0:00
Shanie Zimerman
All right. Hello, everybody. I'm Shani. I manage the strategic partners over here at Oktopost. And thank you everyone for joining me on what is our 14th episode of the from the Experts series. This is a very special day. I am joined by the Incredible Oktopost customer success team. We have Ms. Taylor Campbell and Grant Klein from our Atlanta office or Atlanta home base. And we have Ben Collins Jones and Josh Sloan based out of the uk. So, nice rounded group here across the pond, across the globe. And today we're talking all about social media best practices and it's going to be a really informative conversation. I am very excited about this. So just as a reminder, everyone is on mute. If you have any questions, there is a Q and a box, there's a chat box. Feel free to drop them. Hey, Amy, feel free to drop any questions that you have in either one of these boxes. We're going to have time at the end, hopefully, to get to everything. But otherwise, I mean, these are your people, right? These are your contacts. Feel free to reach out to us at the end of the deck, we'll have the emails again, just as a refresher. So without further ado, let's dive right in. We're with Taylor. Taylor, I know I speak for myself and probably a lot of other people that when we think of social media, we think of the algorithms and how to stay relevant and on top and how to beat the algorithms. Can you talk to us a little bit about what it means to, rather than beat the algorithms, embrace the algorithms?
1:44
Taylor Campbell
Yeah, definitely. So I know we all have some knowledge in algorithm networks and we're probably sometimes Googling like, all right, there was a update to Instagram. What is the Instagram new algorithm? And you can do that research all day long. But I think the key things to keep in mind is we're trying to, of course, work with the algorithms. We're not necessarily trying to beat them, because you can probably try all day to play around with beating them. And really with social in general, I mean, I think all of us can agree that there's the goal of getting some initial exposure that we're not going to get through our maybe website or through. People. Then, of course, once we're scheduling stuff and putting it out there, we want people to engage. So we want them to either like our posts or click in on the links, tag people in the comments. But that's obviously a goal of everyone, is to have content that people are engaging. And then ultimately, I know we talk about this specifically a lot at Oktopost is from that hopefully getting new leads or moving people through the funnel. So the key with scheduling post out and working with algorithms is going to have to deal with your audience, everyone a little bit of trial and error. I think everyone can speak to that with working with other customers that what works for one person isn't going to work, you know, for the other customer base just because our audiences are really different. So you're going to, I think you
3:33
Shanie Zimerman
hit the nail on the head there with the content part, Taylor, that it's just about creating that content that's going to be engaging. And once, once it's engaging, it shows up in the feed more that similar type of content. And that's the whole point. That's the algorithm that we're trying to quote unquote beat here.
3:49
Taylor Campbell
Exactly.
3:51
Shanie Zimerman
Yeah.
3:52
Taylor Campbell
And I think that, you know, there are. Go ahead.
3:56
Shanie Zimerman
No, no, no, I had nothing. You go.
3:57
Taylor Campbell
There are like small differences between the different networks algorithms. But something that we know is consistent across all of them is if it's relevant and people are engaging with it, it's going to show up and it's going to get more traction. So what's engaging to your audience again, as I mentioned, might not be engaging to someone else's. And we can look up like, oh, there's that specific post type that someone's doing that I see on my feed. Like, is that the way to get the most views I know with. Yes, we've reached out to us and like, oh, if you put the link in the comments, you're gonna get this many more impressions. And I think it's, I mean it's fun to play around with those things but it's important to keep in mind that that's not gonna work for everyone. It's not gonna work for every post type. If we're trying to get people to discuss a certain event or a trend where maybe going to want to keep it a longer format post. So that's the key is kind of playing with things, keeping it engaging and posting things that you know that your followers are going to kind of want to engage with, share with their friends and also on their comment like etc. Anyone have I guess maybe some examples of not beating the other algorithms or working with the algorithms they want to chime in on? On that
5:33
Grant Klein
I think you kind of hit the nail on the head. I mean like the algorithms are smart. There are so many per network it's almost impossible to fully try and beat them all and they're ever changing. So you're never really going to be able to fully master that. So it is all about the kind of content you're pushing out and like Taylor said, playing around with the different methods, the different timing, the different messaging, the different types of posts you're pushing out there. I think Ms. Shani here put it in the best words yesterday during our call, warming up for today. The networks are extremely forgiving. So trying out different things, especially this day and age where social habits are all across the board, people working from home, going back to work, then going back to home or in lockdown, not in lockdown, working at home with family, people are trying to squeeze in time on social whenever they can. So this is something that's going to be changing across the board until things return to what will eventually be the new normal.
6:29
Taylor Campbell
Yeah, and I think we will speak to kind of a little bit of host differences. But yeah, as Grant mentioned, switching it up is going to be something that I think all social media managers are familiar with doing. But again, to kind of hone in on the goal, the algorithms and the social media giants kind of have those same goals that we have. And this is highlighted on the slide here that you guys are seeing. They want their audience, the Facebook audience, the LinkedIn audience to be engaged and so do we as marketers. We want our audience to remain engaged. And there might be variations of post types that we're going to try out at different times of the day. There might be, you know, videos that we're using for some things, links we're using for others, open ended type posts to keep the conversation more open ended and going back and forth in the comments. So a good mix of everything is probably going to be and yield your best results with kind of keeping your audience engaged and not being stuck to. All right, on this network I have to publish at 10am with a link and an image uploaded. You know, that's, let's not try to stay within constraints of what we think is work and kind of play around so we can hopefully bring in more engagement in general.
8:01
Ben Collins Jones
It's also worth looking at what other people, other market leaders in your field, your industry are doing because if you see a post that they've done that has exploded with engagements, look at, look at the stats on it, look at when did they schedule it, what was the type of messaging. And it may not necessarily work for you. As Taylor mentioned, it's unique to your own approach, but there is no shame in adapting and converting their style into your own because they may have something there that works. You know, there's something in their recipe, that is making the algorithm work in their favor. Test and trial yourself and see if that works.
8:35
Taylor Campbell
Yeah. And also to speak to that, Ben, as you mentioned, look at how theirs performed. You're also going to look at how your own past content performed. Of course, we all look into our analytics day in and day out, but it might be a post that we scheduled last Monday didn't get as much of engagement as we thought it was going to. Maybe. So there's a lot of things that might factor into that. It could have been the actual execution of the post. Maybe it would have been better as a gift than just a link. Or it could be just the time of day or just the month that it was scheduled. And maybe we scheduled something around the holidays and everyone was super busy so it didn't get better engagement. We can repurpose that and switch it up in a different day or month and it might perform really good. So it's going to be a constant trial and error, but the analytics is going to, of course, help guide that as well. So that's another piece there.
