Easily Streamline Your Marketing with Walla + Meta Ads

0:01 all right hello everyone I am so happy to see you all we've got about a minute before we'll get going but thank you for being early grab your tea grab your coffee close as many tabs as you can on your computers right now because I know it is easy to get distracted but thank you so much for joining us we'll get going in just a second all right for those of you who are new to SQL you won't or our webinar platform you will not see yourself on screen so don't be alarmed if you're not seeing yourself it's not like Zoom it's a little different so I can see that you're here you've got a list of all the folks that are here in the room with us on your right side and at the very top there is a chat feature so if you wouldn't mind please pop into the chat now and just introduce yourselves where you're coming from and what kind of Studio business you have and then we can all get to know each other a little better awesome hello oh my gosh what a great group of people we have here we even have some of our other industry Consultants here Michael that's awesome okay thank you for those of you popping in welcome Ashley Taylor hi Nicole great to see you okay so we've got all kinds of studios in the house today which is fantastic this is going to be good to have some questions from different types of businesses all right let's formally kick this off welcome everyone this is our Walla

1:54 webinar Series today is all about meta and how we can work with meta as a business using Walla and we've brought in one of our in-house experts Tim Tullis who is with Studio scale he and his sister Jen if you haven't connected with them yet are just a wealth of information when it comes to marketing driving leads and really nurturing those folks to build a long-term member community at your studio Tim and Jen actually own excuse Tim and Jen actually own a four location aerial yoga business Tacoma Seattle area is that yeah yep Seattle okay and have recently moved over to Walla so he's actually using our platform he can speak really knowledgeably about the day-to-day details and Tim has also been one of our expert marketers that we've partnered with to help build marketing automations for all of you guys so some of you may already know him Tim I'll turn it over to you to just share a little bit more about yourself and we can start diving into the content great awesome well thank you so much for the introduction Laura and yeah it's super cool seeing all the people in here I see a bunch of people that I've worked with help you all on board on to Walla so I'm super excited to really show you all how we are going to be building ads together today and really helping out bringing new leads to your business and I think before I start I just want to briefly introduce myself like

3:37 Laura said my name is Tim toos I'm out here in Seattle Washington my sister and I run flightroom Seattle for aial yoga studios then we also do this Consulting business as well for Studios across the country and the real reason that we've done the Consulting business is we noticed that there's a huge need and a gap app for Studios of like heyy how do we really expand our business how do we bring in new leads how do we decrease churn how do we expand all of our Revenue generating programs so it was really taking all of my corporate experience prior to this I worked about 18 years in the digital marketing and advertising world I work for companies such as like Nordstrom Microsoft T-Mobile Rover so I have this vast experience of working with these platforms understanding the targeting understanding kind of the overall sales process and how we can really increase your Revenue because I think like one of the main things I'm sure a reason a ton of people are here is as Studio owners like myself like what we're really looking for is like how can we create consistent month-over-month Revenue how do we keep a constant sales Channel and sales funnel leading in so we're consistantly bringing in New Leads because no matter how amazing no matter how incredible are businesses will be turn people will move people will age out of things different life events May happen for different people and

5:08 so that's why it's always important that we're setting up these sales channels to make sure that we're able to sustain a really healthy and profitable business that we can have this great month-over-month Revenue that we're not you know hopefully dealing with the issue that a lot of us have the challenge of like oh one month I feel amazing we're going to be the richest people ever and then next month you're like oh my God are we're going out of business so it's trying to also like really reduce the Peaks and valleys of running a business to make sure like hey how can we really create this sustainable long-term model for our company using our wonderful tools like Walla and using these great advertising tools that meta provides so at with that like brief introduction there what I really encourage everyone here to do because this will be a work along SE session because I really want to EMP you all to be able to also build some of your own basic ads as well because one of the great things about this about Walla and Facebook with this technology is it's a great democratization for small businesses it allows us to reach and Target customers like never before and really compete with larger scale companies because as Laura and I were actually talking before this call Studios have been very used to competition in bigger cities but we're seeing a larger brand starting to move

6:34 more into suburbs and things like that so we're having Studios and maybe more rural areas seeing a little bit more competition lately and this is where using this technology using these advertising programs can really help you compete can really help bring in a consistent amount of customers and really keep your business healthy and one of the things that I just wanted to say before we get in is you can do this everyone can do this everyone has the budget to do this you'll see on Facebook and Google they'll be like hey I think you should actually spend a $100 a day with us and that like ignore that they are that's their own sales process it's very good for them if you spend as much money with them as possible but what I'm here to show you today is that you can do this under a reasonable budget that you can automate these things so it's scalable as your business grows and really show you the value of what these advertising programs can do so like I said I would go ahead and log into Walla and log into your Facebook account if you have so you can follow along and we'll be following up after this call with this video so if you get lost or whatever no worries I'm also always here you can schedule a strategy session with me we can discuss more about in-depth of your programs as well and then one last note before I get in is please since this is a working session please type your

