A lot of B2B marketers worry about the wrong things when making a B2B video ad. They focus on the little things but ignore some of the major issues that will make a video ad successful. 

‍6 things that B2B marketers should start worrying about

1. How much money you have budgeted for paid media. 
2. The video ad length. It’s probably too long! 
3. What your customers think of your ads, not what your coworkers or friends think of your ad. 
4. Millennials are becoming (or already are) your B2B buyer, and they have different buying habits than previous generations. 
5. The long game. Video ads may take a long time to see results.
6. Everything after the video. What’s the video title, description, distribution plan, landing page, customer offer (and more)? 

For more on each stressor, listen to the episode or read the transcript below.

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Episode Transcript

Guy Bauer:

There are no grand slams in paid media. It's lots of base hits and it's like lots of strategy. How do we efficiently take these base hits to turn them into runs? And that's what paid media is. But once it gets going, I'm telling you, because it does work.

Hope Morley:

Hello and welcome to Death to the Corporate Video, a podcast with tools and advice for how to make B2B video ads your prospects actually want to watch. I'm Hope Morley.

Guy Bauer:

I'm Guy Bauer.

Hope Morley:

Welcome to the show Guy. Let me start with this. So Guy, you and I have been making B2B videos for a long time. Me for seven years, you for how long at this point? Like 13, 14 years.

Guy Bauer:

Ever since I was 12, I've been into-

Hope Morley:

Specifically B2B videos. So we've been doing this for a long time. We talk to a lot of people about it. We've talked to a lot of clients and potential clients, and because of our wealth of knowledge and experience, we've found that there's a lot of questions that people ask upfront about their video projects that are actually not focusing on what's important. There's a lot of things that we think are really important that potential clients aren't worrying enough about. And there's big issues, or not issues, but things that they should be thinking about when it comes to their B2B video projects that not enough people are really worrying about.

They're focusing on little details instead of some of these bigger issues. So we want to help you today and stress you out by giving you six things that you should be worrying about when it comes to your B2B video project. So these are things that we think that you are not paying enough attention to but are really essential to this ultimate success of your B2B video project. So we want to stress you out, give you things that you need to be anxious about, and give you six things that you should start worrying about when it comes to your B2B video project.

Guy Bauer:

And hopefully we'll help you not worry. It's what we in the business call a hook. This is a hook, but it's six things to start worrying about. Number one is there's space up there.

Hope Morley:

We're not getting into this.

Guy Bauer:

And if someone were to take away gravity and atmosphere, we'd just float into space.

Hope Morley:

Listeners, I wish you could see my face right now. Here's six things you should worry about specifically related to your B2B video projects. Number one, the first thing you need to start worrying about, and this is probably the most important one in this whole list, but what you should start worrying about when it comes to B2B video content is how much money you have budgeted for paid media. So how much money you're going to put behind the distribution of this video ad.

Guy Bauer:

Yeah, we found that brands are not budgeting enough. So back when we started, we used to spend, I'd probably say like 90% on production on our own marketing. 90% on production, and 10% on paid. A few years later. Now we're spending, it's almost flipped, honestly. Maybe it's not extremely flipped, but we're probably spending 80% on media and 20% on production that it's like Pareto's principle. That's really how you should think about your overall budget. Production should be the smaller end of that. You need to be spending a lot more money on paying to get it seen.

Hope Morley:

At the end of the day in B2B video, people often are not seeking out your video. I hate to break it to you, but you're not going to go viral and a lot of people are going to see your YouTube video. You need to pay to get it in front of the right people. If it's a good video, they'll watch it and then take the next step with you. But you can't expect people to just stumble upon it. It's not realistic.

Guy Bauer:

Maybe 10 years ago when Dollar Shave Club came out, yes, video was a novel thing and there was so few videos that one could go viral and every now and then there is a Squatty Potty and there is something where it is. But even Squatty Potty at this point is many years old.

Hope Morley:

Yeah, and those are both B2C examples, not B2B.

Guy Bauer:

Correct. Every now and then there is something that does go viral, but that can't be your strategy. The strategy has to be that you're making this ad. And the rule of thumb too is that people don't want to watch ads. Not to say that once an ad comes in front of them that they won't watch it and they may even love it, but no one wakes up. And when I wake up or I'm trying to kill time on YouTube, I don't type in ads and I love ads. I would never want to watch an ad. So an ad will never go viral, maybe 0.1% chance, but 99.9% of the times your ad will not go viral. That's not what it's built for. It's built for efficient spend so that your spend is profitable, that you have return on ad spend.