9:32
Ben Collins Jones
Yeah, I think.
9:33
Josh Sloane
Oh, sorry, Grant.
9:34
Grant Klein
No, you go ahead, Josh.
9:35
Josh Sloane
Yeah, I was just going to say you're looking for more the trends and the patterns. Right. Rather than the one offs. Because if you're making a decision based off a one off post, that's probably not the most informed. But yeah, as you said, if you're seeing a recurring pattern, then that would suggest that, hey, yeah, posting this type of content on this day does typically lead to this type of engagement. So that's the kind of thing I guess you're looking for from the analytics.
9:55
Grant Klein
Right. And that's exactly what I was. How you know with that, when you see something works extremely well for someone else in your industry, another market leader, give it a shot. And if it doesn't work for you, maybe give it a couple more shots as well. Because again, the networks are triggering based off different factors. So it may just be the first time you gave it a whirlwind, it didn't work out in your favor, but give it a couple more goes before you give up on that avenue or try something else.
10:23
Shanie Zimerman
Yeah, no, I think we, I think that definitely, I think it summed it up and I think it maybe put some minds at ease. When you hear the word algorithm and when you think about saying on top, it's not, it's not about staying on top, it's about creating content and knowing how your content is being consumed, that's going to make you successful and understanding your data, I think it all falls on the data as well. So what works best for you has to come with a little trial and error. It's likely not going to come on that first shot of just scheduling out a handful of posts and generating thousands upon thousands of engagements and leads. And that's usually not the case. And if it is the case, let's learn a little bit more from them.
11:14
Ben Collins Jones
I mean, if you put out a post and it absolutely explodes the first time, try it again later, use the same les. I mean, if it has worked, go for it, try again. And if it doesn't go as well, then you can go, okay, well you now have effectively an a B test. What worked this time? Why didn't it work that time?
11:29
Shanie Zimerman
For sure, definitely. Grant, I want to talk a little bit about P2P over B2B. This is a huge topic of conversation here at Oktopost when we talk about employee advocacy and our advocacy programs. And who knows better than the four of you who have probably collectively launched thousands of advocacy programs at this point, pilots and programs, and have seen firsthand the successes and the benefits of advocacy. So you know, I think especially since 2020 and onwards, it's definitely that person to person connection over B2B. Can you talk to us a little bit about that?
12:11
Grant Klein
Yeah, absolutely. And I think you're completely right. That is a huge topic these days. Something that a lot of people get caught up in is the whole B2B versus B2C. At the end of the day, who's making the decision? It's a person. So that's why it's extremely important to be active, both from a corporate perspective, but as well. Like you said, advocacy, adding that human essence to it. When we're pushing out content, all of our corporate channels, we obviously have to stay in line with kind of that professionalism, the fact that we're kind of be generic to an audience as a whole. And that's still great. It's brand awareness, it's still bringing people back to your website, driving traffic and engagement across your social channels. But advocacy is really where it goes that extra mile. I say this during all my advocate training calls. They're really humanizing the program and putting the face behind the company. It's one thing when you see a post from Oktopost and it's another when you see it from anyone here on this call. Your audience knows you in some shape or fashion, either whether it be a former colleague, a former acquaintance, someone you met from university. But with that, your positioning at it goes a Lot more. A long way. It helps put a bit of human essence behind the content that's being pushed out there, even if it's the exact same stuff that's going on in the corporate profiles. As you guys can see here, it's more than 62% of B2B buyers respond to salespeople who connect with them and share insights. So with social as well, or with advocacy, you know, we always try and promote that customers and their teams share diversity of content, throwing out there, you know, some company oriented content, some industry relevant content, and really putting their own personal touch on it when it comes to advocacy. And that's really what's going to help authenticate what you're saying. You know, having a mixture of some of that content elsewhere is going to really bring back to the point that the company is trying to drive with whatever post it is you're pushing out, or whatever webinar it is you're trying to drive. I think I read somewhere someone mentioned this during one of our team calls a few weeks back. It's somewhere over 50% of the sales process is done before someone actually engages with a salesperson. Yeah, I think that's huge. And social is a huge part of that. Put yourselves in the buyer shoes. What do you do? You always go to social, look at reviews on G2 Crowd or whatever other appropriate review websites there are. And by the time they get to you, they know more about you, just as much about the business as you do, most likely. So that's why it's important to have your team sharing content, putting in their own voice, making it relevant to their specific audience, their customers, their prospects, whoever they're reaching out to. Because not only is it going to personalize the program as well, but it's also going to expand the reach. Obviously your corporate channels are pretty much restricted to your followers or anyone following tags or pages that you might be incorporating into your posts. But when an advocate shares the post, their whole audience sees it. Someone in their audience shares that post. It's really almost limitless, I would say.
15:27
Josh Sloane
Yeah. And just to jump in on that grant, I think the point is that we trust people more than kind of corporations. Right. It's kind of quite obvious, I guess, that, you know, a company name or a label can be kind of quite faceless and cold, whereas an individual is somebody that we can, we can trust and we can build a relationship with. So absolutely, I think if you're listening to people, you're probably going to feel like you're getting more of an honest Message maybe than you would from a. From a company as well. So definitely pay to pay over B2B.
15:54
Grant Klein
I think that ties perfectly into whole. You know, think about it. When you're looking for a job, right. If you look on Glassdoor or indeed you see that company layout, what the job is, but you know, it's always more than meets the eye. So you look to see what the actual employee reviews are. You go and reach out to an employee to get their personal thoughts on the position, the company. The same thing works with any decision out there.
16:14
Shanie Zimerman
Yeah. I think with people investing also. They want to investing in a product, investing in a solution. They want to see who's better, that it's more than just a brand, that it's more than just the corporate voice, that there's individuals who believe in their product and who believe in the brand and who believe in the organization and want to speak positively to that organization.
16:39
Grant Klein
Absolutely. I think it's huge and it's something that goes. Gets lost again, that whole concept of B2B versus B2C these days. So always remember that you're selling to people. They're the ones who are ultimately making the decision and investing you and your organization.