8:04 questions into the chat Laura will be managing the chat and she will interject and stop me to really show so we can answer any questions that you might have yeah so let me just quickly say for those of you who have been on our webinars before they're all about getting something that in your business so we're trying not to sit here and just preach at you and then put something else that's overwhelming on your list we'd love for you to get something done so you know if you need to have that separate tab open with Walla and meta please do it but also there are no stupid questions like I will tell you right now I have like 5% knowledge of meta advertising so I will be learning alongside you guys and I may have the dumbest questions yeah I know how to do it in wall really well but truly don't don't be shy this is where you can feel safe asking these questions because this is the group that you know these are your peers right alongside you right now and I promise you a lot of them are sitting there with the same questions exactly and one other thing I tell all my clients is marketing advertising is a fluid and evolving practice you're always learning new things I think that's the other thing to just remind yourself is you're not going to hit a home run on your first ad ever necessarily the importance and we'll get into this as we do this is building the ad understanding how the

9:29 ads performing and then making modifications to create messaging and offers that maybe resonate even better with your clients so I will stop introducing myself and we can actually get in so you guys can have a productive morning and get an ad built for yourself so I'm gonna go ahead and share my screen so the first thing here and Laura and I were joking this is a live Facebook account so hopefully nobody nothing crazy pops up into this feed for Facebook at any point no judgment we don't know what meta's gonna serve Tim at this moment yeah exactly so and then as you can see my sister is actually the admin for our account so I'm under her account here and what you're gonna want to do first on the left is you'll see your name over here and what you're GNA want to do is you're GNA want to find ads manager on yours this is typically organized by how often you use each one so ads manager if you've never used it might be buried at the bottom but once you do that you'll click on ads manager and it will take you to the Facebook ads manager so one second here and so when it takes it to here by default it's going to serve it to your personal account so what you're probably going to have to do is like one you want to make sure your person account is attached to your business account and once your personal account is attached to your business account you can click here and you can see here I have

11:12 some other clients that I've worked with creating their ads and managing their ads as well for them but you can see here for flightroom I just click my flightroom account and this is our ad account and typically at this point when new people come in and they go to the ads manager and they see all this stuff the first thing they're doing is like oh my God this looks crazy I don't know what's going on how do I even get started and that's really what I'm here for so as you could see here what you're really looking at here is initially Facebook ads are broken up into basically three sections you have the campaign and the best way of kind of thinking about the campaign is that's like the overall objective of the campaign of the ad then you have your ad set and your ad set is really more about targeting who do we want to who do we want to see this ad and then the ad itself where we have the creative the copy the call to action Etc all that stuff so to get started the first thing all you need to do is under campaigns you hit create here and so this is going to be a very important step so when we're creating a new ad this is going to Define what type of ad that we are going to do so the first thing you're going to see here is buying type always keep it at auction meta has basically a way where they're bidding on people to make sure that they're displaying their ad to the absolute best customers for you it

12:44 learns as it goes on so please keep your bidding type to auction other things just so you know you can see this is awareness I would not worry about awareness as the studios this is typically for really large L businesses you can run a traffic ad and you can see here that Facebook will tell you like hey this is what it's good for a traffic ad like might be good maybe if you're doing like a teacher training or a retreat or something like that where you're just trying to get people to your site to maybe read more get more information Etc app promotion I wouldn't wor worry about and actually sales I th this is more for direct retail so I won't worry about that as well the primary one we're going to use today is the leads and you can see here you can do messenger instant forms conversions and calls the reason leads we're using leads is this is how it really connects to wallet and this is how we can use wallet in conjunction with this to really help convert these new leads into actual paying customers because that's what's really important by selecting leads we are going to be able to actually capture people's information like their name email phone number Etc when they see and they express interest in our ads and as we get deeper into this I'll show you how that will automatically get transported into your Walla account so you'll be able to communicate to them ongoing to make sure

14:12 you can have follow-up conversations with them making sure their experience is going well Etc so let's go ahead and select the leads format here and then we are going to hit continue and then it'll say do you want tailored I prefer doing manual this allows complete customization over all of the settings and I just recommend that because you're really going to want to be able to see and change anything you want to do this is much more like constrained and just trying to get people to set up an ad so we select manual leads ad and then we hit create and then as you can see here it's created a new campaign a new adset and a new lead ad so the first thing we're just going to do is we're going to be like Walla webinar ad so that is so we can see hey you can see already over here my wall of webinar ad is being created you can select certain categories if you really want to for our instance we don't really need to categorize our ad because we are going to be doing a very specific targeting when we get to the new leads adset when you go down to campaign details you can say Hey you know our objective like we said is leads our bid type is auction all that and then you can also add in general you can add a campaign spending limit so let's say you're like hey I want to make sure I don't spend anything more than $300 and so once the campaign let's say over a month or two months

