smb agency handbook

Marketing your business on FacebookYour handbook to building successful businesses on

Facebook for your clients through the BCEI framework

Chapter 1: BCEI overview

1.1 What is BCEI and why 3

1.2 How to pitch for your client to start using

Facebook Marketing by using the BCEI framework 3

1.3 Ads account structure introduction – why and how 4

Chapter 2: Build

2.1 What you should achieve in BUILD? 8

2.2 Align with clients on the purpose of the page 9

2.3 Build a page 11

2.4 Build an initial fan base 16

Chapter 3: Connect

3.1 What you should achieve in Connect? 17

3.2 Set up ads to acquire fans 18

3.3 Review fans profile in page insight,

and focus on ‘Like’ and ‘Reach’ session in page insight 19

3.4 Promote your page through existing marketing channels

and Facebook features 26

Chapter 4: Engage

4.1 What you should achieve in Engage? 29

4.2 Page post tips and examples 30

4.3 The concept of owned, earned and paid media (organic distribution is limited) 35

4.4 Promoted post (emphasize the importance of feeds) 36

4.5 Offer 37

Chapter 5: influence

5.1 What you should achieve in Influence? 38

5.2 How does Sponsored Stories works? 38

5.3 Using Page Insights to measure your Sponsored Stories 41

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Marketing your business on Facebook

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Chapter 1: BCEI overview

What is BCEI and why

Facebook is a tool for connecting people with those around them as we already know but now the question is

whether you are using Facebook to the fullest of its potential or if your client is aware of its fullest potential?

We are here to introduce to you the BCEI (Build – Connect – Engage – Influence) framework which is the best

practices we have established to guide you from the start of building a page through to what is there to help

you influence your fans and friends of fans.

How to pitch for your client to start using Facebook Marketing by using the BCEI framework?

There are a number of good reasons for businesses to participate in and maintain a presence on Facebook.

Here are the fundamental points you need to know and use them to pitch for clients to engage your services

in Facebook marketing:

BUILD: when you have a page, you get found by people who are searching for your products or services

CONNECT: means you are able to connect with current (and potential) customers

ENGAGE: then you create an engaging community around your business

INFLUENCE: Promote other content you create, including webinars, blog articles, or other resources

to influence

With the above framework in place you will be able to continuously achieve the following for your clients:

Get more fans, grow your fanbase,

Generate loads of leads for your business

And acquire more new customers!

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Ads Account Structure Information – Why and how?

Account Groups is a feature in your Ads Manager that allows you to organize and access multiple advertising accounts from one

place and we strong recommend you to create groups to manage all your ad accounts.

This feature may be particularly useful for you if you manage a number of ads or if you manage ads for multiple businesses / clients.

Some examples of how you can structure your accounts as below:

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Ads Account Groups – How?

How to group a set of accounts together under a group name

(including adding/removing accounts from a group)

Grouping a set of accounts together lets you view all the accounts from one view in ads Manager and enables multiple users to

access the accounts simultaneously.

Log in to your Facebook ads account and click on the “Account groups” tab in the left side of accounts page (www.facebook.

com/ads/manage/accounts.php)

Click on the “Create a Group” button on the right hand corner, enter a name and then click “Ok”

To add an account to the group, select your existing managed accounts from the “My account” drop down tab and/or enter

the account IDs directly into the “add Account” field and then click “add Account”

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To grant permission to another user, type the name of a friend and/or an email address into the “User Permissions” field and

click “add User”. If the email address is associated with that person’s user profile, it will grant that profile permission

To save the changes click on the “Back to group settings” button in the top right hand corner of the Page

More questions about Account Groups, please visit - https://www.facebook.com/help/?page=229552707057508

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Chapter 2: Build

What should you achieve in BUILD?

Pages are the essential place on Facebook for businesses to build connections with people. It’s where you

connect with fans by announcing new products, sharing news, and gathering feedback. Your Page is also

where you create unique brand content that can become ads and sponsored stories. It’s the core place for

businesses to manage their posting and advertising content. Three key elements should be achieved in BUILD:

Align with your clients on the purpose of the page

Build a page

Build an initial fan base

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Align with your clients on the purpose of the page

In order to build and retain relationships with customers and their friends, you must have a clear vision for your page. Everything you

do with your page should align to your purpose and objectives. Align your page to your brand purpose. This is important above all

else, and the defining factor in a great Facebook page vs. a weak one. All of your posts and content should ladder back to your brand’s

purpose and your business objectives – including

1. Align your page to your brand purpose. This is important above all else, and the defining factor in a great Facebook page vs. a

weak one. All of your posts and content should ladder back to your brand’s purpose and your business objectives.

