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Measuring automation performance and following up with Facebook leads

Recording of Office Hours hosted by Chris Davis on February 23, 2018.

Topics covered in this session:

  • A follow-up sequence for gym owners
  • How to measure the effectiveness of your automations
  • How to follow up with Facebook leads

Transcript

Chris Davis: All right. So we’re ready to go. Let me just pull up my account here to show you all the new nav if you haven’t seen it. There we go. Okay. So what we’ll do is here, I’m coming to you, Joe. I’m giving you access here. All right, Joe. Let me unmute you. Joe, [00:00:30] good to meet you. How are you doing?

Joe: Good, how are you doing? Nice to meet you too, Chris.

Chris Davis: Yes, good. No complaints.

Joe: All right, so, well this just took over where I had my Evernote so let me minimize this really quick here. So yeah, my main question is, I’m trying to figure out what makes more sense in terms of tracking the conversions at certain stages.

Chris Davis: Okay.

Joe: The way that I’ve kind of broken it up is I’m looking at a 12 week new member on-boarding sequences. I’m doing this for gyms, so [00:01:00] it’s more like a brick and mortar business but I’m using this to help onboard people. I’m splitting into distinct stages. That 12 weeks is going to be split up, essentially, into two week increments with the specific goal of each of those stages. Now here’s where I’m a little bit stuck, is at the member level, I want them just to experience seamless, all the way through, because it’s going to be kind of embedded into a weekly tips and tricks email with some calls [00:01:30] to action throughout that.

So they’re going to experience it as just like a seamless 12 week nurture campaign, but obviously I want the goals to be measured in those kind of discrete chunks. Where I’m a little bit stuck is the way I’ve tried to figure out the goals, it seems like it most always, once that goal’s achieved, pulls them down into that part of the sequence.

Chris Davis: Yeah.

Joe: So if I have, just to give you an idea of what this looks like, let’s say email number one goes [00:02:00] out and that has a call to action for them to schedule an appointment with us. Now, if they don’t schedule that appointment, I’m going to have it checked to see if that tag was applied from scheduling it. I’ve got that set up through Zapier in the scheduling tool. If they don’t schedule it then I want a text message to go out a few days later, and if they still haven’t scheduled it, then what I have is I have it set up as a conditional content block in the second email, excuse me, then popup for a [00:02:30] little call to action at the top of that second email.

Now if they have already scheduled it, then I don’t want that text message to go out and I don’t want that conditional block on the next email, but I still want them to get that second email, just there just won’t be a call to action in it. Does that make sense?

Chris Davis: I see what you’re saying. So regardless if they schedule or not, you want the second email to go out.

Joe: Yeah, it will just not have a call to action. It will just be tips and tricks and that’s it. So email one and email number two, [00:03:00] I want them to get both of them no matter what. But I still want to be able to track if they actually achieve the goal, which was the call to action email one, or it could be the call to action in the text message if they didn’t convert through the first email, or it could be that they convert through the second email call to action. So it’s a little bit confusing but do you kind of see the philosophy there?

Chris Davis: Yeah, you want to measure conversions but you don’t want them to skip.

Joe: Yes.

Chris Davis: Right?

Joe: Yeah.

Chris Davis: Essentially-

Joe: So the first one I had set it up as a goal and I [00:03:30] realized, “Well shit, I don’t want them to skip.” So in the subsequent ones I set it up as just a conversion event, and I don’t know if that works fine, too. I think I saw in one of the help documents that to register a conversion, you have to have, was it the professional level or something because it’s an attribute?

Chris Davis: Right, exactly, exactly.

Joe: So I don’t know if that’s … Because I don’t necessarily need my clubs to have that top level of ActiveCampaign but I do want to be able to track that people are actually following through [00:04:00] on this. I mean, I could, maybe there’s a weird way I could do it just through looking at tags, but-

Chris Davis: Here’s what I’m thinking. Here’s what I’m thinking, Joe. For you, it’s not as clean. I like this, if we go to automations. I like seeing … Where am I? There. I like seeing this, right?

Joe: Am I supposed to be seeing something right now because I can’t?

Chris Davis: Oops, let me make sure I’m sharing my screen. [00:04:30] New share. Okay. Can you see it on your end now?

Joe: I can’t but it looks like maybe Philip [00:04:42] says he can see it. So maybe it’s because my screen is shared that it’s not showing me something?

Chris Davis: Okay. Okay. All right. Everybody sees it. You may have to click-

Joe: I’ve got it now. I’ve got, I’m sorry.

Chris Davis: Okay. You got it, great.

Joe: I just had to split my screen up since it put me on this one. I can see it now.

Chris Davis: Yep, no problem. So I like seeing this, right? I like being able to go and just see 39%-

Joe: Exactly, [00:05:00] yeah

Chris Davis: … people achieved the goal. Here’s what you may have to do. You may have to remove the goal and since you don’t want them to jump, and this is what you may have to do is just view the contacts. These are all of the people that entered the automation, right? So I know that is 12, and then go to here to tags, and then see how many of those people have that specific tag.

Joe: Now what happens when somebody moves through that automation? Because regardless on if they [00:05:30] convert or not, they’re then going to move onto the next stage, which has a different goal. So is this only going to show me the people that are in that automation at that given time that I run the report? Or anyone who has at any point gone through it?

