Black Friday and Cyber Monday are the most competitive moments of the year for beauty brands, and the right creative is how you win. Join us for a webinar on the creative trends, hooks, and tactics that drive conversions.
Sign up: tiereleven.com/bfcm
Black Friday and Cyber Monday are right around the corner, and many beauty brands are feeling the pressure. Lauren Schwartz, Head of Creative Strategy at Tier 11 and founder of The Loft 325, joins me today to discuss how beauty brands can still make the most out of these significant days.
Lauren shares her experience and proven strategies to help beauty brands thrive in this competitive season. We talk about creative hook strategies, bundle offers, and the best ways to connect with your audience.
It’s not too late! You can still make this holiday season your most successful yet. Lauren’s expert advice will help you maximize your sales potential, avoid profit pitfalls, and turn BFCM into your biggest revenue days of the year!
Chapters:
- 00:00 Meet creative strategist, Lauren Schwartz
- 02:43 The “cheat code” for Black Friday and Cyber Monday sales
- 04:12 Bundle strategy vs discounts: avoiding profit pitfalls
- 06:33 How to create a bundle for BFCM
- 08:55 Multiple bundle strategy vs site-wide sales
- 11:00 What is the best discount price for BFCM bundles?
- 14:32 How aggressive should you be when using bundles for LTV growth?
- 17:17 Tips for creative hooks for beauty brands
- 21:57 Understanding holiday hooks: subtle vs in-your-face approaches
- 23:42 Black Friday and Cyber Monday webinar preview
Mentioned In This Episode
Sign up for the free Black Friday & Cyber Monday Creative webinar at – https://tiereleven.com/bfcm
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Connect with Lauren Petrullo:
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- LinkedIn – https://www.linkedin.com/in/laurenpetrullo
- Consult Mongoose Media – https://mongoosemedia.us/
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READ THE TRANSCRIPT:
Episode 729: The Unfair Advantage: How to Dominate BFCM as a Beauty Brand with Lauren Schwartz
00:00:00:00 – 00:00:07:20
Lauren
a lot of people get so hung up on just Black Friday, Cyber Monday that they don’t think of how their creatives are going to translate throughout the rest of the year
00:00:07:20 – 00:00:12:20
Ralph
What’s the sort of the things that you would recommend to beauty brands right now if they’re
00:00:12:20 – 00:00:15:06
Ralph
not really prepared for Black Friday, Cyber Monday,
00:00:15:06 – 00:00:17:16
Lauren
brands definitely need to be focusing on like
00:00:20:04 – 00:00:26:08
Ralph
Hello, and welcome to the Perpetual Traffic Podcast. This is your host, Ralph Burns, founder and CEO of tier 11,
00:00:26:08 – 00:00:32:09
Ralph
not alongside my co-host Lauren E Petrillo here today, but we’ve got a special guest
00:00:32:09 – 00:00:34:19
Ralph
for all of you beauty brands who are
00:00:34:19 – 00:00:39:03
Ralph
freaking out about Black Friday, Cyber Monday because you’re not ready.
00:00:39:03 – 00:00:44:17
Ralph
By the way, this show is all for directors of marketing, VP of marketing, CMO, those
00:00:44:17 – 00:00:48:07
Ralph
people who are doing marketing every single day to do it the right way.
00:00:48:07 – 00:00:49:23
Ralph
We do that through what we call
00:00:49:23 – 00:01:01:22
Ralph
metrics that matter and growth at scales. And that’s what perpetual traffic is all about here today. And today we are going to solve one of your biggest problems that either you thought about way back in Memorial Day when we first started talking about this,
00:01:01:22 – 00:01:02:15
Ralph
or
00:01:02:15 – 00:01:09:00
Ralph
you’re now realizing that, oh my God, Black Friday, Cyber Monday is coming up within like a month or two
00:01:09:00 – 00:01:10:19
Ralph
and I don’t have anything prepared.
00:01:10:19 – 00:01:11:08
Ralph
Well,
00:01:11:08 – 00:01:20:12
Ralph
usually I would say that you’re screwed. However, in this case, if you’re a beauty brand especially, this is specifically for beauty brands today. But yes, this will also relate
00:01:20:12 – 00:01:22:23
Ralph
to a lot of e-commerce brands. And we’ll talk about that.
00:01:22:23 – 00:01:24:02
Ralph
We have
00:01:24:02 – 00:01:24:23
Ralph
the goat
00:01:24:23 – 00:01:26:00
Ralph
coming back
00:01:26:00 – 00:01:31:09
Ralph
on perpetual traffic, the greatest of all time creative strategist on the planet
00:01:31:09 – 00:01:32:07
Ralph
in history,
00:01:32:07 – 00:01:40:17
Ralph
Lauren Schwartz back on perpetual traffic to save your Black Friday, Cyber Monday as here today as a beauty brand.
00:01:40:17 – 00:01:42:21
Ralph
So welcome back to Perpetual Traffic.
00:01:42:22 – 00:01:43:17
Lauren
Thanks, Ralph.
00:01:43:17 – 00:01:45:08
Lauren
Always my hype man I love it.
00:01:45:11 – 00:01:53:20
Ralph
That’s right. I mean I’m your ultimate hype man. I just like walk around behind you like, you know, in your daily life. And you do, you know, a great Lauren is like, come on.
00:01:53:20 – 00:01:54:18
Ralph
Like, you know when you’re
00:01:54:18 – 00:01:58:04
Ralph
like when your daughter, like, disobeys you, you know who you’re disobeying.
00:01:58:06 – 00:01:59:01
Lauren
God always.
00:01:59:01 – 00:01:59:06
Ralph
Yeah.
00:01:59:06 – 00:02:02:19
Ralph
I hope you’re awesome. I’m a good disciplinarian, apparently, for my kids.
00:02:02:19 – 00:02:10:21
Ralph
But today we’re going to get disciplined on Black Friday, Cyber Monday. Because I know if you’re listening to this show because you said, holy crap, that headline
00:02:10:21 – 00:02:11:14
Ralph
title
00:02:11:14 – 00:02:14:04
Ralph
will just suck me in, and it’s a beauty brand
00:02:14:04 – 00:02:14:23
Ralph
and
00:02:14:23 – 00:02:16:04
Ralph
we have an eye out for you.
00:02:16:04 – 00:02:20:16
Ralph
First off, we’re doing a training on this, which is coming up on September 9th
00:02:20:16 – 00:02:22:09
Ralph
at 10 a.m. Pacific,
00:02:22:09 – 00:02:27:11
Ralph
where you get more of what we’re going to be talking about here today. So make sure you do register for that
00:02:27:11 – 00:02:31:07
Ralph
over at two 11.com/bfc.