2. Think about your page from an always-on perspective.

3. Align your publishing calendar with your media and offline initiatives. If you’re having a sale in store,

4. Leverage local. You can target your posts by country, state, city, and even language. This is a great way to make fans in specific

areas feel like you’re catering to them by publishing about local news, events, or offers.

5. Focus on conversation over content. You can plan what you share, but not how your fans respond. Be prepared to engage in

conversation with fans.

Every brand has a purpose that’s consistent throughout all of its marketing efforts. Facebook is one way to bring dimension and

character to that purpose. All of your publishing and marketing programs on your Facebook page should align to your brand’s

purpose in order to build credibility with your consumers. When developing your ideas and content for your page, filter it through

your brand’s mission statement to see if it makes sense and will be relevant to your fans.

This is the single most important factor in making your page a success.

For example, Skittles targets teens with playful, offbeat, funny content, while

Extra Gum – targeted toward weight-conscious middle-aged women – keeps the

conversation relevant for them as well.

For example, Wrigley’s mission statement is “Weaving brands into the fabric

of everyday life around the world.” Their brands have very different target

audiences, and they create brand voices on their pages accordingly.

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Once you’ve defined your purpose, start thinking about your objectives. Many businesses set up social media programs without

first aligning their social media objectives to their business objectives. Forgetting this integral step makes it hard to understand the

effectiveness of social media, and can leave community managers scrambling for metrics.

1. Write down your business objectives

This is an obvious, yet frequently skipped, step. Understand

what your CEO thinks is the main objective for the business.

Is it product sales? Is it becoming the most forward-thinking

company in your industry? Don’t just make an assumption

here. Ask key business leaders so you’re clear on what’s

important.

2. Consider how social media can help achieve these

business goals

If your business objective is product sales, and you sell

your products online, this is easy. You can simply track how

many sales came from social media referrals via analytics

resources and tracking tags. Most of us aren’t that lucky.

Let’s say you only sell your products in brick-and-mortar

stores. Social media can help generate awareness about

your product or educate consumers on the benefits of your

product.

3. Determine how you will measure both your business and

social media objectives

How can you measure success if you don’t even know

how to measure key objectives? Write down the KPIs (key

performance indicators) that will help you track success

against these objectives. In the case of brand awareness,

you can track things such as online conversations about

your brand or number of unique visits to your website. You

can also pay research companies to run brand awareness

studies. Refer to the “Measurement and Research” module

to see the tools that Facebook has available, as well as the

Pages Deep Dive to better understand the metrics your page

can provide about how people are engaging with your brand.

4. Set benchmarks

Before starting a social media program, know where your

company stands on major business objectives. Get average

sales numbers, do some research on brand awareness

among your target, or understand customer opinions about

your brand. Having these benchmarks set up ahead of time

will better help you understand what impact (if any) your

social media program is having on the bottom line.

There is no one-size-fits-all formula for calculating social media

ROI. However, if you align your social media objectives to your

business objectives in the strategy and planning phase, you are

going to set yourself up to be more successful in determining

the effectiveness of your campaign.

Identify your brand’s current business objectives

1 2 3 4Determine how you will measure success

Consider how your Facebook page can help you achieve those goals.

Set benchmarks

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Build a page

The very next step is to build a page. Page is the mission control for your business on Facebook, to create a page,

go to https://www.facebook.com/pages/create.php

What do we mean by mission control

Whether you are running ads, developing an app, or running a contest, it is important to connect everything back to your Page

Pages is where everything starts - every important piece of content comes from your Page, and this is where you manage your

interactions and provide customer services

Pages is how you connect with people

Reach beyond your fan base

Drive awareness through promoting Page posts on the homepage

Drive acquisition by promoting Page post everywhere on Facebook

Reach more of your fans

Communicate with and engage more of your existing Fan base

With a Page, you build a relationship first before you drive them to further engagement

and marketing through your website and apps.

