101 Ways To Elevate – WP Elevation

Number One hundred-three Join WP Elevation G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. A final bonus in the 101 ways to elevate yourself and demand higher fees, of course, is to join WP Elevation. WP Elevation is the world's first business accelerator program designed specifically for Wordpress consultants to start attracting better clients, work on better, more interesting projects, and get paid better fees. We have Wordpress consultants from all over the world in this business accelerator program, learning how to apply positioning, how to write better proposals, how to do everything right in managing client relationships from the moment you cross paths with a client to get to a point where you're not negotiating on price. Clients respect your process and you are delivering awesome projects that are profitable, and you have a steady flow of leads and referrals coming into your business. Of course, the best way to accelerator your learning and really elevate yourself is to join your peers. Join dozens of other Wordpress consultants from all over the world in the WP Elevation Program and get some professional advice and coaching to help you implement this stuff in your business, and take your Wordpress business to the next level. I love Wordpress. Wordpress has been very kind to me. It's allowed me to build a business to support the lifestyle I want. I work for myself. I work when I want. I work on the projects I want with the clients I want. It's pretty stress-free. I have a premium plugin business. It's an awesome lifestyle that's been afforded by using Wordpress and applying these positioning strategies that we've been talking about in these series of videos. Get on over to WPElevation.com and learn more about the WP Elevation Program, and elevate yourself above the pack as a Wordpress consultant. I hope you can make it into the program, and I look forward to learning more about you and yours business in WP Elevation. Please, leave us some comments underneath the videos in these series and tell us how you're using this stuff in your business, any frustrations you're having, and of course, share with us the successes that you're having in your business, as well. I'm going to sign off right now. This has been a limited-edition podcast, 'The 101 Ways to Elevate Yourself and Demand Higher Fees'. This is the final episode. Make sure you subscribe to the 'WP Elevation' podcast, where we interview awesome entrepreneurs in the Wordpress space and outside the Wordpress space about how to become an outstanding and exceptional consultant; how to manage client work, how to position yourself, and how to generate leads. We talk to a whole range of different people from all over the world who are very successful in business to try and help you guys elevate yourself as Wordpress consults. Subscribe to the 'WP Elevation' podcast; just search for 'WP Elevation' in iTunes. Make sure you subscribe to that. Visit us at WPElevation.com. Until I see you next time, go elevate.

Number One hundred-two Lose your hourly rate G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. The bonus way to elevate yourself and demand higher fees is to lose your hourly rate. I could probably develop another 101 ways to lose your hourly rate, but I absolutely know whole-heartedly from personal experience and the difference that this made in my own business. An hourly rate is an arbitrary figure that 2 parties agree on when they can't agree on the value being transferred in a transaction. You're job as a professional Wordpress consultant is to lose your hourly rate and start illuminating the value that you bring to a project and to your client's business. Hopefully in the past 101 ways that I've just given you, you'll find something. If you could take 5 ideas out of the 101 and apply them to your business, you would be elevating yourself above the pack. You could stop having a conversation about the hourly rate, and you could start having conversations about value you're adding to the project and what it's worth for a client to have you solve the problem in the way that you propose to solve it. No one is going to tap you on the shoulder and tell you, you now have permission to lose your hourly rate. No one is going to tap you on the shoulder and say, "Shawn, you can give up your hourly rate now. It's okay. We understand that you add enough value, you can just charge us for the value. You don't have to charge us for an hourly rate." No one is going to do that. You have to actually step off the cliff, you have to make that leap and know that as soon as you do make that leap, the net will appear; you won't fall flat. Lose your hourly rate, start illuminating values, start having those conversations with your clients about how you're going to solve their business problems in all of your marketing, in all of your . . . If you have a blog, if you don't, you should, and if you do have a blog, start talking about how you solve problems for business clients. Stop talking about what plugins you use, stop talking about how you contribute to Wordpress, because if you keep talking about technology, you'll always be a code monkey; you'll always be a developer and you'll always get paid an hourly rate. If you want to be a Word Press consultant and you want to charge for value, then start communicating about the problems that you solve and how you solve those problems with your creative trouble-shooting thinking. The absolute bonus way here is to lose your hourly rate and start illuminating the value. Of course, there is one final bonus slide. In the next video, you'll learn how you can accelerate all of this learning and how you can really accelerate implementing this stuff in your business. