 Who's excited to learn about growth hacking marketing and design today? Much more awake than I am that's fantastic So who knows who knows who this product is? Evernote does anyone use ever now? Everyone love ever note so I've been using ever note for quite a few years Probably close to a decade, and they're one of my favorite products And also they are one of the best examples of growth hacking that I've seen So just a little bit of history about ever note So they started around 2008 and they started with a closed beta and they did no marketing for the first few years while they were around The product founders wanted to focus on building the best product that they possibly could And so they did a lot of really cool techniques that generated a lot of buzz so Early 2008 they started with about a hundred invites And they wanted to kind of do like some user testing with these hundred invites And it kind of spiraled out of control to about a hundred and twenty five thousand users in 2008 Ah, hi, and then they started working with this premium model. So What they did was actually really brilliant. So you could download and use ever note for free Up to two devices. So if you're like me, you've probably got more than two devices at any given time I'll probably have my phone my laptop and tablet And so I want to make sure that all my work is synced across these devices But where they got me was that the three device mark. So I started paying them because I had to use the three devices and one of the really cool things they've done to Initialize some growth was that they had a lot of key partnerships one being with 3M and sticky notes So what they did was basically with every pack of sticky notes that you bought you get a year with premium Which is really cool growth tactic And so back in 2008 this was kind of unheard of but if anyone is familiar with ambassador programs They kind of started this way back when and so what they did was actually really brilliant And so they would have these power users And if you've ever been in an office environment where there's like a bunch of people having a meeting around a board table And there's always that one person just on their laptop typing away, right? And so they did was they've made these stickers for those those users to put on their laptop So it said I'm not being rude on taking notes with ever note and it kind of spread like wild wildfire there Which is pretty cool and then address the real-life concern because people like why is this person on their computer? Not paying attention and so that was a great little marketing technique So a little bit about me before we move forward at UX designer working on jetpack and automatic With a broad focus on overall customer experience Marketing and product making sure there's cohesion between the two for a better experience and research and growth And if you want to follow along while I give this talk, it's just slides comm slash Jeff Galinsky slash growth slash life Sorry for the long URL, but you can pull it up on your phone your laptop right now I'm just all along you can't see the slides that well So we've got a lot to cover today and just to give you a little feel for what we're gonna be talking about I'll be talking about growth hacking as a methodology the history behind it What is it? Traditional marketing versus growth and then a bit about the process behind that And then I'm gonna dig into how growth design transcends marketing and into products There's this thing called the a3r3 growth plan I don't know if you can comment to that and how you can apply that process over your work And then finally I'll be talking about how to harness and some tips to help you with your marketing products and Service design and especially a focus on quantitative and qualitative reason. So what is all this stuff? So I'm gonna be talking about hacking marketing design and I'm gonna be throwing these terms around a lot and just so you know Basically growth hackers and growth marketers place an emphasis on the business itself using like these little hacks and marketing techniques to Drive growth in the business Growth designers take that like another step deeper and what they do is they kind of focus on User-centric design to make sure we can grow the business but also offer great customer experience So let's set the stage. So this all started around the mid 90s. You went during the dot-com boom You know starts for exploding Microsoft became huge Apple was huge and There was a shift in the way people Used and absorb information the internet became like a household thing things started moving a lot quicker and then Traditional marketing wasn't working the way it used to it's very expensive. It was very wasteful And so this new sort of mindset came out. How can we get in front of customers? How can we slide things across their desk rather than trying to market to them on a grand scale? and So one of the examples that I love to use And talking about growth hacking growth marketing growth design is actually Airbnb So if you're not familiar with Airbnb's history, they actually started as a company That focused on getting people to rent out their living rooms only as a bed and breakfast So someone would literally sleep on like their couch like a couch server or maybe in their bedroom And then they would actually offer the full bed and breakfast experience Just in their living room and so what Airbnb found is that that's kind of a niche thing And not many people are into that weird experience of just eating breakfast in someone's tiny room So they discovered that there was a bigger market to be had there And so they expanded to allow people to rent out their entire apartment or rent out their entire house And now they're a $10 billion company because they saw a different product market fit there And they pivoted and changed their business model quite a bit And so another thing that they've done which is really awesome, which I love is how many people here? Travel places and they open up yell and you go and you're looking to find like a new