Facebook Sales Strategies | Episode 45

“Facebook is giving us new tools!” 

In this episode, Kim shares new marketing tools on Facebook. Here are some free feature on you can use right away. 

Whats new? A new tab on your business page call “Publishing Tools”

Click, “Publishing Tools” to go your dashboard

• This will show all your post to see which are getting the best response
• This will show you what people are viewing on your page
• You can boost a post from this page (Not Recommended)
• You can now search your posts
• You can use this page to draft a post
• You can schedule a post, and schedule a post to expire 

Another resourceful feature is being able to type in the search box to view everything you posted by keywords, and maybe delete or removing specific posts. These new feature are great feature that are time savers and enable a quicker workflow!

Please leave us a review on our show notes page or on iTunes at: 

iocreativegroup.com/podcast

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 44

“Are you a Cover Girl or Boy?”

Well, you’re about to be with these cover photo strategies in this episode. Kim covers the often unused space, the Facebook cover photo.

Why is the cover photo so important!

• The cover photo is first thing your prospect see 
• The cover photo is the perfect place to start to attract customers for life
• The cover photo shares why someone should like your business and how is will benefit them

Here are two free websites to help you create the perfect cover photo, Canva.com or PicMonkey.com. Kim explains several photo cover examples, and how to implement these resources. These cover photos are used to reach your exact target market and share exactly why they should trust you. We learn how testimonials, quotes, and images are best suited for the cover photo space. Hear how you can optimize your cover photo space!

Resources Mention in this episode 

Canva

canva.com 

PicMonkey

picmonkey.com 

Facebook Sales Strategies | Episode 43

“I want you to create raving fans”

What are you good at or what do you passionately do with purpose? Kim gives an example of a injury law association,  who do their jobs passionately and with purpose. 

• Todays challenge is simple:
• Write down ten tips, strategies, or message, that come deep from your heart and speaks directly to your target market. 
• Schedule these messages out as post to remind your audience that they have value and purpose.

Leave us a comment and give us a review on iTunes!

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 42

“Did you ever wonder what the advantages and disadvantages are of the different types of pages on Facebook?”

When starting a Facebook page for your business, picking from the options  Facebook offers can be very confusing, But there are different opportunities that come to you based on the type of page you choose. 

If you’re a “brick and mortar” location, then you want to choose your business category.  

• Pick “Local Business” 
• If you are not chooses any other category Facebook offers that fits your business. 
• The “Local Business” page selection is setup differently for the  other business types
• This Local Business has the option to show your address and a map of your location in the “About Us” section of your Facebook page.
• Make sure you are using your “About Us” effectively, if you don’t need to use up that space with a map, you may want to use Copy in place.

If you don’t need a map taking up this space, you can make your “About Us” about your target market and share with the reader why they should choose to connect with you by standing out, stand your unique sell proposition.  Next, follow it up with a link to your landing page.  

You should only choose local business if you are in fact a local location where people can visit your location. That way, Facebook can show your location with a map in your “About Us” space. If you are not a local business, use copy for your target market in the “About Us” section. 

Facebook Sales Strategies | Episode 41

“Looking for some free ways to get new information about your exact target market?”

Kim is shares a stealth way to get more information about your target market! And here are the steps to implementing this strategy. 

• Think of two competitors who your fan maybe interested in as well
• Using Facebook search box, type in, favorites of people who like______. In the blank is your competitors name. 
• Facebook delivers the other pages your fans like!
• Using Buzzsumo -  run a query on the top interest of your target market
• This will show you the top post from your fans accounts - Now you have topics for content to reach target market. 

We would love to hear from you, please leave a comment or review on our show note or on iTunes. 

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 40

“How do you make offer on Facebook to bring in new clients?”

 Kim recently asked her Facebook followers, What questions they wanted answered about Facebook sales strategies. A great question from Courtney P., how asked “How do you make offer on Facebook to bring in new clients?” Courtney’s husband is the owner of Paradise Landscaping and Hardscaping 

First thing about this strategy:

• You don’t want to start with the offer
• Post content of the owner as the authority and expert.
• First you want to create warm traffic
• Post pictures of your professional service  (In this case landscaping work)
• Do not post content of tips,  Because that is the service you provide and your industry
• When and if you have a customer, feature them and begin to using that content, or do Q&As. 