00:02:31:07 – 00:02:33:11
Ralph
That stands for Black Friday Cyber Monday by the way
00:02:33:11 – 00:02:35:10
Ralph
BFC m tier 11.com.
00:02:35:10 – 00:02:36:19
Ralph
And that’s 1 p.m. eastern.
00:02:36:19 – 00:02:38:21
Ralph
If you can’t do the time translation
00:02:38:21 – 00:02:43:13
Ralph
or Lauren’s going to be getting into even more detail about some of the things we’re going to talk about here today. So
00:02:43:13 – 00:02:45:06
Ralph
maybe just give us a preview,
00:02:45:06 – 00:02:48:22
Ralph
of what people can expect on that webinar.
00:02:48:22 – 00:02:49:23
Ralph
But also,
00:02:49:23 – 00:02:51:20
Ralph
like there is a lot that
00:02:51:20 – 00:02:54:07
Ralph
you need to sort of digest all at once.
00:02:54:09 – 00:03:01:05
Ralph
So what’s sort of the easy button? What’s the sort of the things that you would recommend to beauty brands right now if they’re
00:03:01:05 – 00:03:05:02
Ralph
not really prepared for Black Friday, Cyber Monday, maybe the past,
00:03:05:02 – 00:03:08:14
Ralph
you know, they really feel like I’ve left money on the table, like the
00:03:08:14 – 00:03:10:16
Ralph
business owners always tell me. That’s like, I always feel like I
00:03:10:16 – 00:03:12:23
Ralph
leave money on the table on Black Friday, Cyber Monday.
00:03:13:04 – 00:03:17:12
Ralph
I don’t really know why everybody else is crushing it except me. So what’s sort of the cheat code here?
00:03:17:12 – 00:03:19:22
Lauren
Wow, that’s a lot. I mean,
00:03:19:22 – 00:03:24:10
Lauren
obviously, you know, good creators, but then obviously your offers,
00:03:24:10 – 00:03:26:19
Lauren
are what a lot of people struggle with,
00:03:26:19 – 00:03:30:02
Lauren
especially for Black Friday, Cyber Monday. I think, you know,
00:03:30:02 – 00:03:31:19
Lauren
when it comes to
00:03:31:19 – 00:03:38:06
Lauren
Black Friday, Cyber Monday, again, it’s always it’s earlier now usually, you know, I feel like Black Friday starts
00:03:38:06 – 00:03:42:17
Lauren
in like November 1st as opposed to the actual Black Friday.
00:03:42:19 – 00:03:43:10
Lauren
Yeah. So
00:03:43:10 – 00:03:46:01
Lauren
brands definitely need to be focusing on like
00:03:46:01 – 00:03:51:21
Lauren
what is their offer? Is it, you know, a bundle, is it a sitewide sale?
00:03:51:21 – 00:03:55:19
Lauren
Things like that? I think those are things that they need to really start figuring out
00:03:55:19 – 00:04:06:07
Lauren
now so that as they start to move into Black Friday, Cyber Monday, then they can start taking that information and then really start putting it into, you know, their creatives,
00:04:06:07 – 00:04:11:14
Lauren
the hooks, you know, all the things that they kind of need in order to to get set up for success.
00:04:11:16 – 00:04:14:14
Ralph
In the beauty space. What do you find?
00:04:14:14 – 00:04:18:06
Ralph
It’s good that we’re talking about this, because obviously you’re going to hit on this on that webinar,
00:04:18:06 – 00:04:22:22
Ralph
or that training really, if you’re not familiar with what a webinar is, it’s basically it’s an online training.
00:04:22:22 – 00:04:23:13
Ralph
But
00:04:23:13 – 00:04:24:16
Ralph
the offer
00:04:24:16 – 00:04:29:19
Ralph
is always sort of the thing that’s in the background that everyone is so focused on other things.
00:04:29:19 – 00:04:30:06
Ralph
It’s
00:04:30:06 – 00:04:35:22
Ralph
that we talked to, you know, dozens of business owners every single week, and they’re always like, oh, I just need paid ads. Well,
00:04:35:22 – 00:04:41:17
Ralph
not necessarily you actually need to look at your offer. First and foremost, are you offering something of value?
00:04:41:17 – 00:04:46:01
Ralph
Yes. You have validation that you’re probably talking to us at this point, that people do buy your stuff.
00:04:46:01 – 00:04:46:10
Ralph
But
00:04:46:10 – 00:04:49:08
Ralph
the offer is the thing on Black Friday, Cyber Monday.
00:04:49:08 – 00:04:50:10
Ralph
And the other part
00:04:50:10 – 00:04:51:18
Ralph
to that is
00:04:51:18 – 00:04:52:22
Ralph
I guess they go like
00:04:52:22 – 00:04:55:00
Ralph
hand in hand. Here is the discount.
00:04:55:00 – 00:04:55:14
Ralph
And
00:04:55:14 – 00:05:04:11
Ralph
I find that a lot of brands and I’ve seen this in the past with beauty brands, they’re tentative about the discount and they’re tentative about giving away too much and losing profit,
00:05:04:11 – 00:05:07:09
Ralph
giving away too much in a bundle and then
00:05:07:09 – 00:05:10:09
Ralph
not making Black Friday, Cyber Monday work because they’re in the red.
00:05:10:09 – 00:05:18:05
Ralph
They might have sold a lot of products, but they lost money. So like, how do you avoid those kind of pitfalls? Like how do you work through that? Because the offer
00:05:18:05 – 00:05:20:17
Ralph
and the discount is all kind of intertwined,
00:05:20:17 – 00:05:21:21
Ralph
correct? Yeah, yeah.
00:05:22:01 – 00:05:22:13
Lauren
I mean,
00:05:22:13 – 00:05:24:11
Lauren
for Black Friday, Cyber Monday,
00:05:24:11 – 00:05:29:05
Lauren
most people know that they’re going to get a discount. And so a lot of times
00:05:29:05 – 00:05:29:22
Lauren
I feel like
00:05:29:22 – 00:05:31:10
Lauren
with beauty brands,
00:05:31:10 – 00:05:34:18
Lauren
when they actually bundle everything together
00:05:34:18 – 00:05:46:15
Lauren
and make some sort of like kit, it’s not necessarily like you’re you’re getting a discount, like on the product per se, but you’re actually you’re creating a higher LTV and that you’re giving them more.
