Luke Guy: How To Use Social Proof To Stand Out and Run Ads

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Steve Werner

Steve Werner

Keynote Speaker, Author, 170+ Monetization, Conversion, and One to Many Sales Presentations Worldwide.

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00:00:03.659 –> 00:00:13.200
Steve Werner: Welcome back to grow your impact income and influence the number one show for monetization storytelling getting your message out there, reaching millions people.

00:00:13.380 –> 00:00:28.200
Steve Werner: Today I am joined by Luke guy and, besides, having the coolest name in the world, he has been in the game since 2013 helping you use social proof to stand out and run ads Luke welcome to the show how are you doing.

00:00:29.280 –> 00:00:32.460
Luke Guy: Good to be on my did love the love the podcast how to love what you’re doing.

00:00:33.150 –> 00:00:46.140
Steve Werner: awesome if you guys can’t see him, he is also wearing the coolest smoking jacket in the world, showing up like Hugh Hefner it’s like this maroon velvet it’s dope it’s something I would wear for sure.

00:00:46.470 –> 00:00:56.520
Steve Werner: i’m Luke how are you doing today, I mean tell us a little bit about I mean ads have come a long, long way since you got started in 2013.

00:00:56.910 –> 00:01:06.090
Luke Guy: Oh yeah oh man no so good good thanks for having me on by the way, stay once again loving your quality of the video guy going over there, that is, like smoking too so good to be on.

00:01:06.480 –> 00:01:11.460
Luke Guy: and has been an absolutely long journey since 2013 things have changed so much.

00:01:11.850 –> 00:01:21.180
Luke Guy: of it for the good in a lot of ways for and bad in some ways, but either way we came out and it’s been it’s been absolutely amazing and love this semicolon entrepreneur entrepreneur life.

00:01:21.690 –> 00:01:27.330
Luke Guy: So it’s a lot of times by there but uh yeah it’s been it’s been a roller coaster like like it’s supposed to be.

00:01:28.170 –> 00:01:43.410
Steve Werner: Well, I mean okay so 2013 For those of you who weren’t even born yet 2013 like so people had like CRT monitors Facebook was like still kind of blown up people still had my space, I think I think my space like MySpace Facebook was probably like 2008 2009.

00:01:43.770 –> 00:01:45.690
Steve Werner: If you don’t know what my space is Google that.

00:01:45.960 –> 00:01:50.760
Steve Werner: But so ads are starting to run on Facebook and we’re talking a little bit before the show, and like.

00:01:51.090 –> 00:01:58.350
Steve Werner: The thing was back then, you could say hey I can run ads for you and people will just throw money at you, because it was this new market right so.

00:01:58.650 –> 00:02:07.410
Steve Werner: talk to us a little bit about what life was like back then, and how you got started in this because I mean there’s so many people who have popped up in the last year or two that say they can run ads.

00:02:07.800 –> 00:02:16.050
Steve Werner: But i’m a big student of history and knowing where you came from, and why people should pay attention to what you’re saying is kind of important so let’s start back then.

00:02:16.560 –> 00:02:21.390
Luke Guy: I think there’s 1000 people who sell you a course on how to run Facebook ads today it’s been absolutely.

00:02:22.080 –> 00:02:28.440
Luke Guy: bomb and saturated but back in the day 2013 Facebook came out with this object, called the conversion object of.

00:02:28.800 –> 00:02:38.730
Luke Guy: Where before I don’t remember the Steve when you would run ads it would send clicks, but it really wouldn’t optimize for like conversions and sign ups and all that when Facebook came out this one day and said hey.

00:02:39.120 –> 00:02:44.190
Luke Guy: we’ve got this new objective, we will help you get more like signups and webinar.

00:02:44.730 –> 00:02:50.940
Luke Guy: webinars were like the thing, like the big thing like you just getting rich running you know simple traveling to a webinar.

00:02:51.330 –> 00:03:01.020
Luke Guy: And I remember like seeing that people flooding over it, you had a few people saying hey we can help you with Facebook ads and I also think a lot of this is actually kind of cool because at the time I was working I was with her day job.

00:03:01.680 –> 00:03:03.870
Luke Guy: And I really wanted, and I was living in a mobile home.

00:03:04.410 –> 00:03:14.400
Luke Guy: The time just be up front like it was you know it was just you know I wanted a way to get get out because my dad was an entrepreneur hit that was entrepreneur his That was a farmer, so it was in my blood, it was bound to happen.

00:03:14.880 –> 00:03:24.810
Luke Guy: And, as I was coolest thing running ads Facebook ads so let’s let’s try it, so I tried it a couple times I hired a coach big moment there.

00:03:25.800 –> 00:03:33.240
Luke Guy: He was a friend of a friend of mine, he was like well i’ll help you out, I think, was from Hawaii I think camera going from I believe I believe was Hawaii.

00:03:33.720 –> 00:03:38.280
Luke Guy: And he’s alright Luke so right as copy out, and I said, who should who should I run ads, for he said well.

00:03:38.550 –> 00:03:46.410
Luke Guy: start with chiropractors i’ll teach you how to do that really easy Facebook is just like the hardest thing ever and I said all right sure let’s do it, and I remember.

00:03:46.860 –> 00:03:54.990
Luke Guy: I think was like $10 a day nothing big I was like man we’re going big time $10 a day, this is crazy and I hit the go button.

00:03:55.800 –> 00:04:05.850
Luke Guy: The next day was the craziest thing because we had CINCO smartphones right into right so long ago, and my calendar was like boom, I remember my first opponent it came up as I.

00:04:06.930 –> 00:04:21.570
Luke Guy: i’m going to be rich like I just got his appointment as like Dr so, and so, once the book could call with me, I was like coats what do I do is I will talk to him today, I can help them okay i’ll do it, and I remember.

00:04:22.650 –> 00:04:33.210
Luke Guy: I remember, I was don’t and, by the way I did pass control it’s gotta be the most exciting jobs, you can ever have like oh you’re the book man wow it’s probably got married man so.

00:04:35.160 –> 00:04:41.670
Luke Guy: But I was crawling crawl spaces in attics talking to doctors about how I could run their ads.

