Social Media Lab LIVE!
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Episode · 2 years ago

KPIs You Should Be Using: with Valerie Jennings

ABOUT THIS EPISODE

2020 KPIs You Should Be Using

We're geeking out all about KPIs on this week's Social Media Lab LIVE !

Scott Ayres will be interviewing MARTECH expert Valerie Jennings this week to discuss the ins and outs of KPIs and why they are so important.

Welcome to the social media lab live podcast. I am Scott Airs, the content scientists here at the social media lab, powered by a gorpules. You can listen to and read and watch all of our live shows from the past at social media lab dot live. Will soon have all of those over there. If you go to that, you are l today on the show I had an interview with Valerie Jennings and we talked all about KPI, those key performance indicators, those things that most of us cringe when we see KPIS and okay ours and we feel like Peter on Office space and be an ass and demanded to give it turn in the TPS reports. But we dive into it about why they're important, how they're important, how do you measure them and what do you use to measure them and all kinds of interesting things. So make sure you listen to this. I will recommend as well go over to social media lab dot live you want to watch the replay video. We had some problems in the beginning of it, but Valerie has a fun little feathered friend on her shoulder and on her laptop quite a bit and it's a kind of unique and something I've never ran into on a live show before. So here's the episode with Valerie Jenny's I started the business over seventeen years ago and I entered into the social media space in two thousand and five. So I have definitely been at the forefront of all the the digital transformations and so Martech is definitely a part of that journey. Last year, at the end of the year, got my certification and Intro to artificial intelligence and just because I wanted to know how AI works. How is it disrupting industries and businesses? Our specialty as an agency is a performance space agency. So our clients come to US looking for results. They want leads, they want new contacts, they want traffic to their website. So we're they just want their social media channels and platforms to grow. So there's always some sort of performance driven metric. That's why key performance indicators are so important to us. And when we look at the MARTEC landscape for our clients, whouse, there's about eight thousand MARTEX solutions in the market place today. We're really looking at the ones that are going to help us automate, get data faster, be able to report back to our clients on how things are going and we also navigate that tricky landscape of we're marketing and sales integrates and how you get those teams to work together. And it starts with good data, trust and good platforms. So, Katy, eyes are something that you deal with every single day and they're very important us and we're always looking at how is the data in the platforms changing? What we can understand Abow a performance cross digital marketing and advertising. All right, very good. Now I'm going to try this and I've got to open to the screens, so we'll see if you come back up on the other screen. I'm going to why you did, and that was really strange. Where I go? Yeah, I appreciate you hopping and kind of telling is a little bit about that. I think. I think I've always heard the word MARTEC and go what in the world is a when he first came out, because one those weird like combined words, but I think it's when you really dive into it it makes sense. It's just a technology around marketing, the tools at that we all use. See, it looks like you're on the screen with I see it anyway, so hopeful everybody else sees both of us are. It's always funny with live. Yet you the delay over to facebook is sometimes seven or to ten seconds. So you're kind of like, okay, work or not work very good. And if y'all didn't...

