Episode 87: 3 Steps to Finding the Perfect Audience for Your Ads


What’s the first thing the experts do when they devise the overall game plan of a paid campaign? They follow this 3-step strategy. Join the experts as they detail the process that will help your ads reach your perfect audience.

Also, listen to learn how you can enter to win a full-day marketing strategy consultation with Molly Pittman and Ryan Deiss and support a good cause to boot!



  • The biggest mistake you can make when launching your paid traffic campaign (« and what you can do to avoid it).
  • The factor that should always determine who you target.
  • The four audiences to launch your campaign with so you can generate momentum.
  • The one thing all successful, new campaigns have in common.


Win a full-day marketing strategy session with Molly and Ryan and help a loving father regain the use of his legs!
Episode 60: All I Really Need to Know About Paid Traffic I Learned at a Kid’s Birthday Party
Episode 82: The Death of Organic Social Media with Mike Stelzner
Four main Facebook audience groups:
Episode 87 Transcript (swipe the PDF version here):

Keith Krance:



Hello and welcome back to Perpetual Traffic. We’ve got episode number 87 today. It’s going to be a tribute to Gronk.



Ralph Burns: The Gronk episode.



Keith Krance: Should we have a little tribute to Rob Gronkowski since he wasn’t able to make the Super Bowl?



Ralph Burns: I think we should. I know he’s a Perpetual Traffic listener.



Keith Krance: Oh totally.



Ralph Burns: Absolutely. We’ve got to. Maybe we can name 112 after Tom?



Keith Krance: Alrighty baby. Let’s do this. Today, we’re going to be going through a three-step process on how to reverse engineer your perfect audience. You ready to do this or not? But before we get into some good stuff, I think you’re going to love this stuff. We’re going to be seeing each other in just a couple of days here in San Diego for DigitalMarketer’s biggest event of the year. One of the biggest events in digital marketing, really on the planet, so we’re super excited for traffic diversion. By the time you’re listening to this, you might be already in San Diego if you’re going. Come check out all the sessions.



  Ralph and I are doing a few sessions. We’re doing a panel together with Molly. Most of the stuff I think we’re doing is on the second day. The pre-event workshop we’re doing sold out so those tickets aren’t available anymore on Thursday. But super excited for that and Molly has some stuff, both of techs have been going over it the last few days, and it sounds like you’ve got a pretty cool little plan to be able to utilize these skills. These superhero skills that we’re all accumulating as we’re growing out businesses. But Molly, tell me what’s up with that?



Molly Pittman: I want to announce a contest. And I think you guys will definitely be interested in entering to win the contest. I think you’ll like the prize but that’s not really what this is about. I had a realization over the weekend that like Keith said, we all have very special skills. The ability to get a message in front of a big group of people quickly. I made the decision that I really wanted to help a friend. I think we have the ability to really change his life. So my friend’s name is Jeffrey and I’ve known him since I was about six. He was in a car accident that left him paralyzed from the waist down, which of course has been very sad to watch, but he has not let it get him down. He’s moved on. He’s in the insurance business. He has a son, whose sadly only known him in this wheelchair.



  But the good news is that Jeffrey now, finally, has a chance to walk again. So he found a place in Thailand that can perform this surgery that’s a stem cell surgery. There’s also an epidural aspect. It’s kind of complex, but there’s a 100% chance that if Jeff receives this surgery, he will be able to have feeling again in his legs and his feet for the first time in eight years. Which is really, really powerful. There’s an 80% chance that he will actually be able to walk again. So I found this out about a week ago. He created a GoFundMe page, and like I said, we’ve really been trying to figure out a way to raise money and to help Jeff walk again.



  So the deal is, we definitely wanted to reach out to the digital market and perpetual traffic community but not to just ask you guys to donate. We wanted to incentivize you. So, if you go to the digitalmarketer.com/jeff, you will find a contest page. We’re giving away a full day consultation with Ryan Deiss and myself for the winner of this contest. We can work on whatever you want. Whether it’s architecting your funnels, working on your traffic campaigns and helping to structure your team, whatever is the biggest opportunity in your business we are happy to work on that in this one day consultation.



