Archive for the ‘Case Study’ Category

February 27th, 2009

Landing Page Tutorial Update

February 23rd, 2009

Landing Page Tutorial Part 3

Review – Landing Page Tutorial Part 1 and Part 2

Ok people, sorry for the lack of posts the last week or so, things have been busy busy. The private and Free PPC Mentoring section of the forum is alive and well and I will be posting some hot stuff in there this week! I’ve already answered tons of questions that would have taken a lot of trial and error to figure out, so if you haven’t joined our Free PPC Mentoring yet, better hurry. I’ve already talked about finding your targeted demographics and designing your landing pages accordingly. And in part 2 we identified key components in a landing page. In this post I want to cover some basic optimization tips and things you need to continually focus on to improve your landing pages. So let’s begin!

Landing Page Testing and Optimization

Here is a very important tip when you are first about to launch a campaign. You want to create atleast 3-4 different landing page designs. And when I say different, I mean completely different. Each one should have their different colors, header, layout, HEADLINE (the attention grabbing one), different approaches, so instead of saying “Check out these Reviews”, a secondary test would be “The Most Trusted Products are” or whatever creativity you want to put into your market. Try with a picture of your product, try without, try with a video, try without, test it all.

So the Basic Steps Are:

1. Create atleast 3-4 completely different LP designs, with different approaches, colors, looks and headline. (Most of the time you can keep the same body content but it wouldn’t hurt to test different body copy too.)

2. When you launch the campaign you should immediately be split testing 2 LPs, run them until each LP has received at least 70 clicks from the LP to the offer and a minimum of 3 conversions. Take the LP with the best CTR and CR and test the LP #3 with the winner of round one, the find the best of those two and repeat the same process with LP #4. After you have chosen the best design/layout concept of atleast 3-4 different LPs, you can now begin the next step.

3. Split testing the same LP and changing one variable at a time. So now you’ve identified the best layout/design concept for your LP, so you duplicate it. Now you have an Original LP (the winner of all your designs) and the Test LP (which is the exact same LP as the original except we are going to test one change at a time on it.). The first thing you want to test is the headline. On the Original LP you never touch a thing, on the Test LP, you want to change the headline to something completely different and test it against the original LP. Take the best performing LP of the two and repeat that a couple of times. (By the way, after each test you run, the best performing LP then becomes your Original LP and you duplicate that LP and test a new change.) Then work on testing your call to action that is above the fold. Then maybe add or test different images if you have some on your page. Try adding a video to your LP if it would be relevant. Test different color schemes, test the location of the call to action, maybe add an arrow pointing to it. Test absolutely every single thing but do it one at a time and NO more than ONE at a time.

4. Test different offers. If you are running a single offer landing page, if you are aware of similar offers in your niche, test each offer to see which one converts the best. If you are doing a review style landing page, test the positions of the offers you are running. You might have the best performing offer in position #3 when it could be the only thing keeping you from being profitable, if you had it in position #1, you could very well be banking!

5. Use tools like CrazyEgg, Clickheat and Clicktale to help you better understand what type of interaction is going on with your landing page. Exactly where are they clicking, what they are doing, what attracts them the most. That is priceless data.

6. And be creative, try split testing your normal top converting LP against the same LP but with an exit pop that auto redirects to the offer, might be able to gain a few more conversions that way. Or make the exit pop ask them leaving visitor for their email address and name, so that you can inform them of special offers or related information to what they are searching for. Then you can do email marketing on them later. And email marketing is highly effective!

7. Final Point – TEST EVERYTHING ONE AT A TIME! And don’t give up so easily!

Landing Page Optimizing for Great Quality Score

Some people make the biggest deal about getting a high Google quality score. I can honestly say I’ve rarely had a problem with my QS. The reason is, I’ve fed the hungry beast of an engine, GOOGLE, and they are always satisfied with my cooking. And believe me, you’d probably have already found your first successful campaign if you would focus on your landing pages and quality score and do it right. There are many point of views about how to get a good QS with Google, I’m merely going to list the things that I do to get a good QS. This mostly applies to Google’s terms because Yahoo and MSN QS is VERY simple to please.

