Here is a transcript generated by of The Content Mix podcast interview with Aoife Noone, who is a social media marketer and founder at the Babushka Social and an expert in brand personality:

Carlota Pico 0:13
Hi, everyone, I’m Carlota Pico from The Content Mix. And I’m excited to be here today with Aoife Noone, who is a social media marketer and founder at the Babushka Social and has over 15 years of experience in marketing and communications. Welcome, Aoife. And thank you so much for joining us today on The Content Mix.

Aoife Noone 0:34
I’m delighted to be here Carlota. Thank you for having me.

Carlota Pico 0:37
Me too. I can’t wait to hear more about but Babushka Social. Okay, Aoife, could you tell me a little bit about your background and what led you to where you are today?

Aoife Noone 0:46
Sure. So as you mentioned in the intro, I’ve got over 15 years experience in marketing communications. So I actually started out in general marketing, which is a bit more of an unusual route into social. And then over the last five years I have specialized in social media. That’s really where I found my niche. I think it’s really the shining star amongst all the other marketing channels that are out there. After having worked in corporate environments for pretty much in my career, I’ve now started up my own social media consultancy and training company.

Carlota Pico 1:21
Okay, excellent. And is that Babushka Social?

Aoife Noone 1:24
Yes, so that’s Babushka Social, and I feel like I should explain the name.

Carlota Pico 1:29
Yes, please.

Unknown Speaker 1:31

Aoife Noone 1:31
Well, as we were talking, before we came on air, Carlota, I think really, for me, one of the things I find both interesting and challenging in equal measure in social is probably the lack of understanding there is both among marketers and sales professionals around what social is and the power of social and it got me thinking really of the Russian doll analogy how on the outside it’s one thing, but then when you start peeling away the layers and getting closer and getting under the skin of something so to speak, you start to discover and kind of hidden depths. And that’s really the power of social. When you start to familiarize yourself with the channel and expose yourself to best practice and get some training on social, you really start to discover it can do a lot more than what you possibly had first realized.

Carlota Pico 2:22
Mm hmm,

Definitely. Now, Aoife, are you specialized on certain channels?

Unknown Speaker 2:27

Aoife Noone 2:28
Not specifically, but I think by way of my interest, I tend to focus and serve mostly b2b clients. And with that comes an emphasis on LinkedIn being the number one b2b social media platform, and also Twitter. And as I’ve just alluded to, I have a big passion really for training and learning and I strongly believe every day’s a school day and that’s one of the reasons I’m in social media because it’s constantly changing. And I love to share that knowledge with other people, because you know, as they say, knowledge is power. And that’s really what gives people the tools and the confidence to be able to to achieve more with their own marketing efforts.

Carlota Pico 3:12
Definitely. Okay, so I am going to focus, obviously, on social media throughout this interview, because that’s your area of expertise. And also, since you’re the founder of a social media company, well, I think it’s appropriate to go down that route. So what do you think separates good social media marketing from great social media marketing?

Unknown Speaker 3:32

Aoife Noone 3:32
I would say a couple of things, I think one is to really know your audience. And again, it probably sounds simpler than what it is to actually achieve. And I think to deliver the content that meets your audience’s needs and is driven by the audience, rather than being primarily driven by the business goals or the corporate agenda. That’s not to say that they’re not important. Of course they are. But I think if you really follow your audience’s needs and deliver on those needs, then you’re going to achieve your business goals. And that comes back to my earlier point about education and understanding around how social works. And I think the second thing would be is to probably show some personality. And that is particularly, I think, an important point in b2b where there tends to be a reticence to do so whether it’s because the brand themselves doesn’t have a particular tone of voice or the tone of voice is quite staile and vanilla. And also where you need to consider the difference between the content you put out in the name of your brand, versus the content that is put out in the name of your employees. But ultimately, they’re promoting your brand and your business. And I think certainly since COVID, we’ve seen more humanization and personalization of b2b content and b2b platforms such as LinkedIn. Mostly a good thing in part I would say there’s people that probably take that a wee bit too far too at the end of the day it’s still a b2b platform, but I think that humanization is a really positive aspect. And also, where you even consider using entertainment as a communication option as well, I think that has its place in b2b obviously used appropriately, but I would say it’s absolutely worth considering.

