Mod rewrite b2b softbizcông việc

Looking for an expert web designer skilled in creating and maintaining an informational website tailored to industry professionals. The primary objective of the website is to inform and engage professionals within the industry, highlighting our key products or services on the homepage. Ideal Expertise: - Proven experience in designing informational websites for B2B communication. - Mastery of user experience, enabling easy navigation for industry professionals. - Capabilities to effectively highlight product or service details on the homepage. - Understanding of industry-specific needs and language. Responsibilities: - Develop a strategically organized website focusing on our products and services. - Ensure the website appeals to industry professionals. - Maintain websit...

Arabic is essential I'm searching for a talented web developer to effectively create a dynamic marketing website for my business purposes. Key Responsibilities: - Construct a website that caters to both B2B and B2C target audiences. - Integrate essential features, such as a contact form, a survey/poll section and an index page to facilitate potential customers' engagement. Ideal Skills and Experience: - Proficient in modern web development technologies. - Prior experience creating marketing websites would be a plus. - Familiarity with developing features such as a contact form, survey or poll, and index is needed. I look forward to seeing the creativity you can bring to this project.

I need an experienced freelancer to work on academic documentation write-ups. The main goal is to rewrite and edit the content, and also format it professionally. The papers should be edited, all aspects of similarity scores or plagiarism should be removed (zero similarity with plagiarism checker), and format the paper with a good layout. There are two files. This needs to be completed as soon as possible. Budget - $100 (negotiable) 1st file - 2663 words 2nd file - 7946 words Additionally, the work will involve removing any similarity scores from the content. Ideal Skills and Experience: - Strong background in academic writing and editing - Proficiency in content formatting - Experience with plagiarism-checking software This project is best suited for someone who is detail-orie...

Looking for digital marketing experts with robust skills in Search Engine Optimization (SEO), Social Media Marketing, and Pay-per-click (PPC) advertising. The purpose of this project is to target B2B (Business to Business) audience. Expertise Required: - Solid understanding of B2B marketing. - Proven experience in SEO, social media marketing and PPC advertising. - Ability to develop and execute a robust digital marketing strategy. Your responsibility includes: - Formulating a comprehensive digital marketing strategy. - Executing the strategy effectively for a B2B marketing model. If you are seasoned in handling similar projects, this is for you! Show us your expertise and let's propel our brand value together.

...issues. The ideal candidate should have: - Proven experience in social media management - Strong understanding of email marketing best practices - Excellent communication and copywriting skills - Ability to analyze data and draw insights - Familiarity with social media analytics tools - Experience: 4 to 5 years, must be a self-starter and motivated. Preferred if worked for companies offering B2B or Online services. - Qualification: Certification in SEO & Digital Marketing must. Must have good knowledge of Moz, SEMrush, Sales Navigator, Search Engine optimsation & Social Media Marketing platforms. - Language: English, Hindi, Native language. Please provide examples of previous work and results achieved....

Hi Sophia B., Attaching a file for translation, SLA would be April 27th. Thank you, G

I am in need of a skilled WordPress developer, proficient in user experience design, to help overhaul my current B2B marketing site. The existing site lacks in crucial areas such as design, content organization, and user navigation. Key requirements: - **Design/Layout:** The site's current aesthetic is outdated and unappealing. I'm seeking a modern, professional design that resonates with our B2B target audience. - **Content Organization:** The information on the site is currently haphazardly arranged, making it hard for visitors to find what they need. A more intuitive content structure is required. - **User Navigation:** The current site's navigation is messy, confusing, and not user-friendly. The new design must prioritize simplicity and ease of use. The ...

I'm urgently looking for a proficient SEO expert who can not just optimize our 10-page website but make it stand out against our competitors. Here's what I expect: - Rewrite site headlines: I need you to nail both user engagement and SEO optimization. Our headlines must captivate while facilitating positive SEO results. - SEO content balance: Let's strike a balance here. The content should be technical enough to fulfill SEO principles, but at the same time, it should cater to user readability and engagement. - Optimized Meta Details: You'll be working on the meta details, including title, description, and keywords. The goal is to increase our visibility on search engine results. Please note that all this needs to be done within a day. Those with a knack for...

