UGC in Social Ads

it's a pleasure to be here in front of all of you today and thank you everyone for coming out once again thank you to all of the event sponsors this event is an awesome event and a great opportunity to network and learn about the inner workings of social media and what the latest trends are which leads me into my presentation uncovering ugc now because we're going to be stuck in this lecture

theater for the next 45 minutes or so together let me put your stranger danger fears to rest and properly introduce myself and give you a bit of a rundown of my experience so i actually graduated uni right here at unisa in 2016.

i was sitting exactly where all of you are sitting right now after i graduated i kind of went straight into freelancing social media marketing for a few years and i would pitch my ideas to any small business that would listen to a fresh-based uni graduate not so fresh-faced in that picture actually but um and believe it or not back then not many businesses really adopted the idea of social media marketing it

was still a little bit of a foreign concept so after earning my digital marketing stripes so to speak i was invited out to facebook and instagram hq where i took a tour of the facilities and of course i had to get the perfect instagram shot literally um and then returning from that trip i felt really inspired by the way that social media marketing industry was moving which is when i co-founded filtered

creative agency with one of my best friends who's in the room right now and we haven't looked back since and in the few years since then we have worked with some of australia's leading brands and businesses doing content campaigns social media marketing campaigns and a variety of other things you might recognize some of them from the list above so they always say that when you start a presentation you should break the

ice with your audience and start with a joke now i can hear the sighs already um so when preparing for this presentation i thought what joke could i possibly tell a group of smart marketers and business owners and i really pondered about this for a while and like any rational marker would do i thought i've gotta i'm gonna split test them on facebook now the issue is i didn't run any paid

traffic to the post so nobody saw it okay got some laughs that's a good start that wasn't actually the joke though that's that's the state of reality that we live in as social media markets so anyway i digress uh the joke because i know you're dying to hear it why do marketers love driving in peak hour why because we love the traffic and everyone laughs that's a good one all right so

anyway let's dive in so what can you expect from this presentation well this presentation is titled uncovering ugc how you can expand your reach and awareness generate leads and sales all while celebrating the most important element of your brand and that is your customers and if you stick with me throughout this presentation and if you've taken notes here's what you can expect to learn so i'm going to be covering what ugc

is and the reason for its meteoric rise in popularity over the past few years also the current state of social media marketing and consumer mindset the best-case industry standard ugc examples so we're going to be running through a few of those as well as why it's important to consider ugc for your brand or business and i'll also run through the anatomy of a high-performing ugc campaign which is my collaboration with canva

plus if you stick with me right to the end i promise i have a secret surprise for you and it's worth hanging around for it's not a seven page ebook that you have to put in all of your details in your firstborn task so the state of social media marketing let's take a macro view of this before we dive into what utc is now now more than ever there are more brands

businesses and consumers online all fighting to cut through the noise which means it can be hard for your brand or businesses message to really cut through now i like to liken it like this where's wally picture because if anyone can find wally i'll give you my bottle of wine um it's hard to cut through in short and as digital marketers it's really our job to stay on top of the latest trends

as damien mentioned and we really need to stay on top of these trends and know what converts so that we can apply them to our campaigns or our clients campaigns so i like to refer to the digital marketing mantra as digital marketers live or die by the swipe and that's pretty grim but it's the truth so now one trend that has grown in tremendous popularity is the topic of this whole presentation

and that is ugc and the reason for this is because of the rise of video platforms and these things in your pocket these advances in smartphone technology so throughout this uh presentation i'm going to be asking you all for a small favor and that is i'm not going to be calling anybody up on stage to be hypnotized or anything like that all i need is if i ask you a question and

this applies to you or you can relate just simply raise your hand so let's give this a test run now who has heard of ugc before raising hand awesome who has actually implemented ugc in a campaign before raise your hand cool all right test run successful so what the heck is ugc well for those of you that didn't raise your hand don't worry because by the end of this you're going to

be a ugc pro regardless so ugc is any form of content that's created by users and consumers about a brand or a product so what this means is it's not created by a brand paid for by brand and it definitely doesn't look like a branded piece of content what it does look like is a real consumer's opinion about a brand or their product or service offering you can kind of think of

it like the digital word of mouth now the reason that this is so important is because e-consumers are more savvy than they ever have been and what do i mean by that well we can have covert to thank because while people were stuck in lockdown they were busy scrolling through their phones being exposed to branded pieces of content being exposed to branded campaigns and unfortunately for us learning the inner workings of

