Mastering Lead Generation: Strategies to Keep Your Calendar Full

0:08 so I suppose we'll wait for Matt um I've done the slides for this one so um it's six o'clock now we'll get started soon thanks for coming everyone hi there hey what's up Carlos good good it's been a minute how's it going it's good yeah getting ready for getting ready for next month yep

0:46 we'll be at the photo booth Expo there's Matt hey how you doing guys yeah you are you gonna go Carlos you'll be there no I'm passing this year I'm going to Dr my sister she's getting married and yeah we're skipping this year it sounds like you got your priorities straight with being at your sister's wedding I

1:03 mean you have my wife my wife she's about to kill me because I'm about to exchange if you know about somebody that want to go to the we can do some Trad you know what I mean I love it well thanks for coming here I'm gonna I'm gonna start my slides um so everyone thanks for coming uh yes I prepared some slides here um let me share my

1:30 screen oh and we'll get started so um as usual keep this pretty casual um I've got slides just to kind of keep me on track um with what happens feel free to ask questions in the chat uh Matt's around to help out um with that stuff um and this is mastering lead gener ation strategies to keep your calendar full uh so we we're doing our 2025 annual survey right

2:10 now um and one of the questions we asked was what is the most challenging aspect of your business so we really want to help you guys more and that's the the idea behind this question is like what are people having challenges with I mean what are they telling us and um overall leads was probably the kind of the highest or top uh mention um or some form of leads so getting new business stuff like

2:37 creating leads finding clients marketing and lead generation uh consistently generating leads uh customer acquisition lots of competition um and so that's why we're doing this presentation mastering lead generation um we're going to cover on a different lot of different topics it's not just you know in lead generation and you'll kind of understand why uh as this goes on U because

2:59 because it's more than just lead generation but I think it's helpful to kind of start with the the basic concept of lead stages or a sales Fel um you'll see various versions of this you know online and different sales material and whatever but the idea is that there's kind of an inverted pyramid um where it starts with this awareness um that they're aware of either a problem like hey

3:25 I want to have that service um and or aware of a Serv provider and they can provide it so there's kind of this awareness um you know if you're in the business for uh something like check chariots like hey I I need something to manage my bookings you know and then I then you get aware you become aware of Czech cherry and it's like well wow maybe CCH Cherry is a good fit so you

3:44 become interested in Czech cherry and then you start evaluating and you go through a decision process um and then finally you'll you'll come to an action which is uh basically yes um and I guess the the action off could be no right kind a yes or no in my mind um and so kind of back to this so I think that there's uh various people various customers at chech Cherry probably have more of a

4:09 pain point in certain areas here um probably not so much in the action area because the proposals and online booking and stuff make it really easy to make a make a uh make a purchase um but in the other three certainly so um if you're not getting enough website traffic phone calls emails you know that type of thing I would think that you have more of an awareness problem and so um if just

4:35 the phone is dead and nothing's happening nobody's coming to the website um overall I would just say this is kind of a higher level top of the um funnel awareness problem and there's various things you can do to fix that things like running ads SEO social media networking uh doing cross promotion uh client referrals um all of these areas can really help you um basically get more

5:02 awareness obviously you know if you don't do if you're you know if you don't do a lot of bookings um client referrals aren't really going to be an option for you but certainly SEO social media ads um and absolutely networking is an option for everybody um you know just get out there and make friends with people and talk about your business u in a in a friendly way um I think so then if

5:23 you're getting like if you're not getting contact info from people I think you have an interest problem so it's like wow like people are showing up to the website people are clicking on our ads um like we're getting there's awareness right but like people we're not getting leads we're not getting you know names and phone numbers and that type of thing um I would consider that more

5:43 of an interest problem and so uh problems with interest would be like a giant web form you know that people are just like ah I'm not going to fill that out that's too much um maybe you're driving the wrong people to your website um you know you have like poor quality image in video maybe have bad call to actions like it's not clear um when they come to your website what to do next maybe

6:07 it's an professional feel you know and they just like they don't trust uh the website and therefore the business owner so those are all things when I think of an interest problem um and if you have a lot of stale quote unquote stale leads what I mean by stale leads I mean like you get you're getting leads and like they're just kind of sitting around right like you haven't really heard yes or no or

6:29 uh you know you don't really know what's going on with them or they're just kind of you know slow I think that's more of a decision problem and so um you know understanding people's needs uh get more personal you know maybe you got to pick up the phone um establish trust with people um and just have a really straightforward sales process to make it easy for them to make a good decision

6:53 so that would be and we'll cover all this stuff kind of in the presentation here but that would be like straightforward packages um just easy to understand um how to proceed and all that stuff and then if uh if the people you thought would sign and they don't I think you have an action problem my guess is again I don't think a lot of Check Cherry customers are going to have this

7:12 problem um because Check Cherry makes it really easy for them to just you know sign and pay a deposit um basically but um it's also possible that you could have uh like a high really high deposit amount I could see that as being a problem it's also possible that you're not listening to the customers and when you send over your proposal um that you didn't hit the mark I mean I think

7:37 that's also a possibility but check Cherry makes it easy to sign and pay if you're not using check Cherry you're using something like you know um I don't know PDFs and going back and forth you know you should be using something modern that makes it really easy to sign and pay um and so that's kind of the lead stages um you know the awareness interest a decision and then action um and so just

8:03 I think if everybody can kind of like take a step back and like think maybe where is your biggest problem and then try to focus on that don't try to take all of them at once um there's a lot of this content at this presentation that may or may not apply to you some of them may seem really basic some may be really helpful um but I would just if I were um feeling like something was wrong and I

8:24 wanted more sales I would probably try to simplify and just focus on you know the the awareness the interested decision um that type of thing so um one thing that you can do that's really important uh for everybody I would say is to optimize your online presence this is going to help with the awareness this is going to help with the decision process this is going to help with

8:45 everything it's just so so important so it's it's up number one on my list and you'll see me talking about this at various conferences and on other webinars and it's just something that um you know is really important to me and I feel passionate about um you know you ensure your website is mobile friendly fast loading um it's pretty straightforward um you know it doesn't have to be

9:05 the super fancy website you just want something that is clear you know shows what you do looks good feels professional and then also you want to have clear call to actions on how to proceed so if I show up to somebody's website and I don't know how to buy um that's a problem you know I think uh request a quote is great book now is popular uh not my favorite but certainly a lot of

