A Simple Social Media Sales Funnel That Sells – A Case Study with Tegan Studsor

April 23, 2019


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Episode Summary

Want to know how to build a simple social media sales funnel that sells, but unsure where to start?

If so, you’re not alone.

In this podcast episode, I speak to Tegan Studsor from Traffic Force and AusQ Training. Tegan is a recent student in the Hashtags Aren’t The Answer program, and through the program has gone through the process of lifting her social media game within her businesses.

Anyone who is struggling with their socials will benefit a lot from this episode. In it, we discuss Tegan’s challenges with being an ‘unsexy’ business and wondering how to amplify her online presence, and her frustrations with being stuck in the social media vortex – posting over and over without achieving any real results.

We then discuss, step by step, the actions that Tegan took (with the help of my free Social Media Bootcamp and paid program Hashtags Aren’t The Answer) to turn things around and start securing sales from her social media efforts.

These include:

  • Diving into Facebook ads and starting to test using the ‘boost’ button – with surprisingly good results (including over 500 shares!);
  • Doing the little things right, including engaging with followers, replying to comments and more;
  • Just taking action and getting STARTED;
  • Setting business objectives and tracking results;
  • Creating video content;
  • Creating a simple sales process to nurture leads from social media to a sale;
  • Creating a lead magnet to build an email list of ideal clients;
  • Putting together a landing page to capture email addresses;
  • Learning from what other industries are doing;
  • And more.

Links and Resources

AusQ Training website

Traffic Force website

Join the Free Social Media Bootcamp

Join the free Social Media Bootcamp now and get the complete roadmap to social media success.

Transcription

STEVIE: What I learn how to create a Simple Social Media selling system from someone just like you who’s done it? Well, you’re in luck because that’s exactly what you’re going to learn in this episode.

Hello, hello, and welcome to Episode 57 of The Stevie says Social Podcast. Today we are continuing with the theme of the last few podcast episodes. If you have listened to the last few, you would know that in Episode 54, we covered the four essential elements of Social Media Success. These are the four elements that you need to have sorted in order to start seeing success on social. 

And I don’t just mean more followers, I mean more leads more business, more money in the bank, all of the good stuff. Go back and listen to that episode if you haven’t already. But what we’ve been doing since then is breaking down each of the four elements. We covered branding in Episode 55. We covered Social Media and content in Episode 56. And in this episode, one of my favorite elements, we are covering how to create a simple selling system with social media. So how to actually sell with social. 

This is pretty important, right? Now rather than me giving you the theory, what I thought I do in this podcast episode is brought on a current member of my hashtags aren’t the answer, paid membership, taken, studied some. Now she has started going through the process of creating her own selling system. And she’s seen some great early results. 

I think it’s really good sometimes to hear from someone that is similar to you guys that has kind of individual challenges to do with her own individual business. And is kind of going through the process of applying all of the theory that we talk about in a lot of these podcast episodes to her actual business. 

Now, I’m not going to go through everything that we cover in this podcast episode because we kind of go through it at the beginning of the interview. But what I will say is that we talk a little bit about the Social Media Bootcamp, the free Social Media Bootcamp that is actually coming up soon. 

And Tegan has been through that and really recommended it. So if you want the four essential elements of social media success, but not only that, my complete roadmap for actually securing real results from social media. I highly recommend that you pause this podcast episode and go and sign up for it now. It is free. It is epic, epic value. I can’t believe I’m actually giving some of this stuff in it away. 

But I am you can go and sign up for it at steviesayssocial.com/bootcamp now. All right, let’s get into today’s podcast episode. And remember, guys, if you like the content in this podcast, make sure you hit subscribe. If you don’t hit subscribe, you won’t be notified when new episodes go life and what a travesty that would be. All right, let’s get into the episode. 

STEVIE: Hi, everyone. My name is Stevie and today I’m very excited to be interviewing Tegan Studsor now the reason why I’m interviewing Tegan today is that she is a student of my online program Hashtags Aren’t the Answer. And if you’ve been listening to the last few podcast episodes, that we have been going through the four essential elements of social media success. We covered brand, we’ve covered social media and content. 

And this week, we are covering how to put together a simple selling system. So how to actually sell-off social now I’ll introduce you to Tegan, Tegan is the queen basically of traffic management. And she does all of the traffic management training, pretty much covering all of WA. 

So hello, Tegan. Welcome to the Podcast. 