00:05:46:20 – 00:05:52:02
Lauren
But it could be a little bit of a percentage off because you’re getting so much more with it. So it’s not
00:05:52:02 – 00:05:54:14
Lauren
technically a discount, but it’s just
00:05:54:14 – 00:06:02:08
Lauren
it’s, you know, in a sense that you’re getting more because you’re buying this kit. And so it’s a little bit more bang for your buck. But at the same time, it’s
00:06:02:08 – 00:06:05:15
Lauren
it’s kind of like a, like a smaller offer, I guess.
00:06:05:15 – 00:06:06:02
Lauren
Like
00:06:06:02 – 00:06:10:15
Lauren
it’s more so just I guess how you position it. I feel like with beauty brands because
00:06:10:15 – 00:06:17:04
Lauren
majority of the time their products aren’t that expensive. So when you put everything together in one package,
00:06:17:04 – 00:06:24:05
Lauren
it’s more enticing of an offer because they’re getting all of this in one kit as opposed to having to buy it separately.
00:06:24:05 – 00:06:31:20
Lauren
So in a sense, like if they’re buying it all together separately, it could be more expensive than if they’re buying it all in one kit at one price, if that makes sense.
00:06:31:22 – 00:06:33:16
Ralph
Yeah, yeah, it does make sense.
00:06:33:16 – 00:06:34:23
Ralph
And in that kit.
00:06:34:23 – 00:06:38:12
Ralph
So for example like I’m looking at like Sephora is like
00:06:38:12 – 00:06:40:09
Ralph
selling kit, which is this
00:06:40:09 – 00:06:45:23
Ralph
gleaming dreamy makeup value set for $52. And there’s a ton of stuff in there. There’s like
00:06:45:23 – 00:06:47:11
Ralph
17 products,
00:06:47:11 – 00:06:50:20
Ralph
you know. Well, maybe not 17, but let’s say list by 10 or 11.
00:06:50:20 – 00:06:55:08
Ralph
The point is, is that that’s obviously I mean, the price point is $52 for all of that.
00:06:55:08 – 00:06:57:00
Ralph
So there’s a lot that’s in there.
00:06:57:00 – 00:07:03:23
Ralph
Should brands be looking to like the sephora’s of the world to model their offers to a certain degree, or
00:07:03:23 – 00:07:08:18
Ralph
should you? And this is one of the examples that we use here on the show a lot because I just love this
00:07:08:18 – 00:07:13:00
Ralph
brand. That’s a tier 11 client bin. So for 6 or 7 years they sell
00:07:13:00 – 00:07:14:02
Ralph
like a look,
00:07:14:02 – 00:07:18:05
Ralph
a specific look that’s either hot at that point in time or
00:07:18:05 – 00:07:21:17
Ralph
that’s it’s very attractive to a specific demographic.
00:07:21:17 – 00:07:28:07
Ralph
How do you put that bundle together? Is it just a bunch of stuff together, or do you try and package it around like
00:07:28:07 – 00:07:32:11
Ralph
an overall look? That’s maybe trendy at that point? Like what’s your sense on that?
00:07:32:13 – 00:07:39:10
Lauren
I mean, yeah, you could I mean, you could kind of do it both ways, honestly. Like putting your best sellers in one kit is a huge
00:07:39:10 – 00:07:44:12
Lauren
add on. Again, you’re not having to buy it separately if you get it all in one kit for one price. Again, that
00:07:44:12 – 00:07:49:09
Lauren
people are going to be excited about that because you know, you’re going to get all these amazing products in one,
00:07:49:09 – 00:07:49:23
Lauren
offer.
00:07:49:23 – 00:07:53:19
Lauren
But I do think in terms of like the trends right now, you know,
00:07:53:19 – 00:08:01:19
Lauren
sort of that styling of like you said, like base it around a look, I think that’s really good. Especially like holiday looks, for instance. You know, it’s like,
00:08:01:19 – 00:08:07:08
Lauren
are you wanting to do like a Thanksgiving look and you, you know, get all these products to like
00:08:07:08 – 00:08:09:21
Lauren
be, you know, have that kind of glam or whatever.
00:08:10:02 – 00:08:10:20
Lauren
Same thing with
00:08:10:20 – 00:08:11:14
Lauren
Christmas and
00:08:11:14 – 00:08:15:10
Lauren
the holidays coming up like it’s just you could definitely base it around these looks
00:08:15:10 – 00:08:18:23
Lauren
that would obviously help you kind of build that story, which
00:08:18:23 – 00:08:21:02
Lauren
one of the things we’ll talk about in
00:08:21:02 – 00:08:22:11
Lauren
the webinar is how,
00:08:22:11 – 00:08:24:22
Lauren
building your storytelling for Black Friday, because,
00:08:24:22 – 00:08:28:17
Lauren
again, not only do you need this to carry through right now, but
00:08:28:17 – 00:08:33:20
Lauren
what are you going to do after Black Friday that’s going to continue on until the holidays?
00:08:33:20 – 00:08:44:22
Lauren
And Q1? I think a lot of people get so hung up on just Black Friday, Cyber Monday that they don’t think of how their creatives are going to translate throughout the rest of the year and then onward. So
00:08:44:22 – 00:08:52:08
Lauren
building out these sort of, you know, bundles, boxes, looks, however you want to do it for beauty brands is a smart way to kind of
00:08:52:08 – 00:08:55:09
Lauren
focus on what you want to do for Black Friday, Cyber Monday.
00:08:55:11 – 00:08:55:20
Ralph
So
00:08:55:20 – 00:08:58:03
Ralph
you have a bundle is sort of your feature.
00:08:58:03 – 00:08:59:01
Ralph
And then
00:08:59:01 – 00:09:06:22
Ralph
with that is there an additional like it. A lot of brands do this. They’ll do like a site wide discount for a specific period of time. Like
00:09:06:22 – 00:09:08:07
Ralph
how do you recommend
00:09:08:07 – 00:09:12:05
Ralph
instead of just doing one thing. But maybe that won’t appeal to everyone.
00:09:12:05 – 00:09:17:17
Ralph
How do you also incorporate the discount part of Black Friday Cyber Monday into the overall
00:09:17:17 – 00:09:19:07
Ralph
look and feel of the brand?
00:09:19:07 – 00:09:20:04
Lauren
So I think
00:09:20:04 – 00:09:27:20
Lauren
again, especially with Black Friday, Cyber Monday, I don’t always think you need to discount in order to be successful.
00:09:27:20 – 00:09:34:22
Lauren
So I know a lot of brands, obviously like you are looking for that, that sale, you know, that like offered during that
00:09:34:22 – 00:09:36:05
Lauren
that season.
