MackCollier.com

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Heading to CES & Digital Marketing World

Hey guys, I hope Santa was good to everyone (even if you were a bit naughty), and hope everyone is excited about 2011!  I have a big January on tap, and I wanted to let you know about a couple of events that I’ll be participating in.

Next week I am heading to Las Vegas for the Consumer Electronics Show (CES).  I’ll be there on the 6th and 7th.  On the 6th, I will be moderating a live webcast, a collaboration with Tami McCarthy of TMG Brand Communications who works with Citi Cards.  This webcast will feature an interactive discussion on the latest news from Citi Cards, such as its next-generation Citi 2G card which gives cardholders the choice to use either their reward points or their credit line toward their purchase by simply pressing a button on their credit card wherever a credit card is swiped at the register.  We’ll also be having a discussion with Jeff Mullen, who is the CEO of Dynamics, Inc. which provides the technology that is behind the Citi 2G card, and is also being honored asThe 2011 CES Best Innovation in Personal Electronics .  Additionally, we’ll also chat about these offerings and the innovative technology behind them with several expert panelists, including:

It should be a great discussion and if you’ll be attending CES, please stop by as we’ll be at The Mirage, Room Trindad A, starting at 11:30 PST on the 6th.  And if you can’t join us in person on the 6th, you can still view it online live, ask questions, and join the discussion by registering here.

Additionally, if you’ll be at CES, we’ll be having a Tweetup at Nine Fine Irishmen which is at the New York New York hotel.  The Tweetup will start at 5:00 PM PST, and run till about 6:30 PM, at which time we’ll all go over to the Mashable Awards, which will also be at the New York New York hotel.  So we’d love to meet you there, and some of the Citi team will also be there if you want to bend their ears (and vice versa), so please do stop by, and you can sign up for the Tweetup by clicking here.

I will also be at CES on Friday the 7th, so if you’ll be there I would love to connect.  Especially if your company is having success with social media, or if you’d like to discuss how I could help you take your efforts to the next level, I’d love to connect.  Please email me so we can get together!

Next Wednesday I will also be joining the amazing Lisa Petrilli at Marketing Profs free virtual conference, Digital Marketing World!  Lisa and I will be teaching you The 3 Critical Cs of Profitable Business Blogging at 3pm EST.  This course is designed to help you get your business blog off the ground and help you take your efforts to the next level.  The main areas we’ll be covering are:

  • Measuring and gauging the effectiveness of your blogging strategy.
  • How to create more valuable, interesting and engaging content that helps you reach your blogging objectives.
  • Creating and leveraging more dynamic interactions and activity on your blog to reach your blogging goals.

This is a FREE event and you can register here.  We will have  a Q&A chat after the session, and would love to talk to you!

So I wanted to let everyone know about both of these events, and I have updated my Speaking Page to note these appearances.  Again, if you’ll be in Las Vegas next week for CES, I’d love to connect and do try to attend the webcast and Tweetup if you can!

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The promise of social media for business lies in FEWER conversations

Last Wednesday I held my Think Like a Rockstar blogging class for the Content Marketing Crash Course at Marketing Profs.  The course is over, but if you want to view all 17 classes, here’s information on how you can.  I’ve been spending a lot of time on the Rockstar analogy this year, covering why rockstars have fans and companies have customers.  I’ve done so, because there’s an extremely important lesson for companies in the rockstar analogy:

Rockstars and their fans have the same conversation.

Or at the very least, they have more similar conversations than most companies and their customers have.  The disconnect between how the rockstar views its fans and how the fans view its rockstar, is far less pronounced.  Which means the conversations that each group is having about the other, is more similar.  A big reason why is because most rockstars SEEK engagement with their customers.  They not only listen to the conversation that their customers are having, they participate in it.

Contrast this to most companies, who not only lack engagement with their customers, they often FEAR that engagement.  As a result, the company is having an internal conversation about the customer with little to no input from or interaction with the customer.  And likewise, the customer is having an external conversation about that company, without any involvement and interaction with that company.

Participating in a conversation changes that conversation.

Prior to launching its company blog, Graco discovered that 68% of the online conversation that customers were having about and around the Graco brand, was positive.  That’s not bad, but 18 months AFTER launching its company blog, Graco found that the tone of the online conversation its customers were having had shifted to 83% positive.  Additionally, the company found that 99% of the additional online mentions that the company gained in the 18 months AFTER launching the blog, were positive.  The blog gave Graco a vehicle to directly connect with customers and interact with them.  As a result, the online conversation that Graco’s customers were having about the brand, changed.

