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[Music] well let me uh say good morning again to everyone that's joining us thank you so much for taking some time out of your busy schedule your busy morning to join us for this uh digital marketing uh presentation that we're going to do this morning my name is mike i am the president and owner of tech42 and i have with me this morning stuart crawford uh who came on as our marketing management organization last fall and uh in the wake of covid we you know obviously had to pivot on how we were doing marketing how we were connecting to the community and stuart had a lot of really good ideas and has done some really good work for us so i invited him to join us this morning to kind of share what some of the stuff he's been doing for us that's helped us get and maintain sales traction and marketing traction in light of the coveted world we live in and help us continue to grow and and share some of that stuff that hopefully with our customers and prospects to help you maybe carry some of those techniques back into your own business to help you grow as well tech 42 is an organization we really believe in northeastern pennsylvania we've really been trying to help uh businesses and the economy and the community grow in different ways so this is one of the ways that we thought we could help give back to some of the businesses in the region to help them grow so with that stuart i'm going to turn it over to you i know you've got some stuff you want to share and we're going to have some conversation and share with us what you got for us this morning man yeah thanks mike thanks for uh including me on this i really look forward to these events every every month and uh greetings and uh good morning to everybody who's on the call uh as mike mentioned i want to kind of keep this a little more interactive um i could sit here and you know give you a powerpoint deck slide after powerpoint slide and tell you what you should be doing really want to use this time the next 30 40 minutes longer together this morning to answer your questions you know what you have regards to digital marketing uh things that uh you know you've been struggling with or you know ideas and concepts that you can take and run um i had a chance to look at the attendee list prior to getting on the call and it looks like we have a good mix of people from all walks of life so if you're an attorney firm or accountant or manufacturing or retail many of these same tips are going to apply to you and i'll get in and i'll demo a few things as we get going here to kind of get us started and and move us move us forward that way but uh you know feel free uh there's a q a panel inside of zoom here that you can ask any questions and if mike feels so uh yeah open to it he may even just open up the phone lines and let you have answer the questions directly again i'm all i mean i get i can't sit here and just show you slide after slide but i want to kind of keep it more interactive and keep you engaged and can answer the question that you have so at the end of this time together you feel like you got some uh a good return on your time invested all right uh so as mike mentioned my name is stuart crawford i i came on board as a marketing uh manager um for tech 42. yeah but it was definitely during colbit sometime right i can't remember exactly when but it was within the last year yeah we started working together and i and i actually have the luxury of working with a number of different firms like tech 42 around the country and many many peers that mike works with in colorado and indiana so i got a good uh visual rep representation to you know what a lot of our sister peers are doing we belong to a a peer group that everybody works together and shares ideas and resources a lot of these ideas came resources came from from the from our peers as well and then just industry experience that we've had over the years of working with local small and mid-sized organizations so one thing that uh you know that i realized during covet and uh and as covert started you know taking footh in march i can't believe it's been almost a year now that we've you know it's been a year since i've been on a plane mike i don't know about you i've been on playing an over a year story it's killing oh yeah so you know it's been a year about a year um since we you know since i was on a plane last uh and so i mean one of the things that cobot really helped in essen i and i think it's accelerated uh its growth and acceptance is you know digital everything you know we we're using more and more zoom calls more and more teams calls and more and more people are turning to digital uh assets like uh you know what i'm going to talk about here this morning to uh you know reach out to the target market so there's and one of the things that one thing i'll tell you that uh you know from the answer here is there one of the things you'll find if you do research start doing research on digital marketing there's a lot of opinions out there and a lot of people that uh you know have a thought and process on or does their own thought process on you know what they believe is right and i'm not i'm not saying that they're right or wrong um but it's also good to listen to all their feedback and that's how we all learn too is you know we watch you know watch youtube videos and all kind and webinars like this and and learn little bits and pieces here so if you can take one or two things away from today that would be that would be great so the first the first area i want to touch on and is the importance of local search now um i know there's a good percentage of people on the call today that are you know servicing other customers and clients in the local area so google has put a lot of emphasis and i'm going to say google in general but you know if you do it right for google you're going to hit all the other search engines like bing and duckduckgo and for those people are still using yahoo and all these other services out there but if you if you focus on google which still owns about 85 percent of the search market you're on the right track uh to making sure that you hit on all the other ones so look local search local seo is very very important so and i'm going to share with you some of the services that we use you can feel free to go in there and and set up accounts with them and uh and book services with and i'm going to tell you what works and what kind of you know what we use and it seems they're working extremely well for us so the the first area is you know google my business so if you don't know if you don't know how to get to google my business you just type in google my business into the search and it'll come up to a page and then you can log in so i'm already logged into the tech42 google my business page so you can see there's all kinds of things here that you can you can focus on the first thing you want to do is and now this is a little bit of a cheat okay so if you if you click on info this will give you all the ability to change your information in your google my business uh page so we have we actually we have something here that's been changed recently that we service customers for the 199 miles uh that's new because it wasn't there yesterday but you know one of the things that we have done is and now you i'm going to say proceed