We take those insights and we translate them into real ads, your targeting options, and kind of put it all together. Yeah guys so today I’ll share with you some of the things that will help you to make your advertising more profitable, more scalable, and basically a lot of the things that you know about the advertising, I’ll show you that those things can be done differently. And also if you have been struggling with inconsistency with your ad fatigue, things like that, so I’ll show you exactly how to overcome it. Creatives that serve and sell. How to increase your relevancy score through consumer psychology. Before we get started, a few words about me. My name is Alex Fedotov. I’m from Ukraine originally.
Ukraine is a country in Europe. Basically when I I started, you know I just graduated with zero prospects. There’s a lot of people. I haven’t studied you online marketing or Facebook advertising in school. I work from my couch in my parents’ apartment. I didn’t speak English, just few years ago had to learn it. And before I got into Facebook advertising before ecommerce, I had learned you know all sort of things like eBay, Amazon. Experimented, failed a lot. This is what I’m new in Facebook headquarters. A lot of the insights that I want to share with you are actually from from there. That’s my workplace back home. The room was very small so I didn’t have a place to put a table so I had to keep my laptop on the bed.
In the last few years, we started focusing on the Facebook advertising, on ecommerce. For example, last year we spent over $40 million on Facebook ads, mostly for ecommerce brands and some information products. Worked with some big clients like Under Armour, Lululemon, Keto Mojo and other small medium businesses. And we also run our own dropshipping projects, mostly fueling them down with Facebook advertising. Guys, how many of you can relate because I definitely been here before and still you know these are the things that Facebook advertisers, like how many of you advertise on Facebook? Oh yeah quite a lot. Inconsistency, inability to scale your ad spend profitably, ad fatigue every few days, and just like cannot seem to figure it out and scale hard right. That’s I think what a lot of people can relate to. Because you know I’m talking to a lot of advertisers in my community Facebook Ads Rockstars, and these are pretty much issues with majority of the advertisers. And I’ll show you how to make your Facebook ads great again. I’ll show you how to find the ideas for your ads that will make your ads much more profitable, and you’ll find out that it’s not about some magic like targeting, or some specific like bidding techniques, or anything like that.
It’s in reality, it’s much simpler than that. And it just comes down pretty much to creating good ads. And then I’ll show you exactly in tactical ways how to create those ads and specific tools that you can utilize to basically source the unlimited ideas for your *** ads. The five steps deep-dive audience research process you must you must do before launching your next ad. This is the first step that we do before we launch ads, and these are the main points. First, remember that great ads sell the product on their own.
And I’ll show you details what that means. Analyze what your competitors are doing. I’ll show you the tools to conduct the competitive research to know exactly how to position your product, how to position your ads, and how to find more ideas for your advertising. Then how to create customer avatars but not in a traditional way where it’s kind of very boring. I’ll show you how to go into details, how to go into very kind of deep psychological things that you can utilise for your avatars, and how to hit those pain points with your ads. Then I’ll show you how to adjust your ads targeting to the created avatars, and then I’ll show you how to adopt your ads based on different stages of the awareness ladder. These are the points that we’ll go through, and then well on each stage we’ll have specific tactical application, specific examples for each of these how we do it. First things first, so great ads sell on their own right.
Many of you have experienced that if you have good ads then you don’t actually need targeting. How many of you have experienced that? Few people have experienced that, so these are the examples. You see some of the assets. $75,000 spent on one ad set, no targeting, just pretty much just age and country, that’s it. No targeting, no magic, kind of we haven’t used software to dig some special interest that are you you know. There’s some people selling the software that allows you to dig some secret audiences that you can target. We haven’t done that. It still worked out. There was its top of the final cirrhosis*** only profitable sides above break-even point. Other one you can see here, also spent $24,000, $25,0000, $23,000, $18,000. This still asset budgeting optimisation still works well, and very open as you can see and it still works.
No interest, no even lookalikes, which is that Facebook optimised right. We just focused our attention from playing with all of these little things and obsessing about bidding, and how to raise this bid, and how to maybe this targeting option versus this targeting option, and narrowing we focused our attention to the creative too angles and the results will be just mind-blowing.
Automatic placement. I think Savannah was talking about this. Automatic placement just allows you to get more ads more scalable. Again here, no targeting traits results, just excluding obviously, we’re excluding people who have purchased. We don’t want to hear the same people with people who have already purchased with the same messaging obviously, but other than that, everything is very open. You can start with this right with analyzing your existing data right. You can go to creative reporting and find out about your best performing creatives.