00:04:42.210 –> 00:05:01.860
Luke Guy: And what was amazing was because of how the coach I mean I paid good money and he actually taught me how to do it in we did we actually was because it was so easy we was getting them results, so, while I was booking out my calendar appointments for like $10 it was like insane.

00:05:03.150 –> 00:05:15.000
Luke Guy: we’ve got them results and they I mean, though, and there’s daughters i’m still friends with to this day, not me not quite a decade ago but it’s getting close and we’re still friends to this day, because of you know how much we help them so that’s kind of how it started.

00:05:15.660 –> 00:05:16.560
Steve Werner: Well that’s I mean.

00:05:17.850 –> 00:05:27.570
Steve Werner: It was kind of like the wild Wild West back then, I mean that’s about when I got started and I paid somebody to run my ads in 2014 for an event that I was holding.

00:05:28.140 –> 00:05:40.230
Steve Werner: And then I did the same thing I was like Well, I can probably learn this and I bought somebody course I don’t remember whose course it was it wasn’t all that great, but it got me started, and then I was smart enough to like figure, some of it out and move along with it, but it’s.

00:05:41.310 –> 00:05:52.740
Steve Werner: it’s the market now has become so saturated ads have become a lot harder to run they’ve there’s so many different objectives so many different things you have to know all the different rules but.

00:05:53.310 –> 00:06:01.710
Steve Werner: For someone like yourself, who has mastered it and grown up with it talk to us a little bit about like what are the things that you see.

00:06:02.610 –> 00:06:14.160
Steve Werner: That lead to success when running ads nowadays, because the landscapes changed a lot you can’t just spend 10 bucks you’re spending 10 bucks a day right now you’re probably getting like one opt in and you’re like oh.

00:06:14.670 –> 00:06:27.390
Steve Werner: I got locked in you’re not you’re not booking calendar appointments you’re not filling up a webinar on but talk to me about about what’s changed, and what you think people really need right now to help them run ads.

00:06:29.070 –> 00:06:38.160
Luke Guy: yeah and today getting appointments, for that is very rare However, I did sign up a client and he’s in like a special niche and he’s getting to know.

00:06:39.270 –> 00:06:40.530
Luke Guy: that’s just.

00:06:44.550 –> 00:06:53.370
Luke Guy: Your your database right so i’m actually kind of does he’s like in a smaller small get to it, is that just happened like I sat with him today.

00:06:53.730 –> 00:07:02.280
Luke Guy: it’s kind of working, but that’s not usually like that reminds me so in the region what’s happening is is the world it’s kind of like this, because you see a billboard.

00:07:04.020 –> 00:07:14.790
Luke Guy: You pass it you notice it you read it wow full message, whatever you pass it again i’m going to assign it again and again and again and again, and before you know what that sound is not even exist.

00:07:16.020 –> 00:07:18.390
Luke Guy: that’s called being fatigue well that’s what we’re facing today.

00:07:21.810 –> 00:07:28.170
Luke Guy: Facebook ads people like and they tried Facebook ads Facebook ads ain’t that great right people feel like it’s this old thing.

00:07:28.920 –> 00:07:39.600
Luke Guy: Right like MySpace was you can still get great results Facebook, but cost is going up cost, I mean in the good old days you could get a click for 50 cents to $1.

00:07:40.350 –> 00:07:50.580
Luke Guy: Now, after eating clicks you are like you’re you’re doing something and either you’re selling crack or very legal or you’re just not you’re just out in.

00:07:51.060 –> 00:08:02.520
Luke Guy: Right and if it click rates are like 2% 3% 4% you’re really doubt it, but you can you can scale a six figure seven figure business on a website click rate so.

00:08:03.750 –> 00:08:07.830
Luke Guy: pretty much waste on an ad today it’s just it’s just don’t be boring.

00:08:08.700 –> 00:08:20.550
Luke Guy: I like to be funny and Steve any to tag and one of my videos don’t think you’ve seen him before I need to tag you so you got to fill it and i’m not saying be absolute stupid, but sometimes we are in the act like it’s it’s.

00:08:22.050 –> 00:08:32.550
Luke Guy: So being funny really helps trying to be funny being creative times story people don’t like this, but la la la la la and they want a conversation going back yep.

00:08:34.560 –> 00:08:43.050
Luke Guy: absolutely ridiculous geico got it right, a long time ago right and they there was like 10 years ahead of the game, yes.

00:08:45.150 –> 00:08:52.350
Steve Werner: I mean i’m interested to see where ads are going to go next just because I agree with you, like geico all the I mean geico.

00:08:53.460 –> 00:09:02.130
Steve Werner: let’s see other progressive insurance did all right, anything that was you remember the old spice ads with like the dude that was like on the unicorn and.

00:09:02.130 –> 00:09:03.420
Luke Guy: Like oh yeah.

00:09:03.810 –> 00:09:09.900
Steve Werner: grabs people’s attention it’s slightly funny but, like you, can’t stop watching it and that’s what people entertainment.

00:09:10.350 –> 00:09:18.870
Steve Werner: When it comes to ads or selling anything, entertainment and telling stories is what leads the field i’m just interested to see what’s going to happen.

00:09:19.500 –> 00:09:28.890
Steve Werner: 10 years from now, because you look 10 years in the past, everyone was trying to do and informative ads they’ve started to catch on that it’s more story based it’s more about being funny but now that stuff is starting to get.

00:09:29.820 –> 00:09:36.570
Luke Guy: fidelity yeah and it’s just like well it’s like TV world it’s like what happened to TV will happen on the Internet, I mean.

00:09:36.900 –> 00:09:44.580
Luke Guy: I mean, how long they’ve been running TV ads right it’s been I think it’s been at least 50 years 60 years or even longer than that we’ve been running commercials on TV.

00:09:45.180 –> 00:09:48.270
Steve Werner: Do you know first ad ever on TV was.

00:09:49.230 –> 00:09:54.540
Luke Guy: This isn’t a and i’ve heard this I should know this is what I don’t know if it was about clocks 10.

00:09:54.570 –> 00:09:58.410
Steve Werner: I can’t remember it was about watch it was about I know yeah I know okay.

00:09:58.830 –> 00:10:08.130
Steve Werner: bulava watches, and they ran a it was, I think it was 10 seconds or 15 seconds and they never done it and nobody knew what like they were like.

