How To Sell Supplements and Consumables - Tribe Meeting 6/27/15

Hey, gang, let's get this party started. Sean is going to be joining us in a couple of minutes. I'm dealing with a bit of daddy exhaustion today. At about three weeks, it's starting to catch up to me. I hear y' all can give me a thumbs up or thumbs down that it gets a little bit easier at about eight weeks. So I'm Steve.

I'm going on five years.

Yeah.

Well, okay. Well, now I have no hope in life.

For crushing my spirit. Hey, I want to give public kudos to Clement. Holy Moses, dude. Did you go all out on organizing pretty much every good tribe post ever? Did you all see that? Did you all see the post that Clement made that is like, here's everything you ever need to know about anything and all the people that you should follow. It was very impressive. So nice work.

Well, thank you for everybody who posted because I just found the links.

It was pretty cool. Look at that. Clement speaks and then you just show up on a camera like that.

Bam.

That's amazing. Clement speaks and Sean shows up.

Now I'm paying attention.

So today we're going to be talking about supplements and consumables. If you have questions, I started a little Q and A thread in the tribe forum. So if you're on this call and you've got questions, you can ask them there or you can put them in the chat box for this. Before we kick off, can you say something interesting while I get the charger and plug it in? Oh, dear. I hate when you do this. Yeah, just say something funny, Sean.

Something interesting.

Tell them a joke.

Oh, all right. But I don't remember the punchline.

Instead, I'll just tell you. I'll just tell you about nothing because Ryan's coming back right now. So I'm going to stall by making words come out of my mouth for the next 30 seconds that don't make any sense at all as long as there's noise coming out of the tv.

Look at Ralph's shirt. Ralph's shirt.

Ralph, say something so your shirt pops up on the full screen.

Hey, do you know Sean, you can also click on computers are awesome. See, there's Ralph right there. That is a shirt. Very nice shirt. It's a really good shirt.

And now I have stalled without actually saying anything.

Okay.

So supplements, they're good. They're great. They're grand. They're wonderful.

I personally probably spend $150 a month on supplements, and I am not alone. So it's a great business to be in, as in are most Consumables. Consumables are awesome businesses. There's a lot of people ask, are supplements oversaturated? That's like saying, is Walmart saturated?

It's a nonsensical question. The same with just about all consumables. It's just a matter at which people go about doing it. That makes big difference. We always have this difference where I'm leaning forward and you're leaning back, and then I succumb to leaning back and then tilting the camera here so we'll just knock out of the way here first. People rather look at you than me, so it's okay.

Plus, when I talk anyway, I have to get really close to the camera. I don't know why.

If this is the first tribe meeting people ever attended, they would have no idea what you're talking about. With all the inside jokes we mentioned in, like the first, the first five minutes, we hit every inside joke that tribe has ever had.

Here's why supplements are great. You reorder them because they're consumable, they're lightweight, easy to ship, made domestically, and they're pretty cheap to get going. It's a great business. It's not better or worse than anything else, but it's a good business. The biggest takeaway that you could take from this call, I'll just give you right up front, and that's this. Supplements are just like everything else in the sense that there are two types. There are the ways that everybody else does, and there are doing them custom, just like everything else. If you did a yoga mat, you could do a yoga mat that was the same as everybody else, or you could customize it. Customizing it's going to be a little bit more expensive. Customizing it is going to probably make your customers happier. If. Did someone just sit on a cat? Because if so.

Just got better.

Best meeting ever.

Emily, did you just sit on a cat?

No.

Almost.

So if you're looking at a supplement like vitamin D, that's something you white label, it's something that you get very easily. It's very hard to differentiate. You're going for a volume play. You're trying to make as many sales as possible within product markets. Then if you've got something like.

Alpha Brain is a great example. The product from Onnit. Familiar with Apple Brain?

Don't think so.

So the MCT oil equipment here is by Onnit. It's a company here in Austin. They got popular selling millions and millions of dollars of this supplement called Alpha Brain. That was like a Brain enhancer. So people don't search for brain enhancers on Amazon. They search for. It's not something that. It doesn't list as something that's.

That's what we use. It doesn't list as something that.

Sells a lot. Like, you wouldn't find the BSR very high for brain supplements on Amazon, but they've sold millions and millions of dollars of a unique blend of.

Their nootropic. So this is the major difference. These are the two roads you take. You create your own custom blends or you create something that's fairly generic. The difference being if you go with what's generic, there's lots and lots and lots and lots and lots of volume on Amazon. Health and personal care is the biggest space on Amazon. It's the most volume out of any space. Is health and personal care mostly driven by supplements. So a generic supplement will do have lots and lots of volume, but you have to compete with lots and lots and lots and lots and lots and lots and lots of people. The reason being is because there's plenty of people who are chasing those profit margins. So you have a consolidation of price. You'll see the price on all generic supplements fall and fall and fall and fall and fall until the people who can take the least amount of profit wins. And then people will introduce their own custom blends because they are.

Well, they're custom and because there's less demand for them, but there are much, much higher profit.

This all makes sense to me because I'm in the supplement game. What I'm saying, making sense so far. Okay, so there are certain markets on Amazon where actually I just say certain markets in consumables, like certain beauty categories. And if you're taking a supplement for specific effect and the keyword that they're typing in gives them that, like energy or.

Colon cleanse might be a decent one, or digestive supplement. Or.

If the keyword is based around the effect, then you can actually, if you do your branding right, you can position your product that is now differentiated at a higher price so that people are looking at you in comparison not to the ingredients, but the overall brand. Let me simplify this a bit. If someone types in vitamin D supplement and that's the keyword you're ranking for, kind of hard to differentiate that. That's a price game that comes down to who's ranking and who has the lowest price. So your profit margins are going to be very low.

Having that product in your suite of products is a good thing to have because that's A very high volume area, but it'd be hard to build a business around. But if you're building a business around.

A digestive supplement or a multivitamin or something that you shop for, but you still need to make a specific decision on that isn't based in an ingredient, then you can roll out a higher end consumable. And this is very, very true in beauty. That's a good way to understand this because if it's face cream, that's a buyer keyword. They're going to buy a face cream. But you can differentiate it across ingredients, spokespeople, price and reviews copy. There's a bunch of different ways to differentiate that. Whereas you can't differentiate a choline supplement or a, I keep saying vitamin D, vitamin C, even something like an MCT oil. All these things are difficult to differentiate, not impossible, but it takes a strong amount of branding and legwork in order to differentiate that. We have already confused Bahram. Look, I think he's got a headache. He is passing out from this conversation.

No, no, no, no, no.

I have a backpack and I didn't.

Want to miss you guys. So I apologize for me being so relaxed here today. If you were to search for a back pain supplement or joint pain supplement.

