My Continued Battle With Facebook

Get Referrals From Clients

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If you want to get referrals from clients, you must realize that they love you best while you’re helping them, not after.

Too many salespeople make the mistake of beating around the bush when asking for referrals. They do a great job for their clients, and then when everything is all over, they ask for referrals or worse; they say something so weak it should be likened to a limp noodle. They say, “if you run across anyone I could help will you please tell them about me”? Gee whiz…that will never work.

So, how do you get referrals from clients?  I’ll tell you.

  1. Tell them what you’re going to do
  2. Do it
  3. Tell them what you did, and ask for referrals

That’s it!

Let me elaborate…

Tell them What you’re going to do

When you begin a sales process, you want to clearly set the stage for the relationship because you’re in total control of it. That’s right. Don’t believe anyone saying, “the customer is always right”. That has a different meaning. You dictate the sales relationship and keep control of the conversation. You’re taking them on a journey. YOU! Not them. So, as part of this stage, you need to tell them how it’s going to go. Tell them what to expect, what you’re going to do, and tell them that when it’s all over you will be asking them to share their experience with some of their closest friends and family, but only after you’ve earned it. Actually say it. Tell them exactly what you expect and what you are going to be doing to deserve it. Tell them you operate on referrals and that it’s important that you have your next 3 appointments set from each client you help because you spend all of your time giving world-class service instead of trying to drum up more business.

Do it

Now comes the hard part. Do what you said you would do. I mean every detail of what you promised, you must now perform. I don’t care what you promised, you must now give it to the client. That means you need to be careful about what you promise. If you say it, you do it. No excuses and no second chances. Own up to your word. Stand behind what you say. Got it?  Good!

Tell them what you did, and ask for referrals

Now comes the moment of truth. It’s as they say, “the rubber meats the road”. Just as a story has a conclusion that matches your introduction, you must now recap your initial conversation. Before you actually deliver the good news about your sale, the closing, whatever, explain what you did. Now is the time to pat yourself on the back and explain the process you went through to give them exceptional service. Tell them how you saved them money. Tell them how you got exceptions or overrides from your boss, whatever you did….tell them! And, to get referrals from clients, remind them that, when this all began, you discussed that you work by referral and give your client all of your attention. Now, you place a piece of paper in front of them with a pen, ask them to tell you who your next 3 clients will be, and go back to preparing your policy papers, title papers, or whatever you need to do. Don’t give anyone the chance to back out of helping you. Remember you deserve their help, just as they were lucky enough to get the best you have to offer. If you work hard for people, you deserve to ask for their help in keeping you going. Helping others.

 

It’s really that simple. It can be difficult…but it’s simple.

 

Check out my other tips here

April 14, 2018 |

Is Facebook Advertising Worth All The Hassle?

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Facebook Advertising has gained popularity, no thanks to the Facebook policy makers. The overbearing and complicated ads system is littered with rules and political correctness, along with tons of seemingly meaningless regulations. Some of these really have merit. Some don’t. But, the bottom line is Facebook is still worth using for advertising because it works. I’m not positive it works well enough to pay what they inevitably charge, but it’s not all that bad.

Facebook has a very ambiguous method of determining what to charge, fraught with a network of tunnels to navigate. For instance, trying to get an ad approved is sometimes easy and sometimes tough. It depends on….well….nobody knows. Recently, I tried to post several ads for over a week, only to learn that they didn’t like the picture. It may or may not have portrayed politically evil competition where one side won over the other. What? One wins and the other doesn’t. Blasphemy!

It’s true that social platforms are all liberal in nature, and it’s also true that they are bias against good old fashioned hard work, sales pitches, and winning over anyone else. Unless, it’s them winning billions over any other social platform. It’s blatantly hypocritical, but it is what it is and we must deal with it.

Ok, that was my soap box. Now, on to constructive information.

With Facebook, you need to decide on the type of ad. Do you want your Facebook advertising to yield leads, drive traffic to your website or page, encourage views of  your video, or what? Think carefully and determine exactly what your purpose truly is. I think it’s easy, once you really think about what you want to achieve. Are you in sales? Then you want leads. Are you a blogger or YouTuber, then you want to drive traffic. Are you trying to use a video to sell your product and provide a call to action? Then, perhaps a video view campaign is what you want.

Now, I hope you’re taking notes.

You’ll need a way to capture and drip on your leads, if that’s what you chose to do. You can use Mail Chimp, or any number of other services to do that.

Zapier is worth a look. It ties a myriad of services together, allowing you to communicate your Facebook leads to your CRM, etc. It automates literally thousands of things and ties them together beautifully. Definitely check them out when you get time. It’s truly genius.

So, your ad needs an image. The image is everything! It should grab attention and portray your campaign without a word, if possible. Studies show that ads with pictures that do not have any words on them do better. So Facebook advertising doesn’t want images with tons of words on it. They consider that to be clutter and will shut it off if they catch it.

Make sure to read their very strict policy on things you can’t say. Think, George Orwell’s 1984, if you know what that reference means. It’s all a PC world now, and I don’t mean Personal Computer. Political Correctness has gone hog wild! Oh, I’m sorry. That was derogatory towards hogs. Oh wait, I can’t call them hogs. I have to call them artiodactyl mammals of the Suidae family. Of course I’m kidding, but it has gotten a bit out of control. Anyway, be careful you aren’t offending anyone if you can help it. Facebook advertising policies will be followed to the letter, if not erring on the strict side of any judgement calls. So, be aware of what you’re doing.

A friend of mine, who is definitely a nationally recognized guru of all things web marketing, says to just develop 10 ads with a variety of imaging. Set them each to $5 a day and let things run for a while.

