1254: PPC for SaaS Companies: Everything You Need to Know (Part 2 of 3) w/ Dylan Hey

WEBVTT 1 00:00:05.960 --> 00:00:09.750 All right, welcome back to another episode of B to be growth. My 2 00:00:09.789 --> 00:00:14.470 name is Timothy Bower and I'm once again here with Dylan Hey, the CEO 3 00:00:14.589 --> 00:00:19.949 of hey digital. We've been having a conversation around PPC for SASS and this 4 00:00:20.109 --> 00:00:25.059 is part two of that episode where we'll be doing a deeper dive into keywords 5 00:00:25.140 --> 00:00:29.820 and metrics and strategy. Dylan, welcome back. Yeah, thank you so 6 00:00:29.940 --> 00:00:33.420 much. I'm super excited to be back for around too. I think episode 7 00:00:33.460 --> 00:00:36.969 one we went into a lot of depth and I said to you kind of 8 00:00:37.049 --> 00:00:40.289 prerecording that that something that's really important to me. I want to make sure 9 00:00:40.289 --> 00:00:44.770 that we're sharing information that people couldn't just find in a two minute google search. 10 00:00:44.810 --> 00:00:47.130 Right. I want to go deep and share as much actionable stuff as 11 00:00:47.130 --> 00:00:51.079 possible. So, yeah, very excited looking forward to going deeper into this. 12 00:00:51.640 --> 00:00:55.960 I love that. Okay, so let's turn our focus towards keywords. 13 00:00:56.240 --> 00:00:59.920 There are a lot of different types of keywords. There's branded keywords, generic 14 00:00:59.960 --> 00:01:04.469 keywords, transactional keywords, locational keywords, long tailed informational. What types of 15 00:01:04.510 --> 00:01:08.989 keywords should SASS companies be focused on and how should SASS companies figure out what 16 00:01:10.109 --> 00:01:12.950 keywords they should be spending money on. Yeah, really good question. So 17 00:01:14.549 --> 00:01:19.219 there's a few different routes to look at this and I would say the easy 18 00:01:19.299 --> 00:01:23.379 answer is it depends on your budget level and on, like how you decide 19 00:01:23.420 --> 00:01:26.219 to approach. You'LL PP TE strategy. What I can do is breakdown some 20 00:01:26.340 --> 00:01:32.060 of the different use cases for different keyword match types, is what they called, 21 00:01:32.099 --> 00:01:34.530 to what you covered, like different keyword match types. I can cover 22 00:01:34.650 --> 00:01:38.010 some examples of which ones to use and when, and then also break down, 23 00:01:38.049 --> 00:01:42.049 like what is a branded keyword versus a generic keyword, etc. If 24 00:01:42.129 --> 00:01:46.689 someone wants to just a big long list of all the different types of keywords 25 00:01:46.730 --> 00:01:49.719 and match types on Google, that's something that if you just do a quick 26 00:01:49.719 --> 00:01:53.519 Google search for you'll be able to find fairly fairly easily. Now, with 27 00:01:53.959 --> 00:01:57.319 with SASS businesses specifically, typically when we first jump into someone's ads account, 28 00:01:57.319 --> 00:02:00.359 if it's we're doing an audit of it and trying to help them out or 29 00:02:00.709 --> 00:02:05.750 we're starting a new account, we often see that the first thing people do 30 00:02:06.150 --> 00:02:13.349 is separate their campaigns by branded keywords and then non branded keywords. So a 31 00:02:13.430 --> 00:02:16.300 branded keyword is anything related to your brand, as you would expect, and 32 00:02:16.500 --> 00:02:23.379 typically within SASS because there's a lot of competition within like anyone listening to this 33 00:02:23.419 --> 00:02:24.819 running as ass business, you'll know that you have three or four, probably 34 00:02:24.819 --> 00:02:29.780 even more, competitors that do very similar things to you guys. So we 35 00:02:29.900 --> 00:02:35.530 want to make sure that we are covering our own brand because often it's just 36 00:02:35.610 --> 00:02:39.569 standard