Sales qualified lead meaning for Planning

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hello everyone Welcome to our three o'clock session with Emily from go WP she's gonna be sharing with you some tips about how to get some better sales qualified leads and so I'm just gonna she knows what she's doing she knows she's done this before I'm just gonna pass over the the stage and give her the floor awesome thank you Adrian so hello everyone um thanks for joining me for for my presentation today um like Adrian said I'm Emily Hunker I'm going to go ahead and share my screen here uh and we'll get started laughs okay so thanks for coming uh today during this presentation we are going to dig into generating uh sqls sales qualified leads with Evergreen content um this is a strategy we've been using at go WP for several years now uh and it's been working really well and we'll talk about some of those numbers as we as we dig into it um but it keeps our sales team busy with a steady stream of inbound leads that are warm and ready to talk about purchasing decisions and because we're a small team it's a strategy that works because it's kind of a set it and forget it sort of system so you don't need a marketing team and a Content team and design you don't need all of that you need it once right for the for the start and then it's set it forget it and it's been working in our case for four plus years um the same piece of content so we'll talk about that uh we're going to dig into how we've implemented this strategy at go WP and hopefully give you some ideas on how you can implement it in your business so let's let's get started um first of all who am I so I'm Emily Hunker and I have been on the go WP team uh four and a half years now yeah uh currently I oversee day-to-day operations as the CEO and we have an awesome team here at go WP that I love being involved in all the aspects of the company it's really fun to get involved with the service development products and all of that and then our network of Freelancers and pros and being involved there um but my background is definitely in marketing so that's how I started at owp uh it's where a lot of my passion is derived from so whenever I have time to myself I am diving into marketing initiatives uh for the business checking in on how our kind of set it and forget it things are working optimizing them tuning them up that sort of stuff um I live in Athens Ohio so it's a small little University town here in Southeast Ohio and I absolutely love it I've got two small children and I love to do trail running and I'm co-leader of our local Trail sisters group here which is really cool um that we have that so between kids running and overseeing operations um that's basically all I have time for these days but it keeps me busy and and happy so that's that's me um all right let's jump in so sales qualified leads um in the sales pipeline right you typically have Pros prospects leads marketing qualified leads and sales qualified leads so a sales qualified lead is a prospective customer that is ready to talk to a sales team um or a salesperson or whomever it's ready to talk to someone about buying typically this lead has expressed interest um enough interest in your product or service that they're ready to move into your sales process usually they have been researched embedded by your marketing department and then handed off to your sales team like I said at go WP we are a small team so marketing department is a person sales department is a person um and there's not always time for Market or vetting and all of that sort of thing um so this is the HubSpot definition of a sales qualified lead it's the bottom of your marketing funnel um you don't have a ton of time you don't want to have all of your hours eaten up by Tire kickers right so so the only kind of call to action you have on on your site is schedule a call you're going to be getting a lot of pointless calls um and if you don't have a marketing team that's fine you just need some time investment up front or monetary investment up front if you Outsource the effort um and and we'll talk about how you can create a strategy to qualify your leads and stop wasting time with Tire kickers and start having more conversations with people who are ready to buy endless conversations with folks who don't have any intentions um of buying from you so uh you're out of business if you don't have a prospect with a Zig Ziglar quote um and I I'm a big office space fan so I was kind of just looking for an excuse to use some office space memes um but agencies work on referrals I'm going to be talking a lot about agencies because that's who we work with like owp um so it's it's what I know um and I know that agencies and our business also a lot of our business comes from referrals by and large uh and that's awesome and it's effective because when you jump on a call and they say oh so and so client of yours recommended you to me you know right then like okay it's a done deal this is sold I got it and that's fantastic but there are other sources for customers and clients and it's so important to always be building your list because the time will come when things are slow and you have time to do some prospecting um and prospecting can be a lot easier when you have been collecting contact information from interested parties all along um even when you were busy working and delivering your services or your products um you're still building that list in the background because for example if you hire some let's say sales pipeline is is uh pretty thin and you know that you're going to have some extra time on your hands because the projects are finishing up um so you think oh I should hire someone to do sales right but if you don't have any leads to hand over to them it's going to be an uphill battle for them so if you hire someone to take sales work and prospecting off your plate and really ramp up uh your sales efforts it's going to be a lot more effective if you have a long list of emails to hand off to them and say have at it they're yours go sell sell some deals um but you don't have time to prospect right that's why we're talking about bringing in someone to do some sales development work um could do that or maybe maybe you're not interested in that either but you still don't have time to prospect because you're busy delivering the services