How to Leverage Video Across The Buyer’s Journey

Hi everyone, I'm Stine from TwentyThree and welcome to the webinar about video across the bias journey. We'll start in a few minutes, but if you can just check out on the sidebar, there is an option to write some questions along the webinar and feel free to shoot and we'll make sure to go through them throughout the way. Thanks a lot. ... ... ... Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. So about putting video into these different stages, Chris, can you talk about the stack that we're using here at 23? Yeah, but maybe before going into that, you know, the key thing is here, I think, is knowing, right? Right. Right. So you talked about the journey before, but you need to know where your leads are in this journey, right? And that's where lead scoring comes into the picture. And what we see is that a lot of marketeers out there don't really connect their video stack, the video marketing tool with their marketing stack. And that's kind of basically what is kind of the odd one out for many marketeers still today, which is strange because it's such a powerful, powerful medium. But when you actually. You know, integrate your video or your video marketing platform with with the rest of your marketing stack, then you actually start. You know, then you will know who is watching what video and that will help you be scoring and thus determine, you know, help you to determine where the leads are in the kind of in the in the in the journey, so to speak. And that will then again help you deliver the right message at the right time, because when is the right time and what what message is actually working? Those are the key aspects. That you need to be measuring in order to actually deliver the right message. That's great. Thank you so much. So, Eric, do you have any any examples on this being done very well? Sure. I mean, you know, Chris is right. If we can figure out what is working and what's not, then we can understand intent. And what I mean by intent is simply that there's people who are kicking the tires and then there's people who intend to buy. If our sales team is working on the ones that intend to buy, obviously we'll get better results. So the data that we could have by certain videos or stages of the sales process help us figure out do they intend to buy or not? I have two examples I can think of right off the bat that would help one big company and one small company example for a small company. One of our clients is a group of urology offices, and everybody knows that urology is not a topic that people like to talk about freely and openly. It's embarrassing. So for this group of about five to six offices for these doctors, we created a very rich library of informational videos about urological problems. Now, back to what Chris said about understanding. When we posted the videos, we didn't understand exactly how people would use them, but we know they wanted that information. Understanding the data was important because we saw that most people were looking at these videos between 10 o'clock at night and midnight. Maybe after the kids went to bed and they had some free time, they wanted to research what their problem was. And of course, each video had a call to action, make an appointment with a doctor now. a much higher chance of converting into an appointment for a new patient simply because we were giving them the information at the right time of their buying journey. Another good example is a company called Lavu, L-A-V-U. It's a large software company that specializes in point of sale for restaurants and bars and taverns and things like that. So this is a large company, and what they do is they give you all the videos you need without too much copy on their website to explain, one, their service, two, why they're differentiated, and three, why you should choose them. So at the top of the funnel, they have a lot of information about point of sale systems. In the middle of the funnel, they have examples and comparisons to other ones. And down at the bottom, they have videos of success stories and testimonials of clients so that you feel safe and you want to enter into a conversation with the company. So once again, when properly used, video can really move people along. And help you with your close rate. I think that's actually a really good starting point to actually zoom in on the journey and then look at the awareness part of the journey, Chris. Yeah, so if we talk about awareness, this is one of the places where marketeers are utilizing oftentimes videos the most. We know Facebook video is everywhere these days. And just to look at a little bit of statistics on these, we see that, you know, 75 million people daily see a Facebook video or watch a video at least for one minute a day, right? So the numbers are staggering. Again, it speaks to, you know, the videos here, videos now, and marketeers are starting to really leverage video in this part of the journey. There's a big but in this, obviously. And that is basically that, you know, what we also see from recent research from the American marketing, the American marketing Association is that, you know, the average US consumer is exposed to over 10,000 brand messages a day, right? So what does this mean? Well, it means that the space is becoming super cluttered. So you need to