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You are here: Home / small business owners / Everything You Need to Know to Kill It This Year – Your Business That Is!

Everything You Need to Know to Kill It This Year – Your Business That Is!

12/27/2016 By Kristen Day 17 Comments

Learn what you need to do and how to go about it for your businessAs we all look back at the prior year and wonder… did we complete all of those things, or goals, we set out to do for our personal life or our business life…we start to plan the same for next year.  Then, with all of the Best of X out there, it got me to thinking… I could recap blogs that are essential to your business but also kick your butt with some goals for your business next year and came up with a blend of the two.

I had done a annual review blog and while that one was pretty good, if I do say so myself, providing a lot of links to other blogs, I wanted to recap more of the blogs that could provide you and your business value for next year (or any year for that matter).

Plan your Time!

Time Management for Small Business OwnersTime management tips for small business owners

As a business owner, and possibly a parent or grandparent or even animal parent… mix that in there with life… we are just super busy. We have to learn how to juggle our business and personal lives and here is a guest blog from a business coach Jackie Harder who helps remind you of how to prioritize, be more productive and focus on what makes you money. Whatever you are doing during the day, is it the most productive thing you can be doing right now?

Escape the Distractions & Rabbit Hole

Remember that part… what are you doing right now.. and is it the most important and most productive thing you could be doing? Yea, we all run into that rabbit hole.. but it’s just not profitable… so we need to find a way to turn those distractions off!

Weigh the Cost & Time Factors of Outsourcing

When you don’t have enough time (like when does that happen? lol) you need to reevaluate what you are doing each part of the day and if it isn’t making you money, consider if you could be paying for it.. do the math… you doing it at your X wage and minus your Y hours or someone else doing it at Z wage and 1 – doing it likely better as it is there expertise and freeing your Y hours up to make money.

Spend time where you make money, escape distractions & be more #productive.

Click to tweet

 

Where is the Money Making?

You know what I mean… what is it that you can be doing that makes you the most money… and what can you get away with NOT doing?

The Trifecta of Online Marketing – The Perfect 3Use the Trifecta for your online marketing strategy

This one was super because I explained the 3 most important things you must be doing online:

  • Have your own website
  • Get and engage on social media
  • Continue to build your email list

This blog gives you the idea and remember, unless you have been living under a bridge, your online presence is there when you aren’t, your competitors AND your target market is there… if you aren’t, you are missing out.

Your website, social media & list Get It Done, even when you aren’t working!

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Your Money Maker – Website

I haven’t written about the importance of having a website over the last year as I have been talking about what needs to be ON your website and how to optimize it so let’s go there for a few.

Simple Videos for Granting Access to your Website

Quite simply… STOP giving out your passwords unless there is NO other means in which to do so! PERIOD. There are ways to provide others with access without you giving away YOUR security!

Get Your Mobile in CheckConsumers shop on mobile devices, be sure your website is mobile friendly

Quite simply… you are pissing off your customers by only having a desktop version. If they can’t read or navigate your website on their mobile, they aren’t sticking around. And the numbers, they are huge, you have to be on mobile or you are clearly missing out!

Search Engine Friendly v Search Engine Optimized

Please know… there IS a difference. You have a great web designer and that’s what they do – design… not optimize a website on a monthly basis… they have done a great service by making it search engine friendly – YAY! However, unless they are spending time on your website working on SEO stuff (more below on that) then they are NOT optimizing it like an SEO marketing ‘guru’ would.

Having a website is a no-brainer, be #mobile & don’t give away your #security.

Click to tweet

 

Your Money Maker – Website – THE ICINGUnderstand SEO, the value and how you can apply it

Hopefully I won’t go on too long here.. but these are tips you just MUST be advised about.

Why You Should be Concerned About SEO

Why? Well shoot, because you want to be found online. You need to spend time monthly on your website optimizing your title tags, meta tags, photos, links, headers and adding more keyword rich content – like blogs.  All of this SEO mojo I talk about in this blog.

How to Make the Best of Your SEO Yoast Plugin

Speaking of SEO, Yoast is a great plugin that you can use for some of your SEO needs but please know, it’s only as good as the info you put into it so don’t rely more on this plugin that you should of yourself – I explain that more in this blog!

