Shownotes
Business Building Insights
- What you focus on expands. Expect great things to happen everyday.
- Spend your life doing something you enjoy and provides a living salary.
- It’s by setting goals that you can make things happen.
- Providing top service and making your clients’ lives easier will win you the business.
- You don’t have to break the bank to do something that gets corporate attention.
- To get an introduction into a large account, start with people you already know who have connections and can champion you.
- Give your clients something that they can’t get anywhere but from you.
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Thanks! Sue
Transcripts
Gift biz unwrapped episode 230 you want to give your clients
Speaker:something that they can't get anywhere else,
Speaker:but from you At Tinton,
Speaker:gifters, bakers,
Speaker:crafters, and makers pursuing your dream can be fun.
Speaker:Whether you have an established business or looking to start one,
Speaker:now you are in the right place.
Speaker:This is gift to biz unwrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode packed full of invaluable guidance,
Speaker:resources, and the support you need to grow your gift biz.
Speaker:Here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there,
Speaker:it's Sue And thank you so much for joining me here
Speaker:today. I know I say this each episode,
Speaker:but I truly appreciate the fact that you're here and that
Speaker:you're learning from the shows.
Speaker:I know this because of your emails and the reviews and
Speaker:if you haven't left a review already,
Speaker:I'd really love for you to do so.
Speaker:That helps spread the word and together we can help each
Speaker:other grow our businesses.
Speaker:Along those lines,
Speaker:I'm delighted to tell you about my upcoming masterclass.
Speaker:It's totally free and specifically for those of you who are
Speaker:in the beginning stages of your business development or if you're
Speaker:just now considering starting a business from your handmade products.
Speaker:When you attend this master class,
Speaker:you'll learn the single biggest thing that people are missing when
Speaker:they start a business.
Speaker:Four critical elements to include when you're pricing your product,
Speaker:how to attract customers and the secret to making them loyal
Speaker:customers who will buy from you again and again.
Speaker:The exciting news is the category of handmade small business is
Speaker:steadily growing,
Speaker:right as the big box stores are seeing declines.
Speaker:We get into this too,
Speaker:all in the masterclass.
Speaker:To join us,
Speaker:go to gift biz,
Speaker:unwrapped.com forward slash masterclass and select a day and time that
Speaker:works for you.
Speaker:Again, that's gift biz on wrapped.com
Speaker:forward slash masterclass switching gears today,
Speaker:I have a topic coming your way that answers a question
Speaker:many of you established business owners have.
Speaker:How do you get in front of corporate decision makers?
Speaker:I'm not talking about getting your products into wholesale.
Speaker:That's a different episode.
Speaker:We're talking here about selling into regional businesses that could purchase
Speaker:your product for client and employee gifts and perfect timing.
Speaker:Yes, the holidays are right around the corner and it's go
Speaker:time to make those connections and sales.
Speaker:Let's talk about how to do this right now.
Speaker:Today it is my pleasure to introduce you to Deborah was
Speaker:Silco of baskets galore.
Speaker:Debra is an entrepreneur engineer show host and author,
Speaker:noted for her work in corporate sales and award winning gift
Speaker:design. Her personal credo is to create a life that she
Speaker:doesn't want to take a vacation from.
Speaker:Oh my gosh.
Speaker:Doesn't that sound great?
Speaker:Debra launched baskets galore in 2003 and has earned the top
Speaker:corporate gift company of the year award three years in a
Speaker:row from Cleveland business connects magazine.
Speaker:Her clients include fortune 500 companies such as Sherwin-Williams,
Speaker:Mowen, Parker Hannifin,
Speaker:the Cleveland Indians,
Speaker:the Cleveland Cavaliers,
Speaker:and national public radio.
Speaker:Debra lives by the ideal that kindness has never forgotten and
Speaker:coaches or team to execute to the highest standards giving first
Speaker:while helping others succeed.
Speaker:Debra, welcome to the gift ms on wrapped podcast.
Speaker:Thank you so much Sue.
Speaker:I am thrilled to be talking with you today.
Speaker:Absolutely thrilled Me too.
Speaker:And we have actually been trying to get a podcast going
Speaker:together for probably six months or so.
Speaker:Finally. Yay.
Speaker:Yes, you are everywhere.
Speaker:And I just love listening to you and learning about all
Speaker:the makers and just how you're giving so much exposure to
Speaker:so many people.
Speaker:What fun.
Speaker:Well it is super fun and thank you for that and
Speaker:I am just so happy that you found the time to
Speaker:be with us today.
Speaker:Of course.
Speaker:But we're starting off in a creative way.
Speaker:And you already know about this because we have so many
Speaker:listeners who are creators and makers.
Speaker:I like to have you describe yourself by way of a
Speaker:motivational candle.
Speaker:So if you were to create a candle that spoke all
Speaker:about you,
Speaker:Deborah, what would be the color and what would be the
Speaker:quote on your candle?
Speaker:So my candle is on Bray,
Speaker:so think of it as different,
Speaker:like intensities of color and I'm a big color person so
Speaker:it was really hard for me to pick one.
Speaker:Just one.
Speaker:I did pick the color orange this year.
Speaker:Orange is energy to me and I believe that energy is
Speaker:really important because we attract the same kind of energy to
Speaker:us and abundance to us based on our vibration and orange
Speaker:just vibrates high for me.
Speaker:My quote is something great is going to happen,
Speaker:something Great's about to happen,
Speaker:something great is going to happen and I just love that
Speaker:quote because there's gifts that are given to us all the
Speaker:time through people,
Speaker:through opportunities,
Speaker:through calls,
Speaker:through angels,
Speaker:through just people in your life,
Speaker:clients calling you,
Speaker:people walking in the door,
Speaker:people you meet at the grocery store and there's so much
Speaker:opportunity and things out there and I just believe what you
Speaker:focus on expands.
Speaker:So I focus on great things happening every day.
Speaker:I really like that.
Speaker:When you talk about your color being orange and energy,
Speaker:I mean I think the energy that we give out in
Speaker:terms of optimism and all of that is also what comes
Speaker:back to us.
Speaker:And that's the field that you're Layering into your quote,
Speaker:optimism that something great is going to happen.
Speaker:Yeah, I think so.
Speaker:And I think what we look for,
Speaker:we find what we focus on expands.
Speaker:And I can tell if I'm having a crappy day and
Speaker:I'm vibrating low,
Speaker:things aren't going so well.
Speaker:I mean,
Speaker:I'm attracting junk.