place to eat Revenue I and then I do this all the time But I don't just grade like possible experience on like the ratings I look at the photos pretty heavily, especially if I'm looking at somewhere eat And so if a customer posts these absolute terrible photos that are like half blurry half eaten burrito I'm likely did not go to that restaurant just because that customer posted that weird-looking photo of that half eaten burrito So what Airbnb did was actually send professional photographers around the world To these different people who are trying to rent out their homes and their apartments And they have pro photographers take photos of their places to put on their website to keep the value of their marketing up which is pretty cool and Growth hacking especially is about moving quickly shipping and iterating shipping and iterating just getting things out the door As a traditional designer I've always been the type of person who likes to be a perfectionist And I'll work on the redesign of my website for like six years before I ship it and then I've redesigned like eight times And it was really difficult for me to get out of that mindset of just get an MVP out the door Just get a minimal viable product just get it out there And so to dig in a little bit more in growth marketing versus traditional marketing When we look at traditional marketing over the past decades throughout the 20th century In the history of traditional marketing It's it basically places a focus on driving awareness and acquisition of a product Spending a ton of money to get people to know a product so if you look at like take for instance like radio advertisements and if we're thinking about like a An automobile dealership and they'll spend like whatever $10,000 for a month long commercial marketing campaign and radio and they send it out there and the radio station will play these ads to however many people listen to the radio between nine and five Monday to Friday and They just try to market to as many people as possible and they just throw a ton of money at it But it's not really directed at any specific type of person just what I was listening to the radio Our friends at Squarespace wicks and Shopify do this They spend like $50 million a year trying to advertise to as many people as they can so we think about like Super Bowl ads in Squarespace that's all they do they throw a ton of money and have commercials at Super Bowl But it's for a bunch of people watching football and not necessarily a bunch of people who need small business websites If you're thinking in terms of growth hacking what we would do is we would target more specific people that way people who might be looking for a website So the main takeaway here is that marketing is making people want the product Whereas growth marketing is making a product that people want And so seeing how people interact with your products seeing how people react to the marketing of your product and then changing the product based on that and Here's a little real life example of a little growth hack that I discovered so On the side I'm a hobbyist photographer and I made a promise to myself that when I was younger any hobby that I have I would Make myself kind of recoup my costs of the hobby through the hobby itself So what I do is try and sell my photo prints and I took this photo in Canada a couple years ago And what I did was I posted it on my Instagram and I've got a Facebook page You know everything that every small business owner would do And you know you get a couple likes and a couple people comment like wow, that's beautiful But no one bought the print and so what I did was a little experiment experiment on Instagram where I am So I posted it and set the location. This is in British Columbia, Canada And then what I did was I clicked on the Instagram map And then I looked at all the people who had recently been to this location and then posted similar photos of this And I'm like wow, this is a great place and in a very creepy sort of way I followed all those people and commented on all their photos Because they had an emotional connection to this place They then drove traffic to my website and I sold 15 prints from those people that I wanted to follow it So I specifically targeted people who had been there and enjoy their time there and had an emotional connection And the great thing about that was my customer acquisition cost was zero because I spent zero dollars I didn't do any sponsored content on Instagram or sponsored content on Facebook So that's kind of like a little growth hack right there You can kind of specifically target these different people and You grow your business that way Alright, so let's dig into the process my my favorite. I'm a very analytical person So as I mentioned before growth hacking growth marketing growth design is all about shipping and iterating And so a great product process to start doing that is to start with a little bit of research Dig into Google Analytics look at some talk to some people get a baseline for like how people are using your products How they're using your service how they're using your marketing website and then come up with an idea I just think of you know, like okay. I looked at Google Analytics I see that this try it free button on the homepage or the sign up button on the homepage in this location isn't working very well Why what's going on here? Let me let me think about a new place to put that on the homepage and just get it out there Just ship it and then as you ship it it's gonna start measuring I'm gonna start collecting data on that even ask people This doesn't make sense to keep this button here, you know and And then you you can look at that data and then you can go back and revise and change and ship and measure and etc Keeps going on at home So who here is familiar with the authors Seth Godin or Tim Ferriss pretty much everyone, right? So it's a great story about how this process worked for them We all know that they both have a ton of books You can go into any Barnes and Noble and just buy one of 18 books that