Step-by-Step: How a welding company erected a Facebook presence for $6 a day

Screen Shot 2013-12-14 at 11.57.38 PM

Kelly Householder works at Infusionsoft, a company that produces marketing software for small businesses. The company encourages employees to have a small business of their own.

So Kelly sells welding plans for $19.97 online for DIY welders — should you want to make a folding table, workbench, welding cart, or other object to prove your manhood.

He had just over 1,000 fans on Facebook and produces content regularly.

The plight of small business

They have a page, but aren’t exactly sure whether things are working. So they dutifully keep posting content, since the consultants remind them of the 1.2 billion people that are on Facebook.

And maybe they bought some software or hired a social media expert. If they’re lucky, this is what happens:

Screen Shot 2013-12-14 at 10.33.59 PM


Organically (without paying), he’s getting 400-500 people to see his posts. Kelly has tried boosting posts sporadically, at the recommendation of Facebook and other consultants.


Screen Shot 2013-12-15 at 12.03.26 AM
The boosted posts get a lot more engagement. But is it worth it?  Do you know how much it costs and whether it drives sales in the long run?

Answer: don’t boost posts. It’s the crack of Facebook marketing — a quick hit, but not smart.

A boosted post is convenient.

Instead of one-offs, what you need is a simple strategy that builds up your audience, engages them over time, and nudges them to buy when it’s time.

It’s called Audience, Engagement, and Conversion. Read how it works here.



You don’t buy a wife at the store — you endure the courtship process. 

You nurture social customers over time.

You water and tend a garden that produces veggies a couple months after you plant the seeds.

And when you do, Facebook is there to amplify your existing marketing efforts. You’re social, not self-promotional.

Here are the 3 funnel steps:


He has one campaign dedicated to just getting fans using page like ads.


Screen Shot 2013-12-15 at 12.41.29 AM
$3 a day and he gets fans for 20 cents each. So that’s 15 fans a day at a steady trickle.
Screen Shot 2013-12-15 at 12.43.09 AM


He’s targeted an audience of 22,000 people — all specific welding interests. In the last few days, he’s spent $8 to get the 41 fans, but also drove a whopping 244 photos views, too. That’s pennies per engagement.

And his CTR is 4.8%, which is a sign of relevancy — that he has good content and is targeting the right folks.

These are all FOF (Friend of Fans) ads that ensure anyone who sees the ad also sees that one or more of their friends likes it, too. Being in the newsfeed helps, too. So if your ads have less than a 1% CTR, something is wrong.


Now we want to make sure that our posts are being seen in the newsfeed. This is what we’d want a boosted post to do, but use Facebook’s Power Editor (a free tool made by Facebook) to create these ads.

Kelly has ads targeting his fans, friends of fans that like welding, people who work at welding companies, farmers, and even blue collar folks that own their own homes.

Screen Shot 2013-12-15 at 12.48.22 AM

The ad that performs the best, at over a 10% CTR, is the one targeting his fans. Not a surprise.

Screen Shot 2013-12-15 at 12.51.35 AM
He’s spent only $1.46 to make sure his 1,400 fans see his messages in the News Feed (the Facebook homepage).

The super high CTR means that he doesn’t pay much for the traffic. In other words, if you double your CTR, then you pay half as much per click/engagement.

When targeting fans, you should regularly get 2-3% CTR on engagement posts and perhaps half that on non-fans. Of course, fans are more likely to interact, so you must separate out your ads to see the effect.


If you’ve got your audience campaign driving new fans and your engagement campaign warming them up, then your conversion campaign is ready to get them to buy.

Recommended articles