The 3 Reasons Why You NEED to Blog3 Benefits to blog for your business

One super way to continue to optimize your website each month after you have visited all of your website pages and are keeping an eye on them is to blog. Seriously, this has super value and you need to see why. I explain the HUGE benefits in this blog and DEBUNK your excuses in this one.

Do Yourself a Favor – Make it Pretty (Skimmable)

I know this sounds silly, but think back to when you were looking at a website…. when you see overly flashy stuff, too many colors, every other word was boldface and the content just screams at you… you bailed didn’t you? Well, you don’t want your target market to look at your website and scream – so be sure it’s pretty… and what do you know – I teach you how to do that in this blog!

Make it Easy for Readers to Comment & Share Your ContentMake your content easy to comment and share on, duh!

Now that you have great content, that looks pretty, you want others to read it, first, and comment, second but even better if they share it.  So, be sure you make it easier for them to read like I mentioned above, comment and then make it possible for THEM to share FOR YOU! How cool is that?

Why You Need & Should Have Evergreen Content

Now that you blog, you surely know that there is much of it that is evergreen, which means, in a year from now, it will still be valid. So, keep creating evergreen content and then be sure YOU are sharing it on social media.

Blog, make it pretty, easy to comment & share & spend time optimizing your website #SEO

Click to tweet

 

Your Money Maker – Social Media

Social media is a great avenue for you to be because your customers are there…and keep in mind that your competitors are too!

Get Your Social Media Ninja On

I’ve provided the basics on how you can get started or rekindle your relationship with social media in this blog. There is so much more… but this will give you a great start.

Build your relationships & visibility on social media – super value there. #socialmedia

Click to tweet

 

Your Money Maker – Email Marketing

Top of mind! Wouldn’t you love to be top of mind all the time for your target market? If so, check this out!How to get your email marketing list set up

Have You Started on Your Email List Yet – Well WTH Not?

I mention here the benefits of email marketing as well as what you need to do to get started and how! Plus, I wrote a review on an email marketing auto responder and talk about that in this blog too!

Your email marketing list is gold, where else can you LAND IN their inbox – #TopOfMind

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At the End of the Day – It’s Business – Work It

These few I wasn’t sure where to include it but could not leave them out, and you’ll understand why.

Do You Walk the Walk or Just Talk the Talk?

Be sure that if you are preaching to your followers to do X to make them successful, healthy, wealthy or wise… that YOU are doing it. Nothing like a social media manager telling their clients to post X times a day or week and you check out their page… nothing! What does that tell you about reputation?Show appreciation for those who help you

Show Appreciation for Those Who Help You Succeed

If you are a small business owner, you are likely working with networking groups, referral partners or chambers and the like. If you want those folks to help you…. help them and then appreciate them when they do. Too many folks just don’t get it… please don’t be one of them!

When Mother Nature Strikes.. Your Business 

Again, as a small business owner, whether you are in it alone or running a shop of few or many… what will happen if you get sick? What happens if your house or shop got flooded? What happens when the power goes out? All of these things need to be in place for those things out of our control. Set up your Plan B!

Help those who help you, it’s common sense that clearly isn’t so common!

Click to tweet

 

You Don’t Know What You Don’t Know!

WHEW.. you made it.. be thankful I cut that one short. I could so go on but as you know, as a small business owner, there are so many things that we need to think about, need to consider and do and well, we can’t always do it all. Or, you know the saying – You Don’t Know What You Don’t Know… how would you know that you need to build your list if nobody said you should, right?

I want to be your success partner, I want to see you grow this year… if I can help you with any of your marketing goals… please let me know! Contact Me!

Let’s go out there and Kick this Year’s BUTT!

~Kristen

 

Kristen Day on FacebookKristen Day on GoogleKristen Day on LinkedinKristen Day on Twitter
Kristen Day
Kristen Day
CEO/Founder of A Visual Business
Kristen is a small business owner and thus dedicated to other small business owners by helping them improve their online presence with search engine optimization, social media marketing, email marketing and pay per click advertising all of which are necessary 'evils' in the digital marketing sphere but enables small business owners the opportunity to compete with larger companies. When not in the digital arena, you can find her riding her Honda VTX1300 or drinking a margarita.

