Directly to my right, we have Etienne Du Pont, who got all the way through his law degree, got the coveted
big job at a law firm, and then decided that he didn’t want to do that. He wanted to
sell his bikes instead. In fact, he’d already started his bike company, while
he was studying for the bar, which is a superhuman feat. He’s
also the man who has the single, best entrepreneur photo I have ever seen.
He started out running this thing from, it was your mom’s house right?
My mom’s house, yes. And apparently the neighbors were very good, they didn’t
complain too much when the small trucks started arriving, but then he has this
picture of this massive carrier truck carrying basically a full shipping
containers worth of bikes that pulled up in front of this suburban house. Just as most bicycles were starting to take off, and apparently at
that point he actually had to get an office. Second, we have Nishant Bhardwaj,
who has done a lot, a story that I think a lot of affiliates will find very
familiar. Bravely quit his corporate job in 2013 to start
stores, run on his savings even, and I appreciate this was a gigantic sacrifice,
they even sold his prized cricket bat in order to fund learning for how
to make his stores work. And it worked out. He hit flat, then he went up, then he
started making thousands a month, then more, then more and now he has, what is it, four stores simultaneously running. Selling everything from t-shirts and
I suspect he’ll be recommending this vertical later, body pillows. It’s very
exciting. Exciting new vertical, and lastly, we have Bonnie D’Amico who in
addition to working for the 10,000 pound gorilla in e-commerce, Shopify, as their
senior affiliate manager. She’s also an experienced entrepreneur
in her own right. She had a very, very clever business model of selling
selling company incorporations through an e-commerce
platform and before that, she had a slightly less successful but very
interesting entrepreneurial career as a magician’s assistant.
Okay so let’s get rolling. I’m Hugh Hancock,
I am moderating this panel. I’m also an affiliate and I have run
e-commerce stores in the past as well, so I have kind of a crossover knowledge and
I guess the first question, can I just check. How many people in this room would
consider yourself primarily affiliates? Can you raise a hand or just groan in a
hungover way? Okay great. How many of you are already running
e-commerce stores? Okay, so about 50/50. Okay, I will balance the
questions appropriately. So I think the first question from the affiliate side
is if you’re an affiliate and you’re finding your verticals, your
campaigns are slowing down, you want to get into e-commerce, what is the fastest
and most effective way using techniques that will be familiar to an affiliate, to
get your e-commerce store up and running? I would say, first the best
way would be just to find an idea and although, it may sounds quite simple, you
have to remember that your success depends a little bit on your
competitive advantage over other people, and it can be very simple.
I ordered a suit recently from a company called Indochino, which as you
know, makes made-to-measure suits. They send you little kit, you take your
measurements and you send them over and then they make it in Asia and then they
send it to your house. And this is something that’s been existing for
years, but yet they reinvented it in a new certain way. When Daniel Wellington
started, it was because two guys got together and they determined that
there was a lack of offering when it came to just having a simple, minimalist dress watch. So you have to find
an idea. It can either be a redesign, it can be a new product, it can be a new
business model, which going to give you the inside edge toward another person.
Now how do you execute it? That’s the complicated bit, I would say first of all,
you have to order samples. You have to test the quality of said sample,
and then if you’re happy with them, then you need to secure financing.
Once that is done, you need to work on your SEO. All of you are familiar with
that I suppose, search engine optimisation, which is basically
how your keyword works in order for your product or your e-commerce store to be
found by people, when they’re searching online and after, that you have
to offer good after-sale service. I find that also a very good way or a
very important thing to do, was to do was to reach out another platform. So for
instance, if you’re selling watches, you’re gonna want to open up
account on different watch- enthusiast forums. So whenever one of these guys
picks up your Google ad or your Facebook ad, and then start to inquire the other
people. You can just say, listen this is my thing, I’m around, I’m
available to answer your question transparently, if there’s anything. That’s
a really good point on the forums actually, Reddit as well, I would say.
Yeah, we did a few on Reddit, I am very scared of Reddit. So I left that to
my colleagues. Well, what about one of my projects at the moment, is doing very
well, largely due to interacting with the enthusiast community on Reddit. So for
me, what I do is, I either look at the product or I look at the audience. So
I’ll say okay, this is what I know about this specific audience and then I’ll go
to different product platforms like AliExpress and eBay and I’ll see, what
can I find that it’s very cool that’s going to attract through this audience.
