Transcript:
Okay, how to manage and develop your website.
Over the next 30 minutes, we’re gonna do a deep dive into some of the things you should be thinking about.
Hopefully, you’ll take away some of the key tools that you use to measure your website.
We focus on free tools rather than the paid for tools because they can get quite expensive. But obviously, you can get more information through the paid for tools. But there are a lot of free tools out there, provided that you can do a lot of this stuff yourself. And, also to look at what errors you might find on the website.
So why is it so important?
Well, for most established businesses, your website is the most valuable digital asset. Things like if you’ve got a shop on Amazon, you may be doing a million pounds, but they will take it off, they will stop it if you’ve not filled in some random piece of information. And until you’ve got any dispute sorted out, they will not let you go live. LinkedIn, you can get kicked off LinkedIn, and Facebook can also shut you down.
So your website is the only thing that you actually can control.
It’s a place for your brand, for you to make an environment that fully supports your brand and promotes it.
With the thing called web chat, which is the thing that sits on the right-hand side which you can use to have conversations. If you want to reduce how much actual face to face customer service you do with clients, so rather than them ringing up, you can hide the telephone number and you get all the traffic to go through web support.
This actually proves quite effective. If you can build in frequently asked questions, then you can actually improve your service because they can get answers to their questions any time of the day. That leads them onto customer support. So you can create ticketing systems and so forth to make sure that everybody’s query is answered correctly. And then hopefully, you’ll get conversions.
You can design your web pages so that they will convert enquiries into sales, or at least convert visitors into enquiries, depending on what you’re trying to do.
Okay, so the key issue we come across when working with business owners is sometimes they let the developer do everything. And they’ve actually lost control of their own domain. And relationships aren’t forever, unfortunately, in business, and if that relationship falls apart, and you’re not the domain owner, the person who developed the site’s domain is the owner, it can be really tricky to get that back.
If you’ve got control over the domain control panel, then we can do pretty much everything else to rescue your website domains. And it’s good to have access to your hosting control panel. But that may not always be the case depending on the relationship with the developer.
One thing that seems to be not taken very seriously is backups. We always recommend hosting that does automatic backups. So no matter what happens, if you get attacked or whatever, we can have that website back up within a short amount of time.
On things like SiteGround, we can have it up in three minutes. But that relies on the fact that the site’s been backed up regularly.
Your WordPress site is a piece of software. And within it there are elements of software called plugins. And it’s important that the whole thing is updated, not redesigned, or anything like that. But the actual software itself is the latest version.
We still come across sites that are insecure or there’s no padlock and Chrome will not let you let your users go to those websites if it’s not got the little padlock working so that’s one of the other things that we need to do.
Again with Ukraine and Russia and so forth, it’s important to have a firewall and these are built into websites free of charge.
Another important thing to get found is speed. How quick is your website? Have you got quite heavy videos or pictures on there that have not been optimised which slow it down? we’re going to look at some of these tools in a little while.
Your site might look fine, but it might actually be riddled with errors from Google’s perspective, and there are things you can do to do that are sort of low-cost tools for doing that.
And then there’s, you want to get found, that can be pretty tricky. About 50% of most traffic to websites that we deal with, 50% comes from mobile. And so it’s important that the website works well on tablet, mobile, and a big desktop. And that comes down to how the site’s designed.
And then we’ve got the user experience, does the user when they land on the site, have a great experience? Can they get to what they want? Do you guide them to their journey to help them understand it?
In a previous workshop, we talked about know, like, trust. Well, does your website do that? Does it provide information at the awareness stage? Does it have things that allow them to get engaged?
You can do this through web chat, and so forth. And so, therefore, you’re able to convert using the calls to action.
So if you’ve got really strong calls to action on the site, for different modes, like contact forms, email addresses, webchat, telephone numbers, dialogue boxes, all these sorts of things. And more and more, things like booking meetings in type technology, so that people can get answers to problems.
So on one website, they’ve got links for service requests, sales inquiries, and technical information. And it takes users off in different ways. So you can do it, you’ve made the website do a lot more work for you, it can be your customer services.
So some key tools we use were found fast hosts for domain control. So all our domains are registered here. Typically, this is what your domain control panel looks like.