If you already have data in your ads manager that could be a great starting point. You can see what creatives have resonated previously with your audience and what ads overall have been performing the best. This will give you kind of some initial indicators. What ads could be the most scalable for you moving forward, and also the ideas and the direction for your consequent ads. You have the your menu, you have your ads, you have your ads, you have your ad sets, you have your campaigns. Then the next one you have account overview and within that you can see the creative reporting, which basically pull out the information from your whole account and will give you this breakdown. You can see here with this account we’ve had this ad on top spend the most like spend $65,000 for example and had 3,200 purchases, and overall it’s totally called acquisition, so it had the ROAS of 2.05.
Another one had less sales but the same ROAS right. We kind of looking for ads that not only kind of did have the most volume but also the best kind of ROAS throughout all of the targeting options, throughout all of the access that we have been using. We identified these initial things that we see that they’re resonating with the audience. Like add library. You you go in there and you see what’s working for other people for your competition. If you know your competitors are advertising, you can see what ads are running right now, what kind of like promotions. This will give you a great idea of what’s working. *** to you can use it to identify like where your competitors are advertising, what kind of like ads are using, what type of creative they’re using. Even from this you can generate a lot of ideas, not exactly copy and paste what they do, but just to give you ideas on what you can do differently.
We are using ads by Adspy. It’s a paid tool but very good tool for research. You can you can sort by technology, can sort by ads, by the dates when the ads have been seen, and you can also sort by even URL. So what apps have been run by the specific URL even in the last two years right. You can see what kind of what changed over the time and what ads have worked for your for your competition. Here in this specific breakdown, you can see a company in Australia. You know they’re all selling pretty much similar products. This is a company that also sells similar product but differentiates their product. Obviously you can see they’re very similar in the way but also different in terms of how they position their product right.
That would allow you to pull that initial information and break down. After we’ve done that, we have accumulated this initial data. We have this library okay. This is what’s working right. This is what’s working in this is specific marketplace. Maybe if you pulled information from your data, okay so this was worked in the past for us, then we can also create the customer avatars. And we are very precise in our avatars. We figure out the name for this avatar right. In this case, we call our avatar Mary. We give her age, gender, family situation, her goals and values right. Her goals would be like walking two to three hours a day. But to have shoes for example.
She has a medical condition called neuropathy and she wants to have shoes that would allow her to walk without like any issues. Her values would be, when she buys products, would for quality service and support, and also running to warm up sick legs and feet. Initially just assumption right, but then I’ll show you how to validate these assumptions with data.o People that she follows approximately, occupation, what she does, whether she’s retired***, so all of this information. I’ll show you exactly how to find it in a very cost-efficient and fast way, and some of the objections that might stop her from purchasing. Her purchase process, thought process, for example, that she have to talk to someone before buying the product right. How she buys products typically right.
So those things that we kind of put all of this at the beginning. ***, a lot of insights, and then we we take those insights and we translate them into real ads, real targeting options, and put it all together. Challenges and pain points. Pretty much that’s kind of the core of it. The challenges of this avatar would be pain in all feet, because I mean she’s getting older, obviously she may be she had like a sitting job her whole life, so she has a pain. She long lasting shopping in malls, but she she cannot necessarily do it because she has pain. That’s how we analyze all of this, if wanna put it together, put all of these assumptions together. This is the easiest way that you can just gather all of these data and kind of like put it together. If you already have data in your Shopify and if you’re going like after specific knee issue, you’re focusing on a specific customer, then you only need to do is just find your five, ten, or even 50 most valuable clients, customers on Shopify, people that have spent the most, people that have purchased more than two times, because you want to optimise your business around your best customers, and then you would go to their Facebook page, and you would check what they post right.
If you don’t have that database of customers, all you need to do is a very simple hack. You can just go to your competitors’ business page and see what people have commented on their ads. I just purchased this, cannot wait. Just go and research those people. It’s very simple way to to find this data. You just go to their Facebook page, personal page, and just check what they post. You can identify their needs and problems.
Yyou can see what pages they like because you know most people have it open and openly available, like what pages they have liked. You can gather all of these information pretty much within 30 minutes. This information will give you like a lot of insights for targeting options. This information will give you a lot of insights about their psychological profile, whether you know maybe these people are conservative or they’re very political or they’re very like religious, so all of those things will give you a base for your advertising and for creating good ads. Check Amazon reviews of similar products or if you have like Amazon, you’re like a dropshipper, you check your competitors’ reviews.
