#67. Creative Promotion Ideas for Black Friday Cyber Monday | Podcast

Vira: 0:16

Today we’re going to talk to you about creative ways to incentivize the purchase creative promotion ideas for Black Friday Cyber Monday.

Alissa: 0:49

Welcome to another episode of Email Einstein. Vira and Alissa, here we are, two email marketers at an email marketing agency called Flowium. We are super passionate about email marketing and because we love what we do, we want to share our insights with you. Flowium is one of the fastest growing email marketing agencies in the world. We specialize in providing a premium, full service e commerce email marketing experience for all of our clients. Our service is tailored specifically for your business and is designed to help increase your online retail revenue. We deliver the right message to the right person at the right moment. That’s what we’re all about here at Flowium. And Vira is going to take us away. But before we do, Vira and I were just talking about apparently like Mercury is in retrograde or something like that. So by the time you guys are listening to this on Tuesday, you would be hearing about the fact that Vira and I are like this close to surviving like a very, very hard week. So we’re excited to be recording. We hope none of you have had a hard week. We hope everyone’s had a very easy time. We’ve taken all, all the stress for you and we here just to talk and have fun today.

Vira: 1:51

I’m glad this week is almost over. It’s Friday, it’s like 2:15 at where I am and it’s already like past 5. Alissa, where you are?

Alissa: 1:59

Yeah, yeah. It’s 5:15 pm on a Friday.

Vira: 2:02

That’s how much Friday night.

Alissa: 2:03

Yeah, that’s how much we love you guys.

Vira: 2:05

That’s how much we love this podcast. Right. And Alissa have friends coming over tonight. So you’re superhuman, Alissa. So let’s, let’s do this. It’s a lot.

Alissa: 2:15

It’s a lot. Life is a lot these days.

Vira: 2:17

Yeah. And guys, the hot news. Did you know that all of the electric cars in Canada are pretty much sold out? Let us know if it’s the same in like the States or something because I’m on the market for a car and turned out that you have to wait for them for, I don’t know, for some models for like up to a year. Can you imagine? It’s crazy. Well, anyways, on a good note, on a positive note, because that was a pessimistic beginning of the podcast. No, no, on a positive note, we have a topic that we are very excited about. It’s a fun topic. That’s something that you guys wanted to know about and that’s something that you probably know a thing or two about already. But did you know that 57% of shoppers say that they would not have made a first purchase from a brand from a new retailer without a coupon code? 57%. So that’s like more than half of people say that they need some sort of like incentive to place that first order. This means that if you are not offering any discounts for your commerce store or like any incentives, I’d say you could be like ignoring over half of your potential customers. And we know that not everyone love this good old percentage discount. And coupons can also not work for everyone, right? There is like no one size fits all approach here. But today we’re going to talk to you about creative ways to incentivize the purchase creative promotion ideas for Black Friday Cyber Monday. And we’ll discuss the types of promotion to try this Black Friday Cyber Monday. Alissa let’s start with a good old percentage discount because that’s like a classic. That’s a classic one, right?

Alissa: 4:15

I love me, I love me some good old fashioned percentage discounts. So as most of you know, a percentage discount is the most common and the easiest form of discounting during the holiday season and any season. Because that’s what we see a lot of right online in the e commerce world. And you see that all the time. The typical discount is anywhere between 10 to 15%. You have some brands that get a little, a little adventurous and they offer like 20 to 30% but that’s another story. So there are some brands that will even offer as much as 50% off on your first purchase, which we definitely don’t recommend. But the percentage discount is. And the reason why it’s so popular is because it has the least risk for the retailer. So let’s talk about why that is a percentage discount. And actually when I thought about this I was like, gosh, this Makes so much sense. So a percentage discount is actually a way of sharing revenue with the buyer and that’s why it’s so attractive. So for example, if the discount is 10% and your consumer buys a product for $10, that means that you will take $1 off and you will still get $9. They’ll still need to pay $9. If they buy a $100 product, you take $10 off obviously. So the dollar amount, even though it’s higher in proportion, it’s actually the same discount. So your risk is basically the same no matter the cost of the product. So retailers typically use a percentage discount as the entry offer for any new customers directly on their website. So that’s why it’s so it’s so applicable and so attractive to retailers is because it’s a percentage. The risk is the same across the board. You’re offering to share the revenue with the buyer. So for the holidays, a really good discount is usually 5 to 10% higher than what you usually for your customers. So this way the discount looks significant to your customers and they’ll likely take you up on the offer. However, you’re probably assuming less risk or a less of a tighter margin. So another really interesting fact actually is according to Mike Catania, Chief technology officer of PromotionCode.org, 5% storewide, with few exceptions will actually garner more attention and generate more sales than even a 60% off clearance.

