How To Get 10,000 Reviews

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All right, ladies and germs, it's time to talk about 10,000 reviews. But first, we have something that we do here that requires universal participation. It requires everybody and it's something that we like to call the simultaneous sip. Although here in our capitalism cult, I think we're gonna have to get our own name for it. We're starting some pushback for stealing this from Scott Adams. So for now, grab your cup, your mug, your glass, your chalice, your stein. I've got a stein, a flask, maybe a tankard, could be thermos, anything that you desire and fill it with a liquid. I've got coffee with some sort of cocoa something. And join me now for the simultaneous sip. Go.

That's what I'm talking about.

Oh, Gabe, yours is spiked.

Justin, yours must have something extra in it. So you'd be getting all these reviews. I was hoping you guys could give a little bit of background on you're on the company and like the overall vision for what it is that that you are trying to do. Would you, would you be willing to share? We dive into everything else.

Yeah, absolutely. So.

Jeremiah and I started roam about. Yeah. Five years ago in 2015. Wow. And yeah, Jeremiah obviously is not on the call today, but he's here with us in spirit. So we, it basically it's an adventure lifestyle brand and we were just really passionate about, you know, travel, adventure, things like that. And so we just make products for people that live an active on the go lifestyle. And since then we've been able to grow the brand to a multi seven figure brand and we've been able to do it through strategies that have kind of been tried and proven. Jeremiah, he also has done this in other businesses like you mentioned, Ryan, and he's been on your podcast and he's had another business that he's exited and now kind of the vision for Roam is to really just provide some of the best customer service out there and some of the best value for customers out there. And, and I think people underestimate how Much that can build a brand, and it can also build your products. And then the vision for the company is to kind of set it up to continue to flourish and then sell it in a few years.

So, Gabe, what I thought was interesting about the video that you put together that walked everybody through the SOP was you kept saying over and over again, like, the goal is to just overwhelm the customer with a good experience. And you have mechanisms for doing that. Like, you made some sample copy that you use manychat to fulfill, and you have, like, certain strategies that you use to overwhelm them, but the overall strategy is overwhelm them with a good experience, and some of them will leave reviews and do that at scale, and you have yourself a company.

It's really funny because this is actually the same strategy that Starbucks does. And I come from Starbucks. I worked there for, like, seven, eight years, and they do the exact same thing. So when I came on with Rome and saw that Rome was doing this, it all just made so much sense. Now, like, that can transfer to online.

Yeah. So explain to me the different roles in the company. Gabe, what is your role versus Justin's role versus Jeremiah's role and who else is on the team?

Yeah, for sure. So I am the chief Project Officer, so I pretty much implement the ideas that they come up with. So Justin, he is the coo. So he is pretty much in charge of managing me, making sure I'm doing everything I'm doing.

Technically, Jeremiah would be the CEO.

Right. I always get those confused. So Justin is the CEO. He's still in charge of managing me, making sure I'm on task, making sure I'm still doing what I'm doing. Jeremiah is the coo. He make sure that we're profitable, make sure everything's running smoothly. They tell me what to do, I implement it, and we love it.

That's great.

Yeah. And if I could speak to the structure of the company a little bit right now, how it kind of looks is like. Like, it doesn't. The titles don't really matter so much because it's like Jeremiah and Gabe and I. You know, besides Jeremiah and I being the owners, it's kind of like all. If you were to think of it as like a board of directors or whatever, it's like me, Gabe, and Jeremiah, and we're running the company, and we were looking at the growth pattern for the company the other day, and we were like, you know, for where we're going and where we're headed, the rest of the company is then Virtual assistants. So it's like us three and then virtual assistants, and that's kind of the hierarchy. And we really don't foresee that changing. You know, we might add a few more BAs, but it's really a simple structure and we kind of all keep each other accountable. We kind of all have maybe little different nuanced things that we do. But yeah, we're kind of just all running the company from. From the standpoint of like it's us three, and then we. We hire out and subcontract the rest.

Okay, and the strategy that you're using to get thousands of reviews was, was this used over in the previous company that was sold and was brought over, or has it been refined and changed since?

It's been refined and changed over the years a lot.

Okay.