TEGAN:  Good morning, Stevie. Thank you for having me on. 

STEVIE: I’m actually really excited to have you on and we will be chatting about a little bit before the podcast started. And I’ll give everyone a little bit of a sneak peek about what we’re going to be talking about. 

But we were really talking about the fact that you were standout students for me because he took action. And you’ve really kind of got started with a lot of the things that we were talking about in the program. And she’s seen some really good results. So I’m super, super keen to get into chatting to you a little bit about that. 

TEGAN:  Awesome. Sounds great. 

STEVIE: So I’ve explained a little bit about what you do. Maybe tell everyone a little bit more about everything that you do and a little bit about you. 

TEGAN: Yeah, sure. So together with my oldest sister, Erin, we actually are in a run multiple businesses across different sectors. And I worked out with actually been in business command really 13 years. 

STEVIE:   Wow,

TEGAN: Some gone quite quickly, never look back, our main business is called traffic force. We established that back back in 2006. Now, and as you said, we provide traffic management solutions. And we work across road maintenance in the construction industry. To give you sort of indication of size, we’ve got about 160 team members. And we work 24/7, 365 days of the year. So it’s pretty busy. And our other business, which is a registered training organisation is called AusQ training. 

And in that business, we specialize in traffic management training, and basically providing individuals the training they need to become qualified as a traffic controller to work on WA roads. 

And in that business, it’s a small business, we have a team of eight. And we deliver all levels of accreditation, whether any provider in WA that can do so. And we train different sectors, from governments to mining, building, even events, etc, as well. 

So it’s quiet. Again, those two businesses are quite different. They do a crossover in some parts. And also another thing about me is I’m based on the opposite side of Australia, to where you are Stevie and Ross, South Perth. So I’m in the lucky southwest region.

STEVIE: It’s so beautiful over there, I actually had never gotten over to WA until a few years ago, and my brother was working at a gold mine over there. And it is honestly stunning. I said to my partner, if I didn’t live on the Gold Coast, I’d probably live south of Perth.

TEGAN: At the I’m so grateful where I live, I’m also in the unique situation of living in a regional area. And I work completely remotely. So my nearest team member is actually probably about 130 phase away from where I am now.

STEVIE: Wow, that’s interesting, because there are so many people that would love to be in your position.

TEGAN: That’s right. And I’m just so grateful because it’s it has taken a lot of work over the last few years to build systems to be in this position. But that’s one of the reasons I went into business for flexibility.

I’m the mom, I’ve got a small child, and  I want to be able to be a good parent, but also have the challenge of running a business and pushing myself my career as well. So I put the best of both worlds. So I’m not complaining,

STEVIE: You sound like me, that’s literally the reason why I went into business, it comes down to freedom, doesn’t it wanting to do things on your own terms? 

TEGAN: Exactly. Right. 

STEVIE: Yeah. Oh, well, if I’m still in the game in another 12 years, then, To be honest, we both are. So what I wanted to get started with is a little bit about some of the challenges that you’ll find in your business, because I think that you’re in a really interesting kind of space. And we talked about it earlier, before we got on the podcast, but it’s not necessarily the sexiest of spaces to be in. 

And I know from experience with some of the coaching students that I have, that’s often used as an excuse when it comes to marketing. I don’t know where to start. I don’t know how to market my business. So I wanted to get started with some of the problems and challenges that I guess you feel you’ve faced in business so far.

TEGAN: Yeah, sure. You noted there, that’s, we were in an industry that is not so sexy. And I honestly look at our market I how do I convey this message? 

STEVIE: Yeah come in know. There’s not many investors in fashion and lifestyle, 

TEGAN:  Yeah. And it was probably it’s, it was one of the I guess, our biggest problem was actually the knowledge of how do we craft our message, and convey our message that would create an engaging audience, and following in our businesses, and what it has taken a bit of time to get a grasp of this, but basically, we just had to, we’ve got our own message our businesses unique with this, there’s so much about our business that people don’t know, that we are now,  we’ve crafted up so many different notes once we did some brainstorming on this. 

And we’ve just now basically put that messaging into our content. So we were actually sharing more about our business and our better people, what do we do and all that sort of stuff? Which is creating engagement? So that’s it’s one of the biggest it was just knowledge, how do we do this? 

