1239: The Do's & Don'ts of B2B Texting w/ Matt Reid

WEBVTT 1 00:00:05.879 --> 00:00:09.070 Welcome back to be tob growth. I'm Logan lyles with sweet fish media. 2 00:00:09.189 --> 00:00:13.189 Today I'm joined by Matt Read. He is the chief marketing officer over at 3 00:00:13.269 --> 00:00:16.030 easy texting. Matt, welcome to the show. How's it going today, 4 00:00:16.030 --> 00:00:19.870 sir, going well. Thanks for having me. Absolutely Matt. We're going 5 00:00:19.910 --> 00:00:24.260 to be talking about a digital channel that's probably only increasing in importance for B 6 00:00:24.379 --> 00:00:28.699 tob marketers today and that's that's texting. It's the platform that you guys specialize 7 00:00:28.780 --> 00:00:32.219 in over at easy texting. We're going to be talking about you know why 8 00:00:32.340 --> 00:00:35.539 you should be looking at using this channel and be to be marketing and some 9 00:00:35.619 --> 00:00:40.170 dues and don'ts if you are exploring this new channel, this new medium for 10 00:00:40.369 --> 00:00:44.009 your brand, what are some things that you should avoid doing, some of 11 00:00:44.049 --> 00:00:47.689 the common pitfalls and some of the things you want to keep in mind as 12 00:00:47.729 --> 00:00:51.359 you do approach a new channel to engage with your prospects, in your customers? 13 00:00:51.520 --> 00:00:54.240 Matt, for a little bit of context why you're the guy talking about 14 00:00:54.240 --> 00:00:57.119 this today. Give us a little bit of background on yourself and what you 15 00:00:57.240 --> 00:01:00.320 in the easy texting team or up to these days. Sure. So, 16 00:01:00.479 --> 00:01:03.510 I'm Matt Read, I'm CMO at easy texting. I've been with a company 17 00:01:03.590 --> 00:01:07.030 for about a year and a half. Background for the past decade or so 18 00:01:07.310 --> 00:01:12.430 certainly been within the in the marketing realm, running marketing programs for some companies 19 00:01:12.469 --> 00:01:15.909 I'm sure that you've heard of, and super excited to take the opportunity here 20 00:01:15.950 --> 00:01:22.019 at easy texting. Obviously we're all texting every day and it's not something that's 21 00:01:22.019 --> 00:01:26.140 going away and so be able to provide that channel to businesses and cvry they 22 00:01:26.180 --> 00:01:30.739 get from texting is a it's a pretty amazing opportunity for us to be in 23 00:01:30.819 --> 00:01:34.609 this growth market. Yeah, I love it. James and I were just 24 00:01:34.810 --> 00:01:38.010 doing in the episode the other day about turning prospects and customers into friends and 25 00:01:38.250 --> 00:01:44.129 and top of my list was moving conversations to texting in a one to one 26 00:01:44.170 --> 00:01:46.810 basis. But there are a lot of things that I think we're going to 27 00:01:46.849 --> 00:01:49.799 talk about here in the why why. BB Marketer should be thinking about the 28 00:01:49.879 --> 00:01:53.920 channel that we're applable in our conversation, about when the one texting, as 29 00:01:55.000 --> 00:02:00.359 much as engaging your community in general in more of a mass approach. So, 30 00:02:00.640 --> 00:02:01.989 Matt, we're going to be talking a little bit about the how, 31 00:02:02.030 --> 00:02:05.430 as we always try to do on the show, but let's kick it off 32 00:02:05.510 --> 00:02:07.950 with a little bit of the why. What are some of the trends you 33 00:02:07.030 --> 00:02:12.270 guys are seeing in texting as a platform and specifically as it applies to be 34 00:02:12.389 --> 00:02:15.419 to be marketers? Sure so. I'm not sure I have to get into 35 00:02:15.460 --> 00:02:21.740 the the use really of texting in our everyday lives. All of us are 36 00:02:22.020 --> 00:02:25.460 texting our friends and family and some businesses, although about half of us try 37 00:02:25.500 --> 00:02:30.849 to text a business and are unable to do so there's no reply, and 38 00:02:30.050 --> 00:02:35.009 so for the consumer world, obviously texting is prevalent. For the business world 39 00:02:35.090 --> 00:02:40.849 it's somewhat of a new concept to be able to incorporate text marketing into dedicated 40 00:02:40.889 --> 00:02:47.439 campaigns or integrating them into some campaign in order to really mobilize and action, 41 00:02:47.879 --> 00:02:52.400 and so