That would be a cool market, I guess.

Yeah.

That'S kind of a high level view of supplements. And where people get it. Where most people get it wrong is they'll say, man, there's a lot of volume in caffeine supplements. Yeah, there probably are. It's also really hard to differentiate. And your profit margins are going to be slimmer than if you were going after some other markets or if you were building something from scratch. So from a profit margin perspective, something like Alpha Brain is the example. It's a nootropic where there's not a lot of volume. People aren't searching for.

They'd have to search for the brand name for that to show up. You could target some ancillary keywords like cognitive enhancer or mood enhancer, or the ingredients within the supplement. I think one of them is five htp. Or you could optimize it for nootropic, and that would give you a good amount of volume. All of those keywords combined would give you a good amount of volume. And your profit margins are going to be really high because you're completely differentiated in that market.

So these are the different approaches that you can take with supplements specifically. But most people get it wrong by saying a lot of people are selling vitamin D. So I'm just going to sell vitamin D, something that I can't differentiate at all. They have lower profit margins over time because competition is only going to and they try to build a business all around something they can't differentiate and something the profit margins are really low. Now once again, I know I'm repeating myself but it's a good product. Those high volume, low margin products are good to have in your suite of products but it's very hard to build a business around. I do know people that do it and they do it on volume. So they will find mid mid level supplements with a middle amount of competition, a middle amount of volume. It kind of caps out at 40 sales a day or so and they have 15 of them and they just roll them out and they do good branding with good reviews. They know they're only going to make six, seven dollars a unit but as a result they sell. But since they go really aggressive they'll do 6, 700 sales a day. That's another approach that you can take with it. So there's several different strategies within it since the competition is higher so is the difficulty in ranking, the difficulty in standing out. And you just have to know that going in part of the price you play. Going into consumables beauty is a great example because profit margins are the highest in beauty. That's where the highest profit margins are and the volume is I think second highest. And people in beauty know that part of the price to play that game is that they have to just.

Bully their way to the top over and I mean really, really bully their way to the top. If you think you can go into a competitive beauty care category and do a 50 unit Zomblast rank, you're wrong. Your marketing budget needs to be higher for that. The rewards are there for those who can withstand it, but it's a longer game to profit. So I've been ranting for 10 minutes about this philosophy. I hope this is helpful so far but I could use your feedback here because I could talk about this all day but I'm not exactly sure what would be helpful.

Any questions come up for you, Sean? Because I know this isn't your game.

From me.

Yeah, no, I'm just trying to absorb the fire hose.

There are some questions.

Yeah, on that Facebook page though.

I'm looking at them too.

And then for some reason the chat's not working for me.

Really?

It might be me.

Hey, if the chat isn't working, let us know in the chat box.

That was a joke. Nobody got it. If I've been talking for the last.

Really.

Different browsers.

Okay, those of you who are on the hangout, do you have the chat open? Is everything working okay?

The chat isn't open.

Is not open.

I mean, the. On the spillover page and the broadcast page.

Standby.

It was working for me earlier.

It's working for me.

It's working for me too.

Yeah, it's working now.

Okay. I don't know what it is. Okay, cool. Thank you, folks.

Yeah, people are saying in the chat. Chat is working. Cool. All right, thanks, gang. So.

Let'S look at the chat box in here. Manavi, you asked the question about UPC sticker exemption.

Egg on my face. I actually don't even know what that means, to be honest with you. So can you clarify from my ignorance?

Sure. So with brand registry, one of the questions that they asked is if what would we like to use to differentiate our product? We picked the UPC symbol based on advice that was given on the tribe. And then there was a really long thread in December of 2014 that talked about all the different options that you had for putting an inventory sticker going in. And one choice was having Amazon put the Amazon FSNKU sticker on it for 20 cents a bottle. Another choice was you could also do that yourself. Another choice was having them do the stickerless commingle. Another choice was having brand registry or have you exempt from putting any sticker if they recognized your upc. And I've just, particularly for supplements, just trying to figure out what's the right thing to do or what's the best thing. There's probably no right thing, but what's the best thing?

Okay, so Sean indicates that he has insight here.

Okay, awesome.

So what we've done for.

For the yoga mats is we did use the UPC as kind of the key element, and we did go with the co mingled inventory. I think the downside of the co mingled inventory would be if you were worried about counterfeit products. So co mingled inventory means I list a yoga mat, and then Ryan makes the exact same yoga mat and lists it under my listing. They're all going to get mixed together. Amazon's not going to really know who sent what, and the feedback is pretty much going to fall onto me as the owner of the listing. So unless you're for some odd reason, particularly concerned about that, I think plumbing inventory is probably the way to go.

And on supplements, I've got.

We started out just having the Amazon slap it on there for 20 cents. And we have some products that we still do that. And then we've got others like our really high sellers that if you've got something that does a lot of volume, then it makes sense to save 20 cents. So we went through the work of developing our own upc. But I mean, for a good over a year, I think we had Amazon just slap the UPC on the outside of the supplement. It kind of looks annoying because it covers up your nutrition facts or something sometimes, but if you have a box around it, that will help. So we did put in the work to get the UPC on there, but not until we had established ourselves as an authority.

Okay, all right. I don't think they are letting me do. I know they're not letting me do the stickerless commingled for supplements. They said that because it has an expiration date, it's not allowed.

I wouldn't lose sleep over it. We still sell plenty of units for with the UPC slapped on the outside. But the expiration date seems odd to me because all supplements technically have an expiration date. It could be two or three years. But all supplements have to have an expiration date.

Yeah, that's their little red warning that won't let you go past that page unless you do something different. But you can't do sticker list commingled according to the page. And so before I was going to hit seller central, I thought that I.

Would.

See if I could explore this further.

Yeah, I'm sorry I don't have further insight for you.

We've done it both ways and I've.

Only done it with non expiring yoga mats.

I can see why Amazon might be concerned about that.

Maybe someone else either on here or on the Facebook. Brett has had experience with that.

There are some really good questions that. Oh good. Emily just posted something interesting in the chat. She said she had the code sent to her supplier. Can I. Yeah, go ahead.

Just a little recommendation of something that I did is you can from Amazon just get the codes sent to you. I think it's in a PDF file. And then I just downloaded that and emailed it to my supplier and he prints them directly into the label of my product.

And then it's saving you the 20 cents per unit and it's also directly on your product so it looks more professional and you don't have to worry about it covering anything up saves time, saves money and looks better also. Then you don't have to do the stickerless option which could create confusion, which it sounds like they're not going to let you do that anyway. You don't want to do that option anyway, I don't think.

Oh, that. See, now that's why my business partners are always sending UPC codes to suppliers. That makes sense. Now, I've never been involved in this process.

