#26. How To Market Your Ecommerce Business In 2021: Top 4 Trends | Podcast

Vira  0:00 

In this episode, we’ll try to cover for hottest email marketing trends of 2021 and to give you a little bit of Head Start or your competition, so stay tuned. We do have a lot of cool, cool stuff prepared.

Alissa  0:34 

Hello everyone, and welcome to another episode of Email Einstein. Vira and Alissa here, Happy New Year 2021 we made it through what most would call the worst year ever. But before we get started, Vira and I, we are two email marketers at an email marketing agency called Flowium. We are both 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, and our service is tailored specifically for your business. It’s designed to help increase your online retail revenue by 20 to 50 that’s five 0% we deliver the right message to the right person at the right moment. That’s what we’re all about. We’re actually going to talk more about that later on today, but Vira, start us off with our first episode of the new year.

Vira  1:35 

Hey, hey everyone. First episode of 2021, I’m super excited, and it feels a bit a bit like unreal to me, because we are recording this episode, and we’re still in 2020 and it will be released in the beginning of 2021 so technically, in a year from now, that’s awesome. I mean, this year has taught us a lot, and if there’s one thing the pandemic has taught us all, it’s that the plans can change easily and quickly, yeah, and usually at the beginning of like, each new year, everyone always try to, like, create some like predictions, analyze the trends for New Years. And usually you just look to the year that is gone, and just assume that a lot of existing trends will continue to into 2021, or into New Year. Well, let’s not ignore the elephant in the room. 2020. Was different. It has brought like, massive changes into the way we market stuff, into the way we shop. But even through this like turbulent year, there are still some, like few hot email marketing trends that have emerged over the last, like 12 months. And honestly, we expect them to shape the face of E commerce marketing in 2021 and beyond. And in this episode, we’ll try to cover four hottest email marketing trends of 2021, and to give you a little bit of Head Start or your competition, so stay tuned. We do have a lot of cool, cool stuff prepared. But before we go there, here’s our Pro Tip of the Week. Alissa, hit us with your pro tip.

Alissa  3:16 

Okay, so this one I’m actually kind of excited for, because I feel like we haven’t had a Pro Tip of the Week for a while, so let’s get to it. Okay, everybody, as we have mentioned, like multiple times already in this podcast episode, it’s 2021 So best thing to do is start this year off right by getting your subscribers excited for this year with you and your brand. We are suggesting is that you personally invite them along for the journey by finding some time this month to send an email from you as the CEO or your team directly. One thing that we are working on with a lot of our clients is doing a sort of like setting the tone and expectation for the year kind of campaign. This is a really great opportunity to let your customers know if they can expect to see any changes in your brand, like a new website, new product launches new branding altogether, or if there are new ways to get even more involved with your brand, or new referral program, new loyalty program, new perks, if you’re dedicating some of the profits this year to a new charity or nonprofit organization, that kind of thing, so definitely take some time this month to just let your subscribers know what to expect and keeps them in the loop. It makes them feel like they’re kind of in control, or know what’s going on, and it just kind of like brings them into your brand’s family, you know. So give it a try. We’ve done it in the past, and we’ve seen really great engagement from a lot of subscribers before, so definitely, our Pro Tip of the Week is to get everybody excited for the year.

Vira  4:37 

Cool, cool. Yeah, that’s a really good one. Now when, when you mention it, I’m thinking, oh, I need to change my calendar ASAP and create something like this for New Year’s. But honestly, though, like coming from that, like human point, you know, doing some human connection from the business, it’s huge. So, yeah, I think that’s an awesome idea.

Vira  5:34 

Well, okay, let’s, let’s go to our trends, to our trends slash predictions for 2021, that’s like the exciting part, right? Yeah. So our first and biggest one, I guess, would be that 2021 will be the year of omni channel, e commerce, marketing, and yeah, I’ll explain a bit later, what is omni channel and how is it different from like a regular multi channel experience, but just think about it. Like, when was the last time you went to an online store and just like, purchase something from them on your first visit? Well, I don’t know about you guys, but it almost never happened to me. I usually do need to go to the store a few times, just like, to look around, build up the trust with an E commerce brand before I feel comfortable even purchasing something like inexpensive and if you are selling like high ticket items, this journey is probably even like, longer like for your customer. So at least like when you when you say, see some kind of like new brand on Instagram or something. Are you feeling comfortable to buy something from them right away? Or do you need, like, a few acquaintances with them?

