[UPDATED] 2020 Independent Pharmacy Internet Marketing Plan – January

 

On this webinar, we cover the 2020 Internet Marketing Plan for Independent Pharmacies. Learn how to ignite your pharmacy growth online through internet marketing.

We dive into:

– How to determine your ideal customer

– How to craft your marketing message

– What marketing channels to focus on in 2020

– What key trends will be popular in 2020

– and much more!

Download your internet marketing cheat sheet here: https://www.pharmacyignite.com/cheat-sheet

Schedule your pharmacy acceleration session here: https://www.pharmacyignite.com/schedule

 

Transcript:

Alright, well let’s go ahead and dive in. hope everyone’s doing well. Thank you for being here. Glad you could set aside this time to join me and and take a look at our webinar here the 2020 pharmacy internet marketing plan, how to ignite your pharmacy growth online. So we’re going to jump right in. Alright, what we’re going to cover, so we’re going to set goals for 2020 how many customers prescriptions to hit your target the three fundamentals of marketing success, how to optimize your website for conversion in 2020 and beyond the big picture of all the online marketing channels you should be tapping into to ignite your growth online. And the latest trends that you need to focus on on in 2020 to really take your your your pharmacy to the next level, and I will develop a custom action plan based on where you are now and what you need to do. Going into This new year and, and the plan of plan of attack you should have so need your attention. So the best thing you can do is you know, turn off your cell phones, you know, turn off Facebook, you know, be here for this next 60 minutes, you know, really, really absorbed the material. You know, and if you’re an independent pharmacy owner and you’re serious about you know, getting better results in 2020, you know, the next 60 to 90 minutes will will absolutely change your business and really have a positive impact on on what you guys are trying to do. So, be present be in the moment. So, if you stay to the end, I got something for you, you know, we’ll, we’ll go ahead and share this. How to market your pharmacy cheat sheet that we’ve developed. This is a really great tool that a lot of pharmacies are using just to have a general guidelines and our outline to you know, really know exactly what they need to pay attention to in the online space. You know, there’s a lot of a lot of different mediums a lot of different channels. There’s there’s a lot you know, as business owners, you know, we’re even in the marketing space, this is what we do day in and day out and it feels, it can feel overwhelming, you know, to keep up with this. So we’ve developed this cheat sheet. It’s a really great resource, really great tool to help you guys out. So if you stay to the end, we’ll share that link with you and you can get that downloaded. So all right, so who am I? Why should you listen to me? So my name is Shane Gebhards. I own pharmacy Ignite. It’s a digital marketing agency for independent pharmacies. I’m the author of The Complete Guide to internet marketing for pharmacies, how to ignite your pharmacy growth online. So that’s available on Amazon on our website, you can get that you know, in different places that’s really a general front to back all inclusive, you know, top to bottom guide to internet marketing specifically for pharmacies. As I said, I’m the CEO and founder of pharmacy Ignite. We currently We work with pharma, independent pharmacies all across the US. And I’m widely accepted as one of the premier experts in the internet marketing space for pharmacies. So I’ve been doing this for over a decade. So have a lot of experience in this in this realm. And I’d love to share it with you guys. So I appreciate you guys being here. All right. So question for you guys. You know, what’s the hardest part about marketing your pharmacy online, and if you want to pop answers into the chat, I love q&a or interactiveness. So, you know, if you pop those in there, I’ll be happy to address them. So what is the hardest part about marketing your pharmacy online, you know, everybody kind of has something different. But you know, put some thoughts to that because that’s going to be important going into this as far as your goal setting goals and everything along those lines. So, you know, knowing that will really help you work backwards to to arrive at your goals. So, you know, setting clear goals is step one, that’s where we always start. So anytime we work with someone, we sit down, we have a discussion. We say, you know, what, what are the goals? What are we working towards, because if you don’t have the goals, if you don’t have the plan, you know, you’re just kind of aimlessly moving, moving through, and taking what comes and just just rolling with the punches, as they say. So, you know, set clear goals, and to do that, you know, you really have to look at what your goals are for 2020 you know, where do you want to be at the end of 2020? What do you what do you want to accomplish? You know, Brian Tracy has a great great quote that that I really like its successes goals, all else is commentary and I read that years ago and that really stuck with me because it makes perfect sense you know, success. Reaching success is reaching goals you know, everything else exactly like he says his commentary so that really stuck with me and I’ve always, always kind of held that close and in thinking about business goals and business opportunities and and marketing as a whole. So you know, I like to use this this image as well this analogy but you know, not having goals, not having a clear Your point of attack where we’re working towards, it’s like being that sailboat out in the ocean with no waves and the wind, you’re just a drift, you’re just, you’re just again, you’re just rolling with it, wherever it goes, your end up going, you’ll have any control. It’s just kind of fly by the seat of your pants and hope all you know, hope all goes well. So what you want is something like this with clear goals equals wind in your sails. You can steer the ship, you can point towards your target, and really move towards that end destination and reach those goals instead of just moping along aimlessly. So there was a Harvard study. I always like to reference this study. Back in slides. Hello, there we go. 1979 they interviewed a bunch of grads from Harvard. 84% had no specific goals. 13% had goals but they weren’t written down. 3% had clear written down goals and plans to accomplish Okay, now the results these are absolutely staggering this this really stuck out when I read this, the 13% of the class who had goals were earning on average twice as much as the 84% who had no goals at all. Alright, that’s that’s pretty good. But the even more staggering one was the 3% who had the clear written down goals were earning on average 10 times as much as the other 97% put together. So that just goes to show you right there that having that that clear plan, written down goals and and the plan to accomplish the goals. Having the goals is great, you know, we can all sit there and write the goals but how are we going to, we’re going to accomplish them is really where the magic is. Okay. So that I always like to share that because that really gets you in the right right mindset to really be be be active and be thinking okay, this is this is what we need to do here. This is the way we need to handle it. So goal setting framework. Okay. When it comes to a framework for setting these goals, you need to have written goals and plans Obviously, you need to set at a minimum a one year goal, quarterly goals, monthly goals. And you must have a stopping point at the beginning of each new year and that at the end of each quarter to reflect, you know how you did based on what you set your goal, and what you’re going to do going forward. So if you don’t have those stopping points, and you’re not measuring what has occurred, and looking at the results, then you can’t really track exactly where you’re going. And this is especially true in the world of online marketing. Because the beauty of online marketing is you have analytics for days, you have endless amounts of data that you can look at, that can tell you Okay, we’re accomplishing what we’re trying to accomplish. We’re on pace, we’re going to reach those goals, or it can clearly tell you, hey, we are not on pace, we’re not going to reach what we’re trying to do. We need to adjust, we need to change