Somos B2B Group , grupo eCommerce con 3 tiendas online. Una tienda es www.productospersoanlizados.s dedicada a la venta a Empresas de merchandising publicitario. Queremos hacer un proyecto a 12 meses para ir potenciando nuestra marca ntre los proesionales de marketing y empresas de publicidad, eventos etcetera

Looking for a US based sales contractor to assist with high-ticket sales targeting a B2B (Business-to-Business) market in the technology industry in US. Key responsibilities: - Working with a qualified prospect database - Making cold calls to potential clients - Managing the discovery and closing processes The ideal candidate should have: - Experience in sales, preferably in B2B sales within the technology sector - A strong track record of closing high-ticket deals - Excellent communication and negotiation skills - The ability to work independently and meet sales targets - Experience with cold calling and lead qualification Your success in this role will be measured by your ability to not only bring in new business but also build and maintain strong client re...

Recherche d'un designer d'interface Shopify francophone pour mettre à jour et améliorer principalement l'expérience utilisateur B2B et se conformer au Google Merchant Centre.

I'm looking for a skilled professional who can help me generate leads in the B2B sector, particularly focusing on website development companies. Key Requirements: - Lead Generation: You should have a proven track record of successfully generating B2B leads. - Domain Knowledge: A good understanding of website development industry will be a plus. Ideal Skills: - Experience in B2B lead generation. - Proficiency in E-commerce website development. - Strong communication and collaboration skills. - Knowledge of website development sector.

I need a logo created. The company is Scoutreach and we offer marketing services B2B. The name is a play on scout (to look for) and outreach (to contact people). Our business aims to connect other businesses with their customer. Looking for something relatively simple, 1 or 2 color, that conveys the above.

I'm looking for an inside sales associate who can manage a variety of tasks that would help drive our retail business forward. Key Responsibilities: - Lead Generation: We need someone who can proactively seek new business opportunities by reaching out to potential customers in our target market. - Cold Callin...manner. - Sales Follow-Up: Following up with our leads and potential clients, ensuring they receive the necessary information and support to convert into customers. The successful candidate would ideally have: - Proven experience in inside sales, ideally in a retail environment. - Strong communication and interpersonal skills. - Ability to work independently and meet targets. - Knowledge of the B2B sales landscape. - Understanding of, or experience in, the retail indu...

Job description NOTE : Software sales experience is must Website : Job description : 1. Make around 15-20 cold calls per day to B2B customers in Australia market. 2. Understand the customer's needs and wants with respect to software solution. 3. Must be able to meet and exceed the monthly sales target 4. Ready to join us immediately. Required Candidate profile 1. Good Knowledge of Software product and service selling. 2. Expert Lead Generator & Tele-sales Specialist. 3. A Track Record of closing deals and meeting and exceeding sales targets in Australia Market. Before place bid please check our website.

I'm in need of a proficient Android app developer who specializes in creating applications for agency business professionals. The main function of the app is to provide a dependable platform for information sharing within the agency. Though no s...proficient Android app developer who specializes in creating applications for agency business professionals. The main function of the app is to provide a dependable platform for information sharing within the agency. Though no specific features were requested, the ideal candidate may propose additional functionalities that could be beneficial. A competent developer who maintains a solid understanding of B2B interactions and can suggest ideas related to CRM integration, task management and document sharing would be the preferred fit fo...

...calling small businesses and startups in the software industry to promote our services and schedule appointments - Utilizing CRM software, Lead generation tools, and Email marketing software to track progress and manage leads - Setting up appointments with potential clients who have shown interest in our services The ideal candidate should have: - Proven experience in cold calling, preferably in the B2B software industry - Proficiency in using CRM software, Lead generation tools, and Email marketing software - Excellent communication skills and the ability to pitch our services effectively - Prior experience in appointment setting is a plus **** - The project is commission based for now, paying $100 per appointment that is set where the clients show up for the appointment, a...

I'm in need of an experienced lead sourcing specialist to assist with finding B2B leads. Key Requirements: - Proficiency in sourcing B2B leads. - Strong analytic skills to identify ideal leads. - Experience in data research and lead generation. Please provide your expertise and experience in this area in your proposal.

