Voiceover
Welcome to the marketing guides for small businesses podcast. In this podcast, you’ll get discussions and interviews 100% dedicated to helping small business owners tackle their marketing challenges. The marketing guides for small businesses podcast is produced by the marketing guides for small businesses, a collection of four small business marketing consultants with over 60 years of combined experience in helping small business owners plan, execute and measure their marketing plans and strategies in order to grow their businesses at a rapid pace. Your hosts and panelists include Antonio Guerrero, owner of systematic marketing and Sarasota, Florida, Ken Tucker, owner of change scape web in St. Charles and St. Louis, Missouri, Paul Barthel head web developer at change scape, web Mark, fortune owner of fortune marketing and little rock Arkansas. So thank you for checking us out and please let us know how we can better help you grow your business.
Ken Tucker
Welcome to the latest episode of the marketing guides for small businesses podcast. My name is Ken Tucker, and today we’re going to talk about how to pick the right traffic source or sources for your business. As always I’m joined by our small business marketing experts. Getting more traffic to your website is almost a universal problem that we see for almost every small business while the traffic isn’t the most important metric, driving the right traffic is paramount for success. The challenge is determining what are the right traffic sources for your business. So with that, let’s get started. Antonio, give me a high level idea of some of the, I guess, the high level categories of potential traffic sources out there for small businesses. And how do you decide which ones to take a look at
Antonio
The variety of, of traffic sources in short, you have organic traffic sources paid traffic sources, offline traffic sources. Really, when you look to drill down on choosing the right one for you, it comes down to what’s best for your business, but more importantly, where your audience is, where that ideal customer that we’ve talked about. So many times resides either online or offline, really, frankly, where is your message going to resonate Because at the end of the day, it’s finding your target audience. That’s going to matter. Once you have your message locked down, the media almost doesn’t matter. It’s getting the right audience and serving them with the right message at the right time, that’s going to drive the results in your business. So we like to use a lot of home services, examples on this podcast. If I have an emergency service, for example, I’m a plumber and somebody toilets exploded.
Antonio
I am going to want to be in one of the paid traffic arenas, and more specifically something like paid search because at that point it’s not a long sales cycle, right It’s very high, intense, very, very short sales cycle for an emergency service type thing. If I’m a consultant on the other hand where I have a higher ticket item, I may be asking somebody to invest 10 to $20,000 over the lifetime of a, of a year. And then there’s a whole bunch of process and a lot of nurturing, a lot of education that I need to move somebody through the sales cycle. I may be looking at something that’s a little bit more of Facebook advertising or something like that, where I can slowly move somebody through a funnel, which we talked about funnels in a previous podcast. So it really does depend on the intent of the, of the audience you’re seeking the value that you are conveying how much your services is. Again, a higher ticket item requires typically a longer sales cycle and all the nurturing steps involved looking at those factors will help you determine what’s the best course of action for your small business.
Ken Tucker
I think another thing too is how much do you need to turn up the dial if you’re not currently getting the activity you need, and you’ve gone through the process that Antonio just described, Mark, how many traffic sources should a business pick to drive traffic to their website or a landing page
Mark
3.2, next question. Oh, I’m just kidding. It would be nice if it was that easy. There’s no magic number that solves this for everybody. Again, going back to what Antonio said, you really have to understand the intent of your traffic in your ideal target customer, to understand what channels are the best mix for your business. And really you need to understand your own numbers. What is a new customer worth to you What are you willing to invest in attracting a new customer in your business in terms of traffic amount of traffic, number of leads and conversions of all of that, because then you can work backwards from an anticipated ROI number and implement and adjust your channel mix. Based on those numbers. It’s just so important to understand, like Antonio said, the customer journey and the intent of the searchers that are out there replace my air conditioner or air conditioner replacement in the heat of the summer is a very different type of search than somebody who’s looking for a restaurant nearby or somebody who’s researching new software packages for their business.
Mark
I think it’s also important to small business owners have some level of comfort with the channel, right You may be a local restaurant and think you really need to be on Tik TOK. But if you don’t know what that is or how to use it, other than what your kids tell you, it is, I wouldn’t start trying to spend any money on that channel, have some level of comfort, just inherently with how that channel works, how you invest in it and how you get a return out of it. And ultimately you really just have to pick the number of channels that fit your strategy, goals and budgets for the vast majority of small businesses, especially local services, businesses that includes paid search marketing and paid social media advertising and awareness campaigns at a bare minimum. I think every business, regardless of type needs to have a good, robust referral and word of mouth program, not just treating referrals like an accident, you don’t know where the next one’s coming from, but think about how to get existing customers to help you attract new customers. That’s really a good place to start.
