Get Clients For Your Digital Marketing Agency | Social Media Marketing Business

1. The Art Of Getting Clients: Alright, guys, I'm super excited for this video because in this video we're going to talk about the art off, selling the art off, getting clients well, let's dive into it or a guy. So we are all excited to get our first clients or to keep getting clients if you already are having a business up and running where if you have done some freelancing jobs, etcetera, we always would like to get more clients and always to get the right flies for our business . But there are few things before we go in there and diving to getting the clients that would need to consider this is more like a mindset, really, So sales worse is service. Ah, lot of you guys would like to get that contract to close a deal for $10,000 a month and get rich quick and so on. I mean getting money into your account account while you're sleeping, or maybe laying at the beach that is good at all, and that is possible in the future. But firstly, you need to educate yourself and you need to provide good services because if you're providing good services, then you will get more clients. If you're in this for the long round. Now, a question for you guys. How good are you at what you are doing now? Don't panic. Maybe you're a beginner. You don't know what digital marketing really, IHS. Or maybe you're more advanced than you at. Know exactly what digital marketing is. But you're looking to get better results with your agency or with your freelancing. Well, how good are you now? How good are your website ranking? How good are your Facebook ads campaign performing? How many clicks to your website are you getting? How many leads from clients are you getting a month? This is a question. This is an open question. I just want to get your mind going on on this question and think about it. How good are you? Because the secret with getting clients is become the trusted advisor. This is more like a mindset, really? To understand that you do want to dive into an itch which will talk about in a second. But you would like to be that guy or woman that people are coming to the guy a woman that people are referring to when they're having a certain problem. That's why it's so important to provide yourself results first in order to show off like this. For example, this is our website. We're having somebody who wrote and testimonial from online course. They have gotten really results. This is testimonial. So when anybody is coming to a website in this CDs Hey, this person is actually getting results with these guys Online courses off course. I do want to go to them. They trust us now. Testimonial is one thing. Another awesome way to get results would be if you sign a client based on that, they found you on Google's who have ranked your own website and you can say, Hey, how did you come to my business? And they say I found you on Google and then you say I can do the same for you. I can also rank your website on Google, but you do want to go in to and specific niche. It's super important that your knee shing it down, that you don't go for a general niche like s e o for anyone or like website development for anyone. Or maybe social media marketing for anyone of content marketing for anyone. You do want a master. One thing at the time. You do wanna be the trusted advisor in that field because there is where the money is at. You don't have to close hundreds of clients every single month if you are educating yourself if you're diving deep into Som Nisha's, which we will talk about more later on in this course, Or maybe we have already talked about it. But you do want to dive into a niche and really master one thing at the time because then you are the person or the marketing agency that people are referring that people are talking about, that people want to go to, and you would are then the problem solver. But because that is what it is, you always want to bring a client more business. If you bring clients more business, people are going to talk. That is why you would like to nish it down. What? I mean with this when Lisa down to, maybe you're making Facebook. As for real estate agencies, that is one niche. Or maybe you are making let's say, Google. As for local basis, like a restaurant or something like that, you do want to go in to a certain age and really mastered that. Talk to your client about their business, how they are normally getting their clients understand the incident with their business in order to understand on how to make their marketing campaigns as efficient at you possibly can. This is the art of getting clients to master one thing to become the trusted adviser and to also show off some really results because people want to trust you before they're signing a contract. We do. So if you haven't ah, website up and running. If you don't can show off some good s CEO or which ever needs that you going in within, you need to educate yourself Firstly, and inside of this course, you will have a ton of education, and you can also always ask us anything in the Q and a session. So we're always with you step by step inside of this course until you have your digital marketing agency set up and running. So this is basically the art off getting clients. We're going to continue to talk about how how you can get your first client see you in the next video, guys 2. Get Your First Client: in these video guys. We're going to talk about how you can start getting clients for your digital marketing agency. Let's dive into it. Okay, you just have started your company. Now, how do you get your first clients? Well, it's pretty difficult in the beginning to get your first clients off the bat because you have maybe nothing to show. That is exactly what you would like to focus all your energy on you would like to focus on customer testimonials. What is a testimonial testimony is easily I review whenever you're going to, let's say Google and you type in restaurant near me or I'm doing that. At least I'm looking for the highest rated restaurants near me, and that is exactly what your customers doing as well. When you're going to Google. Or maybe they're