178. LinkedIn Ads For B2B: How To Scale Fast (On A Low Budget!) – with Joshua Stout
If you’ve been thinking about using Linkedin ads but you’re worried about it costing too much or worse – wasting money – then listen up ’cause it’s not every day that you get to hang out with a LinkedIn Top Voice all about LinkedIn Ad strategies!
If you’ve been active on LinkedIn at all recently then you’ve heard a lot about the need to post content regularly and engage with the platform – but that can be super time consuming.
So the question we’re taking a look at is: Could linkedIn ads be a good solution for your business to get your message in front of exactly the right audience – and get your business to stand out from your competition?
Get ready for a great discussion with Joshua Stout, Director of Advertising at Influent Social, and maybe one of the most prominent LinkedIn Ads experts.
Josh walked us through his strategies for running a successful Linkedin campaign even if you’re a little guy.
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Transcript:
Joshua Stout:
You already have an audience that knows who you are, they know your brand, they know your messaging and they’re already much higher in the process of wanting to enroll, versus just a cold audience or people that just saw you, maybe once or twice. So it’s a way to engage your cold audience and then stay in front of them with the post that you think is most beneficial for them to hear and ultimately have the audience to use for whatever you want.
Brad Powell:
Welcome to the Standout Business Show, where it’s all about making a bigger difference by doing business differently. I’m Brad Powell, your Standout Business Coach, and for our show today. If you’ve been thinking about using LinkedIn ads, but you’re worried about maybe it costs too much or, worse, it’s going to waste your money, then I want you to listen up, because the question we’re going to take a look at is could LinkedIn ads be a good solution for your business to get your message in front of exactly the right audience and get your business to get your message in front of exactly the right audience and get your business to stand out from your competition? So get ready for a great discussion with Joshua Stout. He’s the director of advertising at Influence Social and he may be one of the most prominent LinkedIn ad experts that we could get a hold of. So stay tuned, because Josh is going to talk. He’s going to walk us through his strategies for running a successful LinkedIn campaign, even if you’re a little guy. And with that, let’s start the show.
Brad Powell:
Before we get started, I want to announce that, after three years and over 160 interviews on this show, I’ve just created a self-assessment tool that I’m calling the Standout Business Scorecard. The scorecard lets you rank yourself on how much your business stands out and will give you personalized recommendations based on your score from several of my past guests. So to find out your standout business score, just go to awesomevideomakerscom slash scorecard. I’ll say that again awesomevideomakerscom forward slash scorecard. It’s quick, it’s free and you can thank me later. And now back to the show. All right, joshua, welcome to the show.
Joshua Stout:
Thank you. Thank you, I’m happy to be here.
Brad Powell:
Yeah, so to start us off, let’s take a sort of a big picture. Look at LinkedIn ads and LinkedIn ad space. There’ve been some pretty interesting updates and changes that have come down the pike. One of the most prominent that I know about is the ability to thought leadership type of ads, and so part of the approach that I’d like to take is for the folks who are they’re running their own business and what they’re feeling like is not only do they want to get their message out, but they want to humanize the business.
Brad Powell:
Linkedin is actually a great place to be a human instead of a corporation, because the whole look and feel of LinkedIn has been very corporate, and so one of the ways that you can stand apart and be quite unique on the platform is to just show up and be a person, and now that you can do these thought leadership ads, you can take anything that you’ve done in the past, particularly if it’s a video, and turn it around, boost it, kind of the way you could do it on Facebook, and turn it into an ad campaign. That is now putting you like you, the person in front of exactly the target audience you want to reach. So give me a little bit of your perspective of like. You’ve been doing this for a while. You’ve seen sort of a shift in both the platform in terms of its features, but also in the desire of people who are thinking about doing ad campaigns.
Joshua Stout:
Yeah, yeah, it’s been quite an evolution. Watching how Farlington has come. I think even a few years ago, pre-covid, a lot of people still considered it a job platform. You know, you go on, you look for jobs. Recruiters were using it a lot to find talent for businesses. But after COVID there was a paradigm shift of really kind of like what it was as a go-to platform in the professional space, and the reason for that was people couldn’t go to conferences, they couldn’t go door to door, they couldn’t go to events, you couldn’t network your business in person anymore. And so LinkedIn was sitting there waiting for everybody and they said, hey, we’ve been more than a recruiting platform. We capabilities of their ad platform and then the best practices on how to use the platform to brand yourself, brand your company and get new business. Specifically, I mean, even the whole idea of really promoting thought leader posts is pretty recent. You know, back when I started really focusing on LinkedIn ads about five, six years ago, it was still company-based and you run ads from your company page. We’d always recommend posting on your company page. That was the important part.