Ken Tucker
Great points. Paul, what’s the easiest way to measure the effectiveness of any given particular traffic source.
Mark
In a nutshell, analytics, every platform is probably going to have its own source of tracking. It’ll usually involve installing some kind of code snippet on your website or your landing page, and you can pull everything in the analytics. So you, you said the easiest, but that may not be the same as the best, because if you pull everything into an, to something like Google analytics, you can have everything in one place. Like I said, every platform was going to have its own type of analytics where you can track everything, but then you’re going to every single platform to get your information. Whereas if you pull it all into something like Google analytics, you have everything in one place and you can compare the effectiveness of the different traffic sources and relationships. Okay.
Ken Tucker
Is that enough I mean, does that give you good data to make decisions on, based on the effectiveness of the traffic source, just by simply measuring how much traffic is coming in from that source, it
Mark
Depends on what your intent is. If your intent is awareness, then your objective is pretty much traffic. If you’re looking at return on investment, then you need to look at what you’re spending versus what you’re getting out of there. If it’s a paid traffic source, which this generally is, and you’re looking for, if you’re doing say Google ads campaign, and you want to know, okay, I’m spending this much on ads and I’m getting this much return on that, then no, just pure traffic is, is not enough. Now here,
Ken Tucker
You frequently talk about assisted conversions. Kind of talk about what that is.
Mark
Assisted conversions is when someone let’s say you’re running a Google ad words, campaign, someone clicks on an ad, they go to your landing page and they don’t necessarily convert right then and there. But then they go to Facebook or they go to YouTube and then they come back to your website and then they fill out a form and was the first interaction I had with your business. Maybe they never heard of you before. So they click on an ad. They’re not going to convert. They don’t know where you are. So they go check you out a little bit. Well, Google dropped something called a cookie in your browser, which technical term for a piece of code. And they track what, what happens from the time they click on that ad until they come back and actually convert. And there’s a conversion window, which we won’t get into, but if they go into your ad, click on your ad, they go to Facebook, they go to YouTube, they come back and then they fill out a form.
Mark
Well, everything that led up to them, filling out a form is an assisted conversion. Clicking on the ad, going to Facebook, going to YouTube, coming back to your website is a direct or organic visit. Those are all assisted conversions, but without that initial ad, they may never have found your business. And a lot of times assisted conversions are discounted. Everyone uses last click attribution modeling, or a lot of people do, but you have to know that path because if you don’t know what that path is, then you don’t know how people are getting from the initial contact with your business, whatever that may be to the actual conversion. And you have to know what that entire path is.
Ken Tucker
So I think the key point is don’t give up on a traffic source just because you’re not seeing some of those immediate results. There are ways that you can put in place to really measure the performance of that traffic source. As somebody moves through the customer value journey and their decision-making process, Antonio, what are some good non-paid online channels to consider as traffic sources
Antonio
Again, we we’ve talked about this as well, but it’s organic search. So things that you would do in local SEO, and again for that local business owner, it is probably Google my business. At least for the time being Google, my business doesn’t cost you anything. So having a well optimized Google, my business profile is definitely for a local services business or local brick and mortar of some sort, going to be one of the best, best, best sources of traffic that usually has some high intent that usually converts really well for those types of businesses. So putting some effort into having that profile optimized and giving it some love on a regular basis, adding photos, doing questions and answers, putting little updates on there are all, I think, very powerful steps to move your business forward without costing you for every time somebody clicks a link or views your ad or gets directions or your phone number.