So I’ll go and again, like Etienne said, get a few samples and
and get the feedback from your customers, if they like it or not
and once you get to a point where you say, okay I’m selling enough of these or
in at least, I’ve made a few sales, you can dial in your process. Then you go in
and talk to suppliers and really own the offer, so to speak, in affiliate terms
because now not only you’re gonna make a lot more money, you can have a very good
customer experience all throughout because now you control the entire
process, right from the production to how the customers see and I’ll give an
example. One of the things we do on our store is send handwritten notes to
our customers and we say hey, by the way, if you take a
picture and send it back to us, and I’ve probably written hundreds of those notes
myself, so it controls the entire experience, and that brings you a lot of
repeat buyers, which is kind of like an anomaly these days. Yeah, the handwritten
note hack is really effective, isn’t it. Can I just ask one quick follow-up
before I move on to Bonnie’s question. You say you choose a product that’s
really cool. Is that just personal, is that just your personal opinion of what’s cool or are you doing some kind of testing online or? So it’s kind of like
personal opinion but at the same time you have to be aware. So you go out and
look in different forms. So let’s say for example, if I’m selling something to the
people that that are in military, I’ll go to a lot of these military forums and
really read about it. If I’m selling something to people that are
interested in jujitsu, I’ll go and find these memes and I’ll go and
just run some feedback ads. So it’s not necessarily the ad selling the product, I’ll
say, would you buy this and if people say hell yeah, hell yeah, hell yeah. Well that
tells you, that okay there is a very good feedback from your audience,
which you can now take to the market. I also find that when
determining what would be a good product to order, to design,
you can rely again on Google’s AdWords planner, because you can input certain terms that you think are going to be trendy, and you
are aware of that because you’re monitoring the
industry and then based on the the terms that are searched the most,
this should give you a good idea of the upcoming trends at
least, for that. Yeah, Google’s a fantastic research tool. Do you use the
Google suggest as well? Because you can use that to find, I often use that to
find new things that are upcoming. Bonnie what’s your answer to the how
does an affiliate get started in the e-commerce? I’m gonna guess it involves
Shopify at some point? Why yes it does. So in my opinion, the quickest and easiest
way to get started is through a dropshipping store. Especially if you
don’t necessarily have a specific product in mind or you want maybe a
custom product. I’ve have many friends and I’ve seen many of merchants through
our platform launch a store in a weekend or overnight. There’s many
different dropshipping partners out there, either a standard product they can
get through different companies out there or even, Printful,
where you can do mugs or t-shirts or even leggings now, artwork, it’s endless
but I have many friends and then to show you that launched a store over a weekend.
Maybe even five or six stores, find one that works and they keep pushing that
one. Ah that’s really interesting, this was something I wanted to come
onto. I would remember actually seeing on the Shopify blog, there was one of
your colleagues launched I think it was a sunglasses, a new sunglasses brand
in less than a month. Basically in his 20% time that was really
really impressive and that was dropshipping I think. Yeah, that was all dropshipping. There was also another one that they did for matcha tea and these were
kind of like experiments, so they wanted to document the whole process of what it
took to launch a store and what it took to make make it successful and
they documented everything. The amount of time and money invested and then right
they got to the point of success, they pushed out a blog post that just kind of
went through the entire thought process for each product and we
work with very successful entrepreneurs already and it was interesting because
each each store had its own learning curve. Even for the most
experienced, but once they found what worked, they just kind of took it from
there. Yeah. That actually brings me to a point, as an
affiliate I’m very used to the concept that I would test 20/30/40 offers before
I found one that works, but in e-commerce a lot of the time, successful people like
Moose bicycles, I guess you started making bicycles. You
didn’t also test cars and scooters and segways and so forth.