Interaction breaks down walls.

Likewise, a lack of interaction between the company and the customer strengthens walls and silos conversations.  Then you are left with two groups that each are having a conversation with the other group, without actually knowing that group.  Which means neither group really understands the other, and as a result, doesn’t trust the other group.

But as interaction between the two groups happens, the conversation the customers are having begins to be understood by the company.  And the customers begin to better understand the company’s point of view.  Hugh was talking about this five years ago.  As the company begins to understand the customers’ point of view and incorporate it into THEIR conversation, that conversation that the company is having becomes more familiar to the customers.  Because the company is starting to speak in a language that’s more easily recognizable to them.

Interaction leads to understanding, and understanding leads to trust.

So this interaction is prompting change in both the internal and external conversations.  By better understanding the company, the external conversation the customers are having about the company, changes a bit.  And likewise, as the company begins to interact with its customers and better understand them, that internal conversation it is having about its customers, changes a bit.

Most importantly, the walls around both conversations weaken a bit.  The distance between the two groups shortens.  Both conversations become a little bit more familiar to the other group, and as a result, both groups begin to trust the other a little more.  Four years ago I wrote this on The Viral Garden:

As we correctly anticipate the consumers’ wants and needs, and fill them, a trust is developed, which leads to the consumer lowering their defenses and letting us interact with them on a deeper level. This leads to a greater understanding of their needs, which means we can more quickly and effectively meet these needs, and thus the cycle is created.

And that cycle creates an incredibly powerful barrier to entry for other companies.  It also creates fans and advocates for that company.

Trust leads to advocacy.

At this point, the company has interacted with the customer and become so familiar with their conversation that the walls around each conversation are starting to blur.  The voice that the company speaks in becomes more familiar to the customer.  Which makes it easier for the customer to trust the company, because they are speaking in a voice they recognize.

Their own.

And that makes it much easier for customers to advocate on behalf of a company that they believe have their best interests in mind.

Wait, this isn’t about smart social media usage, this is about smart business.

Exactly.  Customer conversations are increasingly shifting online and to mobile devices.  Customers are finding new tools and technologies every day to help them more effectively and efficiently communicate with each other.  And they are getting up to speed on these tools and technologies faster than companies are.  But if companies can follow the lead of their customers and become efficient at using these tools and in the same way their customers are, then they’ll win.  It’s not about becoming a better marketer, it’s about becoming a better communicator.

Here’s to better communication in 2011.

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Join me today at Marketing Profs’ Content Marketing Crash Course!

As many of you know, Marketing Profs has been conducting its Content Marketing Crash Course for the last week or so.  Tomorrow I am finally up, and at 1:30-2:30pm CT, I’ll be teaching my class, Think Like a Rockstar: How to Build Fans and Engagement Around Your Blog.  This is the blogging version of my Think Like a Rockstar presentation that’s my most popular session.  Here’s what we’ll cover:

Engagement and interaction are key to a successful blog. So many companies want more participation on their blogs, but so few truly get it. What lessons can we learn from rock stars about how they convert customers into fans? How to rock stars ignite passion? And more to the point, can you take these lessons and use them to build a community around YOUR business blogging efforts?

In this session you’ll learn:

  • The four reasons why rock stars have fans instead of just customers
  • How you can apply each of these lessons to your existing business blogging efforts in order to increase interaction and engagement with your readers
  • Examples of blogging companies that are adopting these lessons to build fans and community on their own blogs

If you’ve ever seen me speak or train then you know the drill:  I’ll show you what works, explain why it works, then give you real-world examples of blogging companies that are using these same concepts to improve their own blogging efforts.  I’ll also walk you through what Rockstars do to attract fans and show you exactly how to work these same concepts into your blogging efforts to build excitement and engagement.  So as soon as you log-off, you’ll have the advice and instructions you need to start improving your blogging engagement efforts!