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To build a complete page, you need to have the basic elements of a page and they are:

Cover photo: This is the first thing people will see when they visit your Page. Choose a unique photo (851 x 315 pixels) and change

it as often as you like. Examples: popular menu item, album artwork, or a picture of people using your product. Be creative and

experiment with images your audience responds well to

Profile picture: This represents your page on other parts of Facebook, in ads, sponsored stories and the news feed. Choose a picture

that represents your business, such as a logo. Use a high quality image that scales well from 180 x 180 pixels to 32 x 32 pixels

Your photos and custom apps appear at the top of your Page under the cover photo and profile picture. You can also customize the

images for your apps under “Manage” in “Edit Page” in the admin panel (we will talk about the admin panel after finishing the key

elements of a page)

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Views and apps: this refers to native Facebook apps, such as photos, events, or video. Apps refer to any custom apps you have

created. Your photos view will always be in the first position. You can choose which views or apps to feature in the other 3 spots.

If you have more than 4 views and apps associated with your page, users can click the button to the right of the default views to see

up to 12 more apps and views. You can have an unlimited amount of additional apps and views, which you can deep-link to using

ads or hyperlinks

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Your wall: You can communicate with your fans by publishing to your Wall. Wall post can consist of just text, or you can add

attachments to your post in the form of photos, links, video, or a customized question with poll responses. You can also customize

these posts by region, so if your page is global or national, you can still create posts at a regional or language level. For example,

you could reach only your fans in Montreal who speak French. Like we said before, your page is mission control for your brand on

Facebook. Publishing is the way your brand communicates to users on Facebook – your fans, their friends, and those with whom

you have yet to create a connection.

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Admin Panel

The admin panel appears at the top of all Pages you manage.

It offers a quick snapshot of who you should respond to (Messages are on the right section and Notification on the left section

as noted below)

It gives you access to your page and post performance (Insights section under notifications)

Let you view the users who have “liked” your page in the New Likes section

Allows you to edit your content here

Allows you to build your audience (see following picture)

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Building initial fan base

Now that your page is build, you will start building you fan base using existing friends, family and employees by inviting them to

“like” your page! You can invite them by selecting “build audience” on the admin panel top right corner and you will see 2 options –

“Invite email contacts” and “create an advert”

In this section, we will talk about “invite email contacts” to kick start the build up your fan base using your existing resources. You

can import your current contacts and invite them to “like” your page.

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Chapter 3: Connect

What should you achieve in CONNECT

Now that you have your Page with friends as fans, it’s time to grow your fan base.

Fans are extremely important to your business because

1. When they interact with your Page, they spread the word about your business to all of their friends. If you

have 500K fans, then you can have access to up to 40M of their friends!

2. Communication with your fans keeps them engaged. On average, fans are twice as likely as non-fans to

report buying product or visiting a store in the last week.

Key elements that should be achieved in CONNECT

Create ads to acquire more fans

Understand how your ads are doing and how it is affecting page – using the ads manager and

reviewing page insights regularly

Make sure your clients are also promoting their page through existing marketing channels & existing

Facebook features

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Create ads to acquire more fans

To create ad, go to www.facebook.com/ads/create. There are

2 ways to advertise on Facebook – using ads and sponsored

stories. Ads reach people you are not connected to, and

Sponsored Stories reach your fans and their friends.

When you are getting started on Facebook, it’s important to

start with ads so you can drive new fans to your page that you

can engage and connect with on an on-going basis.

Now it’s time to segment your target audience to help you better understand which groups of users are responding best to your

ads. We recommend targeting your ads to smaller, more specific groups of users at one time. This means structuring your ads in a

more granular way (ex. creating separate campaigns for each age bucket, each gender, each target group, etc..), which will give you

better control and insight into your advertising performance. With this granular view, you will then be able to adjust your bids and

budgets accordingly and focus on the highest potential users.

You can target your audience by:

1. Demographics: location, age, gender

2. Precise interest: reach people based on information

they have provided in their profile. This information is

pulled from their listed likes and interests, the Pages

they like, apps they use, and other information they

have added to their timeline

3. Broad categories: specific groups—for e.g., people who

have recently got engaged i.e., in the 6 months.

4. Connections: if an audience that’s already connected to

the Page or app you’re promoting or reach their friends

5. Click “Advanced Targeting Options” to target people

based on their relationship status, the languages they

speak, their education, and where their work place

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How many ads should be developed?

Once your campaign structure is set, you’ll want to focus on setting up the right ads under each campaign. Develop multiple

campaigns of 4 or more ads to learn which text and images are driving the most clicks and “likes” to your page. Ideally you

should not run more than 3 or 4 Ads per campaign. Consider running tests where you use all of the same creative under multiple

campaigns. This will allow you to see how effective each ad is for that specific audience – you’ll be able to see results by audience

and by creative messaging. Sometimes you’ll be surprised to see how an audience segment reacts to an ad you thought was going

to do well – this is why testing in this structured way is especially important in the initial phases as you strive to learn about your

audience.