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number One hundred-one Refer them a client G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 101 in the 101 ways to elevate: Refer them a client. I know this might sound a bit cheesy or a bit obvious, but the best way to get referrals is to give referrals. Make your client an offer they can't refuse. I have a pre-written email that I send my clients that basically says, "I've been going to some networking functions recently, and I've expanded my business network quite a bit and I realized that I've probably got some new people in my network that could benefit from what you guys do. Can you tell me a little bit about exactly who your perfect client is? If I could refer you some new clients, who you want them to be? What industries, what sized business? Who are you looking for? Are you looking for new clients? If you are, who? Because I might be able to refer you some work." Small business owners love nothing more than people referring them business. The best way for you to create referrals for you business is to give referrals to the other people in your network. Way Number 101 that you can elevate yourself and demand higher fees is to start referring clients to your network. I hope this has been fun for you. It's certainly been fun for me. This, again, is the 101 ways to elevate yourself and demand higher fees. Of course, I wouldn't be a marketer unless there was a bonus. That's right; there is another way. In the next video, I'll reveal the bonus way, the quickest way, that you can put your fees up. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number One Hundred Remind them of their goals G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 100: The pen-ultimate of the 101 way to elevate; remind them of their goals. What I like to do is 12 months after we've launched a website, I like to call my clients up and say, "I just thought I'd touch base and remind you that when we first started working together 12 months ago, you had these goals in mind and these success factors that you were aiming for with the website. I just wanted to remind you of them and see how you're going. How are sales? How's your database, your mailing list, people signing up? Have you achieved what you wanted to achieve? If not, why? If you have, how are you celebrating? Is there anything that we can do to help you either get closer to those goals or set some new goals and keep moving forward?" It's just a really nice way to bookend that stage of the relationship, that first 12 months of the relationship. It shows that you care and most of the time, it will lead to more consulting work. Schedule a reminder in your calendar 12 months after launch, remind them of their goals, remind them of what it was they were aiming for, and give them a quick call or send them an email to remind them of that, and check in and ask how they're doing. The next video is Number 101 of the 101 ways you can elevate yourself and demand higher fees. Be sure to check it out; it's an absolute cracker. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-nine Check page speed G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 99: Check page speed. I know we talked about this a little bit earlier on, caching for speed, but once the site's gone live and it's been up and about for a few months, run their website through Google's Page Speed Insights tool and you'll find that their site has slow downed remarkably from when they launched, unless of course, you're using awesome premium Wordpress hosting, like WP Engine, Pagely, or Zippykid, and they've got their caching taken care of. Once a client starts adding content to their site then they start uploading massive images that aren't well-optimized, things can start to slow down a little bit. Run their website through the Page Speed Insight tool and see if you think there are any gains that can be made by optimizing their site or doing a little bit of work on the caching. Then email them and say, "I see that your site's running a little bit slower now than it was when we launched it. You want me to log in and check some things out?" You'll pick up some extra consulting work, and again, it shows that you care. In the next video, you'll learn what it is you can remind your client about at this stage of the relationship. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-eight Broken link check G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 98: Broken link check. This is really simple. Not much to say here other than when you don't have an absolute apparent reason to email your client and stay top-of-mind, just run their website through a broken link checker. I guarantee if this is 6 months after the website's gone live, there'll be broken links. Email them a report and say, "I just ran your website through this broken link checker and there's some broken links on your web site. You want me to log in and fix them? You want to have a chat about this?" You'll pick up some extra consulting work, and again, it will show that you care about their business and their success. Number 98 is broken link checker. In the next video, we're going to talk a little bit more about speed. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-seven Say "NO" G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 97: Say no. Yep, even if you've got a good relationship with a client and the client calls you up and says, "Can you come over next Tuesday and have a meeting with us about this new thing that we want to do on our website?" say no. Ask them to fill in a website worksheet form or a variation of your original website worksheet form so that you can understand what it is they're trying to achieve before you go across town for a meeting. I'll tell you why. Most meetings that involve web developers are a way for them internally, for the client internally, to work out what it is they want and what it is they're trying to achieve. What happens is those meetings get pushed back, and pushed back, and pushed back until someone says, "I've organized the web developer to come over and meet with us, so we need to sort this out." You become the catalyst for them to have their own internal meeting to work out what it is they're trying to achieve. Here's an idea: Why don't they work that out first, then email you with what it is they're trying to achieve, then you can formulate a plan, put together a solution, make sure you're well-positioned, and then go and have a meeting with them. So many times I've found myself as the mediator in an internal meeting trying to get them on the same page. Really, I don't need to be here. I'm just here to mediate the meeting, really, and to force their hand to have the conversation because I'm here in their office. Continue to say no to feature requests. Continue to say no to client meetings, unless you know exactly what it is they're trying to achieve and they're very clear with you about the goals that they're trying to achieve so that you can go in well-armed and-well prepared to give them the right solution. It's important that you stay well-positioned even though you've got a good relationship with a client. Once you have a good relationship with a client, they might expect that they can call you up and that you'll come and meet with them at the drop of a hat. It's still really important that they respect your process and that they respect your position in that business relationship. In the next video, I'll give you another little idea you can use to help keep in touch with your client when there's apparently no reason to keep in touch. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store; just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-six Send them useful apps G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 96: Send them useful apps. This is in a similar vein to the Evernote idea. Find some apps in the App Store that you think might help them with their productivity. For example they might be dipping their toes in the social media space, you might send them the Sprout social app, or you might find another app which will help them manage their social media. If they're complaining about the amount of emails they have in their inbox, you might send them Triage, an email management app. Find some useful apps in the App Store and send them links and say, "I thought you might like this." It just shows them that you're thinking about them. It shows them that you care about their business and their success. I know I keep repeating that theme, but it's really important, and it keeps you top-of-mind. Here's the thing; the way to stay top-of-mind with a client is to keep in touch with them, but you need a reason to keep in touch. What I've been trying to do in this '101 Ways to Elevate' series is to give you a whole bunch of ideas to keep in touch with your client when there's no apparent reason to keep in touch with them. In between the 30, 60, 90, 120-day follow-up reminders that you've got scheduled in your calendar, you might want to just send them an email every couple of weeks just to keep in touch, but you've got to have a reason to keep in touch. Here's one idea: Just find a useful app in the App Store that you think might be helpful and send the link to them and say, "I found this; I thought it might help you with XYZ. Let me know what you think." In the next video, you're going to learn why it's still important even at this point in the relationship to say no. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store; just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-five Nominate them G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 95: Nominate them for a small business award. Here's the thing; if you honestly believe that your client is at the top of their game and doing a great job, why don't you find a small business award category in the local small business award, the Chamber of Commerce, or whoever runs the local awards, and nominate them. If you don't believe they're worthy of nominating for an award, then maybe you shouldn't have them as a client in the first place. This is just a very small idea that can go a long way to building a relationship with a client, and can get your client talking about you and talking about the relationship that they have with you to their colleagues. If you honestly believe that they are worthy of an award, find a category that is relevant and nominate them for a local small business award. In the next video; what's the App Store got to do with anything? You'll find out. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-four Invite them to an event G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 94: Invite them to an event. Eventbrite is this fabulous tool that allows you to manage your own events, if you are managing events. It also is a great way to discover events in your area around particular topics. What I like to do is search through Eventbrite and see if there are some business networking events or some marketing events that are coming up in town that I can invite my top-tier clients to. Yeah, I'll pay for their ticket. If their ticket's usually $50 to $100, I'll spot them a ticket and I'll invite them to an event. I'll say, "I'm going to this event next Tuesday. Do you want to come along? It's on me. Such-and-such is speaking. It's going to be a great networking opportunity. I think it would be really good for both of our business to go and check it out." It's really hard to refuse someone buying you a ticket to a good business event which is going to help your business. This is also a great way to network. It's much easier going to a networking event if you turn up with someone. It's a great way to get referrals out of your existing clients, because of course they're going to be talking about you with their colleagues because you just bought them a ticket to a premium event. Check out Eventbrite and invite your good top-tier clients to a local event that you think will be mutually beneficial. In the next video, we'll talk about small business awards. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-three Continue asking high quality questions G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 93: Continue asking high-quality questions. Way back at the start of this series, we talked about the importance of asking high-quality questions in the early days of a relationship with a client. It's important to keep asking high-quality questions throughout the relationship. Clients usually come back and say things like, "The website's up and about now, and things are going really well, but we want to start collecting email addresses and doing email newsletter." Usually what happens is now that we've got a good relationship with the client, we say, "Yeah, sure. No worries. We can make an email template and it usually costs this much. Because you're a client we'll do it for this." You just start rolling out the services and you forget to go back to basics and ask the high-quality questions. The higher-quality questions you can ask, even throughout the relationship with your client, the better the relationship will be. If a client comes back to me and says, "We want to start email marketing." My first question is, why? What is it that has changed? Why now? Why do you want to do email marking now? What's prompted this decision? Give me some insight into what it is you're trying to achieve and why you think email marketing is the right solution. Because it might be, but I just want to understand what it is that you're trying to achieve so I can make sure that you get the best solution. Don't relegate yourself to being a service consultant. Always keep positioning yourself as a business consultant and someone who cares about their business and their success. That way, you'll have a much longer-term, healthier relationship with your client, and you'll be able to charge premium consulting fees, rather than just churning and burning out designs and code based on what they tell you they want. Continue to ask high-quality questions. In the next video, you're going to learn about Eventbrite. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast, in the iTunes Store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-two Introduce Hubspot G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for Wordpress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 2: Introduce your clients to HubSpot. If you don't know, HubSpot make extraordinary inbound marketing software. It includes social media management, blogging software, email marketing; it really is an all-in-one inbound marketing solution. I'm not suggesting that you encourage your clients to use the HubSpot software, although that's probably a good idea, as well; it does integrate with Wordpress pretty well. What I am encouraging you to do is to introduce your clients to HubSpot's free e- books that they give away and all of the free content they give away about inbound marketing. HubSpot's e-books and free resources on inbound marketing would have to be probably the best in the world. Their content is extremely well-produced, it's extremely high-quality. I've learned so much about inbound marketing by reading HubSpot's e-books and engaging with their free content that they give away. What I'd like to do is introduce that content to marketing clients and say, "If you want to learn about LinkedIn, here's a fabulous e-book." Send them the link, get them to sign up and download their own copy of the 'LinkedIn for Business' e-book, or whatever it is, from HubSpot. Introduce them to though-leading, high-quality, awesomely-produced content like HubSpot. It helps keep you top-of-mind with your client and it shows them again that you are interested in their business and their success enough to send them this high-quality content and these high-quality resources, and help them on their journey. Number 92 is introduce your client to HubSpot. In the next video, we're still asking questions. Until then, go elevate. Make sure your subscribe to the '101 Ways' podcast, in the iTunes store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the free '101Ways' e-book.

