 Cool. Thank you, Michael. Um, do apologize. Um, obviously this is a very late switch up. So if everyone was like anyone was like Expecting to learn how to submit themes. Um, this is this is a different talk Quick background. So we're talking about creating a lead mean lead generation machine Go easy on me. This is a fresh Presentation haven't done this before but let's get going. So just a little quick intro about me So my name is Robert. I'm one of the solutions engineers at WP engine So in terms of my background Michael's already gone into WP engine But my background I've started three startups and exited one. I love my little dog. Her name is Chelsea I like basketball and go for like a team that never wins and I love to making WordPress do crazy stuff and break so Cool and gender of this talk is whoop is about Firstly when we're talking about creating a lead generating machine, we want to understand, okay What are we talking about when we're creating a lead? What does the lead mean? How does that impact your business? Like what are the steps that go towards like that lead turning into something that's actually valuable? Um, so we want to understand the funnel first. We also want to understand, okay What do we mean by sort of push and pull marketing? There's a very basic sort of concept of marketing I'm sure a lot of you here have more sophisticated ways of understanding it But obviously this is a beginner sort of talk And then we're going to talk about like some possible ways of Leveraging this kind of model So I was in like understanding social media and content marketing to kind of build on that initial outreach And then talking about sort of lead generation and nurture So things that you can do to kind of turn that person who's found your content interesting Into someone who's willing to actually do business with you And then because I love automating everything because I'm super lazy Figuring how to do that. Okay awesome So I just want to start by saying this is good for small business owners or traders and freelancers small creative agencies And anyone who's looking to do sort of growth focused Growth focused who are growth focused on the business, but they're a little bit time poor So this is going to be for some people pretty simple for others. It may introduce new things. Hopefully get some value out of it So the first thing I want to talk about is understanding the funnel now Who here Has kind of created a sales of marketing funnel before Whoo You guys are awesome. There's like 10 hands. Awesome. Great. Um So basically it's it's a visualization of the customer journey. So you want to understand, okay How do they first interact with your brand? Okay, how do they understand it? What is the messaging behind it and then going through each step to get them from becoming like let's say Understanding a brand to kind of being interested in it to purchasing whatever it is that you're offering and then to becoming advocates of it So as we grow, you know, and this is especially in the case when I started Oops Especially the case when I was doing startups and like creating products that no one had ever heard of and they were like Who the hell is this guy? um I used to Say run around trying to do sort of day-to-day things. I was really unstructured about the way I was doing things I was just trying to generate business and hustle because I was like, hey hustling. That's like cool But like if you hustle without structure, you're just expending energy for no reason and so Without understanding what the structure is that you're using when you're hustling it's really hard to iterate on it It's really hard to improve if you're like, okay Well, how how like how much time can I shave off running between appointments and stuff like that? That's not that's not useful, you know So the only really good way to understand how to kind of optimize that is by kind of mapping out that journey and creating a funnel I see a few of you are taking a shot of that. That's a very basic sort of sales and marketing funnel So it's a good one to start with But it allows you to understand, you know Like the metrics for or understand what sort of metrics you need to create for defining when someone has become interested You know instead of kind of just filling it out or when someone is ready or has signal Sort of buying intention instead of kind of just going they view they look like they might want to buy Um, and so like it gives you like some metrics that you can improve on and iterate and growth grow your business So the first concept I want to go into it's very simple Um, I'm assuming most people have heard about the difference between push and pull marketing who here hasn't Everyone has heard about oh you awesome. Um, Michael. That's interesting. So So push and pull marketing is is really simple. It's just about understanding. Okay Um, where is the direction of that message coming from? Are you pushing it to a broad spectrum? Or audience or are you creating content which is engaging so that people are wanting to actually engage it with themselves? So pull marketing bringing people towards it Neither is better than the other I would say so it's important to kind of deploy them at different points Within the funnel to achieve different things. Um, so we're going to pick on a couple And hopefully I'm going to be able to provide you some actual insights that you guys can deploy today All right first one social media. Okay, awesome so social media obviously Everyone uses it. There's a huge amount of eyeballs as of 2019 Users spend 15% of their time awake On social media, which is like when you think about it like instead of thinking about how many Viewers you get how many visitors or how many users are on that It's a huge amount of screen time and a massive market to play with and so it's a really easy and cheap one to start with and so For example, one of the things that you can it's it's really great about developing brand awareness as well It's a form of sort of push marketing One of the I guess techniques that is potentially useful that maybe you guys can look at exploiting is called ingredient marketing So just to give you an idea of how that works. Does