Antonio
Second to that is again, depending on the business, going to be having an active presence on social media. If you have engaging content, make relevant offers on platforms such as Facebook or LinkedIn Twitter, again, depending on the audience is where you will do that, but I’ve had clients have great success, just sharing content organically inside of LinkedIn, for example, or you have a much more professional user base there and, and things can happen pretty quickly without you having to go into creating a whole ad campaign around it. So again, look for that intent, look at where buyers are going, and there’s a lot of organic sources out there. Just have to give yourself a little more time when it comes to doing organic overall, your ROI. Long-term, it’s, it’s a very strategic play. I think all of us here. And when we work with clients, we tend to have that multi-pronged approach where we definitely do some organic, but we also include some paid to balance it out and to get us some early momentum. I think that’s important for a business, but if you’re looking strictly organic and your local business, start with Google my business and then maybe look at social platforms from there. Yeah,
Ken Tucker
I’ll just add in there. I think YouTube is also a great potential source since it’s owned by Google. And it’s the second most search site on the web. Absolutely. Mark. I know on this podcast, we tend to talk a lot about online related things that we’re talking about, a lot of different online traffic sources, but there are also some great offline sources for traffic too. Can you talk about those
Mark
Sure. The most important principle, especially if you’re talking about offline traffic sources is to track everything right. And I think a lot of times what’s happened in the marketing world is we default to online because it’s a lot easier to track like Paul was talking about in measuring those conversions. So whatever you do, make sure you have a process and a system for tracking those results. Having said that if I’ve got to randomly survey a thousand of our listeners on this podcast as to where their best customers come from, almost, everybody’s going to say referrals and word of mouth marketing, and they’re not going to be sure exactly how that happened or what caused those referrals to come in or how to measure where the next one’s coming from. So think long and hard about a good referral marketing program. Do you work to reward your best customers and ask them to refer you
Mark
Do you support local causes or charities that help build your brand with current customers Do you run customer win-back programs If somebody hasn’t bought in awhile, do you go say, Hey, we haven’t heard from you. Here’s a special offer. Those sorts of things really can be very low cost and very high return direct mail. And I sort of come out traditionally in my corporate career out of, of a direct marketing and direct mail background, direct mail can still be very, very effective for higher end companies, lumpy mail, sending packages in the mail that always gets open. But even for local home services, businesses good, effective, what’s called every door direct mail from the postal service, which doesn’t cost a ton, but can be pretty targeted in and around neighborhoods with a good offer and a good tracking program can still be a very high return investment.
Mark
And then I think a lot of times, especially for local services businesses, which we talk about a lot is a good solid in the neighborhood marketing yard signs and door hangers. When you’re working at a house, we’ve got a, we have a colleague who tells a story frequently of a roofing contractor that when they’re working on a roof at one house, it goes to the houses around and it leaves a door hanger, an offer with the owner’s phone number and says, Hey, my crew is working on one, two, three main street. If there’s anything we can do, if they have any issues you can call me directly and I’ll be sure to resolve the issue for you. And it gets new customers that way, because he’s shown a level of professionalism and in relationship building the other contractors, typically don’t just think long and hard about where you’re going to be, where your customers are going to be and have a good tracking process, use call tracking numbers on every offline communication you do. And you’ll have some ideas as to what works offline for you.
Ken Tucker
Yeah, those are all really fantastic. I mean, another thing that I’ve heard you talk about before Mark, and I think you may even have written about this in one of your books is doing trade shows or events right now that might be a little bit tough road to go. Those strategically can be very, very effective as long as you have a good program in place for followup, right Especially
Mark
In higher ticket type items. I think that works really well. I have a long time travel agent client. Granted her business is a little bit challenged right now in the pandemic times, but she has a line of business that sells luxury European river cruises. And she can book an entire trip through one sort of high-end wine and cheese type event at a local wine bar where she invites her clients, invites them to invite clients in. And it’s not a hard sell it’s just who would be interested in taking this sort of trip. And she’s booked entire trips just off that in the B2B world, especially trade shows can be very, very effective, but they’re not effective. If all of it is, is scanning a whole bunch of business cards and dumping it in a spreadsheet. When you get back to the office, you’ve got to have a well-thought-out follow up and outreach program following the show and, you know, segment your leads, right These are tire-kickers. These are people who are absolutely interested in having another conversation and make sure your sales channels follow up appropriately.
Ken Tucker
Yeah, absolutely. Follow up really is the key. If you’re going to spend money to drive traffic in whatever way to your website or to your business follow up is critical because otherwise you’re going to be wasting a whole lot of money. Yeah, that’s exactly right. All we talked about pay-per-click in our last podcast and I think we spent a lot of time talking about Google ads, but there are other good paid traffic sources that a small business can or should consider aren’t there.
