Build a Compelling Communiity
Welcome back welcome back let's take a look at what our goal is for today our goal is to leverage a welcome gift to create a compelling community for your brand leverage a welcome graft to create a compelling community for your brand so before we do that let's take a look at where we've been and our previous lesson we talked about products that sell easily and products that sell easily clearly communicate their value and support the story of how your business stands out when you bake your businesses stand out style into every ounce of product development every ounce of marketing and every sales conversation about your product you can ensure that it's going to reach the right people and sell easily that was that was good, right? Yeah ok let's take a look at where we're at in the build out build a standout business process this is less in nineteen build a compelling community but we're going to look at building a compelling community from a slightly different angle you guys ready to get ...
started? All right let's do this so community doesn't just happen it's engineered community doesn't just happen it's engineered. I think a lot of us are kind of in a holding pattern waiting for community to just kind of happened around our businesses we're in a holding pattern waiting for our audience to grow we're in a holding pattern waiting for our platform to expand and it doesn't work that way you have to engineer that growth you have to engineer that connection into your business at least if you want to move a lot faster than you've been moving in the past so why don't we join a community we join to complete a community when our needs are heard and understood we join a community when our concerns and desires are respected we recognize others with similar needs we're all using the same language and part of the same conversation and we join a community when there's a strong organizing vision these are the these are the pieces of the puzzle that I've kind of pinpointed over years of watching definitely online communities grow but also offline communities people join a community when there needs it needs air heard and understood when their concerns and desires are respected when they recognize people with similar needs when they're all using the same language when it when it sounds really familiar and we're talking about things were passionate about and when there's a strong organizing vision most of the time when communities form there's some sense of leadership teo to that community so how does community help your business stand out do you guys remember these four piece your community can be a big part of your outreach strategy your community can be a big part of your marketing you know if you've been watching the standout biz hashtag around this program you're already seeing that community taking, taking form, you're seeing community that I have your seeing community, that creative live has and you're seeing this stand out biz community and they're all helping to market this boot camp and they're not thinking I'm helping terra market this boot camp there thinking this is awesome and I want to share this with other people. I want to have other people in this community to talk with, to meet new people, to support me as I go through this process, and so your community can be a big part of each and every piece of marketing, obviously it's the people right community is people, but community has a strong organizing vision that's a lot of that's the purpose, peace uh, it it tells your community is telling a story about your business, what it does, how you help them that's positioning, and then it can help you promote as well, because when lots of different people are talking about the results that you that you've helped them achieve, when they're talking about the transformation that you've catalyzed for them, that is great promotion, right? So community can really help us leverage all four peas of marketing. Now, the easiest way to build a community in your business is with your email list. The easiest way to build community in your business is with your email list back in the good old days of the internet way back list serves were kind of the epitome of online community people just emailing back and forth email, email, email, email, email, email, email email email and they were huge communities vibrant communities engaged communities then from that some people started their own individual newsletter less right where they would send out a daily or a weekly email to a community of people who said yeah, I want to hear more from you I want to hear more from you and then those people turned into marketers when they realized that they had an audience that was willing to not only give up their email address for them but we lead by their information they're ideas access to them whatever it might be that's community and that's and that's why email is one of the easiest ways to build community online I'd say it's one of the easiest ways to build community online or offline I mean have you ever tried to get a thousand people into one space offline? Yeah that's hard work it's a lot easier to build an email list of a thousand people than it is to get them doll show up in one warehouse downtown right all right and the easiest way to build your email list is toe welcome new community members with a free gift so that's where this welcome gift and community building peace comes in I firmly believe that the welcome gift that you offer in exchange for someone's email address is a welcome into your