coming to website, they're seeing your website. Then they see all these services that you're having to provide for them, or maybe making better a CEO optimized websites. You're maybe doing email marketing. You're having all these kinds of services, but how can they really trust that you are doing a good job? What, you need to find out on how to get these reviews and testimonials up on to your website. Now, how do you get testimonials? Well, I don't know. Or do I? Yes, I do know how to get these testimonies. This is how you go about it. You are wanting to start networking. What I mean with this is you're probably having maybe 100 203 104 105 100. Maybe Facebook friends go out on Facebook. You need to ask around among friends and family members to see if anybody knows anybody who is looking to expand their business. If they're looking for expanding business, they are definitely needing somebody who can promote their services. And you might be that person. So asking around by friends and family if they know somebody that maybe are working in construction, maybe a working are having their own shop. Maybe are a chiropractor or something like that? Because everybody wants mawr business for their businesses. So networking is the first thing. If you don't find anything among friends and family, what do you do then? Well, you go on freelancing sites, sites like up work. We're having freelancer dot com and we're having five dot com. Let's go to the internet and I will show you how to do this. First off, I just want to show you the power off testimonial. This is mine and Robbins website. Now, if you scroll down on this website, you can see we have a bottom here who says Learn more. But if you don't want to learn more about what we're teaching you here, then you can definitely a scroll down and you can see here your came Erickson, a guy who took our course has left in review and testimonial. And he says this is the best and most complete online course about how to grow your online business with drop shipping. I made over $1200 within the first week off sale, which is insane. All thanks to Robyn. Yes, Prison masterclass. Awesome. If you're ever looking for a drop shipping course, then here you have proof that our course are working. So this is the same with your services. Guys, if somebody is coming to website and maybe you're having dislike just text here. Maybe you're having your services etcetera. But you don't have this like testimonial on your website. You cannot show any results you cannot show off anything that you've been working with earlier clients, and they they have got in some kind of results. Then there might not be enough reasons for you to get that job. Okay, so with that out of the way, let's go into this Freelancing websites. Maybe you've heard off up work dot com What you're doing on this website is your providing services services like digital marketing, for example. You go here and you sign up here, just click on, sign up. Either you can sign up as you are, the business that is hiring people or you're signing up. Asked the freelance. So you just go through this process, click on, sign up and sign up as a freelancer. Then you put in some additional information about you about the services that you provide about the price that you going to take. We will talk more about that maybe every soon. So this is actually what you're doing. If you're ever like feeling unsecure on, how much should I get paid? What should I write in my profile? We will also cover that in a second. But here you can see what a Web developer is taking, for example, or you can see in your how competitive the amnesia is that you're going in with. And this might feel like a turn off in the beginning to start freelancing. But this is the best way in order for you to get testimonials to put on your website. What just spread out to friends and family in order to get your first jobs for your agency , you can definitely a scroll down here and you can see fine freelancers and agencies so you can scroll down here and see what are your competition doing. How much pay are there taking etcetera? So this is a great website, and then we're having something called fibre dot com. You can easily us go to this website, and underneath this top here, you can just see social media marketing. What are other freelances? Charging for the service is influence a marketing content marketing. You have all kinds of tabs here, so you can really go in here and spy on your competitors and you can see what they're doing , how the worker is looking. They're doing all kinds of designing work, all too digital marketing on this website and you also go in and you create our sellers profiles. So you create a profile. You can see that this is a profile that we're having, and then you can just click on become a seller and you feeling some information about you, about your services, maybe earlier jobs at Set Trump, which will give that the people who is hiring for anything within the usual marketing a reason to hire you. 1/3 website that you can go in and do the same. Actually on is something called freelancer dot com. This is that this is the home page you just click on. I want to work and this website you can read more about this here so need work to be done, but then you know what you are doing. So it's simple simply post a job, Malala and so on. And but the thing with this website is that you only have to pay. The customer only have to pay for work when it's being completed and your 100% satisfied. This means on this website you have revisions. That means if your client isn't satisfied with work, you have to maybe reduce some things, and over time that can cost you a little bit more time. But this is also good website, actually. So we're having up work. We're having fiber and we're having freelancer dot com. All the resource is is help here in the in the resources tab for these video. And what I've done for you is actually I found a website with super good like examples on how you can write your profile like the text about you, about what you're providing, what kind of services you're providing. So this website is also in the resource is