16:57
Ben Collins Jones
I think Shani made a really interesting comment there, which was about the idea that they're looking for something more and looking for something that's not just effectively a solution or a product and to an extent, a bit of a community. Because if people are talking about our products, people are talking about wanting to interact with your business, then by nature of that, that becomes a bit more of a kind of like is that humanizing approach, as Josh mentioned, and putting a face to that business and going back to that algorithm piece, if you have people in your organization, be it advocates or being it just people engaging with your content, that increases that reach of that piece of content, increases the people seeing it. Because I'm sure if I challenged anybody in the audience to go through their feeds now, they will see content from people from platforms, from places they've not seen or subscribed to themselves, because people within their network have. And that's that element again. And you know, by having that human approach, because they trust these three people who have engaged with it. Okay, I'll take the beat. I'll take a beat in my day to see what they're looking at and how they're interacting with it. And you can just help kind of embrace that algorithm further by just, you know, getting that content seen by more people, because there are humans putting their name to it.
18:11
Taylor Campbell
Yeah, definitely. I was also going to say, I mean, I know advocacy is a huge piece of this and algorithms related to this also. I think our next topic is kind of related to this as well. But in terms of posting stuff even to your corporate page, there also are ways to, you know, humanize it a little bit more, do kind of more day in the life of type posts or testimonial type posts that are also going to have more of that person to person approach rather than just this is our product, buy it, buy it, buy it. So there are other ways to. I mean, we want to have kind of that full realm of things where we have employees sharing it out. But we can also, you know, contribute to some of this with just the types of posts that we also are scheduling to our corporate profiles to just make them a little bit more of a open conversation or more of a inside look into the people that make up that organization to really make it, you know, that community type experience that we were discussing earlier. So another kind of point that is
19:18
Shanie Zimerman
related, it's all about building the trust. At the end of the day, it's building when you're pushy, when you're just pushing your product on someone, that's not building trust. So whether that content is coming from people or your content is just a little bit more humanized, a little bit more down to earth, it's going to build that foundation and that, that initial level of trust to that path to purchase, if you will.
19:43
Josh Sloane
Yeah. And I think just to add on that as well, I think when you're using something like an advocacy program, that's the value of personalizing the messages as well. You know, people will often just share the company message, which isn't necessarily the wrong thing to do, but actually adding a bit of personality who you are, that's where it becomes, yeah, more of a P to P thing. You're actually showing that you're human and not just a kind of corporate mouthpiece.
20:06
Grant Klein
I guess it becomes authentic.
20:08
Josh Sloane
Yeah, yeah, absolutely.
20:12
Shanie Zimerman
Who was it? I think it was on a webinar. I think it was on the 2020 year in review webinar that I did with Shannon C. Steed from OSG Billing and she mentioned because they implemented the advocacy program there and they have a bit more of a traditional background, their organization. So what they found with advocacy was that it was really comfortable for the beginners to go in and just share the content, that pre approved content with the messaging that the marketer had created. But over time, as they got more comfortable with social and got more comfortable with sharing and. And including themselves in the conversations that they're kind of having because of the content. It built their confidence and they wanted to customize their message a little bit more and they wanted to really make it their own. But it was a really nice stepping stone for them to be able to just go in and be able to just click it and know that this is pre approved. This is in line with my corporate messaging compliance and everything like that. And I think that that's. That's also the beauty of having something like an advocacy program in place. You can send emails to your customer, to your employees all day, every day with share this tweet and, you know, use this message. But we want to encourage them to use their own voice because that's, again, it just makes it authentic and it makes it more real and less robotic.
21:34
Josh Sloane
Right.
21:34
Shanie Zimerman
We're not robots, we're humans, and we want to deliver that human message. Sorry, I took a lot of time with that explanation.
21:44
Josh Sloane
I think we went great.
21:46
Grant Klein
That one really resonated with me, though, because I worked the exact same way when I joined the employee advocacy program here at Oculus. No idea, really, how to properly position stuff on social. I wasn't really active before, but now, if you look at my dashboard, I am almost 100% for an edit ratio in all my posts.
22:03
Shanie Zimerman
Ooh, look at him go. It took me years to customize a message. Seriously, because I never. I don't know. I'm not the most. Don't tell anyone, guys. I'm not like the most socially active person in the world. I like, throw up a story here and there of my dogs. But writing content and making it make sense and making it engaging, it's a little intimidating in the beginning. So having a little bit of a cushion there, it's really comfortable. Cushions are comfortable. You take one thing away from this is that cushions are.
22:39
Ben Collins Jones
That's the key point. We want you to leave cushions.
22:41
Shanie Zimerman
Yeah, I should have added that in
22:42
Taylor Campbell
the slide before you send it out to everyone.
22:45
Ben Collins Jones
Yeah.
22:49
Shanie Zimerman
Sorry, Ben, I think I might have cut you off. Was there something that you wanted to add here?
22:53
Ben Collins Jones
No, I was going to just say, I think you made a point. It's again, that element of. You know, I have a feeling we might have that line at some point in our presentation coming up, but it's something that's. Anyone who's been subject to one of my advocacy trainings, one of the slides I have, it says, make excellent content and yeah, that's it. It's that easy. Just go away and make excellent content. But it's true though it isn't to an extent of. Obviously you need to take time to devise it, specialize it. But as you gain confidence, excellent content is content that is you expressing an important message or just kind of feed something positive or useful into the social media area. That's excellent content. That is all it is. I have been called out. Oh yeah, it's that easy. No, it is. Just give something relevant into that narrative and that's it. That's excellent content.
23:42
Shanie Zimerman
Definitely. Well, speaking of content, Ben, talk to us a little bit about how no two networks are the same. Oktopost knows this firsthand and anybody that uses Oktopost knows that this is a best practice that we adhere by. You will not be able to go into the platform and take one message and blast it out easily across all networks unless you know some tricks. But why is that? Why do we want to treat all these networks as individuals?
