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This presentation shows telecom agents how they can leverage web marketing and branding strategies to win more deals against the "big boys."
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Where Conversation Leads to Commerce
The Moneyball Effect:Win the Size War With
Effective Online Marketing
Wednesday, March 2811:30 a.m. – 12:30 p.m.
Milano VI
Where Conversation Leads to Commerce
Speakers
Angela LeavittChief Mojo-Making OfficerMojo Marketing
Brian LeonardChief Mojo-Fying OfficerMojo Marketing
Where Conversation Leads to Commerce
Have You Seen Moneyball?
Where Conversation Leads to Commerce
The Moneyball Story
• 2002 Oakland A’s, lowest budget in baseball• Top 3 players taken by NYC & Boston• Used creative analytics and “ninja” tactics to
choose replacements• Singular focus: “Get On Base”• Broke the record for longest winning streak• Billy Beane (GM) offered highest salary in
history
Where Conversation Leads to Commerce
“The Moneyball Effect” Defined
• Achieving massive results on a low budget• Employing creative “ninja” tactics to outsmart
the competition• Using data & statistics to track progress and
make adjustments
Where Conversation Leads to Commerce
Top Challenges Facing Agents
• The “Giants”– Stockpiles of cash– Hungry, demanding investors.– Massive Networks– Big Marketing Budgets– Mergers & Acquisitions
This is, of course, OUT of your control…
Where Conversation Leads to Commerce
Top Challenges Facing Agents
• More Agents Entering the Market• Moore’s Law– Technology getting faster and less expensive
exponentially – Must sell more to make the same
• The Web – BIG game changer– Social Media– Google
This is also OUT of your control…
Where Conversation Leads to Commerce
Top Challenges Facing Agents
• Outdated or homemade web presence– Nearly half of consumers base a company’s credibility on
the visual appeal of their website.
• Lack of action or movement• Out of sight, out of mind• Inconsistent messaging• Inconsistent image
All of this…YOU CAN CONTROL!!
Where Conversation Leads to Commerce
Our Client’s Heartbreaking Story
• Robert went up against a carrier• Lost the deal worth $70k/mo.• Was told he lost it because he looked too
“mom & pop”
Where Conversation Leads to Commerce
The Good News Is…
It’s never been easier & more cost-effective to • Appear larger• Appear more professional• Reach a wider audience• Reach your exact target
You just have to know WHAT to do, and HOW to do it!
Where Conversation Leads to Commerce
Assemble Your Winning Team
• The Batter• The Bat• Home Base• The Baseball• The Field• The Players• Uniforms
Where Conversation Leads to Commerce
The Batter: Your Prospect
• Everything starts here.
• You must study him!• Who is he?• What are his stats?• In this game, we
WANT him to hit the ball.
Where Conversation Leads to Commerce
Batter Activity
Refer to your worksheet!
Where Conversation Leads to Commerce
The Bat: Your Prospect’s Needs
• Needs• Desires• Fears• Dreams
Do the bat and the ball connect?Are you pitching the right content?
Where Conversation Leads to Commerce
Bat Activity
Refer to your worksheet!
Where Conversation Leads to Commerce
Uniforms: Your Image
What does your image say?Image includes:• Website• Collateral• Business Cards• Apparel• And more…
Where Conversation Leads to Commerce
Uniforms: Your Image
Where Conversation Leads to Commerce
Uniforms: Your Image
• High-res graphics• Organization & design• Effective copy – Forget features, it’s all about BENEFITS, baby!
• Headers & Footers
Where Conversation Leads to Commerce
Home Base: Your Website
• Your website must demonstrate:– Steadiness– Dependability (not going
anywhere)– Weight/power– Reality
Where Conversation Leads to Commerce
Home Base: Your Website
You should have:• Access• Good, professional design• Testimonials• Awards, Certifications, Clubs, Partners
Where Conversation Leads to Commerce
The Baseball: Relevant Content
This is what you “pitch” to the prospect to establish thought leadership • Blog posts• Newsletters• Case Studies/White Papers• Online Articles• Online Reviews
Where Conversation Leads to Commerce
The Playing Field: The Web
Where the majority of the game is played!How to be found on the field:• Conduct keyword research– What are your prospects searching for?– What answers do they need?
• Include those keywords in:– Website– Blogs– Social Media Posts
Where Conversation Leads to Commerce
Web Activity
Refer to your worksheet!
Where Conversation Leads to Commerce
The Players: Social Media Relationships
It’s the players that pass the ball (your content)around.Use:• LinkedIn • Twitter • Facebook • YouTube• Google+
Where Conversation Leads to Commerce
The Players: Social Media Relationships
Connect with:• Industry leaders• Media people• Partners• Current customers• ProspectsThis goes for telecom as well as vertical markets
Where Conversation Leads to Commerce
Get all this info, in much for detail, for free at
www.ChannelShowGift.com