for this video so you can click just to scroll down and then you can see this like template here. What? This is If I scroll down on this page, you can see that this is how you could write on profile like this. You can see there's some annoying Google ads Google as her everywhere guys. But here are for Web developer, as you can see. So Web developer overview sample for up work works the same for five or works the same for freelancer dot com. But this is basically on how you can write out a profile for you in order for people to find you and also to high year you. Because, remember, guys, we're going for the testimonial here. If I scroll down, you can see here from graphic designer. If you're a graphic designer, there is also s e o overview sample for up work freelance about carbon fiber as well. And here is like how you write in your profile, basically my skills and expertise and so on. So this website, you can find them in the resource. Is that well? So once you set up your up work side your freelancer and your fiber side, it's time to go in there and find somebody who would like to hire you. Some work that you feel secure because you have already educated yourself. Maybe you are well educated ones. You go into discourse or your total totally new beef. Then you might have to go through some training in order to get your first client. But once you've signed up to this freelancing websites, then you would like to know that you would like to charge less than competitors. So you are looking at competitors within your niche. Now let's say a CEO, how much pay is anybody in the S E O Field is taking on this freelancer sites. And you would like to charge less than that competitors to get your first client. Now, we don't like this. We don't like to race to the bottom in pricing. That's the worst thing that you can do. Don't apply this for your digital marketing agency. This is just one time. Okay? This is the only time you would like to race to the bottom with the pricing. That is only because you would like to get your first client in order to get a testimonial . Okay, Maybe your first client won't leave your testimonial, but you can ask him or her they were politely. Maybe Then you have to do, Ah, a couple of more clients before you get those testimonials. And once you get testimonials, then you can put them on your website. And you are so much more likely to get clients in the long game. Because I hope that you are in this for the long run, because that is what we're advising you to be. Don't be here to get rich quick. Be in this course, be in this game. Digital marketing agency for their long round. So first and foremost focused on customer testimonials. The testimonial, the review that people are leaving you. This will determine if you are getting more clients over time. And how do you get testimonials? Well, you are either networking within your family and friends to try to find out if somebody is needing anything to do on their website. Or maybe there Social Media Marketing or something like that. And sometimes, yeah, you may have to do this for free. And this is the beginning off all kinds of businesses don't expect together high payroll in the beginning. Maybe you do that for free. Or maybe you're negotiating like a couple of $100 etcetera. You know, these best you have to be able to talk. We will go through negotiation in a couple of lectures, and you find them in the freelancing sites that we just mentioned in. The resource is we have freelance dot com. We have fiber dot com, and we also have up work dot com. And the the best competitivity here is actually to charge less than your competitors in order to get these jobs and get them jobs done. Good guys. Okay, so I hope this helps you and I'll see in the next video 3. Case Studies: in these video guys. We're going to talk about something called case studies and how that can explode your business. Let's dive into it. Or a guy. So you got in your first client or your first clients? Awesome job. Those testimonials are so important now to build on your success. Another thing that it's very, very important is to collect case studies. This means real time results that you have created for a customer. Now, why were collecting this case? Studies from people or companies that were working with is basically because we would like to get more clients. Yea. So in order for us to get more clients now is that we have to show off some type of proof that we are valuable for the company that we would like to get hired by. And this will definitely increase your value by ah lot. I mean, if you go into an interview, maybe you're going in and you going to negotiate? Okay, You're sitting there and they're you're sitting there. Wait, Maybe an old man or an old warm and they're saying, Hey, what can you bring to my company? And you're saying? Yeah, well, I'm good at this and good adapt. I'm good at this. Now, if you don't have any proof than you could just say whatever in that meeting, right? But if you're having some type of proof and maybe you're having, like, four people sitting out in the room waiting also for their interview, then if you're having something to really prove that you are valuable for this company like a case study, for example than this was definitely separates you from the competition, that makes sense right now. So you would like to collect all kinds off data that you can collect. Like I got this company, maybe 30,000 mawr website visitors from my ex CEO skills the last month, which is incredible, right? Or I got, like, maybe five more leads or I got maybe 20 more sales or something like that. You would like to collect data. You would like to document every single thing that you are bringing to this company. Because if you showing maybe that new guy with a new woman, the new company, that you have done something really, really valuable for another company before hand, then you will definitely have a much higher chance on getting hired for that job, So document everything. So in order for documenting everything because a lot of companies would like toa keep their data more private than in order for you to do this legally, you have