1153: How to Increase Open Rates by 38% on Your Email Campaigns w/ Jay Schwedelson

WEBVTT 1 00:00:00.320 --> 00:00:04.160 There's a ton of noise out there. So how do you get decision makers 2 00:00:04.240 --> 00:00:09.310 to pay attention to your brand? Start a podcast and invite your ideal clients 3 00:00:09.550 --> 00:00:18.989 to be guests on your show. Learn more at sweet phish MEDIACOM. You're 4 00:00:19.070 --> 00:00:23.780 listening to be tob growth, a daily podcast for B TOB leaders. We've 5 00:00:23.820 --> 00:00:27.460 interviewed names you've probably heard before, like Gary Vannerd truck and Simon Senek, 6 00:00:27.820 --> 00:00:31.940 but you've probably never heard from the majority of our guests. That's because the 7 00:00:32.020 --> 00:00:36.689 bulk of our interviews aren't with professional speakers and authors. Most of our guests 8 00:00:36.689 --> 00:00:41.130 are in the trenches leading sales and marketing teams. They're implementing strategy, they're 9 00:00:41.130 --> 00:00:45.770 experimenting with tactics. They're building the fastest growing be tob companies in the world. 10 00:00:46.409 --> 00:00:49.009 My name is James Carberry. I'm the founder of sweet fish media, 11 00:00:49.250 --> 00:00:52.920 a podcast agency for BB brands, and I'm also one of the CO hosts 12 00:00:52.960 --> 00:00:56.840 of this show. When we're not interviewing sales and marketing leaders, you'll hear 13 00:00:56.920 --> 00:01:00.520 stories from behind the scenes of our own business. Will share the ups and 14 00:01:00.640 --> 00:01:03.549 downs of our journey as we attempt to take over the world. Just getting 15 00:01:04.150 --> 00:01:14.670 well maybe let's get into the show. Welcome back to be tob growth. 16 00:01:14.750 --> 00:01:19.299 I'm Logan Lyles with sweetfish media. I'm joined today by J Schwettleson, president 17 00:01:19.340 --> 00:01:22.099 and CEO of world data. Jay, how you doing today, sir, 18 00:01:22.340 --> 00:01:25.459 I'm doing great. Thanks for including me. We are very excited to have 19 00:01:25.620 --> 00:01:27.819 you on. You guys are doing a lot in the world of email marketing, 20 00:01:27.859 --> 00:01:32.099 especially in be to be. We're going to be talking about three specific 21 00:01:32.219 --> 00:01:36.409 things that be to be marketers need to be thinking about to improve their email 22 00:01:36.409 --> 00:01:38.969 marketing performance today, but before we jump straight into that, I would love 23 00:01:40.090 --> 00:01:42.890 for you to give us a little bit of context what you in the team 24 00:01:42.010 --> 00:01:46.250 at world data are up to these days and why you're the guy talking about 25 00:01:46.250 --> 00:01:49.280 email marketing today. Sure. So, world data, we've been in business 26 00:01:49.359 --> 00:01:55.000 for over forty years now, for about a hundred person organization, and we 27 00:01:55.200 --> 00:02:00.239 work with Bab markers, helping them to execute acquisition marketing campaigns, mostly using 28 00:02:00.280 --> 00:02:04.790 email. So we're helping them to drive new lead growth, dough customer growth, 29 00:02:04.870 --> 00:02:07.389 do subscriber growth, and we're in all the different target markets, whether 30 00:02:07.469 --> 00:02:12.349 it's SMB, mid market or enterprise, where in every region around the globe. 31 00:02:12.909 --> 00:02:15.659 We're not an ESP so we're not an email sending provider. We work 32 00:02:15.740 --> 00:02:20.659 with all the different email sending providers and we source all the different email media 33 00:02:20.780 --> 00:02:23.819 that a marketer can need. So over the last twelve months we actually executed 34 00:02:24.340 --> 00:02:29.259 on over six billion emails sent. So we take all of that data and 35 00:02:29.300 --> 00:02:31.169 we actually have a research division that we agregate all that so we come up 36 00:02:31.169 --> 00:02:36.210 some really good best practice information that we could share our clients. We help 37 00:02:36.289 --> 00:02:40.330 them to execute on these campaigns to get