1 00:00:00,400 --> 00:00:04,600 Speaker 1: The Rising Conquer Podcast acknowledges the traditional custodians of the 2 00:00:04,720 --> 00:00:08,320 Speaker 1: land which this episode is being recorded, the Yugen Bear region. 3 00:00:08,960 --> 00:00:13,360 Speaker 1: We further acknowledge country throughout Australia and their connections to land, 4 00:00:13,560 --> 00:00:16,880 Speaker 1: sea and community. We pay our respect to their elders 5 00:00:16,960 --> 00:00:20,920 Speaker 1: past and present and extend that respect to all Aboriginal 6 00:00:21,000 --> 00:00:34,199 Speaker 1: and Terrestriid islander peoples today. Hello and welcome back to 7 00:00:34,240 --> 00:00:38,040 Speaker 1: the Rising Conquer Podcasts. This is the podcast for ordinary 8 00:00:38,120 --> 00:00:41,120 Speaker 1: people who want to do extraordinary. 9 00:00:40,280 --> 00:00:50,960 Speaker 2: Things Black Friday. 10 00:00:51,040 --> 00:00:53,440 Speaker 3: If you're an Econ brand who takes it seriously, it's 11 00:00:53,560 --> 00:00:56,600 Speaker 3: not just sale right, it is as important as a 12 00:00:56,600 --> 00:01:00,520 Speaker 3: product launch, like it's a huge marathon. It takes. It's 13 00:01:00,560 --> 00:01:03,080 Speaker 3: the biggest marathon that we do all year. Not many 14 00:01:03,320 --> 00:01:06,160 Speaker 3: activations take as much time and prep and thought as 15 00:01:06,200 --> 00:01:06,920 Speaker 3: a sale like this. 16 00:01:12,319 --> 00:01:15,600 Speaker 1: Hello and welcome back to the Rides and Conquer podcast. 17 00:01:15,800 --> 00:01:20,440 Speaker 1: It is your host, Georgie Stevenson, lawyer turned entrepreneur, business owner, 18 00:01:20,720 --> 00:01:26,920 Speaker 1: mum wife all the things. Today's episode is a juicy one. 19 00:01:27,480 --> 00:01:30,759 Speaker 1: I sit down with Mel and we literally tell you 20 00:01:31,080 --> 00:01:36,119 Speaker 1: our entire Black Friday strategy for naked harvest. So some 21 00:01:36,200 --> 00:01:39,880 Speaker 1: of you may have already seen on socials, but there's 22 00:01:39,920 --> 00:01:43,360 Speaker 1: a lot happening. We actually revealed last night that we 23 00:01:43,480 --> 00:01:48,040 Speaker 1: have a mystery Moon Milk dropping that is limited edition 24 00:01:48,440 --> 00:01:52,480 Speaker 1: only for Black Friday. Plus actually, I'm not even going 25 00:01:52,560 --> 00:01:55,440 Speaker 1: to tell you, got to listen to the episode. Tears 26 00:01:55,480 --> 00:01:57,920 Speaker 1: looking at me like, do not tell them? So yeah, 27 00:01:58,040 --> 00:02:00,800 Speaker 1: we tell you literally our whole strategy. We get into 28 00:02:01,120 --> 00:02:04,640 Speaker 1: what we do to actually prepare for, you know, a 29 00:02:04,840 --> 00:02:07,600 Speaker 1: sale like this, because it's not just a sale, guys, 30 00:02:07,640 --> 00:02:10,480 Speaker 1: it's an activation. There's so much that goes into it. 31 00:02:10,919 --> 00:02:14,600 Speaker 1: If your marketing galley or a biz galley, or you 32 00:02:14,919 --> 00:02:17,639 Speaker 1: just want to know the ins and outs of how 33 00:02:17,680 --> 00:02:20,399 Speaker 1: a company would kind of prepare for something like this, 34 00:02:21,080 --> 00:02:24,320 Speaker 1: you're going to love this episode. 35 00:02:24,560 --> 00:02:27,680 Speaker 4: And they actually shared some secrets. 36 00:02:27,360 --> 00:02:32,160 Speaker 1: So many secrets. Tea was like shocked, so many secrets. 37 00:02:32,200 --> 00:02:35,200 Speaker 1: Mel has so many golden nuggets for you guys. So 38 00:02:35,280 --> 00:02:37,440 Speaker 1: I just want to quickly jump in because when we 39 00:02:37,440 --> 00:02:40,799 Speaker 1: were recording, me and Mel thought the episode was going 40 00:02:40,880 --> 00:02:43,639 Speaker 1: live the day the sale starts, but then we went 41 00:02:43,840 --> 00:02:46,239 Speaker 1: rogue and a Tea is like, I really want to 42 00:02:46,280 --> 00:02:49,040 Speaker 1: post it before, so the RNC gang are getting the 43 00:02:49,080 --> 00:02:51,520 Speaker 1: insight before the stale goes live. So you'll have a thing. 44 00:02:52,200 --> 00:02:54,320 Speaker 1: Thank a Tea for that one. And Mel was like 45 00:02:54,760 --> 00:02:59,880 Speaker 1: ah and we begged, literally had to beg Mel. So 46 00:03:00,240 --> 00:03:03,720 Speaker 1: you're literally getting to hear everything before it even goes live. 47 00:03:03,800 --> 00:03:08,280 Speaker 1: The sale starts on Tuesday. And if you do want 48 00:03:08,280 --> 00:03:12,000 Speaker 1: to know you know how much percentage of what products 49 00:03:12,000 --> 00:03:16,840 Speaker 1: are happening all the Secret Squirrel business, download our discovery guide. 50 00:03:16,880 --> 00:03:19,200 Speaker 1: I'll put the link in the show notes. You'll get everything, 51 00:03:19,280 --> 00:03:22,040 Speaker 1: and then that also puts you onto our vip list, 52 00:03:22,400 --> 00:03:25,320 Speaker 1: and then during the episode you'll know that our vip 53 00:03:25,520 --> 00:03:29,120 Speaker 1: list gets all the extras too. But again I'm not 54 00:03:29,120 --> 00:03:33,120 Speaker 1: not gonna share it. But before we get into the show, 55 00:03:33,280 --> 00:03:36,680 Speaker 1: let's very quickly a tr do our weekly recommendations. 56 00:03:36,760 --> 00:03:40,480 Speaker 4: You go fuss mine is and I'm watching this purely 57 00:03:40,520 --> 00:03:42,640 Speaker 4: on principle. I'm not sure if I like it yet. 58 00:03:42,680 --> 00:03:46,440 Speaker 4: But a TV show on Netflix called Blockbuster, it's called 59 00:03:46,520 --> 00:03:49,560 Speaker 4: Recommendations A tier. Yeah, no, it's good. 60 00:03:49,680 --> 00:03:52,480 Speaker 1: I recommend people watch it out of principle too. What 61 00:03:52,480 --> 00:03:53,520 Speaker 1: do you mean out of principle? 62 00:03:53,840 --> 00:03:58,120 Speaker 4: So, Netflix, when they first started went to Blockbuster the 63 00:03:58,160 --> 00:03:59,600 Speaker 4: company for investment. 64 00:03:59,880 --> 00:04:02,360 Speaker 1: Do you know this story? Yes, that's so interesting and. 65 00:04:02,440 --> 00:04:05,000 Speaker 4: Got turned down and you said, this is not happening. 66 00:04:05,080 --> 00:04:06,920 Speaker 4: DVD's are going to be here forever. What are you 67 00:04:06,960 --> 00:04:09,520 Speaker 4: doing with your life? This is a shit idea. And 68 00:04:10,080 --> 00:04:13,840 Speaker 4: now they've actually released a Netflix original series of a 69 00:04:13,920 --> 00:04:18,640 Speaker 4: sitcom of the last blockbuster to ever exist. And if 70 00:04:18,640 --> 00:04:22,080 Speaker 4: you like like Brooklyn nine nine Superstar kind of vibe, 71 00:04:22,120 --> 00:04:25,279 Speaker 4: you'll really love this show. I like them, I don't 72 00:04:25,320 --> 00:04:27,320 Speaker 4: love them, but I am watching the show because it's 73 00:04:27,640 --> 00:04:28,080 Speaker 4: it's good. 74 00:04:28,120 --> 00:04:29,520 Speaker 1: Don't you just love the audacity? 75 00:04:29,680 --> 00:04:29,880 Speaker 2: Yeah? 76 00:04:29,960 --> 00:04:32,479 Speaker 1: Literally, I'm like, I'm going to give you the ratings 77 00:04:32,480 --> 00:04:32,760 Speaker 1: for this. 78 00:04:32,839 --> 00:04:37,039 Speaker 4: It's just on principle, if nothing else, that's my recommendation. 79 00:04:37,160 --> 00:04:42,159 Speaker 1: What about you, guys. I've already recommended It Ends with 80 00:04:42,279 --> 00:04:46,560 Speaker 1: Us by Colin Huber, and since then I have read 81 00:04:47,120 --> 00:04:49,560 Speaker 1: two more of her books. I started It Ends with 82 00:04:49,640 --> 00:04:52,440 Speaker 1: Us this week. Oh good, and it's like, I know, 83 00:04:52,520 --> 00:04:55,400 Speaker 1: this is like a basic bitch recommendation because it's all 84 00:04:55,400 --> 00:04:57,279 Speaker 1: over TikTok, and I'm a bit late to the game. 85 00:04:58,440 --> 00:05:02,279 Speaker 1: I'm obsessed with here, like I love myself a romance 86 00:05:02,320 --> 00:05:06,560 Speaker 1: novel now, and I just I can like I consumed 87 00:05:06,640 --> 00:05:10,520 Speaker 1: then and I just got so involved. So I obviously 88 00:05:10,560 --> 00:05:12,560 Speaker 1: read It Ends with Us and then the book after 89 00:05:12,640 --> 00:05:14,719 Speaker 1: that is called It Starts with Us, which is like 90 00:05:14,760 --> 00:05:18,920 Speaker 1: the sequel, not as juicy, but still beautiful. I then 91 00:05:19,040 --> 00:05:22,760 Speaker 1: also just read Ugly Love by Colin Hoover. 92 00:05:23,040 --> 00:05:25,520 Speaker 4: And which one, which one would you recommend over It 93 00:05:25,560 --> 00:05:27,000 Speaker 4: Starts with Us or Ugly Love? 94 00:05:27,760 --> 00:05:31,120 Speaker 1: I think I like Ugly Love better. It's so good. 95 00:05:31,520 --> 00:05:35,800 Speaker 1: It's just beautiful. And then now I'm reading Verity, which 96 00:05:36,040 --> 00:05:40,960 Speaker 1: is a thriller. Oh but like still still a romance novel. 