToday people are spending a large percentage of their time online watching video. This is uncharted territory for many businesses, and is applies cable to all devices including tablets, mobile phones and smart TV’s. In the future most people will be viewing content instead of reading it.

Video marketing provides you with an effective way to satisfy the need for information. Key points of video marketing are as follows:

  • Create fascinating content that will engage your audience
  • Enhance your content by using advanced technology and functionality
  • Include a call-to-action that leaves the viewer clear about what you want them to do
  • Share your videos socially to create the greatest reach

In the age of technology, it’s imperative for insurance agencies and brokers to deliver information that is easy to consume; video marketing does this very well. We all know the phrase – a picture is worth a thousand words. If this is true, than a video can not only paint the picture, it can convey your message with a new level of depth.

Do not ignore the opportunity of video marketing. It gives your organization a chance to be creative, captivating, relevant and to show thought leadership. Video is a must have for a current marketing strategy, engaging clients,  increasing website traffic and improving meaningful interactions.

To learn more about video marketing for insurance agencies and brokers click here.

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Posted in: Content Marketing, Insurance Agency Web Marketing
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3 Reasons Why Blogging is Effective and Fulfilling

  • Posted on April 21, 2017
  • by John Scranton
  1. Insurance Agency MarketingContent Conveys our Expertise and Value Proposition – If you read 2 or 3 entries of this blog, you will learn what StartUpSelling provides, why we feel it is important and how we believe we are different. This sounds like information that would be included in a sales pitch, but in a blog it is woven into the fabric of useful and educational information. Blogging allows prospects to learn and glean valuable insights without commitment, and allows the writer to deliver their marketing message – at the same time.
  2. Its Another Venue to Interact with Clients and Prospects – Some prospects like to talk on the phone, some like to interact via email, some like to connect on LinkedIn. Others like to read your content for weeks or even months before they develop an interest in the source. We regularly have conversations with prospects who explain they have been following our blogs and over time realized that their needs exceeded what they can read about and implement internally – now they enter our pipeline.
  3. Blogging Allows me to Share What I Learn Expeditiously  – When I am working with clients and colleagues or learning from other industry experts I pick up many useful insights and concepts. A B2B blog gives me the opportunity to quickly apply that insight and pass along the information. A few minutes ago I had a reminder of the value of a blog, now I am sharing that reminder with you.

Originally Posted by John Scranton on January 30, 2012

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Posted in: Blogging, Business, Content Marketing
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From the Archives: Irresistible Blog Titles

  • Posted on November 2, 2016
  • by John Scranton

Insurance Agency MarketingI just clicked on a LinkedIn post titled Irresistible Something. Or was it Blah Blah Irresistible? I can’t recall, but I had to click. Because, well, it was irresistible!

I would have passed on a good or even a great post, but irresistible? No chance. The lesson here is that social media postings, blog titles, email subject lines and website verbiage are significantly impacted by subtle nuances.

The web marketing landscape is cluttered with noise, but there is room in the long tail to be exceptional and gain mind-share from coveted prospects. I challenge you to find the subtle changes that make your content irresistible.

Originally Posted on March 28, 2013 by John Scranton

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Posted in: Blogging, Business, Content Marketing
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Content MarketingBy now, most insurance agencies and wholesale brokers have realized the power of content marketing as a critical element of social selling. Content marketing is a powerful tool for attracting potential customers, making connections and building relationships with your target audience.

Content marketing isn’t easy. But if it is done correctly, content marketing works in every industry, in every business, every time. All too often businesses don’t adequately prepare for the demands of developing and executing a successful content marketing strategy.

In practice, content marketing is hard work. You need to have a strategy so that search engines (such as Google) and your target audience can find you. It’s the hard work of sharing valuable, relevant content that your audience is looking for that captures their attention.

Here are 5 keys to successful content marketing:

  1. Take content marketing seriously – Content marketing can be an efficient and powerful way to grow your audience and your agency. For content marketing to work, you need to invest, prioritize and execute. In order to achieve serious results, content marketing must be taken seriously.
  1. Build relationships first – Content marketing is a long-term strategy. Success is no longer measured by the size of your email list, but by the size of your audience. When we build relationships first, those relationships turn into your audience. That audience then becomes your customer or partner, which turns into revenue.
  1. Stop overtly selling – People (including people in your target business audiences) are tired of being sold too. They are savvy consumers who understand the connection between where they are consuming content and who provided the content. Always selling pushes your potential audience away because they will seek other sources of information.
  1. Focus on your specialty/ies – The era of generalization is gone. People look for experts in the specific area of topic for which they are seeking. From a search engine and brand-building perspective, specialization is a pillar of content marketing success.
  1. Invest in your content marketing strategy – Content marketing can have a very high ROI if done right. Doing it right means investing in bandwidth, tools and people. You need to have all of the parts of an online marketing funnel functioning well in order for a content marketing strategy to be successful. You will need to invest time and money in order to see the results you are seeking.

Want to learn more about how you can gain a competitive edge with a content marketing strategy? Contact StartUpSelling and we will be happy to help you explore how content marketing can benefit your company. Call us today at (518) 222-6392 to get started.

