#126. How Direct Mail Can Help Your eCommerce Business | Podcast

Vira: 0:41

Hello everyone, and welcome to Email Einstein podcast by Flowium. I’m Vira Sadlak, your host and here at Flowium, we are very passionate about email marketing. And because we love what we do, we want to share our insights with you and you guys. Today is a pretty interesting podcast because today we will be discussing not email marketing per se, but we will be talking about good old mail or like the regular mail marketing. And chances are the majority of your active or potential customers are actually. They might be suffering from some sort of like digital fatigue. I know that I am like one of those people because the amount of messaging we all receive through our screens is just. It’s too much. And the rising cost of digital advertising as it becomes more and more competitive mean that it might be actually a good time to move back to good old direct mail. And direct mail is definitely should not be ignored in 2022 and 2023, believe it or not. So today we will be discussing all things direct mail with Michael Epstein, co founder and one of the masterminds of Post Pilot. For those of you guys who don’ what Post Pilot is, postpilot is basically like a direct marketing platform. And the platform that made direct marketing and DTC and e commerce direct mail very easy. And postpilot makes sending personalized automated postcards and handwritten notes as easy pretty much as sending an email. Michael, say hi.

Michael: 2:11

Vira. Thanks for having me. Excited to be here.

Vira: 2:14

Yeah, we’re excited. Excited to have you here. Honestly, I like, I was pretty skeptical about the direct mail like even a year ago, but I am a believer now. So let’s try to convince our listeners that this kind of marketing rocks. Michael, before we go there, let’s do a quick this or that game blitz Q and A. Just like to get to know you better.

Michael: 2:42

Okay, let’s do it.

Vira: 2:43

Let’s do this. Okay. Pen or pencil?

Michael: 2:46

Pen.

Vira: 2:47

Getting postcards or sending them?

Michael: 2:50

Getting.

Vira: 2:50

Ooh, fun. Shopping online or shopping offline?

Michael: 2:54

Online.

Vira: 2:55

Okay. Okay. Paper book or ebook?

Michael: 2:59

That’s a tough one. I’ll go ebook.

Vira: 3:02

Yeah, I’m a paper book girl myself, so I do have both of them. I mean, I do read both ebooks and Paper books, but I prefer the paper one.

Michael: 3:12

I’m switching my answer. I’m going paper book because I was thinking, like, I like highlighting ebooks, but realistically, I take a pen and I highlight paper books, and I like the sensation of a paper book better.

Vira: 3:22

Yes. And the smell. Oh, my goodness, I love the smell of paper. It’s like, the best.

Michael: 3:27

I was on the spot. I had to come up with something.

Vira: 3:31

Okay, cool. Christmas tree in December or Christmas tree in November?

Michael: 3:35

I think I’m like you. If it were up to my kids, we’d have a Christmas tree in May, So probably the earlier the better.

Vira: 3:40

Okay, that’s fun. I’m actually surprised with your answer because I know it’s very American thing to have a Christmas tree, like, after Black Friday, Cyber Monday, and, like, early December. Ish. It’s a very American thing. In Canada, we celebrate our Thanksgiving in October, so we need something to look forward to. So that’s why we have our Christmas trees early. Yeah, makes sense. Okay, cool. What was your best Black Friday purchase this year, if any?

Michael: 4:11

My best Black Friday purchase was. Well, for myself, I think I got one of those meat thermometers because I’m terr. Like, grilling is, like, a skill I feel like I need to have, and I’m just not that good at it. So I need extra tools.

Vira: 4:27

It’s very, like, millennial of you to say, like, the grilling, the skill that I need to have.

Michael: 4:33

I feel like all my buddies are, like, these grill masters, and I just can’t keep up. So I need. I need, like, I need tools.

Vira: 4:39

Okay, cool. That was a very random and unexpected answer, but sure, we’ll go with that. Okay, Michael, if there was, like, one song played every time you enter the room, what would it be?

Michael: 4:50

Ooh, maybe every time I enter the room, I don’t know, first thing that comes to mind is, like, Lenny Kravitz, are you gonna go my way?

