Why People Buy – Part 3: More Psychological Switches

In Part 2 of this series, we learned the two most common reasons people buy. Now we’ll cover a few of the less popular reasons and discuss how we can use these switches together to help us make a sale.

Switch #3: To make life easier

With the “save money” switch, we talked about how someone might buy an oven so they can make their own food and save money by not having to eat out. This switch is kind of the opposite of that.

In this case, somebody might decide to eat out, even though it costs more, because he doesn’t want the hassle of preparing his own food. It’s easier to eat out.

You’ve probably heard the saying, “Life sucks, then you die.” I always like to add, “but not before paying taxes,” to the end of that, but that’s another story.

Life is full of hardships, which is why we spend so much money trying to make it easier.

Switch #4 is, “to gain comfort and lessen pain,” but it’s very closely related to #3, so I’m going to skip it.

Switch # 5: To be more popular

This switch is actually also very closely related to the next one, which is, “to attract a potential mate.”

Everybody wants to be loved. Just look at all the dating sites that are out there and the huge amounts of money they all are making. If your product or service can help somebody get the popularity they crave, then you’re well on your way to making the sale.

People buy iPods over any other MP3 player, even though they cost more and in some cases aren’t as feature rich, because it’s the hip thing to have. People buy Harley’s over other cruiser motorcycles because you are shunned if you don’t. Men buy fast cars, not for their practicality, but for their ability to attract women.

I think by this point, you’re starting to get the idea of how you can apply these switches to your product or service. For a quick lesson from the experts, watch a late-night infomercial and count the number of psychological switches they are attempting to flip.

A new pillow can make your life better by helping you sleep better, but what else does it do for you? Count the ways and find out.

Here’s a list of the top dozen reasons people buy. The more of them you incorporate into your marketing, the better chance you’ll have of making the sale.

1. Make money
2. Save money
3. Avoid effort and make life easier
4. Gain comfort and lessen pain (closely related to #3)
5. Gain praise and popularity
6. Attract or impress a potential mate
7. Curiosity
8. Protect or improve the lives of loved ones
9. Be in style and avoid criticism (closely related to #5)
10. Emulate others
11. Be individual (the opposite of #10)
12. Improve one’s reputation (again, related to #5)

Be wise in your marketing. A new pillow that uses the latest in sleep technology can potentially improve your life. But can it help you attract a mate? That would be quite a stretch, and saying that it does may simply insult and turn away potential customers.

Look for ways to implement the above switches into your marketing, but don’t go overboard.

So what do you think? Leave a comment and discuss the ways to improve conversions with influential advertising.

Posted in Online Marketing, Making the Sale | 1 Comment »

Why People Buy – Part 2: Psychological Switches

As discussed in Part 1 of this series, people have very specific reasons for why they buy things. When a person opens their wallet and forks over their hard-earned cash, they are trying to satisfy some kind of need in their life.

In Part 2 of this series, we’ll briefly cover a few of the top “psychological switches” — the things that click in a person’s brain, telling them they should buy something. Once you know why people buy, you can cater your marketing to satisfy that reasoning.

Here are the most common reasons people buy.

Switch #1: To make money

It takes money to make money. We’ve been told that so often that we all believe it. Watch late night TV for a bit, and soon enough you’ll see an infomercial for a grand money-making scheme. Thousands of insomniacs whip out their credit cards and buy whatever it is that’s going to make them the next millionaire (or so they’ve been promised).

People also spend large sums of money to earn a college degree with the belief that it will land them a higher paying job. After entering the workforce, they may seek out additional training to help them in their career or to get a new job in a new field.

Businesses also spend money on all manner of items that they believe will help them increase revenues. This can be equipment (faster computers for example) that will help increase productivity, or it can be advertising to help boost sales. Money is also spent in research and development of new products, employee training, competitive intelligence, and so on. A nearly endless list of myriad items that the company believes will help them make more money down the road.

Switch #2: To save money

When people hear this, the first thing they usually think is, “People buy the item that is the cheapest.”

The reality, however, is that buying something because it costs less is much farther down the list of reasons why people buy. This switch is more about spending money now for something that will result in savings in the future.

Imagine a person who drives a 1978 GMC pickup. It burns a gallon of gas every 8 miles and is in need of repair more and more often. There’s a good chance that this person will determine that he has reached the point where buying a newer truck will be less expensive than maintaining his current one.

