2024 Best Year Yet - Day 3

Foreign.

Go. Hey, guys. Welcome back. How's it going? Good to see your faces. You see those cameras coming on? Good to see you. All right, I love you guys are so quick. Like you're here. You're the early ones. You got like front of the class. Perfect. Marie, Taylor K. Hi, guys. Welcome back. All right, let's do some sharing, huh? Question of the day is what is the biggest aha moment you've had so far and what have you implemented? So I would love for you guys to drop that in the chat, drop your states, where you're from, what your business name is again too. I think that's always great to see who's here, connect with some people that are local to you as well. And then we'll do hands up. So if anyone wants to raise their hand and share something that's been an aha moment for you or something that you've already taken action on, I would love to. To cheer you on and hear about it. O Wisconsin in the house. Good morning. Hello. All right, anyone brave want to put their hand up and get called on right away this morning? Last day, best day. By the way, it's always a serious people that show up on day three. So I love that. I love that you guys are here. Anyone brave enough to get called on yet? Am I gonna have to start calling on people? Oh, no. Someone raised their hand. Oh, there we go. Okay. Sorry. Kay. I see you. It was a Google Analytics for me. I thought I had that all set up, ready to go and it wasn't, so. So thanks for that, Jeff. So hopefully today I'm like, why aren't I getting any information back? Well, now I know why. Because it wasn't set up so well.

Just, you know, that's only happened to me 500 times. So like I thought I had it all set up and went back and realized that it wasn't so good for you.

Yeah, there's still a lot to do. I'm still overwhelmed. I'm all excited and it's like, okay, now it's a squirrel of like what to do first. So just to focus and write a to do list and top priority. So that's where I'm at and still run the store.

But awesome.

Love that. Where are you at? North Dakota. Grand Forks. Oh, perfect. So I actually. Yep. I'm. Yeah. Yep. So Scott Martin. You know Scott? Yeah, he's married to my, well, ex sister in law. But yeah, so I've been to Bowman to rodeo. My daughter's high school rodeoed as well. You guys this is the thing about North Dakota. Either we know the same people, we had college roommates in common, or we're related.

Yep.

Like that's it. Everyone's connected. It's not even seven degrees of bacon. It's like one.

Okay, so good.

Well, thanks for being here. K. So thank you, guys. All right, Tori, I see your hand up, by the way. Tori, before you start speaking, if you are struggling with Google Analytics, I just want to mention this. I saw a lot of questions yesterday and then a whole bunch of questions in our groups. I made a thread this morning for members of the Boutique Hub. I pinned it to the top of the members only group and I put in the two videos from Jeff. Video of how to do G4 GA4, and then how to do it. If you've never installed Google Analytics from the start, there's two videos. If you have questions, that's the one spot. Jeff has the ability to go and answer a bunch of questions on a thread. Otherwise, you guys, his email inbox is bonkers. So I would suggest you go there if you don't get it answered on the call today, and then we will email out those two videos as well. So we'll try to make that easy. It's in the members only group for members of the hub. That's where it's at. All right.

Just one other thing on that, actually. So, like, inside of Retail Bootcamp this semester, like with all the changes on Google, that's going to be one of the big focuses. So if you're not in there yet and you haven't checked it out yet, make sure you make sure you do because there's just so much opportunity on Google this quarter.

Yeah, the whole perspectives thing, I know you're working on that as well. There'll be a lot of talk and opportunity there. Okay, Tori, now over to you. What's your takeaway? What's your action?

That's okay.

That was actually one of my questions that I had yesterday that somebody answered for me in the chat was about the Google Analytics because I had asked Jeff about it on day one and then I looked into it and I thought I connected everything and. Yeah, no, it's still not working. So there's something that I'm missing. I really just can't nerd out in that area like he can. I admire his talent because I. No, it just doesn't work that way for me. Okay.

I do that floors really well.

Okay, well, feel free to give me a shout anytime. Okay. So yesterday, one thing that I really took away and one of the main things I've taken away was from Sarah when she was talking about the markdowns. That is something I've really, really, really had a hard time with because letting go of that profit, I'm like no, I don't want to mark it down. I want to make the money on it. That's why I bought it. And I have a hard time. I like to say I hoard my inventory. Like I try to just keep it all and not get rid of it until I sell it full price. So her kind of giving just not, you know, a complete strategy of how to just mark it down. It's not one size fits all but just kind of like a track to go off of I think is really going to help me as I move forward this year and learning how long to keep inventory. And I actually looked into aging inventory reports which slap me on the wrist. Again, I did not know what that was. So.

Yeah.

But I did have one question for you about the retail boot camp.

With.

Whenever I signed up. It shows you the option for the one on one coaching. What all does that like entail? Is that, is that more for people that are more scaled in their business, they're way ahead in sales because I'm still newer and I'm in a small town. So I'm not going to lie to you and tell you I'm a thirty thousand dollar a month boutique because I'm not yet.

Yeah, no, that is absolutely for anyone and everyone we've had. So VIP is very limited. We only let 20 stores into that and I don't know where we're at with numbers so far today Jeff, but it's one on one with Sarah. Sarah. I mean Sarah can talk about anything in one on ones but a lot of times you guys talk numbers, inventory, really dig into things. There's a one on one with me. I do a lot of E commerce auditing, social media auditing, talking about team, overall growth, strategy, vendors, brands, all the things. Jeff, I believe also does an audit with all those 20 stores as well. And then there's four small group coaching sessions. So Sarah, Jeff and I and then Shannon Gordon, if you haven't met her yet, she's a social media guru. She comes in as well. And you do training sessions and live Q and A with all of us in those small like little zoom rooms and they're about two hours. Everyone has an opportunity to speak and have their questions answered and we just try to get a little bit more in depth. But again it doesn't Matter what size you are, we just try to really hone in on where you're at and what you need.

Okay.

Because a lot of the things that I was looking at, especially in retail boot camp, I'm really excited for the future, you know, to have employees. But I'm still a one woman shop.

Yeah.

I mean, I have good old grandma. I think y' all met her at market. She comes and she's at my store with me every day. She took a picture with y' all sign it in your showroom that said boutique bestie, because that's what she is. Everybody knows her. So I was just kind of thinking about doing the one on one, but I wasn't sure if it was a fit since I still am smaller and in that growing stage. So maybe it's something I should take advantage advantage of like the next time y' all open it up and get through retail boot camp first. But I'll see. Thank you so much for taking the time to answer my questions.

Yeah, you are so welcome.

Yeah, just, just, just FYI, there's 10 of those spots left next semester.

Thank you.

And Tori, I appreciate you bringing up the. The markdown strategy because I answered a lot of questions to people yesterday afternoon after Best yout Call, and I was talking to one of them. You know, I know the question is, what is the strategy? I. I got to thinking yesterday. It's not necessarily. It's more of a mindset around that dispose that inventory that is depreciating on your rack, right. It's aging out. And so it's definitely more of that mindset how you look at those products and the opportunity that you have there. So you're not alone in that. The markdowns, it's easy to get emotionally attached to our inventory, for sure.

Can you talk, Sarah, for a minute? One of my favorite analogies that you do, and I know this comes from Management One, but brown bananas. Can you just paint the brown bananas for everybody?

Yeah, for sure. So I'm a big Management One fan, worked with Management One when I had my store and they really helped me look at my inventory different. And what we say is that when your inventory arrives in your store, it's a box of bananas, right? And as in the bananas are green. And as soon as you rip that tape off the box, those bananas start changing color.

And.

And the longer they're there, the browner they get. And if you start looking at that inventory like it is aging out and you have got to use it very fast.

Right.

Or else it's just not. It's not viable anymore. So it's the brown bananas analogy, like how. What color is my inventory right now? Literally in the aging process of it. So I also. We're going to talk a little bit more about that today, but it's that mindset shift. Stop looking at your products like this super, super cute little floral dress that you just knew somebody was going to love and. And start looking at it like your cash. That's your $20 bill hanging there. That's. That's literally a banana that was green yesterday and it's yellow today. And all of a sudden you're starting to see those spots come on it and you're like, gross. I don't want it. I need to do something with it right away.

Yeah. So good. So helpful to look at our inventory like that because you don't make more money. The browner it gets. It doesn't work like that. So awesome. Okay, we've got time for a couple more takeaways. Real quick. I see a lot of people that are already in retail bootcamp that have been in the past are saying, how do I re enroll? I just want to remind you, you have lifetime access, so you never have to re enroll. You have access to Kajabi. We granted. Jeff, can you help me with this? We granted access to a second Kajabi product, I think yesterday or the day before. So there'll be two of them in your course library. Make sure you're looking at the one that doesn't say 2023, since this is 2024. And then you're already in the Facebook group if you've done it in the past. So. So like Tori mentioned, you can do retail bootcamp this time. You can do VIP anytime. So that's. That's good for past or present students as well.

Yeah. Yep. So we just have a bunch of new. We have a bunch of new features come out this semester. And so if you had the old one, we put a new one in there so that we could bring all of those features to the front and center. So pay attention to the year. 2024 is the year for you.

Oh, okay. And then I just saw this question come through the. The workbooks so you can print this off yourself on your printer. But I'm telling you, this is double sided. It's really thick. So we just did our. Our local printer had them do the binding for us. You can order these and the link is in your. Your product as well, and it's at the top of the Facebook group. If you need that. All right, Gina, I see you in Minnesota. Let's hear your takeaway. I love your glasses.

Thank you.

First and foremost, I'm so grateful for the three of you. You bring a wealth of knowledge that I have.

Pages and pages of notes.

I love figuring out yesterday, our AOV doing surveys and the meta suite, Facebook plus. Like, there's so many different things, and if we just do two or three of these, it's going to make a.

Huge impact for 2024.

Thank you.