Carlota Pico 5:24
Okay, what about copying social copies across all the different social channels? Do you think that’s an appropriate way of working social channels? Does like one size fit all? So for example, what I post on LinkedIn, should I also post that on Instagram and also post that across other channels? Or should I tweak my messages according to the different audiences?

Aoife Noone 5:45
You should absolutely tweak to the audience because I think again, maybe it’s a poorly understood fact or something that in the heat of the moment in the rush to get content out, it’s not considered enough but I always say to people, people go to those platforms for different reasons, the profile of the audiences that are on those platforms is also different. So you need to reflect that in your content, both in terms of what you’re putting out, what content and also how you’re putting it out in terms of how it’s written, and also the format to the creative that you use. And if you take the time to do that, which isn’t always easy, because, you know, I’ve been in the end of it, where you’re working against so many deadlines and conflicting priorities, it is a difficult thing to do. But I think when you do spend the time and make the effort to do that, you will see it bear fruit in the results.

Carlota Pico 6:39
Okay, Aoife, you mentioned the scary word, COVID-19, a word that we all hate, and that has affected everybody’s life and companies worldwide as well. So how do you think networking has changed from pre COVID-19 times to post COVID-19 times?

Aoife Noone 6:58
That’s a really good question. I think we’re still working our way through it. Because I think if we reflect on where we started with this crisis, I think about the conversations I have with colleagues. At the start, we all thought we’d be back, you know, in an office environment a few months later, you know, drinking Pimm’s or, you know, glasses of Prosecco on a sun terrace. And it hasn’t worked out that way. So I think, really, I’ll draw out some positives because it’s important to bring out positives in these situations. And I think it is kind of forced in inverted commas people to network online where particularly in sales roles, they would have been used to do that networking face to face, going out and meeting prospects and clients. And I think with that there has been a tremendous spike and increase in the number of webinars available. I mean, if you wanted to, you could probably spend every hour of your working day attending webinars. And I think you know, if you choose the right webinars, that’s a really valuable way to spend your time and to to kind of improve your knowledge. And but also think specifically on networking, there’s quite a lot of online groups available, where you can network with peers and prospects. Certainly within the marketing world. One that I really value is the marketing meetup, which is run by Joe Glover. And now he’s stopped it for the month of August, for summertime, but hopefully we’ll be resuming in the autumn. That was a massive face to face networking group pre COVID, but has pivoted to being an online forum, and he runs a regular program of webinars. And so I think the second point I’d make is coming back to LinkedIn. I think LinkedIn at its heart, it’s a networking platform. And I think pre COVID sales people, obviously we’re making use of networking on LinkedIn, maybe some to lesser or greater degrees. But as I said, given now we don’t have those options to go out and network face to face it’s become even more important to master the skills to use LinkedIn effectively for networking. And to really, I suppose add value in the way that you do that as opposed to approaching LinkedIn with a kind of a sales first mindset. I was at a conference earlier in the summer, a b2b conference and they were talking about how it was really, in many ways trying to teach sales professionals to adopt a marketing mindset. And it was kind of around that sort of dichotomy where actually, in the sales world, we are asking sales people to become more like consultants. And that was the phrase consultative selling was coined. And I think it is very relevant because what people are looking for when they come to social platforms and a platform like LinkedIn, they’re looking for value, and they’re looking to to really benefit from the time spent on that platform.

Carlota Pico 9:51
I completely agree with what you’re saying. I’m in Madrid right now and at the moment, we’re not on lockdown, but we were on lockdown for so several months. And when the world opened up again to us, I was walking along my street, my neighborhood street, and I kept on seeing signs all across the local shop saying we’ll be back next week. And it was like, yeah, next week, few months later, we’re finally back.

