Introduction
This mini-course has been developed to give you a quick overview of what
you need to do to be successful on the Internet. As you move forward
with your on line efforts, you'll want to get more detail, depending
upon how much work you want to do yourself.
Being successful on the Internet boils down to learning and doing three
things and doing them well. I call them "The Three Get 'Em's"; here
they are:
1) Get 'Em To Do Something
2) Get 'Em to Come
3) Get 'Em to Come Back
"Get 'Em To Do Something" means getting your web site visitors to do
what you want them to do. Pretty common sense, but very few web sites
are designed to do this. We'll get into a lot of detail into some of
the specifics in later sessions of the mini-course.
"Get 'Em To Come" is all about getting visitors to your web site, and
not just any visitors, but the right kind of visitors...your target
market. We call these "targeted visitors." We'll cover the 9 basic ways
you can do that in this mini-course.
"Get 'Em To Come Back" focuses on using email and social media with
those who have given you permission to contact them. The inherent problem
with all web sites is that most visitors won't "buy" on their first visit. You
have to get them to give you their names and email addresses so you
can follow up with them with email, building a relationship with them to
the point where they're ready to "buy".
But before you begin with "The Three Get 'Em's" you need to know if
your idea or concept will even work on line. Your idea is generally
going to work if enough people are already searching on the search
engines using keywords related to your product or service.
All of us can remember the dot.com boom and bust of what we call
Internet I. Then it was all about excitement and had little to do with
business.
Hundreds of companies spent millions of dollars without knowing if
their idea would even work on line. Doesn't make much sense, does
it?
The time we're now in in terms of history of the Internet is about using
the Internet as a business tool to generate more leads and revenues
for our businesses. It's possible to use basic business principals as
a foundation for our on line efforts.
One of the basic principals of business is to find out first if a market
exists before one invests a lot of time and money...related to the
Internet this means (as noted above) finding out the existing
popularity of your idea on the search engines.
"Get 'Em To Do Something", Part 1
When you're looking at getting your visitors to do something, we mean
getting them to take action, to take what Ken Evoy calls your Most
Wanted Response.
But first you need to have a domain name, your url. If you don't have a
domain name, one of the best sources we've found for registering
domain names is GoDaddy. For a very low price you can register
your domain name, your internet presence. By the way, we recommend
to all of our clients that they concern themselves only with .com
extensions, not worrying about alternate extensions like .us, .biz, etc.
While we're on that subject, at some point you'll need to get your web
site hosted. Your options are numerous. If you're doing this on your own
go to Google. and search for hosting companies. You'll get a number of
options you can check out. As with domain names, Go Daddy options a
number of inexpensive options.
Back to your Most Wanted Response.
Before you begin your web site design you need to decide what it is you
want your visitors to do, what action you want them to take. Are you
selling something (e-commerce)? Are you gathering leads to plug into
your existing offline sales process? Are you wanting to get them to call
you?
Whatever your answer, decide upon it upfront.
And remember this, you want to have your web site "sell" with a single
focus. If you give your visitors too many options, too many choices,
you'll end up confusing them...and confused visitors hit the back button
before they give you a chance to "unconfuse" them.
As in life, you only get one chance to make a good first impression; with
your web site you want to make it a good one.
Although this mini-course isn't about web site design per se, I'm
assuming you're either going to learn to design yourself (using a tool
such as Dreamweaver or Microsoft FrontPage) or outsource the work
to someone who's knowledgable about marketing oriented web site
design.
Whichever option you choose, remember these marketing oriented
design basics:
1. Make it clear to your visitors in the first 15-20 seconds of their
visit what your web site is all about. This generally means having a
strong headline and good written content (copy).
2. What's your Unique Selling Proposition? Given all their choices of
how to spend their money, why should your visitors spend their money
with you? Make it obvious why you're different.
3. On the Internet, words sell, pictures don't. Don't get too heavy with
pictures and other graphics. You need to understand that your web site
is basically a direct response medium; you want your visitor to do
something. An overuse of pictures can reduce the response of your web
site.
4. Make it easy for your visitors to trust and like you. In most cases
this means talking to them at their level. Your language needs to meet
people where they are.
5. Make yourself real to your visitors. Consider including pictures of
yourself and others in your company. Also, every web page should have
your contact info...your address, phone number, fax number, etc.