Oh, thank you. We appreciate that. We. We've said this, like, every day that we've been here, but this is. This is our favorite thing to do. Like, we get so energized when we get to be, like, in the same space with you guys. It's kind of like the boutique summit for us when we're all, like, we've got all this energy going in the same direction. We're all very lucky to get to be in these seats and to get to you guys like this. So thanks for calling that out. It means a lot. Joan, I see you. Do you have a takeaway?

Yes.

Thank you, everybody, for all the information. I did sign up for retail boot camp yesterday, so yay. I do have a question. Can you add the VIP part? Like, maybe next semester?

Yeah, okay.

You can. Okay, perfect. The other takeaways that I have, and Jeff and I have talked about this before, is videos. I've not done a lot of videos, but as you can see, I don't look like a totally homeless troll today, so I will be. I've got videos scheduled to do today, so.

Yes. Good.

Right, Joan, go get them.

That's what. That's what I'm doing. And I'll see you guys in Dallas in a week and a half or so.

I don't know if everybody's picked up on the short format video craze, but you may have noticed Instagram changed their rules, TikTok changed their rules to make it slightly longer than a minute. And the sub four minute short mat. Short format videos are selling better than anything else. So if you're not doing it, listen to Joan. Joan. Like, I've had to push her towards the video slowly, but we're getting there.

I did two TV spots over the holidays promoting the store, and everybody said I did great. I didn't look like a total up there, so yay me. So we're gonna go for the videos here in the store.

So one thing about Joan, Joan buys a bunch of cool cars. So, like, we have plenty to talk about.

Yeah, we talk cars, don't we? And the chiefs.

I love it.

So good.

Thanks, Joan. Thanks, guys. You bet. All right, Taylor, I'm gonna call on you. I've seen you show up, like, first every single day, so you get the gold star today.

Thank you. My biggest takeaway was the 30% return rate for TikTok shop, because that's something that I've been kicking around so much, but something in my gut has just held me back. Like, I haven't quite been there. I do have a TikTok. I do videos and stuff, but the TikTok shop part of it has kind of been. I just haven't been, like, completely sold on it. And I know there's people who do really well, but the 30% return rate and then your comment about it coming back smelling like kitty litter kind of made me like. I kind of, like, ruminated on that. And I was like, what does that say about the, like, the customer base versus Instagram or direct visits to the website? What does that say? So I kind of wanted to dive deeper on that aspect because, I don't know, that just kind of sat with me a little bit.

Yeah.

And so that was my biggest takeaway. And it's not that I'll never do it, but maybe I just noticed it's already so discounted when people are selling it. So I'm already like, okay, what's the ROI on anything if it's so discounted? And then if you're getting 30 return rates on it, it's just like. I don't know. It kind of confirmed my instinct, but I don't know. That was my biggest takeaway so far.

Sometimes I think we just need that little, like, oh, yeah, kick in the gut. I've been thinking about that. You know what's ironic, Taylor, is just yesterday our Facebook groups at the Hub started to blow up because the people who are on TikTok shops, and probably many of you here, got this, Got noticed that the rates were increasing. I want to say it's going to 8%, Sarah. Is that right? I have a lot of theories about that. Probably not ones I should share here, but I don't feel good about where it's going. And I feel like that rate increase was very intentional to be very detrimental to small businesses on TikTok. I'll just leave it at that. So, yeah, it is going to signs if you can.

But, yeah, you're right, Ashley. It is going to 8%. And, you know, I think we all learned some really, really good lessons. Valuable lessons. And as kindergarteners, that we can carry on in our life. And one of those is if it, you know, sounds too good to be true, it might be just too good to be true. And I feel like Tik Tok has done a really good job of luring small businesses in on a platform that sounds like the miracle platform. And, you know, some things are really coming to light. So just, you guys, be. Be responsible, do some homework, talk. This is what I love about the Boti cup community, for sure. You know, there's a lot of good, great conversations happening. So. And that's what we're here to do also, is bring you that information first and foremost. So keep an ear to the ground for that, because we have a lot more information coming on that soon.

Love it. All right, we better get started today, you guys.

Sorry, Ashley. I have one thing for. I just want to clarify for all of you guys that have joined retail boot camp in the past year, 2023 and earlier, when you log into your kajabi, you will click on the course that says 2023. It redirects you to 2024.

That.

There's. There's right now. You will. It does not say 2024 on that thumbnail for you guys that have purchased in the past. So when you click on it, it takes you to 2024. There's a glitch right now that'll be fixed soon. So I just. I. I don't want anybody to panic, to go in there and be like, oh, no. All I have is the old stuff. When you open it up, it has the new calendar. It has all the new information in it. So just everybody know.

Thanks, Sarah. Yep. Okay. More questions at the end if you didn't get called on. Sorry. Let's dive into it. We've got lots of really good stuff, really good stuff to talk about today that I can't wait to dive into. Today's giveaway, Hadley Sephora haul. If we're friends on Instagram. I did a little preview of what's in this bag for you this morning, but I'm just gonna go hog. We've got some Amica dry shampoo sets. We have some Charlotte Tilbury sets. I got this for Christmas from Jay. The same exact thing. And I love it. So I got it for you guys. But it's the Laneige lip mask. You, Jeff, do you use that? I mean, it sounds like it's probably something you would like.

Just at night. Just at night.

Just at night. Okay, good. Also, I've got a couple of Starbucks Gift cards in today's set and then a whole bunch of boutique Boss stickers. Like whole bunch of them. So the tag is the boutique hub and AJ Alderson on Instagram. And we, Eric and I ourselves will ship these out to you guys tomorrow. So that's today's giveaway. All right, Sarah, I'm going to share my screen. Let's start talking about this today as we get started. All right? All right, most. Oh, go ahead, Sarah. You launch it.

Oh, okay. Sorry. Okay. So we were working through these things yesterday and the idea is those projects and the top row, one through four at the top, those are the things that you really want to take action on. And then as we, you see the one through five, it's a scale. Basically what that is saying is like what type of impact is that having in your business and how, what is that return looking like as far as highest minimal impact? What, what type of return and impact does say building your email automation list going to have on your business? Kind of cost impact, time impact, all of those things. So this is just something everybody is going to have a little bit different answers here. There is no real right or wrong. It just is really going to help you understand like what is, what am I getting my biggest bang for my buck for and where do I really want to focus right now? And a couple of you guys have already said it. You know, time is precious and one bite at a time, right? We're, we can, we can only take on so many things, but we need a priority for those things. So everybody should have that. It was emailed to you as you can download that, work through that. And you know, I would encourage you to continue to build out something like this throughout your year, right. As just a auditing yourself and what you're spending your time doing.

Perfect. Thanks, Sarah.

Yeah.

All right, so as a reminder, day one, let's look at the sales funnel. The things we've covered so far, the three tried and true ways to grow a retail business. Day one was all about how do we get new customers to our funnel. Attract customers, probably the most expensive way, most time consuming way. But it's a big part of what we do, right? Then we get into the more cost effective, smarter ways to grow our business. And that's, you know, how do we get our customers to order more. Yesterday was all about average order value and units per transaction. Critical things. Those of you who have a team and you really want to incentivize them, go on Those numbers don't feel like you have to Share sales numbers if you don't feel comfortable. Although we can talk a mile about open book management and how effective that is, that's a really good way to start us with those two numbers today. It's all about frequency. So how do we get customers who are already our existing customers, how do we get them back in to buy more often? Right, We've already done the work. We've already got them in the top of the funnel, we've already got them to make bigger purchases with us. But now how do we get them back again and again and again instead of voting with their dollars somewhere else? So let's start here. There's five questions today, five questions for you guys to take notes on. And this is the first one is how to dig into what is your return customer rate? Jeff, you want to take this one?

Yeah.

Yeah. So in Shopify, if you're a Shopify user, Shopify tracks this for you in a really great way. All you have to do is go to your Shopify admin portal, go to the left hand side of the screen. In that top group of items, there's analytics. Click on analytics. And then when you go to that inside the reports, you can select this window, the returning customer rate. And so each and every day, like we should put, we, like, you know, we should, we should check this and just see, are we growing our returning customer like, percentage? Like, like, are we beating the day before, are we beating the week before, are we beating the month before? And so like when you check in on your business and you think, how healthy is my business? Your returning customer rate is like an awesome KPI for that. And so it's like a core metric. And the reason it's so important is because a returning customer, somebody that comes back to your website, somebody that comes back in your store for a second time, is eight times more likely to buy. And so there's all sorts of ways to do that. You can do ads and you can, you can do mailers and you can do emails and you can do texts and you can do sales and you can do all sorts of stuff. But this is like a core, in my opinion, this is a core fundamental percentage that, you know, every boutique owner should say, is my returning customer rate going up and just, you know, each week, just check in on it, just check in on it and then start celebrating it when you win. You know, I like, we don't have a hard time celebrating here at the boutique hub. And so, like, I would just, I would just tell you, I would just tell you Find out a way to celebrate winning on your returning customer rate going up. Now I realize that not everybody uses Shopify and so in Google Analytics Google Analytics also tracks this. And so Sarah, will you go to the next slide? And so in Google Analytics if you go into your GA4 account, you just log in, it'll bring you to the home screen and then when you on the very left hand side there's a little bar graph icon that it's like a vertical bar graph icon. You click on that reports and then in the reports that it brings up it's the sixth or seventh box on the bottom its top events window. And this report here will track how many total page views you had and, and how many of those were first time visitors. And so you can see that line graph and that trend as well. Like is that trend moving up? Am I attracting first time visitors to my website month over month over month over a month? And here again like so if you're not a Shopify user, you can just do it in GA4. If you're a boutique black member, this is tracked for you. If you're in retail boot camp. Retail boot camp. We like, we go over the fundamentals of how to set up these traffic pathways from the get go.

So anyway it's also on the comments old dashboard as well. So if you don't use Shopify, if you're on comments sold they track it on their dashboard too.

Yep, yep. But like other than other than Shopify, like like square and some of those, it's, it's tougher to find GA4 it's a little bit easier to use.

