I know that we do a lot of digital advertising, digital marketing. We have two different agencies as myself focusing on pretty much YouTube ads solely, but I'm about getting traffic. Yours does a lot of things and also specializes a lot in turning traffic into, into sales but why do you think that offline to online is so important, as of like today I'm in marketing and advertising in general.
Speaker 3: (00:34)
Well, he's interesting because frankly offline advertising is as important now as it ever has been. Really there's, I mean there's so many channels these days that you could go and, and, market to, to, to try and find your ideal audience but although they may certainly be, you know, that may, they may be those channels may be Facebook, Google, so and so forth, maybe, great channels for you to, to, to great, you know, places to find your ideal customers we found that doing some form of offline advertising and lead generation based advertising is extremely effective. And, really we can dial straight into finding and getting the attention of, people that have a propensity to, buy or be interested in what we've got to offer and that's quite exciting but also it's something usually when you start talking about offline advertising, often people are sometimes quite well.
Speaker 3: (01:51)
It asks the question, does it still work? Number one, you know, does newspaper advertising, magazine advertising, does buying data, you know, still work, does direct mail still wear? And, it is certainly a common misconception that direct mail is dead. I can absolutely tell you that for sure and, to back that up, I'm gonna kind of share a few things here actually somebody that we work with, present is, had just run a campaign in a very similar fashion to what we're going to talk about here and actually got a 1,906, a 76% return on investment, from there, that their spend their expenses.
Speaker 2: (02:41)
So is that from direct mail you say?
Speaker 3: (02:43)
Yeah, a and as you put it, it's a, a way of not doing necessarily mail order but actually driving leads, offline, back online. So we're, we're driving people, for offline, online. And so the, the conversion, the point where we actually generate that lead is, online on an actual website and we're, and we're gonna talk through that process of, of what we did, how we did it and more importantly why it works so well. Of course.
Speaker 2: (03:18)
Do you know, I think it's really important because I, day to day, I focus purely online. That's my focus. So I never even consider offline. It's, I see it everywhere. I buy loads of stuff because of adverts. I see everywhere I don't think it tends to get that much stuff to the door, but I think that's exactly the point, right? Like it's advertising and marketing as you're kind of getting in front of people, getting, you're getting the attention of the eyeballs and making sure that your message gets through to people. And when people see loads of emails everyday when people see loads of adverts on Facebook and most of them adverts on YouTube and everywhere, a lot of it can become a bit of a wash, right? It's like, ah, again, just like lots more noise and to break through that, that's kind of not easy to do sometimes.
Speaker 2: (03:58)
That's why there are agencies doing this stuff every day. But the beauty of like direct mail and getting in front of people on an offline way is can, can work. Like particularly wanting sums of grabbing attention. But it's tough. It's, I want to be a, I want to talk about how you do it, but also kind of your strategies you put in place that allows that interaction to work, to go from offline to online and get the conversions working in that front. Because that is genuinely really interesting unlike your usual stuff, I'll either, it's just a lot of, it's amazing. Yeah. I just felt myself going there. I had to go there, you know? Yeah, I know. That's fair.
Speaker 3: (04:35)
That's fair. I mean, we never quite know where this is going to go, but that would have been to a very dark place.
Speaker 4: (04:40)
But, so yeah, what I think is what, what, what is certainly prevalent in these types of campaigns is that there's, there's never a time, more, more where you really need to consider and get, get this, this part right, of really understanding the market that you're going after and knowing what message it is that you are going to present to that market, to, to hook them in, to, to what you've got to offer and of course the media aspect that the, this kind of the, you know, the, the marketing one, Oh, one of the results triangle of market message media, is, is, is another part of the equation. But it's a, it's a common misconception, and fallacy I suppose that, as a, as a marketer, you're taught to spend a lot of time on the message, a lot of time on, crafting, you know, a very compelling message to try and get people to do what you want them to.
Speaker 3: (05:52)
And copywriting is, is certainly very important and I'm not saying that it isn't, but what I am saying is that the, if you look at a successful campaigns and we run a lot of different marketing campaigns both online and offline, and so we get to aggregate a lot of things, that, that work, but also that don't work as well. And we get to do a bit of retrospective on the reasons why they did or didn't work for whatever reason. And I can wholeheartedly tell you that, the list, the actual, the, the people that you're sending it to, the audience that you're trying to attract, the market is probably accountable for around 60% of the success in any given campaign. It will always will be and you know, given that, you know, you've got to pay a lot of attention to it, you've got to really think about who it is that you're marketing to because the best message in the world to the wrong people is just going to fall on deaf ears and not really get, get any level of traction.