Vira: 4:58

It’s a good one. It’s a good one, and.

Michael: 5:00

I don’t know, have to come up with something.

Vira: 5:02

Not a lot of people had that answer, so you probably are the first one. Cool. Okay, so let’s talk some direct marketing, direct mail marketing stuff. So what is that? For those of us who are still, like, new to this world, that sounds like, to me, like, the direct mail. It sounds very much like something from, like, decades ago when everyone had, like, big, boxy television sets and shoulder pads. You know, I’m just like, that’s something I think of. But I do know that it’s like super, super effective these days. And I found this fun statistic. It sounds very interesting to me that actually 4 in 10 americans of all ages look forward to checking their mailbox, like a physical mailbox every time. Not only do we look forward to receiving a piece of mail, but we also tend to hold on to that piece of information for longer time. And I found this information that on average household mail is thrown after, on an average house, the physical mail is thrown after 17 days. When with emails obviously it’s like, I don’t know, like a day even less. And that basically that seconds. Yeah, you’re right. And that 17 days, it actually gives you plenty of opportunities for direct mail to get read or at least skim through. But let’s go back to the basics. What is direct mail and why bother?

Michael: 6:29

Yeah. So appreciate the info and your. All the statistics you mentioned are totally spot on and I’ve, I’ve used a lot of them before so. And things have really come full circle. Maybe I’ll just, I’ll start with giving just like quick context of my background and what, and what the platform does because I think that’ll help answer the question. One post pilot which is, which is the platform that we developed it really think of it like Klaviyo for direct mail. I come from the direct to consumer space. I’ve been a direct to consumer operator and marketer for over 20 years. So as my co founder we’ve run a lot of private equity portfolio companies, eight, nine figure E Commerce brands. We were early to Klaviyo like when it first came out. Lifecycle marketing is really like our DNA and where we come from, we’ve always been big proponents of it and we’ve adopted that at the portfolio companies we’ve run. And again, early adopters of Klaviyo and big fans of the product. I think the question that we posed to ourselves, we started using direct mail successfully at some of the portfolio companies that we ran and it was exactly as you described. It’s the, it was this clunky experience of export, like trying to come up with audiences, then exporting a bunch of spreadsheets and then finding a print house and then blasting a card to like everybody on a, on a list and then waiting a while and then more spreadsheets to try and figure out what the ROI was. And that is how things ran. And we looked at ourselves and we’re like, why hasn’t somebody built Klaviyo for postcards? And so that’s essentially what we did. So rather than the traditional perception that you have of direct mail, which again is probably like blasting everybody in a zip code with a card or everybody that has this household income or meets these demographics. If you think about it more like you think about email, it’s natively integrated with your e commerce platform like Shopify, it’s natively integrated with Klaviyo and your email platform. And you can send individually personalized and triggered cards the same way you send a triggered email flow. So think abandoned cart campaign, win back campaign, VIP campaign, cross sells upsells like all the core flows that you have in your email program, you can trigger them in the same way you would with our postcards and then you can supplement that with one off campaign. So just like an email campaign where you have a new product announcement or a big sale that you’re running and you want to send that to a segment of your audience, you can do the same thing. And so it’s really just a lot different from how you might think of using direct mail. But it’s a great complement to your email strategy because as you point out at the beginning Vira, there is this sense of digital fatigue. And if you look at, you know, average E com email open rates are typically 25, 20, 25%. That leaves the large majority of your audience. And this is your best audience because these are people that have engaged with your brand and potentially done business with you that aren’t even really seeing or hearing your message. And we’re by any means saying abandon email, but we’re saying think about all the money that you’re leaving on the table by not ensuring that your message is reaching 100% of your audience. And that’s why direct mail is so effective, because it reaches those people that you’re not able to reach via email and digital channels. And as you said earlier, it’s something that people, it’s more unexpected today. It’s unlike your, it used to be obviously your email inbox was the pristine place that only important messages went. Your, your mailbox is where all the junk went. Now it’s really flip flop to where you’re surprised by receiving a piece of tangible physical mail from a brand that you’ve done business with, especially if it’s personalized to you. And so it’s more memorable, it sticks with you. You’re exactly right. It’s a 17 day lifespan versus second for email. And that’s why it gets such great response rates and engagement rate and roi. Obviously there’s a higher cost than email, so you need to factor that in but it’s still really, really profitable for so many different brands.

