Every now and then I receive a message from someone I barely know, asking me to “Like” their Page, become a follower, etc.  In fact, I just recently got one from someone who had apparently sent a first message, didn’t get enough responses, and was begging for enough people so she could get 25 followers (in order to get her Facebook URL.)

Now I have no problem with inviting people to check out your Facebook Page.  And if they have a genuine interest in what you have to offer, or are otherwise engaged by the content, “Like-ing” the Page is a logical next step.  But when you ask people more than once, especially as the gal I mention above did, you actually wind up undermining your credibility.

Any attempt to “game” the system, which means artificially inflating your follower numbers, might make you look good on paper, but it does nothing for your bottom line.  I have personally built my entire following on legitimate, one-to-one conversations and the delivery of valuable content.  I am always blessed when folks pass my website, Twitter ID, Facebook profile, etc. along to their friends.  But you don’t pass these along because I’m desperate for numbers and you feel sorry for me.  You pass them along because you find value in the connection to me.  It benefits you in some way, and you want your friends to have the same benefit.

When people follow you simply to be nice, they will never look at your content, and will never pass it along.  Instead, you have diminished your value by trading in a favor.  Instead of showing me how you’ll benefit me, you’re simply showing me that all I am is a number to you.  I’ll never convert.  The number means nothing.

It can be so easy to be interested in building up the numbers of our following.  But that’s not the end game.  Instead, focus on providing value to people that want it.  If that gal asking for people to Like her Page went out and did a few parties, and invited customers to join her on Facebook instead, she would not only find people interested in what she had to offer, but she’d also increase her reorder business.

Numbers for the sake of numbers does nothing for the bottom line of your business.  Focus instead on inviting connections that benefit the person connecting with you.  You’ll enjoy much greater long-term success.

Your thoughts?

Earlier this week I wrote about Facebook Events, and how there are certain things folks are doing with them that damage their credibility.  Today I want to talk with you about another oft-abused feature, and that’s the application invite.

An application invite is when you invite someone else on Facebook to join you on an application, play a game, etc.  I find these intensely irritating.  As someone using social media for business, I haven’t the slightest desire to waste my time on Facebook playing games.  If you do spend your time on it, fine.  That’s your business (you’d better not consider that work time!)

But what stuns me is when I get game invitations from people I don’t even know, asking me to participate in the latest iteration of Farmville, Zooville, or whatever else people are currently playing.

Folks, let me be clear.  If you are using social media for business, you should NOT be sending game invites to random friends.  Period.  This is spam, and it wastes people’s time.

In addition to damaging your credibility and annoying people, it damages you in another way too.  You see, as soon as you send one, the recipient has the option of a link that says “Ignore all invites from this friend.”  I make liberal use of this link.  So the first time you send me one of these unbelievably annoying invites, it will also be your last time.  I’ll never see another thing you send.  You won’t know, of course.  Perhaps the next thing you send is something to do with your business. I won’t see it.  Ever again.  You’ve been blacklisted.  And so now your efforts to market to me are in vain.

Folks, is that silly game invite really worth the risk?

If you MUST send game invites, send them to your mom.  Leave your business contacts out of it.  They’re unprofessional, make you look bad, and potentially lose you customers.

Use your head.  Knock it off.

Your thoughts?

If you’ve read this blog for a while, you probably already know that I’m highly interested in mobile technology, and where it is leading us as an industry.  I just see so much potential here.  It’s how I felt about social media marketing back in 2007, when the industry wasn’t really using it much.  It just FITS with how we do business.

The thing about mobile is that we have a highly mobile sales force.  We don’t do business, by and large, sitting in front of a computer.  Instead, we’re out and about, at networking events, appointments, parties, etc.  Since the technology exists to provide support tools to help our field do their work better in the field, doesn’t it make sense for us to be looking at this from every angle?

Let’s take a look at some of the things the sales force does every day that can be helped by mobile field support tools:

• Take orders
• Enroll new consultants
• Show a video about the opportunity to a prospect
• Show a video of a product demonstration to a customer
• Offer visual training videos that can be taken while a consultant is waiting for her kids
• Provide updates on downline activity, and access to a contact list, so that a leader can make follow up calls while waiting for his kids
• Stock updates that can be accessed during the sale, so a customer never has to find out after the fact that something is not available

These are just a few of my ideas related to mobile and field support.  They could be provided through a mobile application, as long as the application isn’t too large, and can be used across all mobile platforms (iPhone, Android, Blackberry, etc…)  They could be provided through a mobile website (Does your company have one?  Why not?)