9:29 customers use it I love pricing as a call to action um and that's one of my favorites I think one of my least favorite uh call to actions what I see most common um is people put contact us um as a way to kind of start the sales process and I think that's a missed opportunity so if you're using contact us I I highly encourage you to rethink that view package is another great one

9:54 um but the call to action stuff and also these are really easy changes that kind of anybody can do so I like this advice because it's so straightforward and simple um make those call to actions big and obvious we have other videos on this stuff um and other presentations on our YouTube channel Robert has a a comment call to action for DJ uh let's get your party started yeah I like that you know

10:18 so and you also you don't have to rely on one right like throughout the website you can have various call to actions um and if you're offering online booking they can all go to the same online booking engine right um check availability I see as an option um instant quote view packages yeah let's get your party started that's fun I like that and I think that would work for a lot of

10:42 event service providers actually um so like it um I think like just putting a booking engine Link in your website nav you know how to get started is like the probably the one thing that everybody should be doing you know uh I like pricing but top right of your website make sure you have something do not have your social media profiles there do not have contact us

11:06 uh pricing let's get started like make it a button make it obvious that you want people to click that that that's how you proceed um and it's a pretty like I say should be for most it's a really easy change if you're not doing it um testimonials and high quality photos and videos of past events are really helpful one thing with testimonials um I think you don't have to originally um sometimes

11:27 I see people will list the whole long testimonial on their homepage or you know and if you go like check Cherry's homepage you'll see like there's kind of like just partial sentences with five stars and you kind of just want to pick out the essence so to speak um you know and feel free to link people to your full review page on Google reviews or wherever um you know whatever

11:49 independent review site you prefer um but uh testimonials are great and obviously high quality photos videos especially for uh Check Cherry's customer profile of event service providers because you guys have such awesome images um you know it's just you know you guys are really lucky to have awesome great images of people having fun and beautiful scenery and and smiles and

12:17 all that stuff and it's all very authentic um so um optimizing your online presence through SEO um so and then uh Jud one one quick comment so uh uh Kirk um asks do you have thoughts about putting prices online versus not putting prices online and uh you know he says having it but yeah I tend to favor having prices online um unless you have a really good reason why not to and some really

12:46 good reasons why you don't have pricing online in my mind would be we do very specific custom events I can't package it like it's just not how it works you know if I get a a client who's huge and they want to do you know six boost over X days at some event and we're collecting I mean that's really hard to price um in a packaged way I think also uh some companies that are

13:13 uh at the highest price point in their markets um you know maybe you don't show price and something like that I could see that where you kind of want to get leads and and because I think what I what I see if I don't see pricing on the website to me it's an indication that it's expensive personally um but I would encourage people to put pricing um also it's going to cut down a lot of garbage leads

13:37 we're I'm going to talk about ghosting later but I believe that the majority of ghosting is just people's price expectations not being in line with the service providers so for whatever reason they think it's X dollars and you know it's twice or three times as much and um until they go out to the marketplace and everybody's that much expensive you know then they'll come back

13:59 or maybe they'll go somebody else but um so I'm a favor of it um in DJ Robert says um all of the smarter people than me are saying you should list your pricing on your site starting at um oops it here um you know starting at a certain number or maybe prices start at a and go to B um and yeah I mean I don't I mean I think if you don't do online if you don't have Check Cherry's awesome online

14:25 booking engine where you can actually list all your packages and do everything sure you know if you're just doing a simple contact form you know where it's like I think what they're trying to do there is they have probably have a contact form with just like some lead information that they're Gathering and you don't really show packages and pricing and you're trying to weed out people um to

14:44 get a range on pricing I don't know why I would ever do a range other than just starting at I would just start at the bottom um but I don't know what I'd be you know say what my top tier P I mean who knows what that is right if the right customer comes along with the right needs I don't know but um but and also I think that part of the fun of Entrepreneurship is it's your business you

15:05 get experiment and see what what works for you and what doesn't and there's no reason that you can't list prices and then choose not to list prices later that or or or the other way around um see what works um you could also consider creating a separate brand or website if you're very established uh of something that does list price prices like that could be there um so like

15:29 that um continuing on optimizing your online presence so local SEO obviously so your city your specific service name I was adding this slide it was just like it's so boring um one thing I will add is if let's say you're in um Los Angeles uh the Los Angeles Market you know it's Los Angeles wedding DJ or something like that um you know consider as in in SEO should I

16:00 say that maybe is not just the major metropolitan area but kind of a little bit more local to where you are so if you're in Long Beach for example or near Long Beach kind of try you might have better luck um competing on an SEO standpoint for free um you know free leads so to speak so kind of go narrower that would be a a strategy um and don't just start with the highest you know most you

16:24 know most visited whatever you know that would be one thing um another thing I see with is like add your location uh to the foot of your website or or address or something I you know there's a lot of chck cherry signups that sign up that come through and um when looking at the websites I'll I'll poke around and um it's pretty common for people not to ever mention where they're at and I my

16:48 guess is that's a fear of you don't want to close yourself out of a deal but I think it the opposite that you're basically going to um make somebody feel better when they like oh he's right oh he's near you know it's going to be great um he's in my neighborhood um claim and optimize or Google my business profile so this is for Google Maps if somebody searches it um I think that if if you do

17:11 not do this yet I mean this is like the one thing that I would take away from this slideshow is just to get that Google Business listing on there um and here's photo booth rental for example The Long Beach area um you know and there's look I mean there's providers and several of them but now now you're like one of very few I mean imagine this in Los Angeles I mean it'd be even bigger if you

17:31 scroll back out um so go you know get your Google Business listing um also if you uh are in a market where you have to travel and you charge travel fees and all that stuff um you know you might be more affordable because you won't have to travel as far and so it'll be a better deal maybe you can even offer a a discount or something of that nature to somebody who's really close or there's

17:53 a venue really close um post consistently this on a social social media here post consistently on platforms where you target audience hangs out Instagram Facebook and Tik Tok um I'm trying to get better at this at check Cherry um you know this is something this is one of my areas where it's just been um it's been difficult actually so um I understand you know not wanting to do it or

18:16 it's a it is a chore um at times but I think it's really really important to post and I'm thinking specifically portrait video stuff with like Auto captions over it um you know stuff like that and we'll probably have some guides and some you know tips and tricks in the future uh for you guys in this area because I think we can help you out with some ideas um but it's absolutely something we're