97 00:05:40,960 --> 00:05:44,320 Speaker 1: I'm told I'm only very at the start, so okay, 98 00:05:44,360 --> 00:05:46,720 Speaker 1: I will let you know. But what I wanted to 99 00:05:46,760 --> 00:05:51,280 Speaker 1: recommend is what I love about this is I don't 100 00:05:51,320 --> 00:05:53,760 Speaker 1: go on social media. As soon as I put Ivy 101 00:05:53,800 --> 00:05:55,719 Speaker 1: to bed, I get in bed, I put my little 102 00:05:55,720 --> 00:05:57,920 Speaker 1: moisturize around my hand and feet because I'm a dry human. 103 00:05:58,240 --> 00:06:01,080 Speaker 1: And then I read my book and boisterize. 104 00:06:01,160 --> 00:06:01,960 Speaker 3: Let me get into that. 105 00:06:02,760 --> 00:06:04,200 Speaker 1: Yeah, it's like we're old ladies. 106 00:06:04,200 --> 00:06:04,640 Speaker 3: I love it. 107 00:06:04,680 --> 00:06:06,960 Speaker 1: I love that I'm not the only one, but also 108 00:06:07,160 --> 00:06:09,800 Speaker 1: self care. Yeah, and then I read my book and 109 00:06:09,839 --> 00:06:12,839 Speaker 1: I just get engrossed and I'm obsessed and it's so 110 00:06:12,920 --> 00:06:15,159 Speaker 1: good because I used to read self development books but 111 00:06:15,160 --> 00:06:17,360 Speaker 1: then it used to make my mind go a big 112 00:06:17,720 --> 00:06:19,720 Speaker 1: you know, I'd have all these big ideas right before 113 00:06:19,720 --> 00:06:22,320 Speaker 1: I slept and then I would have a sleep as good. 114 00:06:23,000 --> 00:06:25,440 Speaker 1: So this is amazing and I feel like I get 115 00:06:25,480 --> 00:06:28,840 Speaker 1: lost in the book and it's beautiful and that's my recommendation. 116 00:06:29,120 --> 00:06:29,640 Speaker 3: Amazing. 117 00:06:29,880 --> 00:06:32,640 Speaker 1: All right, let's get into show. Guys. You're going to 118 00:06:32,960 --> 00:06:39,720 Speaker 1: be obsessed with the sex side, all right, So what 119 00:06:39,800 --> 00:06:41,760 Speaker 1: I want to get into mal I want to chat 120 00:06:41,800 --> 00:06:45,880 Speaker 1: about our Black Friday strategy, cyber Monday, all that she'snit, 121 00:06:46,600 --> 00:06:49,600 Speaker 1: but I also want to chat about things from you know, 122 00:06:49,920 --> 00:06:54,240 Speaker 1: what we do just in general before a big sale or. 123 00:06:54,400 --> 00:06:56,599 Speaker 3: You know, an activation that sort of been wanted me 124 00:06:56,640 --> 00:06:57,440 Speaker 3: to tell them everything. 125 00:06:57,680 --> 00:07:02,920 Speaker 1: I want you to, well, yes everything, No, I think it. 126 00:07:03,160 --> 00:07:08,120 Speaker 1: I think it's so fun. Yeah, tell them because Georgie's 127 00:07:08,160 --> 00:07:09,600 Speaker 1: our boss, and what do we know about her? 128 00:07:10,200 --> 00:07:11,400 Speaker 3: She can't keep a secret. 129 00:07:11,920 --> 00:07:15,600 Speaker 1: Guys, Why do is I love for all the campaign 130 00:07:16,320 --> 00:07:22,440 Speaker 1: strategies making fun of me, honestly, but I just I 131 00:07:22,440 --> 00:07:25,200 Speaker 1: think it's so interesting because people's you know, it's not 132 00:07:25,240 --> 00:07:27,240 Speaker 1: going to take away from the campaign because people are 133 00:07:27,240 --> 00:07:29,680 Speaker 1: still gonna want to see it. But it's just I 134 00:07:29,720 --> 00:07:32,480 Speaker 1: love knowing, like you know, the ins and outs and 135 00:07:32,520 --> 00:07:36,200 Speaker 1: how we did so fuck it, let's be super transparent. 136 00:07:36,480 --> 00:07:39,360 Speaker 1: Let's tell them everything. And I'm pretty sure you did 137 00:07:39,360 --> 00:07:40,080 Speaker 1: promise this and. 138 00:07:40,040 --> 00:07:41,000 Speaker 3: I did, I did, I did. 139 00:07:41,560 --> 00:07:43,840 Speaker 1: So look, we've got to deliver. So first of all, 140 00:07:43,880 --> 00:07:45,320 Speaker 1: let's just get into it, because I want this to 141 00:07:45,320 --> 00:07:49,000 Speaker 1: be like a quick to the pointp before you know, 142 00:07:49,120 --> 00:07:52,200 Speaker 1: a big activation or this is like our biggest sale 143 00:07:52,240 --> 00:07:55,560 Speaker 1: of the year. What do you do in prep to 144 00:07:56,000 --> 00:07:58,960 Speaker 1: I guess, just get your mind around, you know, maybe 145 00:07:59,000 --> 00:08:01,440 Speaker 1: targets we want to do, maybe some ideas, like what's 146 00:08:01,480 --> 00:08:02,239 Speaker 1: the very. 147 00:08:02,120 --> 00:08:05,240 Speaker 3: First thing you do? Okay, So the very first thing 148 00:08:05,280 --> 00:08:09,520 Speaker 3: I do is I pull my entire strategy and I guess, 149 00:08:09,560 --> 00:08:12,640 Speaker 3: like what we achieved from last year's Black Friday sales. 150 00:08:12,640 --> 00:08:16,920 Speaker 3: So I do this six months. It's so midyear. I 151 00:08:16,960 --> 00:08:19,240 Speaker 3: pull this in at the end of June. Once I 152 00:08:19,320 --> 00:08:21,400 Speaker 3: end a financial year sale starts. That's when I start 153 00:08:21,400 --> 00:08:23,560 Speaker 3: my Black Friday strategy planning. So I'll go and do 154 00:08:23,720 --> 00:08:26,280 Speaker 3: an audit, a complete audit of our entire Black Friday 155 00:08:26,280 --> 00:08:29,480 Speaker 3: strategy from the year before, and then from there, I 156 00:08:29,520 --> 00:08:32,600 Speaker 3: actually have like a little Black Friday Black book. So 157 00:08:33,080 --> 00:08:36,640 Speaker 3: during the Black Friday sale from the previous year, I 158 00:08:36,679 --> 00:08:40,120 Speaker 3: am watching other brands like a hawk, and I'm seeing 159 00:08:40,240 --> 00:08:43,800 Speaker 3: what they're doing as well, and I'm trying to pull 160 00:08:43,960 --> 00:08:47,120 Speaker 3: ideas and just get my brain flowing for the year 161 00:08:47,280 --> 00:08:50,360 Speaker 3: to follow. And I'm also looking at, you know, like 162 00:08:50,559 --> 00:08:53,160 Speaker 3: how our strategy worked from last year, what we're our learnings, 163 00:08:53,200 --> 00:08:54,960 Speaker 3: like what do we do really good? What did we 164 00:08:55,080 --> 00:08:57,320 Speaker 3: not do really good? And I have this black book 165 00:08:57,320 --> 00:08:59,960 Speaker 3: of ideas that I am creating literally not even just 166 00:09:00,040 --> 00:09:01,840 Speaker 3: from Black Friday, Like I'm not just looking at that, 167 00:09:01,920 --> 00:09:04,480 Speaker 3: I'm looking at ideas throughout the entire year. Anything that 168 00:09:04,559 --> 00:09:07,160 Speaker 3: I think would be a really cool activation or a 169 00:09:07,200 --> 00:09:10,360 Speaker 3: really cool promotion that doesn't really fit into our marketing 170 00:09:10,360 --> 00:09:13,080 Speaker 3: calendar for the year, I'll save that in this book 171 00:09:13,160 --> 00:09:15,480 Speaker 3: so that when I come to my Black Friday strategy, 172 00:09:15,640 --> 00:09:17,679 Speaker 3: I already have a bank of ideas. I already have 173 00:09:17,720 --> 00:09:19,920 Speaker 3: a bank of learnings even from like this can go 174 00:09:20,000 --> 00:09:22,640 Speaker 3: into a product launch like what worked, what didn't, what 175 00:09:22,640 --> 00:09:25,280 Speaker 3: people loved, what they didn't. And yeah, it's just this 176 00:09:25,400 --> 00:09:29,160 Speaker 3: idea book basically where I start planning for the next sale. 177 00:09:29,200 --> 00:09:30,880 Speaker 3: Is it a physical book or is it a Google 178 00:09:31,040 --> 00:09:35,559 Speaker 3: It's a Google do Google doc. I barely have pens 179 00:09:35,600 --> 00:09:36,080 Speaker 3: on my desk. 180 00:09:37,000 --> 00:09:38,840 Speaker 1: My Christmas present to you, is just gonna be like 181 00:09:38,840 --> 00:09:43,280 Speaker 1: a black book here you go go, No, it's a 182 00:09:43,320 --> 00:09:43,959 Speaker 1: Google doc. 183 00:09:44,280 --> 00:09:48,160 Speaker 3: But that's majority like where my strategy planning starts. So yeah, 184 00:09:48,280 --> 00:09:51,200 Speaker 3: I just have a document of ideas every year that 185 00:09:51,280 --> 00:09:52,640 Speaker 3: I go through. I love it. 186 00:09:52,679 --> 00:09:56,400 Speaker 1: So first step, do it audit of the previous you know, 187 00:09:56,520 --> 00:09:59,680 Speaker 1: time that you did a similar activation, see what worked, 188 00:09:59,720 --> 00:10:03,199 Speaker 1: see didn't. And then also go back to your ideas 189 00:10:03,640 --> 00:10:06,360 Speaker 1: Google doc where you're like, oh, what can we kind 190 00:10:06,360 --> 00:10:08,680 Speaker 1: of do here to spice things up to make it 191 00:10:08,720 --> 00:10:09,400 Speaker 1: a bit crazy? 