1. I almost always build my websites/affiliate sites from a WordPress foundation. I’m not an extremely great designer/web programmer so I tend to take the easy route. I put a WordPress CMS (Content Management System) in place, which essentially means I make my wordpress blog look like an actual website even though it is powered by WordPress. I make static pages, remove the blog posts from the front page and relocate them to another page typically names ‘Articles’. WordPress is superb when it comes to being SEO friendly, which helps it get indexed quicker, more likable by Google, tons of nifty plugins to manipulate things however I want. Both SEO and non-SEO. Another reason why I use wordpress as my foundation is because its so easy to update. I can teach literally anyone to update new content or whatever else that needs to be done.

2. Absolute must have pages: Home, About Us, Contact Us, Privacy Policy, Disclaimer, Terms and Conditions, Resource Links and Articles.

3. You need to have at least 5 (preferably 10) unique article pages on the site as well. It helps if they are written were they sound factual and professional with external reference points. As you begin to optimize your campaign and realize that it has profitable potential, you need to continually add more articles to it. Two articles a week is a good number (ex:1 on Monday, 1 on Friday.)

4. On your landing page, at the very bottom, you want to link to the following pages: Home, About Us, Contact Us, Privacy, Disclaimer, Terms and Conditions, Resource Links and Articles and 3 additional links to high authority external sources, like Wikipedia, CNN, FOX, .edu’s, etc.

5. Perhaps put A, as in 1, one, numero uno, Adsense box, that blends extremely well with your website and is nowhere near the call to actions so they wouldn’t effect it and only place the Adsense on your CMS section, not the landing pages. My theory behind it is if Google sees you are also trying to monetize by Adsense, you are continually adding new content, getting organic traffic, you are looking to be around a while and not just throw up a page and a campaign for a one night stand.

Those tips right there are some important steps that will put you way ahead of the game and competition. Feel free to ask whatever questions you have about this tutorial series in the comments below and I will answer them on my next part in the serious, which will include some rather fun stuff, so stay tuned!

February 3rd, 2009

Landing Page Tutorial Part 2

In Part 1 of this tutorial we went over a few things on market research and understanding your demographics, that not only applies to landing pages but to your entire marketing efforts. A very important step. Glad to see there were some questions asked and many comments made. You can find the Questions & Answers from Part 1 at the end of todays post. Let us jump right in to today’s topics.

Styles of Landing Pages

1. Review Style – Shows and reviews mutliple products in the same niche.

2. Comparison Style – Similar to review style except you go more into detail on the pros and cons of each product and do a cross product comparison.

3. Single Offer Style – Focused on promoting a single offer or product.

4. Multi-Offer Style – Pitching mutliple offers such as a main offer and a complimentary offer, in an attempt to increase EPCs.

5. Testimonial Style – Usually involves a personal testimony (most of the time its a fictional story) but be careful with fake testimonials, the BBB can come and bite you on the butt.

6. Email Opt-in Style – The main purpose is to develop a list of emails that are related to a certain niche or theme for later email distributions that you will send offers to.

Key Elements of Landing Pages

There are a few very important elements to consider when designing a landing page.

1. Color Scheme – Be sure to use coloring that best fits your demographics of people. For example, if you are targeting elderly people, ages 50+ don’t use a lot of colors that blend really easy together. Instead choose more bold colors with better contrast. We all know that with age comes the deterioration of eyesight.  Make your landing page easy to read and easy on the eyes for your demographics.

2. Above the Fold – For those of you who may not know what ‘above the fold’ means, it refers to the portion of your landing page that shows when a visitor first visits your landing page, without scrolling down. Be sure to consider the various screen resolutions that will be used, 800 x 600 will show differently than 1280 x 800, etc. Design with that in mind. Review the two screenshots below. These are the portions of the landing pages that show up on my 14″ Dell laptop with a 1280 x 800 resolution.

Acai Berry Detox – Convert2Media

acaidetoxAcaiPure – Convert2Media


Want to know the 2 big factors as to why these two offers are the absolute best Acai offers to run and the reason they out perform all other similar offers? Reason 1: They both list easy to read benefits with a strong call-to-action arrow pointing (this is important) to the free trial sign-up box. Reason 2: They don’t list how much shipping and handling charges are on the front page, so more people sign up and don’t completely realize they have to pay a couple bucks for shipping until page #2 or #3. That’s a little tricker method to achieve leads but those two reasons are huge factors as to why those offers are HOT! Check out the MONSTER payouts on Convert2Media.