what we’re doing and pivot. So that is crucial when it comes to having this these goal, goals in mind and where you want to achieve it. is to work backwards, you know, work out from the big picture down to the small picture, one year goal, quarterly goal monthly goal. Some people even take it smaller, some people even take it down to a weekly goal. You can go that route as well. But we find that the monthly goals is, is a good, close proximity, close enough proximity that we can work off of that. So what are your goals for 2020? Now it’s time to think about that. So you can write them down on your own sheet of paper, or you can do it after this, this webinar will have a replay. So you can go back through this if you want. But what’s your revenue target? You know, how much is that monthly? How many customers prescriptions will that require? You know, what’s your average transaction value? You know, this data? Are you are you pulling this out of your, your your management system and looking at these numbers on a regular basis. We’ve worked with people in the past that actually knew their numbers, but they hadn’t looked at him recently and the numbers have changed and they didn’t even realize that they’re transacting. Value increased, the average transaction value had increased. And one specific one that I’m thinking of, he thought it was a certain amount and it was actually almost double that and he didn’t even realize it. So that’s that’s going to have a big effect on how many customers or how many prescriptions he wants to have to reach you know, the revenue goals that he set for himself obviously, he thought he was going to have to have almost twice as many when that wasn’t taste so it’s little things like that is knowing the numbers you know, I’m a big fan of shark tank and they always preach know your numbers know your numbers. Well, this is exactly what they’re talking about is know the numbers. Right? So what’s your goal for 2020? You know, put put some thought to this and work those numbers. How many customers will you need monthly to get there? You can like I said, you can take the time to write this down now or or revisit this one, we’re done. But break that down. You know, for the rest of the year. We’re in January. You know, we’re nearing the end of it, but we’re still in January. So you still got 11 months to go. So take a look at what you want to do for 2020. And how many cuts You don’t need to get there to reach those goals. Alright. Alright, so now we’re going to dive into the fundamentals of marketing in general. All right, so there’s message market media. All right, the what? How the hoop? Okay, so this is this is the three fundamentals if you read a variety of marketing books, this is this is kind of what the core premise of marketing is, I think a lot of us understand this and know, you know, really what this is all about. Okay. So applying this online is not difficult. It’s just a matter of crafting it out and updating your marketing message, right. So to update your marketing message, so you have to know going into it, who is your ideal customer? Who are you speaking to because if you’re not speaking to anyone specific, then you’re not speaking to anyone at all. You know, there’s there’s versions of that saying, but if you try to be something for everyone, then you’re you know, nothing to everyone. You know, there’s different variations of that. So Who’s your ideal customer? You know, knowing that is going to help you immensely? You know, we know exactly as an agency who our ideal customer is it’s independent pharmacy, so we craft our message for that. The same holds true for any business. You know, what’s your ideal customer avatar? What are their pains and frustrations? What are their fears and implications? What are their goals and desires, dreams and aspirations. So this is a little, little worksheet here that you can actually pull offline or I can share the resource with you after this webinar. But sitting down and going through this is very powerful because you now know exactly who you’re speaking to. Once you fill this out, you know that that ideal customer avatar so you can craft your message exactly to that person and really, really grab their attention because there’s so much happening online these days that it’s, it’s very, very tough to get people’s attention. I think we all know this as business owners, but it’s very, very tough. So you have to stand out and one of the ways it’s stand out is to speak someone’s language, it’s to speaks to something that that resonates with them. It might be a pain, it might be a goal. It might be a fear, a dream, it might be anything from one of those categories. But you know, if you have an ad that is speaking to, you know, soccer moms, I’m not going to notice that, you know, I’m not a soccer mom. But you know, that mom of two kids who play soccer, subconsciously, you know, in her mind, she’s going to pick up on that she’s gonna see something we can all think of that ad has really stood out to us because they were speaking our language that they either called out something specifically about us, they called out an interest we had, they called out something we liked. You know, there’s a reason that in Facebook, especially, this is a perfect example that you see ads that you’re most likely to click on is because of targeting, because advertisers and marketers can go in there and they can pick who they want to add show to based on interest based on likes based on all kinds of different demographics and factors. So there that’s a really good The power of Facebook lies in that targeting because they have so much data. But this is what you’re doing is you’re putting that data onto a sheet that you are downloading out of your out of your mind and out of your your business information. So that then you can craft that message to that person. So it’s really, really powerful. So again, here’s a here’s a classic example of one. You know, demographics could be a homeowner 35 plus years old, typically female, occasionally male, married with two to three kids head of the household 65 k annual household income, family oriented, reliable lives within three to five miles of the pharmacy takes an interest in their community. So that’s just demographic stuff on the other side pains and frustrations. Maybe they don’t like their current pharmacy. Maybe they want a local pharmacist that they know. They don’t want to drive halfway across town to get their prescriptions. They want a pharmacy that knows their name is more personal instead of just being another number at CVS or Walgreens. They’re not a fan of the big box club. MCs, you know, maybe they don’t, they don’t like to go in there, maybe they want to go to the smaller ones. So the fears application side, being ripped off overcharged not feeling like they got a good deal or that they’re getting getting fair value for what they’re paying for paying for too much for something that they could have gotten elsewhere having to wait too long, you know, we were all we’re all familiar with that one being inconvenienced, you know, and trying to get prescriptions filled. So you get the idea here, I don’t I don’t need to go through all these one on one by one anymore, but you get the idea. So you know, work on that customer avatar, you know, put that together, you know, and have that clear picture of who your messages for and And trust me, it will, it will make worlds of difference because you could have a you could have an unlimited marketing budget for lack of a better example. But if you’re marketing the wrong message to the wrong people, it’s not going to matter. You’re basically just throwing money away. So if you really want to make an impact with your marketing dollars, and really You know, two times three times, you know, 10 times 10 x girl, your ROI on those dollars, then the conversion has to be strong. And to increase the conversion, you have to be having the right message to the right market and through the right mediums. All right. So that’s important. So here’s a great little, little saying, if you can see Joe Jones through Joe Jones eyes, then you can see what Joe Jones buys. So if you can get in the mind of your customers, if you can get into, you know, the thought process of the way they look at things and see things the way they do, then you can begin to again speak their language really resonate with them, and help them achieve what they’re trying to achieve, you know, you know, the service, they need the service. They’re just trying to