Speaker:It's kind of like if something bad happened,
Speaker:like someone cuts you off or something on the way to
Speaker:work, and if you focus on that,
Speaker:then it pretty much sets you up to have a bad
Speaker:day the whole way through.
Speaker:Versus if you're just like,
Speaker:Oh, that was a bummer,
Speaker:you know,
Speaker:whatever happened.
Speaker:But then you let it go.
Speaker:So true.
Speaker:You just stay focused on more positive.
Speaker:Well, that's why you and I are friends because we're both
Speaker:that way.
Speaker:We're both more positive.
Speaker:It's not worth it.
Speaker:Honestly. No.
Speaker:Right. We've got a choice,
Speaker:right? We definitely do.
Speaker:Well, you do have a choice every day of how we're
Speaker:going to make our day.
Speaker:Fabulous. Absolutely.
Speaker:Yeah. Okay.
Speaker:So let's talk about how you got to baskets galore because
Speaker:even though I've known you for what,
Speaker:maybe even 10 years or so,
Speaker:I'm not exactly sure how long,
Speaker:but I don't know that I know the story of how
Speaker:you've advanced into your super successful business.
Speaker:Well, thank you.
Speaker:I think we met at the national gift basket convention bright
Speaker:Years ago.
Speaker:I don't even remember when.
Speaker:Years ago.
Speaker:Probably at the first one.
Speaker:I don't know if you were in San Jose eight years
Speaker:ago. I can't even believe it's been eight years I've been
Speaker:there. We must have met when I did have my gift
Speaker:basket business.
Speaker:Oh wow.
Speaker:Cool. Super cool.
Speaker:Yeah, so that was way long whenever.
Speaker:Okay. So anyway,
Speaker:yeah, so we met forever long ago.
Speaker:Yeah, I mean the short part of it is I wasn't
Speaker:industry. I worked for a medical device company and I'm a
Speaker:quality process engineer.
Speaker:That does not sound anything creative,
Speaker:Deborah. It doesn't,
Speaker:but you know what?
Speaker:People say that to me,
Speaker:but really engineering is problem solving.
Speaker:And so when people say,
Speaker:I'm going to engineer this or I'm going to reengineer this
Speaker:problem solving is creative,
Speaker:and people always said,
Speaker:what are you doing?
Speaker:But I think I test right in the middle.
Speaker:SU, I can go left or right.
Speaker:I can go technical or I can go creative.
Speaker:I think I'm a little stronger with my creativity and so
Speaker:it's easy.
Speaker:I go back and forth and problem solving is creative.
Speaker:That's what I did for 20 years working in industry and
Speaker:having a team of people.
Speaker:It was the company that I worked with was bear diagnostics.
Speaker:You know the aspirin company?
Speaker:Oh yeah.
Speaker:They had a division that was medical devices and so I
Speaker:worked with hundreds of engineers.
Speaker:This was during the time where there weren't many women in
Speaker:the industry in the eighties and I finally went through all
Speaker:the way up to 1999 when I had my last child.
Speaker:But anyway,
Speaker:I did that and then they wanted to relocate us.
Speaker:That's when I just had kids.
Speaker:My mother was going to need assistance,
Speaker:was elderly and my husband loved his job and they wanted
Speaker:to relocate me to Tarrytown,
Speaker:New York to lead a hundred engineers in configuration management.
Speaker:And I just didn't want to leave.
Speaker:So that was a pivotal point then Was a pivotal point.
Speaker:There was a lot of moving parts in my life.
Speaker:And that's when I said,
Speaker:okay, what are you going to do?
Speaker:Are you going to go back?
Speaker:Are you gonna consult in this area?
Speaker:Are you going to stay in the area?
Speaker:Are you going to reengineer?
Speaker:And at that time I thought,
Speaker:you know what,
Speaker:I, you know,
Speaker:something life changing also happened during that time where I was
Speaker:carrying twins and my son,
Speaker:I have Hannah and Michael.
Speaker:Michael passed away.
Speaker:Oh my.
Speaker:And so it was at that time that I just kind
Speaker:of said,
Speaker:what else?
Speaker:It was horrible.
Speaker:Thank goodness I'm a Christian and I have the Lord.
Speaker:Well, as perspectives changing your job is nothing compared to losing
Speaker:a son.
Speaker:Right? And so it was just very pivotal in a number
Speaker:of ways.
Speaker:And that's when I said,
Speaker:you know,
Speaker:Hey, life is too short.
Speaker:That's when I still wanted to kind of raise my kids
Speaker:while I was launching a new business.
Speaker:So I did research and I came up with corporate gifting
Speaker:and gift baskets cause it was really,
Speaker:we were in the middle of it at the time and
Speaker:I thought,
Speaker:I love design and I love business and I wanted to
Speaker:be an entrepreneur and I wanted to raise my kids too.
Speaker:And so I just threw it all in a bag and
Speaker:shook it up.
Speaker:And this is what came out is my business.
Speaker:I love you saying that you didn't use a basket,
Speaker:you used a bag.
Speaker:I did,
Speaker:yeah. It was a beautiful,
Speaker:like a travel bag that was just a gorgeous nubby bag
Speaker:that you would use in a hotel.
Speaker:It was just so cool.
Speaker:So you chose gift baskets,
Speaker:corporate baskets,
Speaker:which that was my same story,
Speaker:right? Coming out of corporate,
Speaker:making a change,
Speaker:wanting to be with the kids.
Speaker:So very interesting how we kind of walk the same path
Speaker:there. So for people who are either in a situation like
Speaker:that where they are being forced out,
Speaker:deciding by their own will,
Speaker:they are looking at leaving and just want to change however
Speaker:it is.
Speaker:What were the first few things that you started doing to
Speaker:actually form your business?
Speaker:So the first few things were I went to the library
Speaker:with my kids and I was researching everything I could read
Speaker:about gift basket businesses in a home business and starting a
Speaker:business. I just went to the local library.
Speaker:I remember it so well putting the kids by the trains,
Speaker:that one train that has a face on it and I
Speaker:can't even remember now.
Speaker:Thomas the tank engine.
Speaker:Yeah, yeah,
Speaker:yeah. I mean I think he's still cool.
Speaker:I know Arthur is still out there.
Speaker:I love Arthur.
Speaker:So I put the kids there and I would go to
Speaker:research and actually the woman that would help me with the
Speaker:research, she became like the whole director of all of our
Speaker:libraries all in Medina County.
Speaker:And so she watched me from when I brought my kids
Speaker:in that were like two and four.
