- If you want to make more money, make more sales,
and build a bigger better business,
then you're gonna need more leads,
which is why today we're talking all
about how to generate more leads with the world's
most powerful social media network, Facebook.
Let's get to it. (rock instrumental music)
Hey there, my name is Adam Erhart,
Modern Marketing Strategist.
Welcome to The Modern Marketing Show
where we help you make marketing that matters.
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about the latest and greatest marketing strategies,
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All right, today we're talking all about lead gen,
specifically lead gen on Facebook.
Because, frankly, there's almost no better platform
out there whether we're talking about online,
or offline, or different social media networks.
Well, regardless, there's almost no better platform
out there to generate leads than Facebook.
For starters, pretty much everybody is on Facebook
regardless of their demographic details like age,
or gender, or occupation, their geographic details.
No matter where they're located, in what city,
or state, or province, or country.
Also, their psychographic details,
which means that we can laser focus
in on different attitudes, or interests, or behaviors,
or anything else that they might be interested in.
Also, advertising on Facebook is really easy to set up.
In fact, the odds are pretty good
that if you've got a business and you're watching
this now you probably already have all
of the assets required to set up
and start generating leads on Facebook.
Whether we're talking about personal profiles,
business pages, or even an ad account.
But I'm getting ahead of myself,
and we'll get to that in just a second.
Also, the strategies that we're gonna be talking
about today are either free,
meaning they obviously don't cost any money,
or they're incredibly inexpensive to use.
So you can be done with only a few dollars a day.
And you can scale up as required or as necessary
as you want to start increasing that lead flow.
All right, let's get to the meat and potatoes.
Here are five steps on how
to generate more leads with Facebook.
Step number one is to get your ducks in a row.
I'm not really sure where that expression came from.
(duck quacks)
When we're talking about getting your ducks
in a row what we mean is making sure
that you're set up for success
by ensuring all of the foundational,
and principles, and all the basics are in place
before you start trying to generate those leads.
Now, there's some obvious things you're gonna need
to do like make sure you've got a Facebook account,
both a personal one, and a business one,
as well as an ad account, which is all gonna help.
And if you already have an ad account
you're going to probably want to make sure that it's set up
under a business manager, rather under a personal name.
This is gonna give you more flexibility later,
allow you to sort of share access to it,
bring in other ad managers if you want,
as well as create backup ad accounts.
And creating backup ad accounts
is definitely something you're going
to want to do if possible in your account.
This is because once those leads start rolling
in you're not gonna want to take a chance
of anything getting interrupted
or your ad account getting paused or shut down.
So you always want to make sure
you've got that backup just in case.
Also, even if you have no intention
of running paid Facebook ads
to generate leads you still want
to make sure that you do have an ad account set up.
And you've got the Pixel from Facebook,
which is completely free to get
and installed across all of your online properties.
This is incredibly important,
and the sooner you do this the better.
Because it's going to allow you
to start collecting data today.
All right, step number two, once we've got things set up,
once we've got all our accounts registered,
is to really dive into the psychology,
and understand the principles
behind successful lead gen campaigns.
Specifically, the successful lead gen
campaigns taking place on Facebook.
The best thing to do here is to really understand
that Facebook is a social platform,
which means people aren't logging in
in the morning with their credit card
in hand looking for something to buy like
they would if say they were searching on Amazon.
No, you need to understand that they're there
to catch up on news, or chat with friends,
or see what family's up to, or anything like that.
Again, not with purchase intent.
It's for this reason that any of your lead gen efforts
on Facebook need to be friendly,
they need to be casual, they need to be conversational.
And they need to be kind of like you're acting
like a good neighbor or a good friend.
Just chilling out and having a chat.
All right, step number three to generating
more leads on Facebook is to leverage
both your personal profile and paid Facebook ads.
Now, we all pretty much know that organic reach
on a Facebook business page is pretty much dead.
Facebook basically throttled any reach
or any chance of your organic posts,
meaning posts that you don't pay
on your business page, from reaching anyone.
But the same isn't true of your personal page.
Now, by personal profile I mean the one
that's under your name, the one that you're
probably connected to friends and family with.
And the one that you would go to pretty much any time
you log into Facebook just for personal use.
Now, lately, this has been one of the most underutilized,
and yet most effective tools available to us as marketers.
Specifically, in direct marketing and lead gen.
Now, obviously, the tactics and the strategy
behind going out and using your personal profile
to generate leads is gonna be pretty different
than if you were using a business profile.
Because, again, you don't want
to come off here as too salesy or too pushy,
especially on that personal profile.
But that doesn't mean you don't want to use it.
Now, I get a lot of kickback and a lot of resistance
from people who don't want to go out there
and put out business messages
on their personal page because their friends
will see it or their family will see it.
They'll get negative feedback, people will criticize them.
They'll say, hey, why are you
doing this, or what's up with that?
And, really, you gotta kind of get over that.
