Three Ways to Acquire More Customers with Facebook Marketing

Marketing and advertising can be complicated. What's most important? What should I focus on? Direct marketing? Email campaigns? Social media? Cold calling? With Marketing Atlas, you'll have a clear guide to get more leads, close more sales, and take your business to the next level. Welcome to Marketing Atlas. Marketing Atlas. With your host, Hernan Vazquez.

On this episode, I want to tell you 3 ways that you can implement to acquire more customers with Facebook advertising. Hey, what's going on everybody? Hernan Vazquez here, and I'm the owner and CEO of scaledriven.com. At scaledriven.com, we help agency clients and students get better results with their Facebook advertising campaigns, their Google Ads, YouTube Ads. We run some TikTok ads as well. And today I want to share with you some of our findings when it comes to acquiring more customers over the internet, how you can use Facebook advertising to increase the amount of customers that you're getting. So let's get right into it. So I talked before about the difference between acquisition funnels and monetization funnels, right? I talked about how a lot of the big names out there, a lot of the big companies that I've had the honor and pleasure to work with, they have some sort of acquisition funnel. And the main point of an acquisition funnel is that you can actually liquidate how much you're paying to acquire customers. And this works really, really well. So today I wanted to dive into how you can use these acquisition funnels to actually acquire more customers over the internet. Now, the first thing that a lot of people say when I talk about acquisition funnels is, well, I don't sell information, I sell ads. Right? Or I have a professional services business, or I have an e-commerce store. And the reality is that it doesn't really matter what you sell. We're all in the business of acquiring customers. So the best thing that you can do with your advertising is to try to liquidate that ad cost as fast as possible so that you're getting buyers or leads or walk-ins or clients for free, which is pretty cool. So how do acquisition funnels work and how you can actually use them to increase the amount of customers that you're getting over the internet? Well, they're pretty simple actually. You want to offer something that's cheap, that it's inexpensive, that it's almost like an impulse buy. So for instance, back when I was working with Frank Kern, one of the things that we did to acquire customers was to sell a $5.95 PDF, a book. It was in a PDF format. You might have seen some of these book funnels where people are just doing free plus shipping. So you pay like, I don't know, $10 and they send you a free book. This wasn't a free plus shipping book. It wasn't a physical book, it was a PDF, right, that we were selling for $5.95, and it worked really well. So what you need to think about is, okay, what can I put out there that is cheap, that is inexpensive, that has a ton of value? Meaning if people need to think about, okay, what do I get, how much value do I get, it's not a good front-end offer. It's not something that you can bring up the front of your funnel. So you need to sit down and think about, okay, it needs to be simple, it needs to be inexpensive, you know, ideally under $50, And number 3, it needs to pack a punch. It needs to have a lot of value. So for instance, at scaledriven.com, we're running some brick-and-mortar businesses, right, some local businesses, and we did this $49 massage offer for a local chiropractor, and it went really well. It went extremely well. People would pay upfront before visiting his office, and each buyer, or each patient in this case, was worth $300 or more on the backend to him. So it was a really, really cool offer. So just sit down, think about what you can offer. That is inexpensive, that is pretty evident what they are getting. It's a no-brainer to get it because it packs a punch and it has a lot of value. A book that I always recommend if you want to learn more about how to create these offers that really get a lot of customers is 100 Million Offers by Alex Hormozi. It's a great book. I'm not affiliated to it, but I really like it. I really enjoyed it and I really recommend it. So that's the first thing that you can do to acquire customers over the internet, right? To acquire more customers through Facebook ads. It's to literally deploy an acquisition funnel that will allow you to pay back for your ads based on the revenue that's coming through that funnel. That is step number 1. Now, does this mean that free lead magnets or free PDFs or free anything are dead? Well, not at all. Actually, they're pretty much alive. And I have 2 examples to share with you guys today about how lead magnets can actually help you acquire more customers over the internet. So last year we were servicing this client. He's in Europe and he's helping people learn how to code, right? People like kids fresh out of high school, they don't know what they want to do with their lives. They want to start coding. And he's in this European country where, yeah, that it's really, really well known for having really good coders. So what we did was to develop a couple of funnels for him because he had a high-ticket coaching offer, right? He will teach you how to code and become a coder so that you can make money coding for other people. And it was cool, it was great, and we ran his ads for a long time. And then after 6 months or so, we sat down and we started doing a deep dive of all of his funnels, what was performing the best, what was bringing him the most amount of sales and qualified calls to his sales team and all of that. It really shocked me because his number one way of generating really high-quality leads and really high-quality phone calls was a free thing that he was giving away. He was giving away a really robust free 30-day coding course. So it wasn't just a PDF, it wasn't just a lead magnet, it was a program that he was giving away for free. And we were getting a ton of leads to that funnel through ads. But of course, the ROI wasn't immediate. Why? Because people needed to consume the content. It was a 30-day course. They needed to do homework. So at the end of it, they wanted more, right? And it made a lot of sense. So that was his lead magnet. His lead magnet was a 30-day course. And something that I always say is that if you want to really succeed at this online thing or online game, or if you really want to grow your business, you want to give away as much value as possible for free. Because if you, if you give away as much value as possible for free, then people will say, well, if I get all of these for free, what can happen if I give these people or this business or this person some money? Right? So that's the position that you want to be in. And this client actually showed up and developed this amazing course. It was a free thing, it was a lead magnet, and it created a lot of qualified leads and qualified calls because it was like half a phone call close. People were ready to buy right away. So it was really eye-opening about the value and the power of lead magnets. So if you want to acquire more customers over the internet, think about that. Think about What can you give away that has a lot of value? Not just a PDF, not just a little thing. It needs to have a lot of value. Right now, for instance, at kelderman.com, we give away our Ultimate Facebook Ads Guidebook, which there's going to be a link somewhere around here so that you can grab it. It's free. It's a 52-page mini book tutorial step by step on how to launch really good Facebook ad campaigns. So it works really well and people are loving it. So if you want to get it, there's going to be a link somewhere around here. But the point is that lead magnets are still really alive and well. The second example of this is a client that I was marketing director for before. And he— we, we helped him go from $30,000 a month to $1.5 million a month on Facebook and Instagram ads profitably. And he had a lead magnet funnel.

