Join the experts as they detail three proven traffic methods they’ve seen work and have used in their own businesses; the psychology behind these tactics is universal and can be applied to any business, no matter your industry. Molly, Keith, and Ralph set foundational guidelines to make sure the way you sell your product or service via Facebook ads is efficient and effective.
IN THIS EPISODE YOU’LL LEARN:
- The low-risk way to build trust and goodwill with your audience while simultaneously growing your audience base (« Hint: You can do this for as little as $1/day).
- How thinking backwards can help you better understand your customer and ultimately lead to creating an offer that will resonate with your audience.
- How to “Trojan Horse” your offer so leads are ready to buy by the time they click.
LINKS AND RESOURCES MENTIONED IN THIS EPISODE:
Episode 01: The Future of Paid Traffic
Episode 02: Acquiring Customers One Pixel At A Time
Episode 78: 8 Digital Marketing Predictions for 2017: Facebook Messenger Ads, Ad Load, and Brand Personality
Crafting a Digital Advertising Plan
Episode 79 Transcript (swipe the PDF version here):
| Keith Krance: | Hello, and welcome back to Episode Number 79 of Perpetual Traffic. We’ve got the gang all back in town, virtually together. Super excited to launch into the new year. I hope you’ve had an amazing first week and a half or so of the year, it’s been epic for us, so excited for 2017, and we’re excited to get into some real tactical stuff today. How are you guys doing?
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| Ralph Burns: | Good.
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| Molly Pittman: | Doing great, pumped! Happy new year, everybody!
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| Keith Krance: | Yeah, good stuff. We’re stoked. We’re going to be getting more tactical today, I think you’re going to like it. We’re going to be talking about three ways to sell on Facebook. Specifically, we’re going to be going into three big broad categories of business and going deep into some of the proven methods that we’ve seen work over and over and that we think will work and know will work as we go into 2017, wicked good.
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| Molly Pittman: | I think this is a great episode to start the new year because, like we always say, usually if your traffic campaigns aren’t performing it’s something to do with your offer or the way that you’re selling your product. I think here we can set some foundational guidelines for you guys depending on what type of business you have to make sure that the way you’re trying to sell your product or service via Facebook ads is efficient and that it will work.
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| Keith Krance: | You guys, any updates, any cool announcements or anything fun happen over the holidays?
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| Molly Pittman: | Yeah, in the past few weeks DigitalMarketer acquired a company, it’s called TruConversion, there’s no “E” on the “Tru,” that’s at tru, T-R-U, conversion.com. It’s a SaaS software similar to Hotjar. We’re accepting beta members right now, it’s a low price. If you request an invite you’ll get all that information. It will do heat maps, screen recordings of people interacting with your pages, funnel analytics, form field reports. Justin Rondeau on our team has been doing a lot of work with this product and we hit our first 100 customers, which was cool. Yeah, if you guys are interested in getting more insight on what people are doing once they click on your ad over to your website, this piece of software will be very helpful to you.
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| Keith Krance: | This is the stuff that changes the game absolutely, I’ve got a bunch of examples of some clients specifically where from looking over and starting to see what people were doing on their heat maps ended up getting so much more ROI on their overall ads. One of our coaching clients was running a lot of traffic to blog posts and still is, but a lot of people that were coming either to a blog article via an ad or organically, they were trying to go to the products page and they were searching around. A lot of people were buying from their products page but it wasn’t designed well enough. By looking at that data they were able to get super motivated and dial in some of the design of the product pages and a bunch of stuff on the site. I’m not even talking specifically landing pages, I’m talking about other pages that sell but people are going to buy your stuff.
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| When you start to follow this podcast and everything that we teach at DigitalMarketer and Dominate Web Media you’re going to have a lot of people that continue to come back to your site, they’re going to search your name, they’re going to see your ads, you’re going to make a good impression on them. They might not convert right away but they’re going to come back. It’s this stuff, it’s not only landing page optimization with the design but it’s also the rest of your site and your brand as you continue to build traffic machines. The link will be in the Show Notes, it’s truconversion.com.
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| The day after Christmas got some skiing and snowboarding in with my son, we went up to a cabin, had some good times. It was an amazing few days.
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| Ralph Burns: | Got a little down time.
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| Molly Pittman: | Yes.
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| Ralph Burns: | Down time is good.
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| Keith Krance: | Yeah.