we're sitting that in a lot of the activities that our customers are 42 00:02:52.439 --> 00:02:57.520 doing across a variety different verticals. The great thing about texting is it isn't 43 00:02:57.560 --> 00:03:01.590 specific to any type of use case or vertical. We see retail, schools, 44 00:03:01.830 --> 00:03:08.789 government, education, real estate, churches doing everything from promotions, notifications 45 00:03:09.150 --> 00:03:15.740 alerts. We see many of our customers text enabling their landline so that consumers 46 00:03:15.939 --> 00:03:21.379 when they text in, they can provide support and or use that of landline 47 00:03:21.419 --> 00:03:24.300 phone number. It's frictionally been obviously for phone calls as a lead source to 48 00:03:24.379 --> 00:03:29.409 them. So some of the things that we're seeing our customers do with regard 49 00:03:29.449 --> 00:03:31.729 to how to incorporate texting, because it is somewhat of a new concept, 50 00:03:31.810 --> 00:03:35.330 is to ensure that, you know, you only have so many characters in 51 00:03:35.449 --> 00:03:38.729 a text message, so you want to be super clear, succinct with what 52 00:03:38.849 --> 00:03:42.960 you're trying to get across and also make it very actionable. So a lot 53 00:03:43.000 --> 00:03:46.280 of our consumer a lot of our businesses want to make sure that consumers aren't 54 00:03:46.280 --> 00:03:52.680 inundated with unnecessary text messages. Yeah, that's succinct thing. I imagine. 55 00:03:52.960 --> 00:03:55.509 It cannot be overstated. As you guys are consulting with your customers, it's 56 00:03:55.509 --> 00:03:59.229 almost like you got to get them in this frame of mind of you know, 57 00:03:59.349 --> 00:04:02.030 would you text this to a friend? Not necessarily in the content because 58 00:04:02.030 --> 00:04:05.229 it's going to be a different direction, but how can you keep this as 59 00:04:05.430 --> 00:04:10.180 the sinct as something that you would type out with your thumbs and some of 60 00:04:10.219 --> 00:04:14.860 the advice that you're giving folks there right. Absolutely, and I guess that 61 00:04:15.659 --> 00:04:17.740 the pro and the coin of, you know, text messaging is that you 62 00:04:17.860 --> 00:04:23.019 know, yes, it's an amazing platform that has extremely high engage rates. 63 00:04:23.100 --> 00:04:27.889 We're talking like ninety eight percent engagement rates right right in any other channel with 64 00:04:28.009 --> 00:04:30.490 a marketing you just don't get that kind of response. But you've got to 65 00:04:30.529 --> 00:04:35.449 be very careful. You cannot overuse the channel. Remember that people are opting 66 00:04:35.490 --> 00:04:40.399 in to hear you, they're opting into your promotions, they're opting into your 67 00:04:40.439 --> 00:04:46.480 alerts and notifications, and so, therefore it's quite the relationship that you built 68 00:04:46.720 --> 00:04:50.560 with someone's direct personal device and you've got to be careful because now it's an 69 00:04:50.600 --> 00:04:56.269 extremely trusted relationship, and so you can't overdo it. They've asked for information. 70 00:04:56.829 --> 00:05:00.470 Thesa saying to be actionable. Don't give people f left they don't need 71 00:05:00.509 --> 00:05:03.189 or want. I love that. So talking about being careful with this channel 72 00:05:03.430 --> 00:05:08.420 in it not wanting to violate that trust that you've been given in a very 73 00:05:08.540 --> 00:05:12.579 what I would call intimate medium of texting, right, because usually it's you're 74 00:05:12.660 --> 00:05:15.699 texting your mom, your spouse, your friends, maybe your kids, depending 75 00:05:15.699 --> 00:05:19.100 on you know what age they are. One of the areas you do want 76 00:05:19.139 --> 00:05:23.529 to keep in mind is is compliance here. Tell us a little bit about 77 00:05:23.529 --> 00:05:26.370 some of the things maybe be to be marketers who are listening to this have 78 00:05:26.569 --> 00:05:30.769 not explored texting for their brand and they don't even know necessarily where to start 79 00:05:30.970 --> 00:05:34.009 thinking about compliance here, as we've all been, you know, looking at 80 00:05:34.050 --> 00:05:40.160 compliance readily when it comes to email over the last year plus. Yeah, 81 00:05:40.319 --> 