Mark
Yes, absolutely. And I’d also like to follow up on what Mark said that a lot of times, for a small local service business, some of these offline channels can be extremely effective on the paid traffic. We always say PPC or pay-per-click any paid traffic sources. Generally it’s going to be pay per click or pay for impression. And it’s actually paid per thousand impressions usually. And you have display ads, which kind of works hand-in-hand with the, what we generally know is search advertising, Google ads, Bing ads. They also have their display networks. Mitch is an image, basically it’s a banner ad or something like that that shows on a website. Maybe you’ve gone in search for something. And then as you’re surfing the web, these ads pop up relevant to what you were searching for. That goes back to cookie tracking. And those are your banner ads, your, your display ads.
Mark
Then you have your video ads like on YouTube, which is vastly under utilized, I think, but it’s a great format. It can be very powerful, a lot of local businesses. A lot of times, it’s tough to get them to do that because they to have to actually do a video, but that can be really powerful type of advertising. Then you have email advertising, which as we talked about in a previous podcast, you don’t just start blasting out emails. There is a way to do it properly, so you don’t get blacklisted. But email advertising generally has a very high return on investment because you’re usually already working with warm leads are previous customers who already know your business are already familiar with it. And then you have something called native content ads, which a lot of people may not have heard of. They probably seen them know what they are, or they have seen them put it that way.
Mark
And they’re usually worked into the content of a blog post, a webpage, and it’s made to look like it’s part of the content. Although it will usually say sponsored or click here or something, there’s a way to let you know it is, an advertisement it’s phone, social media feeds a lot of times sometimes it’s, if you’re on a web site, it’ll be recommended content and they do work. There’s some controversy out there over whether or not it’s deceptive, but it does work. I don’t think people really get offended by it because we live in a world where we’re bombarded by advertising. We’re all used to it. The idea behind native content is that it’s supposedly non-disruptive, it just flows in with the content of the webpage and paid directories. I don’t know how effective they are necessarily, but that’s another option. And then there’s paid blog sponsorships, which she have to be careful with that because just because you can do something doesn’t mean you should do it. I think we need to remember that sometimes probably better to stick to the more traditional channels because you had into plate into pain wall posts that can result in backlinks that aren’t maybe so good for your website. So it’s important to keep in mind that not every paid traffic sources necessarily a good idea,
Ken Tucker
The whole purpose of doing something like paying for an ad on a, on a blog or, or a podcast sponsorship, or even doing email advertising inside of somebody else’s email newsletter or typical emails that they send out is that you want to take advantage of the audience that they’ve already built. And if their audience is really going to fit your ideal customer profile, spending money to have an ad within their email content or at the beginning of their podcast to say, or at the end of their podcast, to say that you sponsored it, it can be a pretty good way to build some awareness and get visibility out there. But like you said, that’s probably a more sophisticated technique that, that folks could use. One of you guys mentioned earlier, I think Margaret was you, you know, really stick with things that, you know, and get started there because there’s plenty that you can choose from. And I think it’s important to not bite off more than you can chew
Mark
If the audience is relevant. Absolutely. And that’s something else that you need to keep in mind is relevancy. If you’re advertising to an audience it’s not relevant to your business, then you’re just wasting your money.
Ken Tucker
Yeah. So Antonio kind of leads us into some other channels, maybe some third party sites. Again, a typical small business could look at, can you talk about what maybe some of those third-party sites are Those third-party sites do have a tendency to draw people with certain backgrounds or customer segments, I guess I’ll say
Antonio
When it comes to some of these third party sites, I think it’s, again, it’s all about is that audience they’re present, right And a lot of cases you might be looking at doing some kind of display advertising or some kind of joint venture guest posting. Those are some of the typical plays you would use there. And that has a very, very powerful effect because it’s an applied endorsement. So if my content is showing up on this website and maybe it’s a local news website or another like an influencer, right. A lot of people use, do a form of influencer marketing that can bring immense amount of credibility to a potential business, to a potential offer than doing something purely organic or through paid search. So I like that for those reasons. And if you’re just starting out, especially, and you don’t know, or have a budget really to do paid search and some of these other things, but, you know, for a fact that, Hey, my audience are, these people are the followers of these websites or these influencers. That could be a very, very good place.
Ken Tucker
Yeah. So I’m just going to come right out and ask you, what do you think about sites like home advisor, Yelp, Groupon sites like that Because there are also sites that they work hard to try to get in front of a particular customer, set
Antonio
My issues with some of those for local businesses. I have complete and total distain for Yelp, for example, which I, I don’t think I’m the only one, the home advisors of the world. They are a little bit different. I would say that they absolutely positively can work, but proceed with extreme caution. I have always found their cost per click and their ad costs to be incredibly high.
