EP 353: How to Use Consumer Buying Trends in Your Marketing in 2022
2:03PM May 11, 2022
How can you kind of hit each of these segments with your audience and if it's not authentic, then don't do it. But there is a way to address the overwhelmed consumer, the influence consumer, and the activist consumer, in your marketing throughout everything that you do. Welcome to thrive by design, the podcast for ambitious independent jewelry brands, looking to profit from their products, get ready to make more and sell more doing what you love, without spending every single waking minute doing it. Hey, and if you're a creative fashion or product based business, I want to welcome you to the show. I'll be dropping big tips on launching, growing and scaling your business. So you can spend more of your precious time using your creativity to make money. You ready? All right, let's do this. Welcome to the thrive by design podcast episode 353. Welcome to the show everyone. I am Tracy Matthews. I'm the chief visionary officer of a company here called flourish and thrive Academy. I'm the host of this show today. And today's a very special episode for a couple of reasons. Well, we are coming up on our 10 year anniversary, my co founder Robin Kramer, and I started this company in July of 2012. And now it's 2022. And this is my 10th birthday episode. So
it's my birthday. At the end of this week, my birthday is on May 21. And I love celebrating birthdays. So it's one of my favorite things. And we're moving into and rolling into birthday season around here at flourish and thrive. So I wanted to record this episode for a very specific reason. First and foremost, we are just wrapping up our second iteration of the jewelry brand makeover boot camp. And we got a lot of questions about brand positioning and all that stuff. So I think this is really important to be thinking about through the lens of how am I getting my products out there. And then the second thing is that we hosted a pricing and positioning workshop in April, I believe it was, and it was such an amazing, we got an amazing response, it was just an internal promotion, meaning we only shared it with people who are already on our email list. And it was one of our most popular internal, I would say internal promotions that we've had. So I'm going to be sharing a little bit about how you can get a brand new pricing and positioning guide, well, maybe I should just do it right now. So every year for my birthday, I give away something for free. That's awesome. And this year, we're putting together some of the core concepts from this pricing and positioning workshop that I did, and delivering it in a free guide that you can download and reference for yourself. And so it's yours for free as my birthday gift to you. And I hope that you enjoy it. So all you have to do to grab that gift, it's really designed to help you talk about your work in a better way, and to be able to position your brand so that you can charge a little bit more for what you do. I was scrolling through Instagram the other day, and I came across this person who does some brand marketing for brands and stuff like that. And he's saying, you know, the biggest reason why you're attracting cheap customers, where you're getting price resistance for your products, is because you don't know how to communicate the value of what you offer. And it's not necessarily that anyone should be a cheap brand, especially in the jewelry or luxury product industry. It's that if you're selling something, especially when you're just starting out and you're a maker, or doing handmade work and stuff like that, a lot of times people are just they don't value themselves enough. So they don't know how to communicate that into the outside world. And so this pricing and positioning guide is going to help you do that. And actually everything I'm going to be talking about on today's episode, hopefully will help you elevate your brand a little bit more. So that's my free gift for you for my birthday. So if you want to grab that head on over to flourish, thrive academy.com forward slash birthday and get on the waitlist. If this is after my birthday on May 21. This is going to redirect you to download that guide. And I'm also offering something that we haven't done before. One of the things that we've been getting asked for a round here is more individual and one on one, feedback and coaching, especially when it comes to things like your collection or your website. So we tested the launch of individual one on one collection and pricing reviews at the beginning of the year. And this was all inspired because someone reached out to me asking me to make an exception and do one for her. And because this was an already very established brand. And they weren't getting started. I'm like, Okay, I'll do it. And let's see how this goes. The woman got great feedback, and we identified some huge holes in her pricing strategy. And her collection was fine, but there was a lot so we had to edit it down and we talked about ways that she could reformulate it and reposition herself to her retail stores. This was someone who was already a really established designer But I realize that sometimes people who are just starting out are at different phases in their business, who just want outside eyes on their collections or their pricing, because they're just really clueless. And they don't know if they're pricing the right way or the wrong way. And in fact, and or even merchandising their collection properly. It's not that they don't