00:10:08.850 –> 00:10:09.120

00:10:10.260 –> 00:10:11.400
Luke Guy: What is happening right now.

00:10:11.730 –> 00:10:22.950
Steve Werner: yeah like nobody got it, but then within a year, they had sprung up, but they were only in between shows they weren’t in the middle of shows, and then they started adding them in the middle, because that.

00:10:23.760 –> 00:10:37.050
Steve Werner: You got to think back then it’s so crazy right like we have a TV studio we’re producing TV, but we don’t know how to sell anything like we’re just making it and people are going to watch it.

00:10:37.860 –> 00:10:41.610
Steve Werner: And everyone’s like oh I got a TV and i’m just watching something, but like.

00:10:41.940 –> 00:10:43.530
Steve Werner: Nobody was making any money.

00:10:44.550 –> 00:10:53.130
Steve Werner: it’s crazy how how that goes anyway that’s a that’s a rabbit hole um I want to hear more about because you’re you’re specifically.

00:10:53.460 –> 00:11:03.360
Steve Werner: focus on social proof, which I think is huge, because this is, besides telling stories, besides being entertaining social proof is the biggest way.

00:11:03.660 –> 00:11:13.800
Steve Werner: To get people in I use social proof is I tell clients stories all the time, I do client case studies, a new client testimonials I asked them what their pain points are I interviewed them.

00:11:14.280 –> 00:11:23.010
Steve Werner: Like I do whatever I can, with it, but talk to me a little bit about how you use social proof in ads because I think that’s a really unique thing that not very many people do.

00:11:23.430 –> 00:11:25.860
Luke Guy: On it don’t and you’re so.

00:11:27.000 –> 00:11:42.420
Luke Guy: With what we like to do and I don’t know, I have a specific formula to this, but what I like to do first to get them to like me that’s, the first thing I the BAT get them to like me all right and there’s two ways we go about it once I create my crazy funny ad.

00:11:43.590 –> 00:11:49.440
Luke Guy: That because my market is like this man it’s like they jumped out of a helicopter that jumping a Lamborghini.

00:11:49.800 –> 00:11:56.430
Luke Guy: You know, look at me there, there seems like a nice nice Nice or the mind pry Italian $2,000 suit walking out.

00:11:56.850 –> 00:12:04.470
Luke Guy: walk into the mansion you want to be like me we’re going to blow this up for you to get glasses on to just show serious so serious, and here I comb.

00:12:04.980 –> 00:12:19.800
Luke Guy: My crazy so i’m like the complete opposite of that so that’s why and i’ve seen those click rates on those ads is nowhere near what hours are but you’re they’re making money steel, however, I just biggest things being different so first of all tracking them to like.

00:12:21.090 –> 00:12:26.430
Luke Guy: It is probably hard to do, but I do everything I can to get them to like me on that ad and once they click it that’s the whole point.

00:12:26.760 –> 00:12:34.950
Luke Guy: Like hey do you want help with this, like i’ll talk about PR social proof right i’ll do something funny i’m actually did an ad on on.

00:12:35.670 –> 00:12:40.860
Luke Guy: I can do something I did add about sales calls and I was making fun.

00:12:41.280 –> 00:12:54.510
Luke Guy: of how the customer can be like, if you get Ahold of someone who just finds out this like their own sales call and they don’t have the same cost money and the guys, I was like it’s a it’s a dialogue between two people, and I really focus on a pain, let me.

00:12:55.140 –> 00:13:00.060
Luke Guy: make fun of and the it was the most I made that add in like an hour.

00:13:01.140 –> 00:13:14.850
Luke Guy: And though my my lead costs drop down from like $25 down that eight that’s how much that’s how that’s how much people wanted funny but The thing is, I took that traffic and I ran into a group.

00:13:16.320 –> 00:13:21.750
Luke Guy: You can either run into a group or you can run it to a webinar and that’s where I show off my social proof.

00:13:22.230 –> 00:13:33.000
Luke Guy: I either i’ll take that traffic rental webinar and they want something, but the call with us or i’ll take that tracking the traffic and turn turn to a group i’m seeing it to where people want to be pointed to a group when I mentioned go inside a Facebook group.

00:13:34.440 –> 00:13:44.430
Luke Guy: it’s just click the opt in rates are almost double better than when you rent a webinar so it seems to me that people do not want to sit around for two hours or an hour liking anything.

00:13:45.450 –> 00:13:45.840
Steve Werner: that’s.

00:13:46.410 –> 00:13:52.650
Steve Werner: The so I have a couple questions around that first off I build webinars I build stage presentations up until coven.

00:13:53.280 –> 00:14:00.030
Steve Werner: um I ran my well I ran my own live events around live events for customers, anyone who listens to this channel knows that.

00:14:00.390 –> 00:14:04.860
Steve Werner: But then when cove it hit I had to pivot I didn’t go to virtual events, I went to helping people with webinars.

00:14:05.130 –> 00:14:12.870
Steve Werner: The thing that i’ve done is one shorten the webinar to make them incredibly funny and fun to listen to, because that is way more important your.

00:14:13.320 –> 00:14:19.440
Steve Werner: it’s all about the know like trust factor if people know like and trust you they’ll buy, even if they don’t understand 90% of what you do.

00:14:19.980 –> 00:14:27.450
Steve Werner: Which instead of trying to teach them everything which causes them to fall asleep, and like keel over or just leave and go to Facebook.

00:14:27.810 –> 00:14:41.820
Steve Werner: um if you’re funny and entertaining and have like tell jokes and get them to do stuff in their chairs they’re like wow i’ve been stuck in my house with coven forever and this guy’s actually entertaining me this is better than YouTube cool i’ll watch it but anyway, the.

00:14:43.980 –> 00:14:55.800
Steve Werner: How do you drive them to a Facebook group how what are you doing, are you doing a lead magnet or you just putting hey join my Facebook group, are you saying hey the face the lead magnets in the Facebook group, how are you doing that.

00:14:56.430 –> 00:15:04.980
Luke Guy: just sending them an option that they give us info like name number and email, all of them, and then they get sent to a thank you page it’s like a five second load page and then it.