Chris Davis: Right. Anyone at anytime that has gone through. It’s going to tell you … You’re going to see the effectiveness of this automation over time.

Joe: And that’s without even triggering a conversion event or anything?

Chris Davis: Right, right. Without triggering a conversion event, because your call [00:06:00] to action is schedule, and that feedback that a schedule has been made or an appointment has been made is the tag.

Joe: Yeah, right.

Chris Davis: So you want, essentially what you’re saying is, “Out of all the people that come through this automation, how many of them reached the intended goal to schedule time?”

Joe: Mm-hmm (affirmative).

Chris Davis: And that’s what … So you’ll have a tag that’s like Scheduled. So you can go in here at any point, and you could do it by week if you want to. I know people who do this by week. They just have someone on their team. Every Friday [00:06:30] they come in and say, “Hey, how many people were in … ” They just keep a running spreadsheet, right? How many people are in here? How many people achieved the goal? And then they can see the deltas from the week prior and just track it that way. But it’s not, like I said, it’s not as beautiful as just being able to see that conversion rate, and there’s some mathematics you have to do but like I said, if you were to do this in a spreadsheet, it would be like a minute or two [crosstalk 00:06:56].

But yeah, you would go in here and of course it’s going to say all tags. This is going to tell you [00:07:00] everybody who’s ever entered the automation. So 12 people have entered the automation. Then I could say, “Hey, out of those 12 people, who actually has scheduled time?” Well, there’s 7. So 7 of 12 is a little over 50%, probably like 53% or 56%, and then I know, right there.

Joe: Got you. Okay. So, that’s not too bad. So even-

Chris Davis: With that, you would break your automations up, Joe, too. So it’s not one big automation with all your goals.

Joe: Oh, no. I got seven modules with only one [crosstalk 00:07:27]

Chris Davis: I love it.

Joe: Yeah.

Chris Davis: I love it. Good job, Joe. [00:07:30] Good.

Joe: So even if the tags, even if whatever trigger initially put them into this automation, whether it was a tag or whatnot, any of that could be removed and this is literally just a tally of anyone at any time who entered that automation, even if they’ve completed it and they’re removed from it since then?

Chris Davis: Right, right. [crosstalk 00:07:50]

Joe: Got you. That’s perfect then.

Chris Davis: Yeah, exactly.

Joe: Awesome. And then just a really quick question here, when you set [00:08:00] the conditional if-then logic, like, “Wait a day, see if they have this tag,” and then I can split them in different … If you wanted it to … I mean I guess there’s no realtime update for an event, but if I wanted it to check daily, then would I basically have to set it up like, “Check if this tag was applied, if-then whatever, split it up.” Wait one day, check again. Wait one day, check again. So is that how I would set it up if I wanted it to be a little bit more time sensitive?

Chris Davis: What you’re saying is, [00:08:30] even though they could take the action at any time, you don’t necessarily want them to proceed the moment that they take the action.

Joe: I mean if I could … This is kind of the goal, is let’s say I have this scheduling thing setup where as soon as they schedule that event it’s going to apply that tag to them, but then I also want some other actions to happen that don’t interfere with that second email that’s going to go out regardless. But I want to be able to trigger that in real time, so for example if I’m going to have … This might not [00:09:00] make sense with the scheduling one, but in a different one if I was going to have it trigger one of the staff to give them a call. Obviously I don’t want them to necessarily submit their information and then it doesn’t register that until three or four days later, because then it’s delaying the staff call. So ideally, the sooner they would be able to, closer to real-time, that I would be able to have that trigger another action, the better. In some cases obviously if I have a Zapier integration or something that can push that out in real-time, then that can work. I just [00:09:30] didn’t know in terms of searching for a change within an ActiveCampaign trigger, if there’s anything that’s a little more real-time, other than essentially setting the condition, wait a day, setting the condition, wait a day, if they just constantly search for it.

Chris Davis: Yeah, let me do this. Schedule time. I’m just going to … this is not your flow but you’ll get it. We’ll have one email that’s asking for them to schedule time. What I will say is I would structure [00:10:00] it like this. I’d got for wait-until, and then I would use a tag and your schedule tag. So now at this point they’re going to wait here until they’ve scheduled, right? But then I’m going to add a limit for up to on day.

Joe: Okay, got you. So-

Chris Davis: So they can proceed. If they do it before one day, they’ll go, right?

Joe: Yeah.

Chris Davis: So the only other thing that you need to do at this [00:10:30] point is you need to add an if-else. This if-else, it’s your way of determining, how did you get to me? Did get to my if-else by scheduling before a day? Or did a day pass and you scheduled? That’s what this is for.

Joe: Got you.

Chris Davis: Because if they have the tag that means they scheduled. If they don’t have the tag and they hit this if-else, that means a day transpired.

Joe: Got you. Okay.

Chris Davis: So now like you said, [00:11:00] if they schedule they will immediately go here down the yes, and here’s where you could have it to where they notify someone on your team.

Joe: Got you.

Chris Davis: Right? Otherwise they’ll just continue to go down after a day, right here will be email number two that they get. You could do the same wait-until and let them proceed. In fact let me show you this, you’ve got me going Joe early [crosstalk 00:11:26]

Joe: That’s good. I don’t want to eat up too much of your time, I know there’s other people on the call through, [00:11:30] so I appreciate it.