15:59 if you're like I want to run this until my ad budget is out you can add a budget there and Facebook will automatically shut down the campaign once you've hit that and you can see obviously right now zero out of 300 spent but for this we tend to like really managing our ads ourselves and our budgets ourselves the other thing too and I won't do this today but here you can also create AB test this is really good if you are wanting to create you can say like hey do we want to test different offers like maybe we do two weeks for unlimited for $30 and maybe another one we just advertise a monthly membership and we want to see which one performs better so if you want to do an AB test you can go in here and you can check like hey do we want to test different creative which would be different offers do we want to test maybe different audiences do we want to see how younger people versus older people maybe we want to see like people who are in different areas like how they respond to these ad there's a bunch of different ways that we can test and this is something a little bit more advanced I would for your first ad do not worry about the ab test I'm just more talking about this like as you get more advanced and more comfortable with these things Facebook has some great built-in tools to really get you the analytics to really understand and see how you can really improve your adset so

17:19 go ahead now and click next and then so we'll say new lead ad set and we'll say Walla whoops wallow webinar lead set and as you can see here it says conversion choose where you want to generate leads and by default it'll say Instagram but what we're actually going to want to select is instant forms the reason we want to select an instant form is the great thing about this is since meta has everybody's information already when they go in they will be able to hit yeah like I'm interested in this and then it'll automatically fill out the form for them they don't have to enter their name email phone number it'll do that all for them so it's a really great way of capturing their information the next part here is you're going to need to se select your Facebook business page so like I like I said before it's important to connect your personal account to your ual Facebook business account because this is where it'll be located and you have to be select your business page to be able to run an ad so you can see here we have a bunch of different Pages based off of like you know clients that I'm working with but we're going to select flight room here and then the other thing too you'll see is you can see here it says you've accepted meta lead ad terms for this page if you haven't accepted the terms it'll say that right here you can just hit view terms and accept it's basically

19:01 saying like hey when you are collecting people's information you're not going to do anything nefarious and you are going to use the information like you said and that you're are going to respect people's privacy so here for performance goals we want to maximize the number of leads in more Advan and this is something you know we could talk about on a future strategy call things like that is you can also eventually attach pixels and things like that also to your site to really connect the entire ad to end to end so we can see like hey people came from here then they actually purchase it and we can tie that completely in there just to get more in-depth reporting for dynamic creative for this I really wouldn't worry about this right now so we can move on to the next session this is probably one of the most important sections and this is one where most people get really scared because they'll say like hey you know you need to spend x amount of money each day and you know maybe you're like a small business you know you're a single studio and you're like I don't have like a ton of money and a ton of like leg room to just be able to be spending hundreds of dollars a day or whatever on an ad what I recommend for people especially at the beginning is just do $10 a day you will reach a very good audience you'll see your ads performing it will allow you to learn at a at a way when so you can see like hey

20:36 is the ad that I've created really resonating are we getting a lot of value out of it because at the end of the day when we're building ads every dollar we're putting into the ad we should be getting like threefold back like so the thing I always tell people we can always increase the ad budget like if the ad's just going gang busters and doing amazing and we can be like oh man I'm going to switch it to $30 a day because you know if you told anyone if I give you $30 and you give me1 120 back You' be like yes I'll do that deal every time so the real reason I say this is just start out small try to learn what's resonating with your specific audience what's not how can we adjust that and then as the ad is really locked in improving and you know maybe we have some open attendance we can really increase the ad budget to really help increase the leads at that point the next thing here is just the schedule you can either it by default it will the start date will be right now if you wanted to be like hey I don't want the ad you know maybe you have like you're building an ad but you have a like a fall seasonal program that doesn't start until November 1st you can always select like hey you know I actually whoops I actually don't want to start until that day because it's actually not even going to be available on our site there and then if you're also like hey I only want it to run for

22:08 a month I could be like hey Facebook turn the ad off on December 1st for what I personally like doing is because like I'm checking the ads you know each day is I don't s an end date because it's very simple to just shut off an ad manually yourself which I'll show you at the end of this as well but for some people that aren't checking it so regularly it's really good to select an end date because that way if you forget about it or whatever you're creating these essentially bumpers for you and allowing the and really leveraging the tool to help increase that stuff so ad scheduling you can say ads running all the time which is what we want and then here is where we are going to get into one of the most important parts of excuse me of the of the targeting here so as you can see by default right now my current size of my audience is almost 167 million people which obviously it's everyone with a meta account in the United States which you know we do not want that so the first thing that we're going to want to do is really look at the locations so you can see here I'm gonna close out the United States here and then you know I'm in Seattle so my first thought might be like hey I want to Target everyone in Seattle Washington but when we look at that map that is a big map that is people across the puug sound those people are never going to come to my studio and I really

23:53 don't want to be spending money on people that aren't going to be coming that have really no chance of becoming a member and so that's where understand your local geography can really help and you can see here you know I could even go like hey it's it's right now saying anyone within 25 miles of Seattle Washington I could take it all the way down to like hey 10 but it's still not perfect it's still very general and so what I really recommend is zip code targeting so what we can see here is if we're like hey you know I want to Target this neighborhood in Seattle it's on Capitol Hill where I used to live and then you can see here look I am now targeting everyone in this specific geographic area and you know what I also want to Target another neighborhood and because and you can see here and now I am capturing these people here and so basically what I would look at is like look at your local market and this goes for whether you're in a big city or you're in a rural area think about hey how far is it reasonable to come to my studio what ZIP codes are around me that I think would be most effective to Target and then we can really nail down the people so you can see like right now it's it's gone down to like hey there's now 46,000 people just in these two neighborhoods obviously I in an actual ad that I'm building I'd add a ton more zip codes around there to really capture