to ask the company if you can do this, if you can use those numbers from your results in later case studies like to get hired for more jobs. So case studies are super important. In order to thrive your business, they will get your more clients. They will increase your company's value. Ah, lot. And also, when you're going into the negotiation face with new potential clients, you have something to really show off, which is super powerful. And it will also separate you from the competition that has no case studies that has no real proof off them getting results for other clients. And you have to document every single thing that you're doing save all kind of data, all statistics, everything like going to their Google analytics. If you're running a CEO for them, maybe you go into Facebook ads campaigns, and it takes some data. From there, you would like to take pictures. Pictures speak more than 1000 words. You might have heard that before, but take pictures. Go into your If you're having a Mac book, just hold down command shift and four on a Mac book where you hold down. I think it's control shift and four to create this like space, and you can just take a screenshot with your computer sitting at the computer. But always make sure to ask before you do this because there could be some kind off private data for that company. And maybe you're not allowed to share those company details. But this is how you do it. Guys, this is how you thrive. Your business case studies. Don't forget about it. Let's move on to the next lecture. 4. How To Close The Deal: in this video, guys, I'm going to show you how to close the deal. How you can get clients easy and fast. Let's dig into it. All right, guys, how do you get clients to sign the papers? Well, in this video, I'm going to show you exactly how to do that in a bullet proof way. Let's dig into it. First off, you would like to make an offer that sells itself. Why do I mean with this? Well, this is how the entire process goes. You're making at offer to a client. The offer is that you are going to sell them a service. But if you cannot provide a service that you are promising, you won't charge a dime. Okay? You won't take a dime from their pockets. So you tell it lined. I won't charge you a dime if I don't succeed. But this is my price. If I succeed, this is my price. And if I don't succeed, you don't have to charge me a thing. Just let me run your marketing for maybe three weeks or something like that. Is that an offered that you can resist? No, it isn't right, because I'm telling you that I will work for free if I don't provide the results that you're looking for. So it's a no brainer deal, right? So what you would like to do the process is pretty simple. You would like to make a list off potential clients. Now, if you're working locally, it's pretty. So you go to Google and print down some contact information and find their email addresses . When you have found email addresses off potential clients with in your area that you can work with maybe some real estate agents and then you just contact them. It's basically like a cold email out. This sounds pretty terrifying, right? But what I've done is actually ah have created on a cold email template for you. So let's say go and see how you can tweak this around to your advantage. So this is the cold email template that we're providing for. You can find it in the resource is forties video. You just collect a little scroll down about my head. I think it is on the right hand side, and you can just click on this pdf file and you can download to a computer or your cell phone, and what you have to do is actually you can paste this in and just twisted around a little bit and write in the name of the person that you're talking to and your firm etcetera. So let's go through this pretty thorough. So the first thing we do you would be like to be. It's personal, right? So you would like to write something like High and the person's name, and then my name is your full name and, um ah, and then you write your profession. Let's say that your S CEO, specialist and then you're right, I found you on Let's say Google and I have are no brainer offer for you now. If I were a business and I would see on their like second or third sentence off reading this email, I would see you have a no brainer offer for for me. I wouldn't stop reading that email, So this is how you caught their attention in the beginning. This is good copyrighting guys, and then I see that you're selling whatever they are selling. Let's say they're, say, selling some kind of services around your area. Then you write in whatever they are selling within the bold feel all the bold parts. There are things that you would like to feeling the information so you can see that pretty clear here. So then you right? I see that you're selling whatever they're selling and then and it happens to be your business. Name my expertise. Now we have established some kind of interest. You're telling them that Hey, we are expert in this field. Keep on reading. We are small or a big company off. And then you write them number of people maybe, or just you or you are. You can write I'm a one man show or you or maybe 12 13 people's. Then you can write the number that are working with clients in. And then you right there, field off business and we have a spot open to take on one. You client or our new client, You can write that there. Then they know that. OK, I'm pretty special. They have one more spot. Maybe I should get in there and then you write something like we understand that selling whatever they're selling can be hard at times now, on the emotional level, which is really important when you're writing emails and that you your time is valuable. You are like trying to connect with them a little bit. Therefore, we would like to give you are no brainer offer. Now there. We have already spiked their interest in the like, third sentence off. What a no brainer offers. Now we have to give them what it really is. We'd like to take care of your digital marketing for the next couple off. Weeks for free. Um, okay. How do I respond to this? You would like to work for me for free. I