community and that by choosing or creating the right welcome gift the one with the right message the one that incorporates your unique standout style you can attract the right people to your community the ones that are speaking the same language the ones that share your vision the ones that are excited to help you talk about what it is that you do and how you how you benefit them now here's the thing there's a lot of noise when it comes to signing up for email lists right your email list is just one ofthe thousands that someone might see on an in any given month right so how do you make your email lest your welcome death stand out in all of that noise the key to standing out is to making sure that your welcome gift your email community is based on your quiet power now ah quiet power community attracts people buy it focuses on the right community members in other words it's not trying to get everybody and their brother or sister on the list just the right people it clearly articulates the need and results the community that the community addresses clearly articulates the need and result that the community addresses it leverages purpose and vision to create buyin it uses unique positioning, a point of view to differentiate itself, and it becomes an effective vehicle for promotion gradually, so it focuses on the right people. It clearly articulates the need and results that that community addresses it leverages purpose and vision to create. Byeon uses unique positioning and point of view to differentiate itself, and it becomes an effective vehicle for promotion. Gradually, so you're welcome gift should be created, especially for the people you want in your community. In other words, you I have in mind the right people, the people that you want tohave signing up for your email list and you create a welcome gift just for them. We'll get to the process for that. It will address a particular need those people have and the result they want. Instead, it will tie into your purpose and vision for your business. So this is going to connect a really small results a really concrete, tangible results to that big picture purpose, the big picture vision that you have behind your business, it's going to stand out using unique positioning and point of view. In other words, it's gonna highlight your unique voice and it's going to highlight how you do what you do differently. And this welcome gift is going to set you up for building a relationship and conversation over time. In other words, you think of that welcome gift as just your introduction. This is essentially your introduction to all the right people, and you wouldn't never say, oh, hey, it's, really nice to meet you. Would you like to buy this thing that I have, right? You say? Hey, it's, nice to meet you. Can I ask you about yourself? Can I ask you about your hobbies? Can I ask you about your family? Let's talk. Did you see the ball game last night? Right? You build, you build rapport, you build a relationship with people that welcome gift is that personal introduction that you have to a new community member that sets you up for having a really conversation where you really get to know that person better, and that person gets to know you as a provider. Better. So, let's, look at some examples here. The first one and we've looked actually at this one before, but the first one is from my client, sean fink who's, the founder of abundant mamma dot com abundant m a m a dot com. Her welcome gift is ten habits of highly effective mama's. She thought about the individual. Mothers that she had in her community and thought, if I could give them one result or I guess in this case, ten results, but if I could give if I could change one thing for them, what would that one thing be? What did they need in their lives? Well, what they need is new habits, and she's she's kind of addressed the need and the question that they have by saying, you, khun b intentional and productive when you have the right habits, you could be intentional about how you mother and you can have a more productive lifestyle. It doesn't have to all be that carried frazzled kind of minute by minute approach to being a mom, right? So this whole page is all built toward the individual needs and questions of the individual mothers she has in mind. How many more times can I say, individual? All right, let's, look at another one. This is studio m emmy. Megan eckman has been in my creative live audience before. And it's studio mm e dot com. Now, meghan has a the embroidery of the month club embroidery pattern of the month club, so you can sign up to get her illustrations translated into embroidery patterns delivered to your inbox once a month for a very low monthly fee, but she found that the kind of the barrier to entry there on that product was that people weren't exactly sure they could embroider or not or maybe they did it years ago but they don't really remember or they've never done a handcraft like that before and meghan's secret is that she really only knows one stitch and so she was she's like that's not an excuse this is a great an easy craft people love doing this lots of people want to do this but this fear and lack of knowledge is keeping them away and the difference between having the knowledge and not having the knowledge is one stitch so what she did is actually put together ah a guide for people to download that's how to do that one stitch she says I only is the simplest stitches and meyer patterns because I believe in easy embroidery this is such an easy point of entry for people it's