Overview:

In a digital world, Oksana Koriakova brings a refreshing and highly effective approach to brand engagement and client acquisition through direct mail. Her innovative strategies stand in stark contrast to conventional digital methods, proving that creative and personalized direct mail campaigns can open doors that emails and digital ads cannot. Discover how to craft compelling direct mail campaigns that grab attention and get you the meetings you desire.

Takeaways:

• Oksana discusses low-tech offline marketing strategies for acquiring new clients, including direct mail campaigns with fruit and personalized gifts.
• She emphasizes the importance of making campaigns about the recipient rather than just promoting your own brand.
• Oksana explains how to segment your contact list into different tiers based on relationship closeness and target each tier appropriately.
• Creative direct mail ideas she shares include sending a series of cards and fruit to build curiosity and intrigue before revealing your business.
• She advocates for measurable campaigns by including QR codes that track engagement rather than just logo-branded promotional items.
• Relationship building is central to Oksana's approach through consistently nurturing her network of 150 close contacts.
• Emotional intelligence and personalization are keys to effective campaigns in her view.
• Testing and data analysis are important to optimize campaigns and understand ROI.
• Long-term strategies are needed to stay top-of-mind over time as buying cycles vary.
• Humor, storytelling and making emotional connections are part of her direct marketing style.

Automatically-Generated Transcription:

Excellent.

So for session two of the December 20, 23 edition, we have Oxana Cova.

So we've had, we've just had Bill on, and Bill's obviously shown us, you know, the high tech cold email sort of world.

Now, Ana's gonna go back to the, the, take us back to the low tech, low tech world.

But then this is something I'm, I'm particularly passionate about because I've got into, like, really big companies using low tech strategies, like Ana's gonna gonna share with us today.

And Ana is, is a wealth of knowledge in this area.

She's, she's a practitioner.

I've seen some of her strategies and her ideas, and she's, yeah, they're, they're, they're, they're really quite remarkable.

So, so without further ado, I'll hand the reins over to Oxana to share what she's, uh, to share all about the how to get meetings with anyone in the offline world.

Fantastic.

Good to see everyone, guys.

I, I know quite a few people and thank you, Scott, for the opportunity.

Why should it, why you should listen to me.

I always, when I present, I start with a joke and when I came to Australia, I didn't speak one word of English and it was a big problem.

Now I have a bigger problem, I can't shut up.

I also know I didn't also didn't know anyone.

So, and I've been here for 21 years.

I got about 20,000 followers on LinkedIn, about 70 recommendations.

So I'm very transparent.

Growing up in communist Russia, I guess I never realized that this is a talent that I have.

You know, we didn't have one of the same, we didn't have money, so we need to think.

So I learned to think very creatively, and this is probably my bigger, biggest muscle and I've been in marketing for hundred years, and I love it.

I love every day of it.

I love the challenges.

And I run the merchandise company for the last 20 years.

Covid came and killed my business two years ago, but I'm very resilient growing up in, in Russia.

So I'm excited to share the, my tools, and it's quite interesting listening to Bill and his knowledge.

I'm thinking if they're reaching 5 million people a day or 1 million people a day, they can reach all Australia in a week, then what do you do after?

Quite interesting approach.

But I guess I start in sales when I was seven.

My parents bought the first cast.

So my approach into marketing, I love it just as a tool, but the end result for me is always, does it, is it gonna be, does it bring sales?

Like what's the ROI?

And being in the merchandise industry, it's quite challenging.

20 years ago was very different.

And I just wanna also show you that I just recently become a finalist in Australian Marketing Institute Award, and I use direct mail as my case study to show how, you know, my business survived during Covid and Thrive during Covid.

And the, and I didn't have any money and we would not meet anyone.

So I actually, when crazy, I maximize it.

I multiply what I normally do with direct mail during covid and achieve amazing results without, without spending, you know, a lot of money.

And everything I share the strategy is actually, it's everything that I've done for myself or we've done for the clients.

So I don't share hypothetical hallucination marketing story that, you know, somebody said, if we have data, let's look at data.

But if we only have opinions, let's go with mine.

