Showing posts with label Content Marketing. Show all posts
Showing posts with label Content Marketing. Show all posts

Monday, 23 January 2023

How to Use PPC to Build Your Brand?


The most obvious way to use PPC is to try and make sales. When you place PPC adverts on Google or Bing, you are paying per click. This means you can calculate precisely how much each visitor to your site is costing you and that means in turn that you can work out whether or not you’re likely to make a profit.

 

In other words, look at your number of visitors in a given timeframe, look at the amount of money you make in that timeframe and then calculate an income per visitor. That’s how much you can afford to spend on PPC.

 

The Power of Brand

 

But, is it? Because not every visitor to your site is going to of course buy from you the very first time they visit your site. Much better for you, would be to build your brand and to build trust up to the point where you can sell a ‘big ticket item’, such as an expensive course or a retreat. If you can do this, you can make much more per customer over time.

 

Likewise, it might be that by exposing people to your brand, you are later better able to sell to them the next time they visit your site.

 

The only problem is that it’s much harder to quantify the value of a brand and to know how much to spend on this kind of advertising. So what do you do?

 

Free Exposure

 

One thing to keep in mind is that you can use a PPC advert to get free exposure if no one clicks on it. Remember: this is pay per click. So no clicks equal no payment. But just because no one clicked on your ad, that doesn’t mean no one saw it and no one noticed it subliminally.

 

That means that if you design a PPC advert with a heading and a description that people are less likely to click on, you can build a lot more visibility for your brand!

 

The other thing you can do is to use PPC by carefully choosing your search term. Normally, the keywords chosen are picked to try and directly sell the product. The example often used is ‘buy hats online’. Buy hats online is a keyword people will search if they’re trying to buy hats there and then.

 

But instead, consider making your keyword something that is not sales-oriented. For instance: ‘improving VO2 max’. Perhaps you sell cycle helmets; this is the perfect way to reach and talk with the very same audience. People who want to increase their VO2 max may well cycle and that means they might need cycle helmets. 

 

This is all about knowing your ‘why’. That means knowing why it is your business exists and what it hopes to accomplish. If you understand this, then you can find other people who will believe in your brand and want the same thing. Once you can do that, then you can find people who will likely become loyal followers and fans.

 

Learn from one of the best Microsoft Ads courses!

 

Microsoft Ads Training Kit: Step-by-Step Tutorial Videos To Start Using Microsoft Ads For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/microsoft-ads-training

 


Top Ways That Bing Ads Beat Google AdWords


When it comes to PPC advertising, more and more people are now starting to wake up to Bing and to think about it as a viable option to use alongside Google. Of course, the biggest PPC network with Google AdWords, which people will use to appear on Google searches. This makes sense, seeing as Google is the biggest search engine there is.

 

But Bing is big too. With 20% of the market (and 30% if you count Yahoo!), this is not an insignificant amount. Moreover, it is a very good idea to make sure that you have advertising on both platforms in case Google ever changes its policies or in case it ever goes down for some reason.

But you shouldn’t just think of Bing as Google’s ‘poor cousin’. You should think of it as a ‘useful addition’.

 

In some ways, Bing trumps Google. We’ll look at how here and demonstrate why it’s important to make sure that you give Bing the attention it deserves.

 

Bing is Less Competitive

 

The first BIG advantage that Bing offers is that it is less competitive. With fewer other advertisers trying to get seen on Bing, that means that there will be less competition for ad spaces. Seeing as PPC works using a ‘bidding system’ this is very good news: it means that you won’t have the price of your CPC driven up through a bidding war.

 

In turn, that then also means that you’ll get more customers for a cheaper amount. Specifically, you’ll pay 33.5% less for Bing traffic!

 

Bing Has Better Targeting

 

Another big advantage of Bing is that it gives you some more precise controls in many ways. This largely relates to the ‘targeting’ that Bing offers.

 

For example, Bing allows you to target your ads only to people on tablets and smartphones. This can be very useful if you combine it with location targeting as it allows you to target people literally out in the street looking for place to stay, eat or shop.