6. Remember that your visitors are concerned about WIIFM - "What's In
It For Me?" They really don't care about you so much as what you're
going to do to help them.
"Get 'Em To Do Something", Part 2
Although I talked earlier time about your Most Wanted Response, it's
critical that you also include a place (on each page) for your visitors
to opt-in, that is, to give you their name and email address.
We'll cover some of the details of what you do with their information in
later parts, but understand that at a minimum you have to convince your
visitors to let you contact them by email.
One of the basic motivators to help you comes from the Law of
Reciprocity, the give to get principal. If you offer to give your visitor
something of value, you'll find that he or she will be more apt to give
you their name and email address.
Offer a special report, a white paper, or something that they will
consider valuable. A friend of mine calls this an ethical bribe. And
do it in such a way that you can deliver the information digitally, either
through email (automatically through an autoresponder) or by a pdf file
that's loaded on another page on your web site.
The last section of "Get 'Em To Do Something" has to do with conversion.
By conversion we mean the number of calls per action per unit of
visitors.
For example, if 11 out of 100 visitors opt-in to your email list, your
opt-in conversion is 11% (by the way, anything over 5% for opt-in
conversion is acceptable).
In this same example, if 2 out of 100 visitors buy your product, your
conversion is 2% (this is very good; most sites on the Internet have
less than 0.5% sales conversion.
Tied into conversion is your ability to measure almost everything your
visitors do. This means you don't have to guess what your visitors do;
you can measure it.
And you must measure, period.
In terms of what to measure, at a minimum you'll want to measure:
1. The number of visitors
2. The pages they visit
3. How long they spend on pages
4. How they found your web site
5. What page they're on when they leave
6. Calls to action (tied into your Most Wanted Response)
Although your hosting company may provide some kind of stats
program, my experience is that the data most of these programs
provides lack some if not most of the above. I recommend to all of
our clients they install a third party web-based tool.
At the time of this writing, Google offers a free web-based analytics
tool which you can access here.
Tied into conversion, the most successful web sites take this
philosophy:
test, measure, refine, test, measure, refine...
Let the visitors show you by their actions what is working and what isn't
on your web site. When you find things that aren't working, change
them, measure the results, and if necessary, change again.
As you get into more detailed measurement, you'll ultimately be able to
determine the cost and value of your visitors. The business implications
here are enormous, and, as we'll find out more in later lessons) you can
then make informed business decisions about where to invest your on
line advertising dollars.
"Get 'Em To Do Something", Part 3
We need to cover one more area of web site conversion and analysis,
the Web Site Ratios you have to know. And note I didn't say should or
need to know, but have to know.
I've seen estimates that well over 90% of web site owners don't know these
numbers...why? Well, for one thing they take work and discipline to
get. Most people just don't want to do the work.
Another reason is ignorance. Many people just don't know they need to
know them.
But once you know your Web Site Ratios, you'll be in a position to make
informed business decisions about your on line advertising investments.
If you don't know these Ratios, you'll be spending for on line
advertising (not really expecting a return) as opposed to investing in
your on line advertising (not only expecting but knowing the return
you'll get for every advertising dollar you invest).
A quick note: Most people think that web site traffic is free. It's not.
You'll always be investing something, either time or money, to get traffic
to your site. More on that in the next two parts of this series.
Back to the Ratios.
The four Ratios you have to know are:
1. Average cost per visitor (or suspects as we call them)
2. Average cost per prospect (someone who hasn't "bought" yet but has
given you their name and email address)
3. Average cost per customer or client (even if you're not selling per se
on line and just generating leads, over time you'll know how many
prospects turn into customers)
4. Average value per visitor
Now for more detail...
Your average cost per visitor is what you spend, on average, over time
to get visitors to your web site. For example, if you get 1,000 visitors
to your web site in a month and you spend $200 on a certain source of
advertising to do so, your average cost per visitor for this source is
$.20 ($200/1,000). Note I've mentioned "source of traffic". Over time
you'll use different methods or sources to drive traffic to your web site;
you'll want to track each one separately.
Your average cost per prospect is what you spend, on average, over
time to get a prospect; that is, to get someone to "opt-in", or give you
their name and email address. Tying into the above example, if you
gathered 100 names and email addresses during the month (note this is
a 10% opt-in rate - 100 prospects/1,000 visitors), your average cost per
prospect is $2.00 ($200/100 prospects).
