We were asked to do a masterclass on Facebook Ads with the amazing folks over at Veeqo. Below is the transcript of the video above. There are some great tips in here on running a successful Facebook Campaign.
Welcome to today’s Facebook Ads master class for Ecommerce. Hope you’re very well. Thanks to all of you for joining us live today. My name is Duncan. I head up the marketing team here at Veeqo, and today I’m really pleased to welcome Steve Hooper, from SiteGeek, who’s going to be presenting today’s session.
Steve! Hello! How are you? I’m well, thank you. How about yourself? Very, very well. Thank you. Yes, lovely to be here. Thank you everybody. Excellent. Cheers Steve. Well, I’ll hand over in just a moment. Steve, before we do, just a quick look at the agenda for today. Yeah, a quick welcome from me. Then I will hand over to Steve, who will be running through his masterclass on Facebook Ads for Ecommerce retailers. There’s going to be a Q&A session at the end. Then we’ll wrap up and close. It should all be done very, very comfortably within 45 minutes or so. Now, if you have any questions at all throughout today’s webinar please, please make sure you put those questions to us. In Zoom, you’ll see a couple of options. There’s a chat, and there’s a Q&A. We’re not using chat, we’re just using the Q&A today. So, if you have any questions at any point in the presentation, please put them in that Q&A box and we’ll do our best to answer as many of them as possible later on in the session. So, if you can just use that Q&A box. And in fact, why don’t you guys use that Q&A box right now and just say hello. Tell us what your name is, and where you’re from. I’d love to see who’s here.
We’ve got Chris. Chris in Northumberland. Hello Chris. Who else have we got. We’ve got Mike. Mike in Liverpool. Who else can I see, Darryl in Florida. Emily in Cheshire. Hello Emily! Who else have we got…. Simon. Simon in Sheffield. Excellent. Well guys, really nice to have you here. Thanks for joining us live. And yeah, like I said, use that Q&A box for any questions about the presentation. We’ll put them to Steve later.
Just moving on very quickly before I hand over to Steve. Literally a 30 second introduction to us here at Veeqo – just so you know who we are and why we’ve had this session today. Now, Veeqo is an inventory and shipping platform for Ecommerce. Retailers all over the world are using Veeqo to manage inventory across multiple service channels, multiple warehouses, to print shipping labels, pick customer orders, and use our Veeqo scanners to manage their entire online business. Basically in one place. Been around for about five years. Retailers like Brompton Bikes, Castile, BrewDog, the Harry Potter store, all of these guys are using Veeqo for their inventory and their shipping. Chances are that if you sell it online, you probably would get quite a lot of value out of Veeqo. So, if you want to try it out for yourself, come to Veeqo.com after this session. You can set yourself up on a free 14 day trial, connect all your sales channels, connect your shipping carriers and start shipping.
Anyway, that’s quite enough about Veeqo. You guys can have a look at that later. It’s now time to hand over to Steve. Remember, use that Q&A box in Zoom if you’ve got any questions at any point, and we’ll put them to Steve at the end. So, without any further ado, Steve, over to you.
Lovely. Thank you very much, Duncan. Hi everybody. I’ll give you a quick introduction to me. My name is Steve Hooper. I am director of everything here at SiteGeek. I’ve been digital marketing for about 25 years. Yes, that was before Google. We’ve helped companies earn over $5 billion in revenue. Please don’t Google me. There is another Steve Hooper who makes you blush, and gets you into trouble if you’re on a work computer. And I’m boring, let’s have a quick talk about our partners. We partner with a company in the States called Digital Marketer. Digital Marketer is a training and e-learning company based in Austin, Texas who are on a mission with their partners to double the size of 10,000 businesses in the next five years.
Now that’s quite a feat! But when you look at some of the 126,000 marketers on teams of all shapes and sizes that they’ve already helped there’s some names there that you might recognise. Obviously Dun and Bradstreet and Uber being right up there. They’ve also helped out a lot at Hubspot, so they’re the people that teach the marketing themselves and provide the marketing software. Ryan Deiss and Russ Henneberry, who started the company, actually pretty much wrote the books on marketing. They also host the largest Digital Marketing Conference – the Traffic and Conversion Summit, which is held in San Diego every year. We’re really, really hopeful that it’s been moved from February to December and that we’ll all be out in San Diego for pre-Christmas celebration.
So… they have a saying in Texas called, ‘it ain’t bragging if it’s true’. And yeah, we’re pretty good at this marketing stuff, and the training side of things as well. So, let’s have a look now at what we’re here for.