Would you say there is a point or a time where you want to just launch a lot of
things and see what sticks, or do you always want to do your market research
then pick one thing and then focus on that hard for like three to six months. Well
there’s two things to that. I would say, we usually do the market
research, and this is a bit specific about us, the money
that is invested to order 250 units,
it’s not the same as let’s say on order like 250 scarves or 250 ties, so at one point, when your cost per
unit, we’ve introduced a new bike now, our cost per unit is a bit below $1,500
so we did our market research on it because at the end
of the day, if you’re you know stuck with a hundred of those, and they’re
not going anywhere it doesn’t help you very much. You’d have
to sell them at a quite a big loss. So I would say for some, in my work,
to do samples but for us we usually do a full research before it
and we’re usually a little bit more conservative when it comes to that. So in
our case, we do both. We have two stores where we pretty much throw
spaghetti at the wall and see what sticks and one of the brands that we’re
building, we actually bought our own warehouse for that, after
running everything through third parties. Now we have our own production
facility. We have everything, we do is in-house and we probably
spend $150,000 just in making sure that this brand, again
portrays, the same customer experience. We want to do that. So there’s both sides to
it, you could you could be very, very successful, you’re gonna make millions of
dollars doing each of those but I would say, if you’re just starting out, you
would want to test more products because what it does is, it teaches you a process
of how do you test something, how do you take something from zero to your first
sale, and if you’re so invested in it, where you already spent $10,000/15,000
before you get your first sale it may not work out for everybody.
So I guess that would also imply that, much like in affiliate
marketing, you want to start by testing things that are low cost to
produce and probably comparatively low cost to sell. But also, what you can do is,
we talked a little bit about the AdWord planner, you can
you can spend, you can devote a certain budget to that to spot
upcoming trends and this is something we’d be doing but this is also
something that for us, it’s easy. We sell bicycles, so whenever
I see that there’s a common trend, whether the customer requests a
certain types of you know disc brakes or tires, then I usually do a
little modification and I cherry-pick every component, depending on
what’s coming up what is coming up in my market research, sorry.
What about you Bonnie, what do think, seeing hundreds of merchants,
is it the people on average would you say, it’s the people who have a single
passion and just go straight forward or would you say it’s the people who test a
load of things and see what works. I think we see a little bit of everything,
it’s all over the place, I think what’s nice about having a dropshipping store
it just kind of allows you to get your feet wet for a really low investment and
kind of see what works, but if you’re also really knowledgeable about a
specific space or product and you’ve done your research and all your homework
and everything you’re supposed to do to launch a business, like yeah, have your
business plan done and invest, like what you did with your bikes.
You got to make sure that you’re ready. It’s too much of an investment to just
loosely plan on but we see a little bit of
everything. There was actually one person that I met at the
Berlin event and they actually launched a store as a test over a weekend for a
single product that was based on something very trendy and it wasn’t even
necessarily something he liked. He just saw an opportunity and I think
three months later, we met him at the party and he crossed $100,000 in sales
that very night at the the networking event, and then about six weeks later, he
wrote back and said he crossed the $250,000 mark and that was off
one product but it really depends with where your passions are. For me,
I’m very passion-driven so that’s where my head’s always at and what I
recommend to my entrepreneur friends. And that must have been the product I’m
currently selling. I certainly did not test 25 things before trying one, I
tested one and it’s going quite well. So well, I’m glad you brought up the numbers
because I think we are all a fairly, numbers driven crowd.
So can you give me some examples. Affiliate marketing obviously, we’re very
used to the idea that you can make huge, huge amounts of money in affiliate
marketing, far greater than you could ever make working for someone else and I
think there’s a bit of a perception that while e-commerce might be steadier, it’s
also lower returns. Is that true, is that not true, what do you think? Discuss. I’ve never done affiliate marketing, so I
can’t really tell you, what’s steady or not. I’ve done enough e-commerce
to know that you could really, really scale it and not only can you scale it,
you’re building an asset that you can sell, like we’ve already started getting
offers for our stores and very, very lucrative offers, but end of the day,
we know if we scale it even further we can sell it for like multiple 7/8
figures. So it just depends, I’ve never done affiliate marketing
so I can’t really tell you. Can I be terribly rude and ask you roughly how
much per month are you generating from any store hat’s doing well?
So last year we did about 6.5 million across all our stores. This year
we’re on pace to cross that. So that’s, to put that in affiliate dollar sign per day, that’s
that’s over ten thousand dollars a day. That’s pretty serious money, okay. I think
we’re making on average, when we started in my mum’s house, we made
16 our first year, 23 the second one, 270 on the third, and
this year were on our way to 1.2 .We sold $75,000 on Black Friday this year alone. I find that the numbers
are cool but what’s more fun, like my colleague said is not crunching
the number, but rather when you have the feeling that you’re actually building
a company. We started with three shareholders, we now have nine shareholders.