24:13
Ben Collins Jones
It's exactly so. You don't want to bust out across all networks because you just simply won't perform the same way. If all of these networks were trying to achieve the same goal, if all these networks were trying to do the exact same thing, there would not be Facebook, Twitter, LinkedIn. Each of these have a unique purpose, a unique reasoning, and in its own way, its own audience. There may be some crossover, but ultimately the reason why somebody's following you on LinkedIn may not be the same reason they're following you on Twitter is because the goals through each of those networks have to be intentional. On Twitter, that's often more kind of a news outlet type approach. You're trying to get facts, figures, statistics, you're trying to just show snapshots of the business. It's not somewhere that you go up there to write a co ed piece about the strategies of social media because it hasn't got the capacity. I'm not just talking about the character limit, I'm talking about the audience's interest in that channel. They're scrolling through that feed, seeing quick tweets, quick responses, that's what they're looking for there. Whereas LinkedIn, it is more educational, it is more informative. What are we trying to achieve with our business? What are we trying to achieve with this strategy, this campaign? And Facebook is now more, let's be frank, a community place. It's more somewhere that you go to, to create a more maybe communal area for you to meet other users, for you just to kind of have a bit of a window shop into your business. But it's not necessarily designed to have that same approach for LinkedIn, nor should it be. So that's why we have these. Each network should be unique, should have its own messaging. I mean, absolutely. That fourth point there, you could create the same post, post it on Twitter, post it on Facebook, post it on LinkedIn, and you will generate some kind of engagement on each of them. But going back to that point of, you know, people buying from people, going back to that point from, you know, trying to, you know, use the algorithms to your benefit, you're not going to do that if you're just creating the same message and putting it out three times. You could adjust the language, adjust the tone, you know, ultimately have the same core ideology in that post, but how you present it, how you're going to use it, that is going to be different on each time. Which then for that last point there, identify your top performing networks. I have customers who have a Facebook page, pretty much name only. They're using it as a window shop into the organization. They may share some promotional materials around, you know, charity campaigns they're running. They may use it to just kind of make public announcements. But beyond that, it's just there to kind of have, have a representation of the business. That's it. At the same time though, I have companies that use Facebook as their core platform because that's where their audience is, that's where the people they're trying to interact with, the people that they're interacting back with are. So you need to identify what is your top performing network and put your efforts in there while still maintaining an overall social presence. The one thing I'm going to ask the panelists to talk about a little bit in a second is Instagram for a B2B perspective. Instagram has exploded, I think it's fair to say, over the last year for a lot of businesses. But a lot of the question I often get asked is, okay, if we wanted to launch an Instagram, how do we, or what should we? And again, the answer is, you've got to work what's best for yourself. I don't know if anybody can give any examples of customers who have launched Instagrams or have chosen not to.
27:36
Taylor Campbell
Yeah, I mean, I have a bunch of customers that definitely use Instagram and I think a lot of it similar to kind of the point I was making in the people to people approach is they use Instagram more as that look into the culture and the people that are working there. They're not like putting that much about, like download this ebook on Instagram. Sometimes it works, but a lot of it's more of that humanized approach of a day in the life of or celebrating milestones and stuff like that for what they're putting out there on Instagram. More of a celebration of the culture than the standard kind of posts that we see on the day to day. So that's.
28:25
Grant Klein
We abide by something pretty similar with our account, don't we?
28:28
Shanie Zimerman
Yeah, really.
28:29
Grant Klein
Employee brag stuff, welcoming people to the company. Just some fun stuff. Everyone goes to Instagram for fun stuff. They want to smile, they want to, you know, see something that they could
28:38
Shanie Zimerman
put to celebrate National Puppy Day with your office dog and Pizza Day with the pizza parties. And I think that goes just like you said for all of these different networks for Facebook. Maybe that's how some organizations use Facebook as well as that company culture source and as just being able to deliver the brand and what, you know, what. What that brand means to them, whatever it might be.
29:05
Grant Klein
And I think that ties, again, back to P2P. There are people behind these companies creating this post. Everyone here in the audience and each network is an opportunity for you to brag and boast different aspects of your personality, be a bit more creative, bit more zesty with things on Facebook and Instagram, you know, whereas you can push out loads of content, the things that are randomly popping to mind on Twitter. And then the thought really comes into kind of LinkedIn, where, you know, it is a bit more professional, staying in line with kind of those. Those network standards.
29:36
Ben Collins Jones
And again, it's that, what's the intention of the content? I'm gonna. I think. I think everyone on here has done a takeover of our Instagram account at some point, except for Josh. Josh, that means your term must be coming up soon.
29:50
Josh Sloane
I don't know why.
29:52
Ben Collins Jones
The thing is, as far as I'm aware, unless I'm told otherwise, the purpose of me sharing a photo of my cat and talking about the fact I was making ramen for dinner was not to try and drive people to purchase Oktopost. Not at all. It was just to show a little bit more of a human approach of what we're doing and, you know, effectively give a bit more narrative to the people that they're working with every day. You know, it may be not so much for new finders or new members of the team, customers, but actually maybe for existing, just to kind of learn a bit more about the people that they're maybe working with every day and interacting. Having said that, if my ramen did close didn't mean any of our Customers decided, yep, octoposis solution, I can assure you my ramen is fantastic, but not that good. So it's a very kind of different approach there. But then that's the thing. It's what's the intention behind the content that you're trying to create there?
30:37
Grant Klein
I think a thought process too. And a really important part about that last piece in this slide is maintaining a social presence across all networks is again, when you put yourself in the audience shoes, everyone's active on certain networks. Very rare are people active on every single one. My roommate, it only uses Twitter. So if anyone was trying to obtain his business, I would hope you're active on the Twitter side of things. That's why that presence everywhere is important, because you're gonna have everyone in a business that you're trying to bring in, whether all the decision makers and they all could be active on different platforms. And when they go do their due diligence on you, they want to see that you're active there. They want to see a presence which will make them more comfortable as they dive into that buying process.
31:20
Josh Sloane
And that raises an interesting question, and I don't know if I'm stealing anybody's question from the crowd here, but if you've got your top performing network or networks versus one or two that aren't performing as well, do you just focus on building up your stronger networks or do you actually try and develop those ones which aren't performing as well? Just curious to hear what you guys think about that. Do you say, right, LinkedIn is the one where it's of everything on LinkedIn or do you try and maintain all the others and grow them over time?
31:49
Shanie Zimerman
I think that's where a social media audit can come into play and I think that that's where it takes the time. And I know that Jen talks about this a lot on our side and something that she did for Oktopost when she started in her role as director of Social Strategy. It's a matter of take the time to understand who your followers are on these networks. If you find that your Facebook followers are your employees and your employees parents and your employees grandparents, maybe, maybe you don't need to put all of your eggs in that Facebook basket. If you do some market research and you find that actually for your industry you should have a larger follower base and a more expansion follower base on Facebook, then maybe it is worth then actively going out and connecting and putting out that content. But I think that a lot of it would also have to do with that market research and Understanding who your audience is, really thoroughly understanding who your audience is so that it's not wasted effort. So you're not putting, you know, a ton of effort into customizing and creating this amazing Facebook content for it to just go unnoticed when maybe it just makes a bit more sense to maintain it, to share that one post a day or to share when you know there's a new hire, whatever the case might be. But I think it takes a little bit more thought. There's a bit more thought and effort behind it.