Now, one of the main problems that we’ve got is probably that your business isn’t growing as fast as it should be. And there could be a number of reasons for that – you’ve got sales that are unpredictable, you don’t want to come across as a pushy salesman, or a snake oil salesman, or you’re burning cash on ads that just aren’t making you the money that they should be making you. So, the burning cash bit, we call ‘a leaky bucket’. And my plea to you today is: Please, please, please don’t have ‘a leaky bucket’! It’s just, you’re throwing money down the drain, and there are ways that you can stop that happening. So, our objective – where do we want to go? We want to go towards a predictable level of sales so that you can actually say what your sales are going to be when they’re going to be there.
You want to be trusted. Now, we use a doctor here because obviously you go to the doctor, you trust the doctor because they’re a trained professional. You need to be that trained professional for whatever it is that you’re selling. So, don’t hesitate to be that professional. And you want to be profitable. You don’t want ‘a leaky bucket’. You actually want to make some money. So that’s the aim. So, what do we need to understand? Well, a lot’s changed in marketing. Some of you may remember the yellow pages. And going to the yellow pages and select what you want. So, that still works. They just call it Google. So, what hasn’t changed? We haven’t changed. The human to human relationship hasn’t changed. Now, there’s a lot of science behind the human team and relationship. There’s a lot of toing and froing on, you know, what it’s all about and all the rest of it.
But what it comes down to basically is human instinct. And one of the big things that we always talk about is when you come up against the human’s human relationship, it’s all about an intimate behaviour. Okay. So how does intimacy happen? And this is a book that was written by a guy called Desmond Morris. I advise all of you not to buy this book. You’re going to get the whole thing in the next slide. So, Desmond Morris said that there are 12 stages to intimacy. So, the 12 stages of intimacy are: eye to body, eye to eye, voice to voice, hand to hand, arm to shoulder, arm to the waist or the back (also known as a hug), mouth to mouth, hand to head, hand to body, hand to mouth and the actual event that happens at the end, which we call Bow-chicka-wow-wow.
Now obviously, there’s a lot there that you don’t want to do with your clients. So, we narrow this down and one of the things that we say is, in the book it’s mentioned that if you miss one stage 95% of the time, the relationship will break down. 95% of the time if you miss a step, the relationship breaks down. If you miss two steps, it’s assault. If you think about that just for a second, if you miss one of those steps, you’re not going to have a relationship. You miss two, then it qualifies as assault. And that’s just not the way to go. And if you think about the amount of times that you’ve come off the phone with a salesperson or you’ve been in a sales situation, you just felt dirty afterwards. That’s what we’re talking about.
So how do we avoid that? Simple. We have something called the customer journey. It’s a comprehensive, unified framework for growth. The customer journey delivers what every company needs – a predictable flow of customers from scratch. It aligns business objectives across departments. So there’s no more silos or turnstiles marketing and sales or marketing and the product. It aligns customer’s interests with the company’s interests because the goal is success, not merely making a sale. It establishes a shared vocabulary. So now everyone in the organization agrees on the definition of a lead, and what that actually means. So today, obviously we’re talking about Facebook Ads. As you can see here, this is a filled-out journey. So the first a prospect sees an ad, finds your ad in search, hears about you via referral. That’s the awareness stage. That’s the first stage. We start in the bottom left hand corner and we work our way up. So you can see the happy people on the left, the superstars on the right, and then we move into the engage part. Prospects, read a blog post, engage on social media or watch a video. Then you move them onto subscription. Prospect opts in to receive gated content. This is gated content. This isn’t just a newsletter. This is gated content. This is really, really good quality content that they’re going to actually give up their email address for. Then the prospect can make a small purchase or schedule a demo. Then you’ve got to excite them. The excitement stage is so many people. One of my main slides that I use when I’m teaching the customer journey is Buy my crap thing. That’s done. It’s finished. You have to actually take people through the journey. You have to excite them. Then you’ve got your core offer, which is your main product. You can upsell, you can expand out, or if you’re running a membership website, you can retain. That moves you on to the advocacy and the promotion stage. A happy customer will give you a testimonial. A successful customer will actively promote your brand for you without being asked. Those referrals will just keep coming in simply by following a journey that makes your customer feel like a god. So this is the journey. Today we’re talking about probably the first four levels of this, but it’s also important to remember that you have to build up that trust. Remember the doctor at the start, we’re building up trust, we’re taking them through awareness, engagement, subscription, and conversion. So today, the main one that we’re concentrating on is awareness. And the important thing to remember with awareness, and if you’re running ads, you’re thinking to yourself, need some traffic through to my website.