Ken Tucker
I’m going to push back a little bit on Yelp. I think Yelp certainly for certain industries can work really, really well. And it also works really well in different parts of the country. But again, you need to know what this platform is and where it really excels. We’ve got home services contractors on the West coast that do really well with Yelp with just their, their Yelp business listing, but also, doing some, some paid ads, but
Antonio
You should always still be listed on there. But I feel like you can get raked over the coals when it comes to some of their ads and they have very poor tracking and they’re a rampant click.
Mark
I think those sites can be good as a next level type of content. Like, I mean, or type of channel in order to continue to build in your lead flow. I typically don’t work in those channels until we feel like we’ve got stuff that we control the content on a little closer, Google pay-per-click and social ads dialed in a little better, but there’s value in those channels. If you’re set up to take advantage of them, like for a home services business, I’m not going to pick on Yelp, but on like home advisor, just know the lead quality is not going to be as good. So you’ve got to prepare your sales response to handle a more, a channel that needs more education in those leads, then say your pay-per-click ads. Typically that’s what we see. My biggest
Ken Tucker
Concern really is the term of the contract with a lot of those third-party type sites that you could utilize. They’re typically an annual contract while I’m a big fan of having a plan and locking in for a long-term strategy. I also think having some flexibility to be able to control, things is pretty important. And so when you look at what you could do from some of the other paid channels, you’ve got a lot more flexibility and I think you can dial it in even more effectively sometimes. Well, I think you should always consider them. I think you should also do a lot of due diligence and talk to some folks to really help guide you through that decision-making process. Mark, what else do we need to know before, picking traffic sources
Mark
We can’t deliver this point enough. You’ve got to understand your target market, their problems, and how your solutions meet their problems in a unique way, right Because otherwise you’re just going to compete on price and, and race to the bottom beyond understanding your strategy upfront. You’ve absolutely got to have a plan for how you’re going to track success. And I don’t care what traffic channel you’re using via online, offline Paula graphic. I don’t care. You need to understand how you’re going to measure that return because otherwise you’re going to end up having a conversation in six months about man. I feel like we wasted a lot of money and you’re not going to have any data to back that up. I’ll give you a recent example. I have a local HVAC contractor client that we do pretty much all of their online work for them, but they called me a couple of weeks ago on the verge of signing a three-year print advertising contract with a local neighborhood magazine.
Mark
And they thought this was a great idea. And I just simply asked, well, who’s it going to reach and how are you going to measure it And when they couldn’t answer me, I’m like, well guys, you need to think about this because if you don’t have a good measurement plan in, or a good idea of how, what you’re going to communicate, who you’re going to reach six months into a three-year contract, you’re going to feel like you’ve spent money. That wasn’t good, like, and you’re throwing good money after bad. And you’re still going to have two and a half years left on your contract. So let’s think through what you’re doing before we launched this thing. And it might be a viable channel based on other stuff that’s going on, but you need to have a plan going into it. For
Ken Tucker
Sure. Again, it can sound fantastic because they can put some pretty impressive statistics in front of you, but you, you, you really have to challenge yourself and them to understand are they the right statistics that, that your ideal customer and where you’re going to be able to find them. And is that going to give you the right return on investment Paul, we talk about this idea of omni-channel traffic sources. What the heck does that mean
Mark
Omni traffic omni-channel means simply that you’re not utilizing one traffic source. You’re not just using organic. You’re just not using paid you’re you’re using all these different channels because the reality is the world we live in, your customers could be anywhere. They could be on Facebook. They could be on Instagram. They could be on YouTube, Google search in the web, and you have to be where they are. And so you have to utilize a combination of paid and organic strategies to connect with them where they are, and they can be on any of these channels or these platforms at any one time. And you have to be there because if you’re not, and your competitor is you’re going to miss that opportunity.
Ken Tucker
One thing that I constantly think about is Facebook has so many fantastic ways to target people, to get in front of the right set of people. When I’m on Facebook. I usually am not thinking about buying anything, or I will say that for me, I become aware of a lot of cool things that I wouldn’t have known about. Otherwise that do tempt me to go in and do a little bit more exploration. From that perspective, you can actually use an omni-channel strategy for your advertising to do awareness through one channel and really the heavy lifting conversion activity through another channel like Google ads, nothing is going to be Google ads from a paid online advertising strategy. When it comes to intent, when somebody expresses very clearly that they are ready to buy through the phrase that they type in like emergency plumbing or something like that, Google ads still reign. But I think it’s really important for people to realize that there are different roles that a different channels can play. And that sometimes combining a couple of these can actually supplement each other, maybe even in a lot of cases, amplify each other.