Now here is the BEST part.  If you register for this class via this link, and are a basic Marketing Profs member or even if you AREN’T a member of Marketing Profs, you’ll save $200 off the course price.  So you’ll get the entire 17-part course for just $395.00.  That’s a flat bargain to get a full 17 hours of expert content, for less than $400.  But again, to get this discount you have to be a Marketing Profs basic member or if you aren’t a Marketing Profs member, you can also click here to register for the $395 rate.

You can see exactly what courses are provided, and who the instructors are by clicking here.  For tomorrow’s classes, CK will be covering 10 Tips, Tools and To-Do’s to Mobilize Your Marketing at 11:00am CT, then Jay Baer will present on Rapid-Fire Ways to Atomize Your Content at 12:30pm CT, and my Rockstar class will close out the day at 1:30pm CT.

But remember if you want the special discount you need to make sure you register via this link.  That will add the special ROCKSTAR code to your registration.  That gets you a nice discount, and I get a cut from it as well, so it’s a win-win!

And if you do register, THANK YOU!  Hope to see you at the session!

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How does search engine traffic affect your blog?

I am definitely not an SEO expert, but after a couple of years of studying up on how search engines work, I think I have at least a 101-level understanding of the topic.  Still, as with most other things, I can learn something better if I can figure out for myself why it works.

Earlier this year I started paying closer attention to the percentage of this site’s traffic that came from search engines.  I noticed that at the first of the year, less than 10% of the traffic came from search engines.  This seemed really low to me, and the most common answer I was given for increasing search traffic was to post consistently to the blog.  The idea was that over time, search traffic should rise as more content from the site was indexed.

And here’s the graph for the weekly search traffic here:

In February, search accounted for just 6.53% of the traffic here, but through last week, search was responsible for 34% of the traffic here for this month.  And the nice steady growth in search traffic you see in the above graph backs that up.

But I noticed something pretty interesting when I was reading my site’s stats.  For the year, 73.84% of the people that visited this site were here for the first time.  Yet when I look at just the search traffic for the year it was even higher, the percentage was 78.25%.  So that means that almost 80% of the search traffic here were people visiting this site for the first time.

I think this is pretty significant because many of us that blog want to avoid covering topics we have already previously discussed.  But at least for this site, roughly 75% of the people that see every post, are seeing this site as a whole for the 1st time.

This leads to some interesting questions, such as…

1 – Should we as bloggers be attempting to more narrowly focus our content?  For example, instead of covering 5 complimentary topics, focusing on just 1 or 2 areas, and creating content that often covers the same ground?

2 – Or should we instead be looking for ways to get more visits from return visitors?

3 – What IS the ideal percentage of new visitors?  Very little in social media is ‘one size fits all’, so how can bloggers decide what that percentage should look like, based on what they want to accomplish with their blogging?

Would be interested to hear what y’all think, and also how my stats compare with what you are seeing on your blog.  I used Google Analytics to find mine, and I don’t think there is a ‘right’ answer here.  If your percentages are higher, that could be good, and if they are lower, that could be good as well.

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Get over it, your blog IS a selling tool

No matter what reason you have for blogging, your blog IS a selling tool.  You are creating content that’s a selling tool for….something.  The key is to make sure you are selling what your customers want to buy.

Most companies create blog content that directly promotes its products, because that’s what it wants to sell.  But for the most part, the content we WANT to see is content that shows us how the product will fit into our lives, or solve a problem for us.

Case in point, earlier this year I started doing research looking for a new carryon.  The one I had provided very basic functionality, and was starting to break down.  Additionally, if I attended an event for more than 2 days, it was tough to pack everything I’d need in it, especially considering any materials/books/swag I might pick up during the trip that I’d like to bring back home.

So while I was technically looking for a new carryon, what I really wanted was a product that would make the travel experience easier for me.  Then I found this post from Chris where he reviewed the Eagle Creek Tarmac 22 carryon.  I bought it recently and I. Am. In. Love.  The bag does exactly what I need it to do, it perfectly organizes all the clothes I’d need for any trip, and as a result, now makes it possible to pack clothing for at least 2-3 additional days over my previous carryon.  For a recent business trip to Atlanta I packed a full wardrobe for 3 days plus a sports coat and jacket, and had room for at least 2 more days worth of clothing.  And that’s without using the extender, which gives you 15% more room.

