Successful Blog

Making Sales for Small Businesses More Predictable

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A Guest Post
by Cynthia Kocialski

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Seeing Sales as a Solution

Every business needs revenue and the more the better. Most don’t have cash reserves or access to capital like the big corporations to shore up operating expenses, and so getting sales right is crucial. What every small business wants to know is how they can increase sales with minimal effort and how their sales can be more effective.

I have to admit I didn’t begin with a background in sales. I had to learn it by doing. Everyone does it this way. As far as I know there aren’t any college degrees in sales. As I’ve gone through many start-ups, my view of sales is far from where I begin on my first start-up.

Without a sales background, I had an immediate dislike of this business function. It seemed a necessary evil. If someone mentioned sales to me in those early days, I’d cringe. I had visions of a sleazy used car salesman that would lie and cheat his way to closing the sale.

Now, I have a completely different outlook. Why? I looked at the sales from the customer’s point of view. As any customer, I have many problems in desperate need of solutions. Most of my issues don’t have easy-to-find answers. I want to know if someone can fix my problems. I want them to tell me about their solution. I am tired of dealing with the problem and I want it to go away forever, never to come back to bother me again.

Let’s flip back to the sales side, your customer wants you to tell them the solution to their problem. You are doing them a favor. You aren’t bothering them; they want to talk to you. It’s only when you are trying to sell them something they don’t need or want that you’re acting like a sleazy, greedy, unethical used-car sales person.

Once I was able to see myself as not becoming the used car salesman, I was able to embrace sales and learn how to do it much better.

Focus on the Customer

The first place to start is to begin by reviewing your sales of the past several months and to conduct some customer interviews. You want both the good and the bad customers, but focus two-thirds of your efforts on the satisfied customers. For your existing customers, answer the following questions among your staff before conducting any interviews. Then look for similarities among customers.

  • What problems are your customer trying to solve and what are they hoping to accomplish? There is a difference; the later are bigger customer goals.
  • Is your customer using the product in the way you intended?
  • Is there a specific feature to your product that they are using to solve their problem?
  • What is the financial cost if the problem is not solved?
  • Whose job is it to solve this problem? Who are your contacts and what are their titles?
  • What problems are blocking the customer from accomplishing their goal?

Customer interviews are important. You hear established business talking about how they have lost touch with the customer all the time. If your company doesn’t have any customers or your closing rates are low then customer interviews are immensely useful. I’ve sent my staff back to call on failed sales to ask questions. Most former prospects or potential customers will spend 15 minutes on the phone with you. You don’t need many phone interviews, 15 or 20 are enough. Patterns emerge quickly.

When conducting customer interviews, add a few more questions to the list above. Prepare the questions you want answered ahead of time, but always be prepared to let the customer take the conversation where they want it to go.

  • When your customer was in the process of buying your product, what concerns or questions did they have during this process?
  • What do your customers think of your competitors? Is there anything you could learn from them?
  • Have your customers interacted with your customer service and what did they think of it?

Why did you do all this work? Sales is a search for the customers that are most likely to buy. The shotgun approach of talking to anyone and everyone, hoping that someone will buy is not effective. You need to know who your most satisfied and happiest customers are and why they are buying. For example, if your happiest customers are using feature X with benefit Y, then why is this tenth on the list in your marketing materials. You want to find more like them, and not waste your time with the others.

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Author’s Bio:
Cynthia Kocialski is the founder of three tech start-ups companies. In the past 15 years, she has been involved in dozens of start-ups. Cynthia writes the Start-up Entrepreneurs’ Blog and has written the book, “Startup From The Ground Up – Practical Insights for Entrepreneurs, How to Go from an Idea to New Business.”

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Thanks, Cynthia!

Be irresistible.
–ME “Liz” Strauss
Work with Liz on your business!!

The Grinch Who Stole Blogging Past

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As your business winds down 2011 and looks forward to a fresh start, it is likely to review company practices for the past 12 months to see what worked, what did not work, and what flat out needs changing in 2012.

If your company blogs for its customers now is as good time as any to review the material you put out there for clients and others, seeing what is resonating with those who may end up putting money in your pocket.

In the event your company blog is getting little or no traffic at all, perhaps you can relate to those poor people down there in “Whooville,” those same folks who are targeted every year at this time by none other than The Grinch.