Mark
So that’s a really good point because a lot of times I think what happens Facebook can be really good for an inexpensive awareness kind of thing. Like you just mentioned a lot of times when we talk about paid traffic or paid advertising, people forget that there is still a buyer journey that we’ve talked about in numerous podcasts, that that buyer journey doesn’t go away just because you’re paying for traffic. And I think a lot of times that is forgotten when we talk about a lot of these things, that buyer journey still exists, just because you’re paying for an ad, whether it’s Facebook, YouTube, Google, whatever, that buyer journey doesn’t go away. And if that paid ad is the first contact they have with your business, then it’s the first contact they have with your business. And the channel at that very beginning stage is somewhat irrelevant other than the fact that if that’s the only way you get in front of them, that’s the only way you get in front of them. And that’s where this omni-channel can come into play because now you can retarget them on these different platforms.
Ken Tucker
Now, obviously it’s different for different, different businesses based on how long the buying process takes lifestyle businesses can tend to do really well. For example, on paid social advertising, those people who have emergency services, water, restoration, plumbing, emergencies, things like that. Google ads can be really powerful from that perspective. So I think it’s really important to take a look at that. Sometimes it’s great to put a couple of channels together and have them work in conjunction with each other. In some cases you want to have some channels running simultaneously to continue to drive that mix of awareness and conversion. I guess we’re getting close to time here. I’ll just ask you all one last piece of advice that you’d give to a small business to kind of help them select the right the right traffic sources. Mark, let’s start with you.
Mark
Sure. I’ll just go back to sort of a thing that we shared all along, which is you’ve got to understand how your best customers find and buy from you and then invest in those channels first, right I mean, I think you made it real clear a second ago, Kim, when you’ve got a very highly intent driven type of business, you know, emergency service repair, then you have got to be in Google ads and have a good response mechanism for how that works, but invest where you know, your customers are looking and then measure everything and adjust as you go, right. Antonio, what do you think
Antonio
I think Mark is really spot on. Look at that intent, look at your budget and where your customers are. I mean, that’s really the Trifacta. If you know, your customers are searching for your service online, but you don’t have a budget, then organic’s the way to go. If you’re looking for quicker results and getting some quick, early wins and pay traffic might be the best way, could be direct mail. So just look at my audience, my budget and their intent. And I think the, you wrote to what form of traffic you use becomes clear Antonio,
Ken Tucker
When you talk about customers, you really have to do qualification there because otherwise you’re going to spend a whole lot of money, maybe even generating leads and customers. That really aren’t your ideal customer, right We’ve
Antonio
Talked a lot about strategy and everything we talk about has that underlying layer of strategy. And I’m assuming you have done that strategy first tier, if you haven’t done any kind of strategy, if you haven’t really built out that persona, then you’re just throwing spaghetti at the wall. And so that that’s very dangerous and that’s going to either waste time, money, or both having done strategy, having looked at all those different factors, then I think you could start to, it becomes very clear, very quickly what the right traffic sources for you
Ken Tucker
And Paul, what do you think Anything that you want to share
Mark
Oh yeah, the right traffic sources, as we said, always comes back to, where is your ideal client and your ideal client Isn’t anybody with a credit card Is Antonio just a leader Jay you’d have to know who your ideal client is. It goes back to the strategy and so research and then where they are. If, if your ideal client is a younger audience, it’s on Instagram, then you should be on Instagram. If it’s an older demographic that doesn’t use social media, then social media is not the right traffic source for you. So it ultimately comes back to knowing who your ideal client is and where they spend their time.
Ken Tucker
One thing that I still can’t get over this day is for emergency service. One company that we’ve talked to in the past, they had it strongly recommended to them. And as a matter of fact, that they, I think they were implementing it, the partner that they were working with that to use, Facebook ads to drive emergency services businesses, you got to challenge people on really what is the right way to go. So with that, I think we’ll wrap it up today. So thanks. Thanks for listening, Mark Antonio, Paul, thanks so much for contributing. Take care.
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