 

At the same time, Bing also allows you to target your users based on things like their gender and age. It can do this because it will look at the Microsoft profile associated with the account. 

 

Bing Offers More Control (In Some Areas)

 

In some ways, Bing also lets you control certain aspects of your ads better.

 

For example, if you use Bing, then you’ll be able to target based on the time of day. You can control what time of day your ads show and this can then help you to ensure that you’re not showing your ads at 3 am in a specific location. 

 

Bing Has Nice Big Images

 

Okay, so this isn’t exactly a game-changer… But Bing’s homepage is nice. Go to search Bing and you’ll be greeted by a huge and very attractive ‘photo of the day’. Someday, that beautiful big image could end up being the one thing Google doesn’t have…

 

It’s unlikely but it could happen!

 

Learn from one of the best Microsoft Ads courses!

 

Microsoft Ads Training Kit: Step-by-Step Tutorial Videos To Start Using Microsoft Ads For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/microsoft-ads-training

 


Why Goals Are the Secret to PPC Success?


If you want to be as successful as you possibly can be at PPC, then the most important thing to pay attention to is data. The more data you collect, the more precise and efficient you can be with the way you spend money and the more guaranteed your ROI will be.

 

And the very best way to collect data? That would be to use goals.

 

Let’s rewind a little and look at what those are and why they matter so much…

 

How to Collect Data for Your PPC Campaign

 

The best way to collect data for your PPC campaign is to make sure you know exactly how much each customer is worth to you. Once you know that, you can then go on to know how much you can afford to spend per visitor and still guarantee profit (or near as).

 

So to work out how much money each visitor is worth for you, you first need to look at how much your website is currently earning regularly. Perhaps it’s $100 a day, which is a result of having 1,000 unique visitors to your site (unique visitors are more important here than repeat visitors). That’s a very good amount of profit for 1,000 visitors but let’s imagine this for the sake of argument.

 

So if you are getting $100 from 1,000 visitors, that then means that each visitor is worth 10cents to you. This, therefore, means that if you pay 9 cents per click then you should always eventually make your money back. You can then set your budget to drive that higher and higher.

 

Why it’s More Complex than That

 

But $100 per 1,000 visitors is unrealistic for most people as we’ve already discussed. You’re much more likely to be making $10 per 1,000 visitors or even $1. So that means you can only spend 1cent or .1 cent on each visitor…

 

Or at least that would be the case if it wasn’t for CLV (Customer Lifetime Value) – the fact that some of those customers will become repeat customers.

 

Likewise, it’s somewhat ignoring the fact that the customers you get through PPC will be worth even more to you. That’s because those customers will have come from highly targeted ads and they will have searched for your products! Of course, those people are more likely to want to buy from you!

 

So the thing is to ask yourself instead, what the value of each customer is for each search. 

And fortunately, Bing lets you do this by setting up goals. A goal is created by using a cookie that can – for example – be placed on your checkout page. If someone makes it to that page, then Bing will know that that person has completed your goal and therefore they have earned you money. 

 

This then means you can see how much each search is earning you because you can see which advert led to that sale. That in turn means you can work out the maximum bid for each search term and thereby know precisely where to invest to grow!

 

Learn from one of the best Microsoft Ads courses!

 

Microsoft Ads Training Kit: Step-by-Step Tutorial Videos To Start Using Microsoft Ads For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/microsoft-ads-training

 


Why Google and Bing Are a Match Made in Heaven?


Despite what you may hear about Bing, the numbers don’t lie– Bing Ads reach 63 million searchers. If you aren’t using Bing Ads, that’s a whole lot of missed opportunities. That number of Bing users contributes to the 5.4 billion searches on the Bing Network.

 

If you’re still skeptical about the true power Bing holds, you can rest assured knowing 136 million unique searchers use the Bing Network. Based on the facts, it’s clear there are plenty of people out there using Bing to find the answer to what they’re searching for. It’s now up to you to take advantage of the new opportunity and expose your business to a new audience.