You see, The Grinch doesn’t like happy things, one of which is a productive company blog that drives traffic to your Web site, increasing the chances of selling your products and/or services.

So how can you outsmart The Grinch at his own game?

Well, you need to:

  • Set your blogging goals for 2012 – What is it exactly that you seek to accomplish with your company’s blog? Are there clear intentions with the blog or are you just seeking to fill some space and/or producing a blog because others do it? Don’t wander out into the cold aimlessly with your blog this winter, map out where you want it to go ahead of time;
  • Peer in on some successful company blogs – They say copying is the greatest form of flattery. While you do not want to duplicate a rival’s blog, you can certainly learn from them as to what is working and what is not. See how they interact in real-time with their customers, if they blog about industry trends and analysis, do they mention and/or offer special deals, coupons etc. through their blogs;
  • Review your content – No blog is successful if it contains stale and boring content. If your staff does not have the proper time to give to a blog, then you need to think twice about having it in the first place. The more successful blogs are those that provide relevant content, are updated frequently, have an appealing look to them and are rich in keywords that search engines will pick up on. If your company blog has trouble meeting some or all of those areas, you seriously need to rethink the purpose of having one;
  • Balance communicating and sales – If the company blog is just one big sales pitch, it will likely fall on deaf ears for the most part. You need to find the proper balance between selling and serving, i.e. the blog should provide informative material for your customers and potential clients, not be an advertorial time and time again. You will likely be in a tug-of-war between your marketing/editorial folks and the sales staff. The former will want to provide solid copy that offers relevant content, while the sales team will seek to turn the blog into one big sales pitch;
  • Alter your posting times – When posting your blog, alter the times it goes live to the public. Some helpful hints include…. Fridays are a bad day to post because a lot of people have their minds off of work and turned towards the weekend. Then again, a blog centered on outdoor activities and purchases can be good for this time of the week. Tuesdays are generally considered a good day to post due to the fact Monday is out of the way and more attention is likely to be paid to it. Lastly, make sure to end the blog with a call to action so that customers and those potentially interested in your business have reason to respond;
  • Lastly, use your blog to interact with customers – Real-time interaction with customers is priceless, even when they are upset with you and your products and/or services. The one thing you need to remember is that not all businesses have company blogs, hence you have an additional means by which to interact with customers that they do not. Take advantage of that opportunity and speak to your customers on a regular basis.

Your company’s blog can be the envy of many other businesses if you devote the right time and resources to it.

Heck, even The Grinch would smile about that.

Photo credit: holderbaum.educationextras.com

Dave Thomas, who covers among other items home-based jobs, writes extensively for Business.com, an online resource destination for businesses of all sizes to research, find, and compare the products and services they need to run their businesses.

Motivational Triggers: Ninja Secrets to Increasing Conversions

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By Pawel Reszka

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Uncovering Your Readers’ Hidden Motivations

No matter what anyone tells you, selling isn’t easy. There’s no magic formula that says, “Put this product in front of this group of people, say this specific thing and you’ll get sales” – despite what all of the long form sales letters floating around the internet would have you believe. Instead, it’s up to you – the blogger – to figure out the right combination of product selection, positioning and advertising copy that will lead to sales or conversions on your site.

To do this, you’ll need to uncover your readers’ hidden motivations. You need to know what makes them tick, what gets them motivated and what types of information or products can’t they get enough of. Once you have this information, you’ll find it much easier to choose the right products and target the most effective emotional triggers to maximize your blog’s profits.

So to get started, the first thing you’ll need to do is to understand more about how your audience thinks. Getting to know your audience members is crucial for a couple of reasons – not just to encourage more sales. Understanding who your audience members are will help you to choose the best content to post to your site to encourage repeat visits, as well identify the products they’re most likely to be interested in.

As Liz said in a past post on knowing your audience on the site:

The more you know and understand about your audience the better job you’ll do at giving them what they’re looking for. As well, there are other benefits; your writing will come easier, you’ll better communicate your ideas, you’ll stress less and you’ll enjoy it more.