So I'm a data-driven marketing marketer.

So everything I share with you, it would be, you know, with ROI and messages.

Why I love, so, and I give you example that most of the people, I'm in a very commercial price driven kind of industry.

So I sell drink bottles, mugs and umbrellas and all that stuff.

But I love 5 cents Marketing because it's just like a book.

It's have a, you know, you can drop it on the floor and data shows, if you can engage children more senses with your marketing, the stickability of your brand increases dramatically.

Because let's face it, I'm not sure what's the current benchmark for opening rate for the emails.

And I just learned something about one reply, but I can tell you that nobody can get a hundred percent opening rate, but direct mail can do that.

If, if I sent every single of your box, a hundred percent of you will open the box.

So, and with the emails, it's a noisy place.

People are overwhelmed, we're fighting for attention, we need to stand out.

So nobody has 875 unopened postcards.

So if you wanna use this as a tool in your marketing, this can be very interesting.

So I'm gonna share my screen.

Um, share.

Yeah, so here's my, lemme see.

Is this full screen?

Scott?

Yeah, you, your screen's showing up.

It's at the bottom.

It's got another freaking water bottle.

Imper.

Okay, so I hear this.

Yeah, so this is the title of my presentation.

I call it not another freaking water bottle.

You can say not another pan, not another, whatever the thing is, whatever widget that out there.

And with a full disclaimer, I do sell the water bottles, but all idea of this presentation is if we wanna open doors, if we wanna stand out, we really have to stop doing boring stuff that everyone else is doing.

And we really need to use our creativity and talented copywriting and talented email, email people to actually create something different.

So this is, and I'm gonna show you examples, the physical examples that you, you know, that you can see.

So one of the direct mails, I got this little box and I say, think outside the box and inside it's got a pink brain, right?

So this is, this is something that, that's very different and sort of will make the point why we different from another merchandise supplier who could happy to sell you anything.

Or you can actually, if you just wanna buy the cheapest widget on the market, you don't really need a, you know, we're not a good match because I'm all about strategy and coming up with creative ideas.

So I'll cover a few things.

Normally with the product, we use it for four in the four different categories.

It's number one is acquisition, right?

So whatever people do, why do they buy merch when they go to the trade show, they're looking for acquisition.

This is what I'm gonna be covering today because having a meeting with anyone opening the door, most of the cases it's acquisition.

We wanna acquire the new client.

The second channel that you use a merchandise.

And anything that you can smell, touch, and taste, it's attention.

So what is your retention strategy?

How do you get your clients by more often?

How we can make them sticky and stay with us longer?

The third one is retention.

Do you actually have tools in your business that help people refer you on regular basis?

And my favorite one is surprise and delight.

So I have a surprise and delight strategy.

I call it planned randomness, where we have structure, what do we do with every interaction to collect the data.

So we use it in the next 30 days, 90 days to surprise and delight the customer.

And because we collected it prior and they already forgot about it, for them, it's very random.

But for us, it's very planned.

This is why I call it PR planned randomness.

I'm gonna give you example of how I open very big doors for ourselves, because sending someone a catalog or sending someone a little widget pen with my log or it's not gonna, not gonna achieve what I'm trying to achieve.

So I created the campaign and I come up with idea.

I don't know how this would with my talent.

So let's say I wanna get, let's say Scott is a, a marketing manager for p and o cruises, and I want, I wanna catch his attention.

So I created the card and the card saying, are you looking for fresh marketing ideas?

And I, and then at the back, it's got information, our creative minds ready to meet you, and I will send this box to Scott and obviously I need to collect the postal address, I need to make sure he's the right person, he's a decision maker.

So it's a lot of research calls before we start doing the mailing.

And obviously Scott can't be in Argentina because I'll be sending him lemons with, with this package.

So this is the campaign for the Sydney marketing managers because it's include fresh fruit.

So it will come and get delivered on the day to make sure.

So then Sorry, are, are we, look, were you, did you have, did you have it on the screen or you were just talking about it then?

Because we are, we're still looking at the why sticky screen.

Yeah, yeah, yeah.

Why sticky?