The fact of the matter is that we’re finding segments of the population that are completely foregoing the personal computer, and accessing the web exclusively through their mobile devices.  Have you prepared a home for them? Or would they be completely unable to function in your salesforce due to the lack of technology support?

We have a mobile salesforce.  Mobile technology gives us the opportunity to support them in powerful ways.  I guess the real question is, “Why wouldn’t you?”

What mobile support does your company provide to the salesforce?  What would make your job easier or more efficient?  Would love to read your thoughts in the comments below!

We spend a lot of time, if we’re using social media well, avoiding the hard sell in social media channels.  We remember that this is “social” media, not “sales” media, and therefore focus on building relationships with people that may ultimately result in new business.  But even if you are the best relationship-builder in the world, and neglect the necessary next step, your efforts may be wasted.

You see, once someone comes to know, like, and trust you, the natural next step is to want to find out more about you.  So what will they do?  They’ll visit your profile.  And this is when you have a big opportunity that some direct sellers are missing.

It’s not a hard sell to list your business on your profile.  In every bio, every place you have the opportunity to list a link or work history, you should be highlighting your business.  After all, people are now coming TO YOU to find out more about you.  Are you prepared to receive them?  It amazes me how many direct sellers don’t list, or make publicly available through privacy settings, the business that they are in, and links where people can do business with them.

Here are the places your business should be listed:

• Work History: If there is a work history section, add your company, title, and a link to your personal website.
• 1 Sentence Bio: Most social networks provide a place for a bio.  List your business in a soft way.  For example, “I’m a mom of 3 kids who loves helping other moms save time in the kitchen, thanks to my Pampered Chef business.”  Emphasize how you help others, and give them a way to relate to you.
• Links: Most social networks also allow you to list at least one link.  If you have a blog (and can only add one link) make your blog your link.  If not, include a link to your personal website.  Otherwise, list both of these.  If possible, make it a link to the “about” page on your site.

And this brings me to another point.  You should also make sure your About page on your personal website is well done.  It constantly astounds me how poor these are.  Now this is partly due to the fact that you can’t do too much personalization on the “About” page of your personal website.  (I understand the reasons for this, but consultants often make it worse.)  But you should ABSOLUTELY strip out the default text, and have a friendly, conversational tone focused on how you help others and why you love the business.  You also need to make sure you include a picture.

Chances are the person checking out your About page may be interested in the business.  If I just want to shop, I don’t really need to know much about you.  So is your About page geared towards recruiting?  Does it tell people how you love to support them?  Does it focus on the needs of the opportunity-seeker?  If you blog, does it contain information about how to reach your blog?

A few years back, when I was thinking about signing up with a particular direct sales company, I used the consultant finder and got a list of consultants in my area.  There were two who were quite close, so I visited their personal websites, and checked out their About pages.  One consultant included a picture of herself with her kids, and her story was one I could relate to.  I could tell she could help me learn the business and succeed.  The other one hadn’t bothered to fill it out.  All there was on her page was the default text, and she hadn’t even included a picture.  (Guess who I signed up under?)

Far too many people set up the About page on their personal website without thinking strategically about it.  This page can bring you business.  So make sure that when you set yours up, you consider your goal for that page, and how best to convert traffic from that page.

Building relationships is an important part of your efforts, but not the end of the story.  You must be building online presences that convert traffic from people who want to know more to people who want to do business.  If people can’t see that you’re in business, however, you’ve just wasted your efforts (and they’ll never convert.)

Can people tell that you’re in business?  How?  Share your thoughts and experiences in the comments!

Image Credit: Symlink

Facebook Events can be a huge advantage for direct sellers who plan events.  Be it a party, individual appointments, opportunity events, fairs and expos, team meetings, etc, Facebook Events can provide reminders beyond the email which can ensure better attendance at your event.

I recently sat with a group of very experienced corporate direct sales folks, and demonstrated how Facebook Events could be part of the hostess coaching process.  There was huge excitement in the room as they realized the potential of this simple tool.