I just want to add, you know we talked a little bit yesterday about customer lifetime value and when that customer comes in and when they walk out and they have not purchased something like what that really means when you start looking at what value I specifically as your shopper bring to the table. So if you're not focused on am I returning to your, to your store and you start focusing on just finding all these new people all the time, that it's, it is a real problem and it really depends on your business. Some people's return rates are going to be as low as 20%. I love the 60%.

Right.

I. It really does depend on your business. But this is a great training moment for you, for your staff, you know, for the culture of your business to say hey, why do people date us once and then never come back. Like what are we doing? Are we, are we giving away too much? Or like are we just not putting ourselves out there? Are we not relatable? Do we. We over promise and under deliver? Are we doing that? Like, what is the reason that these relationships aren't growing?

Right.

We've all had those relationships where we meet somebody one time, we're like, okay, that was great. We're never going back there again. And you, if you start looking at your business kind of like that mindset of the markdowns we were talking about, the mindset about your. How you're viewed from your customers and why they're not coming back, man. Solve that problem and you have a lot easier business to run.

Yeah, yeah. And just, just one, just one other note on that is just because these are digital metrics, just because these are monitoring website return customers, don't think that doesn't apply to brick and mortar. Because a ton of your brick and mortar people will type in your website directly and say, what does Taylor have new this month? Like, what is her new collection? Oh, man, that looks awesome. I'm going in, like. So don't think, don't think that you, if, if you just have a brick and mortar that you shouldn't. That you shouldn't monitor return website visitors because those are your brick and mortar customers too, and they check your website first and then they jump in your store.

Perfect. I know Sarah answered this question, but I, I'm seeing it in the hub group and in this chat, just to everyone on the same page asking for what is the ideal rate? There is not one ideal rate because like Sarah said, are you a comment soldier, user? That's probably one way to look at it. Are you brick and mortar? That's another way to look at it. Are you running ads? The more you run ads, the more you drive cold traffic and fill the top of your funnel, the more this rate is going to decrease. Right. Just like your online conversion rate. So these are numbers that are going to fluctuate. It matters that you start tracking for you and you benchmark for you rather than some arbitrary number. That's not really an industry standard, in my opinion.

That's right. That's right. The right number is 1% more than last month.

Absolutely. So good. All right, question number two today is who's on your email list and how is it segmented? So going back to increasing customer frequency, I'm just curious, can you guys please drop this in the chat? How many of you are actively utilizing your email list? Growing an email list. We've had a lot of. A lot of conversations about email here lately, but the truth is this. I Said this yesterday. Whether we're on TikTok or Facebook or Instagram or whatever, we're kind of living on borrowed time. Those are all other people's platforms. They're not our platforms. And as we've seen again and again and again, we can get locked out tomorrow. Our email list is the thing that we're not going to get locked out of. It's the thing that we can build and that we have access to and we own and we can repurpose it and use it in multiple ways, including running ads. So actually, like, actively growing this list is really critical to the growth of our business. It becomes an asset for our business someday as well when we go to sell our business. That's ultimately your goal. So I want to talk first about just growing your list and a couple of ways that that you can grow your list. If you have additional tips on this, ways that have really worked for you to grow your list again, please drop them in the chat. Everyone would love to learn from one another today, but some things that I think are really important. On day one, we talked about running that survey to your audience and those of you who have joined Retail Bootcamp, we will do this together. So hold off, wait for us in week one. We're going to do this together. I'm going to go into depth on how we do this, but that's a really great way. If you have an active audience that maybe you feel like you don't have all their emails, that's the first question we ask in the survey. It's required. So it's a great way to really grow that list from the start. Of course, we have to have permissions anytime we ask to grow our email list. So huge asterisk. There's a lot of laws around email marketing that we have to be aware of. That goes without saying. So survey is a great way asking how many of you guys have posted a link to your opt in page for your email list on your social media anywhere in the last two weeks and said, hey, do you want to join my email list? And of course, you got to give them a reason why. Right? There's got to be fomo. What's in it for me? People are a little protective over this. Oh, I see. Two yeses so far, but lots and lots of no's. Three yeses. Four. Oh, nice work, you guys. More than I thought. Okay. But still lots of notes. So the point is, when you're making your content strategy, your content plan, we use spreadsheets to plan out everything. This should be something we, we have like an idea list, right? Like a bank of what are the things that we have to remember to ask or talk about every week or every, every month. Asking people to get on our email list is constant actually, like for the boutique hub. How we measure our North Star in our company, like what's our ultimate goal? Our ultimate goal is to change people's lives by changing their businesses. What's the way that we measure it? We measure it by email addresses. It's the only way to know, hey, we had some kind of touch point with this person. Therefore, hopefully they consume some content that made their life better. So it's, it's our everything at the hub. And, and if you have a similar goal, it might be everything for you too to grow that list. So again, back to, you can run opt ins, you can give free downloads, all kinds of things to create that FOMO and that sense of urgency to want to be on that list. You can run monthly giveaways as well. And then of course, I'm sure most of you have some sort of pop up or something on the homepage of your website, maybe a call to action in the footer of your site and getting people onto your email list there too. All right, second thing I want to talk about is just segmenting that list. I want to know in the comments how many of you guys, how many different, I'm just going to say a ballpark of tags or segments that you've set up on your email lists. Who's gotten really in depth on setting up tags and segments. Oh my gosh. I see ranges of 0 to 2, 2 over 100. This is so good. Okay, so you guys know there's, there's opportunity here just to get your wheels turning. When you think about how we email market, when you target everyone, you reach no one. General rule of marketing, when you target everyone, you reach no one. So if you're blasting your whole email list with the exact same message, right, there's probably a lot of people that are like tuned out because they're like, that's not for me. So our job is to market to everyone as if they have a sign around their neck that says, make me feel important, make me feel special. One of my dear friends who is an absolute expert email marketer, Jane Casper, she owns GLOW Group. She's a service provider at the Hub and mastermind member at the Hub. She has a really successful business that runs shoes. Her retail business has been a huge shoe business. And so she talks a lot about the power of in the shoe business. If I'm going to send out this really cute boot that I have for sale, but I only have it in, you know, size 6, 7 and I'm blasting it and all my ladies who are a size 9 or 10 are getting it and they're clicking on it and they're wasting their time. They're probably not going to click on the next email I send. They're ticked, right, because they want that cute boot and I don't have an opportunity to sell it to them. So the more we can segment down by location. So who's local to me, who's not local to me, we can segment down by brand affinity. This person really loves free people. This really, this person really loves Judy Blue. We can do that, we can do that by purchase history. We can also segment down by sizes. So if you are marketing shoes, that's a really good example. We can get into engaged, not engaged, purchase history, all kinds of things that again can make people feel really important and special on the list. All right, third thing I want to just mention quickly on this today is really get into what are your flows and your automations that you're marketing to. These are things like to me this is a no brainer when it comes to moving out of being a hustling busy entrepreneur to being a CEO that wants to make money while they sleep. Anything you can automate that's going to make you money while you sleep should be top of the priority list. It's like a five on the, on the RAM that we talked about. Like it's got to be top of our to do list. So setting up these automations, whether it's abandoned, browse, abandoned cartoon. Welcome to your first time subscriber. Thank you for your first purchase our get back automation. So anyone who's gone cold in 60, 90, 120 days asking them to come back in, those are all in any email like Klaviyo that you use or Shopify's email that you use. Those are all set up for you. There's templates in every single email provider that you're using. You can use that template or again there's great service providers who can set those up for you but it's worth taking the time to do it because it's something that can again make you money while you sleep. So huge opportunity to get people, especially those VIP customers who have already proven they want to shop with you but we have to keep top of mind and keep reminding them of what you have new and creating that fomo to get them back in the door to purchase again. All right, question number three.

Yeah. All right, so we talked a little bit about this yesterday. You'll see that everything that we're talking about really like translates day after day. But to really hit this a little harder again, how are we going to get our customers coming back again? Return customers, increasing those. Well, how fresh are your products? We talked about the importance of keeping those bananas, you know, a healthy looking color, right? Not having a bunch of brown bananas hanging on your racks, sitting on your website, sitting on your shelves. So the importance of fresh and freshness in your inventory is extremely important. Well, how do you do that? You first of all really start to pay attention to your delivery dates when you go to market, when you go on to Hub and Tory and you start placing orders, be mindful of when they are set to ship. Ask the tough questions of the vendors. Don't just allow them to ship it to you whenever they want. Right. Because that ties up your cash it tie, it takes up space in your, in your store, on your warehouse, on your website and you have to be able to have a rotation of fresh inventory consistently. So that is really important. Again, we go through, we go through this process of investing in inventory way deeper in retail boot camp. So stay with me. I know there's going to be questions about it, but I just want you to, right now, as you're thinking about it, think about the last time you went online and placed an order or you went to market and placed an order and you just placed the order, got the purchase order and left. But you don't know exactly when it's coming in, what is going to go with how you're going to rotate it into your current inventory and quickly sell it.

Right?