25:24 everyone that we want but for just the sake of Simplicity I'm just going to keep it at these two right now the you can see here right now it has a minimum age 18 for us I'm G to say 22 I'm gonna say hey we actually want to be 22 we want to Target people that are coming out in out of college like we want working professionals the next part here is Advantage audience this is BAS basically Advanced targeting for it always use this even if we're just doing even if we're doing a great job and targeting very specific zip codes and everything in here we really want to make sure we're doing more than just Geo targeting so when we go down to the advantage audience the first thing we'll see here is Age and this is where it's really good when you're looking because everybody has a different type of practice some people have you know like a Rec y practice that might be targeting people that are more older like with Pilates things like that some people you know are running hot yoga studios so maybe they're clientele SKS very young some people might have a great mix so when you're thinking about your clientele who really resonates with your type of Studio really think about who you are and what is your competitive advantage and who do you really attract in there so this is where you can then select hey you know I like for us it's like we get young people and we get

27:03 older people as well so we're going to start though at age 25 for us it's like I think some of the challenges when you skew a little bit younger in ads is you know they're looking for free things they don't have a lot of money they might not necessarily be great customers for you and they might not convert into long-term things so we're when we're spending our ads we're trying to get the highest value customers not just anyone one other note that I think is very important for people to see here as you can see here 65 plus 65 plus is literally if you select this means if you're 65 years old to like 120 you fall into that single button so for a lot of people it might make sense more to Target 64 and be like hey we're trying to Target people who are from these ages because the second you grab this you're going to grab a huge swath of people above that and depending on your type of business maybe that's not the people that you specifically want to Target so for this example I'll keep it at 64 then the next is gender and this is where again when we're talking about effective ads Bend like you know we'll have men and women and everyone else like welcome into our studio no matter what gender they are but when we're talking about effective ad spend we need to think about who is our primary customer who's most likely to come so for this let's say we want to Target women because we're like

28:32 hey you know what women are real bread and butter here we don't have a lot of AD money to spend so we really want to focus on our highest paying most reliable customers and then the other thing you can do is you can always save your audience that you can use for other future advertising programs that you might want to do as well and then as you can see here as I'm building it you can see it's saying like hey your audience is defined obviously my audience right now is pretty small because I've because of the zip codes it would be much larger if I added all the zip codes around me but this is good you want to you tend to want to be in the green area where it's not too broad it's not too specific we're going to get a good amount of people here so that is basically the general targeting there here this is about placements this is more advanced kind of advertising that we won't get into today so you don't really need to worry about that for right now we're going to really focus now on building the next section which is the ad itself actually so as you can see here I am now into the ad itself so we're going to say Walla webinar ad and you can create this template here I would not worry about a partnership ad this is typically for bigger businesses that are running conjunctions maybe but maybe in certain communities you might be like hey I'm a hot yoga

30:12 studio and I'm running a partnership with a pilat studio you can definitely go through that and we can talk about more of that in individual strategy sessions but for this call I wouldn't worry about that the next like I said you want to select flightroom here and you can see any form submitted from your ad will go to flightroom which is perfect what we want and then the next thing you're also going to want to select your company's or your Studio's Instagram account it should be selected by default but if it's not you can just collect there and if you have multiple Instagram accounts they'll show right there and you can select that so the next section here is we want to create the ad and now it's asking hey what's the format of your ad do you want a single image or video or Carousel is basically like it's rotating images things like that for this we're gonna go with a single image or video so hey just quickly on that is one more expensive than the other no there is no cost difference at all and this is really and this is again where I'd recommend more like if you're going to do Carousel test to see how that works and just in general it's always good to refresh your creative every like month or two months with just maybe a different image things like that so in case people are getting served the ad again it's not just looking like the same thing same

31:38 thing okay cool because you will see a lot of times like people might not click on the first couple times they get served but the third or fourth they click and so just always trying to keep things fresh and then excuse me the next here is you can see the ad creative this is where it's really important to then add your actual images and video and for this you can see I have three images here these are just basically generic ad images that I've created in canva and so one thing that I recommend canva it's an amazing graphic design tools for people that are not graphic designers that are small business owners that are looking to build their own ads because maybe they can't per afford you know like to hire a whole creative agency obviously and the one thing that you'll see here and I'll follow up after the call is you're actually going to want ads in three different Dimensions one's widescreen one is square and then one is vertical like on your phone and the reason is and you'll see here is when we go to add the media so we're going to go ahead and add our images and then we go here you just click upload and then I am going to go to my Facebook ad images I'm going to be like okay I'm going to upload I'm going to upload my ad here okay great I hit next and now you can see why we need to upload different I different image sizes because depending on where the ad

