Generate New Sales and Leads with Facebook

Sa. Hello there. I hope you are doing great. We've been scrambling here for a couple minutes. We had a little glitch with one of the microphones. If you can hear me and see me, just type in, john, I can hear you and see you. We're gonna have a little bit of fun. We're gonna be focusing on how we use Facebook ads to generate leads and sales. I'm gonna get into why I'm doing this topic in just a moment, but if I could just go to my team, just, are people able to hear me? If you give me a like or a love, just so I know that you're able to watch. One thing I like to remind everybody, whenever I do these free trainings, turn off any of your other programs in the background. That way it'll stream better and you'll be able to hear me and see me. So are we good to go? We're good to go. Okay. I was doing one of my inner sizes a few seconds ago and inner sizes based on my upcoming new book called Inner Size. But inner size number one is when you're in a stressful situation and you feel a little agitated, do six deep breaths into your nose, out through your mouth, like you're blowing out through a straw. And that deactivates the stress center of your brain. And when my microphone wasn't working, I was like, oh, no, we've got to go live. Take six deep breaths. Anyway, one of the topics that always comes up when I work with business owners as I travel the world is how do you generate more leads? How do you make more sales? And so I thought I would share something that will help you understand a little bit more about how we use Facebook ads. I'll share with you some of our statistics, and I'll share with you specifically how we go about doing it. And so let me ask you a question. And that is, what is really holding your business back? Right? Is it lack of cash flow? Is it not enough leads prospects? Is it not knowing how to turn those leads into paying customers or sales? Do me a favor. Type into the chat if you can. What's the number one reason that's holding you back? There's a few other ones. Obviously, you don't have the knowledge, the skills. That could be it. But a lot of cases, you know, when businesses don't have leads, they don't have the ability to make sales. And so what's your number one issue? I'd love to know. Maybe my team could share those with me as we go along. As well, because here's what I can tell you. When you don't have enough cash flow or leads or sales, you end up being really stressed out and you end up working way too many hours and you lose a lot of opportunities in life. And so when I started business when I was a real estate agent 37 years ago, one of the first things that I learned was that you had to market. And for me, I was on commission. Only I didn't go to school, to university. I didn't have a father who was really good in business. So I went right into the workforce and I got into commission sales because that's really the only thing I could do because nobody would hire me. I was unhirable unless I wanted to do menial jobs, which at that time I did. But I, I wanted to get out of that. But the one thing that I did learn was how to create leads or prospects. And back in the day, when I got into selling, I used to use the telephone to cold call people all day long every day. And I then learned some scripts of questions to ask people to move them forward. And so I was, you know, cold calling and door knocking. That was the way we did it back then. If you wanted to make sales, you didn't have money to spend on marketing or sales initiatives. And so, you know, for me, that was really stressful. But that's how I learned how to sell. And I was taught back then that, you know, if I want to eat, I better learn how to market and sell my services at the time as a real estate agent at 19 years old. And so just to have some fun, tell me what business you are in. Type in right now what business you're in, and then I'm going to show you how we generate. Last year was over 700,000 leads into NeuroGym, which is a lot. And what I'm not suggesting is that that's how many you need. That's taken me five years to get to that. But you started using Facebook, and I'll show you why I did and how we're doing it and what we're teaching our business clients how to do as well. So you can have a little bit of insight on how to bridge the gap between not having enough prospects for your product or service. And Facebook is just one of the channels obviously that's available to market. What type of businesses do people have? I have Chase and Mandy in here in my studio. Doctor Doctor, Internet marketing Coaching. Digital marketing agency. Digital marketing agency. Investing, Real estate Investing, Life coach, Networking mlm. So you know, whether you have a product or a business, something I want you to consider. Hold on. Is this why Facebook, and I want to preface, I'm not doing this for Facebook. I'm doing this because last year I invested over, I think, $6 million advertising on Facebook as one of our channels. And that's a lot of advertising. So we learned a lot on what works and what doesn't work. And once you figure out how to do what you do, you can have more leads than you even know what to do with. But I'm going to show you how you can start small. I don't expect you to have a multi million dollar budget, but if you have $10 or $50 or $100 to start, I'll show you how you can do that and then you can scale it from there. Does that sound like a good idea? If you like that, give me a like or a love and I'll keep going. As you're looking at this graph, why Facebook? Well, many people know this thing says if you want to go fishing, at least go where the fish are. Facebook has 2 billion users. And not only does Facebook have 2 billion users, but they have a lot of information on