the marketing and advertising industry so they know all of our tech tips and tricks now it's not all doom and gloom though because there was also a positive mindset shift towards e-commerce during this time period and in 2020 more australians shot online than ever before with around four in five households making a purchase which is massive if you think about it and this in turn led to the asia pacific region becoming

one of the fastest growing ecommerce regions in the world um and when you consider that 18 million us australians are now active social media users and check their accounts at least once per day it shouldn't be too hard to start to see that there is a huge opportunity here already so on any given day 350 million photos uploaded to facebook 95 million photos and videos i've shared on instagram and over 500

million tweets are posted on twitter that's not including linkedin or tick tock so i really like the way that damien from stackler has kind of summarized this opportunity and that is billions of images are shared every day on social media and buried within them are the most authentic and relevant brand experiences that people crave and brands can't manufacture so i just want to repeat that because that's really important people crave and

brands can't manufacture so this presents marketers with an unprecedented opportunity to usher in a new era where brands market with people instead of marketing at them so again i just want to repeat that last bit where it says brands market with people instead of market at them so they're really the key two points to lock in right now and if you're taking notes this is what we're going to be discussing so

what do we do as marketers we follow the attention and obviously i couldn't give a social media presentation without including garyvee so there we go what does ugc actually look like well ugc is broken down primarily into five key categories which are photo content video content text content ar lenses and filters and social media native content so if you're taking notes just write jot those down because we're to dive into a

few more examples of what this actually looks like in the news feed in a second so let's start with the customer experience now i'm sure we've all seen these kinds of experiences popular on youtube before all of those fomo kind of experiences where you wish you were there that is a customer experience so airbnb does this really well um where they get where they encourage their users to post images and videos

of their stays and in turn it creates organic and viral content for other users to see to wander last over and want to stay there too so this is a pretty good example of that and then if we go to gopro with their beer hero campaign similarly they achieved the same thing however gopro showing how the product can be used and in what scenario so if you scroll through their feed it

looks like an extreme sports highlight reel and that's because it's supposed to it's supposed to give the end consumer the idea of okay this is how i can use the product awesome now moving on to product unboxings this is probably the most common ugc format for ecommerce and i'm sure we've all seen these kinds of our videos before pop up in our news feed where someone receives a product they open the

product they might try it on in this case as the woody and the woody is a really great example of this so if you scroll down tik tok feed the instagram feed it's people literally receiving their products trying them on so fluffy so comfy so warm amazing so another product that does this is royal essence co where they send out essentially bath bombs with jewelry in them and then they encourage all

of their customers to show the unboxing to check out the jewelry and yeah essentially as displayed here now reviews and testimonials this one isn't a new digital marketing concept by any means probably one of the oldest ones in the book but ugc testimonials hold far more weight and impact than traditional testimonials if this said john doe says this is the best dime tasting protein i've ever tasted people are like yeah yeah

i've seen this before but because these are tagged users of the product it holds far more weight and impact and they use video content as well as graphic content here so just before i move on to this next one quick show of hands who knew that happy way that hoodie and royal essence cover all south australian businesses awesome because we have some pretty amazing e-commerce and social media savvy businesses right here

in sa and i feel like we don't often get as much credit as some of the eastern states um so that's awesome to know that people understand that now this is probably in my opinion the most powerful form of utc and if some of you sitting out there right now or a brand or business i would think about how you can really encourage people to do this and this is hashtag challenges

now when i say challenges i'm not talking about hashtag food yum hashtag this is my dog i'm talking about challenges that relate to your brand and what do i mean by that well what you do is as a brand you want to encourage users to use your hashtag to participate in the challenge and give them an incentive to do so so a great example of this is apple with their hashtag shot

on iphone campaign now every time apple releases a new iphone device it'll encourage its users to use the hashtag shot on iphone to show how great the picture quality and video quality of the device is and in return they might just feature you on one of their billboards which is pretty cool if you're a budding amateur photographer or you're just a social media influencer right so in turn they collect a huge

array of photos of people using their hashtag increase brand awareness and ultimately drive sales which is the end goal so another brand that does this amazingly is coca-cola with their hashtag share a coke campaign so who has seen the share a coke with insert name before raise your hand right everyone so who's actually bought a coke for that reason because they saw their name okay well i have it's not framed in