Take a look at your own life and you’re almost certain to find several instances where you spent money on something in order to save you money in the future. Sometimes it may not have been the main reason, but it may have helped you decide to make the purchase.

A more efficient furnace will save you money on your heating bill. A cell phone plan with more available call time will save you money by preventing you from going over your limit. A water filter saves you from buying bottled water. An oven lets you cook your own food, saving you money on eating out.

Businesses often hire consultants to analyze their business to find ways to cut expenses.

The two switches we’ve talked about here are far and away the most common reasons people buy. In Part 3 of this series, we’ll discuss more psychological switches and ways you can combine them to make for more effective marketing materials.

Posted in Online Marketing, Making the Sale | 2 Comments »

Why People Buy – Part 1: The Benefits

Getting people to your website is just one small part of having a successful online business. Assuming that you’re in business to make money, and that you make money by selling a product or service, then the goal after getting someone to your site is to convince them to buy something.

To make a sale, you need to first understand why people buy things. What is it about a particular product that causes them to say to themselves, “I’ve gotta have that, and I’ve gotta have it now!”?

In this series of articles, we’ll discuss the psychology behind the sale, helping you to create a website that is conducive to converting lookers into buyers.

Sell the Benefits

The very first thing you should understand is that people don’t buy something because of its killer features. People buy something because of what those killer features can do for them. A speed freak doesn’t care that a sports car has a 500 horsepower, 6 liter V8 engine. He cares that when he steps on the gas pedal, it goes really fast and he can smoke everybody off the line.

And that, my friend, is the difference between features and benefits. A feature is descriptive of what the product is. A benefit is descriptive of how the user benefits (thus the term “benefit”) from using it.

You can look at features as what creates the benefits:

Feature: A processor that has a super-duper high clock speed.
Benefit: Super-duper productivity from your employees.

Feature: Clothing made from the fabric of Superman’s indestructible cape.
Benefit: You’ll never have to buy new clothes again.

Sometimes the benefits of a particular feature can be less obvious:

Feature: An SUV designed by a world-famous rock star.
Benefit: Make your friends jealous.

As you look at the features and benefits list above, you might think to yourself, “Gee, some of those benefits aren’t really important to me.” That’s an excellent point, and a very important discovery that you’ve made regarding selling the benefits.

Not everybody buys a certain product for the same reasons. The person that buys the super-duper fast processor might be a gamer who just wants to build a gaming computer that’s faster than his buddy’s. If he’s not a business owner or manager, he probably isn’t that interested in increasing employee productivity.

In selling the benefits, keep your target market in mind. What is it that they want in a product? Teenage girls want to be cool while their mothers want practicality. But depending on the product, it could be the other way around. Get the idea?

In Part 2 of this series, we’ll cover psychological “switches” that tell someone to buy. Flip the right switches, and you virtually guarantee yourself a sale.

Posted in Making the Sale, Features and Benefits | 1 Comment »

Top 10 SEO Mistakes

These days, it seems everybody is an SEO expert attempting to implement their own brand of SEO. And yet we see time and time again as companies implement their SEO strategies to exiguous results.

While there is no dishonor in attempting in-house SEO, it can cause a great deal of harm if one is not careful. At the least, you won’t get sufficient results from your efforts. At the worst you can destroy your company’s reputation.

Following, I cover the 10 most common and most significant SEO mistakes that I see on a daily basis.

1. Trying to Rank for Keywords That You Really Shouldn’t
   A small niche shoe website shouldn’t target “shoes” or “fashion”. There is simply far too many websites, many of them very well established, that you must beat out for such a commonly used word. “[Niche] + shoes” or “[area] + shoes” or “[style] + shoes” is a far better strategy, and a much more realistic goal.
2. Not Taking Full Advantage of the Title Tag
   The title tag is the most important place to be putting keywords. It’s the title of your document, and should therefore reflect what the document is about. Too many companies choose instead to use a generic title, such as their company name, for every webpage.

   Just as harmful, if a webpage is not about the keyword you’re targeting, then you should not use the keyword in your title. Doing so will result in your webpage not ranking as well as it should.

   Be sure to use your target keywords in your title, always putting the most important keywords first, only repeating keywords if natural, and using every keyword in your title within the webpage’s content. Any information that doesn’t help you rank, such as your company name, should be put at the end.