um you're one person you're one person you can't go to all the meetups and conferences and other networking events and if you know the lead up to sales right your your sales timeline it's not a one day sort of a thing you might go to a um if you were at Michelle frechette's presentation earlier talking about networking you might go to a chamber of commerce Meetup and meet you know five businesses that that need help with their with their websites but you're not going to close them today conversations need to be had um they need to get to know you trust you have confidence in your abilities and your services so if you're not doing that all along and all of a sudden you have an empty sales pipeline it's going to be a few months maybe before you close one of those from from prospecting up until actually becoming SQL and closing so we're going to talk about how you can have prospecting done for you creating a list in the background for when you have time to tap into it and in some cases might even be doing the closing for you depending on your services or your product um so we're going to talk about letting your content do the work for you so first let's talk a little bit about content um I want to talk about two types of content we have top of funnel content and bottom of funnel content um and funnel here we're talking about is the the marketing funnel top of funnel content some people call it tofu bottom funnel bofu um top of funnel content is content that's created for traffic these are topics with high volume searches and the people searching for them are looking for general information or they're just starting their research process they're often not in the closing stages of a purchasing decision so what you see there blog posts newsletters templates you're sharing um that that kind of content is top of funnel content it's not helping people buy your services if you're collecting emails let's say you have a newsletter sign up if you're collecting emails through through a newsletter sign up that those are going to be prospects right they might be prospects depending on the content that they they sign up for they they might be leads or maybe a little bit further in the the marketing funnel if you if you know how your your content performs um but for the most part these are not the the top of funnel content folks are not your sqls that would be the bottom of funnel content so bottom of funnel content is content for people in the final stage of the buyer's Journey uh this is when your prospects are actively consuming content to make a purchase decision so let's talk about a little example of a buyer's Journey here so a couple weeks ago I was looking into um content repurposing tools so I wanted to find a tool for us to use for Content repurposing um something that would take a blog post turn it into maybe a little video turn into social media posts things like that uh just taking one piece of content and repurposing it for different mediums and platforms um so first thing I did is I asked for some recommendations we have a Facebook Community full of agency owners and I asked them there it's like hey what do you guys have what do you use what do you recommend uh after getting some recommendations I go check out those websites maybe I watch some demos on the website um and then I Google Alternatives that's probably not alone in that right I check out what people recommend and then I say oh I'm gonna find an alternative to that see what I'm missing and maybe go to G2 or something like that see the Alternatives or what you see more and more these days are those platforms and those tools already have optimized pages that are comparing themselves to their competitors so that you're not going to G2 you're going directly to their site and reading their comparisons because that's what's showing up on the top of Google when you search an alternative so you search for alternatives to the recommendations I look for case studies because I like to see if one speaks to me like my exact use case scenario and I can read that and check it out and see kind of a use case that is exactly a one-to-one with what I'm trying to do um and then I might schedule a call or sign up for a free trial so with something like that it's probably going to be a free trial that you try for seven days um or or you might then schedule a call after that or something like that so that is a buyer's journey of a motivated buyer someone who's looking to find the right solution to their problem and they're gonna and they're gonna purchase it um so bottom of funnel content we just talked about it there highly optimized content that was you know the comparisons you see case studies reviews so the comparisons are showing up top of Google search I don't have to go to G2 I'm going directly to their Pages uh case studies I'm checking out um reviews demos that sort of stuff pricing pages that is bottom of funnel content that is created for Motivated buyers people who are in the process of making their purchase decision they're accessing that content now let's talk about Evergreen content so Evergreen content is content that stays fresh for a long period of time it makes sense right um it's search optimized content and it's topics that are always relevant to the reader so some examples of Evergreen content the ones I have on the slide here are are ones that we'll dig into a little bit more as we go into the presentation but how to sell website whoops if I can go back how to sell Website Maintenance plans how to create a compelling case study complete guide to Outsource Outsourcing work and growing your business the this is content that doesn't go out of date it's not um really topical to a certain time of year or something like that right it's just how-to guides that are pretty much always going to be true you might need to update them here and there but it's Evergreen content some other examples of Evergreen content are your pricing page product demos webinars comparison Pages case studies all of that kind of stuff that we talked about before are some great examples of of Evergreen content so now that we've talked about types of content and Evergreen content um we want to talk about how you can identify topics that resonate with your audience so on your your site you probably already have you know some sort of pricing page or Services page or something