Alissa  6:48 

For me, unless it’s something that, like, I need immediately, and it’s the first time I’m seeing the product and I’m like, I need this now, then I’ll make the leap. But if not, and if it’s like, there’s actually a brand that I always see on Instagram called Dagny Dover, I think it is, and they have this beautiful, I mean, beautiful diaper bag. And I’m like, oh, I want it. It comes in so many beautiful colors. I’ve literally been eyeing this thing for, like, since July of this year, and I still haven’t purchased it because it is a hot ticket item. It’s very expensive, but it’s beautiful. But I’m still, like, is this a brand I should trust? Like, I’m still kind of, like investigating their Instagram account on a on a weekly basis, at the very least, and like asking for other people’s opinions, and like looking through comments and stuff. Like, I still haven’t bought in, and I’ve had, gosh, I don’t even know how many engagements, so for sure, it’s definitely not like a one shot and go. You have to, you have to be exposed quite a bit.

Vira  7:42 

100% and in fact, people do need at least five to send five to seven brand interactions before they even like, remember, before they even recognize your brand. So I didn’t realize that, but they need to see your brand and like Instagram on email somewhere five to seven times. So interesting enough. Most probably this interactions will happen through different marketing channels. So instead of thinking of one experience for your customer, like desktop experience or mobile store or Instagram or, I don’t know, like Apple watch experience something in 2021 you’ll need to pursue, like, a big, holistic approach where the customer can actually, like, use whatever channel they want to use whatever channel they feel like comfortable with. So in a word of like, fancy like marketing terms, we can call it a fancy word, Omni channel marketing. It is important, however, to understand the difference between omni channel experience and multi channel experience. And until I started like researching this whole thing, to me it was the same sort of thing. But as it turned out, these two approaches are fundamentally different in the way they like view this entire customer journey, and mostly it comes down to the depth of the integration. So in a regular multi channel environment, the user has access, like, to a bunch of different communication options, like email, social media, brick and mortar store, mobile stores, stuff like that. But there’s different channels. They are not necessarily connected. So if you’ve seen this like, if you’ve seen this like Facebook ads over and over again in the Facebook you can again see it in Instagram, or, I don’t know your the brand can be bombarding you with like emails with the same offer, yet when you connect them, this is like the omni channel experience, because when you connect like, Instagram knows that, hey, we’ve showed this like thing On Facebook, the customer is not interested, then it’s like, it’s like, similar, like in the email marketing. You know when you’re seeing that someone is not opening the campaigns, why would you like keep bombarding them with with this thing, right? So, yeah, so omni channel marketing is very like complex, but if you think about it, we use this approach, like all the time. Right? It basically creates a seamless message that can adjust to your customers based on their like behaviors, through different sales funnels, through different channels and stuff like that. So here’s an example how it might look from your customers perspective. And now, when I will give you this like little scenario, you will be like, okay, okay, yeah, I’ve seen brands doing that. For example, you’ve signed up to receive SMS updates, like from from a brand, like messages about the promotions or whatever. You’re getting this message, you are not responding to this message, then you receive an email. So basically, you can connect the SMS and emails, so you cannot be, like, sending the same message from like different channels, and you can easily do that in like Klaviyo, so you can first receive the message, then a few days after that, you can receive, like a promotional email, if customer also the same customer, can be targeted on Facebook with like the abandonment product or whatever. After they have purchased the product, they can go back to email and start receiving the post purchase sequence, where you can, for example, ask them to join your Instagram. And that’s something that we do all the time in our sequences. And when customer like finished his like purchase or her purchase or whatever, and when they are done as a customer nurturing strategy or as a win back strategy. I guess you can even use, like a physical letter, right? You can send, like a handwritten note. And we actually had a pretty cool episode. It was episode number 20, about this mail marketing. So the direct mail, the direct mail, so you can actually do the wonders. And this is like the biggest difference between omni channel and multi channel. That omni channel is very, very like connected the integration it has. It comes down basically to the depth of the integration. And I mean, we are usually on the behind the scenes of email marketing, but something that we are doing already is the email marketing plus SMS marketing, so you can integrate, like, a lot of stuff together. And this is the approach that provides customers with, like, a very like, seamless, seamless shopping experience. And like, my favorite brand who’s doing the omni channel marketing well is probably the Starbucks, because I don’t know if you notice, but I think they nailed this whole omni channel marketing thing. A quick look at Starbucks Rewards app, if you guys are using it. So basically how it works. You have the you’re collecting the points through your app, and to like to get that points, you need to be paying through the app. And you can use that a app to pay both online and offline. You can upload some you can load some money, both online and offline, you will be receiving some specific like emails and reminders based on where you are in your customer’s journey. And yeah, I mean, Starbucks is doing it really, really well. And actually, any change to the cart or your Prov file gets updated across all the channels in real time. Yeah, so, I mean, there are a bunch of brands who are doing it already. You probably just, like, didn’t realize that, but yeah, this is definitely the big, big trend for 2021, and maybe, like, do your research, read some more stuff about it. But this is powerful and like, don’t, definitely don’t ignore this trend.