Joshua Stout:
But, just like you’re saying, there again has been a shift, because it is hard to trust companies. There is a lot of competitiveness out there. There’s a lot of competitors for people to choose from, and if you’re not able to establish the right trust and credibility, people aren’t going to choose you. So when it comes to thought leadership, you have to consider that there’s some main components there that are lacking outside of your ad campaigns. And what it is is that people trust people. It’s much easier to trust the voice of somebody or an expert at a company than just to trust that a company is saying that they’re the best. Every company is going to what makes them the best. It’s much easier to influence the prospects that are considering that as a service or an offer.
Joshua Stout:
And the other part is brand equity. When people are posting and they’re sharing their expertise and they’re establishing these thought leader posts, you’re building a lot of brand equity. And once you even get to ad campaigns or you’re running ad campaigns, you can’t ask for that direct, close or direct call to action without having that brand equity out on the market. So the best way to utilize it is one yes post about your expertise. Absolutely Never worry about likes or engagement posts.
Joshua Stout:
Whenever you see the amount of impressions you’re getting, understand that those are people seeing what your posts are. Now, the way that you enhance that and I think this is more specifically to your question, brad is through an ad campaign. So you can boost it. You can boost it from your company page, but don’t just do that, don’t just boost it. Go into your campaign manager and put a campaign to specifically target the ICP that you want, and then also, what that’ll make sure to do is, as people engage with your post, you can then retarget them later, and that’s how you’re going to maximize your efforts, get people interested and ensure they stay in your bucket so that you can then hit them with additional ads that are going to build that trust and credibility.
Brad Powell:
Yeah, Okay. Well, let’s talk about that in a little more detail from the point of view of, let’s say, someone. I could use myself as an example. Like, I have a ton of video content. I’ve been making video content on LinkedIn for I don’t know how long, but ever since I could like. The moment they allowed live streaming, I signed up for it and I got in really early and so I’ve got this really big archive of this kind of content like a live production. But I also have, ever since they have sort of shortened and shrunk and now they have a short forms feed that’s separate.
Brad Powell:
I’ve been making lots of short form content.
Brad Powell:
So I have an archive of stuff any which could be turned into an ad and because it’s on my profile, it could be turned into a thought leader ad.
Brad Powell:
So if I want to set up a campaign, that number one positions me as the authority for what I do and showcases some of the expertise that I have and is also just genuinely helpful to the people who I want to serve.
Brad Powell:
But then I also want to build like a group of people so that when I’m ready to make an offer, when I have something to invite them to, in this case. Let’s say, like later this month, I’m doing a webinar, so my overall goal is I want a whole bunch of people to attend this masterclass that I’m doing, and so I want to build a campaign that will ultimately drive folks to have the desire to come to my masterclass and feel like, oh, this is totally for me. So how would you design and I think this is a typical thing for lots of people who are doing any kind of online marketing this is the kind of path or funnel or customer journey they’re wanting to build. So what would you advise to them in terms of how they would structure a campaign so that they would get the outcome that they’re looking for?
Joshua Stout:
There’s different approaches here, and I think this play specifically is the brand play right Really solidifying your brand in front of the target audience, or ICP, that you know would be interested in hearing about you and getting your recognition out there, but then also ensuring you’re using those same kind of posts to stay in front of those people, and I’ll discuss why here in a second. But you know you said two really strong things in this podcast already which LinkedIn is completely bullish on right now, and you will see them promoting this with their own budget when they see these posts coming out. Is that? You know, brad, I think that you believed in Netflix as soon as it came out, right? You knew Blockbuster was like heading out the door, because that’s what video is now, and you’ll see them really talking about how thought leader is the way and how videos are the best medium to use. And it makes sense, right? We have shorter and shorter attention spans. I said this just the other day in another podcast that I am equally guilty of this those shorter and shorter videos and I’m scrolling through them and I’m just consuming doom scrolling, I think they called it, but I’m part of that. We have short attention spans and you have to appeal to people.