The better the creative, the higher that return on ad spend is. People I think have gotten savvy to the point where they want something good. Now in B2B, B2B is maturing into getting out of that boring space. Or I would say we're halfway through, we're on the bell curve, we're probably at the 50% mark. I think 50% of companies are like, okay, fine. You convinced me. We're not going to make a boring corporate video. But I would say we're very on the left hand side of the bell curve when it comes to now sponsoring content and paying to get it seen.

Hope Morley:

And we wouldn't be having this conversation if our clients were consumer goods that have been advertising through TV and online for the entire history of video advertising back since TV was invented. They know that once you make an ad, you have to pay to get it in front of people. B2B is just kind of waking up to this world that you have to have a good, healthy budget for sponsoring this content.

Guy Bauer:

Yep.

Hope Morley:

All right. So that's the first thing. You should be worrying about how much money you have budgeted for paid media. Second thing that you should start worrying about is your video ad length. Too many people are still stuck in the 92nd world, which is very outdated in our opinion. And the way that you can really look at this from a data kind of empirical perspective is look at your retention rate. Are people actually watching through these 92nd things that you've posted when you see that they're dropping off after eight seconds, that tells you something about what you're sharing and how important it is to these people to stick around.

Guy Bauer:

And this is the big thing is you're not Apple. So Apple, can I think I did a YouTube video about this, but Apple can do a 90 minute sales presentation. They're keynotes, right? Because they're Apple, you're not Apple. There is a direct correlation between how much people know you and how much time they'll give you. So if I know I'm Apple and you're like, hey, we have something really special to show you, like, whew, I may even put you on my calendar. If you're X, Y, Z company, I never heard of you. I'm going to give you, I may not even give you anything.

Yeah, I may just, but maximum, I don't know, two and a half seconds, three seconds to just make a split second decision if I'm in or out. People still view video as a commodity that you want to get more of it. So still there's this misconception that 90 seconds, you've gotten more money's worth than 60 seconds because in 90 seconds you've got more video. 90 is more than 60. But that doesn't mean that you got a better deal actually, because if someone says something at the 88 second mark or the 78 second mark, but if everyone drops off after 10 seconds, it doesn't matter. It's a tree falling in a forest.

Hope Morley:

And a lot of people come to us and most of our prospects are coming in and saying, hey, we want brand awareness. People don't know who we are. We're new in the market. We're expanding to this new market. If people don't know who you are to guy's point, they are not going to give you 90 seconds. They are going to give you a couple. So you have a few seconds to catch them, to get them to watch the whole thing, and you hope you'll get them for 15 or 30. But even that might be pushing it. So you have to assume and not even assume you're admitting when these clients call us, you're saying people don't know who we are. So think about how much attention you pay to brands that you don't know. It's very little.

Guy Bauer:

All right, so I'm now freaking out. I'm starting to freak out. I'm not totally freaked out hope, but you're starting to freak me out. Okay, great job. Thank you. You're welcome. What's the third thing I should start worrying about?

Hope Morley:

We're not even halfway through. So the third thing you should start thinking about is what your customers think of your ads, not what your friends or your coworkers think of your ads.

Guy Bauer:

And I just wrote an article about this that should be up by the time this podcast drops, they will be about who you ask for feedback. Watch out. A lot of people what they do is they who wants to be a millionaire approach to getting feedback on their video. So they ask the audience and that audience is, it could be family friends, it could be coworkers. And the theory is just ask the audience that the crowd will be accurate. But the problem is when you think back to who wants to be in leaner, if they ask a question that's difficult but widely potentially known, what's the capital of India? New deli? Usually the crowd is pretty darn accurate because it's a hard question. I don't know off the top of my head, but if you surveyed a hundred people enough, you'd probably get consensus around one of the answers.