everyone know intel? Yes, no one does anyone not know you tell you don't okay, so intel is like a Basically a cpu manufacturer and prior to sort of the 1990s They went very well known out of sort of professional circles And the way that they kind of built their brand awareness They actually increased the brand awareness from 24 percent So when they surveyed a group of customers to 94 percent was simply by like adding like a sticker to every pc So now it's like super it's it's super well known as you can see very few people don't know about it And so it's a really effective way to Market they're always lurking and basically over that period where they were able to increase their brand awareness Okay, they saw a four times increase in revenue And so brand awareness really does correlate to like the business that you're trying to build Oh This was um, there's some metrics that who'd suit have done just recently I believe like just at the start of this year So these are super recent the only reason why I kind of wanted to point this out Is it kind of demonstrates to you kind of the size of each market we're working with feel free to take a picture It's really useful The key thing now with social media as I mentioned It's it's really an intrinsic part of the human digital identity And so unlike other platforms which can seem really impersonal In the way that it works. Um, these are intent usually people who are using these Use it in intense intensely Personal ways and so oftentimes when you're engaging with them on with push marketing with kind of Presenting sort of say a message That that perhaps like might interest them They engage in a way that's like a little bit more personal than saying coming in a bit guarded because of the platform that they're on And so you'll find that a lot of the people on here are typically really sticky So that means like things like for example content Like for example creating white papers or like videos and things like that people actually watch it Okay, because they don't have that pre Uh preconceived notion that they're basically being sold to I'm gonna throw I'm gonna basically focus on the largest Platform on there, which of course is facebook Um, and basically what I want to be able to do is after this kind of show you three really simple best practices That I think everyone should be observing When they're using facebook making sure they're using them in using them in a consistent manner to be able to Consistently grow their brand awareness on social media Um, so the first one and these are specifically from facebook So these are not a secret, but if you haven't seen them, you know There are something that you want to make sure you're always observing you're always thinking about when you're doing anything Um, so first one is obviously keep posts short and specific You want to be really specific about the message you want to communicate? Um, and the reason why I say this is not just because some marketing guru said it We actually did a study with I believe it was advanced genomics. Is that right mark? Where the gen z study what was it called? Yes, but Yes, the center of something generational kinetics. Um, and basically what they found was that um Millennials have a 12 second attention span Right, which is cool. You know because gen z Which is the most recent generation as in people who are like now attending university and stuff Who engage with these platforms as an eight second attention span So this is a trend that's continually decreasing. So in terms of attention span, you only have about eight seconds to work with before you lose You know, they're uh, they're they're buy-in basically. So it's it's really That's the reason why it's really important to keep kind of posts short and specific Um Pictures are really good. Uh, you want to post frequently and timely. Um, I think this is really um, Also a best practice. So obviously with the amount of noise generated these days in terms of content There is more content developed around the world within two days now Then like your grandparents would have consumed in their entire lifetime So how do you stick out from that and there's no really like one Magic bullet and this applies to not just social media, but any sort of form of like marketing where you're involving content Um, you want to to be consistent and you want to time it correctly for maximum impact and you want to keep doing it Over and over again. We typically find the best times to post are Like based around the workday for our particular industry It may be different for your industry So something I always recommend is to understand your customer by doing sort of Focus testing groups asking them the right questions about like when do you view like social media and stuff like that? Um, so we find like for example eight o'clock in the morning Uh 4 30 p.m. Just before they go home because everyone's kind of a bit lazy They're checked out by that point and also during lunch is is a good time for for social media And finally highlight engage with customers. This is this is something that um, oops. Sorry. I didn't even go through here I was clicking the wrong computer. I'm sorry about that So highlight engage with customers. Um This is one of the unique things about social media and the reason why I brought it up Most push marketing of course is just broad base like if you send something through tv It's not like child in the chakra factory where you can interact with the customer afterwards, right? You kind of just sit it out there and hope it's like a billboard But the thing is with social media marketing, of course is when you push something out You're able to get a response and it's really important that when you do get a response Put some effort into responding back because it's actually the most powerful way to demonstrate the core message of your brand now in terms of like what I mean by that is This adds an element of what I call social proofing. Okay It's much more powerful to show or demonstrate why you are or you do what you do Rather than just telling people because that's what push marketing essentially does But it gives you the opportunity to demonstrate it. Okay All right. Also