Joshua Stout:
So, very specifically, the way that you would want to build out a campaign like this because you want to retain those people that are engaging. So, at a very specific level, when you go into campaign manager, you set up a campaign with the engagement objective. What that means is when you build your audience of the people that you know make up your either total addressable market or specifically your ICP. Those are the people that you’re promoting your content to and engagement says I want the people that engage with ads right, that engage with posts. That means that likes, comments, shares, any kind of engagement you get with it. That’s the people it’s going to target in your market. As you get that engagement, you want to make sure that you go to your audiences on the campaign manager and set up an audience for single image interactions. So that means that anybody that interacts with that post or any of the posts and I say one post, but you obviously want to put multiple posts in there.
Joshua Stout:
If you’re using it top of funnel cold audience, you’re building it in the platform probably five to 10 posts you want to include in there and then when you build that matched audience anyone that engages with those posts they’re going to go into that audience.
Joshua Stout:
You then want to use those posts again to retarget that same audience. So what this is doing it’s solidifying you and your brand as an expert in their minds. And when you are ready like you have an event coming up you already have an audience that knows who you are, they know your brand, they know your messaging and they’re already much higher in the process of wanting to enroll to go to an event like that, versus just a cold audience or people that just saw you maybe once or twice, right? So it’s a way to engage your cold audience and then stay in front of them with the post that you think is most beneficial for them to hear and ultimately have the audience to use for whatever you want Now keep in mind for, like a regular, intent driven ad campaign. There’s additional strategies you want to use with that, but in this play that you’re talking about specifically, it’s about building your brand, solidifying that in their minds and keeping the audience available for anything else you might want to send them to.
Brad Powell:
Okay, I just want to underline a couple of things. You said, so that people who are totally new will go oh yeah, okay, I got it now. So main thing I heard was this engagement, and I know that, like when you’re doing a thought leader type of post, you only have two types of objectives One is brand awareness and one is engagement. So the idea here is you pick engagement, and what that does tell me, if I’m wrong, is that now the algorithm is going to put your content in front of people like continually, who are engaging, looking, hunting for people who do something like, react to it in some way. They either click more to read the post, or they click like, or they do whatever they do, and that’s just a signal that oh, here’s a person who is interested in this content. So we want to show this kind of person more of this kind of stuff.
Joshua Stout:
That’s exactly right. So I think a lot of people read too deep into like how algorithm optimizes. But what you’re saying is exactly right. It’s looking for people. If they’ve engaged with posts in the past, they’re most likely to engage with your posts now, and so they want to show them your ad to get them to engage, or your post, excuse me, to get them to engage with it.
Brad Powell:
Right, and so, and the other thing I heard which is really interesting is that instead of just throwing up a single type of post or whatever as as your ad, you put in a group of them, like maybe as many as 10 within a single campaign, and those will, I guess, go in a kind of rotation. Is that right?
Joshua Stout:
Yes, exactly.
Brad Powell:
Okay, so now a single person who you’ve targeted in your audience might see more than one of the ads from these campaigns and they’ll go. Oh, I saw this person and I say them again, like in that campaign that you’re running for however long they may see a few pieces of content instead of seeing the same thing multiple times.
Joshua Stout:
Right and where the real differentiator is is when it’s your cold audience, top of funnel, when you put people in that don’t know about you. You’re going to use that data to optimize which posts get the most engagement and you need statistical significance so you let those run for three to four weeks. You say which of these posts, when people see it once or maybe two different posts which posts are they engaging with? Because keep in mind bigger audience, cold audience they’re only going to see one or two of these posts. So you’re using that for data purposes.
Joshua Stout:
Start stopping the posts that aren’t getting as much engagement, top of funnel or in your cold audience. When you retarget that matched audience and again use your posts, use engagement objective again for your retargeting audience. Now you’re still going to use five to 10 posts, but now they’re going to see these different posts all the time. Consider this your cold audience. It’s to optimize for which posts resonate the most with your target audience and you’re going to use that data to kind of whittle down to the maybe two, three or four that are most effective. But in that retargeting audience you’re going to keep all 10. And that means every month they’re probably going to see three to five different posts from you. So you want that variation of your different content to keep them engaged and really establish your expertise.
Brad Powell:
Oh, that’s so interesting, all right, well, let’s go back Now. One thing that you mentioned very early on in our conversation was ICP. Yeah, and for those that don’t know, that’s ideal client persona or customer persona Is that.