with i'm just going to accept these changes here i'm going to tell you here proceed with caution when you do this okay um you want to if you can and google allowed us to do it during kobit is whatever keyword you want to be found for make sure you include it into your name of your company now if you're if your company name is tech42it services then you have nothing to worry about now we're on a little bit of the gray area here we haven't been uh we know we haven't had an issue with it yet we added you know tech 42 llc i would actually even just take this and change it to tech 42 and mike correct me right supposed to be a lowercase key right yeah it's usually my i know i know which i know whatever you love for funky spellings yeah i know what's happening is we're in the middle of uh transitioning to a new uh citation service and i'll get into that in a second they're probably making a few changes on that and sure um so and i then i've been then i put in the i.t services in scranton uh and what what my goal is here so when somebody goes into the google search they type in it services scranton i want us to show up in the map pack here so here we do we show right up on the map pack number one so that's a way to it hasn't replicated yet the changes i made but that's one of the re that's one of the ways that you can uh you know you can manipulate in the and again this is kind of in the gray area but this is one thing you can manipulate in the search ranking so that when you when you get your if you're a injury attorney or a flower shop or a small business accountant you can go into your google my business and it's simple just typing google my business into the search and logging in log into your account and if you don't have an account uh and your business hasn't been claimed do that today go on to you you can just claim your business what they'll do is they'll send you a postcard with a security pin or even i think it's even more advanced now if you uh you put your phone number and they'll even call you with a security pin to verify your your legit business and um and make the changes there and other things that you can be doing to improve your local representation we have to we have to improve ours a little bit is add photos so you go into your photo section and you can add more photos of your interior exterior so we have we have to add a few more here in ours but you can add video you can add interior photos next year so you know add photos and make sure they're legit photos of your business and people that are working your business not stock photos um but yeah you upload photos in there um you know make sure your service areas and so you know we you know we have to change our server we can add you know scranton pa you know um you know all the areas that we you know we service and i'm sure mike michaels will tell me a little more but i'll just put these two in for now and that tell you know that helps us with you know you know show our listing into these service areas so if you service you know all of uh pennsylvania you can just type in that same you can actually type in county names i believe you can also put in zip codes in there too uh make sure you have a legit uh you know address that's always good um and then you can get in add more information here as you go uh and we'll we can cover you know you can nice product services we got a little bit more cleaning through in our google my business account here but uh you know we're on our way um and michael please feel free to interrupt me if there's any questions and i'll uh i'll jump in there and answer any questions we have yeah well i mean just off off the bat like i think that was really great you know just showing like what you can do with the business name there uh how does the rest of this like the service areas and whatnot how does that affect your coming up in searches i mean because that's really at the end of the day what we all care about um does that you know help prioritize you in certain regions or what does that do for you it can uh it can definitely uh help you with that now you know we put it in there like if i change this to uh you know let's change it this way right you know we have we didn't have it in there originally but it's it's not we're not showing up in here right now right so um okay you know that which once i take effect it could help us boost us into this area here so we got some work to do to get us stronger yeah right yeah we're showing we're showing up here right right we're a little further down so yeah that just and i believe we're closer to scranton anyway so gee we are yeah geographically you know we should show up for where we are and pro it's the proximity always wins so yeah we're here there's a cluster of other it companies um that are closer to the actual search area that we that i typed in there and we're further right so that's that's that's really the uh you know the the gist of it is really you're you have an opportunity to show up in there but really it's going to go off proximity now what you could do to kind of work around that uh system if you wanted to get like a regis or a wework i don't even know if we were still around but a region's office or one of these virtual mailboxes virtual offices you could you know pay the 50 to 100 a month for that and then get another technically another office location here and then set up a second google my business account so having all right having another address yeah that's more ideal if you are saying scranton but you also want to have an office in pittsburgh and philadelphia you know then you can give more of a local presence cool so that's one area and then if you get into here you can do more things like your services and your appointment links so we gotta add our we for some reason since we're in the middle of transitioning from one service to another we gotta you know we gotta rework our services but you can add all your services in there so if you have you know a custom service or you know home renovation business or whatever you're doing you can add all these services in here we have some but we need that we need to add a few more good um other things that matter to in google's eyes are reviews so we have a few ratings and reviews here so obviously you want to have as many reviews as possible so and the other important thing is when you put your reviews in you want to make sure that you reply so that engagement shows that uh you know that you uh you're actually paying attention to this stuff and the other cool thing i just uh it was just released uh this week um and i gotta remember how to get there now but there were now with google my business you can actually turn on the live chat inside your google my business profile now uh in the past you had them you had to monitor it from a mobile device but now they've opened it up that you can actually engage with it inside of your desktop application like this and uh uh i think it's under services i think uh no that's not it's in it's one of these uh options you can turn it on messages here it is and you can turn on messaging a quote request and then what that will do is when somebody engages to your uh in your setting you know you you just like your settings the way you want but if somebody goes to your google my business like i'm going to here let me just type in uh tech42 llc eventually