If you can see words like name servers and advanced DNS, you don’t need to know what they are. But if you can see them, and you can see when your renewal date is, if it’s on auto-renew, and so forth, and contact information, if you can see that in your control panel, which most of you should be able to do if you’ve got access, then this is good.
So if you don’t know if you’ve got access, try and find an invoice from a named service that could be things like Fasthosts, 123 reg, possibly GoDaddy, things like that. If you’ve got access, and you can see this information you’ve got control of your domain.
This is something you might not see because web developers sometimes take care of this for you. And that’s fine. But you’re looking for things like can you see the security, can you see anything to the WordPress domain, so forth. They can be very similar, these panels.
This is what you use to set up the little padlocks on the side to tell where your email has to go and things like that. So if you’ve got access to this, that’s great. If you’ve not made sure that you understand who has got access.
I’m showing the site ground website backup restore because I love this. If the site has a problem, and occasionally they do things happen and know which will break a site. Just click on the Actions button. Click on Restore. And the things in business. It takes about three minutes depending on the size of the site, obviously. But we can take a look at the site, put it back up again three in three to five minutes.
This is probably slightly contentious with some developers. We’ve just won a hosting contract for three websites from a client because we’re happy to give him full access to the administrator setup and this is an administrator panel.
You know you’ve got administrator rights if you can see the plugins directory. These are the little bits of software I mentioned earlier, you don’t need to be an expert on these things.
This is a WordPress background. There are other types of websites a lot less popular, this is the most popular. But if you can see things like that, if you can see users, you know you’ve got full access to your website.
I would recommend having that site. But there are some developers who disagree with me. But we’ve just won some work because we’ve allowed the client to have access to this stuff. We can restore it within minutes, so if they completely hack it up it’s not a problem, we can sort it out.
So it gives you a lot more feeling of control. We’re a big fan of trying to help people learn how to use WordPress to do the simple stuff. We use a tool called Elementor, which means that for the most part, they can change pretty much everything.
Down here, again, if you admin access, you can actually see the site health. And it will tell you where things are up to. So if somebody else is managing it for you, you don’t have to go tinkering around in these things. You just run this and go all right. Okay, there are a few things that need to be done.
And then there’s a conversation to be had with the developer, and find out what service level agreements they’re happy to work to.
If say, in week one of the month, they will make sure everything’s up to date, it doesn’t mean by week three or four, it’ll be slightly out of date, but it means with every month, you should be always up to date with what needs to be done.
This is the plugins directory, we do have some clients who like to do their own updates, which is fine. Again, because we’ve got the backup. If you haven’t got automated backup, you can’t really do this. But as you can see these are the typical plugins. And here, it’s saying this needs updating.
We do auto-updates for stable plugins, so the site’s more up to date. But there is a risk that one of these things might update and fail. But these days, we stick to a set of plugins that we use pieces of software to do things. So for example, this is the design software we use. So it’s like paint by numbers, but there are risks to that.
And this is the one that you do need to speak to your developers about. We use Word Fence. Besides WordFence there is one called Sucuri, which is also very good security. And basically this is free, there’s no cost other than putting it in and making sure it’s set upright.
But we get a report from the system every week for all the websites we do. And the number of attacks is going up, not by a huge amount, but it is going up.
And so it’s important to have a chat with the developer to see how they’re keeping your website secure. For example, a lot of websites used to have the user admin, but we don’t use that anymore. We create a new user with a different format for different websites. So it’s developed by us, they won’t be able to guess what we’ve called the admin.
So that’s an important thing to make sure that you don’t create standard users, don’t also create a user which is the domain name that also seems to get attacked as well.
GT metrix.com is a brilliant piece of software. It’s free and they keep adapting it so my screen is slightly out of date. If you can get an A or B rating, that’s a great job. If it’s C then there’s some work to be done, if it’s D E or F then there’s definitely a conversation to be had with your developer.
Now one of the challenges we face is that more and more people want video on their front page, and trying to optimise videos so that they don’t slow down the site whilst it loads. This has proven particularly challenging because when it runs on a big screen, you actually want it to have quite a high quality. And our videographer spends quite a bit of time playing with video formats in order to get that just right. So it’s not too big, but it’s got the right resolution.
And here’s an example, you can see this one is a C.
And you can see, it’s high here. And this is before they started optimising their images. So they then looked at each of the images and realised that they could make them smaller, they could what’s called compress them, there are tools out the word, such as tiny PNG, which always do that. And this is something you could do yourself – you can reduce the size and there are packages within systems as well for doing that. But the best thing is to put the right size images in the first place.