Are you sending the FSB the Amazon code, the one generated by Amazon?

I'm sending the one generated by Amazon.

Okay. The FS that fsk.

Yeah, exactly.

Just send them the PDF or the download file to your supplier and then have them print it directly on your label. When they print your labels.

Yeah.

I don't understand exactly everything about the sending them the codes, et cetera.

You hear me?

Yep.

Yeah, I'm saying me either. These are details.

What I do is I just take my UPC code. I went on this website called speedybarcodes.com and I got one barcode and I sent that to my supplier and they print that one barcode on all my boxes. And when I'm creating my shipment, I tell Amazon that the merchant is fulfilling or is. Yeah, the merchant is labeling the product and it works fine for me, so I don't have to do anything additional. I just sent the barcode to my supplier just once and they use that for every box that they print out for me.

Right.

Ever. That's not working for supplements. That Amazon one apparently has to be working.

I love this conversation, but I want to move on from upc. If there's more you want to talk about, you can start a thread.

Yeah, Metavi. Just message me on Facebook if you want and I can maybe help you.

Cool.

Thanks for that, Emily. So I actually want to address a group of questions that showed up in the. In the Q and A because I think this is really important. Some people asked about the. I hinted at some changes that are probably coming into the supplement field soon due to some insider information I have.

I can share a certain amount. And what I can share is that if you say something is in your.

Supplements or your cosmetics or whatever consumable, it is a food item, anything that people are ingesting or putting on their skin.

And it's not actually in there and you get caught, that can be very, very, very, very bad news. This seems like common knowledge. This seems almost silly for me to even mention, but you'd be shocked at the number of times that a beauty company, a supplement manufacturer, a food manufacturer, doesn't have internal quality control. And so you get a product that looks good but doesn't have what you're telling your customers that it has, and you don't even know it. And because of that.

From what I know, there's going to be a major crackdown in that and that there's going to be a much more aggressive. You guys see it in the news, right? I mean, you see the news articles when they find that most brands at GNC and Walgreens don't even have the active ingredient that they promised to have. That was a big news item that came out. And this is becoming more and more commonplace. You see things like Dr. Oz getting a lot of heat from mentioning products. And it's really not that he mentions products that he gets heat. It's because supplement manufacturers then, like Forskolin is an example. He calls Forskalin lightning in a bottle. Forskolin explodes. It doesn't matter that he's promoting Forskolin. As far as I know, he doesn't have any ties to any Forskolin manufacturers. But a bunch of supplement manufacturers start putting rice and gluten in a capsule, labeling as porcelain, and shipping it out to people like you and me. That's where the problem is. So Dr. Oz gets all this heat, like you're facilitating scams. He's like, I actually kind of believe in that herb. And then he's labeled as a scam artist. And so are all the companies who are selling Forskolin on Amazon or elsewhere, because they can't prove that it has any Poreskolon in there. And then a report comes out that says most weight loss supplements are rice and gluten, which is true. And you may never know that that's the case. Or somebody who's selling a face cream. And is Argan oil a thing that you put in face cream?

It's definitely a thing. I don't know.

Argan oil for the car. Tea tree. We'll go with tea tree. It could be for the car.

Is that tea tree oil?

We'll go with tea tree oil. So somebody says that they've got. They're selling tea tree oil, a tea tree oil face cream. And.

When they have it tested, they find that it's only got.

Artificial scents of tea tree and it's got no actual tea tree in it. That kind of stuff happens. Or I have a friend, a tribe member, who was selling a food item, and it was.

A type of sweetener, basically. And when he sent it in for testing, he found out that the lab had been selling him sugar water that was flavored like a sweetener. That's scary stuff. So these are the pitfalls that happen with consumables, beauty products, Supplements. So it's becoming increasingly important for you to have your manufacturers tested. And this costs a few hundred bucks for you to send it over to an independent lab who runs the tests to make sure that what they say is in there is actually in there. And you're going to see a major crackdown in this in the next six to 12 months, probably sooner. And it's going to be increasingly important for you to do that. The important thing is you just have to have common sense and be ahead and do things better than everybody else. So this scares, and it should scare a lot of people out of consumables because getting reviews is harder. There's more things that could go wrong. But if you overcome those things, the profit margins and the volume are really high. So it's a natural filtering out process that filters out people who don't see this as a business. If you think that this is an income stream and not a business, then you will have one of these things go wrong, guaranteed.

Some people ask some questions about FDA and people being shut down in that thread. I really wanted to take time to mention that because it's incredibly important in all consumable spaces. Anything that people are ingesting, you're going to have a higher level of scrutiny. There are not a lot of FDA regulations around them. But if you're caught lying, that's fraud. And you might be frauding people without even knowing it. Now, we spin that into a positive because the collective awareness is that supplement companies do this. So we make it part of our marketing that we're different. We have the certificates, we have the test, we stay ahead and our competitors don't do that. That gives us a different. It gives us a completely different marketing angle. Or in something like fish oil, which is one of the.

Products one of my company sells, we go through the process of making a advanced blend of omega 3s, which is more expensive, takes more work, and is also a lot harder to source. But it's one of the reasons why it sells well. Katherine asked Ryan, would you visit the factory of your supplement company product to check how they make it and ingredients they put on your products? Actually, yes. So we have visited manufacturers and have scoped them out, talked with people. We've had our best relationships come out of this. Going to the factory, seeing how they do it. They see us face to face. And guess what? If you used to meet someone face to face, the manufacturer is less. Even if they're not a quality manufacturer, they're less likely to fraud you than somebody that's just Joe on the street who placed an order. But we've developed some good relationships with suppliers and we've actually had good relationships with multiple suppliers because we do put in that amount of work of going there and seeing how they're getting things done. So yes, we have visited consumable suppliers to see how they're doing things.

I just dropped a bunch of truth bombs in there. Anything else coming in on the.

I actually really like this question from Jason Ward.

Jason, thank you. Thank you for getting it, Jason. Jason asked the question any tips on building a social media campaign around products like supplements that is interesting and intriguing to the consumer? That is clearly not I love supplements. Thank you. I like to tell the story about how when I shared how we launched our yoga brand, we made a page called I Love Yoga. And when I shared that from stage, everybody was like, oh, you just do an I love page about your product. So I love grooming myself. Some of the most ridiculous pages you've ever seen.

It was embarrassing. I love baby strollers. No, no one loves baby strollers. They are a necessary Evil. They're a $500 necessary evil. That's what they are. Anyway.

The answer to your question is yes, there are ways to do that, but you build it around the community that's buying them. That's the important thing. So if you're selling to, what might somebody who wants a supplement buy? I just bought a really strong probiotic this week and I bought.