3. Not Using the “nofollow” Attribute to Your Advantage
   Some companies don’t use “nofollow” at all, while others use it on every link. In both cases, you are making poor use of the nofollow attribute. The nofollow attribute of an anchor tag is used as a way to meter out “link juice” – the value given to a link. By using nofollow on any given link, you are giving it less juice, thereby creating more juice for other links.
4. Using “nofollow” on the Wrong Links
   Remember from the previous point that nofollow is used to meter out the value of your links. Links that are insignificant search wise – such as your site map, user agreement, privacy policy, and so forth – are good pages to use the nofollow attribute when pointing to. This creates more juice for your more important webpages.
5. Not Optimizing the Landing Page
   So you’ve done everything else to get ranked and are now getting lots of traffic. If the landing page isn’t optimized to convert, then all that great traffic will be wasted.
6. Misuse of Flash
   Search engines have absolutely no way of indexing Flash content. Websites that use Flash for a majority of their content are missing out on the major benefits of SEO. Some sites will even use Flash to display large amounts of text, all of which remains unseen by the search engines. Flash should be used sparingly, and should never be used if it’s possible to use plain text.

   If you must use Flash, consider creating a separate page that contains text which is indexable by the search engines.

7. Keyword Stuffing / Hidden Text
   I know this gets get talked about a lot and many think no one does it anymore. You’re wrong… it happens all the time.

   Keyword stuffing is the practice of overusing a keyword or several keywords to the point that your content doesn’t make sense because it is unnatural. Hiding text is making text invisible to users by making the font color the same color as the back ground. This allows a webpage to be stuffed with keywords without making it appear unnatural to the user.

   However, the search engines are able to easily spot keyword stuffing and hiding tactics and will penalize you for it. Plain and simple: don’t do it! It will only harm you in the long run.

8. Not Targeting Keywords That Actual Shoppers Use
   Sure it’s easy to rank for the keyword phrase “guacamole colored orangutan statuette dancing in a corn maze,” but nobody will ever search for that. On the other hand, getting ranked for “guacamole” might get you a lot more traffic, but no conversions (unless that’s what you’re actually selling).

   Do your research and find keywords that will provide you with enough traffic to make your efforts worthwhile, will bring customers that convert, and are realistically obtainable. As noted in point #1, ranking for “orangutan” might be unreachable, whereas “orangutan statue” or “dancing orangutan” might serve you better.

9. Misuse of JavaScript
   A lot of JavaScript is client side, meaning it runs after the browser loads the page. This means that search engines only see the JavaScript code (or the call to it), not the results of it. If you are hiding links or other text within JavaScript code, then the search engines won’t see it, nor will they follow the links.

   To solve this problem use server-side scripts, such as PHP, that allow search engines to see the output of the script rather than just the call to the script itself. If you must use JavaScript, place code inline anytime you are creating links rather than making a call to the code. This allows a search engine spider to see the link location and follow it.

10. Bad Link Building Campaigns
    Building up inbound links is a time consuming task. If you’re going to do it, make sure that you are chasing after quality links that will build up your website’s reputation.

There are plenty of ways to create a lot of inbound links without adding any value. Don’t waste your time accomplishing nothing for your website.

Have something to add? Feel free to comment on my post.

Posted in Online Marketing, SEO Marketing | No Comments »

OrangeSoda’s Christmas Party 2007

Last weekend, OrangeSoda held their company Christmas party. OrangeSoda is just over a year old, so although this wasn’t the company’s first Christmas, it was their first formal company Christmas party.

One of my favorite parts of a company Christmas party is when the person that had most exemplified OrangeSoda’s mission throughout 2007 is recognized as “employee of the year,” or receives some other similar recognition.

When the time for this recognition comes, I always like to try and guess who it’s going to be. I usually do pretty well. At most companies, the hardest working and most dedicated employee is usually quite obvious, and it’s not much of a secret who that person is.

I joined OrangeSoda in May, and though that should be plenty of time to find out who the employee of the year would be, I found myself struggling to pinpoint the one person that was most deserving. Not because nobody stood out as the obvious choice, but because so many people stood out. I couldn’t imagine the difficulty those in charge would have in selecting the one person to recognize.

Several possible names ran through my head. Then they made the announcement: Director of Client Support, Nathan Judd. I nodded my head in acceptance. Nathan was certainly deserving of the award.