00:09:36:05 – 00:09:36:15
Lauren
But
00:09:36:15 – 00:09:39:11
Lauren
You could do a sitewide sale and discount it. But again, I think
00:09:39:11 – 00:09:41:18
Lauren
for beauty brands, it’s all about
00:09:41:18 – 00:09:45:07
Lauren
figuring out how I can make different kits
00:09:45:07 – 00:09:48:04
Lauren
to speak to different audiences. Demographics,
00:09:48:04 – 00:09:49:09
Lauren
whoever your audience is
00:09:49:09 – 00:09:50:17
Lauren
that particular brand.
00:09:50:17 – 00:09:51:16
Lauren
I actually think
00:09:51:16 – 00:09:57:12
Lauren
going about it that way is a little bit smarter than just offering a sitewide sale, because I think, again, like
00:09:57:12 – 00:10:04:14
Lauren
the Sephora’s and Ulta’s of the world are going to offer those sitewide sales where as you as the brand doesn’t necessarily have to do that.
00:10:04:19 – 00:10:07:19
Lauren
But if you offer these different kits with these different products,
00:10:07:19 – 00:10:10:06
Lauren
you’re just going to get more bang for your buck in that,
00:10:10:06 – 00:10:15:21
Lauren
people are going to be enticed by that because I’m getting it all in one, as opposed to like having to buy it separately.
00:10:15:21 – 00:10:19:16
Ralph
got it. So like a skin care routine bundle or.
00:10:19:16 – 00:10:20:10
Lauren
Exactly.
00:10:20:10 – 00:10:23:01
Ralph
Yeah, something like that. Would you do multiple
00:10:23:01 – 00:10:26:05
Ralph
bundles or just one off the like. Okay. So I would.
00:10:26:05 – 00:10:31:04
Lauren
Do multiple bundles. Yeah. So definitely like build out these different kits maybe
00:10:31:04 – 00:10:33:01
Lauren
a best seller kit. Maybe it’s
00:10:33:01 – 00:10:36:07
Lauren
you know, an acne kit if you’re a skincare brand, maybe it’s a,
00:10:36:07 – 00:10:41:16
Lauren
discoloration kit, like whatever it is, or just, again, like all the things that you want to put in these different ones,
00:10:41:16 – 00:10:44:02
Lauren
maybe offer, you know, four of them,
00:10:44:02 – 00:10:46:15
Lauren
and then again, you’re offering it with that.
00:10:46:15 – 00:10:50:20
Lauren
You’re not having to buy these individually. But I get this whole set that I can try,
00:10:50:20 – 00:10:52:15
Lauren
you know, during this holiday season. And
00:10:52:15 – 00:10:53:04
Lauren
you may not
00:10:53:04 – 00:10:57:23
Lauren
discount anything for the year. And this is what people get excited about because they know that, oh,
00:10:57:23 – 00:11:01:13
Lauren
I know that this brand is coming out with this holiday bundle,
00:11:01:13 – 00:11:02:13
Lauren
you know, at the end of the year.
00:11:02:13 – 00:11:08:07
Lauren
So I’m going to wait and save and then buy it then and then again, it’s like you kind of you build up that hype too.
00:11:08:11 – 00:11:10:12
Ralph
Got it. Got it makes sense. So
00:11:10:12 – 00:11:13:03
Ralph
all right, so for an example let’s say you’ve got like a
00:11:13:03 – 00:11:16:12
Ralph
I don’t know, make up starter kit for example. Or you know,
00:11:16:12 – 00:11:22:00
Ralph
an anti-aging kit or whatever it is. And there’s like four different products in there. Let’s just use round numbers.
00:11:22:00 – 00:11:23:05
Ralph
If you bought them all,
00:11:23:05 – 00:11:25:17
Ralph
this is probably unrealistic, but I like round numbers.
00:11:25:17 – 00:11:26:23
Ralph
If you bought them all,
00:11:26:23 – 00:11:29:20
Ralph
at retail would be $100 for example. So
00:11:29:20 – 00:11:31:14
Ralph
let’s just use this as an example. So
00:11:31:14 – 00:11:41:13
Ralph
for the bundle what would you recommend for a discount I mean obviously cost of goods sold. You know optics all that sort of stuff is individual to the individual brand. But what’s typical to
00:11:41:13 – 00:11:44:14
Ralph
to get people to say, oh, that’s really good.
00:11:44:16 – 00:11:47:22
Ralph
It’s it’s never like a 5 to 10% discount. I’ve always
00:11:47:22 – 00:11:50:03
Ralph
I’ve always said, but what’s the sweet spot.
00:11:50:05 – 00:11:51:15
Lauren
Right. I mean again, like
00:11:51:15 – 00:11:56:17
Lauren
it is obviously going to be more expensive, but if you discount it I mean discounted it to be,
00:11:56:17 – 00:12:06:15
Lauren
you know, you’re getting this like hundred dollar bundle or whatever for the holiday price of like $80, like someone’s going to look at that and be like, oh sweet, 80 bucks. And I get all of this stuff like,
00:12:06:15 – 00:12:14:21
Lauren
that’s again, you’re you’re still technically you’re buying everything, but it’s in this like kit that is again, a little bit of a discounted price.
00:12:14:21 – 00:12:19:09
Lauren
And like you said, it obviously depends on the brand and like their cogs and everything. But
00:12:19:09 – 00:12:27:16
Lauren
you know, putting it all together and giving in these bundling prices, you’re actually, again buying more products. You’re testing more things out, which
00:12:27:16 – 00:12:30:12
Lauren
at the end of the day could lead to, you know, again,
00:12:30:12 – 00:12:33:14
Lauren
as you kind of go out throughout the year, people try these products.
00:12:33:14 – 00:12:48:22
Lauren
Maybe they didn’t necessarily buy the moisturizer before, but they had bought a cleanser. Now, if you have this whole kit, they get to try everything, and then from there they can turn into, you know, a returning customer of, oh, I love this whole entire kit. So now I’m going to buy going forward,
00:12:48:22 – 00:12:51:00
Lauren
the moisturizer, the cleanser, the,
00:12:51:00 – 00:12:55:13
Lauren
you know, like the toner, like whatever it is that’s in this kit, like you actually could potentially get
00:12:55:13 – 00:12:56:08
Lauren
more
00:12:56:08 – 00:12:58:05
Lauren
purchases throughout the rest of the year.
00:12:58:11 – 00:13:00:20
Ralph
Right? So you’re using this really is
00:13:00:20 – 00:13:01:05
Ralph
not
00:13:01:05 – 00:13:09:08
Ralph
specifically like a loyalty play here, although there is that element which is sort of a whole other side subject. I mean, we’re really sort of talking about like
00:13:09:08 – 00:13:13:08
Ralph
grabbing someone who maybe is a new customer and then
00:13:13:08 – 00:13:15:03
Ralph
discounting to a certain degree,
00:13:15:03 – 00:13:18:23
Ralph
maybe not making a ton of profit on that first transaction.