18:43 posting consistently on the platforms and it's not just an ad you know you can do a lot of different stuff um that will just make you feel more real more approachable um you know I was uh having a breakfast burrito I was visiting Francisco a couple of weeks ago and I was looking at the social media profile for the restaurant it wasn't anything fancy I me it was just kind of this you

19:05 know cute little spot the Mission District and um I found myself on the social media or the Instagram uh uh page for it and I loved it because they were even like showing them making burritos you know and it's so like not interesting but like I was interested at the moment like this is where I'm at this is what happens you know and so I think behind the scenes stuff can really work

19:27 uh you know tell sharing your story all that stuff it doesn't just have to be um you know highly production high production you know sales material basically um you know be authentic um and you guys have you know in in all likelihood right high quality event photos and videos right and if you're if you don't have that get it you know um that's uh something that is really really um for

19:51 all of our customers they should have really great stuff um because they do so many awesome events and obviously maybe not every event um is worth you know sharing but there's absolutely got to be uh several within the year that are that you can break up even into the 60-second reels and so uhh DJ Robert says record with your phone 15 seconds add titles in Instagram and don't um

20:14 you know don't spend 45 to 60 Minutes on a post um editing it and in shot or cap cut or things like that you know it's better to done is better than perfect and um another point I I'd add on that with you know with SEO and and social media is uh my understanding is Google is using the engagement um from social media uh to weit your SEO you know to wait how high you come up in results and so

20:41 people that are coming from social media coming from other places um you know that's going to help your website and then how long they spend on your website you know what they do while they're there um all that kind of factors into it more um that engagement is just super important now now that there's so much just AI you know kind of garbage out there um Google's really kind of

21:02 shifted a lot of you know it's interesting it's always a cat Mouse game huh around uh in this these areas and it makes sense right like they're looking for people to tell us this is good content and not necessarily um the keywords so much so that's awesome um all the more reason to build an audience and you know share stuff and have good content I love that it's great um include

21:28 your book links in your bio you know make it easy to again like make it easy for people to buy it's so simple like you're not you know being scummy like hey this is how you get started type stuff um we're ready for you we're ready to do business yeah um are great for that say it again QR codes are great for that scan a link I like it um and again when you invest in your website I mean the

21:56 reason this is kind of the first section is that just all of the other efforts of lead generation in all likelihood they're going to come to your website I me you might get a customer referral that's going to come right to your email or something of that nature I suppose but I mean I think by and large even those people are going to come to your website um so you really

22:15 want to have something that's going to be ready to capitalize and you know on anybody who comes there so any other questions before I move on or we uh nothing in the chat okay so U the next section is kind of leveraging some check Cherry features this is not too to in depth um hopefully you're you're already doing most of these but it's worth U mentioning so um I encourage people to use

22:40 the multi-step online booking feature to get leads um and so the way that Czech charity does uh online booking basically we need we need to collect a lot of information to secure a booking um online and the one way to do that is to have one giant form um and another way which is more difficult is to break up that step those steps over multiple smaller

23:04 steps um and so that's um that's how we do it and so after a person sees your packages and pricing they're going to basically uh be given the option to give personal contact information to proceed to the next step and if they give you that personal contact information we're going to save that as a lead and send it to you within like an hour I think think is the default um of

23:27 them sending it in and all the information that is collected in subsequent steps will also be saved um it's a really I I'm convinced that a lot of people don't want to fill out contact forms and become leads um they don't want to end up in this kind of the the salesperson and getting automated and all the other stuff but they are open to evaluating by seeing packages

23:49 seeing pricing and getting a quote or booking online um and they and then they become a lead when they don't finish and I I think it's also a really easy thing to just reach out and say hey I saw you started booking online didn't finish how can I help you I mean that's very uh easy and and straightforward workflow so um I encourage people to leverage the online booking to get leads not

24:10 just business um you know it's kind of like an abandoned shopping cart but not um simplify your packages and pricing you know with our package manager so I think that's a really important piece um to help with the decision process if you make it really clear what I'm paying for and what I'm getting and you know all that stuff how much it's going to cost um I think that's going to help you

24:31 with that decision process um and then setting up the you know helpful automated emails for leads who you know inquire but don't book I think this is important um keyword here is helpful um you know I just really feel that um if you if you're sending emails that are intended to be helpful to your buyer Prospect you're going to be winning and if it's really just to be helpful

24:58 and to close a sale um you know it's kind of more self-serving um I think it's probably not going to come across as well and be as effective um and I think that the best way you can send helpful em emails is basically um send stuff that helps them make a good decision and so you might send helpful planning tips about your service like things they didn't think about you know when choosing a

25:21 when choosing a uh a mobile bartender or a DJ or whoever here there are some things to think about you know with your event um I love sending the idea of sending customer reviews for social proof like oh hey you know haven't heard back from you these are some awesome reviews um you know I think sending a discount or a freebie is a great option too hey if you get back to me um in the next day

25:45 I can add a free add-on or give you a discount you know let me know um and then one thing that I think is really cool is if you can highlight something that's going to be really similar ilar to what they're doing um you know hey here's a wedding we did uh last year um or hey here's a corporate event we did last year or hey here's a school event we did last year hey here's a um

26:07 you know a party or whatever I think that would be really cool and helpful to kind of give them an idea of what they might expect um and just keep in mind humans are way better at closing a sale than an email um you know I do I feel strongly that um kind of just like collecting emails and then having a system that's just going to email people and expecting sales to come from that is you know

26:33 not going to work basically and it's just going to work less and less and less and so find ways to customize uh the content use different things like text or a phone call um you know in check Cherry and I'll cover this some later but it has some features where you can review messages that can be more personal um here's a book recommendation uh called marketing Rebellion the most human company

27:00 wins um highly recommend it um you know at check Cherry you'll notice that when you chat with us it's a real person um we do webinars we're heavily involved with the business we don't do a ton of automation when it comes to our sales process or our demos I mean we just you know I think if you automate in the right places it's going to free up time to be more personable where

27:22 it counts and that's going to result in more sales um so back even on I'll continue on this personalized stuff so um yeah personalized messages so again maybe you have a list of events you know and you can send an email that says hey here's an event that's kind of similar basically that we recently did or that we did one time um I think that would be great Check Cherry has

27:44 a feature where on any automated message you can basically put it into a queue to be reviewed edited or deleted um and so I think this is great because one it'll keep you on track and generate a message and like hey it's been it's been a week and you haven't heard you know this person hasn't moved to the proposal stage for example um and maybe you have a message come up something like