33:20
Ben Collins Jones
I think it's interesting.
33:21
Shanie Zimerman
I don't know if that answered your question, Josh.
33:24
Josh Sloane
I think it's interesting.
33:26
Ben Collins Jones
Yeah, there's always a challenge when it comes to these kind of situations where you have to treat your time and capacity and effectively resource as you have to treat the same way that you would treat your financial budget. You know, you have your platforms that you're managing, you have your problems that are doing well. And when it comes to things like should I be now trying to get myself in integrating into clubhouse and should we be running a clubhouse presence, have you got the time? Have you got the capacity? Is this actually going to benefit you in the long term? And if yes, then that should be something that's in consideration. You know, these things need to be considered before you then approach all of the networks. Because actually to your point, Josh, should you be trying to drive them and improve them and make them as successful as your more popular networks? If you've got the capacity and the resource, otherwise you should be ensuring that things put in the right place at the right time.
34:22
Grant Klein
I think that's 100% correct. It all really comes down to bandwidth. We're all wearing entirely way too many hats these days. The standard working hours are no longer the standing working hours. At least I know they aren't for anyone here. So with that, you know, you got to take on your plate what you can. That last slide again, the last bullet point. Not to keep reading it time and time again, but it really does sum it up. You know, focus on your top performing networks if you're crazy busy this month, but still maintain some activity on the other ones. And then when the time comes after that audit, you find that, hey, you do want to build your presence on Facebook, grow your followers there, then you could start strategizing a bit more into the type of content you're pushing out, competitors are pushing out there, and retroactively just try different things moving forward, see what's really going to resonate and take it from there.
35:13
Ben Collins Jones
I think the one Thing we can all agree on is dog pictures on Instagram. That always seems to be a fairly
35:17
Shanie Zimerman
small always without failing. There is something very important that I want to add to this slide before we move into our last topic of conversation. And this is a lot more specific obviously to when using a third party platform, which I think whether it's Oktopost or whatever it is most organizations are these days, no two networks are the same. Also refers to how these different networks consume things like hashtags and mentions and links themselves. So you don't want to just blast out a message with an app mentioned to an organization not knowing how LinkedIn is going to consume that and then portray that on LinkedIn and knowing that Twitter might show that in a completely different way. Maybe it's not even hyperlinked. So there has to be a little bit of conscious effort going into it. And same with link attachments. Twitter doesn't use link attachments. You know, it uses Twitter cards. And if, you know, if you're expecting an image to show up like it would on LinkedIn but you're not using Twitter car, it's just not gonna, it's not gonna consume itself in the right way and it's not gonna look how you want it to look. So I think that that's also just something really important to note when taking this into consideration, that even if you wanted to, it's just not a good idea to do it because you don't know how all how your content is going to really be delivered once it's sent and published to those different networks
36:44
Ben Collins Jones
and also drive people the direction you want to. And a great example I saw, and unfortunately I blanked who it was. They had a, they did a great video series on LinkedIn, but then on Twitter they've only uploaded a 15 second, effectively promotional trailer for the video on LinkedIn and driving people to LinkedIn to watch the full video. And that's because they know that actually getting somebody to sit on Twitter for 3 to 5 minutes to consume this full piece of content may not be manageable because they're on their phone on the bus or they're just sort of taking a quick break between calls. You know, you'd no idea where they are in that situation. So that's another thing to consider. Same thing with the hashtag, you know, where are you trying to get them to go after that?
37:26
Shanie Zimerman
Definitely. Cool. So this brings us into another topic of conversation for content, the 8020 approach, which I will already start with. I stand corrected. But we have addressed all of that and Josh is going to speak to us. Why? It's not necessarily 80 20. It doesn't have to be 80 20, but the general idea is diversify your content, just like you would for each network in your overall content strategy. Make it different. And why do we have to do that, Josh?
38:02
Josh Sloane
Sure. Well, first of all, I don't want to get reputation for being someone that corrected Shani.
38:07
Shanie Zimerman
I'm sure that I will always stand corrected. I am happy to stand corrected.
38:13
Josh Sloane
No, I think it was, you know, it was a mutual discussion and agreement. I'm not taking any credit there. So, yeah, in essence, what we're talking about here, if we just ignore the 8020 bit for a moment, the first thing we're really talking about is the idea of actually mixing up the content you're putting out there. Right. So we're all big believers in social and using it as a way to promote your brand and your services. But there is a risk that you become too salesy and too focused on trying to pitch what your product, your service can do. And there are times that that could potentially be detrimental. So the idea here is that you shouldn't be sharing content which is just about come buy from us. It should be trying to position yourself as a thought leader. So sharing things which are useful, which are entertaining, educational, rather than just buy, buy, buy. And I think that's. There are potentially some people in the audience, I don't know, maybe or prospective users of social media that that's what they think. Social media marketing is just, you know, listing the latest deals and there is a risk and we would encourage people not to do that. And I think what we're trying to encourage people to do through their kind of social media management, their content is, as I say, position yourself as a thought leader, someone that is reliable and trustworthy. And it goes back to what Grant was talking about with the whole P2P element, that you want to build up a relationship with people, you want to build up a reputation, and if all you do is talk about yourself and your own product, then you run the risk of alienating people, which is absolutely not what you want to be doing on social media. But if we then look into the numbers, and as I said, it's not always 80 20. And there was a danger that you kind of look at the ratio and say, oh, it has to be 80.
39:54
Shanie Zimerman
This 20 set us up for failure with that ratio.