00:13:18:23 – 00:13:27:03
Ralph
But the whole idea is to get the refillable products after the fact. Like once they really like that moisturizer or that toner or whatever it happens to be.
00:13:27:03 – 00:13:28:04
Lauren
Right? Correct.
00:13:28:04 – 00:13:33:06
Lauren
you’re creating that that value right at the beginning. And then essentially you’re kind of giving it them
00:13:33:06 – 00:13:37:12
Lauren
as like a tester of like, oh, test us out. And then from there they can turn into,
00:13:37:12 – 00:13:38:14
Lauren
a repeat customer.
00:13:38:16 – 00:13:39:02
Ralph
Right.
00:13:39:02 – 00:13:40:19
Ralph
So the LTV is there. So
00:13:40:19 – 00:13:42:05
Ralph
I’ve found that
00:13:42:05 – 00:13:50:10
Ralph
like when I describe that methodology to people in and around Black Friday, like going back to my original point, they get really tentative about
00:13:50:10 – 00:13:52:04
Ralph
the percentage discount.
00:13:52:04 – 00:13:57:18
Ralph
And yet like for our fictitious example, it’s $100. And you said, right, we’ll offer it for 20 or for offer it for 80.
00:13:57:20 – 00:13:59:05
Ralph
So it’s 20% off.
00:13:59:05 – 00:13:59:17
Ralph
Yeah,
00:13:59:17 – 00:14:04:03
Ralph
I’ve seen some brands go like 60% off whether or not it’s actually true like
00:14:04:03 – 00:14:04:11
Ralph
that.
00:14:04:11 – 00:14:08:20
Ralph
But that’s eye catching like 65% off. I remember I saw this one.
00:14:08:20 – 00:14:15:14
Ralph
We actually had a brand that did this because it was a refillable product, and they really knew their numbers. Like, we’re just going to go all in on Black Friday.
00:14:15:14 – 00:14:18:08
Ralph
And they, you know, they sell like $1 million in one day,
00:14:18:08 – 00:14:21:05
Ralph
you know, offer ads. But the point was they actually went in the,
00:14:21:05 – 00:14:22:02
Ralph
in the red.
00:14:22:02 – 00:14:26:01
Ralph
But because they knew the LTV, they knew the math
00:14:26:01 – 00:14:31:19
Ralph
on their products, they’re like, we can do this because we know by months two, three we’re going to be profitable
00:14:31:19 – 00:14:32:09
Ralph
yet again.
00:14:32:09 – 00:14:36:06
Ralph
So how aggressive would you typically recommend somebody?
00:14:36:06 – 00:14:36:20
Ralph
Yeah, if
00:14:36:20 – 00:14:41:14
Ralph
we’re not using a percentage. But if you know your cost of goods sold or if you know
00:14:41:14 – 00:14:44:13
Ralph
your numbers like how deep would you go?
00:14:44:13 – 00:14:53:21
Ralph
You know, in order to sort of understand and really capitalize on this and get far more volume because you’re really doing a grab for new customers as opposed to,
00:14:53:21 – 00:14:58:14
Ralph
you know, just sort of satisfying your, your repeat business or your customers who have already bought from you.
00:14:58:14 – 00:15:00:04
Lauren
for a beauty brand,
00:15:00:04 – 00:15:02:21
Lauren
I definitely wouldn’t go
00:15:02:21 – 00:15:09:18
Lauren
more than 20%. I don’t know, I just I feel like that’s like especially for beauty products, I, I feel like any
00:15:09:18 – 00:15:10:23
Lauren
higher than that.
00:15:10:23 – 00:15:12:11
Lauren
Again, I could be biased because
00:15:12:11 – 00:15:17:01
Lauren
we’re in this industry, but like, I feel like it just cheapens the product.
00:15:17:01 – 00:15:18:04
Lauren
And so
00:15:18:04 – 00:15:31:17
Lauren
but I have worked on clients where, I mean, they’ve been able to discount up to 70% off, which is again, obviously more of like an inventory play because they just have obviously a lot of inventory and they’re able to do that.
00:15:31:17 – 00:15:32:18
Lauren
But then again,
00:15:32:18 – 00:15:34:21
Lauren
it kind of comes to the point where,
00:15:34:21 – 00:15:39:15
Lauren
you know, I’ve, I’ve worked on one particular brand, actually, where they had discounted up to 70% off
00:15:39:15 – 00:15:46:08
Lauren
and unfortunately, because they discounted so high the rest of the year was actually a struggle. And so then they had to wait
00:15:46:08 – 00:15:49:09
Lauren
till the next, you know, Black Friday to do another 70%.
00:15:49:09 – 00:15:52:12
Lauren
So it’s like, I don’t know, it’s kind of that fine line of like,
00:15:52:12 – 00:15:59:01
Lauren
how much do you discount without making it so that people only wait for that time of the year to purchase your product? So,
00:15:59:01 – 00:16:06:13
Lauren
for a beauty brand doing any sort of bundling and again, like a 20% off, I still think is a good enough amount where people will
00:16:06:13 – 00:16:07:13
Lauren
still buy the product
00:16:07:13 – 00:16:08:23
Lauren
you know, still think it’s a good discount.
00:16:09:05 – 00:16:10:06
Ralph
Got it, got it.
00:16:10:06 – 00:16:14:13
Ralph
Yeah. I mean you run the risk by discounting too deep, which he totally picked up on when I was
00:16:14:13 – 00:16:15:09
Ralph
saying is that
00:16:15:09 – 00:16:21:15
Ralph
if you do it, then they always expect it that way. I mean, you run that risk no matter what. If you’re constantly running
00:16:21:15 – 00:16:23:03
Ralph
sales or,
00:16:23:03 – 00:16:26:22
Ralph
you know, you do like a periodic, like every, every quarter, you do a flash sale, something like that.
00:16:27:03 – 00:16:29:18
Ralph
You’re training your audience to wait to buy,
00:16:29:18 – 00:16:30:07
Ralph
which
00:16:30:07 – 00:16:35:23
Ralph
can really cheapen sort of the value of the product. And we were just talking about when we, before we hit record,
00:16:35:23 – 00:16:37:21
Ralph
you know, the Apple model is like,
00:16:37:21 – 00:16:41:06
Ralph
I actually asked the guy whiles they’re buying this
00:16:41:06 – 00:16:44:00
Ralph
Uber expensive laptop, which is awesome.