Vira: 10:42

That’s, that’s so interesting. I found this another study that on the Internet, like going back to that fatigue and that like busy inbox thing, I found this like number that sounds crazy to me that the average American is expected to spend 4,44 years of their life staring at a screen. Can you imagine like 44 freaking years? That’s like, that sounds like a lot. Yeah. In that case when you’re receiving something paper and tangible, it does stand out. So how can you actually like leverage that like the shift in the attitude and use it for your advantage? Because like a lot of brands, I guess a lot of people are still thinking, considering the male to be on the decline, like how can you actually leverage it? And what are the reasons it’s so, so effective?

Michael: 11:30

Yeah, I think it works to our advantage that the mailbox isn’t as cluttered as it used to be and certainly not nearly as cluttered as your email inbox. So for us we work with thousands of brands and again they, they connect it to Shopify and we can create these segments that get triggered based on specific behavior and they get, there’s core campaigns that just consistently get really, really strong incremental roi. I’ll give you an example. Just as one of our most common use cases is like a win back campaign. So again think about a win back that you might do in, in an email where you, you sell someone a 60 day supply of product. You, if they don’t come back within 60 days, you’re kind of nudging them, maybe you’re nudging them by email. If they still don’t come back, trigger a direct mail campaign and you’ll to make sure that that message gets to them before they permanently defect because the longer they go without coming back, the more likely that you are to have lost them for good. So lots of brands do this. Obvi is one example that comes to mind. They’re like this killer rocket ship supplements brand and run by really sharp guys and they had a campaign where they triggered a card to go out to customers. They sell 60 day supply of supplements. They waited, I think it was 90 days in that case and said if you haven’t come back within 90 days and we’ve been emailing you and trying to get you back this entire time and you still haven’t come back, we’ve got to figure out how to get you back on track before we lose you for good. And they got a 24x return on that campaign. So not only are they getting, especially with consumable products like that, they’re not only getting that customer to come back the first time, they’re getting them back into their regular routine. And so they’re probably going on and making multiple subsequent purchases again once they’re back on track. And so you’re really, really increasing the LTV of that customer by ensuring that you prevented them from defecting and got them back to ordering again. And we’ve just got tons of examples like that, right?

Vira: 14:06

No, the customer acquisition cost is very high, specifically in supplement brands. I know we work with a ton of supplement brands and because of this, a lot of supplements brands, they actually don’t even make money on that first, sometimes even second purchase from the customer. So getting them back even if the cost is a bit higher than email, totally makes sense. And I like how you sort of approached it more as a multi channel marketing almost. So you’re not like bombarding the same, like the big group of customers with the same message, but you can actually customize it and segment it based on where they are in their customer journey. I think this is super, super powerful. Yeah. And the competition thing is another factor, I’m sure, like not as many brands are doing the direct mail yet. So it definitely helps you stand out, right?

Michael: 15:00

Yeah, absolutely. And you’re, you’re so spot on that with CACs continuing to rise, Facebook and iOS really impacting people’s ability to target and get, you know, the roas that they were accustomed to on Facebook. That LTV is critical to profitability because you’re, you’re spot on so many brands today. And that’s kind of the dirty little secret with dtc, is that so many brands are not, are marginally or sometimes not profitable at all on that initial customer acquisition. And so if you don’t have a strong retention program in place, you’re likely not making any money. And so it’s just, it’s critical to make sure that you’re keeping customers in that buying habit.

Vira: 15:43

Right. And like post pilot or like direct mail in general, who is it for, what businesses is it for? And like to what customers? You can basically talk through physical mail.