practice now that people will be advertising against their competitors keywords. So let's 37 00:02:39.569 --> 00:02:46.439 say I search for BB growth show online right now and we had ten different 38 00:02:46.479 --> 00:02:50.599 competitors. There might be another podcast targeting that key word because they know that 39 00:02:51.199 --> 00:02:53.000 they would share the same audience and be interesting to them. And this happens 40 00:02:53.039 --> 00:02:55.479 all of the time within sacts. So you want to make sure you're covering 41 00:02:55.520 --> 00:03:00.110 yourself by having branded campaigns running. These are very cost effective, they're very 42 00:03:00.150 --> 00:03:04.949 low price because it's your branded Keyter, like keyword, is something that you 43 00:03:05.069 --> 00:03:07.750 own, so you're always going to have the best quality scores on these. 44 00:03:07.870 --> 00:03:10.349 So Google show your ads most. So this is one thing. And then 45 00:03:10.389 --> 00:03:15.379 the second subset is m people have non branded or unbranded campaigns and keywords, 46 00:03:15.419 --> 00:03:20.419 and those are the things like buying inten keywords, etc. Things it aren't 47 00:03:20.460 --> 00:03:23.300 tied into your brand. So usually that's the first split that we see within 48 00:03:23.340 --> 00:03:25.699 adds accounts. Now what we like to do is break down our campaigns, 49 00:03:25.740 --> 00:03:30.289 as I talked about in the first episode, by funnel, positioning and buying 50 00:03:30.370 --> 00:03:32.129 intent. So if you haven't listened to that episode already, go back and 51 00:03:32.169 --> 00:03:37.050 check that one out. But once you've then broken down your campaigns by intent, 52 00:03:37.770 --> 00:03:39.849 this is when you can start playing around with what's called different match types. 53 00:03:40.050 --> 00:03:43.319 So the kind of the safest, if you want to call it that. 54 00:03:43.400 --> 00:03:46.840 The safest match type is exact match, and this is when you're telling 55 00:03:46.919 --> 00:03:51.520 Google, I only want to hit someone with an ad if they specifically search 56 00:03:51.639 --> 00:03:54.520 for this exact key to, like keyword or phrase. If they search for 57 00:03:54.560 --> 00:03:59.270 anything similar to it but not exactly this, we don't want to serve out 58 00:03:59.270 --> 00:04:01.270 add to them. So this is when you can be very, very like 59 00:04:01.430 --> 00:04:05.629 laser focused and targeted. So let's say you want to show an ad for 60 00:04:05.909 --> 00:04:12.300 podcast editing software. You can set exact match around podcast editing software. Only 61 00:04:12.379 --> 00:04:15.740 that would trigger. But then you can start to use you can start to 62 00:04:15.780 --> 00:04:18.259 use other match types, such as broad match modified, and this is when 63 00:04:18.779 --> 00:04:23.500 you're then saying to Google, okay, this is my keyword, but if 64 00:04:23.579 --> 00:04:28.370 somebody searches something broadly within this spectrum that's similar to this, also show them 65 00:04:28.410 --> 00:04:32.290 this Ad. Now we tend to use broad match modified match types, often 66 00:04:32.329 --> 00:04:38.050 at the beginning of a new account when we're trying to uncover search terms that 67 00:04:38.209 --> 00:04:42.319 we may otherwise miss. Right. So you're not always going to know everything 68 00:04:42.360 --> 00:04:45.839 that your potential customer is searching for. You might think they're searching for one 69 00:04:45.920 --> 00:04:47.879 thing, but actually lots of people are searching for something slightly similar that you 70 00:04:47.920 --> 00:04:51.639 would never have picked up before. So we often use broad match modified at 71 00:04:51.639 --> 00:04:57.470 the very beginning to kind of cast a net out there and catch these keywords 72 00:04:57.509 --> 00:05:00.269 that