Speaker 3: (06:59)
So the first part, the first part of this is really thinking about who is it that I'm going after and, and when you thinking about how you could best leverage or possibly use or even entertain the idea of doing any offline advertising especially when it comes to driving them online is thinking about, okay, is this going to be a way to generate leads out of my existing list that I have? Because most people have a database if they're doing the right kind of activity, generating leads online or whatever it is. And you want to start thinking about, you know, you probably should be doing some kind of multistep process online to capture mailing address details. If you're not often, if you've got this idea of doing what I'm just about to talk about, you can often prime your list, meaning you can use it as a way or an excuse to capture more information by sending them something that requires them to put their information.
Speaker 3: (08:01)
And you might have an email address for somebody. So a good idea is to send them some, send them to a landing page where they can give you their full address information in exchange for something that you're going to send them offline. Now that might not be part of the campaign. It's just a clever way of converting some of that house lists to give you their mailing address details so that you can follow up in a different modality. The second is thinking more about taking a, or buying or procuring a list. Actually I'm working with either a list broker or doing it yourself or if you're working, if you're, if you're in the States and listening to this or Canada, some great lists, brokers obviously that you can get that's very segmented to, to find your target audience, both demographic and psychographic information. You can, you can really drill down into, in the UK I'll give people a bit of a resource of the people will become familiar with experience I'm sure.
Speaker 3: (09:00)
And they have something called a B2B prospector. And on there you can simply go in, look at the categories of business that you're looking to try and attract. And really drill down into, you know, how many employees do they have, what's their turnover, what is it, you know, the category of business, that we're trying to get. And you can actually get an account of people who, you know, you obviously want to try and target. So, that's a great way to get that list from there, then you'll really start to think about what's the message? What's the thing that's going to hook people in to drive people, to, take some form of action and you know, in some cases it's going to be, or in most cases it's going to be to generate a lead to take people out of that cold list that you've bought and actually generate a lead or if it's from your house. So this generates interest for that particular promotional campaign and that's really the, the, the next step of the process.
Speaker 2: (10:02)
Cool. So, okay, so, so up to where we are right now, we've, we've got to the point where we're saying, okay, so you need a list to begin with that you can send stuff to. Are they going to buy that list somewhere? Like experiences in the U K was good but you elsewhere in the U S and Canada, they've got the big data they can get access to as well as you're gonna have to purchase that list and using that way if you've got a house list and you can send people, cause you got enough detail from them, great. Do that. If you haven't got the address details yet, just yet, send them to a landing page of some sort that kind of gives them some sort of offer in exchange for more of the details that you can then send them as well so that's kind of like gathering a list that you can send promotions to. Once you've got that list, then you'll start to think about what your message is going to be. And also did you say also where you're going to send the traffic? Are you going to get onto that in just a second?
Speaker 3: (10:48)
Yeah, sure. And I think, I think it's important that before you kind of do any of this stuff, you've got to think about, you know, all ultimately what's the angle, what's the, what's the objective that you're trying to reach? Okay. So that was something we might, might have, you know, should have possibly clarified know what's the outcome and, you know, I've got a formula that we've spoken about before many times the, Fs, MC formula in previous episodes we've, we've spoken about it where you're really thinking about the, the finish point first the, the, you know, you're thinking about where am I ultimately trying to get them to, and then what are the contingencies that lie between kind of the start point and the actually getting there. But, if people want to go back on and check that out, they should definitely do that.
Speaker 3: (11:37)
So let's kind of dig in a little bit further to this message. So, you know, all of the common things apply really if you're trying to generate a lead, you want to be giving information first. And most of these things are infamous information, first led, offers. So maybe it's say a free report, or it's some kind of free guide that you're giving away, that you're enticing somebody to actually go in and take action on and going download. So, really there are lots of different types of tactics that come around how you get people there. One that we use a lot is using pills, personal URLs. So, you can make it look as if you've actually made a specific website or most for that person. You know, I'll have their name or their company name in it and you can tell them to, to go and watch that personalized video for example, on that page, I definitely increases the likelihood of them going to go and do that and gives you the level of trackability that you want ultimately knowing when they got there and how well that worked as well.
Speaker 2: (12:52)
So that's, that'd be like something like abc.com or your website.com/tom breeze for example. Yeah, well it might be more like a subdomain, like Tom breeze.com you, Tom Brady's dot path to purchase.com for example and I would say, Oh, that's clever. Okay, cool.