Those just show the main angles that you can use to sell the products. And you would want to check both positive and negative reviews, because negative reviews when people post negative reviews, these are very emotional things right. When people post, they put a lot of effort into it, especially those details, longer reviews right. Basically that’s kind of the framework. You can utilise those negative points to just tackle them directly in your ads from the start. Another tool that you can use is called review index. This tool allows you to pull the data from Amazon, and you can see it has the major bullet points. Again for example, for this product, but it’s still definitely worse, all five stars from the price, and bill quarter, the quality for the price is amazing, good materials, plot price, quality. This product in particular, markets range where it’s like cheap, and for that price it’s good. This tool is *** review index, so then it can decide whether you want to position your price also, as price value, of a good ratio of price value, or you want to just differentiate from that, and you want to position your product as more premium.
Like this will whole like process will give you a lot better understanding of your advertising, and then once you go through this process again, like one two times, then you can just just outsource it. You can just give it to your virtual assistant, and then at the end like you just have a file with lots and lots of insight, and a lot of possible angles to sell your products. How to transform these avatars into targeting options. First of all, pain points for example, we have this assumption that for example this lady Mary, she cannot work for a long time in malls because she has a pain fit. These are some of the targeting options we can use to start with, like online shopping, engage shoppers right.
For example, it has discomfort from while walking and old feet***, like a retirement home pension, old age, these things that we can potentially target. Sources of information like books and magazines. The magazines that we assume at the beginning obviously everything has to be tested, but we assume that she follows this person. And also, we have gathered that data from our research right. That’s kind of where it all comes together. So objections right. For example if we’re aiming for lower price mass-market, then we can target discount shops, the deal of the day, coupon, you know like Groupon, those kind of things. Then you would want to look for broad interests. This will help us scale with ease without changing targeting, like big audiences ideally, 5, 10 million plus. We want to test one interest per ad set because if you stacked many of them in one, then it’s hard to know what exactly works and what doesn’t, and that created based on this avatar. That’s where like it all comes together. This is you know how it all comes together.
Hundreds of people love our shoes, and then bullet points. Wear them after like foot surgery, prevent blisters, every major thing that we have researched , is outlined here. Obviously it has to be you know compliant with policies. it cannot be too aggressive, so we adjusted it to be softer in that respect. Then we have shoes on the image. We have the person avatars, approximate age that we assume that person is. We have the testimonial. We combine all these elements in one ad. Another same age, woman’s approval right, so kind of like people relate to people. There’s *** smiling lady right in the ad. Then emphasis on comfort, we mentioned that you can wear them without having pain in your feet.
The product itself is clearly seen, bright colorful image. So that’s it, this is just the image and this is one of the best performing ads. After you have that, you have all of this kind of like initial base, you can also identify what kind of a stage of awareness your market is, like who you want to reach right. For example, this is from Eugene Schwartz, the legendary marketer. The biggest market is people unaware, so there are people that are unaware that they have feet problem right. They don’t know, it doesn’t hurt, so it’s fine. When it starts to hurt, their problem, so my feet hurt, I have no idea what it is, how to fix it. Then there are people that are very solution. Someone told you, okay so there are shoes that pretty much like you can wear them and your pain just eliminate it. That’s type of people. And obviously the more you go you know by this awareness, then you know your market becomes smaller, so there are less people that know that there are shoes that are can eliminate the pain, then there are people that just know they have pain right.
So the bigger the market is, obviously the more potential there is to advertise and to scale your advertising. But also you would have to do a better job in educating people. So product aware. For example, people would know your brand and all you would need to do is just to have that give them the good price. For example, people would be on your website but maybe price was too high so then you would just hit them with retargeting, and there are most of people they already bought from you so you just have like a simple offer deal, new product.
You wouldn’t have to convince them a lot. Back to Mary, she’s been a very active all her life. And we pull the stats, 69% of American retirees *** jogging right. Most likely they have the problem and we identified that 77% of American pensioners, they complain of leg pain. Identified these data points that actually support our assumptions. And then Mary’s looking for possible solution on her favorite medical websites. And then we identified that over 3 million Americans have had lack surgery for the last five years. All of these data you can just google it. You can identify it and find it within five minutes. When you identify that you know that 82% of American retirees are active Facebook users right, so it’s also freely available data that will take you like five minutes to research. These are the major things we have built this base, and you can do this for any product. Whatever the product is, you can just build it.