we may miss otherwise. Now, the risk with this is that you 73 00:05:00.389 --> 00:05:03.910 will also get lots of irrelevant search traffic as well. So you have to 74 00:05:03.990 --> 00:05:09.860 constantly keep an eye on the campaign and remove or add keywords your what's called 75 00:05:09.899 --> 00:05:13.860 your negative list, and this is where you really need someone like an agency 76 00:05:13.939 --> 00:05:15.379 or someone kind of full time focus on the account or, if you're doing 77 00:05:15.379 --> 00:05:19.139 it yourself, checking like once a day if you're running big board match modified 78 00:05:19.180 --> 00:05:21.930 campaigns. Because, to give you guys an example of this, we work 79 00:05:21.970 --> 00:05:27.449 with a website security software. They help people when their websites have been hacked. 80 00:05:28.050 --> 00:05:30.290 We launched a new campaign a couple of days ago, broad match modified 81 00:05:30.329 --> 00:05:34.959 campaign around word press hacked keywords, right, but it starts to pull in 82 00:05:35.079 --> 00:05:40.439 lots of people searching for fit x, my roblox hack and robox is like 83 00:05:40.519 --> 00:05:45.279 a video game that's totally irrelevant to someone, someone that's looking to fix their 84 00:05:45.319 --> 00:05:48.319 wordpress website, but it pulled it through because it's fixed my something hack. 85 00:05:48.720 --> 00:05:51.389 So now we add that to the negativeness. So that's one thing to bear 86 00:05:51.430 --> 00:05:56.470 in mind. And then there's also when we're talking about keywords. You mentioned 87 00:05:56.509 --> 00:06:00.910 transactional keywords, locational keywords. Those are fairly self explanatory, but then there's 88 00:06:00.910 --> 00:06:04.220 things like long tail keywords. So these are the things that are going to 89 00:06:04.300 --> 00:06:11.259 have lower search volume but often higher in tent and it's things that be very 90 00:06:11.339 --> 00:06:14.740 specific search terms. And that's why they called long tail, because there just 91 00:06:14.819 --> 00:06:17.930 the longer right. So it's something like how do I upload a podcast? 92 00:06:18.170 --> 00:06:20.610 That could be a long tail key word. You're going to get less people 93 00:06:20.649 --> 00:06:25.410 searching for it, but it's fairly high intent if you match that to an 94 00:06:25.490 --> 00:06:28.769 add and then a landing page in a tool that can help people upload podcasts 95 00:06:28.850 --> 00:06:30.850 online. So to kind of try and wrap it up a little bit, 96 00:06:31.009 --> 00:06:34.879 that's top, top level of some of the different keywords and match types. 97 00:06:35.360 --> 00:06:41.680 Sat Companies, in my opinion, should always focus on exact match campaigns when 98 00:06:41.800 --> 00:06:45.240 budget is tight, because this is where you can be ultra specific, and 99 00:06:45.560 --> 00:06:49.069 then broad match campaigns when you're trying to unbroadmatch, modified campaigns when you're trying 100 00:06:49.110 --> 00:06:54.149 to bring in extra people, whether it's top of funnel or identify more search 101 00:06:54.269 --> 00:06:57.509 terms. Of course there's lots of other kind of avenues routes that we could 102 00:06:57.509 --> 00:06:59.350 go down with that, but for the purpose of this episode right now, 103 00:06:59.350 --> 00:07:02.100 I think that's a good place to kind of stop with search turns and keywords, 104 00:07:02.139 --> 00:07:08.579 etc. Awesome, Dal and I love the detailed strategy explanations that you've 105 00:07:08.620 --> 00:07:12.459 given for all this. Let's start briefly about add groups. How should south 106 00:07:12.540 --> 00:07:15.810 companies be thinking about them and what are the best practices? Yeah, so 107 00:07:16.209 --> 00:07:21.089 just to explain how this works, there's lots of there's lots of different strategies 108 00:07:21.129 --> 