Alissa  13:22 

That’s huge. I didn’t, and I never really, truly understood the difference between omni channel and multi channel. So that’s really helpful. Interesting. Yeah, I wish the, I wish the US government used omni channel marketing. Because sometimes I go to like, the DMV, and one thing is updated, and then you go to the Social Security office. And they’re like, What? When did you make that change? And I’m like, Don’t you guys all work for the same thing? Don’t you all work as part of the same company? What the heck. So that’s helpful. Very helpful. That’s very cool, nice. So for number two, for our second kind of trend to look out for, for 2021 and then also, like, a great way to market your E commerce. Market your E commerce business for this for this year, is referral marketing in emails, specifically so word of mouth, right? This is how some of the biggest brands that we know in our time became who they are. And really, like, how often do you actually trust your friend’s personal experience over what a random stranger wrote on the internet. Like, I mean, sometimes I read these reviews and I’m like, is this a paid person or is this a real person? You know? I mean, don’t get me wrong. Like Vira, I don’t know about you, but I always check the average star rating and number of reviews a product has on Amazon. But if my best friend tells me that the product sucks, and it has over 5000 reviews and five stars on Amazon. I’m gonna go with what my best friend is telling me, and I won’t buy the product. So without being weird or pushy, the kind of name of the game is how to get referrals, or this word of mouth effect to help grow our own businesses, or your E commerce business, for those of you listening, especially in 20. 2020 you know, people are trying to make amends for any losses that were that were taken, or any hits they took in the year 2020 so if you remember from Episode 22 which isn’t too far back, it’s about four episodes back, we talked a lot about the effective tools that you can use and that we would personally recommend in your email marketing. And in that episode we also talked about referral programs, and 2021 is the year to get your referral program started if you haven’t already 2020 obviously, was a year that tested us all, especially businesses. In our last episode, we actually talked about the lessons that we learned, and one of them is being an empathetic business in a time of need, and when you’re empathetic, it will go a long way with your customers. So if you are one of these empathetic businesses, and you don’t actually have a referral program in place, now is a really good time to leverage the loyalty and rapport that you built with your customers last year. So for example, and I mentioned this in the last episode, my wedding venue that we didn’t even use will never, ever, ever get a word of mouth positive referral from me, but I know tons of friends that did get married last year that will go the extra mile and have gone the extra mile to vouch for their wedding venue because of the service that they received throughout the course of the pandemic, despite the contract that was in place, et cetera. So in case you missed it, here are the specifics of what we mentioned in Episode 22 with all the referral programs. And make sure to do your own research in your own time, because the most important thing to do is find a referral program that will actually work for your business and accomplish the goals that you have personally set for this new year for your business. So the two favorite platforms that we mentioned in that episode are referral candy and talkable both provide a very quick and easy way to reach out to customers for a referral, and provide an incentive to both you as the customer who is making the referral and your referred friend. And really, it’s a win win situation, because you get a piece of the pie your friend does too, and ultimately, you get to share a brand you love with one of your pals. Again, we’re talking as the customer here, and after the last year of limited interaction and engagement with friends, this is a really great opportunity for businesses to create, kind of like a new level of pitch and encourage their customers to start reconnecting with their friends through this referral program, which is is handy. It’s just kind of encouraging the reconnection, the resocialization, etc. So the referral side of things is huge, and it’s definitely something that we would strongly recommend leveraging this year, especially if you haven’t in the past. If you are currently doing it, it’s just one of those things that, like, you got to up your game, because word of mouth and referrals are going to go a long way for you. But if you haven’t started doing it yet, definitely do the other thing I’m going to really quickly mention is influencer marketing. I have one brand that I work with that actually uses this, but I’m going to keep it super brief, because it’s really effective, but it can be extremely expensive. And to be totally frank with you, in my personal opinion, I think that influencer marketing is slowly dying out, because everyone and their mother is an influencer these days. So it’s one of those things where it’s like, okay, is this really gonna work? Etc. And for the big the big boy, influencers on on Instagram and things like that, I mean, you have, you have the expectation of having to pay anywhere between like three to $10,000 for one post that could or could not get you any new business. But if the influencer marketing does work for your brand, it has worked in the past, or you really strongly feel that it will work for you and your audience. Don’t fix it unless it’s broke, you know. Like, keep going, keep pursuing that route, because the influencer marketing, it rose so quickly and became so popular so quickly, obviously, because it works, you know, so definitely something to consider when you’re going through that kind of whole like, Okay, how do we incorporate referrals? How do we get more word of mouth? How do we, how do we kind of grow that side of our business? So 100% something to consider for 2021 because that is going to really push your company to the next level.