3. Qualifying / Attention Grabbing Statement – If you noticed, both of the offers above are using the statement, “Flush pounds from your system with the power of Acai!” That is a pretty solid attention grabber. You want to qualify the visitor and at the same time keep their attention. Here is why, the purpose of qualifying the visitor is to ensure that they indeed are taken to a page that relates to what your Ad copy suggested. That way they find what they are looking for and don’t just click the back button immediately or close out. Why you want to keep their attention is pretty obvious, you want them to read the rest of your ‘sales pitch’. And yes, your landing page is a sales pitch of sorts in whatever fashion you are using it in. You want to encourage them to continue reading and take action with a belief of trust and confidence with your offer.

4. Call-to-Action – Don’t overlook this, one thing I learned when working for Dell computers, always ask for the ‘sale’ (lead or sale in this case). Provide quality and accurate information and then don’t be afraid to ask for the sale, ask them to sign up, ask them to try it out, tell them how much they will benefit from it. The point is you basically want to TELL THEM WHAT TO DO! Customers/visitors are usually influenced by the recommendations you make based upon the ‘trust’ factor you’ve built with them and what YOUR opinion is. So if you have a review style page listing 3 different offers and you title offer #1 as “Voted #1” or “Top Ratings”, etc. Chances are, more people will choose that offer just because you recommended it. And have a call to action more than just once. You might have a main call to action like the Acai offers above use the arrows and point to the sign up box. You want to hyperlink text within your pre-sell content, ALL of your images should link to the offer and then you still want 2-3 main call-to-action places (depending upon the type of offer).

5. Professional or Realistic Design – Without a doubt you want a professional or realistic design. It can’t look like my grandmother built the landing page. And believe me, my grandmother probably has more landing page design abilities than alot of you. Some of these landing pages floating around are just horrible. Doesn’t have to be professional as in Gucci catalog website. But make it believable. Simple. Clean. No clutter. Only the information you want the visitor to know about. Good LP Design and Bad LP Design . Notice the difference? See the simpleness of both but the difference of functionality and the less confusion the Good LP has over the Bad LP? There is a clear decision to be made and you are pointed to what needs to be done in the Good LP, were as the Bad LP, its just their main website and tons of other links that you can click on. So without a doubt they get less leads for their business.

6. Content and Pre-Selling – I kinda hit some tips when it comes to pre-selling but copywriting and LP content is a whole tutorial on its own. It boils down to this: list the most important benefits or advantages, have accurate information, show facts, studies, reports, statistics, true testimonials, videos, pictures and call to actions. Thats a brief overview of what you need. I can’t write the content for you word for word. Once you find a LP design that works, you want to continually test your LP copy, starting with the attention grabbing statement. Just look at each of the items above and consider them when doing your copywriting.

I can’t hold your hand and guide you through step-by-step when designing your landing pages. Basically it comes down to you either, learning how to use Photoshop CS and Dreamweaver (or Fireworks, Frontpage, Expressions Web, etc) so you can design your own landing pages to gain experience or secondly, you search for a LP designer until you find a good one. The best place I know of to learn how and to get familiar with Photoshop and the rest is at Its not free but its by far the fastest route to learning those programs. Also, there are a ton of photoshop tutorials online that are completely free. That show you step by step what to do and how to create specific things, just Google them. Don’t complain about having to challenge yourself. Affiliate marketing is nothing compared to going to school to be a doctor or lawyer, and it even has equal to or better compensation opportunities. To hire an LP designer, just look on places like Elance, GetAFreelancer, ODesk, 99Designs, etc. Its costly though. Best to get an understanding of how to use those programs yourself and as you grow, start outsourcing or hire a full time designer.

Questions & Answers


a) So say you were trying to target this demographic and offer in Facebook… how would you focus in on race such as African-American? The female part would be easy but I’m very curious to know if it’s possible to do so for race.

b) In the landing page series, can you tackle the issue of fake blog-style landers… if/where do you think affiliates should draw the lines in terms of deceptive testimonial/results, comments, etc.

A. As I’m not too experienced on facebook marketing, I asked my friend Neil from this question. He said there isn’t a way to specifically target groups by race but you can target groups of people according to their interests. For example, if you are using keyword targeting on facebook, targeting keywords that you know the african american population would have a strong interest in would be a way to capture a portion of that type of traffic. Using words like “Lil Wayne”, etc.