Joshua Stout:
Yeah.
Brad Powell:
Ideal customer profile, the profile. Okay, there we go, and so when I’m again like starting from scratch and I’m going on the platform, there are a lot of choices in terms of how to pick who you want to put your campaign in front of the content you’re posting. So talk a little bit about that, and what are the choices that people have when they’re choosing this sort of narrowing down and getting a niche audience that is much more accustomed to who would be a good fit for the content that they’re making?
Joshua Stout:
Yeah, absolutely. You know, one of the most powerful things about LinkedIn is the targeting right. It’s the professional filters that you can use. So it’s already the most up-to-date professional network in the world, so it has the best data when it comes to professionals. And then it gives you professional filters like no other platform has to be able to target with. So you can get as granular as possible with who you want to target.
Joshua Stout:
Now the reason I kind of differentiate your total addressable market from your ICP is you can put in everybody Right. So let’s say, for me, I think that SAS IT services, business services and consulting and marketing agencies is all the different industries that I want to target, anywhere from manager to CEO. That’s not focused. Now I could target all of them and run general types of posts and content and in fact I can look at the data a month later and see who engages the most to figure out my most active audience on LinkedIn and who in the market is currently the most interested in my type of services. But you might already have that data or your posts already might be geared to a specific ICP within all the different you know total addressable market that you can target, in which case. Again, you can drill that down. So I know that SaaS right now is a heavy need for advertising services on LinkedIn, so that’s a good industry for me to target.
Joshua Stout:
So I’m specifically going to target computer software and software development and I might specifically target the executives at companies between you know, two to 200. And then maybe I’ll even put in like a revenue target for where I want those companies to be. So you can get as granular as you want. If you already know that your content is going to resonate more with the specific industry or specific target audience, put them in. If you want to start broader and figure out, hey, who’s going to engage with this the most, you can do that as well. Let it run for a month. Go to your demographics, break it down by different industries, job titles, job seniority, job functions, company sizes and see who’s engaging the most. You can then edit that campaign to specifically target that audience. Because if you’re going to put a little bit of money behind this and it doesn’t have to be a lot if you’re going to put some money behind it, target the people that are most interested in what you’re saying right now.
Brad Powell:
Yeah right, all right. So when it comes to retargeting, does LinkedIn, when LinkedIn is storing things like how many people engage with this, how many, how many video views did a video get? That kind of thing is that? And the same thing with like website visits? Is that data coming just from the ads that you’re posting? Like? They saw this ad and they engaged with this ad, but not any of the previous content Like? Is it only the ad reaction that’s being measured, or do they also store and measure just the broad amount of content, the organic content that you’re also posting?
Joshua Stout:
So it’s only engagement with the ads once you’re running those ads. Keep in mind, though, that anything on LinkedIn is retroactive, so it goes back 365 days. So if you ran, you know if you promoted your thought leader ads three months ago, you can still get that data on anybody that clicked like or comment or share, and you can still retarget them. The only one that’s not retroactive is website visits, and remember that website visits picks up people from other sources as well, so could have just been referral based. People found you some other way. Maybe you’re in Google or some other channel. Your website visits will pick them up, but you have to have the matched audience built in the platform. So make sure your insight tags installed on your website, make sure your website visits audience are built so it’s collecting data.
Joshua Stout:
Outside of that, your company page visits your single image interactions, and you can pick what percentage of a video people watch. I like to make sure there’s some intent there. So, depending on the length of the video let’s say it’s a minute I’d probably use either 50 or 75% or higher. Let’s say it’s less, like 30 seconds I’d probably only use like 97% or higher. But regardless, all that’s retroactive, the only one that you want to make sure you have in right now is website visits, and you can use the others you know as you see fit, kind of like. For me, the best practices is website visits, company page visits and anyone who interacted with the ads, whether they clicked on you know a regular post post or they watched a certain amount of a video.
Brad Powell:
Right. Okay, but you can combine these. If you’re doing a single campaign, I could target all of those. Is that right?
Joshua Stout:
Absolutely. So, yeah, you can put as many as you want. I also suggest putting so I build multiple matched audiences. You look at my matched audience list. It looks ridiculous but I like to have enough there to be prepared if I want to use it in a certain way. So 30, 60, 90, and 100 day audiences.