they've published Every one of their books or at least most of their books all started as a blog post on the website They posted a couple ideas a couple paragraphs. They got some feedback. They got some buzz They built upon that idea then they released ebooks and then they got more feedback You know, they changed the added things and then it eventually just led to what published So both authors started with a blog post worked up to like an ebook and then eventually published a book because of that So small ideas turned into big ideas because I kept iterating and shipping iterating and shipping It's a lot different now because you don't see the same success of an author who goes and hides in the cabinet of Woods for a year and just comes back with a 400 page novel unless there's even thing of course So Once you start working with that process a little bit more I like to stack multiple processes on top each other to keep a more efficient workflow So I'll start with a little bit of research On one idea. I'll build it and I'll ship it and then while it's out there collecting data people are using it I'll start with another one and I'll let that one collect and measure data And then I'll start with another one and then as you get more and more comfortable You can kind of maximize your efficiency here and work on various processes And if it's just you I would recommend maybe just doing three things at once Otherwise it's kind of hectic and if you have a small team, you can just stack on all the stuff So let's talk about how growth design marketing hacking transcends marketing and product or service So this is called the a3r3 funnel. So there are a couple of variations of this in the wild Some people call it pirate metrics because the acronym is three a's and three ours So are which is a terrible terrible stereotype So it's either that or the a3r3 which I refer and then you might see different versions of this where awareness and acquisition Are kind of one item and then referral and revenue are kind of reversed. It doesn't really matter. It's all the same process So digging in a little bit into that. So let's talk about awareness. What is it? It's education it's informing people of what you have to offer it's becoming known and Why it's important because you can't have customers that they don't know what your product or services pretty standard stuff One success story that I really love is actually hotmail who remembers hotmail Rest in peace So before Microsoft bought hotmail they did this really brilliant thing in the mid 90s, which was unheard of at the time But if someone sent an email through hotmail, which was a free service They applied a simple plug in their footer. This email was sent by hotmail get your free account now Which now sounds ridiculous because it's been done to death But they were the first people to do it and so because of that small email plug on their free product They went from one user to being bought for I don't know how many million dollars by Microsoft because their growth exploded People saw that and they were using their terrible squirrel mail accounts, and they were like, let's try this new service and they loved it And another success story which is huge on Instagram is ambassador programs, which I mentioned before with Evernote and So many companies will find Advocates of their product or service and then they'll give them free swag and stuff just to kind of promote their brand Which actually works quite well, especially in the photography community You'll see a lot of professional photographers as like Nikon ambassadors or Fuji film ambassadors And so you see these people posting amazing photos That's like hashtag shot with Fuji film and it causes other people to buy the product because they want to have great photos, too so That's a great example of awareness moving on down the line. It's acquisition So it's this is the point where people know your product and then they become emotionally invested They haven't yet signed up for your product, but you're kind of roping them in a little bit And if you're not intriguing people with a solution to a problem or just intriguing them in any sort of way They're gonna be like why would why would I care about your product? So a lot of people who have done this really well, of course Facebook with the exclusivity factor If anyone knows how Facebook started they started in the Harvard College campus And then you know college Harvard kids were talking to their Yale friends and Yale was like what's this Facebook? Why can't we have this and then Facebook was like we'll give you Facebook and then Yale got Facebook And then the Princeton kids are like why do these kids have it? Are we not good enough Facebook rolled out to them and they slowly built up their audience and then by the time they had all The college campuses general public was like we want Facebook and then finally Facebook rolled out to everyone And then that's how they slowly built staircase kind of broke And then the mailbox app would just no longer with us again rest in peace actually did this really well was that they built this exclusivity factor where They had like a numbered list on their site and it was like sign up for mailbox app your number 459,000 in line and so what it would do is it would trigger this thing in your brain We're like I'm gonna get on this list right now because I don't want to be the 500,000 person in line and have to wait for this product So they had this this number ticker going all the time whether it was fake or not no one knows but People people signed up quick because who cares just an email address and then we're now we're gonna dig into Activation a little bit. This is the exact moment where someone enters their info and click sign up And so this is the part where everyone starts to get the growth so this is One of the things we've actually done in the jetpack side of things to do this who here is familiar with the process of Installing a plug in and WP admin. I hope everyone So one of the things we've noticed is that When someone is in WP