Powerful SEO Strategies for Manufacturers Jam Session

Holly McCully Jobe  00:54

Hello, can you hear me? Microphone fell? Okay, I was gonna say you did sound a little faint compared to usual but

Curt Anderson  01:06

I dropped the mic before we even started. I was at my job.

01:11

It’s setting the tone,

Curt Anderson  01:12

setting the tone, my friend. How are you? So how are you? Good. We’ve got a pretty good turnout. So people are I’m excited. Yeah, people are piling in. And I’m notorious. I need you to ask me to come. Let’s see, we’re recording right now. I’m just gonna leave the recording it because I if I stop it, I’m notorious for forgetting to turn it back on. So okay, cool beans. Why don’t I, um, I was hoping I would be here, we could just go ahead and just start letting people in. Okay,

01:43

sounds great.

Curt Anderson  01:44

I threw together.

Holly McCully Jobe  01:47

Let me just show you this real quick. Cool. Yeah, that can run by us super quickly. What, uh, what I’ve got, I don’t have like a slide deck prepped, but I have some like visual aids kind of for if certain things come up, I can lean on some of those, like sharing my screen for some things.

Curt Anderson  02:02

I just threw. Um, I knew that I’m horrible with branding, but I just I wanted to give a shout out to our sponsors before we start. And then and then what I did. I just took our eight points. Yep. And then I just did just kind of like just for a little guide, and then it helps me with helps manage time. Yeah, and then what we could do, like anytime you want me to stop sharing, I’ll stop sharing them, we could jump to whatever you have.

Holly McCully Jobe  02:25

Cool. I’ve got um, like I said, nothing really prepped. I have like some examples, some visual cues, things like that in case like we’re explaining something it’d be helpful to have something to look at. So we should be good.

Curt Anderson  02:37

Okay. And for letting people in. If I’m, if I was running behind, then it’s just that I’m you’re gonna take you’re gonna take the show. How’s that?

Holly McCully Jobe  02:49

Hey, that’s where I’m most comfortable.

Curt Anderson  02:51

Perfect. That’s where you roll. Okay. When started when people in here we go. And then any then any takeaways would I have I offer everybody a free website audit at the end. And then what we could do is then if you know for converting anything, then we can be like, Hey, let’s partner up with P ad. And then we’ll go from there. Okay, I’m gonna like I love that. Josh is here. Another challenge for Nando’s here. Donnie ate Danny’s here today. You got it never been I ever lived guys, how are you happy Thursday, and we’re gonna get things rolling here in a second. And so man, Hey, do me a favor. Everybody drop your drop your LinkedIn profile in the chat box if you would. Let’s let’s get everybody connected here. And Holly, how are you today? Good. How are you? Oh, man, if I was any better, I’d be you might have to call 911 That’d be really good. So it’s, it’s looking good. Let’s see. Hang on one second. Okay, Holly wants you for as let’s go ahead, get started. We’re at one after I want to be mindful of everybody’s time once you go ahead and do a little introduction to yourself if you would, please. That’d be awesome.

Holly McCully Jobe  04:45

Okay, yeah. I’m Holly McCully Jobe. I am CEO at protocol 80. So I focus on helping our clients and our team optimize all of our processes to make sure everyone is as happy as possible and were as effective as possible for our clients with our market. I started at Pt six years ago as a content marketing writing intern. So I have a lot of experience with producing SEO friendly content specifically for manufacturers that is about 90% of our business. We work with manufacturers, and I’ve known Curt for a couple of years. We’ve done a lot of really fun sessions together, and I’m super excited to talk about SEO with everyone. Fantastic

Curt Anderson  05:22

guy. So again, my name is Curt Anderson, I’m my company’s called b2b tail little play on words, instead of retail, we call it b2b tail. And so we love to help folks get into eCommerce, Holly, I’m going to be letting people in. And I know I was going to be joining us here in one second. And so let’s go ahead, let’s get the program started. So we’re here to talk about powerful SEO strategies for manufacturers. You know, a lot of our manufacturers are trying to play a little bit of catch up and trying to get into the scene on this whole digital marketing thing. It can be daunting, it can be a little overwhelming. So let’s dive in. We’ve got eight bullet points we’re going to tackle today, we’ve got some fun examples. Guys, what I’d love for you to do is you’re popping in, I’m letting people in, I encourage you, I invite you drop a note in the chat box. So a couple of things. Let’s all connect. If we were on person, we’d be high fiving. We’d be handing out business cards. Since we’re not there. Let’s let’s connect on LinkedIn. Check your LinkedIn profile in the chat box, drop your website in the chat box. Let us know where you’re coming from. And let’s do this. Any questions that you have, please let’s we want to make this as interactive as possible. That’s move the needle for you guys. So drop a drop any questions that you have? Holly, I’ll be watching the chatbox. Keep an eye on that for you. And so as you have questions, guys, just pop them up and we’ll address them as you come along. So Holly, let’s go. I’m going to I’m going to share my screen and can you see my screen? Yes. All right. Perfect. Hey, let’s give a little shout out to our friends and family at the MEP network. Guys. If you’re a manufacturer, we certainly encourage you We invite you We welcome you to get to know your local MEP. That’s a manufacturing extension partnership. I think so my buddy Joe Roy is here he is with the Nebraska University of Nebraska manufacturing extension partnership we have the Alaska MEP is one of our sponsors, and w IRC which is in Pennsylvania and then Insight Consulting. If you’re coming to us I see my friend Lisa is here today. Happy Thursday. Lisa, she’s from she is a manufacturer in Indiana. She comes to us from the Purdue MEP. We’ve got Fernando here today from the Florida MEP Florida make. So again, guys, let us know who you are dropping out in the chat. And let’s get started. So Holly, let’s get into website structure if we could please. What Yeah, what on earth is website structure have to do with SEO?

Holly McCully Jobe  07:43

Well, it’s really important. So there’s two main things with SEO, at least how I like to think about it in terms of pleasing your user and pleasing Google and your search engines. And those are kind of one in the same. So website structure is all about making sure that things are easy to find easy for Google to read, making sure different SEO elements are in the right places like page titles, meta tags, headings and things like that. And making sure that you don’t have a bunch of things that essentially clunk up your website and make it difficult for both the user and for Google. So this could be things that are not redirecting properly. This could be dead or broken links, things like that. If so website structure is all about making sure that it’s clean and navigable easily by anyone who might be trying to access it at a super high level.