I bought MCT oil. Okay, so what does that tell you about me? It means I might be into biohacking. I'm probably into natural living. It means that I care about the long term effects of my health. And.

You can build campaigns around that where it's about biohacking or it's about natural living, or it's just a page that shares Paleo tips. So it's not about the products they're buying, it's about the community that is buying them. So your goal is to build Facebook pages that target that community and share news about that community, not about what products they are buying. So if it's a page about natural living, are you targeting Paleo people? Are you targeting moms? Are you targeting, for example, Pamela and I buy a lot of the same products. We also think each other are crazy on a lot of products too. She thinks I'm crazy for buying supplements and I think she's crazy for buying organic furniture. So we think each other is crazy on a lot of the things we buy. But there's also a lot of Crossover. For example, we'll buy the same brands of organic coffee, or we'll buy the same brands of probiotics, or we'll buy the same brands of cleaning products. But targeting me and targeting Pamela are very, very, very different. My page is going to be, I love staring at my abs in the mirror and eating Paleo and.

Also have digestive problems. That's like me. That describes me perfectly. And Pam is like, save the whales, save the animals, save the earth from human destruction. That's her brand. We have some crossover in the products we buy, but for completely different reasons. Just saying bet we both take supplements or that we both eat healthy or that we both eat organic or whatever it is is true when it comes to purchasing products. But the reasons behind them, the communities that we are in is completely, completely different. Mine is like aggressive charge, I'm going to live forever, and I got things to do, so I need to take care of my body. And hers is like, but we got to save every kitten, we got to save every whale, and we got to save. Save the ozone layer, even though that's been repairing itself since 1992, when CFCs were out. So that's the difference. Same product, completely different communities. That's one of the biggest mistakes people make in this business is they target products, not people. They don't target communities. There's a reason. For example, I read Mark Sisson's blog. Mark Sisson's one of my favorite authors. His blog is marksdailyapple.com One of my favorite podcasters. He's been on Freedom Fast Lane. I give out his books to people who come to some of our seminars.

I think he is fantastic because I am in part of his community. I will buy his products at a higher price than somebody who's doing almost the exact same thing but is targeting a completely different community. If Mark Sisson came out with, like, the save the Whales fish oil.

That'S.

Not like his brand. So it's not going to interest me in the same way. Another great example is somebody like Dave Asprey. Dave Asprey has his own brand of coffee that he will tell you is different than everybody else's. I have my. Have my suspicions is different than anybody else's. The. I think the science is inconclusive, I guess is a nice way to say it, but people who. But he has a phenomenal community and a phenomenal following. And as a result, I have his. I have some of it. I have several of his products in my pantry because I'm part of that Community. And even though his coffee, in my opinion, is probably the same and tastes about the same as everybody else's, his community buys that in droves. And now it's in retail stores across America and is among the best selling coffees on the market. Because he targets a community, not just a product. It's not, my coffee is awesome. My coffee is awesome. My coffee is awesome. It's, there's a community here, and here's the product that serves that community. That's how you charge higher prices for the same product as everybody else, by going after community.

That was me ranting, I'm gonna chill out for a second. Shawn, say something interesting.

I do have something interesting, actually. One of my favorite quotes. That's exactly what you're talking about by the author of Start with why people don't buy what you do, they buy why you do it. Apple's the example he uses. People don't buy Apple computers because.

They.

Look nice, they work well, but there's a huge cult following around Apple because they're always on the cutting edge. People buy Apple computers because they want to be the best and they want to have the best. So if you think about your. The example he uses is what if Apple advertised? We make great computers. They're user friendly, beautifully designed, easy to use. Want to buy one?

Not bad.

But that's not Apple. Instead, something that they would actually use would be. With everything we do, we aim to challenge the status quo. We aim to think differently. Our products are user friendly, beautifully designed, easy to use. We just happen to make great computers.

Wanted to buy one.

So if you focus on the why and you can really draw in that market and connect with them, as long as you're selling products that genuinely help them, they're going to buy from you. That's why we went with I love Yoga. Not only because it just made sense. Obviously, if you love yoga, you probably.

Want to buy yoga stuff.

But our whole community is built around what people that love yoga like. So we have lots of posts about.

Healthy food, healthy living, meditation, environmental friendliness, consciousness. Yeah.

That'S all I got. Okay, just one.

Talk about Apple. Hold up one second, Ralph. Some of our most popular books have nothing to do with yoga because we're targeting the community. And these are the products.

That serve that community. And when you think like that, it opens you up to different areas. In fact, guys, get this. Every brand, every community has consumables that can be targeted to that space. And if you do that, even if you are selling, heck, even if you were doing a yoga product. If you have a strong enough community, you could come out with yoga specific supplements and they'd be similar to whatever else is in the market. But because you're targeting a specific community, you can charge higher prices for that because they will want you versus somebody else, no matter what community you're in. There are consumables, again, beauty food supplements. Every market can have some consumable to it. Not everybody has to. Not everybody should. But everybody could add that as a piece of revenue to their business. Ralph, go ahead.

Are your computers 13 inches or 15?

Say that again, Ralph.

Or your computer is 13 inches or 15.

My computer.

One of you guys?

Yeah, mine's 13. Okay.

I'm just trying to figure out what the best size for an Internet, you know, business person should carry. Trying to decide which one to buy for myself.

I vote for the new MacBook Pro.

Okay.

That would be my vote. It's gonna be way overkill and absolutely unnecessary, but that's what I vote for. Pretty much anything you should do.

Ralph just NLP'd us. He wrote my phone pretty good. I would have bought anything. He sold it because I was so. Do you know that NLP term, like when you just throw somebody off? And so the theory is if you throw somebody off their frame, if they're like in the zone on something and then you throw them off, then you can direct them to wherever they want to go. It's actually a hypnosis trip.

You missed your chance. Sorry.

So, Ralph, just.

Thank you.

I'm going to wake up tomorrow and have 14 MacBook Pros at my door and not know what happened. If that happens, I'll send you one.

And what's coming up in the chat box?

I don't know.

I can't access it. What about on the Facebook chat box? I think Jason's the last post, though. I disagree.

Maybe Ryan, I can ask something in the meanwhile.

Sure, go ahead.

I think in consumables in general, building a customer base tends to be even extra important.

Can we maybe talk a little bit about.

Strategies to build customer base? But I'm talking not just about building communities outside of Amazon, but how to utilize the customers that already buy from me and build a customer base out of them and what techniques I can use to do it? What are the best techniques that are available today? And the second question would be how to utilize this customer base on the best side. Cool.