people love a bit of free promotion. So it's always great cool So that kind of takes care of social media marketing. The next thing I kind of want to go into is content marketing Um, so we're talking about sort of blogs and videos. I think there's a really big miss nomar especially like with like content marketing and Um, web press a lot of people are like, oh, I want to create content And so they start writing as many articles as they can. Okay, but the thing is like we recently kind of did a review of Google's search policies around, you know, search engine optimization How they rank, you know websites for, you know, relevance and importance Actually turns out that it's not necessarily content. It's just general domain authority So when we talk about content marketing, we should not only be talking about the standard things like blogs and videos, etc Um, but also things like for example, guest posts or guest spots on podcasts or like speaking agents like this, you know Or, you know, like uh, say for example creating memes even like that That is a that is a genuine way of creating like good content marketing 78 percent of consumers trust brands that publish their own content Okay, and if you're just relying on kind of written content that becomes really kind of state So you want to be like really varied in the way, um that you kind of develop that need in people Okay into any way All right so And one of the ways that I like to Whenever I write sort of content or whenever I create content is to answer these kind of five questions Something like an acronym that I try and remember for myself. And so that every time I create a piece of content It's always trying to You know, um adhere to each of these and that is I call it tessa, but it's targeted It's engaging and that means it's content. That's like not not just polished like sometimes raw content is really awesome It's shareable. So it's able to help others and help others build their own brands And story driven that's really important as well a lot of people forget like you do a listicle There's not a whole lot of story in that but it's you know Being story driven builds that engagement and finally it's authoritative because that's what google looks at Do you know what you're talking about? Do other people think you know what you're talking about? Are you a trusted source? Okay so one of the things I kind of like like talking about is kind of um, we call it like There's a concept called the content hacker. I kind of read about this sort of on another website, but like basically What you want to look for I guess In creating content apart from like answering and to answer these questions First thing I would say is like look for a fit. Okay, and that answers the question of being targeted So it's like understand your customer. What do they want to see? It's very different You know to say creating location specific content for let's say ar of video games or something If Let's say your target market like you suddenly start like sending it to I don't know geriatrics care kind of facilities It doesn't work, right? So you need to understand that you need to think about how this is going to grow your business and not just simply add To a pile of content that never gets read Thirdly you need to think okay. What is the current market trend? Is there an opportunity for me to add value? Is it something that you know? I can demonstrate expertise in and rapidly build that authority that google is going to refer back to You also want to basically be able to create sustainable content A lot of people I find when they create content Especially if they're not following like a specific content strategy Is that they're going to create really specific pieces of content that are time bound and then after that time It's like hey, I can't use this anymore. I'm going to delete it or I'm just going to Do somewhere else, right? It's really important as you grow in scale it gets harder and harder to do that over and over again So creating like evergreen content that you can constantly publish is also a really useful exercise So understanding how it's going to affect not just now, but also like future readers And then also brought it up before but like seo minded. So for example, so make sure that you know, you're able to Understand, you know, how google is understanding your your content and format it for that I think that's about it Next thing I want to kind of go into is each of these steps in terms of targeting Now in terms of like targeting I've kind of talked Oh, it's really important to understand your audience and stuff like that But what are some tools you can use to do that with And so something that you might want to look at and I typically use like kind of a Startup methodology when I come to sort of iterating my content That is you hypothesize something that you feel that your target audience might like You test it by writing some articles and see what sort of response you get and then to iterate But in order to be able to iterate and understand what sort of response you're getting You need these kind of tools. So one of the things I typically recommend is monster insights It's a really good analytics solution. Just generate, you know, it just generates data from google analytics And you're able to really easily understand, you know, what is resonating with your customer and so you can just do more of that Okay It adds a dashboard that shows sort of where people are coming from to consume your content So it gives you a good idea of the channels that you're using and how effective they are And it also comes with our we commerce tracking as well So anyone using e-commerce that that helps because you understand how people are kind of moving from there to cut The other one I kind of just brought up is Is exact metrics, okay, so they're a little bit more I would say comprehensive And that's another one you want to kind of check out as an option Oh, sorry. I talk really fast. My apologies So the first one is monster insights, okay They're the ones that make I think it's a google analytics dashboard for wordpress But monster insights you look that up. You should be able to find it And the other one is called