Whether you’re just starting out as a blogger in your niche or you’ve got extensive experience in the field, the following are a few of the things you can take into consideration when getting to know your audience members:

  • Demographic information – As readers leave comments on your posts, do they appear to be primarily male or female? Young or old? Does the quality of their comments suggest anything about their education levels? By painting a picture of your audience members in your mind, you’ll be able to extrapolate some of their concerns, fears, interests and passions.
  • Primary interests – Do your readers tend to respond more frequently to one type of post over another? For example, if you get more comments on your “how to” posts than your personal development posts, you might conclude that your audience is interested in more practical, applicable advice than nebulous, indistinct recommendations.

By paying attention to these types of information, you should start to get a general idea of who your audience is. But while this is important, it’s also only half of the battle. The key is to use this information to successfully tailor a sales message for your unique visitors, based on what you’ve identified as their primary fears and motivators.

Suppose you’re blogging in the personal finance niche and find that you have a large following of single mothers. While you won’t be able to make assumptions that apply to every single one of your readers, you can make some generalizations that can guide your product selection and positioning.

For example, it’s probably safe to assume that many single mothers worry about making ends meet and about what would happen if they were suddenly unable to take care of their children (whether due to death, illness or disability). From a personal finance standpoint, products that help these mothers manage their bills or set up the legal and financial safeguards that ensure their children will be cared for in the event of an emergency could be hugely appealing.

Making assumptions about your audience in order to identify the best products and/or services to pitch to them is important, but the final step in the process is to tie everything together with emotional triggers. An article from Entrpreneur.com on common and effective emotional triggers identifies the following 10 factors to consider while building your product copy:

  • Fear
  • Guilt
  • Trust
  • Value
  • Belonging
  • Competition
  • Instant Gratification
  • Leadership
  • Trend-setting
  • Time

Here’s how to use these emotional triggers in your sales messages:

Fear – As seen in our earlier example about the concerns of single mothers, fear can play an incredibly powerful role in getting people over their objections to buying. While the fears of running out of money and of children being left on their own are major fears, even something as simple as the fear of missing out on something – as emphasized in your sales copy – can encourage conversions.

Guilt – If you’ve ever seen a charity commercial entreating you to “Donate Now” to alleviate suffering, you know how powerful a motivator guilt can be. Use this emotion in your sales copy by emphasizing something that the reader isn’t yet doing well (but that could be remedied with your product).

Trust – As a blogger, you’ve likely built a rapport with your readers over time, which may make them more likely to trust the product recommendations you make, based on the relationship you share. Just be careful not to abuse this trust by making your sales pitches carefully for products that you truly believe in.

Value – Everyone wants to feel like they’ve gotten the best deal possible, which is why you see customers buy name brand products off the grocery store shelves when they have a coupon – even if the store brand product is still cheaper overall! Emphasize the value of your product or service by comparing it to comparable options, quantifying money saved or including bonuses that increase the perceived value of your offering.

Belonging – Facebook and Twitter are two powerful examples of our need to belong to a social network. You can use this motivation to your advantage by offering the people who purchase your products or services special perks that set them apart as part of an exclusive “members club”.

Competition – The classic “Keeping up with the Jones” scenario highlights the hidden competitor that lurks within each of us. If your audience is especially conscious of status and image, simply suggesting that owning your product or buying your service will make friends and neighbors jealous will cause sales to skyrocket.

Instant Gratification – Buying lights up the pleasure centers of our brain, and this effect is enhanced when the product is immediately available for consumption. Whenever possible, make some (or all) of your product available digitally so that it can be accessed right away in order to play to this emotional trigger.

Leadership – If your niche consists of experienced industry personnel, you’ll find that the desire to differentiate ones-self and be seen as a leader is a powerful motivating factor. In this case, use your sales copy to highlight how your products will make these readers feel powerful and authoritative in their personal or business lives.

Trend-setting – Younger audiences or those who are particularly susceptible to brand messages often respond well to sales messages that position products or services as “trend-setting”. Look no further than the Apple iPod, Gucci bag or Vibram Five-Fingers to see how influential trend-setting brands can be.

Time – There’s no one out there that couldn’t use more time, but busy professionals and parents are two groups in particular that look to time savings as a key selling point. Emphasize how your product or service appeals to this trigger and you should see a corresponding increase in conversions.

Again, it may take some time to gain a good enough understanding of your audience that you’re able to identify the hidden motivations and feelings your readers are experiencing. However, with continued effort, you’ll be able to pair the correct products with the right emotional triggers and increase your site’s profitability dramatically.