00:16:44:00 – 00:16:46:12
Ralph
I was like, so what kind of deals can you offer me?
00:16:46:13 – 00:16:46:21
Ralph
Like
00:16:46:21 – 00:16:48:05
Ralph
Apple doesn’t discount.
00:16:48:05 – 00:16:48:16
Lauren
Yeah
00:16:48:16 – 00:16:49:11
Lauren
they don’t.
00:16:49:13 – 00:16:52:17
Ralph
And then there was like dead air for like five to 10s. I’m like,
00:16:52:17 – 00:16:54:02
Ralph
oh yeah, that’s right.
00:16:54:02 – 00:16:56:10
Ralph
He’s like, you’re not going to negotiate this.
00:16:56:10 – 00:16:56:20
Ralph
Like,
00:16:56:20 – 00:16:58:18
Ralph
well, I was gonna try. I tried,
00:16:58:18 – 00:16:59:07
Ralph
but
00:16:59:07 – 00:17:01:00
Ralph
like, Apple has trained us
00:17:01:00 – 00:17:03:08
Ralph
because the brand is bespoke,
00:17:03:08 – 00:17:07:16
Ralph
like each beauty brand has to sort of figure that out. That’s more of a business model.
00:17:07:16 – 00:17:14:09
Ralph
Like what’s our vision as an organization kind of question. But yeah, yeah, you run that risk if you discount too much too often.
00:17:14:09 – 00:17:14:21
Lauren
So
00:17:14:21 – 00:17:16:18
Lauren
yeah. Correct. Definitely.
00:17:16:18 – 00:17:18:13
Ralph
So so tell us about some of the
00:17:18:13 – 00:17:23:04
Ralph
one of the things that I, I think it’s going to be really cool that you’re going to talk about on this webinar. It’s over.
00:17:23:04 – 00:17:25:11
Ralph
Terial. ABC.com, BCM, of course.
00:17:25:11 – 00:17:30:08
Ralph
And it’s September 9th, 10 a.m. Pacific, 1 p.m. eastern.
00:17:30:08 – 00:17:32:22
Ralph
I just want to say eastern first in the Pacific later.
00:17:32:22 – 00:17:34:13
Ralph
But you guys are on the Pacific because you’re
00:17:34:13 – 00:17:35:13
Ralph
the West Coast. So anyway.
00:17:35:13 – 00:17:40:19
Ralph
So yeah. So make sure that you register for that right now over at tier 11.com/fcm.
00:17:40:19 – 00:17:44:13
Ralph
One of the things I love is that you’re coming to talk about hooks
00:17:44:13 – 00:17:49:15
Ralph
too. Like can you give us sort of a little bit of a teaser on some of the hooks that people should use?
00:17:49:15 – 00:17:50:00
Ralph
Because
00:17:50:00 – 00:17:54:07
Ralph
this isn’t just like, go out and buy it, here’s my stuff, here’s the discount. Like
00:17:54:07 – 00:17:58:14
Ralph
there is creative, obviously, which is a huge part of this, especially the beauty. Beauty
00:17:58:14 – 00:17:59:00
Ralph
like
00:17:59:00 – 00:18:00:04
Ralph
we’ve now we’ve
00:18:00:04 – 00:18:02:15
Ralph
you’ve known this for years and years. But it’s like
00:18:02:15 – 00:18:07:18
Ralph
now that we’re so embedded with so many different beauty brands, it’s like, oh my God, creative is just everything.
00:18:07:18 – 00:18:15:08
Ralph
So yeah, how do you hook people in? Like what are your sort of some of your tips there? Maybe a little bit of a reveal of what you’re going to be talking about on the webinar.
00:18:15:10 – 00:18:19:03
Lauren
Yeah. I mean, so we do, you know, do give you some
00:18:19:03 – 00:18:23:11
Lauren
beauty hooks that you can obviously kind of work off of,
00:18:23:11 – 00:18:30:01
Lauren
along with, you know, some trends that we’re seen and, you know, that you could definitely test out and kind of a checklist. But,
00:18:30:01 – 00:18:34:21
Lauren
I would say one of the hooks, you know, again, something that we’re trying to push is, you know,
00:18:34:21 – 00:18:37:09
Lauren
you know, for instance, I’ll give you one of the hooks that we’re doing.
00:18:37:11 – 00:18:42:16
Lauren
So it’ll be POV. You just unwrapped the glow you’ve been wishing for. So again, it’s like
00:18:42:16 – 00:18:50:00
Lauren
it’s unwrapping. It’s, you know, talking about a glow for your skin care. It’s a POV, which is definitely on trend. So
00:18:50:00 – 00:18:51:01
Lauren
again, like just
00:18:51:01 – 00:19:00:22
Lauren
kind of taking those hooks that you normally would use for your brand, but kind of twisting it in a way where it’s more towards the gifting angle because again, you’re in the holiday season,
00:19:00:22 – 00:19:07:04
Lauren
so you definitely want to start talking about that, unwrapping that, unboxing, that sort of like those types of angles.
00:19:07:04 – 00:19:10:08
Lauren
So again, those are kind of some of the things that you’ll be getting,
00:19:10:08 – 00:19:14:01
Lauren
a list of just some of the hooks that you can start testing for your brand.
00:19:14:01 – 00:19:15:05
Ralph
So it’s interesting,
00:19:15:05 – 00:19:18:23
Ralph
we had Allison on who’s really our boss at the end of the day.
00:19:18:23 – 00:19:19:18
Ralph
The test,
00:19:19:18 – 00:19:22:18
Ralph
like we’re both like, nervous before we record or like, I hope, I
00:19:22:18 – 00:19:23:02
Ralph
hope,
00:19:23:02 – 00:19:24:23
Ralph
I hope Allison likes what we’re going to do here.
00:19:24:23 – 00:19:29:06
Ralph
Sorry. She’s our social media marketing manager at tier 11. Very involved in our marketing.
00:19:29:08 – 00:19:30:01
Ralph
So.
00:19:30:01 – 00:19:30:13
Ralph
But
00:19:30:13 – 00:19:31:18
Ralph
she mentioned
00:19:31:18 – 00:19:36:15
Ralph
when you talk about, like, hooks, angles, styles, trends,
00:19:36:15 – 00:19:41:02
Ralph
you’ve got to kind of put your own spin on it so it doesn’t come across as cliche.
00:19:41:02 – 00:19:43:16
Ralph
Can you talk about that a little bit? Because
00:19:43:16 – 00:19:50:10
Ralph
I think if, you know, if you’re scrolling your Instagram or your TikTok for for beauty, you’re going to see some of these trends are going to become apparent to you.
