Kenny: Now today, we’re going to be talking about how to generate leads and clients on a tight budget. So why do you think it’s so important Andrew to be talking about this today?
Andrew: Well, our audience, you the listener, is an independent consultant and most independent consultants, when they start out, will be operating on a rather tight budget like most of us have.
But even if you have a good source of funds, it’s going to be important obviously to keep costs under control in order to protect your bottom line. So our tips today are really going to help out consultants in both situations, whether you’re just starting out and really do have a tight budget or if you’re trying to be cost-conscious in how you proceed to make sure you get the margins that you need. We will share with you lots of tips for doing that today.
Kenny: Yeah, absolutely. We’ve mentioned PPC a lot, pay per click and Andrew, you specialise in that and it’s great. It’s really good once you’re rolling because you can buy traffic for X and you can convert it at Y and as long as that margin is good, you can keep buying traffic and keep generating leads.
But it does take a lot of testing and therefore can take a lot of money to get into that situation and so you can find yourself in a little bit of a chicken and egg situation, especially when you’re first starting out. So that’s why we’re going to be talking about ways of getting cheap or free traffic, leads and clients today.
I’m going to share how I grew a business and sold it by using a very simple but highly potent strategy. So Andrew, can you just give us some high impact insights that you can share specifically for consultants on how to do this, how to generate leads or traffic or clients on a tight budget?
Andrew: Sure. What I really want to focus on are tools, online tools to help you do this because there are so many available today. If you’re not using this wide variety of tools, then you’re already very far behind because certainly your competitors are.
These weren’t even available five to ten years ago. This couldn’t be done five to ten years ago. Trying to do a consulting business and build and grow it online would have been so difficult and so cost-prohibitive. But that has just changed completely and there are a lot of great low-cost and free tools out there that give you exactly what you need.
So I’m going to step through this from the point of view of developing and testing your website, hiring contractors to help, nurturing your leads, generating your leads, and even a little tip at the end for managing your invoicing and all of this is just – these tools are so powerful for helping you do this.
So to start with, let’s look at website development and testing. For a consultant website where you’re – all you have to do really is prove your authority, prove your credibility, speak well to your target audience and get them to take the right next step of contacting you.
WordPress is just perfect for that. It is the perfect online platform. It is easy to use. It’s open source. It’s free and then you just pay for certain plugins that are commercially-developed plugins that give some additional functionality that’s important.
So for example, you’re going to want to pay for a quality theme to make sure that the site looks professional. You will want to pay for some spam protection. You will want to pay for some of the forms used on the site, which gives you a lot more power for integrating to your email systems for example and pay for some of the backup solutions.
But even with all that, I mean we’re talking about $100, a couple of $100 at the most. This is really very, very cost-effective. Of course a piece of that is if you’re not – WordPress is very easy to use but there is still a learning curve and most of the time you’re not going to want to try to put together the whole site yourself.
But for that, that’s where contractors online can again be very cost-effective and extremely helpful. So there are a lot of sites where you can hire contractors online. I usually use Elance. I have just found it to be – I think they’ve got a great interface, hundreds of thousands of contractors on there, very easy to use and I’ve had a lot of success with it.
It is so easy to find WordPress developers. Now – and they will be very inexpensive and putting together a WordPress website, as long as you give them the right guidance and the right content and images to work with, can be done very inexpensively.
Now the challenge with a site like Elance isn’t finding WordPress developers. The challenge is finding the good ones. So you do need to be careful with your interviewing, with your hiring, and with how you manage them.
Kenny: Yeah, because it can be so tempting, can’t it, to go for the one that says, “I can put it together for you for $200”? And you think, “That’s great!” and then they come back and – if they do a design, generally the finished job looks nothing like the design that they’ve sent you and it’s all pixelated and I’ve been through so many of those Andrew. It has taken a lot of spending in the wrong places to realise that you buy cheap, you buy twice.
Andrew: And my very first experience was very much the same. It wasn’t at all what I had been hoping for and once I looked under the hood about how the guy put it together, it was just a rat’s nest of bad coding practices, which would have been a nightmare to ever try to maintain. I had to scrap the entire thing and start over.
Lesson learned. So let me just say you do need to be careful in your – make sure that the contractor has a long, successful track record. Read the reviews. Ask for some samples of what he has done. Give him some very simple things to do first initially and make sure he does it well and communicates well and is professional and timely and all that.
