How to Get Hot
Leads With
Facebook!
A
presenta*on
by
Frank
Rumbauskas
New
York
Times
Best-­‐Selling
Author

What
You’ll
Learn
Today
• Why
Facebook
is
a
goldmine
of
leads
• No
need
to
pay
for
Facebook
ads
• Se<ng
up
your
account
&
page
• Building
credibility
&
networks
on
Facebook
• Facebook
prospec*ng
strategies
• Facebook
lead-­‐capture
mechanisms
• Step-­‐By-­‐Step
Facebook
Mastery
Plan

• Facebook
now
gets
more
traffic
than
Google!
• 400%
more
page
views
than
Yahoo!
• Over
260
BILLION
page
views
per
month
• Over
800,000,000
Facebook
members
• Growing
business
presence
and
use
Why
Facebook?

• LinkedIn
is
a
MUST
for
Salespeople
• However,
LinkedIn
is
strictly
a
networking
tool,
albeit
the
best
in
the
world

• No
direct
lead
capture• Direct
lead-­‐capture
mechanisms
Want
HUGE
success?
Use
both
Facebook
AND
LinkedIn!

• Connect with & find ideal prospects
• Build credibility & visibility
• Get them to engageYOUR
Facebook business page (not your
personal page)
• Use lead-capture systems to get
them into your sales lead pipeline
• Follow-up marketing to prospects
and re-engagement with existing
customers
• These methods cost NO MONEY!
Facebook Goals

How
Facebook
Works
• Like
everything
I
teach,
this
is
a
system!
• Step
1:
Engage
with
your
ideal
prospects
on
Facebook
• Step
2:
Deliver
extremely
valuable
content
that
gets
their
aQen*on,
while
defining
YOU
as
THE
expert
in
YOUR
industry
• Step
3:
Drive
them
to
YOUR
Facebook
business
page
where
you
can
employ
lead-­‐capture
systems
to
get
them
into
your
sales
pipeline

• Define your prospects and their interests
• Discover Facebook groups where your ideal prospects and
best customers can be found
• Examples for me: LinkedIn for Business, Skype for Business,
Entrepreneur Groups, Facebook for Business, and so on…
• These are ideal prospects for my sales training and
marketing consulting
• Who are YOUR ideal prospects?

• You’ve
defined
your
prospects.
• Now,
what
value
can
you
deliver
to
them?
• How
can
you
help
prospec*ve
customers?
• BoQom
line:
People
DON’T
CARE
about
you,
un*l
they
know
what
value
you
can
offer
them
• Every
day,
your
compe*tors
are
ge<ng
on
Facebook
and
stealing
YOUR
leads!
• Advantage:
Most
are
doing
it
wrong.
Your
Job
in
ConnecNng

Using
Facebook
Groups
• Keep
in
mind
that,
just
like
LinkedIn,
your
ideal
prospects
are
joining
Facebook
groups
where
they
can
LEARN
• They’re
not
there
to
self-­‐promote
• Your
job
is
to
BUILD
VALUE
by
adding
valuable
content
to
Facebook
groups
-­‐
help
them
learn!
• All
of
my
ar*cles,
blog
posts,
and
videos
are
posted
to
both
LinkedIn
&
Facebook
Groups

This
Works
for
All
• The
vast
variety
of
Facebook
groups
offers
opportunity
to
all
salespeople
• Are
you
in
MLM?
Join
MLM/Network
MarkeGng
Groups
• Real
estate?
Join
real
estate
groups
• Offer
B2B
products
or
services?
Join
Entrepreneur
and
Business
Owner
groups
Get
the
idea?
Now
get
creaBve
and
start
searching!
Use
the
Facebook
search
bar

Facebook
Business
Page
Your
Facebook
Business
Page
is
your
“brochure”
to
your
prospects
• Goals
of
your
page
are
two-­‐fold:
• Step
1:
Get
them
to
“Like”
your
page
which
builds
your
exposure
and
authority
• Step
2:
Capture
their
personal
informa*on
via
a
lead-­‐capture
system
for
follow-­‐up
online
or
offline
Without
a
serious
Facebook
Business
Page,
don’t
even
bother
with
Facebook

Facebook
Business
Page
Your
Facebook
Business
Page
is
very
much
like
a
website
• The
advantage
is
your
prospec*ve
fans
and
customers
never
have
to
leave
Facebook
to
engage
with
you
• Keeping
your
lead-­‐capture
system
within
Facebook
is
far
more
effec*ve
then
sending
people
to
an
outside
website;
that
happens
AFTER
you
capture
them
on
Facebook!