00:15:05.430 –> 00:15:18.930
Luke Guy: is technically can send traffic to Facebook any Facebook assets or properties of Facebook, so I send them to a landing page right and then page loads for five seconds, and then it directs them, because I think Facebook can read pages, even after.

00:15:19.080 –> 00:15:26.310
Luke Guy: pages like way too smart way too smart and wait for them to actually be able to watch video and wait for robots watch videos and when.

00:15:26.400 –> 00:15:29.010
Steve Werner: They do they definitely do yeah.

00:15:30.630 –> 00:15:33.510
Steve Werner: they’re transcribing them and then reading the transcription.

00:15:34.710 –> 00:15:41.580
Luke Guy: that’s true um I people getting away with things that they can say video compared to if this text and they don’t like it will murder you.

00:15:41.880 –> 00:15:42.570
Absolutely, can you.

00:15:43.590 –> 00:15:52.530
Steve Werner: yeah no joke, the okay so let’s go back to because that’s that is interesting, I we used to always send people to a thing like I haven’t.

00:15:53.010 –> 00:16:02.670
Steve Werner: done ads for clients since 2017 but we used to always the Thank you page was always a short video with a call to action to join the Facebook group and get value um.

00:16:03.150 –> 00:16:15.000
Steve Werner: But I know Facebook kind of doesn’t like that, so much so yeah it’s interesting, so you do a five second load page that gets them to like spin a little bit and then it’s like oh here joining the group.

00:16:15.510 –> 00:16:27.870
Luke Guy: Exactly yeah and we do that because pete I mean when you when you ask for a phone number more likely that’s not a real number in fact I may be going to an ex wife or something just aggravate her I don’t know or you’re not gonna.

00:16:31.020 –> 00:16:39.210
Luke Guy: it’s not real must be real, because I got sovereigns like bounce bounce bounce bounce bounce, of course, so when you, but the thing is you can’t fake.

00:16:40.230 –> 00:16:43.770
Luke Guy: A group request like it’s actually you.

00:16:44.430 –> 00:16:55.260
Luke Guy: yeah there’s no hiding, if you want the good stuff you got to go inside of her and no I did not invent this methodology, I saw this somewhere else it’s kind of like where the you know used to be webinars now it’s going to groups.

00:16:55.890 –> 00:17:03.690
Luke Guy: Because people don’t want a webinar one time, you have to break it up inside the group and that’s where our social proof idea came in.

00:17:04.260 –> 00:17:11.070
Luke Guy: And that’s why because a lot of people may be listening this right here that’s one of the things I struggle with because if you have like a ton of social proof.

00:17:11.460 –> 00:17:17.460
Luke Guy: And not just talking head saying Oh, he did a great job makes me lots of money or I can lose weight blah blah but it’s actually other things.

00:17:17.730 –> 00:17:27.690
Luke Guy: Like they don’t want just to talking head because they’re thinking, how do I know you didn’t pay your neighbor to make that video, but how do I know that this was actually real so there’s that that’s why we do things that you cannot fake.

00:17:28.470 –> 00:17:35.070
Luke Guy: And that’s so it’s about serving different angles and that’s why we serve that in our group and it’s just like because Facebook once excitement.

00:17:35.970 –> 00:17:42.780
Luke Guy: Like when they go to one open up the APP is like yay this happened whoa that’s why you want to go out engagement have a baby, I mean you may get like.

00:17:43.290 –> 00:17:51.540
Luke Guy: it’s like oh baby I as I why babies wasn’t a big thing but it’s a big thing or do something exciting make someone I like it love it share all it is amazing.

00:17:51.840 –> 00:18:00.030
Luke Guy: And that’s why, when you create content around this and if you create content around your wins and run your clients wins or you got feature here and that’s a big thing that’s.

00:18:01.860 –> 00:18:05.100
Steve Werner: For sure that’s um I mean that is awesome the.

00:18:06.090 –> 00:18:15.870
Steve Werner: What are you doing inside of your group, then so like you take the social proof talk to us about social proof, because I think a lot of people out there, just like cool I have this testimonial where somebody says, I did a great job.

00:18:16.320 –> 00:18:20.940
Steve Werner: And it’s like that’s not really social proof, I know you just touched on this a little bit, but.

00:18:21.300 –> 00:18:32.190
Steve Werner: talk to me about what like What do you do, for your clients what’s your client journey look like people are listening and they’re like okay I my Facebook ad cost is now up to like six $7 how do I drop that down how do I get appointments.

00:18:32.640 –> 00:18:38.340
Steve Werner: talk to me a little bit about what you do to use social proof to actually build people up and I get them going.

00:18:38.820 –> 00:18:44.640
Luke Guy: Oh man I love that that’s my favorite thing to talk about so So what we do so, for example.

00:18:45.210 –> 00:18:51.090
Luke Guy: So, for example, what we’ll do is so we’ll go at it and just say Okay, where you’re at what concert with you have already.

00:18:51.720 –> 00:19:00.630
Luke Guy: Like we want to bring that excitement I feel into people reviewing and they wanted people love watching other people when include themselves right and making them feel like well people can still win again.

00:19:00.960 –> 00:19:10.260
Luke Guy: So all types of social proof that you can do I like to buy for example being featured in places right getting featured in like I know you heard, I like pat Flynn.

00:19:10.380 –> 00:19:17.850
Luke Guy: Like he’s got a huge party there i’ve actually been featured in some of his stuff you got Michael stelzer at social media examiner if you’re not in marketing.

00:19:18.360 –> 00:19:29.190
Luke Guy: Then all of you listening may not know these people, but these guys in my field is actually a big deal So when I got a video of Mike stelzer talking about me he has a large social media conference that’s the social proof right there.

00:19:29.460 –> 00:19:38.160
Luke Guy: But as for my clients balloon maybe I can’t get that your Luke guy you know I hear that so Okay, you heard my story, I was in I was in crawl space in 2013 so.

00:19:38.580 –> 00:19:53.850
Luke Guy: I mean we all start somewhere set the fact it’s like social pieces getting feature, and this is where we help getting you in headlines getting press releases getting videos of customers that’s cool to that works, but not don’t rely on this one things because you have that doesn’t everything.

