Pricing your sponsored tweets on Facebook is an active and moving target.  The first step is to understand that the number of “likes” you have has become an irrelevant way to price your sponsored posts.  Yes, you did hear me use this number in the past to set prices.  Like I said, pricing your sponsored tweets on Facebook is an active and moving target.  Today, most of my ad sales training clients are using a solid metric that I have observed working very well in markets across the nation. The metric is pretty simple, they are pricing based on total engagement of a post.  What does that mean?  After you post something on your Facebook page, users on FB do various things with your post.  They might “like” the post, share the post and even use your post to create their own story.  Each post is tracked in your Facebook Insights data portal.  There is a link below on how to get to that portal. Suffice it to say, it is not an easy find on Facebook.  

Looking for a way to drive sales over the next 48 hours?  Team Call Zones might be the answer. Recently a client shared with me that their sales reps lacked focus and seemed to wander around all day.   I immediately asked about daily call volume tracking and client tracking in their CRM tool. (CRM stands for customer relations management software.)  These tools where not in place and would not be in place for several weeks even if the ad sales manager liked the idea.  I shared with them an idea that I have seen work in markets big and small.  It has also worked in consumer and B2B markets.  

I wish I could say I was surprised when I go on an ad sales call with a client and they talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk so much? In most cases, it is bad training or fear. Fear of silence perhaps? Mostly fear of not knowing what the outcome of the meeting should be before the meeting begins. They just do not have a playbook to follow. It is sort of like placing 11 football players on the field and telling them to simply go out for a pass.  Every now and then you will score a point, but most of the time you get beat by a better team with a plan.   I preach a lot about having an ad sales process and holding meetings that win business.