The RSW/US Thought Leader
Survey— Where social fits into
your agency new business
program today
Taken from our 1st annual Agency New Business Thought
Leader Survey Report.
Given we at RSW/US typically generate question...
We would like to thank the following Thought Leaders
for including questions in this survey:
Jay Baer
Michael Gass
Paul Ro...
Tweets=
@rswus
#agencynewbusiness
Will be posting webinar on rswus.com and slide deck
on SlideShare.
Background
I. 3 Reasons why your
agency should stop using
social for new business
II. Specifics on SlideShare
& Expanded LinkedIn
profiles
III. Specific responses to a
few agency survey
comments
I. 3 Reasons why your
agency should stop using
social for new business
1. You don’t know who
you’re trying to talk to.
In our survey, Michael Gass asked
“Has your agency had success using
social media to generate new
business leads?”
I. Stop...
// Page 4
I. Stop using social for your agency new business effort if . . .
You don’t know who you’re trying to talk to.
5...
More agencies are using social media for new business
in 2013 but still don’t know how to use it.
I. Stop using social for...
Which brings us to comments like these:
“Continue to generate content for FB, Twitter,
LinkedIn, Pinterest and other sites...
What’s the definition of insanity-doing the same thing
over and over and expecting different results?
I. Stop using social...
Maybe it’s how
these agencies
are doing it.
I. Stop using social for your agency new business effort if . . .
You don’t kn...
• Who’s reading your content?
• Who do you want to read your content?
• You want clients to read your social output and
th...
• What’s the time frame for success and is it
realistic?
• Don’t stretch too thin.
• Is there a plan in place with defined...
No matter what the channel,
new business is not an overnight exercise.
I. Stop using social for your agency new business e...
2. Stop using social for
your agency new
business effort if . . you
don’t have a content plan
You've got to say something,
better yet, stand for something
II. Stop using social for your agency new business effort if ...
Agencies tend to turn off right
about now-creating content is
difficult and time-consuming-
but it doesn’t have to be.
II....
Agencies aren’t being
creative enough when it
comes to new business
II. Stop using social for your agency new business eff...
2 biggest challenges=
-Time/Organization
-Coming up with the content
II. Stop using social for your agency new business ef...
As to time/organization: go back to Lee’s mantra:
start small
1) 1 post a week (or month)
2) Simple editorial calendar-who...
As to the actual content-Don’t make
it harder than it needs to be
II. Stop using social for your agency new business effor...
What to write about or curate (and you must do both.)
Always start with this question:
“Does the content you’re creating o...
Where does it come from?
1) Your own client
experiences
2) Set up Google alerts
3) Solicit guest posts
4) Interview your p...
// Page 4
Jay Baer asked a question in our survey-”Does
your agency make an effort to interview its future
clients via blo...
// Page 4
76% of agencies said no.
II. Stop using social for your agency new business effort if . .
you don’t have a conte...
One reason agencies typically
give us for not having a
consistent new business
effort is time, or lack of it.
II. Stop usi...
Interviewing a prospect you want to work with is a good
idea because it:
1) takes very little time-craft smart questions (...
Several comments after this question noted the difficulty in actually getting your
prospect to agree and then take the tim...
III. Stop using social for
your agency new
business effort if . . you
can’t make it come alive
“You can buy attention (advertising). You can beg for
attention from the media (PR). You can bug people one
at a time to g...
Before you start-do you have your agency
positioning nailed down?
III. Stop using social for your agency new business effo...
// Page 4
Tim Williams asked agencies-To what
extent do you agree or disagree with
the following statement: "Our agency
ha...
// Page 4
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
Over 65% of age...
At RSW/US we talk to a lot of agencies and they often think their
positioning is spot-on, when it is definitely not.
Very ...
If anyone, but especially a prospect, doesn’t understand in 20-30
seconds how your agency is unique and what type of agenc...
• So now that your new business positioning includes social,
what next?
• Learn What Is Important To Your Audience
• The f...
Basic tips:
• Tell readers what you want them to do
• Make 90% of your tweets link to articles, blog posts, pictures or
vi...
Let’s get more specific:
Pinterest:
Avoid human faces. Images without human faces
get repinned 23% more often than images
...
Let’s get more specific:
Facebook:
Be positive. Positivity is more appealing and
inspiring for your fans, and it will enco...
