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.

1. September 2014
Digital Cross-Selling
4 Time
Innovator of the Year Award Winner

2. Matt Chesky
•
Senior Vice President – Director of Corporate Sales
•Contact Information
•mchesky@insuritas.com
•860-653-1182
Welcome

3. 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.”

4. The Challenge

5. The Challenge
“Three in 10 Americans haven’t visited a bank or credit union branch in at least six months”
( - May 2014)

6. “The Age of the Consumer”
Consumer Intention vs. Attention – 100% Purchase
Information Amazon
Supply Chain Walmart
Manufacturing GM, BoA, AIG
Product
Position
Price
Promote

8. Digital Engagement

9. Digital Engagement
•
Information
•
Brochure-Ware vs.
•
Real-Time Engagement
•
What does the member want?
•
Can you customize the member experience for them?

10. Real-Time User Engagement

11. CXM and Indirect Member

12. Think Beyond your Website

13. 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

14. Intention Marketing
vs.
“DAI has insured 44.47% of the members who shopped with the agency…nearly 3 times the benchmark for other agencies.”

15. Creative Touchpoints

16. 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

17. The Results…

18. Insurance Bill Generates Offer

19. 44.28% CR @ Renewal Date

20. Best Practices
•
Leverage your Digital Assets
•
Use Layered Communication
•
Communicate Updates - Customize
•
Add Value on Top of Trust

21. Matt Chesky
•
Senior Vice President – Director of Corporate Sales
•Contact Information
•mchesky@insuritas.com
•860-653-1182
Questions & Thanks