I'm looking for a seasoned email marketing freelancer to manage a campaign aimed at business professionals. The primary objective is to promote a specific product or service. Ideal candidates should have: - Proven experience in email campaign management - Proficiency in targeting business-oriented audiences - A good understanding of lead generation - Strong copywriting and design skills - Familiarity with email automation tools The project will require: - Crafting engaging email content - Implementing effective lead generation strategies - Regularly monitoring and optimizing campaign performance - Providing insights and recommendations for improvement Please include relevant examples of your previous work in your proposal.

Hi Freelancers, I need someone who can coach, help me on running successful b2b cold email outreach. I use Instantly and I can provide clay if necessary More details will be discussed ! Thanks

I'm looking for a skilled professional to conduct a detailed feasibility study for a digital B2B procurement service provider that I plan to establish in Saudi Arabia. Key Requirements: - Target Audience: The service will cater to a wide range of clients, including small businesses, large corporations, and even individuals. Therefore, the study should take into account the different needs and expectations of these diverse groups. - Procurement Process: The study should outline how the procurement process will be handled on the digital platform. This includes incorporating an online bidding system, request for quotations, and online best offers. I'm looking for a comprehensive analysis of how these features will enhance the service and benefit our clients. - Industry Fo...

I'm in need of a content creator who can craft blog articles and social media posts for my telecom products. The ideal candidate should be able to produce high-quality, industry-specific content tailored for a B2B audience. Key Requirements: - Extensive experience in creating content for the enterprise telecom products - Proven track record of producing engaging and informative blog articles - Ability to adapt content for social media platforms while maintaining a professional tone You should be able to: - Understand the nuances of B2B content creation - Write content that is both compelling and informative - Produce social media content that is engaging and tailored for a professional audience If you have experience in this field and can deliver top-notch, engaging...

I need a specialist to create a seamless redirection from a classical ASP.NET application to a newly configured .NET Core application. Here are the details: - Redirection implementation: As I didn't specify the type of redirection (server-side, client-side, or URL rewrite), I'm open to your expert suggestions. However, in your bid, clarify the method you propose and why you believe it's the best approach. - Previous experience: Before making a bid, demonstrate your validity for this project based on your previous work. Show me how you've successfully completed similar tasks. - Required functionality: One critical feature to carry over from the old application is User Authentication. Ensure this is factored into your approach and proposed solutions. Ideal free...

I am seeking a developer to create an E-commerce focused website targeting business clients. Key Features: - The core feature of the website must be a Payment Gateway. Desirable Skills and Experience: - Experience with Payment Gateway integration; especially for business clientele. - A solid understanding and prior experience in B2B E-commerce projects. - Ability to deliver a user-friendly interface to ensure seamless transactions for our clients.

BookBook: Field Sales Representative (B2B) - Beauty and Wellness Industry Location: Central London Job Type: Full-Time, Initial One Month Trial Salary: £2,000 per month net with performance-based incentives About BookBook: BookBook is revolutionizing the beauty and wellness industry by connecting high- quality salons with tech-savvy consumers through our innovative mobile app. We're looking for dynamic and driven Field Sales Representatives to join our team and help expand our network of outstanding salons and increase app engagement. Job Description: As a Field Sales Representative, you will be responsible for visiting approximately 50 top-tier salons daily, promoting our unique platform, and securing new partnerships. You will play a key role in driving our expansion, e...

Job description NOTE : Software sales experience is must Website : Job description : 1. Make around 15-20 cold calls per day to B2B customers in Australia market. 2. Understand the customer's needs and wants with respect to software solution. 3. Must be able to meet and exceed the monthly sales target 4. Ready to join us immediately. Required Candidate profile 1. Good Knowledge of Software product and service selling. 2. Expert Lead Generator & Tele-sales Specialist. 3. A Track Record of closing deals and meeting and exceeding sales targets in Australia Market. Before place bid please check our website.

Kita membutuhkan Sales Freelance untuk bisa mendapatkan Client B2B, terutama untuk Hotel sistem seperti Booking Engine, Channel Manager, Website, PMS, POS & Purchase. Kami menyediakan: Hospitality Digital Partnership Online Marketing & Digital Solution Website:

...video production professional or team with experience in crafting a mix of explainer, branding, and promotional videos for B2B audiences. Key Requirements: - Video Types: The work will primarily involve creating explainer, branding, and promotional videos. - Target Audience: The videos will be tailored to B2B audiences, so experience with this demographic is essential. - Video Style: We're keen on a mixed media approach, blending animation with live-action to create engaging, dynamic content. Ideal Skills and Experience: - Proven track record of creating engaging and high-quality explainer, branding, and promotional videos. - Experience developing content for B2B audiences. - Proficiency in mixed media video production, specifically combining animation an...