the chat will show up here and then somebody can engage with you right inside of your google my business profile oh very cool so that that'll take a second for it to engage but here's the kicker okay so everybody's gotta be careful of if you turn that feature on if you do not respond within seven days google will automatically turn it off so you lose your chat feature so make sure that you uh you have a way to monitor that and they and you can you can install the google by business app on your smart device and that will alert you when you have a chat so it shows up with just like a like a facebook messenger chat or a text message on your smartphone and then you can see that and you can then you can come in here and respond if you if you wish cool hey uh stuart we got just a couple questions that have popped in and one comment that i'll make too is uh as far as google reviews one of the things that we're working on right now and a lot of our customers have seen it we have a we have a feedback platform so every time we do it to close a ticket we're asking our clients actively to give us you know a review you know how did we do did we do good for you uh or poorly you know because we want to know either way but we're looking to find a way working right now with that vendor to try to get that tied together so that uh those reviews can flow out to our google reviews as well to help us with that um so that's kind of just one way that we're working to get more google review information out there uh so two questions i have first of all um from carol said i changed our ad ress but it doesn't show up when i searched that i changed it um i guess carol how what how long ago did you change it would probably be my question um because i think so you said there is a delay there right how long can we usually it's usually pretty instant though it's not like it's not terribly long delay oh okay well carol's saying it's been months for her um so what what would you recommend if they change their address and they're not seeing it what what what could they potentially do to help solve that problem uh well google so google does have great uh great support on the google my business platform so the number one thing that i would do is just reach out to them okay and see you know what what could be doing sometimes sometimes we see uh and it and it has happened on a few occasions where we've had duplicate uh listings and that that i'm not saying that's the issue here in this situation but that's something to look forward to is there duplication there's listings out there um sometimes if you outsource your marketing to a marketing agency they'll create a google my business profile that you're not aware of and uh or maybe didn't share that with you so that could be a possibility um there's really a number of uh potential issues it could be um like another issue could be a third party service uh we one of the things i was going to talk about was yext or bright local we used to use yx now in the middle of transitioning over to bright local uh and what yext yex does it manages your business profile and sometimes i know yeah i think yahoo had a relationship with the extra one time where you can get a free lex yes listing through yahoo so i've seen that too uh the that account is managing the the local presence and it's you know if you make the change that overrides the changes you made okay well there's uh it could be anything but i would start with going to google's uh tech support and seeing what you know they may be able to uh help you find out what's going on okay and carol did respond in the chat that she thinks uh that it might be that they had an outsourced uh marketing company that created a separate profile she thinks that might have been what was happening so good uh the other question that we had was from pat uh said if you have more than one business claim for the same address in google um i'm i'm my understanding i think what's being asked there is you know how do you handle that if there's more than one address is there any kind of challenge there pat if you want to clarify more uh please feel free to do so but how is there anything special you need to do stuart if you you do have multiple businesses sourced from a single address so the question will be like um i think what i'm yeah i think what i'm getting at is you know like a business location i got you know like a regis office or uh an office tower that may have like you know 333 main street and there's all different types of businesses in there i don't i don't think that's an issue um i haven't seen it run across myself um you know i i've always kind of gone around about using a suite number oh okay yeah yeah but uh i i don't i don't you know that the same you know the funny thing is you know if if i knew all the inner workings of google we wouldn't be talking today right you know the uh but i i i personally never run across it but i've had i've heard of stories in some of the online forums where you know that have been an issue with you know duplicate business with the same address and sometimes what they do is they put your account listing in this what they call suspended mode and what they ask you to do is prove right so you what i've done in the past is uh there's not not the same situation but i had businesses in suspend mode and we had to you know take a picture of the business license and the the sign on the door and we actually had it happen to uh to a consulting firm that i worked for in the past where we didn't have a sign on the door we told we didn't we told google we don't have clients come to our office so we have no signage and we had to put a fake sign on the doors okay you know here we photoshopping but you know you know again i come back to what i know the question with carol is if there's an issue now google support's really good on this kind of stuff yeah okay and i would concur with that yeah reach out to google support certainly okay well thank you both carol and powell of all the negative things i can say about google their support for google my business is pretty good good all right all right so uh let's move on mike we're good questions right so i did mention things like yext and uh and structure and what we call weak in the in the seo world we call it structured citations so here's a good site uh that you can go to uh again it's it's a really good site it's gonna it's uh citationbuilderpro.com now what i like about so what i like about citation and a citation is really just a business listing so think about it like a over glorified telephone book okay really an online telephone but you're you're putting your address and phone number into multiple locations on the internet multiple different phone books on the internet so what citations do it keeps your name address and phone number consistent across the internet so if you have uh you know your address and you want to make sure it's consistent across the internet you just use a service like citation builder profile they do they do a one-time service so if i you know if i log into their you know the dashboard here i'll just pick uh you know somebody here at random let's just pick uh uh this list here for example right so here's on this order here we've listed all the uh the sites that this company here is one of our our colleagues in the industry uh that their