EP379: How She Sold 100K of Her Jewelry in 55 Days With Confidence and Gumption

6:47AM Dec 10, 2022

Speakers:

Tracy Matthews

Twyla Dill

Keywords:

sell

goal

pike place market

business

crochet

sales

people

days

birthday

week

emails

inventory

jewelry

amazing

big

lace

stories

storefront

challenge

momentum

Done is better than perfect right? Done is 100% better than perfect. I'm not showing up perfectly ever. I'm just showing up as me.

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 could 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 379. It's Tracy Matthews here, chief visionary officer of flourish and thrive and I'm super excited to be here today with a very special guests. She is a graduate of our momentum program, Twyla dill, she was in the program for three years. And she is such an inspiration because she's a kickass designer with an amazing product, who is just doing great things in her business. And there's a very specific reason why I wanted to have Twyla on the show today. It's because she set a very big goal for herself, this summer to sell $100,000 in just 55 days, and to just see what would happen. And she did it, which is amazing. She's gonna tell the journey and the story of how she kind of got over the mindset hurdles that were preventing her. And this kind of all started at the beginning of the summer, Twyla posted a video basically that said, it's not my job to make my prices affordable. And that was kind of the beginning of this journey for her. And I saw the video right away, it went viral, I shared it on her feed, it was so incredible. And I was so proud of her. And this was the beginning of this journey where she just put herself out there and publicly stated that she had a goal of selling $100,000 by a certain date. And she was telling the journey of how she had all this inventory and everything. So she's gonna talk a little bit more about that, before I dive in. Before we know it 2023 is going to be here and I wanted to just tell you, what are your plans to kickstart your business or get in the right headspace or move your business forward in 2023? And how are you setting yourself up for success with that. And so if you're someone who would like to get coaching, support, and help with your business, so that you can create financial security, financial freedom, and build a business that actually supports the kind of lifestyle that you want? Well, then I would love to invite you to chat with someone on my team and book a free discovery call, you can head on over to flourish, thrive academy.com, forward slash discover. And on that call, we're going to chat a little bit more about your goals for your business. We're also going to help you paint the picture of a three year vision so you can kind of see where you're going. And bass really embody what it is that you're trying to create. Then we're going to take a look at what's happening now in your business and what needs to happen in order for you to reach those goals. So we're going to give you a clear path forward. And if it seems like a good fit, we'll share with you how one of our programs can help you get there a lot faster. So if that sounds good, and you're interested in learning more head on over to flourish, thrive academy.com forward slash discover and fill out that application today and jump on the call with Natasha on my team. All right, so before I dive in, I want to do a quick introduction of Twyla. As I mentioned, She is a graduate of our momentum program. She was in the program for three years. She did such amazing things in that program, and I'm just so proud of her. She is a Seattle based designer specializing in crocheted lace and metal jewelry inspired by her travels and adventures. She designs with contrast in color, and texture and often casting with our lace into solid metal. When she's not making jewelry. She's probably dancing. And she's going to talk a lot more about all of those things in this interview. So let's dive into this interview with Twyla dill. Okay, I'm here today with Twyla dill of twile designs, and I'm so excited to talk to Twyla. She was a student in our momentum program for many, many years. And I interviewed her actually on the podcast maybe three, four years ago, I think it was about how you set your business up and in this really sad time in your life when your mother passed away and how you kept it going as a solo entrepreneur, so we're gonna link to that episode here, but I want to welcome you Twilight because you did something really amazing that I want to share with everyone in our community.

Thank you, Tracy. I'm really excited to be here again, it's so fun to talk to you.

I am so excited to talk to you. We were just talking chatting up a little bit in the pre show cuz I haven't talked to you in so long. But I tell our audience a little bit about your background and your business.

Yes, my business is Twila deal design. It's just my name. I make crocheted lace jewelry. So I do metalwork, I crochet lace out of fine cotton thread and I combine the two. It's all handmade made by me, I in the past have done, mostly fabricated metal with a crochet on it. And I'm actually moving now into casting lace where I crochet lace, I make a mold out of my lace, and I cast it into solid metal. So I'm kind of headed in a new direction with my work, which is very exciting. And I can't wait to see where that goes.

And why did you want to head in this new direction.