Curt Anderson  08:30

Well, all right. Hey, and I see a dear friend of ours popped in here and I want to give a couple of shout outs I see Becca’s here today Alex, my buddy New Jersey’s here today, Ira Bowman coming from Southern California Ira Happy Thursday, happy Friday Eve to everybody just for make that official IRA. How are you today?

Ira Bowman  08:47

Dude? Good man. I was a little stressed. I’m like, where’s the link to get here?

Curt Anderson  08:53

We’re all good. So hey, Dulo intro Ira who is Ira Bowman, let us let us know what’s going on your world?

Ira Bowman  08:59

Sure. So I run Bowman digital media, I have a sales background. So I got my my degree in marketing. And then I spent 20 plus years in business to business sales. And through that I worked for a lot of companies that were working with medium sized and enterprise sized companies. But the companies I worked for personally were smaller. So they didn’t have marketing departments. So I had to learn how to do a lot of this for myself over the years. And I launched a philanthropy back in 2018. And I needed to learn how to get that website because I was a one man band with it. How do I get that seen on Google? And so I focused on my learn my learning on social media, and then SEO to get my rankings up on Google. The whole point was not about vanity metrics. You’ll hear a lot about numbers of views and likes and shares and those kinds of things are ranking number one on Google for whatever, you know, will get you to the top of Google in 30 days or less for $199, whatever the the outrageous claim might be. But the point is not for vanity metrics, your your focus needs to be on getting the attention of your, I’m going to use an acronym here, and I suggest you write it down, it’s very important is called ICP. So i Si P stands for ideal client profile, you want to gain their attention, wherever they are, that could be in their email box. It could be in social media, it could be a newsletter, it could be a press release, it could be on Google, wherever they are, you want to find them. You want to draw them in. And I learned that the best and fastest way to do that is to talk about the things that they are most interested in. In other words, what do they want to accomplish if you can talk about the things that they want to accomplish, and increase your visibility for that, you’re much more likely not only to draw them to your website, you but you’ll hook them and you’ll get an opportunity to talk to them and then hopefully your sales team can take over from there. That’s my experience. Running Bowman digital media for the last three and a half years. We help clients with that very thing. You know, whether it be social media email campaigns are their challenges with Google trying to get their SEO which stands for search engine optimization, improving their search engine optimization, which will we’re going to talk about today in spades for sure.

Curt Anderson  11:27

Well, I love it. I read thank you for joining us. And again, guys drop for those of you join us. I see Deborah Chris, Joshua Madison, as I see some people are jumping nodes. We’ve got Josh and Donnie here from protocol 80, which is Holly’s firm, SEO experts. They help manufacturers do industrial marketing. And so do me a favor, drop a note in the chat box. Let us connect on LinkedIn. I bet you’ve got a few connections on LinkedIn one or two how many connections you up to now?

Ira Bowman  11:54

It’s 185,000. And something I don’t want to look at it every day I used to I used to live and die by that number. But

Curt Anderson  12:01

I I encouraged and I invite everybody connect with Holly on LinkedIn connect with Ira follow IRA. Boy if you’re trying to blow up or not even blow up if you’re just trying to increase improve your LinkedIn profile, get more quality connections. Do yourself a favor connect with Ira he does an amazing job. So Holly, let’s come back to you. So we’re talking about website structure. Let’s take another few folks have joined AIC jantjies here from tak Janney Happy Thursday to you my friend. Let’s go here. Holly, let’s dig a little bit deeper into that website structure. So for our friends family out there, what are some steps? What are some like easy code? What are some of those common culprits that folks should be looking at on a regular basis to improve and correct?

Holly McCully Jobe  12:41

Absolutely. So if we’re talking about structure or architecture, super high level, that’s essentially just the wireframe or the layout of your site, I have a graphic her if I could share my screen that SEMrush does a really nice job kind of showing what we’re talking about here. So I started by touching a bit on the nuances of what goes on these actual pages, are you guys able to see my screen? Alright, looking good, my friend. Cool. So this is an example a super basic example of what a website structure might look like that is SEO friendly. So you’ve got your homepage, and then you’ve got your sub pages, those might also be what’s in your main navigation. And then from under that you’ve got your subcategory, and from their subcategory. So for manufacturers, this might look like your homepage, your services page, your industry page and an RFQ page on a super basic level. And then from there, you would make the break that down into your individual service services. And then maybe from there, you would break it down into your materials, or something even more specific than that. And like I had started saying, there’s things in Google that you utilize from an SEO perspective to help search engines help users find these pages. So that there’s a lot of examples of that there’s things like meta descriptions, title tags, alt text, and things like that are the small elements of SEO that you then put on these pages from your larger structure to ensure that you can be found so that is like very high level, I can dive deeper into those things like meta tags and things if that’s helpful. I’m sure Ira has some stuff to touch on there too. But Kurt, did that answer the general question of what we mean when we refer to website structure and architecture?

Curt Anderson  14:23

Absolutely. I love it. And again, guys feel free drop your questions. You know, as they come along. We’ll we’ll tackle them as you as you bring them in. I wrote my friend, let’s talk about website’s structure from your perspective are you you’re on mute. I wrote

Ira Bowman  14:45

this wonderful. What I said was, I agree with everything he just said. There are some things that we’ll talk about in the next section I believe, and we’re going to talk about on page content to focus on but your sites your site structure. really is a lot about the keywords that you’re using. So you’re formulating your titles, your H tags is what we call it in the world. So it’s HTML code that says, hey, Google, these are not things that you see. Okay? The site structure is all in the background. Think of it as foundational. When you’re setting up your website or whoever is setting up your website, they need to understand what it is that you’re really going to communicate on your website. And this is where your ideal client profile is so critical, because you want to use the nomenclature, and or the vocabulary in the way that they would use it. So here’s a quick example. Many of you are subject matter experts, I happen to be one on SEO. So if I use very technical terms, it may all be correct. In fact, it might be more accurate than if I use some common terms. The problem can be though, that the average user outside of your industry, or who is not an SME, for example, might not know those words, there might not be searching for those words on Google. And I keep saying Google and not Bing or any of the other DuckDuckGo because the volumes with which will searches happen are so minuscule. Compared to Google, Google is the biggest monopoly on Earth. There is no company that monopolizes their industry. As much as Google monopolizes the search industry. It’s over 95% of all searches happen through Google. So you want to set up your structure as Google friendly as possible, and the others will basically match. But here’s the key part. This is what people miss, and it’s an easy to correct thing. You want to go back and study those keywords form your ideal client profile prospects, and change the vocabulary if it’s overcomplicated. For example, I use the word visibility a lot or search results a lot as opposed to SEO as opposed to SERP some of these acronyms that Holly and I would use if we were talking to each other because we know what it means. But many of you in the audience may not be familiar. In fact, if I asked you by Just survey, how many of you know the word or the expression SERP it’s actually an acronym. It’s probably the most important acronym inside of all, all of SEO, because it stands for search engine results page. And it’s critical because you want to be on that first page of Google. But to get there, you have to use terminology in your site structure. So your meta tags, your your, you need to have a schema, you need to have a robot’s report, you need to make sure that it’s set up with Yoast ease of eligibility rules. There’s all kinds of technical parts to this. But the simplest thing that you can take away from today is make sure that the titles and the H tags, so your h1, your h2, your H threes, they are including the vocabulary and the key words that people are actually over on Google searching. So if you’re at Google, and inside that box, we call that the query right there. You search something, what is it that they’re searching, to find people who do what you do, that’s the terminology that you want to use. Now, when we get to on page content structure, how you set up the content itself, which I have a graphic that I want to show for that. You want to keep in mind that people don’t care so much of what you do. They care how much you can help them get what they want. Right? So we’ll get into that. But a measure dropped