Why is this important? If you effectively use an email follow up system
(we'll cover this in "Get 'Em To Come Back"), you'll turn prospects into
customers over time. You have to know what you're spending to get
someone to become a prospect.
Your average cost per customer or client is what you spend, on
average, over time to get someone to become a customer or client.
Let's say you're selling something from your web site; again tying into
the above example, if during the month you get 10 customers (note this
is a 1% sales conversion rate - 10 customers/1,000 visitors), your cost
per customer is $20 ($200/10 customers)
Why is this important? You need to know as soon as possible if you have
a problem with your web site. Here's an example, if you've budgeted
10% of your selling price for marketing and advertising, and you're
spending 20%, you have a problem. For example, using the above
numbers, if your selling price was $100 and you had budgeted $10
(10%) to get a customer, you'd be spending $20 or 20%...that's a
problem.
The last number, your average value per visitor, is just what it says. It's
the average value of every visitor that comes to your web site, whether
or not they buy. This ties your selling price and your sales conversion
together.
In the above example, if your selling price was $100, with 10 orders
you'd have $1,000 in revenue. Your average value per visitor would be
$1.00 ((10 X $100)/1,000). On the Internet, in general, if you can obtain
a visitor value (average value per visitor) of $1.00, you're doing well.
Look at how the first and last numbers tie together. You're investing
(note I didn't say "spending" now that you have your numbers) $.20 to
get a visitor to your web site and every visitor that comes is worth
$1.00. That's a 5 to 1 return on your investment.
There's a lot more detail about your ratios once you get up and running,
but this should give you a good feel for why these numbers are
important.
"Get 'Em To Come", Part 1
"Get 'Em To Come" is about one thing, getting targeted visitors to come
to your web site. Note I've made an important distinction here. It's
not about getting visitors, but getting targeted visitors to your site.
Targeted visitors are those people who fall into your target market.
People who have a problem that you can solve.
Over the past several years I've developed a 9-step process for
generating targeted traffic to web sites that has worked for hundreds of
clients. I've made the mistakes of trying to do the steps out of order
and had the expected results. It didn't work. I always encourage
clients, friends, and others to take advantage of our "trial and error"
experience and follow the 9 steps exactly.
I recommend you do the same.
One proviso...understand that online things change very fast. Three
years ago social networks were just getting started, but today they
represent a very large segment of internet visitors.
Here they are:
1. Pay-Per-Click Search Engines (national and/or local)
2. Organic or Natural Search Engines
3. Directories or Portals - local, national, industry specific)
4. Blogs
5. Online Press Releases
6. Articles - online and offline
7. Social Networks (the non-blog portion)
8. Joint Ventures
9. Affiliate Programs
and a bonus method:
10.Viral Campaigns
We'll cover the first several methods in this part and wrap up the
balance in the next part.
Pay-Per-Click Search Engines:
First on the Internet scene in early 1998, PPC's (as they're called)
have proven to be a quick way to get targeted traffic to your web site.
Basically, you select a group of keywords (words and phrases that your
target market will type in the search engines to find the solution
you're offering), bid on the keywords at various PPC's, and only pay
when someone clicks through on your listing.
When you use them correctly you can get targeted traffic to your site
in minutes to several days. Plus, since you're only paying for actual
traffic to your web site, if you're properly tracking your results (as
we discussed in the previous two parts), you're well on the way to
determining your Web Site Ratios.
There are a number of good resources online to teach you how to
use and optimize your PPC efforts. Search at Google for "pay per
click education" or similar terms; some resources are free, some cost
money.
Using PPC's you can, in a very short period of time, determine the four
ratios we discussed in the last part. And, if you also track the conversion
of the individual keywords on which you're bidding (so that you know the
keywords that "work" on your site), you're in a position to move on to
steps 2 and 3.
Organic or Natural Search Engines:
The organic search engine world has drastically changed in the
last two years. Search engines are still the most popular method that
people use to find web sites, so it's important to have your web site not
only indexed, but to have as high a ranking as possible.
There are really only three organic search engines about which you need
to be concerned (they're responsible for probably over 90% of all search
engine traffic):
1. Google
2. Yahoo
3. MSN
If you plan to do the work yourself, check out the educational
resources I've got listed at Improved Results or search online.