Keep in mind that you’re paying per impression. But, soon enough, you’ll see analytics that will tell you which ads are working and which ones to cut. Don’t touch anything once you place the ad. If you do, it will go back into review and possibly get rejected for no reason whatsoever.

Once you determine which ads are working, let them run. You’ll see your costs get more and more efficient, as Facebook learns the best way to promote it. Keep it on automatic. Don’t think you know better than their algorithms.  You don’t.

Now you can slowly raise the budget per day. From $5 to $10, etc. but only go up a little per week. If you say you’ll spend $100 per day right off the bat, they’ll certainly take your money. But you won’t get as much from it as you would going slower. This should be a long-term strategy for you. Take your time and learn from it each week. Look at the numbers and it will begin to paint a picture for you. Try some new ads and see if they outperform old ones. And have fun with it.

One last bit of advice. Don’t place too many filters on your ads. If you only want to advertise to 18 to 24 year old people in Denver, you’ll pay out the nose and won’t get many. I mean it could be a few hundred bucks per lead. Instead, open up the net. To everyone, everywhere, if possible. Then, you’ll keep your cost per lead down. The bigger the net, the lower the cost. Remember, you pay a premium for specializing. Another friend of mine says to advertise EVERYWHERE to EVERYONE. He pays pennies compared to others who load up the filters, don’t get results, waste a ton of money, and end up quitting because it didn’t work.

So, is Facebook advertising worth the hassle? Yes, I believe it is. But, to the Facebook people I’d like to say that, “It doesn’t need to be as big of a hassle as you make it”. There, now I’m done. See my article about Twitter here.

April 14, 2018 |

Spanish Small Business Owners are Confident

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The other day I heard that Spanish small business owners are growing at an incredible rate.

Bank of America recently conducted a survey of Hispanic Business Owners… 394 of them to be exact. These were from all over the country.

It showed some remarkable and eye-opening statistics. And we all love statistics. Take a look at their confidence numbers:

Confidence Statistics

88% think that the Hispanic small business environment will get stronger over the next 10 years.

77% have plans to grow their businesses over the next 5 years.

71% have expectations of increased revenue this year. Almost 40% of them plan to hire and close to 30% plan to apply for expansion loans.

65% of them think that Hispanic small business owners have challenges that others don’t. However, most of them feel their culture has been an advantage.

60% see local economic growth over the next year or two and most of them think the national economy is moving in the right direction.

Pretty enlightening isn’t it? I love seeing those numbers. I’ve always felt that the Spanish community is under-served and under-estimated.

Now for some more enlightening statistics, which go hand-in-hand with my last article about Social Media.

Most Hispanic Small Business Owners utilize social media in a big way, including all digital business tools.

Digital Trends

93% use digital tools every day, like online banking. This is compared with a 74% national average, across all cultures in America.

76% use social media to help run their businesses, compared with only 41% national average. Most concentrate in three areas. (Marketing, Networking, and Communicating with Customers) Plus, over half of those polled used social media for hiring.

53% said that social media has been good for their business, much higher than the national average.

It’s no wonder that Google recognizes Hispanic Small Business owners as being more in tune with technology than many others.

Perhaps the business community should embrace this growing trend.

April 4, 2018 |

How to Use Twitter for Promoting Your Business

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When thinking of how to use Twitter for promoting your business, most people shy away from Twitter because they don’t understand it.

Twitter, quite simply, is a short message communication tool. It allows up to 140 characters only. The good part is that it will allow links to other web content. So, if you write an article, create a video, or take a great picture, you can promote it on Twitter.

You can develop a following by simply speaking your mind and following other people, who have similar interests.

Twitter is considered a micro-blog because the length of posts is so small.

The first step on how to use Twitter for promoting your business, is to sign up and create  your profile. This is an important step because it’s the only way anyone else will know who you are and what you’re all about. Use your personal name if you are a professional. Use a business name if you don’t fit into the professional category or just want to promote your business instead.

It’s important to complete your profile. Take your time and do it right. Upload your images, logo, etc. Really flesh it out. You don’t want to scrimp on this step.

Now for the good part. Actually using Twitter for promoting your business.

First, you want to slowly begin to follow anyone you find that you’ve done business with, worked with, sold to, bought from, competed against, etc. I mean anyone you have any connection with at all. Follow them.

Then, start “tweeting”. Just send out a note or thought. Try to do this as often as you can, but make your tweets relevant. If you see something great, you can “re-tweet” it. Once you get familiar with all of this, you’re going to want to be more careful about what you tweet. Share something useful or interesting. Share a great recipe, comment on your recent visit to a sporting event, a product you tried, etc. Talk about something your business is doing, something you’re planning, something you just got finished doing. Things like:

“I just finished inventory and determined I have way too many cherry wood step ladders. These are going on sale this weekend (link)”

“That was an amazing basketball game. KU didn’t win, but the game was exciting”

“OMG I just tried the new garlic & herb brie from Central Market. You’ve got to try it!”

“Register for my free e-book about the best way to cook a great steak with our new pellet grill. (link)”

“How to Use Twitter for Promoting Your Business. See my new article (link)”

Mix it up. Don’t just talk about your business, that’s boring and nobody wants to only hear about you.

But at least 50% of the time, drive traffic to your site somehow. You can even write non-business articles on your site and promote those. People are….people. They like human interest stories and tips that help enrich their lives. Everyone has talents other than the business they’re in. So, talk about yours and share your wisdom with the world.

Now, an advanced move is to begin using hashtags. These are things like #usingtwitterforbusiness or #twitterforbusiness

There’s a really thorough article all about this at https://www.socialmediaexaminer.com/how-to-use-twitter-for-business-and-marketing/

Take a look at what they have to teach and give it a shot.

I recommend making a task list as you read. That way you’ll hit all the main points.

Until next time, take care and God Bless.

April 3, 2018 |
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