 

How to bridge the gap between Bing Ads and AdWords:

 

1. Import AdWords Campaigns into Bing Ads

 

What if I told you, you can immediately open up your business to the millions of searchers across the Bing Network, at the click of a button? Well, you can! Bing created a simple and efficient tool to import your campaigns directly from Google AdWords. Easily import details from your AdWords campaigns right into your Bing Ads campaigns, such as Bids and Budgets and Product Ads.

 

As a “fast follower to Google AdWords,” Bing Ads strives to innovate in their own, unique ways by creating a seamless experience for users managing campaigns across both platforms.  The Google Import tool is Bing’s gift to all of you Google AdWords users, so now there’s no excuse not to utilize Bing Ads. 

 

2. Streamline Management

 

If importing your AdWords campaigns isn’t easy enough, managing Bing Ads in conjunction with AdWords is a breeze. The fundamentals and best practices of each platform parallel one another, so the transition from one to the other is smooth.

 

Keep in mind, Bing Ads is its PPC platform, so if you choose to import your AdWords campaigns, not everything will line up perfectly. Use Bing’s Keyword Research Tool to tweak your campaigns to better serve Bing Network users. Ensure your target keywords have enough search volume to be successful, and that your campaigns are structured well as you would do for your AdWords campaigns.

 

Although the platform is different, you don’t have to worry about studying loads of new information or passing any grueling certification courses. Simply take the knowledge you already have with your AdWords campaigns and apply it to your Bing Ads. 

 

3. Capitalize on New Opportunities

 

The real question you should be asking yourself is, “If I’m using Google AdWords, why the heck am I not using Bing Ads?” The goal of running a PPC campaign is to get your business in front of more people, so it’s smart not to put all of your eggs in one basket. Test the performance of your campaigns across Bing Ads and AdWords to capitalize on golden opportunities you may have missed.

 

Making use of Bing Ads is a no-brainer. Showcase your business to an entirely new audience that could give your campaigns that little extra push you’ve been looking for. You won’t know what you’re missing until you give it a try. Get on Bing Ads today to find your golden opportunity!

 

Learn from one of the best Microsoft Ads courses!

 

Microsoft Ads Training Kit: Step-by-Step Tutorial Videos To Start Using Microsoft Ads For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/microsoft-ads-training

 


Why It’s Time to Pay Attention to Microsoft and Bing?


If you’re a marketer or a small business trying to be found online, then there’s a good chance that you will currently spend a fair amount of time performing SEO and probably setting up PPC campaigns.

 

SEO is ‘search engine optimization’ and is the process of building up your links and your site content to make your site more discoverable through Google. This can help more potential customers find your site, which will lead to more people buying from you (at least that’s the plan!).

 

PPC meanwhile is ‘Pay Per Click’ and is a method of advertising where you only pay for adverts that get clicked. Often this will mean paying for adverts that will appear on Google searches, which you do by using the Google AdWords advertising network.

 

But why should you only focus on Google?

 

The Current Lay of the Land

 

The reason that most people will focus the majority of their efforts on Google is that they know Google has by far the largest share of search traffic. This is indeed true but it’s not as much of a majority as you might think.

 

Because actually, Bing owns 20% of search traffic while Yahoo (which is powered by Bing) earns 10%. If you aren’t paying any attention to Bing then, that means that you’re walking away from a whopping 30% of your visitors. This is something that you would never do in any other area of business, so why do it now?

 

What’s more, is that Bing is less competitive than Google for advertising. Seeing as PPC works on a ‘bidding system’ (whereby you set a maximum amount you’re willing to pay for each click and never pay more than that), this means you’ll end up paying less for the same amount of clicks on Bing.

 

How much less? 33.5%. That means with the same budget, you can afford 33.5% more visitors! That makes a big difference to your business.

 

The Future of Microsoft

 

But more importantly, you shouldn’t be putting all your eggs in one basket and entirely ignoring the possibility that someday this might all change. And there is a lot of reason to suspect that Microsoft might someday have a bigger stake in the search. After all, its market share is currently growing and that’s without considering all the steps it’s making in the right direction.