stand out and, you know, you need to stand out and you need to stop the scroll. And if we just move along, Stine, then, you know, how do you do this, right? How do you stop the scroll? Well, first and foremost, the first few seconds really, really matters. You need to change your storyline. A little bit, or that's at least our advice, right? From the classic buildup, you need to, you know, get to the punchline very early on and then soften it down from there and then land more softly or even, you know, land a little bit before that. But again, the first few seconds matters. And the key thing here is that, you know, it's not so much about, you know, a big Hollywood production anymore. It's, you know, it's about your story. And it's about, you know, quality of content. You know, it's about the quality of the production. So the old kind of Hollywood production scene is not necessarily, you know, it's not necessarily anymore, because everybody have a 4K camera. Everybody can get started with video. And yeah, that's just it. It's just about getting started. And how do you then do this? Well, first and foremost, you know, use your existing content. That's at least, you know, our advice, that, you know, if you're just in the starting point of going into an Endeavorist video, that's not going to work. video across the journey, then use your existing stories, use your existing content, and milk that basically, and then go from there. And maybe, yeah, Eric also has some pointers here, actually. Yeah, absolutely. I mean, video is enabled today because every single one of our team members has a camera in their pocket. So how do we leverage that to make sure that we could provide as much content as we can? And I think you're right, Chris. People aren't really expecting Hollywood production these days. They want content that helps them answer their questions or makes them feel that, hey, this company knows about me. And I'll give you a great example of how we use video in a very low cost way. We have a client and they deliver a freezer to your home that they fill with restaurant quality food. And the theme is that when a busy family gets home after a long day, there's always some healthy food ready to be cooked for a nice dinner. Every time they make a new delivery, they make a little video of the team delivering the refrigerator, filling it with food, and the family who's now excited to have their new food. Well, on average, people have approximately 400 Facebook friends. One video posted and tagged now can reach the entire neighborhood very simply. They also encourage their clients to make small videos when they're preparing the recipes of the food in there and share them on Facebook, tagging the company. So with literally no expense, they were able to leverage video and really increase their reach in certain targeted areas by one neighbor telling their friends. You know, I encourage lots of folks that, you know, I say every one of your teammates has one of these in their pockets. Like, how can you figure out how to use that to really increase the reach and frequency of your message to your target market? Yeah, that's great. We basically all have one of these and just use it and get out there. And I also know that Chris has a few tips and tricks and examples. Yeah, for sure. So back to the point of, you know, getting to your point line really fast. Well, one example is Neil Patel, who both, you know, utilize himself in order to basically leverage his personal brand, but also, you know, get to the pain point really early. And then from there, actually, you know, start to explain, you know, what he's, you know, in this example, what his content piece is all about. So... Are you frustrated that digital marketing isn't working for you? Hey, everyone, I'm Neil Patel. And today, I'm going to share with you how to take your digital marketing to the next level. So yeah, this, this is an example of how he basically gets to the point line, gets to the point really fast, stop the scroll, you know, and all those kind of things. But one thing is, is creating one or two videos that, that, that works well. Another thing, and this is that think you know once you start measuring what actually works then think in terms of programs think you know next next level kind of thing right so these are examples of of brands that have done this everything from you know willard blend um who kind of showcase a product in an interesting way but in a different way than you know you normally would use it right and then from from there on out on the other side of the spectrum you have like the mars uh scenario where basically they just started out you know creating these these videos whiteboard fridays uh for fun right and found out that this is actually really really good content and from there you know maybe the first episode wasn't you know the greatest i think i can say that but but you know they practiced they got better and better and suddenly they had a program that people actually tuned back into uh week on week after week and then suddenly you actually have something with you know an organic growth rather than just pushing uh paid out there uh in in terms of delivering a message um so that's a few examples of how you know other great brands also have done this not just creating one video but created an entire you know