let their name address and phone number listed on so i open up this site i can see that you know here's their logo their description i'll link you know a link uh all the you know all the citation information is consistent so that a service like uh this here to do a one-time service it'll run you about 50 or 60 bucks pretty cheap you can do a monthly one this is just like a one time they're gonna go ahead and just put everything put everything out there for you and that's it they do it and that that's the end of it now you can use services like um yext or bright local we use bright local and bright local the difference between bright local and yex the x is going to charge you 50 or 60 dollars a month to maintain your uh citations uh the one thing i like about yext is that if you want to change say you move your office and you need to make a big change you go into the x change your outfits address hit submit and it goes across automatically to all of your your listings a service like bright local will buy citation builder pro it's a bit more manual uh so you need to you need to go in there and uh you know and with bright local you just put the change in and their team goes around and does it uh citation builder pro you know it's a little more complicated but you get what you pay for citation builder pro something quick and easy you want to get a bunch of citations out there you know 50 60 bucks will get you 100 citations over within a couple weeks period uh bright local is kind of the middle of the road it's still a manual but they have a management process in there one thing i like about bright local compared dx is their reporting of right local amazing uh you can get into a lot of uh different reports i don't have time today to go into all the different reports but you can get some pretty pretty darn good reports uh and then yes there's kind of the cadillac you know if you wanted the you know all the bells and whistles so there's a there are a couple advantages to using the citations and again i don't want to get technically too confusing but you know really just think about it as an over glorified multiple over glorified phone books on the internet that's the easiest way to look at it but if i if i switch my gears into my search optimization so if i'm typing into google i'm going back to my example here typing in it services in scranton so i already share with you the google my business which is this information right here right this is all google my business uh this is now here is all the organic rankings right so we have scranton.edu which is you know a big player taking up a lot of the a lot of the screen real estate right but here's tech 42 in the they're they're not and i look at it this we're number one of the non-scranton.edu domain websites right so technically you know it's going to be hard for us as a small business to beat scranton.edu but we're not even a competitor so well they're not even a competitor but for that keyword they're competing right so we're number one in uh in my eyes when it comes to uh you know tech firms anyways right so how so how we accomplish this so again i don't want to kind of sound like i'm a little scatterbrained all over the place here but you know getting the ranking on google requires obviously a good website with the right content and then good backlinking strategies which the other benefit to a citation servers like bright local or yext or the one to my my citation builder pro or whatever the website was there it helps us build backlinks so we now we can get good quality backlinks back to our website and uh and help boost our seo rankings so again so the reason why we do backlinks is really to build uh in google's eyes and authority back to our website you know what yeah this tech 42 company is an i.t service company in scranton so they got all these links coming back we're going to we're going to rise raise them up through the search rankings so when somebody's typing it services and scranton we show up uh as a you know one of the top results so that's where citations are handy again you know if you if you want to do it on your own my citation builder pro is a good site or uh bright local or yext or you know any good uh outsourced marketing agency which uh you know if you need help uh you know we can definitely refer you to a couple um you know uh we we don't we don't provide it as a service ourselves but you know we we do have some partners that we can refer over to you if if you're stuck and want to help get some people to help you with this so that's citations um again i don't want to go dive into too much because it could be very it could be a very technical chat uh discussion so i'll leave it at that you know and i do want to invite anybody if you have any questions after the webinar zone or if you're watching this uh you know recording later feel free to email us and we'll uh more happy to respond what's the best email info or marketing yet which one do you want to use um probably the best one is it partners at tech42llc.com that's kind of our our general info support salesy kind of one that uh we monitor so i email it partners and we'll uh we'll we'll try to answer your question or at least um so that so that's kind of the online some of the basic local uh small business stuff so i wanna i wanna switch gears now okay i wanna go into social media now i'm not gonna get into facebook and twitter and instagram you need i'm just gonna kind of summarize it with this you need to have a presence there you know a facebook page uh for your company a twitter page again if you want to if you want to uh use those services it really comes down to you know where where is your target audience so if your target target audience is young 20 millennials 20s 30s you know the millennial generation you may want to hang out on instagram and twitter and build relationships this way if you're uh you know more mature business person in your 40s and 50s you're probably going to gear towards linkedin more um these are just the age demographic type things um you know there's you know youtube is getting i'm gonna talk about youtube if we have some time here in a second um but you know for the sake of social media i'm really just going to zero in on linkedin today so a couple things linkedin you want to make sure you have you know and i'm logged in into michael's profile right now so i didn't ask michael permission to show this but i'm going to show it a couple things you want to do you want to make sure you have a really good pro a really good profile your own personal profile um you know is is here enlisted so you want you know he might michael's the president tech 42 in the scranton area he's got a a bit of a bio here which is fine you know he's got he's got a he's got a he looks like a legit person there's no uh there's no doubt that this is you know this michael peck ring here is a real real person uh so other things that uh you know what we can do is now we can our company page right so tech 42 llc as our company page also has a presence on here as well you know so we have you know we have a company page for for uh you know for tech 42. now one of the things i get asked you know quite a bit is how do i increase my followers so right now we have 187 followers so here's you know here's your tip of the day if you go under admin tools and go to invite