In fact, I’m suggesting that our next episode be about how to hire and find the right type of help. So we can go into everything that really is necessary to do, to make sure you’re not hiring the wrong person.
But once you have that, once you have the right developer there, they’re going to have no problem putting together a great WordPress site for you with the right direction from you.
So again, WordPress, the system itself is free. You will want to pay out just a little bit for some of the plugins and then pay for a good developer to help you. But still this is not going to be expensive at all to create the type of consulting site that you need.
Now, to go along with this, a couple of other things I want to mention is performance. If you are trying to limit the cost of your hosting for example, you can get very cheap website hosting these days. But the performance is often very poor and if you want maximum performance, you could be paying hundreds of dollars a month for a dedicated server which you also don’t need, because there’s a better way to do it.
The company that really has pioneered this is called CloudFlare. They offer for free something that only bigger companies have been able to afford for years and that is access to their distributed CDN service content distribution network and what that means is that instead – every time somebody visits your site, instead of your server on your hosting company, having to provide your website pages, it’s CloudFlare servers that do it from their worldwide locations.
These are maximally-optimised servers. They cache your pages. They deliver it from a server that’s close to the person requesting it and what all that means, bottom line, is that your website goes blazingly fast and their basic service is free.
If you want to even up the performance a little bit more, it’s just 20 bucks a month. Compare that to spending several hundred dollars for a dedicated server and it’s a no-brainer. I love CloudFlare.
One other thing on the website development testing, obviously you don’t want to just develop it. You do need to test it, find bugs, make sure it’s intuitive, everything else. It used to be you would have to pay hundreds or thousands of dollars to run live, in-person tests for usability to have people find all these issues for you.
Now, there’s a website called UserTesting.com which I’ve been using for a number of years and for just $40 per test, they have one of their testers who knows nothing about you, nothing about your business, come on, test out exactly what you want on your website, and make sure everything is perfect. Make sure it’s intuitive. Make sure they instantly get what it is that you’re offering and why it’s so valuable. Make sure they can do it. Take the next step and contact you, whatever it might be, for just $40 a test.
That’s one of the investments I promise you that you will make in your website development. It’s the sort of user testing.
Finally on the website side, you also need to track what people are doing when they come to your website. How do they get there? What pages are they visiting? How are they going through your websites? Which ones are actually going and contacting you or downloading your content? For that, no-brainer here too, Google Webmaster Tools. It’s free. It’s the leader. It’s always innovating. It works with all the other third party tools out there that you might need. Get that set up for your account too and it’s free.
All right. So that is the website side of things and just a couple more tools I want to mention. For lead nurturing, so once you start developing your email list, you need a tool that’s going to help you manage it.
Kenny: Andrew, can we just stop there? We’re going to have to call again. So start from the beginning there. I’m going to come off here. For some reason, I’m getting some noise from you when you’re talking. It’s beeping and …
Andrew: It’s beeping?
Kenny: Yeah, and it will come across on my end. So let’s just – let’s go on.
Andrew: I have been getting some static too. So can you just check the last couple of minutes and see how it sounds in case we need to redo more of it?
Kenny: It’s going to be fine on my end because I’m – it’s absolutely fine. I think it’s just – because I’ve heard it. It just started then when you started talking about tools. Yeah, it’s still doing it now. It’s still beeping. So let’s just hang up and start again, yeah? Start the call again, not start the – yeah, we don’t need to start the podcast again. We just need to …
Kenny: All right.
Andrew: OK, here I am.
Kenny: Yeah, good, good, good. It’s funny because when you put me on hold, I got really weird buzzing noise as well.
Andrew: Oh, yeah. I need to remember that happens when I turn off my headset. I’m sorry about that.
Kenny: Yeah. So it’s weird. I was just getting this buzzing. But it stopped now. So let’s carry on from there. Sorry about that.
Andrew: No beeping right now. OK. All right. The next tool that I want to mention for getting by on a tight budget but in fact it’s really a fantastic tool is for lead nurturing and this is for when you start growing your email list. You have people opting in to receive your content, receiving newsletters, receive your blogs, receive your emails. You need a way to manage that list and you need to use a third party service.
Don’t try to do this from your own mail tool. It will get marked as spam. You will have poor deliverability, many, many reasons not to do that. You need a third party service and they have really come down in price while vastly increasing their capabilities in just the last few years.