Vira  18:54 

Right. See, I completely disagree with about this, like influencer marketing dying. Yeah, I agree. There are a ton of them, like everyone as influencer. My husband thinks he’s an influencer, but he’s not like his mom and grandma is just following him, but whatever, I mean, it’s just you need to be very particular with who you work with, because with some of my clients, I had the experience when, when the big dog mentioned their brand, Ben Refold. Actually, he’s quite popular biohacker. He just like, mentioned one of my clients brands briefly in his Instagram post. I’m not even sure if it was paid for, or it was just like, or he just mentioned something that he liked, but we’ve seen like an insane numbers, my clients, like, literally went out of stock because the demand was so high, yeah? So you just need to be very like, particular with who you work with. But in a way, influencer marketing is a referral marketing, right? So there are a few. People’s on the a few people on the Instagram or Facebook, who are you follow religiously, and whatever they tell me to buy. I’m like, buying because I love them so much. But, yeah, yeah, I think the influence, influencer marketing and referral marketing in general is huge, especially in 2021 when people are craving this, like, connection, you know, like, yeah, connection with each other. That’s that’s a big one. And another trend, we sort of covered it in our episode number 25 but hyper personalization of emails, this is a huge one. And yes, people do crave like a real human connection, and hyper personalization is maybe one of the ways to do that. And if you are anything like me, in fact, probably like most customers, you have like 1000 better things to do than going through your inbox. And honestly, sometimes it feels like a chore, because what’s in your inbox is not very interesting, personalized or relevant to you. And that’s something that we talk about all the time, like relevance, relevance that the right message to the right person at the right moment. And interestingly enough, only 21% of consumers reported that they have received a memorable promotional email in the past two months. And that’s like sad, and I hope that we were among that that 21% of emails. But can you imagine, like within the last two months, people did not receive anything like most people did not receive anything memorable or different or like relevant. That’s sort of sad. And according to another research, almost all consumers, actually, 96% of all consumers have reported that they have received, like, mistargeted information or promotion and their email campaigns, like 96 freaking percent.

Alissa  21:50 

Yeah, that’s nuts. And okay.