useful in and of itself and it sets her up to develop a relationship over time with the new subscriber so that then you know, maybe a week or a month from now when she says, hey, do you want to get in on the embroidery of the month club before it goes out next they're like yeah, I think I think that might be a good idea and so this has been really successful for her so that's two different examples in my work erin in my business I have the quiet power strategy map that's, my welcome gift and the idea there is two kind of prime your brain and pull out information on what your individual quiet power strategy might be so there's lots of warm up questions there there's a place too actually map out your strategy there's a place to create an action plan and that's my welcome gift by pulling out that fundamental foundational information about yourself you can then take my block post or you can take anyone's block post for that matter and apply them better so confined that a terror gentilly dot com slash quiet power now you want to know how to actually apply this for yourself? Yes. Cool. So actually, I'd like to have kate come up because in an earlier lesson we talked about building your list and we talked about a welcome gift. So kate, I'm gonna have you take a seat and I'm gonna keep it kind of keep teaching, but we're gonna use you as the example. Does that sound all right? Cool. Thank you for being game. All right, so we start off by thinking about three people three people that you've worked with and what kind of entry to your work they needed or what was that first step in working with them? What did they need to know or understand or change or experience to really be open toe having to getting the results that you create in your business toe accessing the transformation that is the value that you're selling so you don't have to give me names, but can you tell me about one or two people who are have you've worked with in the past and specifically we're talking about meditation or you're still thinking about meditation? I am okay? And oh, and you were telling me maybe about chronic pain, right? People working with chronic pain, how to use meditation is a tool toe perfect. So can you tell me about one or two people who you've worked with in the past who came to you with chronic pain? Okay, um, let's say they get to a point of discomfort. So, um, one person had such intense digestive issues that it became a fear of food. It became everything set off this giant reaction in her body. Um, and she needed some tools to know how to get back to health. Ok, er perfect and so there's a whole diet component to that. But there was also the role of having a healthy mind to make the right choices ross dictating to food and relationships and activities cool. Can you tell me about one more person, one more person ah, a recent diagnosis of m s and um the kind of craziness of the mind that comes up with any kind of recent diagnosis and freaking out over symptoms and howto be in a body that's changing on being a body and in your life in a really joyful way. Well, there's, all of this going on, okay, that is fantastic, because what I hear is that it's not actually about the chronic pain it's about this mental freak out, just like what you said that happened. So it's it's not knowing what's going to trigger this awful response that your body's dealing with it's kind of constantly having to be hyper aware of what's going on around you and it's, that kind of underlying anxiety that starts building up over time that yeah, that that blocks your ability to live well, right, it's, not the symptom, it's the reactions of the symptom that actually creates so much more suffering than the actual symptoms. Yeah, yeah, yeah, yeah, yeah. Good. Okay, that's, good that's, good information. Do you see where we kind of we dug a little deeper and we looked for what's actually going on in their heads because one of the things that you can do is reflect back to them. I see you, I understand what you're going through, I know that these these air the particular pain points that you have and that's the first thing that we need to do when we welcome people into our community or in order to get them into our community and the get go we have to be able to say I see you I witness you make sense yeah school and that sounds very I got you that sounds very like personal development e on dh it obviously works really well in that field but it also khun work in jewelry as well you know it or in any product based business it doesn't have to be this kind of grand I seeyou eyewitness you it could just be he like megan's bio in one of our previous lessons where she said I designed for women who want to be effortlessly bold that's that's witnessing those people it's simply saying hey I know you wanna up your style ah couple notches and the way you want to do it is to be effortlessly bold so that's that's that witnessing as well it's just that that that recognition the mirroring back that I see you I understand you I get you makes sense lisa yeah so you could do that with their desires as well as their problems yes, absolutely and like cause you talk more about their problems and I've probably preferred await more fantasize is there a reason that you look a bit more in that sense? Yes how's that working for you it depends on the person for some people it works really well. Yeah, you will. There is a much bigger part of your market that responds to pain points or you saying I understand your problems then the people that say aye, these are the things that