Facebook Sales Strategies | Episode 18

“Here is another great tool! This one allows you find out what is being said about you, your competitors, and your industry.”

 Kim gives us an introduction to a great tool called Mention.

Mention allows to do the following:

• Monitor in real-time! 
• Mention monitors millions of sources in over 40 languages
• It will analyze statistics and reports 
• You can generate reports and export data to compare yourself with your competitors
• You can connect  your social media accounts to your alerts
• On mention, you will get an  alert when anyone mentions your name on social media of the web. This allows you to respond on ASAP on Twitter
• Do all theses actions without leaving the application

Never miss a thing again on the web and social media with Mention!

Resources mentioned in this episode

Mention at: https://en.mention.com

Facebook Sales Strategies | Episode 17

“Social media can be incredibly time consuming...”

 In today’s episode Kim shares a time hack!

Hootsuite came out with a great new tool called the “Hootsuite Syndicator.” This allow you to view RSS feeds in your Hootsuite dashboard. 

• You can subscribe to RSS feeds for content. This is a great way view content and get inspired, view the latest data, fuel data new of your  own content, and collect content for your audience. 

• It is easy  to migrate existing feeds from other services through OPML or XML  file import or add new feed.
• This feature contains an app to for casual and power readers alike.

• Provide rich filter monitoring and tracking tools that let your share to your audience and letting you know what you’ve already shared. 

If you want to keep informed about a particular topic or a social media network, this is your go-to tool. Kim cautions you to make sure you do not use this tool to post other people’s content. However, this is an excellent to gather data an information to stay on top, and be aware of what is going on in social media and with certain topics, and importantly to get inspired to create fresh content. 

Resources mentioned in this episode 

Hootsuite at: http://signup.hootsuite.com

Facebook Sales Strategies | Episode 16

“Happy Free Lead Day!” 

Today, Kim shares 3 things you can do to get more free leads and sales using Facebook!

1. First, look at your photo of your Facebook cover page. Are you using it to get leads in? It is in Facebook’s revised guidelines to allow you to use the cover page for promotional purposes.  In the caption of your cover photo, create link or URL to your webpage. This leads them to opt-in to get that giveaway, report, discount, etc.

In this cover photo space offer:

• free report 
• guideline 
• coupon
• contest 
• giveaway
• video series
• discount code

2. Now use your “About Us” in the Facebook description. Facebook does not tell you, but you can insert a URL in this space, it becomes a “clickable image.” You can use this space to create an opt-in page to capture leads.

3. Facebook now allows you to have “Call To Action” button on your cover photo. 

• This feature is above your timeline when your logged-in. 
• Use the edit button, this will specify weekly how many fans used that button.  This is a free feature from Facebook, take advantage of it!

Apply these 3 easy strategies and let us know your results in the show-notes!

To get you free copy of your Facebook Ads Template go to: http://www.iocreativegroup.com/facebookadstemplate

Facebook Sales Strategies | Episode 15

“If you're not using contest, then you maybe missing out on potential qualified leads and sales from Facebook.”

In this episode, Kim shows us how to utilize contests to grow our business,  generate likes, leads and sales from our Facebook followers.

1. If you want to grow your prospect list quickly and easily through a Facebook contest, use these key success principles. 
2. Don’t run your contest on your Facebook timeline, this will not allow you to acquire emails from you prospects
3. Don’t use third party apps to run your contest. You want to make sure to drive traffic to your page and website. 
4. Give away a prize that works as a way to qualify your leads. Perhaps a Gift certificate to your business, consulting time, ticket to an event, merchandise, etc. 
5. Drive Opt-Ins through ads that target look-alike audience of your best customers
6. Use the phrase “Click To Win!”  through-out your contest. This helps them to picture themselves winning, just by entering your contest. 

If they have chosen to enter a contest that relates to something you sell. Then you have captured a qualified lead. 

Facebook Sales Strategies | Episode 14

Hey Superstar! In Today’s episode we are going to focus on how to create celebrity status through Facebook, and why you should!

Kim explains how to turn up the volume like a celebrity to increase your sales! Its fun to have a million fans on Facebook, but it’s not sustainable if it doesn’t bring you profit. 

Here is how to do it transform your image on Facebook like a celebrity!

1. Determine you unique selling proposition, what my you different from your competition 
2. Get a professional head shot (go beyond the iPhone selfie)
3. Create your cover photo with Canva.com
4. Feature your content and set yourself apart as an expert in your industry
5. Provide a list of 25 questions your prospects tend to ask (This is a months worth of content)
6. Surround yourself with a great team to help you post and create content. Make uses of services like: Hire My Mom, Elance, Text Broker, etc.