admin the plug-in section they search for a plug-in you have to install it Then you have to activate it and what happens after you activate the plug-in usually nothing. You're just left there in the Plug-in screen. What do you do next? No one knows unless you're really savvy with WordPress So one of the things that I designed was that at the moment that someone clicks activate We'll just show a full-screen dialogue putting them into a linear flow like okay, you've activated jetpack We know you want to use it. Here's what to do next. Well, I'm a jetpack connect to wordpress.com Here's what we offer and so over the past few years We've seen our connection skyrocket and the uses of jetpack skyrocket because of this one small tweak that we experimented with We saw that a lot of people would activate jetpack and just not do anything because they didn't know where to go after that So now that we put them into like a linear flow. It kind of keeps them on board a little bit longer Which leads me to my next topic which is retention keeping happy happy customers longer One of the things to keep in mind here is churn So it really doesn't matter if you have a hundred thousand sign-ups on a Friday if you know 50,000 of those people leave on Saturday morning because that you just wasting everyone's time at that time at that point So what you need to do is work on having happier customers And some people who who do this really well obviously again This is why they're so successful the big three Facebook Twitter and Instagram With the invention of mentions and hashtags and it's something not many people think about But it keeps people roped in so right now I'm sure some of you have a notification on your phone from Facebook someone's tag you and something They start a funny meme and they'll like you know come check this out And they mention you and then at that moment you pick up your phone You see the notification you tap it and then you get brought back into Facebook You get brought back into Twitter and that's how Facebook and Twitter and Instagram keep you coming back So they can keep showing you advertisements and things like that and keep you engaged longer They're very smart you watch out for them And so Next down the funnel is referral programs So I know these have been done to death over the past decade or so, but you can get really clever with the way that you do these One company who did this really well is Dropbox if anyone remembers when Dropbox first came on the scene What they would do is say hey sign up for Dropbox And if you refer your friend will give you a hundred free megabytes of space up to 10 gigabytes And so I remember I went crazy and referred everyone I know for free drop-off accounts and to this day I still have 10 gigs of free space from Dropbox and I know a lot of my friends actually ended up paying for Dropbox because they didn't get as much space as I did So they got their customers. They grew their business. I still have a free account. We're doing good and if everyone remembers Groupon, I don't know if they're still around much but Groupon was great at like these group events and giving coupons for different You know services and local businesses and so Groupon was great about saying hey You can get this offer for free You can get like this go play paintball at this paintball course to free if you refer five friends And then I'm like hey friends check this out sign up for this so I can go play paintball for free And so that's how Groupon kind of drew their customer base And then finally there's revenue and I don't really need to talk about why you want to make money But one of my favorite quotes that's been said a lot is we don't make movies to make money We make money to make more movies And I don't know if that's Amazon scheme probably not but one of the one of the great success stories about Amazon Has anyone heard of smile.amazon.com? That's fantastic So if you are an Amazon shopper Amazon does this really cool thing that they don't really advertise too much But if you shop from smile.amazon.com you can select a charity and like 1% of all the money that you spent on smile.amazon.com goes to that charity So they kind of drive their business selling the same products that they normally sell but with this Subdomain attached to it. It's like a charity program So 1% of all the money that you spend goes through different charity That you select and it kind of is a nice way to drive business yet also give back and I think that was very clever of Them to do that So next up you all remember both of these things So what I like to do is keep moving all of my different pieces moving forward It's not like a game of chess where you're more strategic It's more your game of checkers where you just kind of move up the board So what I do is I'll find I'll be like okay What do I want to do to drive more awareness on this product that we have like I work for jetpack So what am I going to do to drive more jetpack awareness? I'll do a little bit of research I'll come up with an idea. I'll ship it I'll let it measure and then while it's gaining data people are using or looking at the website and We're looking at Google Analytics. I'll go to retention How do I what can I find in the product to make it a little bit better to people a customer happier longer? Then I'll do the same thing with that. I'll come up with an idea. We'll ship it We'll do like an AV test sign it out there for a couple weeks or a month and while that's just sitting there percolating I'll work on something. I'll do like revenue like how do we make more money with this product again? Same thing and then you just keep revisiting and revisiting one of the big keys here is that You never want to come up with an idea ship it launch it and forget about it You always want to make sure that you're coming back to the idea whether it be two weeks whether it be a month Whether it be six months you need the follow-up. Otherwise, you're not going to keep up with that constant growth And now we're going to talk about how to help your marketing