Einsight

The Scott Public Relations Healthcare, Insurance and Technology Public Relations Blog

Einsights

The Scott Public Relations Healthcare, Insurance and Technology Public Relations Blog

Social Selling: 5 Ways to Generate Leads and Sales

Social Media Marketing Collage

There are currently more than 1 billion active social media users across the various social media platforms. This makes social selling one of the best ways to reach mass audiences. These social media users will turn to their online social networks before committing to a purchase, and the average consumer will look at more than ten pieces of content before making a purchasing decision. This means that implementing an effective social selling plan can generate large sales increases for businesses. A recent Entrepreneur article,“9 Steps to Get Your ‘Social-Selling’ Program Off the Ground,” discusses the importance of social selling and defines it as a way for businesses to use content and engage in social media in order to more successfully sell.

Outlined below are five ways to effectively use social selling to generate leads and sales.
Cogs with Different Social Media Works

  1. Set the groundwork with your sales team. Taking the time to train the sales team about the ins and outs of social selling will help them utilize social media more effectively which ultimately translates into sales. Showing sales associates how to connect with consumers should be the first step for any business in getting their social selling program off the ground.
  2. Personalize your approach to your clients. Sales executives should contact consumers individually as well as sending mass messages. Tailoring messages to a client or explaining why a piece of content is important to them specifically encourages follow up contact. This also helps build connections and helps you better understand the consumer’s needs.
  3. Keep track of the results. It is important to not only keep track of sales, but to also track conversations and appointments that your sales associate have generated through social selling. Sales associates can even include a call to action in their messages so that the client is encouraged to follow up with them. This helps get the sales team excited about these methods and show them which tactics are working and which are not as effective.
  4. Always be on the lookout for content. Keep looking for information that might be useful to current clients or even potential clients. It is often helpful to keep a word document or spread sheet with the content you find so that the content can be reused for other clients down the road.
  5. Be consistent. Don’t give up if these tactics do not work every time. There is so much social media messaging that some messages do get lost in the shuffle. The best way to make sure this does not happen is but continuously sharing relevant content that encourages clients to keep reading.

With so many users on the various social media websites, social selling is a very effective means of generating sales and leads. If a company begins with a well-trained sales team and consistently communicates through both mass messages and personalized content, social selling can result in new clients and successful sales.

If you’re in healthcare, insurance, technology or other professional services industries, and need help with a PR, marketing or social media campaign, contact Scott Public Relations.

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Categories: Healthcare, Insights, Insurance, Public Relations and Marketing, Social Media, Technology

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Workers’ Compensation Industry Update: Harbor Health Systems Holds Harbor Medical Director Meeting to Share Best Practices and Address Industry Trends and Issues

HarborHealth_OCCM_logo

Harbor Health Systems, a One Call Care Management company, hosted the MDM conference in Laguna Beach, California on July 30th. Topics discussed during the meeting included identifying the best doctors to treat workers’ compensation patients, updates on legislation impacting physician networks, and tools for doctors to better manage these cases.

HHS MDM“We are truly at a tipping point in transforming care for injured workers by improving outcomes, lowering costs and getting these employers back to work quickly,” said Gregory Moore, M.P.H., President and CEO of Harbor Health Systems. “We have the technology to measure case outcomes by physician, the ability to get injured workers to see these physicians quickly, and the systems to keep the care plan on track for a fast and safe recovery.   Regulatory initiatives like CA SB863 make it possible for employers to use these high-performing physicians without the burdens of compliance and administration.”

Analysis of Harbor’s data over a five year period shows that physicians who have high scores in producing superior outcomes also reduce medical costs by an average of 20 percent. Previous studies have shown that treatment by these physicians also shortens the duration of the claim, and reduces indemnity costs.

Attended by nearly 100 medical directors, physicians, and workers’ compensation experts and executives, the conference  fostered discussion on topics such as what qualities make a high performing physician, what tools will support physicians to be better overall managers of workers’ compensation cases, and how the increase in obesity and co-morbid factors is changing care management and treatment.