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Author Bio:

Pawel Reszka is the founder of Affhelper.com, a blog where he shares tips and strategies on how to make money online. He talks about blogging, affiliate marketing, and content marketing. Check out his short guide to making money with blogs where he shares some great tips for beginners.

Outstanding information, Pawel! Thank you.

–ME “Liz” Strauss
Work with Liz on your business!!

Bid for the Presidency…Tweeted? What Does that Mean to YOU?

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Guest Post
by Riley Kissel

On May 11th, House Speaker Newt Gingrich announced he’s running for President of the United States. According to CNN, he officially announced his intentions to run via the popular social networking site, Twitter.

Anyone who takes their online marketing seriously needs to pay attention to the 2012 election starting now. Political action at the national level was always executed with the intent to cast the biggest net possible, similar to business advertising, but those tactics are changing. In traditional politics the customers transcend all market “types”. There’s a particular focus put on the means to reach everybody all at once through television or radio, because votes can come from anyone, kind of like how money can leave anyone’s pocket and go into your business. But today’s political arena is focused on strike force access to niche markets through social media, with the expectation that these strikes will go viral and the effort will be more cost effective than alternative mass-media means. Your entrepreneurial arena is undoubtedly the same.

President Barack Obama is estimated to raise $1 billion dollars for his re-election campaign. This number is unprecedented in presidential politics, but it won’t be for long. President Obama’s comparatively enormous war chest is the result of his presidential efforts back in 2008. Obama was the first national politician in American history to utilize the power of social media and social networking effectively. Nearly half of that figure was attained through donations of $200 or below made online. It wasn’t that Obama pulled the right strings, it’s that his team saw the possibilities of these online marketing techniques when opponents hadn’t yet. Never again will a serious presidential contender not have Twitter and Facebook accounts.

What about You?

Consider then, what this says about the future of social media marketing as it applies to your business. I’m assuming you don’t have presidential ambitions, but you can still relate. If no competitor is Tweeting or updating a Facebook status, why aren’t you? If they are, you need to right away. It’s going to be hard to compete against someone who can instantly notify their customers of sales when all you have are weekend coupons. Find an online marketing consultant who can help you get started. Once you’re active in social media, it’s time to utilize it effectively. Big announcements need to be made on it. Subscribe to competition and do a little (perfectly legal) espionage. These are important tasks to achieve when you’re getting your social network foot in the door, and consultation will help.

Television was perhaps the most important communications invention of the last century. People often forget that it wasn’t until the Nixon-Kennedy debates of 1960 that the world began to understand the potential of its power to influence and persuade. The Internet will no doubt be the most important piece of communications technology for at least the first half of this century. Don’t wait to let its power start working for you.

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Riley Kissel is a freelance writer who covers many industries with style. You can find out more about him at RileyKissel.com

Thanks, Riley, for simply showing how great thinking has built great success.

–ME “Liz” Strauss
Work with Liz on your business!!

Are You the Company Who Will Sell to Anybody?

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Her name was Darcy. Well actually, I’m not sure. She wasn’t all that memorable. What I remember most was that every day she would come to work sad, disappointed, and almost depressed that they she didn’t have the slighted prospect for a date. Darcy, or whatever her name was, seemed certain that the problem was outside of her. When I looked at her situation I was as sure. I’ll let you come to your own conclusion on the facts that I knew.

  • The kind of guy she was looking for was any guy who would take her out to buy her dinner.
  • She didn’t care where they went, where they ate, or what he had to say.
  • It was about the transaction not the relationship.
  • She thought she shouldn’t to try too hard to predict what such a guy might find attractive. When he showed up she’d adjust and be what he was looking for.
  • Every night after work she went home to watch television. She didn’t think much about what sort of guy might be the right one or where the right sort of guys might hang out. She was content to wait for anyone who came her way.
  • When I asked her about updating her wardrobe and getting involved in things that might be fun for her, she would say, “I like a lot of things and I like a look of fashion. I don’t want to alienate some guy who might be interested by choosing something that might not be his taste.”

And so I listened daily to the stories of her boring evenings or the awful dates that her family set up for her that never worked out. I never was sure what she was expecting. Did she think the perfect guy was going to figure out she was in the third house from the end waiting to be everything he desired?

I wonder now 20 years later whether she’s still waiting or whether that guy just came up and knocked on her door one day. Darcy was more than willing to go out with any guy who came her way.

Does your business work this way?