like that hopefully you have some case studies uh or reviews or something along those lines um if you have a product that you're selling you have a demo something there so all of the content is is available so that people who are making purchasing decisions they can access that content and get the information they need um but how can you identify topics to create content that's going to resonate with your audience and generate leads for you so they're gonna it's gonna be content that's so good and so needed by them that they're going to give you their email to get it so when you're talking about content you probably think SEO research um is is is what we're what we're going to dig into but when it comes to this bottom of funnel content you kind of have to ignore SEO search volume and search volume and SEO research that's not the kind of research you need to do here um SEO research and search volume is very important to pay attention to when it comes to the top of funnel content high volume keywords usually align with top of funnel content and we'll talk a bit about that type of content later on a little bit we'll touch on it because they do help support the bottom of funnel Evergreen content that that will talk that we're that we're talking about here but we're not going to dig in this is not an SEO presentation so we're not going to dig into it too much so ignore search volume um you can see you know the Tweet okay zero volume keyword now you're just showing off um you'll see that when you start creating content that doesn't you try to use ahrefs or sunrush and see what this what the Search terms are and all of that and it's not giving you anything it's a zero searches on this topic not true that's not the case um so ignore that and save the keyword research for your top of funnel content we are going to research in different ways to find the best topics for our audience so you have to understand your audience and your prospects and you should already have a good handle on this so if you're you're already in business you already have customers um you've sold your services or products you've talked to your customers hopefully you've done some case studies or something like that you should have somewhat of a good handle on understanding their pain points knowing their goals um what did your past customers or existing customers say to you when they were what did they say they were looking for when they came to you was it that they needed a website built or they wanted more brand recognition or they wanted to grow their business or they wanted an automated system to sell their products um what was their goal right in coming to you and what is their biggest pain Point were they burned out uh do they not have the technical skills needed uh their current system doesn't work what did they say that their paid point was what was what was their struggle um and and dig in you know conduct some interviews go into communities where where your target audience hangs out and observe you know read past posts in those communities uh read conversations that are being had you know you don't want to go into communities as as like the vulture and jumping in and asking people but you can observe go into those communities where your audience exists and observe uh see what they're talking about see what their pain points are there's slack groups you can join that your target audience is a part of you need to really understand uh your audience before you can go about creating compelling and effective content for them so how did we do it now I'm going to kind of use go to VP as the case study for this presentation um you have to Define your audience first that's that's so important um otherwise you're really paddling upstream and it's going to be very very difficult um or at least not as easy as it can be if you know who your audience is um and that once you know it can make it pretty easy so when I first started at go WP we were selling our services to agencies and direct businesses um and that made marketing really hard uh you never knew who you were talking to whether it was to agencies or to business owners and business owners to be any business right it could be uh really a restaurants funeral homes uh gardening centers anything so it was impossible to know what you were marketing um or who you were marketing to and and what kind of content they were looking for it made it very difficult that first year I was with go WP we went all in on agencies so we stopped selling to direct businesses um and went all in on agencies our white label Services we were a business for agencies to help them grow and they used our services to grow their agencies and after we decided to do that it was smooth sailing knowing how to who we were communicating with and and what they were looking for made everything so much easier so first thing is definitely to Define your audience so you know where to start your research so once you have your audience uh picked out then you need to understand your audience and their struggles so at go WP um we collect emails a few different ways uh what people create a free go WP account so uh you can create your go WP account and it's something you create when you buy services from us but we also have a knowledge base in there where folks can get uh lead magnets that they can use on their site landing page templates all these sorts of things so that was one way people would create their go WP account and get access to those sorts of resources for growth uh we also have a Facebook Community where we collect emails so in order to get into our Facebook community we asked for an email um and that helps us obviously collect emails but it also helps us communicate with people and keep them updated on what's going on in the Facebook community and and that sort of thing as well um and also then when they're scheduling a call from our website so one of the main ctas on the go WP site is to schedule a call and every time we collect an email from one of those sources we ask the same question so apart from name email website team size we always ask what's your biggest pain point crossword we always ask it it's a required question you have to answer it um and we ask these questions because the pain points help us develop content around that if we know what our audience is struggling with we know um what we can help them with