192 00:10:09,520 --> 00:10:12,160 Speaker 3: Absolutely, and then once you're doing the order as well, 193 00:10:12,160 --> 00:10:13,679 Speaker 3: and you're kind of seeing where you landed at the 194 00:10:13,760 --> 00:10:15,600 Speaker 3: end of the year and if you're going into things 195 00:10:15,640 --> 00:10:18,600 Speaker 3: like your profit margins and what your sell through was 196 00:10:18,640 --> 00:10:21,880 Speaker 3: and what you're expecting like. We then set huge. 197 00:10:21,559 --> 00:10:26,920 Speaker 1: Goals, huge uplift goals, which targets targets which you know 198 00:10:27,040 --> 00:10:29,760 Speaker 1: as you follow on and you start planning that strategy, 199 00:10:29,880 --> 00:10:32,280 Speaker 1: you have to make sure that your strategy starts far 200 00:10:32,360 --> 00:10:35,800 Speaker 1: enough in advance where you are taking care of all 201 00:10:35,920 --> 00:10:39,680 Speaker 1: the little nitty gritty things that you essentially need to 202 00:10:39,880 --> 00:10:41,400 Speaker 1: be able to hit that goal, Like it's not going 203 00:10:41,480 --> 00:10:44,080 Speaker 1: to happen by magic. You have to have basically a 204 00:10:44,120 --> 00:10:46,040 Speaker 1: plan and I actually the girls laugh at me, but 205 00:10:46,160 --> 00:10:49,080 Speaker 1: every year I have a four or five phase plan 206 00:10:49,160 --> 00:10:53,080 Speaker 1: that starts six months in advance and that covers literally 207 00:10:53,520 --> 00:10:55,880 Speaker 1: every main thing that I think is like a weak 208 00:10:56,000 --> 00:10:58,000 Speaker 1: link in our strategy or things that we need to 209 00:10:58,040 --> 00:11:00,840 Speaker 1: improve on so that we can hit that huge goal. 210 00:11:01,280 --> 00:11:04,679 Speaker 1: So when we're talking targets, run the audience through like 211 00:11:04,920 --> 00:11:07,400 Speaker 1: what sort of targets are we looking at? 212 00:11:07,760 --> 00:11:11,840 Speaker 3: Obviously I know, but okay, So in terms of targets, 213 00:11:11,840 --> 00:11:15,880 Speaker 3: obviously we set like a gross budget budget that we 214 00:11:15,920 --> 00:11:19,079 Speaker 3: want to hit more new at the end of that, 215 00:11:19,160 --> 00:11:22,640 Speaker 3: it's the bottom line of any sale. And then I 216 00:11:22,920 --> 00:11:26,800 Speaker 3: will set so kind of like growth targets across our 217 00:11:26,840 --> 00:11:30,800 Speaker 3: main marketing channels that are our main sale drivers. Okay, 218 00:11:30,960 --> 00:11:34,679 Speaker 3: So this goes into you know, how many people we 219 00:11:34,760 --> 00:11:38,920 Speaker 3: want to have downloading and inside and subscribe to push 220 00:11:38,960 --> 00:11:42,000 Speaker 3: on our app? Okay, so how yeah, how many users 221 00:11:42,040 --> 00:11:44,080 Speaker 3: on the app we haven't how many users on the app? 222 00:11:44,120 --> 00:11:47,160 Speaker 3: And then you know how many active profiles we have 223 00:11:47,400 --> 00:11:51,439 Speaker 3: on Clavio through email and SMS, so essentially growing our database. 224 00:11:51,520 --> 00:11:53,840 Speaker 3: How many people do we have there? How many people 225 00:11:53,880 --> 00:11:57,000 Speaker 3: are we attracting to our main social channels. So that's Instagram, 226 00:11:57,040 --> 00:11:59,600 Speaker 3: that's TikTok, that's our Facebook group. So yeah, I would 227 00:11:59,640 --> 00:12:03,120 Speaker 3: look at our main traffic driver channels and I'd set 228 00:12:03,120 --> 00:12:04,559 Speaker 3: growth growth targets for that. 229 00:12:05,200 --> 00:12:08,120 Speaker 1: Yeah, and so something I know we do is you 230 00:12:08,240 --> 00:12:11,800 Speaker 1: set those targets. And that's why we're planning so far 231 00:12:11,880 --> 00:12:16,120 Speaker 1: ahead because it's then giving us time to do smaller 232 00:12:16,200 --> 00:12:20,040 Speaker 1: activations to hit those targets for those channels exactly. 233 00:12:20,120 --> 00:12:23,559 Speaker 3: So that's why I personally planned that far in advance. 234 00:12:23,760 --> 00:12:26,800 Speaker 1: Well, you need to otherwise it can like, yeah, you can't. 235 00:12:26,640 --> 00:12:28,800 Speaker 3: Roll if you if your goal is as big as outs, 236 00:12:29,040 --> 00:12:32,959 Speaker 3: which most econ brands are during Black Friday, you can't 237 00:12:33,000 --> 00:12:34,120 Speaker 3: make that happen in a month. 238 00:12:34,480 --> 00:12:38,240 Speaker 1: So run us through maybe some smaller activations that we've 239 00:12:38,280 --> 00:12:42,960 Speaker 1: done this year that have contributed to reaching those targets. 240 00:12:43,000 --> 00:12:45,800 Speaker 1: And this is you know, before Black Friday even starts. 241 00:12:46,080 --> 00:12:48,600 Speaker 3: So for example, if one of the main goals is 242 00:12:48,640 --> 00:12:52,360 Speaker 3: to drive and just to be transparent, like our app goal, 243 00:12:52,440 --> 00:12:55,120 Speaker 3: our app growth goal was double what we'd already had 244 00:12:55,120 --> 00:12:58,680 Speaker 3: inside the app, so you know that's huge. For example, 245 00:12:58,800 --> 00:13:01,520 Speaker 3: you know, creating app only emotions where we're using our 246 00:13:01,600 --> 00:13:04,760 Speaker 3: organic marketing channels and our paid channels to drive people 247 00:13:04,760 --> 00:13:07,880 Speaker 3: to download the app to get access to this offer 248 00:13:07,960 --> 00:13:10,679 Speaker 3: that's app only. That's a strategy that we implemented. 249 00:13:11,000 --> 00:13:14,480 Speaker 1: Then you've got things like the five K giveaway, where 250 00:13:14,800 --> 00:13:17,040 Speaker 1: part of it was like a sweepstakes giveaway, so not 251 00:13:17,080 --> 00:13:19,320 Speaker 1: only did they have to enter by opting in and 252 00:13:19,440 --> 00:13:23,520 Speaker 1: essentially subscribing, they got extra points if they downloaded the app, 253 00:13:23,559 --> 00:13:26,000 Speaker 1: followed us on Instagram, followed us on TikTok, joined the 254 00:13:26,000 --> 00:13:26,720 Speaker 1: Facebook group. 255 00:13:26,960 --> 00:13:28,439 Speaker 3: So that's a lead gen strategy. 256 00:13:28,640 --> 00:13:31,480 Speaker 1: So we just recently did the Little Freebee, which is 257 00:13:31,880 --> 00:13:34,960 Speaker 1: ah yes, so it's like obviously to get emails and 258 00:13:35,040 --> 00:13:39,120 Speaker 1: in exchange, someone gets the one hundred activities to tick 259 00:13:39,160 --> 00:13:43,079 Speaker 1: off on your summer vaka. I guess not Vaka but Holidays, 260 00:13:43,400 --> 00:13:45,840 Speaker 1: which is just like a really fun little thing we did. 261 00:13:46,040 --> 00:13:48,360 Speaker 3: It's so cute. Yeah, and then even it can go 262 00:13:48,360 --> 00:13:50,600 Speaker 3: into like B to B partnerships that I just didn't 263 00:13:50,600 --> 00:13:52,360 Speaker 3: think of, but it's something that we rolled out. So, 264 00:13:52,640 --> 00:13:55,760 Speaker 3: you know, recently we collaborated with Lust Minerals and a 265 00:13:55,760 --> 00:13:58,599 Speaker 3: bunch of other brands to put this like scratch and 266 00:13:58,640 --> 00:14:01,440 Speaker 3: win order it. You know, if you wanted to win 267 00:14:01,760 --> 00:14:05,760 Speaker 3: this prize you would subscribe and then all five brands 268 00:14:05,760 --> 00:14:08,160 Speaker 3: are working together to build an email list that's then shared. 269 00:14:08,640 --> 00:14:11,199 Speaker 1: So that's a strategy to build our email list. I'm 270 00:14:11,200 --> 00:14:14,280 Speaker 1: so excited to see how that go same amazing. Okay, 271 00:14:14,320 --> 00:14:16,800 Speaker 1: So that is like, that's very pre pre and that's 272 00:14:16,880 --> 00:14:21,280 Speaker 1: literally happening, you know, six months before to increase those 273 00:14:21,600 --> 00:14:24,520 Speaker 1: channels again to get us to your point where the 274 00:14:24,520 --> 00:14:26,400 Speaker 1: Black Friday strategy then rolls out. 275 00:14:26,520 --> 00:14:29,160 Speaker 3: Yeah, so that's part of the strategy, right. But something 276 00:14:29,160 --> 00:14:31,000 Speaker 3: I'd also like to touch on is like it's all 277 00:14:31,040 --> 00:14:32,760 Speaker 3: well and good to create these growth goals and have 278 00:14:32,840 --> 00:14:35,360 Speaker 3: these people inside your channels as a potential new pool 279 00:14:35,480 --> 00:14:37,280 Speaker 3: to sell to during your biggest sale of the year, 280 00:14:37,720 --> 00:14:40,400 Speaker 3: but you then have to work on nurturing those customers. 281 00:14:40,400 --> 00:14:43,160 Speaker 3: So how are you nurturing them towards Black Friday? 282 00:14:43,240 --> 00:14:43,320 Speaker 1: Like? 283 00:14:43,760 --> 00:14:46,840 Speaker 3: Are they customers who've been engaged but they've never purchased. 284 00:14:46,880 --> 00:14:49,160 Speaker 3: How are you trying to get them to purchase? Are 285 00:14:49,160 --> 00:14:51,240 Speaker 3: you pushing a sample packed to them? Are you giving 286 00:14:51,280 --> 00:14:54,400 Speaker 3: them an exclusive offer? How are you trying to answer 287 00:14:54,440 --> 00:14:56,760 Speaker 3: their objections to purchase so that they're coming to purchase? 