Speaker:Hannah was two and five or whatever and she watched me
Speaker:just go through this whole metamorphosis of I read things and
Speaker:then I started playing with design simultaneously.
Speaker:I think Sue,
Speaker:the difference is I didn't work in the industry like for
Speaker:someone else,
Speaker:like many people that are florists or they worked for a
Speaker:gift company,
Speaker:they decide then they have like the domain expertise and then
Speaker:they're like,
Speaker:I'm going to break out on my own and do it
Speaker:myself. I had nothing.
Speaker:I mean it was just a hunch that said,
Speaker:Hm, I really enjoy giving gifts and I love design and
Speaker:I like putting together baskets,
Speaker:but I want to make it really more artistic.
Speaker:I want to make it a little different.
Speaker:I want to make it not like huge.
Speaker:See, I like whimsy but not like cutesy,
Speaker:but I want it to be something more artistic.
Speaker:I wanted a different flair on the baskets.
Speaker:So was your research how to start a business or was
Speaker:your research,
Speaker:what is a gift basket or a corporate gift business all
Speaker:about what's already out there.
Speaker:How can I be different?
Speaker:Like trying to narrow in on your design or what was
Speaker:the goal of all the research that you were doing?
Speaker:Yeah, I think it was to figure out what the needs
Speaker:were in corporate and I was doing this simultaneously,
Speaker:so part of it was going to be the business and
Speaker:then creative part was going to be where I benchmarked and
Speaker:looked at other businesses and I actually would go onto the
Speaker:internet and study and compare in,
Speaker:get ideas in to see how this could be a viable
Speaker:business that made money.
Speaker:Not just a hobby,
Speaker:but something that I'm like,
Speaker:darn it.
Speaker:I love the process engineering part.
Speaker:I like it.
Speaker:It made a lot of money,
Speaker:but I want to do something now that I enjoy and
Speaker:that I can make a living from.
Speaker:I think I switched the paradigm,
Speaker:switched from liking what I did to something that I love
Speaker:that just was something I was going to be passionate about.
Speaker:Okay. So you went into it right away with a very
Speaker:professional mindset in that I'm going to start this business,
Speaker:I'm going to focus on corporate and it's going to make
Speaker:me money.
Speaker:So we have that.
Speaker:How long I want to make sure that we leave enough
Speaker:time so that we can really talk about what you know
Speaker:in terms of corporate and getting into corporate.
Speaker:Because I think that's going to be really,
Speaker:really relevant to our listeners.
Speaker:But I do want to finish up this development part too.
Speaker:How long were you in the research mode?
Speaker:You know,
Speaker:I'm gonna say very short.
Speaker:I started maybe six months cause I was doing things with
Speaker:my kids.
Speaker:I was taking them to preschool,
Speaker:I was starting to take care of an elderly mom.
Speaker:So I only had part time,
Speaker:time to work on the business.
Speaker:I'm going to say six months.
Speaker:I started letting people know,
Speaker:Hey, I'm starting this,
Speaker:I'm going in,
Speaker:I'm looking into this.
Speaker:And I knew I was going to have to start networking.
Speaker:So I'm going to say six months.
Speaker:Okay. So you were researching and I'm sure you got more
Speaker:and more clarity as time went on.
Speaker:And so then did you put a set date on the
Speaker:calendar that this is when I'm opening for business or how
Speaker:did you make the transition from research to actually having a
Speaker:business? I want to be totally transparent about this.
Speaker:I did it kind of in a relaxed way because I
Speaker:felt like this is going to happen.
Speaker:I kind of gave myself,
Speaker:I'm going to say a year to start selling and being
Speaker:able to sell baskets and that I would be producing and
Speaker:making some kind of money.
Speaker:The stream would start coming in.
Speaker:I think if I had to do it again,
Speaker:I would have been more deliberate about setting a date because
Speaker:I know the power of setting goals and how they're realized
Speaker:and how God in the universe and you make it happen
Speaker:when you set goals.
Speaker:Like I write them now on my board in front of
Speaker:me, so I see them every day.
Speaker:I felt at that time like,
Speaker:you know what?
Speaker:I know I want to start a business,
Speaker:but I know I'm doing a lot.
Speaker:At the same time I'm learning about a small business.
Speaker:I'm learning about the needs of gift baskets and I'm raising
Speaker:kids and I knew that I just gave myself like a
Speaker:year you're going to make this happen and start making money.
Speaker:I actually liked that you are able to say that you
Speaker:started that way because I think a lot of people who
Speaker:are listening are also juggling a lot of things and that
Speaker:what you're showing is there isn't just one right way to
Speaker:do it.
Speaker:And yes,
Speaker:everybody talks about set the date,
Speaker:action plans make the goals and I also believe in that.
Speaker:But that doesn't mean if you don't start that way that
Speaker:you're not going to be successful.
Speaker:Look at you now.
Speaker:Right. So I mean everybody does it their own way.
Speaker:I guess I would say just because you're not doing it
Speaker:exactly like somebody else does doesn't mean that it's right or
Speaker:wrong, but your way of doing things.
Speaker:Okay, so you started basket school,
Speaker:or if you were to look back and say there's one
Speaker:thing that I would recommend to other people who are starting
Speaker:that I would have done differently,
Speaker:what would that be?
Speaker:I think the one thing that I did is I stayed
Speaker:in networking groups that were in serving me.
Speaker:Ooh, that's interesting.
Speaker:Talk more about that.
Speaker:Like it wasn't a BNI and those have different personalities,
Speaker:but I wasn't a couple local women's groups that were small
Speaker:businesses and I was trying to show them how gifts were
Speaker:relevant to what they,
Speaker:to help them,
Speaker:but I really didn't hone deck,
Speaker:like they really didn't need me as much as corporations did.
Speaker:So was it the comradery and kind of feeling like you
Speaker:were working without really seeing the results?
Speaker:Yeah. Okay.
Speaker:But I think that's a really important point because you and
Speaker:I am such an advocate of networking,
Speaker:and I'm not sure if we're going to be talking about
Speaker:that a little bit more or not.
Speaker:I talk about it all the time on the podcast.
Speaker:Yeah, yeah,
Speaker:yeah. But action has to produce results and going to networking
Speaker:meetings. Either you're not approaching the networking meetings properly or to
Speaker:your point it's not the right networking meeting.
Speaker:It's really easy for us to miss guide ourselves by thinking
Speaker:we're doing that's constructive for the business cause we're taking an
Speaker:action but it might not be the right action that's going
Speaker:to produce business.