I know, I know, that's easier said than done.
But the reality is that if you want to be generating leads,
if you want to grow your business,
you're gonna have to develop a little bit of a thicker skin.
And that means accepting a little bit of criticism
that's gonna come with you first starting
to make those posts on your personal page.
But I assure you the criticism
is well worth the effort because the results,
and the authority, and the authenticity,
and the ethical way that you're able to market
by kind of coming at it personally just far supersedes
any of the negative comments that you might get.
Plus, nobody's saying that you need
to be salesy here on your personal posts.
You can use this to express your views,
or to tell your story, or to tie things into your business,
and how that's a part of your life.
Because the odds are good that if you're an entrepreneur,
well, the entrepreneur aspect of your life
is a pretty big part of your life.
So don't be afraid to share your story,
and share your journey, and share how you're helping people.
All right, so I hope I've convinced you,
but let's move on to paid Facebook ads,
which is where Facebook really starts to shine.
Now, the key to running a successful Facebook ad campaign
to generate leads is really to be strategic,
and to think things through right from
that very first click all the way to the sale.
This means spending a lot of time ahead of time
by making sure that you've got things set up
with good ad copy, and good images,
that you've chosen the right objective whether you're going
for traffic, or conversions, or video views.
And, essentially, just being
strategic about the entire process.
Now, obviously there's a lot to talk
about when it comes to setting up a high converting
and profitable lead gen Facebook ad,
so I'm gonna link up this video right here,
which shares some of the tips
and tricks behind some of my highest converting six
and seven figure generating campaigns.
You definitely want to check it out.
All right, step number four in generating more leads
with Facebook is you need to give them something.
Now, this approach is pretty much lead gen 101,
but essentially what it means is that we're gonna need
to offer something of value in exchange
for our lead's contact details.
Whether we're going for an email,
or a name and email, or a name, email,
and phone number, whatever it is,
we need to provide something of value in order
for them to be willing to exchange that detail.
Now, when it comes to giving them something
of value you can overdeliver because we're all busy.
And the last thing you want to do
is burden someone with a 1000 page E-book,
or a 30 hour video course, or something
that they are gonna really just have no time
to consume or no desire to consume,
which means you won't even get the lead in the first place.
So when you're thinking about what
you can exchange for their contact details make sure
to remember to keep it short, keep it fun,
and keep it actionable, which means that they're going
to be able to get it, consume it,
and then take action really quickly to get a quick win.
And when they take this action and when they get
this quick win, well, they're automatically gonna view you
as a position of authority, and they're gonna know
that you know what you're talking about.
An example here is my Facebook ad image guide,
which is gonna help you select
the perfect image for your Facebook ads.
Now, it's not gonna walk you through absolutely everything
you need to know about setting up a Facebook ad.
But it is going to give you a very quick win,
and it's going to be very effective
in decreasing your cost per acquisition,
increasing the quality of the lead,
and basically making your campaigns
all around much more effective.
So if you haven't already you might want to check it out.
I'll make sure to link it up in the descriptions below.
All right, step number five when it comes
to generating more leads on Facebook
is you need to send them somewhere,
which means you can't leave them hanging.
This is a mistake I see all the time,
whether we're talking about personal posts,
or whether we're talking about paid ads
through a business page, or an ads manager, whatever it is.
People will write really good copy,
they'll have really good content.
And then they'll essentially just say, all right, good luck.
You don't want to do that.
Rather, you want to end absolutely everything
with one single crystal clear call to action.
You want to give your prospect,
or the viewer, or the reader, whoever's going
through this content the exact next steps to follow.
And, normally, they need to be incredibly,
incredibly simple and incredibly clear,
which means one click, yep, one click.
Whether you want to say click here for more info,
click here to register now, click here
to download this free guide, whatever it is make it clear,
make it simple, and make it direct.
But make sure to include it.
So the key then to generating more leads on Facebook
is much the same as generating leads anywhere.
First, you need to understand
the psychology of the platform.
Next, you need to make sure that you're being strategic
throughout your campaign from click all the way to sale.
Next, you need to leverage all the tools available.
In this case it's gonna be your
personal profile and paid ads.
After that you need to make sure
that you're giving them something of value
in exchange for their contact details.
Finally, make sure to include a clear,
concise, and compelling call to action,
which tells them exactly what to do next.
When you get all these lined up Facebook
is easily without a doubt one of the most effective
lead gen platforms available today.
Thanks so much for watching, I hope you enjoyed the episode.
If so, make sure to give it a thumbs up,
subscribe to the channel, hit that little notification bell.
For more great marketing strategies,
tools, tricks, tips, and tactics I highly suggest
you check out adamerhart.com,
which is packed with the latest videos,
podcasts, articles, and a whole bunch of resources
to really help take your marketing to the next level.
Thanks so much for watching, and I'll catch you
next time on The Modern Marketing Show.