https://youtu.be/tpLxqyO_Gqc
Show notes
Today We had the pleasure with speaking with a member of our Revision Team, Mikayla Anderson, our Website and Graphic Designer.
In this episode of EntreNetwork we cover several key topics including:
· Starting with Strategy
· Knowing your Audience and their Needs
· Marketing Funnels: Awareness, Consideration and Conversion
· Pillars of Digital Marketing
· Consistency is Key
· Paid Advertisements
Connect with Mikayla!
Connect with her on LinkedIn: https://www.linkedin.com/in/mikayla-anderson1/
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Transcription
Team RMG 00:00
Welcome to entre network brought to you by revision marketing group. This podcast is meant to serve as an entrepreneurial knowledge base of wisdom and practical tips in marketing, branding and technology to help grow your business effectively.
Sidney Jackson 00:16
So we shall get started. Welcome to revision marketing group. My name is Sydney Jackson. And we have Mikayla Anderson as well. So I am the marketing specialist and founder of revision marketing group. And we’re a super small agency out of well, based out of Shreveport, Louisiana, I’m downtown Shreveport. And then we have mckaela. She’s the website and graphic designer. So she’s, she does a lot of website design. But she also acts as the project manager for pretty much all of our projects that we’re working on. So with this, we’re also recording for a podcast called entre network, which kind of just teaches small businesses or adds value to small businesses through marketing and branding and technology. We do a lot of interviews with different business owners about different topics, such as when to purchase a business, or went to purchase a building for a business, their overall passion and how to sustain as an entrepreneur. So yeah, that’s kind of like the brief overview. I’ll let Michaela kind of introduce herself a little bit more.
Mikayla Anderson 01:26
Yeah, so my name is Michaela Anderson. Like Cindy said, I’m the website and graphic designer for a vision marketing group. I’m a recent college grad graduated back in May, out of you marry in North Dakota. And from there, basically, I moved down to Shreveport and I started this job at revision marketing group and fell in love with marketing for small businesses. And here we are. So
Sidney Jackson 02:01
indeed, let me go ahead and do this. Okay, so we’ll start off with basically, the start, I guess, let’s see, put that over to the side, we’re still pretty new to zoom. We do a lot of Google meet, of course, because a lot of our clients are virtual. But zoom is kind of like a, yeah, it’s fine. But we’re getting it. So basically, when you’re starting a business, or when you’re trying to grow a business strategy is extremely important. So this strategy is moreso, talking about the marketing strategy. But of course, some kind of business plan or some kind of overall strategy for your business is always recommended. But we’ll dive a little bit deeper into the strategy for marketing, and sales, pretty much. So with that, numbers, crunching the numbers are extremely important, or just knowing a numbers are extremely important to help you grow your business. And when we say numbers, we mean, we basically mean how much revenue you’re trying to make, how much money you can make from each individual client, how much does it actually costs to acquire those clients, right? And then a conversion? So how many people are going to your website? Or how many people are engaged in all your current? What’s your content on your social media networks? And then how many people are you actually converting? Right? So all of these kind of talk about the overall numbers. So what revenue and how it relates to lifetime value of a customer is you have to, let’s say you have a business that’s trying to generate 100,000, within the first year, right? Or year in year four, and you’re trying to generate 100,000 or a million. So what 100,000 in revenue, how many clients you need to have to make up for that number? It just kind of depends on lifetime value of the customer, right? So if you are a lawyer, and you can get around 10,000 per client, all you need is 10. But if you’re doing like e commerce, and you’re, well yeah, e commerce, you may have a lifetime value of $100 per order, and someone orders from you once a year. So you would need 100 people to make up for 100,000, right? Well, that’s a that’s 1000 people actually. So my math is a little bit off, but I hope you guys kind of get it where you kind of divide how much the lifetime value of the customer by revenue to kind of make up for, hey, we need this many people buying from us on a yearly basis. And then of course, you can crunch that down to a quarterly and