00:05:45.759 IT'S A it's a super important concept within the text marketing arena and and that 82 00:05:45.959 --> 00:05:48.319 is it. You know, if you deploy text marketing campaign, you don't 83 00:05:48.360 --> 00:05:55.110 all of a sudden get to start texting all of the contacts within your email 84 00:05:55.110 --> 00:05:59.149 database. As an example, uple this is an opt in service. We've 85 00:05:59.189 --> 00:06:02.509 got to be a hundred percent compliant. We're connected with all of the major 86 00:06:02.589 --> 00:06:06.100 carriers in the US and Canada to ensure that, you know, we're a 87 00:06:06.139 --> 00:06:12.060 hundred percent spam free. And as a marketer, you have to create that 88 00:06:12.180 --> 00:06:15.620 opt in list and and there's a variety of ways to do it, of 89 00:06:15.660 --> 00:06:18.889 course, and we support all those ways, but but we are pretty diligent 90 00:06:18.930 --> 00:06:26.329 about ensuring that as a business, you're texting individuals because of that relationship is 91 00:06:26.490 --> 00:06:31.329 so important and so trusted that that the OPT in list you're creating is valid, 92 00:06:31.490 --> 00:06:36.319 and so we oftentimes want to ensure that any list are uploaded to our 93 00:06:36.519 --> 00:06:42.000 to our system, are one hundred percent compliant before that first initial message goes 94 00:06:42.040 --> 00:06:46.040 out to those consumers. Yeah, I can applaud that that effort in that 95 00:06:46.160 --> 00:06:49.470 stands from you guys enough. You mentioned their matt a variety of different ways 96 00:06:49.509 --> 00:06:54.110 to create your optend list to create the opportunity for that opt in. I 97 00:06:54.189 --> 00:06:56.709 imagine you know I'm working with a lot of brands that you guys. Do 98 00:06:56.870 --> 00:07:00.790 you see them using a lot of strategies for that opt in? Can you 99 00:07:00.870 --> 00:07:04.420 give us some some clues as to some of the Best Strategies for creating a 100 00:07:04.620 --> 00:07:09.980 compliant opt in list, but creating one that is a fairly frictionless process for 101 00:07:10.060 --> 00:07:13.980 the folks that that would want to opt in? Any any advice, therefore, 102 00:07:14.060 --> 00:07:18.290 folks, in making that a compliant but a friction free process to ensure 103 00:07:18.370 --> 00:07:23.370 you start off with as many people as you can as you go for this 104 00:07:23.490 --> 00:07:28.449 channel and people that actually do want to hear from you. Sure one of 105 00:07:28.490 --> 00:07:32.800 the things are businesses are really using as keywords and the ability to have specific 106 00:07:33.120 --> 00:07:41.480 programs or campaigns or promotions tied to a text marketing keyword and therefore providing a 107 00:07:41.600 --> 00:07:46.230 service and a value add to those that do text the business. And so 108 00:07:46.470 --> 00:07:51.149 they are able to set up specific keywords and users can text into those keywords 109 00:07:51.629 --> 00:08:00.339 and get a special deal, notification communication type, from specifically using that keyword 110 00:08:00.500 --> 00:08:01.980 to a business. It's a great way to build an opt in list. 111 00:08:03.620 --> 00:08:07.100 A lot of our businesses as well are very familiar with it. Call us, 112 00:08:07.540 --> 00:08:11.540 right, there's call us and they have the phone number across billboards, 113 00:08:11.699 --> 00:08:16.810 trucks, website, all of their channels, and what they're now doing is 114 00:08:16.970 --> 00:08:22.769 just changing the call us to call us or text us and with our text 115 00:08:22.810 --> 00:08:28.560 to landline service that we provide that phone number and now becomes a phone capable 116 00:08:28.600 --> 00:08:31.480 obviously, as well as text capable, and so it's a way to build 117 00:08:31.559 --> 00:08:37.039 in a great opt in list so that now you can communicate with your users 118 00:08:37.080 --> 00:08:41.549 across any mobile device. I love that. So, I mean I kind 119 00:08:41.549 --> 00:08:43.389 of pulled two pieces of advice from what you just said. They're at any 120 00:08:43.470 --> 00:08:46.830 place you know. And so let's say you're a BBSASS company, in that 121 00:08:46.990 --> 00:08:52.710 contact us section on your website where you have phone numbers, maybe just