Michael: 15:56

Yeah, great question. So we work with companies in all different categories. I’d say our biggest representation is in consumable categories, meaning food and beverage, health and wellness cosmetics, things that have sort of natural LTV replenishment cycles, things like that. And that’s especially important for retention campaigns. But we do work with companies in a lot of different categories. So Apparel has a large assortment, you have opportunities to get them to buy multiple times from your brand. And then for brands that are more one off type purchases, we also offer different types of campaigns. For example, abandoned cart campaigns where even if you’ve only gotten their email address and they’ve never purchased from you before, we can find their postal address and match that to their email address and then retarget them with a physical postcard. And Orbit Baby is a great example of that. There’s a premium stroller brand and so you’re not buying like multiple a ton of strollers over, you know, a year or two year period. But we sent campaigns to their abandoned carts where people and people that had been signed up for their email list but never converted so they were engaged with the brand, never converted. They got a 16x ROI targeting those folks that had already gone through their welcome sequence, never converted and we got them off the fence. And then there’s a lot of other campaigns that you can start to work towards more new customer acquisition. But we always recommend brands start with sort of the retention and retargeting and reactivation campaigns because there’s tons of low hanging fruit, easy wins, you can prove the efficacy of the channel and generate incremental profits and then work your way up the funnel into more acquisition campaigns from there.

Vira: 17:49

That’s really interesting Michael, because I thought that this type of marketing is mostly for returned customers and for those win back campaigns. I never thought that you can actually target new prospects with the postcard marketing. That’s super, super interesting. And that stroller example was really good because I think this targeting new prospect does not necessarily make sense. If you are selling for example socks, you know, like 10 bucks socks. But when you’re selling something a bit more expensive, a stroller or a mattress or whatever, then it makes a bit more sense to put more efforts into your marketing just because the customer needs more points of contact with you as a brand before they commit to that decision. Well, that’s just how I see it. Maybe you guys have like different opinion on targeting.

Michael: 18:44

Actually you’re spot on. So AOV is definitely an important factor in acquisition campaigns. It is hard because even if you got a high conversion rate on the card, if you’re selling$5$10 products, that’s tough. I mean you could say the same thing about Facebook today. If you’re selling$10 products on Facebook, it’s gotten really tough to do that for acquisition. So you’re absolutely right. Those high AOV longer decision cycles can be really direct mail can be a great channel for that. But yeah, you can definitely target people at different stages of the, of the funnel from retention, retargeting, middle of funnel and then start to work your way up to more kind of pure acquisition. But we, to your point also brands, I think brand, where brands make mistakes is they say, but I sell socks and everybody in the world needs socks. So if I just blast everybody in the, you know, blast everybody with my offer for socks, I should see awesome conversion rates, right? Yeah, it does not work that way.

Vira: 19:44

It doesn’t work that way either with email. It’s like, that’s like the very popular rookie mistake that we try to explain to our clients when we first start working with them. They were like, yeah, just like have this discount code and blast your entire list with it. We’re like, nope, this is not how it works. And we’ve tested it like gazillion of times. When you have like highly segmented offer, it converts sometimes like four times better in case of, with one of my clients than just like the campaign that is going to like a master segment, you know. So I mean, any kind of marketing sort of have the same principles, right? You want to deliver the right message to the right person at the right moment. And that’s what it’s all about, right?

Michael: 20:23

Exactly. Yep.

Vira: 20:24

Yeah. Yeah. So, okay, so you mentioned that like a lot of your customers, they are from like a supplement or fashion sort of like industry. How do you even get started? How to get started with postcard marketing? Like, where do you start? How do I know if it’s a good idea for, for me, like, how do I build this strategy around it? Like, what’s the process?

