Jim's Marketing Blog

Marketing tips and ideas to help you grow your business

Your marketing map!

By |

In this post, I am going to show you a very simple way to make your marketing massively more powerful.

Most small business owners / entrepreneurs have only a vague idea of what they want from their business.  They tend to be highly-motivated and launch themselves like a rocket into their work.  However, with a little more forward planning, it’s possible to totally transform your sales results!

marketing planImagine setting off on a journey; from where you live to an unknown destination 300 miles away.  How would you prepare for that trip? You would probably check the route on a map, so you knew where you were going and how to get there.

You might also check the weather and traffic conditions and ensure you had enough fuel.  With all this in place, you stand a 99.9% chance of getting where you want to be!

If that journey had been ‘planned’ ahead the way most small businesses plan ahead, it would have been very different!

There wouldn’t be a clear destination, so it would have been impossible for them to plan a route.  In other words, they wouldn’t even know if they are heading in the right direction or not! With no idea of where they’re going and no route to follow, they could end up anywhere.

Marketing and planning

If you study any successful business, you will see that they deliberately plan what they want in advance.  As a result, they can spot immediately if they are on target or heading in the wrong direction.  They are also able to anticipate potential hazards and even identify the people; whose help they will need in order to succeed.  Because they know where they are going, every step takes them closer and they can plan ahead with far, far more confidence than the average business.

How to smash your sales targets with a little planning!

Here’s a quick way to find exactly what you need to do, in order to reach your annual sales target. It also gives a quick insight into the power of using firm figures.

List your desired turnover & profit figures

You need to know what you are aiming for in real terms. This means writing down what you want to ‘get’ from your business financially.

List the number of sales needed in order to hit those figures

Once you know how much money you want to earn, you need to identify how many sales you must make in order to reach that figure.  This then becomes your annual sales target.

List the number of enquiries needed to generate 1 sale

How many meetings, calls, emails, letters from prospective clients / customers do you need on average, to generate a sale? If you need 100 sales to hit your sales target and each sale requires 3 enquiries, your initial focus should be on generating those 300 enquiries as inexpensively and quickly as possible!

Divide the number of enquiries needed by 12

In the above example, you would need to generate 25 enquiries a month in order to hit your annual sales targets.  This means you would now have a very clear picture of the kind of marketing activity you need to invest your time / money in, if you want to succeed.

What next?

Now that you have a good idea of ‘the numbers’ required for you to hit your sales targets, you need to start generating those sales / enquiries! To help you, here’s a list of 10 of the most effective forms of marketing for small and medium-sized businesses that I know.

Over to you!

What forms of marketing have you found to be most and least effective for your business? Please share your experiences with us and leave a comment below!

Stand out from the crowd and boost sales

By |

Would you like to gain a massive marketing advantage and boost your sales? Then find a way to market your services, which is NOT already being used by your competitors!

marketing stand out from crowdTake a look at the businesses in your local area and you will notice something interesting.

You will see that businesses in the same industry, advertise in the same places, to the same potential clients, using the same kind of marketing messages and the same kind of promises!

As a result, their marketing pretty-much cancels each other’s out. This is a shocking waste of money and extremely low leverage.

Creative marketing

To gain a competitive marketing advantage, you should think of ways to creatively market your services, which are not already being done-to-death by your competitors.

A great way to find new marketing ideas, is to look at the marketing methods common in other industries, which are not being used in your own. Then, think how you can adapt those forms of marketing for your business!

For example, a number of stores are now paying bloggers to write posts about their stores and their ‘special offers.’  Regardless of your industry, if your competitors are not already doing this, it could be well worth considering for your business!

Just imagine a well-known blogger, who has the respect of your future clients, telling them how brilliant you are – that’s powerful!  Before you ask, I don’t offer this service myself.

If you provide a service that has a national or international client base, like; web design, copy writing, SEO, coaching, consulting – or you sell products via a website, you might want to consider sponsoring a podcast aimed at your core prospect group.  This can be extremely powerful and yet, it’s a form of marketing that’s totally overlooked by most small businesses – including your competitors!

The bottom line

If you want your business to ‘stand out from the crowd,’ stop marketing it where all the competition is!