Aoife Noone 10:18
And it’s so difficult. And I think I’ll just chuck in a couple of additional points on on networking. I think on LinkedIn, what’s really interesting to me is that it’s grown in terms of its use throughout this crisis. But notwithstanding that, I mean, only a small fraction of their active users actually share content on a weekly basis on LinkedIn. And you know, so LinkedIn has 310 million monthly active users, and but apparently only 3 million are sharing content on a weekly basis. So I think that gives you, if you’re looking watching this listening to this podcast, as a marketer, or as a sales professional, it shows you the huge opportunity that is there to do more on LinkedIn and to really take advantage of the situation whereby you have been effectively forced to route your outreach efforts towards digital channels. And I think the second point I’d make is more oriented towards smaller businesses, as you were saying, you know, when you walk out in the high street, and you see businesses that are saying, hey, we’ll be back soon or temporarily closed. I think it’s really thinking about the role of social I think, in particular, I have to give a shout out to Facebook as a platform that has been active in supporting small businesses and really innovating their platforms to make it easier for small businesses and also consumers of those businesses to shop on those platforms. But it’s even simple things like I’d say to small businesses, to use social as a way to listen to what their customers are saying. So for example, if you run a store, and there’s conversations happening in your community on say, Facebook groups for people saying, I’m not going to go back to that store because the eyes are too narrow or people weren’t wearing face masks or whatever it is that made them feel uncomfortable, then you’ve got a great opportunity if you’re tapped into those conversations to go, okay, right, we need to do something about this, and being able to respond to that. So I think it’s really elevated the role of social listening, as I mentioned, but also the role of communications to give businesses small and larger, the maximum opportunity to be adapting and meeting their customer needs and pain points during this crisis.

Carlota Pico 12:35
I’ve seen a lot of brands and just a lot of people posting on their social media channels every single second of every single day. And I want to ask, when is it too much? When is content too much content? Because there’s a lot of noise out there as well. So should brands be posting every day? Should brands be posting more on a weekly basis? What would your recommendation be, especially for LinkedIn posts?

Aoife Noone 12:58
Yeah, I think my view and this and you will hear different opinions on this, Carlota, because I don’t think there is a one, you know, one rule. My view would be, I think it’s quality over quantity. However, I think you need to balance that with a reasonable level of frequency so that you are not forgotten. And you’re maintaining visibility amongst your followers and also helping to gain traction with prospects. What I would not advocate is a mindset that says, I need to post X number of posts per week, and you therefore, post content that is of poor quality in order to meet that objective, because at the end of the day, not only would it reflect badly on you as a personal brand, or professional brand or business, but equally from an algorithm perspective, bearing in mind, socia; is an art and a science. And those sort of posts are going to underperform. So there’s a there’s an aspect in my opinion of would it even be worth it? So I think it’s about finding that balance. And I think that is then one of the challenges that business owners face and business faces around having the time to do this. And to do this well. But I think it also you need to take a bit of it, it depends. It probably sounds like I’m being non committal on my answer, but I think there is no one size fits all answer. And I think it makes a difference whether you’re a b2c or b2b, and the nature of your follower base and the nature of your brands. And so for example, if you’re thinking about maybe a startup business, or maybe a food business that’s had to adapt a lot to how it do things during the crisis, it’s actually quite a nice story to follow if that brand were to post on a regular basis around how they’re managing to fulfill orders, what sort of response they’re getting from the customer base during the crisis. That’s quite a nice story to take your followers on and to help them be part of that story. And with that would come then probably a rhythm of daily posting around that sort of content.

Carlota Pico 15:07
Okay, So bottom line is quality over quantity, because the quality will perform better when it comes to algorithm. And then as well as engagement with your audience, your audience will respond better to content that provides value and it’s authentic, rather than just a whole bunch of gibberish on your social channels.

Aoife Noone 15:31
Absolutely, and you’ve hit you’ve hit the nail on the head there about value. It really is about value. And it comes back to my earlier point about understanding your audience and what their needs and their pain points are. So you have an understanding of what value means to them. And as we’ve been discussing aspects of that, of course, have changed during the crisis, as I alluded to, in the b2c space, cost consumers have a much greater need for content around safety and reassurances around that aspect of the retail experience. So I think that, as I said, there’s no one size fits all answer. But I think that’s part of the beauty of social, it isn’t a one size fits all channel. And I think also depending on your sector, Carlota, you will have audiences that are more active on social and audiences that are less active on social and that will have an impact on your engagement rates as well. And I think at the end of the day, irrespective of how you approach your content, if you are a brand that people love, or your followers love, because they really believe in the purpose of that brand, then you’re in a better position from the very beginning because the people who’ve chosen to follow you massively believe and are passionate about what you stand for and what your cause is. To compare that to say maybe a slightly other extreme if you work for maybe a financial services organization where your audience might have a slight mindset that says you know, you charge me too much fees, or you’re not there to help me out when I’m really stuck financially, not saying all financial services brands out there, but they might have a bit more of a challenging situation in respect of having that positivity and that really kind of support from their follower base compared to maybe some other brands.