So I'm just giving example how I, the sticky campaign.

Ah, yes, yep.

No, all good.

Right?

Good.

Yeah, so good question.

So, so this is, the cards that I sent was a direct mail campaign for the, for the acquisition.

And this card came with the lemons.

So then a week later, so I don't really talk about myself much while, while I'm sending you the message, then the next week we'll send them another card with a message saying, we will make sure that your marketing campaign would not go pear shape and the message, and then obviously we're going to send it with the payers.

So second weeks, Scott already thinking, who is this person, why they're sending me the fruit?

Then the next one will come with the card saying, we're passionate about marketing.

And obviously it's come with a passion fruit, but it's, it's continued to the card number three.

I never needed to set all four of them because I had a meeting after two.

And the last one is the card saying we've got all your marketing needs covered with the cherry on top.

So, and it comes with a, with a box of cherries.

And is this real fruit that you're sending them?

Yes.

And Now I'm showing the real fruit.

Yeah, this is the real fruit, real pears.

This is why I say it's very important that you send it to the people that if you are in Sydney, you send it to the Sydney people.

It's very targeting campaign.

So, so it was pears, passion, fruit cherry.

What was the first one?

First one was a lemon.

We, we have some fresh ideas.

We have lemon.

Can I make a suggestion?

Yeah, yeah, we can.

Only because you're sharing screen at the moment.

You're only a tiny little thumbnail, so we can't see what you're holding up very well.

Okay, let me see now.

Okay, do it again.

Ah, That, that's why I was just looking, I was looking at the screen.

Yeah.

Ah, Sorry, sorry.

Okay, so the first one, so I thought, okay, how do I think differently?

How do I open the door to the big decision maker by the name of Scott?

I want him as a client because he is my, he's a muscle to the, to the buy and merchandise worth of 200,000 a year.

So I'm not sending him boring catalog with the umbrellas mugs and bottles and t-shirts.

I'm sending him a card saying we have some fresh marketing ideas, sending him a box of lemon.

Next one.

Have you ever had a marketing campaign go in pear shape?

So it's okay, but you obviously had the wrong team.

Maybe you didn't have a right copywriter, maybe you didn't have right strategy.

So I'm gonna send it with a real fruit, five apples, right pairs.

Next one was, we are passionate about marketing and if you didn't guess I am very passionate about marketing.

It came with a passion fruit.

And at the back say, we have a team that help you with X, Y, z.

And the last one was, we have all your marketing needs covered with the cherry on top and it comes with a box of cherries.

I never said that I sell drink bottles.

I never said I have a merchandise company, but I took Scott on the journey and he goes, I'm curious to meet.

So I opened the door and I, I never actually need to sell all 4, 4, 4 of the boxes.

But what you need to think about for this kind of campaign, you need to know what is your cost of acquisition, right?

Because this is, this is let's say about $150 cost of this campaign.

Just, just the delivery.

Like if you're gonna be delivering, it's $25 time four, but I never look at it as a cost because I know my life value of the customer that I'm trying to get.

So rather than big numbers, it's very, very small numbers.

So it's very direct approach.

So, and I think David Ogle always said, you cannot really bore people into buying your products.

And doesn't matter, doesn't matter what you sell, you, you can, I think Jane Carro said that the recent event in cans, she was in TV and they were, they needed to sell washing powder.

Like how boring is the washing powder is the product.

It's not a sexy product, but she said, but the people who use the washing powder are not boring, so let's shine all the lights on them.

And in terms of how do you think, how do you come up with these ideas?

Then I had bias agents saying, what can you do for us?

How can we create campaign like this?

And I think humor in, in my opinion, I think Monroe said, if, if the man can make woman laugh, he can make it to do anything.

So if we just break the serious of serious in business and you know, we have titles, positions, if we just connect in the human fund level, I use it for myself.

So I make this my market, my target audience is female, so I'm, everyone I meet, I give them my business card, but I also give them this cell filer.

And it says, for cool and fun marketing ideas, keep us on file.

I've been doing it for eight years and keep doing it.

Every time I give it to the person they smile.

Six months later they remember me, they post on LinkedIn about it.