Curt Anderson  18:43

them migrate their IRA, think about that, guys, let that soak in you let’s do a couple of quick recap that ICP ideal client profile. Man, any of you guys have gone through our training, we call those ICPs. Those avatars we call them who? Your soul mates, right? Those ideal customers. And Ira talked about like they’re talking about the h2 tags are talking about meta description, just kind of layman’s terms. It’s like right here like, Hey, what’s this title? What do you want your ideal client to see when they do a Google search? Or this description? How are we let’s come back to you, my friend will go back in presentation mode. Let’s talk about on page content. What on earth does on page content mean, please?

Holly McCully Jobe  19:23

It’s essentially the content that is on your websites that users are able to see. So not necessarily those tags that talk to Google in all of those wonderful things that we just chatted about. It’s what your user is able to interact with. And content here is super duper broad. So this can mean anything from video, to images to charts to something you can download to text itself. And the fundamentals to follow in kind of hacking. What Google cares about is well, SEOs have nicknamed eat with two E’s. So that’s experience expertise, authoritativeness and trustworthiness. So when you’re structuring your website. And when you’re writing your content, that’s what you want to focus on primarily is establishing all of those things really early. Because that’s what Google is using to score US based on their latest algorithm updates. A big one launched in August, another one came out in early November. So when it comes to on page content is set up perfectly with determining who your ICPs are, we also call them buyers personas, or ideal buyer profiles, that kind of just depends. So if you’ve heard those terms floating around, they’re all one in the same. And so something that we do when we onboard clients is we make sure that we’re really understanding what the things are that we can solve for our clients, customers. And then where competitors are doing well, and talking about these things where they aren’t doing well, so that we can then close that gap and ensure that our clients are coming up for those key terms. The other element there is Kurt, I know the last time we spoke with Weber nap you had asked me what would be your advice for getting started with content production. For someone who is maybe a solo marketer and a manufacturing company stretch super thin. What I would say is talk to your buyers, first and foremost, you don’t need any fancy tools, anything like that to talk to your sales team and talk to your buyers figure out what types of things they would be looking to see from your website, the types of questions they want answered the types of things that are being asked in the sales process. And then that’s what your on page content should focus on. It’s kind of funny how keywords sort of find their way, like Iran was talking about people always, you know, refer to things, how they refer to them. So those are your keywords right there. If your sales team is fielding questions from your prospects that are talking about things a certain way, you then take that content, and you put it onto a website page. Regardless of all the tools in the fancy shmancy things people will find you so it’s worth getting started and starting there by punching up your on page content with things that those ICPs those personas are going to be super interested in. This is super hard Kurt to like, answer these questions without going into like, super in depth. But that a good start?

Curt Anderson  22:09

Absolutely. And And hey, for just for stocking stuffer, I think we’re gonna dive into it. And I want to turn it over to Ira but I think I throw a friend of ours on the panel here wrote a book recently. That would be wonderful stocking stuffers. So we’ll dive into that, Holly. So anyway, if you have a copy laying there, you might want to hold that up. I will let’s come over to you, my friend. Any Could you please take it to the next level here I’m