then even a monthly. So that’s extremely important in terms of starting from that because all of the marketing should kind of fit that criteria, right? So you know, as far as like cost per acquisition That’s basically talking about how much money can you spend to acquire a customer, or what’s the actual cost to acquire a customer. So some really good marketing tools, or really good calculations would be one to 10. So for every dollar you get out, you get $10. back. So say, for instance, we have, we’re trying to get 100,000 in revenue. And this is just me diving deeper into the numbers you’ll find out. And I love the numbers. And because it’s really crucial for a sustainable business, just understanding the numbers. So let’s back into a let’s say you have 100,000 in revenue, or you’re trying to make up for trying to get 100,000, the lifetime value of a customer is 10,000. That’s just how much money you can make off each individual client. But of course, we know that we have expenses as businesses, right, you have overhead, which takes up let’s say, 20%. So 2000, or 20,000, for the year. So with that you can’t have you can’t spend 10,000 to actually acquire a customer that’s going to generate 10,000. Right? So a good benchmark is one to 10. So for that $10,000 client, you can afford to spend $1,000. Benchmark, benchmark wise, of course, that kind of depends on how much it costs to render your service on the overhead, or how much does it actually cost to produce the product. Um, so all of those numbers have to kind of be considered before you really calculate what’s a really good number for cost per acquisition. But really good benchmarks are one to 10 125 and 123. So 125 is basically every dollar you put in, you get five out, which is more so 20% of revenue. For marketing, that’s really good if you’re trying to grow into a different market. And we’ll touch more about that and different pieces of content. But of course, follow us on social media where we just kind of dive a little bit deeper into the numbers into social media into email, marketing, all of these things. But yeah, that’s cost per acquisition. And then conversion rate is more so speaking about how many people you can convert to a paying customer. Or it can be how many people you convert to a contact, right? So if you have 1000 people going to your website, how many people are you converting to fill out a contact form? Is it 1%? Is it 2%. And with that, knowing that number, you can kind of fill up the top of the funnel, which means you can own increase, you can push more traffic to the website, and then sustain that conversion. Because I think a lot of businesses look at their website and they say, Hey, I’m not getting signups or Hey, I’m not getting people to fill out a contact form. But if you look into analytical tools, and you say, okay, we had 100 people go to the website, only one person actually filled out a contact form. That’s a 1% conversion rate. So look at the lifetime value of the customer, does it make sense to spend more money on marketing to drive people to the website, so you can get that conversion, because if you want more people to fill out a contact form, you have 1% conversion, let’s go ahead and boost that up by well 1000. And then you have 10 people filling out a contact form, if we can actually sustain that conversion rate. And then you know the numbers, you know how much revenue you’re trying to make, you know, what’s the lifetime value of the customer so you know how much you can spend to actually get someone to fill out that contact form. And then diving deeper into that. You also can say, okay, for every person that we that fills out a contact form, we only convert one to two people out of every 10. Right? So that conversion rate is even lower. But it just depends on one, it just depends. It makes sense if it’s more than a cost per acquisition. So knowing those numbers are extremely important, important. So that’s the numbers we can dive deeper into it as the best we can go. But we’ll talk more so about the target market. This is extremely important as well because you want your marketing content or your marketing strategy to speak to someone I know as business owners, people say, hey, our target audiences, everybody, everybody can buy our product, everyone can benefit from it. But in reality, you have so many limited resources to the point that you have to kind of niche down and say, Hey, we want to speak directly to this person. And that’s not so much a saying hey, Word, if this person comes in, we’re not going to sell to them because they don’t fit this criteria. It’s more so sad. Okay, we’ll we’ll just produce content speaking to this person. And then I’ll let Michaela kind of elaborate a little bit more on it.