But then they brought out another award. I smiled as I realized that the executive team could do no better at choosing a single person than I could.

Jared Turner, VP of Development was next. But it didn’t stop there. Jared was followed by David Dustin (Sales Manager), Jon Wadley (Director of Campaign Management), and finally Jon Sanderson (Account Manager).

left to right: Nathan, Jared, David, Jon W. and Jon S.

As I considered these five employees, there was no doubt in my mind that each and every one deserved the recognition they were receiving. But at the same time, they could have recognized a dozen or more employees and I would have felt the same way I did then: that several employees who were so deserving weren’t being recognized.

That thought sat with me for a bit as I considered what truly makes OrangeSoda unique. In past jobs, I’ve listened to coworkers talk about going on strike, complain about their job or their boss, or browse the help-wanted ads while at work. These things don’t happen at OrangeSoda.

Every full-time employee is here because they want to be here. Every one of us believes in OrangeSoda, and every one of us is willing to sweat and bleed for this company. The commitment spills over to our customers, because without their success, OrangeSoda doesn’t succeed.

“Without you, there is no us.” We hear it so often it’s become cliché. Every company says it, but does anybody other than the executive team live it? At OrangeSoda, every employee knows it, believes it, and lives it.

When the opportunity for me to join OrangeSoda came up, I had a bit of an internal struggle. The company I was with at the time had given me four weeks of paid vacation due to the time I had served with them, something I wasn’t too interested in giving up.

Furthermore, I felt that I was well respected in my position. I was the third longest serving employee, having started with them when they were working out of three tiny offices in the corner of the second floor of a four-floor office building.

There were only six full-time employees. Three of us stayed around long enough to watch the company grow to over 100 employees, take over all four floors of the office building, and eventually win an award as the fastest growing, privately-owned technology company in the nation. I felt like I was an important part of that company’s success, history, and culture. The thought of leaving them nearly brought tears to my eyes.

But in the end, OrangeSoda presented an opportunity to start over, to be an integral part of having that experience all over again; helping a new startup company grow and be successful.

I believe in OrangeSoda, I believe in our mission, and I know that my fellow coworkers all believe it too. So in my own little world, I award employee of the year to every one of my coworkers, each of whom are deserving of this recognition.

If you’ve ever wondered whether or not a company you patronize has any interest in helping you, you don’t ever have to worry about that with OrangeSoda.

Here’s to a new year with twice the passion, and three times the success for both you and OrangeSoda! Watch out world. The fizz has never been stronger.

Posted in Company Fizz | No Comments »

Let Users Control Your Content

As the world moves toward a Web 2.0 experience, thereby allowing users more and more control over what content gets put up on the World Wide Web, it has marketers everywhere throwing fits as they try to figure out how to control it.

Experts in reputation management have started to appear out of the woodwork offering companies a false sense of security by claiming to be able to control user-generated content, promising to squelch anybody who posts negative comments about your company anywhere on the Internet.

While it is important to protect your reputation from those who would slander you, one of the best ways to do so is by bringing the fight home.

Keep the Fighting In House

An acquaintance of mine once worked for a business-to-business company’s marketing department. He proposed that the company implement a discussion board on the site. However, he met large opposition to his proposal, especially from the manager of technology who argued that it would simply encourage members to openly talk negatively about the company, which did not have a particularly glowing reputation.

The marketer argued that this would be just fine. To begin with, they had plenty of evangelists that would come to their defense. Second of all, the griping and negative talk would be in a forum where they could quickly and easily respond (and probably learn things from their customers they might not ever hear otherwise). Third, it would generate free content, even if it does have a negative slant towards the company.

In essence, my acquaintance saw any company bashing as an opportunity for the company to actually improve its reputation.

How Does Allowing Trash Talk Help My Company?

A little over a year ago, General Motors held a contest. They invited consumers to create homemade TV ads for the Chevy Tahoe and post them on Chevrolet’s website. While the expected flow of incoming videos including some good and positive commercials, there was also an influx of Tahoe-bashing videos, especially from people who viewed the SUV as an unnecessary gas-guzzling monstrosity that only served to destroy the environment.

Chevrolet’s response? They left the videos up.