Ira Bowman  22:34

building, Holly said, first of all, understand that those of you watching you’re not in the SEO space, this is the this is the biggest opportunity for you to create, hey, yourself. So this is this is the place where you can focus your efforts specifically, and help your website. It’s with your content marketing. I want to I want to talk about a few things. So first of all, with the video, you have to understand some statistics here. Video is extremely important. You should have a video at least one on every single page on your website. Why? Because I already said that 95% of people are on Google. And that’s how they they’re finding you. But when they get to the internet when they go online, whether they go to Google or not. 80% of people are IV sorry, it looks like a why? Hang on one second. Sorry about that. There we go. Go ahead, Daphne didn’t mean it. Alright, here we go. 80% of people will consume a video, you’re all consuming a video right now by watching the zoom. So if you want to play the odds and stack the odds in your favor. If you make a Google friendly, and you include video content, you’re increasing your odds of catching people’s attention. Now, here’s what’s interesting. Content marketing is extremely important to understand how things work, Google does not actually index. What I mean by that is they don’t take and dissect what’s inside the video and give you credit for that. So you need to make sure your videos also have transcribed and transcribed and you have a transcription of the videos in written format on the website to to get credit for the actual vocabulary that’s used inside of the video. But have a video make sure it’s current transcribed and then put that on your website. Now here’s a couple advanced level things for you. There is a term out there called link cannibalization. Link cannibalization sounds intimidating sounds crazy. But what it really means is Google will not put any more than two links to your website or anybody’s website in one search result. So you have to have a focus. If you go back to Holly’s screenshot of the website structure layout. You want to make sure that these pages have No more than two major focuses per page. So exempt. For example, let’s say you do five different things at Bowman digital media, we offer six services that I’m going to share my screen. If that’s okay, take it away my friend. Yeah, here we go. So I’m gonna share my screen, share the right one. What can you see? We see your website. Okay, see the website perfect. So I offer six services. On my homepage, I will talk about each of these a little bit. But on each of the interior pages, I focus on any one of these in depth. And the reason why is I’m encouraging Google to share my homepage. And that one, what we call pillar content. But it’s just a page that’s in depth about that one topic. So I’m telling Google, when they’re searching for SEO, I want them to either come to my homepage, or I want them to come to my SEO page. Okay. Now, above that, and here’s the five components, basic components of SEO, by the way. But the other part about this is your interactive media. Even though they don’t give you credit when they index it, Google specifically, right, and you need to appease Google, because you want to rank higher on Google. They do give you credit when people click on things. So you might notice stuff like this. We call this a toggle. When somebody clicks on that, I get credit, it validates that they’re still there. They’re consuming your content. So you want to have videos that they can play, you want to have interactive media, it could be audio files, it could be a slide deck, it could be a white page PDF, it could be a whole variety of things. But we call that interactive media, anything that you can click on that does something when you click on it, that’s considered interactive media. And that you get bonus points for that, because it validates, again, that the user is still there. Finally, the biggest thing that I want to tell you guys about on page content, you need to hook your visitors right away. Because, first of all, if your page loads slow, which is part of your website structure, you need to make sure it loads fast, you want to load it three seconds or less, ideally, two seconds or less, you want to load quickly. But the other thing you need to do is in the header section, and that is what you see, before you scroll, you want to make sure that I’m just gonna hit the refresh button because I got something here for you. So when they load the page, whatever page it is, you want to catch their attention as fast as possible. So I have on my homepage, when you go there, it rotates through some questions. These are FAQs, frequently asked questions that people are asking on Google, trying to figure out how to perform better or find what it is that they’re searching for. So you want to address it for me, the number one thing that I get people searching for, we need to increase our visibility, we need to increase sales. So I have that as an h2 tag, right up at the top. And then I have a video that visible right up at the top. And it’s specifically about looking to increase sales. I’m not talking about SEO here, I’m not talking about the history of my company, or how wonderful I am all these vein things, I’m getting right to the heart of the matter right out of the gate. And the reason why you need to do that is because there’s this thing called bounce. And if you’re on page content is not correct, especially up to top and the header sections on any given page, then people are likely to leave without consuming your content, you want to draw them in, you need to start with the things that they’re most interested in. And that’s giving them what they want, you can get into your history, I have a JPEG that I created, and I’m happy to share this. Hang on a second, it keeps switching to the next photo. Here we go. I created this layout, I’m happy to share this with anybody, but in that at the top, just going to go to it. At the top of it, this is a little bit different than what most people do a welcome video that talks about the thing that they’re most interested in. And then a list of things that you provide that you know they want. And then an FAQ up at the top 20% or higher of your website, address those frequently asked questions. This is the thing that you can do if you’re watching, because this is the thing that you know the best. But if you’re if you know they’re on Google searching for the things that you offer, and you don’t talk about it to the bottom of your homepage, or on an interior page even worse, what we call a landing page. You might have all the right answers and solutions for them and they might love you, but they’ll never get there because they’re looking for the answer right away. And so those are some of the suggestions that I have for you guys on content and and how you would Lay out your website, get to that part of it really fast. Include a video address the FAQs,

Curt Anderson  30:06

man, talk about a drop of migrate there, huh? So let’s, let’s, let’s, let’s soak that one in. Right, Holly let’s, let’s come back to presentation where on earth is it here we go

Holly McCully Jobe  30:18

really quickly. While we pull that up, I wanted to touch on something we’ve been finding super helpful in the multimedia space and with video. So something that you can do is if you have subject matter experts sitting down and recording either a podcast or a video that’s really lengthy, and has a lot of really great info in it. That can be great because a lot of people enjoy consuming videos or consuming audio, and then taking that transcript popping that into something like a chat GPT and asking it to produce a blog for you. And then pairing that blog with that video to make one piece of multi interactable content that way you’re hitting everybody based on their learning or exploring style. That is something super helpful. I will say I have a mega copy out about using AI and chat GBT if we want to get into that we can. But there’s definitely some guidelines to follow when doing that there’s a big asterisk there. But generally, that has been a good way to help lubricate the content production process.

Ira Bowman  31:16

Yeah, I would just say about using AI, it’s a great way to expedite the process to get it done faster. But make sure you’re reading it some SME is subject matter expert is actually proofing it to make sure it’s accurate, because this has your company name on it. It’s your reputation. So you want to make sure it’s accurate. But here’s the other thing, Holly, I suggest every blog article has a video in it. Now you can start with a blog, or you can start with the video we call this content curation, you can start with either form, but then once you have either one a blog or a long form video, you can split it up and use it social media posts, emails, newsletters, you know, extra information on your blogs, it’s it’s a must people the videos is what the human being wants the video, right, but the AI, the bots, we call them. The Google bots, right? They’re called spiders, they index they are looking for your written content. So you have to have both on your website to be successful. Right. And the other thing that we haven’t talked about that we really should it’s an elephant in the room. Again, I’m a math guy, because I’m in marketing, over 60% of people are now using mobile device to serve the web, right. So make sure that your website, first and foremost, lead with a mobile version. It used to be the mobile was in the afterthought. But now most people over six out of 10 are going to consume your website on a mobile device. So make sure that it views correctly on the mobile, I recommend you build a mobile version of your website first and then transition it over to the desktop version. That is only recently in 2023 If I switch to leading with the mobile version, but a lot of you have websites out there that were created in 2017 2020, whatever, and it was not built mobile friendly, or at least it didn’t lead mobile. It’ll certainly help you if you transition your style over.

Holly McCully Jobe  33:12

Holly, what do you have interesting, um, our experience and data shows the opposite for manufacturing clients specifically. And I only emphasize that to say like across our like 30 or so retainer manufacturing clients, we still see desktop being paramount. And the only reason I mentioned that is because there are definitely CMS is HubSpot, for example, certain templates and themes on WordPress, where you can and should optimize for both because a lot of times in that niche b2b Space someone like an engineer who is landing on your website to read a white paper or to read a really end up in depth article. They’re not necessarily doing that type of research on their phone. So agree with Ira, it’s super important to have it optimized for both but definitely don’t optimize for mobile at the expense of optimizing for desktop. And the other note is if you’re thinking there’s no way I could pair a video with every single one of my blog posts, like there’s not enough time in the day, I’m one marketer, we do not do a video with every single one of our blog posts. Most of our clients are publishing four to six new pieces of content a month and having a video for all of them would be like I said the goal. That would be awesome, but sometimes it’s not super feasible. So don’t let that discourage you. Certainly if you have a really great piece of written content. If you can mix it up with something visual like a chart like a PDF like a cool image that can be really great. But if you can’t include a video, don’t let that be prohibitive to starting. Starting with written content can be successful. And Ira also mentioned pillars and pillar pages are great for SEO. Can I steal the screen Kurt?