But if you ask who directed the 1952 film High Noon starring Gary Cooper, nobody's going to know that answer. I certainly don't. And that's a question that Who Wants To Be a Millionaire puts towards the end as you approach a million. And that's when ask the audience accuracy goes way the heck down. And that's what's going to happen to you as, and usually how does the accuracy of who wants to be a millionaire ask the audience, how does that manifest itself is 25% to each answer. The crowd can't rally around. Maybe the peak will be 30%, but it's definitely not an overwhelming this is your answer. The accuracy goes down. And that's the issue with asking a big crowd, asking a large cohort of people that are not in your target audience. And what you're going to get is if you send them a 60 second video ad, you're actually going to get feedback at every single second.

The more people you ask, the more they're going to point out every little thing, but they're all kind of inaccurate coworkers know what you do, so they're not going to listen to all that stuff. They're just going to point out that it's weird that our procedures don't say that we should have a spray bottle in that little section. That's weird. We should cut that shot because that your friends are going to point at something that's like, I don't understand pharmacovigilance. So then that will make you over-index into explaining what pharmacovigilance is. But if your target are pharmaceutical companies that leads to over-explain, yeah, they don't need that explained and the dumbing down because you've addressed something your friend told you. So the thing is asking the audience gives you a whole bunch of inaccurate data. What you need to do is ask your target audience, ask your target audience, and that could be through, it could be through prospects that didn't book with you.

Hope Morley:

It's running tests on through your ad buy platforms, seeing how the ad performs, getting it out there in front of people.

Guy Bauer:

And even there's like an ad testing platform that will link, I think it's called Test your ad. If your audience isn't too niche, a service like test, your ad will work. There used to be Google surveys, but I just looked it up. They just sunset it. Did they really? Unbelievable Google sunsets everything. Hint, we have a new ad coming out soon about that.

Hope Morley:

Follow us on LinkedIn or YouTube.

Guy Bauer:

So the whole thing is start worrying about what your customers think about your ads, not what your friends, your coworkers, your family, they're all inaccurate. The coworkers have too much knowledge. The friends and family have too little knowledge and all of them are not your customers.

Hope Morley:

And keep in mind that whenever you start a request by asking for feedback, people will be critical. You're setting people up to be critical and they're going to want to say something. So they are going to give you notes. You're getting what you ask for.

Guy Bauer:

There's a selection bias. The other thing too is it will cause you to question, I've seen it happen to clients where it's like this existential thing. If there's a note at every second marker of the spot, it's kind of like, well, why did we even do What is this? And I just always think back to, okay, go. Here it comes again. Or here it goes again. Here it goes again.

Here it goes again. The treadmill one. Okay. It is a nasty looking video. I mean, shot on a actual tape, video camera, I'm sure with the worst background ever, but it's a massive, massive hit. I just saw a trend on Reddit the other day. It's ugly. If you sent that to your friends and like, hey, can I have feedback on this? They'd go, what was this film Dom? Like a sock? What is that background? Why? Why did you put up a silver background? What's that about it with all the creases, it would be torn apart period, but it's a massive hit. So again, and the biggest thing is trust yourself. Trust yourself. That was how my article ended is trust yourself, the goals your prospects, trust yourself, but start worrying about what customers think.

Hope Morley:

Okay. The fourth thing to start worrying about is that millennials are becoming your B2B buyer. And you need to start worrying about the younger generations buying habits and what they want. I think a lot of us, and I think, I don't know, I've been guilty of this too. We still have a picture in our head of a B2B buyer of being a 60 year old white man. And that's just not what the future is or even what the current reality is. I've said this before on the show that I'm the main B2B buyer for our agency. So I make a lot of the software decisions. I'm the one who goes out and often is looking for new solutions. And I'm a millennial. I'm like a young woman who has opinions and wants to do things my way. And research shows that the way that millennials approach B2B buying decisions is very different than previous generations.

The biggest thing is that millennials want, we want to find out as much as possible without having to talk to another human being. So we really want things like video content and web content to serve us that we can explore what your solution is. We can find out how it works. We can maybe even see it before we talk to anybody. We want to know what the pricing is. We want to get as much information as possible before we reach out to a salesperson. So companies that have gates up around their content that they're trying to make you book a call before you can see what the solution is, or they want to make you talk to somebody before you get pricing. That's just not how the new generation of B2B buyers want to be approached. And more B2B companies need to start worrying about this when they're creating content and thinking about how this new generation wants to be sold to.

Guy Bauer:

And I agree with everything. And then I also come at it from a creative standpoint is millennials have a BS detector. You would not believe we grew up in all of that corporate BS instruction video, and we've been burned by it all too. We know the BS. I consider myself a millennial, although I'm aging-

Hope Morley:

A geriatric millennial?