288 00:14:56,880 --> 00:14:59,520 Speaker 3: How are we trying to limit customer care questions, so 289 00:14:59,520 --> 00:15:01,360 Speaker 3: that there's quot sessions around a product and there's reasons 290 00:15:01,360 --> 00:15:03,400 Speaker 3: that they're not trying, they're not purchasing, you know, So 291 00:15:03,520 --> 00:15:06,320 Speaker 3: how we nurturing those customers and also how we were 292 00:15:06,320 --> 00:15:09,200 Speaker 3: rewarding loyalty. That's like a huge part of my strategy 293 00:15:09,200 --> 00:15:11,120 Speaker 3: and the lead up to Black Friday is rewarding our 294 00:15:11,160 --> 00:15:14,720 Speaker 3: loyal customers so that they are excited and they're engauged 295 00:15:14,800 --> 00:15:17,680 Speaker 3: come Black Friday. Because Black Friday, if you're an e 296 00:15:17,760 --> 00:15:21,320 Speaker 3: comm brand who takes this seriously, it's not just a sale, right, 297 00:15:21,480 --> 00:15:24,600 Speaker 3: it is as important as a product launch, Like it's 298 00:15:24,640 --> 00:15:27,760 Speaker 3: a huge marathon. It takes it's the biggest marathon that 299 00:15:27,800 --> 00:15:30,920 Speaker 3: we do all year. Not many activations take as much 300 00:15:30,920 --> 00:15:33,120 Speaker 3: time and prep and thought as a sale like this. 301 00:15:33,440 --> 00:15:35,600 Speaker 1: I love that. So it's like, don't just think of 302 00:15:35,640 --> 00:15:38,400 Speaker 1: this as a sale, think of this as a whole 303 00:15:38,520 --> 00:15:39,680 Speaker 1: you know, marketing activation. 304 00:15:39,880 --> 00:15:40,440 Speaker 3: Absolutely. 305 00:15:40,520 --> 00:15:43,680 Speaker 1: Okay, amazing. So we've touched on sort of the pre 306 00:15:44,040 --> 00:15:49,040 Speaker 1: the pre stuff. Let's get into our actual strategy. Tell 307 00:15:49,240 --> 00:15:52,800 Speaker 1: we're going to tell them everything. So what did you 308 00:15:53,000 --> 00:15:55,600 Speaker 1: want to put into the pre hype strategy? 309 00:15:55,800 --> 00:15:59,600 Speaker 3: Okay, so part of our hype strategy, So this is 310 00:15:59,680 --> 00:16:02,120 Speaker 3: like how you're priming your audience and how you're letting 311 00:16:02,160 --> 00:16:05,640 Speaker 3: them know that your Black Friday sail is around the corner. 312 00:16:05,760 --> 00:16:09,280 Speaker 3: So we start this seven to ten days out. One 313 00:16:09,320 --> 00:16:14,360 Speaker 3: of our key drivers this sale is the Mystery Moon 314 00:16:14,400 --> 00:16:18,360 Speaker 3: Milk and you will know about this because we will 315 00:16:18,360 --> 00:16:20,720 Speaker 3: have been posting about this like crazy people during our 316 00:16:20,760 --> 00:16:24,200 Speaker 3: hYP strategy. Yeah, and that is a huge driver. That's 317 00:16:24,200 --> 00:16:27,240 Speaker 3: an app only release, so you have to download the 318 00:16:27,280 --> 00:16:30,120 Speaker 3: app to get in there. And with an app, it's 319 00:16:30,360 --> 00:16:33,680 Speaker 3: got a higher conversion value, So you want people who 320 00:16:33,760 --> 00:16:36,840 Speaker 3: are loyal inside your app because the conversion is higher 321 00:16:37,240 --> 00:16:41,720 Speaker 3: generally higher than your Shopify store. And can I just say, guys, 322 00:16:42,200 --> 00:16:45,160 Speaker 3: this is probably I'm just gonna say it, go my 323 00:16:45,880 --> 00:16:48,760 Speaker 3: favorite moonmilk flavor. Like you guys know I'm right or 324 00:16:48,880 --> 00:16:52,000 Speaker 3: die Rocky Road, But holy shit, it's off, it's tits, 325 00:16:53,400 --> 00:16:56,760 Speaker 3: it's wild, it's so wild, it's so good. 326 00:16:57,040 --> 00:17:00,280 Speaker 1: And like, I just I love that this is our 327 00:17:00,360 --> 00:17:03,240 Speaker 1: hype strategy and then just our Black Friday strategy because 328 00:17:03,280 --> 00:17:06,520 Speaker 1: I just know no one's going to be disappointed, not 329 00:17:06,680 --> 00:17:07,280 Speaker 1: one person. 330 00:17:07,840 --> 00:17:12,040 Speaker 3: And the kicker is this is limitsed edition. We only 331 00:17:12,160 --> 00:17:15,840 Speaker 3: have two thousand units, so if you're not getting it 332 00:17:15,880 --> 00:17:17,520 Speaker 3: in Black Friday, You're not getting it. 333 00:17:17,760 --> 00:17:18,879 Speaker 1: Yeah, so sad. 334 00:17:19,000 --> 00:17:21,720 Speaker 3: Yeah, So that's kind of like our biggest driver for 335 00:17:21,800 --> 00:17:25,480 Speaker 3: our promotion side of things. We have a very simple sale. 336 00:17:25,520 --> 00:17:27,600 Speaker 3: It's up to fifty percent of site wide. We found 337 00:17:27,600 --> 00:17:31,200 Speaker 3: in the past that with a sale that's too complicated, 338 00:17:31,400 --> 00:17:34,720 Speaker 3: you really struggle to you get the online site traffic, 339 00:17:34,840 --> 00:17:36,720 Speaker 3: but then the conversion doesn't reflect that. 340 00:17:36,840 --> 00:17:39,639 Speaker 1: It's well, maybe let's just go straight into the sale 341 00:17:39,640 --> 00:17:41,480 Speaker 1: and then we can kind of go you know, hype 342 00:17:41,560 --> 00:17:43,399 Speaker 1: and during just because otherwise I guess it's not going 343 00:17:43,480 --> 00:17:47,600 Speaker 1: to make sense. So obviously mystery Moon Milk app only 344 00:17:48,080 --> 00:17:50,960 Speaker 1: new product kind of talk them through the mystery side 345 00:17:51,000 --> 00:17:52,800 Speaker 1: of things. So how is it a mystery? How have 346 00:17:52,880 --> 00:17:55,920 Speaker 1: we done it there? Okay, So the reason so. 347 00:17:56,040 --> 00:17:58,560 Speaker 3: I got this idea literally during the middle of our 348 00:17:58,560 --> 00:18:02,440 Speaker 3: Black Friday sale last year because I just we hadn't 349 00:18:02,480 --> 00:18:04,640 Speaker 3: launched a moon milk flavor in a while, and we 350 00:18:04,680 --> 00:18:06,720 Speaker 3: wanted to do something MIW milk related and I think 351 00:18:06,720 --> 00:18:09,119 Speaker 3: I saw another brand do some sort of mystery product 352 00:18:09,240 --> 00:18:11,560 Speaker 3: and this is when we tested it. So obviously for 353 00:18:11,640 --> 00:18:15,880 Speaker 3: our mystery boxes, the boxes this year, that was the test, right, 354 00:18:16,080 --> 00:18:19,680 Speaker 3: went off exactly, so then we knew that we just absolutely, 355 00:18:20,119 --> 00:18:24,960 Speaker 3: without fail, had to do it for Black Friday. So yeah, 356 00:18:25,000 --> 00:18:27,360 Speaker 3: and so what we've done is we put a sticker, 357 00:18:27,640 --> 00:18:31,400 Speaker 3: oh right, yes, over the moon milk. So even when 358 00:18:31,440 --> 00:18:35,760 Speaker 3: the person gets it in their order, like we hope 359 00:18:35,960 --> 00:18:38,800 Speaker 3: that you try the flavor, the sticker says try me 360 00:18:38,920 --> 00:18:41,639 Speaker 3: and then peel to reveal, So you get to try 361 00:18:41,680 --> 00:18:44,680 Speaker 3: it before you reveal the flavor. 362 00:18:44,960 --> 00:18:47,280 Speaker 1: Yeah, as soon as you taste it, you'll know exactly 363 00:18:47,359 --> 00:18:49,840 Speaker 1: what it is. But I just it's so exciting. Yeah, 364 00:18:49,920 --> 00:18:55,159 Speaker 1: us like giggling, smiling, giggling, like we are so smart. Well, 365 00:18:55,200 --> 00:18:57,840 Speaker 1: it's just like I guess, it's like putting fun back 366 00:18:57,840 --> 00:19:01,600 Speaker 1: into things, not just being like, hey, here's up. And 367 00:19:01,640 --> 00:19:04,240 Speaker 1: if you're a marketer, like something like this gives you 368 00:19:04,320 --> 00:19:07,600 Speaker 1: that edge over competitors during a sale, right, Like everyone 369 00:19:07,600 --> 00:19:09,040 Speaker 1: can just have a percentage. 370 00:19:08,560 --> 00:19:10,600 Speaker 3: Off or a dollar off or a gift with purchase. 371 00:19:11,000 --> 00:19:14,320 Speaker 3: That's not really the exciting factor. We have to bring 372 00:19:14,359 --> 00:19:17,439 Speaker 3: the excitement into a promotion like this. And yeah, one 373 00:19:17,440 --> 00:19:18,959 Speaker 3: of the ways we're doing that is a mystery mim 374 00:19:19,000 --> 00:19:20,160 Speaker 3: milk sale. So with our. 375 00:19:20,119 --> 00:19:23,560 Speaker 1: Actual sale, like Mel said before, we've obviously tested out 376 00:19:23,800 --> 00:19:26,119 Speaker 1: all the different ways we've done, you know, the tears 377 00:19:26,160 --> 00:19:28,720 Speaker 1: we have to spend a certain amount and then get off, 378 00:19:29,280 --> 00:19:32,160 Speaker 1: you know, a dollar amount we've done, just a flat percentage, 379 00:19:32,200 --> 00:19:35,280 Speaker 1: we've done you know, all by buy one, go on free. 380 00:19:35,359 --> 00:19:39,320 Speaker 1: We've tried everything, and we just honestly find a simple 381 00:19:39,440 --> 00:19:42,320 Speaker 1: sale where people kind of don't have to pick, they 382 00:19:42,359 --> 00:19:45,320 Speaker 1: can go have to enter discount codes to get the offer, 383 00:19:45,560 --> 00:19:48,040 Speaker 1: like all of those little things that a customer needs 384 00:19:48,080 --> 00:19:52,440 Speaker 1: to do to get this offer, like removing the barriers. 385 00:19:52,040 --> 00:19:53,919 Speaker 3: Right so that it is so easy for them to 386 00:19:53,920 --> 00:19:56,919 Speaker 3: come to our site, see their value purchase and then 387 00:19:56,920 --> 00:19:57,359 Speaker 3: they're happy. 388 00:19:57,640 --> 00:20:00,520 Speaker 1: Yeah, and then what we've done so and that's another 389 00:20:00,560 --> 00:20:03,199 Speaker 1: thing too, is like someone who literally just wants to 390 00:20:03,840 --> 00:20:06,040 Speaker 1: buy one product will get such a good deal, but 391 00:20:06,080 --> 00:20:08,040 Speaker 1: then someone who wants to buy five products is going 392 00:20:08,080 --> 00:20:10,960 Speaker 1: to get such amazing deal. So we're trying to hit everyone. 