Because the search engine industry is changing so fast, we encourage you
to find someone you trust to work with (quite frankly, we have a hard time
keeping up with it, and we're involved with it every day).
Although the traffic is "free" once you're listed, you will have to
spend money (hiring an expert to do it for you) or time (your own)
to get good results.
Directories or Portals - local, national, industry specific):
Directories are something that most people confuse with conventional
search engines. The difference between directories and conventional
search engines is that for directories a person (a real human being)
reviews your web site submittal. With conventional search engines,
a computerized "robot" visits your web site.
The two major directories about which you need to be concerned are:
1. Yahoo
2. DMOZ (Open Directory Project)
Yahoo today charges you $295 a year to be included. Is it worth it to
you? Well, in addition to the direct traffic you can receive from Yahoo,
a listing in the Yahoo directory is important in terms of "backlinks" to
you web site (an important consideration in your organic search engine
ranking)
DMOZ is free, but it can take months to get included. Again, it's worth it.
All of this may sound complicated. It is. And to make matters even
more interesting, a number of the PPC's, conventional search engines,
and directories have interrelationships with each other.
To get a picture of what we mean, go to
www.bruceclay.com/searchenginechart.pdf
That being said, PPC's, conventional search engines, and directories
have to be a part of your traffic generation strategy.
"Get 'Em To Come", Part 2
Here's more information about the second thing you need to know,
"Get 'Em To Come".
Blogs:
Web Logs, or blogs, sprang onto the popular scene several years
ago. In reality, they're nothing more than web sites that can be
updated on a very regular basis.
A number of great resources exist to teach you how to use them, how
to set them up (remember Google search). From a traffic standpoint
they can be important for several reasons:
1. You can link to your main site from your blog, not only getting
"clickthrough" traffic but important backlinks to your site.
2. You can comment on other peoples' blogs, linking back to your
blog and/or web site.
Online Press Releases:
PRWeb.com and a number of other press release distribution
companies can give you an additional presence, leading to actual
traffic to your web site and giving you backlinks to your site.
Go to Yahoo or Google, type in any search term, and then click on
the "News" tab. Depending upon the keyword, you might be surprised
at the number of sites that are returned. I've been told that as many
people search on the News search engines as on the conventional
search engines...doing it right can lead to lots of traffic for you.
Articles - online and offline:
Writing a 250 to 300 word article (you don't necessarily have to write
it) with the appropriate links back to your site (always done in the
author block or section) can give you two benefits: clickthroughs to your
site and more backlinks.
A number of article directories exist to which you can submit articles.
Social Networks:
You might have heard about sites like Digg.com, YouTube.com,
MySpace.com, etc. These are all social networking sites, poised at
the forefront of what's called Web 2.0.
As you move through the steps in generating traffic to your web site,
learn about them and see how they can give you more traffic.
Joint Ventures:
Remember back in Part 4 when we talked about your "having" to
know your ratios. This was made possible in step 1, where you used
PPC's to begin to generate traffic to your site. In addition to quickly
driving traffic to your site, you used the information to determine your
ratios.
Now this becomes really important.
Joint Ventures are nothing more than an agreement between you and
someone who has a large, very responsive email list. In that agreement
that person agrees to send an endorsed email offer to their list. You
agree to pay them for anyone they send to your site that orders your
product.
That's all there is to it.
The details vary from joint venture to joint venture, but the basics are
the same.
Let's get into it in a little more detail.
Why would someone be interested in your joint venture offer? It's
simple; remember the line from "Jerry McGuire" - "Follow the money". If
you have a web site that has a relatively high value per visitor and a
good sales conversion rate, you'll literally have people lining up at your
door to do joint ventures with you.
What do we mean? Here's an example. Let's say you've determined
your ratios - in fact, let's go back to the same example I previously
discussed, where your web site has a value per visitor of $1.00 and a sales
conversion rate of 1%.
You might decide that you'd be willing to pay 25% of the sales price,
$25, to anyone who would send you a customer. You could go to a
prospective jv partner about your offer. If he's good, the first two
questions he'll ask you (if you haven't already mentioned this in your
initial contact) are (1) "What's your sales conversion rate?", and (2)
"What's your value per visitor?"
Think about his reasoning. If you're offering to pay him 25% of all sales
he sends to you via his endorsed email to his list, you're basically
offering to pay him $.25 for everyone he sends to your web site. How
did we develop that number?