program around videos in in this part of part of the journey that's great so eric you told us about this before that we all have a um an iphone or something but how how do you actually manage to get your team engaged to actually stop using your iphone and you just told us about a few examples before but how did you actually get going yeah so i think the first thing you have to do is do a deep dive into the persona of your target market right you have to look at exactly who you want to target and you have to understand how they want to receive their information when you understand that then you can make video marketing decisions based on that so for example if you're targeting engineers or accountants they like a lot data. So maybe a little bit of video and a little bit more of the written word would be a good blend for them. But if you're selling to sales managers who aren't big on reading, let's say, because they're out in the field working with people, then maybe 95% of your communication would be through video. As far as engaging your team, there's lots of different ways to do it. We have a client that runs pub cycles, 15 passenger bikes that people drive to go from pub to pub. And they encourage all of their drivers to take videos of the guests. And they have a little contest for each driver. They get 25 cents for every video that they send in. And at their monthly meeting, they have a big winner who sent in the most videos and they have a little bit of a check or an Amazon gift card. But to make it fun and to engage your team, to get those videos back to the mothership so we can start distributing them either through email or social media on our website is a key ingredient. That's great. I mean, it takes a lot to actually start getting going, but I think the competition is an amazing strategy, actually. So I wanted to move along to the next stage of the journey. Chris, if you could take it away from the conversion. Yeah, for sure. So basically, one thing is driving a lot of traffic via video into your website, et cetera. But you also want to take people a little bit further than that. And this is yet another area where video comes into the picture, right? So an example here from Crassiak where they put video on their landing pages and suddenly they saw a 64% increase in conversion rate just by adding a video, right? Which is a great example. And we have seen similar kind of metrics and stats on our own website that by adding video to our website. And yet again, it's not just about the hard offer. It's also about soft offers. We also utilize video, for example. We also utilize video, for example, on our guides, et cetera, showcasing both the human side, the author, explaining what is this guide about. And suddenly it becomes so much more tangible than just a boring old landing page with a classic image of the guide, et cetera, right? So utilizing videos on your website and in particular on your landing pages are a great way to actually boost your conversion rates and taking people from visitors but also to actually make them into converting visitors. So that's actually, I think it's super interesting. Maybe Eric, you can elaborate on that. Why is it that video works so well? What is it that it do to us as human beings? Let's just be honest. People like to watch TV more than they like to read, okay? So let's give them the delivery vehicle that they're looking for. It's easier to click the play button than to take time or print out something and read it. The other thing is that it's easier to click the play button empathy, right? If I see someone else in a video that's like me and they're enjoying a product or service, I begin to say, wow, that person's just like me. Maybe I could buy this too. So there's a lot of psychological research around the connection with another person as opposed to just reading some black and white. Once again, though, you have to go to your persona. I believe one of our people on the question bar already asked, how do I use humor in video? And you have to be careful because if you understand your target market, well, we don't necessarily want a funny video for an accounting firm, which is serious stuff, you know, dealing with money and finances. But if we were a business to consumer product that was a little playful, sure, we could use some humor. So the strategy all goes back to understanding who's on this page and what kind of content that they want and how should we deliver it? I would say, though, that as time goes on, Chris is right. The trend is more and more video because once again, we're getting used to clicking on a play button rather than reading a page of content. Yeah, so true. And thanks for sharing that, Eric. I wanted to move along to this slide. Chris, take us through an example of the boring company, please. Yes, thank you. So, you know, one thing is adding video to your website, right? That's, you know, that's great. But maybe you want to take it, you know, a little bit further than that, you know, just adding a YouTube embed. There are, you know, a few pitfalls doing so, especially on your, you know, conversion pages, your landing pages, etc. Because if we move along a little bit here, then, you know, this is a great example of how not to do it. At least, you know, you don't want to have a video on your website suddenly promoting, you