Go Social Podcast with Brian Hahn
Go Social Podcast with Brian Hahn

Episode · 2 months ago

Don't just listen to Brian...

ABOUT THIS EPISODE

Listen to hear what Brian's clients say about the strategies they implement by working wtih him. You'll really like how Grant and Amanda followed Brian's counsel and are growing their business. Grab a copy of this insightful article on Brian's Website: The 8-Step Marketing Plan for Predictable Growth.

And welcome to the ghost social podcastwith Brian Out Ghos social is a relaxed and unedited conversation withmarketing expert, Brian, haunt Brians, a founder ghost social experts and theauthor of multiple books, his most recent being the facebook formula whichyou can purchase on Amazon for stay round at the end of the day, showingI'll tell you how to get a copy melt right to your Bori mice, on your hostfor the next few minutes as we chat online marketing next par businessowner and author Liane Brian Hat. I hope the weather is still delightful upwhere you are. It is delightful. We're going in to fall my favorite time ofthe year. It's still pleasant, you know highest in the low S and lows in the S.it's wonderful getting up and going for run in the morning in those conditions.How it is that's brisk, that's awesome! Wow! You come up to Wisconsin, you do so all right! So today we were lastlast week and the last Emson we talked about in your and work in fifteenseconds right with or about fifteen second hand and long grads and thepurpose so go back and listen that if you missed it, this episode we're talking about howreally, as I say, don't listen to Brian, not that I don't want to be able tolisten to your ACCONCI, but in this episode grind we're going to hear fromfrom stories, I guess from some of their clients and what they've learnedsuccess as they've had by listening to you and implementing what yourstrategies are, and I know you told me one you have told me: The story is soI'm all the years about Amandas and I want to hear her story and then maybethat will kick us off to the wine turn. Actually, I'm going to give you a Mandaa second I'm going to give you the first one, I'm going to give you grantstory first. Actually I D E I was and grant I was actually mean. Will Iactually met grant and abandon person the last few weeks? So that's kind ofcool that we're actually able to do that so grants from a ways away, butwe're on one of our trips we were travelling through, so we I made a wemade a point to stop there and we breakfast in the morning. He has aninteresting question, though, so what we were as we were eating. He asked meabout what do our most successful clients? Dothat other clients? Don't do...

I fair enough? That's a good question.You know and there's lots of things to consider. You know do they know theirabitar better. They have their messaging down better. They have theiroffer down better. You know, there's that dot, that there's lots of thingsthat they could have better, and I was running through these on myhead and I realized that none of the above was the case. But our most successful clients have areally good follow up system in place and it goes on and on it doesn't justit doesn't just go for a one call or two calls, or if the person talks toyou on the phone and then they don't buy. There's another system after that and we've noticed that, even if our ourtargeting isn't quite as good of our message isn't quite as good if thecustomers offer isn't quite as good as long as they have a good, solid,followup program, they're, successful wow, that's awesome! I was talkees or listening to somebody that avery successful business owner and he said for his business and- and I think thisis pretty across the board. Sixty seven percent of his clients came throughfollow up, okay, okay and, and I thought wow. Then I got a news letterfrom one of the big newsletter companies newsletter. Pro I think was,and he said something along the same type of statistic. It was really highup there in follow up and how sometimes he you know, we mark it long six, seven,eight months, nine months a year to gain a client because they're not readythey're on that customer journey somewhere Yep, but most o businessowners. Don't do that and so this one guy I was on one of his programs. Hesaid there is fortune is in the follow up yeah. I really like that phrase,because people don't have a great follow of sister and you need to have acouple different kinds, so example of that is ages to man. The strangest tomint, because it ties into all of this, but the the key is, is that thefrequency of follow up and how I'm...

