Website Visitor Engagement: Why Website Design Must Engage Website Visitor Needs At Every Buy Cycle Stage

Website Visitor Engagement:  Why Website Design Must Engage Website Visitor Needs At Every Buy Cycle Stage

Website Visitor Engagement: Why Website Design Must Engage Website Visitor Needs At Every Buy Cycle Stage

How to choose the right image: Discovering challenges, desires, and motivations

 

Digital Marketing Strategy: Website Design, Image Choice, Visitor Buy Cycle Stages

Digital Marketing Strategy: Website Design, Image Choice, Buy Cycle

In my last blog post, I addressed the importance of visual images in helping website visitors move from their current stage in the buy cycle to the next one, no matter which stage they are in when they arrive at your website.

 

In this post I continue to discussion of addressing the buy cycle stage of your visitors, whether that stage is Attention, Interest, Desire, or Action (AIDA).  In that article, it is established that visual images that create rapid emotional responses are the very best at creating Attention and Interest for prospects in the early stages of the

It has been established by science that visual images that create rapid emotional responses are the very best at creating Attention and Interest for prospects in the early stages of the buy cycle, while images that offer solutions to pain or satisfaction of desire will appeal to prospects in the later stages of the buy cycle.

In this example, the image reminds prospects of pain points in their business in the hope of inflaming desire to solve a problem.  Once again we turn to a recent article from wordstream:

Consider your prospect’s state of awareness

Not all landing page visitors are similar, and different prospects are at different stages of the buying cycle.

According to Eugene Schwartz, who wrote Breakthrough Advertising (the bible of copywriting), every one of your prospects can be divided into one of the following stages:

  1. Unaware – This is a type of visitor who hasn’t realized yet that she has a problem that needs solving.
  2. Pain-Aware – This type of visitor is aware of the pain, but hasn’t actively started looking for a solution. Many times, this type of visitor isn’t aware any solution exists.
  3. Solution-Aware – At this stage,  your prospect has started searching for solutions; she knows what result she’s looking for but hasn’t necessarily heard of you yet. This prospect is looking at a wide range of solutions and is considering them all.
  4. Product-Aware – This stage is when your landing page visitor has heard of you, is considering your solution, and has narrowed her search down. However, she isn’t 100% convinced yet you are the right solution for her. This is when the visitor spends more time getting to know your features, benefits, and offerings.
  5. Most Aware – At this stage, your prospect has more or less decided to go with your solution. Usually, this prospect spends more time evaluating your pricing and the packages you’re selling.

Once you understand the state of awareness of your prospects, it’s easier to write copy for them, choose images, and essentially, design an entire page that addresses their state of awareness.

Case Study:  (Are You Selling FINE ART or Wall Decals?)

Image Strategy #2: The Desired Outcome:

Instead of showing an image of your solution or product, a good example of using emotional targeting in your images is by showing prospects the outcome of their purchase – the desired result.

In the example below, we helped an ecommerce site selling decals and custom stickers optimize their homepage. The original variation below featured the specific decals and stickers customers can use to decorate their home, used a stock photo of a random guy on the page, and lacked personalization. In short, it didn’t show prospects what a decal might look like in their home.

a/b testing landing page images

The original landing page

In the variation we created, we used visuals that portrayed the desired result – a beautiful, serene home with great decor and a sense of ease. Our goal was to show the customer she can decorate her home easily, with little effort and see great results. Additional changes included emphasizing the search bar, and removing roadblocks such as the rotating slide images, the bullets and the amount of calls to action.

landing page image tests

The more emotional variation we tested

Our changes increased conversions by 550% for our client (emphasis added).

Source:  http://www.wordstream.com/blog/ws/2017/06/01/high-converting-landing-page-images

This article asks HUGE digital marketing question and proposes a secret answer that sounds good until you think it through:

At this point you’re probably asking yourself: “How do I know what the current and desired feeling of my prospects are?” Well, the answer is – RESEARCH.

I disagree with this answer and propose that a better answer is, “BY DESIGN”.

It is important to make sure your on-page and off-page SEO and or PPC efforts attract clicks from prospects in each stage in the buy cycle – ONE AT A TIME…. and sends them to the right landing page!  Good website design and seo strategy inform tactical execution for better results.  We help YOU CHOOSE the buy cycle of the prospects you attract, and move them through the stages of the buy cycle.  If they are not ready to act yet, your website can make a good impression, make a friend and collect an email address of a visitor to periodically nurture them along the path toward becoming a customer!

