MD20: How to Know What Social Media Marketing Approach to Use With @JasonFalls

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It’s very hard to determine an approach for your social media marketing, there’s so many platforms and so many things you could be doing.

You hear so many different people recommending so many different strategies that it gets extremely overwhelming.

The real question you need to be asking yourself is “What social media marketing makes sense for ME?”

There are a series of factors that will tell you if it makes sense for you to really go hard on social media marketing or if a softer approach is more convenient, some of these include who your ideal customer is, where they spend time, what other type of marketing channels are available, what type of business you run and what type of product do you offer.

These are some of the things you will learn from this episode with Jason Falls from goelastic.com the previous owner of a popural social media marketing blog called SocialMediaExplorer.com

From This Episode With Jason Falls

How to identify When it Makes Sense to Use Social Media Marketing

What Platforms Will Work Best For You

What Type of Content to Create

How to Identify Where Your Clients Spend Time

What Purpose Should Your Social Media Marketing Have

Resources

Elasticity

No BS Social Media

The Rebel’s Guide to Email Marketing

Google Alerts

Transcript

Hey, what’s up guys? Welcome back to the show. Thank you so much for tuning in again. Today I have Jason Falls with me. We have a pretty exciting interview and we’re going to be talking about social media strategies because a lot of businesses get social media wrong. They end up wasting a lot of time, a lot of energy and efforts on building social media strategies that don’t really make any sense for their business. Remember, a lot of times when you’re a solopreneur, an entrepreneur, or a small business owner you have very limited amount of resources and staff members and you can’t only afford so much onto certain aspects of your business, so you have to – certain aspects of your marketing, so you have to figure out what works for you and if it really makes any sense financially and overall. So today with Jason we discuss when it makes sense for your business and for you to implement a full-on social media strategy. What sorts of social channels or networks you should be focusing on depending on your industry or on your type of customer? Where your customers are spending the most time? What sorts of content you should be sharing order to engage your audience and turn them into leads and customers? And how to gather leads from social media, how to use social media as a support channel in case that you want to use it as a way of gathering feedback from your customers? Which a lot of companies do like KLM for example. Excuse me. So another important aspect of social media is knowing the right timing to post your content, so that you’re certain that you’re going to get the most out of it. And those – and you’re certain that those certain times that your audience will be most engaged on certain channels. So without further ado, let’s jump right into the interview with Jason. So Jason, thank you so much for coming on the show, I appreciate it.

Jason Falls: I’m glad to be here. Thanks for asking me.

Borja:  Yeah. So would you mind telling us a little about yourself for those who might not have heard about you before, what is it that you do and how do you get started as an online marketer?

Jason Falls: Sure. So I’m Jason Falls obviously. I am the senior vice president for digital strategy at Elasticity which is a digital marketing and public relations firm headquartered in Saint Louis. I actually run our Louisville office. But the – and that’s my job. But the reason that people in the digital marketing space or public relations space might know me is because I started Social Media Explorer which is a really good blog. I no longer own it, I sold it to a business partner a few years ago but it’s still a really good resource for social media and marketing education. And there’s an agency behind it, SMA Digital that my old business partner, Nicole Kelly runs. And they do a great job with measurement, but Social Media Explorer is where most people know me from. I have been a speaker on the sort of speaking circuit around digital marketing for a while, I’ve written, co-authored two books. One of which is called No Bullshit Social Media which is a kind of a strategic planning blueprint for social media marketing. The other one is called The Rebel’s Guide to Email Marketing. So the reason that I got to a point where I could be invited to speak at conferences though which is kind of the reason that I’ve got to be known in the space was after a 15 year career in College Athletics PR. I landed in an advertising agency and started working with Maker’s Mark and Jim Beam bourbons on social media. Now this was in 2006 – 2007 before lot of brands were doing social media and nobody in the spirits industry was doing it. So the spirits industry is regulated, so all these conferences that we’re talking about social media were like, „hey, this guy’s doing social media for brands but he is doing it in a regulated industry, he is doing it for spirits which is different sort of vertical. So let’s invite him to speak.” So I just kind of was in the right place at the right time and became noted as someone who was working in social media marketing before a lot of other people were. I was at first but that was probably in the first wave I guess.

Borja: Oh that’s very interesting. I didn’t know about that specifically. So you do have a couple of years of experience in social media. And you mentioned you have a couple of books. Would you mind telling us a little about those?