and your product and some tips and tricks there So research I know research gets a bad rap, especially if you had to write tons of thesis papers in college or high school But it needs to be done whether it's quantitative or qualitative try and get a mix of both You're going to need to utilize them You're going to need to know how people are using your product or service And if you need to change your business goals if they're not using the way you thought maybe the way that you design your business Isn't the way you need to have your business and So starting with qualitative research everyone knows this one It's having things like Google Analytics and heat map setup. That's the wrong slide It's having things like heat map setup Google Analytics, Jetpack, stats. I use quantitative things like analytics For a lot of investigative work. So let me show you some examples of that. Hodger is one of my favorite tools for heat mapping So what we can do is we can anonymously kind of monitor how people are using our website So on jetpack.com we have this setup and we can kind of look at what devices they're on if they're using You know if they're on large screens and laptops if they're on tablets if they're on their phones We can see how they're what they're clicking on we can see where they're scrolling and moving around the screen And so it gives us a little bit of insight because if we like the Warmer marks or the people are clicking most and if you highlight over those you can see exactly how many clicks you've had And the given sample size that you've assigned so most of the time I'll say alright Let's set up a heat map for jetpack.com. We'll set it to for the next 2000 unique views we'll see how people use the site what they're clicking on where they're going what they're doing And if we see that maybe we've got this call to action button set up in the bottom right on the side somewhere And they're not clicking on it Maybe it's time to think about changing that location or changing the verbiage that sort of thing and then we can Set up things like flows and funnels where we can see like okay We've got 7,000 people who visit the home page only a lot less than that only like 2,900 of those people end up going to the pricing page from there only 1,000 people actually end up becoming customers and then there's a steady decline there all the way down to actual Registration of our product and it's really nice to be able to just really quickly look at this and say alright So out of the 7,000 people who visit the home page 3,000 visit the pricing page. That's a pretty steep drop off. What's happening here? Why are we not intriguing people? Are we not giving them enough information? Are you know as our pricing structure wrong that sort of thing? So you can quickly just dive in and this is the initial part of that process I was talking about the research part, so I'll say alright, maybe the home page needs more. Let's look at that I've come up with an idea. I'm gonna ship it. We'll test that we'll set up a new funnel in a month To see how that's doing and then next up is the qualitative research I've gotten really into this over the past year at automatic In speaking with people I find that if you have one 20-minute conversation with someone who's a customer It's better than any Google Analytics dashboard you can investigate because I can learn a lot about how people are using my product What are they doing? What do they love? What don't they do? What don't they love that sort of thing? But when you're doing these things if you have like like survey setup or formal interviews where you have video calls with customers It's important to have a pretty big sample size because it's always that outlier You could talk to one person who's very specific niche Like if we're talking to you all you're probably pretty technical with WordPress You might not be the intended demographic that we're looking to get information from we might want less technical people Maybe we want to interview Developers specifically or pro marketers that sort of thing and so it's important to have big sample sizes So you can kind of formulate trends and the information and kind of sympathize all that and So just a couple tips to get started Start with the research as I mentioned Do the quantitative stuff dig in form some baseline hypotheses and then start to build and ship and just figure out What works and what doesn't So I'm very technical with my my processes you can formulate your own But just make sure the important thing is that follow-up coming back to your ideas seeing how they've worked out How they haven't worked that sort of things One of the things that I love to do is kind of creating flow charts of the different flows of our product So kind of mapping everything out seeing where people are going what they're doing where they're spending their time and then kind of Formulating different hypotheses to figure out. Okay at one point. Can I work on this part at what point? Can I work on this part at what point can I work on that part and just moving forward slowly there? Make sure that you're continuously experimenting It really doesn't cost much money to whip up an AB test if you if you have like a marketing website There are plenty of plugins that do that come up with an idea See you never know something you might have thought of might not have thought of six months ago might be Awesome at generating traffic and generating users now and So a couple tactics that I've been out there for a while that have kind of been overplayed There's this I Don't know if anyone has seen this in recent years envision app got really good at doing this But you'll you'll get like these seemingly personal emails from people you don't know and it's like hey Jeff I love what you're doing it automatic great work on with the new website jetpack.com Do you have a minute to talk about Marvel app? Here's an example that happened to me in September by my friend jinter who I've never met apparently who knows me very well They wanted me to use Marvel app and on September 