Curt Anderson  34:53

You sure show

Holly McCully Jobe  34:53

an example pillar page. Cool. Cool beans. So I just really wanted to touch on a On a pillar page and what that can look like for manufacturers. So this is a client of ours Amphenol advanced sensors. And they work in obviously sensors, but something that they’re trying to target is the electric vehicle space. So when we talk about those ICPs, those ideal customers, building a pillar page around the things that they’re looking for can be incredibly helpful. So how we build pillar pages is by producing a bunch of content, blog posts, articles, around the same topic. So in this case, electric vehicle sensor and battery safety, and then looping all of that content into one giant page that you are then able to show to that ICP, realistically, in the way that people Google specifically in the b2b space, they are not landing on your homepage first. Ideally, what we want this process to look like is somebody’s googling Electric Vehicle battery safety, right. And we want our client to show up first, and this mega resource to show up that somebody can interact with so that they are then able to win a halo win authority in that space and that kind of thing. And like I said, having these interactive elements that go places, other places on your website that you can interact with his huge. And this is a great example of what I was talking about in terms of breaking things up with images and videos, that can be really great as well, just so you don’t have a giant wall of text. But yeah, so I just wanted to show an example of what sometimes like a content based pillar page looks like for manufacturers when it’s not, you know, services based or company based. Perfect.

Ira Bowman  36:35

That’s all. Well, pillar content, the whole purpose of pillar content, just so everybody’s clear on what it is and why it’s important. You do more than than two things most likely. And so you need to have tell Google encourage Google, this is the page that I want you to show high as possible on the rankings for this topic from our website. Because remember, the term is link cannibalization, you only get two results in the entire results return. So make sure you’re putting your best foot forward. Now, pillar content needs to be 3000 plus words. So you’re going to have a wall of words somewhere. But splitting it up with the videos with the audio files with the slide decks, let me come back to a simple technique that you can use to make videos really easily. In even in Holly’s example there that she just showed of one of her pillar pages that she’s created for her client, you can take those images that you’ve created for what we call them feature images. But it’s the image that you see with the blogs, you might have a product catalog where you’ve already taken 50 pictures of video is just a format type. It’s an mp4 or it’s a dot MOV, but it you don’t have to get on front of the camera and make a big production out of it. It can simply be like a slideshow that’s loaded into your video editor and created I can create one of those in like 30 seconds, if I have all the images already draw from we call this your digital library. And you can simply just have, you know it switches Google is not, they are not judging the quality of your videos or the content inside it. All they really care about is that people hit the play button, and the people won’t know what’s in it until they hit the play button. So you win even if they don’t love your video. Now another thing that you can do is very simple. You could have one static image, it could even be your feature image that you have to create. Well, you should create you don’t have to, but you should create a feature image for every blog. So if you need a simple video, what you can do, and there’s AI out there that will do this for you. You can take aI have it transcribe the the not transcribed. That’s one way to say it, take the written content, and AI voice will read it. And now it’s audio and add that to a thumbnail of the JPEG that you created for your feature image. And now you have a video, super, super simple. And those services you can you can find some that are free, some are very inexpensive. Or you can have a staff maybe have an intern or somebody in your marketing team who’s relatively inexpensive per hour and have them read the blog. Again, you can make video content pretty quickly. But it is, in my opinion, it’s super important because of that. We call this the behavior the psychographics. The behavior of the consumer is there searching for video. Blogs are great. Blogs help Google logs will help you be seen. It’ll increase your visibility. But if you include interactive media, especially video, it’ll help you keep the word here is retention. you’ll retain your your audience longer. Hey, we’ve got

Holly McCully Jobe  39:42

a question. You want to push back really gently there just in terms of you had said something that always makes me go in the SEO world, which is Google or your users not going to care. It doesn’t have to be high quality but Google Well I think it’s super important that every single piece of content we provide were confident that Mmm is also good for the user. Because Google is also looking at things like time on page return rate, and those types of stuff as factors as well to your site. So we want to make sure that in that slideshow situation, I love that idea specifically for like, weaving together really cool charts and graphics that have a ton of value, taking them from different places, putting them in one place, for your ICP to just enjoy a video, I think that’s such a good idea. But just being careful that the images that you’re adding to a video like that are providing value in that format, so that people aren’t clicking on that, and then immediately clicking away, because that’s not what we want. Sorry, for I think I cut you off. I just was like,

Ira Bowman  40:40

I’m gonna push back on your push back. Here’s the here’s the deal. Most people won’t read. And you guys can just ask yourself that question. If you see a blog that’s got 1500 words in it, which was what I would recommend, by the way, because when he was looking get into that later, but the fact is, most people will skim or scan, not read. But most people will consume a video. So if you’re taking images that you’ve already created, for your product catalog, you’re manufacturing these things, you’ve got high quality images, I’m assuming, because I would agree, I don’t use crappy images, as long as the images are good. And you’ve now given them the audio, that they can listen to your on page engagement. And that’s what it’s really about your on page engagement time, should go through the roof, because people won’t scan and bounce or scan quickly and leave because there wasn’t anything for them to do. So it’s just styles, Holly’s very smart. I happen to be pretty smart myself. So these are just, you know, styles make fights. So let’s go and read however you like.

Curt Anderson  41:38

So let’s go here. So this is so and I think a big thing is is done is better than perfect. You know what I mean? Absolutely, yes. So let’s go here. Madison has a question. And she has a few minutes back. And so I want to grab that. Why we’re so fresh. Should the transcription be visible or hidden? I reckon you, she needs

Ira Bowman  41:56

to be visible. Yeah, it needs to be visible. Let’s talk about there’s this old thing called keyword stuffing in resumes. That applies to SEO at Google, if you use a font that’s invisible. So let’s say you have a white background and use a white font, Google actually will think that you’re trying to do what we call keyword stuffing. And so you don’t want to do that. You need to make it contrast, whatever the background is, you need to do that for a variety of reasons, including following the ADEA rules, so you don’t get in trouble there. But yeah, you definitely want to make it visible. But you don’t have to, you don’t have to have a solid wall. Right. So this is, again, to Holly’s point, you don’t want this huge wall of content, because it can be boring. It can be intimidating. People go ooh, I’m in the wrong place. Not everybody’s a researcher. Right. Some people are, but most people aren’t. So what I suggest is you put the content in fact, let me show you an example. Hey, I wrote

Curt Anderson  42:51

while you’re pulling it up, you mentioned EDA, I’d like I don’t know if everybody’s going to know what that means. If you could just explain what Ada is. Yeah, so there’s

Ira Bowman  42:57

the American Disabilities Act. And so people with vision issues, you have to have high contrast on your website’s otherwise, you get it’s a Google penalty, they’ll penalize you because you’re not serving the whole the whole population. And there’s

Curt Anderson  43:11

there’s attorneys that are that are like, through one of the MEP through the MEP in Illinois, they had a client that was sued for $27,000 because their website was not ADA compliant. So guys, do us a favor, Google ADA compliant. You absolutely if there’s any takeaway today, absolutely. Make sure that your website is a DEA, American Disabilities Act compliant, or we could be trouble.