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Understand how your ads are doing and how it is affecting page – Using Ads Manager

Facebook’s ads manager gives businesses visibility into the performance of your ads and sponsored stories with the ability to drill

down into specific metrics.

You can access your ads manager at www.facebook.com/ads/manage. You will be able to see all of your current ad accounts, their

status, and how much you have spent in the All Accounts view.

Clicking on an account will bring you to the “All Campaigns” view. You can easily pause, delete, or reactivate campaigns, track start

and end dates, view your total budget, see how much of it remains and how much you have spent as a total or broken down by date.

You will also see notifications here when campaigns are created, rejected, or approved by Facebook.

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Understanding the performance of your campaigns and ads.

Use the dropdowns to change the date range you want to use to view results. Once you click on a campaign, you can see

information about its performance and either pause, delete, or activate ads within that campaign.

The “Audience” graph shows you

how much of your targeted audience

you are reaching, compared to your

total targeted audience. If you need

to expand your reach, try raising

your bids or budget.

“Targeted”: The approximate

number of people your ads or

sponsored stories can reach,

based on your targeting criteria

“Reach”: The number of unique

people who saw this campaign

“Social Reach”: The number of people who saw your sponsored stories or ads with the names of their friends who liked your

Page, installed your app, or RSVPed to your event

The “Response” graph allows you to track performance of your campaign by clicks and actions over time.

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Metrics in your ad manager

1. “Campaign Reach”: The number of unique people who saw this campaign. This is different from

Impressions, which includes people seeing your ads multiple times.

2. “Frequency”: The average number of times each person saw your campaign , ads or sponsored stories.

3. “Social Reach”: The number of people who saw your sponsored stories or ads with the names of your

friends who Liked your Page, installed your app, or RSVPed to your event

4. “Actions”: All the people who took an action within 24 hours of seeing—or within 28 days of clicking—on

your ad or sponsored story. You’ll only see data here if you’re promoting a Page, app, or event or running

Page post ads.

5. “Clicks”: The number of clicks this campaign’s ads or sponsored stories have received

6. “CTR”: Click through rate. The number of times people have clicked on ads or sponsored stories in your

campaign, divided by the number of times they were shown on the site during the dates selected.

7. “Spent”: The amount you have spent on your campaign during the dates selected

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Understand how your ads are doing and how it is affecting page – Review page insights

The four metrics at the top of your Insights tab allow you to quickly understand the size and engagement of your audience.

You should monitor these metrics closely to assess the success of your marketing strategy.

The Fans tab helps you understand who your fans are and how you acquired them. Understanding who your audience is and how

you’re reaching it is key to optimizing your Page strategy. This information helps you publish content that people will want to see,

engage with and talk about to their friends. For example, if you discover that the majority of people who like your Page are men 18

to 24, you might decide to adapt the content you publish to fit with the interests of these young men.

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The Like Button – Once clients understands the

importance of metadata (first step), the like button is

literally one line of code to implement. Each like button

can point to a URL. A like button should be linked to an

object, and all the likes will accumulate to that object.

There are two ways to measure what the like button

does (1) insights- how many people clicked the like

button (2) ref:parameter - if a client is working with

Omniture or Webtrends/analytics company, they will be able to measure the downstream effect of the like.

This tab also shows Like Sources - the number of times your Page was liked, broken down by where the Like happened (on your

Page, from News Feed, on your website, etc.), during your selected date range.

Countries: The number

of people who liked your

Page as of the last day of

your selected date range,

broken down by country.

This is based on the user’s

IP address.

Cities: The number of

people who liked your

Page as of the last day of

your selected date range,

broken down by city.

This is based on the

user’s IP address.

Languages: The number

of people who liked your

Page as of the last day

of your selected date

range, broken down by

language. This is based

on the user’s default

language setting.

Gender and Age: The

percentage of people

who liked your Page for

each age and gender

bracket as of the last day

of your selected date

range. This is based on

the data people enter in

their profile

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By clicking on any data point in this list of posts, you can see more details such as the full text of the post, or the different types of

engagement and stories this post generated.

The Reach graph below allows you to understand by which channel (organic, paid or viral) your post reached its audience. Please

note that, since people might have seen your post through several channels, the sum of organic, paid and viral reach might be

larger than your total post reach.