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| Ralph Burns: | Refresh, recharge those batteries. I read three books none of which had to do anything with business, which I was proud of, first time ever.
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| Molly Pittman: | That’s amazing.
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| Ralph Burns: | Yeah.
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| Keith Krance: | I’m coaching basketball. I’m coaching a bunch of eight-year-olds so this is teaching me a lot and I’m putting a lot more energy into the stuff that we do online and how to use more metaphors and story-based selling. These kids, how to take a story in real life when I’m trying to teach them teamwork, I showed them a clip of the movie “Sully,” where he crashed and landed in the water because I was a former pilot and one of the other kids’ dads is a pilot. These kids are glued to it and then I transition that into the reason why they all survived was because they worked as a team, not just the pilots but with the flight attendants in the back. A lot of things that you can do in real life with your family, at work, that helps you learn in this and vice versa.
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| Today, we’re going to go into one of the biggest challenges that we see across the board and this is with everybody, this is not just with people that are new at running paid traffic and Facebook ads. We’re talking about clients that come to us that have successful businesses and ninja sales funnels where they can buy a lead for $10 or $15 sometimes because their sales funnel is so dialed in that they’re still okay but they’re… “Man, this isn’t making that much money.” When all the sudden we do a little bit of the stuff that we’re going to talk about on today’s episode we can move that cost per lead from $12 or $15 down to $3 in some cases. Sometimes it will go from $8 down to $3 immediately. Ralph, we’ve seen this a few times recently.
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| Ralph Burns: | Yeah, absolutely. Yeah, this is where we spend a lot of our time quite honestly. It’s not the stuff that we typically talk about in the other 78 episodes per se, it’s this. This and your hook and your offer and everything else that we’ve talked about in previous episodes is important but there’s very distinct differences in each category of business as to how you can succeed on Facebook. The stuff we’re talking about today isn’t theory, we’re not making this up because we think it looks good. We have actual examples, some of which we can get into, some of which we can’t due to confidentiality, but the point is we’ve got experience in all three of these areas. This is a proven formula that does work, it’s the three ways to sell on Facebook in 2017. These fundamentals aren’t going to change all that much over time because human nature doesn’t change.
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| Keith Krance: | What we’re going to do is talk about three big categories of business. We have businesses that are local business or service-based business, maybe you have a gym, personal training gym, or you have a restaurant or you are a real estate agent or a real estate broker, heating and air conditioning, HVAC, roofing, carpeting, that would be a service-based local business. Then we’re going to go into some digital product or information product-type businesses, maybe even you sell a software as a service, a SaaS, that would be considered in this category. Then we have the people that are selling physical products. You have an ecommerce store, maybe you have one main product or supplement or gadget or tool or maybe you have hundreds of products that you sell or maybe you sell other people’s products but you built a brand, an ecommerce store.
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| We’re going to go through these main big three categories and talk about different situations and what type of offer works best and then what kind of ad that you need to start with to send traffic from Facebook to get it to convert and work and not pay $15 per lead but pay $3 instead. As you listen to this episode, if you sell physical products that doesn’t mean you want to skip to the end of this. You want to listen to each of these because the psychology is the same for all of these industries. The more you can hear about these subtle different examples, this is going to help you, it might give you an idea. Pay close attention to each one of these even if it’s not your specific niche.
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| Number one is local service-based business. With local service-based businesses we try to always recommend keep it simple and have some offer, like a coupon offer, where maybe you have a restaurant and somebody gets a buy one get one free or a dentist where you get a free teeth whitening when you come in for a visit. A coupon is a very low resistance offer. People love getting coupons, that’s why Groupon blew up. It’s easy, you don’t have to convince people a lot, you don’t need a long ad copy or to run a video ad necessarily to get people to opt in for a coupon. It doesn’t mean you can’t run a video ad, that’s the one thing that I want to preface for this whole episode.
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| If we say that a link post ad, which is an image ad and the most common ad that you see in Facebook, we call that a link post ad because the image is a clickable link. If we say a link post ad is great for a coupon offer for a local business and you are somebody that likes to do video, you’re a chef and you’re doing these videos all the time, then you’re going to do video, it’s probably going to work better. We’re not saying you have to necessarily do this. What we want to give you is the lowest barrier, the one that you should think about starting with and then go from there.