who those users are. Just so we are clear, Facebook is not a social, you know, media or a social sharing platform. Facebook is an advertising platform. The only reason Facebook allows you to use its platform platform. And so yes, you can connect with friends, but the way Facebook makes money is they allow people to advertise and specifically target the users on Facebook. And that's a fair deal because they've got a lot of great features. And I love Facebook. But if you don't know how to use it, then you're not going to be able to level up your game to be able to go to where your prospects already are. And with 2 billion people that are segmented by country, by language, by city, by district, by phone numbers, by micro communities, you can use Facebook to do some amazing things. And I'll show you how to do that. So Facebook has got an amazing platform and Facebook, if you think of Facebook as the same type of platform, as a TV station or a radio station, or even Instagram or YouTube or Pinterest or any of the other platforms. The platform's responsibility is to gather as many people as possible. Then they use an advertising model to be able to allow advertisers, small ones, medium ones and big ones, to access to get in front of their prospects. No differently than sending direct mail in your neighborhood or sending email to your list. It's a platform and away. Does that make sense? Because if it makes sense, I'll share with you why we do it and then I'll share with you a little bit of how we do it as well. So I've talked a little bit about this already where it's one of the most effective ways to generate leads. Because there's such a huge audience that can be segmented, you can easily get feedback within hours. Back in the old day when I used to advertise, for example, in the newspapers, I would have to wait till, let's say, the Friday paper to have my ads in there for Friday and Saturday to see how many people call. Well, with Facebook, what's beautiful is that you can create a Facebook ad and within minutes and hours you could see whether that ad is working. And when you do it in a really smart way where you start small to test, which I'll show you in a minute how to do, and then you scale what's working and stop what's not working, you can test for $10, $50, $100 depending on your budget, so that you can test before you invest. Right. So, and I'm going to leave these slides up for you to be able to take a look at this. And more importantly, the reason we enjoy Facebook, among several other platforms we use, is it just saves time. You can have an idea for an ad for a video for something, load it up, and within, like I said, minutes or hours, you're able to get some feedback. So we've tried everything on Facebook. We have tried videos, we have tried short videos, long videos, short copy, long copy, images, copy alone, no images. And so what I can share with you is we've been generating anywhere from 10 to 15,000 leads a week over the last seven years. And the paid opt in rates are between 40 to 75%. And so we're getting a pretty good return on our ad spend. And we also can use Facebook to distribute our content. So for example, I'll give you a simple example. Let's say you have a product or service and you have a Facebook page like the one you're on right now. And let's say you want to take a video that you've got or an article that you've written or other types of content that you have, you can actually boost it right within Facebook for just a little bit of money to reach a specific audience that you want to get in front of. That is a really simple way for you to test and to start building a following. And so a lot of people ask me, you know, how do I build a following? Well, you've got to get your product or service. You've got to get the questions people are wanting to know about your type of product or service, you in front of them. So you could do articles, videos, blogs, etc. And load them into Facebook and then boost them right in Facebook. And so so far this year, one of our ads, and I have about 2,000 different ads going on on Facebook in different variations. Our number one top ads brought in over 30,000 leads just from one ad. And so why do you want to use paid advertising? Because it's fast, it's measurable, you can use multi channels, it's highly targetable, it's scalable, and it's predictable. What I mean by predictable? Whenever you have a product or service and you test a message or an offer in front of an audience and you get feedback, you can make tweaks and adjustments until you get it right. And the way you determine how it's working is, you know, how many people are looking at it, how many people clicked on it, how many people took the behavior that you wanted them to take. And business is all about math. And even if you're not good at math, what you can do is test. And so if you're going to test, here is the right mindset that you must go in this with. Okay? So when you're doing any, any type of advertising, I don't care if it's Facebook, newspaper, email sending that you're paying for, or any type of marketing, there are four things to look at, all right? Big wins, big losses, little wins, little losses. So what you're looking for is the mindset of when you are marketing, you want to start off with little wins or little losses, little wins or little losses. And you do that by managing how much you invest. To test, all marketing is a test until you've cracked the code to what gives you two things. One is return on your energy and return on your investment. So here's a question for you just to have a little bit of fun. How many dollars would you invest if for every dollar you invested, you got $2 back? How many dollars would you invest? Just give me a little type in the chat and I think