having 122 00:08:52.750 --> 00:08:54.899 a call to action there like a beat see brand would have on their are 123 00:08:56.019 --> 00:08:58.460 billboard, change that and have some sort of call out that says text us. 124 00:08:58.700 --> 00:09:01.620 And then number two, what I heard you saying is give them some 125 00:09:01.860 --> 00:09:07.139 sort of additional reason, some sort of exclusive benefit to engaging with you on 126 00:09:07.340 --> 00:09:09.370 text that they wouldn't get otherwise. So make it, make it easy, 127 00:09:09.409 --> 00:09:13.730 show them that, hey, we're making it easy for you to text us, 128 00:09:13.730 --> 00:09:16.250 but there's also some additional benefits, some sort of value at I like 129 00:09:16.490 --> 00:09:20.370 both of those two pieces of advice. Map, as you and I were 130 00:09:20.409 --> 00:09:24.320 talking a little bit offline at you mentioned be tob brands that are using texting 131 00:09:24.919 --> 00:09:28.679 successfully. They're doing two things. They're doing text only campaigns. They're building 132 00:09:28.720 --> 00:09:33.080 those and engaging folks in a text only campaign, it's exclusively through this channel, 133 00:09:33.279 --> 00:09:37.710 and then others, or the same same brands at different times are incorporating 134 00:09:37.750 --> 00:09:41.950 texting as part of a multi channel campaign. Can you give us some context 135 00:09:43.110 --> 00:09:46.950 on to where you guys are recommending? Hey, here's maybe where you should 136 00:09:46.950 --> 00:09:50.190 think about a text only campaign and we can talk about maybe some Dowson doontes 137 00:09:50.269 --> 00:09:54.659 there. And then here's why you would want to think about a multichannel campaign. 138 00:09:54.700 --> 00:09:58.059 Let's talk about text only. Give us some examples of when and how 139 00:09:58.100 --> 00:10:01.740 you'd want to do this and choose to go that route with engaging your prospects 140 00:10:01.779 --> 00:10:07.850 and customers on this texting channel. Yeah, sure, so a pretty simple 141 00:10:07.850 --> 00:10:13.210 example for text only campaigns. A lot of special deals or offers or promotions 142 00:10:15.169 --> 00:10:18.889 to goods and services you can only get them through signing up to an opt 143 00:10:18.970 --> 00:10:22.559 in text marketing list from that business. That's very common that we see, 144 00:10:24.120 --> 00:10:26.519 whereas, Hey, if you center for our text offer, you'll get fifteen 145 00:10:26.559 --> 00:10:30.559 percent off of anything else. You get two for one. We see that 146 00:10:30.759 --> 00:10:35.440 quite often in order for those businesses to actually build up the OPT in list 147 00:10:35.750 --> 00:10:41.350 and provide text only communication to those consumers that that want to have a relationship 148 00:10:41.389 --> 00:10:43.669 with that business. So we see that quite often. On the other side, 149 00:10:43.710 --> 00:10:48.710 as a marketer, we've got what twenty thirty channels at our disposal and 150 00:10:50.019 --> 00:10:54.460 many of them work for their purpose. We're you know, we're not advocating 151 00:10:54.620 --> 00:10:58.620 remove other channels in many cases. What we're saying is leverage texting as part 152 00:10:58.659 --> 00:11:03.330 of an overall marketing strategy. So when you're doing things like email campaigns or 153 00:11:03.409 --> 00:11:11.169 social campaigns or direct mail, as an example, you can create keywords and 154 00:11:11.730 --> 00:11:15.809 use those keywords and leverage them across other channels. We have many of our 155 00:11:16.289 --> 00:11:20.919 businesses doing print as an example, and putting text us, you know, 156 00:11:22.559 --> 00:11:28.200 blank to eighty five on the actual box or printed material and to build potentially 157 00:11:28.200 --> 00:11:33.629 a loyalty program as an example, through text. But they're using other channels 158 00:11:33.669 --> 00:11:39.350 as the kind of primary channel in order to interact with that consumer. I 159 00:11:39.470 --> 00:11:43.190 love those examples. Man a kind of echoes something we've been thinking about here 160 00:11:43.190 --> 00:11:45.950 at sweet fish. You know, one of the things that kind of is 161 00:11:46.029 --> 00:11:48.500 always a little bit frustrating for us is