Let’s get more specific:
Google+:
Tag people. When appropriate, tag brands and
people in your posts to encourage them to c...
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
PR Daily, How t...
Then there’s this from Digiday: Inside the Best Agency Twitter
Feeds:
Agency Twitter accounts are often dull as dishwater....
Then there’s this from Digiday: Inside the Best Agency Twitter
Feeds:
There are a handful of agencies out there, however, ...
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
Humorous?
Absolutely
Does that help your
new business effort?
Partly.
III. Stop using social for your agency new business ...
Along with humor,
make it personal and
make it pertinent as
well
III. Stop using social for your agency new business effor...
// Page 4
Jay Baer asked: “Does
your agency publish
content on SlideShare?”
III. Stop using social for your agency new bus...
// Page 4
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
Does your agenc...
And here’s a sample of several open-ended comments we got:
Haven't heard any stories of new business dropping into an
agen...
The rise of visual content marketing is
forcing marketers everywhere to re-
evaluate their overall strategy.
No longer can...
So why use it:
-SlideShare is an essential part of any successful content
marketing strategy for many businesses. It’s muc...
So why use it:
The reality-because visual content is so critical, the ability to
embed SlideShare presentations across mul...
So why use it:
-Publishers who use infographics grow in traffic an average of 12%
more than those who don’t.
-94% more tot...
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
brandongaille.c...
III. Stop using social for your agency new business effort if . . .
You can’t make it come alive
// Page 4
Click pics for ...
IV: Responses to
open-ended questions
Responses to
open-ended questions:
Newly expanded LinkedIn
profile pages
// Page 4
Another question from Jay Baer
that invited multiple questions
from agencies:
“Do your agency employees post
mul...
// Page 4
IV: Responses to open-ended questions:
Newly expanded LinkedIn profile pages
About even.
The question elicited many responses similar to these below:
We have just had a conversation about including LinkedIn in
o...
IV: Responses to open-ended questions:
Newly expanded LinkedIn profile pages
// Page 4
Expanded LinkedIn Profiles:
What ar...
IV: Responses to open-ended questions:
Newly expanded LinkedIn profile pages
// Page 4
IV: Responses to
open-ended questions
Agency Success w/ Social
Media
I think we need to tick both boxes. On one hand, I think the Social stream and
our fresh content looks alive on the front ...
IV: Responses to open-ended questions:
Agency Success w/ Social Media
// Page 4
Socially Charged Agency New Business
IV: Responses to
open-ended questions:
Inbound Strategy
IV: Responses to open-ended questions:
Inbound strategy
// Page 4
From Tom Martin’s survey question, “Please explain
why d...
Inbound is the buzz word of the year for agency new
business.
It has it’s place.
But know what
you’re getting in to.
Botto...
Webinar on
www.rswus.com
& slide deck on
SlideShare
Download The 1st Annual
RSWUS Agency New
Business Thought Leader
Survey Report Here
View this webinar.
Want to know more
about RSW/US? Contact
Lee at lee@rswus.com
Thank You!
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The RSW/US Thought Leader Survey-Where social fits into your agency new business program today webinar

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"The RSW/US Thought Leader Survey Webinar— Where social fits into your agency new business program today." 9/25/13

In the 4th webinar of our RSW/US Summer series, RSW/US Director of Business Development Lee McKnight Jr gives three reasons why your agency should stop using social for agency new business and dig deeper into findings from our 2013 RSW/US Agency New Business Thought Leader Survey Report.

Lee also touches on questions asked by thought leaders Michael Gass and Jay Baer from our survey, on topics including SlideShare and why it can be so helpful to your agency new business program, and how the newly expanded LinkedIn profile pages work and can add another layer to your new business program.

And finally, Lee addresses specific responses and questions from agencies relating to social and content and the realities of their place within a complete, and successful, new business program.