I want way are much more motivated by pain and frustration than we are by desire. Now I like to create a balance I am not a marketer who is going to really step on your pain points, right? I'm not into that you guys have never seen me do that right? Eso what I like to do is balanced pain points and pleasure points this is this is what you're going through. This is what you want or this is what I want for you and here's the solution here's how you get from a to b here's why you're not getting from a to b and here is the solution to that, so I like to create a balance. What I see a lot is when people are writing marketing copy because they don't want to see step on a pain point they ignore the pain points and I think that that's I wouldn't say across the board it's one of the worst things that you can dio but nine times out of ten it makes the customer it makes the client makes the prospect feel unseen right and that's a problem if they don't think you understand how bad it is for them or how how yucky they feel about what they're going through then they don't then you're not going to be a trusted provider so we avoid these pain points out of a desire teo you know, not make people feel bad, but by ignoring them we make people feel unseen and that makes people feel bad makes sense that it's really important thank you for asking that question cool so we've got we've got a couple of people for you I'd like to start with three so if you've never done this exercise before right out your three people and write down their stories specific to those three people, I'm not asking you to make up three people I am asking you to think about three people you know, whether their previous customers or clients or maybe you don't have previous customers or clients and you need to look around you uh maybe maybe you need to ask for an introduction to someone who's maybe mawr in line with the kind of people you wanna bring into your community but think about actual people with real names and real stories, so now let's look at the need and result now the need for your clients is teo manage or alleviate their chronic pain, right? But we want to drill down because we can't do that in a welcome gift right be nice it would be nice it would be great but you can't even do that in a single product or program or coaching session right? This is it's a process there there is this piece that you need to do it do there's this piece there's this piece there's this piece you need to find one piece so all of us have big we're addressing some big need okay I'm addressing people you know needing a strategy wanting to make more money have less heartache and hassle in their business says I can't do that in a welcome gift and trying to use that language or using that as inspiration for my welcome gift isn't doing me any kind of service so you need to drill down and find one discreet small need and the corresponding result that goes with it so if you could tell those two women I'm assuming they're women let's let's just pretend they're women if you could tell those two women one thing that would change one thing for them what would it be e I pick one point of awareness um within that pain there's one tool just observing the sensations of the pain and labeling them and taking a step away from the mind kind of leapfrogging into oh my god I'm not be able to walk tomorrow then I can't do this I can work with that three second jump where you go from something happened there oh my god everything's falling apart and they're kind of identify just teo and identify that space in between okay? So one tool by identifying and naming a particular sensation of pain you can stop the chain reaction into anxiety and stress okay, that is really good can you teach that in, you know, like a fifteen minute audio or like a little e book okay, beautiful that's the kind of thing that you're looking for ah big mistake that I see people making here is trying to give an overview of what they're doing we're trying teo give them the kind of yeah and overview is the best way to put it I see a lot of people giving a while trying to give out a welcome a welcome gift that gives an overview that's trying to get people to that final results instead of just giving them one I think that they can take away and it's not about leaving something on the table so that people could buy from you later it's absolutely not about that because when you give people an overview what they don't get is actual value because you're not actually giving them what they need you're giving them an overview there's no way you can deliver that results so they're not getting value which means they're not going to come back for more later you think that you're doing mawr for them and you end up doing love s for them so by giving by breaking it down so that it's just one little thing that you're addressing one little result that you're giving them it's one more believable so they're much more likely to put their email address and and too they're going to feel a lot better about it and be much more receptive to everything that you have to say after that whether it's a product or whether it's just a block post or you know a piece of content makes sense yeah cool and that so the need and the result there super duper important now purpose and vision we need to we need to put this in the context of why your business exists too from the get go because we want to create not just the buy in of creating that one results but give them the buy into the overall vision of your business we want to give them something