Chris Davis: [crosstalk 00:11:31] No problem. It was great meeting you Joe.

Joe: Yeah, you too.

Chris Davis: Let me see here, and then you could do this, Joe. I’m just going to copy this, why build it again? Copy. And if this one, wait-until, and then I’ll go down here, copy that too. And if I had, like I said this is my yes path, and this yes path if you think about it is true [00:12:00] for all of them. I mean it’s true for all of the email, you want them to go down.
I could do something like this. This won’t take long, I promise. First name. Just scheduled, right? Here’s some important information. I don’t know, you’ll probably want to put their phone number in there, right?

Joe: Yeah.

Chris Davis: [inaudible 00:12:29] [00:12:30] and then I would just put their phone, all right, and then hit okay. So you want them to get this on both of these yes paths, so I would do is I’d combine them, right after this one, send them up there. Oops. Does that make sense?

Joe: Yeah, when you do it. You make it look so damn easy Chris. I’m still learning man. I’m new to all this, but that’s awesome.

Chris Davis: No, this was really good because you were able to explain exactly what you were trying to do. [00:13:00] That puts me in a position to really be able to help quicker. However they enter in, they get the email. If they schedule time, they’ll go down here and notify somebody, and whatever else you want to happen after they schedule time.

If not, they’ll go down the no path and get the second mail. And then at the point that they schedule, they’ll go down the same path they would have went down if they schedule with the first email. And then you [crosstalk 00:13:25]

Joe: Got you.

Chris Davis: Again that way. This will do exactly what you need it to do.

Joe: [00:13:30] Now, can you send that me so I don’t just like screenshot here or something? Is that possible?

Chris Davis: Yeah, I’m going to send it to you Joe.

Joe: It just took you 60 seconds, I’d probably fumble my way for another two hours trying to do what you just did there.

Chris Davis: Yes. Let me send this to you. I’m going to send you the share link Joe, and just know, when I send you this link just click on new automation right here, import.

Joe: Perfect.

Chris Davis: It will pull it in just as-is. Joe.

Joe: Awesome. [00:14:00] Yeah, there’s a couple people in the chat, I think someone else was interested in that automation too.

Chris Davis: Okay. Yeah, great, great. I’m going to post it in the chat everybody so you all have it. This is called the Joe Schedule automation.

Joe: That’s right, the Joe Schedule Special.

Chris Davis: There it is, I’m calling it, Joe Schedule Special. There we go. It is in the chat everybody. Thanks Joe. I appreciate it man.

Joe: No, thank you man. That’s awesome. That makes it a lot easier on [00:14:30] me. Cool. All right, everybody else gets a chance now, so I’m going to back off. Thanks very much. I appreciate it man.

Chris Davis: Yeah, no problem. Great meeting you again Joe.

Joe: All right, you too.

Chris Davis: All right, that was fun. That was fun everybody. Philip, I am … Keneesha, let me answer yours, then Philip I’m coming to you, then Jillian I have yours. Let me just make sure I didn’t miss anything in the chat. Yes Keneesha, it’s in there. [00:15:00] You’re very welcome. Hey Jillian, I’m glad you enjoyed that.

So, you know what, honestly I guess sometimes I build automation so much that, it is kind of fun watching them built out, just seeing that process. So Keneesha, let me get to yours, and make sure I’m saying your name right Keneesha. I just assume that’s how you say it. Keneesha, did [00:15:30] I spell it right? E-E, yes.

All right. Can you review the best way to analyze performance of automations and … Wow, this is similar to yours Joe. The best way to analyze performance of automations and campaigns. Okay, great. I’m saying it right too, thank you.

Keneesha, you know what I’ll do, I’ll give you three primary ways to [00:16:00] do it. The first and foremost would be with goals. If you can use goals, I like to use goals as much as possible because you get this number right here that’s nice and clean. That’s the first way that I will say analyze the performance of an automation.

The second will be kind of like what I showed Joe, is because sometimes this number, let me tell you that this number [00:16:30] doesn’t filter out people who have gone through more than once. So that’s kind of like an asterisk by this number. It’s not smart enough to say, “Hey, you’re the same person. Don’t count you as a conversion.” Because some people want that to happen, so it’s practically impossible to code for every situation. Just know, this number takes into account …

Keneesha, let’s say you were testing this and you went into your automation three times and you converted [00:17:00] every time, and then one other person went through and converted once. It would say, out of the four people that have gone through, three have converted, even though it’s all you. So it will give you a 75% conversion rate when really it’s 50%. So just keep that in mind, but that’s the first, easiest way. It still gives you a barometer of how you’re doing.

When you’re setting your goals up everybody, when you’re using goals to measure the performance of [00:17:30] an automation, I recommend … Because as you all know, test your automations first. So you’re going to run through and test your automation and you’re going to show as a goal, once you know your automation is working then I would do this. I would duplicate it. Copy it and make that the live version for people to come through. Because like I said, you just don’t want to muddy your data with you testing it, because like I said this is going to treat all [00:18:00] people who have gone through this automation. It doesn’t care if it was a test email or not. That’s a little caveat there.