Published in: Business, Technology
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The RSW/US Thought Leader Survey-Where social fits into your agency new business program today webinar

  1. 1. The RSW/US Thought Leader Survey— Where social fits into your agency new business program today
  2. 2. Taken from our 1st annual Agency New Business Thought Leader Survey Report. Given we at RSW/US typically generate questions for our surveys, we thought it would be helpful to get perspective from some of the industry's leading agency new business Thought Leaders. We asked each of them to submit questions they believed would prove helpful to agencies across the country. Background
  3. 3. We would like to thank the following Thought Leaders for including questions in this survey: Jay Baer Michael Gass Paul Roetzer Tony Mikes Tim Williams Tom Martin Peter Caputa Background
  4. 4. Tweets= @rswus #agencynewbusiness Will be posting webinar on rswus.com and slide deck on SlideShare. Background
  5. 5. I. 3 Reasons why your agency should stop using social for new business
  6. 6. II. Specifics on SlideShare & Expanded LinkedIn profiles
  7. 7. III. Specific responses to a few agency survey comments
  8. 8. I. 3 Reasons why your agency should stop using social for new business
  9. 9. 1. You don’t know who you’re trying to talk to.
  10. 10. In our survey, Michael Gass asked “Has your agency had success using social media to generate new business leads?” I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  11. 11. // Page 4 I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. 58% responded “yes,” a big jump from the same question in our “RSW/US 2012 Changes in Social & Digital Survey Report,” where only 37% of agencies found social successful in generating new business leads.
  12. 12. More agencies are using social media for new business in 2013 but still don’t know how to use it. I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  13. 13. Which brings us to comments like these: “Continue to generate content for FB, Twitter, LinkedIn, Pinterest and other sites -- and to merchandise our activity on our site and elsewhere -- but have yet to receive ANY value in return.” I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  14. 14. What’s the definition of insanity-doing the same thing over and over and expecting different results? I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  15. 15. Maybe it’s how these agencies are doing it. I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  16. 16. • Who’s reading your content? • Who do you want to read your content? • You want clients to read your social output and think-”I want them to do that for us.” I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  17. 17. • What’s the time frame for success and is it realistic? • Don’t stretch too thin. • Is there a plan in place with defined parameters? -which sectors to hit? -research performed? I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  18. 18. No matter what the channel, new business is not an overnight exercise. I. Stop using social for your agency new business effort if . . . You don’t know who you’re trying to talk to. // Page 4
  19. 19. 2. Stop using social for your agency new business effort if . . you don’t have a content plan
  20. 20. You've got to say something, better yet, stand for something II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  21. 21. Agencies tend to turn off right about now-creating content is difficult and time-consuming- but it doesn’t have to be. II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  22. 22. Agencies aren’t being creative enough when it comes to new business II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  23. 23. 2 biggest challenges= -Time/Organization -Coming up with the content II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  24. 24. As to time/organization: go back to Lee’s mantra: start small 1) 1 post a week (or month) 2) Simple editorial calendar-who writes it 3) Focus on a core group of soc med platforms (Twitter, LinkedIn, Google +) II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  25. 25. As to the actual content-Don’t make it harder than it needs to be II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4 “The rule of 5 is that each and every content development undertaking should produce content assets that can be used at least 5 different ways. “ Ardath Albee
  26. 26. What to write about or curate (and you must do both.) Always start with this question: “Does the content you’re creating or curating showcase your agency expertise and/or sector knowledge?” At least 80% of the time. II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  27. 27. Where does it come from? 1) Your own client experiences 2) Set up Google alerts 3) Solicit guest posts 4) Interview your prospects II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  28. 28. // Page 4 Jay Baer asked a question in our survey-”Does your agency make an effort to interview its future clients via blog posts or pod casts, and if so, or not-why?” II. Stop using social for your agency new business effort if . . you don’t have a content plan
  29. 29. // Page 4 76% of agencies said no. II. Stop using social for your agency new business effort if . . you don’t have a content plan
  30. 30. One reason agencies typically give us for not having a consistent new business effort is time, or lack of it. II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  31. 31. Interviewing a prospect you want to work with is a good idea because it: 1) takes very little time-craft smart questions (don’t pander) and offer a Skype or email interview 2) people like to talk about themselves and 3) it gets you noticed by that prospect. II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  32. 32. Several comments after this question noted the difficulty in actually getting your prospect to agree and then take the time to complete the interview. Fair enough, but I can tell you from experience, very few agencies are doing this- it’s worth the effort to set your agency apart from competitors. II. Stop using social for your agency new business effort if . . you don’t have a content plan // Page 4
  33. 33. III. Stop using social for your agency new business effort if . . you can’t make it come alive
  34. 34. “You can buy attention (advertising). You can beg for attention from the media (PR). You can bug people one at a time to get attention (sales). Or you can earn attention by creating something interesting and valuable and then publishing it online for free.” David Meerman Scott III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  35. 35. Before you start-do you have your agency positioning nailed down? III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  36. 36. // Page 4 Tim Williams asked agencies-To what extent do you agree or disagree with the following statement: "Our agency has a focused positioning strategy designed to attract clients that want us for what we do best". III. Stop using social for your agency new business effort if . . . You can’t make it come alive
  37. 37. // Page 4 III. Stop using social for your agency new business effort if . . . You can’t make it come alive Over 65% of agencies said they agreed.