The event was co-sponsored by Sedgwick Claims Management Services, Inc. Videos of the talks will be available online after the event. For more information, visit the Harbor Health Systems website at www.harborhealthsystems.com.HHS MDM

Follow Harbor Health Systems on social channels including Twitter, Facebook, and LinkedIn.

If you’re in healthcare, insurance, technology or other professional services industries, and need help with a PR, marketing or social media campaign, contact Scott Public Relations.

Like what you’ve read? Follow Scott Public Relations on Facebook , Twitter, Pinterest, LinkedIn and Google+. For convenient blog updates, sign up for the Einsight RSS feed!

(Note: Many internet browser platforms are discontinuing their internal RSS reader. If you are viewing this in Google Chrome the RSS feed will not work properly since they discontinued Google Reader. If you have an independent reader set up already you should be fine. If you do not, may we suggest you look to Digg Reader, AOL Reader, or our personal favorite – Feedly to handle your RSS feeds. Happy reading.)

Categories: Healthcare, Insights, Insurance, Public Relations and Marketing, Social Media, Technology

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Online Video: Today’s Powerful Communication Medium

Video Marketing image

SPR recommends that healthcare, insurance, and technology companies use videos in order to reach target audiences today. Approximately eighty-three percent of human learning is visual. With our eyes fixated on our mobile device screens 24/7, video is the perfect medium to deliver brand messaging because it is quick, concise, and the preferred method of delivery for audiences today.

Below are metrics illustrating the power of video in business communications.

Global Impact

  • Video is a dynamic and visual communication medium, which is more accommodating to decreased attention spans. In 2000, the average attention span was 12 seconds and by 2013 it dropped to 8 seconds (NBC News).
  • Globally, online video traffic will be 55 percent of all consumer Internet traffic in 2016.
  • Each day 100 million Internet users are watching online video. (Digital Sherpa).

Business Impactbusiness-professionals-watching-video-on-computer

  • According to Forbes, if given the choice between text and video, fifty-nine percent of executives would choose to absorb information through video. About sixty-five percent of those who view a video click through to visit the vendor website, fifty percent look for more information and forty-five percent report that they contacted a vendor after seeing an online video ad. About fifty percent of those who viewed an online marketing video went on to make a purchase for their business.
  • Videos will keep viewers on the company website for longer. A “play” button for a video is one of the most effective calls-to-action for online/digital marketing (Marketo).
  • It is estimated that videos increase retention on product information by twenty-eight percent (Marketo).
  • Website visitors are sixty-four percent more likely to buy a product on an online retail site after watching a video. In addition, visitors who view videos stay on the site an average of 2 minutes longer than those who don’t view videos, comScore says.
  • big red video PLAY button

  • YouTube is now the second largest search engine in the world (Social Media Today).
  • More than 800 million unique users visit YouTube each month; they watch more than three billion hours of video monthly (Jeff Bullas).

Significance of Videos for Healthcare, Insurance, and Technology Companies:

  • Putting a “face” on your brand’s messaging will add power and credibility, as well as attract more eyes to your overall messaging.
  • Videos on your YouTube channel will encourage visitors to click through to your company’s website, where audiences can find the information they’re seeking.

If you’ve wanted to put your business videos online, or you want to start creating videos showcasing your brand, but you’re not sure what the first steps are, contact us today and we can help you get started.

If you’re in healthcare, insurance, technology or other professional services industries, and need help with a PR, marketing or social media campaign, contact Scott Public Relations.

Like what you’ve read? Follow Scott Public Relations on Facebook , Twitter, Pinterest, LinkedIn and Google+. For convenient blog updates, sign up for the Einsight RSS feed!

(Note: Many internet browser platforms are discontinuing their internal RSS reader. If you are viewing this in Google Chrome the RSS feed will not work properly since they discontinued Google Reader. If you have an independent reader set up already you should be fine. If you do not, may we suggest you look to Digg Reader, AOL Reader, or our personal favorite – Feedly to handle your RSS feeds. Happy reading.)

Categories: Healthcare, Insights, Insurance, Public Relations and Marketing, Social Media, Technology

Tags: , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,