In your Ads Manager,  snag a universal pixel code to use on your website. This will allow you to setup a custom audience on your web page.  You are going to setup a website custom audience, to track anybody who visits your website.  Why? This will enable to your re-target those who have seen your content post or pictures. 

Then, you are to create a new Ad. That is an offer to your qualified traffic.  Those are the warm leads that were enticed by your pictures and visited your site. 

Your offer will have to be real enticement:

• Offer a consultation ( But don't call it a consultation!)
• A service 
• A gift certificate 
• Only offer to your warm traffic 

Post your questions now, on your show notes page at: 

iocreativegroup.com/podcast

Leave us comment and gives us a seller review on iTunes!

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 39

“Is it worth paying to advertise or sponsor your Facebook page?”

Kim recently asked her Facebook fans what questions they wanted her to answer about Facebook? Jamie Smith asked, “Is it worth paying to advertise or sponsor your Facebook page, if so what level or dollar amount  is the most bang-for-your-buck based on business revenue or how many likes?”

Kim answers:

1. I don’t recommend paying for “Likes” - except you have found your fans as a source of revenue. 
2. Use your product to get in front of your fans, use images of your product as a way to gain an email list. 
3. I do recommend build qualified customers!

What do your think about Jamie question, and are there other ways your would answer her great questions?

Post your questions or comments on our show notes page at:

 iocreativegroup.com/podcast

Please subscribe a leave us  a 5 star review on iTunes at:

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 38

“Ever wonder what you should do with the negative reviews you get on Facebook?”

Here is a great question from one of Kim’s followers, Rebecca Williams. She asks, “What is the best way to handle reviews, good or bad, on Facebook?”

Lets start with the good first: 

• Thank them quickly and promptly
• Write them a note on their Facebook page - Remember Facebook tracks how quickly you respond
• Make sure you make them feel like an amazing human being! 
• Perhaps, private message them and thank them as well  
• Maybe, offer a Thank You gift or incentive, or something a little extra - This will excite them ann they will want to share.

This is want you do if you get a negative review:

• Handle it as quickly as possible
• Write a response directly to the individual 
• Try to resolve the issue
• Ask them to post a correction or an update - This is a great way to combat a negative review
• If they will not recant the negative review, you can take a screen shot and talk about it and address it that way 

Or you can attempt to get tons more positive reviews to trump the negative review. Do this by sending one simple email survey to all your customers asking: 

“Would you recommend us to your friends and family?”

• 1 - Being “Heck No!” 
• 5 -  Being “Absolutely, I cant wait to do it right now!”

Email those giving you 5 Stars and ask them to give you a review on Facebook. Next, you are going to offer them an incentive for giving you that review.  Offer, a gift card, a certificate for the review.

Let us know how you handle negative reviews? Leave us comment and gives us a seller review on iTunes!

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 37 

“Do you want new ideas of where to get some posts for your Facebook page? How about four ideas to create 60 days or more of post on your Facebook page.”    

In today’s episode, Kim shares four ideas of how you can get more posts ideas for the next 60 days!

• First focus on asking this one question: “What is one thing you want to learn about?”
• Next, find four ways to post that question to get answers 
• Then we are going to take those answers and use them in our posts.  
• When get questions back, list out those answers a posts strategies 

Here are four way to do this:

• Come up with your questions
• Send out a questionnaire  survey and then put it together in several posts
• Or send out a lead magnet to acquire your survey questions
• The answers to these questions will become my blog post, webinar topics, answers in a free report.  

This is market research! You can cut and paste, reuse these answers in your content.  Avoid racking your brain trying to come up new content. This is a great way to re-purpose work your have already done. This is relevant, easy  affective!

Post your questions now, on your show notes page at: 

iocreativegroup.com/podcast

 Facebook Sales Strategies | Episode 36

“Love me, Love me not. What will your fans decide?” Facebook now gives the control over your fans to decide, how often and when they see your post. 

Facebook has been an updating machine lately! Here are the details about the updates. Facebook now gives users preferences on,  how often they see pages, who’s pages or post they see first, and who they chose to see of their friends and brands they follow.  