Some of them are private, we are trying to secure
financing, we have now about six or seven, authorized retailers, which we didn’t have last year and for
for our business model I know that inserts an area of the traditional
bricks-and-mortar dealer are kind of disappearing, but for
the bike thing, I think we’re gonna have a very much of a hybrid model in the
upcoming years, but for us it’s big because all of these authorized
retailers are returning customers, that order year
after year after year and a cycling booking can go well up $200,000 / $300,000 total. Bonnie?
I mean, you really get what you give into your e-commerce store and I
I think that there actually is a lot of similarities between affiliate
marketing campaigns and having an e-commerce store. For me, what I see is
the ones that really have a brand and they have their message spot-on and
they’re kind of like building for the long term and building this asset that
could eventually be re-sellable at some point. I see that with really great
affiliate marketing sites and affiliate marketing relationships and I also see
that with e-commerce stores. So some of the biggest successes that I
see into the six digits per month through our affiliate program or the
same with an e-commerce store are people that really have their story and their
brand down, and they know what they’re doing with marketing and running
good offers and they have good funnels, but there’s definitely a lot of
similarities there. Absolutely. Yeah. I think one thing that you’ve all
touched on, I think is the biggest difference that you have to factor in
when you’re calculating. If you’re money driven, you’re calculating
how much money you’re making, is how much money you’re going to be able to exit
for, because you track that back, that’s going to have a significant value
to each of the years you worked on it. Okay, so talking about scaling. This is
something I think a lot of e-commerce people struggle with. I know I’ve had
clients who struggle with it in the past. You hit your initial demand,
you’ve found your initial enthusiasts, markets you’re doing okay, but you often
hit a brick wall with scaling. So what is your secret sauce for scaling
past the brick wall. I tried to scale when I was in school, which didn’t turn
out quite well. Got a little white hair. So I’m gonna tell you this. You need
to work hard, like very hard and then that you need to accept the fact that
you’re going to be sitting behind your computer, and
the orders are coming in and the number, it looks good but you have to understand
that it’s gonna be a while until it pays off because one of the keys to
scale properly is to secure funding. In order to secure funding, you need to
retain that money as benefits, because it’s something you can
borrow on. That’s one part. The other part is to delegate efficiently and by that I
mean, that communication really is the key. You’re going to be working with
other actors, whether it’s you know the programmer will to do the website,
whether it’s, in our case we have an attorney, we have a guy who does
all the graphic design, and you have to communicate with them very efficiently
to make sure they need to have everything they need to do their task
properly the first time. The next point is the most important one,
and it’s been taught me many times by my associate is to focus on creating wealth,
and by that I mean that whatever you’re working on is in your head. You have that
vision and you need to put every hour, every minute, in order to fulfill this
vision. So let’s say you have your business and you went to school to
become an accountant. You don’t spend 20 hours to file your own taxes for the
business at least, because this is 20 hours that you should be working
on closing a large sales, on designing new line of product, because at
the end of the day if you spend 20 hours writing your tax report, your
company is worth exactly the same, but if you spend 20 hours and then you
have a whole new line of product that ended up selling well. Then this is a 20
hour that you spent to sort of, expand your company. Another bit is to do dropshipping. Now I
know there’s a big panel on dropshipping tomorrow. You guys should check it out
because there is no other way and then the last thing is, that and this is a
quote that I quite like, is that the cheapest Ferrari is the most expensive
Ferrari. Meaning that sometimes going for the cheapest solution all the time, will
end up being the most expensive one. Maybe not money-wise but time-wise
for sure. S surround yourself with the right
people and accept that sometimes maybe this shipping
company charges a little more than the other one, but then all the tracking they work all the time and all your customers
are happy the first time because they got their bike intact within the
prescribed delay, for instance. Great point man. I would say the same
thing. First of all, you have to have very smart people on your team, because when
you start scaling, you can’t really do all the things. You may be a
good marketer, but now you may need a very good product developer, you need
somebody who could go and talk to your suppliers, somebody who
can talk to people that are in different time zones, who understands their
language. So that’s very very important. I’ll give an example. So during Saint
Patrick’s Day, I was in Jamaica on a vacation and all of a sudden our sales
started to go through the roof and I didn’t know what was happening. I was
happy about it, so I called my product manager and I said hey,
what are the campaigns that are doing really well and she’s like yeah, I
actually just tested these specific campaigns and I launched them
and they seem to be doing well and next thing I know, in the two-week period, we
made $300,000 net with those campaigns that I would have never made if it
wasn’t for her. So you have to surround yourself with people and you obviously
treat them well, you take very good care of them. Speaking from a logistical
perspective, I would say you have to know your data and you have to know how much
is your customer worth, and I look at okay, if I’m spending $10,000 a day on
traffic and I’m making 15, can I spend 20,000 and and keep that same ROI
on my traffic, or even if the ROI is slightly less, I know end of the day
we’re getting more customers, which are a lot more in the long term. So really
knowing your market and then the other thing that we take very
seriously is what are some of the other things we can sell to the same market, so
again, going back to the example of the military people. If you sell them a shirt,
what’s the other thing you can sell them, then you go and get those products.
