linkedin and insurance: social selling

LinkedIn more than a resume.

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LinkedIn

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What is it? Social Network with 277+ Million users world-wide

It’s the highest lead generating site. Period.

277% more effective for lead generation than Facebook & Twitter.

But LinkedIn is kind of like a trade show; you don’t overshare.

Guide: LinkedIn

more conversations; more listening.

Because other companies are out there and they’re doing it, but we can do it better.

It’s a chance to listen to conversations happening about the industry (even the

company) that are happening online.

It’s free.

It’s easy.

Because you can learn more about your client, understand their needs, concerns and

barriers. It will give you the opportunity to serve them better.

Become a brand ambassador for the company.

Because 80% of insurers are using social media.

Generate leads.

Build Loyalty to you & the company.

LinkedIn

WHY?

HOW? Be transparent.

Be inclusive.

Be authentic.

Be client-driven.

Step into the circle of trust.

LinkedIn

People do business with people they know, like and trust.

HOW? People are not just demographics anymore. Kids today know their way around

iPads, iPhones and pretty much every tech-related gadget you can imagine.

Tomorrow’s consumers are today’s digital prodigies.

Millenials outnumber boomers. [Insurance Tech] They wield $350B in direct

spending power. And at least 96% have joined a social media networking site. They

think for themselves (except hipsters who ironically hate and/or like depending on

how cool they think it may/may not be.) They only care what their friends think and

do. Meet them on their turf.

LinkedIn


Know your ideal

prospect. Not literally, of course. But have an understanding of the type of demographic

you’re seeking (small vs. large business; executives or managers etc.)

LinkedIn


Sign up for LinkedIn. If you need help, ask Kat.

LinkedIn

more conversations; more listening. Give clients the opportunity to be as proud of the company as you are.

LinkedIn

Complete your profile

in its entirety. Whatever the account, make sure you add a photo (yes, having a photo is important; people are

SEVEN times more likely to check out your profile if you have a photo!) and fill out each field (skills,

experience, education.) Aim to become a LinkedIn “All-star.”


LinkedIn

Use “Advanced” Search. By using this tool you can narrow down your search to your ideal prospect.


LinkedIn

Join LinkedIn groups. Depending on your goal, focus your energy on joining groups where you’ll get in front of the

right people, who can share knowledge & expertise (For Sales: you want to be where the

prospect company’s CFOs, CEOs and executive leadership like executive coaching groups etc.)


LinkedIn

Follow relevant people,

companies & groups. This will help you cast your net further. E.g.: Follow the companies you would ideally like to do

business with.


LinkedIn

Send personalized

messages. Don’t use the regular LinkedIn blurb to connect, customize it and reach out to prospects using the

“get introduced” tool.


LinkedIn

Spend ten minutes a

day on LinkedIn. This means looking for new contacts, clients, updating your profile, sharing industry and business

news/information. Look at what others are doing online; share & engage.


LinkedIn

Share relevant content

in your network. Think about it, most people are using LinkedIn for professional reasons: connect, stay up-to-

speed on industry news & dialogue. Only share information that is business/industry relevant –

this is not the place for a status update on what you ate for breakfast (that’s Twitter.)


LinkedIn

Aim to be visible &

valuable. Look to answer questions posed on discussion pages. E.g.: our company is looking to switch

providers, does anyone have recommendations? Engage, share information, build your

reputation, establish yourself as an expert and become a credible source on your industry.


LinkedIn

Don’t let competition

beat you to this turf. Look, this is a competitive industry. To be successful takes a lot of time, energy and thick skin.

LinkedIn is a compliment to traditional means of networking. Give it a try!

creating & optimizing your profile LinkedIn

http://www.linkedin.com

Once you sign up, check your email for a

confirmation from LinkedIn. Click & go to

the site.


First, edit your profile.

Tip: Have your resume handy to

copy & paste descriptions.


Click the “edit” link.

Add full name & photo.

Personalize your headline.

Fill out all FIVE (5) sections;

and relevant sub-sections.

Sections:

Background

Recommendations

Connections

Groups

Following

Sub-Sections:

Summary

Experience

Skills/Expertise

Education

Certificates etc.


Fill out the summary. This is an opportunity

to showcase the “big” picture of who you are: work

experience, volunteerism, community involvement &

extracurricular activity (but not what you ate for

Supper last night or a bad date you recently went on.)

At any time, one each section

(Summary, Experience,

Education etc., you can edit!)


Fill out your experience by using the “+ Add a

position”. This means any jobs or skills relative to the

industry you currently work within. It’s best to showcase

the last three (3) positions rather than filling out 5-10-

15 + years of jobs.

Tip: Be as specific as you want. The more rich your

profile is with “keywords” relative to your industry, the

higher the SEO value.

SEO (search engine optimization) – basically, how easily

you are to find.

Feel free to use the LinkedIn boilerplate, available in the social media folder,

found on the J-drive.


Fill out your education. This includes any

Relevant school (e.g.: Insurance Institute of Canada

etc.)


Ask for recommendations. People do business with

people who have a good reputation and have built trust

within their respective industry/community.

Only 14% of people trust advertisements, but 78%

trust the recommendations of other consumers.


Get endorsed for skills & expertise!


Get your vanity URL.

Go to accounts & Settings.

Choose Privacy & Settings


Get your vanity URL.

Go to accounts & Settings.

Choose Privacy & Settings

Next screen, choose Edit your public profile

Type in your name

e.g.: www.linkedin.com/in/katmacaulay


• Edit who can see your connections.

• Go to accounts & Settings.

• Choose Privacy & Settings.

• Click “select who can see connections..”

• Choose either “only you” or “connections”

***People will always be able to see shared connections


Once your profile is filled out,

LinkedIn will prompt for other

Ways to optimize it. Click “Improve

Profile” and they walk you through

other profile additions.

You can see how your profile is stacking

Up on the right side of the screen, by

“profile strength”


Add social networks like Twitter.


• Identify your ideal prospect.

• Join the groups they are in.

• Engage by adding value.


• Identify your ideal prospect.

• Use advanced search.

• LinkedIn allows you to get

specific: Location, Industry,

Seniority, Company size.

E.g.: CFO AND OIL


• Not a first-degree connection, no

problem. Get introduced.


Then what?


See what your

competition is

up to.

creating & optimizing your profile

more conversations; more listening. LinkedIn

NEED HELP? E: [email protected]

https://www.facebook.com/rogersinsuranceltd

https://twitter.com/expertbrokers http://www.linkedin.com/company/rogers-insurance

https://www.youtube.com/expertbrokers

linkedin and insurance: social selling

Economy & Finance