And where do we start, and it’s overwhelming. So that’s probably one of the biggest issues and the timing of when I sort of come across you. And at the time of seeing your Social Media Boot Camp coming online, I actually made the commitment than in there that marketing is our weak point and invest in both time and some financial commitment towards this area, we’re not going to go anywhere. So and we’ll probably talk about that a little bit later. But…

STEVIE: Yeah, 

TEGAN: It’s just getting started and also being able to keep up with all those things that are changing in the marketing space in digital as well, of keeping on top of the trends and techniques as well. And probably are the biggest problem we face many other business owners are actually time because I know 

STEVIE: Yeah. 

TEGAN:  When things get busy, marketing’s The first thing that I tend to drop off.

STEVIE: Yes, you’re not the only one.

TEGAN: It’s been one of the that’s the biggest thing that we have been focusing on. So when we started hashtags aren’t the answer, which was back in Jan, I just literally committed I went next eight weeks, I’m going to give our socials, so much needed TLC and attention that they deserve. And I’m really going to invest in myself to learn and take it up a notch.

STEVIE: Yes, I love that. And I think that’s kind of the thing. It’s so hard. I’m sorry, in the social media space and social media, and digital is one area of marketing that is constantly changing. And I love that. But even being in it, I find sometimes it’s hard to keep across everything. And it’s a full-time job for me. 

So I can only imagine for businesses that have it as one of the millions of things that they’re doing. And it’s not you have a small company Tegan it’s challenging, right. And it’s a tough thing to get your head around and to work out how all of these different strategies actually apply to you and your business. Yeah, 

TEGAN: Noted, that’s exactly right. 

STEVIE: So what we’ve kind of covered it a little bit, but what was the influence for you to join? The hashtags aren’t the answer program? Was it okay, cool. Now, I’m going to commit to this, and it’s come across my desk at the right time, or what was it? And

TEGAN: I think the main thing for me, I was actually a bit frustrated at the amount of time that I was spending using our socials. And I wasn’t seeing any clear return on investment. So I was sort of wasting my time. And I was almost at the point this is just forgotten it kind of approach. 

Yeah, then again, just timing. I saw your free social media boot camp, I dived in, gave it a go, I got so much value out of that free course. I actually thought to myself, imagine if I exchange money with you of hope value I could get? 

STEVIE:  Thanks, Love.

TEGAN:  And when I then saw the registrations come up for Hashtags Aren’t the Answer, it honestly didn’t take me long to sign up. And I actually still remember when I signed up on your course, it was about 11 o’clock at night, I had been working all day. And I just made the commitment as I’m going to invest in myself in my own education, I’m going to commit the time, and I’m going to spend the next eight weeks really focusing on improving our marketing. 

So I know I knew I needed to learn these new skills, I knew I needed to take it up a notch. And one of the main reasons I chose your course, versus the many others that were on the market, was actually the one on one support option that you offered.

STEVIE: Yeah. So I know a lot of people have said that, actually,

TEGAN: Yeah, I just knew going into it, I was going to heat questions and the tech stuff, I just knew I was going to come across that. And I knew that I was going to need my handheld. So knowing that I had you at the other end, to do to be there and do that. 

And I knew that I could then also ask specific questions because I do have a unique business isn’t so sexy, how could I get your help in that. So it was that was one of the big deciding factors to jump on board. And at the start, I actually didn’t ask a lot of questions. I’m kicking myself now.

STEVIE: No, you silent for the first little while 

TEGAN: It must have been maybe week four, I think. And I remember one on one of the Q and A’s you actually said Come on, guys I’m sure you’re using a Q&A section and coaching and fire questions at me. I’m here for you. 

And it was just a kick up the bomb that I needed. And from there, I’m just firing questions. I send screenshots. Stevie, what do you think of these give me, give me some advice and stuff like that. So and then we’re away?

STEVIE: Yeah. But I know from programs that I’ve done in the past, where I think there’s a difference between being taught something and being coached something you can learn all of the things until the cows come home, and maybe people learn in different ways. 

But I always think I’ve got my own particular individual circumstances that I need to be catered to. And even though the content is great, there’s a lot of content on the internet. Right. But how does it apply to me? 

TEGAN: Yeah, yeah, absolutely. 

STEVIE: What I’m keen to know is what you were doing before, in terms of social that wasn’t working for you?

TEGAN: Very good question. Actually. Probably the best description of our socials I could give you was winging it. Our approach was just so ad hoc, there’s no structure I had no be

STEVIE: Were you managing everything yourself. Tegan. 