know, another company. And if that doesn't happen, then, you know, we also see examples of people being driven away from your website, you know, after watching the first video because you have, you know, what's next, right? So then you click on that and then suddenly you're on YouTube. And then you have, what we call the infinity cycle, right? Where you drive a lot of traffic to your website, pay it, and you spend a lot of money, people land there, and then you drive them away instead of converting them. So maybe what you want to do is actually, you know, take it to the next level and don't just embed a YouTube, you know, player on your website, but a branded player. Also, just to be a little bit more brand compliant. But most importantly, to make sure that you don't drive people away again. Yeah, so Eric, what Chris is telling us here that we need to start focusing on the usage of a video marketing platform. I see. Why is it that we need a platform and not just risking being on YouTube? Well, it's important. Like we talked earlier that people don't require a Hollywood production anymore, right? We all agree with that, that the videos could be a little bit more casual. But also, that doesn't mean that we shouldn't be professional. You know, your example is great. Here I am watching a video of one company and an ad for another company comes off. And before you know it, I'm watching cat videos, right? So that's not what we want. And I can give you a personal example. I show a video in one of the presentations that I do pretty frequently. And in one of those instances, an ad came up for erectile dysfunction. And I was mortified and the audience was laughing. And that's obviously not what we want to do. But by simply having a platform, we can get the control that we're looking for to make sure that it works well. The sound is good. The video is clean. The presentation is professional. And, you know, in the beginning, we talked about having a video platform as a key ingredient of our tech stack. And we highly promote that with our clients because most video platforms are affordable, easy to use. And that's where people should be if they're really going to be serious about video marketing. Thanks for sharing that, Eric. So now we would like to move on to the next stage of the journey. Let's go to this one. We're just, Chris. Yeah, so a little bit of background here. Basically, a bit of research, recent research. And what, you know, recent research show is that 97% of consumers say that a brand's video actually convinced them to buy a piece of software or an app. And 68% say that they prefer to learn about products or services in short videos. So, you know, consumers out there. are asking for this like crazy, right? And so in that sense, you know, again, it's just to underline how important video is in this, you know, part of the journey. But I know that Eric also have a few examples here. Yeah, absolutely. So, you know, making sure that you're providing the videos at the right point has been a theme of what we're talking about today. But here's where it gets really interesting. It's easy to do a B2C video if I'm buying a product for $20 or $30 or $40 on Amazon. But think about the leverage. A key video could close a $100,000 B2B sale. But if people don't understand or once again don't feel safe, then we don't get the sale that we're looking for. I would also say that a lot of people stop with the purchase. And that's not smart either because if we know that people love videos, then let's keep dripping on them or nurturing them even after the first sale with more videos so we could cross-sell them or up-sell them or educate them on why they should buy more of the same. And I think a lot of our clients feel that once they have a few videos on their website, they're good. And it's actually not true. You must continuously have an editorial calendar rich with video if we're going to keep telling our story and encouraging them to buy more different products from our company. So also, there is like a tendency or at least that's how I feel when I, you know, with the old days when you picked up the phone. Chris, can you tell us a bit more about that? I'll definitely just play. Let me just play a quick. Let me hear your comments on that, Chris. So, yeah, this is basically what we're seeing, right? Especially in the old days, we've kind of, I've seen in the past as well that just reaching out from, you know, the sales point of view, you know, whether it is, you know, cold outreach or if it is reaching out to inbounds in our company, what we've seen is that, you know, it's kind of hard to get a hold of people. But on channels, it's also in your inbox, right? So what we've done in TwinFree is basically, you know, implement video also in that part of the journey where we basically implement a video in our email introducing ourselves and then also adding on, you know, a case study after that. So that we, you know, when we actually reach out on a one-to-one level, then, you know, we have already that, you know, personal connection the person reaching out. So this is an example of this. Hi, this is Vilhelmina from 23. I know you're investing in video production and based on what I saw on your website, I thought the following video would be interesting for you. So here's one of our clients, Christian from Universal