  38. 38. At RSW/US we talk to a lot of agencies and they often think their positioning is spot-on, when it is definitely not. Very simple to make sure it is however, and that’s by having someone outside your agency, or even outside the industry, give their opinion. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 One tip however, and specifically to those agencies in the 65%:
  39. 39. If anyone, but especially a prospect, doesn’t understand in 20-30 seconds how your agency is unique and what type of agency you are, that’s (obviously) not effective positioning. Agencies should revisit their positioning and its effectiveness every quarter. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 That doesn’t mean reinvent the wheel every quarter, but revisiting your agency new business positioning with a fresh pair of eyes will keep your effort sharp.
  40. 40. • So now that your new business positioning includes social, what next? • Learn What Is Important To Your Audience • The fantastic piece of good news here: you already know it! • You live it. • Show them what you know and therefore how you can help. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  41. 41. Basic tips: • Tell readers what you want them to do • Make 90% of your tweets link to articles, blog posts, pictures or video that relate to your message. • Use a mix of headlines, questions, facts & figures to drive clicks and retweets • Use mentions and retweets to call out authors • Leave 20 characters for retweeters to add content • Use your own voice in a professional way to add some personality Michael Gass-How To Write The Perfect Tweet III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  42. 42. Let’s get more specific: Pinterest: Avoid human faces. Images without human faces get repinned 23% more often than images with faces. Look for red. Images that are predominantly red or orange see twice as many repins as other images. PR Daily How to create perfect social media posts III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  43. 43. Let’s get more specific: Facebook: Be positive. Positivity is more appealing and inspiring for your fans, and it will encourage them to share your post. Provide a link. Drive fans to your website. After all, your Facebook page exists to support your business. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 PR Daily How to create perfect social media posts
  44. 44. Let’s get more specific: Google+: Tag people. When appropriate, tag brands and people in your posts to encourage them to comment or engage with you. Include large images. Don’t settle for the tiny photo that automatically appears when you include a link in a post. Upload a larger one to grab people’s attention. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 PR Daily How to create perfect social media posts
  45. 45. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 PR Daily, How to create perfect social media posts
  46. 46. Then there’s this from Digiday: Inside the Best Agency Twitter Feeds: Agency Twitter accounts are often dull as dishwater. Instead of using the opportunity to poke fun at the day’s news, or to amuse followers with pithy one-liners, the majority choose instead to tweet links to press releases, offer unseemly praise of clients or to retweet Ad Age articles. Digiday, Inside the Best Agency Twitter Feeds III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  47. 47. Then there’s this from Digiday: Inside the Best Agency Twitter Feeds: There are a handful of agencies out there, however, that have taken a different approach. They’ve opted instead to publish content that their followers – real people – might actually be interested in. And top talent in many agencies are doing the tweeting, rather than pushing it off on the PR department. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 Digiday, Inside the Best Agency Twitter Feeds
  48. 48. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  49. 49. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  50. 50. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  51. 51. Humorous? Absolutely Does that help your new business effort? Partly. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  52. 52. Along with humor, make it personal and make it pertinent as well III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  53. 53. // Page 4 Jay Baer asked: “Does your agency publish content on SlideShare?” III. Stop using social for your agency new business effort if . . . You can’t make it come alive
  54. 54. // Page 4 III. Stop using social for your agency new business effort if . . . You can’t make it come alive Does your agency publish content on SlideShare? Almost 80% of agencies surveyed say no.