13 years this week since…

By |

It’s 13 years this week, since I got my first ever email address!  At the time, even though I only knew a few people who used email, it was clear to me that email had massive potential for me and what was then, my new business.

email marketing newsletter salesNow that pretty-much everyone uses email, it’s interesting to me that so few businesses and entrepreneurs use email marketing effectively!

For example: Buying email lists & sending ads

When you buy an email database, it’s often just a list of people who are getting SLAMMED with junk mail and spam. Why?  Because the same people, who are on the email list that YOU just bought, are on all the other lists too!  As a result, they will have either changed their email address or they will only accept email from their ‘white list’ of approved contacts.  In either case, your latest offer is NOT going to reach them!

By contacting a stranger with an advertisement, you miss the point totally!  That’s because the ‘average’ person these days is not as stupid as some marketers seem to think – far from it.

In fact, the marketplace has never been better informed or more hacked-off at the amount of advertising they receive, than they are today! If you want to gain the trust of a prospective client or customer these days, you need to engage them first; rather than just throw more adverts at them.

If you want to REALLY succeed using email marketing, it’s my experience that the best route is to build your own list of subscribers, and contact them using an informative, valuable newsletter.  In fact, I have a few tips for you here; based on my own newsletter, which is read by thousands of people from more than 100 countries.  This newsletter generated over a hundred thousand pounds for my business in its very first year – starting with an initial readership of just 29 people!

By the way, the free newsletter guide I mentioned earlier is part of a series I am planning. If you have any questions regarding newsletter marketing, either contact me here or leave a comment.

No advertising or sponsors!

By |

I’ve mentioned previously that this blog was never intended as a tool to generate advertising, sponsorship or affiliate income. I said at the time that the only way I would have any kind of paid ads here, was if it was for a product I use, love and endorse. 

On review, I have decided not to take those ads either – In fact, no paid advertising of any kind!

Why?

Advertising and sponsorships can be great business models for a blog,  when done correctly; but they are inappropriate for what I am trying to achieve here. Advertisers have been attracted to me because of the tremendous level of interaction here between my readers and myself. For example, my last post currently has over 200 comments.

This shows the kind of connection between a blog and its readers that advertisers love AND it is also the EXACT reason why this blog will NEVER carry paid advertising or sponsorships!

jimsmarketingblog.com IS a commercial blog, but its commercial value to me, is that it allows me to connect with more people, through my work.  It does this extremely well and I get enquiries every day from people, who want to find out more about how I can help them and their business achieve great sales results.

So, whilst I am VERY pro advertising and sponsorship – as you can see, it’s just not appropriate for what I am trying to achieve with this blog.

Thanks for taking time to read this. Please feel free to let me know what you think.

Chunking it down!

By |

credit crunch marketingIsn’t it strange how people think about money? There are people who happily spend £3 a day on a coffee at Starbucks, but who wouldn’t dream of investing that same £60/£70 a month on SEO for their website / blog or even a private health plan or gym membership!

For those of us involved in sales and marketing, there’s a valuable lesson here!  It’s all down to the way people perceive money.

If you sell a service, which has an annual cost of, let’s say £500 – you are asking people to make a £500 purchasing decision.

However, if you tell people they can have that same service for the equivalent of just £42 a month, you are helping them to focus on a far smaller, more manageable figure.

By further chunking that figure down to a weekly investment of just £9.62 or a daily figure of just £1.30, you change their focus completely. Especially if you use something like the Starbucks example I gave earlier, in your marketing.

In today’s economic climate, your prospective clients are thinking REALLY hard before spending their money. This is why it’s important for you to put the cost of investing in your service, into terms that show it’s relative value.

For example, an SEO provider might say:

“For half the price of your daily cappuccino, your business could be getting stacks of targeted leads & enquiries through your website!”

The bottom line?

To a business owner, worrying where her next sales lead will come from, it’s clear that the cost of the SEO service above is infinitely more valuable to her; than the coffee she is currently paying twice as much for!

Find something that your prospective clients / customers already buy, which compares favourably with the cost of your product or service. Then, use it like in the above example – to showcase what GREAT value you offer!

Subscribe now to my RSS feed and make sure you are kept up to date with my free marketing tips, ideas and strategies!

Get your timing right!

By |

One of the fastest ways to dramatically increase the number of sales you make, is to make sure you ‘close the sale’ at the right point in the negotiating process!