393 00:20:11,359 --> 00:20:15,680 Speaker 1: And then also we are doing the bonus things on top, yes, 394 00:20:15,880 --> 00:20:19,280 Speaker 1: and that's where the fund comes in. So yeah, we 395 00:20:19,400 --> 00:20:21,760 Speaker 1: talked about moon milk, talk about the other bonuses we're 396 00:20:21,760 --> 00:20:23,720 Speaker 1: doing all right, gals and boys. 397 00:20:24,359 --> 00:20:26,560 Speaker 3: So I just kind of want to walk through, like 398 00:20:26,640 --> 00:20:29,320 Speaker 3: during a sale like this, you've got your first three days, 399 00:20:29,359 --> 00:20:32,200 Speaker 3: they are the hottest days for sales, right, and then 400 00:20:32,240 --> 00:20:35,080 Speaker 3: you've got you know, your final hours. That's usually another 401 00:20:35,240 --> 00:20:38,320 Speaker 3: huge peak during a sales period like this, but Black 402 00:20:38,320 --> 00:20:41,040 Speaker 3: Friday is a marathon, it's not a sprint. And during 403 00:20:41,080 --> 00:20:44,360 Speaker 3: that middle period, you've got these days where you really 404 00:20:44,600 --> 00:20:47,080 Speaker 3: need to make the extra effort to keep the traffic 405 00:20:47,080 --> 00:20:49,480 Speaker 3: coming to your site, to keep people converting, to keep 406 00:20:49,480 --> 00:20:52,400 Speaker 3: people purchasing if you're going to hit those goals. So 407 00:20:52,600 --> 00:20:55,679 Speaker 3: you have to think realistically, like what are the strategies 408 00:20:55,680 --> 00:20:58,720 Speaker 3: that you're going to implement to uplift those sales on 409 00:20:58,800 --> 00:21:01,080 Speaker 3: the slower days. One of the ways we've done that 410 00:21:01,160 --> 00:21:05,280 Speaker 3: this year is to we've basically so we build relationships 411 00:21:05,800 --> 00:21:09,280 Speaker 3: with other brands who have similar niches, but they're not 412 00:21:09,400 --> 00:21:12,400 Speaker 3: in direct competition with us, similar customers, sorry I should 413 00:21:12,400 --> 00:21:17,359 Speaker 3: say similar vibe. Yeah, So we have partnered with these 414 00:21:17,520 --> 00:21:22,720 Speaker 3: brands to give our community these exclusive prizes. So this 415 00:21:22,760 --> 00:21:25,120 Speaker 3: is in the form of a pink Ticket prize. So 416 00:21:25,320 --> 00:21:28,400 Speaker 3: we have forty to give away this Black Friday sale, 417 00:21:28,480 --> 00:21:31,720 Speaker 3: and we will be putting these random orders. They are stunning, 418 00:21:32,359 --> 00:21:36,639 Speaker 3: and that's what we introduce mid sale. It's going to 419 00:21:36,680 --> 00:21:39,440 Speaker 3: be filtered out during the sales, so people who purchase 420 00:21:39,520 --> 00:21:41,040 Speaker 3: in the first few days aren't going to miss out. 421 00:21:41,040 --> 00:21:44,040 Speaker 3: They're still in the draw to win. But that's an 422 00:21:44,119 --> 00:21:46,960 Speaker 3: uplift strategy that's like, hey, we're not done. We've actually 423 00:21:47,040 --> 00:21:50,080 Speaker 3: been giving prizes out throughout our sales whole time. We've 424 00:21:50,080 --> 00:21:52,840 Speaker 3: got twenty left. Here you go, like, if you haven't 425 00:21:52,840 --> 00:21:54,359 Speaker 3: made a purchase yet and you want to go in 426 00:21:54,400 --> 00:21:57,359 Speaker 3: the draw to win an iPhone fourteen pro or a 427 00:21:57,440 --> 00:21:59,600 Speaker 3: dice in hair curler, now's the time. 428 00:21:59,720 --> 00:22:03,920 Speaker 1: And I love it too because the prizes are so like, yeah, 429 00:22:03,920 --> 00:22:08,320 Speaker 1: I want an iPhone DA. So we've got obviously like 430 00:22:08,359 --> 00:22:11,200 Speaker 1: some physical things that we've literally gone out and bought ourselves, 431 00:22:11,240 --> 00:22:13,800 Speaker 1: like the iPhone, the dice in a couple other fun 432 00:22:13,840 --> 00:22:15,639 Speaker 1: things I think we've got like an Apple watch and 433 00:22:15,680 --> 00:22:16,600 Speaker 1: shoes and stuff. 434 00:22:16,640 --> 00:22:18,760 Speaker 3: And then we've got you know, brain contributions from like 435 00:22:18,880 --> 00:22:23,560 Speaker 3: Bang and Body, LSKD, Yeah, Last Echo, last Ye. So 436 00:22:23,800 --> 00:22:25,560 Speaker 3: we have some really cool prizes from them. 437 00:22:25,400 --> 00:22:28,720 Speaker 1: As well, and so we're literally putting them in orders 438 00:22:28,840 --> 00:22:32,120 Speaker 1: from day dot obviously to make it very fair for everyone, 439 00:22:32,400 --> 00:22:36,879 Speaker 1: but when we're strategically not telling them until midway through. Yeah, 440 00:22:37,040 --> 00:22:43,879 Speaker 1: So then we see ye an uplift. Yeah, yep, amazing exactly. Guys. 441 00:22:44,160 --> 00:22:48,720 Speaker 1: Let's be honest, when we're not sleeping, we're pretty much 442 00:22:48,720 --> 00:22:52,200 Speaker 1: our worst selves. When Ivy wasn't sleeping as a newborn, 443 00:22:52,800 --> 00:22:56,160 Speaker 1: I turned into just the worst. And she's sleeping now, 444 00:22:56,480 --> 00:22:59,879 Speaker 1: but it just made me realize how important sleep is. 445 00:23:00,320 --> 00:23:04,480 Speaker 1: And that's why my absolute holy grail and h product 446 00:23:04,840 --> 00:23:09,600 Speaker 1: has to be Moon Milk. Moon milk was also my idea. 447 00:23:09,880 --> 00:23:14,560 Speaker 1: Moon Milk is our functional blend of unique herbs, vitamins, 448 00:23:14,760 --> 00:23:18,840 Speaker 1: minerals designed to relax your body and mind and have 449 00:23:18,920 --> 00:23:23,240 Speaker 1: a calming effect on your nervous system. So we honestly 450 00:23:23,480 --> 00:23:27,880 Speaker 1: have the most amazing testimonies from our enh gang and 451 00:23:27,960 --> 00:23:31,320 Speaker 1: it has been reported to help people sleep at night, 452 00:23:31,880 --> 00:23:35,600 Speaker 1: help them to wake up feeling energized, and just put 453 00:23:35,680 --> 00:23:39,639 Speaker 1: them in a really, really great relaxed mood. So we 454 00:23:39,720 --> 00:23:44,320 Speaker 1: have a whole bunch of delicious flavors available. My favorite 455 00:23:44,640 --> 00:23:48,200 Speaker 1: is definitely Rocky Road, but I know the og is 456 00:23:48,520 --> 00:23:52,200 Speaker 1: just everyone cannot go past it. Basically, Guys, Moon milk 457 00:23:52,520 --> 00:23:56,879 Speaker 1: is vegan, gluten free, dairy free, or natural, and I 458 00:23:56,880 --> 00:24:00,120 Speaker 1: would be using this product as obviously to help you 459 00:24:00,160 --> 00:24:03,400 Speaker 1: relax and unwind. But also if you're like me where 460 00:24:03,520 --> 00:24:06,280 Speaker 1: you just want to finish the night with something sweet. 461 00:24:06,600 --> 00:24:08,959 Speaker 1: So this is like my go to. I've had dinner, 462 00:24:09,080 --> 00:24:11,760 Speaker 1: I make myself a moon milk, I watch my Netflix, 463 00:24:12,119 --> 00:24:14,840 Speaker 1: and I literally have the best sleep and wake up 464 00:24:14,880 --> 00:24:18,680 Speaker 1: feeling refreshed. As always, guys, I have my potty form 465 00:24:18,760 --> 00:24:23,080 Speaker 1: a cheeky discount. You can use Rise and Conquer podcasts 466 00:24:23,119 --> 00:24:26,479 Speaker 1: at checkout for ten percent off. That is Rise and 467 00:24:26,520 --> 00:24:30,000 Speaker 1: Conquer Podcasts spelled out completely. Of course that will be 468 00:24:30,040 --> 00:24:32,719 Speaker 1: in the show notes, and of course you can shop 469 00:24:32,760 --> 00:24:37,120 Speaker 1: at Naked Harvest Supplements dot com. All right, guys, let's 470 00:24:37,160 --> 00:24:40,959 Speaker 1: get back into the episode as well. 471 00:24:41,160 --> 00:24:43,919 Speaker 3: Things that you know are little on the smaller, more 472 00:24:43,960 --> 00:24:46,400 Speaker 3: achievable side, if you're a smaller Econ brand or you're 473 00:24:46,400 --> 00:24:48,600 Speaker 3: just starting out something that we do like for example, 474 00:24:48,640 --> 00:24:51,000 Speaker 3: this year we say it through our hype strategy, but 475 00:24:51,040 --> 00:24:53,080 Speaker 3: we're having more fun in the app. So if you've 476 00:24:53,119 --> 00:24:55,720 Speaker 3: subscribed to our app, you're getting exclusive deals that you 477 00:24:55,760 --> 00:24:59,040 Speaker 3: cannot get on any other channel. So you know Today 478 00:24:59,080 --> 00:25:02,639 Speaker 3: only offers free gift with purchases you know exclusive, you know, 479 00:25:02,760 --> 00:25:06,800 Speaker 3: extra dollar off, you're already discounted order yeap little things 480 00:25:06,800 --> 00:25:09,960 Speaker 3: like the gifts. Yeah, so it's basically just ways that 481 00:25:10,119 --> 00:25:14,920 Speaker 3: you can convert those customers who aren't who aren't quite there. 