Vira  21:53 

I’ve been there. I’ve been among, among that like 96% who like, received, I don’t know, like male skincare products promotion. So I was like, how do you even get my email? Like, who are you people? And yeah, like 71% of people said they have experienced an offer that is clearly shows that they do not know that the brand does not know who the customer is. And like 51% mentioned that they have some mixed info across different methods of communication. And like, 41% mentioned that, like, some major mistakes about basic information about them was made. So yeah, so this, this numbers are sad, especially to us as email marketing, as email marketers, but on the other hand, when you nail personalization, when you do the targeting and personalization correctly, the benefits can be huge. So for example, the birthday emails, they are obviously super, super targeted, because you are receiving the campaign or the email on the day of your birthday. So this is, like, very relevant to you, obviously. So the birthday emails, they are capable of generating roughly, like, 342% more revenue than a regular promotional email, just because they are so like, personalized, and just because they are so like, targeted, and they’re personalized messages, like in general, not just birthday one, but in general, they have their return on investment of like, 122% so this is huge, and like the few very basic tricks, again, some of them were mentioned in our episode number 25 but some of the very basic tricks is the segmentation everyone wants to feel like they’ve been spoken to and they are engaging with a real person. So just like, slice your list into smaller sub categories, into smaller sub lists using like specific criteria, so your campaigns and your flows and your emails can be more relevant to your customers, and like you can even start making more relevant recommendations to repeat customers based on their like face of life or based on their like previous purchases. And that’s something that Klaviyo actually talked about a lot in their holiday bootcamp event. So understanding what your customer have bought over the years, makes it much easier, easier to sort of create their portrait and understand their purchasing behavior, understand what they will purchase from you soon. So a good example is, I had a client who was selling who’s selling supplements, and they are selling the probiotic supplement, and after you finished, let’s say one course of this probiotics, you need to, like, decrease the dosage, but you can only know it if you are in, like, in the industry, if you know and understand your clients well. So what we did, we basically created the campaign for people who just finished that higher dosage probiotic, and we send them the off. For the basically, like a next step in their customer journey. And that campaign was, like, hugely, hugely successful. So yeah. So definitely, this is the personalization in a way, as well understanding where your customer is and making relevant recommendation to them. Oh, my God, this is huge. And like something small, like using a real reply to email address is also may make it makes it all more real, or like customizing the sender’s name to change it from something generic, like marketing@company.com to like, I don’t know, johnsmith@marketing.com or whatever, including recipients name. Gosh, this is so easy, but you wouldn’t believe the difference that it makes even like including the recipient’s name in the subject line. This is like, this is huge. It helped us so much with open rates and like, click through rates you wouldn’t believe. So even like changing the tone to something more conversational. In 2021 people do crave relevance, and they do crave, like, a connection and personalization. So this is our trend/projection number three, hyper personalization of email and marketing in general. So yeah.

Alissa  26:10 

And I love it, because it rolls right into number four, which is humanizing your email strategy. It’s like, it’s just go like, I love these, because these all kind of like, go one into the other, which is awesome. So I’m actually really excited to share about this one, because it also kind of touches back on what we talked about last episode, too. And I personally am an extremely empathetic person, as some would actually say, almost to an unhealthy level. So I love the fact that empathy and email marketing is turning to a major trend for this new year as part of this idea of humanizing your email marketing strategy. So 2021, will be all about integrating empathy and building human connections, which is what Vira just talked about, pretty in depth as well. Regardless of the connections that we focus on being through a screen, it doesn’t take away from the fact that there is a human being on the other side of that screen, and if you don’t know how to communicate effectively and in a human way with that person, then you lose them. You’ve completely lost them. And for brands, this massive shift in relationships means that they have to adapt their messaging, their channels and timelines of their messages, and this includes the way we email. Obviously, long gone are the days in which email marketing would just be a collection of sales pitches and overly promotional copy. And although we love automated emails here at Flowium because they’re so helpful, they generate revenue without us having to do any work at the time of the sale. I mean, we could go on and on and on about how amazing automations are. It’s important for us to remember that automations are not here for us to just set it and forget it, because people can pick up on that stuff from a mile away. They can pick up when it’s fake. They can pick up when they’re seeing the same email that they saw 30 days ago in the abandoned cart. That stuff is very easy to sniff out, so we, as email marketers, we have a huge responsibility this year to play a role in building a consistent user experience and a seamless customer journey. Building strong relationships with customers means we have to understand their needs and what they expect from our brand while sending them messages that add value and put the customer at the heart of the strategy. So again, like Vira mentioned, just putting their name in the email, it makes such a difference, because you’re actually talking to them. You’re not just saying, hi friend, hi customer, hi pal, whatever it is, you’re not generalizing them speaking to the masses. You’re speaking to that person directly, which really tugs at their heartstrings, ultimately, because it’s like, wow, this company is reaching out to me. You know, yeah, you know that thing that we say at the start of every single podcast, deliver the right message to the right person at the right moment. We say it every week. We have it memorized here internally at Flowium, we laugh through it. I have stickers of it all over my laptop and my water bottle that also say it. But do we actually do it? And that is going to be the question that you’re going to have to answer pretty much every day of this year and making sure that you are actually doing it. You’re not just saying it, but you are doing it. So in order to achieve the right message to the right person at the right moment, brands have to embrace empathy as their way to better understand and relate to customers. Empathy is an attitude that you can’t fake. I don’t know if a lot of you have read this book, it’s called How to Win, make, win friends and influence people, by Dale Carnegie, I always forget the wording of it. It’s such a great book because even though it doesn’t necessarily speak to email marketing, it talks about how human engagement and human interaction, you have to have that level of empathy, where, like you actually care about the person that you’re talking to, because when people can pick up that you care about them, they will go the extra mile for you. Yeah, but you can’t do it in a fake way, because a lot of people say, Oh, that book is like how to manipulate people. Really, it’s not about manipulating people. It’s about having a genuine care for people. And in this case that we’re talking about specifically. For your customers. So if you don’t genuinely care for your customers, I don’t know how long your business will survive, because again, people can sniff that stuff out, and when they can tell that you don’t care about them, and all you care about is what’s in their wallet, they’re gonna leave without a doubt. So the empathy side of things, it only works when it’s a genuine and authentic attitude. So you’ll really need to take the time out this year to understand and care about your users feelings and make those feelings an integral element in any marketing communication that you send them, especially with email. One example that we’ve we mentioned last episode of this podcast is the shipping situation here in the US USPS had huge shipping delays for Christmas, huge and there are so many angry customers who made a purchase Black Friday and still haven’t gotten their purchase to this point, you know. And so the brand owners that we’ve been working with are scrambling, trying to figure out how to make it right, and they’ve had to send out personalized emails to all these different customers letting them know. Hey, listen, this is what we’re doing to resolve the situation. Here’s where you can get more information. Here’s like, what we’re willing to do. You know one of my customers, or one of my clients, rather, they have a loyalty program, and they gave everyone 100 points because of the delays. That’s not a cheap thing to do, because 100 points equals $10 off their next purchase, but it’s the right thing to do, because when your customers have issues, you, as business owners, should care about those issues. So in this way, when you integrate all these things, you’ll be able to build a really powerful bond with your customers, and you’ll officially be setting yourself up for success this year. So just make sure that you keep that in mind as and as and when you work through your email marketing strategies, whether it’s campaigns, automations, staying in tune with what your customers are saying staying in tune with what they need, staying in tune with how they’re feeling and what’s going on and the environment around them, it’s so important because people now more than ever, are in tune with that own with their own feelings, and if a brand doesn’t coincide with that there, they just write them off. They don’t give them a second chance. So yeah, there you have it. Our four trends for this year.