Do You Really Want to Attract Customers Who Don’t Value You?

So what kind of woman (or man) wants to date anyone who will make the invitation? And what kind of person wants to date the kind of person who has standards that include everyone?

Let’s just say I don’t want to spend my time with someone who wants to date cheaters, liars, theives, bullies, and serial killers. I don’t care if they’re willing to dress up and pay for dinner. After all the folks we hang with define us in so many ways.

That girl who will go out with anybody is going to attract just anybody. If you’re doing business the way she’s dating, you might consider all that’s wrong with that.

  • Anybody can decide what to value about your offer. It’s our values that attract the people we want to work with. If we don’t put our values out there, other folks get to decide what to value. She didn’t care why someone might want to take her to dinner. We have to care why folks want to be our customer. Great, loyal relationships are built on that.
  • Those “anybodys” define our network. The people with whom we spend invite their friends to meet us and become part of our circle. That girl who dates anybody, soon meets other anybody sorts of people who value her for the same reasons the first anybody did. Was it because she was willing to give herself away so easily? Has she become a magnet for folks who don’t have any standards? Do people who want to be somebody start thinking that she’s like the folks around her? That network of “anybodys” becomes part of her value proposition. Go out with her and you get all of them as your friends.
  • We slowly become what we look at most. If we don’t establish our values and pick our friends and customer based on the values we choose, then we tend to take on the values the friends and customers we choose bring with them. A group around us all doing and believing the same things tends to become our basis for judging reality. For business that means if they we start to take on their world as our own.

The same is true for businesses who don’t choose their values and decide who they want for customers.

This week I had consultations with two businesses that reminded me of Darcy. Both were passionate about connecting with customers, both were uncommitted about who their customers should be. They wanted lasting relationships but they were waiting to define their offer because they didn’t want to alienate anybody who might otherwise come their way.

How do you define the right customer so that you’re not working with “anybody”?

–ME “Liz” Strauss
Work with Liz on your business!!

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How to Avoid Using PowerPoint in 5 Easy Steps

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A Guest Post by Scott P. Dailey

You’re losing business because your presentation sucks, not because your fee is too high or someone else is smarter, more creative or more accomplished. You’re going in scared that you won’t compete and that same fear drove your preparedness and your crappy presentation.

… I’ll explain in a minute, but for now, wanna see 200 photographs of my recent business trip to Indianapolis? It’s loaded with killer shots of the thoroughly unremarkable office building I worked from. No? OK. Well what about video of surgeons removing the deceased section of my sigmoid colon? No!? Man, you’re tough to please. Oh I got it! How about I talk to you for an hour about how awesome my six-year-old son is at soccer? …

Seriously. How many of you are remotely interested in any of these topics, let alone eager to view, watch or listen to me carry on about them for an hour?

Now to be fair, maybe if some of my readers work in Indianapolis, they may take an interest in my trip to their fine city. They may, for instance, want to know where I stayed, or if given the right time of year, had I taken the time to catch a Colts or Pacers game. Maybe some among you have also been diagnosed with chronic diverticulitis and like me, had to have abdominal surgery to remove a damaged part of your colon. I bet that segment would want to engage me, if only to relate their experiences to mine. Or possibly your child rocks on the soccer field too and you’re dying to ask what position my son plays, so that you can tell of your child scoring the winning goal as time expired.

So what I’m getting at is that if I’m not able to relate on a visceral level that reflects directly on what’s important to me personally, I’m not likely to care very much about what you want to share with me.

If we know this and somewhere deep down most of us do, why then would we care about your long-winded, one-way presentation? Or an over-detailed dominating PowerPoint presentation?

poiwerpoint_geetesh_bajaj

These pitches, sadly often aren’t about the prospect at all. It’s about what you think of your ability to do a thing or even worse, all things. It is nothing more than what your prospect sees all the time from potential vendors: an overtly talkative brochure, peppered with gratuitous look-at-me platitudes. But what specifically is it doing apart from forcing people to pretend to be enthusiastic about you purely because they’re trapped in a room with you?

Reinvent the presentation experience

In which of your 100 slides do you get me emotional? I ask because that’s actually where I want your presentation to begin. Flip to that slide right now and please begin. I’m listening. Oh your presentation doesn’t have a slide that stirs me? Well in that case, here’s your hat, there’s the door and have a nice day.