Robots, talking about how they utilize the 23 platform for their video marketing strategy. Perhaps this can give you an idea of what our platform could do for you. This is an example of one of the videos where we basically implemented a GIF in our email, connected it to HubSpot and Hallelujah. Then you have a GIF showcasing this video. You click through, you see a real person. Suddenly it's not just a brand anymore, it's a real person and you have that connection. And then from there, you can see the video. You can start the conversation and you can start it much easier. But again, you can also get started in other simpler forms. Another example is utilizing GIFs in your email signature. Again, you utilize video or GIFs in this example, humanizing your brand and suddenly the email becomes so much more personal and you have seen the person that's behind the camera in this instance. So yeah, that's some of the ways that we use videos in the sales part of the process. That's great. So, Aaron, now that we have established that watching a video makes the person more willing to buy or to engage with your content, why not just stop there? Is there anything? Shouldn't we just stop there? We got them already, right? Yeah, definitely not. I mean, it's a lot about storytelling. Chris used the word, the punchline. If I went to see a comedian, he said the punchline first and then there was nothing after that, that's not the greatest show. It has to be a constant conversation. Now, when you're talking about using video in your signature line, Steen, how much did that cost you to add that little video to your signature? The answer is nothing, but yet I feel this personal connection with the person who's emailing me or connecting with me. I think that's where we have to continue to build that relationship, albeit in the background with marketing, but the video really helps to cement that relationship. Yeah, I totally agree. And also in regards to that GIF video, it took us five minutes and I had an experience when I went to a meeting and I never met the person before, but when we met each other at this meeting, she was like, oh yeah, let's see. I already met you actually. And the conversation just started from there and it was a really good way of engaging with your prospects or your customer. In a competitive situation, you've already established a relationship with the prospect. They've known you on your emails, they've watched your videos. That's your deal to lose because they already have this personal connection. For the person who came in with a bland signature line in their email and no videos on their website, they're at a disadvantage because people don't know them yet. Yeah. And of course, knowing makes us on the road to feeling safer. Yeah, that makes total sense. So moving ahead, I hope you are all hungry for more information because now Chris will take us through one of the final steps of the journey, the delight phase. Yes. So one thing is getting customers in, on board, et cetera, but that's the key word, on board, right? Because you need to also leverage or you should leverage video further than that in the journey. One of the ways that we have seen video being used is basically webinars, right? So you want to also educate your customers and get them on board so they become loyal and in the end, happy customers that suddenly are delighted enough to become promoters of your company, right? And one of the ways that you can easily do this is by using webinars. We have an example here from Universal Robot. Universal Robot that utilize webinars to actually train and onboard their customers. Again, using the video format live and on demand, but again, not only in a one-to-one scenario, but also one-to-many because you need to do this once you're successful, need to do this at scale, right? And that's where webinars can be super powerful because you can do it live, creates a good connection. You can answer questions that comes along, but you can do this with a lot of people at the same time. So webinars can be super powerful in this part of your journey. That's at least what we've seen with the partners that we have. That's interesting. And also I wanted to ask you, Eric, how do you at Square2 use video or webinars to actually make sure that your customers stick with you guys? Yeah, we use video throughout the whole sales process, right? Explaining everything. The process that we're going through. We highlight differentiators and why our company is different than all the other ones. We also use video for validation by doing reference reels of existing clients who are happy with our service because that's the kind of information that people want. It also reduces friction. What I mean by that simply is that in a sales process where you're going to buy something that's of any substance, you want to eliminate all the friction. As soon as there's a little bit of friction, people stop and they go, wait a minute, I'm not quite sure. Yeah. Yeah. Yeah. So it's a great way to grease the wheels so that the friction goes away and then you continue to bring people through the process efficiently. I think that that universal robot is a great example because who's not interested in what a robot can do? And by writing that in a text format, you don't get one-tenth of the power of seeing the robot arm pack a