Vira  32:11 

Yeah. So let’s just do the quick recap, I guess, just to highlight them all. So the first the big trend was the omni channel, e commerce marketing.

Alissa  32:22 

The second was referral marketing and emails along with the influencer marketing as well, if it applies to your business.

Vira  32:29 

And hyper personalization is still a trend, and it will continue to be a trend, I feel like always. So just keep that in mind.

Alissa  32:37 

Yeah for sure. And then the last is just making sure that you’re humanizing your email marketing strategy moving forward. So yeah, yeah, yeah, an exciting 2021, ahead. I’m very much, very much looking forward to how this will all go down. Yeah, guys, thank you so much for listening today. Please don’t forget to subscribe and share this podcast with your friends. Also as a note, as we as we have rolled into the new year, if you are interested in getting some more advice on how to establish a solid email marketing strategy for your own e commerce Store, please feel free to visit us at flowium.com/contact, you can sign up for a free consultation there and just get more some more info. You’ll be able to touch base with someone in the company, they’ll be able to give you some insights and let you know if you’re going in the right direction or not.

Vira  33:26 

Cool. And tune in for the next episode, because next week we will have a really, really awesome podcast. And now, when the Black Friday Cyber Monday New Year’s promotion along gone the Black Friday Cyber Monday shoppers. You will need to reengage those people again. So there is, like, a certain group of people who exclusively shop for Black Friday Cyber Monday holidays, the holiday shoppers. So they probably even, like, forgot about your business right now. So we’ll be talking about the strategies, about the ways to actually turn your seasonal shoppers and to repeat customers. And I know that this is a very like emotional and sensitive topic for many of you, so tune in. We do have a few really cool strategies that we want to talk about. Thanks for listening to an end next week, and we hope to see you here next week.

Alissa  34:25 

Thank you guys. Have a Happy New Year, and we’ll see you next week.

Vira  34:30  

Yeah, bye.