Yet we also have to be careful not to misuse this tool.  I’ve received a slew of non-applicable events, folks begging for my vote on one thing or another, etc, which can be intensely irritating, and a time waster.  So today’s post is about the use…and misuse…of Facebook Events.

What Are Facebook Events?
Let’s  begin at the beginning.  Facebook Events are a way to invite your friends to things.  I”ve written about them in this post: Are You Using Facebook Events?

When you click the Events link from the menu bar on the left side of your Facebook home page, you can access your Events home page.  From here, you can see what events your friends have invited you to for the week, who has birthdays, etc.  Facebook also includes upcoming event and birthday reminders in the upper-right corner of the Facebook homepage.

When Should I Use Facebook Events?
As I mentioned earlier, I believe that Facebook Events are an essential part of the hostess coaching process.  While Facebook Event Invitations do not replace a voice invitation (which should always be the first invitation a guest receives), they are a perfect reminder, and also allow the hostess to invite people she may not have a phone number for.  She can track who has RSVP’d for her party right on Facebook, and provide a link to the consultant’s replicated website, where guests can check out the products ahead of time, or place an order if they can’t attend.

You can also use them for any live or virtual event.  An ice cream shop in my town uses them when it hosts blood drives.  This is a great use, because it reminds folks who want to attend so they don’t forget to get there that day.  Just make sure that when you invite folks, the event is relevant to them.  Nothing is more annoying than having to take the extra time to discover that you’ve been invited to something in Tennessee when you live in North Dakota.  A cardinal rule of social media is DON’T WASTE PEOPLE’S TIME!!!

The Misuse of Facebook Events
And that brings me to the misuse of Facebook Events.  The credibility you build in social media is your capital there.  The more respect and relevance you build, the more likely you can convert that capital into sales and recruits for your business.  When people get invitations to Events that are more likely to annoy them than achieve the results that you want, then it’s not a good call.

One of these misuses is the use of Events to get votes.  I’ve seen more and more folks using Facebook Events to gather votes for contests, online recognition, and the like.  On one hand, I can see why people do it.  Unlike a message to the inbox, which is seen once and discarded, a Facebook Event has the potential to remain around for a while, and give reminders to the person you’ve sent it to.  But I have to say that this feels false to me.  If we have enough of a relationship that I’d WANT to vote for you, a message to the inbox (or better yet, a phone call) will suffice.  If you feel the need to resort to reminders via a feature not intended for what you’re using it for, maybe you shouldn’t be inviting that person to vote for you in the first place.

Facebook Events, when used well, can provide tremendous benefits for your business.  The reminder feature can increase attendance at your events, and build awareness for your business.  But don’t just use this tool without thinking.  There are some times when it’s not the best tool in your arsenal, and is more likely to deplete your social capital than bring you the results you desire.  Be wise, and you’ll achieve better results.

Do you use Facebook Events?  What are good uses you’ve seen?  Things that annoy you?  Would love to read your thoughts in the comments!

I’ve recently seen a lot of folks popping up who teach direct sellers how to use social media.  And on the whole I’m really happy about that.  There are a lot of direct sellers out there who need some additional hand-holding as they become familiar with social media, beyond what their companies can realistically provide.  (The one thing I’ll advise if you’re choosing someone to help you individually in social media is to MAKE SURE they have worked in direct sales before.  Otherwise you’ll be getting generic knowledge, and the way we do things is a bit different.)

And of course, as new folks enter the space, they bring their own opinions related to how social media should be used effectively. Much of this, of course, is based on their own experience as a direct seller, and what worked for them.  And this is as it should be.  Obviously they shouldn’t just be spouting theory…they have to have used the techniques themselves, and experienced success. (Ask them what results they and their clients have experienced before spending a dime.)

There’s one thing I find troubling, however, and I know why it’s happening because I did it myself.  People who learn social media, and then begin to pass on that teaching, typically learn the whole package.  How you put a blog, Facebook, Twitter, LinkedIn, etc, together, and how that works in concert.  And it’s certainly not wrong.  If you invest the time and do it well, putting all those elements together can certainly bring results.  The first course I ever taught on social media was an 8 week class that taught all these elements, and it was a great class.

But it’s not the only way, and it may not be the best use of your time.  I see other “social media experts” who talk in absolutes about how you absolutely must have a blog, or a Facebook Page, or what have you.  That this is the key to success.