those new customers coming in for whatever 38 00:02:40.370 --> 00:02:44.599 their audience is. Yeah, I love that. A lot of data points 39 00:02:44.680 --> 00:02:49.479 to be able to go off of and then inform some execution strategies based on 40 00:02:49.560 --> 00:02:53.840 that, and so that really teases up really nicely for our conversation today, 41 00:02:53.879 --> 00:02:58.280 because we're going to be taking some of those lessons learned from those data points, 42 00:02:58.319 --> 00:03:00.270 of those million to emails that you guys have been sending, and we're 43 00:03:00.270 --> 00:03:06.389 going to be talking about three specific things that you think that beb marketers should 44 00:03:06.430 --> 00:03:10.550 really be thinking about in their email marketing campaigns as specifically on the acquisition side. 45 00:03:10.629 --> 00:03:15.419 So those are urgency, exclusivity and timing. Let's dive right in with 46 00:03:15.620 --> 00:03:20.500 urgency. Where that should be in the minds of beb marketers as they think 47 00:03:20.500 --> 00:03:23.819 about their email campaigns. Right now, Jay, people ask you all the 48 00:03:23.939 --> 00:03:28.250 time what's the number one thing that could drive performance in email marketing campaign if 49 00:03:28.250 --> 00:03:31.770 you're a BEDB marketer, and without question, it's urgency. We mean by 50 00:03:31.849 --> 00:03:36.810 urgency is that most cases when you're sending out an email campaign, you have 51 00:03:36.930 --> 00:03:39.530 an offer that you're trying to drive home. Maybe you have a white paper 52 00:03:39.689 --> 00:03:42.960 that you're trying to get people to download. Maybe have a Webinar the you're 53 00:03:43.000 --> 00:03:46.439 trying to get people to attend. You have an offer. If you send 54 00:03:46.479 --> 00:03:52.159 out an email and the offer doesn't expire, there's no urgency for the person 55 00:03:52.240 --> 00:03:55.110 to take advantage of that offer. But if you have that offer, if 56 00:03:55.150 --> 00:04:00.349 you have that white paper and you say Free White Paper offer ends on Friday, 57 00:04:00.750 --> 00:04:05.150 right in today's Thursday, hypothetically you're like, Oh my God, if 58 00:04:05.189 --> 00:04:09.110 I don't download this today, it's not going to be there for me next 59 00:04:09.150 --> 00:04:14.939 week. That sense of urgency when you have an offer completely change is your 60 00:04:14.979 --> 00:04:18.779 performance. Just by including the expiration period, let's say two days left, 61 00:04:18.939 --> 00:04:24.810 twenty four hours left. Just by including the expiration of time in your subject 62 00:04:24.850 --> 00:04:28.769 line. If you're a BEB marketer, your open rate on your emails will 63 00:04:28.769 --> 00:04:32.410 go up over thirty eight percent just by letting people know when the offer can 64 00:04:32.529 --> 00:04:38.009 expire. So a big tip to email marketers in the BTB spaces. If 65 00:04:38.050 --> 00:04:42.040 you're sending out a campaign, you have an offer, it needs to end. 66 00:04:42.399 --> 00:04:45.560 If it doesn't end, you're never going to get the performance that you 67 00:04:45.680 --> 00:04:48.000 want because the recipients always going to feel that they can come back to it 68 00:04:48.120 --> 00:04:51.759 later and that's not what you want you're trying to drive results. Yeah, 69 00:04:51.759 --> 00:04:55.750 as they talk about on the sales side of the House, time kills all 70 00:04:55.870 --> 00:04:59.389 deals. Right, maybe maybe there should be a segue to that or a 71 00:04:59.550 --> 00:05:02.230 paralallel to that. Time kills all email opens or something like that. I 72 00:05:02.670 --> 00:05:06.860 let it jake absolutely little bit about the good in the bad. Maybe of 73 00:05:06.980 --> 00:05:13.220 where you've seen driving this sense of urgency done well and maybe some pitfalls to 74 00:05:13.300 --> 00:05:16.779 avoid when you're trying to dive into this more and think about it implement it 75 00:05:16.980 --> 00:05:20.339 in your email marketing