 

For instance, Microsoft now makes a lot of hardware. The Surface line of computers is very popular and rumors about a ‘Surface Phone’ are also very interesting. Then you have the Xbox One and even things like the Microsoft Band.

 

All of these uses Bing as the default search option and all of them use Cortana. What does Cortana do if it can’t answer a question? It loads a Bing search and puts you on that page!

 

Microsoft and Bing are continuing to grow, so why not try and get a headstart there now?

 

Learn from one of the best Microsoft Ads courses!

 

Microsoft Ads Training Kit: Step-by-Step Tutorial Videos To Start Using Microsoft Ads For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/microsoft-ads-training

 


Monday, 16 January 2023

Why WordPress Is A Great Platform For Blogs


Starting your first blog is an exciting idea. You’re going to make your presence known to the world, and you’ll have an avenue for expressing your thoughts and your opinions. There are plenty of platforms for you to build your blog on, however, in this article, you’re going to find out why you should consider a self-hosted WordPress blog.

 

Before we begin, however, let me just clarify that WordPress.org and WordPress.com are not the same. 

 

WordPress.com is a blog hosting service which gives you very limited options. WordPress.org, on the other hand, is where you can download the WordPress software which you then need to install on your own web hosting. While this may sound intimidating, it’s really not. Many commercial web hosts offer 1-click install for WordPress which means you can get your blog up in just a few minutes!

 

Running your blog on the self-hosted version of WordPress means you have full control over your website. You own it, you can design it any way you want, you can publish any kind of content you want, and so much more. 

 

The core WordPress software is already powerful on its own, and it even comes pre-installed with a few themes and plugins. With themes, you have thousands of free and premium themes to choose from, and you can make your site look as unique as you want. And when you add plugins, you can totally change your website’s functionality! 

 

Even if you just want to blog for now, if you ever decide you want to add an online store to your blog later on, you can do that with WordPress. You can create landing pages on WordPress, you can add a forum to your site, you can even sell memberships or courses on it! In short, WordPress plugins are awesome. 

 

Other platforms don’t come near the number of themes and plugins available on WordPress which is why it’s such a popular choice for bloggers and website owners alike. 

 

As with most platforms, however, WordPress does come with a bit of a learning curve. However, once you understand the basics, then it will be easy for you to build different kinds of sites. WordPress has an active global community behind it, so you’ll never run out of tips and ideas to customize your website.

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit

 


The Best Web Hosting For Your Brand New WordPress Website


The WordPress platform needs two things to work. It needs a domain name and web hosting. Think of it this way, if your website is your house, then your domain name is the street address and your web hosting is the piece of land your house sits on. And just like your house, you want to build it on a good piece of land. This is why choosing a good web hosting company is a must if you want your WordPress website to succeed.

 

Web hosting companies number by the thousands and most can support a WordPress installation on their servers. However, WordPress itself recommends 3 web hosting companies. These are:

 

1)    Bluehost

2)    DreamHost

3)    SiteGround

 

You can’t go wrong with any of these companies. All three offer 1-click WordPress installation, so you can quickly have a WordPress website without any hassle or headache involved. They also offer 24/7 support so if you have questions about web hosting or you need help setting up your site, then you can contact them anytime through a variety of communication channels. 

 

However, they do have some differences in the services they bundle up with their hosting plans. For instance, Bluehost and DreamHost both offer free domain names for their plans, but SiteGround does not. If you’re going to buy a domain name from SiteGround, you’d need to spend an extra $15.95/yr, so you may want to buy your domain name elsewhere. 

 

When it comes to pricing, Bluehost offers the lowest price. If you lock yourself in a 3-year contract, then you’d only need to pay $2.95/mo for the basic plan. DreamHost offers the most expensive plan at $6.95/mo, and that’s if you get a 3-year contract!

 

If you want to try out which web host is best for your website, then you can sign up for each one. Both Bluehost and SiteGround offer a 30-day money back guarantee while DreamHost offers 97 days. If you’re unhappy with the service, simply cancel it within their money back period, and you’ll get a refund. Plus, they will automatically cancel your 12-month, 24-month or 36-month contract. 