But the thing is, it’s only the key to success if it works for you, and brings results.

Social media is not a cookie cutter solution.  Yes, a blog can be great.  But only if you are a decent writer and can commit the time. Yes, a Facebook Page can bring results.  But only if you have the time to add a Page onto your already busy schedule.

And it’s more than just being good at using one social media tool or another.  It also has to bring you results.  If you blog for 3 months and it doesn’t bring you a single lead, then maybe that’s not the best solution for you.  If you’re getting similar amounts of leads from your Facebook Page as you got from your Facebook Profile by itself, is it really worth the time investment?  If you’re spending time on Twitter, and yet everyone in your target market is on Facebook, are you wasting your time?

It’s so important for those advising direct sellers in social media to look beyond their own favorite tools, and instead focus on the unique skill sets of each individual, and what will bring that individual results.  There are not hard and firm absolutes.  Some people do fantastic with a blog.  Others do exceptionally well without one. (Here are 5 ways to market your business without a blog.)

I’m not trying to discourage anyone from using social media marketing.  Obviously I think it’s important.  But as you choose the social media expert that will help you make the most of this technology, make sure you are asking the right questions.  If they’re pushing you into the same solution they’ve given to every other one of their clients, perhaps that isn’t the expert for you.

When I sit down with direct selling companies, and help them create a social media strategy for the organization, I don’t walk in with a list of tools they should use.  Instead, we focus on trends in the industry, what a company’s individual goals are, the time that can be invested, who will be in charge, what they want the sales force to do, and whether or not the company website will support the social media goals of the organization.  Only after ALL of that, can we begin to look at the tools that make sense.

There is no cookie cutter solution.  It’s about what works for an individual, based upon his or her needs or goals.  Don’t get pulled into a path that doesn’t work for you.  If you’re not comfortable with a solution, or feel confident it works with your skills, goals, and time, let your advisor know.  And if they aren’t flexible, find someone else.

Social media only works when it works for you, and brings you results.

Your thoughts?

Photo Credit: G&A Sattler

When I was a consultant with a direct selling company, social media was not as prevalent as it was today.  People didn’t even have a name for it yet.  Yes, I participated in social media for personal use, but I didn’t even contemplate using it for business.

My, how times have changed.

Those of you who know my story know how the direct sales company I founded began using social media, and the amazing results we experienced when we weren’t even good at it (Facebook became one of the top 5 referrers to our corporate website consistently, and people were spending 3-5 times the average visit length of any other referrer.)  But I sometimes think back to those days when I was a consultant, and what I would do if I joined a direct sales company as a consultant today.

So today I decided to share with you exactly what I’d do with social media.  Keep in mind that before I did ANY of this, I’d first get as many parties booked as possible (or appointments made if it was an MLM), and would begin hostess coaching.  I’d also make sure I knew how to do a demonstration, and understood the product line.  Then here’s what I’d do with social media, specifically (This is not meant to be a comprehensive list of everything you need to do to run a successful direct sales business.  This is just the social media part):

1. First, if it wasn’t already in my company training, I would add social media elements to my hostess coaching process.  Since getting as many parties as possible on my calendar would be my first priority, I’d want to have the hostess coaching covered first.
2. I’d make sure my personal website was set up with my company, and then I’d add the company and link to my Facebook profile.
3. I’d add my business to my LinkedIn profile, and include a link to the opportunity section of my personal website.
4. I’d set up a customer group within Facebook, add my contact info, and begin populating it with content related to my product line.  I’d invite every customer I worked with to connect with me on Facebook and join my Facebook group.
5. I”d create an e-newsletter with advice related to working from home successfully.
6. I’d start sharing tips related to working from home, as well as my product line through my status updates.  (Not ads…tips.)
7. I’d search keywords related to my product line, to see what the people who would be looking for what I had to offer were talking about.  I’d build relationships with people whom I thought might be good prospects.
8. I’d search out online groups related to my product line, as well as working at home, and get to know people.
9. I’d start a blog related to my opportunity.  I’d offer general advice about running a successful home-based business, and provide a place to sign up for my e-newsletter on the blog.  The goal of my blog would be recruiting.

Now I would also be focusing on the training from my company, getting good at the demo, calling my friends and family about the business, networking, etc.  The social media part is only one small part of the overall package for running a successful direct sales business.