exact metrics one word Okay, cool right, so The other thing I kind of want to get into it's really brief but effectively like There's no point creating content if no one reads it, right? And I really hate sort of clickbaity content But headings do matter, okay It's the thing it impacts your seo significantly and so without a great title no one's going to read it And so your content is kind of pointless this um title here The reason why I brought it out is everyone knows the onion. It's kind of that Yeah, yeah, see a lot of nodding heads. This is one of the first Titles that they created kind of sparked the direction of the entire Kind of publication and the way that they approach their Content Okay, so titles are really powerful The second thing I want to say of course we're talking about sharing before you want to encourage sharing and engagement from your users So for example one of the tools you may want to look at It's called sassy sassy social share one of the other things I would also recommend I come from sort of that like I said the engineering background these kind of tools They can be a little bit heavy on your site. So make sure you kind of vet it Make sure you have a sort of performance budget So you understand how it's impacting your site's performance when you add these and kind of measure before and after And then determine is this going to be worthwhile versus sort of the performance impact it's going to give So you can see like there's a ton of options. It supports heaps of social media kind of channels It supports that social share counting thing that creates that element of social proofing and like many other kind of social media plugins you're able to Use third party services to retrieve those stats And then also like I was talking about story driven One of the I guess misnomers about story driven is a lot of times when I talk when people when I say story driven A lot of people think okay, I need to paint like a narrative, you know of you know, whatever a thing I'm doing Oftentimes it's simpler than that. So for example one one kind of personal example that I have is when I was in Singapore and I was working in an accelerator One of the really really effective ways that one of the other startups that I was working alongside Was able to kind of reach their audience and really grow exponentially to create like a developer diary So they ended up just like creating a diary of their own experiences Writing it as if they were just talking to themselves But actually sharing it with the world and through that it actually created a lot of value for other people Who in sort of a similar situation kind of developing products Even if they'll just develop as they weren't actually working on a startup and actually generated a lot of interest in his own His own startup himself his own brand. And so don't just think about Like ways you can create narratives and just target it to the customer Think about your own personal narrative think about the way that you know You have come to the brand yourself You have come to create your own business and illustrate that for the customer as well Because that's often more more interesting than anything else you can formulate Also One thing longer is better Develop domain authority. So there's a lot of obviously articles out there who talk about hey keep to 600 words or something like that And that sort of thing is kind of becoming less and less valuable As I mentioned earlier content is really exploding To really get domain authority now to google to get google to really respect what you do You have to really develop expertise in a niche and you have to demonstrate it You can't simply write 600 word articles on like a range of things unless you're like buzzfeed Okay, and so what that means is and I did like some research around this Neil Patel did a study on this as well, you know, he found that for search related articles The top 10 Articles in sort of I think he did like something like 90 different searches or something like that The ones that ranked in the top 10 were typically 2000 words on average Okay, so the big takeaway is that content rich sites with really really niche domain authority are the ones that are found Most useful by google and typically most useful by the people who use it as well Okay, so make sure you put that effort in again. You want to think about sustainability these kind of articles You want to be able to reuse them. It's no use kind of creating a 2000 word article that only lasts for a week, right? So there's that consideration you have to put into account Okay, so we get into sort of some of the meat of this So the next thing I kind of want to talk about is a lead qualification notice So we've already talked about, you know building awareness Generating interest in your brand. How do you now get that interest into a form where you're able to I guess capitalize on it. You know what I mean? It's a business right here to make money And so one thing to keep in mind is of course, we're in a digital age So customers are more educated than ever And so you want to make sure that you're not simply just selling whatever service you're creating You want to be consultative in the way that you reach your customers You want to understand what their problems are and you want to be able to like directly talk to them Okay, so I'm going to go through a few things that goes into that first thing I want to go into is CRM's who uses a CRM at the moment with their business Oh That's less than I expected Cool, so CRM stands for customer relationship management kind of takes over kind of that role of How can I say your diary, you know oftentimes if you're running around as sort of a freelancer Or you're running around as a small business like trying to keep track of all the interactions You have with all the customers is a mind-boggling affair And so you want to be able to offload that and that's what CRM is able to do They're called client client relationship management tools so Just a few stats just to indicate how important these things are and why they're so ubiquitous in larger organizations Without a CRM part always found that 79 percent of leads failed to convert which is a