find the best way to get the service and from the best company. So that’s really important. So again, that’s the market we’ve we’ve determined who we talked about the message, you know, craftmatic So again, think about it for for a few minutes here, what is your message? You know, why should someone choose to do business with you versus the competition versus the other pharmacies? What benefits do you offer that your target customer avatar will resonate with, you know, what’s going to stick out with to them? What’s going to really separate you from the pack, what’s going to make them click on your ads, what’s going to make them you know, call your pharmacy over the next one down the street. So putting some thoughts that will be very, very crucial before, again, before you roll out and you spend all this money on, you know, Facebook ads and all these different, you know, SEO and all this different stuff that we’re going to talk about, you know, if you’re not, if you’re not speaking the right language and crafting the right message again, it’s, it’s, you’re, you’re just making it harder on yourself. Alright, so messaging that works that we know of, you know, the people that we’ve worked with clients that we have, you know, names, not numbers, that’s a big one. We hear day in and day out. You know, the end of Kind of pharmacies, we’re always trying to pull customers away from CVS away from Walgreens, away from the biggest box, you know, pharmacies into the local ones, you know, the ones that are that are more trustworthy, more, more friendly, you know, names, not numbers is a big, big one that that really resonates with people because again, we all want to be we all want to feel valued, we all want to feel like the people that we spend our money with, as consumers really appreciate that. And that, you know, it’s, it’s going to go somewhere instead of just, you know, another big box chain. so straightforward pricing or satisfaction, guaranteed, you know, those are always popular ones, and then again, trustworthy pharmacy, or, you know, trusted or experienced pharmacist on hand. So that’s, that’s messaging that we know works pretty much anywhere. Obviously, you can come up with your own messaging for your own local area that would differ from someone else’s, that you might have. But, you know, those are some general general ones just to kind of get your brain you know, going in that direction. So You can make the case you know, fast per prescription refills we all know, you know, in today’s world, it’s I want it now. money saving offers great service guaranteed, you know, these are pretty straightforward, but a lot of these are included in in pharmacy marketing and pharmacy messages that that work well. So you can’t go wrong with these. So again, what’s your message? You know, where where are you? Who are you talking to? Where are you putting that that emphasis on of who you’re speaking to, and what are you trying to get? what point are you trying to get across? What are you really trying to say to them and let them know what you’re about. Now we can look at media Okay, so now we’ve we’ve identified the avatar, we know our our customer, we know who they are, what they you know, our ideal customer who they are, what they do what they do, we know the ins and outs about them, we’ve crafted our message and now we can look at media. And so this is, this is where you know, it takes us a step up You want to make sure your hub converts. Okay? So the most important thing is your website. And I’ve had people ask me, Well, why do you say that? You know, what about Facebook? What about, you know, any of these other platforms? Why is that not more important? Well, there’s various reasons. But number one, your website is your website, you control it, that is an entity that cannot be. It can’t be altered without your say. So your approval and what I mean by that is, I’ve had people tell me, well, we just use Facebook, we don’t want to rely on a website, we just we use Facebook, we have thousands of people that follow us. You know, that’s kind of where we we like to put our messages and it works. And I don’t argue that it doesn’t work. But my my counter to that is it works for right now. And what I mean by that is Facebook can change anything at any time that that they want. They don’t have to answer to anyone. A perfect example of this is a few years back, I think it’s getting closer to four or five, maybe six years now. Let’s say you had 1000 followers on your Facebook page. Well, five years ago or six years ago, whenever it was, if you play if you made a post 70 at night, maybe even 90% of your followers or people who liked your page would see that post. That’s not the case anymore. And I think we’re all we all know this, but that’s not the case anymore. Now, it’s your lucky to get 10, maybe 15%. So what happened is Facebook got smart, or maybe it was in their plan from the beginning. You know, they’re very smart, smart people there. But they got smart in terms of they can make a lot more revenue if they just limit the free reach that people are getting, and force businesses and people who want to get in front of you know, the right audience to spend money. So it became a simple numbers game, you know, we’re just going to limit your reach, and ideally force you to spend money on our ad platform. So that’s a perfect example of why the website is is crucial. You know, that’s your hub, that’s your nucleus. We’d like to call it the core of everything you do. You know, everything SEO, Facebook, you know, social media, your rep, your online reputation, email marketing, proximity, marketing, all these different, you know, channels these are these are, you know just exactly that they’re just channels that are feeding back to your website because you need to send them somewhere. And a website is completely controlled by you you can control the look the feel exactly how you want it to flow what you want people to do. So it’s it’s crucial in in your online marketing efforts. So if you’re if you’re just relying on on, you know, the Facebook’s or any of these other platforms that you don’t have control over, look at getting a website, you know, that’s step one that I would, I would first and foremost recommend, you know, just get a website in place doesn’t have to be over the top, but it needs to have the critical information for people. So here’s an example of, you know, a good website, you know, and what you want to think about is is your website set up to convert visitors to colors right because At the end of the day, that’s all we’re looking for, we’re looking for people to go online, if they do a search for, you know, pharmacy, in my area, whatever the town is, you know, is my website coming up? If it is, when they click on it? Are they? Are we going to be able to convert this person to to a new customer of ours? Are they going to? Are we gonna get them to transfer their prescription? Or can we make it easy for them to pick up the phone and call us or even come see us, right? So that’s, that’s really the core of what you want to look at is your website designed to do this. So as you can see the one on here that we’ve got, we’ve got switch to the pharmacy today. So we’re trying to make it easy for them to switch, we got the phone numbers up here in the top, top left and right or I mean top right, sorry. And the fax number, you know, we’re trying to make that that conversion as easy as possible on the customer so that they don’t have to to work because a lot of times when people go to the website, they’re not necessarily going they might be in research mode. They might be trying to see what you’re about, you know, and do some research, but a lot of times they’re just going to get that phone number or they’re going to get check the hours or they’re going to You know, see if you have one thing that they’re looking for, you know, your services or, you know, it’s usually something very specific, we can all think about those times that, you know, you popped onto a website and just was looking for one piece of information. So here you go, here’s a checklist to look at. Is your website set up for conversion? You know, does it speak to that target avatar that we talked about? Does it address their fears and frustrations and speak to why they should choose you? If your big thing in your messaging is, you know, fast prescriptions? Does your website say that? Does it say a front and center to is it above the fold? Which means do they have to scroll? Or do they see it before they