Are you ready to walk the Red Carpet to prospecting success! 

Resources mentioned in this episode

Textbroker: https://www.textbroker.com

Elance: https://www.elance.com

Hire My Mom: http://hiremymom.com/home

Kris at KM Photography: http://www.kmphotography.nyc

Canva: https://www.canva.com

Facebook Sales Strategies | Episode 13 

“Do the different types of audiences ever confuse you?”

In this episode Kim, differentiates the different type of audiences on Facebook. 

I. Targeting Options 

Custom Audience: You may create or select a Custom Audience that you can use with your other targeting options. A Custom Audience will let you find your offline audience among people who use Facebook. Sources for a Custom Audience include your email list, your mobile phone list, your website traffic and your Facebook Fan Page.  Facebook will also create a “look-alike” list of these groups that matches the top 1% most similar people to those in your Custom Audience to expand your list size to over 1 million people.

Audiences Targeted for IO CREATIVE GROUP:

1) IO CREATIVE GROUP Email List: 25,000

2) IO CREATIVE GROUP Member Look-Alike List: 1,786,000 people

3) IO CREATIVE GROUP Website Traffic: 50,000

4) IO CREATIVE GROUP Website Traffic Look-Alike Audience: 1,607,000 

B. Location: You may choose one or more countries, states, provinces, cities and zip codes (US only) or post codes (internationally) to target your ads to those locations.

IO CREATIVE GROUP:  Targeting is used when the offer requires sending a physical product and shipping costs make it necessary to limit the promotion to the continental United States of America.   Additional targeting is used when promoting a specific live event to reach those within driving distance.

C. Demographic Targeting Options:  You can use demographic targeting options to select audience segments related to categories such as age, gender relationships, education, finances, and life events.

IO CREATIVE GROUP:  Men aged 25-55 perform better than other age groups and women. When reaching out to non-Custom Audience lists, this criteria is selected. (Ladies, we LOVE you, but you just don’t convert).

D. Interest Targeting Options:  You may reach your audience based on their interests. This can include interests from their timelines (something they liked from a post) as well as the interests tied to Pages they’ve liked or keywords associated with those Pages or apps they use.

IO CREATIVE GROUP:  Many interest categories have been and continue to be tested including:

Fan Pages

1) Social Media Examiner: 256,000 people

2) Success Magazine: 920,000 people

3) Ryan Deiss: 16,800 people

4) Brian Tracy: 960,000 people

5) Frank Kern: 24,000 people

6) Infusionsoft: 144,000 people

7) Entrepreneur Magazine: 1,640,000

8) Ali Brown: 138,166

Interests

1) Marketing:  163,000,000

2) Entrepreneurship: 59,000,000 

E. Behaviors: You may reach your audience based on their digital activities, what devices they use, past or intended purchases, and travel. This data is pulled from Acxiom, Datalogix and Epsilon data mining companies and merged with Facebook’s data to find matches.  

IO CREATIVE GROUP: The following Behaviors have been targeted:

1) Purchased Business Marketing: 2,800,000

2) Purchased Book: 184,000,000 

F. Connections: This allows you to target those who are or are not Fans of your Page and/or their friends. 

IO CREATIVE GROUP/Kim Walsh-Phillips Pages:

1) Fans of IO CREATIVE GROUP Page: 6,000

2) Friends of IO CREATIVE GROUP Fans in the United States: 4,800,000 

G. Other: Facebook allows you to combine categories to narrow the focus of who you are trying to reach.  We continue to test combining the different categories to maximize response rate and cost-per-conversion. For example, we have paired a Look-Alike Audience with those who buy Business Marketing to narrow the focus of the audience.

Facebook Sales Strategies | Episode 12

“Have you experimented Facebook video?”

In this episode we are diving deep with Facebook video strategies. Kim shares her insights, and as the CEO of a direct response social media agency, who places thousands of dollars of ads each day. Kim manages large scale testing to see failures and success on each ad campaign. 

Now, video view ads are worth the getting exciting about, because of the low cost per view from cold traffic! Here, Kim shares a recent video ad she posted on Facebook.

 WWW.FACEBOOK.COM/KWALSHPHILLIPS

What the numbers mean:

A. Results: The number of people who watch your video for at least 3 seconds 

     in auto-play

B. Cost: The cost-per-video view

C. Reach: The number of people who were shown your ad in their Newsfeed

D. Frequency: The number of times the average person targeted was reached

E. Clicks: How many people clicked on the ad

F. Click-Through Rate: The percentage of people who clicked on the ad

G. Relevance Score: An estimate of how relevant Facebook thinks your ad is to its user

     base that you are targeting.