Know Who You’re Talking To

In Chevrolet’s case, it’s well known that environmentalists don’t like SUV’s. Anybody looking to purchase an SUV already knows that they get bad gas mileage. They don’t need an angry consumer video to tell them that. However, the angry consumer videos, thanks to all the talk they created, might get someone considering a competitor’s SUV to visit Chevrolet’s website instead, at least to see what all the fuss is about.

Adjust, or Die

Old-school marketers can’t handle not having complete control over everything. Fifty years ago, company mascots such as the Jolly Green Giant, Michelin Man, Tony the Tiger, and so forth were invented from marketers that wrote down everything the mascot could say and not say, do and not do.

Today, consumer generated comments are considered among the most reliable sources for legitimate information about a product or company. Consumers trust the word of people they don’t know far more than anything a marketer can cook up.

To adjust, you first have to accept that users are now in control of what is being said. Next, you have to allow visitors to your website to communicate with each other. And finally, let go. Don’t edit what you don’t like, don’t attack those who say things against you.

This is your opportunity to listen to what your customers are saying, to take steps to improve your company, and in that way control what is being said about you.

If 9 out of 10 people that speak about your company are speaking ill of it, it might be time to take a long hard look at yourself. You’ll never be able to please all the people all of the time, but at least you’ll be able to please most of the people most of the time.

In Closing…

So what should you do when user-generated content on your site doesn’t go the way you want it to? The answer is: do nothing! Thrive by accepting that users control the Internet, or die trying to control the masses.

Posted in Online Marketing, Content Creation | No Comments »

Content Is King… Or Is It?

As you get ready for the holidays and a nice four-day weekend, here’s a little something for you to digest, uh, while you’re digesting.

From the beginning of time (well, the beginning of the World Wide Web anyway), content has been declared king by SEO’s everywhere.

In the beginning of the “Content is King” movement, content development was rather crude. Throw in lots and lots of keywords whether related to your site or not, make sure you repeat every possible keyword more than everybody else, and you got ranking in the search engines.

For those that remember the dark days of search, you’ll remember that adult sites excelled at this. Search for any popular term, whether it be “cool music”, “pet adoptions”, or “shoes that make me jump higher and run faster than the other guys on my basketball team”, and about half of the top 10 results seemed to always be adult sites.

Good content becomes king

Fortunately for all of us, search engines have improved since those days. But more than the search engines changed. Webmasters began to realize that there’s more to making a sale than getting a good ranking in the search engines. So the smart ones switched strategy from writing a page of keywords crammed together to create a nonsensical webpage to writing “good” content.

Webmasters that were out to actually make money with their websites realized that their content needed to cater to their target visitor. Have a site that sells camping equipment? Maybe it would be a good idea to write about tents, hiking boots, and great places to go camping.

Sure you might not get as many visitors, but funny things start to happen when your site visitors are actually interested in what’s on your site. Your bounce rate (the number of people who leave immediately after visiting) will go way down and your conversion rate will go up. And if you do things just right, your overall sales go up as well.

Content is king?

So content is king, right? Well… no.

Content is a vitally important part of your online marketing. However, I submit that it is not king. Music is vitally important to the functioning of a dance club, but I wouldn’t say it’s the king. What is king in a dance club? How about the dancers who come for the experience?

Just like it’s the people that make the dance club worth going to, community on the Web has quickly been taking over as the king of online marketing.

Online communities have been around a long time, since pre-World Wide Web days. But there has been a huge boom over the last few years with the increasing establishment of social networking sites. This pattern confirms that people online want to spend time together. It is becoming increasingly important as each day passes for you to bring together the community of visitors that visit your site, thereby giving them a reason to continue returning to your site.

Building your very own community

So what can you do to bring together a community? To get started quickly and easily, give these a shot:

• Start a blog — Blog-o’-philes have been preaching this since the turn of the century. Two big things happen with a blog. First, you create fresh new content on a regular basis. Second, the community that comes together and meets at your blog also creates content. Content might not be king, but it is just as vital as the music at a dance club. A community is formed because of the content, but they stay because of the community.
• Implement a discussion board — Perhaps the oldest online get-together. Discussion boards have been around since long before the World Wide Web came to be. However, the WWW has allowed for major improvements on the classic discussion board. Set one up and let your community talk to each other.
• Allow user reviews of products — Studies show that consumers trust other consumers more than anything a retailer or manufacturer can say. Reviews from consumers will be the most powerful marketing content you will ever be able to put on your website.