00:19:50:10 – 00:19:50:23
Ralph
But like,
00:19:50:23 – 00:19:51:17
Ralph
how do you
00:19:51:17 – 00:19:53:01
Ralph
then stand out
00:19:53:01 – 00:19:59:00
Ralph
utilizing a trend but put your own sort of spin on it, and maybe that’s something that you’re gonna be talking about on the webinar. Maybe we can,
00:19:59:00 – 00:20:00:15
Ralph
you know, tease that a little bit here.
00:20:00:15 – 00:20:04:11
Lauren
it’s all in how you’re talking to your customer. I mean,
00:20:04:11 – 00:20:05:08
Lauren
however, you’re kind of
00:20:05:08 – 00:20:08:14
Lauren
talking to your customer in your current marketing.
00:20:08:14 – 00:20:16:07
Lauren
I would say, again, just put that spin on it and that you want to definitely start talking more about the gifting aspect. I think that’s going to be like
00:20:16:07 – 00:20:17:18
Lauren
using some of the,
00:20:17:18 – 00:20:21:08
Lauren
top performing creative that you actually have in your ad account,
00:20:21:08 – 00:20:23:15
Lauren
but then giving it that holiday twist
00:20:23:15 – 00:20:25:08
Lauren
an unboxing kind of moment,
00:20:25:08 – 00:20:26:03
Lauren
a,
00:20:26:03 – 00:20:27:17
Lauren
gifting sort of angle.
00:20:27:22 – 00:20:40:04
Lauren
Like, I don’t think you need to necessarily always reinvent the wheel if you have things that are working in your ad account. Now, just kind of do a little twist on it, a little iteration of it, but just make it more towards like the holiday gifting aspect, which I think would be
00:20:40:04 – 00:20:45:09
Lauren
more beneficial to you because you already know the ad works, but again, you’re kind of moving it into that position of,
00:20:45:09 – 00:20:46:12
Lauren
a gifting style
00:20:46:12 – 00:20:47:07
Lauren
sort of hook.
00:20:47:07 – 00:20:48:16
Ralph
that’s a killer tip right there.
00:20:48:16 – 00:20:50:17
Ralph
Just because, like, it’s so obvious.
00:20:50:17 – 00:20:51:05
Ralph
Right.
00:20:51:05 – 00:20:53:03
Ralph
It’s like, look at what’s working.
00:20:53:03 – 00:20:53:14
Ralph
Yeah.
00:20:53:14 – 00:20:55:14
Ralph
I mean, to, to show on this a couple of weeks ago,
00:20:55:14 – 00:20:57:04
Ralph
when we were actually talking about
00:20:57:04 – 00:21:04:08
Ralph
just businesses that we’ve helped in the past and they’re like, oh my God, I can’t believe you told me to do that thing that I was already doing that you told me to do more of,
00:21:04:08 – 00:21:04:18
Ralph
right?
00:21:04:23 – 00:21:06:17
Ralph
Like, yeah, that’s kind of
00:21:06:17 – 00:21:08:04
Ralph
the obvious thing. So
00:21:08:04 – 00:21:19:12
Ralph
look at your data. Obviously, data is super important. You know that. We know that. We talk about the tier 11 data suite here all the time. So creative and traffic obviously are one on the same. Really now creative is so vitally important.
00:21:19:12 – 00:21:27:07
Ralph
But go into your ad account even if you don’t have a solution like tier 11 data suite, you can look inside your your meta ads and just figure out like, all right, well, what
00:21:27:07 – 00:21:31:06
Ralph
angle is working for which product right now and then do a do,
00:21:31:06 – 00:21:35:13
Ralph
holiday spin off on that or a hook on that is sort of a,
00:21:35:13 – 00:21:36:10
Ralph
a good starting
00:21:36:10 – 00:21:37:13
Ralph
point from what it sounds.
00:21:37:14 – 00:21:43:07
Lauren
Yeah, definitely. And I think that’s where a lot of people unfortunately miss it is that for the holidays are like, oh, I have to think
00:21:43:07 – 00:21:53:09
Lauren
bigger. You know, I have to think super outside the box. But in reality it’s like, yes, you can, but if you already have things that are working, just give it a little, give it a little twist.
00:21:53:11 – 00:21:55:14
Lauren
And most of the time it will still perform.
00:21:55:16 – 00:21:57:07
Ralph
Right? Right. Yeah. Makes sense.
00:21:57:07 – 00:22:01:21
Ralph
So last question here is is holiday hooks like how is that? Because
00:22:01:21 – 00:22:02:08
Ralph
when I was
00:22:02:08 – 00:22:03:13
Ralph
doing the ads for these, like,
00:22:03:13 – 00:22:06:20
Ralph
I don’t even know what those are. Maybe Lauren can explain, like
00:22:06:20 – 00:22:12:16
Ralph
happy holidays. Here’s, bundle. Like, what is a holiday hook? Can you give us a little.
00:22:12:16 – 00:22:17:21
Lauren
Well, yeah. Again, one of them again, like I said, was kind of that, like POV unwrapped. Okay.
00:22:17:21 – 00:22:27:18
Lauren
So, like, again, like, that’s like a gifting angle in that it’s tied. Speaking to the holidays, you can obviously, you know, when you’re doing these sorts of holiday
00:22:27:18 – 00:22:29:18
Lauren
type angles, like especially if you’re doing,
00:22:29:18 – 00:22:30:13
Lauren
bundles,
00:22:30:13 – 00:22:33:10
Lauren
obviously you can talk about that within the ad, but just
00:22:33:10 – 00:22:35:01
Lauren
hooking them with that or
00:22:35:01 – 00:22:36:16
Lauren
if you don’t discount
00:22:36:16 – 00:22:37:07
Lauren
you know,
00:22:37:07 – 00:22:39:14
Lauren
I think a lot of people too sometimes kind of
00:22:39:14 – 00:22:41:05
Lauren
the hook I always see is,
00:22:41:05 – 00:22:42:23
Lauren
you know, we never discount.
00:22:42:23 – 00:22:46:15
Lauren
So, you know, get this bundle which like, I actually think is
00:22:46:15 – 00:22:57:17
Lauren
is a little cliche like that one is, is like, okay, but do you really do really not discount like you know, so people I would actually shy away from those ones and try to be a little bit more creative. And how you’re doing.
00:22:57:18 – 00:22:59:22
Ralph
Tell the truth. You got to me.
00:22:59:22 – 00:23:00:18
Ralph
Yeah. That’s that’s.
00:23:00:20 – 00:23:02:19
Lauren
For marketers. We don’t do that. No.
