Oct. 24, 2024
The Key to Marketing Technical Products and Services
For many marketers, it can be a challenge knowing how to market technical products and services when the assumption is often that for content to resonate, it must speak in very technical terms. Today, we'll discuss the secrets behind effective communication in this experimental episode of The Virtual CMO Podcast. For this episode, host Eric Dickman leveraged Google's NotebookLM AI voices to bring insights from his recent blog article to life with surprisingly realistic results!
The AI narrators discuss why focusing solely on technical specifications can limit your audience reach, and they explore strategies to engage diverse audiences throughout their buyer's journey. From capturing attention with blog posts and infographics to building credibility with webinars and case studies, this episode offers a treasure trove of techniques for marketers looking to enhance their storytelling prowess.
In his article, Eric Dickman shares a paradigm-shifting approach to marketing technical products, known as the "wider net approach." Learn how to tailor your content to meet the needs of novices and experts, ensuring no potential customer is left behind. As your audience progresses from awareness to consideration and decision, understand the importance of providing product downloads, comparison guides, and compelling testimonials to instill confidence. With suggestions on repurposing content for greater impact and the art of storytelling, this episode promises insights into the challenging task of marketing technical products and services.
Article: Why Fishing with a Net (Not Just a Pole) is the Key to Marketing Technical Products and Services
Detailed Show Notes: https://fiveechelon.com/marketing-technical-products-services-s9e1/
Send us your questions or comments
A fractional CMO can help build out a comprehensive marketing strategy and execute targeted campaigns designed to increase awareness and generate demand for your business...without the expense of a full-time hire.
The Five Echelon Group - Fractional CMO and strategic marketing advisory services designed for SMBs looking to grow. Learn more at:
WEBVTT
00:00:29.410 --> 00:00:31.516
Welcome to the Virtual CMO Podcast.
00:00:31.516 --> 00:00:32.920
I'm your host, eric Dickman.
00:00:32.920 --> 00:00:37.180
Today's episode is a bit different and, I must say, rather experimental.
00:00:37.180 --> 00:00:45.116
We're diving into the fascinating world of AI narration using Google's cutting-edge Notebook LM AI voices.
00:00:45.116 --> 00:00:57.439
Recently, I shared my thoughts about marketing technical products and services in an article on LinkedIn, and I thought it would be interesting to have this content interpreted by AI narrators.
00:00:57.439 --> 00:01:02.114
What you're about to hear is an AI-powered exploration of those ideas.
00:01:02.114 --> 00:01:06.362
The only information I provided to the AI was a link to the blog.
00:01:06.362 --> 00:01:09.094
Everything else the LM did on its own.
00:01:09.094 --> 00:01:16.477
Before we begin, I want to mention that while the narration is AI-generated, the content and ideas are very much human.
00:01:16.477 --> 00:01:25.599
Drawn from my own experiences and observations in the marketing world, I'm curious to hear what you think about this format, so feel free to contact me on LinkedIn or through our website.
00:01:25.599 --> 00:01:27.524
The links will be in the show notes.
00:01:27.524 --> 00:01:33.603
Let's dive in and explore this intersection of human insight and artificial intelligence.
00:01:35.030 --> 00:01:39.141
All right, so we're diving deep into marketing technical products today.
00:01:39.609 --> 00:01:44.923
And we've got this great article called the Key to Marketing Technical Products and Services to help us.
00:01:45.109 --> 00:01:47.277
Perfect, yeah, we're going to pull out all the best bits for you guys.
00:01:47.771 --> 00:01:57.682
The biggest takeaway, I think, is that, even though showing off your technical know-how is super important, focusing only on tech specs can actually make your reach smaller.
00:01:58.089 --> 00:02:02.376
Kind of like trying to explain how awesome a symphony is by just talking about the frequencies of the notes.
00:02:02.649 --> 00:02:04.756
Exactly, you miss the emotional impact.
00:02:05.018 --> 00:02:05.859
You lose the feeling.
00:02:06.049 --> 00:02:07.834
Yeah, the author Eric Dickman.
00:02:07.834 --> 00:02:15.811
He argues that a lot of companies get stuck there Thinking that a technical audience only wants super technical info.
00:02:16.353 --> 00:02:18.537
So does that mean, we should like dumb it down?
00:02:18.997 --> 00:02:19.500
Not at all.
00:02:19.500 --> 00:02:23.798
It's more about realizing that people are coming to this with different levels of understanding.