Why is timing so important to your sales success?

marketing timing sales In any sales situation, there is a certain point in time where the prospective client or customer is most likely to agree to buy from you.  If you ask for the sale within this golden period, you stand a far greater chance of the prospective client saying “yes.”

Here’s why:
If you ask them to make a buying decision before they are ready, they will think you are either ‘pushy’ or desperate.  This will massively reduce your chances of making the sale, because people hate to feel pushed or pressurised.

If you ask them to make a buying decision after their interest has dwindled, they will be far less motivated to buy from you.  This will massively reduce your chances of making the sale, because without that all-important motivation to buy, there’s little reason for them to purchase. The moment will have passed.

Hot stuff!

A great way to remember the role of timing in the negotiating process, is to think about what you do when you boil some milk in a pan.  You start off with the milk at room temperature.  Then, once the pan of milk is placed on the hot stove, it slowly gets hotter and hotter until it starts to boil. Once you turn the heat off, the temperature slowly drops until it goes back to room temperature again.

In a negotiation process, you need to ask for a buying decision ‘when the milk is at boiling point!’  This is the point where the prospective client or customer is at their most motivated to buy.

How to improve your timing

No two people are the same.  When some people are at their most motivated to buy, they will lean forward with their eyes wide open, nodding their head in agreement.  Others will hardly change their physiology, but ask you lots of relevant questions, and some will do neither!  Whilst anyone involved in face-to-face negotiating should study the basics of body language, you need to combine this with additional resources.

For example, try asking the last 10 people who didn’t buy from you, what it was that made them decide not to proceed and pay attention to anything that suggests your timing was off.

If you regularly hear people say that “it all happened so fast” or their head was spinning from all the details, this might suggest you need to slow down a little.  If you regularly hear people say that they just “went off the idea” or they are going to “review it again next year,” this might suggest you need to speed up a little.

I have been in sales and marketing long enough to know that there are many, many reasons why people decide to use one provider over another provider.  However, by paying close attention to this often-overlooked area of the negotiating process, you can significantly increase your sales conversion rate.

The advertising question

By |

I’ve had quite a few people asking me recently, why there’s no advertising on jimsmarketingblog.com.  So, I thought I would let you know.

The short answer is that this blog is NOT here to sell advertising!

Some commercial blogs start off with the sole intention of selling advertising – which is great.  However, the primary focus of this blog is very different!

I decided to simply build this blog as a way for me to connect / network with great people (like you); who share my interest in marketing, networking and business development.  The community here is extremely important to me, which is why I work so hard to get readers ‘involved’ in the blog – with your comments, suggestions, ‘tweets’ and emails.

As you can see from the amazing number of comments this blog already attracts, (after just 11 weeks of marketing) – the community is both growing and very active!

So, what IS the “business model” then?

I want to show you the effectiveness of my work; through the marketing ideas I share with you and the obvious success of this blog itself. Then, if you decide you want to achieve massively better sales/profits or simply develop an amazingly successful blog, you might decide to give me a call or drop me an email.

That’s it!

Of course, as a result of the growing number of people now visiting and commenting here, companies have started asking me if I will advertise their products or services.  This blog’s community is very targeted; primarily people who own a business, are self employed or are ‘decision makers’ in larger companies.  Our community here is what advertisers dream about.

I will happily offer advertising on the blog, but only if it’s a product or service that I use or have researched and believe to be massively valuable to you.  Nothing offered thus far fits into either category – hense no ads.

Getting your marketing balance right!

By |

It’s a fact: People will only buy from you, if they believe that the value of your product or service (herein called a service), is significantly higher than its cost to them.  If they believe they can get better value (or a better deal) elsewhere, they will go and spend their money somewhere else.

Equally, if people think after reading / listening to your marketing that you must be out of their price-range, they won’t even get in touch with you.

You need to know how to strike the correct marketing balance and that’s what this article is all about!

Effective marketing works on a number of different levels.  For example, it should show people what a great service you provide and also reassure them that your prices or fees are set within their range.  You achieve this by pumping massive value into your services, PLUS showing that people, just like them, are already using and benefiting from your services.

For example, when I market my services, I have to make sure that people know that I work primarily with small businesses and that my fees are easily affordable to them.  Otherwise, I risk people NOT calling me or emailing me for more information, wrongly assuming I’m out of their price range!