Obviously, five years ago, incentivizing reviews was okay, so. But still, the principles still apply.

Yeah, makes sense. And Gabe, you said something interesting in the video, which was talking about how some products take a really long time to ROI under this thought process, because you are giving so much to the customer. So that can scare some people. It can also scare away competitors. So would you walk. Would the two of you walk me through that thought process of how you are determining what you are willing to put on the table while also putting proverbial food on the table, if you will, leaving room for profit?

For sure. Justin, you want to take this one? I feel like you're going to have a better answer than I will for this, to be honest.

Okay, so could you say the last part of what you're asking, Ryan?

Yeah. So. So how are you weighing. Get overwhelming the customer with value while also leaving room on the table for profit?

Yeah.

I mean, I guess it seems like a straightforward question because in my mind, it's just like, provide a product that performs and treat the customer like you actually care. Right. So it's like it always seemed like second nature, I guess, to us. But then we realized that a lot of people don't do that.

So if you're. When you're in the product phase and you're choosing a product, hopefully you've left room for margin, because I've also seen some people go the other way where they just make this crazy expensive product that they can't afford to sell in their marketplace. So before going into a market, you do need to make sure you can provide a high quality product that still has room for profit margin and things like that.

But maybe like in the overview that you guys put in the members area, there was there was like the whole process can be expensive per customer. Right. Of not only fulfilling the product, but I mean the follow up process, the things that you give them to enhance their experience. Yeah. Like all of that can add up. So are you in some way, are you kind of working into your calculations that not everyone is going to become.

Is going to eat into that profit margin? You're going to have what we might call breakage or spillage. Yeah.

Up front. Yeah. And you just got to be ready for that. That was something when I first started five years ago, I had a really hard time with because you would just lose so much money up front. But then once I saw the results that it yielded over time, over a matter of even a few months, it was like, oh, okay, this is worth it. This is the upfront cost of starting, starting the business.

You know, help me understand what you, what you just said that you, when you see the results kick in, it settled that part of your brain that was like, this costs money, this is expensive. What, what results? And when did you start to see that? Relax a bit.

Yeah. And, and the best way I can describe it is actually something you used to say that I remember from when we first started was the further you can go into the red when you start, usually the better your results you'll see. So you start to see the results once you start getting momentum because it's, especially if you're selling these products exclusively, launching on Amazon, you have to get that momentum and.

That takes time and it takes real sales. So once you're paying for advertising, if you guys have looked at the SOPs, you're paying for all these different forms of advertising through PPC and Facebook. But then once your product starts to rank in Amazon's algorithm through those ways that are more organic and that's when you start to see the results and then you start to see the organic sales come in and then you're like, okay, this is paying off.

That makes sense.

The really expensive part is that upfront buffer period where you're paying money for advertising. You are, you're, you're in what we call the grind. You are, you're dumping as much volume in the front end as possible, knowing that the system that you have outlined through ManyChat and through the other, the other pieces of that process are going to capture that experience and put them through the review getting process. Is that what you're saying?

Yep, Exactly. Exactly.

And then, and then you start to see momentum when you're. That the organic sales are now covering the other expenses that are coming from the system.

And then you're at break even because now your organic sales are still coinciding your advertising, your cost of advertising essentially. And then you're seeing reviews come in and then the momentum builds, but it's slow. So it takes time, but it starts to pay off. And that's when you see the results coming in.

Got it. So today.

How would you guys like to dive deeper into your strategy? I can pull it out of you, but you guys are also very prepared. So do you have something, do you want to do you want to lead the conversation or would you like me to lead the conversation?

Honestly, I think we could do this. I think we got this. Yeah, we kind of outlined this whole process. So for those of you who haven't gotten the SOP first off, you should absolutely do that. Really pretty in depth, comes with visuals, really well done. But for those of you who haven't looked at it yet, I'm going to give you a quick overview and then I'm going to pass it over to Justin. So the overview of the process is that we deliver value and velocity. That's what we call this the value and velocity principle. So the idea is that the more sales you get, the more likely you are to get reviews. Super simple, super logical, straightforward. But then the downside is if you only focus on increasing your sales and leveraging sales, you're not leveraging positive reviews, you're increasing the likelihood you'll get reviews, but it's no guarantee that they'll be positive. So that's where we add the value. That's where we add a scene amount of value to our customers. So that's the overview of the process. And then Justin's gonna explain the velocity side of this.