...get to see, I'm going to say it right thought. Yes, that's hard to say, is it? At the the texting with my bad slang and slur it's like thoth. That's like a it's real hard one, like froth maybe. So yeah, so our little shit. You know, that's a special guest that will have here throughout throughout the show. Perhaps I'll be kind of kind of fun. So what we're going to do is we're going to we're going to hop into talking about the different you know and Kpis that you should be talking about with valor here. And the first thing, and I maybe you kind of explain it, they're a little bit in the entry but just, you know, give us what your definition of what a KPI is, so everybody's kind of level playing field here. Yeah, so key performance indicators is really anything any sort of a goal that you can tie back from that trick which you can track the performance. So even let's say your KPI is you want to increase engagement on facebook, so that would be something you look at and and you would set a goal. Where are we at today? We're where do we want to go? And then we would also look at benchmark. So sometimes clients say, well, I don't are we doing? Well, you see the numbers, you say they look good, but what does that mean? And so there are is a tremendous amount of free data available. So many studies. I always source that the latest. So you know, always look for two thousand and twenty if you can. Sometimes there's a time delay in when data is available to us, but there's always industry specific and then there's just kind of general broad based data. But you want to always have that cushion in there. So if you're just starting out and you don't have a history of your data, then the the benchmark information is really critical and that's also kind of als keep everyone in check. So if somebody says, well, I want to fifty percent increase, well, maybe that's not reasonable. So it does keep it helps keep everybody honest and you know, everybody focused on I'm where we're going. Certainly with the pandemic, the the data that variables have changed a lot and it's not as easy to know we talked about market retraction. How does that impact our we've noticed that, you know, different metrics have kind of been all over the place. Summer spiking and others are low and it's hard to really know right now what is all affecting that. But just know you can have, you can sell of your benchmarks, but you also have to have some real realistic expectations that things are a little out of yeah, I think numbers in general. I've this will be the interest in your to astric. Yeah, and come back to and go, okay, do we what happened later on to where we hire? Are we lower? Was it as bad as we thought it was going to be? I know, I know some things for me, like we are. You know, I have a couple. I guess we call them their KPIS. I guess we just don't label in that but you know, I look at some things within my job. As far as I downloads, no sort of deal and it's different right nowadays. I'm like, don't judge me on these because it's such a weird time with, you know, traffic and cells and sort of things. But I do think it's important to kind of have some sort of like you said, having that benchmark and then kind of knowing where it goes. Now, I mean as far as like your bench marks, do you and we will probably get into this, but I'm just asking it first, but I could you do you? Should you compare month to month, quarter to quarter, your year? I mean, how do you typically compare when it comes to those things? Well, it's it also goes back to, you know, how much data do you have available to you? If you're if you're just starting off with the program and there was analytics or some sort of monitoring platform or some sort of...

...serm, then go back and look at data and kind of see. But we always track, you know, you're over year to date, and we also look at month over month and then look at what are the benchmarks. So we might have a slide in a report that's like, okay, here's the last three months and then here's the month over month change and then here's also the benchmark, and so people can, you know, start to have some perspective on what what's really happening. And it's good because you might like, for example, with the pandemic, we had some big spikes and then, you know, we had some dips, but then when we went back and looked at last year, we were we were still performing ahead of last year. That's crobably gives you an anchor where you don't start just, you know, getting a little anxious about, wow, last month was really great, now this month isn't. Okay, let's go back and look at what was happening last and and so that gives people some people in mind. But if you don't have any previous data, if, for example, maybe your startup or maybe you didn't have any sort of analytics, then you know, I would just be looking at month over a month and benchmark data. All right, so let's so now we kind of know a little bit more about what Kpis are, what KPI data is important. Yeah, good questions. So, like I said, I like to look at what is current and why these different data points are coming up. So leads are an obvious one, and leads are people that are coming to your website or contacting you through another platform and they're saying, Hey, I'm I'm actually interested and working with you. And so the next step then is to qualify that lead. So that might mean, you know, sending a follow up question to them or getting a phone call scheduled and then you're qualifying them that point. Do they have budget? Are Whoops off, just added in an extra slide here? There we go. So qualifying them at that point. And here's one that is interesting. We're turn on marketing investment. So this one is actually looking at the profitability that you're marketing is driving versus the expenses of your marketing. So it's a little bit different thing. Cost of customer acquisition and these types of reports. Again, if you're using some sort of a crm or this is something that your finance person could be running for you where you look at, okay, this is what we've spent just on marketing, and it's is the profit that, you know, we generated because of that one. Another one that I think is really important during the pandemic is the power of referrals. And Right now, you know, we don't have trade shows. Maybe they're online, we don't have all the interactions. So the staying close to our network and and making sure that we're top of mind is really important and tracking those referrals. Brand awareness. Again, this one comes up really strong right now because consumers are looking for brands they can trust even more today than before, and we've always talked a lot about trust and brand recognition and awareness, but because we're all kind of been pulled inward and we don't have this regular go let's go get a cup of coffee, let's go to this trade show. Whatever the brand the digital brand awareness is really important. We don't always know on this one if it drove any new business. This is the hardest one to track, but if you talk to most clients or businesses out...