The Reach tab below also shows demographics of the people you’ve reached, in addition to showing people who have seen any

content about your Page and whether these people were reached through an organic, paid or viral channel. People might see your

content through more than one of these channels, so the sum of your organic, paid and viral reach might be larger than your total

Page reach.

Organic: The number of unique people, fans or non-fans, who

saw this post in their News Feed, Ticker or on your Page.

Paid: The number of unique people who saw this post from a

sponsored product, such as a Page Post Ad of Sponsored Stories.

Viral: The number of unique people who saw this post from a

story published by a friend. These stories can include liking,

commenting or sharing your post, answering a Question or

RSVP-ing to an event

Organic: The number of unique people, fans or non-fans, who

saw any content about your Page in their News Feed, Ticker or

on your Page.

Paid: The number of unique people who saw an ad or Sponsored

Story that pointed to your Page.

Viral: The number of unique people who saw this post from a

story published by a friend.

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Page promotion using existing marketing channels and Facebook features

Your Facebook identity and connections are portable. So make sure your page is being promoted in all your existing marketing

channels, like your print ads, your website, your media buys as well as features on Facebook – all of which connects back to

Facebook or on Facebook.

Let’s talk about a few ways of promoting your page at your current channels: social plug-ins.

To get started, let’s start with the easiest way to add social activity to your branded experience – social plugins. They can help

you increase engagement on your site.

People generally spend more time in places (e.g. while shopping, at the movies, at restaurants) when their friends are with them

and the same is true on websites. Facebook is the most engaging site on the Internet because it is all about your friends. For

example, on the Huffington Post, users who sign in with their Facebook account view 22% more pages and spend 8 minutes

longer than the average reader.

Building with Facebook lets you tap into the power of friends to drive engagement on your own site.

It’s easy to get started adding Facebook Platform to your website with Social Plugins.

One of the easiest ways to make your online presence more social is by adding Facebook social plugins to your website. There are

many different Facebook social plugins to choose from — here are four of the top plugins for business and tips on how and when to

use them.

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1. Like Button

The Like button lets users share pages from your site back to their Facebook profile with one click. When the user clicks the Like

button on your site, a story appears in the user’s friends’ News Feed with a link back to your website.

2. Like Box

The Like Box enables users to “like” your Page and view its stream directly from your website. For starters, you can choose a pared-

down box with your Facebook Page name, logo and Like button (as pictured above). You can use one of the standard Facebook

icons, or even use a custom design like the sketch below:

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4. Comments

The Comments Box lets users comment on your page’s content — whether it’s for a webpage, article, photo or other piece of

content. The user can share the comment on Facebook to post to their Wall and in their friends’ streams.

Besides the above, on Facebook.com, you can build custom application experiences through a canvas application and with a tab on

your brand page.

3. Recommendations

The Facebook Recommendations plugin gives users personalized suggestions for pages on your site they might like, based on what

people are sharing.

You can even see how this feature will look on your site before you add it — simply enter your website address here, click on the

page and it will show you the recommendations Facebook already has for your site.

here

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Chapter 4: Engage

What should you achieve in ENGAGE?

Once you’ve started to build relationships with fans, it’s important to continue to keep them interested and

show you value them. This will encourage them to interact with your page more frequently, creating stories

about your page that their friends can see.

Custom programs you build to engage with your fans should align to your specific business objectives. Don’t

be afraid to engage with consumers in creative ways, as long as it’s consistent with your brand character.

Below is some key element of engagement we would like to introduce to you:

Page post tips and examples

Concept of owned, earned an paid media (organic distribution is limited)

Promoted post

Offers

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Page post tips and examples

Build a content calendar

To keep your Facebook fans engaged with your Page, create a posting plan, or Conversational Calendar.

Create a schedule and a regular rhythm for your postings and consider posting at specific times when engagement is highest.

You can also create weekly features that encourage participation.

Here’s how an online retailer might approach it:

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Post regularly (at least 3x a week)

Your fans will be more likely to engage with your content if you remain top of mind. Only you can know what the right cadence is

for your audience and for your message, but you should make sure to post regularly. For example, a grocery store might post two

or three times a week when it receives new products, while a restaurant might post every day to let his fans know what the daily

special is.

Be succinct

Your fans’ News Feeds contain a lot of information. And they have limited time to read it. Keep your posts short whenever possible:

posts between 100 and 250 characters (less than 3 lines of text) see about 60% more likes, comments and shares than posts greater

than 250 characters.