Carlota Pico 17:20
Aoife, let’s talk a little bit about social listening, what tools do you use to listen into your channels?

Aoife Noone 17:23
I would say with social listening there’s probably two ways you can approach this. I think one is probably a more organic approach, which is probably suitable for smaller businesses. And the second approach would be where you actually employ a social listening tool or an enterprise style solution. I’ll touch on the first one. Firstly, so in terms of basic social listening, I think for me it would be things like obviously keeping an eye on all your social feeds so you know what’s been said, and setting up a stream so you can keep an eye on what are the interactions against your brand and your various handles and making sure that you’re interacting with those pieces of content but then on the content you can put out you can actually add tags so you can build up some data and analytics around what content is performing etc. The second point on that would be I think, again, for smaller businesses really important we’re getting insight is participating in groups and also making sure you’re tracking video social channels and mentions of your brand name. Again, you can do this quite easily on Twitter for example. If you then want to employ a more I suppose sophisticated solution, there are are lots of different social listening tools that you can procure. The two that I’m familiar with. One is from an organization called Social Studio. And the other is Brandwatch, which is part of Hootsuite. So they would provide you with a much more comprehensive solution that not only gives you insight around what’s been said about your brand, but also will really help you to build those insights around what your audiences are interested in. And so you can start to really build that in and use that analysis to shape your content and the content that you put out on social.

So basically, if you’re on a low budget, there are three main hacks that you can do to listen to your audience. One is by keeping an eye on your newsfeed because plenty of people put content out that they literally don’t really see how it’s performing on their channels. Two is by engaging with people through groups, and also tapping into local communities, conversations and then three, follow certain hashtags. That can give you insights into what your community may be interested in.

Exactly that that would be the advice I would give, as you said, if you’re on a lower end budget.

Carlota Pico 20:10
What are the three LinkedIn marketing tips for increased engagement?

I think its probably similar to some of the things I said earlier, I would say, firstly, really think about what content you’re putting out there. And what I see a lot of on LinkedIn is people going first to the sales pitch. So as a business owner, as a sales professional, of course, your end game is to sell right? However, if you go on to LinkedIn, and you are posting, you know, I’ve got this amazing offer. If anyone’s interested in buying ABC, please connect with me. That’s not going to get any traction. You know, I often say to people, that’s that’s probably no better and possibly slightly worse than pure cold calling. Because at the end of the day, people need to remember the reasons why people go on to the platform, they don’t go onto the platform to see sales pitches. And the second thing I would say is a little bit around what I alluded to earlier about, there’s an element of science to social media in the sense that once you get to know the algorithm and how it works, you can craft your posts to make it more algorithm friendly. So by that, I mean that the little kind of tips and hacks around how you write something and how you publish it, to give it the best possible chance of being served in the news feeds. And so I’ll give you one example. It’s kind of seems a bit counterintuitive. But on LinkedIn, it’s a bad idea to share someone’s content. So by that, I mean, so your engagement options on LinkedIn will be to like, comment or share right? On Facebook share is a brilliant engagement tool. But ironically, on LinkedIn from an algorithm perspective, it completely bombs. So if you want to give someone’s post the maximum opportunity of being seen and really give them a leg up so to speak, your best thing to do is to like the post and comment on it and get, you know, give a well opinionated, well crafted comment. And so that’s kind of a bit of an example around how the algorithm works and the more you understand about that, obviously, the better chance you have for your content to perform. And thirdly, I would say, another probably a mistake that people make is maybe they have too much of a reliance on what I would call first party content. And so I think the beauty of social media is you’re not restricted to content that you yourself have produced or created. And so definitely consider how you can use third party content or curated content. And so look to other new sources, other sources of valuable thought leadership, materials that are going to be of interest to your audience, but obviously with that, I would say, always make sure you’re comfortable that the source that you’re sharing is credible. Because ultimately it reflects back on your professional brand if you’re sharing and content that doesn’t carry sufficient authority. These would really be my my main tips.

Aoife Noone 23:12
Okay, so we’ve been thinking a lot about how to get brands, the attention that they need in order to grow. But what about personal brands? I mean, personally, I want to be seen as much as a brand wants to be seen. So what can individuals do to also attract the right attention to their profile, especially on LinkedIn, let’s focus on LinkedIn.