H. Optimized CPM:  Cost per 1,000 impressions

This ad received a click-through rate 10.203%.  The average is usually 1-3%,  this was performing 70%-90% , better than average. The cost was only 4 cents per video view, which is 90% below the average cost. These are all optimum results and cost efficient. The strategies behind this success is very simple. 

Here is what you need to follow: 

Make sure the ad is relevant to the audience. A high relevancy score is key, and Facebook tracks the relevancy of your audience. So make sure you’re choosing content that is going to be relevant to your audience. Using Facebook Audience Insights you can analyze your current customers, see page likes, demographics, and target others just like them. 

• Make sure to give content that is value based
• Speak directly to the customer in the video
• Let them know how your product or services will benefit them
• Use a simple curiosity tag headline to get them to click the “play button”

Facebook gives you the option of picking your video thumbnail - perhaps pick one of you in the middle of speaking. This raises the curiosity of what you are saying.  The results of the Facebook video is less expensive per view and reaches far more people. This ultimately leads to using the same ad with more customers. 

Facebook Sales Strategies | Episode 10

“Did you ever wonder how to optimize your Facebook ads?”

In this episode, we are focusing on optimization, and how to get high results! When you have an ad thats producing good results, and you want to “turn-up the volume” to get even better results. 

Kim recommends  a list of things to test. 

Image and Text

Image - When you have an image that converts best, move to the text

Text - test different text

Button - test with and without a Facebook button

New Image - test a new image verses the winning image

Make sure to chart and test each of these areas one at a time. The goal is to take your (best ad as the control) and test by tweaking one thing at a time from that best ad, and see how your results differ. This test accomplishes understanding the changes in interest and behavior of your target market.

Budget

For the budget, if the conversion cost is high. Try a test, lowering the budget. Giving Facebook a lower budget each day, while getting the same amount of Opt-Ins or sales, the cost of conversions will go down. 

Reach

If your reach is low, try changing the bid type. Change to bid for click, bid for impressions, or unique daily reach. Test these options if your reach is low .

Clicks

If you’re getting clicks, but no conversions. Then it is time to split-test the landing page. Which means your ad is working, and your landing page isn’t. The issue maybe the offer, headline, or value points.

Remember to test on thing at a time. This is a slow, but rewarding process that will help you get those big results!

Facebook Sales Strategies | Episode 9 

“Ever wonder what makes an effective Facebook Ad?”

In this episode, Kim shows you the best strategies for an effective Facebook ad. First is understanding the Facebook guidelines.

Here are things to watch out for on Facebook requirements:

Ad Image: 20% or less text on a page. 

• Look closely at the Facebook ad guidelines
• Try using white space image: high contrast images with reds, black, and lots of white
• You cannot have an ad that over promises Facebook’s guidelines: Don’t use words like:  Guarantee, Rich, Weight loss, etc. Even if you really can provide results
• Test an ad image with a (Red object), 75% of the time people will click on it

Next, the TEXT in your ads are should be focused on your target market, and not your product or brand. But, give examples of the transformative value of the product or service. Talk about the end result and call them to action. Tell them what is going to be achieved by clicking and engaging with your content. Use words like: Click Here! Discover! Read this! 

Create ad congruency by having text run off your ad, and when clicked. It leads to a landed page with the same text.  Finally, tell them their reward! How will their life be improved by clicking on your ads and partaking in your products and services.

Important Links mentioned in this episode!

- https://www.facebook.com/ads/tools/text_overlay

- facebook.com/ads_guidelines   

“Did you ever wonder how you can distinguish yourself from your competition, and win more clients, customers, or patients?” 

Kim shares a simple secret to make your marketing more effective without spending any money. Do you want to know what it is? Be Different!

You are different, so stop appearing like your competitors. When ask who are your competitors? Many of Kim’s client responded that they don't have any. What? However, your prospects don't see it that way, and you may be appearing as a commodity. As you know, commodities only compete on prices. 

So what makes you different from your competitors and how could you leverage that in your marketing strategy? Lets take a look at what you new strategy on Facebook. 

• Offer value on your cover photo
• Tell your prospects how and why they should Like your page and how they will benefit 
• Fill your post with value, focus on your unique selling points 
• Use white space in your Ads, Using high contrast colors, unlike your competitors
• Talk with your clients, engage and build relationships
• Be willing to be controversial 
• Be authentic 

So what make you different form everyone else? Ask yourself? Something that is uniquely me that makes me standout from the sea of “sameness.”