campaigns. Yeah, so, a lot of times work 76 00:05:20.379 --> 00:05:26.089 on marketers will say, well, my offer really doesn't expire, so should 77 00:05:26.089 --> 00:05:29.009 I make it up that it expires? And always tell markers. Look, 78 00:05:29.009 --> 00:05:30.649 you don't want to make up anything. You don't want to create present a 79 00:05:30.689 --> 00:05:34.449 false reality. So if your offer you don't have the ability to have it 80 00:05:34.610 --> 00:05:38.639 expired, have it come to end, there are still ways to play the 81 00:05:38.680 --> 00:05:43.160 game, so to speak. You could have don't miss out, hurry up, 82 00:05:43.759 --> 00:05:47.720 you can say things that kind of take time that you really this is 83 00:05:47.800 --> 00:05:50.870 something you want to take advantage of now, even if you don't have the 84 00:05:50.910 --> 00:05:56.990 luxury of your offer actually expiring, if you're just having the bland hey I 85 00:05:57.029 --> 00:06:00.110 got a white paper, Hey I got a Webinar, come check it out. 86 00:06:00.670 --> 00:06:01.990 Nobody's going to check it out. They're gonna be like, who cares, 87 00:06:02.029 --> 00:06:05.740 I'll see it the next go around. So if you don't have expiration, 88 00:06:06.180 --> 00:06:10.620 there are ways to be creative and what you're writing, and the number 89 00:06:10.620 --> 00:06:14.180 one thing is make sure you're including it in your subjectline. There is no 90 00:06:14.379 --> 00:06:17.019 point to having an offer, there's no point to having expiration of your offer, 91 00:06:17.259 --> 00:06:20.170 if you don't mention the subjecline, because if you don't get the email 92 00:06:20.170 --> 00:06:24.769 open, who cares what's in your body copy? You need that email open. 93 00:06:24.889 --> 00:06:28.170 So make sure the highlights are in that subject line. I love that 94 00:06:28.329 --> 00:06:32.160 again, the parallel to you know, my time as a sales professional is, 95 00:06:32.319 --> 00:06:35.439 you know when you're setting an appointment, as opposed to saying hey, 96 00:06:35.639 --> 00:06:40.000 what time do you have in the next two weeks, presenting a specific time, 97 00:06:40.120 --> 00:06:44.319 a specific day, and same thing here, working on that same psychology 98 00:06:44.480 --> 00:06:47.230 of a human who's on the other side of the phone or opening an email, 99 00:06:47.670 --> 00:06:51.790 going through that mental exercise. So let's jump from there, Jay, 100 00:06:51.949 --> 00:06:56.709 and talk a little bit more about exclusivity. You had some really good thoughts 101 00:06:56.750 --> 00:06:59.230 on this, as you and I were chatting a little bit offline before we 102 00:06:59.269 --> 00:07:02.819 hit record. Yeah, so, in general, whether you're wearing your consumer 103 00:07:02.860 --> 00:07:05.860 hat your business had, it doesn't make a difference. What do people want? 104 00:07:05.980 --> 00:07:10.980 People want things that not everybody else has. Right. So when the 105 00:07:11.060 --> 00:07:13.980 new iphone comes out, everybody likes to be the first one to get that 106 00:07:14.060 --> 00:07:15.610 iphone right. You don't want to be the last guy, you want to 107 00:07:15.610 --> 00:07:18.730 be the first guy. You want to sense that you're on the inside. 108 00:07:18.730 --> 00:07:24.329 A sense of exclusivity be to be markers are finding a lot of success by 109 00:07:24.490 --> 00:07:29.490 calling out the target audiences that they're marketing to in their marketing. So hypothetically, 110 00:07:29.529 --> 00:07:32.959 let's say you are targeting manufacturing professionals. You're sending out an email, 111 00:07:33.000 --> 00:07:40.079 right, that's subject line. When it says for manufacturing professionals. Only if 112 00:07:40.120 --> 00:07:44.430 you're the recipient and you work in the manufacturing industry, you're automatically going to 113 00:07:44.470 --> 00:07:46.790 look at that email be like, wait a minute, I'm a manufacturing professionals, 114 00:07:47.069 --> 00:07:53.589 I want to check this