A podcast Audiogram is an audio wave animation. A short animated movie of an audio file. It can be a great way to share a podcast interview or audio clip or sound bite on social media, your website or Youtube.
Think of it as a way to turn .mp3 and .wav audio files into movie files. As a result, listeners are more engaged thanks to the animated sound wave of the audiogram.
Audiograms can really boost engagement on social media.
The results of a study conducted by Headliner found that when they shared a static image with a link to a podcast, and an audiogram for the same show on Facebook, the audiogram generated 5X the results and traffic. The static image generated 118 clicks and the audiogram generated 660.
Chrome extensions help you trick out your browser to customize your computer, in turn making you more productive. Here are the top Chrome Extensions that help my PR efforts – and can help entrepreneurs or anyone in any industry or niche be more productive.
What’s an Extension you ask?
“Extensions are small software programs that customize the browsing experience. They enable users to tailor Chrome* functionality and behavior to individual needs or preferences. They are built on web technologies such as HTML, JavaScript, and CSS.
An extension must fulfill a single purpose that is narrowly defined and easy to understand. A single extension can include multiple components and a range of functionality, as long as everything contributes towards a common purpose.” Source – Chrome * Extensions exist for other browsers as well
Here are my top Chrome extensions for PR Campaigns and Boosting Productivity
Alexa Traffic Rank – Lets you see the global Rank and the US rank for any website -free Use: I use it to evaluate both media list building for PR campaigns and guest posting opportunities. Does a site get enough traffic to warrant pitching them or submitting a guest post there?
Grammarly – writing editing software – free and paid versions. Use: It will check spelling and grammar and will make suggestions for better words, will score your content’s reading level, let you know if you are using too many colloquialisms, etc. A must before launching a PR campaign, pitch letter, blog post or any writing and communication.
Hunter.io – email address finder – free Use: Looking to connect with the media or pitch a website on submitting a guest blog post? This extension will help you find any publicly available emails that are listed on a website, even if you couldn’t see them or find them when visiting the site.
One Tab – A browser organizing tool that can save up to 95% memory and reduce tab clutter – free Use: If you are like me the queen of opening multiple browsers, this extension helps organize them into a single page so that your browser is less cluttered, it reduces bandwidth usage, and lets you save the tab. Ideal if you are doing a search – save the search in one tab for future reference.
Awesome screenshot- a screen capture & image annotation tool – free Use: Show and tell with pictures. It is true that a picture is worth a thousand words. Good screen capture with notes can help move a project forward with less back and forth. The image of browser extensions in this post is a great example of how you can use screenshot & annotation.
Loom – is easy to useand free video screen recorder for Mac, Windows, and Chromebooks. Record your camera and screen with audio directly from your Chrome browser and share it easily – free Use: Show and tell with video. Want to share your thoughts, do a quick demo or tutorial, review of a document, graphic, website…. This easy tool lets you film your desktop with the option to appear on camera as well.
Have a favorite Chrome extension? Please share it below in the comments!
You are ready to get endorsements for your book. You’ve identified your ideal celebrities and influencers. Now it’s time to contact them and make the ask, but you may be wondering how to contact a celebrity for a book endorsment. Here are the top ways to find the contact information of celebrities:
Start with a Google Search
Google is a great resource for finding contact information. Start with a google search. Try being completely literal. Type in ‘email address for Celebrity Name’. We are going to use Barbara Corcoran as our example.
As you can see you get a number of results, including Barbara Corcoran’s own website [1], which is sure to have a contact form. We’ll save that for later.
In this search you see both RocketReach [2] and CEOEmail [3] which claim to give you email addresses. Both are free. It is worth having a look and copying down the email addresses into a file.
Test the email addresses to see if they are valid using this free tool:
In the event you don’t find any email addresses you can try the following:
Find an email address for a staff member at your celebrity’s domain. You can do a Google search, or try a Linkedin search using your celebrity as the company name.
For example: look for any address at @barbaracorcoran.com. From this you can determine the email convention they use. It might be ‘first initial’ and ‘last name’, or ‘first name’ only before the @ sign. You can then substitute your celebrity name in the same format as the email address you found.
How to Contact a Celebrity for a Book Endorsement- Ninja tips:
Address your endorsement request to a few different email addresses at the same time – addresses that you found, or just try a few of the most commonly used email conventions. That way you increase your chances of success, and any email address that is not valid, will send back an email letting you know that.