Speaker:Right. I think I did a for socialization,
Speaker:So there was a need there for awhile,
Speaker:right? I mean you could say that.
Speaker:Yeah, there was a need there.
Speaker:You could say that that was the right thing to do
Speaker:for some time,
Speaker:but you think you held onto that too long.
Speaker:I held onto it too long and I was with people
Speaker:that didn't have the ambition and didn't want to produce as
Speaker:much as I did too.
Speaker:Like it was almost enabling.
Speaker:I don't know how to say it like it was.
Speaker:Well it served your need for a time.
Speaker:I think you're saying you would have cut it off a
Speaker:little bit sooner,
Speaker:but I think that's also a good warning and you tell
Speaker:me if you agree with me.
Speaker:I know there are a lot of people,
Speaker:you know,
Speaker:it's fun to say you have your own business or you're
Speaker:an entrepreneur or you know all of that.
Speaker:But I do see a lot of people who play having
Speaker:their own business and aren't as serious and dedicated and committed
Speaker:as other people are.
Speaker:Right. And that's okay.
Speaker:They can be that way.
Speaker:You know,
Speaker:everyone can do their own thing.
Speaker:Right? Right.
Speaker:But if our interest in our goal is to make money
Speaker:from our business,
Speaker:possibly replace a nine to five,
Speaker:you have to be more serious than that.
Speaker:You can't be just playing.
Speaker:And Sue,
Speaker:the other thing I wanted to mention,
Speaker:which was a really big deal is I was good at
Speaker:like setting up the business,
Speaker:the operations.
Speaker:But I was afraid of sales because I'm an engineer and
Speaker:I was told somewhere in my life or I had this
Speaker:barrier that you're good at the money,
Speaker:you're good at handling the money and setting up operations and
Speaker:your product and your service.
Speaker:But my messaging wasn't clear when I did network.
Speaker:I wasn't clear about how I can help others with gifting.
Speaker:When I first started,
Speaker:I was focused on this you can give to your clients
Speaker:for their birthdays or,
Speaker:but I wasn't focused on specifics of how gifting is strategically
Speaker:high touch and that how we could help you with lead
Speaker:conversion and retention and that connectivity and referral.
Speaker:Thank you.
Speaker:I wasn't focused on my messaging in clear about how gifting
Speaker:really is.
Speaker:There's a need and it's a big deal and unexpected surprise
Speaker:trumps everything in business.
Speaker:The good kind and I really wasn't clear very early on
Speaker:about conveying the message of how gifting can be used strategically
Speaker:in business.
Speaker:Very interesting.
Speaker:First off,
Speaker:that shocks me because knowing how good you are today,
Speaker:it's really interesting to hear you saying that that was something
Speaker:that you really hadn't had totally dialed in right from the
Speaker:beginning. I sucked.
Speaker:I saw it was so funny.
Speaker:I sought and I hired someone to help me with sales
Speaker:and that was a disaster,
Speaker:but anyway.
Speaker:Okay, well let's not go there yet because I want to
Speaker:make an underline this point that you just talked about for
Speaker:all of our listeners too,
Speaker:and this is a question for you guys to ask yourself,
Speaker:is your messaging aligned with what your business offers your customer?
Speaker:Because I think what Debra's saying,
Speaker:and correct me if I'm wrong,
Speaker:but I think I'm right,
Speaker:is you had a very clear vision that you were going
Speaker:after corporate accounts right from the beginning,
Speaker:but your messaging wasn't speaking the same thing.
Speaker:It wasn't strong and it wasn't clear and it wasn't sharp
Speaker:and it wasn't sweet.
Speaker:Okay then.
Speaker:Alright, so give us some of your goodness.
Speaker:Because you are all these awards.
Speaker:You get top corporate gift company of the year,
Speaker:three years in a row.
Speaker:Give us some advice,
Speaker:some thoughts,
Speaker:some direction on all of that.
Speaker:How do you get there?
Speaker:Well, I learned there was this big company,
Speaker:very powerful in Cleveland called CBC,
Speaker:Cleveland business connects and they would run contest every year for
Speaker:events. It would be,
Speaker:you can be nominated in venues and entertainment and gift design
Speaker:and awards and you would have to be nominated and then
Speaker:people would have to vote for you every day.
Speaker:And it was a big deal here.
Speaker:It was the best of the best in Cleveland would go
Speaker:and try to be nominated and get this gorgeous award and
Speaker:they don't do it anymore.
Speaker:They stopped doing it two years ago.
Speaker:And so I found out about it by accident when I
Speaker:just had moved my business out of the home and to
Speaker:a brick and mortar and I'm like,
Speaker:we're going to go for this.
Speaker:I wasn't expecting anything.
Speaker:I just said,
Speaker:let's just go for it.
Speaker:And I followed the rules and encouraged people to vote,
Speaker:you know,
Speaker:like how they have those in your community.
Speaker:But this one was like a more of a bougie one.
Speaker:Like I saw the local ones from the newspaper,
Speaker:blah, blah blah.
Speaker:But this one like was a bougie one.
Speaker:It was like a big one.
Speaker:We weren't expecting to win at all and we didn't even
Speaker:know what we were doing.
Speaker:We just,
Speaker:I made my husband go,
Speaker:I took a couple of my staff members,
Speaker:we went to this dinner,
Speaker:no one knew who was gonna win and then they presented
Speaker:you with these gorgeous like square pieces of artwork.
Speaker:That was the award.
Speaker:Oh my gosh.
Speaker:Okay. So what is it that you've done for your business
Speaker:that positions you to be the gift company of the year?
Speaker:I think it was really servicing the client and how we
Speaker:made our client's life easier is how we aligned with their
Speaker:goals, how we started doing these touch gifts instead of the
Speaker:gift basket.
Speaker:And I started off in gift baskets,
Speaker:but then as I talked with clients and learned what their
Speaker:needs were,
Speaker:SU, I learned that the gift baskets not going to be
Speaker:for everyone.
Speaker:They don't want to start at $50 or whatever.
Speaker:They need something smaller to get the job done,
Speaker:do what's required in business.
Speaker:And so we had like change in turn on a dime
Speaker:and think,
Speaker:okay, wait a minute here we got to do like little
Speaker:touch. I call them touch gifts.
Speaker:People come Popeye's mini gifts,
Speaker:whatever. But I called them touch gifts because touch is a
Speaker:word that people use in sales,
Speaker:high touch,
Speaker:low touch.