TEGAN:  Yeah.Yeah. Yeah. And just no defined objectives. And I was in the, in the middle of the social media vortex I was spinning basically is probably the best description

STEVIE: For the social media vortex. For anyone that hasn’t heard me talking about it before is what you like posting and posting and doing the same things over and over again. And if you imagine a big black hole vortex you just going around and around and never getting out of it.

TEGAN: I mean, we had been on social so we had a presence number one. So we were online. We had we were using the boost function. And I guess I can hear people cringing when I say that. And that’s pretty much all we had been doing. We were just putting outposts left, right and center and really had no strategy behind it. So

STEVIE:   it’s actually interesting, and we’ll talk about it in a sec. But you were having some success with the boost button. 

TEGAN: Yeah, I was. 

STEVIE:   Yeah. So actually, let’s talk about that. Now, what were you doing? And what was the success you had? Because when you showed me your stats, I was gobsmacked. 

TEGAN: I actually at the time didn’t realize we were actually having success until obviously, I was having a bit of communication with yourself. So I’ll give you an example. We did a back a few steps, actually, in our traffic force business, one of our objectives is actually to use our social platform to attract new workers for positions that we have come up because often we will get a project and we will need to have maybe five or 10 different people. 

Mobilize quite quickly and to see that project. So from a recruitment perspective, social media is one of the strategies that we use, because it’s just, it’s just the timeliness of it that we can actually put up a post or an advert quite quickly and get applications in literally in one minute. 

So it’s a really good tool for us to use. So we had a vacancy, the start of January, and we did we boosted the post. And I looked back on the stats, we actually had nearly 60,000 reaches on that organically. 

STEVIE: Yeah. 

TEGAN: And that I think the shares on that post where we were over 500 shares, it was absolutely

STEVIE: It’s incredible. I was just absolutely amazed by that.

TEGAN: Yeah. And I looked back, I thought, how did that occur? What do we do to achieve those results? And I think it’s a combination of different things. And one of the little things that I am now doing much more than is just with any about posts that we do we are now engaging with our audience much more. 

So for example, liking comments and responding to comments, are also thanking those people who are sharing our posts, just the little things, which we would do much more now. So that Yeah, that was certainly we did have some success with the boost. And..

STEVIE: I think the 500 shares were really exceptional. I couldn’t believe it.

TEGAN: So I couldn’t believe it either.

STEVIE: Yeah, yeah. And do you think that comes down to the fact that people were sharing it to see if there were people in their network that potentially would be interested in it? Or where do you think that comes down to? 

TEGAN: I think, yeah, I do think it’s two people sharing it. Amongst the network, a lot of people were sharing it into groups as well. So there are groups of people looking for jobs and employment and stuff like that. 

So people were posting in there, and then obviously, they knew a person who you were looking for work, so they would then pass it on and share it with them, etc. So I think it was just the top of the post-it was and what we were looking for. 

And then what we actually look for in the actual position is quite broad as in it can be appealing to anyone, pretty much any background can become a traffic controller. So it’s quite a broad-area, 

STEVIE: It just goes to show there are no hard and fast rules when it comes to social everyone kind of poo-poos when I say everyone is the social media gurus, and I’ve definitely been guilty of it in the past, talking down to things boosting posts, but if your objective is, getting your message out to a whole heap of people, you can do that with a boosted post, you can do that you can fit pretty much all of the targeting that you want there are some restrictions, and you can basically achieve a really good reach, reach only and that’s kind of the downside of a boosted post, you can achieve all of the kind of cool objectives that you can in the ads manager, but you can get really, really good.

 That’s your objective. But with something a job opening, I would imagine, you just trying to get it out to as many relevant people as possible. It can absolutely work.

TEGAN:  Yeah, that’s right. That’s exactly right.

STEVIE: So Let’s go through, I guess a little bit about your progress throughout the hashtags, aren’t the answer program because I’m coming to see the way you kind of started, which we’ve talked about, but then where you ended up because you’ve had some early wins. 

And I think that’s worth chatting about because what I do find is that, when you make the commitment to go, okay, cool, I’m gonna get my social sorted, it can feel really overwhelming, right? But you’re someone that just went, Okay, cool, I’m going to do it, I’m going to dive in, I’m going to give it a go. So I’m keen to know a little bit about your journey.

TEGAN: I had an amazing journey, amazing experience, and as so many different things that we have already implemented, or maybe even partway through implementing it, or were plans to implement it, next month, etc. But probably one of the biggest things that we are super clear on now is our objectives, why are we doing what we’re doing? 