Well, I’ve got some bad news. And the bad news is that traffic is not the magic pill. If you send more traffic through to your website, yes, you will make a few more sales. However, your chances of a higher returns rate, your chances of not bringing people through to a level of trust and referral at the end is quite high. And the other thing to remember is that one traffic campaign is not going to print you a million dollar, a million pound note. It’s just not going to do it. So you’ve got this traffic campaign and if you do run a traffic campaign, then it would be nice to get some results that look a little bit like these ones. And you can see here a 906% return on investment. The bottom one is a 1023% return on investment. Then you’ve got a 1024% return on investment, or 1214% return on investment.
And finally, this is what you want, 1,472% return on your ad spend. So for every pound or dollar spent, it returned £14.72 or $14.72, whichever ones you want to deal with. Then this particular one was in pounds. So the return on investment for this was actually really high and the campaign ran really well. And I would like to thank Rachel Simpson Shoes, who you’ll see a case study for at the end, who have allowed us to use their ads and the screenshots. So let’s have a look at how we did that. And you’re going to need a pen and a bit of paper for this one because we’re going to rattle through. First off, the five elements of a high converting ad campaign. You can’t just write an ad, shove it up and it will do the job for you. If you’ve done that and you’ve got away with it, congratulations, enjoy! It’s probably not going to keep you that way. So the five elements of a high converting campaign, first off your offer. Are you offering the summit something that people actually want? If you are offering something that people actually want, then chances are you’re going to be all right. But in many cases we see that the offer is wrong, and we’re going to have a look at some examples. Here on the left we’ve got Jester Village Dental and Orthodontics. Their offer’s very, very simple. Are you overdue to see your dentist? Sign up for our $99 super deal and you’ll love it. There you go! That’s it! You’re gonna get exactly this. You’re gonna get a professional clean, x-rays and a full dental exam for $99. Bingo. Here. Next one.
We’ve got Survival Life. Claim your $19 Everstryke Pro for just a penny. There you go. That’s it. That’s the offer. For a penny you can have something worth $19, or perceived to have the value of $19. So the offer there is really, really clear. You know exactly what you’re going to get, and how you’re going to get it. So the next level is the copy. Your copy should convey why your offer is something that people want. And you know, we’ve all seen the infomercials on the telly and we thought to ourself, my God, that looks really, really interesting. And I’ve got a 14 year old that’s still going on about a bamboo pillow that she saw when she was five years old that’s washable. And she can literally repeat the whole thing because the copy was compelling and it was very, very good.
So let’s have a look at some copy. Copy works, and here you can see Hired. So if you’re counting down the hours until you get to leave the office, it might be time for a change. With over 3,500 companies on Hired, find one that you’re passionate about. So BOOM! If you express that you’re thinking about changing your job or something along those lines, and this advert shows up, this is exactly what you’re looking for. So that’s really, really good clean, easy to understand copy. And here we’ve got Winc, as they’re called. Stop going to the store. We deliver personalized wines to your doorstep. I should imagine they’re probably doing a raging trade right about now. Get started today. Take $20 off your first order and receive complimentary shipping. BOOM! DONE! The offer is clear, it says exactly what it should do.
So after that, you need to look at your creative. The imagery. Your creative should convey your marketing message. So again, some examples. And on the left here we’ve got our Digital Marketer, and this is one of the best ads that Digital Marketer have ever run. And it did so well because, not only is the copy well-written and grabs attention, but the imagery gives you exactly what it says on the tin. 60 Second Blog Plan. What more do you need to know? If you need to write a blog plan, you want to do it quickly. Okay. That’ll do it in 60 seconds for me. Brilliant. Absolutely what I’m looking for. And our friends at Hired again, ‘Get more out of your work/life balance.’ It’s a simple dial, but it matches up to exactly what’s in the copy. And you know that, it’s there, it’s exactly what it says on the tin. If you stray away from what you’re trying to achieve in your imagery, you’re not going to get the attention that you’re looking for.