  It can be in Austin at our office. We can do it remotely. We’ll work out the details later. But to enter the contest, go to digitalmarketer.com/jeff and for every $20 you donate on the GoFundMe page, you will be entered once into this contest. So if you were to donate $100 that would be five entries. Now just to make this more exciting because we need to raise $92,000, right, so this isn’t a simple task. To make this more exciting, for the first few people that know that they want this consultation, like “I’m not feeling lucky, I don’t even want to enter to win, I just want this consultation.” If you donate $10,000, the first few people that do that, Ryan and I will go ahead and schedule a time with you. So this is really exciting for us. It’s someone that I really care about but it’s also a cool situation where I think we can all come together and really impact the life of someone. He has the opportunity to walk again if we can raise this money. So, of course, would really appreciate your support and feel free to notify your communities, your email lists, your Facebook groups about this and I think we can raise this money for Jeffrey pretty quickly.



Keith Krance: I have no question that you guys are going to raise this money. And we’re all going to do this together. You the listener right now, go take a look at that page because it’s probably going to hit you and impact you in some way. But also, while you’re doing that, think about how this will relate, how can you relate something from this whole process? Take a look at the strategy that Molly’s put together behind raising money for this campaign. Bringing in other hooks and other benefits that people can get in order to incentivize them to donate, which is going to make a bigger impact as well. The other thing is she’s going to be running some Facebook ads to the general Facebook population, to the mass market. Our plan is, down the road, we’ll probably be doing an episode about the Facebook campaign and campaign in general. If anything, go there just to take a look at the set up and what they’ve done very quickly in just a few days.



  The difference we can make is massive. I’ve done this a couple different times on a smaller scale. One of my core teammates whose been with me since the beginning, her dog had a condition. They didn’t know what the problem was. They had just gotten married, very young, and we ran a GoFundMe account to basically save the dog. Did a similar thing with my cousin who had lost a leg and then lost his house in a fire, and then wasn’t able to have his dog, which was his main service dog, but it wasn’t officially a service dog, long story. But the point is we used our superhero skills to raise money and used Facebook ads. Because we figured that every dollar we put into Facebook, we were generating about four back in donations. That was just in cold. That was without going to any friends or family. So the impact that you can make, I’m excited to watch this and I’m excited, more importantly, to see the difference this makes and after you get a chance to talk to him and his boy.



  I can’t even imagine. My son, he’s going to be nine in two months. Him only seeing me… Thinking about all the stuff that we do together every single day and not being able to do that.



Molly Pittman: Absolutely. It’s a pretty cool prize. Ryan doesn’t offer consultations ever. If he does it’s usually special circumstances and it’s usually 25K so, definitely a huge opportunity there.



Keith Krance: That’s pretty freaking awesome, so kudos to you guys. So stay tuned on the next few episodes of Perpetual Traffic and Molly will be updating you on the progress of this campaign.



Molly Pittman: Absolutely. Yeah. Thanks guys. Thanks for listening.



Keith Krance: Cool, let’s get into it. So today is all about audiences. Audiences in general, Facebook ad audiences. We’re going to be going through really how to reverse engineer your specific situation to come out with your perfect audience. Three step process and let’s get right into it. So the first thing when Ralph, or I, or one of our eight team members or Molly or anybody has a new campaign, a new offer, a new product, or a new client comes to us. What’s the first thing that we do typically when we start to kind of devise a game plan for the overall campaign in general.



  It’s really a three step process. Step one is you want to figure out what’s the end goal? What’s the specific goal for your specific situation? Then, once you really understand that, you’re going to take inventory of the assets you have. What do you have that you can give Facebook the right data so that they can go out and find the audiences for your ads. Then you’re going to go out and create your core audiences, your core custom audiences and some of your core look alike audiences. Really the theme for this episode is simplify. We’re going to be having a conversation, Ralph, Molly and I, kind of like we would if we were getting ready to plan a big campaign. Every campaign is not exactly the same. The key here is to understand the high level algorithm, your end goal and the assets that you have. Then just start out.



  Start out with maybe 10 core audience and then build from there. You’re going to get some momentum, you’re going to get data, and it’s going to get easy to add in complexity. One of the biggest mistakes that we see people making every single day is trying to get too complex, trying to exclude too many audiences. Trying to have this super ninja funnel, where you’re including people, excluding people. It actually will, in some cases, give you worse results and then also send you into the overwhelm situation where you’re kind of frozen and you don’t know where to start.



