Facebook old-timers [I’m looking at you Dennis, Barry and Jeremy!] remember when we got Facebook page likes for less than one cent apiece. Of course, that was before we all got cynical about the value of Facebook fans. Are they worthless? That’s another debate for another day- and my short opinion on that is that they are still valuable, but shouldn’t be your #1 priority.
Don’t worry- the post we’re going to talk about is below, but first…
See that chart of ads below? Cost per post engagement ZERO. That’s not an error. It says zero because it’s less than $0.01.
Now, I’m pretty excited about the Facebook posts I have that are getting three or four interactions per penny. And no, you don’t have to target a third world country to make that to happen. Not even the whole U.S. I’ve seen similar results targeting one U.S. city, and even one interest within one U.S. city.
The real upshot is that you absolutely must care what people like… you have to be ruthless in testing your Facebook posts. If you don’t know what that means, you probably aren’t even using the right paradigm for your digital marketing. Some people are just throwing darts randomly and not even looking where they hit.
When you find a highly engaging post- that means somewhere between 6-12% of people like it… now hold on a second… you are keeping track of what percentage of post viewers are liking your posts, aren’t you? Those who aren’t are still in Facebook posting kindergarten. Here’s another shocker- Facebook isn’t calculating that “engagement rate” percentage for you. You have to do it. It’s interactions divided by reach. The simple shorthand is likes divided by reach. Do it!
Anyway, when you find a highly engaging post, and it stays highly engaging when tens of thousand of people see it, then what? You’ve hacked your audience’s brain. You’ve plugged into pure affinity. You’ve found their limbic system buttons and you’re pressing them.
Sounds pretty cool, right?
Here’s an example of such a post…
First, everybody I show that post to laughs. Then I worry they’ve missed the point. It’s like when I’m trying to learn screenwriting by watching a great movie, and I forget and just experience the movie. That definitely was a good movie, because it made me forget to learn anything! The post above might make you forget to learn about Facebook marketing. So, keep your brain engaged.
In 65 days, I reached over 424,832 people and got 50,807 interactions for about $225, an average of $0.004 per interaction.
Do you think shares are awesome? Me too. And they only cost an average of 3 cents per share with this promoted post.
Now, my ads and posts aren’t all huge successes. That’s why I say you have to be ruthless about testing. You’re testing in search of the outlier, and that outlier is one post in 50… one ad in 10. Are you creating a lot of them? Are you testing enough different approaches? Are those tests informed by your understanding of your audience? If you’re not sure, check out Facebookize.
Another tip- I am opposed to creating editorial Facebook post calendars a month or two ahead of time. I think you should create one post per day. Why? Because in my experience, I only have a finite amount of creativity and insight at one time. If I create 30 posts right now, they won’t be as good as the 30 I create if I create one per day. If you’re watching your engagement rate every day from yesterday’s post, you’re smarter halfway through the month than you were at the beginning of them month, because you’re learning every day. Not to mention, you see a lot of things… you watch TV, see tons of social media, have conversations, dream at night, and your subconscious has more stuff to work with. Your day 15 post is smarter (and has a better chance of engaging more people) than the day 15 post by someone who created them all two weeks ago. Especially if they only spent a few hours making them, total. Stop doing Facebook editorial calendars.
The other thing is- those results are engagement only. You might also get a few page likes or website clicks. You can alter this some to get website clicks out of it. I find that they still only go as low as $0.30 or so. But at the same time, you’re getting those same supercheap likes, comments and shares. You have to play with the text and call to action in the post to find the ones that will get website clicks, because often, even when you’re trying, you get a BIG FAT ZERO website clicks.
You have to find a needle in the haystack, and you have to create the haystack. Maybe the needle too. I’m not sure I understand my own metaphor. My point is you have to come up with these amazing post ideas. And write the copy. And do the ad tests of format and targeting.
Brian Carter is a popular digital marketer and keynote speaker with Fortune 500 clients like NBC, Microsoft and Humana as well as small businesses who delivers motivational keynotes with practical takeaways based his ad agency’s 15 years of daily cutting-edge work driving awareness, leads and sales for their business clients. His agency, The Brian Carter Group, creates marketing that excites customers and increases brand visibility, sales and loyalty. Brian is a bestselling author you’ve probably seen on Bloomberg TV or in Inc, Entrepreneur, The Wall Street Journal or The New York Times. He has over 250,000 online fans and reaches over 3 million people per year.