If you want to be more intentional about the kind of website visitors you attract, and how you move them through the buy cycle, “BY DESIGN”, I can help you with that!

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Crucial Digital Marketing Role of Visual Images In Creating Website Visitor Engagement

Crucial Digital Marketing Role of Visual Images In Creating Website Visitor Engagement

Crucial Digital Marketing Role of Selecting The Right Images For Your Website

“Website visitors “read” images faster than copy.  Then the brain make a split second decision whether or not this website holds the promise to meet a need.  If so, a desire to know more is passed along to the conscious mind for further action toward investigation and action.” Lonn Dugan, BIG Marketing Solutions LLC

OK, so that is my simple theory of cognitive engagement in Digital Marketing.  For another detailed opinion, consider this white paper and infographic from Wordstream…

Why are images so important?

Humans respond to and process visual data better than any other type of data. In fact, the human brain processes images 60,000 times faster than text, which means the first thing your prospects see on a landing page is the image and the colors you use.   90% of information transmitted to our brain is visual, with the remaining 10% divided between the rest of our senses. Our eyes are our primary way of consuming and understanding information.

why landing page images are important

How the brain processes visual information, via ernestoolivares

In his study “Imagery and verbal processes,” Allan Paivio states that our ability to remember words depends on our ability to visualize their referents. Paivio is most known for his dual-coding theory, one of the most influential theories of cognition in the 20th century, explaining the practical use of imagery as a memory aid.

Why do we remember images better?

Simply put, images evoke different memories and experiences than do written words. As this study shows, we have a remarkable ability to remember more than 2000 images with at least 90% accuracy over a period of 7 days—even when images are only presented for a short duration of time.

In addition, it takes only 150 milliseconds for us to process an image, and another 100 milliseconds to attach any meaning to it. (FIAS)

These stats are what make image-driven social platforms such as Instagram, Pinterest, Tumblr, and Snapchat so successful. The use of images and videos on these platforms capture most of our attentive mind and pull us in time and time again.

Over the years, many studies have been conducted on the subject of visual processing and the importance of imagery in marketing. The studies consistently find that images are the best way to help convey feelings that drive conversions.

Images are more than just placeholders to make a page look nice; they have a significant role in persuading prospects and customers to take the next step. As MIT Professor Mary Potter explains:

“The job of the eyes is not only to get the information into the brain, but to allow the brain to think about it rapidly enough to know what you should look at next

Capitalize on placement by using your hero image to direct the prospect’s attention towards the action you want them to take. The most famous representations of this are the heat maps shown below. As you can see, when the baby is looking at the reader, most of the clicks and attention are paid towards the baby.

how images on landing pages work

Most visual attention is focused on the baby’s face

However, when the baby faces the text on the right and looks straight at it, the prospect’s gaze and attention is also directed toward the text:

landing page heatmaps

Visual heatmaps show that an image can guide the viewer’s gaze

 

Source:  http://www.wordstream.com/blog/ws/2017/06/01/high-converting-landing-page-images

Does your digital marketing effort on your website and in social media efforts use images to illustrate how you can meet needs of visitors and prospects?  What problem do you solve?  What desire do you satisfy?  Do you offer an immediate and clear decision tree so the prospect knows what to click on next, and what path to follow to get the solution they seek?  Does the visitor come to increase general awareness, gather information for later purchase, or want to buy a solution today?  Images and content must work together in harmony to address each stage in the buying cycle of a website visitor.  Website design that takes this science and psychology into account will produce more engagement, lower bounce rates, more leads for your list of prospects you can reach out and nurture until they are ready to buy… and more conversions!  More on the

There is a formula in marketing for prospect engagement and conversion.  The buy cycle is made up of several stages described as Attention, Interest, Desire, and Action (AIDA).  The brain decides quickly, and mostly unconsciously, whether or not the conscious mind will pay attention to a visual cue.  Until you capture attention and create interest (AI) you cannot fan the flames of Desire & Action (DA).