Filed Under: blog, blogging, email marketing, search engine optimization, small business owners, social media marketing, time management, website readability Tagged With: business services, loyalty, marketing, small business

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Comments

  1. Meghan says

    12/29/2016 at 4:40 AM

    Some of my favorites are in this list! You write great content that is no nonsense and easy to understand. The blog about search engine optimized vs friendly is an eye opener and was popular in my Twitter feed. (You know I had to find a way to work Twitter into the discussion. Lol!) Including practical business advice and more general business topics makes your blog well rounded and informative. I aspire to get my blog as meaty as yours! Happy New Year awesome lady!

    Reply
    • Kristen Wilson says

      12/31/2016 at 5:27 PM

      Awww, thanks Meggie.. and I love YOUR blogs.. you provide so much value that often I feel mine as less meaty as yours! Thank you for the compliments!

      Reply
  2. Katarina Andersson says

    12/29/2016 at 6:21 AM

    Good content as always, there are a lot of good tips I still need to get to doing…will contact you soon for the SEO stuff. 😉

    Reply
    • Kristen Wilson says

      12/31/2016 at 5:27 PM

      I hear you Kata.. it’s all priorities and if you are busy… it’s working for you!

      Reply
  3. Reba Linker says

    12/29/2016 at 1:43 PM

    Great tips. We all need some encouragement to do all those things that help our businesses thrive!

    Reply
    • Kristen Wilson says

      12/31/2016 at 5:27 PM

      We do Reba and to lead them on what to do and how!

      Reply
  4. Joan M Harrington says

    12/30/2016 at 6:43 PM

    Awesome share of some fantastic blog posts! I am with you Kristen, I AM SO READY TO KICK SOME BUTT in 2017!!!

    Reply
    • Kristen Wilson says

      12/31/2016 at 5:27 PM

      Yessss, and thank you Joan. with you!

      Reply
  5. Sonya Kolodziejska says

    01/02/2017 at 10:24 AM

    An exceptional blog post with a brilliant its of what people need to be focusing on. My 2 big efforts this month are to grow my private FB group and my email list. Once i get into the swing of it, it will come naturally every month thereafter.

    Reply
    • Kristen Wilson says

      01/05/2017 at 5:25 PM

      Oh those are great, especially your email list Sonya!

      Reply
  6. Joyce Hansen says

    01/02/2017 at 2:15 PM

    I really liked how you thematically grouped your posts, Kristen. It allows us to find the topic areas we need and their specific posts. Also, it’s a great reminder. Sometimes, I would intend to come back and read a post again but get sidelined by something else. This way everything is all in one place to find again. Happy New Year and thanks for all your efforts you’ve expended to help us be better bloggers.

    Reply
    • Kristen Wilson says

      01/05/2017 at 5:26 PM

      Thanks Joyce, my pleasure.. feel free to bookmark. I also plan to ebook these.

      Reply
  7. Jennifer Quisenberry says

    01/03/2017 at 6:16 PM

    What a great recap! Over the holidays, I was helping one of my cousins get her new blog set up, and we went over several of these ideas. It can be overwhelming to a newbie, and it’s great to have so many helpful, easy to put into action tips all in one place!

    Reply
    • Kristen Wilson says

      01/05/2017 at 5:26 PM

      Why thank you Jennifer! I appreciate it and great job helping out the cousin on their blog. You are a lifestyle blogger rockstar

      Reply
  8. Tandy Elisala says

    01/03/2017 at 9:42 PM

    Kristen, I loved all these tips. I’m doing more FB live videos and then repurposing them in my blogs. Visibility is my 2017 theme so all of this is interesting to me. I admit that SEO is something I could really use help with. One of the things you talked about here is how sometimes we think experts in one area are also experts in another and that simply isn’t the case. Graphic designers aren’t web developers or SEO experts. Copywriters aren’t web designers, either. I always appreciate your posts, Kristen. You provide so much value at every turn.

    Reply
    • Kristen Wilson says

      01/05/2017 at 5:27 PM

      Thanks so much Tandy, I am glad that you are getting great value and looking to grow your visibility this year.

      Reply

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Testimonials

Highly Recommended!  

Kristen was amazing in helping us build 2 websites for our childcare center. She was very helpful, took the time to walk me through everything and made sure all of our questions were answered. Thanks for everything 🙂

director.mdcc@gmail.com   
Kristen Rocks!  