I'm looking for a skilled social media marketer who can help me to increase sales of used pallet racking. With a focus on targeting large businesses, the primary goal of the campaign will be to boost sales through strategic social media marketing on Facebook. Key Project ...boost sales through strategic social media marketing on Facebook. Key Project Deliverables: - A comprehensive social media marketing strategy tailored to our target audience. -- Regular performance monitoring and optimization of the campaign to ensure maximum ROI. Ideal Skills and Experience: - Proven track record of successfully boosting sales through social media marketing, preferably in the B2B and/or industrial niches. - Understanding of marketing to big businesses. - Excellent analytical and commun...

I'm in need of a unique and effective LinkedIn content and strat...revenue growth through customer growth and lead generation and I require a talented content strategist who can create: - Articles - Infographics - Polls - Industry posts - Product posts The ideal freelancer for this would have experience in content creation specifically geared toward LinkedIn. This would include a significant understanding of using each type of content mentioned. A background in B2B marketing strategies, particularly those focused on lead generation for small businesses, would be ideal. Previous work that demonstrates these skills is highly valued. Your talent in creating engaging, targeted content will help convert our LinkedIn connections into leads and, potentially, successful busines...

I am seeking a talented designer to create a professional brochure that effectively showcases my company's services to other businesses. The brochure should radiate a professional tone and vibe as it will serve as an instrumental tool in attracting potential business clients. Ideal Skills and Experience: - Excellent knowledge and experience in brochure design - Understanding of B2B marketing strategies - Skill in graphic design and typography - Professionalism and attention to details - Preferably with a portfolio of professional tone designs

Vloggi is a leading B2B SaaS company seeking a complete redesign of the artwork on our website to better reflect our innovative video crowdsourcing software solutions and improve user engagement. The project involves creating approximately 40-50 new graphics across various segments of our website. Product Interface Zoom Graphics: Create detailed, high-resolution graphics that highlight the key features of our software products, providing a clear view of functionality and aesthetics. Industry Landing Pages: Design customized graphics for each of our industry-specific landing pages. These should be tailored to the sectors we serve, incorporating relevant elements for each industry. Feature Icons: Develop a set of modern, sleek icons that represent the various features of our softwa...

...description NOTE : Software sales experience is must Website : , USA About company : We are an agile, friendly, get-it-done group with a strong passion for our work. We help people-centric organizations adapt & thrive in our ever-changing world through transformative web, mobile, and branding solutions. Job description : 1. Make around 200-300 cold calls per day to B2B customers in USA market. 2. Understand the customer's needs and wants with respect to software solution. 3. Must be able to meet and exceed the monthly sales target 4. Ready to join us immediately. Required Candidate profile 1. Good Knowledge of Software product and service selling. 2. Expert Lead Generator & Tele-sales Specialist. 3. A Track Record of closing dea...

I'm in need of a skilled outbound cold-caller who can help me target medium-sized businesses in the Retail, Healthcare, and Technology sectors. The primary goal of these calls is to schedule meetings with decision-makers for potential clients. The ideal candidate for this job must: - Speake Portuguese fluently - Have prior experience in cold-calling, particularly in B2B settings - Be comfortable engaging with medium-sized businesses - Possess excellent communication and persuasion skills - Understand the SEO industry and its value proposition for businesses Your role will be crucial in establishing initial contact and building a foundation for further business interactions. The target businesses are varied, so a nuanced approach is essential. Your ability to articulate the v...

I'm looking to have an online B2B marketplace developed, centered around the technology industry. This platform should include the ability to list products and provide detailed information about each one of them. It should also allow for direct payments and invoicing. Lastly, there's a logistics aspect that needs to be incorporated into the system. Specifically, it is needed to track shipping and manage inventory effectively. Ideal freelancers for this project are those who have prior experience in building B2B marketplaces and are familiar with the technology sector. Knowledge in creating logistics functionality such as shipping tracking and inventory management is a huge plus. Lets simply say like ALIBABA but with the functionalities of Amazon

I'm in need of a skilled and experienced professional who can assist me with cold calling in a B2B environment. My primary goal is to increase product sales through this method. Key Responsibilities: - Conduct cold calls in a business-to-business setting - Skillfully engage professionals in conversations that lead to potential sales Ideal Candidate: - Proven experience with cold calling in a B2B environment - Excellent communication and negotiation skills - Able to engage with businesses effectively - Understanding of the sales process and the ability to close deals - Persistent and goal-oriented, with a focus on sales increase If you think you have what it takes to help me boost my B2B sales through cold calling, I'd be happy to hear from you.