Michael: 20:47

Yeah, that’s a great question. And the answer is that with post Pilot, we will do it all for you. We’re a fully managed service. We don’t charge extra for that. And so we know that brands are eager to get into the channel and experiment with new channels. But we found that it’s exactly as you described. They don’t know where to start. They’ve never done it before. They don’t have experience designing creative for postcards specifically. And what’s more, they don’t have time to learn a whole new channel and dedicate resources to it. So we essentially said, well, we do know what works really well. We know what works on the design side, the strategy side, and we know that when customers sign up and have the success that our customers do, they’re going to stick with us for a long time. So it’s very easy for us to say we will help do it all for you. From setup to helping, you know, creating your audience segments, coming up with the strategy, even doing the design and creative. We have a full in house creative department that will mock up stuff according to your brand and it looks amazing and follows all our best practices. And all you essentially have to do is like sign off on it, give us the thumbs up and we can launch it. And we work really fast. So you could have a campaign out. I mean we’re the 10th of what are we the 7th of December now. You could have a campaign in people’s hands way before Christmas. Right now we work really fast.

Vira: 22:18

That’s so cool. Yeah. And we kind of, you kind of covered that like targeting new prospects with postcard marketing. Let’s talk about like different stages of customer life cycle journey. I saw this really cool case study on your website from the brand that is called Bulletproof. For those of you guys who don’t know, Bulletproof is selling all kinds of like what do they sell? Coffee. I mean they started as a bulletproof coffee sort of like brand but they do have like all kinds of supplements right now and obviously they are selling consumables. And in your case study you said that postcard marketing is actually a great way to generate, generate subscriptions. So like to turn that like one time or two time buyers into paid subscribers. Can you talk a bit more about that? Like what’s the, what’s the process? Who do you target with those campaigns and like how do they, they set everything up.

Michael: 23:13

Sure. So we do this for a lot of brands because again in the consumable category in particular a lot of brands offer subscriptions and it’s so valuable to convert a one off customer into a subscriber. So we can easily set triggers that basically say you’ve made this purchase. It’s a sku that’s a one off sku, not our subscription offering. And then we can trigger a card that again say it’s a 30 day supply of product. When it comes about time to get a refill, let’s send a card that encourages you to convert to a subscription. Often we’ll put a QR code directly on the card that can scan where you can scan it automatically can set you up with, with a subscription. We also are going to be releasing a recharge integration and integrations with other subscription apps. So you can also do it on the flip side of say this customer canceled, this subscription lapsed. This is a decline. How do we get this customer back onto Their subscription. That’s another, another way of managing subscriptions. But to your point, products like bulletproof. You see this customer bought a one off product. Let’s try and move them into a subscription with an offer. You can save 20% if you get on our subscribe and save plan. Here’s a QR code or here’s a code to enter into the site and they get you know, 8, 10 in some cases way higher roas on those campaigns. And again that’s only factoring in that first purchase. It’s not the fact that you got them onto a subscription which means they’re going to be making multiple subsequent purchases from you over time.

Vira: 24:50

Right. That’s interesting. I’m actually keep getting those like cards. I don’t know guys, if you have in the States hellofresh, like a food delivery, like a box delivery food delivery on a weekly basis. So I get like a ton of win back campaigns from them and they actually managed to turn me from like one time buyers into like a subscribers after I’ve canceled even. So this stuff, it does work. It does work. Even though like we are in marketing, it still gets you every freaking time. So yeah, that’s interesting. Yeah. And let’s talk about that other category of people we briefly covered the new prospects, the people who you’re turning from one time buyers into paid subscribers. What about your VIPs because that’s where a lot of businesses make the majority of money. How do you keep VIP customers coming back to you for more? You do have like a ton of really cool case studies on your website. So maybe you can, maybe you have some examples of like those VIP programs or like VIP customers approaches.