will keep a reading. Right. So if we don't help you, then your offer goes here. What? I mean with your offer. Ghosts here, you can see on the screen here your offer. Ghosts here. Let's say that this waas there, real estate agency and we would like to help themselves one Moorhouse. And we're confident within our niche that we can help them to sell one more house under, like, two or three weeks. Then we write our offer here. So we would like to help you sell one house under the next three weeks and we won't charge thing for days. okay, but stop here. You won't be working for free. I promise you this. If you don't deliver, you will be working for free. But if you can deliver, you will make money. So we'd like to give you more and then your offer once again leads or sales or clients or which ever it is. This is comes down to whatever neige or whatever client you're working with so that you can get more business. Okay, here's the thing, guys with digital marketing, that is, if you can get other people more businesses, you will never go out of business. Remember that. Therefore, if we can get you and then you offer once again will take or charge whatever the amount that you were putting in. So let's say that if we help you to sell a house, we will charge you. Let's say $1500 because if somebody sells the house, let's say that somebody is selling a house for $500. Then they will may be charged, like 3% of that. So they will make like, I don't know, $10,000 or something like that. And if you are charging $1500 they're still making a huge profit from that house selling. So you put your amount here and then you, right. And if we don't? We re found you the whole amount, the whole amount. So you're basically telling these business owner that we will be working for free if we don't make your business any money? So how could this business say no to this deal? I would never say no to this deal. And then you can just finish this email off with something like this. We can discuss the details off course, but first I wanted to see if this is something you might be interested in. Stay humble, guys. If so, would it be okay to schedule our quick meeting and then your preference if you prefer to be in person or online, depending also on the location off the business. If you're working with a client online or if you're working locally now, we suggest you to go and work locally off course. So in person would be awesome to go over some contract details and then you finish this email off with best Ricard's and then your full name. How simple. Right? So you basically go into the resource is for this video. You take this whole text and you just copy it and you paste it into a document on your computer or on your cell phone. And then you just twisted around based on whichever client that you're working with and whichever offered that you were having. And you will get tongues off clients if you're doing this right. But it can also be that this cold email template do you have to twist it around a little bits. That takes us to the next point, which is tweaked offer if needed. Now there might be some buttons that you have to change within this email. Maybe there's something more that you feel that you want to tell the clients within this email that you can add it and remove some parts within this email. But it's a really good template to have just copy it and paste it in, and I mean keep testing and tweaking around when it comes to sending out emails. Maybe you have different types of offers for different types of clients. So by keep testing and tweaking this email, I assure you that you will get clients for your business. Now go out there and cold. Email some businesses within your area and get new clients. Good luck with this. No brainer deal, guys. See you in the next video. 5. Make Them Sign The Contract: Alright, guys. So you got a meeting or a couple of meetings? You're excited, but you don't really know how to get the client to sign that contract. That is exactly what we're going to talk about in this video. So let's dive into it. All right, So you got yourself a meeting or a couple of meetings. Congratulations. Whether if you were making them online via Skype or any other type of services or if you are doing them in person, there is a process that you would like to go through in order for you to get the client to be a question mark in order to become an exclamation mark without a words to get your clients from having a problem for you to be able to tell them that you know exactly on how to fix their problems. So let's dive into the process now. First of all, to make this potential client to sign your contract, you would like to listen. To listen to this clients problems is the key in order to make them sign the contract. Because if we start talking before we know their problems, how can we then solve them right So the first thing is to listen more than your talking in the meeting. And once you've listened, you need to start asking questions. Okay, questions around their problems really listen super closely and then ask questions on their problems. Because if we understand their problem thoroughly, then we know exactly how to solve it. And then in the later face, we know exactly on how to come up with a proposal in how we are solving their problems. So we're connecting with him a little bit, which drives us to the next point, which is build rapport, which means that we're starting to establish some kind of connection with them. We're listening to how they are speaking. We're listening to their problems, and we're starting to speak their language now if they are speaking from emotions, we also want to speak from emotions. If they're speaking more logically like from numbers point of view than we also want to speak from the numbers point of view like listen to their language. What type of language are they speaking? Not English, not Korean. I mean their language, like emotionally or logically, and you would like to like, match them like mirror. What? Er saying, Basically, this is actually exactly on how you build this connection with your potential client. You need to start listening to them. Don't speak at