00:02:24.118 --> 00:02:24.359
Okay.
00:02:24.560 --> 00:02:27.923
Some people are already familiar with the tech and others are just starting to explore it.
00:02:28.164 --> 00:02:32.355
So how do you create content that actually speaks to both of those groups?
00:02:33.598 --> 00:02:36.043
That's where this wider net approach comes in.
00:02:36.043 --> 00:02:42.122
Yeah, the article breaks down content into three stages that kind of mirror the buyer's journey.
00:02:42.122 --> 00:02:44.955
Yeah, awareness, consideration and decision.
00:02:45.657 --> 00:02:47.001
Okay, I like it Break it down for me.
00:02:47.302 --> 00:02:47.542
All right.
00:02:47.542 --> 00:02:49.336
So awareness, that's the hook.
00:02:49.336 --> 00:02:50.700
You're trying to grab their attention.
00:02:50.700 --> 00:02:55.021
Get them interested without overwhelming them with jargon, got it?
00:02:55.021 --> 00:03:01.379
Imagine like blog posts about common industry problems or e-books that highlight emerging trends.
00:03:01.379 --> 00:03:05.758
You could even use infographics to break down those complex ideas.
00:03:05.971 --> 00:03:09.475
So basically, you're showing them, you get their problems before you even mention your product.
00:03:09.657 --> 00:03:10.219
Exactly.
00:03:10.219 --> 00:03:13.237
You're establishing yourself as an expert, someone who can guide them.
00:03:13.237 --> 00:03:15.636
Okay, Makes sense, not just trying to make a sale.
00:03:15.990 --> 00:03:19.320
So then, how do you move them into the consideration stage once you've got their attention?
00:03:20.011 --> 00:03:24.182
Then you can start bringing in some more technical details, but you still want to find the right balance.
00:03:24.182 --> 00:03:28.540
Things like webinars, case studies, white papers those are all good here.
00:03:28.830 --> 00:03:33.502
So instead of just saying our software is amazing, you're showing them why it's amazing.
00:03:34.409 --> 00:03:37.136
Yeah, you're backing up your claims with data and real world results.
00:03:37.638 --> 00:03:39.783
Nice, showing how it solves specific problems.
00:03:40.030 --> 00:03:41.313
All right, so they're considering it now.
00:03:41.313 --> 00:03:45.302
What do we do to get them to actually decide to go with us?
00:03:45.671 --> 00:03:48.498
Time for the big finale, the decision stage.
00:03:48.498 --> 00:03:51.112
This is where you got to give them that extra boost of confidence.
00:03:51.112 --> 00:03:55.503
Okay, product downloads are great here, because people can actually see the product in action.
00:03:55.503 --> 00:03:58.951
Detailed comparison guides can be super helpful too.
00:03:59.132 --> 00:04:02.299
Right, so they can see how you stack up against the competition.
00:04:02.338 --> 00:04:04.103
Yep and testimonials.
00:04:05.031 --> 00:04:06.979
Yeah, those are so powerful.
00:04:07.058 --> 00:04:07.561
Those are key.
00:04:07.561 --> 00:04:08.906
Give them that social proof.
00:04:09.106 --> 00:04:10.632
It's like word of mouth on steroids.
00:04:10.872 --> 00:04:12.455
Exactly, it makes a huge difference.
00:04:12.756 --> 00:04:20.779
This is great stuff but honestly it feels like a lot to manage it can be, but the article actually suggests repurposing content.
00:04:20.779 --> 00:04:21.320
Okay.
00:04:21.730 --> 00:04:33.689
You know like if you have a really detailed white paper, break it down into a series of blog posts, each one focusing on a different part, or turn those blog posts into snippets for social media.
00:04:34.391 --> 00:04:36.317
Ah, so you're getting more mileage out of your work.
00:04:36.538 --> 00:04:38.514
Exactly, and don't forget about storytelling.
00:04:38.514 --> 00:04:41.296
Storytelling, yeah, but we're talking about technical products.
00:04:41.569 --> 00:04:43.788
Even technical products solve human problems.
00:04:43.788 --> 00:04:51.519
Sure you can weave stories into your content, like case studies with specific customers or anecdotes about how your product has made a difference.
00:04:51.870 --> 00:04:53.716
So you're making it more relatable and engaging.
00:04:54.037 --> 00:04:58.120
Exactly Stories help people connect with your brand on a deeper level.