Michael: 26:02

Yeah, absolutely. So you’re right, VIP is, I mean it’s, there’s a lot of 8020 in most econ. In most online businesses 80% of revenue is driven by 20% of your customers. You know the standard Pareto’s principle. And so VIPs are, it’s critical to nurture those relationships and ensure that they don’t get off track too. So there’s a couple ways that we encourage you to do that. One is a standard VIP win back so we can segment your audience based on how much they’ve spent in total, how many orders they’ve placed, those sort of metrics and then target them. If they again go off track, they’re not making their regular purchase. Typically we can go even further back with VIPs and reactivate them. There’s another example with OWYN is one that comes to mind only what you need, it’s another supplements brand. They went back over a year and a half to repeat buyers and got them to come back at like a 10x roas. You’ve got Beard brand, a men’s grooming brand who went back to their customers who had bought at least twice in the past and not bought in the last six months and were unsubscribed or unengaged. With Klaviyo, they got a 10x return on that campaign. Four Sigmatic, another, another brand that went back three years and we broke them up into really distinct segments and said okay, if we’re going to go back that far, we want to know exactly how each of these customer cohorts perform based on recency and frequency. And we showed that particularly among repeat customers, we went back over two and a half years. In some cases they still got a positive ROI on that campaign. Like that customer is long, long gone. To reactivate that customer at that, at that point is super valuable. So that’s one way standard win back campaigns. And then there’s, we have handwritten cards, we have robotic technology that literally holds a pen to paper and writes with all the nuance of a human hand. Like it’s not perfectly strange. It has all the little nuance of human handwriting in a hand addressed envelope with a real stamp on the front and it’s individually personalized. And so we, we typically recommend those for more delivering a VIP experience because they’re more costly because they’re written on stationary in a, in a, in a state with a, with an actual stamp as opposed to a postcard, they’re going to cost more to send. But in terms of creating a super memorable, delightful experience for your best customers, especially around now, the holiday season, it’s like, it really endears you to that brand. It makes you unforgettable and really cultivates this loyalty that for$2 to, to create that type of experience among your best customers. I mean that’s a pretty easy call to make. You’re not going to be able to get to deliver that kind of experience for that cost, you know, with many other, many other methods. So it can be a really cool way to really solidify your relationship with your customers.

Vira: 29:10

Yeah, it definitely stand out and it helps you to deliver that like white glove service almost to your customers. That’s something that you’d normally don’t expect. And I received those emails or those not emails, those cards and they do look real. You can see like it’s not a picture. It doesn’t look like anything printed or anything. It’s like literally looks like someone wrote you the card with all of the imperfections and everything. It’s a pretty cool thing. I received it from a few brands. I should probably stop spending as much money with them, but that’s another story. But that’s so cool. Yeah. And I mean, the costs, yes,$2, it’s more expensive than sending an email. But when you think about it, these are the top 20 people who are bringing you the 80% of the revenue or what. So that’s definitely worth trying. How do you know if your efforts work? How do you know if the campaign or the flow or if they’re part of the flow were successful? How do you track the campaign’s performance?

Michael: 30:14

Yeah, so again, unlike kind of the traditional direct mail, which is a bunch of spreadsheets and trying to do this sort of analysis, we, because we’re natively integrated with Shopify, we know when the customer is sent a card and we know if they go on to make a subsequent purchase. And we also know if they use a coupon code on the card. So we’re going to show you all those metrics in a real time dashboard in the app. You see how many people received that card and went on to make that purchase. You know, if they used a coupon code that was on the card. And so you get pretty clear visibility into exactly how that campaign is performing. You know, again, in real time, just through the app. Makes it really easy.

Vira: 30:53

Oh, that’s cool. That’s cool. Because usually it’s really challenging to track this sort of like information. Can you actually like customize the discount codes for the customers, like per customer or like per group of customers? Is that possible? Like, you know, like an email you’re doing sometimes, like dynamic, but yeah, you can do that.

Michael: 31:13

Yeah, so we can actually not only. We recommend using a unique code for each campaign that you send so that you can track that back to the specific campaign. We also support single use coupon codes, again because with our technology, they’re individually triggered, individually personalized cards. So each one is printed. We can greet you by name. We could say, hey, Vira, it’s time for a refill. We think you’re running low. And then we can also print a unique coupon code on the card so you don’t have to worry about that code getting leaked somewhere and polluting your data.

Vira: 31:46

That’s pretty cool. Now, personalization, it’s all about the personalization, right? Personalizing the name, the details, but also the offer and the timing of the offer. That sounds really cool. It sounds really powerful. What was your favorite campaign that you guys have sent lately? If you can pick favorite, it’s like picking the favorite child. I don’t know if you can say that, but.