...going to say how aggressive you arewith your follow up, really determined it's determined by how they'reresponding to what you're doing so when somebody first gives you their email,sending them I'm going to take Bollito a day, but most l e mails a week isvery appropriate because you're giving, especially if you're, giving theminformation that necessarily thing by my stuff by my stuff, what you'regiving them information and moving them along. So the very first thing: If theygive you information, you promise them something. The very first thing isdeliberate man you and within five minutes. Probably that's a good thing. That's not a goodway to start it out. If, when they sign up for something they don't get it,that's not a good way to start out, but then the very next day you don't wait aweek. You do it the very next day then may the day after that, maybe the dayafter that and the day after that, ten me US skip a day and then do a couplemore and all that can be set up automated now. If they don't doanything or take any other action, you don't want to continue doing thatyou're going to basically overwhelm them. So then you maybe scale back toevery other day, and then maybe you scale back to once a week or a couple times a week,yeah Wel e o that you know we talk a lot about on boarding new clients. oSoldo should also, I think, on board a new prospect like that. So if they'recoming in and you're going to send them an email day for five days and then toyou must tell them that make the an email saying: Hey brain thanks fordoing it, here's what's going to happen and just outline it. That could be yourfirst in a right second eve after you deliver this thingon the second or part of it. How are you doing to an orientations and Iactually called an orientation series? I have an orientation series that everynew person comes in yeah and it talks about what they're going to see whatthey're going to expect how often they're goin to get emails from me andall of that goes in there yeah. That's, that's perfect, and, and people don'tdo that they just we right in nobody likes to walk into adark room is what I say. I yes very much so very much so then the key is sothen, if you can and there's different ways to activate them. After this Imean there's a lot of ways to activate by making different offers along theway you can throw ebens in there. You...

...might mail them a book if you have aphysical news that are your mail Ocation, a physical newsletter list, if,if you get their physical address, there's lots of commitions, but the keyis: is you don't stop? So we've got our so once you get on my list, I'm goingto keep following you up. I just wrote my four hundredth blog post. It hasn'tcome out, yet it comes out a little bit, it's incredible, but for the forehand,but it's like to grammar lay since even half that's like two million. Eighthundred thousand words is checked on my writing, but I'm on the. So if you got on mylist in two thousand and twelve, when I first started doing this, you'd havegot an weekly email from me since two thousand and twelve and we've nevermissed a week. We were kind of short, but so for the last eight years, you'vebeen getting you've been getting emails from meevery week, so that's a long term follow up system as a that long terms as and some people sawthat this from there I get still get CIENS or people. I look back. They findsin that my great that's, so they might buy one of these days, but again yourtop of line with them right or engaging at some level Ye, because you know wetalked about this multiple times they may never buy for me, but they arerecommending you to people because you're the guy yeah yeah and they know-and they know what you're doing and and you're going to get strange people thatare doing this. So my commercial banker, that I helpfinances the Derry Queens and that actually on my email less and opensthem fairly regularly my lawyers on the email list. Well, my commercial banker,any time he isn't quite sure. That's I give him a go all my books that comeout when I write a new book. I give him a new book. I give him a couple. So ifhe's got ne clients, that of looking for help with marketing I mean he's,got the people, so I mean it's, I'm not reallyexpecting him to buy, but as he you know hears about this, and he seeswhat I do and says hey this guy seems to know what he's doing doesn't hurt he's a key influencer he'sa key influencer. So I mean you get Kinto, which was on those lists also,so all of that's happening wow so follow us. So tell me stories, rand.Ask You the question. I ask the...

...question and you figure out it's: Theyhave good, follow up processes and systems in place. Okay, right, yeah,I'm going on so last Friday, a few nights ago last Friday night. So Idon't know five. Six. Nine days ago now I was, I met Amanda for my wife and Imet Amanda and her mom actually for supper, and so we we were there talking and shesaid Yeah. I was a pretty good week on facebook. Now man that we've beenworking with for about six months on Er with her facebook advertising and it'sbeen going along. Okay, but it's we've been and she's got a very good polousystem, but it's been, you know we had to fill up the final. We had to figureout what worked right. So we have some good months, some mediocre months, acouple bad months and all this so we were meeting last. We should has been areally good week. I'd like great, why well we'd sold a product which is whichis always good as a ways nice so product but and her price is rangedfrom she might saw a low point offer of nine or nineteen dollars all the way upto basically fifty sand dollars. So I'm saying she hasn't fifty sand dollarproducts that she sells, but two people last week signed up for five thousanddollar products that came from facebook. She knowswhere her leads come from, but they came from facebook, but they came fromfacebook five months ago, oh really so yeah. So she was thinkingthe o five months because he's going to this isn't working and actually shewasn't saying that, but a lot of IMENSA. You know hey this when I'm running myown ads or for as for a client, I'm like I'm looking at this money's goingout, you know it's not coming in as fast know. What's going on, and but so last week two signed up fromfive months ago. She like, I guess it takes longer- I'm like well, that'sfive thousand dollar products. You know what's not like they're buying fiftydollars right from them and they're both qualifiedfor other products. He sells after that. So, okay. So that's that's important toknow because a you got all o going on. She obviously has a good funnel sizefront of them, but market O resules...