Facebook Sales Strategies | Episode 7

“Would you like to get more Facebook followers for free?”

In this episode, Kim shares a special Facebook hack on gaining more followers on your page. Now,  not many people don’t know this hack! 

Here is how you do this:

• Share a post with a tag to another page 
• Facebook will share your post with followers of that tagged page
• For free!
• Get free exposure to their followers

The one catch to this tactic is, Facebook will determine if both pages share a lot of the same followers. 

How do you know who has similar fans, or share fans with you?

• Use Facebook’s search box
• Type in: Favorite pages of people who Like (Your Page)
• This will tell you the other pages that your fans Like
• Now you can include this list in your content post
• Don’t Spam Them! 
• Instead create content and share it
• Tag them by @(their name)

This allows you to strategically create traffic to your page. So, take advantage of this creative Facebook hack by Kim!

Facebook Sales Strategies | Episode 6

Are trade shows part of your sales strategy? 

In this episode, Kim shows you how to use Facebook to fill your sales calendar, before you show up at the trade show. Learn to maximize you time at trade shows even if your booth is free. Or if you're paying for your booth, maximize your time and efforts while exhibiting and get those qualifying leads. 

Here is how you do that!

•  Offer the opportunity for a one on one,15 minute strategy session or consultant
•  Run ads to the target market prior to the event
•  Target fans of the organization holding the event or conference
•  Target these fans for a strategy session
• Give a value to the session they are receiving
• Let them know it is a limited time offer
• Require they provide contact information in order to sign up for a session
• Offer a free incentive, a free check list, ads template, etc.
• Pre-program an email to go-out to your “sign-ups” the morning of the event to share your presence at the event
• Offer a free gift as an incentive when they stop at your booth or do a prize drawing

This generates qualifying leads and will fill up your booth right away. Everyone wants the wanted commodity, and even if your "sign-ups" don't show up, you still have their contact information to do follow up sequences. This is a great way to create traffic to your booth.

“Would you like to get more referrals from your current customers?”

You have great customers and they love your services or products. But how do you get your customers to become more engaged and render more referrals? Here are three quick tips to do just that!

1. Feature your customers in your content

- Do Q&As

- Tell their story

- Tell what was the problem you help them solve

- Let them know your featuring them

2. Direct your customers to your Facebook page

- Send out an email about your Facebook page

- Encourage them to Like your page, to get bonus points, tips, strategies, or a discount

- Give them an incentive to Like it or Share it to win: a certificate/discount, iPad Mini, etc.

- Give them a deadline to Like /Share your page, to enter to win

- As they Like your page. Do a shout out! 

- Welcome this so their network will see it!

3. Offer shareable content

- Offer valuable enticing content that your audience will love to share

"Would you like to generate more sales for free, while running an Ads Campaign?"

While running a Facebook Ads Campaign, here is a great way to generate free sales at the same time! Kim shares the success of using hashtags to generate Opt-Ins and Sales for your event.

• Implement the use of hashtags for the event you’re promoting
• Use hashtags on all the paid advertisements
• Use hashtags on all free posts on your network (Facebook, Twitter, LinkedIn, Instagram, Pinterest)

Kim discovered that the majority of the sales generated were from the paid advertisements. Surprisingly, the free post can generated significant sales at no cost. Kim says, In order to leverage this trick, make sure to use hashtags on all paid advertisements, as wells the free social media post.

Facebook Sales Strategies with Kim Walsh-Phillps | Episode 3

"Are you conditioning for Facebook fans to be buyers?"

In the episode, Kim teaches you how to condition your Facebook fans to become buyers, and follow the behaviors you want them to. This preparation is getting your fans conditioned and ready-to-buy!

On Facebook, that means: Clicking through to your website. This is essentially training your fans, that by clicking on links, is going to bring them value and great content they can use. Kim says, this gets them ready and eager to discover what you have in store for them. 

(01:33)

How do you do this you ask?

• Offer content that is 75% pure complete value, information they find valuable!

• If you’re not sure, make a list of the top 25 questions that your prospects ask you

• You can rotate and alter this list as new posts on Facebook 

• If you’re confused about your market or don’t have enough customers to develop a working list. Use Quora.com to discover what questions being asked in your industry

• Send your audience to your website, with links in your (FB) posts. Offer a question and give an answer with a links to your webpage!

• You want them to click to your site via your post of Facebook, on 75% of your post!

• Include visuals to make it appealing

• Use visuals with less then 20% text

• Link to your site with the image/graphic/visuals

• Tips: Do not use a PNG version of your image, they do not work well on Facebook

When you’re succeeding with “click throughs” to your website and offering valuable content to your fans. Opt-Ins and purchase will sky rocket with well conditioned Facebook followers!