But yeah, use a goal for the first one. The second one is just like what we showed with Joe. You can say, “Hey, out of all of the people that have entered this automation, how many of them were customers? How many of them actually did what I ask them to do?” Maybe that’s applying a tag or something like that. That’s the second way.

[00:18:30] And then the third way, and let me … I wish I had an automation that had more emails. But another way is if you click here, Keneesha, and hit view emails, you’ll be able to see the performance of your emails from a snapshot, how they work. What you all should expect to see, let’s say you have a six email follow up sequence, so there were a list of six emails, it should look like inverted stair steps.

The first [00:19:00] email should be at its highest, the second email would be a little lower, the next one would be a little lower, and lower and lower. This is not an official term but I’m making up this term, but it’s the law of email engagement. The law email engagement states that a person’s potential to engage with email is at its highest when they first opt-in, and over time it tapers off.

That’s why we would see these open rates slowly [00:19:30] fade off. A lot of people think like, “Why is my open rate falling? What am I doing wrong?” You’re not doing anything wrong. Time, you’re working against time. Your value perceived for your audience is being deteriorated by time. Time is the enemy. So what was exciting for them today may not be as exciting tomorrow. That’s how email engagement [00:20:00] tapers off like that.

But what this Keneesha, what if, since I know that, since I know that email engagement is going to taper off a bit, what if you see your third email is bumped up? The third email is like at 90%, like your first email. Well, you know that there’s a winner right there. It’s either your subject line, or it’s either what you … you know, like pretty much it will be subject line if it says it opens, but it’s you’ve [00:20:30] done a good job with your first and second email to build up anticipation and that third email is just crushing it.

That’s another way that I would recommend measuring the performance of your automation, is by looking at the emails and seeing how they’re performing at an open rate perspective. Now, those are the three basic ones. I would make sure that you’re leveraging those before you go to next two that I’m going to tell you about, okay?

I should have said five, [00:21:00] right? I’ve got three basic, two advanced. The first advanced is this. Let me see what Philip says. Philip‘s onto my second advanced, my second advanced methodology. But the first one is … where is it? Conversions.

You see these? Joe was talking about this too. You have to be on a professional plan to have these conversions, or essentially when someone visits [00:21:30] a web page, a particular web page. So let’s say you have a checkout page, and when someone purchases they go to Keneeshahudson.com/thank you. I would set that up as a conversion. Triggers, I would say they’ve visited that URL, right? Because that means they’ve converted in a sense.

[00:22:00] Now what you can do is in automations, I’m kind of jumping around here, but in automations you can add a conversion point. It will display just like here, where you see the goal is achieved. If I go into there, it will also tell me how many conversions were achieved. So I go to conditions and workflows, and is it contacts? Convert, right here. Let’s [00:22:30] just say I added it here.

See that? It’s going to ask me to select which one. I do that, and now this is at this point, let’s say I had an if-else in here that said they bought or they had the customer tag, it would trigger this conversion and then I will be able to see the percentage, my total conversions right here. But I can see it in my goals reporting. [00:23:00] Where is my goals reporting? There we go.

I should be able to see it here. These are my goals. I don’t have any conversions. I have 10 conversions, they should show. I have to figure out where the conversion show. But just in case you didn’t know, this is where the goals work. That’s the first advanced way.

The second advanced way, all right everybody just bear … Okay. [00:23:30] I’m going to go a little deep for a second. Philip brings up a great question. Philip says, “Relative to this … ” Let me delete this. “Relative to this strategy,” where I said, “Hey, 12 people entered and of those 12 people seven scheduled,” so roughly 53, 56-ish percentage, right? But what [00:24:00] if I wanted to know over time? This is all time, right? What if I wanted to know over time?

Well, you could say, “Hey Chris, you just showed Joe how to do it.” That is one way. That’s the simple version of the advanced version. The other … I’m torn. Should I do this? I’m going to do it lightly. I’m just going to mention it. If we have time in the end, I’ll go over in depth how to set this [00:24:30] up, because it can be a little tricky. But I want to give this to you. I don’t know why, I feel compelled.

This is going to be … Okay. Okay, I got it. I got it everybody. So let’s say, you see this? Does the contact match the following condition, “Has the customer tag?” You know what, let me use Joe‘s automation, because [00:25:00] I liked his.

Watch this. This is powerful. So at the point that they’ve scheduled I want to track when a conversion happens. So what I’m going to tell you all to do is send that data out to a platform that can process it and show you a graph over time relative to a specific action. What is that platform? [00:25:30] To keep it simple, Google Sheets. All right? Do Google Sheets.

Here’s what I would do. Now that they’ve come to this yes branch, guess what I want to see? I’m getting excited. Calm down Chris. All right, I’m going to update a contact and I want to say, let’s say you had a custom field for that conversion. If this is a customer, let’s say I had customer date, like new customer date. I don’t have that now so I’m [00:26:00] just going to do new date. What I want to do … That’s not it. I need to have an actual date field, even date. Even date, and I’m going to timestamp it with the current time.

So right now, check this out, right now as we speak in Joe‘s example, Joe sent out this email this morning and they took action. He sent a notification to his team, and then he timestamped the customer date or the schedule date as today. [00:26:30] Next thing I’m going to do is … Contacts, or no, conditions and workflow. Send the web-hook. Where am I going to send the web-hook? I’m going to send the webhook to Zapier, and Zapier then is going to take their email, their name and the date that they converted and populate a row. This is just going to happen ongoing forever.