connections uh michael has the sales navigator version right so i believe it worked i think this works with the basic version too you can go in here and find all your people you can find all your connections i was gonna pick a few at random here maybe you're on the call or maybe you're not i'm not sure you know here's let's take these one and i can invite these seven people to come and follow our page so when i click invite i can uh basically send an invite to them and they're going to get in their messaging it's going to light up here and say tech42 wants to invite you to their page so you can do this um you get 100 different credit 100 credits every month you can invite up to 100 people every month to follow your page so that's how you can start increasing your uh your your connections on your company page and and go in and share relevant information make sure you you're engaging i would say someone on a daily basis um depending you know obviously obviously when you have valuable things to share do that you know you can um you can post industry news we do that we post an industry article every day onto our under michael's uh you know linkedin profile so you're sharing you know relatively information every day you know something's going on in the it community webinars like this uh and all that stuff that's that's a very basic overview on linkedin i mean there's tons and tons of things you can do here but that's that's just one and i would encourage again if your market is this you know linkedin people then make connections with everybody that you work with all your partners all your prospects all your clients on linkedin and use it as a tool to connect with it it's got a very good messaging platform um and and stuff like that so i michael do you have do you have any uh insights on how many people that are on the call or in a sales capacity right in a sales role uh you know i really don't i know uh at least uh two or three that are on with us this morning uh are do you know are involved in the marketing of their organization i'm gonna say uh probably yeah maybe about half a dozen uh names that i recognize are probably in some sort of you know sales or kind of customer engagement type role where it might not be the sales person but they're you know they're dealing with prospects and new customers so i always say that everybody the company's involved with sales you know one degree or another right you know sure but uh one of the things i'm gonna i wanna one of the tools that we use and again i'm going i'm i'm taking the covers off now and showing you how we use uh services to build engagement in our community so we have a product called uh linked prospect that we use okay um now this is a really good tool i love this page uh this service is built the company that runs it is based in perth australia uh and their total stand-up organization and what linked prospect allows you to do is automate your linkedin um outreach so what you can do here is put in and i'm gonna again i believe in you know sharing with you guys everything that we do so i think they're uh their site is uh lead central uh at least hq.com is our administration platform and i'm just going to go in and uh log into michael's uh uh stuff here and show you what we're doing here uh behind the scenes okay so we're again we're tied into his linkedin now through this platform so we can see here you know 14 days ago we ran a search on linkedin we added 265 new potential connections and we found out 1500 overall uh to date we sent out 2557 invite profiles and we've had we've added 827 new connections to michael's linkedin using this tool that's a acceptance rate of 32 so that's great so this is automating that hey we put the criteria of what we're looking for and it goes out there you know and sends out a number of automated invites now i don't want to i'm going to stop here and say it's not it's not ai you know artificial intelligence to that degree there's still human inter human intervention that needs to occur we're just kind of facilitating the you know reaching out to people and making connections when somebody connects back we as a human the human element kicks in we still engage with that person if they have questions so we're not totally automating it to some bot in china that's uh you know look at all stuff there's still a human element uh involved here so when we build a pro we we we put on probably the february you know we did a february webinar uh pushing i'm not sure how many people came uh through our linkedin message but we did a little bit of a push for this webinar uh through linkedin as well and we have uh a number of campaigns that are that looks like they all expire so i gotta talk to bethany about adding a new one on here but uh you know we can do all these different unless it's uh on the no that's it so we our campaign looks like it just expired here but i can go in and look at our campaign and uh i can see here's the message that the first message that went out and then what happens is over a period of time it just if somebody doesn't respond it just strips another message to them now our standard uh practice here that we do at tech 42 is we don't want to be spammy so we're not going to go and spam people to death on linkedin it's one of the things we really don't like but every few days we're going to you know first day we're going to send a message second seven days later we're gonna send another message and just invite and send an invitation say would you like to join us for a quick call or something like that because you know we're you know it's just another way of reaching other people i look at this michael as kind of our replacement to that telemarketing we used to do sure i'll tell i'll tell you i'll speak to it just real briefly i think it's also kind of in some ways stood in for traditional marketing events where we used to you know peer you know business card exchanges chamber events stuff like that uh because what's come out of this a lot for me is people reaching back and saying hey let's just have a call and not always been necessarily a prospect but people uh in tangential businesses i talked to a couple of bankers about three four weeks ago i talked to a guy in an insurance agency but we just said hey you know i'm i'm out here trying to do the same thing i'm trying to meet people network you know tell me about your business and you know let's let's just help each other out and help spread the word and that's been super cool just to meet you know people that i could help network with you know in a way that i never you know i couldn't do personally right now because of covert right but still you know kind of generating some of that and that's come through our linkedin marketing has been very valuable to me and you're right and it's another way to reach out to people and make connections and again it's just uh you know in the business world again we're not selling we're not saying buy my i.t services we're doing not doing anything like that we're just saying hey we're here we like to make connections with people in the industry uh if we can help you with it yeah let's schedule a call and see how we can help you but we're not pushing it we're not i think i think that's the area that i want to really cost you don't push your servers with other people we all we all get those uh requests