Guy Bauer:

Geriatric.

Hope Morley:

Or an elder millennial, I've heard people say,

Guy Bauer:

I'm running on the cusp of Gen X, but I'm for sure a millennial. But we've been through multiple financial crises. We came of age at 9/11. We've seen institutions break down the term transparency. We invented that because we are tired of, but should I guess we'll bleep that bull crap. We're tired of it. So they see through it all. And so all the just bland, everybody in our generation knows what you're going to say. You're going to say that you're the best and you're going to say that everyone loves working at your company. Why would you not say that? So we find more value in authenticity. Here's another word, but that is an important word. It's we find more value in you being honest and straightforward and just human. But what all this means is stop the propaganda BS stuff that everyone knows is not real.

Just be straight with us. And that's it. Creatively, just be straight and realize that everybody likes to laugh. Everybody likes to cry. Everybody likes the last of us. I love the last of us, and I don't like any of that zombie stuff besides 28 Days Later, but I wasn't a zombie. You know what I mean? Creatively, you need to start worrying about actually saying stuff that actually is something, and not nothing. You can't get away with jargon anymore. And with Gen Z, I don't even know. I mean, it's a few more years until they become buyers. But I mean, fair enough.

Hope Morley:

They're not the final decision makers yet. But I think we've all, for anyone who kind of works in BizDev or new business, we've all gotten emails from people who are assistant marketing associates that are clearly two years out of college who are doing the initial research on something. So you do have to think about that. The first person who's encountering your solution could be Gen Z. They might be vetting your website. And if you're filled with jargon and not helping them get the information they need, they could bounce.

Guy Bauer:

You're out. You're bounced immediately. That's why all of our copy on our side is like, hey, fam, totes, our services are.

Hope Morley:

I don't think Gen Z says totes.

Guy Bauer:

Totes. No?

Hope Morley:

I think that was a millennial thing.

Guy Bauer:

What about, and I got to learn it. I got to learn it. Oh, that's cringe. Don't be suss, right? Yeah, suss.

Hope Morley:

Anyway.

Guy Bauer:

All right. Well, you freaked me out. Thank you. I'm starting to panic now. I'm starting to sell my gold and I'm going to do a run on my bank. So what else, Hope?

Hope Morley:

There's two more things you need to start worrying about. So don't start the bank run yet. Okay. The fifth thing that you need to start worrying about is how safe your money is in the banking financial sector. No, the fifth thing that you need to start worrying about is the long game, how long it's going to take for this video ad to start delivering results for you. So these things are not overnight, even with a generous paid media budget, but especially for those of you out there who do not have a generous paid media budget and didn't go back to number one, you haven't worried enough about your distribution. If you are not budgeting extensively for paid media especially, it is going to take a long time to see big results from your video ads.

Guy Bauer:

Yeah. I mean, if you have no paid media, and if you're doing B2B video ads to me is a, that's just crazy. Yeah, that's definitely not going to work even with, let's just assume you're doing a paid media plan. Even with that, do not expect leads to be pouring your way-

Hope Morley:

On day two.

Guy Bauer:

The day after you launched the thing. That's what we thought years ago when we started, and you get discouraged, so you go for two months, there's no leads. You're like, I'm just blowing money. So you stop the campaign, and we found is you need, and actually some organization did an article about this. It's called creative commitment. But you need to be committed. You need to actually stay committed to your paid media plan, obviously tweak, but keep in mind the 95/5 rule at any given point, only 5% of your target audience are in market. 95% are out of market. In market, meaning they need you or a company like you, and then 95% are out of market. They don't need you. They may like your ads. And we just got to lead last week, and they said, when did they say, Hope?

Hope Morley:

He said, oh, I saw you guys on LinkedIn a year ago. Loved your work, filed you away until I had something. And then he reached out. And so he had us in mind for a year, but did not have a project. And he finally reached out and raised his hand. So I don't know what his initial touchpoint was, but it can take that long.