Well, you already know that every visitor who visits your web site is
worth $1.00. If you'll pay him 25%, you're actually offering to pay him
25% of $1.00. Now we're presuming that his visitors will convert at the
same rate as your other visitors, but this is generally a safe assumption.
If he has a list of 10,000, that's worth $2,500 to him (and $7,500 to you).
If his list is bigger, the numbers grow accordingly.
Affiliate Programs:
Affiliate programs are closely related to Joint Ventures, but there are
some differences. with an Affiliate Program you decide up front to pay
a certain percentage of the sales price to anyone who sends you a
customer, similar to Joint Ventures. The difference is that with
Joint Ventures you're depending upon your partner to send an endorsed
email to his list. And, you've probably "aggressively" gone after your
JV partners.
With an Affiliate Program you, for the most part, take a more passive
role with your "affiliates". They find you and sign up for your affiliate
program. Then you depend upon them to send traffic to your site in as
many different ways as they choose.
A close cousin to JV's occurs when you look for "Super Affiliates",
people that have web sites with a lot of traffic. How do you find "Super
Affiliates"? Go to the search engines; you can count on web sites being
at the top (for your keywords) to have a lot of traffic. Then, it's just
a matter of emailing or calling them and asking or encouraging them to
join your Affiliate Program.
How do you track the results (from both Joint Ventures and Affiliate
Programs)? A number of good third party software tools exist on the
market. One of the most popular is 1 Shopping Cart; in addition to
providing you with a shopping cart solution 1 Shopping Cart has a very
easy to use Affiliate Program option.
Bonus - Viral Campaigns:
Viral marketing occurs when your target market gets so excited about
your product or service that they tell their friends with no urging from
you. When it works, it can be the biggest source of traffic you'll get. On
the other hand, it's not predictable.
You can't normally design a product or service to be viral. It generally
just happens.
What you can do to help it along is to encourage your customers and
prospects to tell their friends and other people they know about your
product or service. More in the last Part about how to do this, but
be aware that Viral Campaigns as a term is a misnomer; you can't really
plan a campaign for viral marketing of your product or service.
I hope you understand that we've just "scratched the scratch" of the
surface of "Get 'Em To Come". But you're now positioned to move forward.
"Get 'Em To Come Back"
"Get 'Em To Come Back" revolves around one fact: most of the first-time
visitors to your web site will not do what you want them to do. If
you're selling from your site, they will not buy. If you're gathering
leads, they won't become a qualified lead.
In general, if your sales conversion is 1 to 2%, you're well above
average. Most web sites today have sales conversion for first-time
visitors of well under 1%.
This means that 98 to 99 of every 100 visitors to your web site doesn't
respond to your Most Wanted Response. What can you do about these?
Your solution to this problem is to convince your first-time visitors
to give your their name and email address ("opt-in") so that you can
follow up with them with email.
They, in effect, give you a "shy yes".
Why would they do that?
You offer them something of value in return for their contact information.
The Law of Reciprocity takes effect here..."I'll give you this if you'll
give me that."
What's something of value.
First, it's something that you can deliver digitally. You want your costs
of delivery to be zero.
Next, it's something that they will perceive as valuable; for example, a
Special Report, White Paper, Insiders Tips, etc. If you had a weight
loss product web site, maybe you would offer a Special Report titled,
"9 Weight Loss Industry Insiders' Secrets For Losing Weight."
Or, it may be good content on your blog.
You may have to test several ideas before you find the one that "hits"
for you. What is "hit"? I believe that when you can get at least a 5%
conversion for your prospects or opt-in's, you're well on the way. That
means that 5 out of every 100 first-time visitors opts in.
Why is that significant? What if, going back to our previous example,
your site has a sales conversion of 1%? And, you have a 5% opt-in
conversion. If 10% of those that opt in eventually buy your product,
you've increased your overall sales conversion by 50% to 1.5% (1% +
(10% x 5%)).
So your first objective is to get your first time visitors to opt-in.
Your next objective is to follow up with your opt-in list multiple times.
Why multiple times? It's been proven over and over that the average person
needs to be contacted anywhere from 5 to 15 times before they buy.
Using multi-step autoresponders makes this easy.
What's a multi-step autoresponder?