 

While these 3 companies come highly recommended by WordPress.org itself, there are many more web hosting companies you can choose from. Just be sure to ask them first if they offer WordPress support, and if they do, then feel free to sign up for their hosting plans. 

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit

 


The Benefits Of Using Premium WordPress Themes Over Free Themes


One of the major benefits of using WordPress for your website is you can choose from thousands of free and premium themes to give your site the look you want it to have. 


While it’s true there are plenty of stylish, free WordPress themes you can download from the WordPress.org Theme Directory, premium themes help make your site stand out from the crowd of lookalike WordPress sites. 

 

Here are some of the biggest reasons why you should consider switching to a premium theme:

 

1.    Better quality themes

 

Most free themes are generally well-coded, however, these are often not SEO-optimized. Premium themes, on the other hand, are usually up-to-date and adhere to standard coding practices. 

 

Better theme code reflects on your website’s page load speed. And because of this, websites with premium themes generally rank higher on search engines than those using free themes.  

 

2.    Better support

 

Most free theme developers have no incentive to provide support to their users. More often than not, support can be found in WordPress forums with the developer answering questions when they feel like it. 

 

With premium themes, however, you get priority support from developers. You have access to them via chat, email, forum or ticket support, and you can expect to receive a response in a timely manner.

 

3.    Extensive documentation

 

Having a well-documented theme is important. Free themes rarely include documentation, and you’re usually left on your own to figure out how to use a theme. 

 

With premium themes, however, most developers and theme shops include extensive documentation. This makes it easier for them to support their customers as they can easily direct them to the knowledgebase article or tutorial that will help solve their specific problems. This means less time answering support questions and more time developing even better themes.

 

4.    Customization options

 

While you can customize free themes, your options are very limited especially if you don’t know how to code. Even if you do, it will still take you hours editing code just to change a few elements on your web page. 

 

With premium themes, you often have a range of options to choose from. You can easily design your site to make it look unique by using different layouts, fonts, colors, images, etc. And it won’t take you hours to do all these on a premium theme – with just a few clicks, you’ll have a gorgeous website at your fingertips! 

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit

 


Should You Use WordPress Page Builders?


The default WordPress text editor works great when you’re mainly writing hundreds or thousands of words for your articles or blog posts. However, when you’re building sales pages, landing pages, download pages, your website’s home page, and more, then the default editor doesn’t really give you a lot of options to make your site look good.

 

If you want to edit your page, you’d need to know how to code. You can use HTML and CSS codes to make your page look nice. Now, that’s okay if you know how to code, but if you don’t, then you’re out of luck. You’re going to get stuck with an ugly looking web page, unfortunately.

 

WordPress page builders, on the other hand, are drag and drop builders that allow you to, you guessed it, drag and drop your content anywhere on the page! You don’t have to imagine what your page is going to look like because these builders are also WYSIWYG (what you see is what you get) editors. This means you can see how your live web page is going to look like so you can design your page as you see fit.

 

Most page builders also include dozens of layouts and templates which make your web page design job a lot easier. You can easily edit these templates, swap your content and upload your own images, and in a few minutes, you’ll have a great looking web page! No coding and no sweat required.

 

There are free and premium page builder plugins to choose from. If you just want to see how these plugins work, then try the free versions first. Most get rave reviews from users, although premium page builders also have a considerable following.

 

For free page builders, you can check out Elementor, Beaver Builder Lite, Visual Composer, and Page Builder by SiteOrigin. For premium page builders, Beaver Builder has a premium version, or you can check out Thrive Architect and Divi Builder. The premium versions work best with themes from the same developer so you may want to consider that before buying one. 

 

Don’t hesitate to read user reviews to find the most suitable page builder for your website needs. One thing’s for sure though, once you get used to building beautiful web pages using page builders, it’s going to be hard to go back to the plain WordPress editor. 