482 00:25:14,960 --> 00:25:17,479 Speaker 3: They're close, but they haven't pulled the trigger. And then 483 00:25:17,520 --> 00:25:21,560 Speaker 3: as well, you know, or you're like competitively loyal customers, right, 484 00:25:21,640 --> 00:25:24,879 Speaker 3: but as well in you know, contradiction to that, like 485 00:25:25,040 --> 00:25:27,960 Speaker 3: if you've got a customer who's new and engagement, hasn't 486 00:25:28,000 --> 00:25:30,760 Speaker 3: purchased because they've you know, purchased from another brand before, 487 00:25:30,880 --> 00:25:32,840 Speaker 3: you need to think of ways to cut through and 488 00:25:32,920 --> 00:25:34,879 Speaker 3: to get them to purchase with you during Black Friday, 489 00:25:34,960 --> 00:25:36,160 Speaker 3: not your breadators. Yeah. 490 00:25:36,200 --> 00:25:39,000 Speaker 1: And then so another thing that is personal one of 491 00:25:39,080 --> 00:25:41,480 Speaker 1: my favorite little marketing things. We've done this so much, 492 00:25:41,560 --> 00:25:44,240 Speaker 1: but like our like race code sales. 493 00:25:44,359 --> 00:25:47,680 Speaker 3: Yes, yes, so if you're listening to this and you're 494 00:25:47,720 --> 00:25:51,399 Speaker 3: not subscribed conscribe, what are you doing? But basically we 495 00:25:51,480 --> 00:25:54,960 Speaker 3: have these race sales in our for our EDM subscribers. 496 00:25:55,040 --> 00:25:57,879 Speaker 3: So love how we have with these like things. It 497 00:25:57,960 --> 00:26:01,200 Speaker 3: is fun to gamify things though people interested and gets 498 00:26:01,200 --> 00:26:03,960 Speaker 3: people clicking on emails or clicking on push notifications or 499 00:26:04,000 --> 00:26:06,720 Speaker 3: clicking on a post. Yep. But yeah, so what do 500 00:26:06,800 --> 00:26:08,720 Speaker 3: they have to do for the race, they have to 501 00:26:08,760 --> 00:26:11,080 Speaker 3: be one of the first. Like say, for example, during 502 00:26:11,119 --> 00:26:16,040 Speaker 3: Black Friday, we will send out a race sale activation 503 00:26:16,400 --> 00:26:19,719 Speaker 3: where we'll have which is an email email. We'll have 504 00:26:19,760 --> 00:26:22,560 Speaker 3: four fifty dollars off coupon codes in that email, and 505 00:26:22,600 --> 00:26:23,440 Speaker 3: you've got to be one of. 506 00:26:23,359 --> 00:26:24,680 Speaker 1: The first four people. 507 00:26:24,359 --> 00:26:27,240 Speaker 3: Who open up that email and apply the code to 508 00:26:27,280 --> 00:26:29,200 Speaker 3: your car. And if you get it, you need to check. 509 00:26:29,040 --> 00:26:32,800 Speaker 1: Out real fast, yeah, otherwise the codes go. So that's 510 00:26:32,880 --> 00:26:35,679 Speaker 1: what we call like a race Salem stressful, I know. 511 00:26:36,040 --> 00:26:38,760 Speaker 3: And you know it gets people clicking. But then in 512 00:26:38,880 --> 00:26:40,840 Speaker 3: conjunction to that, if they miss out, they've got the 513 00:26:40,880 --> 00:26:44,879 Speaker 3: full back offer of the already heavily discounted store, so 514 00:26:44,920 --> 00:26:47,120 Speaker 3: they're not actually disappointed at the end of the day. 515 00:26:47,160 --> 00:26:49,000 Speaker 3: They've got that full back off up. That's very important 516 00:26:49,000 --> 00:26:50,399 Speaker 3: if you're doing a marketing activation like that. 517 00:26:50,680 --> 00:26:54,639 Speaker 1: Yeah, are there any other smaller sort of activations that 518 00:26:54,680 --> 00:26:57,520 Speaker 1: we're doing that, especially maybe a smaller business could implement. 519 00:26:57,720 --> 00:27:01,080 Speaker 1: So on socials in our Facebook group, we have exclusive 520 00:27:01,320 --> 00:27:04,080 Speaker 1: Black Friday bundles and we're going to give our community 521 00:27:04,119 --> 00:27:06,359 Speaker 1: on their the chance to win one. So we're gonna 522 00:27:06,359 --> 00:27:09,800 Speaker 1: have a giveaway little then on Instagram, for example, we 523 00:27:09,840 --> 00:27:10,720 Speaker 1: do like a win. 524 00:27:10,720 --> 00:27:13,239 Speaker 3: Your order backs. So if you place an order during 525 00:27:13,240 --> 00:27:16,000 Speaker 3: our Black Friday sale on a certain day, screenshot your 526 00:27:16,080 --> 00:27:18,600 Speaker 3: order guys and get ready because we will tell you 527 00:27:18,680 --> 00:27:20,960 Speaker 3: when to tag us in your stories with your order 528 00:27:21,000 --> 00:27:23,480 Speaker 3: confirmation and we'll pick one that day and we will 529 00:27:23,520 --> 00:27:26,120 Speaker 3: literally refund your entire order. So little things like that 530 00:27:26,359 --> 00:27:30,240 Speaker 3: just all part of the strategy. I love, very fun. 531 00:27:30,280 --> 00:27:33,760 Speaker 1: Guys. Mel's getting so excited, right. It took me six 532 00:27:33,760 --> 00:27:37,640 Speaker 1: months to plan this, so amazing. Okay, So the pre 533 00:27:37,800 --> 00:27:42,600 Speaker 1: launch is obviously we're telling people about the what's the 534 00:27:42,680 --> 00:27:45,040 Speaker 1: reason to shop with us? So that's when we're like, hey, 535 00:27:45,119 --> 00:27:49,160 Speaker 1: we're actually launching a mystery Moon Moon milk. What's then 536 00:27:49,600 --> 00:27:51,040 Speaker 1: kind of the strategy after that. 537 00:27:51,640 --> 00:27:54,280 Speaker 3: So one of the biggest things we like to do 538 00:27:54,600 --> 00:27:57,399 Speaker 3: is to get people to subscribe to our Black Friday 539 00:27:57,520 --> 00:27:59,720 Speaker 3: vip list. So this is a customer segment that you 540 00:27:59,800 --> 00:28:02,480 Speaker 3: can and then target differently to how you would target 541 00:28:02,560 --> 00:28:05,919 Speaker 3: the rest of your consumers. So by subscribing to our 542 00:28:06,000 --> 00:28:09,880 Speaker 3: vip list, you actually get the first exclusive look into 543 00:28:09,880 --> 00:28:12,080 Speaker 3: our Black Friday sale. So we have a discovery guide 544 00:28:12,400 --> 00:28:15,359 Speaker 3: that we send out in an email after you subscribe 545 00:28:15,359 --> 00:28:18,360 Speaker 3: to that list. And that has literally all the information 546 00:28:18,480 --> 00:28:20,359 Speaker 3: you need to know. So this is the first time 547 00:28:20,560 --> 00:28:23,520 Speaker 3: you get the full insider look into the Black Friday 548 00:28:23,560 --> 00:28:26,400 Speaker 3: Sale before we roll it out organically on our socials. 549 00:28:26,520 --> 00:28:30,199 Speaker 1: Amazing. And then after the discovery guide, what are we 550 00:28:30,280 --> 00:28:30,680 Speaker 1: doing then? 551 00:28:31,240 --> 00:28:33,400 Speaker 3: So then we basically get them ready to launch. They're 552 00:28:33,440 --> 00:28:36,919 Speaker 3: encouraged to create a wish list, they're encouraged to you know, 553 00:28:36,680 --> 00:28:40,160 Speaker 3: they are encouraged to download our app. They literally think, 554 00:28:40,280 --> 00:28:42,080 Speaker 3: we get them to do all the things so that 555 00:28:42,120 --> 00:28:45,160 Speaker 3: they are one hundred percent ready come sale to make 556 00:28:45,160 --> 00:28:48,080 Speaker 3: that purchase. And they obviously they know the dates, they 557 00:28:48,120 --> 00:28:50,840 Speaker 3: know all the detailer everything, I know, the discount and 558 00:28:50,880 --> 00:28:51,720 Speaker 3: everything like that. 559 00:28:52,120 --> 00:28:55,560 Speaker 1: Amazing. Okay, So then the sale has started, we've obviously, 560 00:28:55,760 --> 00:28:59,640 Speaker 1: you know, told people about what's on the you know, 561 00:29:00,200 --> 00:29:02,360 Speaker 1: on sorry, the discounts and what's on the app. And 562 00:29:02,440 --> 00:29:05,160 Speaker 1: I know something you know we do do is we 563 00:29:05,200 --> 00:29:07,640 Speaker 1: don't tell them everything. It's like, go check out the 564 00:29:07,680 --> 00:29:10,160 Speaker 1: website because we want to get them on the website. 565 00:29:10,360 --> 00:29:12,880 Speaker 1: What's some other things we do, like on the really 566 00:29:12,960 --> 00:29:15,640 Speaker 1: initial days, I know, like you were just saying, the 567 00:29:15,640 --> 00:29:17,680 Speaker 1: first three days, which is the most important. 568 00:29:18,200 --> 00:29:20,600 Speaker 3: So the first three days, when you've got your sale. 569 00:29:20,680 --> 00:29:23,200 Speaker 3: It's not actually way you need to put in the 570 00:29:23,240 --> 00:29:27,040 Speaker 3: majority of your effort, right, Like people during your hype strategy, 571 00:29:27,040 --> 00:29:28,840 Speaker 3: you should have done such a good job that those 572 00:29:28,880 --> 00:29:31,000 Speaker 3: first three days customers know you're having a sale and 573 00:29:31,000 --> 00:29:33,760 Speaker 3: they're ready to purchase. It's only in that middle period, 574 00:29:34,040 --> 00:29:36,680 Speaker 3: not only but it's in that middle period where we're 575 00:29:36,720 --> 00:29:39,200 Speaker 3: really starting to get creative to get that uplift. 576 00:29:39,360 --> 00:29:42,600 Speaker 1: All right, So let's just answer some last little questions. 577 00:29:42,600 --> 00:29:45,080 Speaker 1: These are just some questions that we've had from the community. 