You may notice that I did not include a Facebook Page in the list above. If I were starting a direct sales business I would not be spending time on a Facebook Page.  That level of visibility is the company’s job.  My job is relationships with individuals.  I think that time people spend building and populating Facebook Pages, in addition to their Profiles, is better spent booking, selling, and recruiting.  You can read more about my thoughts on a Facebook Page for independent direct sellers, based on my experiences running the operations of a direct selling company, as well as helping direct sellers and direct sales companies around the world use social media successfully, here.

How does my plan compare to what you are doing?  Would love to read your thoughts in the comments below!

Let’s say you sell widgets.  They’re great widgets.  When people see your widgets, they love them.  In fact, your widgets are better than the average widget.

The big box store down the road sells widgets too.  Your widgets are better.  But their widgets can be had at a moment’s notice.  In fact, as soon as someone thinks about widgets, they can get in their car, drive down the road, and 20 minutes later they have a widget.  They know this.  It’s predictable.  It’s easy.

But your widgets are better.

Your biggest challenge, however, is being the first thing people think of when they think widgets.

How do you occupy that all-important piece of real estate in a prospect’s mind, when they think of widgets?

You don’t have fancy, Madison Ave-produced commercials to remind people about you and your widgets.  And you’d love to be able to call each and every customer regularly to remind them about you and your widgets, but you simply don’t have enough hours in the day.

So how do you come to mind first when someone thinks about their need for a widget?

Social media is a goldmine when it comes to staying in your prospect’s mind, related to your product or opportunity.

First, you need to connect.  Find out where the buyers of widgets hang out online.  What are the popular social networks for widget lovers?  It might be the biggies like Facebook.  It might be widget-specific networks.  Find out where they are and join them. Jump into the conversation.  Share tips that you know about widgets.  Answer questions.  Be valuable.  People will come to associate you with widgets.

Next, invite every customer that buys from you once to connect with you online.  Comment on their pictures and statuses.  Become more than a widget salesperson.  Become a friend.

When it’s time for someone to purchase their next widget, will they think of big flashy ads for big box stores that sell everything?  Or will they think of the time you answered their question and gave them great advice about how to use their widgets?  They’ll feel warm inside when they remember how nice you were when you commented on the picture of their baby bunnies.  (They most likely have no warm and fuzzy associations with the big box store.)

Who will they think of when they need another widget?  They’ll think of you.  Because you’re in mind.

You must be present and participate in order to succeed in social media.  But when you do, you’ll be in mind.  And that’s a powerful place to be.

Photo credit: mil8

Chris Brogan wrote a really interesting post the other day that has a lot of implications for how direct sellers do business online.  He related the experience of shopping for a car, and talked about how he had posted a disgruntled message about the process.  Shortly thereafter someone reached out to him, offering to help him find exactly what he was looking for.  Chris wound up making a purchase.

But what I found so interesting is the main reason Chris shared this…the guy was LISTENING.  And I think there’s a HUGE opportunity for us as direct sellers right now in this same area.  There are so few direct sellers who are actually listening, and that gives you a huge competitive advantage.  If you’re simply thinking about your social media presence in terms of what you put out, you’re missing a big opportunity.  Because social media is about more than talking.  It’s about finding out what people need, and then meeting those needs.

So how do you become an effective listener in social media?

1. Set up friend lists that contain your best prospects.  Spend time each day paying attention to their conversatons.
2. If you use Twitter, search on keywords related to what you have to offer.  In Chris Brogan’s case, the gentleman searched on “Car” most likely.
3. Use a tool like Social Mention to track conversations in other online tools.  You need to have a clear idea of what your keywords are, and then you can find people using them.

So how do you come up with your own list of keywords?  Well, you first need to decide what you’re looking for.  Do you want to offer your product line?  The opportunity?  Then, think about what someone might tpe in if they have a need for what you offer.  It might be phrases such as “need more money,” or “what to wear.”  If you are searching on phrases, be sure to include them in quotation marks, so you’re only notified of the times those words are used together.  It might also be words such as “jewelry” or “cooking.”  (Keep in mind that the more generic your phrase is, the more results you’ll have to sort through.)  Make a list of your keywords, and then you can plug them into search tools to help you be a more effective listener.