So then that goes back with the next thing is we have to make that old stuff new again. And we talked yesterday about rephotographing it fit videos. We have to go live with it again. We have to re merchandise it and re merchandise it in your store as well as on your website. Did it, did it ever hit the front page of your website? Did it ever make it to the window, the front window of your store? If it is sitting there and you need to turn it quick, you know, to get the cash back out of it because you need to get fresh inventory in again. We have to make that new again and it's really kind of fun. We do a, we do something inside retail boot camp where we challenge, do a resetting. Basically I call it resetting your store Resetting your website, resetting your store floor challenge. And every day after we do this, we have store owners message or come in and go live and just say, oh my gosh, I had a customer that shopped with us, you know, 15 times, come in and be like, when did you get this in? This is really fun. This is, I love it. I've never seen this before. And come to find out that product may have been eight months old. So making those old things new again is a, is a, is very important in this, keeping your inventory fresh, but also keeping those returning customers engaged. Then the importance of that markdown strategy. We talked about that yesterday. Again, that's that mindset. That is that not falling in love and not being emotionally attached to how cute you think something is, but to recognize when it is starting to age out, recognize when it is becoming less of a demand to your customer and getting whatever cash you can out of that product before it becomes in, you know, zero value. So implementing some sort of a walk around your warehouse, walk through your store floors, talk with your sales staff, do your look at your aging inventory reports. And for those of you guys that don't have access to aging inventory reports, inside Retail Bootcamp, we, we teach you how to, how to manage those things as well. Because some systems are a little bit different, some platforms give you more reports than others. But it is really important to know the age of your inventory. I also look at it like I, I talk about your inventory like food a lot. And you guys all are inventory planners. You have been ever since you started going grocery shopping. You just don't think of it that way. But when you go to the grocery store, you walk through the produce, produce section and you might see asparagus, you might see, I don't know, some bananas. We'll just use that. And in your mind, you think, will I use this soon? If I am, I will buy it. If I'm not, I might say, I'll come back next week and get it. Because I don't plan to use that asparagus, or I don't plan to use the cilantro right now. And I don't want it to go gross in my refrigerator, right? So you make a mental note, I'll come back and get it. Well, a lot of times when we go to market, we're like, oh, cute. So fun. I love it. I'm going to get it. But you don't have a purpose for it right now. So I can geek out and talk about analogies about inventory and food connections and Things like that and how you yourself are a better buyer than you're giving yourself credit for. But we go into that a whole lot more inside retail bootcamp and things too. But as you're thinking about this freshness, start thinking about that, your inventory that way. The next thing. Less is more. We talked about that. That was my analogy about Christmas morning and just bombarding your customer with too much, too soon, too fast, just all at one time where they cannot make a, a sound decision. They get the overwhelm and they feel like they're going to screw it up. And nine chance out of 10, they're like, never mind, I'll take the little gold necklace and walk away. Like that's. I'm comfortable with that. So less is more. But then this fifo, the first in, first out inventory markdown and management system. If you do nothing else, if you do nothing else, talk to your team, Implement a plan where you notice and you, you recognize this came in before this product, so I have to get it out. This is a warehouse management system. It. You've probably heard of this, it's kind of just common sense, but looking at something with that mindset, first in, first out, first in. It came in in August. I need to push that before I push the things that happened in September. And then the last thing here is audit, audit, audit. It is so important to take time to walk around, to look at these reports, to set times. I call it your date with your numbers. And audit these things and pay attention, pay attention to the longevity, the life of your product. Right. But also just pay attention to the quantities you have on hand. Pay attention to what that story behind that, that rounder rack of stuff is telling you. There's a whole story that is telling you it's the wrong vendor, the vendor doesn't want to work with you correctly. The wrong price, the wrong fit, the wrong feel, the wrong function. I Talked about the three Fs yesterday, all of those things, but this, how freshes are your products. And this whole idea of keeping your customers engaged and getting your return customers coming back more often really goes back to how disciplined you are in managing that inventory because you're, Your customers will notice. They, they will notice things that have sat in the same spot forever. Right? And, and they just, they'll. They'll tend to think you don't have anything fresh. Every time I go in there, it looks the same. Every time I go onto her website, I see the exact same hero image, the exact same cover photo on her Facebook group. Every time I Go there. It's the same. So why am I gonna just take that one extra ounce of effort and. And scroll with my thumb in hopes there's something new there. She's not showing me anything new in the front window. So be aggressive. Pay attention to the time that you put into these things because it directly affects the time that a customer is going to spend with you.

So amen to all of us. I love this conversation. That's one of my favorite because it's overlooked and it's going to tie into the. To the very next conversation we're going to have about creating fomo because I think that retailers, like, can you just raise your hand if you feel like you are a chronic shopper? Like you're just a chronic shopper. You just love to shop. You just love to buy. Like, you love buying inventory for your store. And we get so obsessed with what's new, what's new, what's new, what's new that we forget about what's already been there. And Sarah, you're right. When we go through a retail boot camp, that's always been our feedback from the program is we ask, like, okay, what's the modular. What's the lesson that you learned that you think you could. You, like, made the most money from? And it always goes back to re merchandising. And it's your website and it's your storefront, and it's making all the things that are old look new again. Just so much opportunity there. Sarah, can you. Before I go into this slide, one more thing. I would love it if you would just hit on really quick. I know our friend Alexia was here yesterday and something that she mentioned in our last mastermind that I really loved, and it stuck with me as she talked about all these great name brands that she carried in her store. And it was, you know, so exciting to have these name brands attract people into the store, so on, so forth. But when she looked at her aging and when she looked at her markdowns and what was selling, she was noticing that these name brands were only selling once. She actually discounted them. And it wasn't worth it to have some of those brands in store. So can you hit on that for a quick sec?

Yeah, for sure it is. It's all about auditing your numbers and is the investment of time and costs. All of those things that I'm putting in there, am I getting anything back? So you also have to look at it. It's like, okay, so when I do throw those big names up on my website or for backlink traffic and all those kind of things, does that affect and help the traffic that I get into my store? So if that does, that can offset the fact that you only put those things at a discount. But at the end of the day, if you just are very nonchalant about it and just keep reordering, keep reordering, you can put yourself in a real financial cash bind because those things tend to come with a higher cost investment wise and therefore your margin somewhere has got to make up for that. So you can call them loss leaders, you can call them attractors, you can call them a lot of different things, but it is so important and it can be very eye opening to look and say is it worth it for me to invest in these products? Is it worth it for me to. In your store space? I always teach and coach to every square foot in yours in your retail brick and mortar or on your website is rented space and am I getting back enough money for me to put that type of product there, taking up an opportunity from something else. So it, it, if you don't notice these things, if you don't look at them and you just keep going through at the end of the year and you say gosh, why didn't I make any money? I sold a lot of products.

Products.

But again, that goes back to the boutique boss planner that we talked about yesterday and analyzing those things. I did this much sales, this many dollars in sales with this many dollars in inventory. Take that, that step further. Look at those investments of some of those, some of those higher end products and look at your return on that investment as well. So yeah, it, it, it can be, I mean I think it's really exciting to see what story those numbers tell you, but it's just getting disciplined enough to set, set a time to go through and do those things. And also I'll tell you one thing that I love. When I talk to some store owners, they have somebody on their staff that's really, that is a numbers kind of person. They love that they handle that. And I'm a big one. I teach about this in retail boot camp all the time about open book management and getting your team more involved. But that is a thing that you can delegate and hand over and just, and, and give them that ability and that, that opportunity to come back to you and say, hey, hey, these are our go to lines, these are our amazing vendors. This is our best return on investment, all of these kind of things and watch them feel like pride in that, that finding. Also saying we Kind of should cut back on our losses here. We should instead of focusing over here. This is where we need to really put our dollars. So I don't want. This is one of those things. You know, I love delegating in your business because it really helps overall health of your business. This is one thing I would highly encourage you. If this is not exciting to you, find somebody that it is exciting for because I really do think it's non negotiable.

Contrary to popular belief, your best vendor isn't rated on who serves the best margaritas at market. There's far more than that. Yeah, for sure.

For sure.

Oh my gosh.

All right, question number four. Are you creating FOMO with your drops and with your launches? Jeff, I know you can probably jump in and help me with this one because I know you've seen some boutiques do this really well. But when I think about planning out all of our content content strategy again, we're squirrels. We want to just continue to go back to what's new. What's new, what's new. But in that strategy, yes, it's what's new and what's coming and what we can create teasers of. But it's also like really creating FOMO about what you just re energized as well. What was aged but you reshot it, reposted it. Please. Made it look brand new. Did you collection all those things? So when I think about creating more fomo, the first is teasers behind the scenes at market. I know most of you probably do this. Can you tell me in the chat, like when you go to market, are you creating teasers and FOMO and excitement about all the things you're buying. I'd love to see if you're also.

Also like how wide you're like for, for you wide buyers out there, for you, you guys that go out and buy single packs like use that to your advantage. Like, like when you go to market and you're, you're teasing a, a, a, a new, a new product that you're, that you're buying at market. Let the people know this, this product's exclusive. We're bringing in one pack and, and do that, create that FOMO from the very beginning. Let them know that the quantity is limited and then that way, that way they're ready to, they're ready to buy the second it hits the shelf.

So good. The whole strategy around what things do we go wide, what things do we go deep. But I love that that would FOMO on really outlining what those Things are, I think trend reports are another great way to create fomo. So we talked about this yesterday about doing trend reports. We've got a bunch of trend reports we do at the Hub. We have another one that's just launching soon. We'll have the boards on hubventory that we shared that are all trend report specific. But I think your ability to take whether it's home and gift trends, it's something that popular bloggers are using. It's something that you've sourced at market. It's the vignettes you saw magic create at market that are always beautiful about whatever upcoming trends are. And you've taken that and helped your customers understand. How do I use this trend and create FOMO on the trend that you're about to launch in a collection a week later? Those of you who are doing photo shoots, I think behind the scenes at all the photo shoots, those are always huge FOMO moments. How can I get in on what's about to come? You're going to be the first to know. Those of you who have your UPS guy, I know you dropped his name in the chat two days ago, but when Dan shows up with a box, there is FOMO associated with what's in the box? Fear of missing out fomo. So how are we doing all those behind the scenes? This is branded content. So again we talked about the the recipe branded content, engaging content, sales content. This is all branded content that is going to build engagement and it's going to help you launch the sales content as soon as it comes. Lives obviously are great for fomo, but I want to know how many of you guys are actively still using Facebook Events? Like Facebook events kind of came and went and came back again. The best part in my opinion about utilizing Facebook events is your ability to do tagging of people that you're connected with. So this kind of is going to lead me down a bit of a rabbit hole. So bear with me. I'm a believer that on your personal Facebook page you should be friends with your customers. Some of you may not like that. I think that there's many ways you can segment on your personal social media. Who can see what you can make your close friends list. You've got all kinds of privacy settings. Not everyone has to see all your things, right? But when you are actually friends with your customers, you have a limit of 5,000 on Facebook. When you're friends with them and you are actively using Facebook events, then you can go in and you can invite your friends list. You also will know when you're doing targeting on Facebook events. Which of your friends are associated with different Facebook groups that you might be a part of. You can go into different people's Facebook groups that you're in. This is kind of sneaky. And you can invite your entire friends list that's in that group to your Facebook event. All Facebook is doing is it's giving you an opportunity to say, wow, we have these things in common. We have these groups in common and these events in common. And we're also friends. You would probably be a great fit for this new event that I'm going to create over here. And it's giving you a really quick way to invite everyone automatically. So that's a huge marketing opportunity. It's free to do. It's really like successful organic marketing. So utilize those Facebook events both on your Facebook page and in your Facebook group. So Facebook event is a Facebook event. It is a feature of Facebook for those of you who are asking. You'll find it anywhere on your page and in your group. Jeff, will you help me with this? So I think about a launch formula that we've seen be successful is again going back to this kind of life cycle of the product. So we're teasing, being the buyer. We're teasing the new drop that's coming. We're teasing at the photo shoot that's coming. We have a countdown to the new collection. We're going to drop, we're going to drop it in the app first, if that's how you roll and then drop it everywhere else and then boom, that's your Facebook ad. Can you speak to the life cycle of that funnel A little bit?