...attracting the attention of potential attendees. Responsibilities/Skills Needed: - Translate event concepts into compelling designs - Having a solid understanding of design principles - Proficiency in Adobe Creative Suite, particularly Illustrator and Photoshop - Previous experience in poster design is highly desirable - Experiences dealing with trade show marketing materials would be a plus -Rewrite info if needed -NO AI ENTRIES -I want a re-do of the drop shipping flyer and of the wrap and of the must visit AD banner -New logo is attached -The aesthetic required is clean, sophisticated, and professional -Merchandise we have is all gold chains: Gucci, Byzantine, Hollow rope, solid rope, moon chain, paperclip, figaro, figarope, herringbone, cuban, miami cuban, and so on. We also...

I am in need of a skilled Delphi FireMonkey developer to create a multi-platform business application for me. We have a mature (30 years serving 3 countries) Delphi B2B app in VCL. Key Project Requirements: - Development of a user-friendly data entry form - Design and implementation of data visualization components - Creation of a robust report generation system - Compatibility across Windows, macOS, and iOS platforms Ideal Candidate: - Proficient in Delphi FireMonkey development - Previous experience in developing business applications - Strong understanding of user interface design and data visualization - Ability to create cross-platform applications - Familiarity with report generation systems - Good communication skills for potential future collaboration and su...

As a business operating in the education sector, I'm looking for a highly competent lead generation specialist capable of reaching both B2B and B2C targets. Its important that the freelancer has: • Strong understanding of lead generation strategies • Solid background in web development (for optimizing web-based initiatives) • Experience in the education sector is a big plus • Proven ability to reach both B2B and B2C audiences Objective: • Increase our brand presence • Drive business growth by generating high quality leads • Create opportunities to strengthen partnerships (in the B2B domain) • Enable us to reach and convert potential customers (in the B2C domain) This work demands meticulous planning and a methodical app...

I aim to establish a straightforward and efficient WooCommerce website to drive the sale of my B2B products. I have created a WP site and gave access to divi theme layouts from Elegant Themes + the woocommerce plugin uploaded. I have done most of the set up. I don't need you to worry about the images too much, just the design. - Will primarily function to sell B2B products. There are only 2 physical items with various package deal combinations. I have the products in stock and are business sized and larger sized (with a stand) NFC card for google reviews + I add a QR code on the back for Facebook and Google reviews. I create these based on the business Google profiles and Facebook pages. I can send a site link and UN and password for the site. - Expertise in WooComm...

I'm in need of a skilled sales person to help me secure appointments with small businesses in the restaurant industry. This role involves pitching our web design and development services specifically tailored for restaurants. A script and 100 rows of data...involves pitching our web design and development services specifically tailored for restaurants. A script and 100 rows of data will be supplied. Key Responsibilities: - Cold calling small businesses. - Convincing restaurant owners or managers to book an appointment. - Ideal Skills and Experience: - Very good English - Proven track record in sales, particularly cold calling. - Experience with B2B sales is a plus. - Familiarity with web design and development industry. - Prior experience selling to restaurants preferred but...

...Communications Specialist with a focus on B2B Marketing. The ideal freelancer will have expertise in social media management and content creation for LinkedIn and Twitter, as well as experience in marketing for consulting firms. Key Requirements: - Social Media Management: Proficiency in managing LinkedIn and Twitter accounts, including content scheduling, engagement, and growth strategies. - Content Creation: Ability to create engaging and relevant content for a B2B audience, particularly in the consulting industry. - B2B Marketing: Experience in developing marketing strategies targeted at other businesses, with a focus on delivering B2B services. - Marketing Strategy: Capable of developing comprehensive marketing strategies that will serve our B2B g...