00:04:58.400 --> 00:05:00.476
Okay, I'm starting to see the bigger picture here.
00:05:00.656 --> 00:05:01.038
Good.
00:05:01.229 --> 00:05:05.033
This article also mentioned something called a fractional CMO.
00:05:05.033 --> 00:05:06.456
What is that?
00:05:06.777 --> 00:05:11.608
It's basically like a marketing expert who works with several businesses part time Interesting.
00:05:11.608 --> 00:05:15.806
They offer strategic guidance and support, kind of like having a CMO on demand.
00:05:16.314 --> 00:05:19.563
So like if a company can't afford a full time CMO, they could use one of these.
00:05:19.623 --> 00:05:20.646
Yeah, exactly.
00:05:20.646 --> 00:05:30.225
The author, eric Dickman, actually describes himself as a fractional CMO and he mentions his company has a virtual CMO offering as well.
00:05:30.225 --> 00:05:35.245
Not totally sure what that is, but it probably involves the same kind of strategic marketing help.
00:05:35.805 --> 00:05:37.007
Makes sense, but delivered online.
00:05:37.007 --> 00:05:38.560
This has been super helpful.
00:05:38.560 --> 00:05:44.267
I'm really starting to understand how to market technical products in a more effective way.
00:05:44.915 --> 00:05:47.233
It's not just about throwing a bunch of jargon at people.
00:05:47.373 --> 00:05:47.514
Right.
00:05:47.734 --> 00:05:50.782
It's about creating content that connects with them where they are.
00:05:51.082 --> 00:05:54.711
Okay, so we've covered the basics of this wider net approach.
00:05:54.711 --> 00:05:57.878
Yes, and different types of content for each stage.
00:05:58.159 --> 00:05:58.460
Uh-huh.
00:05:58.861 --> 00:05:59.943
What should we tackle next?
00:06:00.164 --> 00:06:04.868
Let's dive into some more specific tactics and examples for creating that content.
00:06:04.948 --> 00:06:05.570
Okay, let's do it.
00:06:05.791 --> 00:06:10.906
I think we can really make this actionable for people, perfect and help them take their marketing to the next level.
00:06:11.026 --> 00:06:11.266
Love it.
00:06:11.734 --> 00:06:13.240
Okay, so let's get a little more practical.
00:06:13.300 --> 00:06:14.223
Yeah, let's break this down.
00:06:14.454 --> 00:06:24.428
We've been talking about this wider net approach, right, but what does it actually look like to create good content for each stage of that buyer's journey?
00:06:24.814 --> 00:06:28.947
Yeah, how do we hook people in the awareness stage without getting too technical?
00:06:29.234 --> 00:06:30.600
Okay, so think about your audience.
00:06:30.600 --> 00:06:31.697
What are their pain points?
00:06:31.697 --> 00:06:34.906
Okay, so let's say you're selling project management software.
00:06:34.906 --> 00:06:39.366
Maybe your audience is struggling with teams that are disorganized or they're missing deadlines.
00:06:39.774 --> 00:06:40.456
That's similar.
00:06:40.798 --> 00:06:44.645
So you could write a blog post called something like five signs.
00:06:44.645 --> 00:06:47.420
Your team needs a project management overhaul.
00:06:48.103 --> 00:06:49.426
Ooh, I like that.
00:06:49.707 --> 00:06:54.704
It speaks directly to their problems without even mentioning your software.
00:06:54.783 --> 00:06:57.241
Right, you're giving them something useful up front.
00:06:57.241 --> 00:07:00.161
Exactly what about if you're selling cybersecurity software?
00:07:00.442 --> 00:07:02.479
Hmm, you could do an infographic.
00:07:02.700 --> 00:07:02.940
Okay.
00:07:03.161 --> 00:07:06.448
Something like the Alarming Rise of Data Breaches in Healthcare.
00:07:06.669 --> 00:07:07.495
People love visuals.
00:07:07.855 --> 00:07:10.841
And that title really taps into a fear.
00:07:12.144 --> 00:07:12.545
For sure.
00:07:12.866 --> 00:07:16.320
And e-books are great for giving more in-depth information.
00:07:16.540 --> 00:07:16.781
Okay.
00:07:16.981 --> 00:07:18.885
So say you're selling a CRM system.
00:07:18.885 --> 00:07:23.668
You could have an e-book called the Ultimate Guide to Optimizing your Sales Funnel.