But notice that this content was created by an Eagle Creek customer (Chris), and the FOCUS of the content was on how the bag helped him as a busy traveler.  That was a big selling point for me, because Chris does more traveling than I do, so I knew if it worked for him, that it would probably work for me.  Chris wasn’t trying to sell the product literally, he was trying to sell us on why the product worked for him.  And as such, he was sharing his experiences with us, in the hope that it might help us as well if we are considering a new carryon.

And it’s interesting that apparently Eagle Creek does NOT have a blog.  So I had to get ‘sold’ on the Eagle Creek Tarmac 22 by Chris, not the company.  Which approach do you think would do a better job of selling this product:

1 – Explaining the product itself, how it’s constructed, the materials used, and any guarantees it has.

2 – Explaining how this product will help a busy traveler better stay organized and save time and effort.

I lean toward #2, but there is some importance in #1.  I think the problem is, most companies understand their product better than they do how their customers will USE their product.

IMO if you want to use your blog as an effective selling tool, sell me how the WHY and HOW I use your product, and create content around that.  Look at the above picture, do I want you to sell me on why I should buy your basketball, or do I want you to sell you on how you can make me a better basketball player?

Your blog IS a selling tool.  The key is to create content that promotes the product by being customer-centric, not product-centric.

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Setting the record straight on online reviews: An interview with Bazaarvoice’s Ian Greenleigh

A few months ago Ian Greenleigh gave me some great stats and case studies from some of Bazaarvoice‘s clients on how they were benefiting from online ratings and reviews.  I published those findings in a post that proved to be one of the most popular here so far this year.  So I wanted to bring Ian back to let him talk more about the power of online ratings, reviews and comments:

Mack:  Tell us what you do and why you are awesome.

Ian: I manage social media for Bazaarvoice. This includes oversight and content creation for all of your “usual suspect” channels, but I focus most on making sure we have a leading corporate blog that adds value and contributes to our thought leadership. Personally, I’m most active on Twitter (be3d).

Bazaarvoice: We help our clients build revenue by building customer conversations into their businesses. This takes the form of hosted & moderated solutions like Ratings & Reviews, Ask & Answer and Stories.

Mack: What’s the biggest misconception you think most companies have about online reviews?

Ian: Many companies don’t understand that negative reviews are normally a net benefit if they’re open to them. Here are a couple of ways they help:

  • They help the company appear more authentic and credible
  • Negative reviews are better than no reviews at all—products/services with more reviews (even if they’re negative) get more clicks than products with fewer or no reviews
  • Negative reviews often alert companies to product flaws that can then be addressed to lead to increased sales in the next product release
  • Negative reviews provide a more realistic view of the product to customers. They return this product less often, because they know what they’re getting and aren’t surprised by shortcomings.
  • Companies might think that if they don’t invite reviews, they simply won’t have to deal with them. Instead, they end up having to address these reviews outside of their “home turf”, in the social web where they have far less control and influence. Letting the conversations take place on company websites makes more sense because conversations are more easily tracked, complaints are easier to address and results are far more instantaneous.

Mack: Do you have any stats on how Bazaarvoice’s clients have seen an increase or decrease in sales after adding Ratings and Reviews to their site?

Ian:  Sure, from our stats page:

  • Products with syndicated reviews convert 26% higher. (Bazaarvoice Case Study, 2009)
  • MarketingExperiments tested product conversion with and without product ratings by customers. Conversion nearly doubled, going from .44% to 1.04% after the same product displayed its five-star rating. (MarketingExperiments Journal, July 2007)
  • Giving shoppers the ability to sort products within a category by customer rating led to a sales increase of 41% per unique visitor. (PETCO, June 2007)
  • 11% of retailers reported a 20% or more overall increase in conversions as a result of adding reviews to their sites, 21% reported an 11% to 20% increase and 5% reported a 1% to 10% increase. (eTailing Group, June 2008)

Mack:  If a company encounters a ‘negative’ blog post or comment from a customer, how should they handle it?

Ian: As long as the content is not ad-hominem of offensive, concerns should be addressed head on. When this doesn’t happen, you see things like the famous United Breaks Guitars video. Keep in mind that others are watching to see what is done about the complaint, so a public response is usually warranted. One of the best ways to take the conversation in a better direction is to leave a follow up comment saying that someone is going to call, email, etc., and then take the conversation offline toward resolution. This at least tells all the people watching the post that you’re taking action.