• With
this
webinar
recording
you’ll
receive
the
tools
needed
to
accomplish
the
examples
you’re
going
to
see
• Pages
changed
drama*cally
post-­‐Timeline
and
require
a
new
lead-­‐capture
strategy
Business
Page
is
everything
Personal
profile
and/or
company
page
are
everything

Facebook
Page
Examples

Fiverr.com
for
Pages
• Don’t
have
*me
to
set
up
your
page?
• Fiverr.com
is
an
outsource
website
where
all
jobs
cost
$5
• You
can
have
amazingly
professional
work
done
that
runs
the
gamut
from
page
design
to
header
design
to
video
produc*on
for
only
$5
each
• Buy
only
from
providers
with
posi*ve
reviews,
much
like
on
eBay

GeOng
Fans:
Promo;ng
your
page
is
key
1. Step
1:
Driving
your
exis*ng
contacts,
prospects,
and
customers
to
“Like”
your
page
2. Step
2:
Using
a
content
strategy
to
drive
brand-­‐
new
prospects
-­‐
people
who
don’t
yet
know
you
-­‐
to
like
your
page
and
engage
your
lead-­‐capture
system

InviBng
ExisBng
Contacts
• The
fastest
way
to
get
people
Liking
your
page
and
sharing
and
spreading
your
content
is
to
invite
exisGng
contacts
• The
three
ways
are
to
invite
email
contacts,
to
invite
exisGng
Facebook
friends,
and
to
share
your
Business
page
on
your
personal
Facebook
page

Invite
Email
Contacts

Invite
Facebook
Friends

Share
Facebook
Page

More
Page
PromoBon
• Set
up
a
custom
Page
URL.
• Default
pages
look
like
this:
www.facebook.com/
902890344983
• In
se<ngs
you
can
change
that
to:
www.facebook.com/
NeverColdCallAgain
Once
your
URL
is
set
up,
promote
your
page
URL
...
EVERYWHERE!

More
Page
PromoBon
• Include
the
URL
in
your
Email
Signature
• Include
the
URL
on
all
sta*onery
-­‐
business
cards,
leQerhead,
and
all
others.
• Promote
your
page
on
TwiQer.
Don’t
just
say
“visit
my
page”
-­‐
instead,
when
you
post
content
to
your
page,
tweet
it
to
the
world!
• Include
a
link
in
all
email
newsleQer
footers
and/or
sidebars,
and
on
your
blog
or
website

NeverColdCall.com
Email
Footer**
**Feel
free
to
“swipe”
those
buCons

Your
Facebook
Content
Strategy
• Your
Facebook
Business
Page
is
the
DesGnaGon
• You
must
give
prospects
a
road
map
to
that
page
• You
do
this
via
your
Facebook
Content
Strategy

• “Content
is
King”
is
something
you’ll
hear
every
online
markeGng
expert
say
• The
Social
Media
modules
of
the
Never
Cold
Call
Again
system
encourage
use
of
a
blog
as
your
content
“hub”
then
repos*ng
that
content
anywhere
&
everywhere
• This
webinar
takes
it
a
step
further
by
using
content
specifically
to
drive
prospects
to
your
Facebook
page
and
your
Facebook
lead-­‐capture
system CONTENT

Developing
Content
• Example:
Post
every
blog,
video,
podcast,
ar*cle,
white
paper
-­‐
EVERYTHING
-­‐
to
your
Facebook
Business
Page
• Then
post
EVERYTHING
to
ALL
of
your
Facebook
groups
• Use
“Facebook
Insights,”
accessible
on
your
page’s
admin
view,
to
determine
what
type
of
content
engages
your
fans
and
your
followers

Facebook
Insights
• With
the
data
gleaned
from
Facebook
Insights,
you
can
determine
what
type
of
content
most
engages
your
fans,
and
more
importantly,
what
content
is
being
shared
and
spread
virally
• Use
this
knowledge
to
become
more
focused
in
future
content
wri*ng
&
crea*on
• Example:
You
may
find
that
on
your
Page,
videos
draw
more
engagement
than
ar*cles.
Concentrate
on
videos
moving
forward.