00:07:24.591 --> 00:07:24.932
I like it.
00:07:24.932 --> 00:07:31.738
So you're positioning yourself as a helpful resource, exactly, not just someone trying to make a sale, right Right, so they're aware of you and what you do.
00:07:31.738 --> 00:07:34.806
How do we move them into that consideration stage?
00:07:35.007 --> 00:07:37.120
That's when you want to bring out the case studies.
00:07:37.540 --> 00:07:38.584
Oh yeah, People love those.
00:07:38.663 --> 00:07:40.757
They want to see how your product has helped other people.
00:07:41.659 --> 00:07:42.120
Makes sense.
00:07:42.461 --> 00:07:43.724
But don't just list features.
00:07:43.724 --> 00:07:44.647
You got to tell a story.
00:07:45.314 --> 00:07:46.497
OK, give me an example All right.
00:07:46.517 --> 00:07:50.887
So let's say you sell software that helps streamline manufacturing processes.
00:07:50.987 --> 00:07:51.147
Okay.
00:07:51.915 --> 00:07:53.831
Find a customer who's gotten great results.
00:07:53.992 --> 00:07:54.174
Okay.
00:07:54.515 --> 00:08:05.459
Maybe they reduced errors by like 50% or increased output by 20%, and then tell their story, talk about their challenges and how your software helped them overcome them.
00:08:06.100 --> 00:08:07.525
That makes it feel real, you know.
00:08:07.565 --> 00:08:09.743
Yeah, exactly what about white papers?
00:08:09.844 --> 00:08:10.908
Aren't those kind of boring?
00:08:11.479 --> 00:08:13.435
They can be if they're not done well.
00:08:13.435 --> 00:08:18.230
Right, the key is to share original research or insights that make you look like a thought leader.
00:08:18.471 --> 00:08:18.771
Gotcha.
00:08:19.581 --> 00:08:22.839
So let's say you're selling AI-powered marketing automation software.
00:08:22.839 --> 00:08:30.193
You could write a white paper called the Future of Personalized Marketing how AI is Transforming Customer Engagement.
00:08:30.781 --> 00:08:32.186
Ooh, that sounds interesting.
00:08:32.306 --> 00:08:32.969
Something like that.
00:08:33.039 --> 00:08:33.281
Okay.
00:08:33.281 --> 00:08:34.547
So now we're at the decision stage.
00:08:34.547 --> 00:08:35.704
They're almost ready to buy.
00:08:35.704 --> 00:08:36.728
What do we do?
00:08:36.960 --> 00:08:38.346
It's time for a product demo.
00:08:38.346 --> 00:08:40.846
Let them actually see your software in action.
00:08:40.885 --> 00:08:41.528
Like a test drive.
00:08:41.567 --> 00:08:42.430
Yeah, exactly.
00:08:42.571 --> 00:08:42.951
I like it.
00:08:43.299 --> 00:08:46.490
And make sure the demo is tailored to their needs and pain points.
00:08:46.820 --> 00:08:50.329
So they can really see how it would work for them Exactly pain points, so they can really see how it would work for them Exactly.
00:08:50.329 --> 00:08:50.750
What are comparison?
00:08:50.769 --> 00:08:51.870
guides, those are good too.
00:08:51.870 --> 00:08:57.634
If they're still thinking about other options, you can lay it all out and show them why you're the best choice.
00:08:58.034 --> 00:09:01.737
And testimonials are super important here too right, absolutely.
00:09:01.899 --> 00:09:04.453
They want to know other people are happy with your product.
00:09:04.674 --> 00:09:06.442
Right, it's like having a friend recommend something.
00:09:06.722 --> 00:09:09.168
Exactly, it gives them that extra reassurance.
00:09:09.408 --> 00:09:15.909
Okay, so we've talked about creating all this content, but how do you manage it all?
00:09:16.410 --> 00:09:17.413
You got to repurpose it.
00:09:17.692 --> 00:09:18.221
What does that mean?
00:09:18.441 --> 00:09:21.308
So remember that case study about the manufacturing company.
00:09:21.509 --> 00:09:24.044
Yeah, the one who streamlined their process, exactly Okay.
00:09:24.085 --> 00:09:27.400
Don't just put it on your website and forget about it Right.
00:09:27.400 --> 00:09:30.790
Turn it into a blog post that highlights the main takeaways.