Yeah.

So yeah, I guess it kind of starts with the velocity, doesn't it Gabe?

100%.

Yeah. So essentially it's like the chicken egg theory. You need sales to get reviews and you need reviews to get sales.

So kind of, I mean, Gabe, how this process really starts, when you say it really starts with first paid advertising and that's where you're getting the sales and you're offering. Obviously if you're, if you've looked at the sop so we won't get into the details. If you're offering the, the discounts through Facebook ads and then you're doing ppc, you're going to start getting sales.

And the other thing that I think is really important and this, this was really hard for me at first, especially first product launching your first product you have to put, and just for the beginning period at least, or if you're relaunching a product for that relaunch period, you have to put your price lower than you normally would or what you are anticipating putting it at, you have. We call it competitive pricing. So if everyone in the market is at $20, you come in at like $18 or $17.

Um, and, and, and Justin, this is, this is like Amazon philosophy specifically.

This is specific. Yeah, we are talking, that's what we're talking about today, right?

Because, because, yeah, just, just for context, right, we are, we are now talking about Amazon management, not necessarily business management. So when you are, when you are launching a product and the goal is to maximize the volume from Amazon, what is being said is you come in at a lower price at the beginning in order to get volume or what we're calling velocity through the system and allowing the process to bring those initial sales into a review getting process until we can then go into more of a brand building or business building mode which would be higher prices, more of a moat around your competitors, more audience building. So I just wanted to add that, that nuance because I know some people have read my book and are looking at it from a brand perspective versus Amazon management perspective and those are two different mindsets and they both are great.

Yeah, absolutely. And the other thing you got to think of is when you're launching that product, you have no social proof. So especially if you haven't built the brand outside of Amazon first. So you kind of have to prove yourself a little bit and be willing to give people that discount up front in order to get those sales. So yeah, so that, that really helps to get that velocity because now you have the advertising kicking in, you have all those things happening and you're at a competitive price. So people are willing to give you a chance because you don't have as much social proof. So the buyers are scrolling down page one and they're like, well, this person doesn't have as many reviews but their price is good and the product looks really good and they have great photos because hopefully you have good photos and all that because that contributes to the value piece of it. So yeah, and then you're gaining velocity through that and that is kind of something that is just there because you have your price lower. It's giving you a little bit of an edge.

So that's how you're kicking things off, right? You're getting some velocity in the system. You've got pay per click ads and you've Got a lower entry point, lower entry price. So Justin, it makes a little bit more sense and confirm if I'm following your thinking now, that when you kind of got into this there was a little bit of like, this is expensive because you're, you've got a low price so you've got less profit, you're building a great listing and you're running pay per click ads and you've got this system running in the background. It would make, it would make sense for someone to look at that first coming into a business being like, how do you all make money?

Yeah. Oh absolutely. And especially like you put all this hard work into developing the product and making sure it's good. So you don't like, it's like an ego thing. You don't want to keep it at a lower price than what you believe it's worth. But it's just for a time. Right. And I think it's important to mention the time when you'll know it's right to up the price is you do it slowly and incrementally. But when you have more reviews and you are ranked better in the algorithm on the keywords that you're targeting, like your top one or two keywords, that's when you'll know it's time to start upping the price. And you do it incrementally and you watch how it responds. Like does it fall down in the algorithm or does it stay ranked where it is because you want to, you really want to keep whatever rankings you've built up.

Now a quick question for you, Justin. My approach to this would change if I had an audience that I was launching to. And I think you started Roam with no audience.

Yeah.

You just started taking sales. So I'm just curious if you share in that analysis that if, if you had, you know, if Gabe all of a sudden decides he wants to be a snowboarding influencer and has a hundred thousand people following him that are active and he. Yeah, and he starts, he starts posting about Roam at the beginning to get initial sales. Would you still follow the same pricing and Amazon management or would you just run the review getting process in the background of Gabe's influence?