Building
CommuniBes
• Joining
others’
Facebook
groups
is
essenBal
to
get
the
word
out
and
spread
your
content
• CreaBng
your
OWN
Facebook
group
is
your
way
to
establish
yourself
as
a
leader
&
authority
figure
in
your
industry
• Facebook
groups,
unlike
pages,
cannot
be
joined
by
anyone.
They
require
admin
approval,
or
an
invitaBon
from
an
admin
or
current
group
member.

Uses
for
Facebook
Groups
• Build
authority
and
communicate
benefits
to
prospec*ve
customers
• Stay
in
touch
with
and
develop
addi*onal
business
with
exis*ng
customers
• Create
a
group
of
your
peers
for
networking
&
referral
purposes
• Managers:
Use
it
as
a
low-­‐key,
low-­‐pressure
way
to
have
virtual
sales
mee*ngs
and
“master-­‐mind”
brainstorm
discussions

Groups:
Content
is
SBll
King
• Building
a
group
to
self-­‐promote
and
aQract
and
engage
prospects
requires
aQrac*ve
content
• Develop
content
that
encourages
conversa*ons
-­‐
examples
include
some
of
my
ar*cles
such
as
“You
Suck
At
Sales”
• Controversy
and
sa*re
engages
conversa*on
and
encourages
sharing
• When
someone
likes
or
comments,
it’s
shown
in
that
person’s
news
feed

Groups:
Content
is
SBll
King
• This,
in
turn,
aQracts
more
people
to
your
discussion,
keeping
in
mind
that
your
ideal
prospect’s
friends
and
peers
will
frequently
include
more
ideal
prospects!
• Consistent
interac*on
with
your
group
is
KEY.
Jumping
in
once
a
week
or
so
and
hoping
it
will
stay
alive
isn’t
going
to
cut
it.
• Don’t
have
*me?
Share
responsibili*es
with
a
colleague
and
agree
to
split
the
leads
generated

Why
Groups
are
So
EffecBve
1. With
Pages,
fans
rarely
revisit
the
page
aner
Liking
it.
They
simply
see
them
in
their
news
feed.
2. If
fans
are
not
liking
or
commen*ng
on
your
Page
posts,
Facebook
eventually
stops
showing
them
to
those
individuals
3. Keeping
fans
seeing
your
content
requires
ongoing
effort
to
be
controversial
and
s*mulate
discussion
&
sharing.
4. Finally,
our
singular
goal
with
a
Page
is
lead
capture
for
follow-­‐up
OUTSIDE
Facebook.

Why
Groups
are
So
EffecBve
5. Groups
con*nue
sharing
and
engagement
ON
Facebook
with
far
less
effort
6. Any*me
anyone
posts
or
comments
in
a
Group,
all
members
are
no*fied
7. This
requires
less
effort
to
keep
people
engaged,
as
long
as
you
are
regularly
pos*ng
and
contribu*ng
to
your
Group
8. Even
with
others’
Groups
to
which
you
belong,
members
are
no*fied
every
*me
you
post
YOUR
content!