00:09:30.790 --> 00:09:35.706
You could even make a short video for social media with the customer's testimonial.
00:09:36.447 --> 00:09:37.049
Oh, that's smart.
00:09:37.480 --> 00:09:40.866
And pull out some quotes and stats for graphics to share on LinkedIn.
00:09:41.340 --> 00:09:44.068
So you're basically stretching that content as far as you can.
00:09:44.389 --> 00:09:47.463
Yep, you're maximizing its impact without having to start from scratch.
00:09:47.644 --> 00:09:48.909
Okay, that's a good strategy.
00:09:49.029 --> 00:09:50.490
And impact without having to start from scratch.
00:09:50.490 --> 00:09:53.212
Okay, that's a good strategy, and you can do this with all kinds of content, like white papers, webinars.
00:09:53.212 --> 00:09:57.855
Even blog posts can be turned into social media posts or email newsletters.
00:09:58.015 --> 00:09:59.617
It's like a content recycling program.
00:10:00.079 --> 00:10:01.585
More like a content amplifier.
00:10:01.846 --> 00:10:02.769
Okay, I like that.
00:10:02.919 --> 00:10:07.620
And remember, even with all this digital stuff, the human touch is still important.
00:10:08.023 --> 00:10:12.909
Right, we talked about storytelling earlier, exactly, but how do you actually do that with technical products?
00:10:13.139 --> 00:10:17.790
You got to remember that even the most complex technology serves a human purpose.
00:10:18.151 --> 00:10:18.432
Okay.
00:10:18.701 --> 00:10:20.980
So don't be afraid to show that human side.
00:10:21.420 --> 00:10:29.449
So instead of just listing the features of your cybersecurity software Right, you could tell a story about a business owner who got hit by a data breach.
00:10:29.790 --> 00:10:30.412
Exactly.
00:10:30.620 --> 00:10:33.509
And how your software helped them get back on their feet.
00:10:33.720 --> 00:10:37.649
You're selling peace of mind, security, efficiency, all those emotional benefits.
00:10:37.949 --> 00:10:38.952
That makes it more compelling.
00:10:39.519 --> 00:10:44.971
And when you connect with people on that emotional level, it makes a big difference.
00:10:45.072 --> 00:10:46.073
This has been super helpful.
00:10:46.073 --> 00:10:49.629
I'm feeling much more confident about marketing technical products now.
00:10:49.829 --> 00:10:50.531
Good, I'm glad.
00:10:50.759 --> 00:10:52.888
It's not just about being super techie Right.
00:10:52.888 --> 00:10:55.187
It's about understanding your audience and giving them what they need.
00:10:55.439 --> 00:10:56.384
Exactly, you got it.
00:10:56.740 --> 00:10:59.928
Okay, so we've talked a lot about creating awesome content.
00:10:59.928 --> 00:11:03.509
We have, but how do we actually know if it's working?
00:11:05.139 --> 00:11:06.862
That's where measuring your results comes in.
00:11:06.862 --> 00:11:09.768
You don't want to just put it out there and hope for the best.
00:11:09.947 --> 00:11:10.127
Right.
00:11:10.187 --> 00:11:13.212
You got to track key metrics to see what's resonating and what's not.
00:11:13.533 --> 00:11:14.814
So what are some of those metrics?
00:11:14.814 --> 00:11:15.903
What should we be looking at?
00:11:16.043 --> 00:11:18.048
Well, website traffic is a good place to start.
00:11:18.309 --> 00:11:18.590
Okay.
00:11:18.730 --> 00:11:21.264
You know, are people actually finding your content.
00:11:21.505 --> 00:11:21.927
Makes sense.
00:11:22.187 --> 00:11:26.723
So look at things like page views, unique visitors, bounce rate.
00:11:27.064 --> 00:11:27.645
Bounce rate.
00:11:27.645 --> 00:11:28.548
What's that?
00:11:28.928 --> 00:11:34.250
So that's how many people are leaving your site quickly, oh so like if they click on a page and immediately leave.
00:11:34.250 --> 00:11:36.869
Exactly, it might mean your content isn't grabbing them.
00:11:36.869 --> 00:11:42.544
Okay, so traffic is important, but but it's not the whole story, right, we also got to look at lead generation.
00:11:42.544 --> 00:11:44.711
Are people giving you their contact info?
00:11:45.079 --> 00:11:48.160
So like downloading an ebook or signing up for a webinar.