huge amount. Okay Based on the compounded annual growth rate that businesses receive from implementing a CRM Average compound annual growth rate is 15.1. It's pretty high And for implementing a CRM The typical business sees a return on investment of five dollars per dollar invested. So it's a pretty high value activity Okay All right, so let's talk about like how you manage these like once you've implemented a CRM How do you manage that? Okay, so the first thing is you you let's say we're talking about nurturing the lead The first thing you want to understand is let's say someone's put in A contact form inquiry, right and you've got that through to your inbox You want to make sure that you Respond to that immediately and the reason why I say this is it's not because like, you know Like that's just the right thing to do as I mentioned The market nowadays is really saturated. So it's likely that this person has submitted a contact form to you know A number of other businesses inside sales has found that you know 35 to 50 percent of sales that go to 35 to 55 percent of sales actually go to the vendor that responds first So oftentimes just being first to respond wins you the deal Which is pretty weird HubSpot also found that the longer you take to respond To that inquiry the less the exponentially less likely you're going to get that deal The second thing is maintaining constant contact. Okay, and so there was a study done by genius.com about consistent contact with customers and they found that When they surveyed buyers Buyers indicated that or 66 percent of the buyers indicated that consistent and relevant communication provided by the sales and marketing organizations of a company Were a key influence in helping them decide what sort of solution they want to help grow their own business And so you want to make sure that you capture every lead that you can you make sure you like contact them on a regular basis They don't fall through the cracks because two-thirds of the time that is what actually leads to you losing out Third thing as I mentioned you want to be consultative too often And this especially comes from that transition from push marketing to pull marketing We just kind of featureless, you know, if someone says hey, I have a problem. You just great. I can fix it. Look at this 5 000 things to use right, but you're not really understanding what their problem is you haven't you haven't talked to them you haven't kind of like Drilled into it and kind of pulled it apart and that means like you haven't been able to really provide value You know and so you want to be able to to do that Sort of obviously in a scalable way and one of the scalable ways of being able to do that Is kind of using something called sort of drip campaigns You want to be able to nurture them through let's say email or a number of different channels drip campaigns have evolved from emails And you want to understand like there are two questions that I typically like to understand It's like what are the challenges are they facing? Okay, and what are the questions are they asking about the solution instead of trying to go here's some features They're awesome This is great because it allows you to set up like when you eventually do actually like meet them or have a meeting with them Or you actually talk to them. You're able to have a much warmer conversation. You have some context. Okay The last thing I would say is of course You want to be able to create advocates even if you don't win over their business Being professional being able to conduct your business in a way where you're creating value for this customer Even if they find your product is not a fit they will tell other people about your product And this is the most powerful way of generating business. It creates a network effect And so even though let's say, you know, someone has kind of From a from a lead or lead nurturing perspective One way you can do this is instead of simply cutting off communication Put them into a marketing nurture sort of campaign or something like that Constantly reach out to them about sort of new developments Sort of say events that you're holding or whether you'll be in town and stuff Even if they're not going to be across to grab a coffee with them, you know people love that All right, this actually goes into CRM next. So I kind of went a little bit ass backwards. That's all cool So, um, I will I will probably Skip this one for now Okay, awesome. Oh cool. So this is kind of the last step. Um, we're getting to the end of our time anyway So this is good. Um, so we're talking about automating it now. So we've already talked about, okay How do we generate awareness? How do we build that interest? And then how do we nurture that lead? Let's say you start to get busy. You start to grow It gets really hard to do all of those steps in a way, you know, that's scalable Especially if you're kind of doing them by hand So some of the ways you can kind of win this process is by using WordPress because WordPress is so powerful with kind of that Native REST API It allows you to basically use so many different tools that you're able to kind of automate a lot of that process. So Basically, we've already gone into the funnel. So I don't need to really review in that Okay, um Let's see so some of the things that I like to do Basically, there is about As Michael said over 50,000 plugins that you can kind of leverage for WordPress So which one of the plugins are going to work for you? And also because there's a REST API as well There's a number of other things that you can connect with it that don't need to be a plugin A couple of the tools that I like to use just as a preface before I get into the actual recipe itself That are really simple to leverage and don't require a whole lot of knowledge and expertise to get working One's called Zappier. Okay, it's that What can I say it's that little like Eight sided star with a white circle in the middle and also if it's or if this then that Okay, and these are like they're not enterprise grade, but you know, like they're super easy to get going Okay, I recommend you have a look at them. All right, cool This is the cool bit. Okay. So this is what I like