Mikayla Anderson 10:15
Absolutely. So with the avatar, diving a little bit deeper, the biggest thing you want to focus on is with your business. So let’s say I own a daycare business. Who’s the number one person who’s going to be wanting to know more information about what I’m doing? My wife? Yep, exactly. So with that, if I were to ask, my goal here is 20, some year old man doesn’t have any children. And so trying to figure out who really applies to that marketing, so if I were to talk to Michael about my daycare, he would be like, okay, that’s cool. But if I were to go to Sydney’s wife, there is a chance where she’s like, okay, yeah, let me have some more information, I have a baby on the way. And so let that I, you really need to focus on who that target market is, I know, as small businesses, you really do have a more broad market, just because you’re most of your products, you want to try and sell to anybody. But realistically, if you really do want to get more people to convert over to purchasing the services, or the products, you really want to focus on that one person that you think will buy essentially. And so yeah, that’s the easiest way I can put it. Um,
Sidney Jackson 11:51
yeah, indeed. So understanding who the avatar is, because it gets a lot easier to create marketing materials when you know, who you’re actually speaking to, right. So say, for instance, you have someone, let’s say, for instance, you have a marketing agency, and they’re trying to target people who run businesses, right? So that content is going to be extremely different from someone who does sales barbecue or something like that, right? Because it’s different, in a sense, you need to talk about barbecue, and then the food and foodies, because we have a really good food scene here in Shreveport, and you have people who really like food and a sense, right? So just trying to identify who that target audience is. And that avatar is, because if I can say, hey, the guy name is Robert, he’s in his late 40s, he owns a business, he enjoys looking at Facebook and just kind of scrolling on like entrepreneur, which is a magazine or website, I have an understanding of that individual individual that we’re trying to market to. So it’s easy for me to say, when I pick up the camera, I can speak directly to him, right? And not everyone knows, but everyone else would kind of take it in, or people who look like Robert who’s our avatar, then they would actually get it because we’re speaking directly to that individual.
Mikayla Anderson 13:27
Right. And I want to add because you made a really good point. So with Robert he tends to scroll on Facebook, and that’s super important to know. So, um, like myself with daycare, if I was marketing towards Sidney’s wife or moms in the area moms, or potential women becoming mothers, I want to know what platforms they’re on the most. And so are they on Facebook? Are they on Twitter? Are they on Instagram? And versus Michael our IT guy? Is he going to be on like, let’s say Reddit or tik tok, or so knowing which social platforms you really want to focus on, will not only benefit yourself, but it’ll also save you so much time and energy, and so
Sidney Jackson 14:19
and money and money, money resources. Keep that in mind for sure. Indeed, because everyone has, well, not everyone. A lot of people have limited resources, unless you’re like Bill Gates or something like that. But when we’re talking about resources, we’re talking about both money and time, because it’s always a trade off in a sense. So would that talking back about the on the daycare situation? What, what’s the avatar? And then most importantly, what’s the pain point what is my wife actually looking for in the daycare because it gets easier to identify or create content If you know what the person’s pain point is, right? Um, so my wife, she’s just looking for a daycare, or we, we’re not really, because we love the daycare we’re at. But with that, if she was some of the pain points that she would have would be, Hey, can I see my baby? anytime of the day? Do you guys have cameras? And then we have an app or something like that? Where we can check in on Adeline? Or the newborn? Right? And then what’s the precisely? And then what’s the communication style of the leadership? Is everybody on the same page? How convenient? Is it for us to drop her off? Can we pick her up at any time? So pain points, right, we want to have that flexibility within a daycare. So understanding the pain point of your customer is extremely important. Because you can highlight that as well. Because people don’t really buy products and services. They try to satisfy their internal pain points, right? They have a problem and they look look for a solution. So if you’re the person that can actually come up with a solution or educate people on how to solve that solution, even if it’s not buying your product or your service, down on line, nine times out of 10, they’ll come back to you because you was able to kind of educate them on on the solution and not push services and products, let’s say down their throat, but yeah,
Mikayla Anderson 16:29
right. And so again, going back to that daycare, if let’s say they have a service that offers on Friday nights that they can watch your kid for four hours. And so let’s say my pain point would be I need a date night with my husband. So with that, the solution would be I need to find some or I need to find somebody to watch my child. That’s the pain point. Okay, so I know that there’s this daycare around the corner, and I’m going to give him a quick call just to see if they have any availability for today. Huh? It’s pretty. Yeah,
Sidney Jackson 17:09
yeah. And with that, so daycares? Well, you don’t get a lot that actually do something like that. But that’s a really good marketing point, right? Because that is a pain point. Of course, you need someone to watch your kids when you’re at work and stuff like that. But what about nights, where you just kind of want to have that intimate setting, which are your spouse, pretty much. So a daycare providing that solution as well, and not so much. So say, for instance, on social media, it’s not so much like, Hey, this is a word we provide in a sense, but is generating content that showcases it right? So you can do some kind of short form video, where it highlights the individual. And then on a back end, you have a call to action saying, hey, check out our this because this is a service we provide. Or it’s not just put it up in common sense, but it’s real life situations. Well, that’s not it. Okay.
Mikayla Anderson 18:14
And please feel free to ask questions and the chat. If you guys do have any questions, we’re more than happy to answer them. If we’re going too fast, or any?