Jason Falls: Sure. So No Bullshit Social Media is the No Hype All Business Guide To Social Media Marketing is the subtitle. And Erik Deckers was my co-author and I really – it was published in 2010 and we really were tired of the social media experts that were trying to talk about social media at the time saying things like you can’t use social media to sell things and this is about building relationships and holding hands with your customers around the campfire and singing Kumbaya. We knew from our work with our clients that if you don’t talk about how to measure it, if you don’t talk about using it strategically, if you don’t talk about selling things and moving the business needles through social media marketing, then it’s just a hobby. You’re not actually using it for business purpose. So we wrote the book to kind of say “wait a minute, yes we agree that social media is about relationship building. Yes, we agree that this is about becoming a more human and transparent company and connecting with your customers in a different way. But if you add the word marketing to the phrase social media, you’re talking about business. So you also have to focus non how do I drive revenue, how do I retain customers, how do I acquire customers, how do I measure the return on investment for social media?” So we really kind of looked at it as – the book is really a blueprint for how a brand, big or small would discover what social media can do for your business, be able to choose what you want it to do for your specific business and then how to approach that strategically so that you can actually get something out of social media marketing rather than just playing on Facebook all day. The second book, the Rebel’s Guide To Email Marketing I co-wrote with D.J. Waldow who is much more of an email marketing expert than I am but I also have some experience and expertise in helping brands with email and marketing automation campaigns. So we wrote that book as a way to say “look, email marketing is an are where you get into it and you start reading up about it and you start to hear all these rules. And the rules of the game back in 2010, 2011 were you can’t use free in a subject line and don’t use all caps and make sure that your email isn’t just one big static image.” We systematically went through what we call the “rules” and showed readers examples of how you can break those rules and be successful. The underlying point of that book is in email marketing and quite frankly in any other type of marketing the rules are only the ones that you establish as rules for yourself. You shouldn’t listen to conventional wisdom 100% of the time without testing it for your own audience because what works for me in a professional services industry is not going to work for a flower shop or a restaurant. So you really have to test the rules against your own audience, your own market and against your own competitors to see if they work for you.

Borja: Perfect. Yeah and a lot of people get social media wrong because they don’t really know what to use it for. And so they don’t put the right energy into the right strategies. And what would you say is the best thing that business owners can get out of social media? Is it generating leads or is it better to use it as I don’t know, a customer attention or customer support? I’m saying this because I’m putting myself into the shoes of a business owner who doesn’t have a huge team and cannot afford to spend all his time on all of the different things that you can be doing with social media.

Jason Falls: Yeah and unfortunately the answer to that question is it depends. And that’s going to be the question to a lot of broad questions about how businesses can use this. It depends on your business, it depends on how much time you have. If I were a small business with a small team and not a whole lot of money or time to spend on social media I think what I would probably do is I would set up – first of all you need to pick the network where you’re going to be most effective. And that might take some trial and error. But it’s hard not to consider Facebook first because there is you know, 1.3 billion people there. And Facebook has become what it has always wanted to be, it’s a social utility. People are using it to be social. To communicate with other people. To keep up with family and friends. So there is a reason for a lot of people to go to Facebook. I’m not saying that Facebook is the right place for every business to start with. But it’s hard not to consider it first. What I would probably do is just ask your current customers “hey, where are you online? Do you use Twitter, LinkedIn, Facebook? Where is it that you spend time online? And when you’re there, do you interact with companies and brands? Do you have anyone providing you with content on those social networks that you pay attention to?” Generally your customers are probably going to be able to give you a good indication of where they are. And the theory is if you’ve got 10,000 customers, you just want to use social media to get 10,000 more just like them. So hang out where they hang out and you’re probably going to be in a pretty good shape. But if all you did was you went to that particular network, let’s take Facebook. And you used it you know, one day a week or two days a week just for 30 minutes and said “I’m going to share some knowledge about my industry, about my business, about what I do that will be helpful for someone who is trying to figure something out in my industry.” So for instance, if you are a floral shop, if you sell flowers, then perhaps you post a picture of an arrangement and you explain color distributions. So if someone wants to make an arrangement for their own flower garden, here is a good idea on how to distribute the different colors to make it look good. Now I’m obviously making this up, I’m not a florist so this may not make any sense to people in the floral business but you be helpful, be useful. Give them something that makes them say “wow, I really appreciate that piece of content. That’s a good idea, I’m going to try that.” And then one or two other days a week, you go on and say “we’re going to run just for our Facebook fans this weekend. If you come in and show us this post that you like us on Facebook and show us that you’re following us on Facebook, show us this post on your phone, we’re going to give you a 15% discount.” So what you’re doing there is A you’re contributing to your community. You’re being useful with one piece of content. And then you are doing something with another piece of content that will show you some measurable success. Because you’ll be able to track and know how many people came in and showed you their phones and made the purchase and got that discount so you’ll be able to start to see, hey, about 10% of my audience on Facebook actually comes in and does that. So that’s a way to connect and measure success from that. That’s a very simple, not very time-consuming approach to social media for a small business. Now obviously if you want to get more sophisticated and drive a lot more interaction online, then you go heavy on the useful posts. If you don’t do that though, you’re not going to have a lot of success on the posts where you’re actually trying to give people a call to action because remember, they’re not on Facebook or any of these other social networks to shop. They’re not there to buy things. They’re there to socialize. They’re there to consume content. They’re there to share content. So if you go at your audience saying “buy my stuff, buy my stuff, buy my stuff,” they’re going to tune you out. In order for you to have permission to ask them to buy your stuff occasionally, you have to provide them with useful content in the meantime.