It's, it's so effective and so simple.

Then when Covid came and killed my business, so remember hand sanitizers were more expensive than alcohol and was very shortage of that.

So I make little instead of hand sanitizers, I make Ani sanitizer.

My name is Ana, so it's Ani sanitizer.

I take a piece out of myself all the time and it works.

And then I add your brand doesn't save hands.

So I literally just send direct mail.

And during covid times this what I did then I also made this little tool and I send it to everyone of my clients during Covid and I say, here's a little tool to help you with social distancing.

And yes, it's mid and half, so it's a tape measure mid and half.

This tape measure got me to channel seven and I sold 80,000 of the tape measures as result of that because many people thought it's a good idea.

I do find this stuff and I think this was hilarious during Covid, this is perpetual disappointment diary.

So basically every day, every day it's kind kind of got a funny quote.

And with during Covid, this is, this is was I think very hilarious.

So they said take two unseparable people to tango or easy come un easy go, who is gonna lose?

You know, like just a funny little messages that people, people just can laugh about.

So I'm gonna continue to share about sticky.

Then the next message is very sensitive topic.

And ironically, this is what I do for living.

I put people logos on the products.

This is, this is what they come to me for.

But I always say logos important.

And I think the bigger the brand is, the more important it is because they have bigger budgets.

So with most of the businesses or smaller businesses, they don't really have a budget to pay to put their logo on the stadium or on a singlet for, for the football club because they sell insurance.

It's great for the brand awareness, but I guess if we don't have a brand engagement, brand awareness doesn't really mean anything.

And also logos do not have any kind of emotions and meanings and putting your logo on the bottle.

I was recently on the marketing conference and I literally collected 23 drink bottles in one hour with a different logos.

It's not really, when I look at the strategy of direct mail and acquisition, everything we do, it's always have to have what is the purpose for now and what is the next step?

So rather than putting your logo on that, can we actually put the QR code on this product that's gonna take them to the landing page and this landing page gonna collect data because we're gonna give them two gold class movie tickets.

So suddenly we have a data, if we give out thousand items, how many people actually took action and the code?

And then, then we can measure, like if this campaign was $10,000 campaign, we can measure the ROI because we know what action people took.

I personally prefer, rather than putting logos on the product, I do what people names on the product.

Like we do this notebooks with their names because the people that I give it to, they already know me.

So it doesn't really, as in my logo, in my opinion, it, it will have a details at the back or you might do the debo very subtle logo on the product.

But it does not, in my opinion, and from my experience it does not.

It's just you become just same as everyone else.

So if we make it whatever we give, and it is a difference between promotional product and the gift.

And if we trying to do the acquisition and open the door, we really need to make it about that person.

So we need to find out what they like because otherwise, you know, given umbrella with your logo, it's not really a gift in my opinion.

It's a promotional tool, promotional product gift.

But it's different from the gift itself.

So we need to have, if for acquisition, it needs to be all about them with one clear message.

And we need to say to them what we would like to have next, this is our job to drive.

The next step is people will forget what you said.

People will forget what you did, but people never forget how you make them feel.

So I try to bring the feeling into each campaign that we create.

Like what's going to be the opening experience when they receive this box?

Can this box have glitter?

Can this box be in their favorite color?

Can we need to do a lot of research to actually to make it, to make it exciting for them?

Because you can't just simply send the widgets with your logo and, and say, give me a call now you know who I am.

It's, you're not gonna get any, any reply in, in this kind of scenario.

And I think it's beautiful.

We live in a time where we don't have gatekeepers.

You can literally, if you spend 15 minutes to research the person, you can find out if, do they, do they love golf?

Do they have five children?

You know, like, like talking more like you can, you know how to surprise and delight and, and open the door if you just put a little bit of time.

And I say victory loves preparation.

So you need to make sure that you'll do the strategy.

You have who is the people on the list?

And Seth Gordon talks about don't wait to be picked.

So if you wanna get some big fish, how many who is on the list and how do we strategically engage with them on personal level?

Next thing it's, it's quite interesting after coming after Bill who talks about millions of the numbers, and I talk about many of you as a marketer might be familiar with this formula, it's called Dunbar numbers.