you know the answer to this, right? And let me ask my team, what are people saying? All right, so how many dollars would you invest if for every dollar you put in, you got $2 out? And the answer is as many dollars as you could put in as long as your costs are in line. And so when you're investing, all right, you don't want to make emotional decisions. The only time you make an emotional decision is when you're creating your ads. And it's an emotional and an imagina, an imagination decision. All right, As I mentioned before, everything is a test. And then paid traffic does not convert like social media referral or affiliate traffic. What does that mean? Paid traffic is cold traffic. If people don't know you, they behave differently than the people on your social page or the people that refer business to you. So you're looking for numbers when you're doing paid advertising, and that cover your costs and that give you a profit so you can keep reinvesting into scaling up. All right? The other thing that we teach all of our business black clients, which I'll share more with you afterwards if you like, is you've got to understand when you're marketing the subconscious conversations that people are having in their own head or even the conscious conversations. Let me explain to you what that means. Like, why are you on this train today? And probably because you're trying to figure out, how do I generate more leads, how do I grow my business, how do I let go of the stress, how do I generate more cash, how do I scale my business, how do I do more of what I want to do in my business? So that's the dialogue that's happening in your head. And when you understand what is your prospect thinking about, what does he or she want or need, what does he or she want to move away from? Right? So make a list of that and then create ads and content that will meet them where they're at. That is a smart way to understand marketing, and that's a smart way to understand sales. So if your prospect doesn't have a need or you don't know what it is, if you don't know what they are trying to move away from or what they're trying to move towards, then you're going to have a hard time creating ads and content or copy to be able to do that. And so when you are advertising, you have to understand that just because you can buy a lead for $1 doesn't mean that that lead or prospect is going to convert. And you might be better off. And you might discover that paying $3 for a better quality lead is better than paying $1 for a low quality lead. And the only way you know is through highly targeted ads that reach the perfect client profile that you want. And I'll talk about that in just a minute and then the other thing that you've got to remember is that you've got to create a consistent message of how you're able to help people without overdoing it. All right? And so when you are doing this, when you're starting to advertise, you have to think about buying information initially to be able to see what works in the marketplace, what message, what hook, what sentence paragraph, video offer is working. So you could scale that and lower the stuff. That doesn't work. Whenever you are looking to advertise, you're not looking at spending money as point number seven suggest. You're looking at buying information. So you're investing in buying information so that you can scale what works and create more of a message for what works. Does that make sense to you? And this is why you must start small. You don't want to take 1,000 or 2,000 or $5,000 and say, let me try this. No, no, no, no, no. $10, $20, $50, $100 max to test. And then you scale what's working. Are we getting good feedback? By the way, I cannot see directly your comments, so my team here is like sending them to me over here and sharing them with you. So I'm getting thumbs up. You're enjoying this and you're learning. So let's talk about. Let's say you're going to do a little campaign, all right? What is the objective of what you're going to do? Is it how many people click on your image? Is it how many people watch your video? Is it how many people fill in an opt in page? Is it just for brand and awareness, which I do not recommend? Is it a direct or offer? Cold traffic is hard to convert with a direct offer unless you are really targeting an audience with a specific need, specific offer that you've already tested converts. All right, how many of your product or service or appointments do you want to set? How many leads would you like to get? How many subscribers do you want to like your page? You have to start off with three or four objectives so that you can measure the effectiveness of your advertising and spend. Does this make sense? Does this make sense? And by the way, like I mentioned, we do a lot of free training. Our goal is to help as many people as possible in their business or in their career with some of our other programs, but in their business, really learn what they need to learn so that they can actually achieve greater business success. And many of you know, we have a program called Business Black if you'd like to find out more about it. I urge you to speak to one of our success advisors. My team will put a link for you. And this is the kind of stuff we teach our business black members and we help them, you know, increase their revenues by 100, 200, 300, 400% because they're learning the skills and, and the strategies necessary to generate leads and convert them. If you want more info, my team will put a link. Please ask for some, some more info. All right, so when you are creating ads, before you even write the first word or before you even create any content, you have to understand who is the avatar that you're speaking to. So just like you wouldn't try to sell or market birth control