Callum McKeefery

And we'd try and win...

three or four in each industry.

And that was how we won the clients.

But the clients really weren't where we were focusing.

At that point, we're not focusing on the clients.

We're focusing on getting footprint.

So when we won Eurocar Parts, we wanted to collect as many reviews for that company as possible.

And that'd get as many labels on the reviews that I own name as possible.

And then the revenue would come.

So generally, once we collected, say, thousands of reviews, I mean, look, we collected 57,000 reviews for GSF there.

Once we collected a huge amount of reviews, all the people in the client street were like, these guys are doing amazing.

They're doing amazing things with a review site.

Let's give them a call.

So as we won one client and did amazing, you know, help them collect the reviews at the right time.

So they got really high conversion, collect really good looking reviews with photos, really good content.

That'd really power that flywheel to get more.

We already ranked quite well for those pages.

We found that if we got two or three reviews on a profile, the page would start to do really well.

And we'd listen for people talking about GSF car parts or Euro car parts.

And we'd go, hey, why don't you leave a review?