Add a read receipt- if used, it will let you know the email was received and read.
Use Press Contacts to request celebrity endorsements
Celebrities and high-profile people often have a PR firm on retainer or staff. You can typically find their contact info in a press release issued about the celebrity. These releases may be found on the celebrity’s website, or by searching for news about them.
Once you find out the celebrity’s PR contact you can either contact them to ask who to direct an endorsement request to, or just pitch them directly.
Use the Contact form on the celebrity website
The contact us form on any website is always available as a way to contact a celebrity, or anyone else. It usually goes to a general mailbox, often opened by an assistant. I have had success using this method to request endorsements, though it’s not my preferred method; I use it only when I can’t find a celebrity email address or press contact name and email address.
Here is why you should ask Barbara Corcoran, or any celebrity for an endorsement. They might just say yes!
In fact, Ms. Corcoran encourages you to request endorsements, and has a dedicated link to make it easy for you.
Fast Track Your Results & Get More Celebrity Endorsements
As an author, one of your goals is to have your books read by as many people as possible. To achieve this, you need to get as much visibility as possible. An author media kit will be a key component in assuring you succeed; whether you use publicity, public speaking or both of these strategies to get in front of your potential readers.
The Professional Standard
A media kit, is also called a press kit, or in its short form, a one sheet. By any name, a media kit is the standard professional tool used by authors, speakers and experts to present themselves to the media and event planners. Whether you are traditionally published or self published, you will be expected to have a media kit. It is not unusual to have a few versions of your media kit, from a one sheet to a full featured, detailed, multi-page media kit.
What exactly is a Media Kit
A media kit is like a folder of information about you and your book, containing the who, what, where and when. It should include a brief author bio, book blurb or synopsis, review or media mentions and contact information. It should also contain your book cover image, as well as an author head shot. The longer version of your media kit can also include a sample chapter, multiple reviews and longer versions of the author biography.
Just the Cliff Notes Please
In our busy world where information overload abounds, you don’t have much time to grab someone’s attention. People no longer read, but scan documents looking at headlines, bullet points and images. Busy journalists get bombarded with pitches and don’t have the time to read long documents. A concise, elegant and well crafted media kit is like Cliff Notes version of you and your book, providing just the right information to intrigue the reader, as well as make it easy for them to find out more about you online, and contact you.
How do I use my media kit?
Host your media kit on your website. You want to make sure it’s easy to find; an ideal location for it is in your online media room where you host your news and media mentions. You can also post your media kit on your about page; that way, it will also be viewed by your prospective readers who will want to learn more about you and decide whether they want to buy your book. When you send a pitch to a journalist or a book reviewer, link to the online version of your media kit, as many of them don’t accept attachments. Offering a media kit to those you are pitching for publicity or speaking, demonstrates you are a true professional.
A Media Kit Is A Living Document
Media kits should be updated routinely so as to reflect the latest news, reviews and information about you and your book. When you get a great book review or you get media coverage, you can add that to your media kit to showcase it, and keep it up to date.
A media kit is a professional tool that makes it easy for someone else to talk about you, write about you, and invite you to speak at an event, easily and efficiently. In some cases, they may not even feel the need to speak with you, as your media kit has done its job speaking on your behalf 24/7.
Your Opportunity to Make Book Sales with One Email
You have probably heard that the money is in the list. It’s never been more true than for authors, who can build a list of book buyers before you even publish. Set yourself up right in advance, and you can make book sales with one email.
Having a list of interested readers, ready to buy your book as soon as it’s published or available for pre-order, is a major asset.
Many authors make the mistake of focusing on writing and publishing their book and not thinking at all about their marketing until their book is already completed. Building your author platform takes time; building a prospect list also takes time. It’s understandable to put off even thinking about marketing, considering how much concentrated effort goes into the writing and publishing of a book. There’s nothing worse than publishing your book after all your hard work, and hearing crickets – no sales, no reviews, nada. It’s actually pretty depressing; and it doesn’t have to be that way.
Smart authors spend some time building their author platform in advance of publishing their book so that even before they launch, they have generated some interest in their book. By building an email list of interested people, that interest can turn to buzz and sales the minute you publish.