If I were doing that with an influencer, I would still, I would still do the same process.

Interesting.

Tell me why on Amazon specifically, unless I was launching on website, different strategy altogether. Which I would even argue if you're launching to an audience, even on your website, still give them a discount if it's the first launch of a product. Right. Because you're building that social proof again. But anyway, Amazon specifically because you want every edge you can get and you want to like catapult that product as far forward in the beginning as you can see. So I would. Because it all translates into ranking into the algorithm, into getting reviews. And in Amazon's eyes, if your price, if let's say you want to have your product at $25 and you set the price to 18.

It'S still going to count as a full price sale in Amazon's algorithm, whether it's 18 or 25, because it's whatever you have it set at, it's the discounts that aren't gonna weight as heavy in the algorithm.

So that makes sense. And Gabe.

What would you, what would you add to that? Gabe?

I was just agreeing with that. The whole idea that like you were talking about, if you want to really succeed, especially on Amazon, then the further, at the beginning, the further you go into the red, the more likelihood you would be to, to shoot forward and make this successful. And so I feel like the same principle would apply here that yes, if there was a big influencer, absolutely leverage that. But I wouldn't necessarily, personally, I wouldn't say let's raise the price or let's be a normal competitive price or normal price as opposed to being a competitive price just because we still have the influencers. I would say let's just double it up, let's go all in.

You know, it's, it's so interesting because I, I disagree. And they would both work. Yeah. So it's like I, I, I just, I'm like sitting here like in my brain weighing, like, should I push back? Are they or are they right? And it's like they both work. You know, it's just, it's just a management of like what's right for your business and what's. What I love about what, what, what your team has put together is. The only variable is can we get sales on the front end so that the machine in the system takes care of the rest and everything. Everything else is variable. Right. So like I'm sitting here going like, like my businesses, I launch them with influencers. I want to play the price game as little as possible. I want to build the brand. I want to have profit margin from the beginning and I'm okay scaling that slowly, profitably. And Gabe and Justin are in the position of like, let's go mother liquor. Like, let, like, let's put, like, let's put our chips all in. Let's, let's break even or Even at a loss for a while. Let's win the Amazon game and move on to other things. And guess what? They both work. Yeah, they both work. Here's what does not work. Having a big launch and then no. Having no system to follow up with those customers, to provide value for them and getting them into a process to follow you and to review you, which is why you have the one, two punch of volume and velocity. All right, so, Justin, I cut you.

Off.

Because I wanted to add that context, but you were. You were. You were on a tear going through the rest of the process. I remember where we were because we went down that rabbit hole right there.

Well, I think. Yeah, I think that was it for the Velocity piece. Just speaking to the importance of. Of that up front.

So, actually, Gabe, do you want to kind of speak to the idea of the law of reciprocity?

Yeah, this.

I love this part. I love this part. Okay, so the law. If you guys are familiar with the law of reciprocity, go ahead and put a yes in the comments because I'm super intrigued. Super intrigued.

If anyone is.

If you're not.

Yeah, Gabe, how did. How did you discover this? Is this a Cialdini thing that you discovered this?