So I'm going to answer this in two ways. One, if you are targeting more of a mass market approach for Example, I get the question a lot of somebody who's selling garcinia cambogia and then they go and they launch another weight loss product and they say, okay, how do I build a community out of that? I'm like, yeah, you can't. Because people who are buying that, they're buying a hot trend and they're buying a miracle pill, they're not going to come back from you and buy. It's just not going to happen if you're targeting a specific ingredient. Like again, I keep using vitamin D as the example. People who buy a vitamin D supplement don't care about what your brand is. They care about the ingredient that's in there and who's going to give it to me at the lowest price. That's what they care about. Unless you do something very special that I don't even know exists or you use it as a way to just get customers so you sell it at no profit. And everybody knows that you're the cheapest source for vitamin D and they might come to you for other things. That's a completely different strategy. But it's really hard to build a brand and recurring customers around price warps because people aren't buying a brand, they're buying the price. That's what it is. So if you've got a really price sensitive market, which comes down to if you're targeting specific ingredients, hard to do that. It is hard to build that audience. Unless you're just building a VIP review club. And it is, we've got lots of other products. You'll get it for free later. Opt in here to let us be notified when we release something for free that we want you to review. That's about the only strategy that you can use. The way that you do build recurring customers in consumables is by building that community and targeting that community. So if it's an all natural beauty line, great example is Dove. Dove does this as good as anybody else. What are Dove's commercials? They're about women's beauty, empowering women. They're about about highlighting natural beauty. They're about aging gracefully. That's what Dove is all about. And they happen to have products that serve that. That's how they do that. All of their advertising, all of their marketing pushes a specific message rather than a specific product.

That is how you start to build a community about that. As far as tactically you do it the same way you would build anything else with Facebook pages, email lists and other community pages, with your website, with your blog in your Blog posts. You don't talk about why your product is great. You talk about something that targets the community.

That is the major difference. So that's how you build a following and an audience around.

A specific group of products. But it has to be targeting a very specific person and all of their. All of your content. Pushing fast. Clement says. Also, I do a lot of traveling, so I pay for extra warranty.

We were just talking about MacBooks.

I thought that was like a strategy for to get to extend your warranty. Go to this page and opt in and insert your packages. That isn't a bad idea. I was like, good doing Clementine.

You just posted a laugh.

I don't know how to say this. Alain, Alain. I'm sorry, I can't pronounce the name.

Of the person that usually when that happens, I try not to pronounce their name.

Well, he also said Alan, so maybe he understands that we are mentally incapable. So.

Alan posted on the Facebook Q and A for recommendations for supplements, and Clement had shared a link a couple weeks ago. So I didn't come up with it. He did, but I just copied and pasted it onto the Facebook page. So if you're looking for a place for testing, I have no idea if they're good or not, but I do have their links.

There's a bunch of different. I mean, they're all independent labs. As far as I know they're going to do the same thing. Sometimes it's helpful to get two different tests if you really want to be. I had it on top of it. Let me check the actual official chat box here.

Apparently we've been neglecting the chat box because people are like, hey.

How do you go about confirming that the active ingredients are actually in the supplement you're matching manufacturer sends over? Is there an efficient and reliable way to confirm this? You get certificates of some sort of a test from either your manufacturer or somebody else. There's not really a shortcut around it. There's not like an efficient way to do it. You send it to a lab.

That's what it comes down to. Some manufacturers have internal labs. The ones that are really above board will have labs.

Now, some of them will just do a test to see if the active ingredient is in there. If you've got a tea tree oil supplement, that's like a cream and it's supposed to be 20% tea tree oil. Some tests won't test for 20%, they'll just test to see if it's in there. It could be half a percent, but It'll come up. Oh, it's in there. That's why some people hide behind proprietary blends and it's why a lot of people really frustrated. Enough with the proprietary.

Do you get an external lab to test it? Yes.

Will Amazon will ask you to submit proof? No. Amazon will never ask you to submit proof for each supplement. This is something. Again, I'm not an attorney, it's not legal advice, but this is something that you do. Protect yourself on the federal level from the lawsuit level to guard yourself from potential pitfalls and downfalls both. If the customers find out what's in your product. I'm echoing from somebody. Please mute yourself if you are not talking or don't have headphones in. This is something you do to protect yourself from litigation, lawsuits and customer bad bill. That's the other thing. Because we all want to do well by our customers. And sometimes when you're selling consumables, you're frauding your customers and you don't even know it. If you don't have proof that what you say is in your supplements and your topical ointments and your food is not actually.

Someone commented and said, I've had, I've had some products with a screenshot of the external lab results as a product image and it definitely makes it look more legit. That's true.

Amazing.com posted a list of saturated markets not to go into. But if Google Trends shows several of those items in an upward trend over the years, should we still avoid it? My opinion is no. If the market is increasing in theory, that means that there's more room to grow into. So it's not really saturated if it is continually growing. So my opinion is if the market continues to grow and it's outpacing the saturation, it's still okay to enter that market.

Why do pet supplements sell for more? Because they're targeting a community and they're harder to source. I think there actually might be more. There actually might be, as some people have said, that it's really, really hard to.

Source those. I don't have any experience there, but they target a very specific community. That's one of the reasons why pet sell themselves.

If the factory has been inspected. This is a great question. Thank you for this. If the factory has been inspected recently for products made and a report is available offering positive results, would this suffice on product testing for this factory? No. So all labs say that they're CMP certified and.

Whatever the other certifications are, that does not mean that the products they're making for you are what they say they are. No, that does not meet that criteria. That means that they were tested at one point and they passed. Doesn't mean they're doing right by you. I don't mean to alarm you, but that's the reality of the situation. There's plenty of supposedly certified factories that get busted for. I mean, this is why Walgreens, if you test their products, don't have the active ingredients that they promise. It's not because Walgreens is trying to fraud their customers. It's because they're sourcing products from labs that have all the certifications. But then they ran product and it's not actually in there. It's not actually what they said they would.

Guess you are ignoring the UK market questions. Okay, I don't quite follow.

Do you hate all people in the uk, Sean?

No.

See where this is going though.

I do not hate all people in uk. You see that? We just must hate English people.

Apparently there was a question about UK that we didn't answer and someone sent over.

There's lots of questions.

I actually talked to somebody this week that's doing. They're targeting just the UK.

And they're doing over 100,000amonth in a pretty. In a pretty new space. And that was pounds, so that's actually like $7 million a month. Just targeting the UK. It was actually really eye opening to me because I didn't think there was a lot of volume in the uk. We should get on that. I really had been. I had been neglecting international because I didn't think that the market was there yet. There's just. There's so much volume in the us It's CO UK.

Or uv. Sean is having a hard time finding Google uk.

And Ryan, just a note for setting expectations. Apparently a lot of people have been having a lot of difficulty getting approved for selling on Amazon uk and that's because Amazon is applying these new regulations from the eu and I guess it's taking some people like three, four months to get approved.

