Four Timeless Business Lessons Revived in the Social Era
8.23.2013
@clarashih
#SocialElite
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Our Journey
• CLIENT-SERVER
• WEB 1.0
• NY TIMES-FEATURED BESTSELLER
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Overview
“Hearsay Social Takes Out Insurance”
–
November 2012
100% Proven Success and Scale
KEY INGREDIENTS FOR SUCCESS
Measurable business results
Compliance
Enterprise-ready
The Complete Social Selling Platform for Financial Services
55,000+ Reps | 10M+ Relationships | 8 Countries | 100% Success
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KEY TRENDS AND OPPORTUNITIES
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1B+
555M+
200M+
25M+
100M+
The World Has Gone Social and Mobile
-
500,000,000
1,000,000,000
1,500,000,000
2,000,000,000
2005 2006 2007 2008 2009 2010 2011 Today
>1.7B people
98%of U.S. online population
7Bworldwide hours per month on online social networks
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1980 1994
Up to the 1970s
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The Opportunity: Customers Broadcasting Buying Signs
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Social Media Has Also Changed What Buyers Expect from Business
• Online sources influence offline purchases
• Transparent and public conversation
• Instant response
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At the Same Time, Trust Has Shifted from Institutions to Individuals
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This is Good News for Businesses Who Have Reps
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Internet 1.0 was About Replacing Human Capital
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Social Media is About Enhancing Human Capital
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Source: FTI Consulting and LinkedIn Study, Financial Advisors’ Use of Social Media Moves from Early Adoption to Mainstream (May 2012)
Advisors Want to Be Social
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FOUR TIMELESS LESSONS REVIVED
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BE FINDABLE1
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BE FINDABLE1
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2 GROW YOUR NETWORK
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2 GROW YOUR NETWORK
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3 “HEAR” – DO YOUR RESEARCH
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3 “HEAR” – DO YOUR RESEARCH
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4 “SAY” – ESTABLISH CREDIBILITY
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4 “SAY” – ESTABLISH CREDIBILITY
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Social Business Success Requires “Hear” and “Say”
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Using Hearsay Social has helped me turn every client relationship into 5-10 new potential client relationships
“”
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22% increase in sales vs. prior results without social media
Knut OlsonSVP Distribution
“ ”
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The Opportunity: Customers Broadcasting Buying Signs
1.7B+ people
7B+hours/month
200M+tweets/day
2.7B+likes/day
Capitalize on the opportunity with social sales.
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61% of financial advisors surveyed said they had
landed a new client directly from
2011 HubSpot survey of 611 financial advisors in all specialties.
@clarashih #LLSMC #SocialElite Source: 2012 McKinsey LIMRA survey of financial advisors.
KNOWLEDGE OF
3MORE LIFE EVENTS
$7,333AVERAGE PRODUCTION
GAIN
FOR FINANCIAL ADVISORS:
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We Know That it Sometimes Feels Like This
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Our Goal is To Help You Get Here
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One Platform to Rule Them All
From corporate to agents to recruiting, Hearsay Social powers social media ROI across the enterprise.
— VP Marketing Farmers Insurance
Brand Pages 6,000+ Rep Pages & ProfilesField
Management/Recruiting
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It is a time of great opportunity –
you are the visionary.
I predict the Internet will soon
go spectacularly supernova and
in 1996 catastrophically collapse
−Robert Metcalfe, inventor of Ethernet
1995 InfoWorld column
I think there is a world
market for maybe five
computers
−Thomas Watson, chairman of
IBM 1943
This ‘telephone’ has too
many shortcomings to be
seriously considered as a
means of communication
−Western Union internal memo,
1976
Television won’t be able to hold on to
any market it captures after the first
six months. People will soon get tired
of staring at a plywood box every night
−Darryl Zanuck, 20th Century Fox, 1946
Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is, ‘Probably never.’
−David Pogue, The New York Times, 2006
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Thank you @clarashih @HearsaySocial
JIM KERLEY, CLARA SHIH, GREG BAILY, STEPHEN SELBY & MICHAEL LOCK AFTER THE LIMRA SOCIAL AWARDS
GARY LIU, PAUL DeSIMONE, & AUGIE RAY
HEARSAY SOCIAL DINNER GUESTS IN BOSTON
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Learn more about social sales
The Social Era Demands Social Selling is a new ebook outlining how sales organizations can leverage social networks to grow business. Shifting the conversation from social marketing to social selling, the ebook explains how salespeople can attract prospects, retain customers, and grow business in the social era.
>> DOWNLOAD THE EBOOK