Joshua Stout:
Maybe you have a webinar coming up. Okay, 160 days right, if it was on platform, you can go back 365 days. Website visits only goes back 180. Or maybe you have a campaign and you’re doing some kind of trial for your offer something and you want to hit a hot, warm audience. I might use the 30-day visits, but when you build that campaign, you simply or them in there Website visits or company page or image interactions or video views, and it’s going to include them all within that target audience. You can even get really granular if you want to. If you want people to only visit certain pages, or, let’s say, you want to retarget your Google traffic, you can set up the parameters to do that and you can get as granular as you want with it. So you can use them all. You can get very specific. There’s just a ton of different ways that you can get creative with your matched audiences.
Brad Powell:
Yeah, that’s cool. Well, I’m just wondering. Okay, so for the ongoing, like, if we look at the long-term picture of this, it sounds like one of the keys here is that you should always have some kind of ad running. Whatever that is Like, it would be a good practice Tell me if this is a good idea a good practice to have the maybe top of funnel campaign with 10 different pieces of content in that campaign and just keep it running, even at a low budget, because that’s always going to be picking up new people and going into one of these matched audiences that you can then retarget when you need to.
Joshua Stout:
That’s exactly right, and this is something I think is overlooked even by other LinkedIn professionals that I’ve had this conversation with, or even just general marketing professionals, because everyone thinks that they know where your budget should be spent. Right, it should be spent on SEO. It should be spent on your website you know there’s a million places that you could spend your budget, but this is an easy way to spend low budget and make sure that you’re not only getting consistent brand awareness and post engagement, but the data. The data you’re getting and, if you’re, you have that consistently running. At any point you can go assess the data and see where that shift in the market has been that you’re getting the most interactions from. So I think that in and of itself, is very important and helps with how you might want to create your content or or ads. If you’re doing ads, because you know a certain segment is engaging the most, start tailoring some content for them, right? But that’s something you can have continuously going, continuously adding to that funnel and just kind of slow burn.
Brad Powell:
So you get the data, you get the engagement and you continue building matched audiences for whatever you might need them for. Yeah, I think just the value of knowing what’s interesting to your people. We’re constantly needing to learn from our audience, learn from our ideal customers out there. They are the ones who have their own desires and their own desired outcome and the thing that they’re trying to go for and the thing that they’re struggling with, and they will tell you, based on their response to how you’re speaking to them and if you’re saying something to them that is a complete miss. Well, using these tools, you’re gonna know fairly quickly that, okay, let’s not do this kind of thing anymore, let’s lean over here, because clearly this is what’s getting the better response.
Joshua Stout:
Absolutely 100%, and I even say that for ad campaigns, and even if it’s a low budget ad campaign, you know you use a variation of pain points and benefits to appeal to people. They’ll tell you what’s most interesting to them. You, you might think that you know right, but every company out there is also a lot of times putting these like regular pain points and benefits on how their service helps. But it’s the audience that will tell you what they’re actually interested in and what’s grabbing their attention. So, whether you’re using that for your thought leadership posts to continue making content that’s most relevant right now, because it might be different in a month or two, things change, the market changes, people’s needs and wants changes, but you’ll see what’s relevant now and be able to continue optimizing, creating more for that Same on the ads campaign, you’ll see what kind of benefits resonate the most with people and then you’ll be able to optimize for that. And so that’s such a big key part to running these campaigns, as well as just staying on top of what’s relevant.
Brad Powell:
Yeah, Okay. Well, last question when you’re talking about a low budget, what does that actually look like? What is, what’s the parameters for a low budget?
Joshua Stout:
Yeah. So I’d say in an example like we were talking about, just kind of like a slow burn to keep out there, low budget is 300 bucks. You can run a budget as low as 300 a month. Now, typically, if I say low budget for like an ad campaign, because I do like to if you’re doing Thought Leader, we can run that in tandem with an ad campaign. To me that’s the most powerful combination Because then you’re covering the aspect of the company selling its services and promoting its services along with the experts and you know probably a low budget around there is like $1,500 to $2,000. Overall $1,000 to $1,500, you can still put a funnel into place that can be effective for you. So it just depends on what you’re trying to do and what your goal is. Ultimately, even with the $1,000, you can have a top of funnel thought leadership campaign running and you can have a retargeting thought leadership campaign running, so really solidifying your brand in front of these people. So it doesn’t have to be too expensive to get a lot of value from it.