have sales, but sometimes just small tweaks, the way that your merchandising or designing things can have a huge effect on your ability to increase your profits for that piece, and also charge more or charge the right price. And I say that because every scenario is a little bit different. In fact, the designer that we did this for who won a contest of ours once we taught her or share with her just one way that she could reduce her production costs and the way that she was designing her jewelry, which increased her profit margins significantly. So there's a whole gamut of how this can help you and your business. So we're offering as my special birthday offer, because in addition to giving away something free, I also offer something for sale. And we're going to be doing these collection and pricing reviews. Instead of having them be 497. We're offering it for a limited time for 297. So I believe we're going to be having this promotion for about four days, it starts around my birthday on May 20. So the best, my birthday is May 21, we're gonna probably start this promotion on May 20. So the best way to find out about it is to number one, head on over to flourish, thrive academy.com, forward slash birthday, and get on that waitlist over there. And then check your email over the weekend, because you definitely want to make sure that you are paying attention to this because if you miss the window, then the pricing goes back up to 497. And we want you to be able to get the most value for this type of offer. Because it will literally be game changing. In something else, you
don't have to use this right away. So if you don't feel like you're ready to utilize the one on one collection Review, I'm assuming that we're going to be probably getting a volume of people and there will probably be you have to schedule your appointment and at a certain date and time so that we can fulfill it. So you'll have a year to access this. So if you're not sure that you want to get it done now, but maybe you want to get a review before the holidays, this is a great time to get in for the 297 price point, before we raise it after we released this offer live to our community. So if that's interesting, once again, head on over to flourish, thrive academy.com forward slash birthday. And you can get both of those goodies over there. In any case, that pricing and positioning, little workbook and download is going to be amazing and totally worth it just for getting that for free. So I hope that you enjoy and I'm looking forward to hearing what you think. Alright, so I wanted to dive in to today's episode. So this episode was inspired my CMO or fractional cmo who we just we've been working together for a while we just parted ways. She's gonna be on the podcast in a couple of weeks. And I'll tell you more about that. Brenda, she sent me a link to an Amy Porterfield podcast. And I'm a regular listener to Amy Porterfield. But I've kind of dropped off the podcast listening less because I've been focused on listening to more audiobooks. And she asked me if I'd read this or listen to this episode. And I told her no. And it was all about consumer buying habits. And so she interviewed a man named Philip Stutz. I hope I'm saying that right of when big media and I listened to the episode three times, I'm also going to have it linked in the show notes. So you can head on over to flourish, thrive academy.com, forward slash 353, you'll love links for anything I talked about here. And I was really fascinated by this conversation, because this company that Philip owns, does a ton of market research about buying habits and what consumers are doing. So one of the things that I thought was really fascinating is how they were collecting data on these three core buying groups. And I found it interesting to think about how can we relate this to the jewelry industry. So basically, what they came across was that there were three types of buying categories. They were the overwhelmed purchaser, the influence purchaser, and the value based or activist purchaser or consumer. Now, I'm going to walk into like what each of these things mean. But at the end of the day, I do want to make sure that I'm giving credit to the people where I've heard this information from and they got all this information from the report that Phillip mentioned on Amy Porterfield podcast. So if you want to download the report, you can head on over to the show notes. And I'll have a link right there where you can listen to Amy's episode too. You know, Amy's program is really more focused on people who are selling information and courses and coaching like that kind of thing, as opposed to what I teach over here, which is how to sell a physical product in particular jewelry or other luxury items. So I'm going to translate as best I can, what I learned from this episode and how we can apply it to our industry and I think you'll be really fascinated by this. And I want to just mention one more thing. If you do find this fascinating and you think it would be helpful for other jewelry makers or other people that you know or design Are brands, please share it because I think this is really valuable information that we all know, I had a couple of people in our jewelry VR makeover boot camp, saying that it was harder to make a sale lately in the old ways that they used to do. And so this got me thinking, okay, so what are the things that are motivating people to buy right now. So we have these three categories, overwhelmed, influenced, and activist or values based.