Mm-hmm.

So he would have a PDF, he would give away a PDF, and then immediately he will offer something for $97. So he would try to monetize those leads as fast as humanly possible. Around 2 to 3% of people that were opting in will take him up on the— on that $97 offer. But then he would have upsells and downsells and all of that. That And that allowed him to get like around, I think that at some point we were getting like 10,000 to 12,000 to 15,000 leads per day. And then a ton of buyers out of those leads, right? Because we were heavily scaling that campaign. But he built his business. He went from zero to a $100 million company by offering and giving away a PDF. It was a great PDF. It was a mini course. And then he would have offers right there and then because you want to monetize those leads as fast as humanly possible so that you can liquidate the ad costs. You can develop an acquisition funnel where you're charging upfront, or you can have a lead magnet where you're not charging upfront, but you're trying to monetize those leads as fast as possible so that you can go back and reinvest on advertising. So that's the second way to acquire more customers is giving away some really good stuff. And again, you don't have to be an information product. You don't have to sell information. You don't have to sell coaching, consulting. It's just that these examples are like that. But if you have a brick-and-mortar business, if you have an e-com store, there are a lot of examples of people putting information upfront This also works really well for software businesses. If you put information up front, information is literally free. It doesn't have a cost associated to it. So once you put it out there, it allows you to acquire a lot of customers and a lot of leads for your business. And number 3 is a campaign that's working right now. It's a type of campaign that's working right now. It's working really, really well and it's Messenger campaigns. So I always say that you want to get as many entry points as possible, right? And let's say that you're running a good lead magnet. Well, you can send that lead magnet via Messenger or you can use lead generation ads to to bypass the opt-in page. So there's a lot of ways that you can get the same audience or target the same audience with different entry points so that you can run these campaigns for a long time. But the point is that Messenger campaigns allow you to A, acquire leads right away, and B, monetize them as fast as possible. In fact, at scale-driven.com we have an agency client and she's awesome. She sells a high-ticket coaching program and 99% of her sales are coming through Messenger conversations. So when somebody comes in, we pre-qualify them, we develop a bot sequence for her, so we prequalified these leads, we asked them a bunch of questions, and then if they're qualified, we send those leads to her team so that they can have conversations via Messenger, and it's working extremely well for her. She's selling a $2,000 product out of Messenger ads, and it's working really, really well. So if you want to give Messenger campaigns a go, make sure that you're prequalifying people because of course, right, as the sales funnel goes down, you want to prequalify people. Some people, most people will not be qualified, but you want to prequalify people as much as much as possible. So if you want to give Messenger campaigns a go, they're working really, really well right now and they can allow you to acquire more customers using Facebook ads. Another example of a good Messenger campaign is we are selling one of our acquisition products is for a $47 Facebook ads framework. It's a framework that I put together, it's a copywriting course on how to create really, really good Facebook ads after writing and running millions of dollars of ads and writing a couple of million dollar ads for clients and for ourselves and that acquisition funnel is working really well. We're sending traffic directly to that acquisition funnel, but at the same time, we also develop a Messenger campaign so that people will opt in and we'll just send them the link to buy. And it's working really well. Believe it or not, we just added an extra step to the funnel and it's working really well. So I'll take it. So there you have it, 3 ways that you can implement right now to acquire more customers using Facebook ads. Make sure that you're monetizing those leads, those people are coming in as fast as possible so that you pour that money back into Facebook ads and grow your business as fast as possible this year. I hope that is helpful. If you have any questions, feel free to reach out, drop a comment below, and please make sure that you subscribe, you rate, you share, you leave a comment. If you like this, leave a thumbs up because it really allows us to grow the channel, grow the different channels that we're sharing good content with you, and then share this with somebody that needs to see it. It will help us and it will help that person that you're sharing it to. Thanks everybody. I'll talk to you guys soon.

Bye.