Speaker 3: (13:09)
Yeah. And, and that, that, that kind of definitely works well if it's been used, as a call to action, on a sales letter or a postcard, really whatever the media is that you use and, it's, it's all good and there's a, there's a service out there that makes it really super easy to not only do the Pearl setup, but also the actual page itself called per alum and he, you, Oh, owl E M and Pearl, and allows you to simply take this data, put it into a spreadsheet, and and, and use that to generate the pearls for you. And it was all the tax setup for you. It's really easy to work with, integrates with lots of different things, really super easy to deal with. So, Oh, sweet. Okay. That's listening in. Hopefully that's a good little lab result for you. pelham.com and also hi to Brittany as well. Hey guys, have you well, and we've got more people coming in all the time, but I can't see everybody, so I didn't see the comments. So make sure you come and say hello when you arrive so we can, welcome you in but that only carries on great content so far. I'm learning a lot. And what about the actual like, so I get the idea of like having the Pearl in the actual copy. So it's like his Tom breeze dot forward slash Oh, sorry, Tom, breeze dot website.com or whatever it might be. So I feel like it's my personal link to click on. What about, what actually you're sending. So do you go straight for a hard sell? Do you look to build content in the, in the promotion you're sending out? What, what's like the best thing to do when you'd like to send that first piece mail out?
Speaker 3: (14:52)
Sure. So a typical kind of mail order thing would be that you would probably be getting them to go and make some kind of purchase. Usually it would be some sort of self liquidating offer. If it was like a mail order thing that people have seen in the past, maybe it's a post and packaging author or something like that. And th the, the, the, the results of that are very much based on could we liquidate the cost of that mailing on the front end knowing that there's some kind of Ascension ladder or there is somewhere where you're ultimately trying to take people to. And, and so, it depends on your business model and so that there can be a case that you're taking people straight to an offer. But in, in a, in a lot of ways we're leading usually with free information first.
Speaker 3: (15:37)
And in doing sideways, we're basically getting people that are raising their hand for that information to intentionally take them, to into a campaign that's going to convert them to a customer. And quite often in the example that I gave you of 1900 or so percent ROI, it's a high ticket there's no, you know, low end offer we're taking people straight into buying a business opportunity. So I just wanted to kind of show this as an example that even if you're selling something of quite, you know, three to, you know, six, $7,000 or more, that this still works and actually in a way, we found this to work better than anything else for selling this, this particular type of, of, opportunity and service. So, okay. So just before we get into it, just, just give me some context before, so you had your list that you're going to send this package to. What, what was the thing you were sending and was it like a leaflet or was it a letter or what was, what were you sending it and how did, how did like land on my front door basically?
Speaker 3: (16:49)
Yeah, sure. So a really great question. The first step was a sales letter, and it was just to give people an idea for the length of it. It was a, from memory an eight page sales letter. Now that might sound quite long, certainly for a lead generation piece, it seemed quite long. Something that you should never, ever overlook is the fact that it can sometimes take that much consumption of your message to actually sell them on the idea of actually going and giving their information again to receive something else. And so you should never have a discount long copy because you know, you've got to try to move somebody towards taking action. And that's why, you know, the, the same principles of even on a landing page these days, you've almost got to do, you've got to prime them or teach them and entice them to really give their information.
Speaker 3: (17:49)
You know, even if you already have it and you've procured it, don't ever think that that's still not a job you have to do so it's a big, you know, it's a big consideration, really for, for, for, for us, and, and really depends on really, it doesn't matter what ever campaign you're doing in regards to driving people offline. Online is, is doing. MultiSteps you will, if you decide that you want to go ahead and use this and, and, and put it into place in your business. The fact is, is that most people will write a piece of marketing material and it they think it's kinda just one and done, you know, they get it out there they're hoping that they're going to get some results from it and it's quite frankly, they're going to be leaving a whole load of money on the table by only doing a one one piece mailer.
Speaker 3: (18:48)
You know, for us in, and especially within this particular example, we did three steps sales letter. Then the second step was more of a micro sales that are a two page sales letter that summarize what it was that they were going to go and claim online. And then the third step was a simple postcard. And the beauty is as well in terms of creating these things from a copy perspective, once you've actually written that, that first bit of lead generation copy, often they just cascade into each other. You're just reminding them of what they're missing out on, by, by, by not taking advantage of it especially works well if you're also putting a deadline to it as well and all that. There's some limited, you know, there's some, they're in short supply or whatever, whatever it may be in this particular example that we were telling them to go online to, to download a, a free guide.