00:07:25.850 and ways of structuring a Google ads account right. So also, I want 109 00:07:25.889 --> 00:07:30.279 everyone to bear in mind who's listening to this, just because I recommend to 110 00:07:30.319 --> 00:07:32.199 do things one way doesn't mean it's the only way that it should be good 111 00:07:32.360 --> 00:07:35.560 should be done. Everyone has their own way of doing things. Now, 112 00:07:35.600 --> 00:07:40.639 an Ad Group essentially when you think about the campaign structure. So you have 113 00:07:40.879 --> 00:07:44.509 the campaign. This is where everything is housed. Within the campaign you have 114 00:07:44.589 --> 00:07:48.110 add groups and within the add groups you have keywords. So the keywords are 115 00:07:48.149 --> 00:07:51.629 for what people are specifically searching for. The add group is what you use 116 00:07:51.709 --> 00:07:57.230 to kind of define a few different keywords and put them under one umbrella. 117 00:07:57.470 --> 00:08:00.819 And then the campaign level is what houses the add groups and that is what 118 00:08:01.019 --> 00:08:03.620 is your let's say you have a bottom of funnel campaign, for example. 119 00:08:05.100 --> 00:08:09.500 So we might have we're using podcast as examples a lot here because I just 120 00:08:09.620 --> 00:08:13.089 think it makes sense for everybody listening. One of my add groups could be 121 00:08:13.569 --> 00:08:18.050 podcast software, for example, and then anyone that's searching keywords related to podcast 122 00:08:18.050 --> 00:08:22.449 software would be in that AD group. Then I could have an ad group 123 00:08:22.730 --> 00:08:26.319 related to podcast platforms, because we want to make sure that anyone's searching for 124 00:08:26.399 --> 00:08:31.000 podcast platform related keywords, although it's very similar to podcast software, we want 125 00:08:31.000 --> 00:08:35.759 to have ads that are ultra specific to what someone's searching for. So for 126 00:08:35.879 --> 00:08:37.399 each add group and for each keyword. We have different ads and if you 127 00:08:37.519 --> 00:08:41.240 were to have all of these in one ad group, you wouldn't be able 128 00:08:41.240 --> 00:08:43.750 to separate out those ads and make sure that their ultra relevant for the kind 129 00:08:43.789 --> 00:08:50.230 of searchers experience, so to say. So without trying to get to technical, 130 00:08:50.309 --> 00:08:52.789 because it's kind of hard to show you guys exactly what I mean without 131 00:08:52.149 --> 00:08:54.980 having an adds account on my screen to run through with you all. And 132 00:08:56.259 --> 00:08:58.779 that's how we look it. Add groups, how you should be thinking about 133 00:08:58.779 --> 00:09:03.139 them. It's just making sure that you don't want to overload and have like 134 00:09:03.500 --> 00:09:07.740 one campaign that has hundreds of odd groups in it, because some people do 135 00:09:07.980 --> 00:09:11.049 that. They try and get very granular, and the problem often is if 136 00:09:11.090 --> 00:09:13.330 you have, if you don't have a high enough budget and you have hundreds 137 00:09:13.330 --> 00:09:18.289 of add groups, Google will start optimizing towards what's performing best and then they 138 00:09:18.330 --> 00:09:20.889 can be hundreds of different add groups in search terms, actually just aren't getting 139 00:09:20.889 --> 00:09:24.799 any traffic at all, so it becomes pointless having them in the campaign. 140 00:09:24.360 --> 00:09:26.840 So you don't want you don't want too many, but you also don't want 141 00:09:26.879 --> 00:09:31.200 to little where you're so broad. So you want to do the best job 142 00:09:31.240 --> 00:09:35.200 that you can to group things together, but also keep it as specific as 143 00:09:35.240 --> 00:09:39.070 possible. So if you're running something related to software versus something related to platform, 144 00:09:39.110 --> 00:09:43.389 or reviews versus ratings, for example, you want to try and separate 145 00:09:43.509 --> 00:09:46.909 those just to make sure you can tail at the experience to the searchers inten 146 00:09:48.629 --> 00:09:52.259 great and dealing. Could you give our listeners an example of like a way 147 00:09:52.419 --> 00:09:58.779 to hyper granular with add groups? Yeah, so to granulate in my opinion. 