Speaker:So I just picked touch gifts and my salespeople got it
Speaker:right away what we were talking about.
Speaker:And these were little things that like cost two or $3,
Speaker:but they looked like little gifts and so people were responding
Speaker:to this.
Speaker:That's one of the things that got us the award.
Speaker:We had to write like a whole paper on this award.
Speaker:Oh that's right.
Speaker:We also had to submit how we helped clients and what
Speaker:the outcomes were and what we did to change their lives
Speaker:in the year.
Speaker:So how your business had an impact on your clients?
Speaker:Yeah, I forgot about that.
Speaker:We had to write like a whole paper and it was,
Speaker:Oh and this was judged too.
Speaker:So this was just not a popularity contest award by any
Speaker:means. Okay.
Speaker:So let's get to this cause I want to stay with
Speaker:things that you are,
Speaker:nuggets that our listeners will be able to take and use
Speaker:themselves. So I will want to circle back at some point
Speaker:and ask you what your technique is for getting an audience
Speaker:with corporate clients to start with,
Speaker:but because we've already been talking about this,
Speaker:you could have been,
Speaker:so looking in at what the goals and the missions are
Speaker:of your gift basket business and trying to continually resell gift
Speaker:baskets and re-explain why gift baskets were the solution and just
Speaker:try to change the client.
Speaker:But instead you were open enough and really listened to the
Speaker:fact that okay,
Speaker:gift baskets as we're currently doing them aren't necessarily right for
Speaker:in whatever client you were in front of.
Speaker:And then did you see that continuing to happen with multiple
Speaker:clients, which is then you're like,
Speaker:okay, there's something else I should be doing here.
Speaker:Yes, That's exactly it.
Speaker:The more we talked to HR people like different personas,
Speaker:different industries,
Speaker:realtors, admins is another big audience of ours.
Speaker:Healthcare. As we were talking to sales people,
Speaker:event people,
Speaker:hotel people,
Speaker:decision makers,
Speaker:we were getting feedback.
Speaker:When we would mention gift basket,
Speaker:we would scare them away and they would say,
Speaker:we don't need that.
Speaker:What was it you were seeing that leads you to believe
Speaker:you were scaring them away?
Speaker:We weren't being invited in to talk about ideas.
Speaker:Okay. And how we can make their lives easier and connect
Speaker:and build those relationships.
Speaker:Okay, so they weren't seeing a solution in what you had
Speaker:to offer?
Speaker:Correct. Okay.
Speaker:So then now you're going to go back and rethink all
Speaker:of this?
Speaker:I guess.
Speaker:So take us there.
Speaker:What happens then?
Speaker:So then it was like,
Speaker:we can do little gift baskets,
Speaker:but that's going to be like $25 And that's labor And
Speaker:that's labor and it's cost just as much like you said.
Speaker:Yeah, it's labor,
Speaker:it's labor intensive.
Speaker:Or we can come up with these little touches that either
Speaker:we make or client or people already sell like sweet you
Speaker:believe. For example,
Speaker:in Pennsylvania they make these little like double pretzels that have
Speaker:a bow on them and they're done and you buy them
Speaker:and you just sell them.
Speaker:You just double the price and you sell them and they're
Speaker:flying out of here like crazy.
Speaker:Or you can add their printed ribbon.
Speaker:So it was really asking questions.
Speaker:Okay, if the gift basket is not the answer,
Speaker:what is the answer and how can we retool this?
Speaker:Again, problem solving.
Speaker:I think that's like a big deal.
Speaker:Okay, so this is such a great example,
Speaker:but you identify the problem,
Speaker:you go back and you think and then you come up
Speaker:with ideas and then did you run them by some of
Speaker:your corporate clients?
Speaker:Yeah, we tested it.
Speaker:We said,
Speaker:what would this better meet your needs?
Speaker:And people just started to respond to them.
Speaker:Ah, so you saw it right away.
Speaker:We saw it right away.
Speaker:Like when we would present and we would give a tasteful
Speaker:break, we would,
Speaker:instead of,
Speaker:we would give people a tasteful break.
Speaker:When we were able to go in and present a corporation's,
Speaker:when it was like a larger group,
Speaker:we wouldn't just give them a snack box or something.
Speaker:We would actually lay out food.
Speaker:Okay. You've got to go back and tell people really quickly
Speaker:what a tasteful break is.
Speaker:A tasteful break sounds right up my alley.
Speaker:We'll hear all about it.
Speaker:Right after an information break from our sponsor.
Speaker:This podcast is made possible thanks to the support of the
Speaker:ribbon print company.
Speaker:Create custom ribbons right in your store or craft studio in
Speaker:seconds. Visit the ribbon,
Speaker:print company.com
Speaker:for more information.
Speaker:So a tasteful break is how I presented to our first
Speaker:corporate client,
Speaker:which was Parker Hannifin and they're big and Cleveland and they're
Speaker:like in California and other places.
Speaker:They're worldwide company,
Speaker:but they make parts and big engineering company and the admins
Speaker:brought us in and I remember everybody's showing up and I
Speaker:was like,
Speaker:wow, like this was my first one and so I was
Speaker:scared. I didn't know what I was doing.
Speaker:I brought too much Showing up to the meeting.
Speaker:Yeah, everyone was there.
Speaker:All the admins,
Speaker:HR came in,
Speaker:they were like,
Speaker:Oh wow.
Speaker:Oh I like the baby.
Speaker:We. So we did still the baby stuff and all their
Speaker:needs like cause they have to do wedding,
Speaker:get well condolence gifts on boarding.
Speaker:But we fed them,
Speaker:we fed them at a pretty display.
Speaker:We laid out just like you're going to have people over
Speaker:for cocktails or appetizers.
Speaker:We laid that out.
Speaker:We talked about our snacks so that they can see the
Speaker:quality of what's going in them.
Speaker:And then we also showed those little touch gifts and they
Speaker:responded to this,
Speaker:Oh, wouldn't that be nice for visitor gifts?
Speaker:Or when somebody comes in for an interview or for takeaways
Speaker:at an employee picnic or the salespeople were,
Speaker:Oh, wouldn't this be nice to thank them for the appointment?
Speaker:Or just stay top of mind during the year.
Speaker:Oh my gosh,
Speaker:isn't it great when your client is thinking of other solutions
Speaker:for your product,
Speaker:Right? Yeah,
Speaker:yeah, yeah.
Speaker:So yeah,
Speaker:I mean that you've won then.