So they say in typically every single of us have 150 people in our network that we have ongoing relationship with.

And me being me, of course I spend half afternoon sitting down with the note and seeing if I can remember and download all the names from my head of hundred 50 people that I am, you know that in my network because some of them you talk more often than others.

It's same with the clients.

Not, not all animals are equals, but some animals more equal than others.

So you have a different relationship with each client.

And I use this for direct, for direct mail campaign.

And I explained how, because quite often people asking me how much we should spend and or how much it's gonna cost.

If we imagine we flying 150 people from LA to Sydney and we're all on the same plane, some of them, majority of the people would be drinking water, 70%.

Then we'll have some people who will be drinking champagne.

Then we'll have probably 10% or 5% who get in blanket with their name on it and limousine pickup.

So basically same in your business.

So I separated on economy, class, business class, and the first class.

So when you do the direct marketing campaign, the activity of we sending, we sending them something, but you decide, is this person, my question Al always, I ask myself, if I see Scott on the street, would I buy him a coffee?

So if the answer is yes, why wouldn't I put something in the mail?

Like I send about, I'm like, I might as well buy Australia post franchise because this is what we do.

We constantly sending the mail out and I love it because I don't need to, I don't wanna see 10 people every week.

But if I do the direct mail and send 10 envelopes, this is, this is the, one of my skills is a maximizer.

This is me maximizing the time and opportunity.

And then if it's the right thing, that 30, 90 days that they remember me and then my job is what, what I'm gonna do in the, in the next mail in the next 90 days.

So you define, does this person worth a coffee for you because they don't know it's coming.

It's totally your acquisition campaign or if you, so, because if you send something as a two centimeter thickness through the mail, it's only costing you $2 40 for postage.

Plus, let's say you spend some money on a product, so it is literally a cup of coffee.

But if you exceed the two centimeter thickness, let's say if I air the sanitizer, it's become thicker than two centimeters, then postage goes to 10, I think 10 or $12, depends where you send it in Australia.

But then people say to me how much it's gonna cost and I say, it doesn't matter, this is my business class people.

And the question I ask myself, would I buy Scott coffee with a muffin or would I buy him lunch?

So, and then you have a VIP customers, then you said, okay, I'm happy to spend a hundred dollars or $200 four times a year to stay with them, to stay in touch with them.

So the list is very important.

The acquisition process is very important.

And another thing is very important that you have to think, you know, one of the principles start with the end or in mind.

You have to help them to navigate the next step.

You, if you're sending something, then you give the message, this is the reason I'm sending and I'll be calling you next week to connect or I'll be seeing you at this event.

The most important thing, if you use handwritten note or the card I created the card, it's, uh, on it just, I just wanted to say because then I print them in a bundle of 500 and I can use it for, just wanted to say congratulations, I wanted to say, nice to see you.

So it has a multiple functionality.

So I don't need to run around and looking for the card every single time does have my subtle branding.

But this is just a tool.

So if you have it all available, it's very easy to make it happen.

But again, you need to know what's your cost of acquisition, what's your long time value of the customer?

Because if you're trying to catch the big fish, you, you can't, you know, come up with a broken fish line and, and some breadcrumbs.

You need to have the right tools because you only really have a first or one chance and only chance to open this door.

You can't go, oh, let me try to write him another email.

Because the opportunity and your positioning, it's one, one only.

So I suggest that you spend 80, 80% of your time and research and finding the right people and doing your due diligence and finding who else know the person I was having lunch with.

Someone very high level, we try to get him to get your, to meet Arnie, right?

It's a big, you know, how, how, how, what are we gonna do to open the door to work with Arnold Ger?

We'll find a way.

So when I was meeting with Joe, because I did not show well, but I knew someone who knew Joe.

So I say, what should I bring to the meeting that will delight you?

Because then I can use other people and kind of stand on the shoulders of the giant because they already have a relationship with them.

So this, this is the done by number.

So, and again, 150, if you have a salesperson or if it's a BDM, this is probably what they cover in terms of nurturing the relationship relationship because these people also, if you have relationship with them, they help you to open doors to other people.