40:00
Josh Sloane
Sorry. Yeah. So look, the ratio can be misleading. And as you can see here, there's even cases where, you know, it changes Completely. So again, going back to the kind of stuff that Grant was talking about in the advocacy piece, 50, 25, 25. And what these numbers are meant to relate to is 8. What we're saying here is 80%, you know, educational, informative, maybe 20% promotional. Whereas actually for advocacy, we might say 50% promotional, 25% in the industry, 25% personal interest. So it varies all the time. And again, it just comes back to that key point of mixing it up. Make sure that you're not kind of, you know, showing the same kinds of content. But also I would use these as kind of loose guides. You know, we talked earlier about algorithms and tailor about this idea of kind of embracing it, but also not being kind of completely controlled by it. And if you're, you know, there might be cases where people say, right, I've only done 78%, you know, educational content, I need 2% more to hit that 80. But that is a danger and it shouldn't be that strict. It's meant to just be a kind of a loose rule or a guide. And kind of more important than all of that is just seeing what the audience responds to. Because if you're constantly sharing the same kind of content and it's getting poor engagement, again, we talked about this, about patterns and trends. Don't just keep doing the same thing if it's not yielding good results. You should mix it up. Listen to your audience and whether you're using a platform like ours or others, they do exist. You'll see in the kind of the reporting and the analytics what your audience are engaging with and what they're responding to. And this changes not just for audiences, but industries as well. So, you know, we would consider sharing third party content, something that's a really good idea. But, you know, one example I read about something like the hotel industry, right, where if you're sharing, if people are following your, your hotel on a social media channel and you're telling them about, you know, this latest law or tax, you know, statement for hotels, nobody really cares about that. They're following your hotel because they want to see, you know, have you got any deals on? Oh, have you got new swimming pools, stuff like this?
42:04
Shanie Zimerman
Yeah, they want to see the pool pictures, duh.
42:07
Josh Sloane
Have you got a hot tub on
42:08
Ben Collins Jones
the roof close to the beach?
42:16
Josh Sloane
They're probably not going to care about general, you know, the latest governing body on hotels says this. So, you know, in that scenario it pays to be more promotional. That's why people are following you. And obviously then you come down to whether you're in B2B and B2C, and that's. That in itself is a whole other debate, I guess.
42:34
Shanie Zimerman
Yeah.
42:35
Josh Sloane
But the point being is listen to what the audience responding to and even the types of content you're sharing. So it doesn't always have to be, you know, an ebook. You know, all of us have probably seen this. I don't know about you guys, but when I share stuff and advocacy, the best engagement I get is if it's got a funny gif or a silly cartoon. I get much more engagement than that than when I'm trying to share something really educational or helpful. But that's fine. You know, if people are following you because they think, you know, you're going to maybe cheer them up, you know, they're reading all the same stuff over and over again on LinkedIn. But, you know, Grant shares a funny gift and, you know, Grant's worth following. Right. So it comes down to listening to what the audience are responding to. Yeah, Grant. So, I mean, I'm sure you've shared loads of funny stuff, so I'm sure you got a big following.
43:21
Shanie Zimerman
I'm sure you've shared a lot of educational content.
43:25
Grant Klein
But to Josh's point, though, is that funny stuff, that does help make people a bit more uncomfortable with engaging with my more serious content.
43:35
Taylor Campbell
Yeah, they're more likely to click in on the ebook because they're like, oh, you know, Grant's a funny guy. This must be great content.
43:44
Grant Klein
See, now all my customers on this call are expecting a comedian. Guys, we got to tone it down a bit.
43:49
Taylor Campbell
Let's change the.
43:50
Shanie Zimerman
We did hire you for the comedic release, didn't we? No.
43:54
Josh Sloane
Didn't we, Paul Rudd.
43:55
Grant Klein
What?
43:55
Josh Sloane
Yeah.
43:58
Shanie Zimerman
90s Colorado 94 rugby.
44:01
Ben Collins Jones
No, but the thing is, it works both ways. There's nothing funnier for me than reading an ebook and then scrolling down and next thing is a funny meme or a funny gif. It kind of breaks up the tone a little bit. And it's a case of you'll know. Okay, this is not purely what this person is here to do. But then, as you said, it works two ways. As Josh mentioned, if you're a hotel sharing photos of a pool, that's going to have a lot more success for you than sharing about the governing body. But at the same time, if you're an organization that's responsible for reporting or for analysis, then actually just giving, you know, as an employee, giving your two cents about your opinion on these type things can then also be really engaging and also be really important. So, you know, just think about it again, who you're trying to engage with and if any, all else fails. As we've discussed, cushions are comfy and a dog picture goes a long way. So never be afraid to kind of, you know, just trial and error, as you mentioned, that's an important part of it.
45:00
Shanie Zimerman
I think that's the most important part is the trial and error and the reading the data. And if it doesn't work that one time, then don't give up. I mean, it's been a while since I've been a CS and since I've onboarded customers, but I always said to them, after three months of consistent posting and a consistent strategy, you know, really dive into your analytics and your data and understand what, where it's effective. It's not a matter of. And this is actually a question that came up, so we're going to answer it right now whether we want to or not, whether we wanted to wait or do it now. When looking at past analytics, is it best to look at week prior, month prior, what's the best timeframe to look at? And personally, I think when it comes when we want to understand our content and how our content is resonating, I think the longer the better. I don't think a year, I don't think we need to waste a year can putting out content and seeing if it's effective. But I certainly think, you know, if it's not a month, then two months, if not three months, being able to just really understand the content, how it's being consumed, when it's being consumed, and especially in this day and age, because it's being consumed at random hours, it's not, there's no longer that commute when you can rely on people sitting on a train and, you know, scrolling through LinkedIn, it's, it's all very blurred these days. So I think just really being able to try and be forgiving and give yourself that time and explain to your bosses, hey, we need time to see if this works and we'll either have these positive results or we'll know where we need to make the shift and where we might need to change a little bit.
46:37
Grant Klein
And I think just go ahead, Grant, you go, Ben.
46:41
Ben Collins Jones
I was going to say there's nothing wrong with weakness.
46:43
Grant Klein
I was going to say,
46:48
Ben Collins Jones
All right, I'll jump in.
46:50
Grant Klein
To really help paint a picture. To really help paint a picture there. Think about medical studies. Do they just do one study on one patient and then dictate that's how the diagnosis I hope not. Well, yeah, it could happen, but we all hope it doesn't. So you gotta think you need that plethora of engagement, that plethora of information to make a proper decision on whether or not something's working.
47:15
Ben Collins Jones
Yeah. All I was going to say was that context is important. That weekly report compare against other weeks is useful, but, you know, comparing one week's performance against how is this content performed over three months, that's not giving you the full picture and giving you that full contact kind of understanding of how your content is performing. So there's nothing wrong with a weekly report as long as you're putting it into the right context.
47:38
Taylor Campbell
Right.
47:38
Shanie Zimerman
And I think I missed. I might have missed that part. I don't. You know, it's certainly not for everything, but I think if you are trying to switch up your strategy and switch up your content strategy, it's all a matter of what, what do you need to understand and how, you know, what's a reasonable timeframe for you to be looking at, to be able to compare results and see when what's effective and what isn't?