Ralph Burns: I totally agree, Keith. I think people just get so stuck in the weeds of all these exclusions, and the website custom audiences, and the retargets and Facebook messenger and all these new bad ass features that are coming out, when you really just have to simplify it. These three things and reverse engineer what your goal is. If you just simplify and think about what you want to do on Facebook, as opposed to all the ninja tactics that you can deploy, you’re going to end up getting better results. You really are and that’s what this whole show is about, just simplifying things.



Keith Krance: So Ralph, number one, what’s the first thing that we do?



Ralph Burns: Sure, and we do this all the time because we’re launching new campaigns and new industries every single week. So, we’re starting from scratch. So I always try to bring the team back to the first thing. I always have Ryan’s voice in my head, “Start from your offer and then reverse engineer from there.” I think that is the most important thing. Think about what you goal is? What do you want these people to do? What action do you want them to take ultimately? Not necessarily just watch a video or read a blog post. What do you want them to really do? So if the goal is to buy a digital product that’s, let’s say it’s in the guitar niche. I love this niche because it’s very personal, but it’s also very cool. Somebody who is interested in buying that digital product and that digital product teaching them how to play the guitar, who is that person? Start with that goal in mind. That’s the most important thing you can do whenever you’re launching any campaign. What action do I want this person to take and who is this person and what do they look like?



  We’ve done a lot on customer avatars in the past here on the show. So you figure out what your goal is. Who is this person that you want to take this action? Also, what is the goal? So, if the goal is to purchase a product, the big thing for us is then to say, now that we know the goal is to purchase the product, let’s say it’s a digital product on how to play a guitar, what assets does the customer have? What assets do you have as a Facebook advertiser that would help you achieve that goal. Meaning that, for example, and we can kind of discuss that ad nauseum here, I think, but really at the end of the day, you want to think about if they’re a purchaser of my product do I have a buyer list of any other product or maybe this particular product?



  So, in the case of the guitar niche, let’s say we’re launching a brand new campaign for a new product that we’re going to show to the Facebook audience. If it’s related to another product, maybe we get all the buyers for those specific buyers for all those products together in a custom audience, then upload those into Facebook. Then we’ll create a look alike list off those buyers. So in that step you’re taking inventory of what you have. So, that’s really step two, is figure out, if I want to create an end goal for this buyer, what inventory or what assets do I have that are related to that end goal. So in this particular case, take inventory of what you have. Do you have a buyer list for other products or this product? Those are probably your best potential audiences because they’re exactly mimicked the type of person you’re going to be targeting on Facebook or on any of your online advertising.



  So that list, let’s say it’s a thousand people who have bought your product before. Those are the people you want to attract with this new campaign. Right? So if you have a list of them, that is an inventory asset that you can now create look alike audience off. So that first thing is to figure out what your end goal is. Secondly, take stock of whatever inventory you have, if it’s a customer list, if it’s a lead list. Work from there. Then in that point in time you can kind of craft what audiences you want to create in step three in order to target that individual avatar for that specific action.



Molly Pittman: Yeah, so just to give an example of using step one, what’s the end goal? Step two, take inventory. So when we’re going to sell tickets for traffic and convergence summit that we talked about early in the episode, that’s the end goal. The end goal is to sell tickets, but I’m also realizing that it’s going to be difficult to sell tickets to a live event to cold audiences, to people who don’t know our brand. Right, that’s pretty far down the Customer Journey. So I start to take inventory. What do I already have in terms of data that I can use? This usually goes a few ways for us. Of course it’s uploading data custom audiences of people who have attended the event in the past, so that we can target them and we can invite them back to the event. It’s also uploading our email list and people who have bought other products because they are further down the Customer Journey, so they are more likely to attend the event.



  But if I did want to go out to a bit of colder traffic, I could also use those custom audiences, the data that I just uploaded and I could create look alike audiences to reach people who are much like the audiences that have already attended the event. That’s a very different process from when we’re launching a new Lead Magnet, where the goal is to generate leads and generate awareness to people who don’t really know DigitalMarketer. So, then I’m starting to take inventory of, have we ever run this Lead Magnet before, right? Do I have any data that I can use around even this topic to even run ads? That’s where I’m usually going to use interest, or target different behaviors, to really reach cold audiences.