Post at the optimal time

Only you know what’s right for your business, and you can use your Page Insights to figure out what’s working (for instance, try

posting at different times of day and see when you get the most engagement). We have found that restaurants post from 7am-12pm

when people are making plans for the day, while retailers post in the 8am-2pm window. User engagement with Facebook Pages is

highest from 9-10pm and the 18-24 demographic is the most engaged during this time.

Respond timely to comments and messages

Your audience will be more likely to engage with your posts if you are talking about topics that are already top of mind for them,

such as current events, holidays or news. For example, we’ve found that posts mentioning Independance Day on July 4th generated

about 90% more engagement than all posts published on that day.

Ask questions

With our Questions product, you can ask your fans for ideas and

feedback about how to improve your business. Fans can agree with

an existing answer with a single click, or add a different response.

This is an easy way to gather insights.

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Post photos and videos

Rich media tends to draw attention more than simple text. Whenever you want to share a message on your Page, consider using

related pictures or videos to make your message stand out. Posts including a photo album, a picture or a video generate about

180%, 120%, and 100% more engagement than the average post, respectively.

Know our contest guidelines

If you use Facebook to communicate about or administer a promotion (such as a contest or sweepstakes), you are responsible for

the lawful operation of that promotion, including the official rules, offer terms and eligibility requirements (e.g., age and residency

restrictions), and compliance with regulations governing the promotion and all prizes offered in connection with the promotion

(e.g., registration and obtaining necessary regulatory approvals).

If you are running a contest, make sure you check out the pages guidelines first:

`Give fans exclusive access to content

As a reward for liking your Page, give fans access to exclusive, behind-the-scenes information to make them feel special. Think about

announcing new products to fans on Facebook before anywhere else, giving fans early access to sales, or posting exclusive photos

from events on your Page.

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Localize your posts if they are only relevant to a specific audience

Some of your posts might only be relevant for a subset of your fans. For example, if you are only making some products in specific

countries, you might want to promote these products only to people in this country. Use the geo-targeting feature to make sure

that only the people who would find your post valuable will see it.

Review your page insight

The best way to get your audience to engage with your content and share it with friends is to understand deeply what the people

you’re reaching care about. Page Insights gives you the data you need to gather these consumer insights.

You should visit Page Insights on a regular basis to track which of your posts resonated with your audience and generated the most

engagement so you can post more of this type of content.

Some key metrics you should be looking at:

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Your ultimate goal as a Page owner is to publish content that will reach a large audience, and that your audience will engage and

share your content with friends. You can use Page Insights to better understand what your audience wants to hear about.

This section of Insights gives you deep analytics on every single one of your Page posts, so that you can understand at a granular

level how many people your post reached, how many people engaged with it, and how many people talked about it with their

friends. The “virality” column will also allow you to compare your different posts by showing the % of people who talked about your

post to their friends after seeing it.

The Engaged Users graph allows you to understand the different types of engagements your post generated. Anyone clicking

anywhere on your post is considered an “Engaged User.” The types of engagement you can find in the pie chart include all the

different ways people can consume your post (clicking on a link, viewing a picture, watching a video...), spread it to friends (by liking

it, commenting on it, answering a Question, RSVP-ing to an event, etc...) or simply click on some other area of your post (“Other

Clicks”).

Video plays: The number of times the play button of your video

was clikced on.

Photo views: The number of times yours photo was viewed in its

full size.

Link clicks: The number of times the link included in your post

was clicked on.

Other clicks: The number of clicks on your post that are not

counted in other metrics, These clincks can include clicks on

people’s names in comments, clicks on the like count, clicks on

the time stamp, etc.

Stories generated: The number of stories that were created

from your post. Stories include likingm commenting on or

sharing your post, answering a Question or RSVP-ing to an

event.

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The key to “Paid Owned and Earned” is understanding the way that

the three different areas work together and integrated planning

/ execution across these three different elements can deliver

enhanced marketing effectiveness. Nothing exists alone now. Paid

can drive Owned which can then drive Earned, but there are many

different ways with which Paid Owned and Earned can be linked

Owned media is a channel you control. There is fully-owned

media (like your website) and partially-owned media (like

Facebook fan page).

“Earned media” can be most easily be described as the result of

paid and owned media — you buy a Super Bowl ad (paid) or you

run a promotion on your brand’s Facebook Page (owned), and

then and then people in the media talk about it (earned).

“Paid media”, also known as bought media, is all the stuff you

commission: ads, sponsorships, paid search campaigns, etc.