Kristen listens to your current online marketing strategies (or absence of), asks pertinent questions to better understand your vision and goals for your business or organization, and then proposes options as she digs into her tool box of experience and resources. She has been a gem to work with! She will teach you what you want to know to DIY, or she can do the work for you if you prefer. She's the perfect team player to buddy up with. I highly recommend Kristen, A Visual Business.

Sandy Goe   
Exceeded Expectations!  

Kristen did amazing job across the board, for our website build. She kept the process simple, and I could not be happier with the end result. Simply fantastic!

Dennis Stetzel   
Great Professionalism and Results!  

After living through an absolute nightmare of outsourcing the managmement of our Google Ads account that cut our revenue in half, we were introduced to Kristen. She took a professional approach, working with us to understand our business, set-up some straightfoward campaigns, regulary review and tweak and always working with a sense of urgency, attention to detail and great communication, turned things around. Just a few months later, we are now moving past our previous peak and into new territory in the number of leads, conversions and revenue.

Tom Howard   
Great ad partner!  

Kristen has been fantastic to work with. She knows Google Ads, will work with me on strategy and provides very thorough reporting. I'd recommend her to anyone!

Liz Adamson   
Great job and very nice service!  

We have been extremely pleased with your work for us and would happily use you again in the future! We will certainly recommend you as an outsourced service and would naturally ask you to work with us in the future should we need more help.

Uniquecapture   
First class service and super friendly too..  

Despite being based in the UK we managed to find Kristen via referral. She has always delivered on brief, on time and on budget. The UK/USA distance was no problem either. The service has always been exceptional and all done with a happy positive attitude. Would definitely recommend if you are looking to outsource you PPC

Chris King   
Great job  

Great job on rewriting and posting my blogs for me. While my ideas were spot on, I did not write it correctly. You said it all in a professional manner for me. Really good job!!

John Rybarczyk   
Easy to work with  

Kristin was great, she helped with my website stuff that I didn’t understand and saved me a lot time and hassle, and she’s affordable, I would highly recommend!

Alicia Gonzales   
Paid Ads - She's Been Amazing  

We were referred to Kristen from another business owner for Paid Ads on Google (PPC). I had been running PPC myself but wasn’t getting the results we needed and we were headed into our busiest time of year (Black Friday and Christmas) and we had hefty goals that we needed to meet. I had been frustrated with the lack of return and super busy with all of the other marketing responsibilities I needed to fulfil at the company.

So, we got started with Kristen and a $2,000 budget with the hope to get a 2.0 return on ad spend. Within the first week we were seeing good results and increased to $2,500 and ended the month spending $3,000. The following month we started with $3,000 and ended up spending $4,000. We were seeing a 3-4.3 return on spend and Kristen explained things really well and showed the results for her ads as well as our overall traffic which helped me understand our overall position going into the holidays.

The following month was our biggest month with the most aggressive goals and we spent $10,000 in Nov and $8,000 in Dec and still maintained at least a 3.3 return and up to 4.5 and never lost steam. Kristen kept me appraised of our spend and results and kept working on the ads throughout the month, working with me on our holiday promos and discussing the results of the ads and all traffic. I was relieved to know that I could focus on the other marketing efforts and responsibilities while Kristen took care of the ads and did so much better.

I would recommend Kristen to any business owner looking to improve their visibility online and to grow their business with paid ads. She’s been AMAZING.

Heather Harrington   
Solid | Professional | Trustworthy  

A Visual Business has been a valuable part of the solution for our association. Responsive to needs and prompt in providing results.

Major Scott A. Huesing USMC | President | 2nd Battalion 4th Marines Association   
Website  

The most professional and knowledgeable woman I have ever had the opportunity to work with.
Very helpful and responds immediately to my every request and concern.
Definitely a cut above the rest!
You won't be disappointed and will surely benefit from using this company.

Rebecca Valdez   
Boosted My Business  

Kristen has really helped boost our business, but mostly she has really helped boost my confidence as a business woman. I could go to her with any questions I had regarding marketing and knew I would get an honest answer. She always made me feel like I was a priority!

Nikki   
All  

I've known and worked with Kristen for years now, but she continually challenges and helps me to improve my SEO, keywords, and business focus so that I can achieve the results I seek.

Recently, she taught me some quick yet powerful ways to enhance my blogs and website content. She knows her stuff and communicates it to you until you get it. I greatly appreciate her tenacity, knowledge, and assistance to make my business grow!