You know this was in few hours, and again once you do it once or twice, you’ll have better understanding of your customers to be able to create better angles, better ads, and also you’ll be able to pass it to your media buyer. I’ll show you exactly how to do it. Seven powerful psychological angles that can sell your product. First one is pain point. When you’re focusing on pain point, so for example, this ad said don’t get the dreaded snowfall of dandruff on your shirts right.
It’s kind of identifying the pain point exactly in the ad. And then explaining how this solution helps. Then another one here, feeling your elephant in your boring old work shirt? Again pain point. People might not feel very confident when they are wearing shirts. Shows the problem, shows the solution in one ad, in one pretty much in one creative. Another one here from Snow. We turn yellow teeth into pearly whites. Very simple, easy to understand. Another one here. Save time. Just the timeline of the ads. Would have to be careful with Facebook policies, but sometimes it you know flies by. Again Bonobos. Imagine a work pant that fits so well you own one for every day of the week. Saving time because you just buy ten of those and just you know don’t think about closing.
Another one here, ten minutes to white your teeth on a daily basis. One in lifetime. These are simple. This is typical dropshipping offer like 50% off, 30% off, 75% off. These are very simple. Emotional connection. We’re using people and especially people that are looking directly at you when you are scrolling. You’ll see most of the successful ads, they have people in them. They tell the story. This one tells the story of the founder of the company. Here it’s like using influencers combined with paid advertising and also showing the results like all in one app, so this one is very powerful. Social proof. Before and after you would have to be careful with it, but sometimes we get it approved. Basically just showing the results and showing how many people have had used the product, so it shows the effectiveness of it. Another one here shows the influencer again. Social proof, 500,000 happy customers and 16,000 five-star reviews. These are very simple things.
You can just implement it very like fast way. Very simple ingredients you’ve heard of, quality natural ingredients. It’s not quantum physics just a better way to make pants. Simplicity here. You sit at home, you watch the Wendy show, you whiten in your teeth. Very simple to use the product, so you eliminate all of the possible objections from our initial research right. Again it comes down to that initial research, comes down to that avatar, and then we’re just hitting all of those points. This is the whole Facebook advertising thing. Great. Some reviews from satisfied BeardBrand customers. You basically eliminate the risk and shows that you there are a lot of people that have tried the product before. You’re not the first. You don’t risk anything. Other one here, free shipping and returns. This one you know get the results or go 100% they’ll refund you. No risks. This is the accelerated creative testing process to validate scalable credits with Facebook ads.
Because you can only sell the creative that’s you know scalable. You can only scale angles that are scalable. Once you’ve identified that, you can scale them. These are the best practices. For these, just works for most cases obviously. There are a lot of different placements, a lot of platforms. You can customise your sizes, you can customize the creative itself, but this will work for like 90% of the time. Product or person using the products shown vividly right. You can utilise, either show the product or you can show the person using the product. You can have the concise ad copy up to 280 characters, just few, main pain points. Then use mobile compatible formats, so it’s either one-to-one or four by five videos. Videos are short and can be watched with sound off, so the captions would identify this main bullet points that have came from initial research. Again it just comes down to back to that research.
Just comes again and again and you are just repurposing it. Put your unique selling point in the headline and then use faces whenever possible, because Facebook can identify whether there is a person smiling in that, and Facebook gives you higher relevancy score. That’s very simple way to have higher relevancy score. Do not just run one task with the creative. We would have four or five different ad sets with the same creatives to make sure that you know we’re excluding outliers, because one creative might work with one audience but not necessarily with others.
We’re looking for creatives that can be scaled with multiple audiences. Then run a parallel PPE*** campaign with same apps . We just copied the post ID, drop them into PEI campaign, and run them to accumulate the social proof, lower the CPM, and get more proof on your ads. And then again, that’s where I think a lot of people are overspending because if your ads are not good they’re not scalable right. There is no point of spending more on them. They’ll not get better. You spend like 50 to 100 dollars, if your keep your eyes are very poor, and I’ll show you exactly what keep you guys we are aiming for. Like personally you just kill them and try new variations. Then you haven’t cracked it yet if they’re if they’re getting you good results and good ROAS. These are the metrics I watch out for so click the link unique over three percent.