Integrating Owned and Paid Media

Facebook is a very valuable partially-owned media space. You

have the opportunity to easily and frequently update your

followers on the day-to-day happenings of your company as

well as gear up and release new content for your marketing

campaigns. Your updates show up on your current followers’

newsfeeds, they Like it, and pass it along to their friends.

However Facebook Marketing Classroom(fMC) revealed that only

about 16% of your feeds show up on your followers’ newsfeeds

due to Facebook’s edge ranking algorithm. This takes into

account how often that follower has Liked your posts in the past,

how active your company is on Facebook, how recently the post

was made, and what type of post it was (text, video, or photo).

So how to do you up that percentage? Facebook ‘s Reach

Generator that guarantees coverage to at least to 70% reach of

all your Likes. That’s a dramatic increase. Alternately, you can

go it on foot and take the time to really focus on getting more

engagement from your followers by posting more interesting

content on Facebook and generating genuine rapport there.

Integrating Paid and Earned Media

Let’s say you’re a thought leader in your field. You spend the time

to create quality content and many are beginning to take note

of it. Your earned media is going to come from these influencers

sharing your content on their site to all of their friends. Repetition

is key, here. The more users see your company / brand connected to

things they like the more likely they are to check you out.

Owned, Paid, and Earned media are each special in their own

way and approach your customers and potential customers from

different angles. Owned media toots your own horn, and well

it should. Your Owned media spaces, both fully and partially-

owned must present a consistent voice and brand, and reinforce

who you are and what your message is. When it comes to paid

media, there’s nothing wrong for paying for exposure to the kinds

of customers you know will help your business grow. Earned

media has to be just that, earned. It’s vitally important to keep up

positive, mutually-beneficial relationships with influencers who

will help you to spread the word about all the good, cool stuff

your company is churning up. For your target audience, hearing

positive things about your company from a source they already

know and trust is priceless.

The bottom line here is these three types of media aren’t

mutually exclusive. Here are just a few ways they integrate

and build off of each other, but there are scads more that will

work uniquely for your company and the product or service you

provide.

Concept of Owned, Earned and Paid media

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Every business has different goals, and we encourage you to promote posts when you’d like to reach a greater number of the

people who like your Page and their friends. We’ve seen that people have found success when they promote these types of posts:

Vibrant photos and videos: People tend to respond to bright, simple and attention-grabbing images, particularly of people

using your product or service. For example, you could promote a photo of new products you want to sell. Keep in mind that your

Page’s profile picture will show up next to your promoted post so everyone knows it’s connected to your business.

Offers: Promoting an offer can help increase the number of people who see and claim your offer. This can help to drive more

people to your business and increase engagement on your Page.

Exclusive events or news: Promoting posts with exclusive content gets people to talk about your Page and share your posts

with their friends. This could be a daily special on the menu, an in-store event or the launch of an upcoming product.

Questions: Promoting a question tells people that you value their opinion. For example, you could promote a question asking

people to vote on a new product or service, which encourages people to have a direct impact on your business decisions.

How?

- Use page post ads

With Page Post Ads, you can now turn any Page post into a Facebook Ad, with all the flexibility and rich targeting of standard

Facebook Ads. Additionally, they have a bold new design that is larger than other formats, with features that are more social and

more engaging than standard Ads.

At this time, you’re able to boost six different types of Page posts: video, photo, link, question, event, and text. Make sure you test

each of them understand which one is driving the highest engagement:

Promoted posts

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Creating offers on Facebook is an easy way to encourage sharing between your fans and their friends, which creates stories that

can be seen in the news feed on both desktop and mobile.

Facebook Offers can help you:

1. Drive people to your business

2. Reach new people and engage your most loyal customers

3. Get discovered as people share your offer with friends

To get started create your offer from the composer on your page following these steps:

1. Go to your Page

2. From the sharing tool at the top of your Page’s timeline, click Offer, Event + and then click Offer

Offers

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3. Type a strong headline for your offer, ex. “Buy one pair of socks, get another pair free.”

4. Upload a photo for your offer that will stand out in thumbnail size

5. Choose to limit the number of claims by clicking Unlimited and selecting a number from the dropdown

6. Set an expiration date by clicking today’s date and clicking a different day in the future

7. Add terms and conditions of your offer

8. Click Preview

9. Review what your offer will look like, then click Post

If you want to make changes

to your offer when you're

previewing it, click Edit to go

back and make changes.