578 00:29:45,560 --> 00:29:49,320 Speaker 1: So when you're like planning targets, I obviously know this 579 00:29:49,360 --> 00:29:51,640 Speaker 1: is something that you know, we have a discussion about, 580 00:29:52,160 --> 00:29:54,000 Speaker 1: but how do you kind of do that from a 581 00:29:54,080 --> 00:29:57,480 Speaker 1: very strategic you know, looking at the previous year sort. 582 00:29:57,280 --> 00:30:00,240 Speaker 3: Of Well, I would say, you know, like what did 583 00:30:00,320 --> 00:30:03,080 Speaker 3: we do, Yeah, like what did you actually make from 584 00:30:03,120 --> 00:30:06,000 Speaker 3: last year's Black Friday sale? And what was the uplift 585 00:30:06,040 --> 00:30:07,800 Speaker 3: from the previous sale, like so that you can get 586 00:30:07,800 --> 00:30:10,040 Speaker 3: that projection, right, so you can kind of see like 587 00:30:10,120 --> 00:30:13,680 Speaker 3: we're on track to reach that again the following year. 588 00:30:13,800 --> 00:30:16,520 Speaker 3: So then when you take a look at that, then 589 00:30:16,720 --> 00:30:20,000 Speaker 3: it's up to me, George Coop and Alex who's our 590 00:30:20,080 --> 00:30:24,640 Speaker 3: operations manager, we look at, you know, how much dock 591 00:30:24,720 --> 00:30:27,920 Speaker 3: we have to order during to make sure that we 592 00:30:27,960 --> 00:30:29,840 Speaker 3: can get through that sale and we can hit that goal, 593 00:30:29,920 --> 00:30:32,560 Speaker 3: and then we have to figure out, like how much 594 00:30:32,600 --> 00:30:34,520 Speaker 3: do we have to make for that for us to 595 00:30:34,560 --> 00:30:36,800 Speaker 3: place all those orders during the year for us to 596 00:30:36,880 --> 00:30:40,440 Speaker 3: break even and then get our ideal profit margin. So 597 00:30:40,480 --> 00:30:42,719 Speaker 3: we have to think about it very strategically because if 598 00:30:42,760 --> 00:30:46,040 Speaker 3: you've placed all these orders with your manufacturers to deliver 599 00:30:46,080 --> 00:30:47,880 Speaker 3: this product by a certain date and then you're not 600 00:30:48,000 --> 00:30:50,680 Speaker 3: selling through that product, you're left for the full warehouse 601 00:30:50,720 --> 00:30:53,880 Speaker 3: and you've just lost hundreds of thousands of dollars. Well, 602 00:30:53,920 --> 00:30:54,760 Speaker 3: also more. 603 00:30:54,680 --> 00:30:57,840 Speaker 1: I think something to touch on, and this is something 604 00:30:58,040 --> 00:31:01,520 Speaker 1: that we've always been very conscious of and people will 605 00:31:01,560 --> 00:31:03,960 Speaker 1: know this. With our sales, you don't see us do 606 00:31:04,600 --> 00:31:08,120 Speaker 1: a super super high percentage off because we would not 607 00:31:08,200 --> 00:31:10,960 Speaker 1: be making a profit and there would be like no point. 608 00:31:11,000 --> 00:31:13,640 Speaker 1: That's just like not the way you know, we do things. 609 00:31:13,640 --> 00:31:16,720 Speaker 1: So that's also another thing is like if you are 610 00:31:16,800 --> 00:31:19,800 Speaker 1: doing a Black Friday sale or big activation, you've got 611 00:31:19,800 --> 00:31:22,640 Speaker 1: to really make sure you know the numbers and you're 612 00:31:22,720 --> 00:31:25,800 Speaker 1: kind of not like churning the gears and then you 613 00:31:26,320 --> 00:31:29,480 Speaker 1: look at the actual profit and you're like, yeah, fuck exactly. 614 00:31:29,520 --> 00:31:30,920 Speaker 3: So you look at your gross and you're like, yeah, 615 00:31:30,960 --> 00:31:32,400 Speaker 3: that's amazing, and then you look at your net and 616 00:31:32,440 --> 00:31:34,000 Speaker 3: you're like oh. 617 00:31:33,640 --> 00:31:36,840 Speaker 1: And like like high volume doesn't always mean best, so 618 00:31:37,120 --> 00:31:39,440 Speaker 1: that's like something you do have to be very conscious 619 00:31:39,480 --> 00:31:41,280 Speaker 1: of exactly. But do you want to just say so, 620 00:31:41,440 --> 00:31:46,480 Speaker 1: I know, last Black Friday, we tripled what we make called. 621 00:31:46,240 --> 00:31:50,040 Speaker 3: Our net revenue from the previous year, so we had 622 00:31:50,080 --> 00:31:50,560 Speaker 3: to set. 623 00:31:50,400 --> 00:31:52,040 Speaker 1: It was the girl year. We had to start a 624 00:31:52,080 --> 00:31:52,720 Speaker 1: realistic goal. 625 00:31:53,040 --> 00:31:54,520 Speaker 3: You know, you have to factor in a lot of things, 626 00:31:54,520 --> 00:31:57,280 Speaker 3: like this year has been interesting for eCOM. It's we've 627 00:31:57,280 --> 00:32:01,360 Speaker 3: seen definitely a slower burn than we did the previous year. 628 00:32:01,600 --> 00:32:05,200 Speaker 3: So yeah, transparently, I think we've got around one hundred 629 00:32:05,200 --> 00:32:08,240 Speaker 3: and twenty percent uplift goal of this year, which is 630 00:32:08,280 --> 00:32:08,960 Speaker 3: double on a bit. 631 00:32:09,440 --> 00:32:12,360 Speaker 1: It's a bit scary. Yeah, and also I feel like 632 00:32:12,400 --> 00:32:14,520 Speaker 1: some of that goal, like it honestly kind of doesn't 633 00:32:14,520 --> 00:32:16,920 Speaker 1: even make sense with how this year is gone. 634 00:32:16,960 --> 00:32:19,000 Speaker 3: But we've just gone fuck it, but we're like we 635 00:32:19,040 --> 00:32:21,800 Speaker 3: can do it. Something I would do though, Like if 636 00:32:21,800 --> 00:32:24,680 Speaker 3: you're an e comm business owner and you're listening to this, 637 00:32:24,840 --> 00:32:27,880 Speaker 3: something I would really consider, is I don't just set 638 00:32:27,920 --> 00:32:29,480 Speaker 3: that goal and then hope we get there at the 639 00:32:29,560 --> 00:32:31,880 Speaker 3: end of the sale. Like I will quite literally break 640 00:32:31,920 --> 00:32:35,200 Speaker 3: down the entire month of November and you set daily 641 00:32:35,560 --> 00:32:38,520 Speaker 3: budget targets, yeah, to see if you're on track, and 642 00:32:38,560 --> 00:32:42,000 Speaker 3: you kind of look daily what sales did you make 643 00:32:42,480 --> 00:32:45,200 Speaker 3: each day of November last year? And where can we 644 00:32:45,520 --> 00:32:48,200 Speaker 3: where can we spend, where can we you know, put 645 00:32:48,240 --> 00:32:50,920 Speaker 3: money into paid where can we you know, I've got 646 00:32:50,920 --> 00:32:53,520 Speaker 3: a list on our whiteboard of our organic and paid 647 00:32:53,560 --> 00:32:57,120 Speaker 3: marketing channels. We have around fifteen channels. There's a list there, 648 00:32:57,360 --> 00:32:59,520 Speaker 3: and right next to it is a bunch of content 649 00:32:59,560 --> 00:33:03,120 Speaker 3: angles so that we'll drive traffic, we'll drive conversion, and 650 00:33:03,440 --> 00:33:06,280 Speaker 3: we will filter that out throughout our sale, like during 651 00:33:06,320 --> 00:33:08,760 Speaker 3: the sale, like I'll come in every day at seven thirty, 652 00:33:09,040 --> 00:33:11,720 Speaker 3: I'll look at the previous day and I'll say, this 653 00:33:11,800 --> 00:33:13,440 Speaker 3: is where we need to improve on this day. Like 654 00:33:13,480 --> 00:33:15,600 Speaker 3: it's actually not set in stone and you just hope 655 00:33:15,640 --> 00:33:17,840 Speaker 3: that you get there, Like it quite literally is broken 656 00:33:17,960 --> 00:33:21,200 Speaker 3: down day by day and you're reevaluating every day. 657 00:33:21,640 --> 00:33:25,040 Speaker 1: Well. Even that's something me and mel were discussing in 658 00:33:25,040 --> 00:33:28,680 Speaker 1: one of our meetings because last Black Friday, I was 659 00:33:28,800 --> 00:33:29,760 Speaker 1: literally giving birth. 660 00:33:30,280 --> 00:33:32,320 Speaker 3: She quite literally was giving birth. I think the day 661 00:33:32,360 --> 00:33:34,440 Speaker 3: after Black Friday started, told me she was in hospital, 662 00:33:34,520 --> 00:33:35,680 Speaker 3: like on Black Friday. 663 00:33:35,800 --> 00:33:39,480 Speaker 1: Yeah, do not contact me. I'm giving birth. So last 664 00:33:39,800 --> 00:33:43,240 Speaker 1: Black Friday we were we had planned so far in advance, 665 00:33:43,240 --> 00:33:45,920 Speaker 1: obviously percize pregnant, and it was very different and it 666 00:33:45,960 --> 00:33:48,880 Speaker 1: was like very planned and that's it. But something that 667 00:33:48,920 --> 00:33:52,040 Speaker 1: we're doing this year, we want to be more reactive. Yeah, 668 00:33:52,080 --> 00:33:54,520 Speaker 1: And so me and Mel literally every day of Black Friday, 669 00:33:54,600 --> 00:33:56,600 Speaker 1: like we said, we're gonna have that little meeting and 670 00:33:56,760 --> 00:33:59,920 Speaker 1: just assess. And so Mel's got all her channels out with, 671 00:34:00,080 --> 00:34:04,160 Speaker 1: got all our content, content ideas, but also, like you said, 672 00:34:04,160 --> 00:34:07,360 Speaker 1: like be reactive where it's like literally okay, we can 673 00:34:07,400 --> 00:34:10,319 Speaker 1: see you know a drop, Yeah, where's. 674 00:34:10,000 --> 00:34:12,239 Speaker 3: Something, Yeah, like we can see you know, our site 675 00:34:12,239 --> 00:34:15,319 Speaker 3: traffic was nuts, but our conversion rate didn't reflect that. 676 00:34:15,480 --> 00:34:17,399 Speaker 3: How can we get people to convert on our site? 677 00:34:17,480 --> 00:34:18,880 Speaker 3: Is there something that we need to put on our 678 00:34:18,880 --> 00:34:22,839 Speaker 3: website to get that conversion or alternatively, are we just 679 00:34:22,880 --> 00:34:25,040 Speaker 3: not getting the site traffic that we need to. It 680 00:34:25,080 --> 00:34:28,120 Speaker 3: means we're not hitting our marketing channels. Those channels or 681 00:34:28,160 --> 00:34:30,279 Speaker 3: the paid channels, and we're not driving enough traffic over 682 00:34:30,320 --> 00:34:32,040 Speaker 3: to our site in the first place. How can we 683 00:34:32,080 --> 00:34:34,320 Speaker 3: do that? Where can we filter in these content angles? 