My work takes a lot of my physical time and energy with the crochet. And while I love it, it's not a very sustainable product to grow with. Yeah, because I'm not able to reproduce any of the crochet. And while I maybe could train somebody to make it, that's not the direction I want to go in. I've also been having a desire to make jewelry that I can wear all the time I dance a lot, I do a lot of things outdoors. And my crochet lace is durable. But it's more like delicate clothing where you want to take it off when you're swimming. And when you're showering. And when you go dancing, and I go dancing all the time. So I was really wanting to make my jewelry into a product that I could personally wear in my life all the time and not take it off. And so the the solid metal lends itself to that. But I wanted to keep the crochet, which is what I'm known for and which is what I love. And so the cast lace brings us together.

I love it. I mean, I figured that that was why but I just thought it would ask you know, because your work is very labor intensive. I've seen your little video, that little tiny thing that's like poking your finger. I'm like, Yeah, your hands must hurt really bad.

I don't I don't do my crochet for hours and hours on end. You know, I really split it up. I've never crocheting for more than an hour or two at a time. But yes, it really bleeds into my life. I will take crochet home and crochet while I'm watching TV in the evening. Right. And I actually would like to separate that a little bit more. So that work stays at my studio. And when I go home, I'm off.

Yeah, I think it's a good idea. I mean, amazing.

I'm also moving into fine jewelry. So yeah, yeah, I'm gonna start doing a lot more solid gold and things with my with my castaways.

That's so exciting. I reached out to you while ago about designing something and I think I dropped the ball on that.

I know. I know exactly what you're talking about.

You just reminded me I'm like, wasn't I supposed to do that? I feel bad. Like, I'm just like, Ah, you gotta get on that. I feel like I've been wearing such small things lately that I'm like, I need some bigger summary things, especially since I wear dresses all the time. Here are

the earrings. We talked about making were a gold hoop with crocheted lace cascading flowers coming down in a hand dyed white and blue.

Yeah, okay. You're jogging my memory. They're really. Okay, so So we were talking in the pre show, like when we're just like catching up for a minute, just about how you been in the state of allowing, I think that's like the best way to put it. And that kind of led to you making some decisions about how you wanted to run your business. I kind of want to hear a little bit about that. And then I want to talk about the reason why I invited you on today, which was talking about how you sold $100,000 in 55 days.

Yes. Okay. Yes. So this year has been about a lot of transitions for myself personally. And then within my business. And I have been thinking a lot about like, where I want my business to go and that I want it to be more online, I actually applied to have a storefront at Pike Place Market I've sold at Pike Place Market for five years in Seattle. It's kind of the most touristy market here. And it's helped to grow my business a lot. And it's helped to get a lot of new customers. It's what allowed me to go full time originally because I had some security there. And earlier this year, I applied to have a storefront at Pike Place Market. And in the period while they were considering my application, I started really seriously thinking about what it would look like to have a storefront and to be tied to this one location and kind of have some commitments to community that I have the store open. And so by the time they accepted me for the storefront, I had decided I didn't want to do that. And I declined it. And it kind of me in the opposite direction of like, actually, what do I want in my life, I want more freedom. And I've had my business for almost eight years now. It'll be eight years in January. What I've realized is that over the years I have created a really amazing business. But I've been very focused on creating the business and not having the business helped me build a life that's really the lifestyle I want In this year, I've started to really think about and focus on what do I want my life to look like. And part of what I wanted was to not be at Pike Place anymore, and to not be tied to a physical location so that I could travel more, and just have more hobbies and do things that were not working all the time. So within that, I was working with a coach, my friend Gina, specifically on money, and both saving money personally, but also working on my money mindset within my business and just within life. And she had a challenge for her clients to save $100,000 between their business and personal but in cash $100,000 in cash, and then from there to invest it, etc. I already had maybe roughly half of that saved between my business and personal. And we were talking about audacious goals and putting things out there that felt scary, but really exciting. And I posted maybe a week before we had this conversation, I'd posted a reel that went kind of viral. Yes. And it was about charging enough for my pieces and not being inexpensive. And it really resonated with a lot of artists. And it went viral. And everyone was kind of cheering me on. And also chiming in, like yes, we don't want to undervalue ourselves as artists, we don't want to apologize for our prices. And our goal as an art as artists is not to be inexpensive, right? It's not to be affordable. Our goal is to make money and to build these beautiful businesses and to then support our lives from these businesses. So I made a real about that it went viral. And when Gina and I were having this conversation about saving $100,000, I was thinking, I want to come up with something that feels bigger than that. And what if, instead of my goal of saving 100,000, what if my goal is to sell 100,000. And if I set that goal, I'm obviously going to hit the savings goal. Because my expenses aren't, you know, my expenses aren't high enough that I'll spend 50% of that, right. So. So that was kind of decided within maybe an hour of having a conversation to like, Okay, I'm going to set a goal to sell $100,000. And she had a deadline for the challenge of September 21, within her community, and so I chose the same deadline. So in doing this, I've been working a lot on mindset and what I'm learning. And what I now believe, is that we create our own momentum. So part of this challenge for me was also like, oftentimes, we wait around, we wait around for the holidays to happen, because holidays are a good sales month we wait around for to have a big sale, for sales to come in, right. We wait around for other people to create these circumstances for us, as opposed to taking this into our own hands and creating our own momentum. And so what I learned with this, is we really have the power to create our own momentum within whatever we want to do. In this case, it was my sales in my business. September 21 was a totally random date happen to be the one we chose because it was Gina's challenge end date. And I chose 55 days for the challenge. Because when I first posted the first real announcing that this was my goal to sell $100,000.55 days, I posted that real 55 days before September 21. That's why it was 55 days. So sometimes people ask me, like, where did this challenge come from? Like, literally from nowhere, we just made it up. Right? And that's the beauty of it is you can create your own momentum with whatever you want. Yeah, I could have chose $100,000 in 100 days, I could have chose to do it in 30 days, you know,