So I'm all about leverage.

So productivity is doing more in the less amount of time.

Leverage is actually doing less, more with a less effort.

So I, I wanna do as little as possible.

So I have plenty of time to do yoga.

So I create various tools and opportunities that give me the leverage to maximize the effort.

So just to recap about what I cover.

When we talk about opening the doors, just make sure it's all about them.

I talk about one clear message.

So do not tell them what the next step is.

Very powerful.

If you do write handwritten messages, you add the pss, PSS is the first thing anyone read.

So, and make pss very personal or make pss is your next step.

And then make sure you follow up.

I always give a example of doesn't matter what business we in, obviously people come to us because they believe we can help them to solve the problem than they have faster, cheaper, and with more fun.

Otherwise they'll try to do it themselves.

So then the concept is if I'm a Panadol that I wanna sell the Panadol.

And if I ask a hundred people, how many of you will buy Panadol next week?

Maybe 3% of people saying, oh, I'll buy the Panadol next week.

But majority of people would not buy Panadol next week.

They just need to wear, be aware that Panadol is available and I'm a Panadol and I'm better than another Panadol.

But they will all buy this Panadol in the next 3, 6, 12, 18 months.

So as a marketer, we just need to make sure we create the journey that when they are ready to buy the Panadol, we are top of mind.

And if you are top of mind, you tip of the tongue.

And when you use the product very strategically, it has to be strategic because it's needs to be useful for them because then they will keep it.

If they will keep it, they automatically remember you.

So this is if you want, if you want them to come back, I always say give them a magnet.

We need to give them something so they remember us and use the product.

And by using this product, they, they will associate with you and your company.

And this is actually our job as the, as a marketer to make sure they actually remember us.

It's not our customer jobs.

And I see it in real estate a lot because they so focused on the sale and the cycle is so long.

So the cycle is seven years.

So, but they need to have tools to stay in touch because if they don't, in seven years, the customer might go with someone else and then real estate agent get upset saying, why didn't you call me?

And the customer simply said, I didn't call you because I, I forgot about you.

So is the real estate agent, they need to have tools and it's a different kind of approach.

It's, it's a fine line between, between being persistent and being a pest.

You probably, real estate probably can call them after three months, six months.

But you can only do this awkward call.

Do you wanna sell?

No, I don't wanna sell.

Do you know someone, it's kind of, people would not be answering your, your phone calls.

So how do we make sure that we stay in touch, but very strategic and meaningful and not, not kind of corny way.

And to do that, we need to be different and do opposite.

Like now everyone doing Christmas, I say, why you use Christmas?

Whatever you do, gonna be lost in this big overwhelming time where so many cards, so many gifts.

Why don't you do it something in January, next year's a year of Dragon.

And I use this calendar, it says, I love this calendar, it says every year is 30 day is a holiday.

And basically I can create marketing Maybe maybe stop sharing and to show the calendar.

Yeah, Yeah.

This is the calendar.

So this is the calendar hold I stop share here.

So this is the calendar.

So basically the calendar says every day is a holiday.

I love it because I literally can create marketing campaign or Sunday, okay, not Sunday, they have a Swiss cheese day, okay?

Or they have head day.

So you can, if you're looking for ideas, people say to me, oh, I'm not creative.

So you just need to have the right tools or find the right people who goes, this will work for us.

And also it's need to be audience specific.

If you're working with the lawyers and they're conservative and they have this tone of voice, it's like in copywriting, you, you know, you're not gonna go over overboard with the emoji and the jokes.

You need to be, you know, specific to the audience.

So this calendar, by the calendar and see, oh, maybe you can create three campaigns, two campaigns a year to reignite the, the energy or to bring people, if you are offline, if you event organizes, you can collect data and bring it online.

But if you are online business, what can you create to reignite energy and bring your people together, taking them from offline to online.

So, and this is a great, one of the great tools that I use and I love it.

And they think this is all for from me.

Welcome to connect with me on LinkedIn, send me the message, send me the questions.

I'm on Instagram as well, and I leave you with, um, my favorite quotes.