Only once you have accomplished engagement can you appeal to Desire and Action.  Do you offer an immediate and clear decision tree so the prospect knows what to click on next, and what path to follow to get the solution they seek?  Does the visitor come to increase general awareness, gather information for later purchase, or want to buy a solution today?  Images and content must work together in harmony to address each stage in the buying cycle of a website visitor.  Website design that takes this science and psychology into account will produce more engagement, lower bounce rates, more leads for your list of prospects you can reach out and nurture until they are ready to buy… and more conversions!  More on the Buy Cycle… coming soon!

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Can a Sound Marketing Plan Produce Success on Autopilot? 

Can a Sound Marketing Plan Produce Success on Autopilot? 

Can a Sound Marketing Plan Produce Success on Autopilot?

Success doesn’t happen by accident.  At least not usually!  Most small business owners have a business plan… in their head.

Or somewhere around the seat of their pants : )

Doing your business planning or marketing plan in writing is much more powerful than keeping it in your head.  A written plan can be shared, bought into by stakeholders, guide during unexpected events – even if you are not personally involved in day to day decision-making on the front line with supply chain or delivery chain partners.  How do others recognize an opportunity if they don’t know your complete plan for the future?  Do your people know what you want?  Do they KNOW it or only “have a general idea”.  The more your marketing plan is written, the more thought goes into it, the more research goes into it, and the more on point it can be to help you get where you really want to go.  A written plan shared with others eliminates wasted effort and accelerates desired results.  Just because you and your crew have thought about it more.  And because some sound priorities and schedules have been set.

So here is a question for you.  Do your people know what you want?  Do they KNOW it in their sleep, or only “have a general idea”.  Do they know where you want to be in a year, or two, or three?  Or do they just want to do more of what they did yesterday?  The more your marketing plan is on point, the less wasted effort and the faster the desired result.  Just because you and your crew have thought about it more.  So… is it time to stop hoping and wishing and get proactive about creating a solid marketing plan?  I can help you with that!

What does a real Strategic Marketing Plan look like?  How about an Integrated Marketing Communications Plan?  See example Integrated Marketing Communications Plan as PDF or PowerPoint.  Then let me know if you want to talk!   Please note I cannot share actual client work, but the sample plan being shared is from coursework on a fictitious company done in Grad School at UT.

See Sample Integrated Marketing Communications Plan PowerPoint and  Sample Integrated Marketing Communications Plan PDF

Blog Post and Sample Plans Copyright BIG Marketing Solutions LLC, All rights reserved.

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The 7 Marketing Styles or Personas: Does Your Team Have Them All Covered?

The 7 Marketing Styles or Personas:  Does Your Team Have Them All Covered?

The 7 Marketing Styles or Personas:  Does Your Team Have Them All Covered?

Commentary and Excerpt Re Article in CMO Magazine:  “No Marketer Is An Island: Meet The 7 Personas Of The Modern CMO

Marketing as a discipline these days calls for a broad range of personal styles, temperaments, or personas.  Any CEO, Founder, Small Business Owner, or Marketing Manager may have strengths in more than one area.  But a weak spot can hurt your company’s prospects for growth or market leadership.  Does your team have all the functions covered?

This article will help you identify where your strengths are, and perhaps reveal an area where you could benefit from some help from an Outsourced Marketing Professional.

Does your team have all the functions covered?

7 CMO Personas
The modern CMO must be good at so many things–yet I don’t know anyone who can do them all at the highest level of competency. Rather, I see seven CMO personas most commonly in business today. I haven’t seen anyone take a stab at naming the personas, so here is my take.

 

• The Thought Leader: These executives are out in the field, speaking and evangelizing for their brand. They’re great at creating a category and telling stories that engage new listeners. These are often authors, writers, speakers, and visionaries.

 

• The Growth Hacker: I call this the “demand-gen CMO.” This CMO goes deep into Excel spreadsheets to drive bottom-up demand-gen programs. They almost always come from marketing ops, demand gen, or even finance.

 

• The Product Marketer: A tech background is no longer a nice-to-have but a central part of the CMO’s role. The product marketer is someone who is fluent in speaking the language of tech and can translate the technical jargon to connect with the customer’s purpose and needs. This includes everything from pricing and packaging to messaging and analyst relations. This is often the secret weapon of the modern marketer.

 

• The Brand Marketer: This person is responsible for how the industry perceives the company and its brand. Their strengths lie in developing the overall brand look, feel, and design. We often see these leaders come from CPG or consumer tech companies.