...there, they all want a strong brand presence and we know it's important. It's one of those you just have to have some flying faith and know that there's going to be some key benefits. The other reason this is important is it's harder to drive leads even from Google ads or any other ads platforms, unless you have some sort of a strong brand presence. Is Consumers or prospects they're going to go out there and research you, so that it's important that that you have that covered testimonials and reviews. This is one that a lot of the trade industry outlets have been hammering hard right now and I think it it kind of crosses over a can with brand awareness and having a footprint and because we have more people reaching out that we don't know. Having case studies, testimonials and reviews, having something concrete to point too is key. These are also beneficial from a marketing standpoint because you can push these out across content, website, Google, etc. This next one is cost of customer acquisition, and this is one that I think has been out there for a while. Again, if you have some sort of a crm or your finance team or something in your marking in the Lidus team, can run the cost of customer acquisition. This looks at all the costs that go into hiring that customer, so that can start beginning from the marketing all the way to the pitch, the signing of the deal. What did that cost? And then, lastly, customer lifetime value. So we did all of these things. How long is this customer projected to be with us? And then what does that investment look like? Are we at a break even, are we going to make a profit and at what point do we start to turn a profit based on that customer lifetime value? So these have also been documented as social media today's top of digital marking Kpis. But there's one other one that I want to talk about and it's contacts. So new contacts are so important and we kind of took these for granted before Covid we were just, you know, we're out about, we were meeting people, we had copies and lunches and halfkey hours and events and all this networking. And so now we've been digitizing our new contacts. We put a couple of things that you can be working on and I I look at these as the top of your funnel. Scott, you mentioned downloads that would be considered to new contact. Other things are webinars. So doing webinars, either your own brand or collaboratively, and and then generating new contacts. We have encouraged our clients to do collaborative webinars where they partner up with a vendor, manufacture or someone that makes sense in their industry and then each party promotes the Webinar and then you share the list of new contacts. Another one that I think is we're trying. It's a lot of work. It's we're testing and that's quizzes and there's platforms pop her like interact, where you can set up a brief quiz and then figure out your own method of okay, if somebody answers these questions are going to get this result, etc. Etc. And I think simplifying it down to three buckets is a good way to handle the quiz results and then nurturing them through the different funnels. So again I want to emphasize this one, especially now it's...

...not as easy necessary from the business to just get leads through the website, even with Google ads now, a lot of our, I say our business to consumer clients have strong, but it seems like the be to be is a still kind of lagging behind and we helped her a pick up here and third and fourth for vers. But yeah, I would say I all of our beeses have been very healthy and the ads have been very effective. But part of it too is, if you think about be top leads, a lot of them use a hybrid approach of trade shows and yeah, it's true and you don't have much toll, but they're the sales team has some some leads to work with and it's not just dependent on digital. So those, those are some takeaways to think about when you're talking about the big the big ones. To be looking at those a lot. So we got Lee's, we got, you know, referrals and I think Sophie said. You know, referrals are so important. I think that's a big one. I think people don't do a good job. I probably took pay attention to those. Your customer lifetime value, which that's the one I've been a lot of people probably forget about either, just like I gotta sell. Boom done. So then we had testamoies, brand awareness. I like the idea of the quizzes because that's just a quick way to probably get that lead and get that contact. And so, yeah, that's a I think indeb posted. DEBS are community manager. She just hopped on. She posted a link to try interact. I come. I think you mentioned that. So yeah, so you there's lots of different ways, you know, and it was a lot. There's way more keypy eyes in this, obviously, but these are kind of the important ones when it comes to marketing. Now I'm sitting here watching this and I'm going, okay, value, just listed out all these things. How in the world do I measure these Kpis Now? What do I do now? Okay, I know I need to do these. How do I measure what? What do I do now that I know I should be doing these things? So I like to simplify things. So, depending on where a company is that in the process, let's just say it's a startup and they have no brand presence whatsoever. So you're going to start with some basics. You're going to talk about building your brand. Once you get your social media channels established, work on engagement, work on building your following, and then you can start looking at where and how are you going to try it leads and we always tell clients, you know, definitely have your whole game plan put together, like if you're going to sell on Amazon and that's going to be where you start, or you're going to you know, really position your stop on other third party platforms, then that's great, but you've got to start with the brand. Then I get situations where maybe we've had a client that's been in business seventy years but they don't have any real digital infrastructure. So what's the sales team has done a great job, but they have their sales meetings and there's no world data documented anywhere. So the first step, and those two Tuation says get a crm and play something like Zoho or fought. There's lots of them out there. One that will help you create a pipeline, so you can actually go and look at the Dashboard and say, Oh wow, this is how many new contact we have. Is How many new leads we have, and Oh, on the leads, this is where they're at in the pipeline. So yeah, there's steps to get the CRM's up and running, but once you do that, then it comes down to the help of the data making sure that the whoever's importing the data is...