i mean i don't know about you michael i get a dozen a day you know as soon as i connect make can make me a kickstarter trying to sell me stuff like right i might buy my azure migration services well first i got to have an azure my platform to migrate if i wanted to right right but i still think there's a human element you know in social and my grandfather actually taught me this lesson you know before he passed years ago i was just getting into uh the business world myself and uh he was a very successful sales guy he worked for shell in scotland and uh very successful there and um he uh he basically said to me he says uh you know stuart if you want to be successful in in sales uh it's all about relationships and uh don't ever forget that so um you know in the old days now i'm dating myself we used to go to chamber of commerce meetings and you know hand out business cards and uh you know and a lot of us would go to these and i mean i met many many people at chamber of commerce events that i only met once they never came back sure and um and i always say you know the the value of a chamber or commerce meeting is what you do after the business uh networking event so the next steps you take after you meet somebody if it's let's say i met you michael in the chamber of commerce and i'm really intrigued about learning what tech 42 can do i'm going to go back and i'm going to reach out to you and maybe schedule coffee you know with you today's linkedin and all the other social media tools just allow us to do that in a digital environment you're still the act of still making relationships with people hasn't changed the platforms we're using now um has helped us um you know do that without having to leave the comfort of our office so that that's the whole idea about the social media that's why i encourage people to follow their or make connections with their clients now facebook that's a personal decision i'll leave that up to every individual what they want to do my facebook for example is uh people i serve with in the in the military um you know friends of mine from back home i grew up in the buffalo area so i have a lot of friends back home in buffalo uh other build fanatics that you know we we talked football every sunday you know uh that that that's facebook for me facebook is not a business thing for me in a in that way i do have friends in the industry that i i connect with on there but it's really more you know talking about you know i have a i have a love for barbecue and maryland crabs i don't i don't i don't talk business with these guys i talk about how do i prepare my crabs because i one guy in baltimore who's a who somebody i work with in the past that you know that has a you know mustang collection and a is a connoisseur of crabs so i get on there and ask some crap questions about making crap it's not but that's that connect that facilitation of the relationship right so uh that's kind of so services like lead central or yeah if you go to link i think the website was linkedprospect.com uh and we'll put all these down for the people that are listing it later in the in the notes but you can just go here and i think you could just click on get started and i think i think it's under 100 bucks a month really it's not it's not it's not very expensive and dan mcbride the guy who runs link prospect with a very very good person he'll he communicates uh in fact again if you have any questions you can email that it partners uh email michael showed earlier and you know we can help point in the right direction uh i know we're running short on time mike i want to i got one one other quick area to kind of touch on yeah go ahead we don't have any pending questions at the moment but uh just remind everyone if you do have any questions about anything uh marketing related or what stuart's touching on go ahead and throw that out in the q a uh uh box there and we will definitely answer that for you to the best of our ability so one of the things that we've been studying uh over the last a little bit of tech 42 is uh we we've got real two really good books that we highly recommend uh one is marketing made simple by donald miller and the other one is they ask you answer by marcus sheridan um i think michael's getting him off his shelf there you go great book great book i actually saw marcus in person uh right before kovac shut us down and uh phenomenal presentation phenomenal yeah if you don't if you don't want to read the book if you don't want to read the book uh there's a a good 60 minute uh talk he did i want to say the university of virginia if you google it you you can watch it really it's really good so we've taken these two uh marketing methodologies and incorporated it into our website now we still have a little bit more work to do on our website but um what they asked i'm not again uh what marketing made simple or what is effect actually known as story brand in the uh in the world is is all about simplifying your message so your website within the first and maybe we could do another webinar down the road michael where we critique websites because i love doing that kind of stuff yeah and i love still the story brand methodology that's a whole nother discussion in itself but yeah definitely look into that if you've never heard a story we're in if you land on tech42llc.com within the first 10 seconds you should understand exactly what we do so we know we know it is our tagline you know right here we provide it support i.t services in the local area we know that it's right there right clean and simple and then we have uh you know basically uh a little bit of a brand statement here uh to for coven we booked a schedule virtual meeting button instead of uh you know schedule consultation we want to see how this one works and it brings up a pop-up where you can schedule a virtual meeting what other what i see with other people is they link to like a microsoft bookings or accountantly uh service where you can book right into a person's calendar i think the world is going that especially now with instant gratification um you know people are uh you know wanting to book something like right now so we're we're on the first we're on first base you know further enough to get out and you know what we will get into more direct you know things like calendar access stuff like that and actually there's a new trend um that you know it's funny it's uh we we're just talking about it this morning is uh you know the whole generation i want to buy stuff now so if you have a service that people can buy with from you without even consulting with you why not offer mobility on the on your website right up top buy now you can buy you can buy a 50 000 corvette you know without even test driving the car buy online you can buy a house online without even going to ver you know see it in person uh you know some services that still kind of you know like you know that you can't buy those online uh but you know i if you have a service that's easy for people to buy online put a button like right up top to buy now or something but you know this is this is you know within the first 10 15 seconds you know exactly what tech 42 does and as you scroll down you want to you know then you can get into you know your messaging and everything that you do we have multiple calls to action uh we've you know we believe in you know