pills to men on a regular basis, you don't want to create an ad that doesn't resonate with the perfect audience. So when you are creating advertising or marketing, you want to create a perfect profile or what we call is an ideal client profile. And if you look at the bottom left of this graph, it's write down what frustrations are they feeling right now? What fears do they have, what are their hot buttons of things that is causing them to have some stress in their lives right now? That's on the left side. On the right side, what do they want? Do they want more time off? Do they want more money? Do they want less stress? Do they want their life's purpose? I saw that there's some coaches on here where, what is it that they want? What's the age group you're going after? Anything that you can create on a sheet of paper on who is the perfect person that would want my product or service. Then you create the ads from that. And the way you can find out about your ideal client profile is do a little bit of research, type in your product or service. Okay, onto Google, go to Quantcast, go to follow.net, alexa, the Pro version. You can get some great details there. There's Facebook has a category called audience insights. Amazon.com has got amazing tools as well to help you research. Take a look at other people who are selling your type of product or service. Type in the keywords and go take a look at their sales pages. Go take a look at their ads. There's a wonderful software called what runs where. What Runs where. It's a paid software but you can put any of your competitors information into what runs where.com and they will show you all of their ads. It'll show you, you know, which are their top performing ads, how long they've been advertising, how long much they've spent on advertising, so you don't have to figure it out. You could do just a little bit of reverse engineering and you will know what's already working. So if you do just a little bit of the work ahead of time, you could be leagues ahead of your competition. Does that make sense? So do a little bit of research. This is not a hope and prayer. Business is not about hope and prayer. Business is about applying the right strategies, the right tactics in the right order at the right time. And you test it and then you get information and you tweak, tweak, tweak, tweak, tweak. Well, why not tweak what already is? Working with your competition. That's a really good place to start. So let me share with you some steps for creating a great ad. So when we take a look at an ad, we're always looking at obviously an image that will resonate with people. So in this particular one, could growing your business be this easy? So who are we going after? We're going after people who are having a hard time growing their business. And so they're saying business growth isn't easy. Well, yes, it is. Business growth is easy if you know what you're doing. It's really hard when you don't know what you're doing. It's like trying to solve a Rubik's Cube on your own instead of going to YouTube and, and learning the patterns, which will take you 15 minutes to do and finish a Rubik's Cube. So when you take a look at the anatomy of an ad, you're going to have an image or a video or you're going to have some copy. But in the copy, okay, you want to have a really good headline, a really good promise. So in this particular one, it says, you know, what does it take to succeed in business? Hint, it's not smarts or skills. Surprising answers from five mega successful entrepreneurs. This is one of the ads that we've used. You may have seen it. And then people download this free book and then we invite them to more training and we start a relationship with them by giving them some free great content. A little bit like what we're doing right now in this particular case, instead of an ad, I'm using video to educate you, to train you, to show you, and to teach you some things that you may not be aware of or you haven't done or you've heard about, but it hasn't been deep enough so that we could build a relationship. And I'm hoping that you Take some of the stuff we teach you. Apply it on your own if you like. But if you need some help, speak to one of my success advisors. Look into our business black program and let us help you make it faster, do it faster. And that's how you do it. You don't have to be hard selling. You don't have to be doing anything sly. Be upfront with people. Just tell them what it is and help them, help them, help them, help them. All right, so when you have, you know, a headline and some bylines, then you can start to create advertising. And you can create five or six variations of this really inexpensively. There's software that you can get online for free to help you create images if you want to do it. Or you can go to upworks.com upworks.com and, and have somebody help you create this. Get yourself somebody who's a good graphic artist that's inexpensive to hire. Get yourself a student from high school or university to create some of this stuff. Write some simple copy and test. Okay, when you are writing ad copy, I want you to keep in mind this little graph over here. The purpose of the copy and the image is to elicit a response. It's to create, to activate the curiosity part of their brain that will generate the interest that interrupts whatever it is that they're doing that is relevant to the offer you're going to make them next. So, for example, don't put an ad that talks about seven steps to being healthier, and then when they click on the link, it talks about something different. So you've got to stay relevant to what the ad is. There's something that you need to keep in mind, and that is called banner to buy your thinking. So, for example, if I did this training right now, and