Do you know what type of regulations that those are?

I think it was something verification issues, quote, unquote. And then so you have to have like paperwork, certificates and whatever for like ensuring that you're VAT certified. Privacy issues and possibly money laundering issues.

Interesting.

Now, Amazon has certain programs to help make the transition easier, but from what I understand, it helps like this much because you still have all the, like, legal hurdles that you have to go through.

Someone is selling our yoga block for $246 on the UK listing, if they get sales, more. More power to them.

Let's do it.

That's interesting.

What questions do you guys have about this?

We've covered a tremendous amount here.

I have one question, I think before you had mentioned in one of the earlier rounds with the tribe, you had mentioned that you had issues with a computer competitor. And I don't know if they got your listing shut down or your account shut down or rather. But do you have any advice as to dealing with that?

Because I understand that it's become an.

Issue for a few people. Yeah. So supplements are all. Consumables are nasty. I mean, you have some bad eggs in the game of people who will try to get you shut down, who will leave negative reviews, who will report you as violating a copyright. You're not. You're like, this is my product. How am I violating a copyright? Amazon shuts you down because they'd rather just shut you down than deal with the headache. I mean, it can get really nasty. The strategy for dealing with them. I learned a lesson early in life that has served me well, which is always go to the source. Just go straight to Amazon and keep working that channel to stay on them. If you get any contact over there, maintain that relationship.

Over the two years that we've been in this business, it's like we finally make a contact over at customer service that cares, and then they refer us to somebody else. And we just try to maintain every single relationship that that comes about. We also document everything. So if we suspect that a.

Competitor is.

Performing foul play, we just start documenting everything. And sometimes we will reach out to the competitor. Sometimes I'll tell you one way not to reach out to your competitor. I had one person contact me, Find my personal email address and say, moran, I know you're leaving negative reviews on my listing. I'm gonna beat your ass in front of everybody in asm.

No, I didn't know the person existed. So that's not the way to target your.

Competition. The way you contact your competition is, hey, I noticed that there's a lot of fraud in our industry, and I'm building.

People in our industry that I'd like to make connections with just because I want you to. I'll never leave a negative review on your listing. I'll always play above board and I'd love to meet other competitors. That's how you do that. So we actually have connections with several of our competitors and we all watch each other's back. And if there is someone who's playing foul, we will all report it to each other. It's like, guys, here's what's going on. Like that shit's not gonna fly in our industry. So we're all gonna go to our network, all go to our contacts, all go to our connections at Amazon and bring a case about it. And we have gotten several people shut down. It was obvious that they were frauding with obviously that they were doing something wrong. So. But it might have gone by the wayside had all of us not said something. So making connections, documenting everything.

Going to the source, those are the ways that we have bought it. But I'll tell you what, stuff still sits in the cracks. We still get negative reviews that we are, we can track back to competitors. We still have people who cheat. Kind of part of the game.

And did that ever help with like suspended listings or suspended accounts?

Suspended accounts.

No, suspended listings, yes. So suspended listings has. We have got that overturned as a result of having good connections with people over at Amazon. Also just having good documents of everything. This is everything. This is proof that we own this brand. This is proof that this is our product. This is proof that it's. We are the manufacturer of this. That has helped get things. We have had things be suspended and then get overturned and back in selling again.

Okay, so we had a question about the UK.

From. From a very angry Carlos. Do you think about going to the uk? Sure. I have a few thousand sales and think about doing a UK Zomblast. As far as I know there is not a UK specific zomblast but you could target people in the UK on Facebook and do your own blast through there and somebody else says, hashtag Merica.

America, America. Is it harder to get approved for supplements? What extra is required? Yes, Amazon has their own list of criteria that you need to get approved for any consumable. But the process is fairly easy. You need an invoice and I think a proof of authentic you just get from your manufacturer.

How do you get invoices if you're outside the U.S. can you provide an invoice from your own country? I believe yes, but you can also get an invoice from your manufacturer and that would spice.

Do you use Facebook Insights to better understand your target audience? If not, how do you ensure that you are on message, that you are on message other than just picking the market.

Where you are already the typical buyer? Well, if you're not the typical buyer, then you should know your customer like you know yourself. What do they read, what do they buy, where do they shop? These are all Things that you should know in time. As far as Facebook insights, I personally don't use them. I just try to get to know my customer as much as possible.

How many products do you recommend for a Zonblast? Consumable or consumable answer is the exact same as if it's not a consumable. However many it takes and as aggressive as you possibly can.

Silly question, but I wanted to get an external lab to test ingredients. What keyword would I.

I'm sorry? What keyword would I type in? Google to begin my search?

External lab to test ingredients.

Supplement Lab Test.

The link is on the Facebook page. I would just use that.

Let me Google that for you.

Let me Google that for you.

Does a PayPal screenshot work as an invoice? I don't know. Why? Hi, John Oliver. How are you? John Oliver is saying hello.

Would a PayPal screenshot work as an invoice? I don't think it would, but a PayPal PDF might, but I'm not sure. Wink. Amazon is a little bit liberal in what they consider an invoice, so you might be able to get away with it. I'm not suggesting you try and get away with anything you shouldn't get away with, but submitting something is better than submitting nothing.

Can't hurt to try. The worst they can do is say that doesn't count.

Okay, thanks for that.

I'm exhausted. I feel like I've been talking for an hour straight.

Yeah.

Ranting about supplements and consumables. Madhavi. There were some requirements on what info had to be on the invoice. And if your PayPal screenshot has info, it might fly.

I suspect that a screenshot might not pass the test of what they say is.

Okay. PDF is like, more official because you download it or you can doctor a screenshot. But Amazon is pretty liberal, so they might let it. You're right. They might let it fly.

What happens when your product doesn't meet the percentage of ingredients that was tested by the independent lab? What recourse do you have? What happens then?

The process we take is we go to our lab and we say, busted. And usually they come back and they say there's a certain wiggle room. It's like 10%. So if it says 20%, 19 would fly federally, that would be just fine, as would 22% to the 10% wiggle room that's outside of there. You go to the lab and say, look, I had this tested. And here, like, this is not okay. And we have not gone the legal route ever just because hardly ever made sense to you financially. But you go to him, you say, this has to be corrected now or we'll find somebody else. Now there's some.

Did I call it an ethical dilemma.