that, you know, podcasting can 162 00:11:48.620 --> 00:11:52.059 be a very intimate medium. People spend a lot of time listen, listening 163 00:11:52.659 --> 00:11:58.419 to the host of your show, but it's not easy all oftentimes for it 164 00:11:58.500 --> 00:12:01.610 to be super interactive to send back a question or thought, and so I'll 165 00:12:01.809 --> 00:12:05.129 you know, a lot of our customers will set up an email address, 166 00:12:05.289 --> 00:12:07.970 you know, podcast at, you know, whatever their domain is, and 167 00:12:07.049 --> 00:12:11.850 engage with us that way, you know, offer up potential guests. It's 168 00:12:11.889 --> 00:12:15.799 something we've been thinking about. How could we maybe incorporate texting with, you 169 00:12:15.919 --> 00:12:18.559 know, asking a question or asking for feedback, those sorts of things. 170 00:12:18.600 --> 00:12:22.200 So I see it even in just, you know, another digital channel like 171 00:12:22.279 --> 00:12:24.919 podcasting. I know it's fairly Meta to bring it up right now in the 172 00:12:24.919 --> 00:12:28.879 middle of a podcast, but it's something we're thinking about as well. What 173 00:12:30.029 --> 00:12:33.149 other advice for beb marketers do you have here in thinking about you know, 174 00:12:33.389 --> 00:12:37.110 here's maybe why we should go text only with a campaign, or maybe how 175 00:12:37.230 --> 00:12:41.230 we should do a multi channel campaign and tying those two together. I think 176 00:12:41.230 --> 00:12:45.299 the print example was a really good one. For what it's worth, I'm 177 00:12:45.340 --> 00:12:50.259 offering up connecting podcasting and texting there too. Any other cool examples you've seen 178 00:12:50.299 --> 00:12:52.700 from your customer based lately? Matt? Yeah, and I know we didn't 179 00:12:52.700 --> 00:12:56.860 talk about this before. So in fact, some of our businesses that actually 180 00:12:58.059 --> 00:13:03.210 do radio campaigns or podcast campaigns laverage our platform as but as the main call 181 00:13:03.289 --> 00:13:07.210 to action. So they basically say, you know, they have a radio 182 00:13:07.250 --> 00:13:13.399 PODCT or podcast and they say text x to this number to get either material, 183 00:13:13.159 --> 00:13:18.240 more information about our podcast, more information about the speaker, and so 184 00:13:18.279 --> 00:13:22.039 it's actually pretty common to to leverage text marketing as a call to action for 185 00:13:22.360 --> 00:13:28.710 radio. For what it's worth, there's some also some other interesting use cases 186 00:13:28.909 --> 00:13:33.549 around this we see a lot of real estate using text marketing. Obviously there's 187 00:13:33.549 --> 00:13:39.029 a lot of signage in real estate and now that many of the listings, 188 00:13:39.110 --> 00:13:41.539 the MLS, is online, people can go there and they want to be 189 00:13:41.580 --> 00:13:48.379 able to text or call real estate agents and businesses, and so we see 190 00:13:48.419 --> 00:13:52.860 a lot of use around signage. You know, when houses for sale, 191 00:13:54.539 --> 00:14:00.009 they want to be able to text a number and get access to that real 192 00:14:00.049 --> 00:14:03.889 estate agent or business and real estate business wherever they are, whenever they are. 193 00:14:03.929 --> 00:14:07.210 So we see a lot of that. The the other piece around this 194 00:14:07.330 --> 00:14:13.120 is that texting is not going away. It's a extremely powerful medium. You 195 00:14:13.159 --> 00:14:20.320 have a direct connection with a consumer. That's it's very powerful in that everybody 196 00:14:20.320 --> 00:14:26.350 checks their phone hundreds of times per day and in general there are zero text 197 00:14:26.429 --> 00:14:33.669 messages unread before people go to sleep, and so with that kind of communication 198 00:14:35.110 --> 00:14:39.700 and and power that you have, it's something that we as marketers cannot ignore. 