Carlota Pico 23:32
That’s a really good question, Carlota, because I think as we mentioned earlier, more people are on the platform, but equally, a lot of people are probably sitting there going, I’m not sure how to do this. So I would say firstly, if you see a piece of content that you like, and you found useful, interesting, then it’s great that you’ve viewed it but in order to give that piece of content a maximum chance of being seen and serve other people, do take a second to like it and also from your own perspective, it’s great if you actually take a few moments to even comment on that piece of content. Because that gives you as a user on LinkedIn the opportunity also to be seen. And because when you do take the time to leave a well crafted comment on someone else’s posts that demonstrates your expertise in the field that you want to be known for, well, then that is going to help drive views to your profile, which again, can help build your network in terms of people reaching out to you practically wanting to connect with you. So there’s definitely a win win there by participating and being active in how you engage on LinkedIn.

Okay, excellent. So basically moral of the story, comment on posts, and that will also drive traffic to your personal profile.

Aoife Noone 24:45

Carlota Pico 24:47
Excellent. I’ll keep that in mind for my LinkedIn activity. Okay, I do want to talk a little bit about how you would respond to the haters of this world, how would you advise brands and people to respond to negative comments on their social media accounts. What should a brand do? Do you have any like practical examples of what you’ve seen done already?

Aoife Noone 26:09
So it’s an example from the UK. So apologies to our international audience who may not get this as easily. It was an example surrounding a brand called Yorkshire Tea. And for those not in the UK, tea is a big thing in the UK and Yorkshire Tea is one of the biggest tea brands. And it started off with quite an innocent tweet from the chancellor. And so a Member of Parliament had tweeted a photo with a big bag of Yorkshire Tea, saying he was making a brew for the team. So he thought he was just putting out there very innocent tweets, showing that he was a team player making cups of tea for his team. Little did he know it was going to turn into a Twitter storm. And it basically turned into this Twitter storm because people have got high emotions around politics, particularly during the COVID crisis. And it led to a massive Twitter conversation around people’s disgruntlement around certain government policies. And Yorkshire Tea because it was featured in the photo but not tagged in the post got brought into the conversation. So as a brand, they were in a very tricky position because unwittingly they have been brought into a Twitter storm, which was very negative and very emotive in terms of how people were playing those conversations on Twitter. And I’m calling this out because I think it really shows how a brand’s can respond to the situation in a very clever way and also be true to their brands. And so basically Yorkshire Tea, they replied very nicely saying, you know, this was not brand promotion on our behalf you know, we’re really happy to see the chancellor consuming our tea but we were not part of this. When that didn’t dumb down the Twitter storm. They actually ended up replying to one particular tweeter got very outraged. And after being nice and calm and polite and all the rest of it, I thought it was so funny that the community manager replied in the end with a tweet that said, he addressed the tweeter who was called Sue. They said, Sue, you’re shouting at tea. And it was trying to try and make the person realize how out of proportion their behavior was because they were having this political rant at a tea brand. And I think also what I loved about this story was so many people on Twitter backed up the brand, and they were saying to these people who are going crazy, you know, calm down, you know, this, this is a tea brand and what are you doing? So I found that an incredible story. And I think you know, from a brand mentions perspective, I think the brand mentioned spiked to some like 175,000 on Twitter. And so if anyone is interested to actually see what the creators and what the responses look like, it’s featured on my LinkedIn profile under my previous activity, but I just thought that was a wonderful example of a brand dealing with a PR crisis.

Yeah, no, definitely. I agree. Thank you for bringing that to our attention. It’s a great story and a great example. Okay, and now moving into one of our last questions of today’s interview. Do you have any practical examples of campaigns or projects that you’ve led, or that you’ve seen done across your social media channels that have just really resonated with you?