 

• The Strategist: Almost like a chief strategy officer, this person is great at understanding where the company’s solution fits in the market, what key strategic moves to make, and how to approach important decisions. They are responsible for driving strategic partnerships and moving the needle in big ways.

 

• The Culture Builder: Known for building culture, this person engages employees in the mission of the business and rallies teams to achieve departmental goals together. It’s not likely that a CMO would come from HR, but, rather, these leaders emerge from marketing executives who have a deep passion for leadership, people development, etc.

 

• The All-Around Athlete: This is the ideal modern CMO, but good luck finding one. Finding a CMO with a strong competency with each persona is like finding a unicorn to invest in at the seed stage. My point is that the best CMOs can have the chops to be dangerous in each persona, but they can only become exceptional by leveraging their strengths as a marketing leader and building a cohesive team who can complement their areas of weakness. As such, the best CMOs double as world-class team builders.

 

Get Real: When hiring a CMO, I have noticed CEOs sometimes falsely assume they are hiring an all-around athlete. Both the CEO and CMO need to be brutally honest about where their strengths lie and where they should hire. No one person can do it all, but one team can–a team that makes up all the personas that the ideal CMO must possess…  In my experience, exceptional communication skills, financial acumen, strong tech knowledge, the ability to recruit, prioritization, and adaptability to change are among the most important qualities of an outstanding CMO. However, no one gets there overnight. CMOs need to be patient with what skills they can develop over time compared with what they need to contribute immediately. (Kopp, T 2017)

If your team has a weak spot, then you can train for it, staff for it, or hire an Outsourced Marketing Professional who can help you fill the missing link.  Outsourced Marketing Professionals can help you up your game more quickly than somebody playing outside their own talent set.  Outsourced Marketing Professionals are able to serve on a project, contract, or ongoing basis.  Either way, an Outsourced Marketing Professional costs less than staffing a position and gets you moving forward faster than a training program.

Of these 7 Marketing Arenas, my own strengths are: The Thought Leader; The Growth Hacker; The Product Marketer; The Brand Marketer; and The Strategist.  If you need help in any of these areas, maybe we should talk?

Commentary By Lonn Dugan
BIG Marketing Solutions LLC

Citation:

Kopp, T 2017:  “No Marketer Is An Island: Meet The 7 Personas Of The Modern CMO” CMO Magazine, Published by Adobe, retrieved online May 1, 2017 from http://www.cmo.com/opinion/articles/2017/1/24/7-personas-of-the-modern-cmo.html?cid=em:MRA_030117#gs.py=8jUM

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MARKETING COMMUNICATION & BRAIN SCIENCE: The Secret To Getting Audience Attention

MARKETING COMMUNICATION & BRAIN SCIENCE:  The Secret To Getting Audience Attention


MESSAGE CRAFTING:  How Marketers Can Get Prospects To Think & TAKE ACTION! 

 


Science tells us that EVERY HEALTHY BRAIN has a biological gatekeeper called a Reticular Activating System, (RAS) to help it be alert to danger or opportunity while otherwise staying focused on the task at hand.

The Gatekeeper of Conscious Attention

The RAS works much like an executive assistant to handle the myriad details of life on well-trained autopilot until something comes along that might need higher level attention or judgment.

Take the blink reflex for example.  If a flying object is moving away from you, while you are typing on your keyboard or driving, some part of your brain decides it’s probably not important, and you may not even notice it.

But it something is coming at your head quickly, or barreling toward your car, you will blink, duck, or swerve to safety first and think later.

As if distraction and channel noise weren’t enough…  

“Selective Attention” is based on a biological defense and survival mechanisms that help us ignore unimportant stimuli so we can accomplish important tasks.

Which Marketing Messages Are IGNORED – And Why: If you ARE NOT in the car market when a car ad or billboards crosses your sensory realm, you are likely not to notice, even though they are all around you many times per day.

This is because when a car ad makes its way into your sight path, the RAS gatekeeper in your brain will reject further processing without you even being tempted to pay it any attention.

Which Marketing Messages ARE NOT IGNORED – And Why:  On the other hand, if  you are in the car market, the RAS gatekeeper system will be help you collect visual or auditory signals about car buying on to conscious attention which can result in interest, desire, or action.