Michael: 32:10

I know, man, there are so many. And I like, go. I’m sometimes skimming through our design queue and just like, in awe of some of the stuff that, that we’ve set. There’s one that comes to mind that is just kind of creative. There’s two that were kind of similar. One was from a shoe brand and they print. It was for kids shoes. And they printed on one side of the card one of those measurements, like the, the foot size measurements that’s so. It fit for a kid’s foot. And so it’s. That’s something that you’re going to hold on to. It’s like, that’s like an actual usable piece of, you know, a usable tool. So they’re going to hold on to that card and use it to measure your kid’s foot size. Like, are you a two now or two and a half or a three? That was really cool. And we did for a supplements brand, like a calendar of workout routines. So again, like incorporating these sort of functional, usable elements onto the card. I mean, there’s tons of like, really cool cards that, that we send that have, that come from really, really, like, polished, really, really strong brands that look great. But that was the. The ones that have also incorporated that functional element where they had like a workout calendar. Today you’re gonna do like, lower body. Here’s the, here’s the. The exercise you’re gonna do. I thought those were really creative and, and the brands helped come up with those. So those are really cool.

Vira: 33:37

It’s super cool. And I love how you said that this is something that you can hold on to. Right? You can have it. You can put it on your desk or something and you can just have it and look at that brand. And I remember this number. I saw this number somewhere that before the average American buys something, they need to hear or see the brand something like 80 times. They need to hear the name of the brand 80 times or see the brand 80 times. The number was crazy to me. But I mean, it’s a good. It’s a good way to keep reminding the customers about your brand and what you do. No, that’s so awesome, Michael. Yeah. Well, thank you so much for sharing all of those fun examples. They’re so cool.

Michael: 34:19

It is fun. I mean, how else are you going to, like, live inside your customer’s home and, and be in front of their face for that many, you know that, that many times for, you know, it’s a really cool thing.

Vira: 34:29

That’s super cool. That’s super cool. And I’m thinking even in this like post hol time when everything slows down, I feel like this is a great way for you to overcome that post holiday sales slump. Right?

Michael: 34:42

Yeah. A lot of our brands actually call it Q5, especially if you’re in the health space because it’s New Year’s resolution season. And so for them it’s actually bigger than their Christmas period in a lot of cases. And so they’re really active right now looking to, to reactivate customers again, especially those that might have gotten off track over the holiday season, maybe abandoned their, their good habits for a little while. Now it’s time to get them back on board and both reactivate some of those customers that have been lagging and potentially acquire some new customers during what is typically their biggest period of the year.

Vira: 35:22

That’s interesting. Q5, I love it. I’m going to use it for going to use this phrase for my clients as well. Well, Michael, tell us where can people learn more about Postpilot and if they have any questions or if they want to try the service? How can we find you?

Michael: 35:37

Sure, you can go to postpilot.com, you can email me if you have any questions. I’m always happy to chat about this stuff, as you can probably tell Michael at Postpilot. And if you go to postpilot.com/GFO and we’ll drop it in the show notes, I think that stands for Godfather all offer because it’s an offer you can’t refuse. Like we’ll literally do the whole thing for you. We’ll make it risk free. We’ll throw in some free cards to help you get started and you got nothing to lose. If it works for you, we know you’ll come back. We think it will. If not, you got yourself a free campaign. So we make it really easy.

Vira: 36:14

That’s so cool. Thank you so much. And yes, we will share all of the links, all of the case studies that we discussed in this podcast. We will share them in the description box down below. And you guys, don’t forget to subscribe and share this podcast with your friends, with your friends from E Commerce and definitely come back next week because we will keep talking about the ways to bring your customers back during this holiday or post holiday, I guess, season. Michael, thank you so much for coming. It was pleasure talking to you. And I definitely do want my clients to try your service because it sounds like a lot of fun.

Michael: 36:54

Thanks, Vira. Thanks for having me. This was fun.

Vira: 36:56

Thank you so much. Okay, great. Great having you. Take care. Bye.