And the reason I'm here, it's because of Scott and because of relationships.

So I'm not really marketing, I'm just good at talking to people and nurturing the relationship.

So if this is something that you are passionate about, I leave you with this quote, one of my favorite quote, if you believe that, you know, building is on relationships or make building relationship your business.

And this is all from me.

And that's, uh, that, that's awesome Oxana.

And there, there's a couple of big takeaways that I got from that presentation.

One is, I guess the power of one 50, the power of the, the whole one 50.

And I know I read a book years ago called power networking.

I, I, the name of the author escapes me, but it was a five plus 50 plus a hundred method.

And I think like that's like a really good long game strategy, which is, which is so undervalued, right?

Keeping in touch, keeping in touch, keeping in touch with people.

So that was, that was like a real aha.

And the other one was obviously getting in, getting in the front door, right?

Like the unique strategies with the fruit, which is really hard to ignore.

And I've, I've heard a lot of strategies over the day, over the years and, and use some of them, but never, never the fruit.

So what, what's the conversion rate on that Original?

Yeah, yeah, yeah.

It's conversion.

Yeah.

What's a conversion rate?

Look, Con look, conversion rate is like, everything is simple.

Like when I share, I do a lot of, you know, mentoring and presenting on, on the panels and stuff.

It all depends how, because this is just a tool.

Like my conversion rate was 85%, right?

Because I have another ingredients to make an apple cake, you only need four ingredients.

But if you don't have a right order, if you don't have a right oven, if you don't have the right temperature, if you don't mix in the right order, you'll stuff up four ingredients, cake.

Yep.

So it's all about, you know, it's no point sending this fruit and spending a hundred dollars acquisition.

You know the difference between garbage letters and garbage, it's timing, right?

Are you follow up?

Are you somebody replying to you?

How are you step ahead?

What, what's the next conversation?

Do you have, I have 18 months strategy for the next step.

Next step.

But people just think, oh, can I have this mark in purple?

Of course you can, you can have it in purple and yellow and green.

It's, it's not gonna make any difference if you do not have a next step follow up, what's your offer?

Do you have all the tools to close the deal?

Are you a good salesperson?

If you're not, do some sales training.

Are you, do you have emotional intelligence, you know, intelligence kind of thermometer.

If you don't, you're probably gonna have low closing rate.

Yeah.

So This is A hundred percent, it's all about that overall strategy.

And I'll just open it up to see if anyone else has any, has any, has any questions.

Hey, Oxana, I love the QR code idea and I was thinking, would you put something on there like, you know, scan to win or don't scan this QR code and people are gonna scan it regardless.

Probably get a hundred percent possibility on that.

Yeah.

And then at the end of the qr, can you make it so like there's a different offer every month or how would you make them keep scanning it all Over that you, you are the digital guru, you can make million landing pages and, and track them.

I'm not, I'm not a big fan.

I think people are intelligent.

Like if you wanna make a joke, say not scan it, because especially after covid, everyone know you have to scan your code, right?

Like, you don't need to say open the Coca-Cola.

Like if you, if you wanna drink it, you should open it.

So here's the QR code.

I have a QR code on my umani sanitizer, but I, I not always put, but it's, it's, you can really track it, right?

Because you can create several landing pages and use quote for the copywriting, you know, which tagline work better and you know that here LinkedIn start here, there you should click Yeah, look at this from John.

Brilliant.

Yeah.

So I think yes you can, because I'm all about ROI like how we, because everything you can measure, you can improve if you don't know what we're doing.

If you give out thousand drink bottles and they all went, was it successful campaign?

We don't know.

They're gone with, oh, it's brand awareness.

I'm not Coca-Cola.

I don't need a brand awareness.

Brand awareness does not pay for electricity.

I need money in the bank.

So I wanna, I wanna ROI on the what I'm doing.

I think that that was another, and thanks for bringing my te bringing our attention to it.

Dan, that was another aha moment as well is where you make promotional products actually pre historically have not been very measurable, but this is a way that they can be, that can be me made, be made measurable and um, practical.

So that's, uh, that's awesome.

What.

 

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