199 00:14:39.980 --> 00:14:46.139 We have to leverage text marketing in a way that is useful to our 200 00:14:46.179 --> 00:14:52.700 consumers, compliant, but also drives value to add to them and, frankly, 201 00:14:52.740 --> 00:14:54.649 to your business as well. I love that, Matt, as a 202 00:14:54.730 --> 00:14:58.090 great way to round out the conversation. Some of the advice that I picked 203 00:14:58.090 --> 00:15:01.009 up from you today. I want to just recap for listeners a little bit. 204 00:15:01.009 --> 00:15:05.210 If you are trying to drive people to texting one make sure you're going 205 00:15:05.330 --> 00:15:09.720 through the proper compliant procedures to create that opt in list. Make It easy 206 00:15:09.759 --> 00:15:13.759 for folks any place you have a call to action to to call or to 207 00:15:13.919 --> 00:15:18.879 email. Now test that out and maybe you know, test the conversion rates. 208 00:15:18.919 --> 00:15:22.070 How much were we getting through when it was a click through to this 209 00:15:22.149 --> 00:15:26.750 landing page or to an email us button, versus versus text and other digital 210 00:15:26.830 --> 00:15:31.350 channels or or offline channels, podcasting or direct mail? Maybe try texting as 211 00:15:31.549 --> 00:15:35.899 as a call to action there and see where your response rates go. And 212 00:15:35.259 --> 00:15:41.100 obviously you know rounding and out with Hey, the open rate on on texting 213 00:15:41.860 --> 00:15:46.580 is just ridiculous when you compare it to email and and other engagement rates on 214 00:15:46.659 --> 00:15:50.210 other channels. So definitely something we want to be thinking about. Matt. 215 00:15:50.250 --> 00:15:54.570 Appreciate what you guys are doing in supporting folks right now who are in dire 216 00:15:54.649 --> 00:15:58.769 need of pushing out communications and alerts and those sorts of things, you know 217 00:15:58.929 --> 00:16:02.769 outside of the BB space. So just appreciate that, Matt. If there's 218 00:16:02.769 --> 00:16:06.399 anything that folks listening to this would like to go further on ask you a 219 00:16:06.480 --> 00:16:10.480 follow up question, learn more about you and your team at easy texting, 220 00:16:10.559 --> 00:16:12.759 or just stay connected with you to follow along with some of your content? 221 00:16:12.919 --> 00:16:17.200 What's the best way for them to take those next steps? Yeah, first 222 00:16:17.240 --> 00:16:19.629 off, thanks very much for having me. Certainly anyone can visit a website. 223 00:16:19.870 --> 00:16:26.269 It's the letter e the letter Z textingcom, so easy textingcom. You'll 224 00:16:26.309 --> 00:16:30.870 find my profile linkedin information out there as well, and my email address is 225 00:16:30.870 --> 00:16:33.179 mad at easy texting. Feel free to se an email if you'd like to 226 00:16:33.299 --> 00:16:37.419 connect. We provide free trial for all users, so certainly you can test 227 00:16:37.460 --> 00:16:41.100 to see if it's going to be appropriate for your business or not at any 228 00:16:41.139 --> 00:16:44.860 time for free. Absolutely, Matt, thank you so much for being a 229 00:16:44.980 --> 00:16:48.809 phenomenal guest on the show. I hope listeners took some value from this. 230 00:16:48.889 --> 00:16:51.409 I know I did, as I was taking notes on some of these ideas 231 00:16:51.409 --> 00:16:55.330 about incorporating texting. Really appreciate you being a great guest today. Thanks so 232 00:16:55.370 --> 00:17:02.559 much for having a really appreciate it. Hey, everybody, logan with sweet 233 00:17:02.559 --> 00:17:06.240 fish here. If you're a regular listener of BB growth, you know that 234 00:17:06.319 --> 00:17:08.319 I'm one of the cohost of the show, but you may not know that 235 00:17:08.440 --> 00:17:11.799 I also head up the sales team here, is sweetfish. So for those 236 00:17:11.839 --> 00:17:15.069 of you in sales or sales offs, I wanted to take a second to 237 00:17:15.190 --> 00:17:19.829 share something that's made us insanely more efficient lately. Our team has been using 238 00:17:19.950 --> 00:17:23.750 lead Iq for the past few months and what used to take us four hours 239 00:17:23.789 --> 00:17:30.019 gathering contact data now takes us only one, or seventy five percent more efficient. 240 00:17:30.259 --> 00:17:34.099 We're able to move faster without bound prospecting and organizing our campaigns is so 241 00:17:34.299 --> 00:17:38.660 much easier than before. I'd highly suggest you guys check out lead Iq as 242 00:17:38.700 --> 00:17:44.329 well. You can check them out at lead iqcom. That's Elle, a 243 00:17:44.490 --> 00:17:45.529 d iqcom.