Guy Bauer:

Oh, it could take longer. Yeah. I mean, we've talked to clients where they saw something we did three years ago, and now they're finally raising their hands. But if you're not in the game, if you're not spending money, this is stolen from David C. Baker, but it's the water pump. I've talked about it, the flywheel. But think of an old fashioned water pump. You don't just on your first pump, get water. You have, it has to come up from the ground. You have to fight gravity. So you're pumping there for 45 seconds a minute before the water comes out. And then what's, the water comes out. You don't have to pump as hard, and it's just a slow maintain. And that's kind of paid media. It takes a while to get revved up. It's almost like wine. Those vineyards have to grow those grapes and mature those vines for decades, I think, before the fruit can actually be harvested.

And then once it's harvested, then you have to ferment it and age it and all that stuff. So it takes a while for a vineyard to start producing actual wine. But then once it does, it's a yearly thing. And then you're just on a slow, or not a slow, but a steady pace. Same thing with paid media. You must be patient. It's not going to be overnight. There are no grand slams in paid media. It's lots of base hits and it's lots of strategy. And it's like it's playing baseball with base hits rather than grand slams. It's lots of base hits, and it's a lot of how do we efficiently take these base hits to turn them into runs? And that's what paid media is. But once it gets going, I'm telling you, this is why Bounty Towels does. It still advertises 80, a hundred years after they invented towels.

Hope Morley:

I don't think paper towels were invented a hundred years ago, but sure.

Guy Bauer:

Because it does work. Why does Coke advertise? It's like crazy. It's like Coke. Everyone knows Coke, but they advertise because it's efficient and it's profitable, and the longer you do it, the more efficient, the more profitable it becomes. So start worrying about the long game. And I know that's hard because we've heard from people in marketing departments and on in brands and stuff, and they need leads now. Yes, they need pipe. They call it, we need pipe now.

Hope Morley:

People are living in a 90 day world that it's by the end of the quarter, I need to deliver this many leads.

Guy Bauer:

So you're screwed in that front. No, no, no. What I would say is it's got to be a barbell approach. On one hand, be heavy in the lead gen, and then on the other end, do the long-term demand gen, right? The long-term brand building that will eventually convert into lead gen as much as you can keep that paid media plan on, always on.

Hope Morley:

Yep. You need to make sure when someone who's in your target audience does come into market, you got to be on that top three companies that they're reaching out for. And so you have to stay top of mind. And the only way to do that is to stay in front of people.

Guy Bauer:

I mean, we had a lead three weeks ago. It's like, all right, you got me. You've been bothering me online, we, you've been following me everywhere online. Yeah. All right, we're ready. And that's kind of the way it works. It's a recency bias. We want to think that people will always remember us from that one thing we did five years ago, but that's just not the case. It's all about in the last 60 days, have I seen you?

Hope Morley:

All right. How stressed are you right now? What's your anxiety level from on a scale of one to ten?

Guy Bauer:

I'm at a nine. I'm starting to have heart palpitations, and I'm thinking of just like, I don't know, leaving everything and moving to Montana and maybe just getting off the grid.

Hope Morley:

Well, before you do, I've got one more thing for you to worry about.

Guy Bauer:

Okay.

Hope Morley:

So let's get this out there, and then you can decide if you're going to run off the grid. All right. The sixth thing that you should start worrying about is literally everything after the video. We want you to start worrying more about your prospect's experience after they see the video with the rest of your website in your marketing. Part of that is, okay, you need to worry more about the caption that you're posting with the video. What's the title of the video? How are people actually going to find it? What's the link or the offer that you're offering with this video ad? What are you trying to get people to do after they watch it?

And then once they click that link, what's their experience on your website? Do you have a nice landing page set up for them that serves what you promised? Or are you just sending them to your homepage that may or may not be useful at that moment? So thinking more about this holistic experience that people that you're serving to people once they watch your ad and are interested in your service, because getting the click is amazing. That's this first step to get someone into your pipeline is get that click. So once you get that, you need to capitalize on that moment. They've given you something that people are like, yes, I am interested in what you're saying here. And then if you're not serving them after that click, you're setting yourself up, again, for that bounce.

Guy Bauer:

Yeah, I mean, it just means your ad spend will be inefficient. If you're looking and evaluating return on ad spend and your campaign and everything. An indicator of this is that if you have a good click through rate, your click through rate is higher than the benchmark of whatever platform you're on, but your bounce rate is extremely high. And that's actually a high bounce rate. Doesn't necessarily mean everything is bad, but I would say your conversion rate rate is just abysmal your, and that's where benchmarks come into play. And these benchmarks are all over the internet.