right so I have a Google sheet that is full of pain points and struggles for agency owners whenever our copywriters need ideas for new posts I'm sure you can guess where they go they go to the pain points spreadsheet and develop content around that because that is what our audience is struggling with that is what we want to help with and and it's so important to us and all of our marketing efforts to know what those pain points are um and we started to see some recurring ones obviously um most of them it's very rare that we see kind of a unique pain Point um but there were two big ones so those were recurring revenue and growing their agency Beyond themselves so we took those and created a couple of extensive comprehensive guides and we worked with our designers and our developers to kind of package them up as lead magnets and now we're going to kind of dig into that so here on this checklist Define your audience understand your audience and their pain points develop bottom of funnel content for those pain points that's helpful optimize the content for search which we'll talk about and present that content to them while on site and it has to be content that's good enough and compelling enough that they're going to give you their email for it so here's one of our lead magnets Evergreen bottom of funnel content that's been generating sqls for us recurring Revenue so this was a huge pain Point um if you're running an agency I'm sure you're familiar with it if you're not struggling with it now you probably were at some point um we knew that this was an important topic for our target audience because when we have agencies buying our white label Website Maintenance Service their goal is to is always to build up the recurring Revenue stream and um better yet beyond that not be the person who has to deliver the ongoing service so agency owners know that Website Maintenance is a no-brainer offer for clients um it's something that anyone with an online business or website needs it's the the backups it's the security scans the malware cleanup the the plug-in updates all of that it's necessary um so offering that to your to your clients it's a no-brainer and it's it's really sure fire way to to build your recurring revenue and establish a healthy stream of recurring revenue for your agency so we developed a guide called selling WordPress maintenance plans and it started as pop-up on the website and I will tell you that this ebook has been a part of go WP marketing since at least 2018 when I started with the company we have updated it along the way of course um it's been updated but this content this ebook has been a part of generating sqls for go WP for longer you know four and a half plus years and it's still producing we get leads daily from this pop-up and the landing page but from this ebook um it's still producing sqls for maintenance service so now that we have the bottom of funnel content lead magnet which is gated and requires an email often to get it we also created the top of funnel content to support it and that's something we create ongoing we're always creating content around recurring Revenue um excuse me we have blog posts around the topic of selling maintenance plans um the importance of recurring Revenue strategies for selling maintenance plans um add-ons and upsells to your maintenance plans all of that sort of stuff webinars blog posts uh live streams you name it we create content around this topic ongoing always because we know that it's an ongoing pain point for for agency owners um and we also created a landing page for the ebook that performs just as well as the pop-up because the landing page ranks in search engine results so pop-ups do not rank you know you're not going to get a pop-up as a search engine result but the landing page for this ebook does rank um for selling Website Maintenance plans things like that it ranks on on Google and people find the landing page for the ebook there they'll go to it and say oh this is exactly what I'm looking for I'll get this ebook they give the name email and get the ebook and their email and we get their email and it's an automatic you know this person's interested in figuring out how to sell maintenance plans for their agency um let's get them get them on a call that sort of thing following the opt-in we have an email sequence that is built out and triggered by the form and we'll talk a bit more about those sequences in a little bit as well so if we look here create your top of funnel content for search so that's what's helping get people to the site right all of your top and funnel content create the comprehensive ebook with the opt-in and then we present this pop-up as you can guess on pages um on all the blog posts that revolve around recurring Revenue all the webinars all of the bottom of funnel content for our maintenance plan so the maintenance service page pricing page all that sort of stuff and then trigger the email sequence um and then here's another one so this is our Outsourcing work uh ebook and the pain point for this one is the growing your agency Beyond yourself so this is the complete guide to Outsourcing work and growing your agency uh this book was developed around the pain point of growing your agency Beyond yourself and if you attended Michelle frechette's talk earlier you heard her talk about her agency of one um and there are a lot of agencies of one in our community and we know that they all hit the point of time where they need to decide if they're going to grow or pass on work right so if you're one person there's only so much you can do before you burn out um and it's really hard to say no to to good work um but you get to a point where it's either okay I need someone to help me so I can pick up this new project or they're going to go somewhere else um or I just need to learn how to set my boundaries and say no and and deal with the consequences the struggle is real uh we talked to a lot of people about this every day um and they're looking for guidance on the best way to grow their agencies so many times the solution is in finding Freelancers and contractors to help out when the workload is High um because that then enables them an easy out and a way to scale back when the work is slow uh but if you've never onboarded a contractor or outsourced your agency work in any way it can be scary honestly so people are coming