Borja: And supposing that you have – let’s say you want to start doing social media. But you also have another couple of marketing strategies that you’re considering like I don’t know, SEO or perhaps you have a budget for doing paid advertising or perhaps you have a budget for doing radio ads. But you only have a certain amount of time and a certain amount of team members to decide upon one strategy. At one point does a small business owner or an entrepreneur decide I’m going to spend some time on social media and I’m going to craft a strategy?

Jason Falls: You know that’s a really good question because I’ve said before and I will say again: social media may not be the answer for your business. It may not be the answer for every business. It’s almost impossible in today’s day and age to not at least have a profile for your company on a lot of these networks and at least respond to customers who are asking you questions there because quite frankly social media is where people are going when they want information about a business these days. When they want to ask a question, when they want to complain about a product or service, they’re going to Twitter, they’re going to Facebook, they’re trying to find that business’s page and they’re posting their concerns there. So if you don’t have at least some sort of minimal presence where you can at least respond to people, you at least need to do that. And that doesn’t need to take up a heck of a lot of your time. But it’s almost necessary because if you don’t do it, then people are just going to – when they do have a problem with you, they’re just going to badmouth you online and you’re never going to know it. And that could be really really bad for you. So there’s a minimal participation that you need to sort of factor in. But in terms of driving business, in terms of measuring success, if your radio advertisements produce the kind of revenue you want them to produce, keep doing the radio advertisements. Don’t divert successful dollars into something you don’t know that it’s going to be successful. What I would do though is I would say “okay, let’s budget and let’s plan some more dollars next month to experiment with the social media thing. And see if we can, over the course of a few months nurture some success there.” Because it can be more cost-effective. But it’s not always more cost effective and I will say this, it takes an investment of time. You can’t throw up a Facebook page and then in 30 days know whether or not you’re going to be successful with it. Remember that social media is – you’re communicating with people who again are not there to shop. They’re there to read content, share content, check up on their friends, etc. This is very much an environment where you’re building relationships. And then building relationships takes time, right? We don’t make best friends in three weeks. We have to nurture that over time. But let me put this in a better context for you. If you have an approach like a company, like a Fiskars. So Fiskars sells scissors, right? They sell scissors. That means it’s not sexy. But in 2006 they decided that we are going to go out and find the people who use our scissors more actively then other people and we’re going to find a more cost-effective way of getting to them rather than advertising. And so the people who use scissors more actively than other people are scrapbookers. People in the arts and crafts world. So they went out and discovered that there were all these communities for scrapbookers online and the people there were really – for whatever reason in 2005 or 2006 when they did this – for whatever reason the people in the scrapbooking community back then were just mean to each other. It was kind of like the comments on YouTube. They were just mean and people were insulting each other left and right. But what Fiskars saw there was an opportunity. We’re going to create an opportunity for scrapbookers and we’re going to make everybody say we’re going to follow the rules. You’re not going to be mean to people. You’re going to be respectful, you’re going to use your own name, not some anonymous username. And it’s going to be invite-only. And we’re going to be really picky about who we let into this community. And that was a community-building social media effort. The site was called Fiskateers and unfortunately it no longer exists but they built it up over the course of 4 or 5 years and at its height it was about 8,000 members strong. So think about this. A scissor company built a community of 8,000 people who were madly in love with their scissors. And so when they had a new product to promote, they didn’t have to advertise, they just went to the community and said “hey, the new model of scissors is out, go buy it.” And 8,000 people went out and bought it. So if you take that small example like the one I gave you for the floral company with the two posts a week and say you know what? We’re going to put some investment in this, we’re going to build this community over time and we’re going to try to collect people who will buy our product and give them really really useful connectivity and content, then we don’t have to spend as much money on advertising 4 or 5 years from now if we do it right. So that’s sort of the cost-effective way, the theory behind social media. If you can do a great job of collecting people online that just love you and love the content you’re giving them, the interaction you’re giving them, they become obsessed fans and obsessed fans are the ones that are going to go out immediately and even line up to buy whatever it is that you have to sell next. And so that works for some brands and some companies. It doesn’t work for everybody. If you have an average product, you’re not going to get a bunch of people passionate about it, right? You have to have superior products or you have to have superior service. So think about that in terms of what you can supply through social media and maybe you’ll invest a little bit more just here and there.