This is not the case with all products but like most of the products that we see a lot of traction with, and we are able to scale $200 to $500,000 per month, $1 million per month in ad spend. These are the metrics so click the *** link unique over 3% and then CPC link unique less than $1, an average watch time of 10 seconds plus. That’s ideal right if you have a video that would be a long watch time because again, Facebook will give you the preference if your videos are watched for a long time.
These are some of the stats here. You can see the click-through rate here, 7% 784 % cost per unique link click, one dollar and five cents. Casper** link is a bit on the higher side but click-through rate is where it needs to be. Now here’s the key studies. Basically how we created like profitable campaign from zero using this process. We had a data in that account, no not in this ad account, but we had data from other ad accounts and we’ve had some insights but pretty much went through the same process. We used spy tools to identify what working left in the past. Pretty much we went through the same process that I just showed you. That’s what’s our goal here, getting to $5,000 today, spanning 30 days. ROAS needed to be 1.8 and it was burned** new account.
Testing ads. We’re starting with basically four adds, different targeting options for these, four different avatars outlining this benefits of the product, and targeting these avatars. We test both ABO and CBO. ABO is good for testing you know. We still use it and almost people switch to CBO and that will be mandatory. But we’re still having good results with ABO. In the middle of the day, we launched retargeting campaigns. We already got the good data on the dig**, so we want to retarget those people. Then we calibrating campaigns, so getting it to $1,300 a day. Creating and we’re scaling new CBOs. And then we also add new ads to refresh the content. We scale old successful campaigns and we duplicate them with bigger budget, 30 to 50% more than the original one.
And then we also increase the spent on the middle and bottom of the funnel, because we’re getting more people into a funnel, so we want to retarget them, because the returns there on the bottom are good. When testing new ads, we start with different variations. Do not be afraid to be spend money on testing because one good creative can make you a lot of money.
We find one two copies of winning ads, and if you haven’t found those good ads with good ROAS, it just you haven’t tracked it yet. These are not scalable. Don’t don’t put more money into them, just basically task your ads, and find your winners. These are the ads that have performed the best. To the ROAS here. This one is just throughout most of the ads, it just performed the best. And then we create new copies similar to your winners. There’s training that same concept as you can see here right, we just change the dog here and that’s it. Then farther scaling. Was going into $2,700 today. We continue to create new CBOs with successful tests inside.
We’re duplicating the best campaigns, doubling the budget. And we test also new targeting options and new ads on lower budgets with ABO. And we also set automatic rules to turn off bad ads as quickly as possible if they’re not working. And then day 25 we were reaching the goal $5,000 a day. We identified like three four ads. We’re scaling those. We’re putting basically the most money into ads that have proven to work the best and just scaling that way with big audiences of at least 10 million people. These are the stats. We spent $111,000, generated $235k**. We hit our KPI goals. How to find, train, and manage head buyers and creative geniuses to replicate this process? First thing is look for people with a mindset and skill that are different than yours.
If you can find people for example, if you are very creative, you need to find more analytical person. Ideally that person would have both analytical and creative side. Then great media buyers that can adapt to any product. That’s what I found. Whatever the product, the person can figure out the process, and especially if they do this research at the beginning. Create checklists to follow up all of the main tasks. If you do it more than once, then just document it and have it done. For example, this process you can just document it and have it done like every single time for every product that you do. Loom** is a time saver. If you’re using Loom, will allow you to basically create these tutorials and fast explanations for the products. Do not only measure their immediate results. If you see the good attitude from media buyers and had their keep learning also you know the beginnings are not as successful, just give them more time, because if they have the good attitude, if they have the passion, just give them more time.
Typically it takes at least 3 to 6 months to to train a media buyer properly. and oftentimes it’s even more. Provide them all the training and all resources and ***, buy them training or just dedicate your own time to pass that experience. Look for obsessive freaks. Look for people that watch other people’s ads. Working 7 days a week. That’s what we hire only. We don’t hire people that work eight hours a day. We hire people that work 12 hours a day and love it. Create new tasks and challenges for them. Just take away that boring stuff from them that repetitive tasks, and give them something new, some new projects where they have to explore new things. Motivate them use appropriate rewards.
Obviously you have to pay them properly and the best compensation structure I found, is give them the base pay, which would cover their main expenses, but then also give them the bonuses right. If they perform and hit the KPIs that you have with them. To wrap it up, with right attitude and correct approach, everyone can scale their Facebook ad campaigns. Great ads sell on themselves. If you do this process properly, you will be able to find this ad that are scalable.