I'm going to start with the overwhelmed consumer. This consumer is typically someone who's kind of doing it all they have kids at home, they're managing careers, it's usually like a dual parent household. They're overwhelmed with the challenges and creating a work life balance. They're making home renovations, they're buying or leasing a car, they might be refinancing their homes. And they're managing, I think this is a huge segment of my friends who are managing, dealing with kids being in and out of schools, especially those that live in big cities like New York City and San Francisco. I know, in most areas, things have opened up and people are back in school. But people are still struggling, you know, in these more urban areas. They're also really concerned about their children, especially when it comes to learning with maths and their development, and stuff like that. They are buying a lot of alcohol, which I found interesting probably to numb their overwhelm and to escape. And they are driven by convenience, which is super important when you think of how they're buying. So I'm going to walk through how this would really work for you. One of the things that I really got out of this is that they're driven, as I mentioned before, driven by convenience, they're doing a lot of shopping online, and they want things to be streamlined and fast. Now they have a media consumption of social media. And they're also using streaming services, because the main thing that this segment wants is to escape their regular lives. So this is really important. And the other thing that I found really important in this report is that the social media platforms that the majority of these people hanging on, are not what we think they're not Facebook, and they're not Instagram. So this segment, actually, Instagram was one of the top three. But the top segment I think was LinkedIn and tick tock, and LinkedIn is a little bit of an unusual one to try and sell jewelry on. But it'll be an interesting test if you do have people here because a lot of these people are on LinkedIn, for their careers or for their jobs for whatever reason. So here are the things that motivate them or drive them to buy, they are interested in uplifting products, they are more brand loyal than some of the other segments. And they are willing to shop from individual brands. They like to buy online and return in store. I know that's not necessarily relevant for people who don't have a brick and mortar retail store. But if you're selling wholesale, and that wholesale store has an online presence, and they can also return in in store super helpful. They are, as I mentioned, motivated by convenience. So they want to streamline shopping experience online. So I think another thing that we could be thinking about for this segment is like how can we make shopping easier for them? Is this access to curbside pickup? Is this actually reaching out to people and giving them personalized attention, meaning like, you know, these people have bought from you before sending them a one on one text message or something like that to say like, Hey, how can I make shopping for Mother's Day easier or shopping for the holidays, were for your gift giving easier? They I think virtual shopping sessions or ways that they can connect through your website so that they don't have to if they have questions, they can be answered really quickly. So I think having a chatbot, or some sort of messenger component that is actually maintained, can be super helpful to help conversions. And also they want to be in and out quickly. They don't want to spend a lot of time buying. So the more that you can make this convenient and easy for them, the better. One thing that really comes to mind here is for anyone who sells to husbands, or partners who are buying for their spouse or their partner. This is a great thing to think about, like what can you do to make things convenient. Now in our momentum retreat a couple of weeks ago, we had one of our students, or she was a graduate who was invited back to join the retreat, because we allow our students to come back and pay for a seat. Joya, she was sharing her wish list strategy and how she markets to husbands and does this why and wishes event. And it's amazing because it helps build her whole pipeline for the holiday season. And so if you're thinking about like, if this person is buying jewelry for someone else, like how can you make the experience for them
a lot easier. So some of the ways to get in front of them would be through targeted social media on the platforms that they're actually shopping on. And the other thing is that the messaging should be surrounding escape, escapism, ease of purchase, taking their mind off of their reality, and anything to that's going to alleviate their day to day stress. So here's how I would think about using this In your jewelry brand for marketing, how can you use elements of the buying experience as an escape, so maybe this is images of travel, maybe it's organization or order, anything that you can show like, add value and how they can maybe travel with their jewelry or how they can organize in their home. Because remember, they're doing a lot of home improvements, or how you can feature the jewelry in a way that is organized in your marketing, anything that's going to make it feel less stressful. And then I think another thing too, is like, think about how your jewelry could impact someone's emotional state. Right? So if you have a brand, let's say that has healing gemstones, you can market the gemstones in your jewelry, as a you know, healing property, how can you sell the benefits of those gemstones in the pieces of jewelry that you're selling, like maybe the bracelets offer calm and relaxation? Or maybe you show them how they can use this as escapism for a date night, you know, these people are young parents oftentimes, and they don't have a lot of time to get away from their kids. So maybe there's a way that you can show them, oh, bring the date night em home, or maybe it's a way to kind of bring the romance back with your jewelry. As I mentioned before, they want to make the buying experience easy. So any clunky user experience is going to turn this person off also, I think and an ability to talk to someone so whether that's through live chat, or even a phone call, these consumers are buying online for sure. So in certain cases, it makes sense to have your it might even make sense to have your jewelry on platforms like Amazon handmade, because if they're shopping on Amazon, and buying a bunch of stuff, they can add jewelry into I'm not saying that this is right for everyone. I'm just saying if that's something this might be an opportunity for you on a third party platform like that. And one of the reasons you know, keep saying this make the buying experience