148 00:09:58.940 --> 00:10:03.379 So some people think this is best practice and it this is always changing. 149 00:10:03.460 --> 00:10:09.850 There's a method called skaggs. Skags, which is single keyword add groups, 150 00:10:09.970 --> 00:10:13.090 and this was like, I think this was a term coined by another 151 00:10:13.169 --> 00:10:16.690 pretty like large one own adds agency, and basically that means that for every 152 00:10:16.769 --> 00:10:22.000 single keyword, so any search has its own add group, right, and 153 00:10:22.919 --> 00:10:26.279 this works in some cases, like it's definitely worked very well. But if 154 00:10:26.360 --> 00:10:31.559 you're trying to do a large campaign, doing single keyword ad groups doesn't necessarily 155 00:10:31.600 --> 00:10:33.799 make sense, because that's when you end up in the situation where you can 156 00:10:33.799 --> 00:10:35.990 have hundreds of add groups and then your budget is only being spent on the 157 00:10:37.029 --> 00:10:39.830 first two or three and in that case then you don't really get to do 158 00:10:39.909 --> 00:10:43.830 any real testing and you could be missing out on a lot of good results. 159 00:10:43.830 --> 00:10:46.389 So that would be, in my opinion, and example of something that's 160 00:10:46.429 --> 00:10:50.500 like, just a little bit too granular. However, in some use cases, 161 00:10:50.580 --> 00:10:52.700 if it's a small campaign with only a couple of add groups, then 162 00:10:52.740 --> 00:10:56.620 it will make sense if you're trying to be laser focus and ultra specific. 163 00:10:56.700 --> 00:11:01.299 So again, it kind of depends on the funnel positioning, the intent and 164 00:11:01.740 --> 00:11:07.649 how you're how you're trying to distribute your budget within your SIS company. Awesome, 165 00:11:07.730 --> 00:11:09.970 I love that you brought up how this affects budget. I think this 166 00:11:11.169 --> 00:11:15.210 next question is going to be hyper relevant for our listeners. Let's talk about 167 00:11:15.370 --> 00:11:18.679 budgets and bidding. HOW SHOULD SALES COMPANIES DETERMINE THEIR AD budget? What do 168 00:11:18.799 --> 00:11:24.240 sales companies need to understand about PPC bidding? Yeah, again, very good 169 00:11:24.240 --> 00:11:28.399 question, and this is something that comes up very frequently, as you would 170 00:11:28.399 --> 00:11:31.600 imagine, with people who have either never done ads before or are fairly new 171 00:11:31.639 --> 00:11:35.389 to this, and so, for that exact reason you'll probably start to see 172 00:11:35.389 --> 00:11:39.029 a pattern here if you listen to episode one and episode two. Whenever there's 173 00:11:39.029 --> 00:11:43.509 a big question like this, we make sure we put together an in depth 174 00:11:43.669 --> 00:11:46.710 like useful blog post on our website that covers us. So we have one 175 00:11:46.789 --> 00:11:50.379 that's called how to calculate your PPC advertising budget. So just go ahead and 176 00:11:50.899 --> 00:11:54.580 search for that. In this blog post we basically break down, I think 177 00:11:54.580 --> 00:11:58.139 it's like a six, six step process or how you can calculate your budget, 178 00:11:58.139 --> 00:12:01.169 and we also have a cheat sheet in there to for some formulas of 179 00:12:01.250 --> 00:12:05.409 how to do that. But just to not drive everybody away, to make 180 00:12:05.450 --> 00:12:07.490 sure we keep them on this podcast, I'm going to share a few of 181 00:12:07.529 --> 00:12:11.009 the top level, top level metrics and just check that out afterwards. Don't 182 00:12:11.009 --> 00:12:13.210 stop this and go away. Check it out after you've listened to this. 183 00:12:13.009 --> 00:12:18.559 So it's really really important to think about when you're calculating your budget. The 184 00:12:18.639 --> 00:12:20.799 first thing you want to do is think about what your objectives are, because 185 00:12:20.840 --> 00:12:26.360 that that then like sets the standard for how you're going to spend your budget. 