Yeah. So, you know, I mean there's, there's a huge opportunity.

Please made it look brand new. Did you sell collection all those 30.

To tease or to let your customers in on the wholesale buying process? Like, like give them a behind the scenes look at market. Like the, the, the trends that you're seeing at market, the, the things that you've selected just for them and then to allow them to engage with that behind the scenes opportunity. Like what do you guys think? This one or this one, brown or black or you know, whatever the case may be. But let them in on that decision buying process and you can run ads to that, you can run engagement ads to that, that get that behind the scenes, look out to the world, not just your customer base. But then just, you know, just like Ashley said, you know, running a countdown sequence to win that drops, making sure that the people that engaged with that, with that you know, with that, that initial post, that behind the scenes buying, wholesale, buying opportunity, the people that engage with that, making sure that they know that it, you know, that this collection drops in three days, in two days, in one day. And then when it drops, you know, making sure that they know it's available. And then, you know, and then, and then, you know, from there, if you don't sell out with the launch, it all, you know, it all comes down to staying in front. Just like the layer that we're talking about today, staying in front of your customers and just letting them know, oh, it's still available, you know, it's still here, it's still available until, you know, until it does sell out. But yeah, I mean, that is, that is the most successful sequence that we see.

Perfect. Some good questions here in the chat on how early would you create a Facebook event to create FOMO but not let it be forgotten? I love that question. So typically, here's how we do it at the Hub, we're usually a month in advance of whatever it is. Those of you who are doing weekly Facebook lives, however, I would say every week you're going to make a new one for the next week. But the bigger the event, I would say the more leeway or the more lead time that you want. So Pink Friday, Black Friday, for us, it's the Boutique Summit, whatever your store anniversary is, those you're going to want several months in advance to create the event. The beautiful part about the Facebook event is that it sends a reminder to all the users who are signed up for it. It's going to show up for them in their notifications. So anytime on Facebook or Instagram, any social media that you can drive a notification and drive a reminder, that's always really great marketing.

Yeah. Or if, or if you're a boutique that has a live every single day, like some of you crazy people, like if you have a live every single day, you can, you can promote the week or the month, you can promote the event calendar. Right. And promote it as a reoccurring event. So don't be scared to do that either. Promote the. Promote the month. You know, we're going live every day at 2 o' clock this month and promote the month and get people on that list for reminders for, for the month's event.

Perfect. I see some questions on, oh, this seems like a lot. So if I just overwhelmed you, I apologize. If you're new and you're like, this seems like a lot, so if I just overwhelmed you, I apologize. If you're new and you're like, how do I do all this? You don't. That's the whole purpose of the ram. I just want to like give you some reassurance if you're in any way feeling overwhelmed by the list of ideas that we just dropped for you. Same with Retail Boot Camp. There's a lot of things, there's people here that are brand new today. There's people here who are multi, multi million dollar stores today. So we want to make sure we drop something for everyone. If it's too much for you, make a list, come back to it. You've got a lifetime to build your business. You've got all kinds of opportunity to implement these things. Just pick one.

I want to add to that and I, I made a comment, I've seen some really good support in the chat for people that are saying I'm a one man show, I can't do all this kind of stuff. So I just want to shout out to the people that are saying, hey girl, you got this. One day at a time, one step at a time. That is amazing advice. I want you to think about your business like you think about if you've ever built a home right and your contractor says, hey, you know Sarah, do.

You get like how do I do all this? You don't. That's the whole purpose of the ram. I just want to like give you some reassurance if you're in any way feeling overwhelmed by the list of ideas that we just dropped for you. Same with Retail Boot Camp. There's a lot of things, there's people here that are brand new today.

There's people want a one bedroom home or do you want a four bedroom home? And I'm sitting there thinking, well I don't have, I don't need a four bedroom home right now but I know resale value wise I don't want a one bedroom home. Nobody wants them one. Nobody's going to buy a one bedroom home in five or ten years from now when I'm ready to sell it. So I start thinking about what happens.

At the end of people here who are multi, multi million dollar stores today. So we want to make sure we drop something for everyone.

This of the end of my time here in this house, right, that I'm building and I'm putting my energy into. I might not decorate it all, I might not get it all finished but I want the framework and I want my mind to be working towards the end goal and the opportunity for growth, not putting myself in a position where I confine my opportunities. So I know that seems like, like a mind blowing thing to think about, that some of you guys are just getting started. You're like, are you, is Sarah telling me to start already planning my exit strategy? I, I, I, I'm telling you that as you build your business, you want to build something that has value and that's going to be attractive because at some point you might decide, hey, life happened, something happened, I need to shift, I need to do something different or whatever it might be, or some, somebody just comes in and says, man, you have built an empire here and I want it. You never know what's going to happen, but always be thinking about creating that future opportunity for you and your business. So that's why we bring all these things up. Not that you have to do all of these things, but when you start making the little decisions, you're going to notice how every one of those little decisions affects the grand picture of your business.

Sarah freaking Burks his analogies, everybody. I just get a round of applause for that. I love when you do that. You're so good at, like, easily connecting things. Totally makes sense.

My husband hates it. Just so you know, he's.

And if it's too much for you, make a list, come back to it. You've got a lifetime to build your business. You've got all kinds of opportunity to implement these things. Just pick one.

I want to add to that. And I, I made a comment. I've seen some really good.

Oh, come on, Jacob.

Oh, my gosh.

Yeah, Progress, not perfection. I love it. Keep it up. Keep up the support in the chat. You guys wondering where to start? I see a couple of those questions. Use the ram. That is what this is provided for. Make your list. What provides the biggest return? What has the lowest impact? That's what you start with. That's why you have access to this, to help you sort that out. All right, let's go on. Last question for today.

Last support in the chat for people that are saying, I'm a one man show. I can't do all this kind of stuff. So I just want to shout.

Question. Jeff, this one's for you. Let's talk about. Are you remarketing ads to warm audiences? This is a huge opportunity to get people to come back and to increase your frequency.

Yeah. So a lot of times, you know, a lot of times we hear boutique owners and home and gift store owners kind of want to get into Facebook ads for the first time. And like they're, they're, you know, they're wanting to try it out. They're not sure if it's going to work for them. They're a little bit concerned about whether, you know, they're going to be able to develop an audience for an affordable price. And remarketing ads are kind of a great place to start. And so no matter what platform you use, you have a list of buyers. Like, you have a list in there of names, emails, and this will make Ashley happy because her and I go back and forth on this sometimes. But the. So like, and so anyway, so you have this list of buyers, right? So you have, you have, you, you know who they are, you know their phone number, you know their name, you know their email address. And so you inside of Facebook and Instagram and Google, you, any of those platforms, you can load a buyer list.

And so to the people that are saying, hey girl, you got this. One day at a time, one step at a time, that is amazing advice. I want you to think about your business. Like you think about if you've ever built a home, right? And your contractor says, hey, you know.

Sarah, do you get, you know, if you have, if you have buyers, you know, remarketing to them is an unbelievably cost, you know, efficient way to get more sales from that person. And so if, if, if, you know, if you're at the very beginning and you're thinking, okay, I, I have 414 buyers from 2023, how do I get them back in my store? Like, how do I get them back in my store? How do I get them back on my website? A remarketing ad campaign is a really great way to do that. And so in Facebook Ad Manager, you know, you create the campaign, you load your buyer list and you tell Facebook, I want the people who want a.

One bedroom home or do you want a four bedroom home? And I'm sitting there thinking, well, I.

Don'T have bought from me in the past to see this new collection. And for you wide buyers, people that buy wide, you know, advertising a collection is really smart in this situation because, or advertising a style in this situation is, is smart because you buy wide because you're going to run out of stock fast if all 300 of your, if all 400 of your buyers from last year show up for that collection, guess what? You're not gonna have any stock left, which is great. But so you know, that's, that's, that's the strategy. Like, are you remarketing at are, are you re marketing to your warmest possible audience, your Previous buyers. Now there's a whole funnel that goes along with this and like there and I do want to touch on that. But, but, but if you're thinking about starting ads, don't shy away from start advertising to your previous buyers first. And it's upside down, right? Like, like this whole time I've been talking about top of funnel, middle funnel, bottom of funnel. But if you just, if you're just getting started and you're going to do it on your own, the highest return will be realized with your remarketing with, with marketing too.