start scrolling? So that’s what’s called above the fold. You know, is it talking to them and saying why they should choose you? Does it have authentic images of your pharmacy on the homepage, and you can see on that one, click back real quick. That’s an actual picture of the pharmacy right there. You know, that’s, that’s a good good photo that shows you know, it’s nice, neat, clean, very straightforward, you know, it’s it’s a good Good looking building. So it’s an authentic image of the pharmacy right there on the homepage above the fold doesn’t include video. You know, video is extremely powerful. I mean, you can look at mountains of, of, of data now that people are putting out that everybody loves video, everybody you know, people are more likely to watch a video than they are to read when it comes to the digital side of things, so do a website, welcome video. Have your your lead pharmacist get on there, even the owner of the pharmacy, those are the two that I would recommend. Welcome. Welcome people to the website, video for each of the services, you know, video explaining why someone should contact you versus the competition. That transparency is big these days. People want to know who they’re doing business with. That’s again, why you know the names, not numbers, with the CVS is the Walgreens and all those bigger box pharmacies. You know, that’s where you can really stand out because again, people buy People, people, people buy on emotion as well. If you have an emotional attachment to some something or someone, then you know that’s going to go a lot farther than just oh yeah, that’s where I get my prescriptions. So video is extremely powerful for that it brings that transparency to life. Does it showcase your online reviews? You know, if you have outstanding online reviews, you know, let’s say you’ve done a great job with your Google reviews, I mean, Yelp reviews, Facebook has reviews you know, all these platforms have reviews built into them now, you know, showcase those reviews if you’re getting stellar reviews from people. Let people on your website now. Let them know that you guys know what you’re doing. You’re you’re you’re the best around, doesn’t make it easy for them to take action again, like we were talking about with the phone number or you know, filling out a form you know, to get in contact with your pharmacy. Get the basics in order, you know, phone number in the top right hand corner, ensure that there’s a web form that customers can fill out, you know, add credibility with authority symbols, if you if you pay to be A member of the Better Business Bureau if you’re listening on Angie’s List, you know, Yelp you know all these different websites you know, you can you can pull authority from those just by having the logo with a link to your profile on those on those on those websites are their calls to action on each page that speak to your customer Avatar and tell them exactly what to do next. I preach this a lot to people we work with, but people don’t like to have to think they don’t want to have to sit there and try to decipher what you want them to do. The easier you can make it by telling them here’s what you do you do this, you do this and you get this. You know, there’s a saying or an acronym, it’s wi FM. W what’s in it for me wi I FM? What’s in it for me? Alright, so that’s how people look at stuff online. Why are they going to click on your ad? What’s in it for me? Why am I going to go to your website? What’s in it for me? Am I going to get what the information I’m looking for? Am I going to get something out of this? Am I going to get you know what it what is in it for me? All right. So Are you giving them an opportunity to engage in chat? This is a big one that’s popped up over the last few years. I get a lot of people that asked me though, they say, Well, I don’t have someone that can sit there all day long and manage my chat. It’s just not something that we have the capability to do. Well, that’s not the case. That’s that’s kind of a misconception. These these chats that you can set up on websites now they can be built out with automated with artificial intelligence, sorry, to where it feels like you’re actually talking to a person, there’s a good possibility that that someone on this call, has has encountered one of these chats without even knowing it. You think you’re talking to a person, but it was just built out so well, that it’s actually artificial intelligence. So it’s kind of scary, you know, the way it’s headed, but, you know, why not utilize that you can pre program these things to steer people in a direction that you want. So if someone asks a specific question, you can have it programmed to answer in a specific way and then get that person to take a specific action if it’s to call your pharmacy or come in or whatever it may be. And again, that leads right into Are you leveraging marketing automation? There’s a lot of ways now, beyond the chat, you know that you can leverage automation when it comes to, you know, text messages and, you know, email automation there, you know, there’s a lot more availability in this space then there was a few years ago. So looking at that, you know, making your life easier making the customers life easier is what you want to think about when it comes to that. So, and guys, I know I’m going through this somewhat fast if you have a question, don’t be afraid to pop it into the chat and we can touch on that and like I said, I like interactive interactive stuff. So you know, don’t be afraid to ask questions. Um, you know, the biggest marketing issues facing some pharmacies are unconverted website visitors. And this it always blows our clients minds, or people that we do acceleration sessions with when we look at this if they can pull their numbers from Google Analytics and see how many people are going to their website. At It’s, I’ve seen some that are just staggering thousands upon thousands of people per month are going to these people’s websites, but they’re not converting them into into customers because they don’t have what they need in place. So it’s it’s, in our minds one of the biggest, you know, marketing issues facing pharmacies today is that unconverted website visitor? You did the hard part. You got them there, right? You had something that they wanted, you got them to the website. So, you know, getting them there. Let’s convert them. Let’s get them into the pharmacy. Let’s get that phone call. Let’s get that web form filled out, you know, let’s get that prescription transferred over to you guys. Because at the end of the day, that’s what we want. So here’s the problem, you know, 50 to 60% of inbound, visitors leave unconverted and 90% of web forms fail to convert, you know, a lot of people they look at web forms these days now, like I don’t want to take the time to fill that out. You know, again, it goes back to speed it goes back to you know, people, letting them know, this is what needs to happened, you know, there’s a very wide variety of reasons why people won’t fill out web forms, we can probably all think of our own where we don’t, you know, we haven’t filled out a form on someone’s website, because we didn’t want to go through the hassle or, you know, I didn’t want to go and get the information that I needed, or whatever it may be. So it’s definitely something that needs to be addressed. So here’s why, you know, customers that are not followed up with in 15 minutes, which is staggering to think about, but you know, they can go cold. I mean, you can lose someone that fast. I mean, it. It’s staggering how quickly someone can be on your website and then shift to another website and say, You know what, I’m going to do business with these people. So it’s imperative that if someone takes action on your site, again, this is where the chat This is where the web forms, and automation can come in. But the average customer needs to be followed up with five to seven times before transferring, you know, those are general numbers, you know, touch points that we we go off of that the data tells us that you know, if someone’s thinking about Switching or, you know, wanting to use your pharmacy for something that they need, there’s a good chance that they’re not going to do it on the first touch unless it’s a dire need. Right? So today’s consumer prefers to interact via text message versus phone call or email to me and to be honest, you know, it’s it’s a, it’s a different time. You everybody wants to shoot a quick, you know, message and get what they want, when in most