Mack: When a company encounters a comment they want to address online, should they have a ‘chain of command’ in place so certain employees handle certain comments based on topic/tone/etc, or should the employee that finds the comment always be the one to respond?

Ian: Responses should be assigned out to employees by role/expertise, but locating and cataloguing negative comments should be a centralized task. Employees that happen upon them should know who to ping in order to resolve the complaint. Alternatively, companies can adopt a “respond if it’s in your wheelhouse” policy, telling employees to pass along anything they don’t feel comfortable responding to (or don’t have the knowledge for). Either way, centralized records should be kept and incident data trended over time.

Great information once again from Ian, and really helpful advice on handling negative blog comments and the power of online reviews and rankings.  As Ian shows above, clients that use ratings actually benefit, as do companies that handle negative comments correctly.  Thanks again Ian, and please follow Mr. Greenleigh on Twitter at @be3d.

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Death by a thousand crappy blog posts

As 2010 comes to a close, it’s a good time to take a long, hard look at your blog.  That’s exactly what I am doing now, and I’m seeing a lot of areas that can and will be improved upon in 2011.

A good place to start is by first seeing what worked, and that means jumping into your site’s analytics.  Which posts were the most popular this year?  Which search terms sent the most traffic here?  Which topics were covered in your most popular posts?  Which month had the highest traffic?  Why?  Did one post do well, or did you have several that did better?

Here’s some problem areas I have found here, and what I want to do to improve in 2011:

1 – Get back on a regular posting pattern.  The goal I always have is to have at least 2 new posts a week, sometimes 3.  But the problem I keep running into is that when I am swamped with work, I get behind and let the blog go to pot.  My solution will be to start writing posts ahead of time and have a few ‘in the bullpen’ that I can publish when I get too busy with work.

2 – Create more compelling content.  Focus less on tools, focus more on HOW the tools are being used.  Post less about what’s happening NOW, and more about what could be happening tomorrow.

3 – Don’t post as much about social media, post more about how social media impacts OTHER areas of marketing and communications, and vice versa. The usage of these tools shouldn’t be siloed, and smart companies are amplifying their existing social media efforts by working with their existing communication efforts.

4 – Put myself in timeout if I write a single post about how another blogger is doing social media wrong, or a ‘I call bullshit’ post. Seriously, these almost always suck, and have been done to death anyway.  Focus the content on ideas, not people.

5 – Do more interviews with companies and people that are pushing the edges as far what’s possible with new media.  Better leverage my Twitter network for contacts (good tip for all of you, do you actually know what most of your followers do and who they work for?).

6 – Focus more on how mobile marketing is impacting social media.  CK was ahead of the curve here.

Those are some ideas I have for improving this blog.  How do you self-critique your blog?  Or do you?

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Register for Marketing Profs’ Content Marketing Crash Course and Save $200!

As many of you know, I am a huge fan of Marketing Profs and their conferences and virtual events.  I’ve been lucky enough to speak at several of their events, and I’ll be working with them on their latest effort, the Content Marketing Crash Course.  What Marketing Profs has done is bring together over 20 Social Media and Content Marketing experts to teach 17 classes over a 2-week period.  People like Ann Handley, Brian Solis, CC Chapman, Jason Falls, CK, David Merriman Scott, Jay Baer, Joe Pulizzi, Lee Odden and Steve Garfield.

And they also let me join this group.  My class will be on December 15th, entitled Think Like a Rockstar: How to Build Fans and Engagement Around Your Blog.  This is the blogging version of my Think Like a Rockstar presentation that’s my most popular session.  Here’s what we’ll cover:

Engagement and interaction are key to a successful blog. So many companies want more participation on their blogs, but so few truly get it. What lessons can we learn from rock stars about how they convert customers into fans? How to rock stars ignite passion? And more to the point, can you take these lessons and use them to build a community around YOUR business blogging efforts?

In this session you’ll learn:

  • The four reasons why rock stars have fans instead of just customers
  • How you can apply each of these lessons to your existing business blogging efforts in order to increase interaction and engagement with your readers
  • Examples of blogging companies that are adopting these lessons to build fans and community on their own blogs

If you’ve ever seen me speak or train then you know the drill:  I’ll show you what works, explain why it works, then give you real-world examples of blogging companies that are using these same concepts to improve their own blogging efforts.  I’ll also walk you through what Rockstars do to attract fans and show you exactly how to work these same concepts into your blogging efforts to build excitement and engagement.  So as soon as you log-off, you’ll have the advice and instructions you need to start improving your blogging engagement efforts!