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Posted in: Content Marketing, Insurance Agency Marketing, Insurance Marketing
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1As more and more business-to-business organizations are embracing the power of social selling, content marketing is fast becoming an important technique to success in the new marketing dynamic of social media marketing. This includes middle market P&C and large group benefits brokers.

Understanding the role content plays in the sales funnel is a key element of designing a winning strategy. Knowing how to use online content to attract a potential customer, make a connection and build a relationship that leads to a deal is critical to your online marketing effectiveness.

In today’s internet-based world of commerce, successful sellers are content creators. Today’s customers recognize the value of information to help them make buying decisions. The best social selling teams and representatives are content creators who know how to deliver the right content to the right customer at the right time in the sales cycle. Research shows that consumers spend a great deal of time online self-educating – searching, reading and researching. Many have made a buying decision before even reaching out to a company representative.

  • 90% of customers start their purchasing decision with a search engine. (Forrester) Provide the type of content that will get you found early in their search efforts. LinkedIn, Twitter and Google Search are top B2B search networks. This is the “secret sauce” to beat and differentiate yourself from your competition.
  • 46% of buyers consume content weekly. 37% spend time daily to better understand business problems and solutions, reports ITSMA/CFO. Another study found that buyers will consume at least 3-4 content pieces to help them make a purchase decision.
  • 45% of buyers require person-to-person contact in the buying process, reports ITSMA/CFO. Customers are looking for expertise and answers to their questions. LinkedIn and Twitter are excellent avenues for demonstrating your expertise through content.

There are three important reasons to use content to build your social selling advantage.

  1. Unique, relevant content will differentiate your company from your competition. People are tired of being sold to. When you offer useful, distinctive, remarkable content you are signaling to the potential client that you are here to help. People will naturally gravitate to sources of beneficial information, where they will be turned off by relentless inundation to try to get a prospect on the hook.
  1. Content can address common sales objections. A well-crafted article or blog post can help answer frequent questions or protestations before they even become a full sentence.
  1. Content marketing will help move prospects through the stages of buying. At each stage, the customer will be hungry for the next stage – so make sure you give it to them! Your bottom line will thank you!

Interested in learning more about you can gain a competitive edge with a content marketing strategy? Contact StartUpSelling and we will be happy to help you explore how content marketing can benefit your company. Call us today at (518) 222-6392 to get started. We’d love to hear from you!

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Posted in: Content Marketing, Social Media
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Spotlight Your Insurance Agency with a LinkedIn Showcase Page

  • Posted on October 10, 2016
  • by John Scranton

1LinkedIn Showcase Pages are an under-utilized feature of LinkedIn that can be very beneficial for insurance agents, brokers and wholesalers. Many agencies and brokers are complex. LinkedIn Showcase Pages provide companies with multiple brand messages to segment them easily and deliver them to the right audiences.

Showcase Pages are an extension of your company’s main LinkedIn page, making it easy for interested parties to find and link to the Showcase Page that offers the targeted information they are seeking. Your main company page serves as the primary “landing page” and central messaging hub for your audience; each individual Showcase Page is the ideal place to deliver relevant, compartmentalized information that is specific to a particular aspect of your business.

It’s ideal for you to create a separate social media presence for each segment of your audience because it allows you to focus your messages to the audience that is most interested in that topic and eliminate the irrelevant information for that segmented population. In essence, LinkedIn Showcase Pages allow you to deliver the right message to the right audience.

Here are the benefits of using Showcase Pages in LinkedIn:

  1. Showcase Pages are designed to spotlight a product or service your company offers. The layout and format of the page encourages beautiful graphics with a large, custom banner, a description and a direct link to the corresponding page on your website. For example, you could design a Showcase Page to feature Employee Health Plans, Commercial Transportation Coverage or Business Insurance.
  2. Unlike many other social network pages, the Showcase Page does not have a sidebar, so your viewers are not distracted by advertising next to your feature.
  3. You can post updates specific to your segmented topic on its Showcase Page.
  4. People can follow and engage with you about your products and services directly so you can learn more about what content that is beneficial to them.
  5. All of your Showcase Pages will be displayed on each of your Showcase Pages, as well as a link to your main Company Page.
  6. Your Showcase Pages are easy to find in the sidebar next to your Company Page.
  7. In general, LinkedIn Company Pages are good for SEO. Google loves LinkedIn Pages; they tend to rank high in search engines if they’re properly optimized. The higher your follower numbers and the more they are engaged with your company, the higher you will rank in search results.

Interested in learning more about you can gain a competitive edge with LinkedIn Showcase Pages? Contact StartUpSelling and we will be happy to help you explore how Showcase Pages and other social media marketing tools can benefit your company. Call us today at (518) 222-6392 to get started. We’d love to hear from you!

 

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Posted in: Content Marketing, Insurance Web Marketing, Social Media
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1By now, astute insurance agencies, brokers and wholesalers understand the value and importance of content marketing. Content marketing refers to creating and distributing relevant content using online frameworks such as websites, social networks, blogs, white papers, videos, e-zines, e-newsletters, etc. Many agencies struggle with the workload issues, motivation and inspiration needed to keep up with a long-term content strategy.