my room so this is a really great campaign because it encourages virality so say that i have a friend or sam in this case and i see buy a coke with salmon even though i don't necessarily want that hope bottle i'll buy it for my friend or take a picture of it and send it to him and vice versa now this campaign was actually created by quote in sydney and for the

first time in a decade coke sales rose by a significant amount after this campaign and coca-cola global decided to take it on and then run it globally because it was so successful and speaking of viral content that brings me to my next topic which is viral trends so who's seen this starbucks trend before like when they're scrolling through social media so pretty hilarious if you haven't i highly recommend googling this after

my presentation but essentially to summarize what this trend is um i'm going to spell your relatively simple simple name horribly horribly wrong so um genius or madness i don't know you tell me but whether or not this was intended initially this turned out to be a fantastic campaign for brand awareness for starbucks and that's because when people receive their names spelled incorrectly they post the picture off and go how did they

spell will incorrectly they spelt it with an f like how do you do that um they also are sharing the brand awareness of the brands this has helped grow starbucks brand image and also increase their social media presence now this last trend this is one that i think is going to be huge for the future and right now there's not too many brands who are doing it correctly and that is ar

lenses and native filters so ar is augmented reality so when you open up your selfie camera on your phone on instagram or tiktok you might see a filter and you can apply the filter some will make you tan some will give you pink hair whatever it might be in this case kylie jenner and carly cosmetics released a new range of lipstick and they decided that they would automatically apply the lipstick to

your face if you use the filter now the reason this is brilliant is because it allows consumers to see what the product is and how it would apply to them without even having to leave their home or their workplace or wherever and particularly with covert if you imagine lipstick this probably had even more impact once covered lockdowns actually took place so as i said not many brands are really implementing this well

and if you're a brand that can implement this and figure out a way to do so effectively this will be massive so who's seen or recall seeing any of those kinds of campaigns pop up in their newsfeed before raise your hand good and if you haven't hopefully now you'll start to see some of these and realize so this is kind of the meat in my presentation if you will and it's the

case for using ugc so before we dive into this this is where if you're taking notes you really want to be taking notes in this section because there's a lot of marketing source in here and um as a brand or a business or even just as a freelancer or individual you want to take notes of these key points all right so why should you even care about ugc well i'm going to

give you five key reasons why you should at the very least consider implementing it into your future digital marketing strategies so key number one is that it builds trust and credibility so unfortunately for us marketers and advertisers are seen as inherently untrustworthy and look that's not our fault we're tasked with positioning products in their best possible light and sometimes we emit details that may negatively impact the consumer buying decision so we've

all seen this instagram versus reality poster for right and okay look so we may exaggerate a little from time to time but the issue is that 76 of consumers think that ads are very exaggerated or somewhat exaggerated and in this case i would say extremely exaggerated um now it when asked in a recent survey what consumers are which industries consumers thought practiced integrity they rank them so i want to conduct our

own survey right here and see how integral we think we are in this room so raise your hand if you think the marketing industry and advertising industry rank in the top third okay just zip no one um okay the second third yep and the final third okay pretty much everyone um so time for the big reveal the marketing and advertising industry in the minds of consumers ranked dead last and that is

below lawyers that is below the us federal government and that is below the u.s congress um so yeah yikes and when asked in the same survey why they thought marketers well sorry the media in general lies it's because they want to sell more effectively their products their brand and their ideas which is true um so we've officially been busted so what does this mean consumers really want well it means they want

us to stop lying it means that they want instead of picture-perfect campaigns they want real authentic campaigns that they can believe in so when asked what kind of content consumers think's most authentic they said 60 said other content created by consumers is most authentic and then on top of that a massive 92 of consumers said that they trust organic ugc content above all other forms of marketing 92 percent that is insane

so as a brand if you want to build trust and credibility with your audience it's pretty clear that a great way to do this is by using ugc because trust is a must so on to key number two amplify reach and exposure now as digital marketers one of the most constant battles we face on a daily basis is fighting the ever-changing social media algorithms i'm sure we can all relate to that

in this room your ad sets get disabled your facebook account gets banned um and what was once a really great organic platform whether we're talking instagram facebook tick tock doesn't matter they all eventually end up as pay to play platforms and you have to pay more and more and it ultimately becomes a game of whoever can spend the most to acquire a customer will win now who knows what i'm talking about