This is something that, like, I love psychology. I'm freaking obsessed with this stuff. So, like, this is just something I've learned over the years. I'm all about it. Ooh, Greg. I see you, Greg. Okay, cool. So the law of reciprocity is essentially, if you give someone something, if you're nice to someone, if you provide value to someone, they are more likely to provide value back. If you boil it all down, that's what it comes down to. They naturally, we, in our minds, we have an account balance with every person we interact with. So if Justin here goes and is like, hey, Gabe, he lives in Colorado, I live in Maine. If he ships me a pizza or ships me a coffee, just something crazy like that, right? Just out of the blue, I am more likely, when I see him, when I'm interacting with him, I'm more likely to do something nice for him. He's not asking me to do anything, but because he did something nice for me, I'm more likely to do something nice for him. Simple as that. So we've built our entire strategy off of that principle. And so when it comes to value, some people think, like, we run a lot of Facebook ads, a lot of rebates on our Facebook ads, anywhere between 30 and 80%. At one point, we were doing 100% rebates, and like throwing where? Not throwing away. We were losing a lot of money doing that, but we kind of narrowed down the focus. But all throughout that process, a lot of people think, oh, that's the value you're getting. Okay, if I just run rebates, then I'm giving my customers value. And the reality is that's actually not the value that you're giving. Because when you say, hey, this is what I'm going to do to you, if you do X, I will do Y for you. That's not necessarily value. That's just a transaction. What we do is I'm going to get a little granular here. But we have very specific things that we will add value to for a customer. Once they've already bought. We run the rebates to get as many customers as we can. Then once they've bought, we'll have very specific things we do. For example, on our inserts, all of our inserts have a QR code. You scan it, you go to a page, and it just says, hey, thanks so much for buying this product. We will give you 50% off. Join our list. We'll give you 50% off. A second one. They join the list. 20, 24 hours go by. We say, thank you so much for buying that second one. Excuse me. We say, thank you so much for buying that second one. Here is 30% off any of our product. Pick your product, we'll send you a code. They do that, we'll have like three, four, sometimes five of those different processes, depending on the product, just giving an obscene amount of value at every single turn. And then at that point, that's when we ask, hey, if you want to join the list. Yeah, I saw. I saw you coming. I saw you coming there. We say, if you want to join our list, we would love to give you more of these offers. We'd love to invite you into our family. If you want to join the list, let us know. And then we get their phone, their email, and then we do the review. Ask after that.

So, Gabe, like. Well, here's. There's two things that. That are just beautiful about what you're saying. Number one, thank you so much for referencing the fact that the pricing strategy or the rebate strategy is not reciprocity. It's just a transaction. And it is only transactable if there is reciprocity baked into the system. So thank you for that. Of course, there is a wonderful example of this where Gary Vaynerchuk did one of his episodes with somebody who advises restaurants, and he was saying, you want to know how to grow a restaurant? You remember this, Gabe?

Absolutely, absolutely.

So he's like, every time somebody comes in, we ask the customer, how have you been here before? And if they say no, they give him a red napkin, Right? And the red napkin is, like, the special person of the day. The other waiters and waitresses come over and greet them, say, thank you for being here. Welcome in. We're so glad that you made it. They give them a great experience. At the end of the meal, they say, your meal's on us today.

And they walk out, right. Oh, and here's a coupon for a free dessert. You gotta come in for the free dessert. And as a result, there's like, how do I not come back here? But if you put an ad outside, that was new. People eat free. There's no reciprocity now. It's a transaction, Right? That's the difference. That's why so many people don't get it. Don't get this. This is why the value part actually matters. So, Gabe, well said. And I love the, like, acceleration that you have of, like, you have the first transaction go really well, and then you blow them away, and then you blow them a little bit more, and then you ask for something. Well done.

Yeah. Thank you.

It's.

It's a beautiful process. We're so stoked to be able to do this. But the other thing to say is if for some of you guys, you're wondering, I'm sure you're wondering, oh, my God, this is so much money. I barely breaking even as it is. Price lowered. How can I give away these rebates? But for us, that's not the only source of value that we're giving them. We have a couple others. One of them is our customer service. This is something that is so overlooked. Like I said at the beginning, I worked at Starbucks for seven years. I am a huge believer in Starbucks. And honestly, their customer service excels. The reason why they are so huge is because of their excellent customer service. And it's something that is so overlooked, especially when you're building a business that's online.

So rare, too, Gabe, we were talking about this the other day. So rare to get good customer service. Oh, yeah.

It's crazy. I hate. I don't know if I should say this. I hate going to other coffee shops other than Starbucks for that reason. And it's not necessarily because of the coffee. It's because of the service. And so that's one of the. That's another area we provide so much Value is we go above and beyond for every customer that we can. I know in your book, Ryan, you talk about it, about treating that customer as if they are your business. Because they, they are.

They are.

They are. It's really simple. So we go through that whole process, we give them a ton of value, whether customer service or different rebates, and then we do that review, ask. That's, that's the value. That's the whole process right there.

Beauty. Now, would you walk us through the way that you're communicating with these customers? So when somebody transact with you in those early stages when they've got, when they were operating on a discount, are you following up with them through Amazon system through something else? Like what tools are you using for that?