to call a really basic automation recipe Okay, it's something that like anyone can get going really easily It doesn't rely on any sort of tools that require a high level of expertise But it does allow you to be super effective in the way that you kind of not only build awareness Create interest but also kind of nurture those leads and build growth In sales or your business. So the first thing I would say is everything kind of hinges on content. Okay So we start with WordPress the bottom left hand corner and so when you publish that WordPress content Maybe on that WordPress content You want to put something like wb forms in there to be to be able to capture leads directly on the page But also not everyone's going to go to that web page, right? So you need to exploit other channels as well So something like a tool that I like using is called buffer. I'm not sure if anyone here uses Does anyone use buffer at the moment? four five six people awesome The reason why I like using buffer is it's super simple to use. You don't need to worry about creating a big ass, you know Annual marketing campaign calendar or anything like that. You just set it on an ongoing basis So you can say, okay Every like two times a day publish whatever is next on the feed, you know that sort of thing And you want to be able to push them through to the particular channels or social media channels that are applicable to you Of course facebook one of the biggest ones out there Instagram is another one that integrates with buffer and of course linked in if you're doing anything That's b2b related All right, awesome. And that basically funnels people back into the website now once someone has submitted their details into the contact form using something like zappier. You can push it into Straight into something like mailchimp or if you want to use an inpatine There's actually a tool called I believe it's called crm for wordpress that actually converts A wordpress install into a crm so it allows you to manage everything within wordpress So that can be like a separate install that you kind of push it into and then from mailchimp mailchimp has a huge number of integrations itself What I like to do is um, you want to basically They've already or they've already viewed your contact on say less what I call invasive channels. Okay Now you want to kind of leverage some of the more, uh, I guess Closer channels to the customer. Of course email is a really simple one mailchimp already handles that But you also want to leverage sms I believe there's already been studies done that typically about 70% of people when they receive an sms will engage with it It's just an innate sort of human thing. You see that little red dot on your phone You want to look at it, right? And so a platform that works really well is called twilio that I recommend everyone check out It actually is enterprise grade a lot of companies use that for their own sms platform Okay, but it's super simple to use so you can check that out Another one you might want to look at is engage bark, which is a little bit cheaper um another really Good quirk that I like using in the particular funnels that I use is That little tool down there. It looks like an x in a A box. It's called x.ai. It's actually a startup that developed An artificial intelligence scheduling bot. Okay the base start of san francisco and what it does it it actually um scans the emails and it actually communicates with your custom automatically to schedule time for you to be able to give them a call Okay, so you know those times where you spend time kind of sending emails going i'm available for they're like i'm not available at Four how about five i'm not available at five that sort of thing that is taken entirely out of your scope And you can actually build it that into each step within your drip marketing campaign That allows you to push people through the process towards sale without you ever being involved And then finally x.ai basically puts an appointment in your calendar for you to be able to talk to the customer And that that brings me to the end of that recipe Okay, so hopefully through this presentation. You've kind of gotten a base understanding of creating awareness Building interest in the particular brand that you have and then also nurturing that lead But then also using those that kind of knowledge or those kind of tools And putting that into an automated recipe so you can kind of get really efficient In the way that you engage with people and only deal with sort of the the stuff that's really high value So you can really accelerate the growth of your business All right, that brings me to the end Of my very impromptu presentation Do you have any questions No, oh, I was hoping no one put their hand on That was really good. Thank you. Um, I didn't quite get the name of the sms um twilio So it's spelled twilio Yeah, yeah, it's super handy I'm going to ask a massive favor that we get some links to those logos Oh, sure. We can do that later. This content's all going to be available later. It's been filmed. Um, so we will get some reference there I can do it can do How you doing good. Thanks. Sorry. What's your name? Ian. Ian. Nice to meet you. Thanks. Um You had a picture there of onion. Yep that newspaper. Yep, didn't get you drift there with the words that were Blanked out. I knew what they were Oh, yeah, they told me that they're naughty. So I can't put them up. Were you Putting it up as a good example or a bad example That one that's a good example because it allowed you to contemplate it and understand it sometimes Um, uh, it's not necessarily about the the content within the the title It's the fact that you reacted to it. So that was a really good. Um, that was a really good title And I know I am like you I hate clickbait titles, but the point of that is that you hate it So it means you're engaging with it. Yeah Do you have any specific recommendations for wordpress plugins that connect with buffer? There was a little icon there, but sure, um I believe There already is an integration Between buffer and wordpress, but I'll double check that afterwards Anyone else guys? All right, well, let's call it then big round of applause again