We’re just web-hooking out our conversion data to a [00:27:00] spreadsheet. Web-hooking, web-hooking, web-hooking, web-hooking. Now, as you all know, I can in my Google spreadsheet have it to where it’s showing me a graph of conversions over time. It could be by week, it could be by month. And that graph would automatically just populate throughout the entire year.

Okay. Keneesha, I know that was a lot, but for now stick with the three. You’ll have this [00:27:30] recording too, but stick with those three, but I did want to … That last one is beautiful, I’ll just tell you that. There’s nothing better than logging into your Google Sheet, depending on what kind of phone you have. Okay, great, great. Keneesha‘s following me, said she uses Zapier a lot.

Yeah, just imagine, if you have a phone that can pull up Google Sheets … I think all phones can do it now. I know Apple used to struggle with Google products. Now I think that’s fixed. But I know for a fact, if you’re on an Android, you pull up your spreadsheet on [00:28:00] your phone and you can just see those charts. It’s crazy, right? You know that it’s from this automation, people scheduling or whatnot.

Yes. Great, great. Keneesha‘s following me. Joe said, “It gave me a ton of ideas.” Yeah, Philip‘s known for that everybody, just to let you know. But I might have to tinker with it. Yeah, let me know Philip, report back. Are these meetings recorded? Keneesha, absolutely. Absolutely. [00:28:30] This one is recorded and we upload them afterwards, so yes. Yes, yes.

I need that. Yeah, okay. So how about this? I’m going to go through the rest of the questions. If we have time, I’ll show you what it looks like in Zapier, because it’s really cool. It’s really cool, and the key to it all is this move right here. This is the power move that most people don’t do, is you forget to timestamp it. That timestamp is critical because that tells you when the conversion was made, all right? [00:29:00] Thank you so much Keneesha.

Philip, I’m coming to you Philip. Philip maybe? I’m coming to you, you’ll let me know how to say it. It’s on L, not two. I see your hand raised. Let me allow you. Promote. All right, you’re on. Is it Philip?

Philip: Philip.

Chris Davis: Philip, I had it right the first time. Philip welcome.

Philip: Yeah. Thank [00:29:30] you. Good to talk to you Chris.

Chris Davis: Yeah, it’s great to meet you.

Philip: All right. I just started running a Facebook lead ad, and I connected it to my ActiveCampaign account through Zapier. The ad is to attract people to opt into my email list.

Chris Davis: What’s the offer?

Philip: It’s a lead magnet, [00:30:00] free report.

Chris Davis: Free report, okay.

Philip: And then the Facebook lead ad is really nice because they have this prefilled form. If you’re logged into your Facebook account it just populates it with your name and your email address.

Chris Davis: Great, great.

Philip: That’s worked. I’ve gotten some opt-ins through that. A couple issues have come up. One is when it populates the name, it populates both their first and last [00:30:30] name, but it doesn’t bring into the name field in my contact list. It only brings in the email. Maybe this is something I have to figure out on the Facebook side or the Zapier side, I don’t know. That’s one thing, is I have to go in an manually put in the first and last name in those fields in my contact record.

Chris Davis: Real quick right there, I know you’ve got another one too. [00:31:00] Do you see in the Zap, do you see the Zap passing the name information over when you look at your Zap history?

Philip: I haven’t looked in there.

Chris Davis: Okay. That would be my first check. Make sure … So two things Philip, really quick. Two things. Not only make sure that when you look at your Zap history … let me pull it up real quick just so you can see. I don’t want to leave you confused. [00:31:30] Am I logged in? Wow, wow, wow, log in, not sign out.

All right. Here we go. Right here, if you go to task history. Let’s see, I’ll be able to go in here and you can see data in, so this will be from your Facebook lead ad, it will be the data in. This will show you all of the data that Facebook is passing, that Facebook [00:32:00] lead-in is passing to Zapier. And then you can see the data out. You can see all of the information that Zapier is now sending to ActiveCampaign. That’s the first one. So if you see the first name is in the data out, first and last name is in the data out, then go and look at this, the data in on the ActiveCampaign side, and make sure that it’s in there, that’s it’s being passed in there. And then the data out is essentially what’s [00:32:30] going to ActiveCampaign, okay?

Now, when you do this, this is the field that I want you to use. Since you’re passing the first and last name, on the contact record make sure you use full name, because if this says, “Alex Burch.” If you just pass the name Alex Burch and you map it to the full name field in ActiveCampaign, it will automatically split it, just like you see. [00:33:00] Yeah, just split it. So that should solve that problem, but you said you had another one.

Philip: Okay. Yeah, the second one is in the Facebook lead ad they do show after to the person signs up, then they get a thank you page, and then you can point them to another web page. What I’m trying to do, because my business is real estate [00:33:30] and I’d like to get them to specific the states. I have different lists by state, so I want to get more granular, so I ask them to spend another 15 seconds and fill out this form, which is an ActiveCampaign form.

Sometimes they do it, and sometimes they don’t. I’m wondering, what’s the best approach if they just come into my general buyers’ list. They get put into [00:34:00] an autoresponder sequence, but when I send out … sometimes I do alerts, where I’m only sending to a specific state list. So unless the contact is on a state list they’re not getting any alerts. Is there a best practice to follow up and try and get them on specific lists?