Great question. So when someone originally buys. So regardless of ppc, regardless of rebate, however it is. So if they buy, actually let me rephrase this. If they buy via ppc, then we, obviously we send, we have Amazon service that will send them the typical emails, but there's very little response from that. And we all know this. It's not, it's not ideal. So what we do is we try to engage with them in a personal way. And one of the best ways we've found to do this is through a system called ManyChat, which is just, it's a social bot interacting with people via Facebook Messenger. So when they get the product on the, on the insert, there'll be the little QR code. They scan it and it goes to a landing page and it says, hey, here, we would love to have you, we'd love to give you all of these different rebates, join our list. And they join the list on ManyChat. And that's when the whole process starts. So if they go via Facebook, via Facebook ad, then right off the bat, they're joined into ManyChat. They click on the ad, they enter a whole flow in manychat, and that's how they get their rebate.

Got it. Cool.

And actually, I just want to point out something that Adam A. Said that's kind of important in this process. He said, from what I understand, a deeply discounted sale disqualifies that buyer from leaving a review.

And that is true. It depends on how heavily discounted the sale is. But also one of the big keys here in this whole thing for, for getting good, high quality reviews that are within TOS and you know, actually genuine is the Facebook ads. And what we're doing is giving the customer a rebate not through Amazon. So that Review is still verified.

Meaning the rebate can come after the purchase.

Yeah, it comes after the purchase. Yeah. Sorry for clarifying that.

And also you're testing different rebates and you're testing different offers and you're testing different things throughout the value ladder.

Yes.

That aren't necessarily just get cheap stuff.

Yeah. No, it's not 100% rebate.

Yeah.

And then like it's all different kinds of 30% and like on us, not through Amazon system where we after the sale go to the customer and give them that rebate that we promised them, which they're okay with because we let them know that up front.

Yeah.

So let me, let me recap the process as I'm hearing it. So you launch, you launch with whatever it takes to get velocity. And from a cold start that means a discounted price, some Facebook ads and Amazon pay per click, whatever can feed the system with sales and transactions. Which by the way, this is the exact same process that we've talked about with Travis Killian on the show, which is just at the beginning of the. We stuff the system with as much as possible in order to get Amazon to take us seriously, to rank for keywords and to get momentum moving. The second thing that you do is you have customer follow up processes where you're using manychat and email follow ups depending on where they are in the system to overwhelm them with value and a quality experience with both your interactions with what you're giving them and also with the overall just customer experience and customer service. And then deep in the process you're asking them to either get plugged in and or to leave a review. And doing that enough over time with enough volume is how you're getting thousands of reviews on your products.

Yes. And I didn't miss anything. No, you didn't. I just want to highlight the two different ways in which you're getting reviews to start. The one that's gonna be more upfront in the beginning is from the Facebook ads. That's where the bulk of your reviews are gonna come from. Not because you told the customer if they buy it or if they leave a review, you're gonna give them a rebate, but because you're building that law of reciprocity. And I know Ryan, this is something you talk a lot about and just harboring that goodwill toward the customer. And then you cause you have their contact information directly because you got their information to start, you can just say, hey, would you leave a review? You don't say like you don't really, there. There's different ways to go about it. I won't get into that. But yeah, that's where most of your reviews are going to come from because you get to ask. But then because of that velocity piece and you're getting sales and your product's good because you've added value on that touch point as well, then you'll get reviews from there as well.

So that's what was the. What was the ding, ding.

I was like, preach it, brother. He was talking about the other way to give value isn't just again, through rebates, isn't just through customer service. There's a thousand ways. And what we probably should have said right up front is the most important is your product has to be freaking amazing. Your product has. It can't. It has to be the best within your price range. It has to be top quality. If your product is crap, if this was back in 2015 and you're just putting up something, whatever you can, and, and you putting up crap, you're not gonna last. Or you'll get reviews and it'll all be one or two star reviews and it'll sync your listing. That is one of the best ways.

To provide value and just one. One pair. One point of clarification. Justin, you said that at the beginning, that initial part comes from the initial roost come from the Facebook ad.

Yeah.

Is that running Facebook ads to the people who bought on Amazon or the. What did you mean by that?