If you’re loading these images yourself, then it’s worth just having a chat with your developer to say, ‘right, okay, what images should I be putting up?’, and they will help you with the tools. There is no reason once you know that, for you not to do it yourself.
This is usually the biggest problem with sites, people just upload. If you think of your smartphone, when you take a photograph on your smartphone, it’s about four or five meg. Ideally, that needs to be really scrunched down so it fits on the site. And the nice thing about GTmetrix, it tells you where the culprits are. So you can go straight in and fix those yourself. There are a few things that you can’t do that you’ll need the developer to do.
This is some of the stuff you can’t fix. But if you run Uber Suggest (we’ve introduced it a few times now), and if you do this on your website, it’ll give you an audit of where the critical errors are. You’ll struggle to get rid of all of them, by the way. It used to be possible to get to zero. But that’s now a long lost hope.
You can get as much of the screen as possible because some of the issues that it’ll come up with is that you don’t have enough content on the page. Well, if that page is not really designed to have much content, there’s not a lot we can do about it.
Google Analytics is a very useful tool. It’s free and you can see the traffic. There is a little bit of setting up to do, probably a developer will help you here. This tells you what’s actually happening on your website, whether you’ve got paid adverts coming there, paid traffic from paid AdWords, whether it’s from social media, like LinkedIn, or whether it’s being found from someone searching organically for your business.
Generally, if you’re getting traffic from people who are finding you, it’s probably from your brand name, as opposed to anything else. That’s what generally happens before the site is optimised for search engines, which we talked about last week. But it gives you a good idea. So he can see year on year, we’ve made an improvement to the traffic to our own site.
This is Google Search Console. So Google Search Console is all the traffic that Google is sending to you. It’s not what’s happening on your website. It’s the traffic that’s coming into your site. This is really useful because it’s where you learn how people are finding you finding your websites. It also tells you the keywords that people have searched to find you. And you can see on this chart here, Charleh put a post up called the illusory truth behind social media. And that article regularly gets traffic.
I put up an article – it’s been up there for years now and I keep tinkering with it. challenges faced by SMEs and Google ranks that very highly, you get quite a lot of traffic from it. And so you can see how people are finding you. There is a little bit of technical work to get this to work. And this is where you or somebody needs access to your domain hosting panel that we talked about earlier on.
Okay, so think about what other considerations you need for your website. Is it responsive? Does it work on any device? it’s really important these days because people might be scrolling on their smartphone, or they may be doing it from a desktop.
we talked about the SSL. Do you have that padlock enabled? And we’ll talk about that a bit more.
Can you come visitors get to what they want? Can you guide them through their custom journey? More and more when we’re designing homepages, we’re looking at guiding them to that customer journey because people want to navigate a website from the homepage easily.
On the lead generation, what can you offer that’s of value? We’re building an app, which I mentioned earlier, that will be freely available and become part of the website, we’ve put up lots of content on Vision 2 Success, so there’s plenty of material for people to look at and to get answers to. Because websites are there to answer questions and problems that people have. So your website needs to make it really easy for your audience to get answers to those questions.
One technique is to write down all the key questions you think your customers are going to ask, and then look at your website or get somebody else to look at your website. Then, ask yourself, can they get answers to those questions? If they can’t, then that needs to be looked at. And if it isn’t really clear what the next call to action is, do make it clear what you want users to do in order to progress their inquiry.
So to answer the question that Rachel asked, ‘as a one-person business, would you recommend a limited webchat with certain hours, etc?’ Okay, so there’s a thing called Live Chat instead of web chat. So live chat is where you’re actually having a conversation with somebody.
Most businesses limit themselves to that webchat, which is where you leave a message asking for some help, and that piece of software will say, Yeah, can we have your email and someone will get in touch with you? And so what it means is you can run 24/7. In the early days with Intercon, it puts down responses within so many minutes or hours or whatever, or maybe the next day. I personally would have it running all the time.
And then what we’re doing for some clients where we really want to minimise contact – we don’t want people sending in emails and questions for the easy stuff. So you can build those answers into the chat software. So for the Pudelicious stuff for Rachel, you could answer
‘Do you supply a vegan version?’ Or ‘do you supply a gluten-free version or dairy-free version?’, things like that, so they can get an answer to that because the system will say ‘no’ or ‘yes’ or point to somewhere else on your website.