Lorraine Bosse-Smith   
Hands Down the Best PPC Expert  

I brought on Kristen and A Visual Business to handle a PPC project for one of Atomic Revenue revenue's corporate real estate clients. The client had previously been working with a digital agency that was mishandling their account. I brought in Kristen as the new PPC Manager and Strategist on the account and the results have been outstanding. The quality of inbound PPC leads has raised exponentially and the conversion rate on those leads is close to 40% - keep in mind this commercial real estate is in the millions of dollars for sales. We've gotten a very positive ROI working with Kristen and will continue working with her as long as possible! I can't wait to plug her into more projects.

Steph Nissen   
I Recommend A Visual Business  

Kristen is extremely helpful. I lost 90% of my sales as I migrated to a new domain. She helped me in gaining visibility through PPC for instant results and also started working on SEO for long term results. I recommend A Visual Business to the people who are looking for PPC and SEO services.

Jena   
Most everything I know about SEO, I learned from Kristen  

Whenever I need to know how to do something with SEO, I know I can turn to Kristen for just the right assistance. She's at the top of the game when it comes to SEO and PPC marketing, and her knowledge has really helped me grow my online magazine. She's a great resource and her regular blog posts offer so much value. I treat it like a learning library. And you'll learn even more in person! With Kristen's help, my online magazine has grown rapidly. We're approaching our one year anniversary, and the growth we've achieved wouldn't have been possible without Kristen's instruction. If you need growth, call Kristen!

Jennifer Quisenberry @ The Awesome Muse   
Hire Kristen if you want to expand your online presence  

Kristen is a powerhouse. She is one of the most knowledgeable people I know about SEO and social media. She consistently provides value of epic proportions. Kristen is generous and is a consummate professional. I highly recommend working with Kristen if you want to expand your visibility.

Tandy R Elisala   
If you want great SEO help, talk to Kristen!  

Kristen is amazing! She is incredibly thorough, easy to understand, and went above and beyond in the time we spent together. I feel equipped to make the changes she suggested and am ready to take my SEO to the next level.

Brenda Niemeyer   
All  

Kristen is professional, efficient, and a magic worker. She fixed a problem on my site I have been trying to sort for a few years, and she did it patiently and with no fuss. I cannot recommend her expertise enough. My only regret is that I didn't know her when I was setting up my site as I know she would have saved me much time and many headaches. If you want friendly, professional and expert help, you don't have to look further than Kristen. She is definitely my go to person from now on.

Tami Fazel   
Appreciate the resources!  

Really appreciative of your resources. Thanks for sharing important info for the industry!

Tim Brown   
All  

I cannot say enough about working with Kristen. If you want fast, efficient and professional this is the place and Kristen is the lady!!! I tried the DIY and got so frustrated and resentful... one conversation with Kristen and she told me exactly what was needed to get my site up and running. I was so tired of DIY I asked her to GO FOR IT... and she did. I couldn't believe how quick Kristen took care of things that I had been working on for not only hrs but in a couple cases... days. I am over-the-moon happy with how things turned out and I know that Kristen will be my GO TO GIRL for all website and online needs from here on out. Don't waste your time on DIY... Kristen has you covered!!!

Misty   
All  

What a great experience I had working with Kristen. I've worked with other SEO companies in the past who talked a great game, but didn't really do a whole lot. Kristen goes above & beyond to make sure you understand exactly what it is she's doing and why she's doing it. I've learned quite a bit and enjoyed the processed.

Lisa swanson   
All  

There are no words to express my gratitude for all that Kristen Wilson has done to enable me to grow as a business owner, with a global presence. She is "brilliant"! Extremely proficient at her craft; she is efficient and genuinely cares about her clients.

She has diligently handled every concern and need large or small (SEO, blogging, website building, pluggin questions, coaching and so much more) for our organization with an extreme level of importance.

Thank goodness for "A Visual Business"!

Chris Roebuck   
All  

Thanks you sooo much for all of your patience and professional assistance with my website!

Natalie Poole   
All  

Just Brilliant! I live in the UK and have had several Skype calls with Kristen to help me with some SEO work on my corset business. I ranked silly like on pages 40 nine months ago, now on several keywords i am on page 3! In my niche, that's pretty impressive.
I would highly recommend working with Kristen if you need help with any SEO work, she's great.