first. Start listening. Ask questions around what they're telling you and then build a report, build some kind of connection and start speaking their language. You need to go down often on an emotional level and really listen to their problem and then start speaking their language. And then we need to be confident in our solutions. Okay. What do I mean with this? Well, it might be that they are starting to object, whatever offerings that you might having. You telling them this is the solution to your problem. And this is how I would go about it. And you do wanna be confident in your solutions here because if you have listened correctly , if you're asked the right questions, if you have been some kind of report connection to them like emotionally, mostly then you would like to be confident in your solutions. Just like you're seeing on this picture. You can clearly see that this man is having no muscles whatsoever. But he is having it all in this mind. He is confident with his solution, and you need to be the same here. So you need to tell this client that you understand the problem and this is the solution. And you will get this X Y and see results. So always be confident. When you're trying to sign a contract to connect with your clients, ask a lot of questions, build this connection and then be confident in your solutions. And you will make them signed this contract. All right, so now when you know how to make a client sign a contract, we're gonna go in more in depth into the contract details in the next video. See you there, guys. 6. Keep Clients: in this video, guys, we're going to talk about how to keep a client, how to retain a client simply. So let's dive into it or a guy. So you might think, Well, they're keeping a client is pretty. See? I mean, it's one plus one. It's too. If you keep on getting them results, then you will keep your clients are not in all cases. Actually, you can also lose that clients and based on a very, very important thing, which is communication now in every single relationship. This is the key, as you might know. Doesn't matter if your girlfriend boyfriend, husband, wife, mom, broader sister or anything like that, if you don't keep a good communication between you and that partner, where the other person or that firm, you might lose this contract. So how do you keep a good communication with a client without getting into it too much in person? Well, the way you communicate this super important well, let's say that you would like to present some numbers. Some statistics to you clients. You can do that in two different ways. You can do that the digital way you can send them an email and say Here, here are your results and some clients prefer that method. But some clients want you 2% the numbers, and also maybe your work in a more like traditional way may be on the phone. Or maybe in on meeting face to face, depending on where in the world your client are from your location. So the way that you are communicating to this client, it's super super important. And you remember when you're sitting there in the meeting, your super interested in like their businesses and how they're running things and you would like to learn all the inside out where their business. In order for you to be as efficient in your digital marketing as you possibly can write, you have to keep being interested in their market, how they're working on a daily basis, how they're reaching their clients, how they're selling products and or maybe their services. So it's really important that you communicating at their level when you're creating this report. Also in the meeting. How do you do that? How do you speak their language? Keep on making them liking you and keep on being interested in what they're having to say about their business. So you would like to tell them what you've bean doing. What have you been up to? If you're sending them an email looking something like this on the computer screen issue can see off your statistics off. Maybe your Facebook as or you're CEO or something like that. And they cannot read what it says. They don't really understand what you're doing. Keep them updated with simple language like this is what I've been doing and then off course, talk about what you will be doing. Okay, so maybe you have, like, this guy a wide board. Just talk to them in simple language. This is what I've been up to. And this is what I will be doing now when you're speaking with them in the contract face, you will also be talking about this, but keep them up to date. And also, one more thing, guys, it is to keep yourself updated. Keep yourself updated with their business so that you learn all the inside out with their business. So the basics off this video is keep on communicating with your client may be in the contract. You writing that you would like to have maybe an half an hour Ah, week or one our every second week to talk to them, Maybe be a phone or every email or maybe in person, so that you can keep establishing a really good relationship in order to retain this clients. You don't have to go out there and chase new clients every single week or every single month. Because if you retain your client, then you will be in business for years to come. That is the same for me and rubbing. We were personal trainers maybe a few years ago, So we had to retainer clients. We had to keep our clients so we didn't have to chase off the new clients every single week because that is time consuming, its energy consuming. And your business is not going too well and you don't feel too good, right? So this is the way to keep your clients communication and the way you communicate. Always communicate in layman language. Mitch means simple language, so they understand their numbers that you're presenting to them. Tell them about what you've been up to, what you've been doing. Simply talk about what you will be doing in the future and keep yourself up to date with their business and how they're thinking around their business. So you can work really, really close to them and understand exactly their goals so that you can present some good results for them. Okay, guys hope to see in the next video.