33:20 is served Facebook will be serving your ad in various different formats so if you only have a single image you'll see like somebody would see an ad like this with all this gray space which isn't super great so you can see for the ratio this one looks great okay we're going to keep that but for this one we're going to replace this ad we're going to upload now the vertical one here and we're going to select this and then we're also going to replace this one with our wi screen out here and then now you can see we have and then we're actually going to want to go that to just zoom in a little bit to cut out the Grays space and then now you can see we have three well formatted ads where we're promoting a free week at flightroom as like our incredible intro offer and then so we now hit next here and then this is where it'll say hey do you want to use basically Facebook's automated ad enhancements a lot of these are great please turn off the music though it is crazy the type of music Facebook will try to play I've had we tried one time with some ads for us and it started playing heavy metal which is not very aerial yoga very basically it just does not work for us so not on brand yeah it's not on brand thank you that's what I was looking for so by these I really like help just make the images pop better there but basically when you get to this just disable the music and then you can

35:05 hit done and then you can see now some of these ads are starting to get populated over here and this is going to show you like hey this is how it will look on different areas like hey look this is how the ad will look on Instagram this is when somebody's in their role on there but you can see right now it's still just using the image and then a generic signup so this is where we're going to create our primary text and then we're going to see like Come Fly with oh whoops Come Fly with us and then you can see here at the very beginning it says you can see it's added that and this is essentially your headline really in the primary text you're going to want to say like what the offer is likey like really we' probably be like get one week of unlimited classes you know and to really try to entice them into the studio obviously right now this is just generic copy for the sake of an example but what you can see here too is you can add additional options so what you can do here is you can add up to five and we can say like Come Fly with us and join our community whoops sorry this is good for everybody who hasn't watched go back and watch the webinar we did with Barry from Fitness career Mastery because he talks a lot about copy and calls to action and how to do that you know very specifically for your brand so you could watch that play around with it and then come back to your ad yeah perfect and

37:04 the reason that you might want that you want to add additional ones is Facebook will start placing these differently to different people so for one person might show this for another person might show this the reason you want to add multiple is depending on performance if people are more clicking a lot more on this title versus this Facebook will dynamically start serving this ad more so the more data you give Facebook the more it's able to learn the more it's able to really help you the next thing here you can also see that they will add you could be they will have their AI here to be like hey I've got some additional options for you and you're like oh hey I really like that what they wrote here and you can obviously modify the AI recommend that but a lot of times it's a good starting point so they like oh that's really good unlock your potential I didn't think of that and like yep I want that and you can just hit check and then it'll apply that also to the other text variations the next one here this is a headline this will show up down here join flight room now whoops no and so now you can see here on the ad it says join flight room now sign up and then this is also where it'll give you again like multiple variations we're like hey I like this one we Fitness and it'll scan like your copy and your other things too to try to provide you with additional options for your headlines

38:36 if you're struggling the next here is a description it's like flight room is an aial yoga studio where you can experience the fun of flight and so as you can see the description here is down at the bottom it'll use the three dots obviously you can add I recommend giving a very detailed description of the services your studio Etc because people can always click and get that information there for this I'm going to try to keep it kind of short for the call to action right now it's a sign up but you could say like whatever you want get offered learn more but for this we're trying to get people to sign up for a free week at flight room this was what we went over where the music you can see music's turned off turned on add overlays and then this is where it's also going to be really important this is where we're going to want to create our form to capture people's information so when we hit create form we will say the first thing we want to do is we want to get their contact information so we're saying hey get your email your first name your last name by default and I'll say test for form here for the form name and then the form type what we're really going to want to do is more volume like I said before that makes it as easy as possible for people to actually submit the ad and then for the intro you're going to want to choose a background image this would be your

40:17 logo so for us you can see It'll be up here and you can upload an image there for this just for time sake I won't do that but you can add it to really brand greeting I also recommend like thank you know thank you for showing interest in Flight room just as a man I am also making a lot of typos public typing is awful I it's like doing public math and public typing are two of the worst things ever exactly yeah and so this is just like a nice way of greeting people you're and then you can be like thank you and you can write as much as you want here in terms of that or provide like a list like hey this is what you get yeah for questions like I said we have their first name last name and email you can reorganize it here especially with Walla because Walla has this awesome texting option as well what we're really gonna want to do is also ask for their phone number here so now you can see hey first last name email phone number perfect the next section here is your privacy policy I recommend like you need a privacy policy it can be very generic essentially again what this is this is a very generic privacy policy that you can find on the internet and use yourself but essentially it's just saying we respect your data we're not going to share it with people We're Not Gonna use it Etc you have to have that to be approved for your while a text phone number and

41:57 anyway so it's probably on all of your sites just copy that in yep exactly and it really just like helps cover you legal legally and then and then here once they submit it the message Rel leas it's like you can say hey thanks like you're all set and then you can say you can visit our website to claim your membership now or yeah or we will be in touch soon so the next thing too that you're going to want to do here after they submit their information is you're going to want to send them to your website here we're not going to want to send them to a privacy policy because this is where they're going to purchase so for us we want to send them to where our new students are going to go so we're going to send them over here to the new students and then instead of view you can say view website or say claim your free week now so you know even though we're capturing their information and we'll be able to create these great follow-up messages in Walla what we're really going to want to do is if somebody's like super excited and they're ready to go buy right now we want to make sure we offer them that they can go through the website but a lot of times people might be on a bus or something they're like oh this is cool but I don't have time to enter my credit card information and stuff so I'll get to that when we get home so for those people and this is where it's important and this is where we're going