Ira Bowman  43:35

So I promise you, Johnny,

Holly McCully Jobe  43:37

if you’re still here, I know that we have a website, software that we partner with that we run on our client websites that does ADA compliance for you. It’s very cost effective. If one of you wouldn’t mind dropping that in the chat for people as something like that can also be helpful, because it’ll stay up on latest legislation and best practices and things like that. So obviously, there is a paid fee for something like that. But we tend to think it’s worth it in the long run to make sure that your website is also compliant. Because the stakes are so so high. Yeah. So um, yeah, one of you if you wouldn’t mind dropping that in there. And the

Ira Bowman  44:11

more visit, just point to the more visibility you have, the more important it becomes because the scrutiny gets more intense as you serve a larger population. If you have a website, a bespoke website that serves 10 people, they’re not going to probably even check, really, but if you have one where you have 1000s of people a day, now you you’re under the scrutiny. Here’s an example. Okay, so I do a show on Mondays called Marketing Mondays with Ira. I have the show in a video form right here on my homepage. And it’s the show is about marketing mistakes to avoid. Right here, if you click on this, I have the entire transcript of the show. So now with this, I gained the keyword pickups, the content in the eyes of Google. I don’t expect anybody to ever read that. That is for the Google bots. I expect the people to to click and watch the show, right, but if I had just put this video up without the content transcribed in, in written format, then I wouldn’t get the credit for the content that I talked about in the show. So that’s that’s one example. And hopefully that helps with how you can serve your transcripts, which will be long, if it’s a half hour show and our show 90 minutes. I think this one, I ran 90 minutes on that one. It’s like 25,000 words, and I don’t expect anybody to read it. But I needed to serve it up. And you can do that whether it’s a minute video or a 90 minute video, it doesn’t matter. But I use, we call that an accordion. So I use an accordion delivery system for that. So it’s got the title you click on it expands open. Perfect.

Curt Anderson  45:45

Let’s Let’s slide here. So Holly, a couple of things I want to cover number one, I believe you wrote a book, can you please share, I think and I thought I saw Danny dropped it. Can you talk a little bit about the title and your book, please?

Holly McCully Jobe  45:57

Yes. So this is my book inbound immortal. I wrote it this year, because I had read, you know, you can see Atlas stack back there every marketing book in the game, and I kept finding myself saying, Okay, but how, like, how do you do this, I understand you, you know, you have to produce blogs, you have to do this, you have to make sure your website is functioning correctly. Like literally, how do I do this. So I wanted to write a guide that was aimed at, you know, writing to our clients, if they weren’t working with us, I wanted to have a piece of text that I was confident, we could hand off to a manufacturer and say, okay, use this as your marketing guide. I don’t care if you partner with us or not. But I’m confident that this will help you see the results that we see as an agency and distilling that all into a book. So I’m super proud of it. And I believe it’s super helpful for manufacturers and for anyone really a niche b2b businesses. It’s kind of a workbook, there’s extra space for note taking and things like that.

Curt Anderson  46:57

Perfect. We have we have some time left, we have a couple more topics I want to hit. So while you’re on stage, could you please share? We we hinted about it website speed. Can you please explain to everybody that might be kind of foreign? What are you talking about? I thought my website loads fast. Can you please talk a little bit about website’s speed?

Holly McCully Jobe  47:15

Yeah, so there’s actually two different ways to measure website speed. And that’s desktop and mobile. Like I said, you want to make sure that it loads on both. And there are a lot of different factors that play into speed. And it’s probably the things that you would be thinking so the size of your images, the size of your videos, making sure that they’re optimized properly, as well as just making sure generally that your website is doing well. And so the best way to look at your website speech is Google’s PageSpeed Insights tool that will give you objectively how Google is right is rating your website and the specific areas that might be dinging you. So when you look at what some of those errors look like, they can get super technical. So like a common SEO audit would be, you know, huge network payloads. Well, what does that mean? Like deferring non critical resources, making sure you’re minifying, your JavaScript like all of those super in depth things? So using a tool to tell you specifically, what’s affecting your website speed, can be really helpful. But yes, so the short version is that essentially just how your website loads, the long version is use a tool to measure that for you, Josh, just put one in the chat. Thank you, Josh. And look into what those are. And then the last thing I will add to that is, obviously you’re going to want to bring those you know, technical findings, those types of things that you need to fix to a developer if you’re not one yourself. And it’s really important to work with that developer and create kind of an effort impact punch list, because I’m just telling you right now, whenever you run a website, through any health grader, there’s going to be a million different things that you’re going to need to fix. So making sure that you’re working with someone who can guide you on the places where that biggest impact will be helpful. Donnie, and I were laughing about this yesterday, because we were working on the PHP site. And we kind of picked a website Health website speed number that we wanted to shoot for. And Donnie spent, you know, hours like tweaking little things about the website. And eventually we reached the threshold where it’s like, okay, our SEO is doing great. Like we’re getting conversions, we’re getting traffic like this is the level where we’re not willing to put in more effort because this isn’t as fast as it’s going to be. And this is reasonable and working for our audience. So that was kind of a lot, but that is the short and long of website speed. Perfect Ira

Curt Anderson  49:33

before we move into the next topic, anything that you want to add to website speed, my friend. Yeah,