awesome and say come there's more where that came from right? We've got more for you I have a lot to offer you whether you ever want to buy from me or not so what's the unique purpose and vision behind your business um it is tio help people develop the awareness that health is um naturally holistic and that medicine is around us in all shapes and forms not just in a prescription bottle okay, so medicine is around us in all shapes and forms not just a prescription bottle and so one of those shapes and forms might be on exercise like that to just you know change your mind set on something yeah yeah so that relates pretty easily back and forth beautiful uh next one is pretty easy point of view how are you going to incorporate your unique point of view? How does what how do you do what you do differently and how can you incorporate that into your welcome gift so how might someone try tio uh treat that anxiety response that comes from the chronic pain experience man how they try to treat it before how would they try to treat it before? Thank you um uh distraction medication um self help books um internet blog's kind of supplements yeah little bits and pieces pieces that don't quite fit together exactly exactly perfect and how do you do what's your unique point of view? Why doesn't that work? Um it doesn't work cause we're in entire living system. We need a solution that addresses everything and understands that when we tug on one part of the web everything else shifts but everything does go together and we can't piecemeal together our own health because we're in a plea interconnected yeah yeah so you're welcome gift could be a fifteen minute exercise and meditation on addressing the anxiety response that comes with chronic pain so the headline could be something like does your chronic pain have your mind running away from you? And then you could say when I work with clients who have chronic pain, I hear from them all the time that any little trigger khun set their mind running and they go from okay or fine to an extreme anxiety and stress really quickly and that that condition is almost worse than the pain to begin with. And so I've developed this exercise and meditation to allow you to identify and sense the pain that's there without your brain running away from you uh, I believe that there's medicine all around us that our mind is an integral part of the system of our bodies and that when you address your mind, you don't need the supplements, the medication or what was one of the other ones distraction, distraction you can you can take a proactive and holistic uh, attitude toward your health. Enter your email address below to get my free fifteen minute meditation and take control of your brain. Does that sound good? Neat? Cool, yeah, so we'll be looking forward to that on your website very shortly eso it sounds like almost a repeat of um what we did with the bio exercise like the whole format seemed exactly the same so how much days? This's great, yeah so how much says personal story? Come in there too? I mean, the reason I do this is because I had severe rheumatoid arthritis is a teenager. I walked with a cane. I been there like I get it. So that obviously should work its way in there somewhere. And I've always kept that kind of an arm's length, because then I feel like me, me, me, me, it's. Not now. On a landing page. You want your copied most of the time, you want your copy to be short as possible, so I might just insert one sentence or two sentences in there that said, when I was a kid, I suffered with rheumatoid arthritis. I know what happens in your brain when you fall or you eat something that you shouldn't or you know, you. Something triggers that physical response that you have and know what happens in your head. That's why I created this or something like that. Then if you were to do a sales page version of it, I'd make the bio much longer. And maybe even in the fifteen minute audio and meditation, you tell a little bit more of that story. Your story is very important here, it's, not something that everyone needs to fill, feel like they have to work in look, I don't talk about my story a whole lot because my story doesn't necessarily relate to what I'm selling when it makes sense, I do it so that for you, that makes complete sense. I'm glad you asked that question. Absolutely. Include something. Just keep in mind that on this landing page with your copy for this welcome gift worth worth. We're thinking short. Okay, short and concise. All right, cool. Now, there's. One more piece to this and that's the follow up because you it's not enough to give someone a welcome gift. You have to keep nurturing that relationship. So what do you think would be a natural follow up to this fifteen minute meditation? Um, I was actually imagining kind of a fun flow chart. Like when this happens, you know, does your mind go here's? Your I know here are you able to do this? Are you able to do this kind of like a one page pdf the ruin of fun about okay, when your mind starts running away, here are your options cool? You know, I think that sounds great. That sounds like a perfect follow up. So now, because it's also kind of playing on that theme of identifying so you've given them the meditation to identify, now you've got a fun shirt. To give them to identify even more stuff than what to do with it s so that's it sounds like a great follow up in another follow up e mail so now what we're talking about his auto responders sequences right? So in this auto responders sequence, the next email might be much