box. Also, it starts to get you thinking, well, if the robot can do that, what else can they do? Hey, stay tuned for next week's episode where we'll talk about more things. And I think that that also matches the way people want to get their information. You know, remember, you used to have to wait to see a new television show every Tuesday night at 8 o'clock. Now, you drop a whole season and people can consume the content in either rapid succession by binging or leak it out when they're on an airplane or have some time in the stands of their kid's soccer game. This is a great way to really let the buyer absorb the content the way that they want to have it. But if you don't provide it that way, you don't get that opportunity to be the the individual. So, you want to be the obvious choice to do business with. Yeah, that's great. There's really some good examples, definitely. And also, we're moving along to the final steps or like the final tips from Chris's side on how to actually get started doing all of what we just talked about. Yeah, so that's exactly it, right, Stine? Because you might be at it already, but you might also just getting started, right? But here's a few examples of, you know, how to get started. You know, how to leverage video as well. And not only that, creating engaging video content, right? So, one way to do it is obviously VLOGS, right? It's a low-cost format. It's a way that you can produce a high volume of videos. Then there is, you know, the aspect of utilizing subject matter experts. And this doesn't have to be only influencers outside of your company. It's also utilizing... You know, subject matter experts within your company. So, you probably have a ton of people knowing, you know, very specific things about your product, about your company, about your story. So tap into that. Don't just, you know, our, you know, suggestion in this regard is don't just utilize one or two people. Utilize your whole company. You know, everybody have probably an interesting story to tell or quite a few have. So leverage that expert knowledge within your company. Invite them in to your program, to your webinar. Invite them in to your webinar program and leverage that expert knowledge and get it out there because there are so many great stories and there's so much expert knowledge within your company probably already. And it's all about leveraging that on video, whether it is webinars or, you know, high def video. And yeah, speaking about webinars, that's, you know, basically that's a really good way also to get started, right? Again, it's high value. It can be live. And again, it's low budget. All you need, you know... It's a good webcam. You might already have that on your laptop, but you can also buy one for like, you know, 100 bucks or something like that, right? That's kind of the price range these days, starting price for a decent camera. And then you're almost doing. So that's, you know, a few examples. I think Eric also had a few examples of this. Yeah. I wanted to now maybe dive into the last one of the make use of... Influencers. I know that we at 23, we've been, especially you, Chris, have been doubling down on this use of influencers on our webinar or our marketing expert series. And I just wanted to show quickly a slide from our website where we see a lot of influencers and thought leaders actually talking about video marketing. Eric, do you have any inputs on how to make use of influencers? Yeah. I mean, the strategy of using influencers are smart, right? All these things we're talking about today are a lot cheaper than doing traditional advertising. But also on the other hand, it requires some work. Now, when you're looking for influencers and you can connect with them and put together a beautiful series like the team at 23 did that Steve just showed, that is a great validating point that other people are saying, hey, these guys really know what they're doing. You should talk to them as well. But on the other hand, we have to have a lot of reach. And if you can connect with the right influencers, their network has exponentially more people than you can have in your network. So I'll give you a great example. We do a video interview series with some thought leaders, usually around the HubSpot or inbound marketing ecosystem. And when a webinar is published or an interview is published and they push it out to all of their folks, you have an additional group of people that maybe don't know who they are. And then you have a lot of people that maybe have never heard of you that now can start to drive traffic to your website, convert them into your database, nurture them and turn them into revenue as well. I think that it's important to bring in outside people to have the conversation. I mean, heck, we're doing it right now, right? Two companies getting together and working together to tell a story about video marketing and the buyer's journey. The Square 2 marketing people will get it and the 23 people will get it and that will double our reach in just one move. Also, I wanted to just take a second to talk about. Riesen Court Dinge. Ich weiß nicht. and a little bit of time and creativity to put the presentation together. It's hard to get that high return on marketing investment with traditional advertising. So, influencers, bring them in, do videos, do webinars, and then push