doesn't matter. It's like pushing yourself beyond that. actly

exactly. I just chose 55 days because that was the challenge day. So. So we we started on this and the first day I post the first reel, I feel like throwing up, I am like this, you know, and I felt a little bit nervous, that first reel that went viral that was about not being affordable. But this one I really was like, Are people gonna think that I'm so full of myself or whatever, you know, I had all sorts of thoughts. But I also recognize that as artists, specifically as women, we're not always taught to kind of like, chalk ourselves up and to brag on ourselves and to be like, I'm amazing. And actually I can do really big things. And I want Need to start embracing that more for myself, but also showcasing that we don't have to sit here quietly waiting for stuff to happen for us. Yeah, make it happen, right. And we are amazing. And if you can claim that for yourself and go after it, you can create really big shifts in your business and your mindset. And also, if I had gone for this 100,000 goal and not hit it, that would have been fine. Because I wasn't basing my worth on hitting this goal. The goal is a bonus. Right? If I had set my goal to sell $100,000 in 55 days, and I only sold 70. Oh, boohoo, I would have, right? Like, what a consolation prize. So it was important for me to recognize that my worth is not defined by how much I sell in my business. And I think in years past, I maybe have defined myself but by how much I sell in my business. But I've gotten to the point, just with the confidence in myself and my mindset, where it's like, I'm, I'm a worthy human being. And a wonderful artists regardless of how much I sell, but obviously, it's a nice bonus, because we're all in this to sell things. So it was a really interesting journey. timing wise that started like mid July. Yeah, July ish, mid to end July. I was still at Pike Place Market at the time. And so I was selling in person I was selling in line. I was doing updates on reels and stories, maybe every few days of like, oh my gosh, this is how far we are toward the goal. And both my coach Gina and I had the guests that probably there would be like an uptick in sales, and then a low period, and then an uptick at the end. And it kind of followed that except for this one big chunk in the middle, which was my birthday because I had a sale. And on my birthday, which was August 20. I turned 30. And I decided to have a 30% off sale for 24 hours on my 30th birthday. And so I tucked it up a lot. And I actually happened to be out dancing the night before my birthday. So at midnight, when it became my birthday, I made a real I hopped on stories. I like went outside of the I was salsa dancing, I went outside of the dance hall. And I was like, Hey, everybody, the sale is live. I'm so excited. Within the first 10 minutes of the sale, we'd already sold $2,500. And I was like, oh, okay, like I had thought maybe, you know, we'd sell $5,000 or something for the whole birthday. Because that's what has happened in the past, right. And oftentimes we base future thinking of how we base our goals on past results, which is logical, but not always. So I went home, I went to bed, I woke up in the morning, I went to the gym on my birthday. And by 10am we'd sold $10,000 Oh my god. And I was like, uh, you know, and I and I was getting really excited. And this is the practice of creating my own momentum, right? I could have been excited and then gone about my day. But instead, I was excited. And I made another video and I made another reel and I sent another email. And I was like, Oh my gosh, you guys. You have bought $10,000 of my jewelry in the 10 hours since midnight this morning. And this is so exciting. And you want to help me get to $15,000 for my birthday. Right. And so I basically just asked people and was excited about it. And it just kept climbing and climbing climbing my whole birthday.