What’s our return on investment, etc, from going from spending so much time on our marketing socials and just not seeing anything, I’ve, I’ve reduced that time. And I’m now seeing a better return on investment. 

Very clear with my objectives, and also just our brand and our message that we will so off as in what we were putting out. Whereas now what we’re focused on is value for our followers and our community that we’re building, and delivering a better quality message than previously. 

So. And also, one of the things I did early on in the hashtags aren’t the answer course, was I actually just, we were across different platforms we are, we were on Instagram, and Facebook and LinkedIn, and so on, I actually just went okay, for now, I’m going to actually pick selected platforms only. And I’m going to call concentrate on those only for now. And just get good at lawyers and get the momentum rolling, and then explore those other platforms. 

So for example, I made the decision just to park on Instagram for now, and just focus on Facebook and LinkedIn and get on our feet, gain confidence, get comfortable, and start seeing the return on investment there. And then we’ll move on to those other platforms. So the other thing as well is just probably the measuring of results. I never did that before the hashtags aren’t the answer. And I now religiously do it using your social media tracker. And I’m not one for numbers, I hate numbers. Whereas I’m now 

STEVIE:   So do I But I like success. 

TEGAN: I actually love every Monday, I go in and I check my stats. And I’m now using all that data that I’m collecting to make better decisions. So whether that be the type of content or the posting times, I can actually use the information better. And I’m actually seeing success, all of my things are trending up. 

And I’m seeing the results in front of me each week. So that’s been a really good takeaway as well. And just other things as well as in all my content planning is now a better structured, so I’m investing the time differently. 

So for example, I typically will sit down once a fortnight, I’ll plan out all the content, in advance, schedule, all my posts, etc. So I’m saving time rather than you being there every day or every second day, etc. And, also, I am now just working on finishing off my last load of system videos. 

So what I’m now able to do is I’m now I forget the help from my VA to start assisting and taking over some of these tasks, which will free up more of my time. And yeah, so we’ve still got more underway. So for example, during the course, I wasn’t able to complete our photoshoot for a variety of reasons, weather, etc. But I’ve actually got a plan for this Friday. So I…. 

STEVIE: Oh, that’s so exciting, 

TEGAN: Right, I’m really excited about and the temperature that you included in the course at the brief. I have been able to complete that brief. It’s ready to go. I gave it to my photographer. And he’s response back, he was so happy to see the brief because it was it’s very clear now what my vision is that I’m trying to achieve. 

And I feel so organized going into it. So that as well. And I’ve been feeling that I haven’t implemented everything from your course. But I certainly have picked the parts that are relevant to my business. And I think I can get the biggest bang for my buck. So I’ve, I’ve honed in, and I focused on those things. And it does take time, don’t get me wrong. But at the end of the day, take action. And again, I just remember you would just take action, and  it was a kick up the bum that I needed and a while went so

STEVIE: yeah. And I think so I’ll probably start right back at the start. But I think setting your business objectives at the outset when you kind of been said that you go on and you measure all of your results, and you track all of your results and that sort of thing. You can’t actually do that until you have in your mind and written down on paper exactly what you want to achieve in the first place. 

Right? if you’re not clear on Okay, what is it that I want to achieve in my business? And then how do I create social media goals that actually align with that? Once you have that, then you can kind of go, cool, okay, I’m actually going to measure my progress every week, and you get quite competitive with it. I didn’t know I found that I do that. 

And it really kind of more than anything for me is what progresses me forward. Because if I’m not getting the results, and I’m not getting the social media goals, met that I want to, then I know that I need to change things up. And I know that I need to look at other strategies.

TEGAN: That’s exactly right. And I’ve used the data to tell you come up with those answers. This particular posted really well this week. Okay, I’m going to consider that for my content planning for the next fortnight, what can I do to maybe expand on that or improve etc, which I’m now sort of my content is now progressing, because I’ve gained that little bit more confidence on things. 

So I’m now starting to take snippets of footage almost, we’re just about to start creating a series of video messages, which will form part of our content plan, and start putting that in there and outsource that video editing work to another party. But I probably would never have probably considered that if I hadn’t done the training I have done with you. I just didn’t have the confidence or knowledge. Where do I start? This is there’s just so much to learn here. Whereas now I’m I put confidence behind me I’ve got all the tools and resources from the training that I’ve done with you. And just applying take action.