Speaker 3: (19:37)
And that free guide in itself is actually a frame sales letter, which is a little trick there because of course they think that they're coming in to actually get something of value. And there is content in there. There are case studies in that. But really what we're doing is, and, and I'm really gonna kind of just pull back the curtain on why this was so successful in, in a few moments. But, really what we're doing is, is we are revalidating the people that are coming out of that list the, the, the people that are gonna be doing that are the hottest people and so, at that point, really, you know, we want to be thinking about how we can now structure the backend of that once they've responded, to, to follow up effectively to, convert somebody to a sale.
Speaker 2: (20:29)
So. Okay, so, so what you've done is you, you're going to send three pieces of direct mail out, three different types of formats as well. So you said that one was a sales letter one was a, what was the other one? That they sent a postcard, slightly smaller version of the main sales letter.
Speaker 2: (20:45)
Got it. Okay, cool. So you send those three, three bits out and you'll send an each one of those got the pearls that's gonna send them through to a landing page that is capturable. I think it's, I think it's key to remember this, having multiple ways for somebody to respond will always increase response. So, in this example we used a, telephone tracking number as well, so somebody could actually phone in to actually claim that free guide, that we were offering as well there and that also we, we actually had, the majority of the people that came through one timeline, and we made it very easy for them to do that with the Pearl. There's a bit of curious curiosity there as opposed to to to call in, but some people did call. So you, you know, when you're reading to me, when you get some in the mail, you've got to think about what's going on in somebody's mind or where they are at that given time. You know, and the fact is they're not that far away from a phone. Everybody's got one in their pocket to make that call. So some people are obviously going to do that and the harder you make it for somebody to type in along vanity URL, you know, you're gonna lose people and you definitely gonna lose a retention which you don't want to do. So those are the few little tips that are as part of this, the sequencing here of, of getting things set up.
Speaker 2: (22:08)
One of the, one of the really interesting things, that I think happens a lot in the digital marketing space or the the, especially when it comes to copywriting and thinking as well, I think that people spend like let's say 90% of their time on the copy and try and get that absolutely perfect and they forget about actually the delivery or they forget about how easy it is to actually go and make the purchase or the sale. And I'll tell you what, like if people focused more on making it easy for the customer, they'll make many more sales. It's like the number of times I want something, I'm online, I'm ready to buy it and they ask for too many details from me or just seems like it's too many steps. I leave and I find a product elsewhere. It's going by, I'll tell you what, like the number of times if you make something super easy for somebody, I think we all can be guilty of it, of not making it super easy. But when you do make it super easy and it's just a few clicks and you're done, life is so easy. So, and you get many more conversions as well. So I know that that is a big part of this as well. I'm making it easy and it gets better conversions that you just quit already said.
Speaker 3: (23:05)
Oh totally. 100%. What I'm just about to talk about now though is, is the, the, the, the secret sauce so to speak. And aye this took us a little bit of time to work out and so just just say that again only cause I think we lost you there for a second to get the secret sauce and you disappeared.
Speaker 3: (23:30)
I'm really, okay. This took us a little bit of time to work out and to really prove the, the, the, there was some method behind, what I'm going to share with you here and that was this, that the fact that somebody has, you've sent something to somebody, they've responded to you through an offline mechanism. They've, they've received something in the mail, and they've gone online to go and take advantage of it whatever it may be the fact that they've done that tells us something about them. It tells us that they, we'll read the mail, because that's how they responded. So it makes sense for us to make sure that when we're now asking for them to take advantage of what the ultimate offers going to be is that there is going to be that congruent TSE from how they'd initially responded to.
Speaker 3: (24:34)
Mmm. Us delivering the, the, the sales message to them. So we're not just going to, now that we've got them online, we're not just going to start sending emails to them or even inviting them to webinars or whatever it may be. We're actually now going to go back offline again. So what you've actually got here is a, a sequence that goes offline to online and then back offline again to actually make the sale and part of that is knowing your audience as well. In this particular case, you know, there is some degree of evaluation and when people are valuing things, it's difficult to go through it, a 28 page PDF of all the information. And so it makes sense for us because we know everything that, you know, we've thought about the challenges, we've thought about the objection, we've thought about the reasons why they might not respond and what we, you know, decided to do to, to, to get through that is actually put together, that offline mail package that's going to break through all of that so they can fully, take advantage of the offer and we can shorten the lead to buy a time that the, the would usually occur, by, by going back offline again.