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit



How To Skyrocket Your Email Subscribers Using Your WordPress Website


You’ll often hear profitable website owners say that the money is in the list. They aren’t joking. The money really is in the list. If you have an email list, you can easily market to your subscribers, and get them to visit your website again and again. If they weren’t on your list, these people probably would never have visited your website ever again.

 

So you see, building an email list should be one of your website’s top priorities. You don’t even have to think about what you’re going to sell to your list yet. Just focus on building it, and when you get to a large enough size, then you can worry about monetizing your list then.

 

Here are a few ways you can skyrocket your email subscribers using your WordPress website:

 

1. Create audience-specific landing pages

 

Ideally, you should be segmenting your email list. If you have a marketing funnel in place, then you should know where a particular customer is in their journey. 

 

If they’re just at the top of the funnel, you could use a different landing page with a different lead magnet for them. If they’ve already interacted with your business before, then they would be somewhere mid-funnel and probably ready to buy from you. 

 

With audience-specific landing pages, you get to make your content relevant. The good thing with WordPress is it’s easy to create these pages from your WordPress admin!

 

2. Write compelling copy

 

Your landing page copy is very important. You can have the most eye-catching photos on your website, but if your sales copy doesn’t speak to your customers, then chances are they’re not going to buy from you. If you don’t know how to write copy, then invest in a good copywriter. The expense will more than pay off when you get people subscribing to your list in droves!

 

3. Use beautiful imagery

 

You know the saying, a picture paints a thousand words. When enticing people to sign up to your list, make it easy for them to do so. Use images that perfectly portray what they’re going to get if they sign up to your list!

 

4. Promote your landing page like there’s no tomorrow

 

There’s really no point creating an opt-in landing page if people don’t visit it. Make a point of promoting your link on many different platforms. If people find your offer attractive, they’ll be more than happy to sign up for your list!

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit



Monday, 9 January 2023

How To Protect Your WordPress Website Against Hackers And Bots


Hackers and bots are two of the biggest threats against WordPress websites. If you don’t take proactive measures to protect your site, then you can lose everything – your website files, your email list, your income, everything! If you want to avoid this scenario at all cost, then read this article.

 

Here are some basic measures you can follow to protect your site:

 

1. Make sure your version of WordPress is up to date

 

WordPress gets updated pretty regularly, and they do this for a good reason. With the sheer number of automated attacks carried out on WordPress websites daily, it’s important that the software is frequently updated to stop hackers, bots, and botnets in their tracks. If you don’t update your software, then it’s like you’re sending an invitation to hackers telling them to exploit the vulnerabilities in your non-updated software. 

 

2. Update your themes and plugins

 

Just like your core WordPress software, themes and plugins get updated from time to time as well. This is important so that these themes and plugins remain compatible with the latest version of WordPress. Also, if you don’t update, chances are hackers and bots will find something to exploit so they can access your site.

 

3. Backup your website regularly

 

For your peace of mind, it’s best to back up your website regularly. There are several plugins you can choose from on the WordPress.org Plugin Directory that offers automated daily backups. More importantly, you’d want to consider using a plugin that offers a 1-click restore feature. Even if your website gets hacked, you can still restore your site easily.

 

4. Use a strong and hard-to-guess username and password

 

You don’t want to use the old ‘admin’ username and password combination. That’s the first thing bots guess when they attack a site. You’re practically giving them free access to your site! For better security, you should use a combination of letters, numbers, and symbols. Keep your login details in a secure location, or you can use a password manager to help keep your details safe.

 

5. Hire a WordPress security expert

 

Plugins can only do so much. In the end, bots are programmed by human hackers who can make these nasty pieces of computer code as sophisticated as they need to be. A human WordPress security expert is your best bet if you want to keep your site safe. They’ll come at a cost though so keep this in mind if you truly want to keep your WordPress site safe. 

 

Learn from one of the best WordPress courses!

 

Advance WordPress Mastery Kit: Step-by-Step WP Tutorial Videos To Start Using WordPress For Your Business & Boost Profits!

https://tankwanhong.xyz/courses/advance-wordpress-mastery-kit