186 00:12:26.399 --> 00:12:31.710 If your early stage and you're hyper focused on driving conversions and nothing else, 187 00:12:31.750 --> 00:12:33.870 all you care about is people getting onto sales calls with your team, 188 00:12:35.070 --> 00:12:37.950 your budget is going to be different for somebody that has more to spend and 189 00:12:37.070 --> 00:12:43.470 their const they're like concentrating on awareness campaigns as well as conversion campaigns right. 190 00:12:43.789 --> 00:12:46.659 So you have to first think about what the purpose is, why you're actually 191 00:12:46.299 --> 00:12:50.700 why you're actually advertising. So it's really important that you cover that. And 192 00:12:50.100 --> 00:12:54.940 but then you need to start by defining Your Business and advertising goals. So 193 00:12:54.019 --> 00:12:58.009 we like to use the smart goal like setting methodologies, making sure that your 194 00:12:58.049 --> 00:13:01.809 goals are specific, measurable, achievable, relevant and time bound. And that's 195 00:13:01.809 --> 00:13:05.970 why you start thinking, okay, we focusing on customer requisition, brand awareness, 196 00:13:05.090 --> 00:13:09.090 retention, etc. Usually, most people they're focusing on lead generation and 197 00:13:09.169 --> 00:13:13.480 customer acquisition and then, secondary to that, brand awareness and then maybe third 198 00:13:13.720 --> 00:13:18.240 customer retention or trial retention. So once you've done that, you then have 199 00:13:18.320 --> 00:13:22.480 to understand traffic generation requirements. So you need to figure out, okay, 200 00:13:22.279 --> 00:13:26.639 in order to get those volume of conversions, how many people do I need 201 00:13:26.679 --> 00:13:28.389 to come to the website? Based on the data that we have available to 202 00:13:28.429 --> 00:13:31.590 us right now. The caveat with this is that, of course you can 203 00:13:31.669 --> 00:13:35.350 never really figure this out until you have ads up and running, but you 204 00:13:35.389 --> 00:13:39.269 can look into your Google analytics account and see, okay, from our organic 205 00:13:39.389 --> 00:13:43.899 search traffic, what percentage of visitors convert to either signing up for a trial 206 00:13:43.940 --> 00:13:48.460 booking onto a demo etc. Take data like that and from that you can 207 00:13:48.460 --> 00:13:50.940 figure out okay, if I need a hundred customers and, let's say or 208 00:13:50.980 --> 00:13:54.419 a hundred trial sign ups, and my conversion rate from web traffic to trial 209 00:13:54.460 --> 00:13:58.129 sign up is usually two percent, then on average you're going to need five 210 00:13:58.250 --> 00:14:03.169 thousand clicks to get a hundred like sign ups. Potentially, this is fairly 211 00:14:03.210 --> 00:14:05.370 top level, right, but this is the only way to do things before 212 00:14:05.370 --> 00:14:07.370 you're running at so you figure that out, then you want to go ahead 213 00:14:07.370 --> 00:14:11.639 and get an estimated CPC and estimated cost per click. You can use a 214 00:14:11.720 --> 00:14:16.840 few different ways to this. One is historical data. If you've run campaigns 215 00:14:16.879 --> 00:14:20.600 previously this, that's the best option. But if you've never done that before, 216 00:14:20.679 --> 00:14:22.000 