684 00:34:34,360 --> 00:34:38,160 Speaker 3: Where can we push harder in that list of fifteen channels? 685 00:34:38,480 --> 00:34:41,280 Speaker 1: And it's going to be very interesting because I'm interested 686 00:34:41,320 --> 00:34:44,040 Speaker 1: to know if it does. Obviously I hope it does, 687 00:34:44,280 --> 00:34:46,880 Speaker 1: but if it does make a difference being so reactive 688 00:34:47,000 --> 00:34:49,759 Speaker 1: day to day rather than almost just like setting and 689 00:34:49,800 --> 00:34:53,000 Speaker 1: forgetting it, which has obviously done so well previously too. 690 00:34:53,360 --> 00:34:56,080 Speaker 1: So that's also something new we're trying. Is there anything 691 00:34:56,160 --> 00:34:58,319 Speaker 1: else new we're trying this year that you're like, I'm 692 00:34:58,360 --> 00:35:00,000 Speaker 1: really interested to see how this goes. 693 00:35:00,280 --> 00:35:03,440 Speaker 3: Something we're doing this year is it's the discounts, for example, 694 00:35:03,600 --> 00:35:06,160 Speaker 3: are automatic on the site. You don't have to apply 695 00:35:06,239 --> 00:35:08,399 Speaker 3: a code to that, so that we're really taking away 696 00:35:08,400 --> 00:35:10,960 Speaker 3: those barriers for people to get the discounts. So we 697 00:35:11,000 --> 00:35:13,719 Speaker 3: are locking a site for twenty four hours before the 698 00:35:13,719 --> 00:35:16,840 Speaker 3: sale starts so we can get our site prepared and 699 00:35:16,920 --> 00:35:19,120 Speaker 3: ready so that come Black Friday, so you literally won't 700 00:35:19,120 --> 00:35:20,719 Speaker 3: be able to purchase or get on our site for 701 00:35:20,760 --> 00:35:23,400 Speaker 3: the whole twenty four hours. That means zero sales for 702 00:35:23,480 --> 00:35:28,760 Speaker 3: the entire day before Black Friday exciting. Yeah, I'm like cool. 703 00:35:28,840 --> 00:35:30,000 Speaker 3: We can't like cool? 704 00:35:30,960 --> 00:35:34,279 Speaker 1: Yeap our tears just asked, what is your favorite Black 705 00:35:34,320 --> 00:35:37,239 Speaker 1: Friday strategy that we haven't done that you've seen other 706 00:35:37,280 --> 00:35:37,719 Speaker 1: people do. 707 00:35:38,320 --> 00:35:40,400 Speaker 3: Something that I think is really smart that I actually 708 00:35:40,440 --> 00:35:44,200 Speaker 3: saw last year was I think it was Muscle Nation. 709 00:35:44,560 --> 00:35:47,640 Speaker 3: They during their sale one of the biggest incentives to 710 00:35:47,680 --> 00:35:50,719 Speaker 3: purchase was they were giving away ten thousand dollars. So 711 00:35:51,400 --> 00:35:55,200 Speaker 3: the more I remember, say, for example, fifty dollars equaled 712 00:35:55,239 --> 00:35:58,200 Speaker 3: one point equal to one entry yep, so you had 713 00:35:58,239 --> 00:36:00,640 Speaker 3: to purchase, like it drove us. Not only did it 714 00:36:00,719 --> 00:36:02,839 Speaker 3: drive up AOV, but it was like, shit, I got 715 00:36:02,840 --> 00:36:04,040 Speaker 3: to get my hat in the ring. I've got to 716 00:36:04,080 --> 00:36:05,680 Speaker 3: make a purchase so that my hat's in the ring 717 00:36:05,719 --> 00:36:08,600 Speaker 3: doing ten thousand dollars. So that's a really really It 718 00:36:08,680 --> 00:36:11,240 Speaker 3: kind of reminded me of our New Beginning Scrant strategy, 719 00:36:11,400 --> 00:36:14,840 Speaker 3: but it was centered around a sale, which really realistically like, 720 00:36:14,840 --> 00:36:16,799 Speaker 3: if you want legion and if you want conversion, that's 721 00:36:16,800 --> 00:36:18,880 Speaker 3: the best time to do it. So I did froth 722 00:36:18,880 --> 00:36:22,080 Speaker 3: that one love might try it. 723 00:36:23,400 --> 00:36:28,520 Speaker 1: Whoa whoa, whoa, whoa whoa. I love So I feel like, yeah, 724 00:36:28,560 --> 00:36:31,040 Speaker 1: I feel like we've gone through everything so insightful. We've 725 00:36:31,080 --> 00:36:34,240 Speaker 1: literally just told you, guys, everything no gate keeping here. 726 00:36:34,920 --> 00:36:37,640 Speaker 3: In up to fifty percent off sit wide and you 727 00:36:37,640 --> 00:36:40,800 Speaker 3: can purchase our mystery mid milk through the app. Guys, 728 00:36:41,000 --> 00:36:43,560 Speaker 3: it's going to sell out. You have to get on it. 729 00:36:43,760 --> 00:36:46,319 Speaker 3: If you don't, you're going to be very disappointed when 730 00:36:46,400 --> 00:36:49,480 Speaker 3: you see everyone else trying it and we're reposting their 731 00:36:49,560 --> 00:36:53,080 Speaker 3: fun stuff. And also just what I like if you've 732 00:36:53,080 --> 00:36:55,440 Speaker 3: gotten not a lot happening in your life, Like what 733 00:36:55,520 --> 00:36:57,080 Speaker 3: a fun thing? So fun? 734 00:36:57,520 --> 00:36:59,840 Speaker 1: And I also like as you try it, before you 735 00:37:00,040 --> 00:37:02,759 Speaker 1: peel off the sticker, try and guess the flavor and 736 00:37:02,760 --> 00:37:07,360 Speaker 1: then like message me yeah mensage us on Instagram and 737 00:37:06,200 --> 00:37:09,520 Speaker 1: I and tell us because I'm like genuinely, I'm like. 738 00:37:09,680 --> 00:37:13,160 Speaker 3: Same, so so excited. I'm so excited. The team actually 739 00:37:13,480 --> 00:37:15,440 Speaker 3: we haven't let them try yet, so like you're listening 740 00:37:15,440 --> 00:37:17,960 Speaker 3: to this, we're recording this, what two weeks ago from 741 00:37:18,000 --> 00:37:20,200 Speaker 3: when you're listening this, Yeah, a couple Georgie Cooper and 742 00:37:20,239 --> 00:37:23,320 Speaker 3: I and I think a couple of other team members 743 00:37:23,360 --> 00:37:26,040 Speaker 3: have but not everyone's tried it, and where this week 744 00:37:26,080 --> 00:37:28,640 Speaker 3: we're getting them to do a first impressions, which we 745 00:37:28,680 --> 00:37:31,280 Speaker 3: are going to post, which will be so really interesting 746 00:37:31,400 --> 00:37:34,920 Speaker 3: to see what their impressions are. I know I can't waiting, 747 00:37:35,040 --> 00:37:37,000 Speaker 3: and it is like it is the best time because 748 00:37:37,040 --> 00:37:39,759 Speaker 3: I know this year it's been a lot, and you 749 00:37:39,760 --> 00:37:42,319 Speaker 3: know we want you to get a deal and this 750 00:37:42,400 --> 00:37:45,960 Speaker 3: is the best guy anything. Get your presies. 751 00:37:46,920 --> 00:37:48,319 Speaker 1: Such a good Christmass. 752 00:37:48,600 --> 00:37:50,960 Speaker 3: That's actually seven weeks until Christmas. I think, get your 753 00:37:51,000 --> 00:37:53,759 Speaker 3: Christmas shopping sorted. Something I said to Ellie is like 754 00:37:53,880 --> 00:37:57,000 Speaker 3: Black Friday sales. Can you remind me to do my Christmas? Absolutely? 755 00:37:57,040 --> 00:38:00,759 Speaker 3: I'm steady early November when I'm sure, because I don't 756 00:38:00,760 --> 00:38:02,919 Speaker 3: want to do it in December. Things are sold out 757 00:38:03,200 --> 00:38:05,279 Speaker 3: and they don't come in time post off day. 758 00:38:05,440 --> 00:38:08,320 Speaker 1: Way you can catch me to shopping center December. No chance, 759 00:38:08,640 --> 00:38:11,360 Speaker 1: no chance, no chance. All right, my love, Thank you 760 00:38:11,400 --> 00:38:14,000 Speaker 1: so much for joining us. It's always so much fun. 761 00:38:14,440 --> 00:38:16,799 Speaker 1: But I hope you guys enjoyed this, and please let 762 00:38:16,840 --> 00:38:19,520 Speaker 1: us know if you like these, like very transparent here's 763 00:38:19,560 --> 00:38:22,440 Speaker 1: our strategy sort of episodes, because yeah, they're a bit 764 00:38:22,440 --> 00:38:25,840 Speaker 1: of fun. Helping his sister out enjoy Thanks so much, 765 00:38:31,440 --> 00:38:34,960 Speaker 1: Thank you so much for listening to another episode of 766 00:38:35,000 --> 00:38:38,160 Speaker 1: the Rise and Conquer podcast. If you enjoyed it and 767 00:38:38,239 --> 00:38:41,879 Speaker 1: want more, come connect with us on Instagram at Rise 768 00:38:41,960 --> 00:38:46,360 Speaker 1: Andconquer dot podcast and join our Facebook discussion group, a 769 00:38:46,480 --> 00:38:50,719 Speaker 1: Rise and Concer podcast community. We're an independent podcast and 770 00:38:50,760 --> 00:38:53,319 Speaker 1: we have a small team, so we do appreciate your 771 00:38:53,360 --> 00:38:56,000 Speaker 1: time and support. If you have a spare moment, a 772 00:38:56,120 --> 00:39:00,359 Speaker 1: follow or subscribe on whatever platform you listen to would 773 00:39:00,400 --> 00:39:04,400 Speaker 1: be so amazing, And look, if you're feeling extra kind, 774 00:39:04,600 --> 00:39:07,520 Speaker 1: a review on Apple Podcasts would be great.