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1,[object Object],The New Sales Manager,[object Object],Steve Anderson,[object Object],Executive Editor The Anderson Agency Report ,[object Object]
Today’s Sales Manager,[object Object],Every agency has one,[object Object],Agency Owner,[object Object],Producer managing themselves,[object Object],Best Producer turned manager,[object Object],Specific Position,[object Object],Goal: to increase sales simply add more producers,[object Object]
Current Job Description,[object Object],3,[object Object],To encourage, facilitate, motivate, train, badger & beg for more sales,[object Object]
How to increase sales?,[object Object],4,[object Object],Hire more producers to encourage, facilitate, motivate, train, badger & beg for more sales,[object Object]
Does the role need to change?,[object Object],Expectation of buyers,[object Object],There are multiple buying styles,[object Object],Traditional marketing not as effective,[object Object],Increased focus on marketing,[object Object],5,[object Object]
We are now at the dawn of a profound technology-driven transformation that will make the changes we have experienced over the past 25 years seem small and slow. ,[object Object],We are about to are transforming how we sell, market, communicate, collaborate, innovate, watch TV, learn and, as you might guess, much more. ,[object Object],Daniel Burrus -- January 2009 ,[object Object]
Everything is being transformed,[object Object]
The Web is Dead – Long Live the Internet,[object Object],8,[object Object]
600 million users worldwide,[object Object],150 million users US,[object Object],770 billion page views per month,[object Object],Average user,[object Object],Visits 40 times per month,[object Object],23 minutes,[object Object],15 hours 33 minutes per month,[object Object],Time on Social Sites - Facebook,[object Object]
490 M users worldwide,[object Object],92 billion page views,[object Object],Average user,[object Object],14 visits per month,[object Object],25 minutes per visit,[object Object],5 hours 50 minutes per month,[object Object],Doesn’t include imbedded video’s,[object Object],Time on Social  Sites - YouTube,[object Object]
Twitter Facts,[object Object],40% of Tweets come from mobile platforms,[object Object],Peak times = 3,000 tweets per second,[object Object],11,[object Object]
12,[object Object]
The New Sales Manager,[object Object],Internet Presence Manager,[object Object],Multi-channel marketing manager,[object Object],Prospect manager,[object Object],Campaign manager,[object Object],Video Producer,[object Object],Web marketing manager,[object Object],Search engine optimizer,[object Object],Google Ad Words expert,[object Object],Web Analytic Expert,[object Object],Social Web facilitator,[object Object],Friends & Fan creator,[object Object],Blog author & trainer,[object Object],Twitterite,[object Object],Results Tracking manager,[object Object],13,[object Object]
Who are you?,[object Object],Blockbuster,[object Object],Mom & Pop stores,[object Object],Market leader,[object Object],Large customer base,[object Object],Convenient ,[object Object],2004 – Responded,[object Object],Return to store,[object Object],2010 - Bankruptcy,[object Object],Netflix,[object Object],Started 1997,[object Object],Redefined rentals,[object Object],No late fees,[object Object],Flat monthly fee,[object Object],2010 – Video Streaming,[object Object],2010 – added 2.9m members,[object Object],14,[object Object]
15,[object Object]
Agency Internet Presence,[object Object],16,[object Object]
What is the purpose?,[object Object],What is your Web Presence?,[object Object],Need Multiple sites,[object Object],Main Customer Service site,[object Object],Multiple marketing sites,[object Object],Different site for each market focus,[object Object],“Single Purpose Site” (SPW),[object Object],Limited Information & Niche focused,[object Object],Re-Thinking Your Agency Web Site,[object Object]
Why?,[object Object],WUSIWYG – What you see is what you get,[object Object],No technical expertise,[object Object],Security,[object Object],SEO friendly,[object Object],What,[object Object],CMS – Content Management System,[object Object],Immediate updates & changes,[object Object],Themes,[object Object],Plug-ins,[object Object],SEO friendly,[object Object],18,[object Object],WordPress: Creating Web Sites,[object Object]
Blogging Ideas,[object Object],Industry news,[object Object],Industry trends,[object Object],Solutions to problems,[object Object],Client case study,[object Object],Other agencies,[object Object],How to posts,[object Object],Run polls & surveys,[object Object],List of links,[object Object],Resources,[object Object],Guest posts,[object Object],List of other blogs,[object Object],Industry acronyms,[object Object],Numbered lists,[object Object],Personal,[object Object],Procedures (claim),[object Object],Video,[object Object],Testimonial,[object Object],Quotes,[object Object]
Facebook – generate leads,[object Object],Facebook Presence,[object Object],Profile – a person,[object Object],Groups – a cause,[object Object],Page – a company,[object Object],Facebook Places,[object Object],Claim your agency “place”,[object Object],Advertising – targeting,[object Object]