I don't need a four bedroom home right now, but I know resale value wise I don't want a one bedroom home. Nobody wants a one no to buy a one bedroom home in five or ten years from now when I'm ready to sell it. So I start thinking about what happens.

At the end of your previous buyers now understanding like the life, you know, the journey of your customers through your website and through your store is, is, is really, really important. And so there's a few steps, there's a few steps that we should be monitoring. You know, just to make, just, just to understand how people are interacting with our brand online. And so we want to know this.

Of the end of my time here in this house, right that I'm building and I'm putting my energy into how.

How many people visited the page for the first time. That's step number one. Like how many people came to our page for the first time. The second step is how many people viewed a product. So we want, we want to know how many people landed on our homepage and how many people actually made it to a product. How many shoppers are shopping, right? Are they shopping around? And then how many people, how many people added that product to cart, how many add to carts did we have? And then that's step number three. Step number four is how many people began checkout. So like did people start checkout but didn't finish? Did we have a bunch of people start checkout but didn't finish for a reason? Why would that have been. And then the last step is how many people purchased. That's like the core funnel, right? Like so we attracted them to our page. You know, did they make it all the way through our sales funnel? This year in RBC we're going to break that down. GA4 has a new funnel explorer that, that you can monitor each one of those steps individually on a day to day basis. It tracks everything for you, which is super cool. And so we're Going to do that.

I might not decorate it all, I might not get it all finished, but I want the framework and I want my mind to be working towards the end goal and the opportunity for growth at rbc.

But those are the key questions, you know, like, how many people came to the page? How many people viewed a product, how many people added that product to cart, how many people began checkout, how many people made it through checkout, and then if, and then remarketing. Right. So like, the people that will go through that flow the easiest are your previous buyers.

Not putting myself in a position where I confine my opportunity.

So. Good. Quick question from somebody in the chat, and I think you and I both could answer.

So I know that seems like, like a mind blowing thing to think about that some of you guys are just.

Oh, chat's going so fast, I'm losing it. But she's saying, I get a ton of clicks to my website on my ads and tons of ads to cart, but nobody checks out for purchases.

Why? Why do you not? Do you not. I do not accept the payment that they, that they prefer. Is it too expensive? Is shipping too expensive? Does your, does your checkout page take too long to load? Is your checkout page not trustworthy? Is there something on your checkout page that makes them think, oh, boy, I don't know. I don't know about putting my credit card number in here. This looks a little, this looks a little funny, you know, like, why? Like, we got to start asking why. There's a million reasons why. And you just, like, like yesterday I said, don't get discouraged between, don't get discouraged between the top of the funnel and the bottom of the funnel, but don't get discouraged between a webpage visit.

And a purchase getting started. You're like, are you, Sarah, telling me to start already planning my exit strategy?

Yeah, either, because you can generate all, all the traffic in the world, but actually learning how to get that person to purchase reliably and consistently is a whole other learning journey. And we have a million experiments to run between those two things. And so don't get discouraged. Stick with it. And then, you know, like you, I.

I, I, I'm telling you that as you build your business, you want to build something that has value.

We do this at the boutique of all the time too. Like, it takes us 5,800 tries to figure it out, but then when we do, it's like, oh, yeah, this is good. Oh yeah, oh, yeah, this is where we need to be, you know, and you can do the same thing. You just. Just don't get. Don't get discouraged between a page visit and a purchase.

You. And that's going to be attractive because at some point you might decide, hey, life happened. Something happened. I need to shift. I need to do something different or whatever.

Just continue. Continue to ask yourself, why is that person not making it past that step? Why are they adding to cart but not purchasing? And then. And whether you're right or wrong, like, whether you're right or wrong, just try, you know, try something different. Try something different. And eventually, eventually you'll figure it out.

I think to the person who asked that question, the positive note is you've got traffic coming, right?

You've.

You've gone over the first hurdle and to just point like, that's all conversion rate optimization things. We talk a ton about that in retail Bootcamp, by the way. That's a huge piece of it. Because there's a million reasons why when you start asking those questions. But also just to know, like, if you're someone who's listening today and you're like, man, Facebook ads are just my answer. If I could just have Jeff run my Facebook ads, it would solve all my problems. Anyone feel like that?

Right?

It doesn't. I mean, no offense, Jeff, you're great at running Facebook ads for the Hub, but if we didn't have the right products, if we didn't have the right audience, if there was an organic marketing, if there wasn't all these things, Facebook ads alone don't solve your guys's problems. So if you're thinking, like, I want to do boutique Black, let's do Boutique of Black. But make sure you've done the things in retail boot camp first. Like, you've optimized.

Might be. Or some. Somebody just comes in and says, man, you have built an empire here, and.

I want it as your inventory. You've worked on you being a CEO versus an entrepreneur. You.

You never know what's going to happen, but always be thinking about creating that.

You'Ve optimized your team. If you have one or you've thought about getting one, you have a content plan you've optimized for conversion rate optimization. All those things are so important. And then Facebook ads can just add fuel to all that fire.

Right? Yeah, I would. I would 100 agree with that.

You know, future opportunity for you and your business. So that's why we bring all these things up. Not that you have to.

We.

We have a bunch of people in Boutique Hub Black, and the most successful Boutique Hub black students are those that have just completed rbc. They're kind of fresh out, and, like, man, they really accelerate well. And, like, it's just. It's such a. It's because they lay the foundation, right? And. And so, like. Like, they have this really solid foundation.

Do all of these things, but when you start making the little decisions, you're going to notice how.

And then. And then we get. We can really scale on the back end of retail Bootcamp.

All right, you guys, five questions today. That was it. That was it. So let's do some question and answers. Let me just look at the time. Okay, we've got time today. More time than we've had the last two days to do Q and A, which is exciting. So if you didn't get your question answered, you can put your hand up. I hope that all of what we covered today was super helpful to you. How to increase frequency. Number one takeaway today, please. Just start tracking it. When we look at what was your return customer rate? Like, that's your homework. What is your return customer rate? Are you tracking it? How do we start to increase it one percentage at a time over yesterday, over last week, over last month? That is absolutely cool.

Yeah. Jump in there today. See what it is today. Write it down. Write it down in your planner. If you don't have a planner, by the way, order one and then write it down in your planner. Set your baseline, and then once a.

Week, just every one of those little decisions affects the grand picture of your business.

Jump back. Back in there and see if you're. You're on track or off track.

Perfect. Awesome. Sarah freaking Burks's analogies, everybody. I just get around to some. Okay, last call before we start answering questions. Today's giveaway, if you didn't do that yet, it's the Boutique Hub and AJ Alderson on Instagram. I'll ship those out to you later today, and I'll announce our giveaway winner as we get deeper into question and answers here in just a little bit. Applause for that. I love when you do that. You're so good at, like, easily connecting things. All right, let's start. I know we had some questions on what is boot camp? What is membership? I added this slide in here today just again, membership is what we do every single day at the Hub. Membership should pay for itself. That's our goal. With discounts, all the things you use, it totally makes sense.

My husband hates it. Just so you know.

He's the Hub. It should. Hopefully all of you who Are hub members watching? You can attest to that. You utilize the things like the vistaprint discount, all the things that pays for itself. Retail boot camp is our step by step strategy. It's live group coaching. We do it twice a year. It will close on January 19th. Enrollment will close January 19th. And then something I just put on here because we talked about it a lot the last two days was our marketing bundle. That's all the pages of content ideas, collection ideas, social media ideas, live sale ideas, all the things every single day. So tons of information in there.

Just, just to back up one, one quick second. Ashley, you don't know about this, so prepare yourself. The. So. So we did want. We did want to give everybody that showed up on day three a special bonus for retail Boot camp. The hundred dollar off coupon did expire yesterday, but I noticed a ton of people in the chat that still wanted to join and missed out on that.

Oh, come on, Jacob.

Oh my gosh.

Yeah, progress.

Not perfect, but so we did create a coupon code only for the people that are here on this call. And so I will, I'll. Beth if you. Beth has it. Beth, if you'll drop that coupon code in the chat.

I love it. Keep it up. Keep up the support in the chat. You guys wondering where to start? I see a couple of those questions.

The chat, you guys can use that for retail Boot camp.

Use the ram. That is what this is provided for. Make your list. What provides. Perfect. Thank you. All right, let's do. I'm going to try to call the biggest return. What has the lowest impact. That's what you start with. That's why you have access to some new faces as well. Guys, let's see here. Willow Branch Boutique. I saw you had your hand up earlier. Let's get you.

Thank you for taking my question. Sorry, my phone camera is not working.

No worries.

So we market ourselves as a multi generational boutique. We feel as though you ought to be able to shop with your girlfriends as a 20 year old, but you also maybe ought to be able to shop with your mom who is 50, and your grandma who is 80, regardless of your age, regardless of your size, regardless of your budget. So we kind of accept and welcome everybody. So we tend to have a wide range of inventory. And my question is how we're struggling. We're getting the moms into the grandmas. We're really struggling with that young.

This to help you sort that out. All right, let's go on. Last question for today. Last question. Jeff, this one's for you. Let's talk about. Are you remarketing ads to warm audiences.

Customer base? And the other part of that is when we do have someone, this is.

A huge opportunity to get people to come back and to increase your frequency.

Yes, come in. We welcome them. We give them a lay of the land in terms of where things are in the store, and then we kind of back off. We tell them, if you need us, we're here. And yesterday I heard you say about get them into that dressing room.

A lot of times, you know, a lot of times we hear boutique owners and home and gift store owners and.

Show them what you got. Show them what you got. So that feels a little pressuring to us. So how. How do you balance that?

Oh, this is such a good. Sarah. Sarah, I know you want to jump in on this question, but when you think about, like, the ideal purchase, I made a big post about this in the Hub the other day, so I'm so glad you asked this. So, to me, I'll start with this kiss of death question is what when people walk in. Anyone know. Anyone know the kiss of death question? The first thing you ask people when they walk in the store and see if anyone has it in the chat? Yes. Can I help you find something today? What are you looking for today? When I get that question, I dart so fast. I'm like, oh, I don't know yet. I'm just looking. I'm just looking. Thanks. Right. And we run away. So just starting at the first step.