So the tool that I use these days, they – and they just did a complete revamp last year that has turned it into really a phenomenal interface. It was already a leader before and they’ve really taken another leap ahead now and that’s MailChimp and you’ve probably seen – you’ve probably received emails that use MailChimp and notice the little logo at the bottom. It’s an extremely intuitive, easy-to-use service, and if you have less than 500 contacts, it’s just $10 a month, just $10 a month to manage your contacts, create fantastic newsletters, create email automations, create autoresponder sequences, manage everybody in your contact list, see what they’re doing, see how they’ve found you.
There’s so much to it, so much power for 10 bucks a month. It’s a complete no-brainer and honestly, to go up to the next level, we’re talking about something like Infusionsoft or HubSpot or – Kenny, what’s the tool that you guys use?
Kenny: We use Ontraport.
Andrew: Ontraport. I mean now you’re talking about many hundreds of dollars a month, thousands of dollars a month to use these very, very advanced tools which honestly for most consultants, especially if you’re starting out, are just overkill.
Kenny: It’s like trying to use an atom bomb to kill an ant.
Andrew: It really is and it can be very tempting. Certainly their marketing is fantastic and they are leaders in this business. But you can grow into that later. I wouldn’t try to start out with one of those big programs. Now I don’t know if you feel differently about that Kenny.
Kenny: I agree 100 percent. I started off with AWeber. Unfortunately, AWeber since last time I looked at it, it doesn’t seem to have moved on much. It might have in the last 12 months but yeah, MailChimp is extremely intuitive.
Andrew: Yeah, it’s really the one I would recommend. Unless you want to spend time checking all the different tools, which isn’t a bad idea, MailChimp is fantastic.
Next thing I want to talk about is actually getting the leads to your website and tracking them. So here too, definitely take advantage of Google’s free tool, Google Analytics that I mentioned above, and Google’s Webmaster Tools as well, which really lets you know if there are any issues with your website that might prevent people from finding it and interacting with it properly.
Then Kenny mentioned at the beginning that PPC, pay per click advertising such as Google AdWords, it can be very expensive and that’s absolutely true and I’ve certainly known a lot of folks who jumped into it headfirst, ended up spending a lot of money, getting nothing out of it and then giving up in frustration having lost a good chunk of change. That’s not the way you want to do it obviously.
But there is a way to get started with a limited budget. I will just mention a couple of those points here.
So if you want to run some paid advertising which I do for all my clients, I highly recommend it. As long as you can define a proper niche and figure out the way to reach your best prospects, it can be very profitable. But the way to start out without spending too much, there are just a few tips.
One is really think about starting small. So focus down to a single target market. Focus on a single offer, a single next step and make your messaging as compelling for that one problem as possible.
So for example, in my business of digital marketing, I wouldn’t start out going after the entire digital marketing world. I might focus down for someone who is looking to develop a landing page for a law practice. That would be a great way to focus down, get a very narrow campaign setup that doesn’t cost a lot of money, but gives you a great chance of success because you’re focusing on an area that you think is going to be most profitable for your business.
Once you make that work, you can always expand it later. But start small. Get familiar with the tool. Find some success early and then grow from there.
Now of course that means you’re not going to get a huge volume of website visitors but that’s OK. When you’re on a tight budget, that’s perfectly fine. You just want a good volume of good prospects. Small volume of good prospects is so much better than a large volume of mediocre prospects.
So focus on that. A few other tips, if you have been running AdWords, I will mention a few slightly more advanced tips here. One is don’t aim for the top of the page. Getting around the top of the page, that can be great for large companies that are looking for branding, but you waste a lot of money because people just tend to click on those ads without even reading them. So you get a lot of bad prospects coming through.
Aim for positions maybe four through six on the right hand column and those are much more cost-effective. Another little tip here is if you can create more relevant keywords and ad copy and landing pages than your competition, more relevant for the particular niche you’re going after, AdWords rewards you with something called – with a better quality score.
I won’t go into everything that goes into a quality score. But if you get a better quality score than your competition, you end up paying less per click than they do and that can make it much more cost-effective for you.
Andrew: You Brits, always apologising.
Kenny: I know. I’m sorry for living. Right. Go again then. Just one second. Editor, what happened was there were lots of beeps there, so we will just – we’ve come back a little bit here. So just start from here.
Andrew: And two small tips, two more small tips on the AdWords topic here. One is to use negative keywords very liberally and by that, I mean you should have at least 10 times more negative keywords than positive keywords and the reason they’re so important is because they let you exclude your ads from showing for less relevant searches. So you can directly cut out bad prospects from even seeing your ads in the first place, which makes a huge difference in your spending.