Show Notes Links

Quora: https://www.quora.com/

Facebook Sales Strategies with Kim Walsh-Phillips | Episode 2

“Did you know you could use your Facebook cover photo to get free leads all day long?”

If you want to use your Facebook cover photo to use as lead magnet. Kim provides you with her sights to do so! Simply offer something of value to build your email list. Offering attractive incentives or valuable content information like: gift certificates, a discount to a subscription or webinars, a viewing of a videos series, a free-book, free daily, weekly, monthly reports, or a chapter download for your book. 

Include messaging about the lead magnet in your cover photo and focus on what you do successfully. For example: “ Do you want to increase you sales with Facebook? Click here for a guide on 7 tips to do just that!” This lead magnet could be anything in your niche, take your pick.

Whatever your audience is hip to! That is what to want to feature in your photo. Now, how do you get people to opt-in? 

• Invite them! Include messaging in your photo that prompts them to click on your cover photo
• In order for your audience to  access that information, include a Click here! button 
• This will lead to a caption or description and should have 3 to 5 bullet points
• Tell them what value they will get for giving their contact information 
• Give them a link to the landing page of the lead magnet, out side of Facebook. 

Getting them leave of Facebook will help avoid distractions like: cute kitten pictures, cat videos, Candy Crush, just to name  a few of most potent distractions. This is one of the simplest strategies to lead your audience to your website and get emails, leads and increased sales! 

Facebook Sales Strategies with Kim Walsh-Phillips | Episode 1

“Could your business use more qualified web traffic to turn into leads, and those leads in to sales using Facebook?”

Kim Phillips is the co-author of, The No B.S. Direct Response Social Media Marketing, with Dan S. Kennedy. She is the CEO of IO Creative Group, direct response social media agency.

Why should you care about using social media (Facebook) for advertising? Kim shares her insights about using social media for direct response marketing. Kim provides you with a few facts about social media:

• According to Social Media Examiners annual survey,  70% of all business using social media see no return their investment   

• World wide, there are more then 1.39 billion monthly active users of Facebook, a 13% increase year after year according to Facebook in January of 2015

• 890 million people log-on to Facebook daily in December of 2014, this is an 18% increase year over year. 18 percent is no joke! 

• Awesome news! There is a successful small minority using Facebook, and they do not pay attention to: return on engagement, or return on impressions, the number of followers. They focus on the ROI or The Return on Investment

According to Kim, Facebook is not going anywhere so we need to actively increase our knowledge about using social media for direct response. Kim knows social media like no other, coupled with on the knowledge of Dan S. Kennedy’s book, Direct Marketing. Kim states that social media is another channel like: Direct Mail, Television, Radio and Print.  The same direct response marketing rules apply to social media. Kim mentions that in one year of using the direct response strategies, she was able to increase email data base to 1,200 to 21,000, and increase income by 327 percent!

 Kim is on a mission to help you learn to use Facebook to generate sales, help you reach the business you want, and the life you desire. The main focus of this podcast is to keep calm and work smarter and not harder! So remember this, “If It’s not going get me results, I am not going to do it.”

Call To Action! (08:44)

Kim urges you Not To Hit the Boost Post Button! Instead use the Facebook Ads Manager. This helps you to setup your Website Conversion Pixel,  for a huge Return On Investment! What does this do for me say? 

• Track the action you want people to take!
• Track how many people opted in for the product, program, or service.
• Track how many people purchased, subscribed, and submitted contact information 

Let begin with these simple steps (9:35) 

• Go to ads managers at: business.facebook.com or facebook.com/ads
• Click on conversion pixel and then conversion tracking 
• Create a pixel (green box)
• What kind of pixel do you want? Be specific (Ex. Registrations )
• Name it (Ex.“OC E-News”)
• Create Pixel
• View and Copy Code
• Paste in the Header or where you want people to view
• Learn where to place that code according to your website development company
• Choose optimize for conversion

This then optimizes for conversion! This is a target action base on those who are most likely to convert, for the best ROI. 

People, Books and Things mentioned in this episode!

Books

• “No B.S. Guide to Direct Response Social Media Marketing: The Ultimate No Holds Barred Guide to Producing Measurable, Monetizable Results with Social Media Marketing” by Dan S. Kennedy and Kim Walsh-Phillips

• “No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing for Non-Direct Marketing Businesses” by Dan S. Kennedy 

People

Dan S. Kennedy - https://www.goodreads.com/author/show/4562806.Dan_S_Kennedy/blog