Speaker 5: (26:06)
Interesting. Okay. So you're going from offline promotion, they go online to, to kind of register their interest and you go back offline with your promotion and because you're getting back in front of them, knowing that they consume that information in an effective manner offline, you know, you're gonna have a, probably a better connection there and better delivery right there as well.
Speaker 3: (26:23)
Totally. And you know that they're waiting for it. They are anticipating, you know, that coming and so it works so well for us. So I think the, the key thing that you need to do then, knowing that they responded in that way, you now then need to make sure that you continue to follow up. The follow up is so important. Thinking about those contingencies where people are not responding, you know, and get yourself back in front of them because you know, that's how they originally responded. One thing that you don't know is, you know, with sending emails, you know, there is often, you know, not often deliverability, but I mean, let's face it, everybody's getting a lot of emails and, everybody's, you know, crying out for everybody's attention this way, it's one, sure. Fire away to make sure that you've got the eyeballs on your offer, for, for people to, to take advantage of, of course. So when it comes to your promotion that you did recently, as your case study, what was it that you actually sent out? It was like the Seattle sales letter, a mini sales letter, and then a postcard. What were they, what were they registering online for? What would they get?
Speaker 3: (27:35)
Yeah, they, they were actually registering for a fast start, business, pack, basically an information pack, a full information pack but, what we, what that came in the form of was basically a shock and awe box, a box which contain not only the free report, the fast start guide, but also, how, but also the testimonial booklet, the, an an audio CD from the, from the owner of the business also, it had got, not just the, the testimonials, but it also got a specific case study piece of collateral that came with it as well. That really kind of dispelled and a lot of the challenges and objections that people would usually have with taking, you know, people upon this particular opportunity. And more importantly, it came with a, a time sensitive offer, with some additional bonuses, that you could take advantage of by, by taking action sooner rather than later as well.
Speaker 3: (28:49)
And, you know, one thing that that meant was we were actually only dealing with a very small amount of people. We were delivering it to, you know, the, the fact is here, you know, these, these types of promotions cost a lot of money and so, you know, there's nothing wrong with that as long as you know your numbers, but you know, the, and all boxes, put together in a very specific way and we wanted to make sure that whoever we were sending them to, would, you know, certainly be, you know, the, the, likely a candidate for the opportunity what was probably quite interesting for people on the, on this listening to this right now, is that, only 20% of all the sales came from that box, that first box the 80% of the sales came from the rest of the followup, that came both online and offline simultaneously in a multistep fashion over a 21 day period after they'd initially responded. So, there was a long hail a followup to get somebody to convert leading all the way to the, that deadline that we'd defined from the moment that they'd, they, they responded in the first place.
Speaker 5: (30:17)
Nice. Okay, cool. So you've got, some, three pieces of mail that go out should they register for the business box then, they get that sent out to them as like a shotgun or box, amazing content in there, really good sales material in there as well. And then, you've got three weeks of followup by kind of, by email and also phone. Did you say as well?
Speaker 3: (30:38)
Yeah, so what was quite interesting wasn't, and this is probably something we can talk about in another episode, is we do a lot of lead scoring. So, you know, we don't want to be giving our sales team, if it's a saw or if it's one of our clients, you know, not wow qualified leads. So throughout all the online followup that we were tracking, if they were opening, if they were clicking, if they were consuming stuff that we were sending, that then essentially allowed the cream to the white rice at the top. So it made sense that if they haven't converted, we could send those leads over to the sales team to actually, close them, over the phone so there was all different, all of these different modalities, which are, the leave is, you know, always been a big believer in this, that, the reason why it responded so well for us.
Speaker 5: (31:30)
That's cool. Okay, cool. So they applied for the box. You send out those shotgun old boxes, you've got the followup for three weeks and then through that process from going offline to online to offline, again, the ROI was like 1400% or something.
Speaker 3: (31:43)
Well it was actually, it was actually more than that so it was 1900. Oh no. Yeah, 1976%. So it was pretty good so just, just for the, for the math head on that, cause I've got it on my screen here. There was 2000 and, 2000, 840, spent and 58,000, 971, revenue so was that less primed for this promotion or were they, were they like cold prospects or were they like, where are they? Like, just so I've got an idea of what to expect. Should I go and do one of these? Yeah, yeah.