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| Typically, with cold audiences and warm audiences the same type of ad type works, I wouldn’t try to get too technical there or granular. It’s not huge audiences and you’re going to be pretty safe there. The one thing that also works well is an enter to win can work well with a service-based business. Maybe you do HVAC repair and people aren’t looking to get their HVAC repaired or serviced on a monthly basis, you might have to have something to get them into your sales funnel. Maybe you give away a free furnace and it can be a little more challenging with those service-based businesses.
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| I’m going to give you an example of one that a lot of you might understand, it’s not a service-based business but it’s unique, real estate. Everybody here probably knows somebody in the real estate market and we’ve been talking about this quite a bit over the last couple of years, what you would do. I mentioned in webinars and even on podcasts it’s funny not that many people implement it. We’ve got a couple guys, we’ve gotten Jon Cheplak who’s in our community, and he’s been absolutely crushing it because he’s executing on what we say.
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| I’m going to give you an example, if you’re a real estate agent or maybe you’re a real estate broker, we recommend having an always running branding campaign that’s running every day. That’s the same thing even if you’re a restaurant or a personal training gym. Maybe you’re spending $10 a day and it’s good will content, just like we talked way back on episodes one and two. Maybe you’re doing an industry update, you’re doing a market report for your video and it’s a five-minute video or maybe it’s a blog post or maybe it’s a long copy and you’re giving some education or maybe it’s inspiring or motivating and you’re going to spend five bucks a day or 10 bucks a day all month long, that’s going to be your advertising budget.
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| Guess what happens when you’re doing that when all the sudden you’ve got a great house that you want to let people know about that just came on the market and you’ve got a video tour and you want to run ads to it? If you’re running this branding campaign every single day you’re building up your video view audiences, or your website custom audiences if it’s an article, and now Facebook lets us build custom audiences based on people who have engaged on posts, which is awesome by the way, another new update. Maybe you did a long copy ad, you didn’t even bring them to a landing page, you don’t even have a landing page, you’re a real estate agent, you’re hustling out there but you have a long copy ad with a beautiful image that’s running five bucks a day.
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| You can now build up audiences for anybody that clicks on that ad, likes it, shares it, comments on it and now when you have a house for sale, boom, you boost it out there and you’ve built good will, you’ve built trust and you built audiences. This builds every single month, it will continue to build. If you implement this basic strategy you will win I promise you. It might not happen day one.
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| Ralph Burns: | Yeah, I think that’s something that’s a low risk way of building an audience and getting some brand in your local area. Let’s admit it, there are limited amounts of people around your real estate office or around your attorney’s office or maybe you’re a local consultant who does local SEO, maybe that’s not necessarily something that needs to drive to your place but there are a limited number of folks who are in those areas. A big thing when you’re targeting local is that you do have to change up your creatives, change up your ads a lot, but if you constantly have a branding and awareness campaign running in the background it’s always something that you can rely back on either through retargeting from those folks who have watched the video or whatever it happens to be or click through to your website custom audience. Then of course you can make lookalike audiences off that as well. A good thing to have and that’s what, a couple of bucks a day.
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| Keith Krance: | Yeah.
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| Ralph Burns: | Not much.
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| Molly Pittman: | I think for local it’s being present. However you want to go about it what Keith just covered is great information and great strategy but especially if you’re in a small town if you are consistently running ads, $5 a day, and calling out to your audience and calling out to the local community that’s a branding play and people will remember you whenever they need whatever service you’re providing.
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| Keith Krance: | Let’s talk about digital products. If you have a coaching program, maybe you sell an educational course, an information product, any kind of digital product software, anything like that, is going to be in this category. In this case, if you’re following DigitalMarketer, obviously, this is what they do, this is exactly what they do and they’ve got some of the best templates in the business and they’ve coined some phrases. DigitalMarketer has even created new words, I’m surprised Tripwire isn’t in the dictionary.
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| Ralph Burns: | It should be.
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| Molly Pittman: | Maybe Urban Dictionary first.
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| Keith Krance: | It might be. You have to understand the process. There’s a couple of main processes or selling systems that work, the most successful one is the Lead Magnet to Tripwire, which is a low-priced impulse buy sub-$20 product, they opt in, they land on a thank you page that says, “Hey, thanks a lot. Here’s a solution that will help you execute on that Lead Magnet even more,” maybe it’s $7, maybe it’s $20, maybe it’s $10, it could be $37 or $47. The point is that you’re selling something on that thank you page and then maybe you have an upsell to your main core offer and then maybe you have a cross sell or a 30-day trial or maybe you don’t have anything else after that. That’s your sales funnel, we’ve heard that a lot, that’s your selling system or sales funnel.