...also updating the deal of each lead as it moves through the pipeline. So then that report becomes more or less automated for you, so you can go in and look at it. You can also assign a value to that lead. So let's say you're okay, this is a, you know, twenty or Thirtyzero dollar project. So you put that estimate in there. And so again, when you're looking at your daft board, okay, this is how many leads we have in the pipeline and this is the estimated, you know, costs for these these jobs. So that kind of gives you at least that high level perspective. But as far as really understanding the cost so we have some businesses out there the run on a subscription model, so it's probably they're selling on volume and how long that they can keep those customers. So they if it's again, if you don't have data, you got to run projections, and there's lots of data points out and here already that you can look at, studies and reports. All right, this is how much my overhead is, this is the average lifestyle Cole of a subscription customer. This is how many we need and how long we need them in order to break even or make a profit, and then how many we need to grow and what are our growth projections? Then finally, just kind of keep this simple. I could give a lot of examples, but we have plants that are very savvy and maybe they have a an analyst on staff and they've got they already have US rum set up and they have projections and and then we look at we look at what they're projecting, but we also pulled data to say, this is what type of growth is projected for the year for their industry, or this is what is projected for the economy for the rest of the year. And so this whole situation is you know, they people go back to the drawing board and kind of have to start from scratch and say, well, you know, we started off these for our monthly sales goals, but you know, if we if we get close grade or there's a traction in the market, so we might need to, you know, back up a few steps or, you know, just kind of keep an even kill. So a lot of these, a lot of these theorems will run some of those reports for you and then, if you have a great finance person, they can look at some of the lifetime values, what expenses are and kind of start running those projections on cost per acquisition and whatnot. Yeah, I think that's you. I like what somebody you said. They're like you. You set up this projections and then you go, oh no, we were off. You've got a pivot. You've got to figure out what's where the were the lacking and how quick should someone make a pivot? Maybe so, maybe they've looked at they had this projection. Let's say they're, you know, their cost per acquisition, and then they did it was awful. They spent way way too much. How quick should businesses be looking at that and then shifting? What do you think? They're on these different data points? You know, I think on average is a thirty days cycle. Okay. However, we look at data each week. We were prepare a small snapshot each week for our clients, especially the ones that are running advertising, and I mean you can make like day to day put it's very quickly on advertising performance. So if you'd add that costing like five dollars per click in the benchmark mark is too probably either pause that ad or seriously optimize it. But it's when we talk about I can usually see about halfway through the month...

...if we're going to hit our or not. And if you're way off and you're halfway through, I would say stop, pause, reevaluate or just keep that ads on that are performing really well. But I would say most clients are running on a thirty days cycle. If you're, like, you know, a few off, that's not the end of the world, especially right now with Covid we have read no goal. Yeah, if you're hitting your goals, wonderful. Yeah, if even closed, yeah, it's a really good right now. If it's safe, for sure you have a we have a slideshow pulled up and I maybe this would be something we talked about in this next does we talked about now? We've talked about water, Kpis. You know what KPI is important kind of how to measure it. Now we're kind of going to talk about a little bit about analytics, not like this one you've got on your on your screen. I'm curious to ask you what this is like. You have these Google ad benchmarks and I love numbers and love data. So this one like really set out to me. This is from Ward Stream. So can I tell as this is like? This bench marks that we should be looking at as a whole a certain industries. What is this from? So these are just average national bench park reports that on average in any industry. This is what your benchmark should be for Google advertising. Now the great news is that there is available data broken down by industry, and so I really try to rely on industry specific benchmarks I can. You can source that data really quickly. This is important also if you're an agency or you are the marketing person and you have to prepare a report to the board or to your boss, to give them contacts. Otherwise, what narrative are you really providing? And if you don't give them contacts, then people might interpret it there from their own point of view. So when you put together, in this case, it's a Google ads report, but there's benchmark data out there for, you know, facebook ads, instagram ads, views on videos, so all that stuff is out there. But I always include the benchmark. So when somebody in the leadership team looks at this and you're you're beating the benchmark, wow, you must be really too and great with your optimizations or your ads are super relevant, excep you start. So it gives you a chance to a controlled the narrative, but be give people some peace of mind that they don't feel stupid when they're reading this going well, I don't know if this is good or badge. Should I ask? And then it's just that gets thrown out and the next thing your Google ass program gets canceled and you're like what happened? So you need it's really important to incorporate the benchmark data. There's benchmark data available by industry for email marking, most of the advertising platforms. Even if you're working with a third party advertising platform and say you're working with somebody on their team, they're going to have benchmarks available to give to you and it. It really is just to give everybody that piece of mind that hey, maybe the numbers still look great, but we're either on top of the benchmarks or work seeding them. It's also great data to give to our our advertising team or anybody on your advertising team if something isn't performing, and within a week you can improve the optimizations and start hitting those benchmarks or exceeding or maybe it's like while we're getting great traffic to our landing page but nobody is converting, so maybe we need to do some optimizations on that landing page. So all that data and benchmarking is really critical to taking those next steps. Yeah, I think that's good.