Here are some strategies that may help you plan and stay on top of your content marketing goals:

  1. Take time to curate content to explore new, interesting ideas. Use content curation tools like Feedly, Pocket or Evernote to help you discover, track and easily locate articles, videos and other relevant content your clients will appreciate.
  2. Use social media sharing tools like Buffer, PostPlanner, Hootsuite or SendSocialMedia that allow you to find and post to your social platforms directly from your internet browser, saving time and effort.
  3. Organize a team to help. The process of implementing content strategy is fraught with many nuances and challenges and requires an understanding of content creation and an established pattern of interaction between all members of the team. A strong content development team should include a content strategist, developer, copywriter, designer, SEO expert and other company representatives as needed.
  4. Assign the primary responsibility for content to a single project manager who will assign duties, provide oversight, ensure quality control standards are met and deadlines are met.
  5. Develop a content strategy that includes: target audience demographics and buyer persona, a primary message, secondary or tertiary messages, a compelling offer or “hook”, calls to action,  multiple types of delivery methods (i.e. blogs, social network posts, graphics, videos, webinars, articles, white papers, resource guides, etc.).
  6. Set regular meeting times to review issues as well as progress.
  7. Evaluate the results of your content strategy and refine future planning as needed.

Many insurance agencies, brokers or wholesalers outsource content creation to a competent marketing  firm. Outsourcing is a cost effective option because it eliminates the need to hire, train, supervise and compensate a digital marketing team. Contact StartUpSelling today to learn more about effective content marketing strategies for insurance agencies, brokers and wholesalers.

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Posted in: Content Marketing, Insurance Agency Marketing, Insurance Marketing
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Join us for this brief, complimentary webinar and learn how to leverage social media for insurance agency marketing and lead generation. Subject matter experts Alan Blume (CEO & Author) and John Scranton (Insurance Agent & MBA) will review how agencies are using social media to enhance their image and brand, find new prospects and increase retention rates. Topics include:

* How to Optimize Agency Social Profiles to Enhance Image, Brand & ProfessionalismInsurance Content Marketing
* What Type of Content Will Attract New Prospects & Improve Client Retention
* Which Social Networks Drive Which Lines of Business
* New Trends & Opportunities that will Improve Social Media Results
* Posting & Tracking Tools to Optimize Effort, Success & ROI

Date & Time: Wednesday June 22, 12:00-12:30 Eastern Time

To Register: https://attendee.gotowebinar.com/register/234969307735684865

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Posted in: Content Marketing, Insurance Agency Marketing, Insurance Agency Web Marketing
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Insurance Video MarketingToday people are spending a large percentage of their time online watching video. This is uncharted territory for many businesses, and is applies cable to all devices including tablets, mobile phones and smart TV’s. In the future most people will be viewing content instead of reading it.

Video marketing provides you with an effective way to satisfy the need for information. Key points of video marketing are as follows:

  • Create fascinating content that will engage your audience
  • Enhance your content by using advanced technology and functionality
  • Include a call-to-action that leaves the viewer clear about what you want them to do
  • Share your videos socially to create the greatest reach

In the age of technology, it’s imperative for insurance agencies and brokers to deliver information that is easy to consume; video marketing does this very well. We all know the phrase – a picture is worth a thousand words. If this is true, than a video can not only paint the picture, it can convey your message with a new level of depth.

Do not ignore the opportunity of video marketing. It gives your organization a chance to be creative, captivating, relevant and to show thought leadership. Video is a must have for a current marketing strategy, engaging clients,  increasing website traffic and improving meaningful interactions.

To learn more about video marketing for insurance agencies and brokers click here.

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Posted in: Content Marketing, Insurance Agency Web Marketing
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  1. Insurance Agency MarketingContent Conveys our Expertise and Value Proposition – If you read 2 or 3 entries of this blog, you will learn what StartUpSelling provides, why we feel it is important and how we believe we are different. This sounds like information that would be included in a sales pitch, but in a blog it is woven into the fabric of useful and educational information. Blogging allows prospects to learn and glean valuable insights without commitment, and allows the writer to deliver their marketing message – at the same time.
  2. Its Another Venue to Interact with Clients and Prospects – Some prospects like to talk on the phone, some like to interact via email, some like to connect on LinkedIn. Others like to read your content for weeks or even months before they develop an interest in the source. We regularly have conversations with prospects who explain they have been following our blogs and over time realized that their needs exceeded what they can read about and implement internally – now they enter our pipeline.
  3. Blogging Allows me to Share What I Learn Expeditiously  – When I am working with clients and colleagues or learning from other industry experts I pick up many useful insights and concepts. A B2B blog gives me the opportunity to quickly apply that insight and pass along the information. A few minutes ago I had a reminder of the value of a blog, now I am sharing that reminder with you.

Originally Posted by John Scranton on January 30, 2012

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Posted in: Blogging, Business, Content Marketing
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