...Instagram. Specific Goals: - Increase website traffic: I need your expertise to drive more visitors to my website. - Improve search engine rankings: Your SEO skills will be pivotal in pushing my website up the search engine rankings. - Generate leads and conversions: Ultimately, the digital marketing efforts should result in solid leads and conversions from both B2B and B2C target audiences. Target Audience: - Both B2B and B2C: Your strategies should be well-rounded to appeal to both business clients and individual consumers. Key Responsibilities: - Website Creation: Develop and manage engaging websites that resonate with my target audiences. - SEO & SEM: Enhance my website's visibility and drive traffic through compelling search engine optimization and...

I'm in need of a skilled content writer to create a series of blo...specifically to the needs and interests of businesses. - Knowledge of the hospitality industry and the products in question is a definite plus. - Experience in content creation for a B2B audience, particularly in the hospitality sector, is highly valued. The aim is to provide valuable and relevant information to these businesses, ultimately encouraging them to consider our range of products for their establishments. This not only includes the features and benefits of the products but also how they can enhance the overall ambiance and experience for their customers. If you're a content writer with a knack for engaging B2B content and a strong understanding of the needs of the hospitality industry,...

...professional to set up a comprehensive business project on Go High Level software, tailored towards B2B enterprises. The key objectives of this project are to enhance lead generation and streamline sales funnel automation for the purpose of increasing sales. Key Responsibilities: - Configure lead generation tools: Efficient setup of tools and features that enable the project to effectively capture, manage, and engage potential leads. - Establish Sales Funnel Automation: Design and build automated processes that guide leads through the sales funnel seamlessly, from initial contact to conversion. - Tailor CRM for B2B: Customize the CRM to ensure it aligns with the specific needs and characteristics of B2B and B2C interactions. Ideal candidates should have: - Prior ...

I’m looking for a proficient social media manager who can handle the marketing for Facebook, Instagram, and Linkedin on a weekly to monthly basis. The focus should be to: - Increase brand awareness - Generate leads and conversions - Enhance customer engagement The target audience is mostly other businesses (B2B), hence, the ideal candidate would be someone experienced with tailoring messages and marketing strategies towards a B2B audience. If you're proficient in social media management and understand how to engage business customers, then you're the perfect fit for this project. Please give me an estimated cost based on that and let me know if you need anymore information to provide a quote.

...about our products and services. We want easy navigation and a smooth UX, ensuring every business browsing our website can quickly find the information they need. - B2B Focused: Our target audience is other businesses, so the language, layout, and design should be professional, concise and engaging to these demographics. - Showcase of Products and Services: There will need to be ample space for displaying our diverse range of products and services in a clearly segmented and attractive layout. Ideal Candidate Attributes: - Proven experience in website development, particularly with informational websites. - Knowledge of B2B digital trends. - Strong attention to detail and design capabilities to create an engaging, professional website. - Demonstrable ability in UX/UI De...

BookBook: Field Sales Representative (B2B) - Beauty and Wellness Industry Location: Central London Job Type: Full-Time, Initial One Month Trial Salary: £2,000 per month net with performance-based incentives About BookBook: BookBook is revolutionizing the beauty and wellness industry by connecting high- quality salons with tech-savvy consumers through our innovative mobile app. We're looking for dynamic and driven Field Sales Representatives to join our team and help expand our network of outstanding salons and increase app engagement. Job Description: As a Field Sales Representative, you will be responsible for visiting approximately 50 top-tier salons daily, promoting our unique platform, and securing new partnerships. You will play a key role in driving our expansion, e...

I'm seeking an expert to revise an annual financial model for a Saas Startup. The successful bidder will be tasked with modifying revenue projections, adjusting expense figures and adding new financial metrics. The final version of the model should be delivered as an Excel spreadsheet. This project requires deep knowledge of financial analysis, Excel forecasting tools and financial metrics. Familiarity with financial models and proven track record in creating or modifying them is essential.

As a passionate player of Fallout, I am seeking an experienced modder to deliver detailed assistance in mod installation, compatibility testing, and fixing crashing issues which are currently interrupting my enjoyment of the game. - Mod Installation Guide: I need someone who can simplify the process of mod installation, breaking down technical jargon into user-friendly terms. - Game Fix: My Fallout game often crashes and needs expert troubleshooting to resolve this issue. If you possess game development expertise, have a knack for problem-solving, and perhaps even a love for all things Fallout, this might just be the project for you.