These three items are about letting people interact with you and with each other. It makes your site a place where people can come together, talk about common interests, exchange stories, and discuss their experiences with camping equipment — or whatever it is you sell.

The content will bring the community, which will create more content, which will build your community.

Posted in SEO Marketing, Content Creation | 1 Comment »

Getting eBay Listings to Show up on Google and Yahoo!

You’ve probably seen eBay listings show up when searching for something on Google, Yahoo! or some other search engine. The following image shows a Yahoo! search wherein the top listing is for an eBay auction:

Have you ever thought to yourself, “I wonder if I can get my eBay listings to appear on the search engines?”

The answer is a resounding YES! You just need to understand how search engines work. This will give you an idea of why a search engine might rank an eBay listing in their search results.

Understanding how Search Engines Rank Webpages

Google, Yahoo! and most other search engines place a lot of weight (importance) on inbound links to a webpage. In other words, the more inbound links a webpage has to it, the more important a search engine considers that page to be. The words that are used as part of a link add even more weight as the most important keywords for that webpage.

The search engine then looks for those same keywords in the body of the webpage. If it finds them, it adds even more weight. If the keywords it finds in the webpage body happen to be headlines, bolded, italicized, or are part of a bulleted list, then again even more weight is added on.

There’s a lot more to search engines than that, but it’s enough to get us started for our needs.

Optimizing Your Listing for Search Engine Ranking

From the previous section, we now understand that we want to create keyword rich links to our eBay listing. The easiest way to do this is through the use of your eBay listing’s title. The words you use in your title will become the most important keywords search engines pick up on.

Remember the Yahoo! search results page from the above image? Notice that it is ranked #1 for the same words that are used in the auction’s title:

This image shows the Pottery & Glass category listings on eBay. The words in the title link directly to the listing’s auction page. The words in the title (which are linked to the listing’s auction page) were picked up by Yahoo! as being important keywords for the page it links to (again, the listing’s auction page).

Seems pretty easy, right? Well, that’s only the easy part. Let’s get into the knitty gritty of what this seller did that resulted in his auction being picked up by Yahoo!

Most auction listings don’t get picked up by the search engines because auction sites are very dynamic. In other words, your listing moves around a lot as new auctions are listed and old auctions end. Since your category link never stays in the same location for long, the search engines don’t bother picking it up because they know it’s just going to move eventually.

Furthermore, when you first list an auction, it is buried on the very last page of results. Many search engines only look a few links deep when crawling a site. This means your category listing won’t even get looked at by a search engine until it’s on the last day or two of its life, in which case it won’t be around long enough for the search engines to bother with it.

So the trick is to get your category listing to stick around long enough – on a page the search engines will see – for a search engine to pick it up. This means getting and staying on the first couple pages of category listings.

There are only a couple ways to do this. First is to list in a category with very few listings. Being that eBay has several hundreds of millions of listings at any given time, that’s not a likely scenario. The second (and more reasonable) option is to purchase the Featured Plus! listing upgrade.

The Featured Plus! listing upgrade costs $19.95 and places your listing at the top of the category listings for the entirety of its life, however long that may be. You can improve the odds of it being picked up by search engines, as well as maximize the benefits of being listed by a search engine, by also purchasing the 10-day auction extension (giving it an extra three days over the normal maximum listing time of seven days).

To further improve the importance of the keywords you used in your auction title, use these same words in your item description. Make sure there is a good density of these words, using them in headlines when possible. Bold the appropriate keywords when not being used in a headline.

Italicizing keywords helps as well, though not as much as bolding them. Using keywords in bulleted lists will help as well.

Choosing the bold listing upgrade may help, as should using a subtitle with similar wording to the title.

You can give your eBay listing a further boost by placing an ad for it on the prominent online classifieds site Craig’s List. Be sure to link to your auction, using appropriate keywords (preferably your auction title) in your Craig’s List posting.

Posted in eBay Marketing, Online Marketing | No Comments »

New Look and Feel

Orangesodalicious is getting a makeover with a new look and feel!

Please feel free to make known your thoughts, or to let me know about any strange anomalies you run into. I’m still making changes though, so keep an eye out!

Posted in Company Fizz | 3 Comments »

Sardine room

If Alex hits me with his chair one more time….

Posted in Company Fizz | 3 Comments »