And like $23,000 or something like that. It was

just shy of 20,000. We didn't pass. But it was just shy of 20,000 was basically 20,000 in one day, because I kept I just like kept right I was then I was at the beach with my sister having a picnic with my sister and some friends. I made another little update. We went and got ice cream for my birthday, right? I made a little update. We went dancing again. On the night of my birthday. I was standing outside the club at like 1140 like, oh my gosh, you guys were almost at 20,000 on Instagram. So I just kept the momentum going. And so that's really what I've learned is like, my excitement, and my genuine appreciation for the orders, carries over to people and people want to support me in that excitement. And I feel the same about other artists, right. Like I want to support people who are excited about what they're doing as well. Yeah. So anyways, that was kind of in the middle of this 100k challenge. And I don't remember the exact day that I shifted from being like Oh my gosh, is this even possible? You know, when I set the goal, I definitely had the thought that this is in the realm of possibility. I could sell $100,000 in 55 days I can I could see it happening. But do I really believe that it's going to happen? That belief was not quite quite there yet. But I'm practicing these beliefs over and over and over again. And just so many people jumped on the support bandwagon with me. I had some friends at Pike Place Market, Amy, specifically one friend who made little signs that said, my friend Twyla has a goal to sell $100,000 in 55 days, and she put she printed them. And her and other people at Pike Place Market, put them on their boobs. Oh my gosh, that's so sweet. Last week at Pike Place Market, it was just just so much support. And I knew I wanted to leave Pike Place. And so I chose Labor Day as my last weekend. Because that felt fitting. But it was also, you know, multiple, multiple days before my goal ended. And I had a little bit of nervousness that maybe I wouldn't hit my goal, if I wasn't at Pike Place Market for the whole remaining time. But what I proved to myself, because I did leave Pike Place on Labor Day weekend, and then continued the goal, I sold another maybe $30,000, online only in the remaining part of the goal. And so I proved also that I didn't need this in person, I could create the momentum online. So there were so many facets to it. And it was just a really amazing experience. And by the end. Really, the belief was not only can I do things like this, but it wasn't nearly as hard as I thought. One of the beliefs that I held in the beginning of the challenge was that in order to sell specifically online and to repeat customers and things, I needed to always be making new work. Always. My coach Gina challenged me on that because when we looked at it, I had actually I had $500,000 of inventory. Yeah, I know, I saw that at the beginning. At the beginning of my challenge, I had $500,000 of inventory. And my belief that I held was that I always have to make new work in order to sell a lot. And really, that didn't make any sense because I had plenty of jewelry made already. And it didn't serve me to be making new jewelry all the time. So I also practiced stopping making anything new. And for those 55 days, I really didn't make anything else I just shared and talked about my jewelry. And I ended up selling the fifth the 100,000 without making new things and also proved that thought to be wrong for myself, right. But it was just a belief. That wasn't true. We tell ourselves lots of things that are maybe not true or aren't helpful. And so it was a practice and learning like Oh, actually, I don't have to be making things. Obviously, my business is about making things. But it doesn't have to be a constant hamster wheel of always making in order to sell the making. And the marketing and selling are actually two different things. And I wanted the making to come from a much more thoughtful place instead of us to be making to sell.

Why did you have so much inventory? Was that to stock your lot? Or even for like?

Why did I have so much inventory? Well, when I didn't know what to do in my business, sometimes if I didn't have a clear plan, my default was to making. I'm a maker firsthand. I love making things. I'm really good at production. I've had a lot of production help over the years, and people do my have helped to do my metal work for me. So I was able to kind of build up this inventory. And I just got a little carried away. You know, maybe a lot carried away. But anyways, like, I've talked to so many other jewelers, and they're like you have how much inventory what

it just seems like a lot of inventory. How much inventory you know,

and that's not that's not raw materials. That's like if I sold finished goods,

that's your retail price for the inventory you have. Yeah, correct.

Yeah. And of course now it's a little less, right. I sold $100,000.