28:09 that and then you can kind of customize it so to speak um so highly recommend that um also uh you know another thing that's important is with Check Cherry is the visually appealing proposals um you want to convey your value and make it easy to sign and pay um you know get great images all that stuff um in 2025 I think we're going to have more uh options around proposals and adding content and

28:33 more videos uh Matt and I are excited about that um the proposals are U they're very effective they're very straightforward um but we do know that people use them in a way that they want to have more sales material on there and so expect something like that to come um but just focus on those images videos that type of stuff um and also I you know one thing I think is really important

28:59 is a mistake I think I see customers do at times is they tend to want to move and send a proposal it's like they get a lead and they're kicking out a proposal like right away I think we've even had feature requests where they want like a lead to be a proposal immediately um type stuff and I I think that if you're moving to the proposal stage too fast you're losing valuable insights and Trust And

29:21 what I mean by that is it's good to qualify a lead and find out what they need and what they want um be personable um you're going to help close a sale if you can get them on the phone and um understand say hey you know what I know exactly what you want I'm going to send over a propos proposal go ahead and take a look at it and sign um that type of stuff as opposed to just getting a lead never

29:43 contacting them and immediately sending a proposal um you're just kind of like missing something and I and I didn't even argue on that sales funnel you're probably missing some information when it comes to the the uh the the decision process um so um payments I encourage everybody to accept cards um and E now um and I think um really it's always been like this but now especially with

30:09 Apple pay and Google pay um out there it's more common all the time um I was at In-N-Out getting a hamburger uh the other day and I asked the woman how many people tap uh to pay and she said just about everybody so it's like a lot of people have you are aware of the tap to pay stuff and and uh they probably have Apple pay and Google pay and if you're on a phone and accepting a proposal it's

30:32 so easy to enter your card information and pay that deposit um you can also lower the perceived cost of your services with a payment plan so this is a new feature at check Cherry um we're really happy with it um and so that can be a really good option for uh those who have higher price points um and we'll cover that a little bit later but um absolutely consider offering payment plans to

30:58 smooth out the cost for your customer um I think you know using Check Cherry for lead management you know just know and manage that list of leads um you can go to sales leads and you'll see a list there um most of the time I mean I think a lot of our I mean it's it is certainly it depends on your business um but if you you want to kind of keep this list manageable

31:22 and know who's on it and find a way to to move them to a proposal or archive them I'm going to argue um and so get past that decision phase you know of the whole like you know and like don't worry if if they're not going to buy it's okay not everybody's going to buy you know hearing a no you can close them out move on they went with somebody else um whatever just kind of don't leave

31:44 a bunch of leads out there um consider leveraging text message in our integration to get a a kind of a I guess an answer and so um you know there's this idea in sales where it's kind of like a it's like a walkway message or something but you can kind of basically say you know hey I'm gonna make it easy for you to respond you know one yes I'm ready to book two I'm still deciding

32:10 or three I'm no longer interested and so you just really tee them up and um at least this way if even if they respond with three you can move on um but you'll probably get a good response as opposed to just selling to them via you know continually selling to them via VIA uh email you know with your 18 email messages type stuff um I think this is going to be far more effective and

32:34 obviously if they say they're no longer interested you know hey thanks for letting me know and that does give you an opportunity to come back and say you know hey I'd love to know more you know maybe you'd say uh one my price was too high or Better Price or you know I didn't go with the service provider or something like that to try to find out more um about why you lost a sale but like

32:54 just make it really really easy for people to respond um taking notes question um Roger asks um I wasn't aware you can do SMS um and yeah so that does require uh twio um you know you can sign up for a twilio account um and once you link that over then you can send out text messages uh Vanessa asks if um is that a template in check Cherry um currently we a good idea though I

33:24 like No in fact I tried to add it but um something aired out basically so I add it but I want to add more templates like this um that's another area we can really help you guys but yeah yeah then DJ Robert says uh having some problems with getting twio to work to work uh and then Kirk kind of chimes in twio is the worst so yeah chat with us um there was a time where we had like a twilio

33:51 connect and it was super easy and then this whole verification stuff came that the US required from phone companies and it just really um it made things a little bit more complicated um so chat with us if we can help I guess yeah we can help you get that set up we can push you in the right direction um it's a little less bad than it used to be uh twio there was a a period when everybody

34:14 was verifying at the same account uh time where it was really tough um I think it's usually I see people get on pretty quick now so yeah um take notes and set reminders for follow-ups so um this next follow-up date this is a new feature as a result of our 2025 survey again if you haven't taken the survey please get in there and do you'll see a uh a banner um you know if you log into your

34:38 account um and if you don't see that just chat with us we'll send you the link it's the best way to give us feedback but um because of all the lead followup and some of the you know the comments we added a next follow-up date um and so add a note and a next follow-up date I think that's totally reasonable and a great way to um you know go about stuff uh and and make sure that you're

35:01 staying on top of your leads um so the next step okay out of check tra is paid advertising this is probably I mean one of my least favorite um for our customers in general I don't know one I think that um it's it's got a learning curve number one um and it can be expensive as well um so it's but it is a valid source of getting leads um and so basically Google ads is probably the

35:28 place to start um and you can Target specific event types wedding corporate events all that stuff um my understanding is you're probably better off going more specific with both the you know the keywords the location the type of event um as much as possible it's going to be cheaper there's going to be less competition um you know so consider that make sure that the

35:51 page you send people to is relevant to your ad um so for example uh let's say I'm doing um an ad for uh a 360 video Booth or something like that I you know and I don't want to send them just to my event Services comp page where I do everything for your your wedding probably send them to a page that's dedicated to what you're selling um give them clear call to actions

36:14 as to how to proceed um yeah make sure to use location based retargeting to attract local leads again I think that also reduce costs um and likelihood as opposed to but obviously you only can search so you know service so many people at least the vast majority of our customers operate in one market um and then run ads to highlight you know your social media content um so there's

36:40 nothing wrong with boosting your social media presence um consider it as an option um and it again it doesn't even have to be the highly polished stuff um who was that that was saying you know don't spend so much time you know just get it out there um and you might you know maybe you'll have something specific that's really targeted that you want to spend a little bit more time

37:02 on but um you know doesn't have to be perfect um also retargeting is a is a good option I love this because basically you can uh show people ads who have visited your website um and they've already expressed interest and their all in all likelihood in the decision-making process and so you can kind of show up in their in their um feed maybe a boost your social media ads that educates