00:19:54.510 –> 00:20:03.330
Luke Guy: that’s jumping on podcasts people like Steve has amazing backgrounds and just really good at this, I can tell you that you’ve done a lot of episode just wait just what you’re doing it.

00:20:03.600 –> 00:20:09.990
Luke Guy: So being with you is social proof, because you don’t take this anybody like just anything like this to where.

00:20:10.470 –> 00:20:12.690
Luke Guy: You can say hey guys look and i’ll do this with you Steve.

00:20:13.080 –> 00:20:22.020
Luke Guy: i’ll do that I was on a podcast with Steve Warner whoo like enlightened be like that’s so cool because he’s getting interviewed, so this is little things like that that anybody can do.

00:20:22.320 –> 00:20:30.660
Luke Guy: i’m not a magician to this right anybody can do this, but they don’t they don’t think creative like that, like how do I can look at people’s profiles and it’s like their dog.

00:20:33.690 –> 00:20:43.530
Luke Guy: Their kid can walk that’s great, but this doesn’t make me want to buy from you like, I want to buy from you, but you got to give me reason and that’s why people listening right now I say there’s probably 10 people right now.

00:20:44.250 –> 00:20:49.590
Luke Guy: Who are who are connected with you on Facebook, right now, who would buy from you give you thousands of dollars.

00:20:50.370 –> 00:21:03.600
Luke Guy: And you a lot of you guys have experienced like Steve you have your gift right, you know a lot about this as well, but there’s other people listening, right now, who may not know their buyers watching right now i’m watching for very long time, if you just released some social pieces.

00:21:04.980 –> 00:21:12.720
Luke Guy: anytime I Facebook groups anytime I Facebook grows let’s say, for example, we said we got 1500 people that just came to the group i’ll say hey guys we’re growing.

00:21:12.900 –> 00:21:17.730
Luke Guy: Take a screenshot of that number like little things like that it’s not like having this one big social.

00:21:18.180 –> 00:21:31.800
Luke Guy: Like I got this thing now if I did an interview with ilan musk I mean i’m the stuff like just one of those i’m good right that’s all I need But until then doing the little social proof is actually fun, by the way, like you’re looking for clues.

00:21:32.280 –> 00:21:36.000
Steve Werner: Well, I think it goes back to I think it goes back to.

00:21:37.830 –> 00:21:42.630
Steve Werner: Like you were talking about the roadside earlier right so that roadside that you drive by every day.

00:21:43.080 –> 00:21:55.890
Steve Werner: What Facebook is people are scrolling their feed and instead of a static sign that is there that they’re seeing the same sign every day they’re seeing your dog they’re seeing what you made for dinner they’re seeing where you went.

00:21:56.340 –> 00:22:06.660
Steve Werner: Instead, if you start throwing in some social proof and you’re like hey I was on this interview over here hey I was interviewed in forbes hey I was in the newspaper hey I did this thing.

00:22:07.050 –> 00:22:13.680
Steve Werner: And that’s mixed in there, like Oh, they got a dog oh he’s been interviewed again oh hey you, I must mention him oh hey like.

00:22:14.370 –> 00:22:20.010
Steve Werner: It doesn’t like before like subconsciously they come to see you as.

00:22:20.610 –> 00:22:28.890
Steve Werner: hey that that person’s doing something What are they doing, I want to check them out a little bit when I first released the podcast so I had a podcast three years ago.

00:22:29.400 –> 00:22:40.050
Steve Werner: That we did I did it for 14 months and at 14 months I was getting it’s pathetic I was getting about 30 downloads an episode and I was like.

00:22:40.860 –> 00:22:48.240
Steve Werner: But I did it right, I was like I was going to commit to it for a year I was like i’m gonna do it i’m going to commit to it for a year, but it just wasn’t really going anywhere.

00:22:48.750 –> 00:22:49.950
Steve Werner: When I launched this one.

00:22:50.040 –> 00:23:02.250
Steve Werner: This this one, we launched in August of last year, I did 28 days straight and I did three interviews a day for two.

00:23:03.420 –> 00:23:16.080
Steve Werner: I did interview after interview after interview after interview um but I started tagging everybody and very quickly What happened was people just noticed, they were like oh man.

00:23:16.410 –> 00:23:30.930
Steve Werner: you’re then you’re you’re interviewing people you’re doing stuff I mean we went we went over 100 100 episode 100 downloads per episode within that first month just because I was all over social media i’m plus I enjoyed doing it was super super fun.

00:23:31.770 –> 00:23:41.520
Luke Guy: But as key when you look when you love what you do that, that changes everything you learned to plow it and, obviously, you can tell you really love what you do so that’s what’s going to get you through the hard times is when you actually love it that helps time.

00:23:42.240 –> 00:23:57.510
Steve Werner: I mean, who doesn’t like meeting people and, like you build relationships with them, I like I mean the podcast for me is a way to get to know people in the industry, I miss live events I used to do two to three live events, a month and covert hit, and I was like I can’t do any of that.

00:23:58.830 –> 00:24:09.900
Steve Werner: What what’s going to happen so anyway, I want to go back to the social proof like what because I think a lot of people get confused they’re like well social proof means I need to like get their permission.

00:24:10.140 –> 00:24:18.090
Steve Werner: And I have to have them write this big thing how what are some like very simple things that people can do, maybe they don’t have any social proof.

00:24:18.480 –> 00:24:26.670
Steve Werner: What are some things they can do to get that that I think a lot of people are even scared to ask for social proof as far as like a testimonial um.

00:24:27.750 –> 00:24:33.270
Luke Guy: Well, one thing one thing you can do one thing that I there’s so many ways of doing and I think is like.

00:24:33.750 –> 00:24:38.340
Luke Guy: it’s one of those things that people have not tapped into yet which i’m very excited about because I love new opportunities.

00:24:38.970 –> 00:24:45.030
Luke Guy: But people are not taking advantage of social proof that is around their feet and look as time goes on your social proof gets better.

00:24:45.720 –> 00:24:54.360
Luke Guy: Right you’d if you have to do a free thing with them now and again, like I would honestly go to some free for Elon musk or any billionaire out there just say.

00:24:54.870 –> 00:24:59.280
Luke Guy: I just didn’t interview with a billionaire right that his head, I said, like headline worthy right.