48:02
Josh Sloane
And I think that the final point I was just going to make on this topic is, in terms of finding that content, there's loads of ways to discover it. So, again, if we've kind of got through those people who were just promoting their company and you're thinking, okay, right, where do I find content? Well, there are loads of ways, and you could do it again, you know, if you're using our brilliant platform, there are ways to do it within Oktopost. But, you know, you can be using things like RSS feeds and Feedly, all these kind of content aggregators to search for topics based on things like keywords. And that ties it back into listening to your audience, you know, trying to understand, you know, what are your competitors talking about, you know, what. What is big in the industry at the moment? You know, if a lot of people are talking about a particular topic, make sure you're talking about it as well, because you don't want to miss out on that. So, yeah, there's loads of ways to find that content and bring it to you, rather than kind of scouring the Internet looking for it. So that is the most important thing is, is finding that content to share and then as your audience responds and reacts to it, adapting your approach. That's the whole point of this. What we're talking about here is listening to your audience and adapting the content for them. So I think that's a really important takeaway as well.
49:08
Ben Collins Jones
I think there's also an element which we haven't really mentioned is keeping an eye on what's trending in the industry, what's going on in and around your organization. The example I always give to my customers is I'm sure we all remember this before lockdown. Elon Musk showing off the cybertruck where he showed a very bizarre looking vehicle and then he threw a brick through the front window. Now, to this day, I still don't really understand what he was trying to prove when he threw the brick, but one of my customers who works in the renewable energy sector was part of the business. They stopped their content on the day after that announcement and they put out a blog post talking about what he was actually trying to show. And also a few funny videos and just kind of capturing that bit of the narrative. And suddenly their content that day spiked because they took advantage of what was going on in their sector in their industry at that time. And it's never harmed just to keep an eye on what's trending on Twitter, what hashtags are going and if you see anything linked to your business to just kind of maybe just quickly do a call an audible and just quickly change what's going on. Because if you can embrace it in the right way, that's quite easy. And easy.
50:18
Shanie Zimerman
Guys, I think we might be at the end of the webinar and into questions. You guys were amazing. I just have to say that we had a. In the chat, speaking of creating engaging content, this is the most fun webinar ever. Thank you for educating and entertaining me today. I did not write that myself. Guys, you were all amazing. This was so much fun. I've done 14 of these and this is up there with definitely one of the best ones that I've run. Informative, funny. What more could I ask for?
50:54
Grant Klein
We covered the 80 20.
50:57
Shanie Zimerman
We covered that 80 20.
50:59
Josh Sloane
I genuinely on here. Come on.
51:01
Taylor Campbell
7030 though this time, I don't know.
51:04
Ben Collins Jones
I genuinely can't. Every time I'm thinking of a point I can't stop thinking of. Cushions are comfy like that stuck with me. I don't know why, but that is it.
51:10
Shanie Zimerman
Mark my words, cushions are comfy.
51:14
Ben Collins Jones
The only thing the last 15 minutes, that's all my brain's been telling me. That's no use to me whatsoever.
51:21
Grant Klein
Something for you to carry home with you.
51:22
Shanie Zimerman
You think it's no use for you until it becomes useful.
51:26
Ben Collins Jones
Exactly.
51:29
Shanie Zimerman
So we have a couple of questions that came in. I want to be conscious of time so we'll go ahead and get through as many as we can. The first one is posting informal content regarding employee achievements and company culture is great. How do you manage this type of flexible content for repeatable ad hoc posts?
51:51
Grant Klein
I think it's pretty standard. It's like, you know, writing a paper almost. You have that general formula that you know is going to help you lay everything out, come up with it once, use it again. For us, for instance, typically it's introducing when it's an introduction of a new employee on Instagram per se, it's the employee's name, the fact that they're joining the team, some of their interests as well, and then just how excited we are to have them. So I think a real important part of some of that fun company boosting content out there is really just come up with that formula that you think really resonates with you and would resonate with your audience and take that standard moving forward.
52:29
Ben Collins Jones
I'd say, and I'm sure Jen, our head of social strategy, would be grateful for this plug. Go check out our Instagram account as you'll see that the way that we promote these posts are. There is a relevant kind of bit of a formulaic approach to some of this and you know, I don't think it's a shame to say copy it to an extent. And it just kind of sets. Once you start to do it, it becomes kind of self sufficient and you know, you're using the same template, using the same style. It just becomes a bit of a kind of like I said, that ad hoc boast in a sort of organized ad hoc. If I can be all used. Organized, ad hoc, an oxymoron.
53:06
Grant Klein
But hey, it made sense to me.
53:08
Josh Sloane
Yeah,
53:10
Shanie Zimerman
you said organize. I was going to say that's not what he said. You said organize ad hoc.
53:15
Ben Collins Jones
Organize ad hoc. That's the oxymoron. I'm going to leave this webinar.
53:22
Shanie Zimerman
Great. So we spoke a bit about meaningful conversations. What are considered meaningful engagement in our conversations. Engagements. What are considered meaningful engagements? I mean, I think it's whatever you need it to mean. I think, you know, I think certainly clicks, right? That's a big one for us. Clicking on a piece of content and knowing that it's leading to an ebook or a white paper and you know, consuming that. And I think comments are meaningful as well. I think that takes the effort, you know, it doesn't take a whole lot of effort to like something. And I'll be the first to admit that I can go like happy and I don't think that I'm digging myself a little grave, but I don't think there's much like intention behind it. But I think taking the effort to comment on something and spark a conversation, that's certainly meaningful.
54:21
Taylor Campbell
Yeah, I think it's also going to, I mean, Jenny, you kind of spoke to this, but it's going to also kind of depend on the type of post that it is, what we're trying to drive from that post. So if it is more of like an asset type piece, likes are probably going to be first and foremost and then conversations in the comments or reshares of it is going to be probably your highest engagements on those types of posts. But then there's going to be, and I know we do some of these to LinkedIn that are more open ended where there actually isn't a link, so you can't get a link click. But obviously the goal there is going to be generating conversation and generating comments to get people talking. So even when you're looking at your overall analytics, you're going to have to take that into consideration too because all the types of posts you're scheduling aren't necessarily going to bring in link clicks or aren't necessarily going to bring in reshares or comments. So you have to take that into consideration. So kind of putting them on different pedestals based off of that as well.
55:27
Shanie Zimerman
Yeah, yeah.