Guidelines on Offers

Only admins of some Facebook

Pages are currently eligible to

create offers. If you have more

questions about offers please go

to - https://www.facebook.com/

help/search/?q=offers

; Offer quality most important (incl. targeting)

; Make offers exclusive to facebook

; Images should be colorful and simple

; Offer text should be short with call to action; leave marketing jargon

; Pin post to top of Page

; Don’t post again for next couple of days

; Set longer expiration dara but maximise most of the budget in the first 3 days

; Re-share post every 3 days; do NOT post a new one

; Heavy-up on news feed delivert as much as possible, and utilize CPM to optimize against offer claims

; MUST include “Claimed” Sponsored Story

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Chapter 5: Influence

What should you achieve in Influence?

We are evolving from ads to stories because when people interact with your Page, their friends can see it in their news feed as a

story. Thus, you can expand your audience by promoting stories about people engaging with your Page / brand! Here we would like

introduce to you “sponsored stories” and emphasize with this are you able to achieve the following:

Reach and engage fans and influence their friends.

Have the voice of the brand or a friend who has interacted with the brand.

Tells a story about a friend interacting with your brand, such as a check-in or page like

Appear on the right hand side or in the news feed on the homepage and also news feed in mobile

How does Sponsored Stories work?

Sponsored Stories are posts from your friends or Pages on Facebook that a business, organization or individual has paid to

highlight so there’s a better chance you’ll see them. They are regular stories that a friend or Page you’re connected to has shared

with you.

Run page like sponsored story to reach the friends of your fans

Sponsored stories ensure that more people see when their friends have interacted with your business on Facebook. They can show

in the news feed on desktop and mobile, and in the right hand column of Facebook.

There are two main types of sponsored stories you can run.

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Measure your results

It’s important to keep track of how your sponsored stories

are performing so you can make the adjustments necessary

to achieve your goals. Page Insights are the analytics for your

Page but they’ll help you understand your audience and the

content they respond to. Ads manager has info about your

ad performance so you can learn the best ways to reach your

target customers. As mentioned in earlier chapters, do check

your insights regularly.

Encourage fan participation

Create fun, engaging conversations with clear calls-to-action.

Ask questions and reward responses. If someone posts

something you love, repost it and respond personally to them.

Allow your fans to post directly to your wall with questions,

feedback and compliments.

Promote your most engaging and important post to your

fans to spark engagement and then run sponsored story

Make sure your fans see your Page posts. Promoted posts allow

you to easily boost your most important posts as sponsored

stories in the news feed for up to three days. This will help you

easily reach more of your fans and their friends right from the

Pages composer.

While the best way to have your posts seen is to publish

compelling content that people will engage with, Promoted

Posts is a quick and easy way to increase the potential reach of

your posts.

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Promoting your post will increase the number of fans you reach over a three day period. Fans will see

your Page post as a sponsored story in their news feed on desktop or mobile. Promoting your post

increases the likelihood that people will read your message and engage with your business.

Use different sponsored story types:

Page Like

Page Post Like

App Used and Game Played

App Shared

Check in

Domain

Someone likes your Page directly from Facebook or from the Like Box on

your website at any point in time

One of your fans liked one of your Page Posts in the last seven days.

Someone used your App or played your Game at least twice or for at least

10 minures in the last month

Someone shared a story form your App in the last seven days

Someone checked in and/or claimed a deal at one of your claimed Places in

the last seven days using Facebook Places.

Someone liked a piece of content on your website using the Like button,

shared a piece of content from your website using the Share button, or

pasted a link to your website in his status update in the last seven days.

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Using Page Insights to measure your Sponsored Stories

It’s important to keep track of how your sponsored stories are performing so you can make the adjustments

necessary to achieve your goals. Page Insights are the analytics for your Page and they’ll help you understand

what works and what doesn’t.

As similar to when you first built ads to grow your fan base in the Engage section, determine your ad

objectives and target audiences for Sponsored Stories. Build multiple ads and:

Review your Ads Manager regularly to:

See which sponsored stories are working

See which messages and targeting are working

Refine and replace with most engaging stories

We would strongly recommend to always have Page Like Sponsored Stories always turned on. When

someone becomes a fan of your Page, this may show up in the newsfeed of some friends of that person.

Again, due to the dynamic nature of news feed, many friends might miss this story.

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Conclusion

At Facebook we believe businesses will be better in a more connected world. That’s possible because we connect over 900M people

and their friends to the things they care about, using social technology that drives business growth. Facebook Pages are where you

connect with people. As such, you should focus on publishing content to your Page that people will want to engage with and share

with their friends. Again, here are the overall 4 steps you should follow:

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