Carlota Pico 29:27
Sure, yeah. So I suppose one example I wanted to highlight is, and again, it just brings to life some of the points we discussed earlier, was when I was working with a client who was putting out regular video content on their social channels in the b2c Financial Services space. And a lot of time went in from the clients perspective in producing these videos, a lot of thought in terms of the content. But the problem that came through it was the videos, it was felt they weren’t performing as well on social as what they would have expected. And that was despite investment in paid social. And what I found, when I looked at what they had been doing was a couple of things. One was the videos were without subtitles, and I think we all know, now that is a must have, partly because on certain social platforms, videos will play as automatically muted. And also, depending where people are, they’re not in a position to have sound on. So subtitles are a must have. And secondly, what I found was a lot of the videos were quite long. And that kind of goes into my third point was that typically, if you like the hook, or the really most valuable piece of of the story that they were producing, would be at the end of the video. But if most people were not getting to the end of the video, then we’re never going to get to that piece of content. So it was sharing that best practice around how do you front load the hook of your story? And I’m sure this will resonate with content marketers everywhere is thinking about how do you craft your video content so that you’re giving enough of a hook up front, so people are going to stick around, and that you’re doing it in a way that obviously works for how that piece of content is going to unfold. And once we made those changes to the content, it did have a massive increase on the performance of the content. There are best practices that other content marketers could could hopefully benefit from.

Aoife Noone 31:28
Okay, Aoife, and to finish up today’s interview, I’m going to ask you about the future of social companies are expected to spend $120 billion in digital marketing by 2021. So that’s right around the corner, Aoife. And obviously, a big chunk of this will be spent on social networks. So with that in mind, what do you think the future of social media will look like?

That’s a really interesting question. And I think anyone trying to predict the future now it’s immensely difficult because nobody could have anticipated how this year was going to unfold. But what I can say is, I think the increases we’ve seen in spend on social media, I definitely think they’re here to stay. So to put that in some context for you, according to the CMO survey, published in June, social media spend on paid social reached an all time high of 23% of total marketing budgets, compared to previously it was running at about 13%. Now, obviously, that spend level varies a lot by sector etc. But it just gives you an insight into the massive increase we’ve seen in terms of investment and social channels, and partly because of traditional advertising and other marketing outlets not being as suitable during this pandemic. But I definitely believe that once marketers see the value they’re getting from social over and above purely seeing it as a channel that drives leads and sales as additional value points we’ve touched on, that increased investment is definitely here to stay. Combined with that it’s being driven by the fact that we are seeing people spending more time on social platforms, their choice of social platforms we’ve got has grown. I’m not going to start talking about TikTok, but obviously, that’s on everyone’s lips. So I think those two dynamics together has really cemented the place of social in terms of being a very, very important channel for marketers. And I think I’d also like to touch on the role of individuals and of employees in social as well because I think we all know about the demise of organic social but I think also with this pandemic, what we’ve seen is the huge importance of that human to human connectivity, and really humanization of brands. And I think in my view, one of the most powerful ways in which brands can do that is by really enabling their employees to be the voice of the brand on social and to be able to share messages, content, etc. That helps them promote their brands, but they’re doing it in the words of the employee. And one of the other reasons I say that is so important and powerful is that we know when it comes to trust, people trust people more than they do faces, corporate brands, that kind of seems just intuitive to us. But it’s certainly backed up by the data, saying, I think it’s the Edelman trust barometer COVID report from 2020, its actually said that people trust industry experts and people like themselves much more so. To the tune of 60% and 59%, respectively. And so it goes without saying that brands should really be enabling and training their employees to be more present on social.

Okay, I would add from my personal experience, I look at social more as an event. Like when I go to an event, I go to several different booths right, I go to one booth to get information from about x y z sector, x y z brand, I go to a different booths to meet x y z type of personality type of person, then I go to a networking event in the to socialize and make new friends. So like social for me is kind of like an event. You can go to different channels and pick up different information, make new friends, network with different types of people also learn from the influencers and stuff like that. It’s not just a sales tool. It is much more of a community, right? You’re talking to a comedian, from that comedian. You can gain valuable insight, you can make new friends, you can make new connections. There’s just so much to social.

Absolutely. That’s really a really good analogy. I think, you know, I think it’s a really exciting time. So you know, watch this space, as we like to say,

Definitely. Well, Aoife, thank you so much for joining us on The Content Mix. It was awesome to meet you and to pick your brain on social and with social media and sales for the future.

Thank you so much for having me. It was a pleasure to be here.

The pleasure has been mine. And to everybody listening in today, thank you for joining us on the content mix. For more perspectives on the content marketing industry in Europe, check out The Content Mix. We’ll be releasing interviews just like this one every week. So keep on tuning in. And thanks again. Have a fabulous day and I’ll see you next time. Bye.

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