Ad Scent. Now we always say that, you know, be aware of the fact that yes, some ads stink. They really, really do. But you need to make sure that you maintain your congruence from your ad all the way through to your landing page. If you really, really concentrate on making sure that everything looks the same, then the customer’s journey from the initial advert all the way through your website will be something that they recognize and they trust. And one of the things in the customer journey is that they might not necessarily buy first visit. And chances are you’re going to get much better customers if they don’t buy on the first visit. So the Ad Scent needs to very much stay the same. Your design and imagery, your benefits and your offer all need to be the same. They all need to be in line to make sure that your ad scent is correct. Targeting. Now, one thing that Facebook are very, very good at is the targeting that you can basically choose your target market. Don’t put your campaign in front of the wrong audience and think to yourself, Oh, okay, we’re just going to have a stab in the dark. You know who your customer is. If I say the words ‘customer avatar’, I can see you moaning, rolling your eyes. And going, ‘oh God that thing again’ because that’s what we get a lot of when we talk through what a good campaign is. But if you understand your customer avatar, you’ll understand where your target market is hanging out. And making sure that you put your advert in front of the right audience is going to get you a much higher conversion rate for a lot less. Be specific. Make sure that you are getting the right message across to the right people. And in the next part of the presentation, we’re going to take you through that and we’re going to give you that understanding of what that’s all about. Being specific is really, really important.
The three stages of a Facebook funnel. This is really, really simple. If you’ve done any marketing whatsoever, then you would see this straightaway as being a funnel. Awareness, evaluation and conversion. We’ve got some other names for it. Cold traffic, warm traffic and hot traffic. And you know, we need to have a look at how we are going to move people through that particular journey. So how do you take somebody that’s never heard of you and turn them into somebody that has their credit card in their hand the third time that they find you. The examples that are used in this are the exact Facebook campaign that returned 1472% that you saw the screenshot for. Okay, so this is the exact method that we used. So the simple marketing funnel, as I said, we’ve got some different names for it. We’ve got TOFU, MOFU and BOFU. Now they all have wonderful levels. So the first one is the top of the funnel. So that’s the very, very top of the funnel. And what is the top of the funnel traffic? Show ads for people who have never visited your website before. Now your Facebook pixel, the little bit of software that Facebook gives you to put on your website will identify these people as they have never been there before. They would never have seen the pixel before. And the only way they can stop that is by saying no to cookies. And it’s very rare that people actually say no to cookies. So you’re going to be able to identify people that have been to your website before and this cold traffic, has never been there before. You need to ensure that your message is correct. Don’t try and sell to cold traffic. It’s expensive. And this method that we’re teaching you is the cheapest and easiest way that you can go about getting traffic to your website without paying a massive amount for it. Don’t send them to a product page. This method grows your retargeting list. Think of this as you’re paying someone to be your friend, okay? Because if you pay them and they, or you pay for the ad and they go onto your retargeting list, then you can hit them with another ad further down the line, which we’ll come to in a moment. And always send cold traffic to a blog post. Gain their trust, be the doctor, solve a problem.
This is the exact advert that we used for the top of the funnel. For the Rachel Simpson campaign that we ran. As you can see, it’s 4 bridal show mistakes to avoid. It’s a blog post. There’s absolutely no selling involved. It’s there to increase brand awareness and it’s only attractive to the target audience because it has a bride and groom. And that’s really, really important is that it is only attractive to that particular audience. So straightaway we’ve ticked all the boxes with that particular ad.
The next level is MOFU, or MIDDLE of the funnel as we like to call it. What is the middle of the funnel? This is warm traffic. These are all the people that were cold traffic that are now warm traffic. Okay? So they already know about you, they’ve already seen your website. It’s a brand that they recognize and again, use a blog post to guide them towards helpful content. Make sure that you are trying to grow your engagement at this particular point. And you’re trying to get people to like a blog post. You’re trying to get them to comment, you’re trying to get them to share something. You’re trying to get them to leave a comment on your website so that you have that extra content there. User generated content is really, really important, especially as Google have just run a massive update. You can use this to generate that content. It’s really, really important. So again, this is the exact app that we used for the middle of the funnel and as you can see, it goes across to another blog post. Don’t let your bridal shoes be a one night affair. So this was how to look after your shoes after you’d already bought them. So straight away we were telling people, we don’t want you to just buy your shoes, wear them once and forget about them. We want these to be part of your life. We want this to be something that you are looking after for a long, long time. There’s no selling involved in it. And it’s there to increase brand awareness. It’s only attractive to the target audience because again, they’re lady shoes and we already know that these people have been interested in the first ad, so we’re looking for them to engage further.