Chris Davis: You know, [00:34:30] really it’s just capturing particular information to segment?

Philip: Right.

Chris Davis: It could be a list, it could be a tag. So let me just give you a couple strategies here Philip. Take whichever one resonates the best with you, okay?

Philip: Okay.

Chris Davis: There’s no mandate on either one of them. One is, one option is that on the thank you page you have exactly what you have. I’d imagine on the thank you page [00:35:00] you’re asking them what state they’re in, but since you don’t have their email from the lead, from the Facebook lead page or lead opt-in, you’re probably asking for their email again?

Philip: Right, yeah. I think it does prompt them to fill out the form and then enter their email again.

Chris Davis: Right, right. Which is going to lead to your abandon rate. Like, “You already have my information,” or whatnot. Or, because it’s Facebook [00:35:30] and it was so easy on the previous step, I didn’t have to answer anything, they may be put off to enter anything there. That’s okay though, right? Because at this point we have their email address.

So the first email, now this is going to be … all right, here we go. The first email can serve as your filtering. I don’t want to make this two events. So here’s what I would say, you want to know what state they’re from. [00:36:00] Now if I ask in the first email, “Hey, what state do you live in?” Or something like that, I would have 50 links for them to click. “Click the one state that you live in,” nobody wants to do that.

So what I could do is, you could give them, since you’re giving a free report tell them that you have, maybe it’s … You want to give away some value for more information that you’re asking. Every time you ask for information you want them to get more value in [00:36:30] exchange. So since now you want to know what state they’re in, perhaps you could say, “Hey, I recorded … ” Maybe a video that talks through the report, and you could call it like, “a short advanced training specifically for you. I just need to know what state you’re in.”

And then when fill out the form and enter in the state, it goes to a page that shows the video. Now here’s the power with that, Phil let me show this, or Philip, I’m sorry. I’m just shortening your name [00:37:00] as if I have that ability, right to. Watch this. In your email, what you can do is the same problem that we’re facing in Facebook, we don’t face in email. Because if I hyperlink this and say, “Reach out any time,” I’ll say, HTTPS, www.activecampaign.com, state. I can then do, [00:37:30] question mark I think is how it starts, email equals, and say, percentage email, percentage, then ampersand and say … All I need the email, that’s all I need, right?

Now Phil what happens is, when they click this link their email address will show in the URL. Why is that important? The reason why that’s important [00:38:00] is because this … Phil, I’m just going to do this man, and then Jillian I’m coming to your question, because I really want you to get this one. This is going to be cool. Philip, oops. Philip. Geez, I can’t type today.

We’re going to go a little over everybody because I want to make sure … I’m in the mood to go the extra mile today. I don’t think I’ve been building automations [00:38:30] lately, so this is feeding into my desire. We’d do something like this, right? “Let us know what state you’re in to receive your bonus,” whatever that is.

I don’t even need the name, because you already have the name at this point. You just need the email, [00:39:00] and watch this. I could something like a drop-down. There, I can have the states, but for right now I’m just going to do Texas and then I’ll do Florida. Those are the first ones that came to mind. Here’s where this gets … Look at that, I have [00:39:30] one that says states. I wonder how many states are in it. That’s the one I just did.

Let me turn this off really quick. All right, so here’s why I was saying to do what I told you to do. If we’ve got the email address put in there, watch what happens. It would look like this, email equals, and I’ll just do C Davis for now. You see that? C [00:40:00] Davis is pre-populated in the email, just like on Facebook. You see what I’m saying?

So now, when they get here all they have to do Philip, all they have to do is this, and hit submit. That’s how you can capture that information initially, and if you wanted to … Okay, so that’s how I would-

Philip: Is that a form?

Chris Davis: This is an ActiveCampaign form, yes.

Philip: Okay, okay.

Chris Davis: Yeah. What I would is just embed [00:40:30] this form. Where is it at? Embed this form on your page. Did I use the same window? I never do that. Wow, okay. I didn’t. Anyway, I would embed this form on a page on your website, so that when they click the link it takes them to this form with the fields pre-populated. There it was. I can’t believe … very interesting. [00:41:00] But it would look like this, all right? Email. In your email builders this looks like email percentage. Email. Like that, that’s the link that they click. They go here and then their email address, whatever their email address will display right there, and then they just select their state. That way, if they’ve selected their state on the thank you page, that’s fine, but if not this [00:41:30] catches them.

Last think really quick Philip, I will say this, it may be easier to catch the region first. If you sent an email and said, “Hey, what region are you in, south, north, east, west?” I don’t know if you want to go to Midwest and northwest and all that. But they could just select their region, and then based on the region you can even start customizing. You know, [00:42:00] slowly asking for information. That’s only if you were doing and you’re like, “Chris, you know what, they’re still not filling in their information.” Then I would say, “Phil, let’s go to our backup plan,” and then send [crosstalk 00:42:15] email, and in the email it could just have hyperlinks and say, “Hey, what region are you interested?” Or, “What region are you selling real estate in?” Or however it goes.