out. When you include the target audience criteria, 115 00:07:53.870 --> 00:07:57.829 the actual industry, or if it says for sea level executives, only 116 00:07:57.949 --> 00:08:01.220 if, when you include the target audience information that you're marketing to in the 117 00:08:01.300 --> 00:08:05.939 subject line of your emails, your open rates go up by over twenty five 118 00:08:05.060 --> 00:08:09.540 percent, and the reason being is the recipient saying themselves, wait, this 119 00:08:09.699 --> 00:08:13.329 is for me, it's not for this guy over here, it's for me, 120 00:08:13.769 --> 00:08:18.569 and that sense of exclusivity really drives performance, because people don't have time 121 00:08:18.009 --> 00:08:22.290 to waste on things that aren't for them. And it's all subconscious, and 122 00:08:22.410 --> 00:08:24.290 that's what all this marketing stuff is all about. It is little tips, 123 00:08:24.329 --> 00:08:28.399 it's little tricks. There's never one silver bullet in email marketing that's going to 124 00:08:28.439 --> 00:08:31.559 change everything, but it's a series of little things like this that really take 125 00:08:31.639 --> 00:08:37.240 you to the finish line. All Right, today's gross story revolves around search 126 00:08:37.320 --> 00:08:41.990 engine marketing and we'll be shining the spotlight on ags software, a company that 127 00:08:41.070 --> 00:08:46.029 makes software for manufacturing operations. Ages was one of the first companies in their 128 00:08:46.110 --> 00:08:52.149 space to invest in search marketing, but this competition grew their performance plateaued. 129 00:08:52.029 --> 00:08:56.700 To counter this, they hired directive consulting, the B Tob Search Marketing Agency 130 00:08:58.460 --> 00:09:03.139 with unparalleled experience in in bent legend. For BDB companies, directive was able 131 00:09:03.220 --> 00:09:07.419 to increase a just as monthly online leads by four hundred and fifty seven percent, 132 00:09:09.059 --> 00:09:13.250 while at the same time lowering their costpro lead by a hundred and forty 133 00:09:13.289 --> 00:09:16.929 seven percent. I have a hunch that directive can get these kind of results 134 00:09:16.970 --> 00:09:22.730 tree to so head over to directive consultingcom and request a totally free custom proposal. 135 00:09:22.250 --> 00:09:26.919 That's directive consultingcom. All right, let's get back to this interview. 136 00:09:28.000 --> 00:09:31.840 So, Jay, talk to us a little bit about timing. You know, 137 00:09:31.440 --> 00:09:35.879 at the the time of this episode's release, people are probably if they're 138 00:09:37.000 --> 00:09:39.070 hearing it when it first drops. It's early November, we're heading into the 139 00:09:39.110 --> 00:09:45.190 holiday season. So thinking about timing, not just in general, and how 140 00:09:45.230 --> 00:09:48.070 do you think about that with your email marketing campaigns, which maybe you could 141 00:09:48.070 --> 00:09:50.470 speak to a little bit. But I think there's some interesting things to think 142 00:09:50.470 --> 00:09:54.539 about as we head into the holiday season and year end, especially for be 143 00:09:54.659 --> 00:09:58.139 tob marketers. Yeah, so often it's a great question, because so often 144 00:09:58.259 --> 00:10:01.220 be to be markers when it comes time to Thanksgiving, it comes time to 145 00:10:03.100 --> 00:10:05.980 the Christmas season. You didn't mean? Markers tend to say, okay, 146 00:10:05.139 --> 00:10:09.610 this is my dead time of year. I really can't play ball because this 147 00:10:09.690 --> 00:10:13.610 is all the consumer stuff. But the reality is what's really interesting is is 148 00:10:13.850 --> 00:10:18.250 that there's so much more Internet activity, there's so much more activity in the 149 00:10:18.330 --> 00:10:22.480 inbox. It's actually a prime time to really focus on really cool campaigns, 150 00:10:22.799 --> 00:10:26.840 and the two reasons are is number one. Internet activity is way high. 151 00:10:26.320 --> 00:10:31.440 Be It