Speaker:Right? So there we're seeing how it can be used in
Speaker:other situations and you can tell when people are engaging with
Speaker:you. The other good thing about having a group of people
Speaker:together is they play off of each other.
Speaker:So you don't have to talk about how fabulous it is
Speaker:they're doing it.
Speaker:So you just turn the floor over to them.
Speaker:Right. And so what does it look like today?
Speaker:Is this the same area of interest today in what you
Speaker:mostly provide?
Speaker:So we do the touch gifts quite a bit many gifting
Speaker:and we actually set a programs for it.
Speaker:So like realtors could send out 10 or 12 or 20
Speaker:or 50 boxes,
Speaker:little touch gifts and glamour envelopes or pretty boxes,
Speaker:these colored boxes a month or a quarter.
Speaker:And we set up a whole program for it.
Speaker:So it's turnkey for busy people to stay top of mind
Speaker:with their influencers and what their referral base.
Speaker:So we just automated it and made it bigger and we
Speaker:still do the tasteful breaks and we wrote a book about
Speaker:it so that others can learn how to have a captive
Speaker:audience and how to not just make it special so that
Speaker:they want to bring you in for tasteful Bray.
Speaker:Right, okay.
Speaker:If we have people who are listening who are in the
Speaker:consumable industry,
Speaker:because I guess that's what you need for a tasteful break,
Speaker:where could they go to get this book So they can
Speaker:contact me at wow.
Speaker:At basket skull or gifts.com
Speaker:and we will send them a form or they can go
Speaker:to Facebook baskets galore and just DM me,
Speaker:direct message me and ask me and we'll send them a
Speaker:form and that's how they can just ask for it and
Speaker:we send them a form to complete and we send them
Speaker:the whole kit.
Speaker:It's a whole kit.
Speaker:Oh, it's a whole kit.
Speaker:Okay. So gift biz listeners,
Speaker:if you are interested,
Speaker:I will put all the information on the show notes page.
Speaker:So just access the show notes page and you'll have all
Speaker:the information if you're interested in knowing more about the tasteful
Speaker:break and getting the kit.
Speaker:So let's leave it with that for now.
Speaker:Okay. So what would you say percentage wise are tasteful break
Speaker:or touch point products versus your overall mix of products?
Speaker:So the touch products are still a small,
Speaker:I mean I'm going to say 25% of our business.
Speaker:So would you say they're an entrance point into corporate accounts?
Speaker:Would that be fair?
Speaker:It's great.
Speaker:Yeah. Or I would say it's an entrance point for to
Speaker:starting to work with certain personas.
Speaker:Yeah, like sales people respond to that and health,
Speaker:healthcare, anybody in sales,
Speaker:they like that.
Speaker:Like touch pop by and then it is one category of
Speaker:gifting that you can offer and I'm recommending you offer it
Speaker:because you can say,
Speaker:let us help you stretch your budget,
Speaker:let us help you touch people throughout the year,
Speaker:but it doesn't have to be launch.
Speaker:You can spin that on a way to stay connected and
Speaker:do something special without breaking the bank.
Speaker:Okay. All right,
Speaker:let's move on.
Speaker:I know that a lot of people,
Speaker:just the idea of corporate is scary.
Speaker:People get the fact that there's money to be had in
Speaker:corporate. Corporate accounts are great because it's higher volume.
Speaker:They're usually budget and if you're really thinking you can contract
Speaker:that business for lower prices,
Speaker:you can negotiate things,
Speaker:but none of it gets started because it's scary.
Speaker:Like how do you get into a corporate account?
Speaker:Right. Can you share with us a little bit of how
Speaker:you're able to do that?
Speaker:Sure. So it all starts by you start where you're at,
Speaker:who do I know that works in a corporation or through
Speaker:networking at your groups and just meeting people and networking at
Speaker:corporate events.
Speaker:Who can you just start talking to but you want it
Speaker:to be people that are willing to champion you and host
Speaker:you to start working with them.
Speaker:So you start with your friends and your people that love
Speaker:you, know you trust you and they will either bring you
Speaker:into their company or they would be a decision maker to
Speaker:start that process,
Speaker:But they don't necessarily need to be the one who makes
Speaker:the decision.
Speaker:They might just be working at the company,
Speaker:but they have internal access to the place where you need
Speaker:to be the person you need to be talking to.
Speaker:Exactly. Okay,
Speaker:got it.
Speaker:And just like you do a warm referral or an introduction,
Speaker:you kind of get your system in place and make sure
Speaker:that you're setting yourself up to be credible.
Speaker:It just takes one.
Speaker:The reason I got into Parker Hannifin was because of a
Speaker:haircut. Oh,
Speaker:tell that story.
Speaker:That's interesting.
Speaker:My sister is a hairdresser and she cuts one of the
Speaker:officer's hair and she was all,
Speaker:my sister has this gift company and then once like she
Speaker:had something displayed at her company or was giving a big
Speaker:gift and he just saw the quality of the work and
Speaker:said we got to get her into talk to the admins
Speaker:and then he said,
Speaker:have her call Sue,
Speaker:blah blah,
Speaker:blah and set up.
Speaker:And so he was my champion because of my sister,
Speaker:their connection.
Speaker:And he didn't really know me,
Speaker:he just knew my sister and was going to help me
Speaker:out. And he saw the quality of work because people aren't
Speaker:going to take that risk necessarily unless they know something about
Speaker:you too.
Speaker:So that's why it's good to be visible or have something
Speaker:there to show something.
Speaker:Yeah. And then he said,
Speaker:call my assistant and she's going to set up,
Speaker:have her come in and present or meet with Sue.
Speaker:And that's when I says,
Speaker:well how about if we,
Speaker:do you think the other admins,
Speaker:it's all asking questions without being pushy.
Speaker:What if we bring in snacks for everybody?
Speaker:We can do it during their break,
Speaker:we can do it.
Speaker:It's easy,
Speaker:it's convenient,
Speaker:it's turnkey for them.
Speaker:I'll send you an invitation.
Speaker:You can send it out to your people,
Speaker:get them to sign up,
Speaker:and then what are their interests so I can make their
Speaker:needs when I bring in and present.
Speaker:And then you handle the rest.
Speaker:You make it super easy for them.
Speaker:So that's all they're doing is sending out an invite or
Speaker:scheduling it on people's calendar.
Speaker:They have internal things.
Speaker:And it was because of that haircut that I got into
Speaker:Parker Hannifin and that was my first presentation.
Speaker:You know that is crazy because I have to share with
Speaker:you now also how I got into my first big corporate
Speaker:account. When I had my gift basket business.