more about your story where you came from how you addressed it and why you're doing what you're doing now what that unique purpose and vision is what your unique point of view is what your unique voice is ok and so that what might be an email in that sequence and then another one might be now I know you're suffering from chronic pain and that's probably top of mind right now but here's how you can use thes same ideas in other areas of your health as well because you know, I really like to treat the whole person and not just the symptom, right? Right? And so you just you just keep going and you just keep flowing and you know, maybe your auto responders sequences three emails long maybe it's seven emails long maybe it's twenty emails long it doesn't matter you just want to make sure that you're you're giving some follow up there that it's not just the welcome gift but you're drawing people further into your community you're giving them more stuff to dio your interest introducing them or to you and your business and you know and you're just give making them feel a part of this community makes sense yes you think that sounds doable yes it sounds yes that makes far more sense than anything I've been doing in the past good I'm so glad to hear that thank you so much. Kate yeah melissa so thinking about that that follow up idea would it be appropriate to have each say say there's three emails or something each of those three emails kind of target the different problems that people might be coming to me when I'm absolutely sure sure onda more specific you can be the better right because the thing about that is when you're really specific when you give a specific example even if the person reading it doesn't fall into that particular category the specificity of that actually encourages them or welcomes them to think about how this applies to them and I've heard you guys say a lot tio en during the course of this boot camp that you know hearing someone else's example that has nothing to do with your business actually helps you understand your own business better that you can do that same thing for your customers but this best afis ity is super important so we don't talk in generalities when there's hot seats up here we talk about specificity you could do the exact same thing yep absolutely amy so this is somewhat logistical but do you have any suggestion is to for instance, if somebody ops in and then they are now involved in a follow up sequence and then the mind the main list always gets at least one email a week how do you balance when they're into that new sequence where they start getting these follow up e mails and then they're also like do you wait to marry them into your main list until they're out of that? Because there could be some times where perhaps I'm in launch where they get my regular monday email plus think their follow up sequence plus they get some sales campaigns and now all of a sudden they're hearing from me in a and in a mixed message so there's lots of different ways to do that I'm not gonna be able to give you the this is the tried and true you should do this way. So one thing I always shut my auto, my automation, my auto responders off when I'm in a launch because I don't want to have to think about okay people are getting an otter sponder this day or they're not getting an auto responded to this day and can I send this outer what? So I shut it off during a launch and then I'll re you know I'll just go back to it and yeah, male chimp is very good about figure out who gets what from there then in terms of do you kind of segment those people out in terms of your regular blog's stuff? I I don't, and I wouldn't the main reason being people who are new to your community knew to your email list are in the most risk cept of time of being in your community. So the average life cycle of a subscriber is about three to six months, and the first six weeks are when they're going to open the majority of your emails, so they're not going to mind most of the time hearing from you twice a week, for instance, on dh, so I don't think that's a big deal unless you've got your auto responders sequence set to go off every single day, I don't think you need to segment those people out. I haven't had any problems with that, and I see the, you know, the auto responder, open rates staying pretty consistent, so I I personally don't worry about that, I can understand, and I can see times when you would, but most of the time I don't, I don't think it's a problem in, do you space out your or do you have a suggestion of follow up sequences like once a week? You know, like the wine runs about once a week? I also have it in male chimp. But very easy to say I want this and I think you can do this in just about any system I want my auto responders sequence to go out on saturdays, sundays, mondays and fridays because I'm much more likely to send my block post out on tuesday wednesdays or thursdays and so that way no one gets a double email even if they're in the auto respond er sequence and getting my block post got it cool definitely I feel like with the product face business we always tend on the twenty percent off for things like that and then there's you know oh a style guide for this I'm having a bit of a hard time coming up with something that could be a little bit out of the box for a product and then how to fall up on that and maybe I don't even need a follow up because it's a product and I can keep it very simple yeah, I mean I would encourage some amount of follow up so you've got this whole new idea for