Getting your marketing balance right

marketing balance value fees priceTo find out if you have got your marketing balance right, you will need to measure the quality and quantity of the responses you get.  If people often tell you they’re surprised at how expensive your price or fee is, it means you need to pump more value into your services.

Yes, some people will say they think you are expensive, just as a way to try to negotiate your fee down – and you will always a get a few of those; but if this response becomes regular, it’s usually an indicator that the perceived value of your service is too low.

Another indicator that there’s a problem with your marketing balance, is if prospective clients start asking about your price or fee, early into your first conversation with them.  When this happens, it usually means you are either marketing to the wrong crowd or you have caused them to think you are probably out of their price range.  When people think your price / fee is likely to be great value or nominal, they are less concerned about it and more interested in how you can help them or how your service works etc.

How to make testimonials work!

One of the ways I demonstrate both the value and affordability of my marketing services, is to provide testimonials and that’s what I suggest you do too – but not just ANY OLD kind of testimonial!

YOUR testimonials need to show the value and the affordability of your service.

Most testimonials I see, are from people simply saying how great, professional or effective a service provider or product is – which is fine – but only if it’s clear that the people giving the testimonials are just like them. This way, the reader can relate to the message and ‘see themselves’ in those testimonials!

For example, the testimonials I use are all from people who run small businesses or are self-employed – who are elated at how I’ve helped them achieve fantastic results.  These are the same kind of people I market my services to.  This means that these testimonials tick both boxes; showing the value and relevance of my services.

What next?

Take a look at your current marketing feedback and see if you can spot a pattern.  If you find people are often too fee-sensitive when they respond or that you do not get as many responses as you would like, take a look at your marketing balance.

This is obviously a big subject and there are dozens of elements to consider, if you want to blow the lid off your sales and profits.  I will be addressing all these in future articles / blog posts.

Over to YOU!

What tips do YOU have, to overcome prospective clients or customers that are fee-sensitive or too price focussed? I would love you to share them with the readers and myself!

Marketing Guru’s, equality and attraction

By |

Recently, I have started getting a lot of emails from people; asking me a version of the same great question.

Here’s the question:

Jim, I hear that you don’t use any form of paid advertising or link exchanges – yet your posts often get dozens and dozens of comments. According to alexa.com (or whoever), this new blog gets lots of traffic. How are you doing this?

So, what’s my ‘secret’ then?

My secret is simple. It’s all down to Equality and Attraction!

Equality

I provide marketing material for people just like me; small business owners and those who work in sales / marketing.  If I know what I am doing, you should fit into that group too.  We are all totally equal here.  I don’t buy into that Internet celebrity or marketing guru bullshit. I’m just a normal person who happens to run a successful marketing business. I have the marketing answers you need and I work hard to get as many of them to you, in as clear and interesting a way as possible.  I don’t have a tribe; I have a network of friends and great contacts.

This is a level playing field, where you and I are part of the same marketing community.

Guess what?  That means when you email me, I always email you back.  When you comment on this blog – if your comment requires or requests an answer, I give one, always.  If I like your work, your blog or your product, I promote it for free – you won’t even know most of the time, until you check your stats, sales (or Twitter follow numbers!)

marketing guruMy readers seem to like my guru-free approach to delivering the marketing information they need and helping them succeed.

As a result, you recommend this blog, my RSS feed and my newsletter to your contacts.

You are the reason a 3 month old blog is attracting so much attention. You are the reason I don’t need any paid advertising.  You are also the reason I continue to do this; even though I have been financially secure for life since I was 29 years old (I’m 43 now).

That’s despite starting off in life broke; with no connections, the son of immigrants and covered in scars and even a gunshot wound from a violent childhood in the slums. I’m proud to say that I earned my money selling millions of pounds and dollars worth of ‘goods and services’ – NOT selling books or seminars on ‘how to sell!‘

Although my primary focus is always on giving, I have already generated thousands of pounds / dollars worth of sales for my business, from this new blog.  I did over £7,500 worth of business from enquiries here in the first 10 days alone. If you have a website or blog and you would like to attract more business or leads, here’s how I do it.

Attraction

My work is all about attracting sales and enquiries –  not chasing them.

Why?

Simple – people hate being pestered by salespeople!  They hate being pursued by overzealous networkers (online and offline.)  They hate having unwanted advertising thrust upon them.

People LOVE to buy things but they HATE being sold to!