43:23 to come full circle all the way back to wall and really show you how this all works is you know we've created the ad we've created the forms you can see here that our form right now this is what our form looks like the privacy policy thanks all set all these things we've done a great job creating it but now you know what happens if people say hey I'm interested but they never actually go to the website and buy anything this is where Walla is key so Tim before we jump into Walla really quickly Susan was asking and we had a conversation in the slack about excluding your current clients so I know when we were building that ad set initially it had an exclude section in it yep we can I we can show you guys how you build an audience in Walla of your current members but would you upload like an exported list of email addresses in there exactly okay so you can upload like a CSV or a spreadsheet and use that an exclusion so it doesn't serve to those people the only note is like if they have like a different email address wall versus their Facebook it won't be able to resolve that right but as long as they're the same email address and contact information you will be able to exclude that okay cool we'll we'll walk through I mean it's part of the audiences that we're looking at anyway Susan so we'll we'll dive into that great yeah so if I go now over to Walla and we go to the sales and

44:57 marketing Center the first really important thing to do is you're going to want to scroll down and you're going to see Meta here and you're going to see business Suite right now you can see mine it says manage yours if you haven't set this up is going to say log in you'll click log in here and you will just it'll show you a Facebook prompt and you will log in with your Facebook business account so you can see here I have already connected all our account to all four of our locations and just so you know your Facebook login in Walla stays active for 90 days so each 90 days you'll need to come in and hit you know refresh and say hey yes I want to reconnect these leads because Facebook for security reasons just won't let you have it you know working forever but now you can see oh look back up to 90 days and you can do that at any point just to refresh it so we now have our Facebook account selected so one thing just to note when we're going through and we're creating forms and things like this it'll take about an hour or so for the fors to get loaded into Walla for targeting but since we've already built a bunch of ads and targeting for our programs we already have some forms loaded in so the next thing what we're really going to do is like I said the use case of somebody submitted for the app but they didn't purchase anything we there're still a great lead we can still convert them to a

46:29 membership so the next thing we're going to want to do here in our journey create Journey we're going to just say whilea test for this test name your journey you know Facebook or meta ads and then you're gon to hit save Journey then we're going to add our first Automation and we're going to say followup text Day Zero a lot of times I really recommend adding descriptions because in a year you may forget what the purpose of a campaign is so telling people like this is what we're doing add detailed descriptions highly recommended I also recommend in general adding some kind of date so it could be like 10 17 just 24 you know just so you have some reference of when it was created also just quickly there that description on any automation is what's pulled into the AI text generator so if you're using our AI text generator like essentially having chat G BT and Walla when you go to use that it's going to pull the description as the initial prompt so if you want to save yourself time prompting that's going to be really helpful there quickly before you go into this Tim yep do businesses need to have a Facebook business account for each location no like we have one Facebook account that manages all of our locations it's just in Walla if you have multiple locations it'll just show them individually but yeah you just need a single account that's it some businesses choose like Mauricio we have we have

48:05 some businesses that have very distinct like owners or different kind of models where they do have separate location or Facebook business accounts for each location a lot of franchises have different Facebook accounts for each location but it's definitely not needed perfect yep and then so now what we're trying to do is like now we want to follow up with someone as quickly as possible after they've submitted and they haven't purchased something so what we do here is we then go we want to build a custom audience and then we go create custom audience here and then we go add condition so to Target those people so just so you know once you have your Facebook account connected to this every single time somebody submits a lead form in meta it'll now automatically send that record to Walla you don't have to worry about that at all it'll be in your database all their first name last name email address and phone number and it essentially creates like a base account for them which is great so what we're going to want to do then is we're going to want to look and say Hey how do I Target those people that came on that form so you're going to go down here to lead form completed and we're gonna want to look at a specific form so you can see here we're going to click specific form whoops and then you can see here we have run quite a few ads but you can see like every

49:36 form here that we have created is in here and like I said if you've created a form and you come in here and it's not here just give it about an hour or two it takes a little bit just for Facebook to send that information over to Walla but you know we're going to say hey we're going to use the two weeks for 39 so it's like hey anyone that's submited this form and then the other thing we're going to want to do is relative to today and we're going to say exactly and we're going to say zero days zero days means today so what we're trying to do is we're trying to hit them as quickly as possible after they submit the ad it's really important that we do that because relevancy is so key to conversion in the sales process it's the same reason companies have abandoned cart emails and things like that so if you're shopping on a site and you leave they know had interest in this and they're trying to Target you within a few hours to make sure that they're trying to capitalize on that so what we want to do is when somebody submits the form we really want to capitalize on that so you can see right now it's saying hey anyone that submitted this form today we want them there but the other thing we also want to do as an additional condition is we want to check with contracts without a plan because we don't want to we don't want to Target people who have purchase something already we don't want to like annoy our