37:28 them about how awesome your company is like I could totally see something like that working you know you've got five or 10 videos that just explain you know and show and give you some behind the scenes and some great events and you know why we started this company that type of stuff I could see that helping convert people um you know and also just the whole education of paid advertising

37:49 so you can learn with videos and courses or hire an expert um I think it depends on your dedication um you know I think Robert posted in the Facebook group he was kind of looking for somebody to do stuff marketing stuff and he's got a you know he's a pretty big right operation wedding venue and stuff in in California um so it really depends um it also depends on your appetite for

38:10 technology and and all kinds of stuff like that so the next section is on building Partnerships uh for leads um and what what will happen I think is that those those people who more introverted are going to hate this type of stuff right um but if you're extroverted and you like making friends um this is definitely your going to play into your strengths um so make friends with local venues

38:36 event planners and other vendors so you know if you end up doing an event at a popular venue you know do a good job make friends get to know people be respectful know the rule you know be a good citizen so to speak and friendly um and I think over time if you're seen enough and you know you make friends it can really pay off um I don't know that just cold calling venues and and trying

39:00 to get on vendor list I'm not quite sure how well that would work I probably wouldn't start there um but you could certainly try obviously there's event planners in your area um and then also other vendors right so people that do similar services and the exact same service or opposite complimentary Services should I say um and so if you're partnering with venues and vendors

39:23 you can offer referral commission or discounts like have something like have a game plan you know as about how you want to do this and approach people talk to people um we asked in our survey about white labeling so consider uh White labeling your services under another company's brand if your sales are slow um so some businesses are better at sales and marketing than others um and

39:46 so this can be a great opportunity to supplement your uh booking volume uh you probably won't earn the same amount but uh you know so be prepared to to offer a discount or or something like that but um it could be a great way to keep your calendar full um and then networking events so wedding expose bridal fairs um even local business networking events um just really depends

40:10 on what you're going for um you know and I think there's a lot in this presentation there's a lot of options I would tend to kind of just try to like focus on less and do a better job initially and see where it goes because um and we'll cover in the next section A little bit but um lead sources can also dry out right like we've seen that um at Czech cherry and it's very common um

40:35 you know that things can kind of pop up and then and then go back down um with networking events I you can also use the online booking engine on an iPad to give people the option to kind of pick their packages and evaluate and remember you'll also be collecting leads so if you're at a wedding Expo I think it's a great move um you can also I probably should have could include a screenshot

40:57 there's a feature in Check Cherry where you can create a link that'll actually Auto apply a coupon and so you could save that link for example to the homepage of your iPad you say click here and this link will automatically or this discount will automatically be applied if you book here and now um I think that could work really well um and then again cross promotions so you could

41:17 work with somebody who's in your Market that is complimentary services and offer joint promotions um you know have something a combo package of sorts or something like that um the next section and I think it's the last one is on overcoming common challenges so uh ghosting comes to mind as a common Challenge and I think that it's really important to develop a strategy or policy for

41:42 walking away from dead leads um don't waste your time with people who are never going to respond and or um not currently in the market for whatever reason even though you don't know um so I think that that that can be a couple of things one it could be like look I mean if we touch them x times and we haven't heard back we're done we're just going to move on um that can you can also have the

42:06 walkway message you know you saw that uh you know make it easy for them to respond one two three um you know hey it's the last followup da d d da um you could also pick up the phone voicemail you know as a way to really get something if that's you know not something you do in your regular sales process maybe that's the last thing to do and then we're done um and then again also I you

42:26 know showing prices up front is in my mind going to reduce a lot of ghosting because people have seen your price and I think that um and I this is I'm open for hearing other people's feedback on this but in my mind that ghosting um happens most because price expectations aren't in line and so they think that it's going to be X dollar and it turns out to be twice that and uh people

42:49 don't want to tell you you're not worth it or that you're priced wrong um and I think people also don't want to tell you that they can't afford it or that they don't value your services um so they just disappear um price objections another common uh Challenge and I think if you if you're if you're not the uh lowest price in your Market which most customers won't be um

43:14 you want to shift the conversation from price to value and you know stuff like hey we've worked with over 200 happy happy clients and here's what they they said about their experience like hey look at our reviews look at our quality you can trust us um you know all kinds of different things that you can say to just talk about the value and also not everybody is uh price is the

43:38 number one factor um you know it's like hey I could have the lowest price uh service provider for my wedding but guess what happen if they don't show up you know or their equipment is not working or something I mean that's what you know that's horrible um and so also consider offering flexible pricing or bonuses instead of discounts so if you don't want to come down on pricing

44:04 hey um I'll include a free add-on uh we can do an extra hour you know stuff like that I think that that's another strategy um if somebody has uh objections to price is to add something in but not come down on your actual price um and then educate through content so if you have a premium website you have a premium social media presents you know and it just demonstrates that you're worth it you

44:28 know and that you're going to attract people that are going to be more likely to pay a premium they're going to expect it um but if you're not the cheap you know it's entirely possible that you're going to have to learn to walk away from people that say no you're too expensive and that's okay like you don't need to win 100% of of leads that come into to your uh to your world

44:48 um inconsistent lead flow is something I think also our cons our customers deal with with so a couple of things one you can diversify your lead sources um so obviously you know you want to find different types of events different types of you know things you can also offer seasonal promotions to encourage early booking um you know if you want to kind of ramp up some deposits and you're doing

45:14 payment plans to manage your cash cash flow um and I think really importantly is don't just focus on lead quantity the quality of your leads matter and um it's just you know if you can get good leads and uh enough of them and spend proper time you know with them um good things will happen and um and I think part of that is again ditching bad ones or dead ones uh and focusing on getting

45:41 quality leads um through various ways um try to avoid spending too much time on leads and so you can stream streamline your lead management with Check Cherry by enabling online booking sending automated messages And archiving stale leads um and then you can also reduce decision fatigue uh with packages you know I think that that's a really just clear pricing so clients don't feel

46:05 overwhelmed uh with choices um I've seen some customers and they you know it's like if you sell something maybe once or twice a year maybe don't even put it in the online booking engine you know just really keep it clean keep it simple and you know worry about that uh in another way or another time by sending a proposal oh yeah we also offer that something like that um you can

46:29 convert more leads to bookings with you know urgency so you know you know secure your date now basically send special offers with an expirations check Cherry has a feature where you can expire your proposals um you know that could be cool um yeah so that's about it I kind of ran out of time for my slides so it's I feels abrupt to me but um I'll show the QR there's a question about