MulBple
Content
Centers
• Having
MULTIPLE
Pages
and/or
Groups
is
not
only
common,
but
encouraged!
• Examples:
One
Facebook
Business
Page
• One
Facebook
Group
for
prospects
&
customers
• Another
Facebook
Group
for
networking
&
referral
sharing
with
your
peers

Building
Your
Prospect
&
Customer
Group
• Step
1:
Add
all
of
your
happy
customers
who
are
on
Facebook
to
your
group
• Don’t
add
UNHAPPY
customers
-­‐
they’ll
merely
trash
talk
you
to
prospects!
• Step
2:
Add
all
of
your
prospects
who
are
on
Facebook
to
your
group
• Step
3:
Add
all
friends
and
colleagues
who
may
be
interested,
or
potenBally
good
contributors

Prospect
&
Customer
Group
• Begin
discussions
encouraging
current
customers
to
talk
about
what
makes
them
happy
about
your
product
or
service
• Offline,
contact
your
BEST
customers
and
ask
them
to
post
tes*monials
about
you
and
your
product
or
service
• Frequently
remind
group
members
that
you
are
there
for
THEM;
that
the
group
is
not
for
your
self-­‐promo*on
• WARNING:
Never
post
confidenEal
or
privileged
informaEon
on
Facebook
Groups

Prospect
&
Customer
Group
• Use
your
Prospect
&
Customer
Group
to
promote
events
-­‐
everything
from
informaBonal
webinars
on
GoToMeeBng
on
up
to
live
seminars
or
speaking
engagements
• You
ARE
doing
free
speaking,
right?
Chambers?
Rotary
Clubs?
• You
ARE
engaging
your
prospects
and
customers
in
free
webinars
to
keep
them
up
to
date
on
products
&
services,
right?

Advantages
of
Events
• Events
can
be
public
or
invite-­‐only
• You
can
post
events
in
YOUR
group(s)
• You
can
post
events
in
OTHERS’
group
• Example:
Invi*ng
members
of
a
group
I
belong
to,
to
a
free
webinar
promo*ng
NeverColdCall.com
• Online
events
(webinars)
are
EASY!
People
don’t
have
to
leave
the
comfort
of
their
home
or
office
to
aQend

• Regularly
post
videos
to
your
group
• Videos
can
be
product
demonstra*ons,
explana*ons
of
your
industry
jargon,
and
so
on
• Best
of
all:
Get
video
tes*monials
from
your
happiest
customers
and
upload
those!
• You
can
also
upload
photos.
Product
photos
and
photos
from
any
live
events
are
best

Group
Files
Feature
• As
a
salesperson
you
should
have
a
robust
collec*on
of
brochures,
flyers,
white
papers,
and
so
on
• Upload
these
to
the
“Files”
sec*on
of
your
own
group(s)
as
well
as
groups
that
you
belong
to,
that
permit
file
upload

Goals
in
Group
PromoBon
• Remember,
the
goal
of
having
a
group
that
includes
customers
and
prospects
is
two-­‐fold
• One:
Build
authority
and
trust
by
keeping
members
informed
• Two:
Allowing
your
customers
to
build
credibility
for
you,
through
tes*monials
and
tokens
of
apprecia*on
• GOAL:
Get
prospects
to
your
Facebook
Business
Page,
for
lead-­‐
capture!

OpBon:
Focus
Groups
• Create
separate,
private
groups
for
use
as
focus
groups
• Invite
specific
prospects,
or
exis*ng
customers,
to:
• Provide
“private”
advance
no*ce
of
upcoming
new
products
• Give
demos
and
access
to
trials
or
“test
drives”
• Get
valuable
feedback
on
how
to
improve
the
product,
and/or
how
you’ll
sell
it

Your
Networking
Group
• Create
a
separate
group
for
business
networking
where
YOU
are
the
leader
• This
can
be
the
single
most
effecGve
type
of
networking
group
since
prac*cally
everyone
is
already
on
Facebook
-­‐
no
need
to
join
anything
new
• No
need
to
aQend
mee*ngs
-­‐
any
ac*vity
in
the
group
shows
up
in
the
members’
news
feeds
automaGcally
• This
results
in
an
acGve,
vibrant
group

Building
Your
Networking
Group
• Step
1:
Invite
every
salesperson,
small
business
owner,
and
independent
professional
you
know,
to
join
the
group
• Step
2:
Invite
all
of
your
customers
and
prospects
to
join
the
group
-­‐
they’ll
appreciate
the
new
connec*ons!
• Step
3:
Go
offline
and
aQend
every
business
networking
Meetup
in
your
area,
with
a
stack
of
flyers
promo*ng
your
group
(and
get
a
list
of
aQendees)
• Step
4:
Send
an
announcement
to
your
local
Business
Journal
editor