B. To tackle the the fake blog style landing pages is something more of a personal moral conviction. To say I’ve never done it would be lying. However, I do not support or promote that method of landing pages publicly and there can be severe consequences to those who in the past/present/future use those style of landing pages. I think each affiliate should try their best to provide truthful, adequate testimonials, comments and statistics.


I haven’t got a clue on how to create one. I’m decent at graphic design so I tried creating one in Photoshop, slicing it, and then coding it in Dreamweaver. But I realized I had no clue what I was doing (especially when trying to add text with divs and css). I could outsource this task, but I don’t have the money, and would like to be able to create my campaign from the ground up (demographic-keywords-landing page). Once I know what I am doing I can always outsource it later.

Not to mention the fact that I’m not sure how to do DKI (dynamic keyword insertion), split testing, or PHP. Do you have any recommendations as to where I could learn how to design these myself?

Refer to my suggestions about, that is going to be one of the best ways to learn how to better design landing pages. You just need to better understand how DIVs, CSS and the other coding aspects work. Join a few design/graphic forums and you will learn alot. Also, don’t forget to Google the questions you have and you will be amazed to find how many different tutorial there are out there. Then over a little bit of time you have gained all of the skills necessary.

As far as DKI, split testing and PHP. Those are things that you will learn more about in the future, once you completely understand the basics. In the near future I will cover DKI and Split Testing.

I is Celebrities

Hey Andrew, love your case study series. A quick question, do you test the offer first before building a landing page, or do you already know for sure that it’s a good offer without first testing it? Thanks

Most of the time the offers that I chose to run, I start with landing pages. I rarely do direct linking because its not a solid business model. I don’t build out the website until I see that it converts well enough to make profitable. But I almost always use a landing page.


That’s a great article. Even though Facebook has great targeting options I always had a really low CTR. I guess you almost have to have multiple offers/ads going on the network to make it really worthwhile.

I had a question though. When creating landing pages/sites for offers how much time do you initially spend on any one offer? With more content I know you have a better QS but if it takes you 2-3 days it’s hard to test multiple offers at the same time. Any ideas? Thanks Tom

With facebook, if you are running one offer, you want to test a bunch of ads and really narrow groups of demographics. Find the best version of your ad and focus exclusively on the best demographic with the best ad. For a better reference, again refer to this video interview of my friend Neil, Video Interview.

Not sure if I totally understand your question, however, to answer it to the best of my interpretation. It typically takes me 1 day to prep an offer for lauching and I launch it on day 2. That is for a test. If you are new, I would focus on testing one offer at a time. And if you want a shortcut start with Yahoo as their quality score requirements are much much easier than Google.

Joe Schleswig-Holstein

Very good post, I ll come back to your blog. Thank you also, i just discovered quantcast, whichis a very good tool!
I wish you showed a concrete example how you reach your audience, after having done such a research on that target audience.

I do not understand what your question is about the audience? If you can explain in more detail I will try to answer it.

That will be all for tonight. I will continue this series later this week.

January 30th, 2009

Landing Page Tutorial Part 1

I recall many questions and comments were asked in relations to the landing page section of the PPC Case Study videos that I did late last year. So I have decided to begin a landing page tutorial series to help unmask any hidden elements and to better educate you. I just read a post from Chad at CDFNetworks about landing pages and the importance of them, I had already planned for this series and to go a little further in depth than most. There were actually two different workshops at affiliate summit west that spoke on the topic of landing page optimization and I was able to meet the author of the book “Landing Page Optimization” by Tim Ash.

More experienced internet marketers understand the importance of landing page testing and optimizing, however many newcomers fail to grasp how big of a factor landing pages play in determining how profitable or unprofitable a campaign will be. One of the biggest mistakes I tend to find amongst marketers, when they are talking to me about their unprofitable campaign, is they fail to test multiple designs on their landing pages. No matter how many blogs, websites, ebooks they read or experts they talk to, some people just never seem to listen. If you want to find a profitable campaign do two things. First, watch all of the ppc case study videos and follow it word for word, if you have any questions about it you can ask them in the forum. Secondly, follow this landing page tutorial. That’s pretty simple to do right? WRONG! Most of you will read this, you won’t interact with this tutorial by making a comment below, you’ll just read and not take action. However you’ll continue your daily lives working for some job that you are totally disgusted with, making rude comments about your boss and job all day. The other half who isn’t complaining about their job are at  home complaining because they have no job! (I’m sure this doesn’t apply to some of you but MOST of you it does.) Why don’t you just leave the perfectly polished and dust-free TV remote alone for a while and challenge yourself to improve your life and what you get out of it.