*Premium Activities – generate most responses,[object Object]
Optimize your Profile,[object Object],Photo,[object Object],Title vs. Tag line,[object Object],Personalize Web links,[object Object],Personalized public URL,[object Object],Ask for recommendations,[object Object],22,[object Object],LinkedIn: Business Networking,[object Object]
23,[object Object],LinkedIn Cloud,[object Object]
Google Places,[object Object]
25,[object Object]
Ratings & Reviews,[object Object],Yelp.com,[object Object],MerchantCircle.com,[object Object],SlideShare.com,[object Object],Google Places (Hotpot),[object Object],Facebook Places,[object Object],?????,[object Object],26,[object Object]
Video Creation Tools,[object Object],Screen Shots,[object Object],Snagit (TechSmith.com) Example,[object Object],Screen Casting,[object Object],Camtasia (TechSmith.com),[object Object],Captivate (Adobe.com),[object Object],Live Video,[object Object],Microsoft MovieMaker (Microsoft.com),[object Object],Vegas Movie Studio (www.sony.com),[object Object]
Basic Video Studio,[object Object],Kodak Zi8 High Def Video Camera - $81,[object Object],Remote Control for Camera - $9.56,[object Object],16 Gig Memory Card for Camera -  $28.25,[object Object],LavalierMicrophone - $21.90,[object Object],Tripod with Mounting Plate- $16.21,[object Object],5-in-1 Collapsible Reflector $19.95,[object Object],Total price from Amazon - $180,[object Object],28,[object Object]
Screencast Like a Pro,[object Object],PowerPoint,[object Object],Camtasia Studio,[object Object],Microphone,[object Object],Video Editing,[object Object],29,[object Object]
30,[object Object],Video Presentation,[object Object]
Customer Service Announcement,[object Object],31,[object Object]
Nationwide iPhone App,[object Object]
USAA iPhone App,[object Object],Check deposits,[object Object]
By the end of 2011 over 50% of Americans will have a smart    phone,[object Object],Over 50% of small business owners already have a smart phone,[object Object],Three of five smart phone users use apps before they use search,[object Object],Phone apps run much faster than mobile web pages,[object Object],A phone app keeps you & your agency visually in front of your customer,[object Object],Contacting you through a phone app is faster and easier than looking up contact on your phone,[object Object],Phone apps can provide 24/7 customer service,[object Object],Who do you know that is ever without their mobile phone?,[object Object],The Average Smartphone user spends 2.8 hours a day using phone apps,[object Object],And the #1 reason - They are just so cool,[object Object],34,[object Object],10 Reasons to have a Phone App,[object Object]
Agency Mobile Website,[object Object]
36,[object Object],Insurance Company Mobile Apps,[object Object]
37,[object Object],Agency Mobile App,[object Object],www.SehMobile.com,[object Object]
Fillable ACORD Form,[object Object],38,[object Object]
QR Codes,[object Object],A QR Code is a matrix barcode (or two-dimensional code), readable by QR scanners, mobile phones with a camera, and smartphones. The information encoded can be text, URL or other data.,[object Object],Created in Japan in 1994, the QR code is one of the most popular types of two-dimensional barcodes. QR stands for Quick Response.,[object Object]
40,[object Object],Mobile Marketing – QR Codes,[object Object]
Text to 411247,[object Object],Steve FirstName Email,[object Object],Text Marketing Example,[object Object],Steve Bill Bill@Gmail.com,[object Object]
E-mail marketing,[object Object],Still Very Viable,[object Object],Permission based,[object Object],Double opt-in required,[object Object],Unsubscribe easy to find,[object Object],Landing page with Lead capture forms,[object Object],Quality Information (repurpose),[object Object],Predictable process,[object Object],Marketing automation,[object Object],42,[object Object]
Internet Lead Process,[object Object],43,[object Object]
1 change – Response doubled,[object Object],44,[object Object]
No Response,[object Object],45,[object Object]
Not interested,[object Object],46,[object Object]
Express Interest during LTW,[object Object],47,[object Object]
New Client Welcome 9 touches in 90 days,[object Object],Keep,[object Object],48,[object Object]
Contact Program,[object Object]
Results Management,[object Object],50,[object Object]
Case Study,[object Object],51,[object Object]
Goal of New Sales Manager,[object Object],52,[object Object],Help the agency create multiple inbound channels to build relationships with prospects so they can learn about the products and services the agency provides. ,[object Object]
53,[object Object],Steve Anderson,[object Object],The Anderson Network, Inc. ,[object Object],PO Box 1546,[object Object],Franklin, TN  37065,[object Object],(615) 599-0085,[object Object],Steve@SteveAnderson.com,[object Object]

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2011-02 The New Insurance Sales Manager

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