Now here is the BEST part.  If you register for this class via this link, and are a basic Marketing Profs member or even if you AREN’T a member of Marketing Profs, you’ll save $200 off the course price.  So you’ll get the entire 17-part course for just $395.00.  That’s a flat bargain to get a full 17 hours of expert content, for less than $400.  But again, to get this discount you have to be a Marketing Profs basic member or if you aren’t a Marketing Profs member, you can also click here to register for the $395 rate.

Now if you are a Marketing Profs PRO member, then clicking that link will get you in at $297 instead of $595.  Or if you are a PRO member that has taken a MPU class previously, you’ll get in for only $237.

You can see exactly what courses are provided, and who the instructors are by clicking here.  But remember if you want the special discount you need to make sure you register via this link.  That will add the special ROCKSTAR code to your registration.  That gets you a nice discount, and I get a cut from it as well, so it’s a win-win!

And if you do register, THANK YOU!  Hope to see you at the session!

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#Blogchat will be co-hosted by Becky McCray tonite!

Tonite’s #Blogchat will have a special co-host, the amazing Becky McCray!  Becky is the expert when it comes to everything small and local business, so it only makes sense that she would be perfect to co-host tonite’s #Blogchat focused on how small businesses can use blogs!  Here’s tonite’s schedule:

1 – At 8:00 PM Central, we’ll kick the party off and Becky will help us decide if a blog can help a small business or not.  So if you have a small biz and are interested in learning if a blog is right for you, then you’ll definitely want to check out this portion of the conversation.

2 – At 8:30 PM Central, we’ll move to talking about how small businesses can use a blog to grow their business.  Should it be used as a channel to build awareness, or to increase sales, or….what?  And Becky will also walk use through some of the many benefits to blogging for small businesses besides generating sales.

And as you can imagine, this #Blogchat will be extremely fast, and Becky will get to as many questions as she can.  If you find that your questions aren’t getting through, you might want to try asking again at 9pm, Central, when the volume of #Blogchat slows down a bit.

So to prep for tonite’s #Blogchat, please follow Becky on Twitter, and check out her site, SmallBizSurvival.  I know it’s going to be an amazing discussion and thanks so much to Becky for joining us!

BTW if you have never joined #Blogchat before, here’s what it’s all about.

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Is your opinion of the value of a Call to Action dead wrong?

The term ‘Call to Action’ has somewhat negative connotations to many bloggers.  A ‘Call to Action’ is often seen as being ‘salesy’ or ‘self-promotional’, and as such, many bloggers see it as something to avoid.

I think we should instead look at a Call to Action as a way to add VALUE to a post.

That’s right, I’m saying to stop looking at Calls to Action as being ‘salesy’ but instead as a value-add.  As something that your readers WANT to see.

But you create that desire for a call to action by first creating VALUABLE content for the reader.  Give them a reason to want to take some next action.  It can be a comment, subscribing to your blog, or contacting you about a product or service.

Here’s a couple of examples:

1 – I am on Twitter and someone links to a new study that shows the social media adoption rate for small businesses in different industries.  It’s a study conducted BY this site, which I had never heard of previously.  The information is valuable, so I would WANT to see a link for subscribing at the END of the post.

2 – I am Googling looking for a local business that offers satellite internet services and what type of installation fees I should expect to pay.  I land on a local installer that clearly explains what the fees involved are.  If this installer was CURRENTLY offering a 20% discount on services, I would WANT to know about that, and would want them to give me a way to contact them about possibly purchasing their service.

The point is, don’t think of adding a Call to Action as being ‘salesy’.  Think of it as a way to add VALUE to the post.  Look at the post you have created, and think about which call to action would add value to that post.

A post where you are discussing a popular or hot-button topic, could use a call to action asking for a comment.

A post that is a detailed How-To could use a call to action asking for subscribers or adding a link where you can learn more about the individual or company behind the blog.

A post that details a great new way to use Twitter, could use a call to action asking the readers to follow that person on Twitter.

A phrase I use with my clients when I am training them on content creation is this: If you have created a post that is valuable to your readers, then you have earned the right to add a relevant call to action to that post.

What do you think?