Vira: 6:20

Yeah.

Alissa: 6:21

Which is the next best option. So all of this to say percentage to discounts are a really good place to start when it comes to your consumer facing deals. So if you don’t know where to start when it comes to promotions for Black Fridays, even though this isn’t necessarily the most creative idea, it just kind of puts the percentages into into perspective. If this is your first Black Friday, you’re trying to figure out where to start. Percentages are a great place to start. And just think about that 5 to 10% higher than what you would usually offer to your customers as a good place. So that’s your first.

Vira: 6:51

Yeah. And the next best thing is probably the dollar discount. And there is this really cool contagious. We’ll try to find it and link it in the description box. But basically what that book says is that there is a so called rule of 100 and basically the rule of 100 helps you to decide whether you should go with a percentage discount or dollar discount. So basically the rule states that for the products or services that are more than $100, a dollar discount will be actually more effective. So for those like under $100. And basically the percentage discount will likely be more effective because I mean, for example, if you are, I don’t know, like selling $20 socks versus $350 mattress or a couch or something, for the $20 products, we would probably predict that 20% off promotion would perform better than $5 off and it would be the completely opposite logic for the mattress or the couch. So the rule is if it’s less than a hundred dollars do discount if it’s more than a go with like a dollar off value. So that’s just a recommendation. Obviously you can like experiment with it. But I really liked how this book summarized this rule because for us it was always like a dilemma. Should we go with a discount with a percentage discount or should we go with a dollar discount or something? It was always the dilemma. We were always like ab testing stuff. And also your audience matters as well. At least I remember we discussed with you that for some groups of people, especially for some demographics, like boomers or like older generations, you will need better percentage discount just because this target audience and customers, they know they are math. Yeah, and that’s, and that’s, that’s funny because for me, I mean I don’t, I don’t ever do math. If I see those like double digits discount, like percentage discount, I’m here for that. But older generations, they know their method. So yeah, make sure to know your audience well. Of course a B tested and also use the rule of 100 because that’s a good one.

Alissa: 9:00

Yeah, yeah, I’m about it. I’m totally about that. It’s the dollars, the dollars and the percentages. They’re always the go tos. So your next number three, free shipping. And this is an interesting one. So according to a Doric, 61% of shoppers abandoned their cart due to the high cost of shipping and 79% of buyers are more likely to shop in another store that offers free shipping. I totally get this.

Vira: 9:24

Yeah, I’m actually, I’m in the same like absolutely.

Alissa: 9:27

I’m actually working on this with a client right now where they’re trying to test different offers in their abandoned cart and they do not offer free shipp a certain like dollar threshold. And for me I’m like, well duh, test free shipping. Like you don’t need to offer 15% off if you don’t offer free shipping. So orders with free shipping actually average around 30% higher in value as well. Surprisingly. So Just think about that. Even though some people like, or some brands like to put in that threshold, some people might even intentionally buy less just because you’re not offering free shipping. So just think about that as a, as a business owner because I’ve been tempted to do that once or twice with brands that I like to shop with. So I know that in this day and age we are very spoiled with Amazon and they’re day prime shipping. Right. And it’s a few hours.

Vira: 10:08

Right.

Alissa: 10:09

Say that again.

Vira: 10:09

And like few hours as well.

Alissa: 10:11

I mean, yeah, I’ve ordered something in the morning and got it at night. Same day shipping, like same exact day delivery. Crazy. And yeah. And in some day areas, one day or even two hour shipping, it just depends on where you live obviously. And it’s really hard to compete with the speed as some of you are small business owners or smaller e commerce brand owners. But you can match the cost. And that’s the thing to remember. We would only recommend making free shipping your single deal if this is something that you do not usually offer throughout the year and your shipping is usually expensive. So it would be like not even if you offer like the threshold, like must spend $50 to get free shipping. If that’s the case, do not offer free shipping because that’s not a great deal for your Black Friday Cyber Monday promos. Because if you do offer that, then you need to give something else that’s going to actually entice your customers and encourage the shopping frenzy. But before you do anything and make any decisions, you do need to calculate your profit margin and see if it’s actually manageable for you to do this for the sake of your. Right.