you know we talked about reviews and stuff earlier but putting testimonials and case studies right on our website so right now you know we work with horizon dental care and and button oil and propane you know again another call to action cleaned up the video uh i wanna i wanna i wanna get a better thumbnail for this one but i think i didn't seem to change it on youtube but you know stuff like that so anyway there's some of the area that we're still working on changing and i mentioned earlier about and this my last thing before i get into before we wrap up is as i'm going to scroll down this i want to tell we've been we've incorporated our youtube channel now into our website so every time we go and add a new youtube video it populates right onto our website so you see we have a pretty active youtube channel this is uh another guy on our uh team called mike not not to be featuring mike is hosting today different mic kind of does a lot of our videos for us you know we put uh we put our webinars on here um so a lot of stuff that uh you know we add on if we click on this button here it takes you to our youtube channel and one of the things i'm actually like i haven't talked about this one i think we're changing is this button i just figured out how to do it yesterday is we can make that button actually open up a subscribe window so if you click on this button it automatically subscribes you to the youtube channel very cool yeah so i do have to say one thing just to be on the record stuart um i've taken you you see that the if you uh go back to the back one page uh you'll see in the bottom right there there's a video with me in it and there's been some controversy in my team of whether or not i had a spray tan and i want to absolutely go on record to say i've never had a spray tan in my life i was getting i was gonna be gonna have you have you been learning from the orange man i i i totally blamed the the filmography people how they let me that day but uh no orange man no no no spray tan just for all you out there it never happened maybe they put obsessive makeup on for your uh i don't remember but there was no spray tan involved but you know all kidding aside folks the you know if there's again the one key thing you take away from today is video is hyper critical now like you know the more like we're taking this webinar we're gonna we're recording it we're gonna put up on our youtube channel we're gonna use it for a lot of things after today is done but you know youtube video uh online video linkedin linkedin now has streaming video services you have to apply for but i think there's a six to eight week turnaround so actually this webinar in the future might be something that we just um you know populate automatically over linkedin you know i know michael's the administrator of today's call but before you get in you can actually stream zoom right into youtube and to facebook now so there's a lot of things you can be doing here but you video is super super critical and i know some of you are probably thinking how do i get you know what can i be putting on video there's there's some if you do a quick search on you know just basic for youtube um you can uh you can find all kinds of different you we all have an industry where we can share insights and your videos don't be long i mean i'm talking i'm not talking like a full length webinar like we're doing right now it could be a two minute video on where you talk about like i wrote a note down earlier on something i want to share on a youtube video later um you know is it could just be a very quick tip and you you know but the most important thing is you make it look professional and don't worry about you know having all the the gear to get started with my first videos i did if i look back on them now i i would think michael oh my god they were horrible right but it got me started right that's the most important thing and i have a we have a webinar recording we did five years ago that has over 5000 views i'm shocked that we had so many views on it but um it wasn't very well produced back going back five years ago right um but you know there's a lot of things in there that you know you gotta take the first step so um if you're if you're not the type of person that can go on a camera if you go to fiverr.com you can find all kinds of you know people that would do that's how we found this gentleman mike we found it on fiverr and you know he charged a small fee for us to do the do the video he has all the gear right we gave him the script we could actually send him a tech 42 golf shirt he'll wear it if we wanted to do that um you know we you know again i'm all transparent i'm showing you the kind of tricks tips and tricks that we do right um but we bought now we bought a green screen we have a i have a professional camera here on my desk um i want to hook it up to my computer but i can't figure out how to get all the numbers off of it you know from showing up it still shows up with all the you know when you're recording it all the numbers that are in the frame it still shows up but we know you know we're as we're getting better on it we're investing more and more time and gear into it the last thing about youtube video or i want to touch on is the online advertising application so youtube ads are a great place to look at uh spending some of your online advertising dollars and why do i why am i bullish on linkedin advertising here's the reason why there's not a lot of people doing it and the big companies are now looking at it so when coke pepsi dell all these different organizations start looking at youtube advertising i know the price is going to start going up soon so what i love about youtube advertising you if you're providing injury an injury attorney in scranton and you're providing local services in scranton for that you know that particular service why not put a youtube ad on your i mean what i love about injury attorneys are spending money on billboards and all these things right record a testimonial with some of your clients and their statements you know we all see them on the billboard like working with john fee got me eighty hundred fifty thousand dollars right we've seen those billboards on the side of the freeway a lot um you know you can use that kind of stuff and put that into an uh a video uh again it doesn't have to be it doesn't be super produced i mean most of gear you have i'm sure there's companies in the area that can do that for you for pretty cheap you know freelance videographers or i have several resources that i've used here uh so if anyone ever has a question reach out to me i can definitely put you in touch with some pretty solid video folks exactly so i mean they're uh you know they they do all that pre-production for you and they'll actually probably even do it but anyway back on why i love youtube videos is now i want to target scranton pa so in my google uh or it's all done through google ads i create a youtube ad and i upload my video i upload my video to youtube i put the link in there and i basically say here's the areas i wanted to hit i wanted to run only in scranton and i only wanted to show it to these people that have an interest in this you ever notice mike when you're surfing around the internet maybe let's say you're looking at a new tool for tech 42 a new uh you know security tool right you ever