46:57 how to do the QR code so I'll show that in a moment um one question is uh Juan asks how can you read them when price is their thing seems like they won't admit it um so in another how can you win them when the price is their thing like I don't they're only worried about price how can you tell that that's the case I guess oh one you know I don't I I would say um I think that

47:20 if I'm talking to somebody and um early early on in the conversation they seem overly concerned with price and not with who I am what I'm offering all that stuff I would say that'd be an indication um I also don't think that a customer coming in and saying hey like I don't want to waste my time and your time if you're out of my budget is a bad thing um so you know I don't yeah I I don't do you

47:45 have anything to add to that I I don't really have a good answer other than um I suppose I guess like aren't we all all about price at the end of the day I mean we just have different budgets right and I think that's you know to me that's part of what sales is is kind of picking up on on what is really motivating people and and it's just you know it's kind of a craft you have to

48:09 hone I guess but and then um yeah so there was a a question about QR code so I think um I can share my screen real quick here so um basically anywhere in cck Cherry that that we have share a link uh feature um you can get a QR code really easily so um if you're you know on your manage packages page and you know if you scroll all the way to the bottom of that to uh to get your booking link

48:36 you can also get a QR code there um similarly for things like discount codes um if I had a if I had one in the system um discount code for that demo account gets all juned up it's funny and then um the other thing I wanted to share is window so we ran some stats before the the call just kind of looking at where leads are coming from you know with with Check Cherry

49:05 customers um so I thought it'd be kind of fun to share that and and um you know this is kind of relative but definitely a lot of traffic is still coming from Google um I think that probably includes both Google search and Google paid ads but you know still by far the biggest is Google and then you have um friends and family uh previous events vendor referral so a lot of a

49:29 lot of you know face tace people you know people that that you have a relationship friendship things like that with um you know that drives a lot of business as well and then it's just kind of a long you know a long tale of different different things that that work for different people so I think there's a lot of you know experimenting and and you know finding things that other

49:51 people aren't doing is is kind of you know a lot of the battle especially if you're getting started out um trying to find things that that people aren't aren't currently doing I think you know you can get a lot of Bing for your buck that way I like it then we got other chats in here so we got do you all offer uh tutorials for creating lead workflow we started using it but I'm not

50:18 sure if we have to set if we have it set up to be the most uh efficient and so um you can chat with us um we can take a look at it we don't have an official program I mean maybe that's something we can do uh in future webinars or something like that I mean I like that idea um Roger maybe you can tell us I mean as it also depends on your business so some people have you know an ideal

50:43 lead flow that's different than others um so I think you also got to find out you know um what what your kind of customer profile likes Andor um I think just being the most efficient is you know I think ultimately we want lead stuff that if it takes a little bit more time and you get double the sales I mean i''d be awesome right I me we'd all we'd all take that trade off um so I think it

51:06 just depends but we don't have anything specific um you know in terms of but chat with us we can take a look at your account um you know just ask for Matt or Jud um we go from there Samuel says what's the best way to use check Cherry at an expo Matt do you have any thoughts on that yeah I think um um it to some extent again um it depends if you want to let them book online or

51:35 probably more common with exposes people are just looking to collect lead information um and so if you go to your leads page uh manage business settings leads um you know we've got a bunch of contact forms in this account or lead lead forms I guess we call them and um you know you can create a lead form just for a specific wedding show which makes it really easy to track and you

51:59 can come in and and you know figure out exactly what questions you want to ask the customer um you know what information you want to collect there and U and then you can um you know you can uh get a link and you know open that up on your iPad have people scan the Q you got a QR code yeah print out a QR code you know and uh yeah I think a combination of those two is

52:27 good um the online booking is great for that too I mean if if you do have people um you know that want to kind of walk through the process see your packages things like that um that that can work as well just kind of depends on on what what type of um you know Services you're offering and things like that but um and you know keep in mind there too we will

52:46 capture their name and and everything so if they make it at least that far um you'll still have them as a lead um but I I would say those are the most common ways to Vanessa says best way to use Tech to book customers on the spot at Expose and I think I what I would do was I would have um personally I would create a coupon I would get a link to the coupon code you know

53:08 that uh that'll automatically apply I would save that on my iPad and I would tell them if you book today we're going to give you a really great offer and you just go through and here here's all the packages and all that other stuff um and because that'll collect the leads and they have the option to um yeah so they could yeah right you could get a q a link to the QR code you see here on the URL

53:32 it has it there um yeah so they could scan it but I would definitely have I wouldn't just say you could book now I would have a discount uh code and I would automatically apply it um and then I would if they didn't book I would follow up with people and I'd probably still give him the discount be my yes like hey you know what I'll extend it for you if you get back to me and this or whatever

53:53 it may be um you know there if you're still interested I can create a proposal convert that lead to you know whatever but yeah um here's some more uh would be cool to see if check see a check Cherry user who is uh doing the lead funnel well uh bring them on the webinar show how they have it set up and all that stuff I agree I think that would be awesome uh good suggestion

54:18 um what are some strategies the Kirk ask what are some strategies for getting to know customers before giving a proposal um and I would say uh I think that um a really it depends on how the lead came in um if it came in Via online an incomplete booking from online booking they've already seen some pricing and packages I would just ask them um you know hey did you get caught up in any

54:43 questions um you know have your phone number in there um that type of stuff so they can call you if you want let them know um you could have a a link to schedule a meeting um um you know like cenly style uh type stuff we think that that's important um so you could do something like hey let's schedule a call and just do a quick face to face and I can basically help and

55:05 again I think really what it is if I would get out of the business of trying to like push them to a certain service and just try to help them find what's going to be best for them and if it matches up with what you can offer you're you know you guys are both winning and you're going to like it um MOA says will there be a way to send an invoice without having to create

55:23 an event for example I'm selling a backdrop or an LED custom sign that we're using for a wedding so it's not worth really a booking but an item um no no plans right now to do kind of like sales um the long story short is it doesn't happen that much for customers so it's really hard for us to prioritize uh you know that type of a thing um you know and if you're just looking to get paid um

55:47 you know you could easily create a booking and postdated or something I don't know um yeah we don't have a a good way to go about selling kind of oneoff payments that type of thing maybe at some point in the future um but we don't see it happening very much where they're selling stuff um pit says is there a way to ask on the lead form which way the client prefers to be contacted

56:10 also I converted a lead to a sale this week and messed up getting a contract signed can I get some help so so uh first off chat with us any any time immediately when something happens you're like oh I messed up just chat with us um we'll get back to you uh and show you how you can uh resolve it Devil's in the details so we'd want to look at what just happened so but I think it sounds like