Kind of wanting to get into Facebook ads for the first time. And, like, they're. They're, you know, they're wanting to try it out. They're not sure if it's going to work for them. They're a little bit of the purchase.

The first step of the purchase is just how do I relate to somebody?

So when I concerned about whether, you know, they're going to be able to develop an audience for an affordable price.

Say, I'm getting someone into the dressing room and I'm going to show them what I've got. It's not the first thing I'm asking them to do. There's, like a whole process I've got to do before I get there. So I'm relating to somebody. I'm, you know, giving them a compliment. And we're talking about the weather, we're talking about whatever it is. And you can say, hey, here's how our store works. In case you haven't been here before, I'm here if you need anything. Perfect.

So we've related and remarketing ads are kind of a great place to start. And so no matter now we're going.

To start to ask questions as we've related and we're going to learn more about them as we go. Right. As we're building this relationship with them. Once we can start to understand and ask the questions about what their needs are, only then can we start to make suggestions about what they may want to try if they didn't know already and get them into that dressing room scenario. Right. So opportunity to, to show them all kinds of things. Before you get there. Sarah, we're. I don't see Sarah on my screen.

I'm here.

Oh, okay, perfect. Can you talk about the multi generational aspect of it? Because your store was wonderful in this.

Yeah. So I, as you were talking I started to have my flashbacks to issues that we had with that because we were almost like a department store in a small town where we, we were, we had to be something for everyone. Started back in the 60s, the store did. And so as the, as times changed our customers, how they responded to what platform you use.

You have a list of buyers like you have a list in there.

Things changed. Our tried and true customers, they knew when they came in they knew that we would have something for them. Our new customer funnel that we were.

Trying to get I promise you of names, emails. And this will make Ashley happy because her and I go back and forth on this sometimes.

When the 20 year old came in, all she saw was clothes for the older crowd. When the older crowd came in, all she saw was clothes for the younger crowd. So it, it certainly.

But these so like and so anyway, so you have this list of buyers. Right.

So as a challenge is as our, you know when you're in a business for 60 some years your customers age out right. We, there was kind of the joke we carried. We, we catered from the marry me to bury me customer. And that's a problem because as you.

Have, you have a, you, you know who they are, you know their phone number, you know their name, you know their email address.

You're bringing in the new ones. You have to, you have to educate them, you have to communicate with them, you have to merchandise a certain way. Signage is extremely important. Gaining that trust for you as the, the hero that you are going to get to know them, you're going to understand what their issues are, what, what their concerns are and find the products best for them. That's. That takes some time. But I will say in your merchandising try, try not to mix everything together because I promise those customers are only going to see what they don't want. That's the nature. Humans do this all the time. We're constantly looking for the negative. We don't know we are, but we're constantly looking and saying, this is not for me. I saw that sparkly bralette. This is not for me. Or I saw that, you know, Alex evening wear gown over there. I wanted to dress for a wedding that's older, that's not for me. So it's really going to be up to you guys to kind of set.

And so you inside of Facebook and.

Instagram and collections in stores. We talked about yesterday doing merchandise by.

Color, any of those platforms. You can load a buyer list and.

So you can merchandise by body style and by, by, by more customer driven. Who are those customer Personas and where, what part of the store is you're going to shop? Look, Dillard's does this, Nordstrom's does this. Right when you go in and shop.

Those, you know, if you have, if, if you have buyers, you know, remarketing to them is an unbelievably cost, you know, efficient way.

Big department stores, they have niches, they have nooks and they have crannies and they have all these different things that tell the story for said customer. So personally, I think that is a really good idea when you're trying to attract as many different audiences as you are. The other thing I wanted to say, when you said, when a customer comes in, you try to really explain, be careful. That younger generation typically doesn't want to sit there and be talked to about where everything is. Let your signage, let your merchandising do that for you. I always coach my staff to be working while they're talking to a customer, not just walk right up and be like, plain face, hey, you know, have you seen this? Did you want sale? Are you looking for sale? Are you looking for shoes? And you know, like, start pointing, have them work on a display, have them rebuttoning, you know, folding jeans, doing something. They're in a conversation, making it very comfortable. They're conversating, but they're not like staring each other in the eye. But with that, that's how you're going to get to feel it out for people without like taking them on a.

Tour, get more sales from that person. And so if, if, if, you know, if you're at the very beginning and you're thinking, okay, I, I have 414.

Buyers from 2020 right away that seems very time consuming. And I think one of the biggest challenges. I mentioned this in the day one, consumers are super time conscious. They don't want to spend a lot of time and it's. It is. Yeah, less intimidating, for sure.

Sorry.

My voice is gonna go.

23. How do I get them back in my store? Like, how do I get them back in?

I appreciate all the feedback. Just a couple things that popped into my head as you were talking and I was trying to relate it to the store is we are a very small boutique. We're only roughly 6, 600 square feet.

My store. How do I get them back on my website? A remarketing ad campaign is a real.

And as soon as Ashley said the kiss a death question, I was a little concerned because the way that we greet our customers is we say hello, we thank them for coming in, and we ask them if they're looking for anything in particular today. And then we point out our last chance rack and our sale rack pack. And then, you know, tell them that the plus size items have a string on top and if they have any questions, we're there. That's. That's kind of the spiel that everybody gives when they come in. So I guess we're doing it all wrong.

Oh, I, you know, I, I just want to tell you, be careful to always to be. The first thing you do is tell somebody where a sale rack is. Just be careful about that. 600 square feet is a, is a, is a big challenge for you, for sure. It's very tiny.

Yes.

I also like to make sure no matter how big your guys's spaces are, give a transition zone for your customers when they come in. When we in retail bootcamp, we lay.

This out a great way to do that. And so in Facebook ad Manager, you know, you create the campaign, you load your buyer list, and you tell Facebook, I want the people who out in a store.

And. But your customers have to have an area in the store where they can come in, they can relax, they can.

Unzip their coat, have bought from me in the past to see this new collection. And for you wide buyers, people that buy wide, you know, advertising a collection is really smart in this.

They can get familiar and they can make a decision where they want to go. 600 square feet can feel really close, but nonetheless, give them that opportunity to make a decision. When you empower your customer, they're going to like, know and trust you and stay longer. If you feel like. If they feel like you're doing all the talking and all the decision making and you're pushing them in a direction they're going to bounce super fast.

Okay. Yeah. And we do have that transitional space as you refer to when you walk in the front door there is what we call like a foyer area where we do have merchant forward facing merchandise. And then you kind of enter into the main part of the store. Again, it's very small and, and we do have a lot of stuff because again, we're trying to get everybody and have choices for everybody. So I think we're also doing the, you know, you said less is more. We're, we're kind of, we're doing more is more.

Okay.

I would, I would. You know, I, I mean I'm really waiting because.

Or advertising a style in this situation.

Is smart because you're curious about more about your business. But it almost seems to me I.

Wide because you're going to run out of stock fast if all 300 of your, if all 400 of you.

A little bit more curated experience might be really valuable for you. If you, if you could sell that and if you could explain that and get more buy in on that, that makes those people feel like they're in a small space. But they are going to be. We're. You're curating a look for them.

Okay. And sorry, you're saying full outfits, head to toe looks.

I'm.

Your buyers from last year show up for that collection. Guess what, you're not saying that.

But I'm also saying to the point where if you have to keep a few things in the back, keep them.

In stock left, which is great. But so you know, that's, that's, that's the back.

And then train your staff that as certain asks are being made of the, from the customer. Once she's saying she's interested in certain things, you say, hey, I have just the right thing for you. And then you start maybe pulling things from, from the back or wherever.

And, and I realize this is very specific to our store and doesn't, doesn't apply to the, the majority here, but we have no back either. We literally have two dressing rooms and a big open space. So there is no quote unquote back, not even a space behind the counter. It's, it's very small.

So I guess the one thing I would do is I would do a real audit of your inventory and what is working? What are you willing to let go of so you can create some more space and you can create some more just. Yeah. Flexibility.

Okay.

You're offering too much of Too many different things. Very wide assortment, very thin. That can.

It's.

It's very hard to merchandise that as well.

Yeah, we do, we do color palette.

Strategy. Like, are you remarketing at. Are. Are you marketing to your warmest possible audience, your previous buyers? Now there's a whole funnel that goes along with this.

Okay.

Yeah, I would, I would definitely look at like different classes of inventory that you're offering and what's working and what, what isn't.

Okay. Thank you so much for your time.

Yeah, you bet there.

I want to jump in here. Hello, Ev Boutique. In the chat, she's asking, how do you do that online? So I want to give you guys.

And like there. And I, I do want to touch on that. But, but, but if you're thinking about starting ads, don't shy away from start advertising to your previous good example.

I love shouting out boutiques that I think just are doing spectacular jobs in different areas. I just talked to this boutique owner on the phone the other day. I don't know if you guys are familiar with herring stones boutiques. If you're from the South. I talked to Hannah. I think that they do a tremendous job. If you're someone who's multi generational and you're showing that on your website. And also like merchandising, different collections, they sell everything from the homecoming dresses that are popular in the South. Like, you guys go all out. Me from the Midwest. I don't even know what that is. Like, it's a whole nother level. Sarah's talking about unzipping her coat when she walks into a store. That is the most Midwest thing I've heard on this chat all day. I love it. But the Harry Stones girls, they've got the fancy homecoming dresses all the way up to, you know, anything older ladies can wear to work, I think they do really well being multi generational and they build it into collections, but they also build multiple ages into their photo shoots and showcase that beautifully on their websites. So if you need a good example, if you're looking for something online, I would say check out their website as well. All right, next question. Marion.

Hi, everyone.

First of all, I'm sorry, because I'm French and I might not say properly what I want to say, so I hope you will understand me. Thank you so much for these three days. I learned a lot.