50:59 customers we want to make sure that our audience is only targeting the people we want to Target so we really want to be communicating with people who've submitted but haven't purchased so you can see there that we got that and then the next thing we're GNA con configure text and we're just going to say you know like hi client first name always use personalization it's shocking when you look at the metrics how much your performance will improve if you call Somebody by their name by first name thank you for thank you for showing interest in flightroom you can redeem your free week here and then I would add the link I'm not going to do that right now for the sake of time here or and I always recommend too or just respond to this text if you need any help setting up your membership I always say especially in text when we're trying to convert leads offer them like hey we'll take care of it you for you the amount of leads that has converted would shock you like just taking that tiny little step off their hands is huge and it allows you to use the inbox SMS feature there to quickly to quickly help them we hear all the time that people are like you know would you like us to purchase this for you and they say yes like people just don't want to have to deal with it themselves so it's okay can I give you a quick call right now and I'll snag your credit card info or you know feel free to follow this link and

52:41 create your account most people are going to want you to call them right then get the credit card be done with it exactly and then so for this then we can just save the message here boom we have this message and then the next thing that we're going to want to do here putting sorry quickly Susan asked putting a link in the text so there's no link select or link substitute there right so you can have see the personalization you can either send them to either your plan URL yep and that will put that will put it right in there and it will have a specific plan yep exactly so you could select the plan and be like for this I'll just select this and say Hey I want to select this is the link you can just copy the link then you can paste it here for them and so I'll just keep that in there for this point and you hit save and exit and then the next important part of this is to really leverage walla's lead tracker which is great something we use very regularly so one of the things you can do is when you know hey when somebody submits a form I want them to be added to the new lead stage so when somebody comes in make sure that they're also added to this and then if for some and as you get forward you know like let's say we have another automation where it's like oh hey they've attended and we want to remove them from a stage you can always say hey if they enter a certain

54:16 stage remove them from this tag but this will really help you manage your leads and help you also be able if you want to follow up with phone calls on them Etc real quick I'm just going to create like an email day4 because the thing that you're gonna want to do is you're going to want to create like a multi-step conversion program here over a couple weeks because life gets in the way sometimes you Smit you want to join this yoga studio but you can't you forget about it we want to make sure we continually reach out to them for a couple weeks we don't want to inundate them with messages we want to be very respectful of them so try to like think about your Cadence and again like I said marketing is a learning process try to see how things are responding there but for email like I typically like to follow up with a text first it's very personal then in subsequent ones I like to do a combination of an email and a text and again you know if we're doing day four like I said we go down to lead form completed we say hey they completed that lead form that we talked about but this time they completed it exact ly four days ago but we also want to make sure that between Day Zero and day four that they didn't purchase anything because they purchase anything we don't want to send them this message so we had that condition again contracts without a plan so this is Now quickly our day four

55:43 email and then just for people that are less familiar with the marketing Center here I really recommend for emails that you use we're just going to put a test for a subject line I really recommend that you use the advanced template Builder that's something I'm sure lur can send more information on for you all but you select Advance there you hit start building and then I recommend you also create a generic template that you can just modify quickly so you can see hey look I've created this template I'm gonna go build my email and it's going to load my template hopefully sometimes it doesn't when I share my screen and you can see like hey we have high Client First name your flight crew empty copy box image you can just quickly Swip Swap out images I also recommend just really quick creating Links at the top there for your new leads in case that they are interested in any other services you might provide but for this we're not going to worry about this because we're not actually sending this but you also when you leave always make sure to save and send a test email so you have that preview before you turned it on and so right now what we've done which is pretty great already is we've created an ad over here everyone that's coming in through this ad will automatically be loaded into to wallet and then we're going to have these awesome follow-up Communications to help convert them and

57:14 like I said before to turn them on you would click each of these buttons here and then you would also click down here and make sure it's active on this level as well and then people will start receiving those messages same thing with Facebook when you're done creating your ad and you feel comfortable with all this stuff you just hit publish and it'll publish all three Facebook will review your ad through its system it typically takes about 12 to 24 hours for it to get approved but let's say you're not ready for that you can always close out Facebook you don't need to publish Facebook is automatically saving everything you're creating so you can see that my webinar ad is still there and I'm going to deselect this so if I ever want to come in and I'm like hey I'm ready to turn this ad on or off you can just click here the ad is on I'm turning it off and this is as easy as it is to turn ads on and off you just click through those things and the one other note I really wanted to show to you in terms of really helping your overall sales process here and really bringing in these new customers is you go back to the sales and marketing Center if you remember I added that when they come in like add them to a specific stage and this is where the lead tracker is super great so you click the lead tracker here and this is by default it's going to show every single person that you've