56:34 you converted something that you need a signature so you probably want to go back to a proposal um as in terms of um asking which way they prefer to be contacted you can ask custom questions check Cherry doesn't enforce them um quite honestly like I don't care who cares just text email I mean get back to me and say Yes I want a book or no I don't want a book I mean that's kind of where I'm

56:58 at with it um but yeah and your booking engine we we have a a contact preference that you can we do there you go y but it's not like if they if they say email it's not like texts don't get sent out if you have an automated text yeah and I don't think it should automated messages will still go out um and so what else we got Kelly says I always have the QR ready to scan a book

57:24 on the spot when I'm in Expos awesome Kelly uh Carlo says Matt can you show us where to find the next followup on leads please and thank you and sure so if you go to uh a lead um anywhere that that you add a note um you'll see that next follow-up date on there as well now so and I think it's also on the edit if I remember right yeah so if you go to sales leads um and add a note um

57:54 you can uh drop a date in there as well it's in all likelihood if you're adding a next followup date you should have a you know what you talked about that's kind of your chance to say hey left a voicemail you know talk to them they said this they said you know whatever um you know kind of whatever info and then it will kind of be highlighted by you know in red if it's past due

58:18 or things like that and there's there's also a widget for the dashboard we we should mention that too yeah and in the top right there's a followup on sort and so expect some more stuff from like this coming I mean this where this is where we love the surveys right it just gives us good feedback on what you guys are struggling with and what you need all that stuff Marissa says one

58:35 of my other groups another boo does a wine bottle for free when booking on site during a wedding Expo so a freebie I think that makes a lot of sense that's awesome um I think the idea is that like there's an extra reason that you should be doing it today create that urgency so I like that yeah Kelly says I offer a bottle of wine a custom prop sign this year I scratch off yeah amount of

58:57 package yeah so maybe Kelly can uh Kelly can show us the ropes on uh on how to do wedding Expos um awesome Kelly I love it I might be reaching out to you maybe we can have a conversation um that's really cool um and then David said is there an easier way to have the client sign the contract besides having them create their account and sign uh when they log in so David um they

59:19 don't need to to log in to sign if to use the proposal status so have something in a proposal you send them a link uh they don't have to log in they create the account or set a password after um so they shouldn't have to log in chat with us if that's confusing or I misunderstand um and we can help you uh and then Samuel says Samantha is it possible to ask a question Jude sure yeah go

59:43 ahead yeah I didn't mean to interject I'm driving Ty U my question is uh from what I'm gathering is you guys are mentioning that the lead and the proposal I feel like maybe I've been doing it wrong because the way I have my system set up now is mostly Google ads I love it it works I get the leads they send me uh their information most times I try to call them if they don't pick up I send

1:00:09 them I convert it to a proposal I give them the basic minimum stuff and just expect them to come back are you suggesting we should keep them in the lead until we speak to them or until they reply so every business is going to be different you know your Market Market I I don't want to you know say you know that I know better than what you do with running the business one couple of questions that

1:00:29 come to mind though if you're sending them the base offer are you selling yourself short you know if you know in terms of price point that would be one thing that comes to mind um and I think having a conversation um you know but I understand proposals can be helpful in getting people to make a decision you know you're putting one offer in front of them Ian I'm not saying it's a but um

1:00:49 but I would try to get them on the phone and yeah I don't know that I would send the I would maybe do a couple of follow-ups a couple of emails you know schedule a call that type of stuff I mean something else but maybe you've learned that the Bas base package is what you know 99% or 90% of people are going for anyway and so yeah so the reason why I said that is because even regardless

1:01:10 some of my packages are just one particular thing and I just send it to them half of the time because the way your system is that one of the things I like it is like you know it I have like a three or five step email that you know reach out for like 15 days you know 7 Days 6 days can I do that with the in the leads without send a proposal to because I I send proposal like it's just pure

1:01:34 water I don't know if that's good or bad because it gets on my nap when I see it on the calendar and it's not closed and I'm calling they're not getting back and things like that in my mind uh proposal is like another stage of being a lead it's a more serious stage and so it can be helpful to identify those leads and that when you put them into a proposal you're basically just kind of

1:01:58 spraying and praying and then I think you lose you know maybe you're losing something also you're not hearing from them and what they want so you're not really proposing an offer you're just giving them a checkout button um you could send them the online booking engine and give them more options as opposed to just a proposal just some thoughts um but all that being said if it's working for

1:02:16 you and you know like you know run with it but I I I I wouldn't start that that's not kind of where how I would do it I don't think um let's see what else we got here um Sam oh Samuel says Samantha has been awesome uh and so response when asking questions thanks Samuel we'll let her know um yeah we're very happy with Sam um she pretty much seems fully up to speed um you know and she's awesome

1:02:45 super super helpful um and we're grateful for for Sam a says I added something to the package that doesn't doesn't really cost much or anything so AC referring probably he's probably at it talking about um he has a scrapbook station if they book at the moment yeah so that freee yeah and then Mo says so after I say say in a private note and set the next follow update what happens is do I get

1:03:09 emailed or the notification of the day you do not get emailed um there's a widget what I would do is I would look at the widget in the dashboard uh for leads and you can also go to your leads and sort by date there's currently no notification um I don't know that we'll offer notifications on lead follow-ups that seems like get overwhelming um I would just consider you you know manage that lead

1:03:32 list you know check in on that daily um to kind of know what's going on um you know and I think the next fall update is to me it's like I don't want to bother somebody until the next fall update right um so but yeah there's a widget in the dashboard well hey Matt you were kind of worried that I wouldn't have enough content here for a second good yep I was curious so um and DJ Robert

1:03:56 does check Cherry considerate a CRM um on our marketing web web page we basically say I think what does it say part CRM uh part shopping cart and part scheduling app um so we do absolutely get lumped into CRM uh CRM is a we're not a traditional CRM um you know I think of CRM is not booking management software um you you know and that's kind of what we tend to do um but yeah we

1:04:26 do automated messages yeah lead follow-ups there's contacts you have your client database I mean there's a customer portal um so if you think of it you know most the I think like when I think of CRM like from a traditional standpoint your customers don't log into your CRM right and Check Cherry has a customer portal and you know there's all kinds of other stuff so in some ways um you know maybe