I like that. You know you were missioning and I think Dev see DEB's always on top of this. She already found the link to that worstry article with the the Google ads bench marking during covid. She's got one pop in the comments. But yeah, I like that idea of not just look at you, just look at your own Daddy. You may either be tuning your own horn or making yourself feel bad for no reason. So looking at what's going on in the industry that you're in is going to be so important because then you kind of can compare yourself. And if you've got bosses who want those TPS reports. You know you can go to say hey, we hit, we're better than these guys and the industry. But where are? Maybe we're below on this, we're high on that. So I think it's important to always be waned against. Have you got to wait against something? Yeah, you said you want to wait against. You know what you did month over month, month to month, year to year, that sort of thing. But also against the industry as a whole because, I mean some reason you're spending twice as much, you know, to get a customer than the store next door. You're doing something wrong and need to figure that out and make some adjustments. So what else about analytics comes to Kpis before we get to tools, because tools is like our favorite things usually in this industry. What are the analytics stuff should we be thinking about when we're talking about KPIS? Well, I think something that is can be a tricky conversation to have is how do you get the marking in the sales teams to work together? And sometimes sales says marquing your leads or crap, and markings is sales who need to get up your put. So you know we have those push pole that the friends and what we like to do is purner up with the sales teams, or at least business unit leader, so that we can have healthy conversations about hey, so you got to lead where, how is it? Was it good? Did you submit a proposal? Like what kind of feedback did you get? And those conversations, although you can say well, those aren't really data driven, they are important conversations to have because you might find out, like the salesperson says, yeah, it was a great lead but we didn't have inventory. Okay, well, that's in operations issue right. So if that's a constant theme, then that's new data that needs to go back to whoever the decisionmaker is and say, look, we're getting great leads but we don't have available inventory. We need either fix this problem or we need to pause these ads until we do. So. Those conversations, we typically have a weekly or bi weekly call with the sales team or whoever is heading up the sales team, so we can actually dissected the leads, or at least some of the leads, and look at well, okay, we're getting leads, but has are actually been an uptick in sales? But there's some other ones on this slide. You know. Actually we talked about establishing marketing and sales goals and they need to be reasonable within appropriate growth metrics, either for the economy or the industry. Making sure that there is some sort of a crm that's optimized so you can actually look at the crm pipeline. We'd attribution is really important. Again, you can automate this through a crm where it says, okay, this cleek came from organic search, or this came from Google ads or this came from this website. Pipeline reports, we talked about those earlier. Just logging into something like Soho and seeing, okay, this is what's in our pipeline and this is where the deals are at. There's other reporting tools out there, like agency analytics other ones that will kind of automate your data. Google data studio is another one that's good. It does require quite a bit of set up, but it is a solid...