Vira: 11:08

Yeah.

Alissa: 11:08

And again we go back to the idea of thinking about goals for Black Friday Cyber Monday. So you need to know your goals before you actually make any decisions. So keep that in mind, like do the math, but make sure you have your goals really clear about what you’re trying to achieve for Black Friday Cyber Monday. Because there’s also a group of customers who do their shopping after Black Friday Cyber Monday happens. So think about those people too. If you can’t afford to have free shipping for the entire holiday season, then you should at least consider celebrating National Free Shipping Day. And that is a one day promotional event that takes place each year in mid December in 2021. So this year obviously we’ll be celebrating it on December 14th. So on that particular day, thousands of different online retailers all over the world, they offer free shipping and guarantee to deliver your package in time for Christmas Eve. Now whether the guarantee is still in place, not a hundred percent sure, because I Know shipping worldwide is a mess right now. I’ve been hearing rumors of December 10th being the deadline. That’s a different story. But December 14th is free shipping day this year. So if you can’t do it for the whole season, then do something so that you’re ramping up your customers for one day so they know like this is the day to buy. We will offer free shipping on every order. So free shipping is definitely a good one. But just want to think about if it’s feasible for your business.

Vira: 12:20

Yeah, I remember last year I have a client that I work with who offer, believe it or not, free worldwide shipping for their products, free freaking world shipping. And they do have clients in like Australia and Canada and then like Europe and stuff. But most of their customers are obviously in the US So it makes sense for them. But last year we did this campaign saying like, hey, enjoy free shipping today day. Even though we always have a free shipping, we just like reminded the clients that we do offer free shipping, in fact on our website. And it was like one of our best performing campaigns of that year. So yeah, free shipping is a big one. You guys, don’t, don’t underestimate it. And also Alissa, like on that last day to shop for Christmas, one of my clients, he said that this year they want to do that cutout date. They want to do the December 5th. So like 20 days before the Christmas. Yeah, just like to make sure they will be able to deliver everything, think in time because apparently this year they expect it to be even, like, even worse than last year. So.

Alissa: 13:22

Yeah.

Vira: 13:22

So consider free shipping in December.

Alissa: 13:24

Holy cow.

Vira: 13:25

That’s going to be a big one.

Alissa: 13:26

That’s crazy.

Vira: 13:28

I know, right? Yeah. Another cool thing that some of our clients are doing and the thing that we love is actually offering some sort of like a freebie with a purchase. It can be something small, unexpected, or expected. Whatever strategy you choose, it can be a really cost effective way to convert those like customers and earn extra brownie points for loyalty. I mean, try to name one person who doesn’t like free gifts. I bet there are no non people like this. So we agree and this is why we love this free gift with the purchase so much. I remember a few years ago, Chubby’s, I think it was either last year or like two years ago they did this Cyber Monday. It’s not a Cyber Monday, it’s Thyber. It’s like T H I G H B E R Monday.

Alissa: 14:15

I love them so much, honestly.

Vira: 14:17

Yeah, I mean they do things different and I. And that’s what I love about them. Yeah. So they gave like a gift with any purchase customer made. And to make it even more fun, every hour they had like different gifts. It was like something small, like socks or like a wrapping paper or something like that. Something like little but unexpected and very cost effective. And this Cyber Monday is the biggest event of the year for them. So it was a hit. And in addition to physical gifts, you can also offer some kind of like downloadable item items. I know that some like cosmetic brands, they are doing the wallpaper, like a themed wallpapers for your desktop. So you can like purchase something and get an exclusive exit to download that certain thing or that’s asset or you can do maybe like a PDF or like exclusive recipe book or maybe, I don’t know, be creative. The gift does not have to be expensive.

Alissa: 15:18

Recipe book, I love that.

Vira: 15:19

That I know, right? Or like good recipes you can be creative. And if you’re not able to give away like actual products, but rather maybe like brand merch or brand swag can also be a good idea. One of my clients is giving away like branded hats to their VIP customers. And believe it or not, this is one of our best selling flows. So all they have to do is basically follow the link and purchase the free hat. So they still like put everything into the, into the cart and then they get hundred percent off discount or something and they just get the hat for free. So yeah, this should be for people who just like can’t get enough of your brand and they want to live it out with like cool exclusive gear that isn’t ever sold anywhere in the world except for your website. So that’s like a cool idea too right? Have your branded swag or branded gear or something. It’s like with those like Tesla owners. I didn’t realize that turned out that like on Tesla website you can purchase like Tesla T shirt and I think Tesla zip up and something like that. So yes, serious. No, like I’m, I’m like completely serious. Yeah. Cause we were like, I was, we were like shopping for a car. We’re not gonna buy Tesla. Spoiler alert. But I just like went to their website to appreciate the design and everything and apparently you can buy all kinds of Tesla stuff except for the car because for freaking car you have to wait for like six months in Canada. But at least you can have a hat.