Does that answer your question, Rachel? Yes, that was really helpful. Thank you.
So we use a range – intercom, Active Campaign, which is part of my email system we use in conversations which is a BETA from Sendinblue. There’s Tidio which we don’t use, but there is a completely free version and some people use Zendesk their ticketing system. HubSpot now has a free web chat. So if you wanted to hook your CRM system into your website, then that’s also great.
One of the things about all these is on these separate systems, the data stays separate from your CRM. What I’d be nervous of with the HubSpot one is if that data then drops straight into your CRM, and you end up with a lot of inquiries that don’t go anywhere, which just dilutes all the good data. So there are arguments for keeping the two separate. But you know, I think some of this is trial and error, because, in terms of our webchat, we don’t get a huge amount. You’ll need quite a lot of traffic before that becomes a problem. But it certainly makes life easier for customers to talk to you and to get answers to simple questions.
So bringing it together, make sure you have access to your website hosting, access to your website, including your logins, and make sure that you have analytics and Search Console set up. Because there’s a phrase, what gets measured gets done. Well, if you’re not measuring what’s going to your website, how do you know what you’ve got to improve?
There are other things you can do above that. We just put a proposal into a client where they’ve done everything that’s intuitive, and we now really need to be looking at how people behave on the website because you can actually track behaviour, you can see what they’re clicking on. You can see their journey through the website. And see if the traffic is doing what you hoped it would do, or are you getting too much fallout?
Does your website have the HTTPS, colon forward slash? It needs to have that. It’s really important these days, especially with so much cyber activity going on. Is it backed up automatically? How quickly can you get your website back up again? And how easy it is to use your website? And how do you prompt your visitors to call to action?
So we’re going to stop the presentation now go around the room, see what you’ve learned and answer any questions you might have.
So, Rachel, what, what have you taken away from today?
It’s really good timing for me because I’m having my website, I’ve had a holding page for two years. And I’m finally on track to getting it sorted. So I’ve got I’ve had a list in the back of my notebook of things that have been added in that I want. But that’s been more about the content and things like that. So this has been great. I’ve got some things on, it’s not secure at the moment. But that’s because it’s just a holding page. So I need to get it secure, need to make sure it’s got that HTTPS, the automatic backup. And about the webchat with the automatic responses. So that’s really, really useful. And that’s it like you sort of said about, it’s free from stuff that people do ask about. So if we can build in some automatic responses to that, that’d be great.
I know from it’s the same guy. It’s a local chap. And I made his wedding cake. And I do children’s birthday cakes. And in payment, he does design work for me and my website. And on my last page, I had access to the control panel and everything else. So I’ll make sure I’m assuming I get the same again. And now if I don’t I’ll just say oh, you know, so that’s handy just to as a prompt, really, because I would probably have forgotten about that.
Please discuss that with your developer before you part with any money because some developers do have quite strong views on this.
Yeah, I’m very fortunate in the fact that I’ve never paid him a penny for any of it. We’ve got quite a good arrangement, I think going on. So but yeah, definitely. I think with the things though now with backup and the security stuff, I know that websites can be more expensive than they used to be. So I appreciate that I might actually have to start paying.
Well, but fortunately, I don’t know what platform is going to use, but WordFence is free. And the free version is excellent.
Yeah.
It is going to be a WordPress site.
Yeah. So that WordFence I’ve written that down. So that’s great.
Good stuff. Okay. It was interesting. I look after the canoe Club’s website. And because it’s Canoe Club, it’s on the cheapest domain. I think that to call Name Cheap. It has nothing. I have convinced the club. So the backups or the automated backups are an extra. That is the SiteGround by any stretch of the imagination. But yeah, we paid a few more quid it wasn’t too much actually, just to make sure they back it up every week. And for slow-moving sites, that’s actually fine with dailies is actually, you know, if you’ve got a reasonably fast-moving site, but weekly is great, but it does always it’s automated. So you never have to remember to do. We had one, we have one client that was charged 60 pounds every time the web company did a backup.
Thank you really helpful. Cool. Gemma?