to you because of your reputation um maybe they're coming via referrals a lot of time you don't want to then have someone else do that work for you and have it be subpar so it's a really daunting Endeavor for folks who haven't done it before and we understand that so because go WP has services like the dedicated developer copyright or designer VA people will land on our site looking for those services and this ebook is presented to them the pop-up is presented to them while they're browsing those bottom of funnel content pages so while they're learning more about our dedicated Services determining if it's a good fit for them um figuring out if it's something they think they could do uh they're looking at the the features of the service you know what what's the pricing all of that all of those bottom of funnel content pages that we have set up on the site uh will then present this pop-up for the complete guide to Outsourcing work and growing your agency um and the thought is when they see the guide uh for for how to get started they might think oh that's helpful content I'll give that a read while I work through my decision bam we've got their email they're an SQL ready to have a conversation with our team to discuss options and what working together would look like for them so we get their email otherwise without that ebook many visitors would leave the site we'd never know they were interested in our services unless they come back and schedule a call themselves and as you know um when something is scary or daunting some of us have it built within us to easily ask for help and talk to someone right others of us do not and maybe I wouldn't want to schedule a call because I'm like I don't know if this is the right thing to do however if we're we're able to have that conversation and maybe um help them through the thought process it can lead to a beneficial situation for everyone involved obviously so without this this pop-up or this opt-in to to give their email we wouldn't know that we have an SQL browsing these bottom of the funnel content pages on our site um because they would come and then they would leave if they didn't didn't take it upon themselves to schedule a call or reach out in any way um so here's some results so I I dug into our numbers a little bit um and we have a thousand plus sqls that have as a result of these these just these two ebooks 200 of 200 plus so more than 200 conversions so more than 200 of the thousand plus people who have downloaded our ebook these two ebooks have turned into um paying customers of ours and only 20 of them roughly 20 I think it was 22 or something like that um required a sales call so it was pretty cool to see those numbers I look at them um off and on but to kind of look at that that zoomed out view is pretty cool so this is essentially hands off sales happening because of the content funnel that that we built there with those with those ebooks and then I'm sure as you can imagine the rest of these sqls they are being reached out to by our team uh they're they're having conversations or you know maybe they said yeah we're not interested we went another Direction um but you know every single one of these these sqls has has had that direct contact with our sales team as well um but to have content that is constantly producing quality leads and in many cases converting on their own without even needing a call it's it's pretty cool and it's um kind of feels like magic sometimes when you see it working so it's it's pretty exciting so the lesson here is to give motivated buyers everything they need to make their decision so set up those bottom of funnel content Pages um not necessarily the lead magnets that's the other aspect of it but set up those bottom of funnel content pages so that your leads can find everything they need um and then give them the the opportunity to to submit their email for that for that gated content for the The Helpful compelling it needs to be good content um of course make it helpful make it compelling um that they're willing to give their email and then you can follow up with those follow up with those leads so to dig in a bit more to the process and kind of recap what we've talked about the first apart from identifying your audience you need to identify the pain points you need to develop top of funnel content around those pain points and create bottom of funnel content that resonates with the pain points and ties into your offering um and then package that bottom of funnel content for lead generation opt-in form strategic targeted pop-ups optimized landing page that'll that'll rank in search engine results and that's where you can play around a little bit with those keyword research but don't don't rely on it too much because like I said the two that we created well really the Outsourcing one um it's not not targeted for for keywords at all it's just mainly we were focusing on the pop-up but the landing page does produce leads as well and if you look at hrefs some rest all that it says zero zero search volume so don't Focus too much on that um and then if we kind of talk about it in action to sort of recap how we did it identifying the pain points so growing your business through Outsourcing that was a pain Point that's what people were telling us their pain point was and here's some examples of all of the the top of funnel content we have developed around that so five reasons you should Outsource your blog uh The Not So hidden value of outsourced hiring why and when you should Outsource the development of your WordPress sites how Outsourcing WordPress maintenance and support helps agencies grow release your Outsourcing fears and let your agency grow why an Outsourcing partner is superior to hiring direct four reasons agency owners should Outsource their copywriting and then create bottom of funnel content that resonates with the pain points and ties into your offering so that would be our complete guide to Outsourcing work and growing your agency and then packaging that content for lead generation so gating it put it behind an opt-in form set it up with your CRM where you're applying a tag build the Strategic targeted pop-up so on all of those top of funnel content and strategic pages on your site so top of funnel content pages that relate to that all those blog posts I just read out this pop-up is going to show on those