...tool. And then we talked vow these great Kpis. Figure out what is the most important to your boss, to the board, to the marketing and sales team, what is it that's really critical? Because marketing people might say, well, wow, we're getting great engagement. That and the board goes well, that's nice, but of what we need, like we need leads to yeah, so there has to be a balance there between what marketing says, well, this is a good sign, and what, at Cain of the day, the business needs, for that's important to yeah, I know. I know for our company, like we we have the same struggles because, you know, we know, we're all in the marketing, we're doing stuff, we're getting we're getting leads, we're getting emails, but they're not, you know, they're not cells, qualified leads. At times they're just very high level. They're the first touch point kind of things. But they want those, they went those celles, qualified leads, that where they can get more and more cells. And now we've finally just taken a while, but like we had our first we hit. We're supposed to have a retreat back in April in Vegas, but then covid hit and so we didn't get to have it in person. So we've done virtual rooted a virtual retreat. We have another one coming up and we're finally getting ourselves and marketing team to kind of talk a lot more and be involved. So I like that you pointed that out because it's so real world for me right now. And the fact that, yeah, marking, we think we're doing all this great stuff, but still, like do these people suck? You've got all these numbers. That looks great, but they're not buying, they're not really ready. So you got to have those awkward conversations that they can figure out how you can help each other out. That's true. And and also to determine our those just new contacts? Yeah, for are those actually leads? And we have a program where we just have ad set up to drive new contacts and we know those are new contacts and that's our investment just for that program. And then we have another advertising program that's just set to drive leads, not new contacts. But the clients sees a value in full right. It has en up data to know they need x number of new content tacks in the funnel to convert. So they already had that insight and we amplify the advertising programs to help speed that process up. Yeah, I think that's important to you. Like sometimes, I think in marketing we're too quick to like send people to the cells page when they don't there. May Not matter. Be there. Yeah, they need to have a lot more touch points before they get there, and so I think it's super important with Anni like so we've talked all. You know what the KPIS are, what you should be looking at, how to measure what analys matter. Now the fun part. What tools should we use the measure KPIS? We all like tools. And then the MARTEC industry, you know, there's there's a lot of tools to play around with and you know, and Valastone bouted before we get on. I think I've lost count of how many tools we use. It to or Poles, because it's just so many different things that we look at and pull from. So what are some the tools that are easy to use and that people should be using that to measure their Kpis? Yeah, and I don't know if you want to pull up that. Yeah, some of the tools. So so, just scots point. There are eight thousand more text solutions and counting in the marketplace right now and what we do is we look at tools that are going to help us drive leads or get data faster automny. So here's a few of our favorite tools at the agency. And Remember, Martech is marketing technology. It's not a new breed of product or solution. So keep that in mind. So we talked about Google. As we mentioned the...

...quiz interact sem rush. If your KPI is to get your site ranking on Google or optimizing your Google ads program sem rush is a great tool for that. It will pull competitor data, it will give you their traffic, there the at the keywords that they're bidding on, give you some average investments. It will also give you some insights into organic Seo. So this is a good tool that help you get data faster. Eight AA reps is another great tool and this is an seo more of an SEO technical tool. So I did. I read a report yesterday that it was like for every you know second that it takes your website to load, you could lose about twenty percent of your traffic. And there's this sweet spot right now where it should be around three seconds. And so this tool will actually tell you what's wrong with your website from a technical standpoint and you can hand that report over to your web development team or your CEO team. Zoho and hub spot. There's many other crms out there that are that will help you automate data and set up your sales pipelines and do your email nurturing campaigns. Mail champ again lots of email tools. Zohoe, hub spot also have built in email tools, but mail chimp has done a great job building out its solutions as well. Google data studio, we talked about that. I mentioned agency analytics. There's also one called quote, and that one right. They're offering a free data health assessment. So if you want to work with them, they'll take all data, they'll tell you what the data means, they'll give you some sort of a help score. Any company that is even considering artificial intelligence or machine learning will need to have healthy data. So as we think about well that that's probably an inevitable that every business at some point is going to be in that place and it starts with your data. So if you're not ready for that, you definitely should be looking at just your data management and data health. And so there's lots of tools out there. That's that's one that I like to mention. Others Brand Watch, buzz, zoom ou clue is a mobile advertising intelligence platform. So again, those are those are some of our top thing ruts. What's your most favorite, like what do you like playing around with? Like, what do you get happy about, like which totally go oh yes, I got to get in there. Are there any of them? I'm sure there are. Well, I get the most excited about website leads. Okay, I like to see the results from the Google advertising, where the social media advertising, because I know that that is growing our clients businesses and we'll make this the sales in the leadership teams happy. Growing the brand and the website just are to me that's what we're supposed to be doing and while there's a reward in that, it when you actually start to see the clients go oh wow, we didn't know that was possible, or wow, this is now an extra benefit and it's supplementing our overall growth and now you've created an a scalable model for them. Those those are the types of results that I get excited about. Now, these different tools, like you know, I'm looking at like I know seem rush. We use that. I was actually I'm trying to learn seeing rush better because I'm bad about that. I Uber suggest is when I've used a lot. I like Uber suggest...

