insuritas educational series 091514_web
DESCRIPTION
In early 2014, Bankrate reported that 33% of your consumers had not set foot in a branch office in at least six months, and more than 20% had not visited in a year or longer. As your members continue to migrate from traditional in-branch banking towards online and mobile banking, credit unions nationally are struggling to translate their traditional sales efforts to a digital environment. This webinar focuses on some credit unions' innovative efforts to leverage member data and digital marketing tools and strategies to increase products per household and deepen relationships with their members that bank online.TRANSCRIPT
September 2014
Digital Cross-Selling
4 Time Innovator of the Year
Award Winner
Matt Chesky • Senior Vice President –
Director of Corporate Sales • Contact Information
• [email protected] • 860-653-1182
Welcome
The Challenge “Outside of an improved interest rate spread, credit unions can only create revenue by adding new customers or by deepening existing relationships…the only sustainable opportunity is to sell more to the members a credit union already has.”
The Challenge
The Challenge
“Three in 10 Americans haven’t visited a bank or
credit union branch in at least six months”
( - May 2014)
“The Age of the Consumer”
Consumer Intention vs. Attention – 100% Purchase
Information
Amazon
Supply Chain Walmart
Manufacturing GM, BoA,
AIG
Product Position
Price Promote
Digital Engagement
Digital Engagement
• Information • Brochure-Ware
vs.
• Real-Time
Engagement • What does the
member want? • Can you customize
the member experience for them?
Real-Time User Engagement
CXM and Indirect Member
Think Beyond your Website
Social Media Driving Results
• “Tell your Story” campaign – videos to win $4,000
• 36,000 new certificates ($90M)
• 5,400 auto refinance loans ($96M)
• 60,000 new Members
Intention Marketing
vs.
“DAI has insured 44.47% of the members who shopped with the agency…nearly 3 times the benchmark for other agencies.”
Creative Touchpoints
Can ‘INTENTION’ be Identified? The Perfect Storm of Opportunity
• Car/Home Purchase • Target Breach • Young Drivers • Older Cars • Term Life • Rec Vehicles • Antiques • Pet Insurance • Wedding Insurance
The Results…
Insurance Bill Generates Offer
44.28% CR @ Renewal Date
Best Practices
• Leverage your Digital Assets • Use Layered Communication • Communicate Updates - Customize • Add Value on Top of Trust
Matt Chesky • Senior Vice President –
Director of Corporate Sales • Contact Information
• [email protected] • 860-653-1182
Questions & Thanks