Kenny: Can you give an example of that for the audience?
Andrew: Sure. So for example in – I don’t like talking about clients’ campaigns. But in my own campaign, I’m targeting people who are looking to generate leads online and an example of that that I came across is that there can be people searching for fishing leads, which obviously is not the type of prospect I’m going after.
So I need to not only have negative keywords for fish, fishing, tackle things like that, but also need to be careful of the word order. Sometimes people just looking for something as simple as leads online, could be looking for something for fishing or a different topic. So I may need to exclude that particular phrase altogether.
Kenny: Yeah. So over here in the UK, I don’t know whether you call it dog leads, leads, the things …
Andrew: Oh, right.
Kenny: We call them dog leads. So again spelled the same. Yeah, it’s a totally different meaning.
Andrew: You can see all this by the way. If you go into your search terms report, you can see the exact searches people are typing in and you should be doing this very regularly, so that you can go through and exclude – find and exclude things exactly like that because it will just eat up a lot of your money if you’re not careful.
The very last tip here is that over time, as you collect data, you can actually get a good view of significant traffic to your website through your AdWords campaign.
You can see what’s working and what isn’t based on geography, based on day of week, based on time of day that they’re visiting you and exclude those areas that just aren’t working as well. Certain parts of the country or the world just aren’t giving the right return. Exclude them. If people …
Kenny: Lost you that time. I got one big bleep and then it dropped. So …
Andrew: Wow. What’s going on today?
Kenny: I know. So you were saying just exclude them. So say that again please.
Andrew: Yeah. Just exclude them. Just exclude them if the return on investment isn’t there. For example if folks in some part of the country aren’t good prospects for you or some parts of the world or if you find that people looking for you on Sundays don’t end up taking action, you can exclude them and that’s another great way to just reduce a lot of wasted spending.
So these are just a few tips but the point is, you don’t need to spend a fortune on Google AdWords to bringing good traffic and to make it work for you. You can start very small, very narrow as long as you’re very careful with your targeting with some of the tips that I mentioned. You can make it work for you on a very tight budget.
Kenny: Great advice there. Some great advice. So what I want to talk about today is just one topic actually and that is forming strategic alliances, what I like to call strategic alliances anyway. My version of a strategic alliance is a personal business with a ready-made target audience who already know, like and trust them. We’ve talked about this before.
I’ve mentioned strategic alliances before but have not gone into great detail about it before. We’ve mentioned before how important it is to build that know, like and trust. Well, if you can find a person or a business with a ready-made audience that already have that know, like and trust, then you can piggyback on the back of that.
It’s a strategic alliance. It’s somebody who has that audience and they’re willing to introduce you to their audience.
So why would you use strategic alliances? Well, usually there’s no upfront cost or risk, which is great, especially if you’re just starting out. Like I said, you can coattail on their credibility to add instant authority to you. It’s like a referral in a way, which is really powerful and it’s great if you don’t already have a database, if you don’t already have a list and it’s also a really good way to build a list.
So how do you find these strategic alliances? Well, you can go to networking groups where you know that people will be there, who have a similar audience to you, mastermind groups. Look for leaders of online groups and forums. Advertise on your own website. Say that you’re looking for partners, for referral partners.
You can find people on LinkedIn. There’s actually a site dedicated for this called ReferralKey.com as well. If you want to go for straight affiliates, then you can use affiliate sites like ClickBank.com and JVZoo.com, which are strategically made for connecting affiliates and affiliates are basically people who have this target audience and what they want to do is introduce other people to their target audience and sell the products that they can take a part of that through a commission.
So that brings me on to how to incentivise strategic alliances. Well, the best way is pay per deal. So if they introduce you to someone in their audience and that person then becomes one of your clients, then you pay them at that point, which means there’s no risk on your part, whatsoever.
Once you get really good at it and you know that your website converts very well and you convert very well on the phone for instance, then you might want to offer them a pay per lead, which becomes a lot more attractive for them.
If you really get good at it, then you can do pay per landing page visit, which is very attractive for affiliates. It’s known as earnings per click, because they know that for every person they send to your website, they get paid per click. But you should only really do this once you really know that the page is converting for you and converting into leads and you know that you convert those leads into clients for instance.