Speaker 3: (32:24)
Really interestingly, none of them were, had previously been a buyer or a customer before. Okay it was not a, a procured list. Meaning it wasn't a bought list. It wasn't a cold list completely but this person, this client in particular that we worked with was getting diminishing returns when it came to that emails their open rates were low, but they did have mailing address for some of their house list. So we initially went out there with a book author a few months before, to get their mailing address. And then once we got that, we then use that, use that then to our advantage to begin sending this, these lead generation pieces to get people to respond for this, for, for the, for the business starter guide.
Speaker 5: (33:20)
Nice. Okay, cool. So then they knew the business, they, but they hadn't yet bought anything. So it was like a, it was a tepid lest almost, yeah. Okay, cool.
Speaker 3: (33:30)
Trust him. There were a lot of people that were not opening any emails. They were marketable, but they were unengaged, meaning, you know, although they adopted in at some point they were so they were marketable. They just didn't engage. They were cold so we thought this was, you know, a prime opportunity to do that. I think probably the, the most telling thing and the thing that I'd say to anybody listening to this right now and thinking how, how could they do this? Even if their list was small, there was only, okay. There was only a list of 930 people that we sent the initial direct mail to. Okay. So, the initial direct mail, there was 900 of those or so, and then we sent three lots of direct mail to that, that, that, that list. So it wasn't manic and out of it came 75 people. So you know, that's not a lot of people that you lead generated two gaps that she huge ROI and it just goes to show that even if the list is small, if the message is it, well first of all, if the list is good, if the message is right and you're using this multi-step multimedia approach, you can get some fantastic results and high ticket item as well. I think that's kind of a very important part of it.
Speaker 3: (34:53)
And yes, and beyond the initial purchase of the high ticket item that they were ultimately buying, there was also a scripted, upsell and down sell process to maximize the value of those people as well when they came in so the, you know, there was a, a huge opportunity that, to, to really get some great value out of that list.
Speaker 5: (35:20)
Okay, cool. So based on that information, if you were, if it was going to be a new person listening to this call maybe and thinks to themselves. All right, well look, I'm interested in sending my first direct mail piece out the like quickly in like half a minute. Give me the kind of top end, like here's what you should be thinking about. What should you do and why, where should you go and start this off?
Speaker 3: (35:41)
Okay. So number one would be, you've got two choices or you could do both. One is to go and purchase a list, and set your, you're mailing pieces to drive people online to take advantage of an offer. Or you could send your house list, meaning people already on your database, those mailing pieces, if you have their mailing details. If you don't, then, use some kind of ploy or opportunity to ask for that information so you can send the pieces [inaudible].
Speaker 5: (36:18)
Got it. Yup. Okay. Second step. Second step is to decide what they're responding to, and make sure that the response mechanism is tracked. So if that be a pill, or whether it be a tracking number, whatever it may be, you want to make sure that you're tracking yet, when somebody comes and, requests that information the, the, the third thing if I want number three, is to think about the followup. What's the followup that you need to do, to, to convert those people now that they've raised their hand, and are interested in that particular offer. So what do you, you know, what, how many steps over what given period of time, are you going to send, to a fan? Essentially convert them into becoming a customer?
Speaker 5: (37:17)
Nice. Okay. Perfect. Any other steps? Anything else to think about?
Speaker 3: (37:20)
I think that it's, it's so important to mix up, the, the, the media, you know, I think that, you know, go, not going back offline after you've generated the lead online is a really big mistake, because there's that congruent C over how they initially responded in the first place. So that that's, that's definitely a trick there and making sure that you're, you know, you've now got these mailing address, you've got their email address and you've got the phone number. So arguably you can definitely follow up via text message. You can follow up via, via an outbound call. You can send direct mail, you can send emails to them. So it really opens up the opportunities to you far greater than, you know, the, the possibly would be in the digital space of, you know, having to take people through multiple, multiple steps in doing this by virtue of the fact of how he doing it gives you a real opportunity.
Speaker 5: (38:19)
Awesome. So good. Oli. As always, really good content. I E I now have been making notes as I've been going as well and being kind of like, I'm going to be putting this into play and using some offline, so online, back onto offline marketing and putting into place, as always, thank you so much for the content and, anybody's listening in. Thank you for your questions. I think we've had some technical difficulties with, some, I think the storms coming into the UK here. So I think a lot of people would be dropped out a little bit at some points. I think we've been clean, which is good. But, yeah, I'll, I'll, hopefully we can connect with those people again, but yeah. Thank you very much for listening and if you've been listening in, and I'll see you Oli in the next episode. Thanks Tom.