Borja: Right. And let’s say we have a purpose for our social media strategy. Let’s say we want to specifically, we want to drive leads, right and ultimately convert those leads into sales. What would you say is the best platform for a business owner or an entrepreneur who has a website and wants to use social media to drive some leads.

Jason Falls: So there’s two pieces to that puzzle. You have a website obviously and driving leads to a website means at some point you’re going to have to focus on search engine optimization. Now that doesn’t directly have anything to do with social media but how do you win search? You supply content on your website. And blogs are a great way to supply content on your website that wins searches for certain keywords. How do you win searches? Well, you have to have signals going to Google that say this piece of content is about these particular keywords and you have to have other people telling Google that that content is good. Well, how do you do that? You post that content on social media. You share it with your community of friends and fans. Those people click on the link, they go to the blog post, they read it and say “oh, this is really good. I’m going to share that with my friends.” Now all of a sudden there’s all these links and all this traffic that’s going to your website over this really good content that you’ve provided and that helps lift your search engine optimization rankings for organic search. So driving leads from a website, you’re going to have to work on search, you’re going to have to work on maybe even paid search. Or you buy pay per click ads and other online media that drive people to it. I would also think about making sure that you’re developing landing pages for certain topics that you optimize around. Those landing pages can have really good videos and whatnot on them that other people will share. So it doesn’t have to just be a blog post. But it certainly has to be compelling content that people are going to want to share with their networks. So search is going to be one piece of it and blogging which is part of social media, creating content falls into that category. The other side of it obviously is taking that content and building a community if people online that want to consume your content and that happens on Facebook, that happens on Twitter, that happens on LinkedIn and so on and so forth. Where I would focus on for your website obviously is finding ways via landing pages or via blog posts that can also be sort of pseudo-landing pages because you can have calls to action and forms and whatnot right on the blog post. So that’s one piece of the puzzle. In terms of the social network that you want to focus on – and maybe it’s more than one, maybe it’s just one, maybe it’s a couple, it really depends on what your business is. If you are a B to B company and you sell mostly other businesses, then just by the nature of the way it is set up, LinkedIn is probably a better place to start than a Facebook or a Twitter. But that’s not always going to be the answer. LinkedIn is obviously set up as a professional work social network and so there’s much more of an audience concentrated there of the types of people that you’re trying to sell to in the B to B world. If you’re selling directly to consumers, not necessarily someone who is a buyer for the company, then you want to look at the Twitters and the Facebooks which have much more of a consumer base of an audience.

Borja: And what about customer support? What do you see companies using as a platform to retain customers the most?

