Keenan wanted to incorporate storytelling and conversational sales into the way they communicated. Learn how Prezi Video helped them embrace video and close deals.
Keenan has been providing innovative insurance solutions for schools, colleges, and healthcare organizations since 1972. The company adapted to remote work in the past year, and this created a shift in the way they connect with customers and colleagues. Prezi has been an integral part of this transformation.
Insurance is not necessarily the most exciting product to sell, and that’s proven to be a challenge. Jeffrey Mizokawa, the Assistant Vice President at Keenan, recognized the importance of going beyond a fact sheet: “We’re trying to get the field to learn to tell stories, to create more emotion around what is otherwise a very boring, commoditized type of product.”
Another challenge was in Keenan’s growing clientele. Charlotte Doepker, the Senior Vice President of Marketing at Keenan, points out that, thanks to Keenan’s long company history, many customers have worked with Keenan for a long time. However, recent buyers don’t have that history, which is why she sought a tool like Prezi to bolster the presentations they delivered over video conferencing, through recorded asynchronous video, and in person.
“We needed to figure out a new way to connect with new buyers,” says Charlotte. “I was introduced to Prezi at a time when we were starting to explore the idea of storytelling and collaborative sales — Prezi completely facilitates the idea of the conversational sale and more storytelling rather than just, ‘Here’s who Keenan is, here are our products, and here’s how much it costs.’”
Jeffrey agrees: “For me, what I want is to make sure everybody is paying attention. With Prezi, it looks different. You look at it and then it’s interactive visuals — it’s moving.”
And that interactivity has proven to be successful: Keenan recently used Prezi to stand out in a finalist presentation and ended up closing the deal.
With the team needing to present both virtually and in person, Amanda Karr, the Sr. Marketing Communications Specialist at Keenan, saw an opportunity to equip her colleagues with an impressive new skillset. “We’ve been able to teach our team how to use Prezi while remote, and in that way, it’s a little miracle,” Amanda explains. “Doing videos before this was a big project, and the fact that we can go to somebody and say, ‘Hey, would you make a little video for us with animation and make it look cool?’ is great.”
Amanda and Charlotte have taken advantage of these skills to create more consistent video content, including short updates called “Keenan Minutes” that they email to the rest of the company. Ultimately, Amanda points to having both presenter and content on the same screen as the true power of Prezi Video.
“It’s my favorite thing about Prezi,” she says. “You can be here talking to people and showing stuff at the same time — how is this not the best thing in the world?”
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