STEVIE: Yeah. So what are you doing with your videos? Are they the short one minute sort of videos that I recommended? Are you doing something a little bit different?

TEGAN: What you recommended is what we’re intending to start with, so just the short ones. And what we’re actually I need to do is we’re actually creating, and this ties back into one of my objectives. So again, a lot of businesses may have their only focuses on your sales from their socials. Whereas one of my other objectives for our main business is actually to promote a road safety message. 

So I’m aiming to create a series of video messages which convey that message. So we can use our platform to convey that message of the important part of Road Safety that we need road users to drive safely through our work to keep at work and safely. So it’s a very important message and you can probably hear it in my voice. I’m very passionate about it.

STEVIE: It’s so funny, you can hear it in your voice.

TEGAN: So that’s, it’s a project that we’re just about to start. So never done it before, I would never have thought I would have gone down that path, but I’m going to give it a go. 

Because I’m it just means so much to me that if I can, if I can use our platform to reach people who may have never thought about roadworks or driving to a worksite, we need them to, I’ve played my part. So that’s what we’re working on at the moment.

STEVIE: That’s really exciting. And that’s the sort of content that ultimately connects with people when it comes to social if you really kind of understand what your messages and your audience and you can create that connection. I talk about value content. So really kind of, educating and helping people but also connection content. 

So creating a connection with your audience. And I actually think those videos, take both boxes. And it’s so important to be really clear. So even with those videos, that goes back to sort of the work that I guess that he did on brands, being really clear on what, what’s your purpose for being in business? 

Why do you really do what you do? At the end of the day, what makes you get out of bed in the morning, that sort of thing. Having that, and I can clearly tell that you’ve kind of put together content based on those sorts of things. It’s just it gives more depth to your content, right. And people will ultimately connect with it more.

TEGAN: That’s exactly right. And we’re going to actually involve our team in these videos as well because they’ve got their story to tell as well as in what they do in the part that they play in our business. 

STEVIE: Yeah, that’s a great idea. 

TEGAN: I can’t wait to start that project, which is so exciting.

STEVIE: So let’s talk about how you went about actually securing sales from your socials because you got your first sale. And I think he got your second The next day, which is extremely exciting. 

TEGAN: I was actually over the moon, I was actually a bit surprised To be honest, I just not doubting things. But I’m in a difficult space. I’ve never done this before all those limiting beliefs, etc. 

And at the end of the day, I literally just followed your workbooks and your tutorials all the step by step I just, I followed them, I’ve really watched your videos five times over and I regret

STEVIE: Oh you poor thing, So listen to my voice 5 times.

TEGAN: The information that you provided was just there was just so much in it. And when signing up, I actually didn’t think I was going to get as much information as what I got from the course, which is fantastic. So basically what I did is, we started out, we run our first advert for our training business, which we hadn’t been running any of the ads for that business. 

And we run I think was about the middle of February, we ran that advert. And I got the first sale, which was about a month later. And it was from a person who had seen that advert and had contacted us. And we obviously had them logged as a potential lead, etc. And we just nurtured them through that process, stayed in contact with them, etc. 

And at the time of that was, again, the first ad that I had run, I didn’t actually have everything set up. I wasn’t 100% ready to go. But I just take action because I needed to get in there. And I needed to play around with the ads platform just to actually know what I was doing. So they have intentions of getting anything from that first, ad that I had placed, but tested it. And the micro sort of nurtured that person through as in providing the information and value and responding to their questions, etc. 

They have actually since done training with us from getting their enrollment with us. So that’s that was, I think, a confidence boost when I saw that outcome of getting an enrollment through which met my objective was just a bit, we can do this. And if we really get good at this,  I think we can do a lot more in this space. So it was really good.

STEVIE: Yeah. So exciting. And I think getting those early runs on the board makes you go Okay, cool, I can do this, I’m gonna keep going. And talking, I guess about, the subject of today’s podcast episode. And we’ve covered a few different things, including brand and social media, but it’s really the sales funnel, I guess that  I was interested in talking to you about. And that’s really at the end of the day, guys, this is a simple sales funnel. 

So when I say a sales funnel, what I mean is, when you set up your socials, you need to have a system for finding your ideal client on social media, and then taking them through what’s called the customer journey to ultimately buy from you. And so generally that first point of contact will be on social so for you Tegan it was a Facebook ad and it was, you proactively spending money on Facebook ads to target people in your ideal audience with the right message. 