00:11:48.321 --> 00:11:50.901
Yep, that means they're interested enough to take the next step.
00:11:51.081 --> 00:11:51.841
So that's a good sign.
00:11:52.182 --> 00:11:55.603
And then, of course, we want to see how many of those leads actually become customers.
00:11:56.203 --> 00:11:59.144
Right Because, at the end of the day, we want results.
00:11:59.384 --> 00:12:01.405
Exactly, it's all about driving business.
00:12:01.446 --> 00:12:03.365
But that's not just about your website, right?
00:12:03.365 --> 00:12:05.667
Social media is important too.
00:12:06.106 --> 00:12:08.168
Oh for sure, Social media is huge.
00:12:08.487 --> 00:12:09.548
So what are we tracking there?
00:12:09.627 --> 00:12:14.269
Well, you want to see people sharing your posts, liking them, commenting that kind of stuff.
00:12:14.509 --> 00:12:15.449
Engagement basically.
00:12:15.610 --> 00:12:18.290
Yeah, exactly, it means your content is hitting the mark.
00:12:18.572 --> 00:12:19.932
And helps get the word out.
00:12:20.111 --> 00:12:22.232
Exactly Builds awareness and credibility.
00:12:22.413 --> 00:12:30.795
Okay, so we're looking at website traffic, leads, conversions, social media engagement.
00:12:30.795 --> 00:12:31.895
It's a lot.
00:12:31.895 --> 00:12:33.376
That is a lot of data.
00:12:33.376 --> 00:12:34.297
What do we do with all of it?
00:12:34.356 --> 00:12:35.778
Well, that's where the analysis comes in.
00:12:35.778 --> 00:12:39.619
You got to look for patterns, see what's working and what needs to be tweaked.
00:00:29.410 --> 00:00:31.516
00:00:31.516 --> 00:00:32.920
00:00:32.920 --> 00:00:37.180
00:00:37.180 --> 00:00:45.116
00:00:45.116 --> 00:00:57.439
00:00:57.439 --> 00:01:02.114
00:01:02.114 --> 00:01:06.362
00:01:06.362 --> 00:01:09.094
00:01:09.094 --> 00:01:16.477
00:01:16.477 --> 00:01:25.599
00:01:25.599 --> 00:01:27.524
00:01:27.524 --> 00:01:33.603
00:01:35.030 --> 00:01:39.141
00:01:39.609 --> 00:01:44.923
00:01:45.109 --> 00:01:47.277
00:01:47.771 --> 00:01:57.682
00:01:58.089 --> 00:02:02.376
00:02:02.649 --> 00:02:04.756
00:02:05.018 --> 00:02:05.859
00:02:06.049 --> 00:02:07.834
00:02:07.834 --> 00:02:15.811
00:02:16.353 --> 00:02:18.537
00:02:18.997 --> 00:02:19.500
00:02:19.500 --> 00:02:23.798
00:02:24.118 --> 00:02:24.359
00:02:24.560 --> 00:02:27.923
00:02:28.164 --> 00:02:32.355
00:02:33.598 --> 00:02:36.043
00:02:36.043 --> 00:02:42.122
00:02:42.122 --> 00:02:44.955
00:02:45.657 --> 00:02:47.001
00:02:47.302 --> 00:02:47.542
00:02:47.542 --> 00:02:49.336
00:02:49.336 --> 00:02:50.700
00:02:50.700 --> 00:02:55.021
00:02:55.021 --> 00:03:01.379
00:03:01.379 --> 00:03:05.758
00:03:05.971 --> 00:03:09.475
00:03:09.657 --> 00:03:10.219
00:03:10.219 --> 00:03:13.237
00:03:13.237 --> 00:03:15.636
00:03:15.990 --> 00:03:19.320
00:03:20.011 --> 00:03:24.182
00:03:24.182 --> 00:03:28.540
00:03:28.830 --> 00:03:33.502