the how you connect campaign right? And so I would think about what is maybe it's ah maybe it's like a photo list of here's here's a checklist of photos that you ca n't take with your friends or here's a checklist of photos to help you connect with your local community and nature mohr so like go almost like a an instagram scavenger hunt that could be very and then tag along, you know, there's ten photos in the scavenger hunt tag it how you connect and tell me how you connect with your local community. Do you feel like that's? A now I feel like I'm gonna ask this people that and they're not gonna want to sign up for my list cause they'll feel like it's a chore. I mean, don't make a sound like a chore. Yeah, it's fun, right? And even if they even if they don't want that, yes, absolutely it's, tricky and a product based business there's all sorts of fun things you can do, like with with megan's embroidery, how to tutorial thing, but it's in a product based business. Most of the time, people are signing up to your email because they want to see when you have new products out, they want to see what you're up to, what your processes, they want to just remember that you exist because they probably not ready to make a purchase that day. So I think having something fun that tells people something about your brand is a great idea, and maybe it's not. Quite a cz important as for a lot of the other folks here, ok, but I wouldn't worry about something like that feeling like a chore I think it would be fun if I like a lot of fun yeah, I dig it we have a great yeah and I mean you're landing page for that maybe could have you could you could develop the checklist or the scavenger hunt and you could go and do it and you could do a little collage of what your photos were so that people can see just how fun it isthe. Yeah and it's not like it's tour and that you have to do this or you can't get this other thing it's just here give this to try and connect with the rest of the tiffany and studios community I think that's cool. Yeah, I like that and that's a good way for you to bring that local community aspect that you've been, you know that studio aspect into your online business a swell, perfect school, briana and one of the previous lessons we talked about how my best clients aren't necessarily the people were signing up for my list, but uh you know, maybe maybe they have a client who might be on my list who might then refer them on later when I'm looking at something like a well come gift in the situation who am I actually targeting that welcome gift to the person who's not necessarily ready to work with me but might refer or the ultimate referral I would target it tio the more aspirational one so that actual ideal client but I would think where was that client a year ago? I wouldn't go too far back, but where was that client a year ago? What was that one road block that there that was in their way that I could alleviate for them now? Because one thing that you could do with your list is actually nurture your ideal clients the people that are going to pay you right now may not be signing up for your list, but the people who want to pay you a year from now are signing up for your list. So if you can use your ideal clients is those three people that are inspiring you're welcome gift inspiring you understanding those needs and the results up back it up just a hair then your follow up becomes about getting getting your people who want that welcome gift into ideal client status and then how does the call to action piece fit into that in terms of the follow up sequence, you know, I want to involve a call to action, but I know that the majority people aren't ready for, you know, a purchasing call to action um yeah I would still probably make your call to action either your group program or you know, one on one session with you because even even if it's not and immediate I've I've signed up I like this I want to keep getting these emails oh yeah I'm ready to buy now it's planting that seed that you're available and for so many marketers so many people here I know I hesitate to even tell people they've got something for sale right do you do that? Yes okay amy amy doesn't do it but other people d'oh right? So yeah so I was still include that all right, let's take a look at what today's homework is so first of all it's to formulate your plan for creating a welcome gift formulate your plan for creating a welcome gift then put time on your calendar to create your welcome gift in the next five days here's the other thing you're welcome gift should take you no more than two hours to create my friend abby kerr who you confined it abby kirk a r r dot com has this great block post on how your welcome gift shouldn't take your client mohr than thirty minutes to do I'm sorry ten minutes to dio you're welcome gift shouldn't take your client mohr than ten minutes to dio which means it really shouldn't take you any more than two hours to make I hear people say that I don't have time to make this. I don't have time to make this. If you don't have time to make it, if you don't have time to develop it, you're thinking too big, and you need to think smaller. So that's, a really important thing to keep in mind, so make sure you are scheduling time on your calendar. I I know you all are busy. I know you. Your calendars are full of business stuff. Put time on your calendar to create your welcome gift in the next five days. And then when you've got that idea, tweet us at terra gentilly and at creative live with your idea for a welcome gift.