00:24:59.880 –> 00:25:04.950
Luke Guy: For example, i’ve actually thought about this, it would be a dream interview someone like Elon musk right like he’s just like.

00:25:05.190 –> 00:25:10.470
Luke Guy: Number two guy wealthy in the world right, but obviously you’re not going to get him the first shot or even your home that shot right.

00:25:10.950 –> 00:25:19.920
Luke Guy: But if you started at the bottom of the list and work your way up maybe one day because he has our interviews right he has done interviews with people not many, but you got it you start at the bottom.

00:25:20.520 –> 00:25:29.760
Luke Guy: Work your way into the top and eventually It may happen and just like social proof you started the bottom line, what are what are wins around me right now that I can talk about that’s exciting.

00:25:30.330 –> 00:25:35.850
Luke Guy: Because it’s just something that most people are not even doing any way, like, for example, my head like i’m saying like that guy earlier.

00:25:36.240 –> 00:25:41.970
Luke Guy: You had mentioned like $10 appointment days are over, and obviously we’re different whatever the campaign so that’s possible go up.

00:25:42.300 –> 00:25:46.290
Luke Guy: But it looks good on paper right like hey my guy is getting to know the moment right now.

00:25:46.590 –> 00:25:59.520
Luke Guy: And we’re like people that’s how Facebook, is in fact that’s what Facebook was built around was excitement was events like Yahoo moment like yeah yeah hit the like button that’s how it was built by that’s the kind of if you’re boring look at my cupcake you know.

00:26:02.130 –> 00:26:03.030
Steve Werner: Look at my cupcake.

00:26:05.490 –> 00:26:13.950
Luke Guy: What is everywhere look I just had a pop or look i’m you know i’m going to the mall well that’s great, but I just saw hundred posters like that it’s exciting.

00:26:14.250 –> 00:26:26.430
Luke Guy: But my client content all appointments and all my friends are business owners like are you kidding me i’m going to rob homes are you doing it like that’s kinda like boom and Facebook will push that out right so starting small work your way up.

00:26:27.450 –> 00:26:29.970
Steve Werner: So what do you think a quote cards.

00:26:31.620 –> 00:26:35.400
Luke Guy: Like like like, for example, like inspiration.

00:26:35.610 –> 00:26:48.480
Steve Werner: yeah yeah like the crap that i’m giving away what I think of them, but you know, like you pay some social media manager and they make you 8 million quote cards that have like your face a quote and like you just post one every hour on the hour.

00:26:49.260 –> 00:26:52.170
Luke Guy: I mean to me is overrated to me personally.

00:26:53.430 –> 00:26:59.340
Luke Guy: I mean, I know we see it, but to me it’s like a similar Okay, it depends on what your goals are.

00:26:59.790 –> 00:27:08.910
Luke Guy: My goals in life, nor is our book calls from my profile, I want to do that’s just I mean, as I sell something high ticket like we help people get social proof.

00:27:09.210 –> 00:27:18.090
Luke Guy: Would PR and that’s how you can make your ads were right, do you have any social proof and as you’re about to get destroyed like destroyed so that’s why he started on free stuff so.

00:27:18.690 –> 00:27:25.500
Luke Guy: Quote cards is not going to help me like man, did you see looky just like creators most beautiful cool car I think i’m going to hire him.

00:27:25.950 –> 00:27:32.160
Luke Guy: is not going to work out for me right it’s just not but if it’s like look keep pumping out these results for people.

00:27:32.850 –> 00:27:37.680
Luke Guy: here’s another one I made 100 K of war for a client of mine 100 Twitter system, so I made him award.

00:27:38.490 –> 00:27:45.660
Luke Guy: And those they love that like he just wanted the Oscars with Luke guy right, and this is kind of like they love that’s something that really.

00:27:45.990 –> 00:27:53.880
Luke Guy: says something i’ll do like if you, if I mean watch out if you went with me i’ll send you an award amount right i’m gonna pay for it, I mean, I think, if you take a picture with it.

00:27:54.420 –> 00:27:55.980
Luke Guy: yo that’s that’s proven itself.

00:27:56.160 –> 00:28:02.370
Luke Guy: hey guys i’m making this award for somebody whoo i’m about to ship it out as another post I SIP it out he’s taking a picture with it.

00:28:02.610 –> 00:28:14.730
Luke Guy: Who is another piece of content will make a video together, he talks about how he did this thing it’s another piece of content, I didn’t create it four or five pieces of content on one award so it’s five pieces and someone may buy because of one.

00:28:15.480 –> 00:28:15.720

00:28:17.190 –> 00:28:19.800
Luke Guy: This is an example, but quote cards overrated.

00:28:20.640 –> 00:28:23.700
Steve Werner: I would, I second that quite a bit all right.

00:28:23.760 –> 00:28:24.450
Luke Guy: Like that okay.

00:28:24.930 –> 00:28:32.640
Steve Werner: What would you tell somebody who says, I can’t do that because it feels like bragging because I know there are a lot of people like I I have.

00:28:33.180 –> 00:28:40.320
Steve Werner: I have some of my listeners some of my friends, some of the people that I work with are in the quote heart centered Community right there like.

00:28:41.130 –> 00:28:43.350
Steve Werner: Because I teach storytelling which.

00:28:43.950 –> 00:28:57.810
Steve Werner: I mean that definitely instead of using a hard sell take me tell stories you get people to lean in, say, how can I do that you have an easy conversation they i’ve i’ve talked to them about even just putting up like a post that says, I got X result for somebody and they’re like.

00:28:59.220 –> 00:29:06.570
Steve Werner: You can tell like they get they get a little anxious about it, so how would you deal with a client that says like I don’t want to brag I don’t want to come across as that.

00:29:08.370 –> 00:29:17.970
Luke Guy: Man well if I get it like you want to be humble Joe nothing wrong being humble I think humbleness is a big key thing kept you know uncharacteristic.

00:29:19.680 –> 00:29:30.240
Luke Guy: But you gotta think about it, though we are called to inspire right like that’s our that as entrepreneurs, we are called to inspire people, so I think I don’t think it’s a bad thought you’re having they’re.