Everyone has an unnecessarily verbose and egocentric PowerPoint. I know of no capabilities presentation that is ever justified in being as long as it is. The problem with most of them are that they’re authored by our fear of failure, not our ability to solve the audience’s problems. And so I challenge you to be the anti-presenter! Be the salesperson who goes in there and kills it because fear of:

* leaving something out
* not being good enough
* not getting money

did not color your pitch. If you’re not going to win the business, lose it because you suck, not because your awful presentation messed you up. Here’s five things I do on sales calls that have helped me not lose the business.

  1. Never bring a presentation to a sales pitch.

    I bring a business card and the team that will steer the project and that’s it. If I’m responding to an RFP, my response honors (to the letter) the RFP guidelines and requirements. Nothing unsolicited is ever included. I never voluntarily talk about business needs nor present business solutions that fall outside the prospect’s requirements or curiosities.

  2. Research your prospect.

    I focus on key players and read up (on and offline) on what is available on each stake holder. I research their successes and failures and because what I do is Web related, I look at the BBB information, along with sentiment surrounding the company’s social and emotional footprint.

    It’s important to memorize these fundamentals because the people you’re meeting with are sure to be emotionally invested in the outcome of the gig, as well as their business in general. Exhibiting a good degree of knowledge out the door will help them see you more as an ally, then a vendor.

  3. Shut up.

    This one’s tough, because I yap a lot. But yes, I do shut up. I close my mouth and listen to the prospect talk about themselves. This is always the best of all available opportunities to sell yourself too because this is precisely the stage in the sales process where the prospect shows you their cards. If they’re talking about their stuff, you can be assured that they’re going to get excited talking about it.

    This is where many perfectly qualified vendors lose the business and never understand why they did. As the prospect is talking about their stuff, the manner with which they exhibit enthusiasm may be foreign when compared to the way you get excited. Doesn’t mean they’re not pumped. So don’t just match their enthusiasm or overdo it. Rather, replicate it using the tone and mood they’re using to convey it. Again, guide them toward seeing you as an ally, not a money-grubbing vendor. Be similar to them, not dissimilar.

  4. Ask Questions.

    Ask them questions that force them to talk more about the stuff that gets them excited. Try, when possible, to limit your questions to only those that relate to the topics they are most passionate about. If you’ve been doing great listening, then you already know what turns them on. Taking this specific action has won me more business and gotten me more jobs than any other sales method I use. And for the love of all things holy, be patient. The longer you wait to add your own anecdotes, the more you’ve got them telling theirs. The more they’re busy telling theirs, the more they’ll want to hear yours when your chance comes. Prematurely grasping for the microphone, or worse, snagging it before it’s been handed to you will kill any momentum you’ve been building in the previous steps. simply put: if you see what got ’em hot and bothered, well hell, sex sells! Make ’em talk about it more. Well done. No go cash some checks.

  5. Relate to them.

    Suggestion #5 is last on purpose. Offering anecdotes and casual social banter in the earliest stages of a pitch is a stupid decision. Imagine we’re at a party and you and your friends are conversing about the NFL. You’re a club. A clan. All equally vetted by the other. Now imagine I walk up to your group, unknown to you all, and dive head-long into a rant about the NY Jets losing their season opener. What are the odds you’ll dig me?

    Relating to the client is really all you’ve been doing to this point, but you’ve been the guy or gal humbly listening, eventually asking questions as you and your friends talk about pro football. After I have demonstrated my interest in you and most importantly, on your terms, you may then be ready to hear my take on a Jets loss.

    The time to crack jokes and secure social common ground isn’t when you first sit down. I’ve seen this over and over. Sure you’re a cool dude or chick. Sure you can slay ’em, but earn your seat at that table. Earn the right to be casual.

How do you relate with your prospects? How do you sell customers? Do you use a presentation? Does it work? What separates you from the thousands that do use a capabilities presentation?

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Scott P. Dailey is a Web designer, copywriter and network administrator. Recently Scott launched ( http://scottpdailey.com ), his social media blog that makes connections between social networking etiquette and the prevailing human social habits that drive on and offline business engagement patterns. You can connect with Scott via Twitter at @scottpdailey.

Creative Commons License photo credit: Geetesh Bajaj

Thanks, Scott!

–ME “Liz” Strauss
Work with Liz on your business!!

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