Build a List of Book Buyers Before You Even Publish
The simplest way to build an email list, is to create a book landing page that allows potential readers to opt-in. That way while you’re busy completing, editing, and polishing your book, you can be gathering the email addresses of interested people so that the minute you publish you can let them know about it. Your book has a waiting and ready audience even before it’s published. Once it is, you know you can send one email and make book sales. This is great insurance that your book will make sales, get read, and your hard work will pay off.
Once you have built your list, you can use the time before you publish to build engagement with your audience. Here are a few topics for those emails:
Behind the scenes of a day in the life of you, the writer
Ask for input – on a cover, a subtitle…
Let them know about a major endorsement the book received
Update them – let them know where you are in the writing/publishing process
Building engagement helps create a sense of know, like and trust. This will have your list rooting for you, supporting you and even more committed to buying your book as soon as it’s released. The great news is that if you build a list of book buyers and keep up the engagement, you’ll have a list of hungry readers and buyers for all your future books as well.
Not getting responses to your Help a Reporter Out HARO media pitches? The reason may be that your pitches don’t include the 7 must-haves for a successful HARO media pitch. Either you aren’t giving journalists what they need, or your pitches simply stink. The pitch that does satisfy on all counts, gets the publicity.
I am not a journalist, however I occasionally use HARO to find sources for a story, a blog post, or book that I am working on. My team and I use HARO to get publicity for myself and my clients, and we’ve had a lot of success with it.
After posting a query on HARO recently, I was surprised by the number of pitches that missed the mark. Some simply sucked. And it doesn’t have to be that way.
In an effort to help you not be one of the 45 % of pitches that suck, I analyzed the responses I received. The collated results are presented here. It was a small sampling; not sufficient to call this a scientific study, but valuable information if you put it to use. I also interviewed a few journalists on best practices for HARO media pitching, and what they like to see in a pitch.
I started by asking for insight on succeeding with HARO from its founder Peter Shankman, who said:
“In the past ten years, journalists have been tasked with doing ten times more with five times less. Truly want to get your story placed? Do as much of the journalist’s work as you can. Give smart background. When you offer a source, make sure they can talk and know what they’re saying. Beat the herd by being just a little bit better.
Oh, and be fast. Super, super fast. Get your reply out within five minutes of receiving the HARO.”
The key to pitching HARO successfully comes to, as Mr. Shankman says, “doing as much of the journalist’s work as you can.” In an age of 24/7 news, with reduced newsroom staff, journalists’ jobs are more challenged than ever, so your key to getting the publicity you want is to literally help a reporter out.
How journalists use HARO:
To find sources, as well as to help develop a story idea they are working on
When they are on a tight deadline, as well as for stories with more lead time
“I use it both for same-day deadlines and for long-term features and I’ve really gotten wonderful stuff for my stories from it – both from average people, whose opinions and experiences are hugely important in my work, and from experts from every field,” – an editor for a major U.S. news organization who uses HARO several times a month [they requested anonymity].
To get started let’s look at a sample HARO query – broken up into sections.
What Journalists want in a response to a query:
Journalists told us they want you to provide all the requested information in a concise response so that if they are on a tight deadline, they have all the information that they need to use you as a source without needing to speak to you. That said, it’s very important to include a phone number and other contact information, should they have the time and want to follow up and verify information, do an interview or get additional information.
What Journalists don’t want …
Busy journalists don’t want to have to guess who you are, what information or expertise you have to share, to have to try and locate your contact info, or try and locate you. This may sound obvious; however, many pitches were missing some or all contact info.
I encourage my clients to think of their pitch like a gift, with their entire pitch and supporting assets nicely and attractively packaged, so it’s all in one place. Incomplete, off topic or unclear pitches just clog a busy journalist’s inbox and often just get deleted.
“You can have everything in life you want, if you will just help enough other people get what they want.” – Zig Ziglar
7 Must-Haves For A Successful HARO Media Pitch:
Get your pitch in asap.
The number of responses to a query can be anywhere from 10-100 depending on the topic or media outlet. Queries from top national publications tend to get more responses than smaller or lesser known media. Busy journalists often go with the first great pitch they receive.
Create a compelling subject line
In a sea of responses [average query gets 35-100 responses], your subject line can help your email get noticed, though a long query title, leaves less room for your unique pitch to show in the journalist’s inbox view.