  I think the big mistake that people use make is they see all these fancy targeting options inside Facebook and they overcomplicated the process because they lose sight of number one, right? They lose the end goal. Well if I’m selling tickets to an event and I’ve held this event in the past, I have people I can target to come again, right? So starting there before you take it out to cold traffic, right? Also, using the data you do have. Whether you’re creating custom audience for people who’ve read your blog or a thank you page. We have so much data now thanks to the Facebook pixel and being able to upload these data custom audiences.



Ralph Burns: Every situation is completely different. So sometimes, like in my case, we create a lot of video ads. That’s their specialty. Their brand does a lot of video. Some clients they don’t. They don’t do any video. So we take a look at the situation. Now, inside Facebook, they’re continually increasing the options that we have to target engaged audiences. Right? They understand, people need to see your ads and your messaging multiple times. So Facebook has quite a few custom audiences that you can now create. If you go into your ads manager, you’ll go under your business manager and your power editor, and you can find the custom audiences section a bunch of different ways, but basically you can go in and create a custom audience. Facebook will let you create video view customer audiences. So I can create a warm custom audience based off people who have watched at least three seconds of any video, at least ten seconds of any video, at least 25% or more, 50%, 75%, even 95% of any video.



  But, I’m not going to go out and try to figure out what’s the exact perfect one for my situation. No. I look at my situation. K, we’re running a six minute video ad, let’s focus on people who have watched at least 10 seconds or 25% and let’s just create those. Okay. Ten second custom audience, 25% custom audience and that alone, that’s a minute and half. So I’m not going to worry too much about the 50% and up in my situation. Maybe we have a client that’s doing a 25 second video. All right. Let’s create the 10 second custom audience and the 75% view. That’s like 19 seconds or something like that. So we’ve gotten those created.



  But also Facebook has things like lead ads, so if you’re running lead ads, you can create that warm list of people who have opened or completed a form in your lead ad on Facebook. Same with canvas ads. You can create a list of people who have opened your canvas on Facebook. Facebook now has the custom audience where you can create a list of people who have interacted with your page or inside messenger on your Facebook page. Which is huge. So you can create these warm audiences of people, anybody, who have visited your page. Who have engaged on any post or ad, people who have clicked, any call to action. People who have sent a message to your page, people who have saved your page or any posts. But I just listed out five options of page engage audiences and we simplify this. We do not overcomplicated it. I would just start with number one: anybody who has visited my page. Maybe start with that one. Maybe you want to go one level deeper: people who have engaged with any post or ad. You create that. You don’t need to go too far down, I think.



  In general, the more people you can put on these warm lists, the better. Okay. So maybe you create one or two of those page engaged audiences. Now you’re ready to go. Now it’s thinking about okay, well, let’s say, maybe I have a business where I am going to be creating business ads. I’ve got a, I sell, say pet supplies. I’ve got an e-commerce store but we only have about 100 customers. We’ve got about 100 customers and about 2,000 people on our email, newsletter, so in that case I’m going to think about, well, let’s see here, what’s a good audience that I could create that we could tell Facebook to create a look alike audience, right? A look alike audience is a cold audience where Facebook is taking the characteristics, the behaviors, the interests of your specific audience, whether it’s page engaged people, whether it’s video views, whether it’s those 100 customers. Now they’re going to create an entirely new cold audience based off of those interests.



  But the thing is the more you can kind of understand this algorithm in general, the better. The two things I always go back to most is that Facebook needs a lot of data, so number one, the more data that Facebook has the better. Then the other thing is that, of course, the higher quality that is. For example, if you had a 1000 customers and 1000 subscribers, which one would be the best look alike audience to create that cold audience out of?



Keith Krance: Yeah. Customers absolutely.



Ralph Burns: Customers. Because we want buyers. We want people that look similar to our buyers, not people who just opt in or just visit our page. Now, what if I had a different situation. Let’s say that I had a 100 customers and I had 10,000 subscribers. Which one would you guess might be the kind of look alike audience out of those two?



Keith Krance: Well, the subscribers because I would definitely create the audience off the larger list. So the larger the list that’s related to your end result definitely is what you want to choose.



Ralph Burns: Yeah, and it’s always a fine line. You never know. That’s why you test.



Keith Krance: Sure. Sure.



Ralph Burns: You create both of them. Then see what happens as you start to generate more customers, that customer look alike audience initially might have started out not performing well, but as you start to run your campaigns every day, even if you’re spending just $10 a day total, you’re going to be starting to generate more leads and more customers and you’re going to be Facebook will start to optimize and have more data to work with. So you want to just create those main core custom audiences based on your specific situation.