cases, that’s not always feasible, but we try to make it as feasible as possible. So here’s the solution, leverage marketing automation, again, to follow up with the web forms within the first two minutes of submission, via phone, email and text message. There’s so many solutions out there, you know, software that’s very accessible, very, very cost efficient. You know, we leverage some for our clients, but we put this in place. One, it takes the stress off of off of your team, to it’s imperative to in the customers eyes, that they get that response as fast as possible so that they know What they need is being taken care of and automate the follow up so that every prospect is touched five plus times unable to engage via to a text message. So those are two things you know, that you should look at right away in increasing your your online visitors to your website, or the conversions, I’m sorry. Alright. So make every lead slash website visitor you generate more valuable by doing that. So let’s implement this in your business. You know what, what are you going to do? What action items are you going to take? What three conversion elements are you going to implement on your website? Are you going to add some chat? Are you going to get with your developers, hey, I want to add some chatter. You’re going to get in there and add some automation. You know, someone fills out a web form where you can have it set up so that it sends them an email automatically a text message automatically. You know, if you don’t already have those items in place, you know, let’s let’s figure out what you want to put in place and get with your team and get this. Get this rolled out. Like I said, this is January, but you’ll be amazed, you know, by the end of the first quarter if you got all these in place, and then went the rest of the year, how much how much your conversions would increase and, and ultimately how much your bottom line would increase because of this. Okay. So takeaways, what did you learn? What did you notice? What would you like to share? If anything in the chat? Do you have any questions you know about, about the hub about the website, you know, again, takeaways from this after this webinar, you can go back through it, but but put this into your plan, you know, add this as a core staple, because, again, this stuff builds on itself. So, getting the marketing the messaging, or I mean, the messaging and the market of the customer avatars is all kind of step one, then you look at the mediums, you know, we’re kind of on step three right now, you know, this is going to build on itself. So you don’t want to see something at the end of the webinar here and be like, Oh, I really want to put that in place. But you don’t have a One, two and three in place first. So look at your current setup, look at what you’re currently doing and see if this is this is where, where you can take it to the next level. Alright, so So far we’ve looked at setting clear goals and targets for 2020. We’ve got clarity around our market, our message and our media. And we’ve made sure that our website is optimized for conversion. Alright, so we’ve covered a lot so far, and we still got a good bit left to go. So let’s keep pushing forward. Building your 2020 plan is what’s next. So this is a cool graphic that we created that I always like to use, but this really showcases the channels, you know, this this is, you know, the middle is your pharmacy and what drives everything to your pharmacy. So looking at a graphic like this really helps a lot of people understand, okay, here’s all the channels, here’s what’s possible. But you know, it really helps them also to look at it and say, Okay, I need this. I need this. We have that. It’s kind of that checklist in a way also along with our checklist, but it just makes a little bit more visual. So we’ve talked about website, you know, that’s your hub. We’ve got SEO, online reputation social media, email marketing, pay per click retargeting and proximity, marketing, repeat and referral and content, you know, these are kind of the core staples or channels, if you will. So, knowing that, you know, 2020 is got some key trends, you know what we’ve seen coming. So let’s dive into those the key trends that we’re seeing for 2020, our button work, the money, you must have it all in perspective, so that that that image that I just showed is a perfect example. That’s all stuff that you should be doing. Now we know that not everybody is at certain stages to be looking at maybe proximity marketing, if they don’t have their website where they want it because with proximity marketing, you’re going to be sending them to your website. So you got to make sure your website is where you want it before you start. That So, SEO Pay Per Click email social, you got to have that all in perspective to say, okay, by the end of 2020 we want to have all this in place. So what do we need to do first? Do we need to get our website in order? Do we need to get working on our SEO You know, that’s a that’s a long term game, pay per click, that’s an instantaneous game. You know, you can put ads up Facebook ads, Instagram ads and all this stuff, pretty much within I mean, you can do it within an afternoon but we like to say a couple days because you got to design all that. All the the graphics and everything. So you got to have that all in perspective. content creation is core component. All right. We’re really big on this because people use the search engines and they use the internet to find information that they’re looking for. They’re looking for, for solutions to their problems. So if you become one of the people online that can create content instead of consume it. You’ve instantly separated your your business you’ve instantly major business major pharmacy a A place for a hub for information where people know that they could go get answers, right? So we’re big on this. And then proximity and retargeting will drive conversions, right? The the advances in cell phones and location based marketing are pretty incredible now. So I’m sure a lot of you have heard about proximity marketing. So I’ll touch on that a little bit more and how to do it more effectively, instead of just, you know, picking random targets and saying, I hope you know, this works. So we’ll dive into that as well. So again, you know, it’s not enough to just rely on one source of traffic or of customer traffic, but you know, this again, the same graphic, it just shows you, you got to be looking at all of them. This is that all in approach, you know, you want to be working on some of your SEO. You know, you don’t want to have a great website. And then when people search for, you know, pharmacy and St. Louis, and your website’s nowhere to be found. What’s the point of having a great website, if no one’s gonna see it. Okay, Your reputation, a big thing I always preach to people is half the battle online is being found. The other half is making them making sure they want to do business with you. And this is where your reputation comes in. Because if you have that great website and you’re ranked number one, but you have a 1.9 out of five or Google rating, and you have 25 bad reviews, you’re not going to win that business right there. They’re just on to the next or you know, reviews are are everything these days, you know, we all look at reviews, hotels, restaurants, pharmacies, I mean, that’s, you know, anything, dentists, you name it reviews, reviews are half the battle. So having that, that piece in place to get reviews on constant basis is really important. Social media, you know, we’ve been talking about Facebook, a decent bit already, but being active, you know, people once they find you again, they want to look at your reviews and they want to look at your social media to see what you’re about because that’s where they can see the transparency. That’s where they can see who you are, what you’re about what your team looks like. Everything with your pharmacy looks like who they’re going to actually be doing business with and do, are they going to feel comfortable doing business with them with you guys. Email Marketing. Again, we’re all familiar with this has been around for a long time, everybody said social media was going to kill email marketing. We all know that’s not the case, email is not going anywhere. So having a newsletter, having something in place to where, you know, you can stay in front of people on a regular basis is crucial because social media is extremely flooded. But if someone gives you their email