What’s the other thing we can sell them. So instead of you trying to go and find
50 different products and 50 different niches, go as deep as you can in the same
niche, try to hire people that know really, really well
about that specific market because they can speak the language of your customers,
which most of us can’t. I don’t really know a whole lot about nurses, one
of my most successful stores was actually in the nursing market and we
did over 7-figures on that store. So it’s just like, it goes on to knowing your numbers and knowing your market and once you know
that ,you’re not gonna have to have any problem scaling. Yeah, obscure upselling
is just one of the most powerful tools. It’s one of the biggest differences I
think with affiliate marketing as well, unless you’re doing some kind of Kovach
system you can’t really upsell in affiliate marketing, but if
you’re doing e-commerce, you double your lifetime value of your customer.
You just double the amount of money you’re making. Yes I must add because
you have to understand too, that with upselling, it kind of works
with cost-per-acquisition sometimes and when you do upselling, you spend
the same amount of money to acquire the sale. So you just maximize your profit so let’s say that on average for
us, I know that we spend about $32 per customer. So our CPA is 32. Well if I can
get the customers in and then if he wants this, he wants that, he wants this,
he wants that, you just you maximize a sale and then your CPA remains
the same, which is what you want ultimately. Which also, very briefly, two
other things that occur. Mailing lists, great way of increasing
your lifetime value because you can resell to other people and also if
you’re running any kind of subscription offer let’s say churn rates,
decrease your churn rate, increase the amount of money you’re making. It’s very
simple. Coupon rebate I find they’re working really, well subscribe to a
newsletter get 10% off your next order. I find that that’s been
working very well for us. Yeah I’ve got a client who’s doing that very effectively. Yeah thing that works really well is using different angles to sell the same
product, and that’s one thing I take a lot of pride in. And so we had this
product, which was like a special fishing rod that you could throw
in your backpack and just go fish with it and it wasn’t selling very well. So we
said okay, we were targeting people that liked fishing and it’s not converting, so
what did we do. So we changed the targeting to target fathers who like
fishing and say hey what better way to spend time with your kid than to take
him fishing, and now all of a sudden the product just took off. Then we did the
same thing with the grandfathers. We targeted grandfathers on Facebook and said, hey what better way to spend time with your little buddy than to take him fishing. Then we targeted the camp counselors
during summer time, hey what better way to teach important life skills to the next generation than to teach them fishing, and
that product kept on selling forever. Nice. Bonnie, what’s your scaling tips?
I would say I’ve met a lot of entrepreneurs, especially ones that are
new to e-commerce. I think they’re ready to scale and I would say make
sure that you really are truly ready to scale before you invest a lot of time
and money into your business. Sometimes I feel people need to
take a look back and concentrate more on their sales funnels and just
general conversion optimisation. Make sure that they’re getting a healthy
performance from their site before they think about investing more time and
money into that. Just do different landing page tests to try different
offers, like you said for first-time customers or sign up for the newsletter.