So the best way is pay per deal or you might want to just do straight swap referrals. I have a friend who’s a business finance broker and he just does straight swap referrals with accountancy firms, which is great.
I’ve done this in one of my businesses. I had a business. It wasn’t a consultancy business. It was a software business and it was called Domain Face and if you do a search on Domain Face and Protrada, you will see that we eventually sold our business to Protrada which was one of our big competitors at the time.
But the way we grew that business within a two-year period was by striking up just one strategic ally. It was a business called Noble Samurai and they have a package called Market Samurai. At the time, they only had – well, at the time, they had 500,000 members. They’ve got well over a million now.
What we did is we said, “Do you want to integrate with us? We will give you a commission on anyone who joins our membership,” and we gained 50,000 members within 18 months of integrating with them and they earned 50 percent of all of those sales. So they were really happy and we sold the business just after two years from inception.
So it’s a really good way to build a stream of – a pipeline of traffic, of leads and of clients and it’s very easy to set up these strategic alliances. But one quick tip is to just ensure that whoever you’re striking up this deal with already has a database. Otherwise, it will end up being a waste of everybody’s time.
Andrew: That’s a fantastic success story and as you mentioned, that was in the software area. Can you think of an example more for independent consultants of how – with something that they’re offering. They may be able to connect with either a company like that or some other sort of company and have that same sort of success.
Kenny: Yes. So for instance, they could link up with – like I mentioned before, accountancy firms. There’s – if they consult for small businesses, they may want to link up with businesses that already have a community out there.
So I will give you an instance. Sage which is a big software company based in the UK actually, but it’s a big financial software company, and they have millions of small businesses, yet at the moment here in the UK specifically, I know that they’re looking to strike up partnerships with consultants and with lots of other businesses where they can offer a discount to their audience. They just want to offer a discount.
So they want to introduce consultants and other businesses to their audience as long as their audience get a discount. So that’s a good way of doing it.
Also bloggers. Find out who’s blogging in your niche, who isn’t a direct competitor but has a big audience and wants to offer value to their audience and also wants to make money from blogging and see whether you can either do some guest posts for them or see whether they can interview you for that podcast or just see whether you can have a fulltime banner on their website and you pay them per deal that comes through that banner. So there are lots of ways of doing it.
Andrew: All about leveraging other people’s large lists to really grow quickly.
Kenny: That’s right. Plenty of Ls there, leveraging large lists. I like that. So that brings us on to questions from clients. This week, I had a question from a client of mine. He was saying, “How can I ensure that my content gets shared by my audience?” He has just started a blog and it’s not very successful. No one seems to be sharing or engaging with it, whatsoever.
I had to look at his content and I gave him some tips. I said, “You might want to start chunking your content a little bit better,” so he was just writing long paragraphs whereas our brain today is designed to scan. We’re getting so much information these days that we’re having to scan it. We’re having to scan.
So I suggested to him that he might want to start using numbers. So seven ways to [fill in the blank] for instance or seven secrets to [fill in the blank] or whatever. Use numbers because people know that this is the start and the finish there. So they’re much more inclined to look at them and it also allows you to chunk them. Use bullet points and use sub-headings as well, so that it chunks the content.
But also look at what’s working for your competitors. I think I might have mentioned these tools before but I will mention them again. Use tools like BuzzSumo.com which is completely free and look at what your competitors are doing. Look what is engaging those competitors. So what BuzzSumo does is you put in your competitor’s URL and what it does is it scans that website and tells you which are the most shared articles on that website.
So look at what they’re writing about. Look what type of headlines they’re using and also there’s a tool out there called Social Secret Spy that if you just do search on Google, Social Secret Spy, it will come up at the top. It’s developed by a girl called Stephanie Henry and that’s for Facebook for instance.
So you can look at one of your competitors’ pages or actually a group that you know that your audience hangs out on in Facebook and then what it will do is it will show you what their most shared and liked posts are in that group again.
So again, this is going to give you an indication of what’s working out there for your audience, for the people and you can use that to actually build content that is going to perform well for you.
So that’s the question I had this week. I hope that answered it well for you and maybe you’ve had that question in your mind before. Again, if you have any comments on this, please comment at MagneticConsultant.com and I will gladly get back to you.
That brings us nicely on to the tip of the week Andrew and that’s over to you.