Again, if you look at the number of likes and comments: 31 comments on a sponsored advert, as well as 216 likes. It’s pretty good going for a campaign that wasn’t there to sell anything. The next level is the BOTTOM of the funnel. Now this is really, really important. If you think of the bottom of the funnel as somebody who clicks on that is more likely going to have done their research and they’re coming through to you because they really, really like your brand and they’re ready to buy from you. So bottom of the funnel traffic is your hot traffic. These visitors have already seen your website at least twice. They’ve been through the retargeting list. They’re there, they know what your product is, and you can send them directly to a product catalogue or sales page or a product page that’s very, very specific to what they want. Remember, be specific. The aim with these is to get a sale, and it’s at this point you’re not a sleazy salesperson anymore because you’ve been through the method of creating that trust. These people have already been to your website and you’ve moved them through the funnel and they now know you and trust you. So sending them through to a product page, or sending them through to something where they can actually have a look at your product. This is the point when you’re making use of that bottom of the funnel hot traffic. So again, this is the advert that we used and as you can see, it goes straight across to the particular shoe and it’s a carousel ad. There’s a top Facebook tip is carousel ads convert very, very well. It goes straight across to the product page or the product catalogue. It’s a sales page and the aim is to make the first sale. And that’s really, really important with the shoes being there and visible in a shop format.
Campaigns should have a specific objective and goal. So… we’ve talked about three different types of ads in three different levels. The first is to introduce people to your business, into the market, who have never heard of you before (indoctrination), and then conversion of that site visitor into a lead. This isn’t somebody who has bought from you yet. They are literally a lead. So convert that site visitor into a lead, and then sell a high dollar product to your best, repeat customers. Once someone’s bought from you, you can sell to them again and again. You can show them more ads. It’s literally making sure that you’ve used that funnel correctly, so that you can retarget your bottom of the funnel to make sure that they fully understand that you’re there to look after them.
So again, this is the customer journey. Okay? So we’ve taken the prospect with the first ad. They found us by Facebook, okay. And they now know all about us. We’ve engaged with them. We’ve sent them to blog posts. And the second that we’ve asked them to engage on social media by liking what we’ve done, the prospect then can opt in to join the newsletter or something along those lines. But conversion is the fact that they’ve been back to the website for a second time and then we’re going to send them through to the convert stage where we’re looking to get them to make a small purchase. This customer journey is really, really important to your business. If you have a customer journey, you’re more than likely going to have a better methodology of taking your customers through to be lifelong customers rather than ones that just pop up and then vanish. So if you haven’t got one of these, then you know, please think about having your own customer journey. It’s really, really important that you understand what position they’re in for the different types of activity that you’re carrying out.
The Rachel Simpson Shoes that we’ve spoken about a few times. We have got a case study on our website. It’s normally hidden away, but the link that is available there, is on our website: https://sitegeek.co.uk/rachel-simpson-case-study. You can have a look at what we did and how we did it. And you can see there we increased Rachel’s revenue by 144% with the methods that we’ve used, which also included increasing their conversion rate and their average order rate. And the customer journey also reduces returns rates. So, you know, that’s how you can increase revenue through the customer journey.
This is an important little slide. Unfortunately, it’s not animated at this moment but basically on the left-hand side is normally you, on the right-hand side the pot of gold. We call this the half built bridges because these bridges normally get half built all the way across, and you take something away and you think to yourself, ‘I’m going to try that, I’m going to try that.’ And you get halfway through it and then something else comes along. It’s also known as Shiny Penny Syndrome, which as entrepreneurs and business owners we’re notorious for doing. And we forget that if we concentrate on one thing and we go all the way over and we complete it, then a very, very happy person at the end can cross that bridge and get to the pot of gold. My takeaway from this is to ask you to take one thing that you’ve learnt today, see it all the way through, and make sure that you actually benefit from the time you’ve given me today. Your success is what you’re here for. And I’d really, really appreciate it if you could go and do that and benefit from it. So if you’ve got any questions, then please stick them in the box. I’m sure Duncan’s hovering around ready to come back and let me know what questions people have got, if any.
That was brilliant, Steve. Thank you. Thank you. It was super insightful. We have a few great questions in already. Guys, keep them coming. Use that Q and A box. First one actually here from Matt. So you talked about targeting earlier on Steve – what kind of, or what sort of targeting is actually available through Facebook for an Ecommerce retailer. So how can, like Rachel Simpson, the example you gave.