00:03:34.409 --> 00:03:37.136
00:03:37.638 --> 00:03:39.783
00:03:40.030 --> 00:03:41.313
00:03:41.313 --> 00:03:45.302
00:03:45.671 --> 00:03:48.498
00:03:48.498 --> 00:03:51.112
00:03:51.112 --> 00:03:55.503
00:03:55.503 --> 00:03:58.951
00:03:59.132 --> 00:04:02.299
00:04:02.338 --> 00:04:04.103
00:04:05.031 --> 00:04:06.979
00:04:07.058 --> 00:04:07.561
00:04:07.561 --> 00:04:08.906
00:04:09.106 --> 00:04:10.632
00:04:10.872 --> 00:04:12.455
00:04:12.756 --> 00:04:20.779
00:04:20.779 --> 00:04:21.320
00:04:21.730 --> 00:04:33.689
00:04:34.391 --> 00:04:36.317
00:04:36.538 --> 00:04:38.514
00:04:38.514 --> 00:04:41.296
00:04:41.569 --> 00:04:43.788
00:04:43.788 --> 00:04:51.519
00:04:51.870 --> 00:04:53.716
00:04:54.037 --> 00:04:58.120
00:04:58.400 --> 00:05:00.476
00:05:00.656 --> 00:05:01.038
00:05:01.229 --> 00:05:05.033
00:05:05.033 --> 00:05:06.456
00:05:06.777 --> 00:05:11.608
00:05:11.608 --> 00:05:15.806
00:05:16.314 --> 00:05:19.563
00:05:19.623 --> 00:05:20.646
00:05:20.646 --> 00:05:30.225
00:05:30.225 --> 00:05:35.245
00:05:35.805 --> 00:05:37.007
00:05:37.007 --> 00:05:38.560
00:05:38.560 --> 00:05:44.267
00:05:44.915 --> 00:05:47.233
00:05:47.373 --> 00:05:47.514
00:05:47.734 --> 00:05:50.782
00:05:51.082 --> 00:05:54.711
00:05:54.711 --> 00:05:57.878
00:05:58.159 --> 00:05:58.460
00:05:58.861 --> 00:05:59.943
00:06:00.164 --> 00:06:04.868
00:06:04.948 --> 00:06:05.570
00:06:05.791 --> 00:06:10.906
00:06:11.026 --> 00:06:11.266
00:06:11.734 --> 00:06:13.240
00:06:13.300 --> 00:06:14.223
00:06:14.454 --> 00:06:24.428
00:06:24.814 --> 00:06:28.947
00:06:29.234 --> 00:06:30.600
00:06:30.600 --> 00:06:31.697
00:06:31.697 --> 00:06:34.906
00:06:34.906 --> 00:06:39.366
00:06:39.774 --> 00:06:40.456
00:06:40.798 --> 00:06:44.645
00:06:44.645 --> 00:06:47.420
00:06:48.103 --> 00:06:49.426
00:06:49.707 --> 00:06:54.704
00:06:54.783 --> 00:06:57.241
00:06:57.241 --> 00:07:00.161
00:07:00.442 --> 00:07:02.479
00:07:02.700 --> 00:07:02.940
00:07:03.161 --> 00:07:06.448
00:07:06.669 --> 00:07:07.495
00:07:07.855 --> 00:07:10.841
00:07:12.144 --> 00:07:12.545
00:07:12.866 --> 00:07:16.320
00:07:16.540 --> 00:07:16.781
00:07:16.981 --> 00:07:18.885
00:07:18.885 --> 00:07:23.668
00:07:24.591 --> 00:07:24.932
00:07:24.932 --> 00:07:31.738
00:07:31.738 --> 00:07:34.806
00:07:35.007 --> 00:07:37.120
00:07:37.540 --> 00:07:38.584
00:07:38.663 --> 00:07:40.757
00:07:41.659 --> 00:07:42.120
00:07:42.461 --> 00:07:43.724
00:07:43.724 --> 00:07:44.647
00:07:45.314 --> 00:07:46.497
00:07:46.517 --> 00:07:50.887
00:07:50.987 --> 00:07:51.147
00:07:51.915 --> 00:07:53.831
00:07:53.992 --> 00:07:54.174
00:07:54.515 --> 00:08:05.459
00:08:06.100 --> 00:08:07.525
00:08:07.565 --> 00:08:09.743
00:08:09.844 --> 00:08:10.908
00:08:11.479 --> 00:08:13.435
00:08:13.435 --> 00:08:18.230
00:08:18.471 --> 00:08:18.771
00:08:19.581 --> 00:08:22.839
00:08:22.839 --> 00:08:30.193