24% of HARO media pitches rated ‘very good’
Use a greeting
Business communication usually start with a greeting. Granted, some HARO queries are posted anonymously, so you don’t have an actual name of a person to address. This is not something our journalists noted, nor a requirement, however a greeting is a standard business pleasantry. One that addresses the journalist by name is courteous and also demonstrates you have read the query carefully, which goes a long way towards your credibility.
52% started their pitch with a greeting, addressing me by name. The balance had no greeting at all.
Establish your credentials
To be used as a source by a journalist, you need to let them know what your credentials are, concisely, right within your pitch. Demonstrate you are a good, expert source for their story. One mistake we see repeatedly is “my bio is on my website.” A busy journalist with 95 other responses, will either hit delete or just move on to the next pitch which contains all the information they are seeking.
64% of HARO media pitches established their credentials within the email
Fit the requirements
While not all pitches have requirements, the ones that do have them for a specific reason, so it’s important to respond only if you are a fit.
47% of pitches fit our requirements, 35% might be a fit but needed clarification, 16% didn’t fit at all
“And a lot of the people weren’t on target. I was very specific in my HARO query about how I was looking for responses on how to invest. Another example, in a query on the business side of co-working spaces, a lot of people responded back saying, ‘Oh, I work at a co-working space. Would you like to talk to me?’ And that’s not useful.” – Dawn Reiss, freelance journalist /writer for various national outlets.
Complete, Cut and Paste Response
The ‘cut and paste’ response is where the person has answered the questions posed in the query, right within their email pitch. A busy journalist doesn’t want to interview you to find out if you are the right source for their story. Or they might like to interview you, but with limited time, they’ll have to do with taking your response as is, and cutting and pasting it into their story, citing you as the source.
“I much prefer a response that actually provides the comment or information the person wants to share.” – An editor for a major U.S. news organization who uses HARO several times a month [and requested anonymity].
In other words, if a query asks for you best tips for mobile marketing, include your best tips for mobile marketing right in your email pitch.
Include a phone number
While our journalists have stated that they often don’t have time to speak with you for a story, they still expect you to include your phone number. That way, should they want to get additional information, touch base before going to print or interview you, they already have your contact info.
Only 41% of our respondents included a phone number in their pitch
I hope you will use this information to help you succeed in your HARO media pitches. To your publicity success!
A successful and satisfying career, like a well-lived life, can benefit from a bucket list. Interviews with highly successful individuals consistently reveal that they set targets and goals and then plan their actions to move them closer to achieving them.
Your business bucket list is the perfect way to set major milestone goals for your career or entrepreneurial journey. As I began thinking about this topic, I heard “You Can’t Take That Away From Me” start playing in my subterranean jukebox. While the song’s lyrics aren’t directly analogous to your business bucket list, the title is what brought it to mind for me, and one of the key reasons to create your own list.
Any of the items on my recommended business bucket list, once accomplished, will pay you big dividends for the rest of your life. These are the kind of achievements that set you apart, open doors and unmistakably position you as a top expert in your field or niche, and provide acceleration to your career.
They also increase your pay scale and revenue significantly.
By establishing your instant credibility, as well as providing 3rd party credibility, there is more trust in you and your expertise. It’s no longer ‘what you say about you’ that people are interested in. Think of it like trying to decide on which new restaurant, which new printer, or service provider to select; we now go and check out the online reviews and recommendations before making a decision. These bucket list items offer the equivalent of a 5 star review from a third party, providing a trust factor and predisposing others to you. They are more inclined to hiring you or buy from you, and they will be willing to pay higher fees for the privilege of working with you.
With all the noise and competition out there, it can be hard to stand out from the crowd. There are certain accomplishments that insure you are immediately noticed and respected. Whether you are seeking a job, to close a big deal, set yourself apart from the sea of competition get more visibility, get in front of your ideal audience more easily and close the deal, land your coveted job, get more speaking gigs… your bucket list achievements pre-sell others on you. They also inspire others to seek you out, rather than vice versa.
5 Bucket List Goals To Skyrocket Your Business:
Top Industry Award
Whether it’s a Pulitzer Prize for literature, a Stevie Award, MacArthur Genius Grant, Making the Inc 500 list, or a more regional industry prize, being honored with one of these types of awards is priceless. In addition to the honor, it is recognition for your excellence and hard work often determined by an esteemed panel of judges and by your peers.