1:04:47 more what's it called an Erp we're like an Erp for small businesses Matt yeah that that doesn't work it very well though so um but but yeah I mean similar to CRM I think if somebody's in the it's I think we do have some customers that use more of a traditional CRM um like a HubSpot or something like that when they're really heavy sales um people right like they're like very very good at

1:05:20 going through leads and call and followups and like that type of sales process um you know but I think for most of our customers no they wouldn't need a separate CRM they would use chech Cherry as their CRM so yeah good question and as says CRM plus what the software is yeah um and Robert says I miss having the to-do list anchors to clients but uh you could see add that account but

1:05:46 you could see it in the calendar um miss having the the to-do list anchor I I'm here oh yeah see I don't follow that it's okay I um so in our old CRM you could have to-dos for a particular customer um whether or not they were booked or they were in the booking right and so you'd have your to-dos so these would be things that you need to do and those to-dos then would show up on the calendar so

1:06:22 if you could look it up for the day oh here's what I need to do for today I need to follow up on the proposal that was sent to this particular client I need to get a uh proof of a photo booth layout to this client and on and on and on that's that's basically the biggest thing that I miss um from my old CRM yeah I I mean I I could see us extending uh checklist you know items to like thing other

1:06:54 other objects you know um like a like a user for example um my first thought would be that if we have that in the calendar um people have a lot of checklists uh when events are built and all that stuff that it would just overwhelm the calendar well then maybe on the calendar you could have them as hot like medium like as far as how urgent they were so you could kind of categorize it or

1:07:22 whatever because it's it's just something that I just don't know where to put that information so you know do I put it on my Google contacts and have a as Todo well I have my contacts linked from check Cherry to Google contacts but it's kind of convoluted at that point it it um it's it's good feedback I mean everything that you guys do is amazing and there's tons of things that lot yeah a

1:07:47 lot of I think the the checklists I think there's a lot of opportunity there to do I I don't love the checklists I think they're you know they're okay they uh they let you record stuff but I think there's kind of a lot lot of room for Polish there I have checklists for photo booth events and I have a checklist for the DJ but I find myself not using them because they're they're not upfront

1:08:14 you know what I mean you don't really see them anywhere except for every time you go into you have to like go into the client to actually see also go to under um you actually can can get at them a couple ways now um under sales to-do list um that'll have more of a unified it won't be a calendar format but it will be based on the due date um so okay can see everything and then

1:08:39 um and then we've got some uh dashboard widgets as well for um for that so you can um you can show those directly on the uh on the dashboard as well so if you wanted to see um just kind of everything when you first log in um we do have a a checklist item that'll kind of a unified Che okay yeah and um there's a few things under the the dashboard kind of they kind of help get

1:09:06 a I think a handle on some of that you know things like you know bookings waiting action can be useful or some of those different things um I need to watch the dashboard uh webinar that's my bad in there yeah and then you can you can even kind of have a few different dashboards you switch between to you know if you need something that's kind of more at a glance and then you know

1:09:27 maybe you have it a few different different modes you work in um okay well there's something there that's a little closer to what we were used to that's cool thanks guys yep Andre says is there a follow-up option available for proposals so I guess he's saying the next follow-up date um and the answer is no uh but it makes sense right yeah I think we we'll almost certainly add that to

1:09:50 proposals as well yeah I could see that making sense we started out on leads but I think you know I think definitely on the on the proposals makes sense yeah Che Cher like like a proposal is pretty much still a lead right I mean it's even though they're two different objects in Check Cherry um it's still a lead so um and then Moises says and we'll get caros one second here Mo says

1:10:10 question once I assign an event to someone can I have it where it remain where it reminds them and gives them details every so often so absolutely you can send the staff assigned to a booking uh emails and text text chat with us we can show you how that works uh they can add a calendar a link to their you know they can subscribe to their own calendar of the bookings they've been

1:10:30 assigned to we got a lot of options for you there chat with us we can show you more Carlos he's gonna end started it and he's gonna end it so I'm gonna be the last one I'm feel proud about it okay guys real quick so during the presentation I noticed that you mentioned something about offer an addon instead of a discount right but in my case I'm a guy that I like to see

1:10:56 what I'm going to be paying and how much I GNA be saving right but if we put the cost of this for example a scrapbook just to mention something Hass Adon in the photable but that I wanted to see the value of the SC scrap Boger do you know what I mean it makes perfect sense and I think that that slide was more about somebody trying to protect going into discounting and protect

1:11:25 their pricing yes as a premium provider and so instead of offering discounts you basically throw in your freebies that probably aren't going to cost you much more um but you're still protecting your price point um so a free hour that type of stuff but I understand I think it's it makes a lot of sense where another perspective is to let customers know how much of a deal they're getting

1:11:47 um and so those those type of customers are going to be more price sensitive right they're going to like they're going to like want to get a good deal they're going to want you know it's going to be so it's just either which way could work I think it's probably what I my sense is this would be a different customer profile your customer profile the way you sell which is nothing wrong with it

1:12:08 is like hey here's what I charge retail here's what you're getting for it you're getting a deal it's time to sign now right the other is hey premium provider I don't come on price but I could offer an extra hour at no charge discount yeah yeah this is something that has been working for me lately about showing transparency and about everything that the customer is

1:12:33 gonna get at the end you know what I mean and what they see pricing how much they gonna be saving this this and that I feel that I close the sale more efficient and more quick but like you mentioned you know just to show them like okay this is my price I don't I'm not going down but you're going to get this much with this amount of value you know what I mean so it sounds like

1:12:55 I think what he's trying to say is how to how to show that and I think there's a couple ways if you show the Scrapbook as an item on your invoice you're either going to zero it out or you're going to add it and the price that it normally is and then put the discount underneath it so that you're seeing they see that they're getting that $150 off yes that that was the

1:13:18 main idea that I wanted toy yeah I like that yep Robert thank you thank you Robert appreciate it hey guys thanks for coming um it was a good webinar um Matt and I really like doing these things and getting to know you guys better and talking and all that stuff um if you're at the photo with the Expo or mobile Entertainment Expo next month come by and say hi to us we'll be

1:13:42 there we're also going to do a Meetup again up in our room um so uh hopefully you can make that we'll send an email uh to everybody so come have a beer with us and talk about the product and meet with other chech Cherry customers and all that stuff we had a good turnout last year so hopefully it's not just Matt and I if I mean if it is we'll be okay uh but anyway um so thanks for

1:14:01 coming everybody thanks for uh contributing and chiming in everybody with questions and and uh it's good to see you Carlos so take care