Yeah, great. I’m really helpful today. I mean, I think I’m reassured that on security and control, I think, you know, I’m not worried because all the things you said, Have you got this have you got access, we’ve got all of that. So that’s good. So where I’m at is trying to improve what we’re doing. So we use live chat. And I think we could make better use of frequently asked questions and that kind of thing to just make that a bit more customer responsive on some of the stuff and we’re not actually doing it live, but I’ve got it on a, you know, out of hours kind of thing.
I think we make wheelchair wheels, with suspension in them. And they’re handmade, and it’s an expensive product. What I’m trying to wrestle with in my mind is we mainly sell b2b and not through the website, but how can we increase our UK website sales? Should we have, try and get some cheaper products on our website that causes more engagement, you know that people have a kind of, you know, a takeaway item, as it were that they can actually buy, because it’s the calls to action that I’m thinking you’ve got a certain number of people who want to buy an expensive product. And that’s great. But is there anything else we could be doing that would generally increase our traffic and make us more attractive, as well as all the stuff that I took away from last week, which is all to do with content because we don’t ever change our content on our website ever, really. So obviously, I’ve got a long list to do on that as well.
And I think we need to do a refresh on the traffic and measurement because our developer does an automatic report for us each week, but we pay them less now than we used to originally, they did a big sort of thing about looking at, you know, where it worked and where it didn’t work. But that’s about two and a half years ago, maybe even three years ago now. And I just wonder whether we ought to pay them to do a bit more to do a real sort of actually, is this still right? Where are the customer journeys going through where they clicking? And where not. Might be worth spending money on?
Yeah, no, absolutely. Because putting cheaper products on could have implications in terms of the business model. You know, having to pack things up, ship it out.
Yeah. I wonder if it’s worth it? That’s just a thought in my mind, so it’s interesting to know what you think on that.
I mean, look, Matt, Matt’s an expert. He knows all everything that I’ve just talked about plus a million times more, but what would you say to Gemma? Is it worth just painting a picture of all the work that needs to be done in order to do that?
Yeah, I mean, absolutely. I mean, it’s worth going back looking at the numbers, the data, the analytics, you know what’s happening right now because if I get the impression if all that’s happening is you’re being sent an automated weekly report is probably the last thing that you ever look at, and probably you give it no attention whatsoever. It arrives at two o’clock on a Friday and you think well, that’s a nice PDF with some graphs in there. Lovely, but it’s not telling you anything, is it that the reality.
Once a month, right, so you know the answer to the question, it makes sense to go back and revisit, re-establish baseline, you know, do a deep dive and understand what’s happening right now. Because in the last two or three years, the market will have shifted, as well. So what you thought was happening out there, that competitors you thought existed, where you sit in your landscape will have all changed. So yeah, absolutely. Go back and do that, before you do anything, in terms of updating products or content on a website, I would suggest.
And what do you think you need, I kind of think, you know, as a consumer myself, I get really seduced, personally, by you know, I’ve got kind of a couple of counts with kind of – because I’m a garden, I like gardening, you know, just a hobby – So I get really seduced by free offers, or, you know, discounts on seeds, bulbs, all that kind of thing. And I kind of go, Oh, yes, I’ve forgotten about them. And then I find myself spending 60 quid.
We, in our kind of market, because people only buy expensive wheelchair wheels every five years, maybe, you know, how do you keep that engagement with people and reach? You know, and do that’s what I was thinking, you know, it used to be that we used to tell the story on being an interesting startup company manufacturing in the UK, we did Kickstarter, all of that stuff. We don’t really do that now. And I’m just sort of thinking, does it matter? You know, that’s why I was thinking, is there some way of being able to do a few more sort of things that people might want in-between times, but like, you’re saying, that will be a lot of work, and not that much margin, perhaps. But I don’t know. That’s what I’m just playing with.
I think it’s good to do what Matt suggested and take a step back, and running an E-commerce business, you know, selling smaller items, and so forth, things that are not allied to your main products and so forth. It’s just, it’s generally gonna cause you a problem. You know, but it does need reviewing if you can find it, is it just the wheels? Do you do anything else?
Well, at push rims, so the hand rims that you and those we sell, not just on our wheels, but compatible with other wheels as well. So that might be but you know, generally, we’re b2b. But of course, the big margins are on the retail sales.