55:28
Josh Sloane
And I guess that allows you to, I guess what you're making, Ted, is that you can almost direct people their type of engagement with the type of content you share. So you can actually ask those questions. If you ask a broad question on LinkedIn, you're opening up a dialogue. If people just then respond with likes, it's not particularly helpful. But if you're just sharing like a silly cartoon or just some sort of meme or gif, then yeah, like is fine. And if it's an ebook, you're after that click. So as the person creating the content, think what do you want to get out of it and what's your intention and direct your audience to that particular type of engagement.
56:00
Taylor Campbell
But also likes. I mean even if you go in like Happy Shani, some of the stuff you're liking on LinkedIn on someone else's post is coming up on my.
56:07
Shanie Zimerman
It's because I like it. Yeah, and you do like it.
56:10
Taylor Campbell
And also some people use like likes as like a bookmarking type thing because they can see what they've asked. So I don't think to count those out. But you know, you know the goal usually is to get people to the website. So clicks are going to be like that most impactful. But the other engagements we're going to have a great balance on as well.
56:30
Grant Klein
I think to harp on that. 1.2 for about about likes, it goes back to the algorithms. Play with it. The more likes is not a bad sign. Like Taylor said, if you like something, it's going to pop up on the feeds of your audience as well your connections. So you're just getting more exposure when there's likes. So there's definitely no reason to undermine those at all. But to the main point, it's all about what you're trying to achieve on the post.
56:53
Shanie Zimerman
Yeah, for sure.
56:54
Ben Collins Jones
I always say even if you say likes, shares, click throughs, whatever it is, it's the physical interaction that's important. I know when you're looking at metrics a lot of the time as part of the reporting we're capturing things like reaching impressions. But I always advise the physical interaction is always more valuable because that is an action somebody physically wants to take with your content. They didn't just laugh, they didn't look at it. Think lol and roll on to the next post.
57:21
Shanie Zimerman
Lol. Next.
57:22
Ben Collins Jones
Lol.
57:23
Shanie Zimerman
Next gift please.
57:25
Ben Collins Jones
I'm going to Grant's page now because it's funnier.
57:29
Josh Sloane
Oh gosh.
57:33
Shanie Zimerman
All right. Well, conscious of time and knowing that in one more question, have you heard any best practices or recommendations for building out our advocate networks to match our target audience? Some of our advocates are hesitant to share because their networks are not our target audience. Does matter.
57:51
Ben Collins Jones
Yeah, it doesn't matter.
57:54
Grant Klein
I think by sharing that's exactly how you build that audience. People are following people from a specific industry and audience are following specific page tags, hashtags, tags. Throw those into some of the post form and then their audience is going to grow based off that. And I'm sure they're probably also assuming that in that advocacy program there are some sales facing or customer facing people out there. I would hope as well they are connecting with those folks on LinkedIn and on the other social channels so that when they do push out content, those people are going to see it.
58:24
Ben Collins Jones
A great customer said to me the day was there is no such thing as just an exact number of your target audience. There isn't like only 150 people out there specifically who are your target audience. And by reach, you know, expanding out your reach, you could convert somebody into being your target audience because they've seen this content. So doesn't matter if it's their Audience or not, it's, you know, you're just trying to get it to see in front of as many people as possible.
58:49
Taylor Campbell
And also sometimes you just have to start, just start sharing. You might like when I three years ago started sharing to from the employee advocacy program. I mean, still actually to this day, like my boyfriend comments on all of my posts. Is he gonna be a buyer? Probably not, but his LinkedIn are. His audience on Twitter might be as well. So even if some of them aren't, it's eventually gonna get into the right hands and those people might also start following you from there. So some of it is gonna be a little bit of it's going to your friends, but it can get to those places we want it to get. And also if I have two qualified followers and Grant has five and Ben has seven and Shani has 10, so on and so forth. Again, that's still more than what the page can get because they might not have those followers. So every little bit helps.
59:44
Ben Collins Jones
There's also nothing stopping the advocate from going out there and getting more people who are the target audience and going to connect with more people. Because if anybody connects to me and they are a social media marketer, I'm going to accept that connection because they're part of my industry. Simple as that. And there's no reason why all of your advocates couldn't just, you know, start to expand their network out. That's what the purpose of it is.
1:00:05
Grant Klein
And I know we're in the end, but one comment there too is the fact that you got to start somewhere. We've said on this call earlier, and it's always nerve wracking if they're just getting socially active. Sending out your first post wondering how it's gonna resonate with your audience. But like anything, you just gotta do it to break that barrier. And before you know it, it's going to be second nature to you. You'll be sharing on a regular basis and then your audience grows accordingly. People will start, people from the industry will start asking to connect with you and then from there you're reaching the right people.
1:00:34
Ben Collins Jones
Yep, yep.
1:00:35
Josh Sloane
And if in doubt, you share a good photo of a dog and you're in really, aren't you?
1:00:42
Shanie Zimerman
Dogs on cushions.
1:00:44
Ben Collins Jones
Dogs on cushions. We've cracked it. That's it.
1:00:47
Shanie Zimerman
Speaking of, I have two lazy dogs all over my cushions right now.
1:00:52
Ben Collins Jones
So they'll be on our Instagram tomorrow, right?
1:00:56
Shanie Zimerman
Without fail. All right, guys, being conscious of time and knowing that I have a call right now, cut this conversation short. You were all amazing. Thank you so much for joining. I know you're all busy. Luckily your customers were here and they really really enjoyed this conversation today. If anybody has any questions. Oh hold on. The person who asked the question about the advocates is right on. Thank you all. Love that. Just got to do it to break that barrier. We'll definitely quote that to convince the advocates guys we're being quoted.
1:01:34
Grant Klein
I'll tell them straight to him too. So feel free to email me there and I'll get on a call.
1:01:38
Ben Collins Jones
Have never the same thing. We'll get 90s Paul Rudd to defend you.
1:01:42
Shanie Zimerman
90s Paul Rudd. If anybody has any questions that we did not get to today, all of our emails are here. If you don't know who your CS is, reach out to me and I will put you in touch with them. And and this was really great. Thank you all so much for helping me wrap up my week and this month and thank you to the audience for joining us.
1:02:05
Grant Klein
Thanks everyone.
1:02:06
Shanie Zimerman
Thank you all.
1:02:07
Grant Klein
I'll see you all later.
1:02:08
Shanie Zimerman
Bye bye. Take care.