00:29:32.760 –> 00:29:44.820
Luke Guy: Thinking like that, but you have to look at Okay, what is this going to do for me this is this is going to inspire someone we’re live we’re not living in 1950s anymore, she is believe.

00:29:45.690 –> 00:29:45.900

00:29:49.680 –> 00:29:54.600
Luke Guy: You got to give them reason to believe your postcards are not going to do that because everybody’s doing that.

00:29:55.920 –> 00:29:58.230
Luke Guy: But if you want to help more people thing with this why.

00:29:59.250 –> 00:30:00.180
Luke Guy: Is it worth getting.

00:30:02.700 –> 00:30:03.450
Luke Guy: results.

00:30:20.280 –> 00:30:21.000
Luke Guy: review system.

00:30:23.490 –> 00:30:31.830
Luke Guy: You have to be introducing you have to show off ricky we are marketers if you’re not a marketer and you do get destroyed and dixie.

00:30:33.360 –> 00:30:37.140
Luke Guy: If you’re if you sell something definitely high ticket.

00:30:38.550 –> 00:30:41.880
Luke Guy: Something premium to think that to me right.

00:30:55.350 –> 00:30:57.600
Luke Guy: Now that you’re amazing but you guys are amazing.

00:30:58.440 –> 00:31:01.890
Steve Werner: Well that’s I think that’s the thing like putting your clients out front.

00:31:02.220 –> 00:31:09.540
Steve Werner: makes everybody, this is what I tell people if you’re talking about your clients, nobody sees it as you’re bragging they see it as like holy crap you change somebody’s life.

00:31:09.750 –> 00:31:11.760
Steve Werner: You made them money you made their business how.

00:31:11.760 –> 00:31:21.480
Steve Werner: Do I get some of that and that is the difference between humble bragging and actually like put stuff out there if you’re helping people do it and I love that you called out like do it for free.

00:31:21.960 –> 00:31:26.850
Steve Werner: If you’re sitting there and you’re listening to this and you’re like I don’t know I don’t have any that go help one person.

00:31:27.090 –> 00:31:40.050
Steve Werner: and tell them like find somebody who has interacted with you somewhere and be like look I don’t normally do things for free, but I will help you in return for a testimonial you have to swear to me you’re going to do everything I say for the next week or two to get the result.

00:31:41.160 –> 00:31:52.920
Steve Werner: or host a free challenge or host a free workshop a free workshop if you get 100 people that say they’re going to come you’re going to get 15 in the room, you will get some testimonials like.

00:31:53.460 –> 00:31:58.860
Steve Werner: If you hold a free workshop, and you get 10 people probably not gonna work out real well but that I would.

00:32:01.110 –> 00:32:09.900
Luke Guy: break free whatever you gotta do to talk about amazing stuff every single day you gotta be talking at least not once a week but i’m trying not once a day i’m trying to five times a day.

00:32:10.230 –> 00:32:18.060
Steve Werner: yeah that’s it well, that actually brings me to the next question how often because you’re you’re doing paid ads.

00:32:18.720 –> 00:32:28.620
Steve Werner: How often do you think like what’s a so we won’t even talk about organic What if somebody like okay i’m going to start running some ads what’s a good budget, what do you think they need to be running in a day.

00:32:30.510 –> 00:32:40.800
Luke Guy: So i’m a good start, like, I will start off with the cost of what is one option, I mean because look, I mean you’re about to get destroyed if you don’t have a plan in place with Facebook, I mean.

00:32:41.220 –> 00:32:47.940
Luke Guy: With all the competition, you have, so I will start off with the price of an option so starting at 10 $15 a good start.

00:32:48.480 –> 00:33:03.120
Luke Guy: Unless you’re just like loaded like you’ve got like half a million in the Bank, and you know you got to get a tax write off anyway so then you’re doing yourself a favor go crazy what start off 15 $20 an hour start small work your way up because, even at that.

00:33:03.450 –> 00:33:16.230
Luke Guy: small amount you’re able to examine data like I can split test two ads or three as I wanted to, and just say Okay, which one is getting the better click rates which one’s getting the best view it, so I would start it there, I would not go like.

00:33:17.340 –> 00:33:31.650
Luke Guy: I mean, I have started $100 a day, just because I thought I had something amazing, but when i’m not being stupid, I will start off it out and 15 a day and I will test it click rates and all that and then double double double like that.

00:33:32.280 –> 00:33:33.000
Steve Werner: What a.

00:33:34.110 –> 00:33:38.640
Steve Werner: And do you always go do you go with a video ad do you go with a picture add what are you.

00:33:40.440 –> 00:33:47.520
Luke Guy: Today, video ads today is going to destroy picture at my video ad will destroy your picture at all day long.

00:33:47.880 –> 00:33:54.450
Luke Guy: Because we have to do things that our competitors are not willing to do if you want to get the results are not getting through anything anyway, so I do videos all the way.

00:33:54.930 –> 00:34:07.200
Luke Guy: And as time goes on those videos are getting more and more like exciting storytelling funny i’m going to have something blow Steve I got a tiger in one man, just to get this to your feedback like.

00:34:07.380 –> 00:34:07.920
yeah yeah.

00:34:09.930 –> 00:34:17.670
Luke Guy: i’m and i’m playing to have me like i’m Luke guy and then I have my client, which is me as well, so I get a split screens or whatever.

00:34:17.910 –> 00:34:18.840

00:34:20.790 –> 00:34:34.440
Luke Guy: And i’ve always wanted to be a comedian for the other kid anyway, you know my wife’s not funny and I know if I make my wife laugh i’m doing something like this is going to be a good one, if I can make her laugh so i’ll just i’ll test it but i’m gonna answer the question did I have.

00:34:34.530 –> 00:34:34.890
Luke Guy: A question.

00:34:35.730 –> 00:34:41.760
Steve Werner: yeah I mean i’m just i’m trying to figure out because I like video ads to i’m.

00:34:42.030 –> 00:34:42.240

00:34:44.100 –> 00:34:44.490
Luke Guy: Video.

00:34:45.750 –> 00:34:57.510
Steve Werner: yeah well alright Luke so if people are interested in contacting you why don’t you tell us one what they what you do and to tell them how they can get to your Facebook group, because I think now everybody wants to go see.