Yeah, cuz you’re not giving your margins away too. Yeah, it’s an interesting one that I mean, I don’t know whether you want to do 30 minutes with me, you know, quick zoom call just to because it needs a bit more of a deep dive possibly.
Matt, is there anything you want to add to today’s chat, anything you think we’ve missed out on?
I think excellent content, is really useful. I mean, you know, the danger of a topic like this it can go off in any number of directions calm it’s a nice job of summarising just one point is you mentioned about website speed. And I think you showed a screenshot from GTmetrix. So loading speed is really really critical for any website, you know, you’re on your mobile, you’re perhaps not on the fastest connection. customers get sick and hacked off of websites that are sluggish and don’t load properly. So you know, apart from not uploading pictures from your mobile, or five megabytes each, you know, it’s understanding what else can be done to keep the website fast and snappy and keeping on top of that.
My journey is just like a corporate brochure. It’s not an active site. I have done blogs in the past or had a company doing updates, but because my business is regulated by the FCA
everything has to go through our compliance team. So it just puts me off, to be honest, I am open to the thought of a website generating business but it’s never happened it’s more of a like you know, instead of likes a corporate brochure people to go and check out what we do.
I’m interested in the point you made, which is not a thought I’ve had, which is about anticipating common questions and, you know, having those as the upfront answer to sort of thing to start a journey. That’s an interesting concept. Yeah.
So what we’re doing with one client, because this is a high growth startup, it’s got funding, but the cash, whether it was funded or not, is still tight. So what we’ve done is actually put the FAQs, you can do what’s called a little accordion. So when you click on a plus, it then tells you a bit more. The developer will know that. What we’ve done is we’ve put a whole bunch of sort of questions, the FAQ the frequently asked questions on the appropriate pages.
Before we build them into the plug in to use Intercom. Intercom has got a startup package for high growth startups. And it was very cheap. So it allows you to get into the higher quality systems without the expense. So just put those on the site and if you use what’s called an accordion, you can actually cramp up quite a lot of frequently asked questions, which should be alright with FCA. We have worked with FCA compliant businesses. And I know what a nightmare that is. What you need to do, though, because you are in FCA regulated business, is make sure you have got proper security. There’d be nothing worse for your business in terms of reputation management if that site gets hacked, and you’re not aware of it for a few days.
Yeah. And then a few years ago, I remember picking up on there was logic about creating a guide, you know, so it’s, you know, or specialise in private health, the employee benefits in that so maybe, you know, a guide for private health care, that type of thing, and then promote that, is that still what people do? That’s still good thinking?
Yeah, I mean, you need to be at the site as interactive as possible, in my view. So, I think people do it less people are not printing things out anymore, but they are reading things.
If you if you’re able to, then, you know, think about maybe recording a video. You know, we’re into the YouTube generation now. And probably one of the reasons why we have we put a slide deck up and why we put the video up, why we put the transcript up is that you know, we cater for all different generations. Somebody, you know, an older person might just read it, because we can skim read faster than to watch a video. But other people will probably have us on in the background. Whilst they do something else, they’ll multitask.
I certainly think you know, given, it’s tricky with your business, but anything you can do that you can put on the website, that means that – the thing about video is that they increase your time on the site. So the more chance of them doing things, Google goes, Oh, the spending time on the site. So again, that’s good from Google’s point of view. And, if you’re gonna write a guide, though, don’t make it War and Peace.
It’s interesting what you say because obviously, I haven’t got the patience for film nowadays because you take on the information in a different way. But I used to really like videos, but now when they’re on the slide, skip through, get to the point.
You’ve just gotta you just got to sort of think of what would be useful to your audience. This is the sort of thing that you use, but people love case studies. And again, we’ve got to be careful, the FCA. But could you do podcasts with specialists or can you do you know, where you say we do more and more websites now where there’s an arrow for podcasts and then linking through to those sorts of things.
So, does that answer everybody’s questions? Okay, so next week we have social media. We’ve got quite a few booked in for that we did have a slight glitch in our systems this weekend that the last star Rachel was whether you go to Switzerland.
Yeah, yeah I went to Zurich, lovely really good weather I think it was cold but it was sunny which makes everything just look a lot brighter.
So our lead generator wasn’t here. The numbers are a bit down but we expect to be back up to normal numbers next week and certainly, social media seems to have attracted a lot more people. So great to see you all again. I look forward to seeing you next week.