here and knows those frustrations right yeah so this is one of the key reasons why utc is so powerful because ugc allows you to turn your customers into your promoters now let me just explain what i mean by that so instead of just shouting at our customers trying to encourage them to buy your products they buy your product and that's it if you make your customers feel a part of the journey

and they buy your product because they feel like they are part of the brand they're more likely to share their experience with their friends online and instead of just being customers they become your biggest raving fans who are going to share your brand's message your brand brands products amongst their own followers now this is important because 48 of consumers claim that user generated content is a great method for them to discover

new products so if i see a product shared by sam i'm probably more likely to check it out than if i see a product that's shared by the brand of camera that you shoot so now i like to call this the amplify effect and this is really important to note down so if you're taking notes uh maybe squiggle this diagram down that i'm about to show you so i call this the

amplifier effect and this essentially explains why ugc is so powerful so somebody discovers or sees your first piece of ugc content on their newsfeed and they go that's pretty cool that's pretty interesting maybe i'll buy it or maybe i'll just share the content if it's a viral piece of content frictionless one click sharing social media has made it easy to share content just one click share send whatever whether that's ticked on

instagram doesn't matter now if i've got a thousand friends or followers on my social media platform that means that i'm exposing this directly to a thousand people or whatever the algorithm decides to expose it to realistically about 30 so say 300 people and then let's just say some of my friends because they're my friends we share similar interests by definition they're interested in the product that i have shared so they might

go check it out maybe they might even make a purchase or maybe they'll share that content to their friends and then the process repeats itself to their friends and then their friends friends and then their friends friends and you can see if you repeat this over a thousand customers this builds momentum very very quickly and you know the best part you haven't paid for any of this resharing hence why it's called

the amplify effect it should be called the organic amplifier effect actually because you haven't paid a dollar for this apart from acquiring that initial customer maybe so for this reason if you uh ugc is great for brands who want mass exposure mass reach or are trying to tap into a new audience now key number three is it enhances user engagement now that we know that ugc is more credible more trustworthy than

traditional forms of advertising and marketing it shouldn't come as any surprise that people choose to engage with it comparatively and as you can see here ugc uh attracts far more engagement than typical forms of content in fact it increases up its it increases engagement by up to 6.9 times percent compared to other engagement this is because people can relate to the content being posted it doesn't look like a professionally polished piece

of content that may look cool and it might may catch your attention but they can't relate to it um and again you know this is why brands now are using the body positivity images as well because people can relate to that whereas i can't relate to david beckham unfortunately um and the same way that most people can't relate to other people who are you know superstar models just like that's a great

example but i can't relate to that so because it feels authentic and because it feels relatable people are more likely to engage with it so this is important because what it allows you to do is prioritize your content with the social media algorithms more engagement more likes more sharing means the social media algorithms are going to prioritize your content above everybody else's helping you to cut through the noise and float to

the top above the seat of memes and cat pictures so nothing wrong with cat pictures um it also allows you to form deeper connections with your customers which is really really important because brands that feel like their customers are involved in the process are seen as brands that care about their customers versus brands that are always shouting at their customers trying to push their message down their throat and this is important

because 51 of consumers say that they'd be more likely to continue engaging with and or purchasing from a brand if it shared their photo or video across their social media platforms so it's not asking too much it's just saying if you reshare my content i feel appreciated and therefore i'm probably likely to buy from you that makes sense right so for this reason it's important for brands to take the time to

form deep connections with their customers and how do you do that well it's pretty easy you just encourage participation make them feel like they're a part of the process so let me give you an example of how that would look oak recently ran a vote for my flavor campaign and let's say that i was looking at this campaign and i'm like man i love bananas so i'm gonna vote for the banoffee

chop top flavor put my vote in maybe i'll show it to social media tell everyone i've voted and you should vote too and then this flavor becomes release i see it in the store and i was like that's right i remember voting on this i feel like i've taken part in creating this product i feel like i've participated i'm probably gonna buy it at least i'm gonna buy it once to try

it so just from that little slight change they've got me to purchase their product and this applies to anything this again this this can be run on whatever scale just just encouraging participation and making your audience feel like they are a part of your brand's culture so the fourth point save time and money now this is a really important one because as brands and businesses we spend a lot of time creating