Regardless of what they click it will take them to the same page. [00:42:30] It takes them to the same page with the same deliverable, it’s just now you know based on what link they’ve clicked what region they’re in. Then you can always get more granular from there.

Now the next email could be like, “You know, selling houses or buying houses in the Midwest region is a bit of a challenge. Here are some things that you can look into. I’ve compiled a special report for the Midwest. Let me know what state you’re in.” You see what I’m saying? It’s like I’m slowly, kind of more conversationally, capturing [00:43:00] information, and all along the while I’m delivering value.

Philip: Got it. Got it. Okay, just a quick follow up. How did you trigger the email form? Was it … How do you start that follow-up form? What was your approach to do that?

Chris Davis: The form where they pick their state?

Philip: Yeah.

Chris Davis: I would, after [00:43:30] you’ve built in ActiveCampaign, I would take this code right there, this simple embed, and put it on your website.

Philip: Okay.

Chris Davis: Yeah, it will be like Philipsrealestate.com/state, would be the URL, and then embed that form on that page.

Philip: And do you reach out to them by just figuring out who didn’t follow up on that first Facebook?

Chris Davis: Yes, absolutely. So I would have [00:44:00] something … because on your thank you page, is it an ActiveCampaign form that asks for their state?

Philip: Yes.

Chris Davis: Okay, great, great. That form, you know what I would do? Watch this. My goodness, watch this. Philip, let me show you something. I would say, they fill out the Facebook lead ad and [00:44:30] they’re probably given tag, right? Facebook lead.

Philip: Right.

Chris Davis: To start, and then what I would do is immediately … well, let me wait. Let me wait for a few minutes here, and then I would see if actions, where is it? Submitted a form, which would be that second form. You see what I’m [00:45:00] saying?

Philip: Yeah.

Chris Davis: If they have submitted that second form then I know I have their state. If not, I’m going to send out that email that links to the page that asks for it again.

Philip: Okay. That’s what I was looking for, yeah. Is that … That’s kind of the bridge.

Chris Davis: Exactly, right? Yeah. This automation will help you fill the gaps.

Philip: Right.

Chris Davis: Yeah, exactly.

Philip: Good. All right. Thank you so much.

Chris Davis: Yes, [00:45:30] no problem Philip. It was great meeting you man. Thank you for [crosstalk 00:45:32]

Philip: Yeah, good to talk to you.

Chris Davis: Yes, likewise. All right, you guys got me doing today. I am … All right, so Jillian, let me come to you. All right,

Jillian has some questions and I’m going to try my best to have some answers. How about that Jillian? Did I spell that right? Is it one L or two? [00:46:00] It’s two. Sorry. I caught myself.

Jillian says … Where are we at? I think I can do this before we hit the top of the hour. Real quick, thank you everybody. Keneesha, I see yours too. I’m going to get to yours too Keneesha. “I set up an automation with the form entry from Leadpages.” Great. “When we tested it it didn’t send the email but went through the automation. After some research on the help [00:46:30] docs and forums, it said unless there is an hour timer it won’t send an email using API integrations.”

I’m not sure. That on may have been talking about something else, because … “Philip2 form”. because I use Leadpages personally and I’ve never had that as an issue. So Jillian, here’s what I’m assuming. I’m assuming that [00:47:00] you’ve integrated with Leadpages. Joe, man. Stop it, I’m trying to answer questions. Joe got jokes. That is funny.

So I’m assuming … Focus Chris. I’m assuming you have a form. My form right now Jillian, and let me know in the chat, my form is a walkthrough, but you have a form that you’re integrating with [00:47:30] Leadpages. At the event that you’re integrating with Leadpages you have this. Lowercase, Jillian welcome email. You have a welcome email that goes out. Okay. Great, great, great. Jillian‘s let me know this is right.

What the help doc is saying is that … Jillian, welcome email. What the help doc is saying is there needs to be a … [00:48:00] What did you say, a day or an hour? Unless there’s an hour timer, saying that this has to be an hour timer. One hour. Okay, right. So this may be a case for certain situations, but I’ve used Leadpages and I know for a fact that without this, this email will go off.

Now Jillian, [00:48:30] here’s the catch. Here is the catch. This is what I want you to do. I want you to go to your forms and go to edit, select options. When you get to options you have a form action that subscribes them to a list. Check this gear and make sure that opt-in confirmation is turned off. Is this turned off? That’s it. That’s what I was thinking Jillian, [00:49:00] because now they’ll be in the automation. We don’t … Yeah, yeah, yeah. Yeah, yeah. There you go. If you turn this off … What’s been happening now Jillian is that they’re in the automation but they can’t move until they click the link. Since you probably didn’t know that this was on by default, it looks … You have … Well, I’ve customized mine, but you probably have … Okay. No, I turned it off. Okay, great. So you’ve got it turned off. All right, if [00:49:30] it’s turned off, they’re entering in and they’re not …

How about this? Jillian, if you could, good job, send me the URL. Send me the URL to your lead page. I’m going to opt-in myself, and if it happens at least they can see my email address. When I say they I mean … You worked around it? Okay. I didn’t finish reading, okay. “My workaround was to setup a campaign autoresponder, then [00:50:00] use the automation for adding tags and forward them to next email sequence.”