it out to the world. It's really a great way to tell your story, and it's the way that people want to receive their information. Yeah, so bringing the influencers is a great way to make some good content for your own video marketing strategy. And we're actually by the end of this webinar, and I would love to just check out if we have any questions from our audience. Let's see here. We have Alex. Thanks for asking your questions here. He's asking, where do webinars play into a video strategy and virus journey? Is that something you could touch upon, Eric, on where webinars play into the video marketing strategy? Yeah. So, all webinars should always be recorded because, very simply, as soon as the webinar is over, you have another piece of rich content that you can use in a variety of ways. Now, when you're looking back to the traditional sales funnel, you have the top, the middle, and the bottom, right? The top of the funnel, well, you might use a webinar there, but that's really for lighter content to kind of get to know you. Webinars, to us, are more middle of the funnel content. I've decided I like this company, and I'm going to spend 45 minutes watching a lunch and learn. So, you know, the question, depending on who your target market is, how do we gate that content to convert that person who wants to watch your video into a contact? If you're selling high in the organization, maybe you don't gate it, but it's still a middle of the funnel offer to watch it. If you're selling lower into the organization, then maybe you do ask for a name, email address, and company name, and now, once again, you can build your database with a webinar. But also, webinars should be used as things that you could push out on social media, things that you could post to your website, things that you can. Include in your monthly email marketing campaign. So, webinars are really a very multi-purpose tool. Yeah, great. Maybe you have something to add there, Chris? Yeah, so think about, you know, the commitment required from your audience, right? When we're talking about webinars, oftentimes we're talking about, you know, kind of a meaty piece, right? So, it's also a gated piece of content. So, that requires more commitment from, you know, the lead. And the more, you know, the more commitment, you know, the type of content requires, the more, you know, towards the bottom of the funnel or, you know, the far, the more, you know, to the right of the journey, you basically go, right? Whereas, you know, webinars is a really active kind of tactic. Right. And then you have videos that, you know, traditional early stage kind of videos that is more passive in that sense. You require more from the audience and thereby also much more naturally it goes into, you know, the kind of mid-stage, if you will, of the funnel. Makes sense. It's really good feedback. I have one. We can only have one more question. And maybe, Chris, you could take that one. Amanda is asking, what are the best webinars? What are the best ways to set up and measure a video strategy with LinkedIn? Is that something you can tell us a bit more about? For sure. But, you know, it comes back to what you want to achieve, right? You have a ton of metrics on LinkedIn and, you know, a lot of them are, you know, quite off. You know, what is a video view on LinkedIn? Well, it's different from what it is on Facebook. It's different from what it is on Twitter and so forth and so forth, right? But it comes down to what do you want? What is a lot of, you know, your video strategy? Do you want to convert people or do you want to, you know, create awareness? What is it that you're really going? So it's a tricky question to kind of answer when we're talking about, you know, video strategy on a specific channel. But that being said, it's amazing that LinkedIn, you know, obviously have, you know, opened up for video much more on LinkedIn, right? And I would say it comes back to your tooling. You want to see where, you know, and how well your video is performing and what, you know, what types of video are performing. Is it paid? Is it organic, et cetera? So you want to make sure that, you know, whatever metrics that you have, it's actually connected to the rest of your marketing stack. So it's not like a manual process of seeing, okay, what videos are performing, what videos aren't performing, right? So measure is the key here, basically. That's great. Eric, do you have any input on how to actually? Yeah. Build up your strategy on LinkedIn using video? Well, I do think it's once again about reach because once again, if you could build your network on LinkedIn and you're pushing out videos and then people are sharing those videos, the numbers get big pretty quickly on how many people you could reach and for relatively low cost. Yeah, yeah. Makes sense. That's great, guys. All right. We are ending up this webinar. It was amazing to have you guys with us. And also thanks to the experts, Chris and Eric. We. Will make this webinar live on demand on our website on 23. And yeah, you can watch it there again and then we'll send out more information about when we will have our next webinar. We're definitely going to do it again. This was great. And just saying bye to you guys. Bye, Eric. Thanks for joining us. Thank you. Thank you. And Chris, see you soon. Bye, guys. Have a good day.