How To Get Past The “RAS” Gatekeeper System:

Brain Science has proven that the RAS system works twice as fast when evaluating unexpected, fast-moving, or emotionally charged stimuli as compared to logical stimuli while deciding what to block out or pass it to the conscious mind.  Logical stimuli such as words or sounds or images in which we have no immediate interest based on danger level, current desires, or task focus are handled a lot slower, if at all.

This means your message must hit a hot button in the first second or two by launching a sensory grenade about danger, emotion, opportunity, or task at hand that is of immense interest to your target audience.

One of my personal favorite soft sell visuals is an image of a puppy playing with a crawling baby… next to a box of disposable diapers…

This works because new parents are tuned into cuteness of babies of all kinds, and are immediately alerted to potential danger with an animal running toward a baby… and these new parents need disposable diapers… So the RAS tells them to pay attention.  Get it?

Consider that an emotionally charged, exceptionally beautiful, fast-moving, scary, or out of context visual of an emotionally charged concept, like a talking gecko lizard, a house on fire, or gopher stealing a diamond ring from a golf cart will probably get conscious attention when a direct rational question such as, “Do you have enough insurance” would not.

Getting the RAS Gatekeeper to Cooperate In Gaining Audience Attention

To get your marketing message past the RAS you need to present a fast-moving or emotional stimuli before sending the message.  It doesn’t even have to be related.  Out of context visuals are popular in advertising for this reason.  You can build logic in after gaining attention so that your message can proceed to creating interest, desire, and action.

Well crafted surprising or unexpected videos, still images, or audible stories addressing fears, survival, latent desires or current interests in target market demographically or psychographically segmented targeted market work best to get the gatekeeper RAS system to pass the event to the level of attention so it can receive conscious evaluation.

Does Your Marketing Message Delivery “RAZ THE RAS” before you start your Pitch?

Does Your Marketing Message Delivery Style and Creative Accomplish This?  Does Web Site Home Page, Landing Page, Do This?

If not, get some help and you will get better results!

Lonn Dugan

www.BigMarketingSolutions.com ~ www.GooglePageOneSEO.com ~ www.ToledoSeoWizard.com


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Marketing And Hot Water: Advice from Seth Godin

Marketing And Hot Water:  Advice from Seth Godin

From Seth Godin, Author & Speaker on Marketing Topics:

Digital Marketing BlogA Great Metaphor and Question From Seth’s Blog Today:  March 8, 2017

When does the water get hot?

If you want a hot shower, you’ll need to turn on the hot water a bit before you step inside. It can take a while for the hot water to rise up and clear the cold water from the pipes.

The thing is, though, that if you mistakenly turn the cold water tap instead, it’ll never get hot. No matter how long you wait.

Sometimes, it takes us too long to realize that we shouldn’t wait any longer and might consider checking if we turned on the wrong tap.

Nothing good comes from impatiently jumping from one approach to another, one grand scheme replaced by another. But persistently sticking with a plan that goes nowhere is almost as bad. The art of making a difference begins with thinking hard about when it’s time to move on. The Dip is real, but there are dead ends everywhere.

Sometimes, the world is telling us it’s time to leap.

Source:  http://sethgodin.typepad.com/seths_blog/2017/03/the-tap-metaphor.html

Yes Seth.  Well said.  Thank you for being an inspiration to so many with your metaphors!

For my readers: If you are ready to try something new, to replace something that isn’t working, with regard to Digital Marketing, I can help you with that!  I fix broken web sites.  I redesign web sites that are not working.  I implement organic Search Engine Optimization (SEO) and/or paid Search Engine Marketing (SEM) so that web sites I design using WordPress and my Toledo SEO Wizard bag of magic tricks to get google page one top ten search engine rank placement results for clients.  Is it “Time to Leap” as Seth wrote?  Let’s Talk Soon!  See the contact page if you want to ask any questions!

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Trends in Social Media Marketing: Entrepreneur Magazine Article Review:

Trends in Social Media Marketing: Entrepreneur Magazine Article Review:

Trends in Social Media Marketing:  Entrepreneur Magazine Article Review:

Social Media Marketing Article in February Issue Entrepreneur Magazine

Social Media Marketing Article in February Issue Entrepreneur Magazine

Article Review By BIG Marketing Solutions:

Trends in marketing are very much in the news these days, especially the growth of Social Media Marketing. To explain the phenomenon, Entrepreneur Magazine published “10 Tips For Millennial Marketing” an article on February 9, 2017 sharing that there may be an unheralded digital divide in this respect.  The Millennial generation may actually be avoiding other media while being more likely to respond to properly done social media marketing efforts. 