Yeah, yeah, good clarification. Well, Gabe, actually, why don't you talk about that a little bit? Facebook ads.

I got you. So we actually. We run two different types of Facebook ads. Cause that's a really interesting question. So we do. Well actually technically three types. So we run Facebook ads to people who are just like our audience or lookalike audience. We also run Facebook ads to people who have. Who are interested in deep discounts. That actually gets a lot of people going through. So in the beginning, the other reason why this strategy works that we actually don't really touch on in this call. Yes, it works to get reviews, but it also works to help rank your listing. Because every time through ManyChat, when they click on the URL to go to your list, we'll have it indexed or we'll do a search find buy.

So it helps your listings rank, especially when they're brand new. All great stuff. And so doing the deep discounts, we love doing that because then people are just running through it and it's let. That's less about the review. But it's more about getting it ranked and then letting Amazon system take over. And then the third type of audience that we attack is the one who are interested in our type of product.

And where are we, where's the audience coming from? Like it's specifically because that was one of the questions, right? It's. We're essentially just doing. I can't think of the word right now. Well, look alike audiences. That's how we're getting.

From previous purchases.

Yeah, from. From previous purchases. Or if you don't have any, if you're just starting, you can just basically do whatever you think your target demographic is and make a look, look alike audience and Facebook that way.

So what, what you, what you said was the initial reviews will come from the Facebook ad. What I, what did you mean that your initial sales will come from the Facebook ad? Meaning that you're going out and advertising to put people into the system and letting the system get reviews. Where I'm confused. As you said, those initial reviews will come from the Facebook ad. So is the Facebook ad running after the purchase to get people into the system or is it putting people into the sales system so that your follow ups get them to leave a review.

Into the sales system?

Got it. Okay, cool. So you're heavy on Facebook ads in order to kick off the momentum to put people into that system that you've got to follow up with them, kill them with a great experience and then get those reviews.

Yes.

Gabe. Justin, you way over delivered today. Thank you very much.

It's been an honor, my man.

It's great to see you, Justin. It's been a privilege watching your growth over the last couple years. I'm honored to be a small part of it. Thank you guys so much. What.

What, what should I have asked you that I didn't?

What should you have asked that you didn't? Actually, I would say one thing in particular. When it comes to the rebates, we run the rebates. And the reason why we run the rebates and the discounts differently is because we're trying to get the lifetime value of the customer increase. So we run the rebates. We talked a little bit about it. We run the rebates up front so that we get the full value right off the bat. We run the discounts afterwards because we're just trying to increase the lifetime value. So just that it's meant. It's a slightly different strategy for those two.

That actually makes a lot of sense. It's a lot of sense. What I really like about, I love that you just ended on, on a mic drop because the, the thing that you're highlighting is how you're able to increase the customer value from an Amazon sale where most people look at Amazon as the end point and now I got to get reviews in order to put more people into the system. Like they focus so much on the organic side that they don't ever think about increasing the customer value once that customer is acquired. And so you have this beautiful bridge between getting the customer and then keeping them on the same platform, but increasing the value from that right away. Thank you for that. Justin, is there anything that I didn't ask you that I should have?

I don't think so. I think team building would be for another call. That's what right now.

Yeah, I understand. How do you, how do you build a world class team like the, like the two of you have? Well, guys, thank you so much. It's been, it's, it's, it's been a joy to be a small part of your journey. Thanks so much for contributing to the group. It's great to see you.

Yeah, you too Ryan. Thanks for having us.

If you guys got value out of this, please give some love and some hashtags in the comments for Gabe and for Justin. Please go buy all of their products. If they release anything in the future, go buy it. If you're an acquirer from a multi million or multi billion dollar brand that wants to buy an amazing team with a great set of products with amazing systems that you could plug into other businesses, you should reach out to Justin and say I want to write you a really fat check to buy your company. If you are an influencer with an audience of hundreds of thousands of people in the outdoor space, you should start talking about their products.

So these are, these are two givers and you should do what it takes to try and, and partner and serve and contribute value back to this group. Guys, good to see you. Thank you so much.

Great to see you guys too. It's been an honor. Thank you.

Yes, thanks guys.

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