While the voting and selection may be out of your control, you can still proactively position yourself for awards. It goes without saying you need to do your best work. Build a list of the top awards in your industry along with the deadlines to apply; that way when you feel you have achieved sufficient professional accomplishment, you and your team will have the information on hand to begin the application process. Some awards are based on third party nominations, not applications. In this case consider asking a trusted colleague or client if they would consider nominating you.
Being honored offers third party credibility and recognition, along with incredible visibility – the organization giving out the awards typically initiates a publicity campaign that features you!
Media Darling
Getting featured in the media gives you increased visibility and lends credibility and authority; these days it also adds an additional trust factor. In what has been called the Trust or Reputation economy, media coverage, whether you are mentioned, quoted or featured provides third party credibility and the perception that the media is endorsing you.
Whether it’s the NY Times, the Today Show or the Huffington Post, or a smaller regional media outlet, once featured, you are a lifetime media winner!
You can and should leverage the publicity you receive by showcasing it in both text and graphics. We are becoming more and more visually oriented and the media logos on your site or marketing materials grab immediate attention and act as a trust trigger, instantly associating you with the credibility and exalted status that is attributed to the recognized media outlet.
Bestselling Author
Many people want to write a book, yet they never manage to get around to it. Writing a book is a big accomplishment [only 8% of aspiring writers succeed] and will serve you well throughout your business life.
There is even greater respect and recognition that comes with being a bestselling author. Whether you are a business owner, a speaker, or a full-time author, being able to call yourself a bestseller dramatically increases your credibility and positions you at the very top of your field. It often leads to additional opportunities such as speaking invitations, guest professorships and consulting projects.
It is better to look ahead and prepare than to look back and regret – Jackie Joyner-Kersee
Keynote Talk
Being invited to speak at an event is always an honor. It can be an accomplishment, especially when you are selected to deliver the keynote at an event whose audience are your professional peers. The fact that you were the one selected to speak is one of the ultimate forms of professional recognition.
The pinnacle in recognition for a keynote talk is one that gets posted online and goes viral. It could be a Ted Talk, which on its own carries great cache, a university graduation speech or another top event. The beauty of your talk going viral, in addition to the obvious one of increased visibility, is that this usually indicates that your talk has resonated with people on a deep level, one that typically transcends industries or country. This extends your recognition and opens up new opportunities across disciplines, around the globe.
I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champ’ – Muhammad Ali
Personal Physical Challenge
‘All work and no play makes Jack a dull boy’, states the nursery rhyme. While we’ve been conditioned to keep a separation of church and state when it comes to business and personal matters, there are a few accomplishments that shouldcrossover and be highlighted. One of them is completing an arduous physical challenge, as it is a noteworthy achievement, and as such should be showcased.
Businesses and entrepreneurs recognize the mind body connection. There is great respect for someone who undertakes the kind of herculean training and endurance test that running a marathon, completing a triathlon, climbing Mt. Everest and hiking the entire Appalachian Trail encompasses.
A successful and major physical challenge demonstrates to your business prospect or prospective employer that you plan your training, set goals, and then meet them despite how tough the going gets. It shows that you have the mental toughness and discipline to achieve what most of us mortals will only dream of, yet never even undertake. It inspires confidence that you will bring this excellence and determination to whatever you do whether it’s personal or in business.
There are no traffic jams along the extra mile- Roger Staubach
Whether you are a solo-preneur, a coach, a business owner or an employee, a business bucket list will help you achieve your goals faster and propel your career forward at lightening speed and with more ease.
These bucket list goals are ones that will pre-sell you to strangers and create a favorable instant impression when used on your resume, as part of your professional bio, when you are introduced as a guest speaker, on your website, in your press kit, in the bio section of client proposals …
Ready to check items off your own bucket list?
I am available to help you strategize your own business bucket list. Ask me about our accelerated Media Darling and Bestselling Author programs.
My own business bucket list is still evolving. So far…
Top Industry Award [FastCompany – Top 100 People Online, NYWA – Galaxy Award]
Media Darling: Featured in national media [there is always room for more]
Bestselling Author: my recent book “Business Leadership Blueprints”
Writing a book is a lot like having a baby. You need to prepare for the big event; a process often described as painful, yet one that yields beautiful results.