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| Now, what are we offering to people? What’s our Lead Magnet? What do we want to have happen next? You don’t have to think about your Lead Magnet, you want to think about how can we get somebody to opt in for that Lead Magnet but also be open-minded and not have their guard up when they land on the thank you page and not only just opt in for curiosity basis. These are some of the things to think about so you can get that conversion when they land on that confirmation page.
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| Another way to sell information, especially if you have a higher priced product, is webinars. Webinars are awesome for Facebook ads and paid traffic and you can take traffic from Facebook directly to a webinar registration, you can have a webinar registration on the thank you page after they opt in for a Lead Magnet. A webinar though, yes, it’s considered a lead, they’re opting in, but a webinar is different than opting in for a swipe file or a checklist or a cheat sheet or even taking a quiz or an assessment because a webinar, you’re asking somebody to mark their calendar off and take away an hour-and-a-half or two hours of their day. They might charge $100 an hour, they might charge $50 or they might get paid $50 an hour, they might get paid $500 an hour. That webinar, you need to understand that’s precious time. They might not be giving you money but they’re giving you your time and the kinds of customers that a lot of us are going after, these customers value time over money.
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| Ralph Burns: | Your ad needs to be directly related to the degree of your ask. A webinar, which is an online training, let’s assume that it’s an hour, it’s an hour of somebody’s time. You pay in two ways, you pay with money and you pay with time. Think of that as almost a Tripwire offer, which is a low-priced offer typically offered after an opt-in, we’re all familiar with these terms at this point. We’re all friends here. A webinar, if you’re trying to sell a digital product or a high end digital product, you probably need a little bit more convincing in the news feed and on your landing page than you would if you were just offering a Lead Magnet which requires only a name and email, or maybe just an email.
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| We get this question all the time, should I run video ads? Should I run a 20-minute video ad to an opt-in for a lead? The answer is you could but it’s overkill. You’re trying to kill an ant with an atom bomb. You don’t necessarily need all that content ahead of a very small ask. In that case the ask is just a name and an email, you might be better served with a straight up link post ad with good hook and a good ad copy and image that matches your landing page and speaks specifically to the needs of that market and that audience, something that they want, something specific. A good Lead Magnet is specific; specificity is the key. Doing a video ad ahead of that, a 10-minute or 20-minute video ad, wouldn’t make sense.
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| However, with online training or a webinar, where you’re selling a $500 product or $1,000 product, you probably need them to warm up a little bit more because they’re going to invest an hour of their time. Then also remember the end result of that online training is for them to buy something either at the end of the webinar or the online training or in your follow up sequence. That would be the case where you would probably want to do some video ad in the newsfeed that once they click they go immediately to a registration page for an online training.
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| That video ad, depending on what kind of business you’re in, should be something that shows people you can help them by helping them in the video itself. If it’s how to build an email marketing business you should show them the steps it takes in order to build that and how easy it is and how maybe you’ve done it and by the way if you like this video I’m holding a free online training, click on the registration button below or somewhere in this ad in order to register where I explain in even more detail. You need to have an ad that’s commensurate or is equal to or level with the amount of your ask.
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| Keith Krance: | Right, we’ll work backwards. With a webinar, for example, we recommend two types of ads, either a long copy ad, non-video ad, or a video ad. That’s it. Can you do a short copy ad? Absolutely you can, especially if it’s a warm audience, they already know you, but is that lead going to be as quality? My guess is no, it’s not. Think about this from the end result, always think about it in a long game, and as I’ve talked about on the last episode this is going to be more important as we head into this whole time period that we’re in. You want to be thinking about what kind of impact do you make to people that don’t click on your ad or that don’t opt in the first time. It doesn’t necessarily mean they didn’t want to see it or opt in, they might have been busy or had to start driving again because they were at a stoplight. These are the things you want to think about and they’re important.
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| With the webinar we typically recommend a longer copy or a video ad and then let’s work down a little bit. Now if you have a basic Lead Magnet, a checklist, cheat sheet, pdf download, we recommend a link post ad. It could be a short copy ad or it could be a longer copy ad. If you wanted to you could do a video ad. Some people, because they’re comfortable with video or maybe you have a cool snippet, a 15-second or 30-second video that shows this cool solution that your Lead Magnet offers, then you could do a video as well. You don’t need a long one, there’s no point unless you want to and you can. We have a client that has a longer video to a download, but that’s his style so that’s okay and it works.