And that's how you want to evaluate. And that's where you're going to find that point of failure is like, okay, well if the click through rate is good on the video ad, it's not that we need a better video. The click people are interested. Where's the disconnect? So is it that the offer doesn't make sense? Is it that the website takes too long to load? Honestly, that's a problem in a lot of websites. I see whenever I click an ad, it's like it takes five seconds to load. No, people are out. So the benchmarks will point you in the direction of where the thing is falling apart. Where's that point of failure in the chain of events, keeping in mind that no prospect follows this linear funnel path, right? The prospects, I would argue that none of our prospects have ever followed the path that we laid out for them.

It's all random. It takes place over many months. And weird things too. I saw a Twitter thing, and we have 72 followers on Twitter. How are you seeing that on Twitter? It's insane. But you know what I'm saying, the benchmarks will give you at least some indicator of where something is going wrong. And that's why you have to have benchmarks for everything and you have to track everything. And it could be that the video is, it has a lower than benchmark click through rate. Well, how can you tweet the video to better hit the numbers? But yeah, start worrying about everything after the video.

Hope Morley:

All right, I'll run through the six things you should start worrying about and then we will all rate our anxiety levels on a scale from one to how we felt on March 15th, 2020. Okay, so six things that you should start worrying about. It's March of 2023. I've got March on the brain, I'm thinking about three years ago. All right, six things to start worrying about when it comes to your B2B video. So the first thing you need to start worrying about, and the most important is how much money you have budgeted for paid media. The second thing you need to start worrying about is your video ad length.

The third thing you need to start worrying about is what your customers think of your ads. Not what your coworkers or friends or person sitting next to you on the bus thinks of your ad. The fourth thing to start worrying about is millennials being your B2B buyer and their buying habits. The fifth thing you need to start worrying about is the long game, how long this might take to work. And the sixth thing you need to start worrying about is everything after the video. That's distribution. That's your paid media plan, that's your website, your offer, your landing page, everything.

Guy Bauer:

And the fact that there's just outer space sitting above us waiting to suck us up into the eternal void forever.

Hope Morley:

No. Secret number seven.

Guy Bauer:

Yeah. Well, that's after the video, right? That's part of that. That's everything. Just everything after the video that encompasses all feeds. Just start worrying about all of them. They're all going to come true.

Hope Morley:

Black hole.

Guy Bauer:

No, I'm just kidding.

Hope Morley:

Nuclear meltdowns. The melting polar ice caps, microplastics. We can cover it all.

Guy Bauer:

Thank you, Hope. I am going to go stick my head into the freezer.

Hope Morley:

Sounds cold. Thanks for listening today. I hope we stressed you out to a good level, not a spiral of anxiety level, talking about these six things that you need to start worrying about. If you want to learn more about us, you can find us on our website at umault.com. That's U-M-A-U-L-T.com. You can also find us across all the social media channels at Umault. Our biggest channel is LinkedIn. Guy teased a video that we've got coming out about sunset. That's all I'll say right here. But follow us on LinkedIn or YouTube to see that one that drops in April.

Guy Bauer:

Hey, you know what we can use is give us a review.

Hope Morley:

Yes.

Guy Bauer:

We never say that, but can we get one please?

Hope Morley:

Yeah. If you like the show, now that the survey is closed and I was pitching that forever, yeah, seriously, please. If you like the show, if you like what we have to say, leave us a review. It does actually help us out, get more people to listen to the show.

Guy Bauer:

Yeah, I'm just looking up our-

Hope Morley:

I don't think we've got gotten a review in like a year.

Guy Bauer:

We've gotten 10 ratings. Has anyone ever written anything though? I don't think so. No. We do have five out of five stars. We have 10 ratings. So please give a rating, leave a review.

Hope Morley:

And share the show with a friend who needs to-

Guy Bauer:

Yes, make us famous.

Hope Morley:

Have a little bit more anxiety.

Guy Bauer:

Hope and I need clout in our bowling leagues. We want people like, oh, bowling. You guys host a podcast.

Hope Morley:

Bowling leagues.

Guy Bauer:

All right. Goodbye.

Hope Morley:

Thanks for listening today.

Guy Bauer:

See ya.

Hope Morley:

The third thing to start worrying about is- my dog making noise.

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