Or more than that now, but like,

Yeah, more than that now. You know, and so I've had people ask, like, oh my gosh, how did you keep up with that amount of sales in such a short period of time and to be honest, like didn't really make anything new. I just had it all made, but I had helped doing that. It wasn't just me building up that massive inventory. And it served me that I had that much inventory built up to have a goal like this because have easy like, the biggest bottleneck was that we needed to ship a lot more than we have in the past, specifically after my birthday sale $20,000 of orders in a day took us two weeks to get out. Because oh my gosh, we have to kind of change our processes like I used to handwrite a note on every order. And so we had to go immediately print little cards that have a more generic, like still nice, but more generic note on it with my not signed name so that I'm not handwriting a card for every order, because that is not sustainable. Yeah.

How many pieces sold in that 20,000? Or whatever? Day? Oh,

and the like on my birthday? So sales specifically? That is a good question. While we're talking, I will be able to pull that up. But I don't know.

If like 100 was the average order value like $200? Or was it?

Yeah, my average order for this year has been 190. So let's see here. If I look at this real fast. Luckily, I have this handy little device that was 100 orders 101 On my birthday.

101. That's that's auspicious number. That's so cool. Yeah.

So it's just been quite an adventure. And then I immediately went on vacation basically,

after, right after because when did you leave for Portugal because that was the big thing.

So my goal was to sell $100,000 in 55 days, I sold it in 54 days. I woke up the morning before the goal was going to end. And I could see that it was really close and I posted a video. And every time I posted a video I actually had in my profile of Instagram and of Tik Tok. Like this amount remaining. I would update it like I was updating it every sale for the last 10 days. Like every sale that came in, I was updating that number. So people because people were like, watching me like a hawk. They were like, Okay, what's the number now we want to see, we want to see, we want to know when you're gonna hit it. And the order that came in, I don't remember the woman's name, I'd have to go back and look. But it was specifically just over the correct amount. She had placed an order that was just big enough because she looked at my profile. And I messaged her later and she was like, Yes, I wanted to be the one to put you over. And so I placed an order that was just big enough to get you over that hump. So it was the morning before I was having the goal and that I hit it and I thought I would be a little bit emotional. But I was really emotional. I made a video and I was like crying in my living room.

Yeah, of course. Why wouldn't you be you like totally did it girl.

It was it was pretty amazing. It was quite an amazing feeling. And then I took the rest of that day off and just had champagne with friends like,

seriously.

That was September 21. And then I actually had a show in St. Paul and American Craft Council show in St. Paul, at the beginning of October. And I had a mastermind in Austin, Texas. So I flew to Austin, Texas. Like a week later, I stayed in the fanciest hotel I've ever stayed in for a few days. I just like sat by the pool. It's a very fancy hotel. It was amazing. And then I went to the show in St. Paul. And I came home from the show in St. Paul. I had a day and a half. I unpacked I repacked, and then I flew to Portugal. And that was on October 16. I think we're 12, something like that. It was right at the beginning of October or mid mid beginning of October. And I had been wanting to travel I love traveling traveling is a huge inspiration for me. And I've been on vacations over the years that were maybe like one to two and a half, three weeks. But I'd never I hadn't traveled alone in a long time. And I hadn't gone for a longer period of time. And since I was no longer at Pike Place, and I didn't have any holiday shows, I was like I really wanted to just go so I went for five weeks to Portugal. And I also was just so tired from the whole summer and worked really hard. And then I ended up staying in Portugal for four of the weeks and going to Barcelona to Spain for one of the weeks. And I didn't work the whole time.

It's so nice. Just taking time off like it's you.

Oh good. Definitely want to build that into my business more and have a lot more time off. It was amazing. And I didn't have I had some people ask like how were your sales after the 100,000 I didn't have a lot of sales. Well, I've traveled because my sales are fairly tied to the content that I'm producing. Right. So the more posting on social media and the more emails I'm sending, the more sales I'm getting. So I had some orders while I was gone, but I didn't have like anything. Nothing like like, you know, August was the biggest month I've ever had in my business and it was maybe $54,000 in August. And September was big as well, right because I was still finishing that goal and then October was maybe $5,000 $6,000. Right? Like, much, much, much, much lower in comparison, my breakeven number for my business is much higher than that. Right? So I was in the red in September, or in October, and in November, actually, because I was traveling most of November. But that's okay. Right. It's, I'm also learning that like, as my business grows, specifically, consistency is a bit of a myth. Like, I'm not going to have consistent sales every month, I can have massive months and really low months, and they're gonna even each other out. And that is, yeah, totally. So I didn't have a lot of sales while I was gone. And then I came back and I started posting again, and we're in the holidays, right. And so the sales haven't been anything like my challenge, because I haven't been pushing it like that. Yeah, they've been growing again. Right. So it's just a balance.