What is different? 

 - You can prioritize who you see first in your new feed 

 - You can unfollow people, or hide their post  

 - Reconnect with people you unfollowed 

 - Discover new pages - Which can be good for marketers!

All this is re-enforce you to stay relevant and non-spammy with your post. Or else you will become irrelevant to your audience. Ou want to make sure and keep  85% value focus and only 15% promotional focus.  

However, with that 85%, you want to be releasing time relevant information.  This content should be things  to your Facebook following, that are not going out at the exact same time as your emails. Importantly, make you make your audience feel special, before you offer anything to them. This will give them a sense of value and appreciation. 

Facebook Sales Strategies | Episode 35

“Has Facebook been changing their algorithms again?”

So Facebook has been making a ton of changes lately, some are really great. When it comes to video and story reach, Kim thinks its right on track! However, when it comes to certain marketers, Facebook had issues with what they were posting.  Facebook’s goal with the news feed is show relevant  content.  Facebook likes and share categorized content . Currently, Facebook has updated their algorithms, and now they are focusing on relevancy, this is similar to the score on Ads.  

This new algorithm calculates relevancy by how much time the viewer spends viewing an ad or story in their news feed.  This means if they spent a significant amount of time viewing your Ad, compared to other ads, it means your content is relevant to them.  

What does this mean for your content!

• They just don't have to like, comment, or share your content
• They just have to read your content 
• This is based on engagement with your content  
• Facebook will share your content to more people even if it was not getting likes, comments, or shares. 

How do you know if you’re getting enough reach! 

You want to know if your audience is talking about your posts 

• This will tell you how relevant your content is to your audience 
• Find out which types of post are getting the most engagement and which are failing.  
• Set a time each week to check wish posts are getting the most engagement. 
• Analyze which content does the best with one of the search engines. Like BuzzSumo or Quora.

Resources mentioned in this episode

Quora

https://www.quora.com

BuzzSumo

http://buzzsumo.co 

Facebook Sales Strategies | Episode 34

“What do you want me to do?” 

In today’s episode, this is the question your prospects are asking. Make sure you tell them! 

You need to tell your audience exactly what they need to do and what they are going get out of doing it.  

This is the Call to Action steps!

• Tell them what you want them to do! - Ex. Click here now, Watch now, Snag your spot now, etc  
• Tell them why it is time sensitive
• Tell them what they will get out of doing it

Using the word “now” really make a different in the actions you want your audience to perform. This gives them a sense of urgency and immediate action. 

Show us some love, and give us a 5 star review on iTunes.

https://itunes.apple.com/us/podcast/facebook-sales-strategies/id1003978371?mt=2

Facebook Sales Strategies | Episode 33

“Are you looking  for some new headlines to use in your Facebook Ads and landing pages?” 

Kim is sharing some fill in the blank templates to setup those Facebook ad headlines. 

Template Ads

• “Little know ways to_____” -  Ex. Little know ways to Increase Sales on Facebook!
• “5 dumb ______ that smart_____ make!” -  Ex. 5 dump mistake that smart companies make!
• “Here is a quick way to_____!  - Ex. Here is a quick to convert a prospect!
• “_____ steps to _____!”  - Ex.  7 steps to increase sales!

Please leave us a review on our show notes and on iTunes

Facebook Sales Strategies | Episode 32

“Are you in the mood for one little change that can increase the effectiveness of your Facebook Ads by 20 percent?”

After running a campaign for a client to get people on a webinar to opt-in and gain new members. Interestingly, two ads did great, and one accounted for 75 percent of the overall opt-ins, based on one change!

The Ad at did the best exceptional featured:

• A direct call to action!
• In quotations, a call to action, “Join Live Now,” or “Growth Hacks”
• Using Parentheses example -  (Live Cast)  
• The ad had a “Click Here Now”  text and link
• Image had White colored space and text in the color Red and Black
• Used Copy same as the landing page to create Ad congruency. 
• Example - In all caps “Live Cast Free”

So what was the one big change? What was the difference? 

One ad had a “Click Here Now” link below the image. The other ad had in text “Snag Your Spot!”