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| The one other thing to think about is that inside your big audiences there’s people that have different personalities. Let’s say you are testing a short copy and longer copy ad to a Lead Magnet, a download. One of them might beat out the other one but at the same time one of them might be resonated to a personality type that needs more. They’re the people that are an 8 or a 9 or a 10 on a colbie, they’re fact finders, they need more information and there’s other people that are more impulsive. Sometimes you might have two different types of ad copy, maybe one short and one long, and you’re testing them out but also realize that they’re probably also resonating to different types of people within that same target audience. This is something to always think about as well because of the personalities that are out there as we move on. That’s why when you’re testing things on Facebook it’s not always wrong, you’re getting information and you’re also resonating to different people.
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| Ralph Burns: | Yeah, ideally you should be testing a lot of different things all at once. There’s no hard and fast rule when it comes to this. I think if you sit back and think, what is your end result? I want to sell them a $1500 product, that’s your end goal. You’re not running Facebooks just to get leads, you want something in return from that. Think backwards in your sales process. How much warming up or how much getting to know you or your product or your company do they need to have before they achieve or complete that final step in your sales process? If you can think about this in the reverse, what’s your front facing advertisement going to look like and what’s your hook? Then think about it as how people travel in your world through your business and what you sell them. I think you’re in a much better spot. There’s no one size fits all here but I think these are good guidelines to point you in the right direction at the very least.
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| Keith Krance: | Let’s move on to the next one which is an ecommerce store. You have a store, you sell physical products, what do you do here? This is where it varies across the board, this is where you’ve got to take your specific situation and listen to what we talk about here. One proven method is similar to the digital products, take people to a Lead Magnet where they can download some kind of a Lead Magnet that works perfectly as the initial step to help educate them more about why they would need your product. Then on the thank you page is your product. Maybe you have a sales video, maybe you have a sales page offering your product, maybe it’s a free trial, whatever it is, maybe your product helps people do something quicker, faster, easier, more efficient. Whatever it is sometimes you can have a Lead Magnet in front of that and then you can sell a product on the thank you page.
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| Maybe you’re taking people directly from these social platforms like Facebook to a product sales page. If you do that, and we have people doing that right now and absolutely crushing it on a daily basis at scale, several thousand dollars a day, but it’s not easy to do but it can be done. If you have a product that you’re trying to sell somebody usually you’re going to have to educate them, make them aware of a problem they didn’t know they had, make them aware of a solution they didn’t know they had. Give some value. Maybe you’re educating people on did you know that most dogs don’t get this nutrient an that’s why they lose energy when they get to a certain point? People are like, my gosh, I want to read that or I want to share that.
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| Before we recorded, Molly was like, “Have you guys ever read Contagious?” Contagious by Jonah Berger, why things catch on is one of the best books you’ll ever read and it’s one of those that you should probably read once a year because as you get more experience, more stuff will resonate with you.
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| When you do this type of strategy, if you’re educating people on why dogs need this specific nutrient or foods then they’re going to want to share it because it makes them look smart and it makes them look helpful. You’re educating them on that as part of your ad but then you’re pivoting. There’s no dog food out there that puts this in the food. This is why we created this amazing doggy supplement/snack/treat that you can get here and we’re doing a free trial. Click the link on the post or below the video or whatever and you can take them from the ad to your product specifically. Do you see how that process works? That takes time and you can do with longer copy without a video or you can do that with a video. You’re teaching them about nutrients they’d need and then you’re pivoting to why you’ve created a solution to be able to get this in the hands of all dog owners across the world to make the earth a happier place for dogs or cats or whatever your pet of choice is.
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| This stuff this works, trust me. We’re seeing similar examples like this work across the board but you’ve got to have the right messaging to understand. You can’t just run three or four lines in a text and then send them to a product page unless they’ve already been to your product page. That is very similar to what we just talked about with the digital products.
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| If you have a store and you have multiple products sometimes it can be a little bit more challenging as well. Maybe you have a few different products or maybe you find your best-selling product to get people in your world. You create an ad around that or a great article. Then from there you have links that will take people to your product pages and most people will bounce off, the ones that do and don’t buy anything that’s okay because you can now run ads that are a little bit more product focused. You know that they’ve been to one of your product pages. Simple retargeting, you don’t have to go super deep with all this dynamic retargeting and stuff like that until you start to get some momentum.