Once someone uses the keywords you’re looking for, take a look at the context of the conversation in which it’s used.  Does someone actually have a need?  Are they expressing frustration?  If so, send them a gentle message, offering help.  Something like, “I saw you mentioned you’re in a tough financial spot.  I may be able to help. Want more info?”  Leave the ball in their court to invite the sales message.  If they take you up on it, you have an opening in which to make your offer.

When you meet people at their point of need they often welcome your sales message.  Are you paying attention to what people are saying?

Image credit: Rick

I recently had a leader with a direct sales company reach out to me with the following question:

How do you deal with/keep up with all your facebook friends?!   Here’s my story: I am at the top level with a national direct sales company so I feel that I have to say yes to everyone in my company who friend-requests me. But, I am overwhelmed by all the status updates and private facebook messages!

I feel guilty spending time on facebook when I think I should be spending time talking with “my team” but I know I’m part of a greater team (my company) and I’m also part of the greater facebook team and embracing social media.

I’ve seen you become friends with a dozen people at a time and I’m wondering how you keep up! Are you reading all those status updates? Are you responding to all the personal messages?

Now I’m not going to share with you the name of the individual that sent this, but I will share that this is a common dilemma that I hear often, both from top-level leaders in organizations, as well as corporate staff.  The very nature of our companies mean that we are typically connected to a LOT of people.  How on earth do you keep up with hundreds, or even thousands, of people online?  Especially when they all want the human touch from you?

I have a similar situation, as I have thousands of friends on Facebook and Twitter.  And I’ll be quite honest with you…there are not enough hours in the day to read every single status update, and answer every single request.  If I tried, I’d never be able to focus on my income-producing activity!  So how do I balance it?

1. I connect with everyone involved in direct sales who requests it. This will work until I hit Facebook’s limit of 5,000, at which point I’ll be forced to send my business contacts over to a Page.  It’s not really something I want to do, because I much prefer building relationships and sharing value through my profile.  But I won’t have a choice at that point.
2. I pay more attention to the posts on my wall than anywhere else.
3. I scan posts in the news feed, and comment sporadically when I have time.  I don’t expect myself to read everything.
4. I have set up a group where people can ask specific questions about social media.  If I get one of those questions in my inbox, I send them to the group, or a blog post I’ve already written that answers it.  I simply don’t have enough hours in the day to answer individual messages from folks.  And when I do answer, I prefer for those answers to be in a public place, so others can benefit (and I don’t have to answer the same questions repeatedly, which isn’t the best use of my limited time.)  Thus, the group and the blog.
5. I set up friend lists, and look at the lists of posts from the people I need to follow up with.  Sometimes that’s family.  Sometimes that’s corporate contacts, where I do the bulk of my income-producing activities.  You get the idea.

Now as leaders or corporate folks, it’s tough because you don’t want anyone to feel bad, but at the same time you need the time to do what you do best…lead.  You also deserve a private life.  Sometimes that’s hard when everyone wants something from you.

Now individual direct sellers…let me pause a moment here…I’m talking to you, specifically now.  Realize this is a dilemma your leaders have, and be sensitive to it.  Find the avenues your leaders have set up to get the information you need, and use them, even if it takes you 2 extra minutes.  And realize that if you’re not communicating through the official channels you’ve been provided, you may not get an answer.

For leaders, the answer is NOT 2 Facebook accounts.  Facebook may shut you down.

Rather, adjust your privacy settings so personal friends see those personal photos and updates you don’t want the whole world to see, while posts for business contacts are seen by those folks.  Facebook lists will be your best friend for this, so that you can adjust who sees what by list, rather than individual.  And in terms of responding, you simply won’t be able to respond to everything.  Don’t set the expectation that you will.  Rather, have specific places for specific interactions to occur, and then don’t make exceptions.

At the end of the day, I think it’s a good thing for leaders to connect online with people in their downline/in the field.  It makes us more accessible, more human, and people enjoy seeing us as a whole person, instead of just a business machine.  It makes the whole thing seem more do-able…if that person is a mom with kids and a sports schedule, etc, and they can reach that level, I can too!

Schedule the time you’ll work on contacts/requests outside your immediate team, focus on providing valuable content that everyone on your list can use, and let your personality shine through.  No, you won’t see everything from everyone.  But you will provide a view of your personal life that can be good for business.

How do you keep up with everyone on Facebook?  Would love to read your thoughts in the comments below!