Sidney Jackson 18:26
Yes, yes. So it’s a lot of information. And we’ll try our best to really consolidate it in the sense, but we want to add as much value as possible within the most compact timeframe frame. But we do have an email list. And we have our social media where we just kind of make these into vital bite sized content where you can take in that value, because it is going to be a lot. But yeah, feel free to ask questions, you can follow up on via email as well, and schedule a consultation to kind of learn more. Yeah, we have Michaela, who’s our website and graphic designer, marketing specialists, we have Michael who’s the IT professional. And then we have marly, who handles our social media and event planning so we have a full team to kind of answer these questions for you and help your business grow.
Mikayla Anderson 19:24
Okay, so moving on to this strategy, we’re going to go into planning ahead. Um, this is my favorite part. I am very much of a planner. And so having a career in the marketing industry is kind of a struggle for me just because sometimes a lot of the things that are associated with projects are very spur of the moment. But with that being able to plan ahead, helps me so much with my sanity. And so the biggest thing is, I want to emphasize that this is super important. Um, so yeah,
Sidney Jackson 20:09
yeah, no, absolutely important. So I think business owners they get. So you have like three roles as a business owner, one, you have to meet a technician. So you have to do the work, you have to provide the service, you have to produce the product, and it says, right, and then you have to manage, right. So once you bring people on, you have to actually manage people human resources, and then you have to do all of the other stuff, such as the taxes, filing the paperwork, all of this interference with clients and stuff. And then on top of that, you also have to be the entrepreneur, which means you have to go out and look for additional opportunities to help your business grow. So with that, you may get lost as far as trying to juggle all of these things, and you fail to kind of plan ahead. I know I have overwhelmed, yes, yes, definitely. So planning ahead is extremely crucial. And this doesn’t have to be like, Hey, stop what you’re doing and, um, work out some kind of one to two year plan. This can be planning ahead for the week, or a month, and then a quarter, and then a year, and then you can just kind of slowly plan ahead in the sense. But plan ahead from a marketing standpoint allows for you to crunch the numbers. So you can set Okay, how much revenue do we want to make? And then you can set goals from that and say, okay, since we want to make $100,000, we know that the benchmark for marketing is around 10 to 20%. So that’s 20,000, and then just kind of break that down. Because from that you can say, Okay, how much what’s the best return on investment, because you know, who the target audience is, if they’re on social media, which one is it? Which one is it, because if it’s just Facebook, and they don’t use Tick Tock a lot, you don’t have to be on all of those platforms, for your business to grow, you have to be kind of strategic, because you, you are working with limited resources, because you have a revenue goal, and then you have a marketing budget. Or you should have a marketing budget to kind of reach the clients that you want to reach. So understanding the numbers, and then the overall target audience allows for you to plan ahead, set the goals and actually execute. And with that, if you don’t really know how to execute, we can definitely help you with that. So we specialize in it, once we actually set a goal, we can say okay, this is how much you want to try to make. So we have to go ahead and get these many clients. And then from that we just execute. So we implement on a website, or social media or help you would implement in certain systems, such as a CRM. So all of that just kind of requires planning. And the most important part of that is having some kind of plan and being able to execute on it. But a really good thing as small businesses to be small business owners to be as flexible. So although you have a plan, we know things are super unpredictable. And 2020, would COVID and everything. So you want to be flexible. And then just kind of rework your plan. We crunch the numbers and then execute on that and just kind of be in constant improvement mode where you can be flexible and embrace change and not just kind of be so rigid, and say hey, I can’t change this is the way it is. This is the goal that we have and not flex to the arm circumstance circumstances.