...in AH refs. Yeah, that what you're think. I think I've heard Neil Patil and Eric Sue. I think there exu their podcast they talked about how that that site loads bead is so important, you know, for for getting calle getting leads and eventually getting clients. So you really want to make sure you're putting yourself through there. All these tools have a cost, assume to some degree. Sept for like maybe Google data studio. I mean, are there let's say I'm a newer business and I'm just starting out, like what's the bear? Are All these that you mentioned like the bare minimum, or these just kind of if you have to, if you have the budget, like where should someone like start out with a first couple of tools? Perhaps you mentioned right. Well, I think it's important to have a social media scheduling tool. Hmm, you gotta kind of no one in the beginning. You want to think about how do I automate my right and we're. Where can I offload some of those resources, because that's really key. Then it kind of goes back to well, we're, where's the company at? Are they has start up? Are they established right, you know, and you got to figure that out. But I think it is so important. I have a crm and so that's kind of one of those. The ZOHO is very scalable. Want to see. It's maybe twelve bucks up per user. Oh, it's not a bad yeah. So I think that that is there. And then you can, as you grow, you can buy other modules that come with you know, they have the Zoho social, they have other stuff. So yeah, look at those. But then let's say you need Google ads and you need, or can I guess? YEA, which is almost every company today. Then you need a one of these two tools, or both of them. We're talking about as cam rush and a reps, because that's the only way that you're going to optimize performance of your website and whatnot. So Google has some free tools, like have to Google developer tools, and you mentioned uber suggest there is like a kind of a high level free version and think that site. Yeah, it's not bad. Ye. Now. So you can play around with some of those. But like these other and mail champ, they have also a free version, depending on how big your email subscription list is. Right, these other ones. Yet then you have to start using some discernment of well, this is what this is going to cost. Is this going to say, as kind resources in the long run? Let's say the marketing team is spending hours and hours and hours and hours building reports. They might want to look at a supplemental tool to help source some of that data right some other things is they'll going to have to be sourced directly from the platform. Yeah, I think that's why it's important that you know, to establish, like we mentioned the beginning of our talk, you know, establish what your kpas are going to be, what your benchmarks are when you're going to measure, and then then you get into the how you're going to measure with the tools. So I think some people overload themselves with too much dad and too much time just, you know, there's that funny gift that cat, you know, just typing away on his laptop all the time working. I think somebody spending their house their entire day just doing that and they could use one of these tools you mentioned to speed up that process and do other things, and I think that's obviously we're a tool company, so we agree with that quite, you know, quite wholeheartedly. But I but it's not more about you know, it's more about saving you time. That way you can use that energy to do other things to make you more mind down the road, and I like that. Thoughts just came through. There in the middle of that. See now and I got the name right here at the end of the interview. Thought that's a hard one to say. Yeah, so anything else regarding we've talked for about fifty minutes or so now, even those about Kpis that we should know that...

...maybe we haven't talked about. I I can. I would just say start small, because people get overwhelmed, and so start with one car, matric, and I maybe add on some other ones. But anything you're spending money on measure right, since you're sending money on ads, you better. But every single week. Yeah, because otherse what's the point? You're just kind of throwing money at the wall and you know, hoping it stick. It's like the was its own spaghetti at the wall or something. Was ild saying hoping it's sick. So you know it's yeah, you just never knows. Definitely that will very cool. We'll vow. I appreciate you hop it on the show and talking to is about a object I think a lot of people they know more about and they realize probably with it kind of just secary. The whole idea of reports is always kind of scary in the beginning. So where, where can we find you. I know we've got a pulled up on the screen here, your instagram account. Which is it your name? It's your company name. So you are wrong. One is a little bit more social, right. So where can we direct people to to find out a little bit more about you? Oh, I mean our website, but I think my length, my personal linkedin, is a good platform for businesses if you just want to connect and ask like marketing questions. But my personal instagram is Valery K channings. That one again is a little bit more lifestyle, family business mix. So that's a good one as well. where I'm on twitter. So you want to have a conversation with me, linkedin or Instagram, really that's the best ones for you. Yeah, yeah, I'm kind of the same way to twitter on there, but in not they're all the time. Like someone, someone said a dum do that an actual DM on twitter, because most of my dms are like garbage. So I never look at him like Oh, Dude, sorry, it's been like a week. I don't look at on them on. So yeah, definitely feel you on this. So I can appreciate you being on the show with us today, Valerie, and hopefully we can have me catch up again sometime. Okay, thank.

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