Jason Falls: Well, you know Twitter has by the nature of it short direct messages and just short conversations, has become kind of the go to platform for customer support, primarily because it’s become the go to platform for people who just want to complain about a company. You know, people will certainly go to Facebook and complain, too. But if I want to just quickly complain about a service that I had at a restaurant, I’m going to just go to Twitter and say “I just ate at such and such restaurant and they were terrible.” And if I know their Twitter handle or if I start to type their name in and their Twitter handle comes up, I will use it in the tweet so it tags them so that they see I had a bad experience. So that’s where customer service and customer support normally starts for businesses. I would caution you though to not limit yourself to Twitter because there are people going to Facebook, maybe even going to your Facebook page and complaining about you. There are people who are going to other social networks posting pictures of I don’t know, bad products or whatnot on Instagram. So you need to be able to monitor what people are saying about you or your brand or your locations online. And that takes a little bit of effort. There are social media listening software platforms out there that can help you with that. Some of them are relatively cheap but don’t do the greatest job in the world of finding everything and some of them are the ones that do find everything unfortunately and are typically pretty pricey. So far so that they’re probably out of the price range for a small business. But I would at least start with a Google alert and Google alerts are free, all you have to do is sign up for a Gmail account or a Google account. Go to alerts.google.com, type in the name of your business, maybe type in the name of your CEO and then do some variations because it’s going to look for the keyword and so if you spell it differently it’s not going to pick that one up, right? So do a couple of variations and set up a Google alerts. That’s the first step in social media monitoring to see what people are saying about you online and then obviously if you see a high volume of people mentioning you everyday you may want to invest in some more sophisticated software to try to find those conversations so that you can see what people are saying and how your customer support team can reach out to them.

Borja: And you mentioned earlier about content marketing. What type of content do you see doing better in social media? Usually is it like I don’t know, images, infographics, or video or perhaps blog posts? What do you think about that?

Jason Falls: You know, to be honest with you and I’ve had a lot of discussions with some very experienced and influential people in the social media space about this lately. And if you think about your Facebook experience – everybody listening, think about your Facebook experience – what are you seeing in your stream and what makes you stop? And it’s typically video. Video is becoming more and more prevalent. Obviously there are people that will tell you don’t do videos past 30 or 60 seconds. If it’s compelling videos, people will watch it. So I don’t say put a limit on it. Obviously we live in a short attention span theater kind of world. So you don’t want to try to focus on long videos. But at the same time you’ve got three or four seconds as someone is scrolling through their Facebook feed. Those videos auto-start which is kind of a cool thing that Facebook does that helps, right? So they auto-start, especially on a mobile phone, you’ve got about three seconds in that video to capture their attention. So do something immediately that makes them pause and say “okay, I’m going to watch this for a bit.” If you can do that, then you’re going to be able to get their attention a little bit. Video is the most engaging because it’s the most real, it’s the most human. You’re actually seeing and hearing someone do something or say something. Images are very powerful, especially if you’re using text-over photos. There’s plenty of apps out there that can do that. And old business partner of mine has the app Over which is I think made with over.com but you can find it in the app stores. So you can take an image on your phone and just put text over it. So those little photo memems which is kind of a name that people give to them have high pass-along value if the image and the text combined make really compelling content. You mentioned infographics. I think infographics are very interesting and powerful. And basically an infographic is a fancy way of saying charts and graphs. You know, charts and graphs that are designed in a compelling way that take a piece of data and relay it in a very simple, digestible format. Some infographics are just one piece of information. Some of them are big, long. There’s kind of a style for infographics where you have this big, long poster like an image that has dozens of different data points on it but it’s all displayed in a kind of fun, those are really powerful for getting across. It’s like if you do research around a particular topic or you do a survey, it’s fun to present those results not in a big long PowerPoint deck with individual bar graphs but in a fun, single image that people can sort of digest in a very bite-sized way. Those are also very engaging as well. And then if you get into the B to B world where you’re trying to generate leads or trying to get people really interested in your company, people do – you know, webinars are very effective. White papers are very effective. Especially because you can say hey, in order to download this white paper or join this webinar, we need your name and email address. Now all of a sudden you’re capturing that lead so they come into your marketing funnel that way. But the white papers and the webinars all go back to the same thing: he content has to be compelling. I’m not going to sign up for a webinar that’s topic or guest speaker or whatnot is boring. I’m not going to sign up for something that doesn’t interest me. I’m not going to download and read a white paper that isn’t really compelling. So content marketing really is two pieces. It’s about creating compelling content which is hard in and of itself, which is why a lot of companies are hiring formal journalists and whatnot who have the chops and know how to create compelling content. But then the other half of it is actually marketing that content. Getting it out and in front of people and in front of the right people so that the right audience consumes it.