content that we think our consumers want to see and we can kind of get stuck on this content rat race or hamster wheel as i like to call it and this is where you're always struggling to find fresh creative content to post every single day every single week and then by the end of the month you repeat the process again so who knows what i'm talking about with this who's been here

before because i definitely have yeah so this is why ugc is so powerful as well because thanks to the smartphones in your pocket everyday consumers have now become the world's greatest content creators sorry sam um and they have the ability to take great content for use in your campaigns so it's actually crazy to think about the fact that right now there are probably people out there taking photos of brands captioning videos

of brands unboxings all this kind of stuff spreading the brand's products their services and their messaging without being asked or paid to do so if you think about that how many people have seen on their instagram feed someone will walk into a gym and they'll be filming it or maybe that's just me um or someone will receive a product and they'll go cool i just got my new map open this up

oh check out the box this is this did you get paid by mac to do that absolutely not but you do it anyway right so everyday consumers have now become the world's greatest content creators and as a brand you need to understand this because this is hugely powerful for this reason it creates a never-ending content loop so if you invest your marketing time and resources into a ugc rich platform like tick

tock or instagram you'll have a plethora of content to choose from and what that means let me explain this diagram so at the very top here we've got a lady who bought a pair of sunglasses and she um she then posted on social media the brand then uses that as an ad someone else buys it and the process repeats itself and this happens time and time again now this means you have

a never ending content loop to use at your disposal which saves time time money resources and brainstorming um capacity so on to the final point here and this is bruce sales and conversions which is aka the holy grail of digital marketing and business now the one question every business owner wants to know is that all sounds great will but what is the impact of ugc on my bottom line so does anyone

want to take a guess do you think it's high do you think it's moderate or do you think it doesn't have much impact at all higher it has a huge impact on sales in fact 93 of the social media users claim to be influenced by user generated content in their buying decisions over emails and traditional search engine results so massive now these next stats i can probably guarantee are going to blow

you away because they blew me away so on average brands that use ugc increase their sales by 50 they also increase their conversion rates by fifty percent and decrease their cost per click by fifty percent or in other words how much it could it cost for them to acquire a customer to then boost their sales like what people said so that is a delightful cycle if you are a business owner to

look at now for this reason i prefer to refer to ugc as user generated conversions and not user generated content because ultimately user generated content equals user generated conversions now i've been running a little bit over time here so i'm just going to skip through these slides but i'm happy to answer these in the q a if you see something you like i really want to just get to the end of

the presentation where i can show you my canva case study so in this section i talk about the integration between social media accounts and e-commerce sites such as shopify um but let's dive into this because this is really the most exciting part so this is the anatomy of a high-performing ugc campaign and this is my collaboration campaign with canvas so this campaign ran last year six months globally it garnered millions of

video views online and it was also featured at the ad world global conference as a case study there again remembering this was last year so ugc has evolved quite a bit since then but let's take a look at the ad itself now canvas background removing is the number one graphic design hack that everybody needs to know about what you're going to want to do is click on your image and load it

into the blank canvas hit the effects tab and click background remover and voila your background is gone so i'm going to play it through one more time and if you're taking notes just have a look and kind of maybe think about why you think this was a successful campaign because we're going to highlight that in a second canvas background removing is the number one graphic design hack that everybody needs to know

about what you're going to want to do is click on your image and load it into the blank canvas hit the effects tab and click background remover and voila your background is gone so does anyone want to take a guess you can just kind of say the answers yep it shows the whole process yeah absolutely anyone else yep so all of those answers were spot on and essentially because this ad takes

all of the ugc boxes that we've discussed through this presentation it was filmed in an organic selfie format on this iphone exactly like this and we've got expensive camera equipment in our office so i could have used that but i used my iphone so that would feel authentic natural and not forced in the news feed on top of that it was a tutorial style educational style of video which is actually the

number one trending uh category on tiktok because people love to learn new things they love to learn that they can do things better so again this teaching them how to photoshop and not or not having to use photoshop just this one click button at the top um and also it was engaging and by exercise information and it was structured purposely like this to keep people engaged throughout which leads me to the

segway of the campaign structure so i'm just going to quickly run through these ones so first we start off with the hook and again if you're making notes at the end i'll summarize this and you can have your very own ugc template to go and apply yourself so we start off with the hook which is the first few seconds of the ad and the purpose of this is to stop the scroll