00:08:30.781 --> 00:08:32.186
00:08:32.306 --> 00:08:32.969
00:08:33.039 --> 00:08:33.281
00:08:33.281 --> 00:08:34.547
00:08:34.547 --> 00:08:35.704
00:08:35.704 --> 00:08:36.728
00:08:36.960 --> 00:08:38.346
00:08:38.346 --> 00:08:40.846
00:08:40.885 --> 00:08:41.528
00:08:41.567 --> 00:08:42.430
00:08:42.571 --> 00:08:42.951
00:08:43.299 --> 00:08:46.490
00:08:46.820 --> 00:08:50.329
00:08:50.329 --> 00:08:50.750
00:08:50.769 --> 00:08:51.870
00:08:51.870 --> 00:08:57.634
00:08:58.034 --> 00:09:01.737
00:09:01.899 --> 00:09:04.453
00:09:04.674 --> 00:09:06.442
00:09:06.722 --> 00:09:09.168
00:09:09.408 --> 00:09:15.909
00:09:16.410 --> 00:09:17.413
00:09:17.692 --> 00:09:18.221
00:09:18.441 --> 00:09:21.308
00:09:21.509 --> 00:09:24.044
00:09:24.085 --> 00:09:27.400
00:09:27.400 --> 00:09:30.790
00:09:30.790 --> 00:09:35.706
00:09:36.447 --> 00:09:37.049
00:09:37.480 --> 00:09:40.866
00:09:41.340 --> 00:09:44.068
00:09:44.389 --> 00:09:47.463
00:09:47.644 --> 00:09:48.909
00:09:49.029 --> 00:09:50.490
00:09:50.490 --> 00:09:53.212
00:09:53.212 --> 00:09:57.855
00:09:58.015 --> 00:09:59.617
00:10:00.079 --> 00:10:01.585
00:10:01.846 --> 00:10:02.769
00:10:02.919 --> 00:10:07.620
00:10:08.023 --> 00:10:12.909
00:10:13.139 --> 00:10:17.790
00:10:18.151 --> 00:10:18.432
00:10:18.701 --> 00:10:20.980
00:10:21.420 --> 00:10:29.449
00:10:29.790 --> 00:10:30.412
00:10:30.620 --> 00:10:33.509
00:10:33.720 --> 00:10:37.649
00:10:37.949 --> 00:10:38.952
00:10:39.519 --> 00:10:44.971
00:10:45.072 --> 00:10:46.073
00:10:46.073 --> 00:10:49.629
00:10:49.829 --> 00:10:50.531
00:10:50.759 --> 00:10:52.888
00:10:52.888 --> 00:10:55.187
00:10:55.439 --> 00:10:56.384
00:10:56.740 --> 00:10:59.928
00:10:59.928 --> 00:11:03.509
00:11:05.139 --> 00:11:06.862
00:11:06.862 --> 00:11:09.768
00:11:09.947 --> 00:11:10.127
00:11:10.187 --> 00:11:13.212
00:11:13.533 --> 00:11:14.814
00:11:14.814 --> 00:11:15.903
00:11:16.043 --> 00:11:18.048
00:11:18.309 --> 00:11:18.590
00:11:18.730 --> 00:11:21.264
00:11:21.505 --> 00:11:21.927
00:11:22.187 --> 00:11:26.723
00:11:27.064 --> 00:11:27.645
00:11:27.645 --> 00:11:28.548
00:11:28.928 --> 00:11:34.250
00:11:34.250 --> 00:11:36.869
00:11:36.869 --> 00:11:42.544
00:11:42.544 --> 00:11:44.711
00:11:45.079 --> 00:11:48.160
00:11:48.321 --> 00:11:50.901
00:11:51.081 --> 00:11:51.841
00:11:52.182 --> 00:11:55.603
00:11:56.203 --> 00:11:59.144
00:11:59.384 --> 00:12:01.405
00:12:01.446 --> 00:12:03.365
00:12:03.365 --> 00:12:05.667
00:12:06.106 --> 00:12:08.168
00:12:08.487 --> 00:12:09.548
00:12:09.627 --> 00:12:14.269
00:12:14.509 --> 00:12:15.449
00:12:15.610 --> 00:12:18.290
00:12:18.572 --> 00:12:19.932
00:12:20.111 --> 00:12:22.232
00:12:22.413 --> 00:12:30.795
00:12:30.795 --> 00:12:31.895
00:12:31.895 --> 00:12:33.376
00:12:33.376 --> 00:12:34.297
00:12:34.356 --> 00:12:35.778
00:12:35.778 --> 00:12:39.619