The differences? The Ad with  “CLICK HERE NOW” in all caps costed 20 percent less per opt-in, and gave higher opt-ins at 20 percent less cost.  Helpful hint! Make sure to test your headlines, images, and text.  

Facebook Sales Strategies | Episode 31

“Do you want to prevent yourself from getting negative comments, relevancy scores and making your ads cost you more on Facebook?”

If you are starting to strong with your ads, your are going to get negative comments, like the “I don’t want to see this!” comment.  Your Facebook audience need to get to know you a little bit first, so you don’t come off as spammy.  This comment will hurt your relevancy score and here is how to avoid it!

Problems with negative comments:

• Facebook track this scores
• Can could get your ads to cost you more
• This could result in less reach with your ads 

 What to do you avoid negative comments:

• Nurture the relationship with great content, not asking for anything like opt-ins or purchases 
• Do not use blocking pop-up opt-ins
• Re-target them to the  warm traffic with your opt-in offer, webinars, or products 
• Sending the warm traffic the offers and opt-ins 

This allows you to show those ads to potential customers, avoiding negative comments and feedback.  If you ever see those negative comments, immediately shut the ads off! Go back and start over and warm, that audience, back up to your offer. Helpful tip - Use different pictures and different copy. 

You can check your relevancy score in your Ads Manager and Power Editor dashboard under reports. Click Reports and there is your relevancy score.  Facebook will allow you to see what is making up your score. 

Resources mention is this episode

No B.S. Direct Marketing by Dan Kennedy

http://www.amazon.com/B-S-Direct-Marketing-Non-Direct-Businesses/dp/1599185016

Facebook Sales Strategies | Episode 30

“Have you been catching up with some of the latest changes Facebook has been making?”

Facebook has made a ton of changes lately, and Kim is going to talk about two of them including one of the main platforms that feeds into Facebook.

Great new features Facebook is implementing here! 

• On your page admin
• You can view insights (stats) into your video: who and how many.  
• A change in the ads platform: we have ad manager and power editor, we have tracking a retargeting.  This one code you can use for both website custom audiences and tracking of conversions! 
• Changes to Hootsuite portal: Hootsuite released and update where you can manage Facebook advertising inside of Hootsuite!
• A change to you messages: This now lets you know how responsive you are to post and messages on your dashboard.  Facebook will also give notifications to people about how responsive your are to your page.
• You can now save messages, to use inside your responses.  Stepping up your customer service.  

Facebook Sales Strategies | Episode 29

“Do you ever wonder how you should use social media on your website?”

Many websites you visit usually have interesting social media icons displayed. Interestingly, In a recent study 25% of websites do not use social media icons, and 25% of those who do use social media icons, do not link to anywhere. 

Often you will see these social media icons in the upper right-had corner of websites and the usually link to a social media site, leading your away for their website. Huge Mistake! You want to use this valuable, top third, real-estate for Opt-Ins opportunity to gain contact information!

Points to remember:

• Use the top third of your site for opt-ins and gaining contact information
• Use the bottom of you page for your social media icons
• Do not use  your social media icon to send people away from your site 
• Set your icons to open in a new window and to your profile 
• Include a Facebook Like box on your page
• Insert a Facebook Like box embed codes in to you website! 

To get the Facebook Like box try googling Insert Facebook like box. This site will give you embed codes to insert a Facebook like box. This will allow people to like your page without leaving your website.  This also offers social proof and shows others who liked your page. 

Facebook Sales Strategies Episode 28

“So do you want to get more Lead Sales and Opt-In Conversions on Facebook?” Join us as we learn about the new changes Facebook is making with their ads options.

Facebook’s new changes are Lead Ads. This allows people to click and automatically opt-in for a webinar, free report, etc. Facebook is going to the use email you have on file to connect with you and your offerings.

If this feature sounds familiar, Twitter had tried this strategy before call, “Twitter Lead Cards.” This reportedly did not work well, as people weren’t comfortable clicking on the ads and giving their contact or email information. 

Concerning this strategy, people are not entering email account information they regularly check or use.  So if you receive an opt-in, you may be paying for an email opt-in that is not regularly checked.  Next, these ads have limited space and do not allow you to re-target.  However, this does not mean it will not work! We’ll keep an eye on it!