easy. One of the reasons why I love the Shopify platform and this is please take note of this if you are not on Shopify, yet, we have a Shopify free trial, you can head on over to flourish, thrive academy.com forward slash Shopify and grab that free trial. I'll also have a link in the show notes if you're driving or something so you can head on over to flourish thrive academy.com, forward slash 353. And look at the show notes links. But the reason why I love it when any seller is on Shopify or any businesses on Shopify is because all I have to do is enter my email address that I've used for all the other Shopify orders I've had, and was shot pay, it has all my credit cards there, it already has my information there, I don't have to set up a new account or try to scramble for my credit card. Or if I'm on a private browser on my phone, I don't have to try to, you know, it won't pick up the auto autofill. And so this is the reason one of the convenience reasons and one of the reasons why I recommend Shopify so hard to everyone is because it makes shopping easy for people. So if you were to get like 50% higher conversions, because you're on a platform that someone can enter the same email address that they have for all the other companies that they shop direct to consumer on, you're basically making it easy for them to buy. And then other things that make the buying experience easier or like one click Order bump. So this one might be something where you offer like as also, customers also like or using like a suggestive selling app that features other products. And then I mentioned this earlier, but I think wish list for their partners to be able to buy for people this can be super helpful and having some sort of wish list type of campaign to make the buying experience easy for these overwhelmed people. They got so much on their plate, they want to escape. So they're scrolling through Tiktok and Instagram. Those are the two platforms. The other one is LinkedIn.
I think they're using LinkedIn for different reasons. So it might not be necessarily the place where you'd feature your jewelry. But Tik Tok is the second most consumed platform by these people. And Instagram is a third, I found that really interesting, especially since this demographic, there are the younger kids at home. But this does also address like people in their 40s and 50s, who still have young kids. Now the next segment that they spoke about in this report is the influence consumer. So this is someone who is literally follows influencers, they want to get away on vacation, they are not as much looking for escapism, but they're just like frickin over the pandemic. These people have more of a budget concern. They're not they don't have as much disposable income. They maybe have like $20,000 Extra disposable income at their disposal for the entire year. And you know, when it goes for an entire year, that's not necessarily a ton of extra cash. So they might be in the stage of life where they're getting married, having a kid getting their second degree, maybe they're moving a family member to a retirement community. This segment actually wants all the information to be in some sort of ad or post when they get it so If you're going to be creating content on tick tock, they would probably want to see videos we were talking about, like the process of the behind the scenes, they're also going to want to see how things are made, they are also really interested in style. So this is where you can really stand out, especially if you have a fashion brand or something that's motivated by trend. These influenced people are the people who are going to be shopping from you, this demographic is actually buying a lot of jewelry. But I would say that this demographic, this is going to be more the fashion forward or fashion focused type of segment. And what this report said is, this segment is also a little bit more budget conscious. That doesn't necessarily mean you have to discount, but you want to maybe be able to communicate the value of what you're creating in these pieces. So maybe it's quality over quantity, maybe it saves them time in some way, shape, or form. You know, think about it, like if you had something that they could wear on a date to the office, and then something that they could also wear on the weekend with their Lululemon. So it's gonna save them time. So it's a really value added proposition, right? They want to add to your Trend focused and beautiful items. They also add, I keep saying this, that they follow trends, but they want to be different. So these are the people who really want to stand out with their style. They're going to be influenced by what's on bloggers influencers feeds what other people are talking about. So publicity in this case can be really impactful for a brand who's marketing towards this segment or getting items positioned on high profile people. I'm not always a huge fan of influencer marketing, because I don't believe that always works. But at the end of the day, there is still a segment of the population that does pay attention to this stuff. So that's something to think about. They also know what the trends are. And so the more that you can position your products, in line with trends that are going on and use more styling type of images, in your promotional materials, in your reels or in your tiktoks or anything else that you're using for promotion, this is going to be super helpful. So let's talk about how to use this in your marketing. As you know, we don't recommend discounting around here, instead talk about the value, meaning Why are you commanding and positioning your brand the way it is. And then if there are ways that you can get the cost down to make a piece down. And what I mean by that is, like I mentioned this, in the preamble of the show, when I was talking about our pricing and positioning guide, there have been many students that I've supported over the years who have, you know, really been making their jewelry in a very inefficient way. And there's a lot more efficient ways that if you learned how to manufacture in a way, or even produce your products in a way that took the time and the labor out of it, you could actually get your costs down or create more margin for yourself. So this is why using our communicating value of the types of materials that you're using, so if you're using high quality materials, or really high craftsmanship, or the promise of standing out on a date, these kinds of things are the things that add value to the piece. And also, from a reverse engineering aspect. As I mentioned before, as much as you're able to work around with like, not cutting the quality, but cutting the weight, the cost of the way that something's made, you're gonna get more margin, but also be able to communicate that value a little bit more.