Borja: And reaching out and sending emails which is a big part of getting your content out there. But that’s a whole different subject that we’re not going to go into, it’s a complete book itself. The thing about videos we were talking about is, one indication that it’s really big is the fact that Facebook itself is using it as an advertising option for advertisers. You see a lot of video ads popping up in Facebook nowadays. And people are starting to learn how to use them to quickly engage people and then sort of drop your content and your information and ultimately your call to action. But then again I think it always comes down to really knowing who you’re talking to, who it is that you want to reach. And like you said, knowing where they’re at and once you know where they’re spending time, you can decide what type of content you’re going to provide, sort of like are they’re spending time on Facebook, like you just said, video would be the best option. Or if they’re spending time on Twitter, then perhaps blog posts are the best option or any other – I mean Twitter would be good for everything really. So now that we’re talking about knowing your audience and knowing who you’re speaking to, as a business person who is your avatar? Who is that ideal customer that you want to reach?

Jason Falls: So for me and I’ll share mine just so you can understand the questions you might need to ask yourself for yours. But for me, I work at an agency. We work with medium to large brands so my ideal customer is going to be a marketing manager or a chief marketing officer or maybe even a CEO or a business owner who has a budget to spend, probably $8,000 – $10,000 a month or more with an agency to come in and develop strategies and manage both social media content and customer service even. You know, paid media, online media. And then public relations. Reaching out to media members to get some of that earned media placements so that you can get the word out about what you’re doing. That’s primarily what we do. We also do website design and all that good stuff, app development but primarily we’re going to work with companies that want to invest in a retainer with an agency to really help them strategically guide their digital marketing and public relations. So that basically is a very limited set of people. I’m looking at marketing decision makers at medium to large companies. And so I’m going to go to conferences where they are, I’m going to try and place my guest posts on blogs and websites that they read. I’m going to write content and supply content for them in my social media channels. So a lot of people go find me on Twitter and realize I have a lot of followers. I think the last time I looked at it it was somewhere around 90,000 followers. And I’ve never gamed the system, I’ve never tried to buy followers. All I’ve ever done is I find and share – and then occasionally, certainly I produce, I write content, too. But I find, I read a bunch of blogs every day. And I go and find 5, 10 maybe that are really interesting for marketing managers, marketing officers, people who are making marketing decisions for companies. And I share that content on Twitter. Therefore most of those 90,000 people are my target audience. They’re people who might want to hire me. So what I’ve done over the course of several years is establish myself as a thought leader or I hate to use the word expert because I think that’s for someone else to determine. I don’t consider myself an expert. I have a level of expertise though in those areas and if I come across as being a smart guy and they get to a point where they’re looking for an agency, they need to change agencies or they need to finally up the budget and hire one, they’re probably going to think of me. And they may even reach out and say “hey, I know you work at an agency, we’re looking for someone. Can I give you a call?” And in that regard that’s called inbound marketing. I’m not calling them saying “hey, will you please hire us so that I can pitch you business.” They’re calling me saying “I need someone like you.” So that’s sort of the magic of content marketing and social media is the business comes to you rather than you having to go out and get it.

Borja: Precisely. So Jason where can people go to find out more about you and stay connected with you and learn more about your expertise in social media?

Jason Falls: Sure. So I’m Jason Falls just about everywhere. @JasonFalls on Twitter, my website, my personal site is JasonFalls.com. And then certainly the agency Elasticity is a great place to go, too. I’ve got several blog posts there as well and we’ve got a smart team. And that is GoElastic.com. So JasonFalls.com, GoElastic.com and if you’re looking for me on a social network, just type in Jason Falls, I’m probably there.

Borja: And I’ll make sure to include those in the show notes for sure.

Jason Falls: Great.

Borja: Well Jason, thank you so much for coming, I really appreciate all the knowledge that you just shared with us, I hope to have you again in the future.

Jason Falls: Well, I hope to be back and thank you for having me, I hope that was helpful to everybody listening.

Borja: Alright.

Alright, I hope you enjoyed that interview with Jason Falls. Hopefully you know if social media makes sense for you. As you heard Jason say, you always need to be prepped to have some sort of presence but you have to embrace social media as it makes sense for your business and for your projects. I want to remind you that I’m running a contest again this week, you can head on over to JasonFalls.com/SMContest, in order to participate for a chance to win a life time premium membership to the only solution for WordPress website personalization. So again guys, thank you so much for tuning in. Let us know on Twitter what you thought of the interview, if you had any questions with regards to social media. We’ll be happy to answer them and help you however we can. So as always guys, you know, go out, implement what you learned and keep on diving.