Obviously you could do retargeting, but if you just want to reach out to cold prospects who’ve never seen this before. I mean, if you know and understand that we spoke about the customer avatar – and that’s really, really important because you can say, I want to target males or females, I want to target this age range and things like that. And it’s really, really important that people can narrow it down as much as possible. And there are a ton of questions on the phone when you’re setting up a Facebook campaign. There’s literally a ton of questions and you can narrow it down really, really well. And you know, if you look at your customer avatar and then when you’re setting up your Facebook campaign, just go through those questions and tick off all the ones that you’re thinking about, you’ll be able to do it. I mean, we could go through them in detail now. I can pull it up and we could have a look. But, you know, that’s just going to confuse the matter because you might have somebody on here selling books. You might have somebody on here selling wedding dresses, you might have somebody on here selling jewellery. They’ll all be different target audiences. So you know, just think about your customer avatar and make sure that you understand that avatar is really, really important when you’re creating your ads. With the targeting, is it better to go quite niche? Would you recommend advertising to 500 people (very, very targeted). Rather than 5,000 people with a slightly wider net. Yeah. I mean, you can take a risk. You can, you know, if you are wanting to increase awareness about a product or you want to increase brand awareness, you can go wider with your targeting. You can turn around and say, okay, well you know, I want to hit more people that cycle to work or bike or do something along those lines. And you can literally find out where these people are hanging out and target them through that. But if you’re looking to actually niche down and make sure that you’re hitting the right audience, the cheapest and easiest way to do it is to make sure that you narrow it down as much as possible. Okay. Brilliant. Thank you. A question from Mike. Okay, so the customer journey looks great, but potentially a bit daunting as we haven’t thought about setting it up in our business yet. What can I do now to improve my conversion rate rather than following the full customer journey process? Okay. Think about the journey that your customers are currently going on. And the best way that you can do that is to buy something from yourself, or get somebody to buy it for you, and then get that feedback. Because if you understand the journey that they’re taking, you’ll be able to turn around and say, okay, well, I now understand why we’ve got a high return rate. I now understand why we’ve got this. And a lot of people will look at the customer journey and they’ll go, ‘I don’t need that! People just buy my stuff once, and that’s it’. With the example that we’ve used, Rachel Simpson Shoes, that’s a very niche product and is something that people hope they’re only going to buy once. However, you know, I laugh as well when they say that. You know, we narrowed down that they had an email list that they’d created for, I think, about 10 years and it had 15,000 people on it. And I turned around and said, chances are there’s people on it that are getting married for a second time. And after I was laughed out the office, we decided to do some testing and we sent out a Join Our VIP list. You’re going to get early access to this, early access to this. And there were people literally begging us not to take them off the email list cause they still wanted to know about the shoes, and they wanted to be a part of that journey. So anybody that’s thinking, Okay, you know, what can I do to increase my conversion rates now, is look at the first four stages of the journey. Look at how you’re advertising, who you’re advertising to, how you’re wanting them to engage. You know, how you can get them to convert because a conversion isn’t necessarily always among the true value. You could get somebody’s details, you could get an email. Anything along those lines. So, you know, please be aware of the fact that the customer journey, as important as it is, and you really can increase your revenue quite drastically with having the right journey in place. But if you literally think about, okay, this is stage one, this is stage two, this is stage three. What is the journey that my customers are taking at the moment? How can I make them trust me so that they will come back again? Great. Thanks Steve. Last one here so far is Jade. So what other social media channels do you recommend to advertise on for an Ecommerce business? It will depend on what you’re selling. As I said earlier, you know, if you are targeting a particular niche, you might find the people are hanging out on Facebook. You might find that your target audience is on LinkedIn. You might find that they’re on Instagram. It really does depend on your customer avatar. And I know that I’ve mentioned it a few times, and there are people that always go, Oh no, not that avatar. But you know, the important part is that people understand that if you use the avatar and the understanding of the customer, you’re going to know where they’re hanging out. And we’ve always said if you can find a group of people that are hungry for your product and feed them, then you yourself will never go hungry. And you know, a really important message to get across is if you’re looking at different targeting and all the rest of it, this method works across all of them. And you know, you can really benefit from having the right funnel in place and guiding people through the journey properly.
Excellent. Well, that just about wraps up the Q&A and that also brings today’s session to an end. So there you have it guys. That’s Steve’s three step strategy behind a 1400% ROI Facebook campaign. Thank you so much Steve, for talking and providing those insights. Thank you very much. Thank you everybody. For everyone who’s joined live, thank you very much and we’ll see you again soon at another Veeqo webinar in the future. So all there is for me to say is, thank you very much and goodbye. See everyone.