now stop the scroll is exactly what it sounds like if you're scrolling on social media you only have a split second to stop somebody from scrolling and view your content so this is the most important part of the ad now this um in here i say canvas background remover is the number one graphic design hack everybody needs to know about at the time this was a new feature so when people hear

that they're like wait what what did he say hold on i want to know what this design hack is and it encourages them to watch the rest of the video because it creates curiosity so i've stopped them scrolling i've got curiosity i've got them engaged now what i do i tell them the features and benefits involved with this product so i not only show them how it works i show them what

benefit it provides and i do this visually and also with audio again it's cut really quickly so people can see each of the steps and how easy it is to do that's on purpose so the third and final point is the call to action or cta and this is at the very very end of the video if you notice the canva branding wasn't really highlighted throughout the video only really at the

end and the purpose of this is as we've said throughout this presentation we don't want it to look like branded content if an if a logo one of the biggest mistakes i see brands make is they'll pop their logo up banned straight away and if i'm gonna be honest with you consumers don't give too anything about your logo they don't care they want to know what benefit it will provide them so

save your logo to the end because if the consumers watch the whole way through they're sold on your product and service and they know they need this then they see your logo that is the appropriate place to place it and if this call to action they've said try canva pro for free for 30 days swipe up to get it so this is the campaign structure of a ugc format and if you're

taking notes just dot that one down or take a photo um and if you're looking at this and thinking hold on will this looks overly simplistic like i'm used to creating all these crazy complex videos the reason that looks overly simplistic is because it's supposed to be because ugc is not a complicated video straight to the point it tells consumers what benefits they can have if they purchase whatever product it shows

them how to use it and it delivers your message succinctly and in an engaging way so this is why it looks so simple because it honestly is but as we all know as marketers simple is often more difficult than complex now wrap your head around that one but it's true so this brings me to the end of my presentation and hopefully you've all enjoyed the points i've put forward so far and

if i've done my job correctly i've convinced you somewhat that ugc is a powerful marketing tool to use in your future digital marketing strategies now i did say that i had a secret surprise for you waiting at the very end so if you all look under your seats right now you will find a small pop socket if i didn't give you one rebate all right so the reason if you're wondering why

i've given you a pop socket is because um yeah simply take it out the wrapping take the backing off stick it on the back of your phone and this is how you use them so it's essentially hands-free just don't tell the police up so the reason i've given you all a pop socket is because armed with the information that you've learned today as well as this pop socket and the smartphone in

your pocket you are now more than equipped to go out and create professional ugc content yourself and with that i'm going to wrap up my presentation so thank you all for listening i think we're going to dive into the q a okay so we just start a couple minutes late i was hoping to make up the time but i'm willing to take one question for will but you can always catch him

in the breaks you're around all day today yeah yep so you can catch him in the morning tea break and also the lunch break so does anyone have a question for will okay all right we've got one here rachel just wait sorry as well can you just wait for the mic rachel bring it over don't worry we're sanitizing the microphone before we hand on to the next person okay so i just

had a question about companies that don't actually sell a product so i work for an ngo and what we do is mainly we publish policy papers we work in the disability advocacy space we've always had trouble getting ugc so i was wondering if you had any tips on how we could try to get ugcs sure so when you say get ugc do you mean be creative or actually to get people to

create it for you to get people created for you because mainly we've been creating stuff on our own and when we put a call out we don't get anything at all sure so what was so what was the cause so it's for disability advocacy and it's policy papers on different topics so say like employment education stuff sure so i think in your case probably one of the easiest ways to first collect

ugc is to try and find i think in one of the slides um you want to try and find micro influencers within the space or people again with ngos you want to find people who are supporting the project um at whatever level it may be and try to get them to create it because as i said even if you create uh ugc as your brand for yourself it's not going to be

as impactful if you've got other people creating ugc for you about your product or service um and very much in the same way that influence marketing works you kind of take that approach would be my recommendation and again whether this is some people might be on a paid basis or the others might be on you know just a contra campaign basis and again as an ngo no that's difficult because you have

to allocate budget but i think one of the key things that you would be able to really capitalize on is the ability to educate people with your utc um and this doesn't mean like you know cringy tick tock dances unless you want to but what it means is that you've got an opportunity to educate people on facts that you know they might not know like for example i don't know anything about

it so i would be interested to learn some facts about it and i would find that in utc but i'm happy to talk to you about some more strategies as well all right thanks perfect please thank you will giles