 Another piece of information we discovered directly from Facebook is about Conversions. We recommend setting up all your ad campaigns as website conversions. Do this by optimizing your ads to get the most people to do the action that you want them to. If setting up your conversion sites and your are not seeing much activity, you may be under the requirement of at least 5 conversions a day.  If you are not meeting this requirement quickly, Facebook will lower your reach.  

If this occurs, you will have to which to a “Clicks Ad,” optimized for clicks. If you’re still not getting enough clicks either? It maybe time to switch those Ads up! Your last draw would be trying “Impression ads.”

Please give us a review on iTunes and comment on our show notes page at:

www.iocreativegroup.com/podcast

Facebook Sales Strategies | Episode 27

How to Turn Cold Traffic into Customers for Life, Part 8, “How can you use Facebook to get more word-of-mouth and customers through the door?”

If you have been following along with this series we have covered: Surveys, Cover photo, Opt-Ins, Lead magnet, and Sales.  Now here’s what you do next when you have start to have customers. What do you do to keep them engaged and interested? 

Here is the first thing you do:

• Make your customers feel like celebrities
• Feature them in your content
• Do customer Q&As
• Do customer shout outs - This gives them the opportunity to share this shout-out, which is built-in referrals with their network. Feature picture of them with you at your place of business.
• Do customer giveaways  
• Put customer testimonials in your cover photo 

Make sure you go the extra step to make them feel special, because they have chosen to believe in you and your product/services. This build trust and allows other followers to see people like themselves doing business with you. 

Please subscribe and leave a review in our show-note and on iTunes!

Facebook Sales Strategies | Episode 26

How to Turn Cold Traffic into Customers for Life, Part 7, “We will be talking about sales conversions.”

Today we explore how to take our followers or Facebook fans and turn them into customers for life. Now it does not matter if you have a million fans on Facebook. If you have not turn them into customers yet, you are wasting time and money.

At under 97 dollars it is possible to effectively sell to somebody from a blog post, to an opt-in, to a sale. All within one funnel on Facebook.  Interestingly, once your price is over 97 dollars, you have to make sure you have a plan to nurture the person from being cold traffic into a sale. 

Here are a few nurturing ideas to condition your leads: 

• A long term email campaign, 
• A phone call
• A  sales consultation
• An in-store conversation
• A webinar
• Re-targeting 

Next, track with a conversion pixel from your Thank You page. Track how many people are visiting your Thank You page. Now you can target any one who visits. Remember not to post like crazy on your timeline, because you do not want to over saturate your audience with your product posts.  

Facebook Sales Strategies | Episode 25

How to Turn Cold Traffic into Customers for Life, Part 6 - “In today’s episode we are talking about opt-ins and building that email list.”

So how do we get those Opt-ins? If you're following this series, we learn about creating the freemium or lead magnet from the 25 frustration questions/answer survey you conducted.

We are going to use our lead magnet in two ways. One, we are going to go after some free traffic using our cover photo. Then we're going to promote our lead magnet in our post. 

• Only promote your lead magnet 25% of the time, or 1 out of 4 posts. 
• Do not make your posts self serving, or about your free report
• Ask a leading question: “Do you ever wonder about….? This free report can help, Click here to get your copy!”

The real money is about the opt-ins!. Create 25 blog posts from the 25  survey questions. This is re-purposing the work you have done with your survey and lead magnet.  

Next

• Using tracking pixels in each of those blog post and that will tell you exactly who is interested in your post, and what content they are interested in.  
• This allows you to follow up with a personalized lead magnet and a funnel especially designed for your leads.  

To create a pixel: 

• Use the Facebook audience pixel which is in the Facebook ads manager
• Follow up with a website re-targeting ad inside Facebook 
• This gets them to opt-in, then we have their content information
• We go from Blog, Target Ads, and Opt-in!

Leave a comment or give feedback on our show notes page!

Facebook Sales Strategies | Episode 24

How to Turn Cold Traffic into Customers for Life, Part 5 - Do you ever have trouble with what to post on your Facebook page to get maximum engagement?