Speaker:I was in line at Starbucks and one of the city
Speaker:officials who I happened to be friends with our children went
Speaker:to preschool together,
Speaker:was sitting with somebody at one of the local banks here.
Speaker:They've just recently sold,
Speaker:but they were MB financial.
Speaker:And she says to me,
Speaker:Oh my gosh,
Speaker:Sue, you need to meet so and so.
Speaker:And he was one of the branch heads.
Speaker:He wasn't really in corporate.
Speaker:And he says,
Speaker:Oh, I'll get you the name of the person.
Speaker:Like same type of thing.
Speaker:One thing led to another in an,
Speaker:I'm going to say quote unquote unprofessional environment.
Speaker:Like you were getting your hair done.
Speaker:I was standing in line for coffee.
Speaker:And the thing that's so cool about that,
Speaker:well first off,
Speaker:it's a good point to make that you never disconnect from
Speaker:your company and think that because you're not in your office
Speaker:or your studio that you shouldn't be talking about your company
Speaker:now. Not all the time.
Speaker:Right. But just those connections.
Speaker:And then the really cool thing,
Speaker:and I don't know if this is how this happened to
Speaker:you, but not that I could talk about the fact that
Speaker:that was a company I was using,
Speaker:but it kind of,
Speaker:once you're into a couple of corporate accounts,
Speaker:you learn the ropes,
Speaker:right? And then you can save things like one of our
Speaker:other corporate accounts.
Speaker:You don't share the strategy,
Speaker:right? But you start putting yourself at a different level.
Speaker:I guess it is.
Speaker:But for me it was for my cup of coffee.
Speaker:For you it was in the salon.
Speaker:Yeah. So you never know where your business is going to
Speaker:come from.
Speaker:Exactly. And then yes,
Speaker:as you do get one then you're establishing credibility and you
Speaker:can name drop and you're doing it strategically not to be
Speaker:a jerk.
Speaker:Like not to be,
Speaker:Oh these are my clients.
Speaker:But I mean I don't like doing some of this stuff
Speaker:cause it's not me to name drop and stuff.
Speaker:But I had to put MBA after my name when I
Speaker:would send out emails.
Speaker:Otherwise they would think I was aunt Martha making baskets in
Speaker:the basement.
Speaker:Right. Cause I was a home business for the longest time.
Speaker:I had established instant credibility.
Speaker:So you do that by your persona,
Speaker:how you dress,
Speaker:how you look,
Speaker:how your cards look,
Speaker:all that adds up to your credibility.
Speaker:It all matters.
Speaker:It all matters.
Speaker:And I hate and I took off the MBA after my
Speaker:name now,
Speaker:but for the longest time I kept that there,
Speaker:my credit stations,
Speaker:because I know it just sounds like I felt like such
Speaker:a snap.
Speaker:But if you don't have confidence in yourself,
Speaker:how are other people gonna have confidence in you?
Speaker:They will eat you.
Speaker:They won't pick that up so far.
Speaker:Absolutely. I agree with you.
Speaker:Totally. It's so true.
Speaker:Use what you have.
Speaker:I mean namedrop yeah,
Speaker:you know we do gift,
Speaker:I don't like to do that,
Speaker:but you got like 10 seconds to establish credibility.
Speaker:Well, it does add credibility and actually I think you have
Speaker:to be careful of what the industries are.
Speaker:I used to work in grocery in my corporate world and
Speaker:man, those grocers,
Speaker:one against another pricing of produce and stuff.
Speaker:I mean the security and the privacy was so intense.
Speaker:But other types of businesses are a little bit different.
Speaker:And sometimes I don't know about you,
Speaker:but I would ask them,
Speaker:is it okay if I feature some of the gifts that
Speaker:we used to do?
Speaker:Not the ones that we're currently doing but that we used
Speaker:to do and they'd always say yes because it's extra visibility
Speaker:for them.
Speaker:Right. You're right,
Speaker:and I was just going to make another point here,
Speaker:since we're talking corporate that I'm going to ask you one
Speaker:more question and then we're going to have to start winding
Speaker:it down.
Speaker:But without saying too much in the banking industry,
Speaker:I ended up having three or four different banks because once
Speaker:you start getting into an industry,
Speaker:you start learning and understanding them,
Speaker:but I would never share what one was doing with another.
Speaker:Right. I was very clear about that.
Speaker:They didn't even know I had other banks necessarily,
Speaker:but the interesting thing here is each one of them used
Speaker:their gifting in a different way and a pretty significant different
Speaker:way. So I just bring that up for you guys who
Speaker:are listening.
Speaker:If you're thinking that one industry,
Speaker:okay, you know how they're going to do it for a
Speaker:specific industry because you already have been working in that.
Speaker:That doesn't mean that those are the goals,
Speaker:the needs or the pain points of another company.
Speaker:That's in the same industry.
Speaker:Oh my gosh.
Speaker:That is so true.
Speaker:Yeah. So when you're going in and you're finding out about
Speaker:them to the point of discovery or doing the tasteful breaks
Speaker:and understanding how this could work,
Speaker:don't go in with assumptions because it could be totally different.
Speaker:Yeah. You got like open-minded,
Speaker:nimble. Here's a real quick example.
Speaker:We do gifts for various companies and manufacturing lots of them.
Speaker:And then my husband,
Speaker:out of all things,
Speaker:did a cold call to RW Beckett in Cleveland,
Speaker:Ohio, and they're really wildly successful,
Speaker:but they like to do their Christian company.
Speaker:And when John just was talking to this gentleman in HR
Speaker:on the phone,
Speaker:we don't do cold calls.
Speaker:I mean,
Speaker:you don't need to do,
Speaker:but my husband was bored one day.
Speaker:He's just,
Speaker:my husband's quirky,
Speaker:so he just was like,
Speaker:I'm just going to drop something off to this company.
Speaker:And they gave it to HR and then my husband follows
Speaker:up with HR and the gentleman was like,
Speaker:yeah, come on in.
Speaker:And John was like,
Speaker:John knew how to speak their language.
Speaker:What are you doing for onboarding?
Speaker:Do you need any Getwell or,
Speaker:and then we went in there and we found out they
Speaker:were Christian company and he wanted to put like a keepsake
Speaker:or have a prayer gift for their prayer group.
Speaker:And so in their sympathy and get well in visitor gifts
Speaker:we put something that's faith based.
Speaker:Now you don't have another company that does that.