And that person sees that particular message. And they follow up with you. And whatever your funnel, and it’s such a marketing tech speak term, is to get that person from initially finding out about you all the way through to actually doing business with you. It completely varies he might do it. Or if phone calls, you might do it over Instagram DM you might have an email nurture sequence has a million different ways to do it. 

But that example, Tegan is perfect because it’s a really simple inverted commas sales funnel, without you probably even realizing or having all of the formal pieces, yet set up for, a sales funnel in the traditional sense. 

TEGAN: Yeah, that’s right.Another time that we had also jumped into a new CRM, which we use Active Campaign. So we had our plates on that side of things as well. So we just didn’t have 100% there, but we just took action. And that’s what I just keep, I’m probably sounding like a broken record can’t say that. 

But that’s what it came down to is just taking the action, and test test test. So obviously, I’ve done a couple of different adverts, and I’m testing what works. And I’m also now looking at some remarketing ads, and you are targeting visitors to our website. 

STEVIE: So really set to big success. How are you finding the Facebook ads platform?

TEGAN: I’ve definitely got more confidence using it yet, but I think it’s just it’s just time, the more you use it, the more you’re going to get more confident around the year. So again, that’s why I just jumped straight into it. I wasn’t 100% ready to just jump straight in let’s start somewhere.

STEVIE: I think that’s so important because you can honestly, you can do all of the Facebook ads training in the world, but it’s actually being in there and using The Ad manager. It’s like riding a bike, right? You can read about riding a bike until the cows come home. But until you’re actually on it, you won’t actually know how to do it. So yeah, I think that’s exactly the right approach. 

TEGAN: And the other thing that we did as well as when we were when I was working through this module, I really honed in on looking at our ideal customer and what their pain points were to try and work out what was that sort of one problem I could potentially solve, which would then help me create the right, lead magnet. 

So I really,I actually took a step back and looked at different things that were happening in our business and actually found one of the most common questions that we were asked whether that be by people ringing our office or sending us an email as an initial inquiry is, people were How do I become a traffic control? I’m not actually sure, basically turned that common question that we asked into content and also a lead magnet as well. 

So I’m actually able to a person who’s perhaps thinking about making a career move or becoming a qualified traffic controller, I’m able to answer the question for them. And obviously, they can see me as a credible source a helpful provider should go to guide them with the right answers, and just little tips and tricks of what they should look out for when they’re looking, choosing their training provider. So that’s where I was able to create some value into that lead magnet offer that we’re looking at.

STEVIE: Yeah, I think that’s really clever. And so basically a lead magnet is a sweet enough, just taking it back to basics for anyone that isn’t familiar with it. But it’s basically a freebie that you offer to people in exchange for an email address. And often the question that comes up is, what do I actually create a lead magnet on? 

And you’ve nailed it? Because you basically need the question that people are asking you more than anything else. And that is the obvious lead magnet, right? Because if that’s the question that people have, and you can solve that problem, they’ll happily hand over their email address and even better than the ideal client for you. 

Because if they want to know, what is it and how can I get involved, then they’re going to want to actually become one. And that’s what I actually become a client of yours who knows. So it’s really clever. So have you set up your sales funnel yet have you set up your sort of your landing page and all of that sort of thing, or you’re still kind of putting it together

TEGAN: I’m still partway through it. For example, our photoshoots happening at the end of this week, I’ve still got little bits of pieces that I just haven’t put them all together. And the platform. So we are using our Active Campaign, which is our CRM, and we’ve already relatively new to that as well. 

So I only just recently done about two weeks ago now a training workshop on how to focus on building the email automation within Active Campaign as well. So it’s been a massive learning journey in the last sort of two or three months. And it’s interesting, now that I feel I’m bringing all the pieces together to sort of getting 100% will be getting 100%, that sales funnel, finally finished.

STEVIE: Yeah, you’re actually in a really exciting position. Because you’ve got your socials on track, you are already getting results from Facebook ads, what your lead magnet is. And then it’s kind of literally putting the pieces together. 

And the pieces are basically continuing with Facebook ads, but running ads either to valuable content or to that lead magnet, sending people to a landing page where they leave their email address, then they go through a thank you page. And then with your Active Campaign, and there’s a heap of others out there, there’s MailChimp, there’s Convert Kit, they all have the ability to send automatic emails.