address that’s like them, saying, Yeah, I want I want to hear more from you. I’m gonna let you into my inbox. You know, if they give you that, take advantage of it. Right? Pay Per Click. We’ve talked about Facebook, Instagram ads, proximity marketing. We’ll touch on that a little bit more here in a sec. repeat and referral. Do you have gift cards? Do you have newsletters again? Do you have a rewards program referral program in place, you know, are you are you showing your active customers current customers that you want more customers, are you asking for help from them for that? Are you rewarding and incentivizing that is is very crucial. And then the content creation as well. So, you know, search plus search for pharmacy pleasure city and see how well you show up, right? This is a quick way to look at, you know, how your current SEO stacks up. Do you show up in this area right here, which is what’s called the map pack? Or is this three of your competitors and then, you know, the 10 more that are down below this is what’s called the organic listings are even showing up in that. So this is a quick way to check you know, Pharmacy Plus your city, flip it around, do your city, whatever that is plus pharmacy, do drug store plus your city, there’s a lot of variations that people use to search for this. And every area is a little bit different. You know, we we have tools that can tell us you know, okay, 150 people use this term 500 users term or keyword. So you know, we have software that will let us see that. So if you want something Like that, reach out, and we can pull those numbers for you and see that that keyword volume, but that’s a good indicator of where you should be putting your focus, you know, is your competitor number one, you know what’s, what’s the case there. And then and then look at, you know, getting a plan in place to get to get that, get that bumped up. Again, there’s your reviews. So check out your reviews, I’m just using Hubbard young here is one of our examples, but, you know, 18 Google reviews. So on that previous slide, when someone search for pharmacy and Clemson he came up first, you know, the first clip first. listing on Google, as a rule of thumb generally gets anywhere from 40 to 50, maybe 55% of the clicks. So what’s happening is these people who don’t have a pharmacy, don’t know anyone specific are looking at this and going okay, here’s Hubbard young, I don’t know anything about them. Let’s check out the reviews. Okay. 18 Google reviews 4.9 rating, let’s check out the reviews. Do they look real? You know, do they look Look legit, or do they look manufactured? You know, it’s very clear, you know, and apparent these days to see, when people are fabricating reviews. It’s not hard to spot. But you know, when they look authentic and they appear to be authentic, it’s it speaks volumes. So, again, there’s that other second half of the battle to go. Okay, this looks good. Now I’m gonna go check out their social media and see what they’re what they’re about. They’re right. So plan your social media. All right, this is a big one that I tell people take an hour at the beginning while we do it at the end of each month, take an hour at the end of each month. So this is we’re coming into the last week of January here and playing out February. It doesn’t take more than an hour. And this is just a random screenshot. This is actually not one of ours but I was just giving you an example here of a tool that you could use called like Sprout Social. There’s Hootsuite, there’s tons of us just type in social media management tool, you can connect to all of your social media accounts and actually take a calendar and plan out the month. What is the focus for the month? Right? What do you want to what do you want to increase? Do you want to get more prescriptions? Do you want to get more people in their flu shots, I mean, whatever it is, it can be, you know, whatever time of year it is, plan out the social media and you’ll see a really drastic impact. Because you’re not gonna be scrambling, you’re not going to be like oh shoot or a weekend in February, we haven’t posted anything. Or we’ve gone two weeks, just, you know, blank on our social media doesn’t even look like you know, we exist anymore because there’s no activity. So just plan it out. You can automate it. You mean you could schedule stuff, you know, by at least scheduling some you don’t have to fill in every single day right away. But if you could schedule three to four posts per week, stuff will come up during the week that you can add in. So you could be going and you could say okay, hey, Tuesday of this week, we didn’t have anything planned. I’m going to pop on there and I’m going to do a quick video about you name, the topic, whatever and I’m going Just going to hold my phone up and just you know, Hey guys, Shane here from pharmacy Ignite. But that will obviously be you from your pharmacy but you know just wanted to talk to you real quick about flu shots and you know, go into it you know just stuff like that. It goes a long way. So, plan your social media that’s that’s very important. And start email marketing today. Okay, if you are not utilizing this start now if you’re not building an email list start now. Talk to your front desk people talk to your team say you know, if we’re not collecting emails regularly, it is now a part of it no matter what it is a it is a must have because this is such a an underutilized way to stay in front of people then craft a monthly newsletter. You don’t have to blast these people every week. You know, you don’t want to overdo it. But then craft a monthly newsletter. And a lot of times I know you can do this straight from your pharmacy management system. If You can’t, there’s tons of resources I can share with you. MailChimp is one that I share with a lot of people because it’s free up to 2000 emails. So you get, you can put in up to 2000 emails and not pay them a dime and send as many emails as you want. So, start a newsletter just include some very, you know, generic, not generic, but very general stuff in terms of, you know, don’t hit them with by this by this, use the 8020 rule and tell them you know, here’s what we got going on. Here’s some news, you know, about the industry or here’s something that just came out. Here’s stuff from our blog, here’s an employee spotlight. You know, that’s a good way to let people know who your team is one by one. Just share stuff that they’re going to get value out of that way. They don’t immediately unsubscribe. Even if you’re their pharmacy, they’re not going to unsubscribe, most likely but you still want to give them as much value as possible. You don’t want to end up in their in their inbox, just getting deleted. It like we can all we all know about those, those certain emails that we just delete right away. All right. So start that today, right? And start utilizing Facebook and Instagram ads. You know, I mentioned earlier that they really limited the reach. By making people pay, well go ahead and pay. You can spend as little as $1 a day on this, and you can do it in Facebook owns Instagram. So when you’re in there, all you got to do is set up one ad right now it could just be a general ad floats and we call it we call, call it a digital Billboard. And it could just be a picture of the pharmacy. And the text could be you know, hey, this is this is Hubbard young pharmacy, we want to be your go to pharmacy here in Clemson, you know, calls today for all your pharmacy needs, that’s just branding one on one because now you’re just you’re just in another place that they are and they’re seeing you and this goes back to those touch points. They’re seeing you again and again and again. And there’s they’re saying and that one day is going to come when they see that ad and You know what, let me click on this and actually see what these guys are about because I keep seeing it. And that’s not to mention, if you use billboards around town, we have a lot of clients that do billboards and their towns, you know, newspaper radio, even though we do digital, I don’t tell people not to do those those other mediums. But if they do, that’s just more touch points. That’s more branding, that’s more awareness. So why not do it if it’s providing a good ROI. And then also, when you do a billboard, for example, you use that same billboard as a Facebook ad. Because now people are driving down maybe a main road in your area, they see that Billboard and then they get on Facebook while they’re bored at work or bored at home and they see