58:39 been here it'll show the source that they came in what lead stage they're in ETC as you can see we've created various lead stages so we know where these people are but let's say you're like hey I need to make some follow-up phone calls so what you're going to want to do then is you're going to want to click leid and you can see hey look boom all the lead stages that we have here and I want to look at all my new leads I hit that guys I actually just recorded a webinar on how to use the lead tracker that we'll be sharing out with everyone but it is really robust how to build these yeah let me see sometimes it's just always annoying when you're sharing let's see oh there we go there we go okay so you can see it's brought in everybody with a new lead tag some people have other tags as well I also recommend organizing by stage update this will tell you like hey when they did this it'll show your last activity but for this let's say oh hey Andrea she hasn't purchased anything yet so I want to click on her and you can see here okay we're now in Andrea sing we have all this great information latest activities she came in through one of our lead ads we sent a text but she hasn't converted yet so I'm going to give her a call I go down here's her information I give her a call the nice thing about the amazing thing about wall here is you have these different actions so if you make a call

1:00:08 you can say hey I had a good conversation with her we talked about intro offer but she wants me to follow up tomorrow so I add that note then can say hey I'm going to follow up with her on the sorry on Friday the 18th and then you can also decide hey I don't if you were like she's not a lead anymore you can cancel out the stages you can manually add any new stages here and then it's super great here because you then can hit save and everybody else in your business will now know see that they'll say like hey this is a good conversation or sometimes you know you somebody might be antagonistic you want to make sure you flag that so other people are doing that you can also email people directly from here with this sends a very it'll send an email just with your whoops it'll send an email just with your logo on it and I'll just open this yeah that's the standard email yep yeah for those of you that haven't played around with the this yet this new panel this kind of right side panel is our it's really kind of the updated version of quote working a lead or working a client where you basically can kind of pop in there at any time when you click this now from the you know the roster from the lead tracker from most places in the software rather than take you into the full client profile it's going to pop up this thing on the side where you can work it really quickly

1:01:53 like it Tim will you click on text there like you can build your text Snippets so see the little scissors underneath if you want to create Snippets no you haven't built any yet yeah we haven't built any snippet okay so you can where you see click C snippet settings you can create Snippets that are like first followup for new lead so you don't have to type anything you can literally write it once it's so fast so you can go through a list of those or maybe the audience is on your dashboard I mean this will go into the next webinar that we do on the lead which I'll I'll send out soon but it's really going to help you from a Time perspective working those new leads for sure and I know it may be feeling like you're drinking a little bit from a fire hose here as I'm trying to go through all this stuff as quickly as possible I know I'm already 15 17 minutes over but this stuff is really important for your business and like the thing I really hope I leave you here with is that you can do this and that you have the budget no matter what the size is because like I said before if we're creating effective ads this isn't money we're that's going away this is an investment this is like we're putting in this money and we're expecting a return is if we're not getting a return on the advertising then it doesn't really make sense to advertise and so and like I said too it's an ongoing process where you're

1:03:20 really going to want to be continually learning continually iterating and that's really where our consulting company really works with our clients and we be really excited to work with any of you helping build out you know your lead programs where we can really help Define the strategy help create these programs help you iterate and really help create that sustainable long-term revenue for your company and like Laura said earlier we'll probably have additional follow-up webinars and things like that on this because this is a lot of information I really encourage you all to set up strategy sessions with us it's a free 30 minutes where we can review your business really give you some recommendations and figure out you know if maybe it makes sense to really work together long term but I want to hand it back over you know to you now Laura to see if there is any other questions or things that anybody else wants to ask before we have to jump off yeah I mean I think thank you guys all for popping in with your questions and feedback it's it's a lot of new that we've built in the software over the last few months and if you think about it there are people that take months taking marketing courses and yeah sorry Hi Tim's friend people take months to do marketing courses or go to school for this so don't don't expect that you know how to do everything on day one start

1:04:53 with small bites it might be building one ad and then building that one audience that Tim just showed you like how to have a text go out to those people you know within an hour of them creating it or filling out the lead form and that's where you start and that's great and then set up your strategy session with Tim if you'd like and really just dive into how you can make this a sustainable practice that's consistent in your business because the big thing Tim talked about at the very beginning is consistency with marketing is the most important part of it if you just come in and say oh it's Black Friday I'm going to run a bunch of ads or it's the New Year I'm going to run a bunch of ads and then you do nothing else the rest of the year that's not a consistent marketing practice that's going to lead to consistent Revenue month over month yeah and the one thing I was gonna leave you with that is also key with that is when you're thinking about your sales process and you're thinking about all that constantly think about how easy is it for my customers to purchase something from me how easy is it to navigate because the best way of looking at this stuff is every basically action you ask somebody to take it's going to be you're going to lose about 20 to 30% of your customers so for example you are going to you send an email how many people open an email if it's an amazing email

1:06:25 it's 40% so you've already lost 60% and then from there they have to click and then they have to purchase something so just always think and that's why I S the text always offer to take care of things for people if you can making it as easy as possible on people will really help you convert those leads yeah awesome all right for everybody that's asked anytime you register for a wall of webinar you get a recording of it so you don't have to worry about it that's part of the Brilliance of this awesome platform we have on our website and they will also always live on our website so you can go back anytime if you lose the email and you can rewatch thank you very much for spending your morning with us and let us know if you have questions afterwards thank you all right thanks so much talk to you all soon bye everyone bye