...don't always happen right right now and that's what the really hard part is.We find that with a lot of clients, you know they want to be on facebook andthey want to see sales incident by the way. So do I I mean I love S, casis, alot more fun for my company for your company everyone's, but realistically,unless you're selling a real low dollar item, that's not going to happen by theway. These all came from the traditional and I wasn't sure I'm notsure what offered the came. An we've done, a half a dozen offers, but noneof them are big dollar. Some of them are to a small sales, some of them towatch a video. Some of them are too apt in for a you know, whatever the product is, thatwere apt, that, where we're off we had a free chapter of a book is one of theis that we were using, so it could have come from batter or a few other ones,but they apted in, but then they didn't do they didn't. Take the next obvioussteps, but now they've skipped like three steps and went right to the rightto the five thousand dollar item. Yeah so and their comment was, I guess ittakes longer than what I thought and what I hope for yeah well, but it'slike market is testing it's finding out. Now you have more data points andyou're going to be able to dial that in a little bit more and realize that wowthat took five months. Okay, let's see if we can squeeze it to four monthsnext time, let's see what else what other offers are up there, so it worksall marketing works. That's what I tell people all the time I people say well,do you use facebook or linked in or wepener yeah, it's kind of like the the episodelast time right? What's the best thing for a video depends? What are you doingright? So actors go into it and unforchunit. We just want a USB equal sea and we're doing otherhumans by at when you're asking this so you're, not even saying you know,that's not necessarily anything rational or anything. That's right,yeah and that's why we always say market is a test. It really is it'sback and forth. It's it. Should I interaction Bun and the other thingthat you use it to do things is. You know it comes from facebook five monthsago, because she knows her sources talk just bit about that. That's importantyeah, so so she's marking in her cram...

...she's using keep, but as they come inthey're getting when they fill out that form on the page. It's saying andpeople come from this page are only coming from facebook is getting markedthrough facebook and not think you're going to find by accident. So so that's how she's tagging her butshe's, if you don't keep tracking where your lead are coming from, you don'tknow when you're spending money what's working and what's not working, that'sright, it's what it really comes down to so so she does that so she's doingas if she's doing something else with another promotion. She uses anotherpage so that she tags that from that source, so yeah that keeps track of thefact. When you're you know you're paying somebody to help you do it plusyou're paying the facebook ads Ben. You want to know what's happening. Ilearned that years and years and years ago, when I was in when I was sellingChristian radio. Okay, I was in, I was in Anderson Indiana, and that probablydoesn't mean anything most of your listeners, but just outside of AndersonIndiana. Is this town called Alexandria, okay, home of Bill and glory a Gaiter?If you know anything about Gospel, Music Bill and glory, like anything,they touch turned to gold right, so they were running some hands on ourstation for some concert, and I was working with their promotion manager,Guy and he's like okay, we're going to use this eight hundred number. I said okay, this different than theone you used last time. He said. Oh yeah, we use a different eight hundrednumber on everything we do on every radio station, for every concert had adifferent eight hundred or because they tracked it, and I thought well. Thatwas brilliant. I mean that was years ago, right, sang concept. You have totrack everything and it's not hard, especially when you're using keep orsome kind of see our insist were using a crys. Em is very easy to do that andwe're not raving to track calls that gets a little more complicated, but nothard. These days with the technology is not hard, orge very expensive to do soyeah. So we need to do, and maybe we have, I don't know I lose trick. Whatwe've done a whole episode around us cram system, because I'm meaning moreand more business owners, Briand who've been in business for a decade or moreand they run their business on excel, spread seats Ye. They don't have acorman nature. You mentioned it's a...