00:23:02:19 – 00:23:03:10
Ralph
Ever.
00:23:03:10 – 00:23:09:02
Lauren
Yeah. So I would kind of just again kind of keep it to that. Like so like subtle because I think
00:23:09:02 – 00:23:10:23
Lauren
sometimes subtlety is actually
00:23:10:23 – 00:23:12:20
Lauren
more intriguing than like,
00:23:12:20 – 00:23:15:21
Lauren
always in your face flat out offers. Because really, at the end of the day,
00:23:15:21 – 00:23:19:01
Lauren
that’s what people are going to see when they’re on
00:23:19:01 – 00:23:23:20
Lauren
their feed is all these sales that are coming up and people are like, yep, sales, alcohol, cool.
00:23:24:01 – 00:23:29:06
Lauren
But if you’re kind of just being a little bit more native and conversational, I actually think you might get
00:23:29:06 – 00:23:35:00
Lauren
more people to actually watch and engage as opposed to just always throwing it in their face. That’s just my take.
00:23:35:00 – 00:23:36:10
Lauren
Might be a hot take, but.
00:23:36:12 – 00:23:40:04
Ralph
Yeah, no, you never know. Well, it’s it’s good I mean I think that’s
00:23:40:04 – 00:23:47:10
Ralph
that’s a good starting point for people. So like the last thing here is like why should people. It’s not like what else are you going to be talking about here. Just
00:23:47:10 – 00:23:50:21
Ralph
your opportunity to to pitch yourself here. But when
00:23:50:21 – 00:23:55:18
Ralph
a webinar comes on September 9th 10:10 a.m., not PM 10 a.m. Pacific.
00:23:55:20 – 00:24:00:09
Lauren
Yeah. I mean, again, we’re going to have, you know, a lot of tidbits on the hooks
00:24:00:09 – 00:24:02:21
Lauren
talking about, you know, kind of this bundling,
00:24:02:21 – 00:24:13:03
Lauren
you know, really discussing some of the trends that we’re seeing. But really, I think the biggest thing is that we are going to have a pretty big Q&A section, I think, which is, you know,
00:24:13:03 – 00:24:14:17
Lauren
I think what a lot of people want.
00:24:14:19 – 00:24:20:07
Lauren
And so just giving that time and space for you to ask those questions of, you know,
00:24:20:07 – 00:24:25:02
Lauren
different offers or, you know, if there’s different hooks or things like that that you could try.
00:24:25:02 – 00:24:31:01
Lauren
I would say, like, you know, you’re able to talk to me and really kind of dive into your creative a little bit more with some of the questions.
00:24:31:01 – 00:24:32:16
Lauren
So, but you are going to get,
00:24:32:16 – 00:24:41:06
Lauren
a couple freebies. So that’s obviously always a good thing too as well. And kind of a quick, quick start checklist of what you can be doing for Black Friday, Cyber Monday.
00:24:41:06 – 00:24:47:14
Ralph
Yeah. So for all of you procrastinators, I think that’s probably the the probably the biggest takeaway if you’re if you’re freaked out,
00:24:47:14 – 00:24:48:07
Ralph
if you’re
00:24:48:07 – 00:24:54:12
Ralph
yeah, you’re in a marketing, you’re the marketing director and your CMO is telling you like, you know, so what are we doing for Black Friday, Cyber Monday? And your answer is,
00:24:54:12 – 00:24:55:10
Ralph
I’m working on it.
00:24:55:10 – 00:24:57:19
Ralph
So this is the reason to join,
00:24:57:19 – 00:25:00:04
Ralph
on September 9th. So it’s September 9th,
00:25:00:04 – 00:25:02:19
Ralph
10 a.m. Pacific, 1 p.m. eastern.
00:25:02:19 – 00:25:07:23
Ralph
It’s over at tier 11.com/bf com
00:25:07:23 – 00:25:13:03
Ralph
register. Now I’m not going to say register now. Our spots are going quick but
00:25:13:03 – 00:25:19:00
Ralph
they are going quick. So I don’t know what the capacity is of this. We’re just going to say there’s not unlimited capacity.
00:25:19:00 – 00:25:21:16
Ralph
So make sure that you do reserve your spot right now.
00:25:21:16 – 00:25:31:15
Ralph
Tulum.com/bff CM amazing to have you on the show yet again. This is like your sixth or seventh or eighth time coming on perpetual traffic.
00:25:31:20 – 00:25:33:07
Lauren
Yeah it’s fun. I love it.
00:25:33:09 – 00:25:35:11
Ralph
Yeah, I always learn something as well. So,
00:25:35:11 – 00:25:35:23
Ralph
the goat,
00:25:35:23 – 00:25:37:07
Ralph
Lauren Schwartz,
00:25:37:07 – 00:25:42:11
Ralph
greatest of all time creative strategist. Once again, the webinar, you can’t miss it,
00:25:42:11 – 00:25:51:10
Ralph
especially if you’re a beauty brand. If you’re a non beauty brand, should you come to the webinar too? Because I like a lot of these concepts or conceptually can be
00:25:51:10 – 00:25:52:23
Ralph
relayed to other industries.
00:25:53:00 – 00:25:53:04
Ralph
Correct?
00:25:53:05 – 00:26:00:09
Lauren
Oh for sure. Yeah. If you’re not a beauty brand, definitely you can definitely take all these and still translate them into your audience for sure.
00:26:00:15 – 00:26:03:13
Ralph
Yeah. Amazing. All right. Well, thanks so much for coming on today.
00:26:03:13 – 00:26:05:10
Ralph
And of course, if you need our help
00:26:05:10 – 00:26:08:10
Ralph
and you say, forget it, I’ll just want to hire Lauren and
00:26:08:10 – 00:26:14:13
Ralph
all the smart people out here. 11 minus Ralph. You can do that over at tier 11.com/apply. So,
00:26:14:13 – 00:26:15:18
Ralph
really appreciate you all
00:26:15:18 – 00:26:18:17
Ralph
listening here today. Make sure that you do register for the webinar.
00:26:18:17 – 00:26:22:20
Ralph
I’ve already said it like 17 times so far. So I’m not going to repeat myself again
00:26:22:20 – 00:26:30:06
Ralph
on behalf of my non showing up here today because she had other things to do. Lauren E Petrillo I think she’s going to be,
00:26:30:06 – 00:26:35:18
Ralph
you know, attending the webinar because she needs to learn a few things about all this anyway. So just FYI,
00:26:35:18 – 00:26:37:01
Ralph
until next show.
00:26:37:03 – 00:26:37:18
Ralph
See you.