Number Ninety-one Use Pingdom G'day. I'm Troy Dean, from Video User Manuals and WP Elevation. This is 'The 101 Ways to Elevate Yourself and Demand Higher Fees: A Practical Guide for WordPress Consultants to Start Attracting Better-Quality Clients, Work on Better, More Interesting Projects, and Get Paid Better Fees'. Let's go elevate. Number 91: Use Pingdom to show your client the uptime of their website. What I like to do is compare that to the uptime of their competitor's website. If you've recommended good hosting and you know that your client's website is in a good, secure hosting environment, you can show them a Pingdom report that shows the amount of uptime that they've had this particular month. You can compare that to their competitors who might not be performing so well, and you can say, "You guys are doing really well because you're using that premium hosting that we suggested. Check out your uptime, and here are your competitors. They're hovering around about 90%, whereas you're at 98%. You guys are killing it." That's just a tiny, little thing you can do to show them that you care about their business and that you care about their success. That's what this is all about. This whole series is about elevating yourself above the pack as an average web designer, to say, "I'm a serious business consultant here. I care about your business, I care about your success, and I'm here to help you achieve your business goals, not just be a code monkey." I mean that all respectfully, of course. Idea Number 91 is use Pingdom. In the next video, you're going to discover HubSpot. Until then, go elevate. Make sure you subscribe to the '101 Ways' podcast in the iTunes store. Just search for '101 Ways to Elevate', or visit us at WP101Ways.com and download the '101 Ways' e-book.

Number Ninety Post them a book Good day. I'm Troy Dean from Video User Manuals and WP Elevation and this is the 101 ways to elevate yourself and demand higher fees: a practical guide for WordPress consultants to start attracting better quality clients, work on better, more interesting projects and get paid better fees. Now, let's go elevate. Number 90, post them a book. Yes, that's right. A bit old school, I know. But find a great book or discover a book while you're searching around the web. If you come across a book that you think might actually help them in their business or might help them learn something, just order it for them online and send it to them. You can get most books at Amazon these days for under 20 bucks. Or if you're in Australia there's a website called Fishpond that does a lot of business books at very competitive prices. So send your client a book in the post. People will love getting gifts in the post unexpected. It's kind of exciting. Something's in the mail. What is it? They unwrap it. It's a book with a little note saying, "Hey, Shawn. Thought you might really appreciate this book. It's really helped me in my business and here's why. Hope you enjoy it. Let me know what you think." That will go a long way. People will call you up and say, "Hey, I just got the book in the mail. Thank you very much. I really appreciate that. You shouldn't have done it, but I really appreciate it. Thanks for thinking of me." It goes a long way to helping to build that relationship with a client. So number 90 is post them a book. In the next video, we're going to talk about pingdom. Until then, go elevate. Make sure you subscribe to the 101 Ways podcast in the iTunes store. Just search for 101 ways to elevate. Or visit us at wp101ways.com and download the free 101 Ways eBook.

Number Eighty-nine Make it a portfolio piece Good day. I'm Troy Dean from Video User Manuals and WP Elevation and this is the 101 Ways to Elevate Yourself and Demand Higher Fees: a practical guide for WordPress consultants to start attracting better quality clients, work on better, more interesting projects, and get paid better fees. Now, let's go elevate. Number 89: Make your client's website a portfolio piece and show them that you've made it a portfolio piece. I take my client's websites and I make it a portfolio piece on my website and I send them a link and say, "Hey I just wanted to let you know, I'm really proud of the work that we've done together and I'm showing off your website on my website. I'm showing the world that I'm really proud of this. I think it's fabulous project. I'm really proud of it and I'm going to share it with the world and use it as a bit of a portfolio piece." It shows them that you're proud of the work, but it also pumps their tires up a little bit and makes them a bit proud about the project as well. So, number 89 is make your client's website a portfolio piece. But don't just make it a portfolio piece. Email it to them or call them up and let them know. Send them an Evernote. Let them know that you have made their website a portfolio piece on your website and that you're really proud of it. In the next video you'll learn what you can send your client in the post. Until then, go elevate. Make sure you subscribe to the 101 Ways podcast in the iTunes store. Just search for 101 ways to elevate. Or visit us at wp101ways.com and download the 101 Ways eBook.