Mikayla Anderson 23:57
And as far as like flexibility, I would say the biggest thing is don’t build a goal on another goal being accomplish. So if my first goal is I want to reach 1000 followers on Instagram. And then my second goal is I want 500 of them to convert but then I only have 250 followers it gets a little tricky and so you can be flexible and readjust the numbers and the goals to the applicable situation. But it’ll save you a lot of time in the long run if you just kind of set short term Okay. And then from there, those short term adds up to the long term
Sidney Jackson 24:52
and they are in the lead. And with that always try to associate it with some kind of KPI which is a key performance indicator for the business. Because as far as like social media, and just any kind of marketing, it has to align with your overall business goals, right? Or else, why would you actually be doing any kind of marketing, right? So when you have social media, or you’re doing social media, don’t just do it and say, Hey, everybody is on social media. So I shouldn’t be to make sure that you understand your target audience, are they on social media? Because social media is extremely important, and 2021 for almost all businesses? But on the flip side of that, how much input do you put into it? Right? Because if you’re going after government contracts, are there people on social media? And if so, is it Facebook, compared to LinkedIn? Which one is it? So understanding that and then that kind of allows me to say, Okay, I probably shouldn’t allocate so much money, or so much of my time into this marketing channel, because my target audience isn’t on there. So that just kind of allows for you to be smarter in terms of your overall marketing approach. Okay, so we’ll talk about marketing funnels. So marketing funnel, so on a high level, you have the awareness phase, which is more so top of the funnel. So when you think about a funnel, it’s Yeah, and then it takes you down to consideration, and then conversion. So of course, you have different funnels, sometimes you have like a five step funnel, sometimes it’s like a seven. But pretty much, it just kind of takes people down to convert them, which is the bottom of the funnel. So at the top, you have awareness, which is basically everybody that’s aware of your brand, or brand awareness, where you have some kind of campaign where you say, Hey, we exist, in a sense. So brand awareness for us as a marketing agency would be kind of like the podcast where we can spread brand awareness to what we actually do, or who we are as, as individuals. And then from there, you can bring people down to the conversion, which is more So hey, I know that you know that we exist in the sense, but now, would you consider purchasing from us. So talking more so about the service offerings that we have, which is dedicated to marketing brand and technology, right? So after that, it’s basically conversion. So hey, I know that you already considered that from buying from us because you went to the website and filled out a contact form. Now let’s go ahead and schedule a free consultation, and convert you to a paying customer in a sense. So that’s the overall marketing funnel. And hopefully, you guys take that funnel. But that’s how it basically works for a product based business. It’s somewhat the same where you push brand awareness on social media, and then they go to the website, and then they put something in the court, which means they are considering buying from you. And then once they pay, that’s the conversion. So it’s a lot of different ways to get to the bottom of the funnel for clients. And understanding the overall stages of a marketing funnel allows for you to create marketing material to kind of align with those different types. So we can talk more so about awareness.
Mikayla Anderson 28:48
Yeah, so for the awareness page, the biggest thing is you want to focus on really, so are at revision marketing, we focus on personal branding, which I think is super important just because when you first start a business, so again, going back to the daycare, um, the first people that know that I’m starting, this is typically going to be my friends and family. And so they know me personally, and they’re going to recommend me, because I’m their sister, their stepsister, yada, yada, yada, yada. And so, for the awareness, if you start promoting personal branding, people are going to see the person behind it rather than just the services. So share your story about why you’re passionate about childcare. Why you want to start working with children with autism or different things like that and just really focus on selling yourself and your passions and then from there You’re going to attract the people that you want to work with, which gives you confidence, it attracts the people that you obviously want to work with, like I talked about, and then from there, people are going to be loyal to you, because they trust you with your vulnerability you’re giving them. Um, yeah, if that makes sense.
Team RMG 30:22
This episode is sponsored by project grand reconstruction, if you’re a business owner looking to grow your business in 2022, but you’re not truly satisfied with your website and social media content to do a big push and generate leads, revision marketing group has created project brand reconstruction to redesign your website and social media to be consistent with your brand, which will allow you to generate more revenue. To learn more about project brand reconstruction and join our waiting list, visit our website, www dot revisione mg.com backslash brand reconstruction.