Sonya Maachou   
All  

Attended League City Business Development Seminar August 28th. Kristen gave a very informative & energetic class on LinkedIn - I learned a lot! Thanks

Natalie Poole   
All  

Kristen knows her stuff. She gave a great seminar today at the League City Chamber and reinforced why I need to use Social Media more.

Jim Koontz   
All  

I am so glad I just happened to see this class announced on Facebook! I'm new to Texas and starting a new business . . . in case you didn't know, it's very difficult to start a business when you know no one! I learned so much in Kristen's class! I've already made some changes to what I was already doing and begun using ideas and applications she suggested!

Angie King   
All  

Kristen took a subject (SEO) about which I was completely ignorant and frankly, afraid of, and made it understandable. After just an hour with her, I'm confident that I can implement the changes she suggested. Her professionalism and knowledge are exemplary. I will heartily recommend you to others! Thank you!

Carol rundle   
All  

I took a class with Kristen on Social Media and while I knew a bit about how Facebook works but after the class and some additional question and answers, I began to understand better how it works. I just wish other people and business owners understood the filters in Facebook and the value of the comment and share versus the like. I would highly recommend Kristen’s classes, using her services or having her help you with a consultation as it would be valuable to you and your business.

SUKI BLOOM   
All  

Kristen Wilson of A Visual Business knows about search engine optimization and social media marketing. Just a few tweaks here and there to my website and I have seen a difference in the stats. I really like how she also takes the time to not only explain what she will do, but breaks it down into laymen terms so I understand just how it will benefit my business. She's been a real treasure to work with!

Tracy Hughes   
All  

I have been impressed with Kristen's knowledge since the first time I met her. She knows her stuff when it comes to SEO, and she will help you maximize your efforts. Having a website isn't enough. We must know how to best attract the RIGHT people. Since applying her suggestions, my website has been in the top three with search engines. Get seen by using her services.

Lorraine Bosse-Smith   
All  

Kristen is a marketing machine, period. Results driven and client centric creating a perfect match for my clients and my way of doing business. Her attention to detail and organizational skills are unmatched along with the fact that Kristen is consummate professional.

Cindy phillips   
All  

I had the pleasure of attending Social Media/Network Marketing training today with Kristen Wilson, the owner of A Visual Business. She has a refreshing approach to a tedious process we all deal with, Internet Marketing. I was immediately able to take her ideas and implement them on my company's Facebook page with instant results. No sooner had I made the updates she taught in class, than responses started pouring in. If an Internet presence is key for your company, if curb side appeal is and element used in your Social Media, if you want to be the one that stands out in your industry, then Kristen has the components you've been looking for. The great thing is that the information is in a digestible format and will give you the edge you need to get your company noticed.

Debra dunn-kurzadkowski   
All  

I had a great call with Kristen this week, her one hour consultation was brilliant! Very informative, gave me everything i needed and more. Highly recommend using this service.
Sonya
www.theburgandyboudoir.com

Sonya Maachou   
All  

I have known Kristen Wilson for several months and have worked with her not only on my site but as a partner with one of my own website development clients. She is knowledgeable, responsive, thorough and very easy to work with. I would highly recommend her for anyone who is looking with help on SEO or PPC for their website.

Jackie harder   
All  

I started working with Kristen about a year ago. I just started researching around on creating a new website for my company and I ran in to her at a local networking group. She helped me create my current web page and boosted it to the top 3 home inspection web sites with in 7 months. She is always by the phone and is happy to help . Thank you Kristen for all your hard work and your honest opinion it really shows in my business everyday.

CHRIS mURPHY   
All  

I can't recommend A Visual Business strongly enough. I have spent thousands of dollars on traditional magazine ads that yielded little to nothing in return. Kristen goes out of her way to ensure that her customers are happy and well taken care of. She always exceeds our expectations.

When I reached out to AVB, Kristin reviewed my website in advance, and at our first meeting, she suggested a lot of improvement before we initiated the contract. Within days of moving forward, our new patient volume increased dramatically. We have been consistently busy ever since.

Dr hamid kantara   
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Kristen is working with me on my Website with Terrific results. She has helped me understand the importance of local content and persuaded me to blog more often. She's also made very constructive insight on layout, design and general website flow. I highly recommend her services.

Paula smith   

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