Yeah. That’s a good one. At least you found something to work. You’re saying, “Setup a campaign autoresponder, and then use the automation for adding tags and forwarding them into the next email sequence.” So instead, when they fill [00:50:30] out the form you’re tagging them, and then that tag is starting another automation that sends out the email. Is that how it’s working now? Okay. Are you using … Okay. Yeah, yeah, yeah, yeah. Here, go ahead raise your name Jillian. We can talk through it. Let me, I’m going to allow you to talk. Wait a minute. [00:51:00] Okay, yeah.

Jillian: Can you hear me?

Chris Davis: I can hear you. That was fast.

Jillian: I can type fast but every time you say something my typing changes, so …

Chris Davis: All right, fair enough.

Jillian: So, we caught the double opt-in. We caught all of that stuff, but every time we tested, even though we deleted, so we made sure we were only going through once. Every time we went back through it was always skipping that email. So I went on to the help forums [00:51:30] and everything said you need to set, for someone reason with an API into that, with the double opt-in off, you need to set an hour timer, and that wasn’t working.

My workaround is to keep the automation, so I can tag them in it, so they still come in when they submit the form. When they submit the form they get the campaign AR, then they go into the automation and they get tagged, and then they get [00:52:00] added to the delivery, program delivery autoresponder series next.

Chris Davis: So you have your autoresponder hooked to when they subscribe to a list [crosstalk 00:52:11]

Jillian: Yeah. But normally what I do is I have the welcome email, the tags, the alerts, the next steps, and then I send them into whatever program delivery needs to happen next. It’s never done this before, and it was [crosstalk 00:52:26]

Chris Davis: Yeah, yeah, yeah, yeah. All right, I would say with that one, [00:52:30] can you do me two favors?

Jillian: Yeah.

Chris Davis: If you have time, can you email me the help docs you ran across, cdavis@activecampaign.com.

Jillian: Yes.

Chris Davis: And then can you put in a support ticket and just make sure you CC, like say, “Please inform Chris Davis about this?”

Jillian: Okay.

Chris Davis: Because I want to … Yeah, that shouldn’t be happening. I don’t want you to [crosstalk 00:52:55] workaround

Jillian: It’s weird. Yeah, I mean I do this kind of all the time. It’s my first time [00:53:00] actually integrating with Leadpages, so I was wondering if it was something with the Leadpages.

Chris Davis: Right, and it could be. Leadpages updates a lot and sometimes it throws ours off. Here, let me show you another quick workaround. If that ever happens use this. Grab this simple embed code and then use the Leadpages HTML module, and place the form on the page. That way-

Jillian: On the page, instead of using their built-in-

Chris Davis: Exactly. That way [crosstalk 00:53:29]

Jillian: We were going to do that but [00:53:30] literally it was 10 minutes till we wanted her to be able to go live.

Chris Davis: So you had to go with what you were comfortable with, yeah.

Jillian: I had to go with what was fastest.

Chris Davis: Yeah, perfectly understandable.

Jillian: Yeah. Okay, I will send that.

Chris Davis: Yeah, no problem. Thank you so much Jillian.

Jillian: Thank you.

Chris Davis: Yes, no problem. All right. And then lastly, Keneesha let me just get yours real quick. If it’s too long Keneesha, I promise [00:54:00] I’ll answer it on the next one, which will be Tuesday. Tuesday is the last Tuesday of the month for office hours. “I have two companies. One in ActiveCampaign, the other in MailChimp. Do I need another AC account for the second one? Or can I manage multiple brands in one account? They would all bill the same.”

Yes, Keneesha. In this aspect I would just have two separate lists. Because remember, on your list you can also determine … [00:54:30] Let me show you this real quick because this is cool. You can also, when you go to settings, right here in addresses, you can have multiple addresses. You see that? So when I go to my lists, like your second company. [inaudible 00:54:50] I’ve got memorize these icons. When I go to … I think I can choose my address … I don’t choose [00:55:00] my address here anymore. It’s actually at the email level. At the email level you can determine which address shows. So now all of the emails that go out can have the address specific to whatever company you want to reflect.

Jillian says, “We have multiple brands under one company in one account.” She’s using conditional fields and the addresses and the list, and it’s awesome. She says, “And you can pick default [00:55:30] info for each list.” So, yes Keneesha, that would be the way to go, under settings. Yeah. Yeah, under settings. See the one who, the teacher becomes the student. I forgot where were at. Addresses. Think you were here. Yeah, of course. Right here. Right under the address you can select which list you want it to be the default on.

[00:56:00] All right, way to finish off the week everybody. I know I’m feeling more energized. I hope you all are too. This recording will be up the latest Monday, depending on what my writers have on their deck today, you should see it. Remember Tuesday, we’re still doing office hours next Tuesday. It will be the last Tuesday office hours because in March we’re moving to Fridays only one PM. And just make sure that you block this time [00:56:30] out on your calendar.

I hope this was worth it, right? I hope this time together helped you all be able to conceptualize the approach and how to do things with ActiveCampaign. I want to thank you all for attending. Thank you for being on. Thank you for participating. Even if you didn’t ask questions, thank you for your time. All of those watching the replays, thank you as well. You all are welcome. It was a pleasure, truly a pleasure to be before you all for an hour so. Have a great weekend everybody. [00:57:00] Be safe. Be safe and I’ll see you all next week.