Speaker:We have a lot of those things cause we have a
Speaker:lot of spiritual things here.
Speaker:But that's an example of how you got to kind of
Speaker:be openminded in think what is their culture and maybe make
Speaker:recommendations based on their culture or really listened to them because
Speaker:you want to give your clients something that they can't get
Speaker:anywhere else but from you.
Speaker:Bingo. So they were using edible fruit but then edible fruits
Speaker:not going to put in a devotional or a wood shelf
Speaker:sitter. That's what scripture.
Speaker:But we do.
Speaker:And a lot of people wouldn't even be open enough and
Speaker:listening to identify that this was a question whether they could
Speaker:do or whether this was a need,
Speaker:whether they could do it or not.
Speaker:Yeah. And so you might start off with working with HR
Speaker:but then if they love you and you establish trust,
Speaker:they're going to need holiday gifts and they're going to need
Speaker:visitor gifts cause they have this new showroom and then they
Speaker:can introduce you to salespeople that have key clients that are
Speaker:going to need promotion gifts or things when they get a
Speaker:promotion or,
Speaker:so you got to look at the bigger picture like suicide.
Speaker:You got to really be flexible.
Speaker:Yep. Oh my gosh Debra,
Speaker:this has been amazing.
Speaker:You can clearly see why you are rocking in the corporate
Speaker:world. I really appreciate the whole idea of corporate gifts is
Speaker:fabulous. Your story in terms of how you started and where
Speaker:you are now is so inspiring to people who are just
Speaker:now in the beginning to see where you can go and
Speaker:I really liked the fact that you didn't start out,
Speaker:you came from corporate,
Speaker:like engineering is a little bit scary to me because it
Speaker:sounds so detailed.
Speaker:But you approached your basket business in a little bit of,
Speaker:I'm just going to say softer cause I can't find a
Speaker:way to say it differently but softer because you were also
Speaker:balancing your children,
Speaker:difficult life issue,
Speaker:et cetera.
Speaker:And look where you are now.
Speaker:Super successful being recognized,
Speaker:having fortune 500 companies,
Speaker:all of that.
Speaker:So I think it's very motivating to everybody where you can
Speaker:go. And again,
Speaker:the point is I think doing it in your own way.
Speaker:Yes. I also thank you for the advice on how to
Speaker:get into corporate because that seems very doable for some of
Speaker:us who have been hesitant to do it in the past.
Speaker:So I love that.
Speaker:And so what I like to do now is an exchange
Speaker:for all the value you've given us.
Speaker:We would like to then give something to you and it's
Speaker:by way of a virtual gift.
Speaker:So this is a magical box containing unlimited possibilities for your
Speaker:future. It's your dream or your goal of almost unreachable Heights
Speaker:that you would wish to obtain.
Speaker:So please accept this gift right here in our presence and
Speaker:open your box.
Speaker:Thank you.
Speaker:Tell us what's inside.
Speaker:Okay, so I opened my box and an orange candle comes
Speaker:out. No,
Speaker:I'm just kidding.
Speaker:No, it could be in there.
Speaker:I like that.
Speaker:So I'm digging in my box.
Speaker:So in my box,
Speaker:the gift that you gave me is my second book and
Speaker:I want to write something more sales-based to help people.
Speaker:And then also in my box is a list of speaking
Speaker:engagements because I love to talk about how to connect and
Speaker:sell. I just love it and we all need it.
Speaker:That topic never gets stale,
Speaker:that's for sure.
Speaker:So that's what's in my box because this year we're finishing
Speaker:a new website and I did put the outline for the
Speaker:book on the side cause I had too many things on
Speaker:my plate and I wasn't doing anything well.
Speaker:And so the second book,
Speaker:and I just love speaking and training,
Speaker:pumping people,
Speaker:I'm just like them.
Speaker:That's why I like this is because I'm just like everyone
Speaker:that's in this field.
Speaker:Well, I think your gift is a win win because you're
Speaker:just sharing with us how much you like it And we
Speaker:all need it,
Speaker:so let's do it.
Speaker:Thank you so much Sue.
Speaker:Let's make sure that this happens for sure.
Speaker:This was like too much fun so I could talk to
Speaker:you all day.
Speaker:Honestly, this was big fun here.
Speaker:Big fun.
Speaker:I know.
Speaker:Likewise. Well thank you so much for being on today.
Speaker:I really appreciate it.
Speaker:It is my pleasure and Sue,
Speaker:thank you so much for having me on this podcast.
Speaker:I loved every minute of it.
Speaker:All right.
Speaker:You just heard how to get in front of corporate decision
Speaker:makers, but I know what happens.
Speaker:It all sounds good but then you never act on it.
Speaker:Tasks get in the way and soon it's completely off the
Speaker:radar and this holiday opportunity might just pass you by.
Speaker:Think of it this way,
Speaker:these marketing and HR managers need to find and purchase customer
Speaker:and employee gifts.
Speaker:It very well might be written into their job description,
Speaker:so you're doing them a favor by presenting your product as
Speaker:an option for them without them having to seek you out.
Speaker:Make it easy for them.
Speaker:Land just one or two of these accounts and you'll be
Speaker:Oh, so glad you did.
Speaker:Okay. Promise.
Speaker:I'm believing in you next week.
Speaker:I have a dear friend joining us to talk on a
Speaker:topic we've never covered here before.
Speaker:I'm going to leave you in suspense until next week on
Speaker:that because as we end the show,
Speaker:this is the perfect time to jump over and register for
Speaker:the masterclass I was talking about in the beginning.
Speaker:That link again is gift biz unwrapped.com
Speaker:forward slash masterclass couldn't be simpler.
Speaker:Go do it now.
Speaker:Before you forget and I'll see you next week.
Speaker:Bye for now.
Speaker:I want to make sure you're familiar with my free Facebook
Speaker:group called gift is free.
Speaker:It's a place where we all gather and our community to
Speaker:support each other.
Speaker:We've got a really fun post in there.
Speaker:That's my favorite of the week.
Speaker:I have to say where I invite all of you to
Speaker:share what you're doing,
Speaker:to show pictures of your product,
Speaker:to show them what you're working on for the week,
Speaker:to get reaction from other people and just for fun because
Speaker:we all get to see the wonderful products that everybody in
Speaker:the community is making.
Speaker:My favorite post every single week without doubt,
Speaker:wait, what aren't you part of the group already?
Speaker:If not,
Speaker:make sure to jump over to Facebook and search for the
Speaker:group gift biz breeze.
Speaker:Don't delay.