There are tons of things to take into consideration when you are developing a landing page. Firstly is the Thought Process and APPROACH that you will take. You need to create a road map for yourself. Read the items below to get a better understanding of what I mean.

Thought Process and Approach

What does this mean? Understand and do your research on your target audience. Find out who they are, what they like, how they like it and you will be better equipped when you start putting together your landing pages. The example offer we will use for this tutorial will be from Convert2Media, called Course Advisor (offer #702). To begin our research lets start off with using Quantcast, view the results for the offer’s main website: Results Click HERE!


Quancast Data Below

quantcastAlthough this data may not be entirely accurate, it will atleast give you an idea and you can compare it to other similar scholarship finding websites to get an avg result. According to this data, about 56% of all visitors are female, the age range with the highest vistor rate are ages 18-34 at about 27% of overall traffic, roughly 63% are causasion, 61% have no kids, 28% make between $30-60k/year and 44% have NO college background. That is alot of valuable insights into this niche. Can you see the two-fold purpose of this? Obviously not or you’d be making money, so drink a red bull if you are tired and reread this section again. But for those who still can’t understand what is hidden between the lines, here it is plain and simple. ATTENTION all FACEBOOK and MYSPACE Marketers – This info helps for not only landing page creation/design but also helps you better understand where and how to target your traffic. If you want to maximize your chances of success, don’t target 50 yr olds for scholarships, start out with the 18-35 ranges, so you are testing the age ranges with the highest chance of a possible conversion. If you really want to do specifics, check out this data, College Enrollment Statistics (Simply found by doing 3 minutes of research. Google is useful for somethings.). Find out exactly what age, race and gender are in college or are the most likely to be in college. That is what you want to focus on. The more qualified your traffic is, the higher your chances of conversions, the more probability of profiting (you also want to take qualifying your visitors through your Ads and LP presell content into consideration). Then test the smaller chance areas later as an expansion strategy, after your making money.

Ok now that you have an idea of how to identify your target markets and research the demographics. Start to think just like them, if you plan to use adwords to promote this campaign (btw.. the content network would be good for this, consider placement targeting. Maybe use the domain targeting idea Ruck talked about HERE ) start getting some ideas of what your competitors are using for landing pages and analyze the process behind their particular design. Whether this offer works from direct linking, which it probably could, we are merely using this offer as an example to demonstrate landing pages. I just randomly picked an offer, no thought process went into choosing this offer for the tutorial.

Some of the things we will be going indepth on next week are:

– Styles of Landing Pages

– Key Elements When Designing Landing Pages

– Importance of Presell content/copywriting

– Split Testing Designs to Improve CTR and CR

– Understanding How Visitors Interact on Your Landing Pages

– Advanced Optimization Strategies and Tips

Feel free to throw in some of your questions along the way, I am more than happy to answer them. I plan to go indepth as I can, so if there are things you would like me to cover, please list them in the comments below. And break out of your shell, I’m sure many of you reading this have never even made a comment on this blog or maybe any blog. Take a step towards improvement and say something! I don’t bite, most of the time.

Take this information given above and begin to get familiar with it. If you want to see what other great offers Convert2Media has, simply sign up here: Convert2Media. Stay Tuned for More!!!!!!

November 20th, 2008

CS1 – Questions and Answers Video

Here are the answers to the questions that have been asked concerning specifics of the case study and other various questions. If you have more questions, please feel free to ask.

If you would like to get the Free PPC Bully report, simply sign up by clicking here: > PPC Bully <. Then email Kris so he has your name and email address to verify that you signed up, then he will email you the special report. Believe me, it’s worth it.

Congrats to all those who are having success and good luck in the contest!

November 8th, 2008

CS1.6 – Pay Per Click Case Study Part 6 – Stats Recap and Going Forward

Make sure you guys sign up to those sites via the link here NOT by the banners(unless its Convert2Media or PPC Bully).