like a lot of people listening to this, you can use the google 217 00:14:22.039 --> 00:14:26.389 key word planner to get some estimates on CPCs. Now the thing to bear 218 00:14:26.429 --> 00:14:30.110 in mind here is that, to be honest with you, the Google key 219 00:14:30.190 --> 00:14:33.710 word plan and any other keywords tools, whether it's m rush Aref something like 220 00:14:33.750 --> 00:14:37.750 that, they're often pretty pretty inaccurate when it comes to what you'll actually be 221 00:14:37.830 --> 00:14:39.860 spending, but they give you a benchmark. So you want to figure out 222 00:14:39.860 --> 00:14:45.059 what the estimated CPC is and then once you have that, you can find 223 00:14:45.139 --> 00:14:48.259 another like the maximum CPC and the average CPC. The Google key word plan 224 00:14:48.340 --> 00:14:50.980 or tell you that, and then what you have. Okay, I need 225 00:14:52.059 --> 00:14:54.889 to get this many clicks based on my standard conversion rates, and this is 226 00:14:54.970 --> 00:14:58.409 what the average CPC is. Then you can start to do some calculations to 227 00:14:58.490 --> 00:15:03.690 do. Okay, traffic needed times by average CPC. Equals are equals. 228 00:15:03.730 --> 00:15:07.159 Are Budget. But it's not. It's not the best way, like it's 229 00:15:07.200 --> 00:15:11.039 not a concrete way to set a budget because really you can't do that until 230 00:15:11.039 --> 00:15:13.360 you have things up running you see what's actually happening. So what we recommend 231 00:15:13.360 --> 00:15:18.120 is that you usually do like a low range estimate and a higher range estimate 232 00:15:18.159 --> 00:15:20.279 and an aim for something in the middle and then over time, usually over 233 00:15:20.320 --> 00:15:24.830 the first thirty days when you're starting to collect data, then you can really 234 00:15:24.870 --> 00:15:28.870 make informed decisions about what your budget should be moving forward. Wow, awesome, 235 00:15:28.909 --> 00:15:35.509 dylan, what a very practical primer on budgets and bidding and I wasn't 236 00:15:35.669 --> 00:15:39.500 expecting to do this, but I think it's going to be important for us 237 00:15:39.580 --> 00:15:43.139 to have a part three to this, because the next things that we're going 238 00:15:43.139 --> 00:15:48.539 to talk about, targeting, copywriting, add extensions, measurement. I don't 239 00:15:48.539 --> 00:15:52.529 want to rush to any of that, so tune in for part three of 240 00:15:52.690 --> 00:15:56.570 the interview with Dylan Hay on PPC for SASS. Thank you so much for 241 00:15:56.649 --> 00:15:58.330 joining us for this episode. No wires. Thank you. Thanks for having 242 00:15:58.370 --> 00:16:07.240 me. I'm looking forward to going in again. Hey, everybody, Logan 243 00:16:07.320 --> 00:16:11.200 with sweetfish here. If you're a regular listener of BB growth, you know 244 00:16:11.320 --> 00:16:14.200 that I'm one of the cohosts of the show, but you may not know 245 00:16:14.399 --> 00:16:17.639 that I also head up the sales team here, is sweetfish. So for 246 00:16:17.759 --> 00:16:21.110 those of you in sales or sales offs, I wanted to take a second 247 00:16:21.149 --> 00:16:25.549 to share something that's made us insanely more efficient lately. Our team has been 248 00:16:25.669 --> 00:16:29.429 using lead Iq for the past few months and what used to take us four 249 00:16:29.590 --> 00:16:33.700 hours gathering contact data now takes us only one. We're seventy five percent more 250 00:16:33.740 --> 00:16:38.980 efficient. We're able to move faster without bound prospecting and organizing our campaigns is 251 00:16:40.179 --> 00:16:44.500 so much easier than before. I'd highly suggest you guys check out lead Iq 252 00:16:44.659 --> 00:16:48.490 as well. You can check them out at lead iqcom. That's Elle a 253 00:16:48.610 --> 00:16:51.690 d iqcom