the same picture of that billboard, again, the mind is picking up on that even though they might not stop and scroll, click on it while they’re scrolling. The mind is picking up on that. And it’s understanding Okay, I’ve seen that before. Right? And then maybe something happens and let’s say maybe they do get hurt or they get sick now, the mind is going to recall Hey, I remember seeing They’re ad or I remember seeing that brand. Let me go back and see that again. So, you know, started utilizing Facebook and Instagram ad spend is just $1 a day $5 a day, you know, it’s not much to get in front of thousands of people, it’s it’s one of the best bang for your buck right now. Now that again, that goes back to the say that’s not gonna, might not it might change. But right now, take advantage of it. Okay. So, again, the content, I really want to dive into this, but this is something you can start right now as well. So start creating content to answer your customers questions. All right. People are searching on the web for answers. They turned. You turn, you want to turn your website into a resource for them to get those answers. Okay? You don’t want your website to just be, hey, this is who we are a little bit about us. Here’s our services. Call us when you need us. Okay, you can make your website so much more you can make it so much more valuable to people. If you Take this approach. So here’s how you do this, add a blog to your website. Now when a lot of people want to hear blog, they think, well, I don’t I don’t do blogging. That’s not that’s just a term. It’s just really just a resource section of your website, create a content calendar that’s very similar to your social media calendar and create blog posts about common questions that you get in your pharmacy on a regular basis. That’s where you can start. Okay. So if you’re getting the same question over and over and over again, there’s a good chance that other people online will get value out of that question being answered. Right, or they’re online searching for that answer. All right. So Google things like top questions people have for pharmacies, and different variations of that Google search. And that’ll tell you really quickly, what people are searching for. There’s different websites, there’s one called answer the public calm. We use this one all the time. Go to that website, type in your topic, flu shots, and look at all the questions that come up. It shows you the top questions online that people are asking About flu shots. And there you go, you now have a content topic. You might be lucky and have someone you might be good at this yourself or or significant other or someone in your business might be a good writer, and might be willing to take this on and have them start writing and have them do this. We have one client that comes to mind specifically that I talked to last week, they realized they have a girl in there who loves to write and they asked her Would you be interested in writing at least one of these per week and she jumped all over it. She was ecstatic about it. So they don’t have to pay any extra for this. They are now turning and this gives them content to share on their website. Now they’re sharing it on their social media and they’re putting it in their email newsletter. They’re putting it everywhere. So that now what’s happening happening is we’ve now turned the website into a resource but also we’ve shifted people’s mindset to understand even more that you guys are the experts. You guys are the ones that can that can help them with that problem or with that need and then They they know, okay, here’s my expert, I have a call to action at the end of the content at the end of the blog post, maybe the call to action is you know, schedule your appointment or or transfer your prescription, whatever the topic is, the call to action needs to be. Here’s that next step for you like, again, it goes back to telling people what they need to do. But this gives them a reason to go to your website, it gives them increases the rankings for your website as well. You’re going to start showing up for other searches because now you’re adding content to your website and Google is picking up on okay. So this is this is a very, very strong tactic and something you should absolutely roll out for 2020. syndicate the contents there, I just kind of already touched on this. But to maximize the content, you’re gonna post it to the blog, you can post it on all your social media channels doesn’t have to be on the same day. Spread it out, be on Facebook on Monday, on Wednesday, put it on Instagram, make a YouTube video out of it and post that on YouTube on Friday. You now have a reason to email your customers. Like I says you’re doing new evil. People asked with the new content, create a Facebook ad at other content if it’s that popular. Again, I’ll just stick with the flu shot example if it’s that popular, make a Facebook ad out of it. And get people to your website that don’t already know about you, but need that information or need that that answer. Convert the content into audio for a podcast podcast that exploded in the past couple years. I mean, that’s absolutely exploded. So you know, there’s services or software that you can literally copy and paste the written article into this, and it’ll convert it for you into a podcast. It’s crazy. Share the content with people, other businesses, partners, other people you work with, ask them to link back to your website. If they put that on their website, just ask them to link give you a backlink that’s Seo 121 is backlinks. That’s really what it comes down to citations and backlinks for lack of a deal. explanation. But if you get a local business, someone in your town who has a good solid website, and they give you a backlink, that’s huge. That’s, that’s awesome. And now, they’re also putting your information in front of their website visitors, it increases your credibility, it increases your brand awareness. It’s just it’s just a no brainer. And then retarget people who read the content, so I mentioned retargeting earlier, but a lot of people ask about what retargeting is. And so the best way I explain it is if you’ve been on Amazon, and you put something in your shopping cart, and then you know, phone rings, dogs barking, kids are screaming, whatever so life happens, and you don’t make your purchase. You go over to Facebook, and then you see that pair of shoes, that’s retargeting. That’s a pixel that was put on your browser. Without getting too technical. It’s remembering in a way that you put that in the shopping cart. And Amazon is paying to show you that again. So you don’t forget conversions on retargeting or go through the roof. It’s I’ve seen a bunch of industry numbers, but it’s anywhere from seven to 10 times increase on conversion with retargeting. So what you do is you retargeting the content that you’re putting on your website. So any, anytime someone goes to that page on your website, now you can make a Facebook ad with the call to action that was at the bottom of that, that article so the article was about flu shots, and then the call to action was Come get your flu shot. Now you can make the Facebook ad that targets them that says, hey, don’t forget about your flu shot. And your likelihood of getting that person to come in as is going up seven to 10 times. Okay. So I know that was a lot. There it is retargeting. I should have just waited to show you that graphic. But anyways, I jumped ahead. So user, you know, visit your site leaves, it then sees your ads, because the pixel is firing. And it’s remembering, okay, this person, you know, was on this page. Now let’s show them that add to remind them and there’s so many different strata You can use with retargeting, but it’s it’s going to take, take your conversions to the next level. And then I mentioned that I would touch on proximity marketing and geo conquest. So what you can do here a strategy that you can deploy. There’s a lot of ways you can take this, but I’ll give you a pretty common one is to, you know, proximity market or geo conquest, the big box pharmacies. So put the pin on that CVS that Walgreens, Rite Aid, you know, you still have one in your area, I know a lot of them closed around where we are. But, you know, put the pin on there, set the radius, and then start working on pulling this is this is phenomenal how well this works, but it started pulling people away from those big pharmacies to your pharmacy. Right? incentivize it if you need to, obviously, most likely the case