then I said to you, oh, by the way, if you'd like to find out more information about how you could be healthier and happier, click on the link below. You go, what? But if I said to you, you know, find out more information about business growth, then there's consistency. So what you want to do is just create consistency throughout your entire messaging for creative ads. So here are a couple more tips for creating ads. So use colors that pop show emotions like surprise, disgust, happiness. Use red circles, boxes, arrows, stop signs. Use pictures of children and babies, mothers and babies, groups of adults, animals, sports scenes, food personalities. With permission, of course. But what you want to do is understand one thing. On Facebook, pay close attention to what I'm about to tell you. When somebody searches on Google, they are searching for the product or service or solution that they want and need to. When somebody is on Facebook, it's called interruptive advertising, which means while they're communicating with their friends, while they're looking at a video, while they're doing everything else, if your ad doesn't interrupt what they are doing, you're not going to get any people to look at it. So what do you do? Oops, you want to create some images that'll make people go, huh, what is that? What? When people see something that they're not used to seeing, something unique, something different, something disgusting, you know, pig with little booties on, or somebody racing the brain, the first and most important part of your ad is to interrupt and get attention. That is the most important part. The next, all right, is around the copy, effective ad writing. And so you want to interrupt, generate interest, build curiosity, and elicit response. And so when you put things like how I lost, how I did, how I achieved, how I overcame, you know, that works. And then if you have a benefit, all right, is three easy steps to lose weight in the next seven days, and then give them, okay, a little bit more information, but avoid selling the features of what you've got, okay? So you've got to really understand that copy is really important. And so the whole idea around interrupting, generating interest, building curiosity, and listening a response is to create a relationship with the viewer, the reader, with you that hits upon the points that you developed in your client profile. And anytime you can use social proof, all right, that generates an enormous amount of interest because we are social creatures, and we know that if other people watched this, listened to this, did this, we're more likely to ask why. I wonder why it's so good. So anytime you can show the social proof, that makes a huge difference here. Now, when you're doing advertising on Facebook, you've got to be very, very careful. If you're in the health industry, for example, you've got to be very, very careful to get your ads approved, because you can't make these crazy claims. But even in a business opportunity like MLM or making more money, you just can't make those kinds of claims. They will shut you down so fast. And so just be careful when you're writing your ad copy to meet the Facebook guidelines. They are notorious for shutting down Facebook pages. Okay? And so you can use a variety of different techniques, which I don't have time to get into right now, but what you want to always do is you always want to have something called a cta, which is A call to action. What is it that you want them to do next? Click on the button below. Watch this video, download this PDF and something else that works is expires on this offer. You know, this download whatever the case might be, you may want to test some of that. So, oops, let me go back. Something just happened over here. Hold on a second. My Microsoft quit. So can we. I need a little bit of help from my team right now. Can you hold on, everyone? I don't know if I'm still live, but my PowerPoint quit over here. And so while my team fixes what we've got, say hi to Chase. Does this make sense? What I want to point out to you more than anything else is you don't have to figure all this out. You just need to learn what to do and then implement it and test it. Too many entrepreneurs are trying to be the, you know, the ones who wear every single hat in the business. You're trying to be, you know, the business owner, the visionary, the marketer, the salesperson. And if you don't know how to do that stuff, then you are going to rack your brain trying to figure it out. And so I'm going to get this thing up and running in just a second, I think while I am waiting for this to happen. Any questions so far? If you give me one or two questions, maybe Mandy, you can let me know what one or two of the questions are and we could look at that. Nothing like in the middle of a presentation, your PowerPoint goes off. It happens to all of us, by the way. So best thing you can do whenever something happens like this, just stay calm, take a few deep breaths. Just relax. All righty. Okay, we're going to figure this out. I'm going to get a couple of questions and I'll be able to answer a couple questions. It'll take us a couple of minutes for this, but so far, if you're liking this, hit the share button in the meantime and pay it forward to some other people who want to learn this. And I'll get back to some Q&As. So where do you recommend to get great graphics? Great. So to get some great graphics. Mandy, where would you get some great free graphics? Unsplash. Which one? Unsplash. Unsplash. Unsplash dot com unsplash.com you can get great free graphics if you just Google free graphics and take a look at which ones you can use fairly easily. You can get that. Guru.com is if you need any tech help, upworks.com is if you need some, some help