These who will definitely care more about the way things look. So this is going to be your fashion segment, they are looking for deals. So these are the people who might get on your email list for when you have that twice a year sale or your holiday promotion or Black Friday and stuff like that. So you might want to target to this segment about that. Like, if you're trying to build your email list, like I only have two sales a year. So if you want to hear about it, this is your opportunity to get on for those things. Once again, they are definitely focused on more travel because they've been saving up for their post pandemic vacation. They're looking for that in a vacation vibe. And I think one of the ways that you could really appeal to this segment is to show people how one item can be styled in a variety of ways from day to evening from, you know, yoga class to the next thing and talk about how the quality of your pieces will last for all these segments because this segment is actually it they're saying that they're it's buying jewelry. So let's talk about the final segment, which is the activist consumer. These people are spending money on brands that stand for something. So we talk a lot about brand positioning and having core crossover values and alignment with causes that matter to you. Now, not every brand out there not every jewelry company is going to be an activist brand. So maybe this isn't your customer. Maybe it is you don't know until you really lean into it. These kinds of people are really looking for things to align with maybe their social justice warriors. We don't know they want to leave the world a better place than where it started. they might be looking for a job starting a business, they might have teenagers at home. Or they might also be adopting a pet. Sustainability is huge for these brands. And it really is an impact on their buying decision. So this segment of the population for all you people promoting and selling sustainable or recycled jewelry, this is where it leads in. But it's so much more than just having the generic lingo about sustainability. It's like, what causes are you aligned with? So are you giving a portion of your proceeds to a charity at the end of the year, that means something to them? are you positioning your brand in a way that is going to, you know, align with the values that matter to these people? You know, one of the brands that we've mentored before for a long time garden of the sun, Mary Geraldine, you know, one of her big, you know, desired sharing proposition. Positioning states is that for every piece of jewelry made, she plants a tree. Now, she has a total eco friendly line, everything's produced in Bali. She was a, you know, sustainability consultant for many years, everything that she does is aligned with the message of her brand. And that is why her business is scaling. And the interesting thing about her company, too, is that she does find jewelry primarily, she also sells in silver, but mostly gold, and does a lot of salt and pepper diamonds and sustainable diamonds and stuff like that. But one of the things I always find really fascinating is that she has always been someone who has been relatively affordable. So she's kind of crossing in that influencer model to where the people are a little bit more budget friendly, but also the fine jewelry. And I think the reason why she's able to deliver such an affordable price point to the consumer is because she is producing in Bali. Now this group has a ton of discretionary income, which I find fascinating to most of them have more than $100,000 per household of discretionary income. That's a lot of money leftover at the end of the day. So one of the things about this segment, along with the other segments too, is it activism isn't necessarily social justice, there are a lot of different types of causes out there that have like an activism vibe. So if you have something like for instance, on the other end of the spectrum, I know most people think about activism, they think about, you know, some of the things that have come up over the past coming years with a pandemic like more left wing causes, but I also see it on the other end of the spectrum. So if you have a religious brand, and you want to leave the world a better place because of peace, joy and love and all this stuff that handles your connection to God or with Jesus or with whatever you believe, right? This is another way to position activism into your brand. Also, if you've a families based brand that's really centered around a strong family unit. The first person who comes to mind when I think of this is Aaron Pellicano, who designs intergenerational jewelry for mothers, grandparents and daughters and kids and all those things, so on another way to think about this is if you have a you know, another cause or activism item that you're really stand for, like Wendy Hively of Charlie Madison originals,