Ira Bowman  49:38

Holly’s getting to hit it out of the park. It’s great for her. There’s a couple of things. First of all, Holly said it. Hopefully you guys heard it. This is not the area that you should be focusing your attention on the fix if you’re not a developer, because this is super technical. This is really hard. She said something about minimizing Java We actually we call it minimizing the CSS, which is the code that runs your website. There is one thing that Holly didn’t mention that super critical here, though, in your suite of things. First of all, make sure you are doing a page B check. I recommend doing that at least once a month, at least once a month, set it on your calendar, you should know how fast your website is. Because it’s so critical. Why is it critical Ira website website speed is critical because a it affects your SEO rankings your Google rankings on your SERP. That’s important. But also, think about the mindset of most people. If you’re going to a website that takes too long to load, the most natural tendency, the most natural behavior is they’re going to hit the back button and go find another one. Right, they don’t love you. They’re not looking for you specifically yet. In most cases, if they know you like you and trust you your website speed is irrelevant, because they’ll have patience and wait. But you’re talking about a lot of people who don’t know you yet first time visitors, you need to make a good first impression. But the thing that we have found that helps a lot is the plugins. Most websites speeds are slowed down because they have a plethora of plugins. In fact, a lot of them already been active. So managing your plugin load, trying to find one plugin that does the job of two or three. So consolidating plugins, and running less, along with the CSS minimization, those are the two biggest things. And then the other thing is optimizing your media so that it’s dynamic, as opposed to static. Some people, when we see it was built by an amateur built by somebody who really didn’t have a good handle on how to build a website, they have a bunch of problems in their their media files, the file is too large, the file isn’t dynamic. So it doesn’t shift when you go from view to view or screen size to screen size. And that slows things down anything that you can do to speed up your website without a diminishing rate of return. Right. So have a goal like Holly said, and then hit that goal. And then you know, focus on there’s five elements of SEO speed is super important, but it’s not for amateurs. This is a professional thing. Yep.

Curt Anderson  52:13

Get your web designer involved. And I absolutely love that. So guys, they Donnie and Josh dropped a couple tools in the chat box there, use those tools, you can

Ira Bowman  52:22

get metrics. Very, very cool. I

Curt Anderson  52:25

think you can get your speed on Google. And last thing I know I want to be mindful of everybody’s time we’re gonna be taken home because everybody’s super busy. One thing we didn’t cover and we’ve got a couple minutes left. So Holly, if you want to just spend like a minute or two backlinks, can you just share with folks first explain what is a backlink for folks like what are you talking about? What’s a backlink and then I where you can take it from there.

Holly McCully Jobe  52:47

Um, so a backlink is just what it sounds like it is something linking back to your website. So what this might look like is if protocol at links to correct website b2b tail that is then a backlink for Curt. And what that does is it tells Google, hey, you know, these are two websites with authority. They’re linking back to each other. That looks really good, right? So when we talk about backlinks, we also talk about high quality backlinks and low quality backlinks. So if there’s a bunch of spammy websites, if you’re paying for backlinks and things like that, and that website that’s linking back to you doesn’t have a lot of authority that can actually ding you. So what you want to focus on is getting high quality backlinks from places in your industry that also have authority. Because again, that’s one of those factors that Google saying is really important right now with expertise and experience. And those help with that. And so a way that we help our manufacturing clients get more backlinks is by reaching out to third party publications that we know accept submissions, either paid or by or free, and getting them to write a white paper or an article. Sometimes it’s already produced on our site and we’re linking back to it. Sometimes we’re writing something unique, those can be a really great way to reach out and start to get backlinks places as well as reaching out to friendly vendors and suppliers, non competitive people in the industry, writing articles about them, getting them to link back to you, and so on and so on. So if you’re looking to start upping your backlink game, those are some good areas that we’ve seen success with.

Curt Anderson  54:17

Perfect and Holly, do me a favor if you would make sure to drop your LinkedIn in the chat box. Make sure to your book. Ira, my friend, we have a great question for you from my dear friend, my bestie coming to us from Michigan. Lisa, she says speaking about backlinks and domain authority. How important is it to focus on growing domain authority? I know you love this question, what do you have? Well,

Ira Bowman  54:40

Domain Authority is extremely important. But you build your domain authority by doing all of these things, right. So you have to have good site structure. You have to have good on page content. You have to have good web speed. You have website speed, you have to have the right backlinks and the right backlinks like Holly mentioned. You know they’re not spam, they also need to be do follow links, not nofollow links. There’s also, there’s two types of links. Holly didn’t talk about this. But there’s internal links, and there’s External links, so you wouldn’t you need. Let’s go back to pillar pillar content is so important. Your website is going to have content on other pages that talk about the things that are covered on your pillar for all those other pages. To strengthen the hand of your pillar content, you want to say, for more information on let’s say, mine, I have pillar page on mine on SEO. So anytime I write in a blog or any other page that references search engine optimization, I have a link, it’s an internal link, it’s a follow internal link, that takes them to my SEO page. So they can get as much information as they want, probably more than they’ll ever want, right. But that’s the idea. So to build your authority score, the importance of it is this, you’re in a competition with the other companies out there who offer what you offer. So one of the things that we do in our SEO Services is we actually monitor your competitors. And we look at their domain authority, we look at their number of links, we look at how fast your website loads, we look at all kinds of things, and we report on it. And then that is the goal every month is to keep you above where they are. So if you’re in manufacturing, you don’t have to compete with Google and YouTube and Tiktok. Right, those Domain Authority scores are all in the high 90s. Your competitors might have domain authority scores of 2535 45. So you just need to be one step above them. Why? Because Domain Authority plays into the algorithm of Google, the higher authority you have, the more links you have, the faster your website is, the better your content is. The more Google and this is the other part of eet the acronym that Holly’s used a couple of times, which is great. It links and Domain Authority play into what Google calls your trust factor. Okay, so it’s about establishing trust, not only with Google, but also with your, with your prospects with your avatar with your ideal clients. Right. So it all comes together to to say that we are without question the authority in this space on this thing. And you should be here if you want to learn about it.

Curt Anderson  57:30

Perfect. I read, did you put your LinkedIn in the chat?

Ira Bowman  57:32

I didn’t. And you know, frankly, I’ve been maxed out on LinkedIn for so long. It’s not the best place but they

Curt Anderson  57:39

cannot drop your please drop your website, check your LinkedIn, they can certainly you I strongly encourage you I read puts out great content on LinkedIn. Holly, let’s take it home. parting thoughts, words of wisdom, happy holiday season Greetings. What do you want to share with everybody as we wind down?