with putting some of your pages together and some of your copy together, your marketing plans together. Our presentation is not available to download. It is for our clients only and for our internal use. I have done that in the past where I've given my presentations away and then other people take my presentations. It takes us many, many hours to create and then they use it themselves. So we do not give it to anybody other than our clients. All right, so on the screen right now, if you take a look at the ad on the left. That ad cost the owner, that ad $100 to create and it brought in $10,000. Why? Well, because of the image. The image caught attention. It interrupted people. All right, the ad on the right that we, that we put up created 10,000 leads or opt ins. And it was some of the stuff that I'm teaching you today. For example, that ad, the image really attracted people and 10,000 people opted in for that. And so you've got to get creative and you got to try 2, 3, 4, 5 ads, 10 ads. And so the other thing that you want to be doing as well is setting up your targeting, right? And so if you go to Facebook Audience Insights, you, you can start using some of their tools to target a specific audience and you could find out a lot about them. And the other thing that is really important, this is something really important. And I want to make this about 45 minutes. I'm going to wrap up in just a few minutes here. The other beautiful thing about Facebook advertising is when somebody clicks on your ad, when somebody goes to your website, you could do something called retargeting, which is this. Have you ever gone to or have you ever been on Facebook and you click on somebody's ad or video, or you've gone off of Facebook to a landing page and maybe you've even signed up for something and you decided not to buy it, not to move forward. But then you see their ads everywhere you go. On the Internet, on Google, on Facebook, wherever you go, on Instagram, that company follows you. That's called retargeting. And so what's beautiful about using one or more of the online platforms is you can retarget people at a fraction of the cost with a different message or a secondary message or a different offer for a day, a week, a month. And it's really inexpensive. And so once you set up your ads and you test and you get feedback, then you can start to use retargeting to be able to stay relevant, to build your brand, to Stay relevant in front of the people who already clicked, put their hand up and showed interest. And you can automate most of this. And that's the beautiful part. When I was building ReMax of Indiana, some of you know this, but I had about an 85 office franchise operation and we were doing $4.5 billion a year in sales. And one of the things that I learned from being in franchising for so many years was that once you have a process, then you could scale the process. It's like paint by number. It makes it so much easier. Why do you think people pay 50,000, 100,000, $250,000 for a franchise? It's because the franchise owners have discovered through many, many years of trial and error what works and what doesn't work. And so the people who buy the franchise can start hitting the ground running and scaling a business instead of trying to figure out how do I do it. And so if you like what you've seen, we have an amazing program with entrepreneurs that are generating at least 50 to $75,000. It's not for beginners, it's not for startups, I'll tell you that right now, if you're generating at least 50 to $75,0001-500002-50000, 500,000 or more in revenue, so starting at 50 to 75,000 and you want to at least look into our program, we focus on four fundamental things. Number one is the foundation to make sure you have your marketing and sales right. Implementing that, so foundation implementation, accelerating your growth and then optimizing your growth so that your growth so that you have, you know, consistent leads, consistent cash flow, you're branding properly, you have your processes in place, your systems in place so that you build a business that works for you instead of you working for your business and possibly build a business that you can one day sell or have it create enough revenue for you, for you to live the lifestyle of your dreams. I learned many years ago that business can be the royal road to your financial and lifestyle freedom. And the purpose of business is a couple fold. One is to help you help other people through your products or services, to give you the psychic income of doing that, but also to give you the monetary income to live the lifestyle of your dreams. And so if you want to learn more about our business Black program and you're a serious entrepreneur with a business that helps people, then we would love to help you. It doesn't matter if you have a product or service, sign up below. I'll have one of my success advisors connect with you and if it's right for you, awesome. If it's not, then guess what? You'll have invested 15 minutes of your time with somebody that could probably give you a few tips on growing your business. So click on the link below. Thanks so much. If you enjoyed what I've just done please join me for other trainings and also hit the share button if you can and give me a little like and love. Oh and here is the next slide. My team tells me you can apply. Now this is not for everybody. It's for serious business owners who really want some help and need some help and want to grow faster than you're growing right now with less stress and a lot more certainty and confidence and predictability. All right, have an awesome day. I hope you've enjoyed this. As I mentioned, share the button or hit the share button and we will connect soon with some other great training. Have an awesome day. Sa.