Alissa: 16:51

Yeah.

Vira: 16:52

So free gift. Free gift with the purchase. That’s a fun little idea. I remember I think one of our accounts, so basically the brand was selling yoga pants, really fancy Cool yoga pants. And they. One day they did this promotion where for every pair of yoga pants that was purchased within the 24 hours window, they would also give them, like a pair of glasses or something like to go with it, like some specific brand. I forgot the brand name. It was expensive glasses too. But they had, like a bunch of inventory that they need to move around. So that was a good promotion. So, yeah, maybe. Maybe you have some inventory that you need to move around to make place for new inventory. Give it as a gift. As a free gift with a purchase.

Alissa: 17:33

Yeah, move that inventory. Move it. Yeah. The freebies are always fun ones, especially if you have people who are like, like Vira said, fanatics about your brand. Okay, so your next offer, Bogo or something similar. So buy one, get one free or. Or buy one, get one for a certain percentage off. We’re back to those percentages again. But based on our experience, this type of promo deal is not very common online. And I think primarily just because, from what I understand, Vira, correct me if I’m wrong, I think there’s some issues with, like, Shopify setting it up in Shopify. It’s complicated.

Vira: 18:06

It’s hard. Yeah.

Alissa: 18:07

In either case, however, you can see this kind of promo a lot in physical stores. So Bogo is really great for retailers who actually need to move their inventory during the holiday season. So another version of Bogo, marketed in addition different way, is buy two or more products for the price of one. So if you do the math, it’s technically the same as bogo or a 50% off discount, but it’s presented a little differently. We have to do that as marketers, Right. That’s like our life. It’s like, okay, we have to sell an Apple. How are we going to sell this? And then you think of, like, all the words, like crispy, juicy, crunchy, delicious. And then you’re like, wow, I really want an Apple. That’s the gift of marketers. So we have to think of funny ways to talk about Bogo, right? Because you say, like, oh, it’s Bogo. And you’re like, yeah, no thanks. But when you’re like, ooh, you can buy two products for the price of one. And then people are like, wow, that’s amazing. I’ll buy it. And you’re like, well, it’s technically Bogo. So just depends on how you word it. Right. But everything that you decide with all these promos that we’re talking about, it depends on your audience. And it depends on how they engage and what they engage with the Most in your brand. So if you sell mattresses, for example, a Bogo offer would definitely not be effective for your customers, first of all, because most people don’t need two mattresses unless you own a big house. But also that would kill you margin wise. You can’t give out a free mattress every day, you know. However, if you’re in the food and beverage industry, your products are consumable. So two for one makes a lot more sense. And also, like, if you need socks, like people don’t wear the same socks every day, right? So two for one would work. We’re going back to the socks. We’ll never let go of the socks. So just think about what it is that your brand sells. The other thing is like, if you can do like a Bogo on like multiple different products. So it’s not just like if you sell jewelry, for example, and you’re Bogo on all sterling silver jewelry, so someone could buy a necklace and then also buy a pair of earrings to match, you know, that kind of thing would also make sense. So think about your brand, think about your business, think about the products that you sell. What makes sense? Bogo, not Bogo. Sometimes it’s not Bogo and that’s okay. But if it’s Bogo, it’s definitely something that you want to consider as a creative way of getting people to purchase more for Black Friday Cyber Monday. So that is your creative promotional idea. Number five out of many.