In today’s episode, Kim covers how to write or assemble excellent content/posts to get maximum engagement. If you have already listen to and followed the previous episodes of this series, then your ready for these next few steps.

• You may already have your survey completed
• You are going to be able to pull-out copy from that form of questions and answers
• Break apart the lead magnet into the content you will be publishing.
• If you have answered 25 questions in you lead magnet
• You have 25 pieces of content, possible a month’s worth of content
• When using your content: Explain the questions and present with a link to your answer, this conditions your audience to click
• Use your survey to get your best customers 
• Use your survey to get testimonials or interviews, or include Q&As 
• Find quotes based on the keywords or key phrases from your survey questions “What does Success Mean to You” 
• Create inspirational images with Word Swag, Canva, Pic Monkey

Realize that this is a unique strategy other than reposting what others have said, sharing what others have posted, or worst, letting your page go dormant. But, this is fresh content you have created, tailored for your target market. 

Resources mentioned in this episode

Word Swag

http://wordswag.co

Canva

https://www.canva.com

PicMonkey

http://www.picmonkey.com

Facebook Sales Strategies | Episode 23

How to Turn Cold Traffic into Customers for Life, Part 4 - Want to stand-out in a sea of sameness on Facebook, and attract those cold leads? 

In todays episode we are going focus on the “About Us” on your Facebook page. Now, most competitors are using their “About Us” to focus on themselves. But, the truth is your prospects don’t care about you. Your prospects only care about how your services will benefit them, and that is what is important. 

What you should do with your “About Us.”

• Make your “About Us” about your target customer
• Focus on how and what you do to service them 
• Focus on how you are unique and best at what you do
• Include a link to your lead magnet or freemium 
• Use your “About Us” as a clickable link, include your URL in this space.

Make sure you let your target customer know what you do, how it benefits your target market, and why they should care.

Facebook Sales Strategies | Episode 22

How to Turn Cold Traffic into Customers for Life, Part 3 - How to turn your content to magnetic pages.

Today we will learn to take all the survey information and turn it into content on our Facebook page using your Cover Photo, About Us, etc. 

After you have acquired the main pain points from your survey, you can address these points in your cover photo. 

 First

• Comb through your survey questions and select the common questions, find 5-20 you can use. 
• Record yourself answering those questions with your iPhone, or computer recorder, etc. 
• Send the recordings to an internet transcriber and turn those questions and answers into a free report. Resources like Textbroker do great transcriptions for this types of projects.
• This project becomes your Lead Magnet based on your survey answers.
• In your cover photo you’re going reflect the opportunity to get that lead magnet 
• Use a link in your photo to get people to opt-in on your landing page. 

This alone gets you leads for free! Please post a review on out show note page. We would love your feed back!

 Resources mentioned in this episode

Textbroker

http://ubnc.textbroker.com/hireyourowncopywriter/?creative=66072107964&keyword=text%20broker&matchtype=e&network=g&device=c&gclid=CKLB1fL2vcYCFQGUaQodG6QBUg

Facebook Sales Strategies | Episode 21

 So I’m guess you are interested in, “How to Turn Cold Traffic into Customers for Life!”?

Today, we are talking about how to promote your survey and get the best results possible!

In yesterday’s episode we learn that a great survey will help you get the copy you need, the money answers, and great leads. 

The question is - how are we going to get someone to fill out our survey? Today we are going to cover how to get the most people to fill out your survey. 

First Step:

Incentives -  offer a small bonus/incentive for each person who fills out your survey. Plus, a big prize!

Bonus incentive ideas:

-Video 

-E-book

-Free Report

-Anything you van use as a lead magnet!

 Grand Prize Incentive Ideas:

-Amazon Gift Card 

-Kindle

-Gift Certificate to a restaurant or shop

-Feature you prospect in your content or book

These kinds of incentives double as an opt-in form. Now you got the incentive figure out. We start to promote. 

Here is where you can start with promotion of your survey:

• News letter with dates and prize information 
• A post on social media  sites
• Sent out emails 
• Run your Facebook Ads to a look alike list, the first day, the day before the last day, and on the last day, of the survey.

You will get the best responses with you give a short time to fill out the survey, usually 1 week. 

Share your survey and results on our show notes page!