An autoresponder is basically an automatic email. It's an email that is
pre-programmed to be sent out at a certain time. A multi-step autoresponder
is a program that allows you to send out multiple emails over a certain
time period. This email series you've been receiving is coming from a
multi-step autoresponder system.
Earlier I mentioned 1 Shopping Cart; check it out .
Their standard package includes multi-step autoresponders. They also
have an option (if you're not using a shopping cart) for multi-step auto-
responders only.
Another good solution comes from AWeber:
There are a number of details of using autoresponders, but the
important thing is to commit to use them and maintain regular contact
with the people that have opted-in.
Here's another idea. Personalize your messages. People like seeing and
hearing their name. You've probably noticed that each of the messages
you've received in this series have had your name in the email subject
line and in the salutation. Both the 1ShoppingCart and AWeber solutions
offer this option.
One final point. I've been told that, all other things being equal,
people do business with people that they know, like, and trust. The
downside of the Internet is that it can be impersonal...you can't see the
person that you're talking to.
You can develop likeability and trust with those on your opt-in list if
you'll communicate regularly with them and give them information which
will improve their lives. It's not necessary to continually "sell" them
in your email messages - people expect that. Be different. Try to help
them first and they'll get to the point where they trust you enough to
want to buy from you.
Putting It All Together
When you started this mini-course, I outlined "The Three Get 'Em's", the
three things you need to do and do well to be successful on the Internet.
They all are interrelated - if you only do one or two well, you'll never
optimize the results you're capable of getting.
Here's a diagram which shows how they all work together.
You can access it at:
www.improved-results.com/flowchart
We encourage you to print it and refer to it often.
It all starts with "Get 'Em To Do Something". You must have a marketing
oriented web site that gets your visitor to do what you want them to
do. That sounds like common sense, but I find most people don't think
this through at the beginning. I promise you it's a lot less expensive
to take some time before you get your web site up and running to
ask yourself, "What's the most important thing I want my visitor to do?"
Even though your ultimate goal is to sell something, your Most Wanted
Response may not be to get the order. For example, you may know
from experience that your product is a "considered purchase". People
may have to think about it for awhile before deciding to purchase. If
that's the case your Most Wanted Response may be to get them to opt-
in so you can educate them over time to the point where they're ready to
purchase.
Next, understand that on the Internet "Words Sell, Pictures Don't". I
mention this because a large number of web site designers don't know
this. They apparently believe the success of a web site is all about
incorporating the latest "cool" technology. It's not about technology;
it's about using words to clearly and concisely spell out how your
product or service is a solution for your target market's problem.
We next covered "Get 'Em To Come". And understand that "Get 'Em To
Come" is second in the process for a reason. The worst thing you can
do is get visitors to your web site if it's not set up to achieve your
Most Wanted Response.
The 9 steps I covered are the short cut. I believe...no that's not
strong enough. I know (based upon working with hundreds of clients)
that the order of the steps is vitally important to not only saving you
time and money but maximizing the return you'll receive from your
Internet investment.
Your getting visitors to come to your web site starts with pay-per-
click search engines, the quickest way to get traffic. Plus, you'll
be able to accurately measure your results so you can determine your
Web Site Ratios.
Following are organic search engines and directories (these are
sometimes done together). Next come blogs, online press releases,
articles, social networks, joint ventures, and affiliate programs. If you're
"lucky" your product will take on a viral effect, and your visitors will tell
everyone they know about you (talk about the social networks having
an effect on your traffic).
The third Get 'Em, "Get 'Em To Come Back", revolves around using
email to get your visitors back to your site. You've used the Law
of Reciprocity to give your visitors some valuable content, information
that they can use, in exchange for their name and email address.
Then, using multi-step autoresponders, you contact them on a regular
basis, continuing to build a relationship with them, and inviting them
back to your site. Done properly, over time, some of these prospects
will convert to customers.
There it is. That's really all there is to it. While the process is
simple, it takes consistency and discipline (words many of us don't
want to hear) and hard work. You can choose to all of it yourself, parts
of it, or outsource it all. In the end you have to decide how valuable
your time is before making this decision.
I wish you success in your on line efforts. The Internet truly offers
a way for anyone, no matter how big or small their business, to
succeed, either with a totally on line business or with the Internet
as another channel to reach prospective customers and clients.
Comments
Write New Comment ▼
Write New Comment
Sorry! This knol's owner(s) have blocked you from editing, making suggestions, or commenting here.