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| If you understand the psychology here and you’re like, okay, let’s create an article that educates them. Which most people that are in our audience want. If it’s beauty you’re giving them beauty tips, if it’s aging it’s something about aging because you’ve got the perfect products to recommend them to in your article.
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| Ralph Burns: | If you’re doing a video in the news feed and you’re trying to sell a physical product, do the same formula as you do with a digital product side of the equation, show them you can help them by helping them or enlightening them in some way and then the next step, the logical transition, your call to action, is simply to click to get this thing because it’s easier, it’s convenient, it’s better, faster, it’s cheaper than whatever it is that you just taught them.
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| If you’re trying to sell beauty products you show them how to use a number of different beauty products. Then say, “Hey, if you like this, click the link in the post for more information.” Then you send them either to a sales page or you send them to a content rich page that reinforces what you’ve already taught them. That’s what we call Trojan horsing your offer by showing them the offer and how it’s used in a video so that by the time they click they’re ready to buy. The more convincing and overcoming of the objections you can do with more content on that page you send them to I think the better. By and large, if you can warm them up right in their news feed as they’re waiting in line at Starbucks or waiting for their kids to get out of school out in the car to pick them up, that’s important. Then you can obviously target those folks through their various levels of engagement with that video back to that same offer or maybe some dynamic product ad or maybe even a discount or special offer.
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| Keith Krance: | Perfect, love it. Let’s move on a little bit to the one other way to sell on ecommerce that we’ve seen proven work over and over again, especially if you have a lot of different products is where you’re taking people to an article or a pre-sale page a lot of people will call it. Maybe you’re talking about how to age better and then maybe you sell different supplements. You might have within that article links to your different products. If you’re taking people from Facebook to an article like that, you’re not asking them to opt in, you’re not asking them to give you any money, you don’t necessarily need a lot of ad copy in that case. It can be very curiosity based because they can get on your page and read.
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| Does that mean you can’t do a long copy ad or a video ad? Absolutely not. We’ve seen some great examples of people where they have a cool branded video where the personality has been on the news and worked with some celebrities and if you have something like that that’s always running and then you take them from that to an article, that’s okay, it’s totally okay, you have to understand the process that you don’t have to do that, absolutely not. If you have an article you can start with a basic image link post ad and be good to go.
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| Maybe you have a lot of people that are coming to this pre-sale page and a lot of people that are hitting your different product pages. The next step would be to create an ad, maybe it’s a longer copy ad or maybe it’s a video ad, and it’s taking them to one of our product pages. Once you start to get some momentum, get some clicks, get some conversions, get some people moving down to your different pages, you’re going to get excited, you’re going to want to do more. It’s crazy how much more of the advanced stuff you can add on later if you just get momentum and start to generate some leads. You’re going to get higher relevant scores, you’re going to get more shares, it’s going to be a better longer term strategy for you.
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| That’s it, those are the main big categories in the ways to sell on Facebook or any social platform like this where you’re taking people that do not have intent, are not searching for a solution directly at that time. I hope this is helpful. Think about your specific situation and how can you take what we talked about and maybe come up with a great idea or a hook. Come to the Facebook groups, get into DigitalMarketer Engage, get into Facebook Ads University, and ask other people in that group if you have an idea. Don’t be afraid to put up a screenshot and get some feedback from people. That’s a great way to get some confidence and get out there. Another way to get confidence is to start running ads to stuff and see what people do.
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| All right, that’s going to be for it today, but we’ve got another great one coming next week. Next week, Molly is going to bring more data and more awesome specific tactical stuff on Facebook Messenger.
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| Ralph Burns: | Molly’s bringing it.
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| Molly Pittman: | Yeah, I’m pumped.
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| Ralph Burns: | Can’t wait for that.
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| Molly Pittman: | Yeah, I think Episode 72 about Facebook’s Messenger, it was a little case study and our first stab at Facebook Messenger ads. We’ve tested new stuff since then, come up with more of a systemized process. I’m excited to share that with you guys next week.
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| Keith Krance: | So am I, I’m excited to dig into it too. We’ve been texting Molly back and forth asking her about some of this stuff. All right, we can’t wait to talk to you in the next episode. We will see you all soon, bye-bye.
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| Molly Pittman: | Thanks guys.
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| Ralph Burns: | See you.
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