Make sure that you’re truly maximizing success with your website as
is before you try to invest a lot of money into unknown waters. Yeah, know
what your numbers are and let the numbers tell a story. If you’re not
very analytical with your data and know how to kind of piece it together to give
you what you need, just have someone on your team do it and then if you have an
amazing product, my favorite, and I’m a partnerships person would be to launch a
really sick affiliate program with a high payout and you can leverage the
brains and the genius of thousands of affiliates out there and see what
kind of success you can get through them. They’re like an extension of you at that
point and when we say thousands of affiliates out there, we literally do
mean thousands of affiliates out there. So last question before we open up to questions
from the audience. What are the biggest mistakes that newer e-commerce
people make when they’re coming into e-commerce. What are the biggest
errors that you see time and time again, that just make you want to bang your head off
a wall or missed opportunities? I find that people do take
sometimes a customer for granted and by that I mean the customer is the key
because ultimately is the one paying your wage, is the one paying your rent,
you’re just the middleman and that’s not from me that’s from Henry
Ford actually, but what I meant to say by that is do listen to his
concerns, to listen to what he has to say, and although I understand that sometimes
retail, well let’s call it retail for now, but sometimes retail can
have can be a little bit hard to deal with the customer, but if they
took the time to write to you, or to call you to share its concern, then
you need to sort of like, reward his time and then you need to answer his inquiry
and then maybe make a little note of yourself because if a problem
is reluctant, or if it keeps coming up, then it means that perhaps you
need to go back to the drawing board with that certain product.The
second thing I would add to that is communication. Understand that
online e-commerce is great but sometimes people need to get in touch
with you and you have to make sure that you’re reachable on every platform,
you know Instagram, on Twitter, on Facebook, by email. For us, we have a call
center too but then it’s very easy these days to have
a tickets or a ticket management service that makes all these platform at the
same time. So you could be subscribed to one of them and you could
be answering all of these on your computer through one system, which makes
it great. Do you have a specific recommendation? I find we’re having good
success with HappyFox. A lot of you guys are familiar with it then, basically you
can input your Facebook, your Instagram DM, and then we’re using it also to
monitor whatever is going on on Twitter and it can be really interesting. I know
that this week we sold a bike through Twitter, which was the
first time I ever sold something through because basically the
customer was complaining. He tweeted the police service that his bike got stolen
and then used the hashtag #LostBicycle so I emailed him and then we gave him
a rebate and then we had a conversion right away. So be aware and then be out
there and for us, I understand that having a call center is a
large expense for some of you who sell maybe smaller items but for us, it helps
the conversion immensely. And if you’re doing something at a much
smaller scale, there’s nothing to stop you getting a Google Voice number or
something and just answering calls yourself, it might be a
little intimidating but it really makes you stand out from all those guys with
just an email address. I would say the biggest mistake I’ve seen a lot of
e-commerce newbies make is they come in with very unrealistic expectations.
Whether that’s because looking at screenshots in different Facebook groups
or forums and that sets the expectation that it’s a very easy thing, it’s
actually not. It’s easy but it’s not very easy, it certainly takes a lot
of work and it’s a skill you have to become a good marketer, end of the day
your results are a reflection of who you become, so the results is it’s
basically a result of you becoming a good marketer. Not just like, hey let me
have a good success with one little Facebook hack or one little
Twitter hack, so if you learn the process then your results will follow, no doubt
but if you’re always trying to bypass the process, you’re looking for the next
shortcut to make 6-figures you’re destined to fail because you’re not
focusing on getting better as a marketer, you’re just focusing on the end-result,
which is a very good way to fail. Yeah I often find with affiliates and I think
it’s the same with e-commerce that people who hit their first success very,
very early on, actually have it much tougher in the long-run than the people
who really have to work for it. I was going to say, focus on building a company
rather than on achieving a high number and then you’ll be on your way. I’ll give
an example right here, I’m gonna put him on the spot. So my my best friend sitting
in the audience, Kenman Sanders, well before he sold his first t-shirt, and he
was actually one of my students, he spent five months and $3,200 before he sold
his first t-shirt and he didn’t even get the payout for that because back in the
day, you had to sell at least ten t-shirts to be able to get the payout,
but he was so happy because now from nobody liking his Facebook ad, he had 10
people commenting on it, hey it’s a cool shirt. So his focus was not, how can I
make the next $100,000 his focus was, how can I be
come a better marketer and over the course of next couple years, he went
on to do some very amazing things. So that’s what your focus should be. Bonnie,
you’ve must have seen hundreds of mistakes from merchants. If I can,
sum it up to one, I would definitely say people that quit before putting in
all the hard work and what it takes to really be successful. It’s like Nishant
said, they have maybe unrealistic expectations and they kind of look at it
as a biz-op, instead of a true business and I think if you build for
the long-term and know your products, know your space, know your brand, have a story, make sure that it’s out there make, sure that your story is clear,
and that it all ties together and then get your message out there,
start your ad campaigns, learn how to look at the data and grow, but I think a
lot of people don’t realise what it takes. Yeah a lot of people have half the THE pieces of the puzzle but not all of them. Just got to put
in some time, get the first sale, get the third, fifth, tenth, hundredth, keep going,
get better. They have the full puzzle but not the patience to putting
it together. Oh God, yes.