Vira: 20:20

Out of many. And we do have even more creative promotion ideas for Black Friday Cyber Monday in our book. But we’re maybe going to talk about it later. But another cool strategy that we actually learned about, I personally never tried it myself, but I think it’s genius. And if you can like afford it, if you can do it, try it. So basically the strategy is called try it before you buy it. So one of the biggest reasons why shoppers might not shop with like a specific rent is actually poor return policy. And especially around the holidays when your poor customer support is like bombarded with all of the questions and returns and everything. So people do consider return policy before purchasing stuff, especially if it’s like a more expensive item, right? And if the return policy is not clear or it’s not good, it’s not fair, it will make shoppers go to other stores. So in the past few years, that try before you buy promise strategy has become really, really popular. And basically this kind of strategy, it’s probably will not work for every kind of industry. Obviously you cannot do it with like the chocolate or Something or like the food or beverage. Since it’s not like possible. I mean it’s, it’s not feasible. Right. And it’s not possible. But if you say are in the mattress industry or the fashion industry, this might actually be a good fit for this strategy. Like if you don’t offer this all year long, you can at least try it around the holiday seasons and your customers can order the product for say $0 and then they will enter their credit details but it won’t be charged, their credit cards won’t be charged for like the next 14 days or until the 30th of the month. Like you decide on sort of like a deadline that you want to use. So the credit card will not be charged unless the product is returned. Yeah. So basically you will only charge their credit card if they haven’t returned the product within that like window. Right. Amazon has pioneered this approach. Of course Amazon does everything before everyone else. So Amazon has one of the most popular programs for try before you buy it. And it’s specifically for branded Amazon prime wardrobe. And you can buy.

Alissa: 23:02

They change the name of it too. I just got.

Vira: 23:04

Oh they did?

Alissa: 23:05

Yeah, I think it’s called try before you buy. It’s called Prime.

Vira: 23:10

What’s called now?

Alissa: 23:10

Yeah, it’s called try before you buy. Prime Try before you buy.

Vira: 23:14

Oh it used to be a prime wardrobe.

Alissa: 23:16

Yeah, it was prime wardrobe and they changed it to Amazon Prime Try before you buy.

Vira: 23:20

Well yeah, it’s a very descriptive name too because it’s literally what is there for. You can buy any like shoes, any clothes on Amazon and then like return them within 14 days before they charge your credit card. Which I think it’s a good approach considering you, you never like tried the that product. And the return like the percentage of items return in apparel industry is probably like the highest out of all of the industry. This will be your the one that would be hit by returned the most. Additionally for stores with like expensive products it be like a good idea as well. So for example products that cost like over $1,000 or more, this product or this promise strategy, it would work as well. We used to work with this client of ours, it’s called with clarity and they were like selling engagement ring and they, they are actually one of the engagement ring industry leaders online engagement ring, right? Well ring is physical store is online. But you can order up to three so called like sample rings from their store and they will actually 3D print you to make sure that the ring fits you perfectly and that it looks amazing and only after that you will pay for the ring with an actual stone in it. So you will pay for it later on after you basically confirm that this printed 3D ring is as good and you’re happy with that. Which I think is a good, good idea. Right, because you want to minimize the percentage of returned items because in some cases you will not be even able to like resell them and like certain indust. So yeah, it’s always a good idea to give the customers this opportunity to try it before you buy it.

Alissa: 25:03

Yeah, I love it. Yeah, one of my clients does the try before you buy stuff but the margins aren’t rough for him so he. Well actually no, it’s not really try before, but you buy. I’m totally lying here. It’s more of like a. He offers free shippings and free returns. So he encourages like a lot of the email marketing that we do. He encourages people to buy like as many different sizes and things that they need, need and then that way the like shipping is covered and everything. So once people get the sizing that they need, if they’ve bought three or four different sizes and then they send it back, it’s not a big deal. Like they are able to kind of like try it. They do have to pay for it though. That’s the only problem. But so it’s not try before you buy, it’s just try or we call it return. Yeah, try and return. We call it risk free trying. Which also is something that like a lot of the marketing that we do for him in the emails has a of lot, a lot to do with that where we say like hey, risk free trying. Like you can buy as many different sizes as you need and return anything and everything that you want. Like no problem. We will always accept returns. Which is also a big customer perk because you do get a lot of people who buy like four or five different size bras and then they’ll take it home, try whatever and then send whatever didn’t fit back. So it’s not technically try before you buy, but close. Same but different.

Vira: 26:13

Same same but different.