  55. 55. And here’s a sample of several open-ended comments we got: Haven't heard any stories of new business dropping into an agency's lap because of it. Otherwise, you need to keep your best ideas for your clients and not the general surfing public. As with most social media channels, it's narcissistic superficiality and "look at me" over any real substance. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  56. 56. The rise of visual content marketing is forcing marketers everywhere to re- evaluate their overall strategy. No longer can a marketing professional rely solely on white papers and blog posts to get their message to prospective buyers and customers. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 So why use it: It’s now vital to include a visual element across all marketing campaigns. Social Media Examiner, How to Use SlideShare to Generate Leads
  57. 57. So why use it: -SlideShare is an essential part of any successful content marketing strategy for many businesses. It’s much more than just a place to upload your webinar slides, it’s a powerful social community with a reported 60 million monthly visitors. -One of the top 150 sites on the Web -3 billion slide views a month Social Media Examiner, How to Use SlideShare to Generate Leads III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  58. 58. So why use it: The reality-because visual content is so critical, the ability to embed SlideShare presentations across multiple channels is huge and it’s easy. In case you still doubt, a few stats overall : When sharing your offers consider adding photos, visual content gets 53% more likes than the average post. Smedio, How to Optimize Your Marketing for the Visual Marketing Revolution Heidi Cohen, 5 facts prove visual content is a guaranteed-winner III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  59. 59. So why use it: -Publishers who use infographics grow in traffic an average of 12% more than those who don’t. -94% more total views on average are attracted by content containing compelling images than content without images. Smedio, How to Optimize Your Marketing for the Visual Marketing Revolution Heidi Cohen, 5 facts prove visual content is a guaranteed-winner III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4
  60. 60. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 brandongaille.com, Slideshare Statistics and Marketing Tips
  61. 61. III. Stop using social for your agency new business effort if . . . You can’t make it come alive // Page 4 Click pics for direct link Click pics for direct link
  62. 62. IV: Responses to open-ended questions
  63. 63. Responses to open-ended questions: Newly expanded LinkedIn profile pages
  64. 64. // Page 4 Another question from Jay Baer that invited multiple questions from agencies: “Do your agency employees post multi-media content (photos, videos, presentations) to the newly expanded LinkedIn profile pages?” IV: Responses to open-ended questions: Newly expanded LinkedIn profile pages
  65. 65. // Page 4 IV: Responses to open-ended questions: Newly expanded LinkedIn profile pages About even.
  66. 66. The question elicited many responses similar to these below: We have just had a conversation about including LinkedIn in our mix. I think it could be valuable, some of the younger staff have mixed feelings. Didn't know about the newly expanded LI profiles! Need to learn how. IV: Responses to open-ended questions: Newly expanded LinkedIn profile pages // Page 4
  67. 67. IV: Responses to open-ended questions: Newly expanded LinkedIn profile pages // Page 4 Expanded LinkedIn Profiles: What are they: The ability to add your visual content to your profile Users will now be able to add more images, videos, resumes, presentations and comments and likes from other users. Don't just say it. Display it on your LinkedIn Profile.
  68. 68. IV: Responses to open-ended questions: Newly expanded LinkedIn profile pages // Page 4
  69. 69. IV: Responses to open-ended questions Agency Success w/ Social Media
  70. 70. I think we need to tick both boxes. On one hand, I think the Social stream and our fresh content looks alive on the front page of the website, so - I think we need to be there. But - as outreach, I don't think it's effective. We have, for a client, created content that gets thousands of hits a week and has built to a total of close to a million downloads - with great feedback. And the content is classic and classy and attracted stories on NPR and WSJ, etc. But - it hasn't moved the needle on his sales. IV: Responses to open-ended questions: Agency Success w/ Social Media // Page 4 Briefly describe your agency's success or why you lacked success using social media for new business
  71. 71. IV: Responses to open-ended questions: Agency Success w/ Social Media // Page 4 Socially Charged Agency New Business
  72. 72. IV: Responses to open-ended questions: Inbound Strategy
  73. 73. IV: Responses to open-ended questions: Inbound strategy // Page 4 From Tom Martin’s survey question, “Please explain why do you (or don't you) have a formal inbound business development program?” We had one but could never stick to a publishing schedule. We eventually just stopped badgering people to develop the content. Morale improved and inbound leads stayed the same (zero).
  74. 74. Inbound is the buzz word of the year for agency new business. It has it’s place. But know what you’re getting in to. Bottom line-even if abbreviated and in-house-you need it. IV: Responses to open-ended questions: Inbound strategy // Page 4
  75. 75. Webinar on www.rswus.com & slide deck on SlideShare
  76. 76. Download The 1st Annual RSWUS Agency New Business Thought Leader Survey Report Here
  77. 77. View this webinar.
  78. 78. Want to know more about RSW/US? Contact Lee at lee@rswus.com
  79. 79. Thank You!

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