00:34:57.690 –> 00:35:01.590
Steve Werner: Some of your ads so where can they go where can they see some of your videos.

00:35:02.820 –> 00:35:09.300
Luke Guy: Go to the new guy calm okay go go to look at COM, that the address on you about where you like.

00:35:10.950 –> 00:35:17.430
Luke Guy: That is to actually link because they look at I calm and when you go there and send it to the group, the Group is called sold before the call.

00:35:18.030 –> 00:35:27.180
Luke Guy: Because I know I do not, I believe, is a crime try sell people on the phone I think people should be sold already and you’re actually taking the order or you’re going to be created before your 30 so.

00:35:27.810 –> 00:35:32.760
Luke Guy: I would never recommend that, so I like some people for them that’s why social proof is important that’s why.

00:35:34.710 –> 00:35:42.420
Luke Guy: You gotta comes where you can go against that a group and says ads when we come out when we come out with them and and just so you know, like.

00:35:43.020 –> 00:35:58.740
Luke Guy: Social proof is the big thing that I focus on paid ads has been the vehicle how we deliver that since 2013 However, we are going strong organic as well, because I want a four X is not a five X on my return i’ve spent multiple six figures.

00:35:59.880 –> 00:36:05.010
Luke Guy: On as personally not include my clients and that’s kind of all i’m looking for, but.

00:36:06.960 –> 00:36:17.700
Luke Guy: With organic as well i’ve actually hired a coach actually helped me i’ve done i’m getting for a while, but i’m always hiring people to help me like I never feel like i’m at the place of care, nobody like I have people all the time, so.

00:36:18.360 –> 00:36:28.560
Luke Guy: that’s why i’m actually combining paid ads with organic so, for example, what i’ll do is they’ll go to my group and, if I can add them as a friend.

00:36:31.710 –> 00:36:42.060
Luke Guy: And that’s why I really dish social proof between my group and my my profile and any my ad sets i’m constantly like dishing exciting things like that, so they can see and believe.

00:36:43.140 –> 00:36:52.140
Luke Guy: But that’s how you get there, and for people like Luke What do you do exactly the big thing is, I want to, I want to make your people believe, like honestly.

00:36:52.590 –> 00:36:59.190
Luke Guy: i’d like to start with the organic traffic around your feet, I have their afternoon pit we can try paid ads if someone wouldn’t want to work with us.

00:36:59.490 –> 00:37:06.000
Luke Guy: And we can start off $15 a day, but I noticed that you spend a ton of money and feel like you’re sweating bullets i’ve been there is not a good feeling and I wanted to go through that.

00:37:06.450 –> 00:37:20.370
Luke Guy: So what I like to do Steve is let’s try organics let’s look at all the things you’ve done and let’s turn it into content and get get people excited about what you’re doing and turn it into make people you’ll make people believe what you’re doing like the fastest.

00:37:20.850 –> 00:37:21.150

00:37:23.520 –> 00:37:29.310
Luke Guy: let’s let’s do this by pumping out social proof about what you’re doing, because that to me and my personal opinion Steve.

00:37:29.910 –> 00:37:30.210

00:37:31.980 –> 00:37:32.550
Luke Guy: series.

00:37:33.630 –> 00:37:43.290
Luke Guy: that’s how to get them to like you was getting them to trust you is the fact your clients trust you and you’re able to pump that because I, you said it, you said exactly right they have to know.

00:37:43.680 –> 00:37:53.610
Luke Guy: Like trust you in fact I think she had get them to know and love and trust you like, if you get your customers to love you before get on the call that’s when the easiest sales call waiting for like a sales call.

00:37:53.700 –> 00:37:58.350
Steve Werner: It right they’re just ready to buy they’re like hey where do I sign up what do I do okay cool let’s go.

00:37:59.820 –> 00:38:10.620
Luke Guy: Straight here right now, like that’s because you you’ve been dishing out social proof so that’s what I hope you do if you don’t have social proof what’s gonna help you create it will look I got clients let’s go get you some PR that social proof.

00:38:11.280 –> 00:38:11.730
Luke Guy: which will be.

00:38:13.080 –> 00:38:22.830
Luke Guy: Interesting headline so they’ll give you some news let’s get you on some podcasts people like Steve are like amazing a podcast we’ve got that voice man like that’s that’s That means a lot so.

00:38:23.220 –> 00:38:34.110
Luke Guy: Let me help you be creative and create your content, not just you know just everyday content but content as powerful and move the needle and get them closer to book and quality that’s why people hire me.

00:38:34.710 –> 00:38:41.610
Luke Guy: People know me for paid media, but you can do the same thing because literally i’m taking paid media run to a group, then, which is organic.

00:38:41.970 –> 00:38:42.990
Luke Guy: You know, because Facebook ads.

00:38:44.940 –> 00:38:53.490
Luke Guy: Second, organic game there so it’s mixing the two together, but it all falls apart, if you don’t have social proof, I can help anybody with social proof anybody.

00:38:54.660 –> 00:39:03.540
Steve Werner: awesome all right well you guys know where to go find Luke go watch some of his videos I may go check them out because I want to laugh, I want to see how funny it is.

00:39:04.470 –> 00:39:13.620
Steve Werner: it’s gonna be awesome Luke Thank you so much for joining me this was super fun and enlightening anything to say before we we part.

00:39:15.150 –> 00:39:18.300
Luke Guy: Oh for anyone with the 2020 which I think is pretty much everyone listening right now.

00:39:20.670 –> 00:39:27.810
Luke Guy: keep pushing like you’re a lot of people are dealing with stuff in their mind like I don’t think I ever went again which a lot of it was going through you’re going to win again.

00:39:28.020 –> 00:39:37.260
Luke Guy: keep pushing keep listening podcast is how it was helps me that’s why i’m on podcast people like Steve like guys like this, what motivates you to keep going so go leave them review.

00:39:37.710 –> 00:39:48.090
Luke Guy: Go subscribe to him do things like listening to podcast like this you’re gonna get through this, but you gotta get through that mental noise appear you’re dealing with so that’s just a personal tip.

00:39:48.990 –> 00:39:59.880
Steve Werner: awesome I love it to everybody else out there, make sure you go check them out everything will be in the show notes until next time take action change lives and make money we’ll see you soon.


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