Sidney Jackson 30:55
Absolutely. With that, that that awareness, we always say, people buy from people, not businesses, at least initially, you’re not buying from Tim Cook with Apple, right? You’re buying from Apple. But with small businesses people buy because it’s us the individual, and then as your business grows, they buy from the individual people that make up the business, it’s not the overall business. It’s how mckaela makes our clients feel, and when she’s talking about website and graphic design, and then how she actually listens to them, and then laughs with them. And it’s not so formal, right. And people love that about just revision overall. But um, they love her personality. So they’ll recommend their friend because they had a good experience. So with awareness, it’s really just kind of trying to build your personal brand, because people are buying from you as the individual first and foremost. But at the top of the funnel, if we’re talking about marketing strategies, you have a lot of them, and we’ll touch on it a little bit later in the event or someone our podcast Jesus, where we just kind of dive deeper into different marketing tactics and strategies for you guys. But the awareness phase is definitely important. That’s the first introduction to your business, or you as an individual, people have to be aware of you. So you can definitely develop different campaigns to promote awareness that may be, hey, we are on social media, we’re making posts on a daily basis, or, hey, this is our podcast, we’re generating traffic to the podcast page, or, hey, this is our website, and we’re pushing paid traffic to the website, or it may be just kind of going out and going to different event events, shaking hands, not kissing babies, because we’re not politicians, but boosting awareness to who we are as individuals, and then the business. And then from that, you take people down to the consideration phase, right? So in the awareness phase, you’re not actually selling anything, it’s more So hey, this is educational, hey, this may help you with your pain point, or sharing experiences that we had as individuals, right? So with that, it’s not a lot of selling, or it shouldn’t be a lot of selling. But then you take people down to the consideration phase, which is Hey, would you consider buying from us not so direct like that, but I’m just kind of taking people down to consider it. So if you came to one of the events, some what you may consider the possibility of marketing and branding your business in 2021. Right. So now you’re in a somewhat consideration phase, which then kind of showcases, hey, you may have a pain point, you may struggle with marketing or branding your business. You know, it’s a solution out there, we’re trying to provide as much knowledge as possible. So you guys can consider us. But on the other side of it, and which is more so a bigger reason for doing these kind of events and buoyant and been a service to small businesses, is because I’m a small business and I wish I went to different events like this when I was just starting out because it’s a lot of information in terms of trying to market your business. So that’s basically what it is, but the overall funnel, the overall stage that we’re at now, is consideration. So Mikayla, as far as like a product based business, what would that look like in the consideration phase?
Mikayla Anderson 34:47
So the biggest thing is, is let me give an example. We’re gonna talk about a bakery. So with a bakery. If you’re aware of that, I sell Let’s say donuts, I’m on your way to work, you’re like, Hi, I’m so hungry, like, it’s seven in the morning. And I’m like, Oh my gosh, there’s so like, there’s these donuts I heard. So and So talk about the other day, it’s like right up the street, maybe maybe I’ll swing by. And so I get there. That’s the consideration phase, the next part of it is going to actually be the Convert. Yeah, the conversion, basically. And so when I get there, and I see it right in front of me, and I’m super hungry, I’m gonna buy it essentially. And so with the conversion, this can be pretty easy. Once you have the actual product into somebody’s face, they can hold it, they can touch it, they can try it on. As far as e commerce, it might get a little bit tricky, but I think the pandemic actually proved that wrong. And so with the e commerce, the best way to push people to the middle, or bottom of the funnel is going to be more with client testimony. So really, it’s saying or client review. So if I bought this shirt online, just saying, like, comfy a shirt ever, like so good. And let’s say there was a limited time sale if I entered my email for 10% off or something, and so, yeah. Yeah,
Sidney Jackson 36:40
no, because it’s a lot of ways to actually get down the funnel. Um, and it just kind of depends on each individual business. So as far as like, your individual business is important to kind of consider what phases people actually take, because it’s different. If you’re a product based business versus a service based business, gee whiz. And then it’s also different if you own a brick and mortar business versus just strictly e commerce. But it’s a lot of opportunities to just can’t, well just push people down to the conversion conversion stage. But that’s pretty much the overall marketing and sales funnel for just marketing, and you can learn more, and we have a blog coming out, which is just gonna kind of touch on different it things, marketing, branding website, um, who we are as individuals, and just adding value to you guys a little bit more.
Mikayla Anderson 37:44
So the moment you guys have all been waiting for marketing, yes. So the pillars of digital marketing. So we’re going to talk about SEO, which is search engine optimization, which is personally in my realm, dealing with websites, social media, email blasts, analytics, branding, and then paid advertisements. So starting right off, we’re going to go into search engine optimization. So essentially, if people Okay, so the biggest thing people ask me, when I make a website for them is, how am I going to rank in Google? And so my answer is always depending on if they had a website pre existing or not. And so with search engine optimization, it is essentially a whole bunch of words and tags that you want people to be tracked to on your page. So for my daycare business, going back again, I want childhood care on my page, certain amount of times, I want day times and evening from my page