Andrew: Yes. So continuing on the theme of getting by on a tight budget, one thing you obviously will need to do as you’re running your business is invoice your clients and there are lots of ways for doing that. Again here too, there are some newer tools, newer third party services that just do this extremely well. Make it easy and affordable and one has been around – actually isn’t too new. It has been around for a number of years. But they have a fantastic online presence for doing this and it’s the one that I use. It’s called FreshBooks and for just $20 a month, I can do all of my client invoicing, time tracking, expense tracking. I can include my team members in this. It’s just a brilliant tool that’s really focused on just those three things.
One special tip I wanted to give, FreshBooks does something that I haven’t seen anywhere else regarding PayPal and that is – so first of all, they do support taking payments for a variety of methods. There are a number of different processors you can use that work with FreshBooks.
But if you have a client who can pay you through PayPal, FreshBooks has a very special option called PayPal Business Payments and then instead of paying – instead of you giving PayPal the usual about three percent fee for every payment, you pay just 50 cents per transaction. That is just astounding.
If you get paid from a client for say $10,000 worth of services, you just saved $300 in fees just by using this one other option that’s available to you in FreshBooks.
Now like I said, I haven’t seen it on other sites. I even searched around the PayPal site for information on this and could not find it. This is just some special deal they’re offering with maybe just a handful of third party sites and FreshBooks is one of them. It’s just fantastic. It saved me so much money over the years and again if you’re on a tight budget, if you are looking at the bottom line, if you just want to reduce unnecessary expenses, using FreshBooks for 20 bucks a month to handle all of your invoicing and pay just 50 cents per payment that you receive. It’s a fantastic way to go.
Kenny: It’s amazing, isn’t it? Just it would – that would cover – one deal would cover your annual subscription and more to FreshBooks. So …
Kenny: Phenomenal, phenomenal, which brings me on to the inspiration of the week. Now I saw an article get retweeted by a friend of mine called Ed Dale recently and it’s called The Decision Maker, which is a tool for making decisions. It’s exactly what it says on the [0:35:54] [Indiscernible] and it was by – it was put together by a guy called Seymour – I don’t know how you pronounce his surname. I think it’s Schulich. He’s very famous in Canada. He’s a self-made billionaire. He’s a businessman.
It basically adds a simple pro and con list that helps make decisions. So basically, what you do is you divide the page. So you have a page. If you’re going to make a difficult decision, divide the page into two and simply list out all the pros and cons and then on one sheet of paper – so actually, do it slightly different. Don’t do it on one page. Use two sheets of paper.
So on one sheet of paper, list all of the positive things. You can think about that in question. Then give each one a score from zero to ten. The higher the score, the more important it is to you.
Then on another sheet, list the negative points and score them from zero to ten. Only this time, ten means it’s a major drawback. So in his book, he says basically suppose you’re thinking about buying a house and you saw one that’s in your price range except the owners have painted every room to look like a giant banana.
If you really hate yellow and can’t stand the thought of lifting a paintbrush, you might give this ugly yellow house a 10 on the negative side.
If it’s not a big deal, if you’re fine with it, then you maybe give it a two or a three. So high score on the positive side is – means it’s a good thing. On the negative side, a high score means it’s a bad thing.
Now add up the scores but here’s the rule. If the positive score is at least double the negative score, you should do it, whatever it is. But if the positives don’t outweigh the negatives by two to one ratio, don’t do it or at least think twice about doing it, which is great because I come up with having to make decisions all the time in my business by using this simple tool that a self-made billionaire has either put together or uses. I’m able to easily just – without any emotion, just remove that burden of making that decision on my own.
Andrew: I really like that approach in part because if it’s a very complex decision, there can be a lot of positives and a lot of negatives and it can be really hard to keep all that in mind and just mentally come to the right decision.
So this really gives you kind of a scientific approach to make sure you’re getting to the right end result.
Kenny: That’s right. You might want to – if it’s not working for you and you’re doing this and it’s not working for you because you’re just not taking any opportunities, then you might want to reduce it to 1.5 ratio. But I think going on that ratio, you’re going to be sure that it’s the right decision.
Andrew: Well, that’s really appealing to all the engineers listening to this, which is myself, so great tool there.
Kenny: Exactly. So what have we got for next week, Andrew?
Andrew: Well, next week, something we’ve been talking about doing for a while is to really dig into how to hire the right help. This is something that Kenny and I have been learning through doing for many years now. We have a lot of horror stories we can share there and we would love to be able to shortcut the process for you and help you avoid a lot of the pitfalls that most people fall into there and really help you get the right team in place to support your growth.