There's a question that needs to be answered of what happens if you find out that you've been selling product that was not what you expected and you've been selling it and you've got 200 customers who have bought your product and it wasn't what you expected. That's a legitimate question that each person is going to answer differently. But there are lots and lots of supplements and topical creams and food items that are being sold every day that are not what's being promised. And when you find out that you've been doing that, the most important thing is that if you want to be one of the people that does this game right, you don't want to be one of the has been companies that is accidentally frauding their customers. The most important thing you can do is correct the problem for all future customers. We can have a debate, an ethical debate about what you do about past customers. But the most important thing is that if you want to play this game right, you correct it for all future customers and you make sure that it's not a problem moving forward as far as recourse.

This sounds so like my internal conscious is like doesn't like this answer. But it's so common that there's not a lot you can do. It's like it's so common for supplement manufacturers to be ripping people off that it's like you want to bring a case against us.

Yeah.

That disgusts me. We've had conversations before like we should just start our own lab and do things the right way. But there are good labs out there and there are good manufacturers and that's what makes the difference.

I believe that markets correct themselves and you see this starting to happen where FDA is getting more involved, customers are decrying proprietary blends. The people who do things right start to get cult followings and then they grow. So I just believe in doing things right from the get go. If a mistake is made, correcting it as soon as possible, being honest and transparent about the fact that you don't get things right and staying on top of your manufacturers. This is supplements and consumables are. There's a lot of profit margins to be had, but it's also more work for all of the reasons why I've talked about, why we've talked about in the Last hour.

It is part of the game.

Anything else you guys would like to discuss? We should talk about reviews. Actually.

We should talk about reviews. Carlos, put it. You should read the horse meat scam that happened in the uk. Do you know I accidentally ordered horse meat in Europe once? Oh, was it?

Well, the story is I was in Switzerland, and it was Sunday, and everything is closed on Sunday in Switzerland except for one restaurant in town. So I walk into this restaurant, and no one speaks English. I thought I had booked a place where everyone spoke English. I was like, oh, sir, everybody speaks English, except If you go 10 minutes outside of town, no one speaks English anymore. So I'm completely lost. I'm in this random restaurant. It was, like one of the highlights of my life. It was so much fun. But no one spoke English. And so I. I just pointed to a thing on the menu because I think it had a word I recognized. I was like, I love that. Just feed me anything. I'm starving. And this very nice gentleman who's probably 25 years old, comes over to my table, and he says he was a one person who spoke a little bit in English, and he says.

There is a problem. You have ordered. What do you say? How do you say the animal that a knight rides on? And I said, a horse.

Yes.

Yes, horse. I don't want that. What else would you recommend? And he pointed to something else, and then he was like, I'll eat that. That was a really interesting experience. And then. And then a marching band walked through the restaurant and played for the six of us that were in. Was the most random. It was one of the coolest experiences in my life. Let's talk about reviews briefly for consumables, because they're tough. You get a yoga mat in the mail. Great stories. We were in Sean's Partner once, and we were testing two different types of yoga mats. All I had to do was stand on it. And I was like, oh, this is our winner. This is so much better. Had better cushion. The memory foam was firmer. And Sean was like, all right, I don't feel a difference.

It's the same to me, but it's cheaper.

So if you think it's better, within 30 seconds, it was like, this is the map we're going with. This is awesome. And with the consumable beauty cream is a little bit easier because you just do this. You can see how it feels and smells. Supplements are tough. Supplements are tough to get reviews. So how do you do that? When you have a community that backs you, it is so Much easier to get reviews until that point. It is the same process as everybody. It's awesome customer service, following up with your customers. It's outside services like Zomblast that, you know, a lot of their members just leave reviews because.

That'S part of the community there. One of the best things you can do though is when you do a giveaway. If that's what you're doing, if that's how you're launching your product, going to the community that is going to best know your product, that's tough. If it's a vitamin D supplement, for example, I've had supplements that are.

It's one of those common supplements. There's no way to differentiate it. And the reviews are like, well, it's vitamin D, so it was a good price and that's their review because they're really hard to differentiate. But if you go to an active community, they will review your products at a higher rate. So if it's.

I'm tired of coming up with examples for the day. If it's protein and it's paleo protein, you go to the paleo community, you're going to get a much higher percentage of reviews than if you just do a Zon blast for paleo protein or. A good example is I was talking with Joe over at Zomblast and he talked about how.

One of the types of products that don't do well as a Zomblast is like really, really niche specific things. I think the example he gave me was prenatal yoga supplement or something.

You have to be pregnant and do yoga.

If you see an email while you're pregnant doing yoga, you might buy that product. Otherwise.

That'S going to be tough to target on a mass scale. The way that you overcome that is you go to the exact community that you're targeting and you give it to them and they are much more likely to review than the average population. So if you've got a community specific or.

A result specific consumable, you have to go to the person who's going to benefit from it. Rather than just going mass market, you're just not going to get doing it that way.

How do you recommend doing that?

Facebook.

I have a question about that. Because you were talking about building audiences and going to audiences that already exist. And so I started to kind of play around with it a little bit because my niche is it's really easy to find where they're hanging out and a lot of them are hanging out on Facebook. So I just started playing around and Contacting a few of the people that were running their Facebook pages who had huge followings, lots of interaction and saying, hey, your community might benefit from this. Do you mind if I post or sharing it? Is that what you mean? Like, I had actually a couple people say, yeah, go nuts and I posted onto their page. Is that the extent of the type of communication that you were saying to have with these people?

So if.

The total volume that was possible by targeting communities was a pie, you got a very, very small slice of it. So that's what you did is great, but there's a lot more we could do with that.

How?

Yeah, if you had a really strong relationship with that page owner, for example, and you nurtured that relationship and you got them to post about your product on your behalf, that's obviously much more effective than you making a post on their page wall which is going to be seen by 10 people 100%. You go for incremental yeses. That's how you build strong relationships. The first is, hey, I really respect what you're doing. Is it okay if I just sent you one of my products as a thank you for doing what you do that's important to say yes to? So that's the first yes. The next yes is, hey, was just wondering if I could get your feedback on that thing I sent you. I'm obviously always trying to improve my products and would love your feedback. You're somebody that I really respect in this industry. It's an easy yes for them to reply back with feedback on a product. If it's man, I loved it. Oh man, I'm so glad you loved it. Would it be alright if I did a 50% off coupon and you shared it with the audience and if they loved your product, that's an easy yes to say yes to. It's a lot harder.