Well, you were saying in the pre interview that this has been a different kind of holiday season. What did you mean by that?

Yeah. Yeah. So I flew back on November 16, from Portugal, and then I am not at Pike Place Market anymore. So I don't have a physical place that I'm going to sell every day. I also was doing no holiday shows. So I went from Pike Place Market, like every day of December, obviously, having employees before, as well. So I wasn't personally there every day, but it was still a lot. I was there a lot. We're sitting outside in the cold place market. But it's a very, it's like being at a farmers market every day in terms of like, dressing and preparing to be outside. So I don't have that at all this winter. And then no holiday shows. So just a lot more relaxed. Like I'm just in the studio, I'm just sending emails and doing social and being online. And then this last weekend was Urban Craft uprising, which is a great show in Seattle, that I've usually done, and I didn't get in this year, which is totally fine. You're not guaranteed to get in every year. But I got an email at or we were talking on Instagram messenger maybe DMS at noon on Friday, and the show opened at 5pm on Friday for the preview nights. And the organizer was like there was a last minute cancellation what is the chance you'd like to be here? I was like, I thought about it for five minutes. Like okay, center myself, like do I want to push and do this show? Totally last minute. Like, actually, that sounds really fun. I love the show. I love being there. I do. I love the shows. But I don't want to do them all the time. Right? I want to choose ones that I really like or my customers are that are really fun. Tons of my friends are bending there. And I was like, Yeah, okay, so I knew at noon that I got in, I was at the the exhibition hall setting up by 130. I was set up by five. And it was actually one of the most relaxing shows I've ever had. Because I didn't spend weeks preparing for it. And over producing inventory, which gave me I would have done even though I have plenty of inventory, I would have produced more inventory because that's what I do. And I had no sales expectations, because I wasn't planning on the income from this show. And so it just ended up being a really lovely show. It was like decent. I didn't sell as much as I did in 2019 there but it didn't really matter. And I did sell some really big one of a kind pieces I sold like a $1,300 pair of earrings and $800 necklace, a $700 pair of earrings like more large one of a kind that I maybe would have expected. And it was just really wonderful. So that was my only show of the year. That was last weekend. I'm today actually I released two seasonal colors that are super limited edition. They're the last seasonal colors that I'm releasing because I'm moving away from my physical crocheted lace into cast lace. So this is the last release this morning. Not really, I'm going to do another restock of some Vernay pieces that are my cast lace that are coming from my cleaners next week. So I'll do just a very last minute restock of those. But that's it really. And I get to have a relaxing holiday and not be anywhere else or do anything else that I don't want to do I get to go to holiday party, go out dancing and cook and do these things that I just didn't let myself have time to do in the past because I was kind of grinding right up until Christmas.

So I want to just ask you a final question like, What would you say to designers and makers who are out there who want to start allowing more in their business and to set a big goal like that and challenge themselves to, like put themselves out there.

I mean, go for it. Whatever that goal is for you. You have to really practice believing in yourself. Like really believing in yourself. I think that the most important thing for me has been mindset work because we tell ourselves Have a lot of stories and time they're unintentional. And we don't know that we're telling ourselves a story, right? We tell ourselves how like about how much we can sell, or about how much our pieces are worth, right? We tell stories about our pricing, we tell ourselves all sorts of things. And sometimes they're true. And sometimes they're not. But really examining your mindset and questioning why you're thinking something. And even when you set a goal, thinking, Oh, I really worked hard on this goal, but then I didn't hit it. Did you really work hard on it? Right? Like, did you actually do everything you could have done to hit it? Did you send tons more emails than your

emails? Exactly?

Like, oh, my gosh, I was just also talking with the same money coach, my friend. And I send on average, two emails a week in my business. And we were talking about this the other day, and she sends sometimes one a day, sometimes more.

And we send a lot of emails over here.