Brad Powell:
That’s great, that’s awesome, that’s actually really accessible for just about any business. It’s sort of you know, here’s the here’s. The advice here is that if you’re not doing this, what are you thinking Like this? First of all, I just want to, you know, put like get on the softbox for LinkedIn a little bit. Linkedin is where exactly your ideal right fit people are there. This is where the business world is hanging out, Especially if you’re a B2B, if you’re doing any kind of service that is for a business, you really want to engage on LinkedIn. However, the idea of doing it all organically, man, like who is going to do that? Like who signed up to get on there every day and like answer Like. I see people who are in this mode of they’re doing great, Like it appears like they’re doing great, they post stuff and they get 500 comments on a single post, you know, but but half of those comments are them replying which.
Brad Powell:
I don’t know how many hours it takes for them to sit there and do all of that, you know, or how how much of their day is spent. Oh, I got to reply again, you know. All of a sudden, it’s like this, this interrupt pattern, interrupt all day long. It’s like when do they get any work done and when do they actually do the thing that they do? And so it makes me wonder and marvel and it’s like, oh, who has time for that? And not just the time. It’s like who wants? Like, this isn’t the business that I wanted to be in. So using campaigns like this for a mere like the minimum of, let’s say, $1,500 a month, oh my gosh, like what the heck? If you have a service and your lifetime value for customers in tens of thousands of dollars or more, why wouldn’t you be doing this?
Joshua Stout:
100%. That’s exactly right. And yeah, and you’re right, it’s like a full-time job writing posts, writing content. You have to respond to other people’s posts and respond to comments people’s posts and respond to comments on your own posts. That can be a full-time job and it’s a lot. So one is you can set up a method to try to promote it and keep it burning there with the posts that you do put semi-regularly. And two, it’s something that a lot of times nowadays is getting passed either to the marketing team or third-party agencies and it’s still authentic because typically they’re based on interviews with them and they can take those interviews, break that down into content in their voice, get them to sign off on it. So that’s one approach. Or the other approach is you try to put in the time, when and where you can, along with your other responsibilities, but you try to make them as impactful as possible.
Brad Powell:
Yeah, I’m a big believer in that. I actually feel like if you’re an expert, the thing that you want to be doing is showcasing your expertise, but you do not want to become a content creator.
Joshua Stout:
Right.
Brad Powell:
So do the thing that you do like consult with people and whether you do it from a stage or you do it on a podcast or you simply just do it one on one with your client Record, that record your side of those those kinds of presentations and turn that into what we’re talking about today. Turn that into thought leadership ads.
Joshua Stout:
Exactly.
Brad Powell:
Yeah, and you’re done. Like that’s, like you’re not having to do an extra job, you’re doing the thing that you’re here to do. And now you can take advantage of these tools to just amplify the showcasing of how good you are at what you do.
Joshua Stout:
Yeah, exactly.
Brad Powell:
All right. Well, this has been really cool conversation. I could talk quite a bit longer about this.
Joshua Stout:
Oh, me too I usually have to censor myself, because I usually can’t stop talking.
Brad Powell:
Right. So if people are inspired and they’re going, ok, I’m interested in this, but I want help and this Joshua guy with the cool hat seems like a good guy to talk to. How would they best reach out to you? Like a good guy to talk to? How would they best reach out to you?
Joshua Stout:
Yeah, so the best way it will there’s. There’s three different ways. So you can find me on LinkedIn. I shoot me a connection request. Just look me up, joshua Stout. You should find me and my my picture on there. So shoot me a DM, connect with me. The other way is you can shoot me an email, joshatinfentco. Or, of course, visit our website, go to the advertising tab and schedule a call with me, happy to give advice free of charge. Schedule a call, shoot me a message, happy to give you my thoughts and, of course, if it is something that you might be looking for help in or need a partner to help you do the creative and post and come up with strategies around your content, we can help with that as well. So either reach out on LinkedIn, shoot me an email or go to our website and schedule a call.
Brad Powell:
Well, I’ll make sure that links to all your stuff are in the show notes and, josh, thank you so much for coming on today. This has been fantastic.
Joshua Stout:
Yeah, it was my pleasure. I was really excited to be here. I’m happy we got to talk some LinkedIn with people.