Pre-planning for your book’s publication is something you should start months before your publication date to ensure your book gets the notice that it deserves. Let’s help readers discover your book by promoting it everywhere online.
It’s so much fun when you see your PR tip put to good use… and getting results- Publicity!
Just a quick note to share with you something exciting.. and to encourage you to take advantage of this free tool, if you aren’t already and get set up for more Publicity today!
Google alerts have been part of my PR tips and toolkit for as long as I can remember. If you have done any of my trainings or been on my list for awhile, you have probably heard me recommend them! It is one of the best free tools you can use to track PR, build a media list, get pitch and content ideas….
In fact I just made a new video for you about how to use Google Alerts – and hadn’t had a to post it yet when… I saw this headline on Time Magazine’s website:
Kenneth Cole Replaces Man’s Stolen Bag After Learning of Theft From Google Alerts read the full article here
I got so excited. Kenneth Cole’s team is using Google alerts as I recommend…and they used the alert to take action, resulting in some great publicity. Free tool. Free Publicity! How exciting!
This is the kind of PR tool that works for you, no matter what your company size.
I want to make sure you benefit from Google Alerts and maximize this PR tip and get more publicity – I show you how in this video:
It shows you the best way to set up your alerts… and how to use them for the most return on your time.
Update: I have found Talkwalker alerts discover more content than Google Alerts. They are also free- same set up recommended.
Today I want to share with you how to be a Media Darling – A celebrity who is especially popular and who receives frequent and very favorable attention in the news media. It’s easier than you think! Done right, it can have the media seeking you out on a regular basis!
There are two keys to being a Media Darling. Mindset is the first aspect.
Be a go giver and help other people get what they want [journalists] so that you can then get what you want [publicity]
Give journalists what they need. A great story, all the information in a neat package they can just cut and paste from, as well as showing them support and love on their work – not just the stories that feature you.
A recent study by MuckRack revealed:
76% of journalists feel more pressure now to think about their story’s potential to get shared on social platforms (which can be measured with our Who Shared My Link tool).
75% of journalists use Twitter to build their own brand. (And 86% of them check Twitter several times per day.)
82% of journalists said incorporating an image is the #1 important ingredient for content share ability.
So more than ever before, Journalists feel more pressure to get their stories shared. You can show them the love by Retweeting, liking, commenting on and sharing their stories.
This works because it helps the journalist get social proof and positive feedback on their work. It also helps put you on their radar. When they see your comments, likes and re tweets, they view you as a friend, an ally, and a familiar name. When you go pitch them, they recognize your name, associate it with your support and social love, and will give your pitch more attention than other pitches they get. In other words, they are predisposed to want to like your pitch!
Now the Second Part are your media assets. The tools journalists expect you to have. These are an online media room and a press kit.
87% of journalists surveyed in the Tek Newsroom survey 2014, expect companies of all sizes to have an online newsroom.
An online newsroom and media or press kit are great because they make it easier for journalists to write about you. It may be 3 am… they are on a deadline… They are looking for information they can grab to complete their article. They don’t have the time to call you, trade messages and finally get to speak to you. Your newsroom gives them everything they need to write about you – 24/7, even if you are playing golf or sleeping. Its a win-win. They get their story. You get media coverage. Sweet.
The newsroom is also a place to showcase your media coverage. Over time, you will build up an impressive list of media mentions and self-generated news. Your prospects, clients and partners will also use it to learn more about you. The newsroom gives you additional expert status and credibility – as media mentions are perceived like endorsements from the media or a 5 star review on Yelp. Additionally, while your competition may have media coverage, chances are they aren’t showcasing it. If you don’t let people know about it, its like it doesn’t even exist…… If a tree falls in the forest….
Your newsroom can simply be a page on your website that you add content to regularly.
No newsroom would be complete without a press kit. This is a downloadable folder of information about you and your company. It can simply be a PDF containing key information about your company, as well as a high-resolution headshot and high-resolution book cover or product shot [as appropriate].
As many of you know, my passion is creating DIY [do it yourself ] tools that make it easier to do your own marketing and promotion.
One of these tools is my Magnetic Media Kits for Authors. They come with the standard Jane design – elegant, simple, and no technical skills are required.