Here’s how people often get it wrong
This morning, I decided to help my Twitter followers build their follower numbers and get some traffic to their blogs.  I asked them to send me the URL of their blog.  Then, I sent another message out to around 4,500 people – with a link to all the blogs that had been sent to me.

What do you think happened?
Within minutes a couple of people decided to send THEIR blog over and over again; so their blog address appeared multiple times in the link I sent!  I received over a dozen messages from people telling me they had blocked these users and some had even advised their followers to block them as well.

That’s because people hate being pushed, pestered, chased or pursued.  Whenever someone tries to use these tactics to generate sales, they come up against resistance. What a hard way to generate new business!

marketing guru advicePeople come to this blog looking for free marketing ideas, strategies and information.  They come here to connect with people and ask questions through the comments section.  So, that’s what I provide.  I don’t ‘push’ anything.  In fact, there is only ONE page on this entire blog where you can learn about my marketing services.

You attract sales, leads and referrals by being attractive.  In the online world, this means making your site or blog as valuable to your ideal profile of client / customer as possible.  You do this by focusing on delivering quality and quantity. It requires a mindset, where you are prepared to give high quality information away for free; not just the watered down free stuff you see on most websites or in free ebooks!

If you keep all the good stuff back for your paying clients, how is a prospective client going to know how brilliant you are?

You need to make your blog or website an Aladdin’s cave. This means, when your prospective clients or customers arrive, they need to believe they have just stumbled upon a goldmine of great information.

If you sell widgets, make YOUR site or blog THEE place to find out everything they need to know about widgets!  If you sell a service (like I do), use your blog or site to showcase your expertise. Show you really know your subject, answer people’s questions and position yourself in their mind as an expert in your field.

Of course, we are not only attracted to people, groups, blogs and sites that offer great value – we love to SHARE them with our friends and contacts too.

I always advise people to take a look at their marketing and decide if it is genuinely attractive to prospective clients / customers or not.  If you are not sure or you just want to make your marketing even more attractive, ask yourself the Aladdin’s cave question, which I touched upon earlier.

“Would someone visiting my website or blog immediately think they have just stumbled upon a goldmine of great information?”

If the answer is no, look for as many ways as possible to add massive value!

How to sell ANYTHING!

By |

In this post, I am going to show you how to sell anything (and for a great price too!)  This means not only making a sale or gaining a new client/customer – but making that sale or winning that contract in the most profitable way possible.

Overview

People often tell me that once they get ‘in front’ of a prospective client, they are pretty good at converting the prospective client into a paying client.  The problem is; they just don’t get in front of enough people! If this sounds like you or someone you know, here’s the solution.  By the way – forward what I am about to share with you to everyone you know that might find it useful!

If you are finding it hard to sell something, the temptation is often to lower the price, especially during a tough economic climate.  This is almost always a REALLY bad idea! Ironically, when we speak with buyers we find that price is not primarily what they base their buying decision on!  We find that quality, support, utility and back-up are ranked higher than price.

Before writing this article I held a poll where I asked people, which of the following were most important to them; price, quality or backup & support. Overwhelmingly, price came back as the least important! In fact, there is a lot of data to suggest that lowering prices actually reduces sales.

Price only becomes a hurdle when the cost of something is greater than its perceived value!

To make something sell, you need to make the perceived value of it higher than the asking price.  For example, a £100 item with a perceived value of £200 will sell very successfully; however, a £200 product with a perceived value of £100 will really struggle.

The bottom line is that people need to believe they are getting a great bargain.  If they do, they will happily spend their money with you.

What is ‘perceived’ value?

Perceived value is the value that someone places in a product or service, based on what they believe it to be worth or their perception of its value is. Whenever you find yourself looking at the price of something and thinking it’s a great deal, it’s because your perceived value of it is higher than the cost.

how to sell anythingThis is why successful sales and marketing is based around making the perceived value of something appear as high as possible, so that the offering seems like a real bargain when you learn the price.

Sadly, the marketing used by most businesses does very little to increase the perceived value of their products or services (herein called products).

Therefore, these businesses focus on reducing their prices; so that the price matches the low perceived value of their products.

In other words, they end up selling a great product for less than it’s worth – and make far, far fewer sales too.

OK – Enough about how ‘THEY’ sell and market themselves (that’s their problem not ours)  Here’s how YOU can sell more than ever before! (I really am too good to you!)