  So we might create a customer look alike, maybe we create an all contacts, like all of my contacts, both subscribers and customers, just to give Facebook even more data. Then maybe we create a 25% video view look alike and a 10 second video view look alike. We don’t worry about all the rest right now. Maybe we create another one based off of people who have engaged on our Facebook page at all. Maybe you’re running a messenger ad so of course you’re going to be focusing on people who have sent a message to your page. Because you’re running Facebook messenger ad which is going to be engineering that process and asking people to send a message to your page so you’re going to be building up that list.



Keith Krance: Bring you back to what are your assets. In your case, you’re talking about building a custom audience. You know taking a custom audience for video views. If you have run video in the past that’s related to your end result. So let’s say you want to sell dog food, if you’ve been running educational videos on the best way to feed your dog on organic dog food or something specific to your end result. You want them to buy dog food as your end result. So if you have videos that are instructive or related to your end result, those would be great to say, all right, I’m going to bunch these together and create, like he said, maybe a 10 second video or a 25% video of you. Cause if you do 95% you’re not going to get as many people and it might not be as powerful. So, it’s really a matter of taking stock of your inventory. What’ve you already done previous to running this ad that you can now leverage to attract that ideal customer?
Ralph Burns: So like in Molly’s situation, with this new campaign, they don’t have a list, they don’t have customers or subscribers, so they’re going to start with the interest audiences. They’re going to go in and probably target people that might have a behavior based on fundraising and charitable donations and those types of things. Or maybe people who are really into football and are also into charitable organizations. You’re just thinking about all that different target audience and we’ll link in the show, it’s at digitalmarketer.com/podcast. This is episode 87. Back to some earlier episodes where Molly really went deep into target audience research, but today we’re talking about how to think about it and what assets you have.



Keith Krance: So there’s a Facebook page called Team Jeffrey. So they might create a page engaged custom audience and that page engagement custom audience is going to be people who have visited your page. I would start there. That’s going to give you the most data. Then guess what? After you start running your ads for a few days, you’re going to have a look alike audience based off people who have visited your page as well. Or maybe you create a look alike audience based off of people who have engaged with any post or ad. As you build up that data, and maybe after 150 or 200 people have engaged, you start to have a little bit and that look alike audience will start to start dialing in or targeting. It might not be that good. You might not be, your look alike audience based off people who have engaged with any post or ad, might suck right away. You might need to spend $500 before it actually starts to work.



Molly Pittman: You know if you’re someone, like when we were interviewing Michael Stelzner, right, and he was talking about Social Media Examiner and how they get a lot of organic traffic. So say for example you’re wondering, what do I do? I have a bunch of traffic, organically from SEO, but I’m not quite sure what to do with it. Using that option to create an audience of the 5% of people who spend the most time on your website and then creating a look alike audience off of those people is very smart. It’s a great asset to use if you are someone who has a bunch of traffic but you’re wanting to reach more of a colder audience. So, I’d been using that a lot at DigitalMarketer to target people with website conversion campaigns to generate leads. I’m just creating lookalike audiences off of the people who spend the 5% most amount of time on our blog. So Facebook added all of these new features that basically lets us leverage almost any online following that we have. Whether it’s something on Facebook, whether we’re uploading something from an email list or phone numbers that we have, maybe we’re a local business.



  So I really think the most important part of this is not only figuring out what the goal of your campaign is, which that should always determine, you know what audiences you’re going to use and who you’re going to target, but also leveraging what you have, even if you don’t have a bunch of website visitors or you don’t have a big email list. You probably have something. It’s a great starting point so that you’re not starting from scratch.



Keith Krance: Typically what we’ll do is we’ll look at every campaign kind of as a group of these four main audiences. These four main audiences, you’ve got two that are core audiences that are warm audiences, and one is boom, you’re going to start with your fans. You’re going to be targeting your fans, maybe you’ve excluded people who have opted in. The second one is warm audiences. So any warm audiences that we have, maybe it’s all website visitors, maybe it’s anyone who has watched at least 10 seconds or 25% or more of any video, people who have been to the website, maybe we’re not going super deep in this case. Anybody that’s been to the website, so any warm audience we have, we usually lump those all in to one big audience. It gives Facebook a bigger audience to work with, so they can do their thing.