that you’re going to put it on OTC stuff, you’re not going to be able to put it on prescriptions. We all know that but you know that like that $5 discount right there you see on that screen. Sample ad, you know, stuff like that people value that people you know, late, they want to save a buck here and there as much as they can. So having that having that ad show up when someone goes to a specific location and if it’s speaking to them on a on a much higher level will really go a long way. And then you know that you can take geo conquest, there’s levels to geo conquest and you can retarget people after where they’ve been. So if you know that someone went to this certain CVS, and then you show them this ad, the software can remember that phone and then it can make ads, follow that person around that say, Hey, you know, don’t forget your coupon to Xyz pharmacy. You know, we know you went to the CVS, don’t say it in that kind of way. But you know, what I’m saying, you know, speak to them based on stuff that’s going to resonate, you know, if they’re, if they’re tired of going to that CVS, they’ll click on that ad and they’ll check it out because they’ve been Looking for a change? Right? So I, we get a lot of questions about proximity and geo conquest. And that can do a whole webinar and just that by itself. And we might actually do that here in the next couple months. But this is something to be looking at, you know, after you get your website in place where you want it after you get all the SEO, the social media, after you get all these other things kind of dialed in, this is going to be a big trend in 2020. And probably even farther into 2021 2022 is proximity because our phones are just little GPS boxes in our pockets. So, you know, utilizing that and marketing advantage taking advantage of that and the marketing senses is going to be big for for years to come. So all right. So you know I’ve kind of like I said sped through that I don’t want to keep everybody you know, all day. Build your custom plan. It’s time to actually sit down. You know, I said I’d have something for you at the end. Here’s that cheat sheet so you can go to pharmacy tonight comm slash cheat sheet You know, download that it’s just a simple PDF, print it off, sit down. What I like to do with people is we print the cheat sheet off, we mark off, do you have, you know, the proper stuff in place? And then we blank sheet of paper next to it. All right, what do we need to get in place? What are you lacking? What are you missing? And that’s how we go about it. And then it becomes, okay, what’s priority? So we’re really just looking at overall what’s needed and let’s work backwards. What’s the goal? Like I was talking about the beginning, you know, where are we? Where are we trying to take? Take the ship? You know, we’re steering the ship, where are we trying to take it? And and let’s point it in the right direction, get the wind behind our sails and really start going that way. So pharmacy night, calm slash cheat sheet, you can get your cheat sheet their action items, again, just put some thoughts What are your top three internet marketing initiatives that you’re going to implement in 2020 to hit your goal? You know, are you going to revamp the website? Are you going to put more emphasis on SEO? Do you need to get your social media in line Do you need to get more reviews? You know, are you have all that in place and it’s all going really well but you’re looking for that next step. So maybe it’s time to look at proximity marketing you know, do you need to put a referral program in place you know, there’s a lot of stuff that can be done so make those those top three initiatives and and make those a priority and get them in place for this year because again, we’re in January, so this year still, still wide open, still wet a lot of year ahead of us. We’ve only just begun so you can really, really, really get get to where you’re trying to go this year. So takeaways again, would you learn what you notice? What would you like to share if you want to pop anything into the chat? I’ve set aside some time here. If anybody has questions or wants me to dive into anything any any deeper, but, you know, we’ve covered setting the goals for 2020 working backwards getting those numbers you know how many customers are prescriptions to hit your target? Three fundamentals of marketing success, you know your mind Message your, your who your what your how, you know, we’ve covered how to optimize your website for conversion this year in 2020. And beyond the big picture of all the online marketing channels, you know, that’s that graphic we looked at. And that’s good graphics on our website, too, if you want to study it a little bit closer, and we’ll have a replay of this as well. But if you really wanted to see the in depth, get it get an in depth look at that. That’s on our website. The latest trends, again, the content, the all in approach, make sure you have the big picture and then the proximity and vo con questing. And then, you know, we started to develop a custom action plan based on where you are now and what you need to do now. You know, what of those three initiatives you know, what do you need to focus on? Where do you need to take, you know, where do you need to set your sights on for the first quarter is the way to look at it. You know, take the first quarter and say these are these are things we need to implement, and make that your goal for the first quarter, you still have, you know, a little over two months. So that’s, you know, 60 plus days. And then obviously, I’d be remiss if I didn’t, you know, say, you know, if you’d like some help, obviously, this is what we do. That’s why I like I like sharing this information. This is a passion of mine. But let’s talk, I offer free pharmacy acceleration sessions, you can go to pharmacy night.com slash schedule, or you can call the easiest way is to actually go to the website and actually get on the calendar. And that’s actually that would actually be you and I sitting down and setting aside 45 minutes to an hour and doing a deep dive into into your pharmacy and where things stand and then developing a custom action plan going forward. And then you can take that and run with it. You’re not obligated by any means to not forced to use us in any way. But, you know, some people like that help, you know, maybe they like being able to craft that plan and then they can implement it. And that’s perfectly fine. But we find a lot of people you know, once we craft that plan, then they need some help implementing it. And that’s where we can come in. So I’m more than happy to schedule that pharmacy acceleration session with you and take a look at at where you’re at now and what we can do to help you improve in 2020. So reward again, for those of you who stuck around, I already touched on this, but you can get cheat sheet, pharmacy night.com slash cheat sheet and be skirt sure to schedule that pharmacy acceleration session so we can develop your custom blueprint. So I believe that is my last slide there. Again, if anyone has any questions, I’ll stick around here for a little bit and feel free to pop it into the chat. And I’d be happy to go back over it. But I hope you guys got a lot out of this. And again, we do webinars on a monthly basis. This one right now is really kind of that big picture 2020 Overall again big picture we do webinars like I said on a monthly basis that get get a little bit more in depth into specific topics. I’ve already kind of started planning my next one which is probably going to be about website or SEO one of those two topics we get a lot of questions in that realm so but again, if you guys have any questions, I haven’t seen any anything come in yet so I must have done a good job covering the topics but I felt like I went fast. So again, if you if you have anything you want to know or or want me to revisit, feel free to pop it in there. See, we’re right on time, three or four so right around an hour, so. Alright. Alright, well, it’s not looking like anybody has anything specific they want me to cover. So I guess we will wrap it up there. Again, pharmacy ignite calm. slash schedule jump on, jump on their schedule and acceleration session and, and we can take a look at your guys’s individual pharmacies and really craft that plan out but I appreciate you guys being here, you know and setting aside this afternoon to be here. So thank you for for the undivided attention as well and I look forward to seeing you on the next one. Thanks, guys.