Utilise human psychology in your creatives and copies. It’s pretty much comes down to that initial research. Do not do everything yourself. Gather a team of motivated media buyers. Once you’ve figured it out and pass it to them. You can find these slides here, if you want to, AlexFedotov.com/1. You can go just here to download. We have also some slides for you and basically the things that you can download, to know the things how we operate in our agency. Ready for some Q&A? Yeah boom alright. When creating avatars it’s a lot of guessing too isn’t it? You can’t just say she likes to walk her dog at 5 p.m.
On Sundays etc. It’s a bit of a stretch. No it’s a weird question. Good question. I’m trying to structure it better for you. How would you answer that? Definitely at the beginning its assumption right, and you test that assumption. For example, you know initially if you work with some market, and if for example if you have some initial customers, that becomes easy, because you can just talk to your customers right. Then what I just showed is you can go to your customers pages. You can go even like on their Instagram pages and see what they do. They said they have photos walking with their dogs 5 a.m. in the morning. It’s assumption but also it can be validated assumption if you do this research prior to launching your ads. Okay very good, also that was a great question. I just read it weird. You’re great, love you. How do you find competitor ads? You just know your competitor. For example, if you don’t know who’s selling similar product as you, you can search the the keywords with Adspy for example, and you can find the companies that are advertising, selling similar products.
If you know your competitors websites, you just put the URL of your competitors website into Adspy and you see all of their ads. You like to use Adspy? It’s like you’re winning paid tool? I love Adspy. I use it everyday. Greatest. Out of all the seven psychological angles, what works best and why? I like this. I like this from the copywriting standpoint point to this. This one is good I think. Social proof and emotional connection I think that one. And pain obviously. The pain is good obviously. You know you cannot be too aggressive with it, especially health, swells**, beauty. You have to find your balance so if you cannot be aggressive with pain, like for example, do you have like a back pain you cannot say that. Can show you a person so I had some, it wasn’t comfortable for me to walk because of my back. I tried this product and boom. You have to be creative with that because obviously you cannot be too aggressive. Right exactly. That’s a really good answer. What does the training look like for someone who you will train from scratch? There we go.
First they’ll work with me. I’ll let them observe how I operate and I’ll go through this process myself right so they can see how I do it. And then I’ll let them do it themselves. I’ll see what they do right, what they do wrong. I’ll give them feedback. They’ll adjust. We’ll do it again.
I’ll give them feedback again. Would you agree that it’s easier to train someone from scratch like knowing nothing so you can teach them the right way the first time rather than like break down bad habits? In our space I found that’s the case yeah. Just people with the right attitude, people who initially have the proper attitude, who are passionate about this right. They may not even be passionate, they just have the good work ethic. They can dedicate the time to it and then you just train them to your own liking. Exactly, that’s great. At the Facebook headquarters, did you learn from developers or top managers? I mean most of them, most of the people we probably communicate with Facebook ***, most of them don’t have a lot of valuable information.
But there have been some people, for example the person who’s responsible for the algorithm, the optimisation, that kind of person. Shared a lot of the insights. Also the person who’s in charge of ad disapprovals, this kind of process. He shared a lot of the things about the whole ad approval process, how it works. First it goes to the automation, then if it passes it passes, if it doesn’t pass, there is a human review, so kind of like all of these insights directly from the source pretty much. Very good. We’ll have a couple more questions here. So with Facebook banning accounts for the slightest mistakes, how do you ensure that the interns churn out good copies? Is a good copy. It’s basically compliant copy. You would have to put the time to check it and give them feedback. Initially it’s hard, even I sometimes do ads that get disapproved. I get accounts shut down. But you know you would have to verify it by yourself.
Yeah and it comes back to what you were talking about like training from the ground up. Yeah your do’s and don’ts. Absolutely, because then you have to retrain them, which takes even more time because they already have the you know their own kind of type of thinking. Exactly. This is a good one. How many customer advertorials do you make per product? Three to four. Three to four? Yeah so like three to four. You want to find the main, the core right. If you already have the data, it’s easy to, like okay so these are the most valuable customer, I’ll just research them. But initially, maybe these are 25 to 34, and obviously you have to talk differently to those people. They might have different objections and pain points. Then people let’s say 45 to 65. Depending on your initial process, from your initial research, you know the people, the avatars that you have gathered, like three to four. Very good. Well awesome. Well give it up one more time for Mr. Alexandr Fedotov..