Holly McCully Jobe  57:55

Oh, boy, this is tough. I’m sure a lot of you are going into creating your 2024 marketing strategy. And I touched on this or touched on this a little bit, the best thing to do is just to start in the priority being in like calling this back to SEO, the priority being making sure that your website is functional, readable and enjoyable to interact with by your future customers. So that can be video content that can be written content that can be whatever, but just start there by answering the questions of your potential customers, making sure that content is on your website, and you’ve already hit the ground running. But yeah, like Kurt said, wishing you all a ton of luck with your 2024 marketing. This is always an exciting time of year, all of our strategists are cooking up the 2024 strategies for their clients. So I’m sure you’re all doing the same. So wishing you lots of luck and super strong coffee as you pick up a great plan for 2024. And thank you Curt for having me. Well,

Curt Anderson  58:48

Holly, thank you. Appreciate you. Thank you. How about a big round of applause for Holly our dear friend of joining us here and sharing her expertise. Ira, take it home thoughts, words of wisdom, happy holidays, that you will see some greetings that you want to share with our folks here today.

Ira Bowman  59:03

Yeah, for sure. One thing I don’t think we’ve talked about this, but SEO is not search engine optimization is not a one and done. You don’t do it one time and you’re finished. You can’t go and say it spent $25,000 In one month and have SEO efforts, extreme efforts provided for you but then forget about it the next month. This is a marathon that should endure a continue as long as your website is a viable part of your business, which it likely is the most viable part of your business, frankly, as far as drawing in new people. So make sure that you’re you’re focusing some effort every month on SEO whether you’re doing it or you’re smart and you outsource it to somebody like colleague protocol ad or IRA at Bowman digital media or whoever right? Get somebody who knows this inside and out to do it on your behalf. You can do it for less than you probably think. And just in full disclosure I have have all my services and all my prices are listed on my website. You don’t, there’s no surprise there, right. But the thing that I will say, again, for you guys, the audience, the thing that I think you should be focusing on the one, the second pillar of SEO is on page content, because that’s the thing that you know the best what you do, but make sure that you get to the point as fast as possible up at the top, make sure you’re using nomenclature or vocabulary, the words you’re using are the same words that people are searching for on Google. That’s the terminology that you need to infuse up in the header sections of your websites. Don’t overcomplicate it. And again, the number one mistake I see on website after website that I look at, is they start with the foundation that we need to establish who we are, and our expertise before they get into how they help. And that’s a mistake. When you formulate the content order on your website, any page on your website, you should start with the basic, how you help them get what they want, not what they need, what they want, because that’s what they’re searching for. So if you can show them that they’re in the right place by answering what they want. Now, all the other stuff is important, and they will consume it, who you are your team, your expertise, the awards, you’ve won, client referrals, case studies, all those things are important. They’re just not as important and they’re not as effective in drawing people in and keeping their attention as as the how you deliver what it is that they want. So that’s what I would leave people with. What a great way to close

Curt Anderson  1:01:34

close this out, dropped them like a net. So hey, how about a big round of applause for Ira Bowman digital media, you guys want to follow Ira on LinkedIn? Do yourself a favor, connect with him. And, guys, I’m gonna we’re gonna close out if there’s any questions, please drop that in the chat or you’re more than welcome to come off mute. And we’d be more than happy to address anything that maybe went past or anything that we didn’t cover love to. All three of us have jumped our LinkedIn profiles. Of course, Holly and I we have plenty of connections to give right so they can connect with us follow IRA, and I want to give a shout out to our sponsors. We’ve got Joe and John from the Nebraska MEP here today. So a big round of applause for those guys. Thank you. Other MEP is the Alaska MEP, NWIRC, our friends at Insite Consulting. So any other questions that you guys have that you want to take yourself off of mute, Fernando’s here from the Florida MEP. And again, I want to give a shout out to everybody, Lisa, Alex, all you guys for taking time out of your busy schedules to join us. We do these little jam sessions every month, I’m going to be sending out the replay. And just for a free complimentary bonus for everybody. You get a free website audit. And like I said, if you we can take you through that audit. And then if you need some SEO Help, we’ve got IRA, we’ve got the team at protocol ad, all sorts of resources to help you move the needle. Any questions? If not,

Ira Bowman  1:02:56

while we’re waiting for questions, if you guys have no idea how to check your domain authority, you can check it for free. There’s two resources that I like for this there’s Moz. So it’s simply m o z.com. And then there’s a refs, which is a H R E F s. I personally like a refs better than Moz. But both of them are good tools. And then the one most people know about I’m familiar with is sem rush. I am not a fan of sem rush. But I do love the way they display their data. I just don’t trust it. So there’s there’s that but a refs and Moz I believe are the two best sources for you to check not only your domain authority on your website, but also your competitors. Good.

Curt Anderson  1:03:38

Excellent tip, guys. Moz mo Z, check semc.com

Ira Bowman  1:03:42

Putting it in and putting it in the chat right there. Perfect. But these are these are free tools they do. They do have paid services that you can offer. But if you’re not an SEO space, I don’t see why people would need it. Because they have a free daily use limit of like 10 A week or something you can check it 10 times a week if you want so you don’t need to pay.

Curt Anderson  1:04:01

All right. So Curt, this is Joe and Joe Happy Thursday my friend thank you see I have on your bills hat

Ira Bowman  1:04:12

mafia is in the house. Yeah, but

Curt Anderson  1:04:16

it goes with Nebraska red. So you know, we can write, but I just want to say for the Nebraska manufacturers out there, if any of them want to talk with me about how we’ve interacted with you and all the people you’ve worked with, feel free to reach out to me, talk to me and I’ll be happy to connect you up with Kurt and all the people that he has relationships with. Thank you, Joe, I appreciate you my friend. And again, if you’re coming to us from outside in Nebraska and you’re like, hey, wait a minute, I’m a manufacturer, I’d like assistance. Reach out to me, I can connect you with your local MEP Manufacturing Extension Partnership. They are an incredible powerful resource for our manufacturers. There’s an MEP in all 50 states. So again, reach out to me if one of the states are not represented here and we will get you connected and And again as we bind on I want to wish everybody a just wonderful magical whatever holiday you celebrate a wonderful holiday season for those celebrate Christmas have a wonderful Christmas, happy Hanukkah happy everything. So any any other questions before we wrap up? One more round of applause for our esteemed panelists, Ira and Holly. Thank you guys. It sounds like love the both of you and your families through the holiday season. Guys, we’re gonna wrap up I’m going to send out the replay to anybody so you can go back and boy I encourage you hit the rewind button play this over over the weekend and just there’s a lot of juice here. Connect with Holly connect with Ira love to connect with you. And we will call it a day. So guys, God bless you have a great week. Thank you, Holly. Thank you, Ira. Thank you, Joe. Thanks, everybody for joining us, everybody. ESC ASEA. Bye