...great one. I use it, but there are alsoa lot of other ones that the act active covenant. These things are not complex, so we need to do a whole episode onthat and how does that tie into your online marketing funnels your automatedfollow up systems because I'm pretty certain Amanda doesn't worry about herfollow because she set it up once and it happens the same way because of herCR m system, right Yep, it's all set up and it all goes I'll. Go through athey'll get more emails at first when they first sign up those ill. Taper offnow go into the regular long term. Unless they've done something else,then they might yeah. There's lots of the arrows that you could draw therethat go all different directions, but yes, it's all set up and ready to go.So she d have to worry about it once she gets Wenny in now what we mightlook at if an emails working- even emails, not working, but no, but that'sall part of the testing it is and those are tweets and all that. But- and Iwonder if that's why so many business owners are like I'm running to that, Ineed a call to make the sale, because otherwise, I'm going any more latebecause they don't have a Syrian system. They don't have follow up. Maybe that'swhy I never really thought about it. Yep Yep and they could have a podcast.You know we could have a podcast. We cud send on to talk about things thatthey'd be interested in. We could send out, like a link every week been a few weeks where they weremissing. For my thing, we had a little staffing issue there, but we're gettingthem back on track. So yes, but I mean they're in lies- I mean I would love. Ido another episode, Brian of Brian's podcast, I'm I'm writing this down. AsI said, I aretin funnel is what I'm calling, because you do. A great job,your podcast launches, I think, on Tuesday, and you mark a it out onThursday to your list consistent and then you get your it'son your website. I went there and I saw the web so that I could click on it andlisten to him right there. I've got it on my thought. I think it a wholeepisode around just how you take your podcast and we record it once, but youuse it about five or six different ways: Ye O Erin Sight Ful, I think for me,but also for other business owner so...

...yep, and I also figured out a way thatyou could tell people how to actually find the darn thing if they don't wantto go searching for it. I'll reveal that at that time, to okay, the bigmoon, I like it. Okay, now, let's play out so basically just follow up, findsome kind of content follow up with people and there's other things. We cantalk about converting, that's a whole nother topic that could be huge but butget started with bat. Get that follow up in place make sure it's happening.Make sure you've got four hundred blog post that you can say hey I've got Iwrote my four hundredth post or my four hundredth podcast episode or Yeah, and I lovethat because your follow assistant doesn't have to be super complex startwith one email and make a commitment that every week you're going to write anew email or block post and that's going to go to your following system.Now you got ten you've got three t: You've got for an pretty soon. You'vegot a nice follow up system. They so kind that you've written Ye and you can do lots of things with it.You can use that as another basis of content, for what you're going to usefor your podcast, or you can find that that that some of the things you writeare great for converting people. So You keep up, keep those all in a book parts.When you someone as a question. Hey I've got a block about that. You sendhim a link to the Post that you wrote on your site, at's right, and so itactually works pretty well. I've done that. I did. That is a couple a week orso ago. Somebody I said, Oh last weeks, podcasts are last week's blog post isabout that, send em a link of like oh that's, really, cool yeah, becauseagain it elevate you as the credible expert, because what else does he havehere a yeah three hundred? Ninety nine other articles? How was that a just a little bit? That's awesome! Well, I'm glad that wedon't just have to listen to Brian, that we, your clients who listen to youand give results it's marketing at onelevel hundred one. It's not rocket size. What we're talking about, but it istaking action and I think, a lot of times. That's what people that's wherewe stop in business, because I don't know what to do and that's when Iencore you ll just to reach up round to...

...reach out to go social experts com andhave a conversation brains got training. Programs he's got done with youprograms, you got it done for you program. He can just talk with youabout all this to say how do we help you make online marketing work for yourbusiness because it will just do re. Listen to this cot, podcast and you'llunderstand that it does work so brian thanks for letting us hear fromsomebody other than you today. It was nice to hear grant a little bit andAmanda Story, and I know you have just a plethora of other stories, but we'lltalk about those another time sounds wonderful. I look I'm looking forwardto it, Michael All, right I'll afford to the next episode, because it'sreally intriguing so I'll talk to you next week. Okay, talk to you next week. Social Media Marketing should be partof your overall business growth. Lan Brian Han can help you gain moreprospects and clients without wasting your time or money on hit or misstactics. There's a gold mine waiting for you online. If you know where tofind it, that's what Brian and his team can help you with you can reach out toBrian et, go social experts com and, if you'd like for briant to mail, you acopy of his book just go to his website. Go social experts. COM FORWARD S bookbe sure to subscribe to this podcast. So each new episode will be sent to youautomatically when it's released of a terrific day, a.

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