Firstly, focus on the benefits of whatever you are selling and make those benefits sound as valuable and irresistible as possible.
It is not enough to say something generic like ‘our service saves people money’ – you must give an example of how you saved someone a ton of money and then compare the cost of your service to the saving it achieved!  For example, when I was marketing my services in the 1990’s, I would send a prospective client  my quote; along with a press clipping of how I helped a business triple their turnover in just 120 days – by helping them get the biggest contract in their history!  It worked really well, because it showed people the value of my service and made my fee seem an outstanding bargain!

My competitors sent their quote in with a business card and their fingers crossed!

Failing to clearly show the true value of your products in your marketing will cost you a fortune.  Back in 2005, I met with an Accountant whose practice was in real trouble.  After looking at his marketing material and website, I explained to him that there was no mention anywhere as to the value of what he did; how he could help people pay less tax, make bigger profits and hold onto more of their hard earned money.

Here’s what he replied;
“Jim, if people are too stupid to work out for themselves what an experienced accountant like me can do for their business, that’s their problem!”

“No it’s not” I explained! “It’s very much your problem – because they will take their business elsewhere and you will go broke!” Within 18 months he had lost his business and was working for a former competitor!

Secondly, you need to add ‘bonuses’; things that people will value but which cost little to provide.
For example, I give away a free ebook and free mainland postage and packing to people who buy my Motivation Master Class Audio CD’s.  The ebook version of this programme is worth £9.99 and the free postage and packing is saving my customers a further £4 – making the programme exceptional value.

Thirdly, because value is always relative, you need to look at the perceived value and price of what your competitors are offering.
One of the ways a potential client decides what value to attach to your product, is to compare it with what your competitors are offering.  You must, therefore, research what your competitors are offering and then make your product more valuable than theirs.

For example, my friend Cheryl works in London as an Estate Agent; specialising in selling homes worth over £1.5 million.  The very first thing she does when she takes on a new client is show them around the other homes in their area that are being marketed at the same price.  This way, her clients can see what their home is being marketed against – how it measures up against the competition. Cheryl is then able to encourage them to make the improvements required to make their home stand out against its competitors.  The end result is that her client’s homes always sell very quickly and for a great price!

Fourthly, review your marketing material.
Take a look at your marketing material, everything from; your sales letters and advertisements to your website, blog and any marketing emails you might use.  When you read them, does every sentence and every paragraph pump value into your products and your business?  If a potential client reads your marketing, is it going to motivate them to take action, call, email or meet you?  Is someone reading your marketing material going to feel compelled to call, meet or email you?  If the answer is no, you are losing a fortune in sales.

How to sell any product or serviceIt is essential to the success of your business that your products are seen as being of exceptional value.  Competition has never been greater than it is today PLUS the consumer has never had so much choice.  If your marketing is pedestrian in its approach, it is hurting your business so improve it NOW.

Finally, review your sales pitch or presentation.
When you speak with a prospective client, do your words add value to whatever you are selling?  Do you identify their problems during your meeting and then sell your product as the answer to these problems?  If not, throw your presentation or sales pitch into the bin and start again!

No one wants to meet with you, to be bombarded with a list of benefits and features and then quoted a price or fee. They want you to inspire them, to show them that you have something that they absolutely need!  They then need to be certain that you are the best person anywhere to buy it from.  Your sales pitch is all about pumping value into your products and your business and then showing the person that you want their custom – not because you are greedy – but because you believe that if they buy from anyone else they will get a worse deal overall.

If you really believe that your products, your service or your business is the best solution for someone, you have a moral obligation to stop them making a mistake! You have an professional obligation to ensure that this person gets to benefit from being one of your highly valued clients.

This message must resonate powerfully through your marketing, your conversations and all your interactions.

Get moving!

Go on – right now, pump the enthusiasm you feel for your product and business into all your marketing and sales messages!  Make sure everyone knows how valuable your product is and how much you want to help them.  Don’t leave anything up to chance.  Tell your prospective clients that you are looking out for them;, that you provide a stunning service and that the only way you can be sure that they will be looked after is if they allow you to service their requirement.

You are a knowledgeable, hard working professional and you want your years of experience to help these people and their businesses!

Now go and make sure that EVERYBODY knows!
.