• Your
networking
group
isn’t
just
self-­‐serving;
you’ll
be
helping
others
to
grow
and
prosper
as
well
• Encourage
members
to
upload
their
markeBng
materials
to
the
Files
area
• Use
the
Events
feature
to
schedule
either
online
or
offline
“master-­‐mind”
meeBngs
and
networking
events
• As
the
group
leader,
you
will
enjoy
the
lion’s
share
of
the
benefits!
Using
Your
Networking
Group

• With
your
status
as
the
leader,
group
members
who
are
qualified
prospects
for
you
will
be
inclined
to
BUY
from
you!
• Be
a
connector:
Look
for
people
within
your
group
who
can
mutually
benefit,
and
make
an
introducBon
• “If
you
want
to
get
rich,
find
ways
to
bring
producers
and
consumers
together.”
-­‐
Napoleon
Hill
• Your
networking
group
IS
that
way!

Sales
Management
Group
• If
you’re
a
sales
manager,
you
can
bet
all
of
your
sales
team
are
on
Facebook
• Set
up
a
group
JUST
for
you
and
your
team
• Use
it
as
a
virtual
sales
mee*ng
and
“master-­‐mind”
ground
to
help
each
other
improve
• Much
more
aQrac*ve
to
salespeople
than
formal
sales
mee*ngs
• May
be
able
to
eliminate
sales
mee*ngs
altogether
via
the
group

Get
Organized
with
Facebook
Lists
• As
your
Facebook
presence
and
connecBons
grow,
things
can
get
unwieldy
• Facebook
Lists
can
help
you
segment
people
into
different
categories
• Helps
separate
personal
from
business,
so
your
cousins
aren’t
geang
bombarded
with
your
sales
content,
for
example
• Can
also
subdivide
prospects
from
customers,
and
so
on

New
Feature:
Smart
Lists
• Facebook
can
automaBcally
set
up
lists
based
on
your
likes,
pages,
groups,
and
interests
• Saves
you
the
Bme
and
trouble
to
do
this
yourself
• Helps
you
to
make
sure
the
right
content
goes
out
to
the
right
people
• Example:
Helps
avoid
sending
a
promoBon
or
discount
to
customers
who
have
recently
purchased
and
might
get
upset

Socialize
your
Blog
and
Website
• Add
a
Facebook
“Like”
BuQon
to
your
website
• BuQon
can
be
set
up
to
“Like”
either
your
site,
or
your
Facebook
Business
Page
• Add
a
Facebook
“Send”
buQon
to
your
site
-­‐
this
allows
users
to
send
a
web
page
to
Facebook
friends
and
Facebook
Groups.
• Resources
and
tutorials
will
be
included
with
the
replay
recording
of
this
webinar

In
Conclusion
• With
800
Million
users
and
growing,
you
MUST
be
use
Facebook
for
sales
prospecBng,
because
your
prospects
are
there!
• A
high-­‐quality
Facebook
Business
Page
is
the
hub,
and
the
goal
is
to
get
people
to
the
lead-­‐capture
system
on
that
page
• Facebook
Groups
give
you
many,
mulBple
uses
to
engage
customers,
adract
and
close
prospects,
and
network
with
peers

• Almost
no
one
in
sales
or
in
small
business
is
even
aware
of
the
vast
capabiliBes
of
Facebook
for
lead-­‐generaBon,
let
alone
using
them.
• You’ve
learned
a
lot
today
-­‐
now
your
job
is
to
GET
INTO
ACTION!
Review
the
replay
and
PDF
copy
oeen,
and
use
the
tools
you’ll
receive
with
the
replay,
or
hire
a
few
Fiverr
gigs
for
$5
each,
to
build
the
ULTIMATE
Facebook
markeBng
and
lead-­‐capture
system!

Thank You For
Participating Today!
Time for Live Q&A:
Please Use The Chat Box To Ask Questions