Yeah. And and I'm like, Oh, my gosh, I don't send enough emails, like two a week is not enough emails, right. And,

again, you should have learned that from momentum I was getting

I well, I learned I got to two with you. And actually, when I have things going on, I definitely send more than two when I have sales when I have events going on. I'm definitely sending more than two in a week, but actually ongoing. We have right we have stories about not bothering people. We have stories about not being annoying. We have sort of stories about not being too salesy, we have all of these thoughts. And the honest truth is, if somebody doesn't want to be your customer, they can leave. And that's Yeah, and so you sending as many emails as you need to or selling your things and physically asking for the sale. If they want to leave, they can leave and that's totally fine. Because they weren't gonna buy anyways.

Yep. There's so much oh my gosh, they weren't gonna buy anyways. You know, hard. I think people worry about this. It's funny, because we had a masterclass that I hosted yesterday, called an inside look at a seven figure jewelry brand. You're one of the case studies. I know you don't have a seven figure business, but I do preface that I'm like these are some of these are multiple six figure brands, who we worked with in our momentum program and stuff like that. And some ladies like I can't subscribe, I'm like, Okay, give me your email address, I'll check. And she's like, alright, didn't get an email. So I'm like, give me your email address, I'll have my guy, look, this is over Instagram. Yeah. And she unsubscribed and like from our list like a while ago. And I was like, okay, and I looked at her profiles, like, she's not really our ideal customer, either. So it doesn't really bother me that that happens. And people do sometimes get annoyed from sending a lot of emails. But what I have to say is like, the thing that is interesting, it's like you people say like, for instance, for someone like us, people say they want help with their business. And we're offering support in a lot of different ways like free, like this podcast, or like free downloads information inside the emails and stuff like that. And you don't have to what I used to say to people is like, you don't have to open every single email that you get from like, your favorite brand, right? But it's, you still get the emails, right. And you didn't have to open them. But the thing is, is like, I don't really know where I was going with this, except that like you like I love what you said about how like people can just leave if they want to leave. And that's the truth. And I think like every person I talked to who says that their sales grew and they did something that made them feel uncomfortable. And one of the things that they did to sell more online was to send more emails than they were comfortable with and getting pushed over that edge. It really is the one thing that will change everything.

Absolutely. Absolutely. I send Um, well, I am still sending only two emails, we're working on it. We are working. We're going to be sending a lot more emails going forward,

like, like five emails a week. This I think I think five is

a good is a good place to be. And then also, for me personally, what seems to work is I started speaking very honestly, I started being very open my community and I don't post static anything anymore. It's all reels. And I know a lot of people have resistance to reels and it's video etc. But it doesn't have to be perfect, right? I don't show up like Hi, I'm a perfect human being. Everything looks amazing all the time. I'm just very raw and honest. Right sometimes I'm wearing makeup sometimes I'm not some it doesn't matter. Some of my reels. I am like sitting in bed, and I don't have clothes on and it's just my neck. Yeah, doesn't matter. Like just showing up as you people really connect with who you are as a brand. As a person, and being and not worrying about like Done is better than perfect right? Done is 100% better than perfect. And I'm not showing up perfectly ever. I'm just showing up as me. Yeah. Yeah.

Love it. Twyla, thank you so much for sharing all that. Is there anything else that you'd like to share?

I don't know that we talked a lot. I know. I'm sure there's more. There's always more, but I can't think of it

right now. Where can everyone find you on Instagram and your website? Yes,

Instagram is at Twila dual design tic tock at toilet ill. And my website is toilet l.com. And that's TW y l. A. And then Dillos and pickle

dill pickle. I love it. Thanks for being here. Thanks, crazy. Thank you so much for listening to the show today. This is Tracy Matthews, signing off until next time, but before I do, I wanted to remind you that if you would like support 2023 is right around the corner, we would love to help you with your business. Now more than ever is a great time to jump on a discovery call with my team. Let's see how we can support you in your business goals. Head on over to flourish, thrive academy.com forward slash discover and fill out a seven minute application and book in a call time with Natasha. And then one more simple request. If you haven't done so yet, I would be so honored if you'd head on over to wherever you're listening to podcasts. And give us a rating and review your ratings and reviews especially the five star ones help us find more people just like you. And I am on a mission to help designers just like you launch grow and scale successful businesses and the way that I can help them the best is by getting this podcast in their earbuds. So if you haven't done so yet, and you've been listening for a while I would so so appreciate it. Thank you so much. This is Tracy signing off. Until next time