4th He sent me two emails and on September 12th He sent me two emails and then on September 18th. He sent me another one and in one of them. He said hey Jeff I know how inboxes can get busy. I wanted to make sure this didn't get lost on the shuffle and I was like you serious dude Like stop this. I'm not gonna respond to this. I know this is marketing I didn't be getting this work really well, and I'm sure it got a lot of leads And was really successful But in the tech industry this no longer works because I know this is being auto-generated and just my name is being Applied to it and that sort of thing And Another one which I'm sure you all know very well These pop-ups the minute that you load a page or a site if you're on Google looking for something and these things will pop up like hey Subscribe now and get six free ebooks or whatever and in the beginning that worked great But now that'll make me immediately close your site And so that was a small growth tactic that was really successful for a while That's been overplayed to death and so That's just another example of things you might not want to do So that's it for me right now if you have any questions I'll be around so I can answer right now and my slides are at slides comm slash Jeff Linsky slash growth so Over the past few months. I've been using whimsical.co. Have you heard of it whimsical? It's it's a very simple very intuitive tool. It's very dynamic And it's their free offering is fantastic. Definitely check it out That's a good question So one of the important things about as I mentioned before it's kind of You need to be contextual and you need to get in front of people at the right time when they're trying to do a very specific thing So as I mentioned with the jetpack close like we didn't just show up like a full pop-up page and said hey Get started with jetpack now welcome It was only the second after that they activated so the second that they did a very specific thing So one of the things I think we do on the jetpack blog is that we'll write like an article and at the very bottom of the article We won't throw up a pop-up and trying to annoy anyone But we'll have like learn more about this check out our plans that sort of thing right at the very end after they've read The content and they're engaged. They've been acquired, you know that sort of thing So Yeah, that's a great question So I didn't mention the talk but one thing to be careful of is this term called vanity metrics So, I don't know if anyone's familiar with that term But so things like general raw page views don't really matter that much like you get like a hundred thousand visit unique visits Tomorrow and that doesn't matter if you're not converting anyone if you've got a hundred thousand unique page views and just five sign-ups There's probably something wrong there. What's going on and that's that's something to keep in mind because a lot of people get Really intrigued with things like follower counts and like these numbers that really intrigued people like total page views and stuff like that But the things you want to be mindful of are more along lines of actual sign-ups and who's converting on things and stuff like that Sure Okay, I don't think so. I can probably download this and send it Mm-hmm Oh sure you're talking about like the the software itself or like Yeah Is it just Yeah, I think that it's it's especially being in the tech industry I think that we just have a tendency to see these trend worker and more and then like we can see them getting overplayed in our industry a lot like that tactic probably works if you're advertising to a lot of non-technical folks, but you know me being me I see that I'm like I know what they're doing and then seeing my inbox being flooded by 20 of those style emails every week You know it's just one of those tactics that might work at first But the more that it's been done the less effective it becomes I mean, I'm sure it's very successful in some industries for sure Yes Yeah, sure well, there's one person in particular that I love his name is Ryan holiday and he wrote a book called growth hacker marketing Which I highly recommend Which is I've got a couple resources here One of the first ones here, and it's a quick read maybe a hundred pages or so maybe less And so he's a really great person He kind of got me started on this whole growth hacking thing and he's a great person to follow He stays up to date with a lot of the trends out there and stuff like that so And then there's a few like UX blogs that I stay up to deal with other than that I just see him in the wild right and then I investigate. Yeah Oh So I guess it's not maybe the email isn't the best channel to reach me specifically so for instance in that example that I sent out That was someone working for this Marvel app Which is some UX program and if I'm sitting there on a Monday morning checking my inbox trying to catch up on emails That's not the best time to try and sell me on a product, you know And so maybe as a company their growth tactics would be better to use somewhere else like it as a designer I'm out there like some like googling some some new flow mapping tool or something And maybe they could kind of pinpoint their marketing in a different place in a very contextual manner like when I'm actually out They're looking for something like that as I mentioned before like the way squicks and Squarespace does their marketing right they market to like Millions of people at once and hopes to get a few of them right During like the Super Bowl and maybe that's not the best tactic because it's very expensive and if maybe that they were marketing more specifically like if someone was to go to YouTube and You know look up like WordPress tutorials, which people do all the time and you'll see a Squarespace ad there That's more targeted marketing. I guess that Hey, just Right my expectations were set with the subject line only to be fooled when I read the email This person Right I couldn't unsubscribe to it because it was it's like it's actually sent by someone It's not Also