notice when you go on youtube you're you're now you're getting bombarded with security tools oh yeah and everywhere i go thereafter it's like they know exactly what web pages i visited well that's on that's by that's on purpose that is what we call retargeting so now if you had an interest in a bmw or an i.t security tool or a camera you ifc advertiser now can start showing you other ads related to that that search that you did you could do it in facebook you can do it on linkedin you can do it on youtube and that's what i think i like about youtube ads is i don't know about you mike but i watch more the only thing i watch on my direct tv now is when so i have a weakness for the toronto maple leafs you know being a canadian originally i still have a weakness for toronto maple leaf so i i've got my center ice package just to watch the toronto maple leafs but every other bit of television i watch and the bills of course the other piece of television i watch is all on youtube i watch you know other people my industry educational videos a lot of financial videos on youtube and most of my and now even better get this if you want you watch amazon prime at all a little bit but i'm giving you a lot of youtube time amazon prime now has commercials in it so now and i haven't explored it too much but you can use your commercial and run it on amazon prime now again i don't know all the details i haven't looked into it yet but i just started watching lost when i you know that series from the 2000s i'm on like season i've been watching seasons i'm on season four now i'm glad you're finally joining us yeah don't tell me what happened because i'm you know i haven't i've ever existed the temptation to google it and see what happens right um is but your ads on a lot of these services on amazon prime are so they're showing ads now because they know that people they can make more money from advertising than they can by selling you know a season for 40 dollars they can sell one they can sell a 30 second spot for forty dollars inside a loss or some other show that people are watching so again the nice thing about it that ad only shows in scranton right so if i'm watching youtube or i'm watching prime or watching something else um those ads only show and podcasting and things like spotify streaming music um a lot of people have free spotify accounts those all run on advertising so you can actually do you can do radio advertising on spotify again targeting certain targets right so all you know all the big time stuff that used to cost hundreds of thousands of dollars to do uh now our you know pennies on the dollar and and having just so much impact we could take our mic videos here and or your video here with you know your orange glow to you and throw that up on uh throw it up on youtube all right uh we're running short on time it's uh you know uh any other additional questions mike that came in no not at the moment but uh you know if anyone has something they want to throw out last minute uh love to field uh one or two more questions in the few minutes we have left um if anybody has anything i what i will say um is just um you know how much uh this has brought us forward uh we were really kind of struggling with our marketing um mid last year and trying to get out there and figure out how to do this and i personally have spent over the course of my career uh just a sickening amount of money in the marketing arena that i feel like you know i've done lots of different experiments trying to figure out what works what doesn't work and dollar for dollar uh most bang for the buck has been the digital marketing stuff that we've done with stewart in the last year improving our our seo you know our search engine optimization getting our website tweaked out and then a lot of this you know based on what that book they ask you answer you know doing video stuff getting videos in front of people people like watching videos and it kind of creates a sense of familiarity before you even have the first face-to-face or video call with them that i think has really helped us a lot so i think all of this is super powerful no matter what industry you're in uh people are spending lots of time on their screens these days uh you know so if you want a share of their their wallet you've got to get in front of their screen like this yep so um with that uh any uh well you know just a minute or so left any other questions or comments anyone wants to throw out and i also all i hear is virtual crickets chirping right now stewart so i mean we must have covered everything or we're just confused at the point where they said right they're so lost or they're so well educated either way one thing i didn't mention oh we had a pop quite a yeah it looks like we had a question pop in there uh one thing i didn't talk about is the live chat too you know again get engaging with your prospects as they hit your website make sure you have a live chat on your website we use a service called octa chat for that and then they're really good too cool and again though like you said i think hero said earlier with the facebook biggest thing with that is make sure somebody's uh responding to it and monitoring it don't don't leave it you know if people start doing it and then there's there's no response that's not good you got to make sure you have a methodology for that patty uh said that she agrees digital is the way and that you know also mentioned that digital is measurable and scalable which is very true um a lot of my traditional stuff that i spent in earlier years so yes it was very good to be able to quantify and we didn't really touch that mic but we we measure everything from our seo rankings to uh phone calls coming in there are servers a call rail is a service uh you can use that will put a unique phone number on your website so if it's coming into an seo or paid ad or social media it will present a unique phone number and then you can report on that and say where your phone calls coming through but i mentioned live chat forums yeah you need to measure all this stuff too and we didn't even have a chance to go through that i'll be a topic for another day sure all right well uh we're approaching the top of the hour uh thank you all those for who did have questions and comments thank you everyone for joining us this morning taking some time out of your day if there is something that we can help you with either in the you know point in the right direction for some element of digital marketing or in the it services space feel free to reach out and contact me you can use that it partners at tech42llc.com address or visit our website at tech42llc.com uh you can schedule a meeting there or learn more about us we'd love to have a conversation with you stuart i want to thank you as well thank you so much for getting on with us today and sharing your knowledge and expertise with everyone uh greatly appreciated uh any any final words from you stewart before we close out here i know i've uh you know as a virtual uh team member i'm just gonna say stay warm up there it's nice and uh warm here in florida in the 80s so i know you're coming down soon so we we all loved you right up until you had to get you know reminding us how cold it is here so all right well uh again thank you everyone thank you uh stuart have a wonderful day thanks everyone take care you