  Their algorithm typically will work better the bigger the audience they have. So they have more time throughout that 24 hour period to go and find the best of the best within that audience. You can’t really combine your fans and your warm audience because Facebook will require them to be a fan and to have visited your site or and have watched a video. So, the second one is all your other warm audiences. Maybe they’re your email lists, your customer lists that haven’t bought that specific offer. Whatever it is. All of those together. Keep it simple.



  So the third kind of group is our cold audience, now, so these are our look alike audiences. So I might start with our 1% look alike audience of all my contacts. All right. Let’s say I have a 1000 customers and 10000 subscribers. Starting out, I’m going to keep it simple, give Facebook as much data as they have and I just might go boom all contacts. Or I might be an ecommerce company and I have 10000 customers and I’ve only got 13000 subscribers, just a few more, so I’m just going to go, let’s use our customers only. I’m going to create a 1% look alike out of all my customers, okay? So now I’ve got one warm audience, fans, another warm audience, which is all people who’ve engaged anywhere in my world. My third audience is my 1% look alike of 10000 customers or maybe it’s all contacts. Okay?



  Then maybe my fourth audience is interests. So now we’re going to go in and find, we’ve done our research, we found that it’s going to be people that like Petco or these different audiences, or it’s they’re in B2B and it’s my world and DigitalMarketer or Frank Kern or somebody like that. So I might go out and find, and let’s start with those top 6 or 7 or 8 interests and go from there. So we’ve got our interests audiences that are cold. We’ve got our look alike audiences that are cold. And we’ve got our two warm audiences. Boom, we’ve got our foundation there.



  Now, we can launch our campaign and we can start to add more. We can start to test different look alike audiences. Let’s get some momentum. Let’s get some data in there and let’s keep it simple and then start to add more complexity as we get some momentum.



Ralph Burns: Yeah, you got to start small. I mean don’t get too complicated here. I think those audiences that you lay out right there, Keith, are perfect when you’re just starting and all of them are relating back to that end goal because you want to create buyers for that particular product based upon the objective of your ads.



  I think that the thing we keep coming back to here is that you really just have to keep it simple. And then once, you can get complex later, but start simple and figure out those audiences, those assets that you have that are very much related to your end result and start with those. Then like Keith says, create look alike audiences off of those. So if it’s engagement on your page, if it’s custom audience for a lead or a customer that you have, or if it’s a video that you have that’s related to that end goal. You’re really just sort of pulling things back here, you can get complex later and listen to other episodes where we get into higher levels of complexity, but this is where we start every single campaign. Right at this level right here. Then we get more complicated later, so I suggest you do the same.



Keith Krance: So that’s it, you want to keep it simple. If you’re wondering, ooh, should I create this custom audience? Should I create this time on sight custom audience or not? If you’re wondering if you should, you can always create it, create that custom audience on Facebook, so it starts to accumulate that data. You don’t have to add it to your campaign. There’s nothing wrong with creating as many custom audiences as you want, but you don’t have to start targeting all of them. Keep it simple with this kind of core group we just talked about. That’s how we do it every time.



  The key here to understand is, think about your specific situation. Do you have a big budget or small budget? How much data do you have? The more data that you can give Facebook the better. Of course, the better quality, the more engaged they are, the better. But if you only have three people that are super engaged, that have watched 75% of your video, that’s not going to do very much, right? So you’re going to have to start smaller. That’s the key here to understand. There’s no one size fit’s all. There really isn’t. You have to take your situation, think about it, and then tap into these tools that Facebook gives us. Just start out with those first core few, get the sucker going, and add on from there, that’s it.



Ralph Burns: Yeah.



Molly Pittman: Alright.



Ralph Burns: I like it.



Keith Krance: All right, so that’s it for this episode. Once again, hit the Show Notes, digitalmarketer.com/podcast. This is Episode 87. We’ll have a little graphic of those four targeting groups that we talked about here and any other references to previous episodes. Once again if you want to go check out the fundraiser and enter to win a full day with Ryan Deiss and Molly Pittman, go to digitalmarketer.com/jeff. All right, hopefully we’ll see you guys soon. Come say hi at Traffic & Conversion if you’re going to be there. Can’t wait to talk to as many of you as possible, and of course can’t wait to see you too. Talk to you soon.



Ralph Burns: See ya.



Molly Pittman: All right.




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