and it's also going to show on the service Pages related to this uh to this content so the complete guide to Outsourcing work and growing your agency that's going to show on our dedicated Services page going to show on our dedicated developer page dedicated designer page dedicated copywriter dedicated VA on the pricing page um that's where this pop-up is going to show so we can grab the emails of those people who are um in the process of their purchasing making the purchasing decision and then also go ahead and create that optimized landing page with the opt-in form um and enough content on it that it's going to rank in your in the search engine results because that otherwise you're missing out on leads there as well because they do come in through that page also and don't forget the follow-up so this is the email sequence I was talking about um whether it's automated or direct Outreach uh the follow-up is essential so if you're a one-person agency you can set it up in an email sequence um if you if you have more resources or the time then you can do some direct follow-up obviously direct would likely be more effective but at least you're keeping your leads warm um while until you have the time to to reach out directly um so for our ebooks we have an email sequence that's triggered whenever uh the ebook tag is added to that contact and that sequence normally obviously first and foremost delivers the content they they ask for um and ask them for feedback too so it's like hey here's the content you asked for here's your ebook once you give it a read would love to hear what you're thinking um and and that's a good way to kind of try to keep the conversation going um and then after that you know you can also set up all kinds of automations but they open it did they click to download it if not you can send them an email to remind them hey just want to make sure you didn't miss your ebook um and then a few days later depending on actions they've taken uh you can send another email that asks if they've been able to implement any of the strategies in the ebook uh share a case study at that point right so you know a little bit about them at that point because of what they they downloaded so you know they're looking at Outsourcing uh hiring kind of bring on Freelancers share a case study about that so that they can relate to it and see how other folks are doing um and then a final email encouraging them to schedule a no strings attached Discovery call to strategize ways that they can grow their business through Outsourcing so because we know that a lot of times this is a scary step for business owners um it's not a sales call it's a strategy call it's a discovery call to talk about their concerns their uh what whatever's holding them back from making the decision and we lean on our years of experience in all thousands of conversations we're having with similar agency owners to uh help guide them in their decision making process um so that's the presentation I hope it was uh how helpful and informative uh where you can find me is uh I think I mentioned earlier but we do have the go WP digital agency owners Facebook Community um we have weekly happiness hour calls there on Friday so that's really the best place to find me um and then obviously we have go wp.com and quicklyhire.com is a new brand we have recently launched you can check that out too um so yeah I guess I'll open up the chat and see if we have any questions here uh uh and here we are so if you have any questions feel free to put them in the chat um and I'll I can also put the the link to the Facebook group if you're interested if you are an agency owner and you're interested in and joining us over there you can join us over there um and I guess I'm on Twitter too uh it's analywho e-m-a-l-i-h-u so you can find me there as well um so yeah any any questions Adrian I see you're here hey thank you so much for sharing high value stuff there did everybody have a good time you had a good time say so in the chat there if you learned something that was it was fun kind of figuring out getting looking at the all the statistics from these lead magnets that we've had working on the website for for years now and seeing what they've they've been producing for us because I see it on a weekly basis I'm always keeping an eye on it that way but zooming out and looking at it was cool so it was fun to walk through that thank Marco says it was a great walk through Andy says he took five pages of notes so wow awesome that's that's just frankly incredible that is incredible it's great to hear I'm glad it was helpful if you have questions all right uh uh great points tons of just took tons of screenshots well if there's anything else you'd like to plug uh did you post all the links to the you know the Facebook group there what else you got yeah no face if you want to hang out with us if you're an agency owner business owner the Facebook group's a great place to find us um and yeah I'd we'd love to have you join us over there and obviously if if any of either of those ebooks I can post the links to those as well so people can check those out I'll grab those um if they pertain to you you feel free to download them um or just kind of you can check out how we put them up but I'll grab the page so we have a few more ebooks as well on this page that's where you can see all of our ebooks beautiful well thank you so much I did it was fun it was great I love I love presenting and sharing you know things we've learned and things I've learned and helping out so yeah it was great I've loved watching all the other presentations today too a lot of great stuff today so thanks for putting this together wonderful all right so uh in 20 minutes is going to be the start of sort of like the last hour and those are my sessions so I am going at the end of the day giving everybody else an opportunity first if you want to come see my session I'm going to talk about some actual groundhog stuff we didn't there's not a whole Bell there hasn't been much in Groundhog presentation uh as far as groundhog day goes so that's the last hour it's just me there's no two sessions so everybody can come hang out with me for for an hour or so that should be fun uh Emily you're you're welcome to join uh looking forward to seeing everybody that's in 20 minutes thank you so much awesome thank you everyone thanks Adrian