To go for that bigger yes right from the get go. So you do it by incremental yeses and you do that over time with a lot of different people. You do it with bloggers. Can I send you free product? Can I pay you to write a review about this? What are the simple yeses? Hey, I have a product in this and I just wanted to make a connection with other people in the industry and just wanted to reach out and have a virtual handshake. That's an easy yes. So posting on it on people's walls, great. Building up long term relationships with people who will end up sharing with your, with your audience, with their audience, much, much better. Give you an example. The Guy who makes does a lot of the content for one of my companies just released his own line of products. We'll probably mail our list and do blog posts about his products just because he's got a really good relationship with that person. We'll benefit nothing from that. He'll benefit a lot from that. But for the last eight months, he's been making content for us. So there's no shortcut to it. It is just building relationships with influencers in your market so that you can serve one another and bring products to their audiences that will benefit them. The other way to do it is to just pay for it. You pay to market to people's audiences. You pay for Facebook ads. You pay target the people that are on their page. You pay to sponsor blog posts. You pay for advertising on people's websites. That's the other way around it. That's the fast way to cut it out, and that gives you a bigger piece of the pie. But the long and most beneficial way is to build up good rapport with those people who have audiences.

Okay.

That answer your question, Emily?

Absolutely.

Thanks.

Cool. Anything interesting you want to share from?

No, but I was glad you went.

Through that process because at the very.

Beginning, I knew that's where we were heading, and it worked really well for yoga, sometimes accidentally.

What do you mean you knew from the beginning that's where we were heading?

Well, as soon as her question was.

About.

Reaching out on Facebook, I'm glad that you shared what you did.

Well, yeah, because the other question was I remember you saying how effective it is to have your own list. So I was thinking, where do you budget your time? Do you budget your time trying to develop your own list, which is the most effective? Or you have no list right now, so invest your time in reaching out to those who already have a list. Like, I was having a hard time of knowing where to budget the limited time that I have.

So the straight line approach would be get your product, leverage another audience, and once you are off the ground, start building your list. The straight line to doing it. If you wanted to hustle it and you built a list first, that would serve you in the long term. It's just not the incremental way that I recommend most people get going in this business. The faster you can build a list, the better because it gives you an asset you could leverage. It's very powerful. If John has a Facebook page and I go to him and I'm like, hey, man, I just love what you're doing. Email my list about your Facebook page. I hope it sends you some business. Oh wow. There's a lot of leverage to that. Or remember when we sponsored that yoga page and he was like, hey, watch this and posted about our page. All of a sudden we were getting like 10 likes a minute and it was like yeah, that was crazy. I was like, whoa, I will pay you for whatever advertising you've got. And we did. So that was him having a list of people, a response, even if it was just on Facebook was a huge leverage point for us to work together in some.

Alright.

Oh, Catherine.

Yes. I have a question. Sure, yes.

Although I'm a little bit old member but I wanted to start all over again for my Facebook page which you told me last time. So I wanted to learn from the very beginning how to build a Facebook page which I already have, but how to get the lights.

To have a target of the number of lights. And.

From the number of lights I can begin with drawing more and more people. So I wanted to start at the very beginning and then to grow but without the enough people of lights I am not sure and I think it's not enough to grow a community. So that's why I wanted to go back from the very beginning how to do it properly and what are the strategies, what are the best ideas or tips from you or it could be updated one I suppose to get the lights.

Yes, to have enough people to target the community, the very beginning point of the community.

So like the minimum that I would say to have a really viable community is a thousand.

You start by going after your existing customers on your packaging, in your messaging, in your follow ups. It's getting those customers engaged on a Facebook page. The second step is going to new fresh blood. It's going people in the. It's by targeting a group of people and getting them over to your page at a thousand people. If you get 10 cent likes, you could have that for 100 bucks in a few days. So it might be beneficial for you to just start off targeting a community so that you've got the comma in there, you've got 1,000 and it looks like a more authoritative page. So the customers that come in over the long term are more likely to join in in on that page. So those are the two ways. There's really no shortcut to it. We still build up our audience, we probably spend a few hundred bucks a week just to continually build up that community to many, many thousands. We're always bringing in fresh blood as well as targeting our customers.

How to get the lights Then you launch an ad. A Facebook ad?

Yes.

And you design the creative, right?

Yes.

And then you just primarily get lights.

That last part again.

So how do you get the lights? You post a Facebook ad and select the target audience.

Yes.

So when you pick up those audience, you only target the likes. There's some kind of criteria you need to pick from the Facebook.

Facebook has its own campaign path for getting likes. So if you get more likes in your Facebook ad, it'll walk you through the sequence of setting up a campaign just to get more likes.

All right.

Okay. Someone also made a pretty cool video.

A couple days ago and posted it.

On the Facebook wall about how to.

Get Facebook likes to cheat. Oh, I saw that.

That was a sweet, very handsome, very.

Handsome, very handsome man put up a video about how to get cheap Facebook likes. That was good. Catherine, do you like handsome men?

Yes.

Okay, you will like this video?

Yes. Send me the link.

It's in the tribe.

In the tribe in the last couple days.

Search for hands. Don't search for hands.

Hey, Ryan. Fancy shirt.

So I don't know if that's something you were going to get into next time, but you did tell us to make a list of the five, you know, odd, big mid tier audiences. For me, it's YouTube. I don't know if you had the next step or what another assignment you were going to tell us to do from that point.

So, I mean, from a macro level, it is simply reaching out to that person and getting the smallest yes possible. If that small yes is, I'd love to share your video with my list of customers. Is there anything you'd like me to mention in my message? Getting that first reply is the most important thing. What can you offer them to get that first? Yes. Hey, I'd love to share your video on my blog. Is that okay? Hey, I'd love to link to whatever products you've got because I really like your message. Is there anything that I can promote for you? Hey, I would really like to share a quote from you on my Facebook page. Is that all right? What quote would you like me to share? I'd really like to do a webinar with you to promote your YouTube channel. Can we set something like that up? So what can you offer to get that first? Yes. And then build a relationship? I'd really love to offer content on your YouTube channel would be more of like a second yes. Once you've gotten the first one, the next is a little bit of an ask. I'd love to to do a video with you and post it on our YouTube channel. What's the next incremental? Yes. To start building that relationship. Okay, thank you.

All right, tribe. I might have to take a nap. That was. That was probably the meatiest tribe. That was a very meaty tribe. Post, post. Call Hangout. America.

America.

Alright, gang. I'm hooped.

Me too.

And I hardly said anything.

So thank you for your attention and your questions today. I hope this was helpful. I know I threw a ton at you today, so I hope this was helpful. As you navigate the waters between this very complicated world of consumables and starting a consumable business. Just like anything else, it comes down to quality and targeting the right people. It's a little bit of a longer game in consumables, but there's also higher profit margins when done correctly. There's also a lot of people who get drowned out in the noise and the competition because they don't spend the time doing things right. They might succeed for a short while, but the people who take the shortcuts usually end up falling on their faces because something changes and they can't hack it anymore. So consumables are not for the faint of heart, but they are great businesses for people who are willing to withstand through the long term. All right, so thanks again for your attention and your questions today and we will see you next week. Thanks, guys.

See ya.

Thank you.

Bye.

Bye.

We'll see you.