 So once they’ve gotten that lead magnet, then they become a contact of yours, which is much more valuable. Followed in social media following, especially these days when it’s almost impossible to contact all of your social media followers with the algorithm, and you can nurture them. So whereas I’m guessing you take and when nurturing, the first sale that you had three things phone calls, you can actually nurture them automatically, to an extent via email all the way through to the sale. 

TEGAN: Yeah, that’s right. So when we first started, we basically we use, I guess, the manual way of nurturing them through that customer journey. 

And what we’re now in the middle of setting up is bringing some of that email automation so that we’re able to build the right sales funnel and system to be able to scale this so that if I’m getting, whether that be one inquiry, or 10 inquiries or 100 inquiries, I’ve got the sales funnel one system there to support that scaled growth. 

STEVIE:   So yes. And it’s so scalable, that’s the exciting part, there’s going to be when you first set up your sales funnel, you tweak it and try all different things to make sure that it’s right. And, you set up your Facebook ads, and you test different creative and you test different audiences until you get it right. 

Once you get it right, it is literally a matter of, the results,  the people that are coming in, what they’re converting at. And this is a little bit more advanced, but this is what you need to get to with your socials. And you can literally go Okay, cool, I’m actually going to turn on the tap with Facebook ads, because I know that if I spend this much money, I can have this many people into my sales funnel. 

And I know that this many people will become a customer at the end. And it becomes even though I hate numbers, I like success as I said before, and it actually becomes like, a lot more tangible, you can see, exactly, to a certain extent. And this is why I love digital so much the results that you can potentially get.

TEGAN: Yeah, that’s right. And getting back to the sales funnel, that’s actually one thing I benefited from being in the Facebook group of yours is I actually was very interested to see what the other students were doing in their businesses, again, different industries and sectors and stuff I actually learned from what they were communicating in that Facebook group about. 

And it actually gave me certain ideas for what I could consider for my current businesses. And also, I’m in the middle of creating some new businesses as well. So that was another big thing that I didn’t actually mention before that having access to the Facebook group with all the other students is just invaluable what I took away from just looking at their businesses and what they were doing as well.

STEVIE: I actually found that as well. They were product-based businesses, Ecom service-based and the different ideas, I think it’s always smart to look outside your industry for ideas and even outside your industry type. 

So online business versus service or whatever. And it was really interesting watching actually had Amy from Denmark, who was in the course, on the podcast, it came out a couple of weeks ago. And she, for example, had a lead magnet that was a Brand First personality quiz. And it was, just a really different way for a service-based business to get leads in the door, that wasn’t a typical ebook or something along those lines. 

And thinking of something you could have, a quiz on different elements of whether you’re suited to be a traffic controller or something along those lines. And it’s just thinking about things differently and bouncing ideas off each other. 

TEGAN: That’s exactly right. And we oversee, we’re just starting, and this is something that I’ve really reminded myself that still learning, and we’ve just started and it’s going to be an evolving process. So we are going to get only get better and better at this. And I just need to keep learning, and hence why I signed up for your membership for the next 12 months because that is the plan the next 12 months basically keep taking it up a notch.

STEVIE: Yeah, very, very exciting. Thank you Tegan, I think it’s really nice to chat with someone that is in there and doing it. And I think that there’s a lot of people that are listening to the podcast that will get a lot of value-added someone in a similar position to them will probably be a few months ago and are in the social media vortex spinning around and around. 

And I think probably the biggest takeaway for anyone listening is that you just have to get started, right. So this stuff doesn’t happen overnight. Unfortunately, social media isn’t as easy as it used to be. And you do need to set up the foundations a sales funnel, and you need to have your brand sorted, and you need to do all of the foundational work. But once you do that, you start to see sales and it becomes less time intensive instead of more time-intensive. So thank you very much. I very much appreciate it. And I know that everyone else feels as well. 

TEGAN: Thanks for your time Stevie. And it was such a great opportunity to be on the podcast. So thank you so much. And thank you for what you do, you are making a difference to my business and many other businesses. So thank you 

STEVIE: Thank you, love. I really appreciate that. How Can everyone find you if they want to? 

TEGAN: I’d love to connect with others. And you can probably best Find me on LinkedIn. So you could look up Tegan Studsor and my businesses you’ll find on Facebook and LinkedIn. So they are traffic force and AusQ training. But yeah, reach out and connect.

STEVIE: Awesome. Thanks, Tegan. 

TEGAN: Thanks, Stevie.

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