Alissa: 26:14

Okay, last creative promotional idea, double points. This is also something I do a lot for my clients. So offering double points to loyalty program customers during the holiday season. So if you are a no discount brand, which I have one of those, that’s actually the same client I was just talking about, this is a perfect strategy for you. And the reason for it is this promo will do two things. First of all, non loyalty members will have no other option than to join your loyalty program so they can benefit from double points. That’s the first thing. And according to our friend from Smile IO, Tim Peckover, who we’ve had on the podcast before, on average, repeat purchase rate for loyalty members is two and a half times higher than non members. Purchase frequency is 32% higher for loyalty members versus non members. An average order value is 12.4% higher for loyalty members than non members. So that’s just some data to think about because it is really effective. The loyalty program is effective because you are just overall increasing your retention rate when it comes to your customers, increasing their ltv, increasing their aov, there’s so many different things. All the V’s are being increased. So think about a loyalty program if you don’t have one. And double points is a really great promotional strategy to implement, especially for the holidays. The other thing to note is your existing loyalty program members will feel special when you increase their points. And you’re not. You’re not handing them cash, you’re not sharing the revenue with them, but you’re giving them an opportunity to kind of play in this game. Right, this loyalty point.

Vira: 27:41

Yep.

Alissa: 27:41

And it’s kind of like a VIP discount, but for insiders only. So to set up this promo, all you need to do is just increase the point amount for a specific period of time. So, for example, from November 1st, it’s December 31st. If you, for example, have one credit for $1 spent in your store, you’ll do two credits instead for each dollar spent. And the other thing is, is you can pick some, like, key special days. So like for Black Friday, for example, you can do triple points, quadruple points, couple points, whatever you want to do. Right. So play around with that, because with these loyalty programs, they are very flexible. You can implement these double points, triple point days pretty easily. So that is definitely a strategy to consider if the no discount strategy is the way to go for your brand.

Vira: 28:20

Yeah. And that’s a. That’s a good strategy.

Alissa: 28:22

Yeah. There we have it. We got you guys 7 different promotional strategy ideas for Black Friday Cyber Monday. You can basically use a different one every day of the week. But don’t, don’t do that. That will get really overwhelming, and it’s a lot. But you can implement, like one or two of them throughout the course of the holiday season. The one thing that I would just share with you guys, just remember, like, think about what actually works for your company. And Black Friday is the worst time to test anything. Please do not test during Black Friday. Like, that’s what you have basically, basically 364 days of the year to do. But then when you get to that 365th day, which is Black Friday, do not test. Test every day of the year. Don’t test Black Friday. It’s not a good vibe. It will make you feel like Mercury is in retrograde over and over and over again.

Vira: 29:07

It’s ending. It’s actually ending. I just googled on Monday, so the day after my birthday. Perfect freaking timing.

Alissa: 29:16

That’s great. You’ll start 30 off, right? Yeah. Everyone, when you listen to this podcast, yesterday would have been Vira’s birthday. So make sure that I want to see emails from people days before. Happy birthday, Vira. I want to hear some happy birthdays.

Vira: 29:29

Thank you. Happy birthday to me and to Eminem, because we celebrate the President the same day.

Alissa: 29:33

So Vira and Eminem. Yes. I love it. I love it. I love it. Guys, as always, don’t forget to subscribe. Share this podcast with your friends. Thank you for joining us today. Socks. Don’t forget about the socks. I actually literally just got an email from John Slaughter. He said, hi. I’m a big fan of the show. Thanks for sharing. So many great insights. This is so exciting. Hi, John. I hope you’re listening. Your email made my week. I’ve had a horrific week and this was so great, so appreciate it. But he actually sent us a screenshot of his review and now we get to send him some socks. When you email in a screenshot of your review, we will make sure that we get some socks over to you. They are amazing. Mine are arriving in the mail any day and I’m so excited. So, so excited. So there’s that. And also, if you want to get involved in a community, make sure that you join us at flowium.com/community. I actually answered in our community forum the other day for the. The first time and I was like, wow, so proud. So sometimes I make a special feature in there. So if you have a question, reach out and maybe I’ll answer in the community forum.

Vira: 30:33

I think our Klaviyo pros are actually the stars of the community.

Alissa: 30:36

Yes, they are. They are, they are. They’re amazing.

Vira: 30:38

If you have any questions, that community is very much active and very helpful. I hang out there a lot too. Anyways, guys, next week we will be talking. Guess what? We’ll be talking about Black Friday Cyber Monday again. Then for the next few weeks, we will be talking about it as well. Because this is obviously the biggest event of the year for all of us in E commerce. So come back next Tuesday to learn more about the early bird offers and early bird opt ins for your Black Friday Cyber Monday. Thank you so much for listening.

Alissa: 31:09

Thank you guys. See you next week.

Vira: 31:11

See you next week.