Buyers first, and it's upside down, right? Like, like this whole time I've been talking about top of funnel, middle funnel, bottom of funnel. But if you just, if you're just getting started and you're going to do it on your own. The highest return will be realized with your remarketing with with marketing too.

I'm talking about my business. I'm selling home decor and accessories fully handcrafted back in Morocco and we just started I mean received all the the products back in July and started to make some pop ups and your previous.

Buyers now understand.

In September. My main point is that I've been working on this project for a year and a half now. It took a lot of time to get everything settled down sent to the United States and to I mean to install everything. And so we started just in back in September and I'm feeling like I'm a bit stuck right now in terms of awareness. So I would like to know that's my first question like how can I stand out and make sure that people get to know me and my brand Mainly knowing that I have one website and I'm doing some events but like very a few of them depending on the operating is LA based just in case it's important. And my second point is more like technical point question for Jeff maybe any.

Like the life you know the journey of your customers through your website and through your store is really really important. And so there's a few steps, there's a few.

Trying to get to more people knowing us. I set up my business profile on Google. I used to be like the first one to pop out when someone was putting my name on Google and now I just disappeared.

Steps that we should be monitoring, you know just to make, just just to understand.

I mean I didn't disappear but I'm visible only if you check through Google Maps which is kind of bothering me and I cannot find any way to make it back on the searching page of Google. I don't know if there is something I'm missing. I try to change the understand how.

People are interacting with our brand online.

And so we want to know my business. I'm approved. I mean I'm certified. I don't know how you say that. So I check all the boxes. I'm. I'm right here. Some people can write a review for me if I send the link but still I don't appear when someone is looking for us over the Google. I have many more questions but I think I will narrow down to this one.

I love this question. What first what is. Can you give us what is your website? We all want to see your products. We're all very curious. What's your website? Someone could drop that in the chat and then Jeff could take a look at it as well.

I will, I will draw it right now. Well.

Are you putting it in the chat?

Yes.

Perfect. And so let me, I just want to make sure I understand this. Right. So you make handmade, beautiful products. You have a website, shopify maybe. And you're wanting to sell in the United States and do pop up. Yes.

So we have a website.

It's not how, how many people visited the page for the first time. That's step number one. Like how many people came to our page for the first time. The second step is how shopify.

Unfortunately, to be honest, like I just started, I was like taking this the, the less expensive one. So I went with wix. It was a year ago. I made it and, and yes, I'm like full. I was planning to make it like fully online.

How many people viewed a product? So we want, we want to know how many people landed on our homepage.

So here is the website.

Sorry.

But then I understood, like people actually love to see what they're buying and even more when it comes to home decor and oh, I see a lot of people popping on my Apple Watch right now.

How many people actually made it to a product? How many shoppers are shopping, right? Are they shopping?

So as soon as we made like pop ups, event or market events, I mean we have a good conversion, conversion rate, so it's good. But still these events are very local, very small events so far. And I'm feeling like we don't get the awareness yet. And I cannot understand like what's the, what I should do to make this step? I mean to make this change. Because we tried, we tried digital campaign, local digital campaigns. I'm posting on Instagram. Instagram, sorry, everyone around.

And then how many people, how many people added that product to cart, how many add to carts did we have?

And then that's step number three, three times a week. And yeah, thank you for your, for your comments.

Yeah. So I was just totally snooping on your website, which I'm sure everyone is. You're what? Your site's beautiful. Your products are stunning. Your brand aesthetic is on point. You know what I think is missing? I just popped on your instagram really quick.

3. Step number four is how many people began checkout.

So like did I. I would be attracted to buy from you, but I don't see you anywhere on there.

Yeah, that's a real point. I know I need to. That's tough for me because I'm French and I'm feeling like I'm not speaking very well. And every time I'm doing some stuff, I'm like, oh, my God, it's taking time, so long time to make it perfectly.

This is what you need to know about Americans, is we all love your accent and we're all so jealous of it because we speak like this. I speak like I'm from the Midwest and I have a lot of A's and O's. So as much as you might be thinking we don't understand, we do, and we want more of it and we're intrigued by it. So that's. That's your biggest point. That sets you apart and makes you.

People start checkout but didn't finish. Did we have a bunch of people.

Start checkout but didn't finish for different than everybody else? Use that to your advantage. And people. People are interested in buying products. People are interested in buying stories, and they're interested in having things that create emotion. When you become a key point of your brand and you build a community around your brand and you have a story in your brand, that's what you're actually selling. So get present, get active. Show the behind the scenes. You know, I talked about those three types of content. There's the branded content, all the behind the scenes, the engaging content, which is just asking questions, and then the products. Right now, your brand is just products.

So I want that. Actually, that's another point I had because so we're not like. That's also the point of the reason.

Why would that have been. And then the last step is how.

Many people purchased the inventory. To be honest, like, it's a long process because it's handcrafted product. So it takes like six months back and forth to make one product, one single product. And once we receive everything, we group everything because it's costing a lot otherwise.

And we.

That's like the core funnel. Right? Like, so we attracted them to our page. You know, did they make it all the way through our sales funnel or in this sustainable.

I mean, we have it in mind. So we don't bring things like by air freight, but only for ship. And it's taking a lot. So that's also like, how do I keep the hype, if it's the right word, with behind the scene, Knowing that I have, like a large assortment but few quantities on each, and I don't have delivery every single month. Definitely not. I have them. Like, to be honest, my last one was back in July.

So, yeah, like, I encourage you. I'm looking at these beautiful, like, crossbody.

This year in RBC, we're going to break that down. GA4 has a new that you have.

This is it the feta bag. It's stunning and it's only $70. To me it's handmade, it's sustainable, it's one of a kind. To me that's a 200 bag. Like I would encourage you to really look at your numbers because I feel like you may be leaving margin on the table. The more margin you have, the more opportunity you have to put back in manufacturing and creating more inventory. So again it's not about price, it's about value. Give it a lot of value.

I know and we talked about it like yesterday and I know that like the perception and things like that. It's tough for me to express Funnel.

Explorer that, that you can monitor each one of them.

Okay. I'm coming from France. Like everything is a bit cheaper and I'm like always the time like okay, how can people somehow like put this.

Money, those steps individually on a day to day basis it tracks everything for you, which is super cool. And so we're going to do that rbc. But those are the key questions, you know, like how many people came to.

The page in this not famous brand yet? I hope when they will be.

It's going to take you to make it famous. It's not going to get famous on its own. You are the catalyst that will make it famous. Yeah. So don't quit discounting yourself. You have so many amazing attributes and qualities right now. Just don't take that for how many.

People viewed a product, how many people added that product to cart, how many.

People began for granted. That's okay. That's your superpower. Jeff, do you have any.

Well the, the, the one main issue with your site is that Google's not indexing your site correctly. And so you're not getting any credit for any of your social posts or any of your social pages and you're not getting credit for any of your keywords and you're not getting credit for any backlinks that may exist.

And so do you know that? I'm sorry because I'm very, very like newbie on this stuff. Like how do you know it's not credited?

Because we use a third party tool that checks to see like and this is available inside of the membership dashboard by the way. These same tools that measures your on page SEO, your backlinks, your usability, your performance and your social links. And you like you, you don't have any connection between your keywords, your backlinks or your social pages. And so that means that Google checkout, how many people made it through checkout and then. And then remarketing. Right. Not incorporating those into your index. And so that's something that you would want to. Did. Did you. Did you already convert to GA4?

So that's the point. When I went on my Google Analytics profile it didn't ask me any GA for stuff like the, the banner that you said.

Probably yeah. So like the people that will go through that flow the easiest are your previous buyers.

So good.

That's. That's probably it it pro. It's probably waiting for you to convert to GA4.

But how do I do that then? Because I'm trying to understand like how do I get GA4 and I saw the video he sent and I'm doing it. I mean when I'm going on my Google Analytics I can see like organic search organic the one that you said yesterday or the day before and still I don't know if I'm doing it right or not. And on top I initially like I know that someone yesterday had the same issue. I created everything.

Ah, quick question from somebody in the chat. And I think you and I both.

Could answer things through my personal email. So all the, even the Google Ad campaigns and stuff like that now they're all linked to my personal email and the idea of my business is linked to my personal email. I'm not sure how to do the. The switch to make sure like everything now is linked to the. My professional email address that I have now.

I'm grabbing a. I'm grabbing a step by step article.

Oh, chat's going so fast I'm losing it. But she's saying I get a ton of clicks to my website for you to.

To walk you through that process that you're asking about. I'll drop that. I'll drop that link in the chat.

Thank you so much. I really really appreciate this like webinar it was the first time I heard about it and to be honest like it's a lot of information. So excited and so overwhelming at the.

Same my ads and tons of ads to cart but nobody checks out or purchases.

Why. Why do you not do you not Same time.

I don't know for other other business owner but I mean it's a huge source of inspiration. Thank you so much for this.

That's the article right there. I just dropped it in the chat.

Thank you.

Perfect. We're so glad you're here. Thank you for raising your hand and we're all excited to follow your journey. We're all going to be stalking you online now. Certainly. Thanks again. Shout out to Beth. Someone just said, Beth, is being a.

Superstar not accept the payment that they. That they prefer. Is it too expensive? Is shipping too expensive?

The Cole is also in the chat. Both of them are being superstars today. Dropping all the links. Beth did just drop, as Jeff mentioned. You have an opportunity, Marianne, when you're a member of the Boutique Hub. We do this on our dashboard for all of our members every day. Our dashboard is going to be getting a bit of a facelift. Jeff and I just talked about it this morning. But when you go to the My Metric section, Beth has it in the chat. You can put in your website and it will run tests on.

Does your. Does your checkout page take too long to load? Is your checkout page not trustworthy? Is there something on your checkout page that makes them think, oh, boy, I don't know. I don't know about putting my credit card number in here.