The opening paragraph describes Millennials as “are one of the most talked about generations in the marketing industry…” Then it asks if they are really that different, noting that people have been observing generational differences since 400 BC when “Socrates described teens and young adults like this:

…They no longer rise when elders enter the room. They contradict their parents, chatter before company, gobble up dainties at the table, cross their legs …” That sounds like any generation of teens and young adults, but Millennials are different than (sic) earlier generations because they grew up with an unmatched presence of technology in their lives — and they are one of the most studied generations because of that.

The article continues by noting that Millennials think differently and act differently, especially with regard to online behavior, because “some things are intuitive to them that are not intuitive to anyone else.”

Many of the differences between the Millennial Generation market segment and others arise because they are the first generation to be digital natives.  Mobile devices are affordable so they are the screen of choice for this generation.  Millennials think the information available on a mobile device is the same as what is found on a desktop computer screen.  Maybe you had heard this, but probably had not heard the following:

According to Google, 66 percent of Millennials are confident that the information they find with mobile devices, such as flight and hotel data, is the same on desktop. Only 43 percent of travelers over the age of 35 feel the same way.

Millennials are very comfortable shopping, and booking travel arrangements, on mobile devices.

According to Google, 64 percent of Millennials book a hotel stay after searching for a room on their mobile device. The majority of travelers over the age of 35 — 58 percent — do not book on mobile.

Millennials do not respond to hard sell pitches because they grew up in an economically challenging time.  They are very comfortable with a sharing economy.  They want companies to share with them, and to collaborate with them in creating the brand experience and speaking the brand message.  “Brands such as L’Oréal, Chanel, Prada and others already understand this and are collaborating with influential bloggers to reach Millennials.  Recruiting thought leaders in a marketing category to initiate and maintain conversations is far more effective with Millennials than running a traditional one way campaign “pitching” a product.  Inspiring User Generated Content takes the game to the next level!

Getting good reviews on social media is reported to be the coin of the realm to generate a purchase decision or brand loyalty among Millennials,  An Omni-Channel or Integrated Marketing Strategy is thought to be the best approach.  An Omni-Channel strategy is one that makes sure that the brand identity, image, positioning, value proposition, and messaging are consistent across various media channels even if the final creative effort or delivery is quite different.  Straight up online advertising does not fare well with Millennials who are thinking about making a purchase.  

While a vast number of the population find online advertising to be credible, only six percent of Millennials in the U.S. consider online advertising to be credible.

The importance of inspiring online reviews in social media by brand fans cannot be overstated. The article reports that “Fifty-one percent of Millennials say that being able to see consumer opinions have a greater impact on making a purchase decision.”

Another recommendation is for a company to provide online customer service.  Putting customer service out in public purview shows that the company is not afraid of the conversation that takes place online.  Knowing how to handle this to deliver customer satisfaction for all to see and appreciate is considered a huge influence.

Television may influence consumers making purchase decisions up to 70 percent more than other media, but Social media is closing fast, influencing 60% of Millennials.  

Thirty-two percent of that 60 percent say that social advertising is more credible when influencing their decisions. In other words, if your company or brand doesn’t have a social media account, you are missing out on the possibility to engage with Millennials.

Maybe you have heard some of this before, but the statistics cited in the article are more concrete and persuasive than some of the hype that has been shared about the topic.

Entrepreneur Article: https://www.entrepreneur.com/article/287905

Learn More About Digital Marketing on our Home Page

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A NEW YEARS PRAYER For 2017 For the Self Employed, Business Owners, and Friends

A NEW YEARS PRAYER For 2017 For the Self Employed, Business Owners, and Friends

A NEW YEARS PRAYER For 2017

For the Self Employed, Business Owners, and Friends of BIG Marketing Solutions:

May peace break into your home and office.

May riches come like thieves to steal your debts.

May the pockets of your jeans and your cash flow accounts become magnets for $100 bills.

May love stick to your face like Vaseline and may laughter assault your lips!

May happiness slap you across the face and may your tears be those of joy.

May any problems you had in 2016 forget your home and business address!

May 2017 be the best year of your life!

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