she's really aligned her brand, with military families and giving back. And so that's another way to infuse activism. But the cool part about what Wendy does, is that she also crosses over into the overwhelm consumer, because her products also has a meaning. So there, it allows escapism, because that she has, I think a lot of her products have like oil, diffusers and stuff on the bracelets that create a scent that bring calm or whatever to the person there. So there's dual purpose there. So activism isn't just for, you know, certain types of causes, which might be the thing that comes to mind, like global warming, or sustainability and stuff like that. There's a lot of ways that you can use activism and appeal to those kinds of consumers in your marketing, depending on what you stand for. So align your jewelry with values and social causes that are authentic to you and your customers. This is how you're going to reach them in your marketing. Please do not follow the leader here. It is one of those things where it's super annoying, like if you know sustainability isn't really a core value of your brand, then don't talk about it. Like it's not that you're trying to destroy the environment, but it just becomes generic. Or if you're not really like a brand that super obviously, the majority of people in the world support like, you know, LGBTQ issues. But if you're not strongly positioned with the LGBTQ community, then you don't need to just like you know, once a year or something necessarily go into that if it's not really in alignment with what you stand for. It's better to do less better than it is to try and run the gamut of all the issues in the world if that makes sense. So obviously, this is huge for the sustainable and recycled audience because that's super clear. And you could talk about vendors blockchains and sourcing. educate these customers on what's next and how your store Seeing your materials that's really important. I also spoke earlier about family values. So if you're someone who is really an activist for, like strong family unit and stuff like that, position your brand around that, because in causes that help keep families together. So there are a lot of different things around that. Now we have a member of our community, who is Ukrainian, and she was really, you know, passionate about creating a fundraiser to raise money for Ukraine. So she created a piece of jewelry, that was all aligned, it was Alex Lozier jewelry, and she created a piece of jewelry that was aligned with Ukrainian symbology, or the symbol of the land that she's from, and host a fundraiser for that for when the war started and raised, like $6,000, or something like that, for this promotion that she had for Ukrainian families who were displaced. And so those are the types of things that like actually really matter, and they're aligned with the brand. So if you're someone who has a religious brand, think about how you can align your business with the charities that that religious brand, that your religion or your faith, can support. So like if you're Catholic, maybe it's Catholic Charities, or if you're Jewish, maybe it's, I keep I always see ads occasionally, like on, I don't really watch TV that much. But occasionally, I've seen these ads for, for elderly Jews who are survivors of the Holocaust, you know, who can't feed themselves, and they're so old that they can't work anymore. And so, you know, maybe that's the cause that you donate towards. There's a lot of different things that you can think about, I talked about Mary Geraldine, you know, planting a tree for every piece of jewelry that's purchase. So get really clear on if you're really marketing towards this activist, type of person, like what values do you align on? And then I also want you to think through like, how can you kind of hit each of these segments with your audience. And if it's not authentic, then don't do it. But there is a way to address the overwhelmed consumer, the influence consumer, and the activist consumer, in your marketing throughout everything that you do. So I'm curious, like what really stood out for you here. So
if you're brave, you can reach out to me on Instagram and shoot me a direct message. And if you liked this episode, please share it, I would love for you to take a screenshot on your phone, tag me in that screenshot, share the episode with your community, because it's super helpful. And then once again, I just wanted to remind you that I will have links to the show notes at the Amy Porterfield episode. And that links to this Phillips struts guide and download that I had for his consumer report. So if you want to download the report yourself, you can follow the trail back and grab this report because I found it really fascinating the data in here and there's a lot more data that I didn't cover. But it's a great use of your time to really think through how are people buying. And then if you want to get to a place where you're pricing and positioning your brand in a way that really connects with what people want from you, then I really want to encourage you to download my free birthday gift. So head on over to flourish thrive academy.com forward slash birthday, get on the waitlist for the jewelry pricing and positioning and brand positioning guide. And it's yours for free for my birthday. And then we also are going to be offering an opportunity to get collection and pricing reviews. For $200 off, they're usually $497. But with this birthday promotion that I'm hosting, we're going to be delivering them for just $297. And it's going to be for a very limited time between May 20 and about the 23rd or so. So make sure that you don't miss out on that opportunity. They will go fast, I'm sure. Thanks for listening to the show today. And I also want to thank all of you who have rated and reviewed my book and read it and review this podcast. I am so so grateful because your rating and reviews help this show and the message that I'm bringing into the world of jewelry out to more people so I really really am grateful for that and I so appreciate you. Ciao Ciao for now. Thank you so much for listening to today's episode. It's my mission to help 1000s of creative businesses inside and outside the jewelry space use their creativity to make money. Make sure that you're subscribed to thrive by design on iTunes, Spotify, Stitcher, and wherever podcasts are played. And we'd love to hear what you think. Please rate and review the show and if you're inspired, please share this with your friends. Cheers to seeing you flourish and thrive.