Market Leverage
PPC Bully

Ok, so I forgot to talk about a very important piece that I wanted to talk about. It’s been a crazy week/weekend. I wanted to talk about how to know when to get rid of keywords that aren’t being profitable. The answer is pretty simple, when a keyword has cost twice as much as the offer payout and hasn’t converted, that’s when its time to remove that keyword as a non converting keyword. Example: On a $10 payout, and keyword 1 has cost $21 and no conversions, its time for that keyword to be paused or deleted. That will give you a foundation of knowing when to remove keywords. So the process of keyword, landing page and campaign optimizing is simply:

1. Split test ads and landing pages at all times.

2. After a sufficient amount of data has accumulated, remove not performing keywords or keywords that do not produce conversions at double the offer payout or less. So remove keywords that spend 2x(Offer Payout) = No Conversion or Only 1 conversion. As long as your cost/conv is less that 2x the payout, the keyword most probably can become profitable after optimizing. As you continue to weed out not performing keywords, keep testing new keywords. So start with a few hundred keywords, run them for a while and then make changed and repeat the process. Expand on your profitable keywords and the ones that are making conversions. You are able to identify all keywords performance by using the google pixel and Tracking202.

3. Repeat the process. Continue split testing ads and landing pages, continue tracking keywords, remove bad, replace with more to test. That’s how you build up a campaign of profitable keywords is by that process.

4. Don’t give up so easy. If over the course of a month you’ve spent $1000 and only made back $300, unless you continue to see great improvements, it’s probably best to move to onto another campaign. If you spend $1000 and make back $500 or more, you should be able to get that campaign profitable, so keep at it. Patience and Persistence are both hard to accept but it comes down to failure or success. If you can control your emotions and be persistence you will succeed, if not you will fail.

Before I get asked this question I’m going to answer it. Why did I start out a campaign with 700 keywords and only a $100 budget? Because a $100 is only the beginning, I plan to continue this campaign and build it up. It’s no doubt that the big markets have big money in them, you just have to find a creative and unique approach. Don’t follow the same steps as everyone else or you will fall into the ditch just like them.

I hope that helps. Below is the few items I spoke about:

1. PPC Bully

2. Convert2Media, Hydra, Market Leverage

3. Amit Mehta’s Bid and Ad Optimizing strategy –

Please sign up to the Forum to ask any questions of the last video that will be a Q&A video. Also, don’t forget to sign up for PPC Bully and the other Affiliate Networks if You w cant to see the strategy I am using on PPC Bully.

Have a great weekend!

November 3rd, 2008

CS1.5 – PPC Case Study Part 5 – Campaign Update and a Top Secret Tool

A Top Secret Keyword Tool that will Crush Your Competitors!

PPC Bully

What I Didn’t Tell you in the Video

Something I decided to tell you after I produced the video. I put in some keywords of a campaign that ‘i know’ is profitable from a different niche, to double check and see what results PPC Bully produced. I was basically doubting that this tool worked. Well, after about a week of data, literally all of the keywords that I put in showed which ads were profitable and which were not. PPC Bully revealed absolutely ALL of the keywords that I had put in and their ads for a campaign that is profitable.  So you see, this tool is very new and not too many people know about it or have started using it yet. That leaves an opportunity for you.

Kick start your profitable campaign by signing up for PPC Bully.

If you have any questions please direct them to the FORUM – Thanks.

October 31st, 2008

CS1.4 – PPC Case Study Part 4 – Advice, Tips and Campaign Structure

First off ladies and gents, don’t take me wrong by my blunt and slightly brutal tone on some of the topics. My only intentions are to motivate you and to have an impact on your success. To be completely honest, I haven’t been receiving as many questions as I expected that I’d get. Most places charge a lot of money for what I am showing you how to do. Just surprised more of you aren’t taking advantage of it.

By the way, I wasn’t directly speaking to anyone in particular when I mentioned talked about people just asking ‘newb questions’. I was saying in general, there is so much information on the internet that is free, you shouldn’t have to spend much money on learning materials and the basic questions have answered provided all over. Trust me, there isn’t a completely 100% fail proof guide that holds your hand through each step of the process until you’ve built a profitable business. If there were, you wouldn’t learn anything at all because someone else did it for you. So take my advice and make a change in your life and your family’s.

Next video will be posted next Monday afternoon/evening.

Have a great weekend!