be markers in general. They're wrong, but they toned down their 152 00:10:31.480 --> 00:10:35.039 campaign so they think they'll be less responsive. So the inbox are less cluttered 153 00:10:35.080 --> 00:10:37.990 and there's more activities. Now. Is a bit to be recipient a professional 154 00:10:39.470 --> 00:10:41.909 super likely to start buying new products and doing new things at the end of 155 00:10:41.950 --> 00:10:46.350 the year? No, but it's a great time to build up your lead 156 00:10:46.590 --> 00:10:50.179 flow and what you can do. Some of the best campaigns are look forward 157 00:10:50.259 --> 00:10:52.700 emails. I look forward to email is when you have a piece of content 158 00:10:54.059 --> 00:10:56.299 that says, here is Your Road Map for two thousand and twenty, here's 159 00:10:56.299 --> 00:11:00.100 a white paper and what's look, what's going to be like for two thousand 160 00:11:00.100 --> 00:11:03.370 and twenty in your sector? Right, these look ahead emails. Look ahead 161 00:11:03.409 --> 00:11:09.129 emails in the fourth quarter of any calendar year have a forty five percent higher 162 00:11:09.210 --> 00:11:13.250 click three than any other offer in fourth quarter time of year for be to 163 00:11:13.289 --> 00:11:16.970 be professionals. So really think about what can you present as a piece of 164 00:11:16.090 --> 00:11:20.639 content that's a look forward for your industry, because that's what people want. 165 00:11:20.679 --> 00:11:24.200 They they're all sitting there. They're feeling like, okay, how am I 166 00:11:24.240 --> 00:11:26.639 going to do it next year? How many to go next level next year? 167 00:11:26.919 --> 00:11:28.519 And you can give them that piece of content that can get them there. 168 00:11:28.720 --> 00:11:31.320 And, Oh, by the way, you're filling up your top of 169 00:11:31.399 --> 00:11:35.750 the funnel with some really good leads for your sales people to then attack as 170 00:11:35.789 --> 00:11:39.830 you head into the new year. So don't turn your mind off because your 171 00:11:39.909 --> 00:11:43.269 B Tob Market to the holiday season. I love it. That is fantastic 172 00:11:43.350 --> 00:11:46.110 advice and you know, as promised earlier in this conversation, Jay, some 173 00:11:46.259 --> 00:11:50.580 great data points. You know. I was taking notes there and you mentioned 174 00:11:50.659 --> 00:11:54.820 back when we were talking about urgency, increasing open rates by thirty eight percent 175 00:11:54.860 --> 00:11:58.059 and you just mentioned forty five percent high your click through rates right there in 176 00:11:58.500 --> 00:12:03.850 look forward emails. So thinking about that combination right when you have more people 177 00:12:03.850 --> 00:12:09.490 opening more people clicking through, that spells success for me and email marketing campaigns. 178 00:12:09.529 --> 00:12:11.730 Anything else you want to you want to add for bb marketers, especially 179 00:12:11.809 --> 00:12:15.919 this time of year, to be thinking about for their email campaigns? Jay. 180 00:12:16.320 --> 00:12:18.080 Yeah, you know, just back to the concept of no silver bullet. 181 00:12:18.080 --> 00:12:22.759 You know, everything we talked about today doesn't cost you a dollar to 182 00:12:22.840 --> 00:12:26.399 do. You're talking about adding little words, you're talking about moving your content 183 00:12:26.559 --> 00:12:30.549 around a little bit, you're talking about targeting. You don't need to go 184 00:12:30.710 --> 00:12:35.110 out and buy the fanciest email infrastructure, the greatest email delivery platform to really 185 00:12:35.309 --> 00:12:39.509 radically change your overall performance and responsor rates on the back end. It's just 186 00:12:39.710 --> 00:12:43.779 a matter of testing the latest best practices that are always changing, tweaking a 187 00:12:43.820 --> 00:12:48.500 few things here and there and you could really see a dramatic rise in your 188 00:12:48.580 --> 00:12:52.980 performance. Yeah, I love a Jay. This has been really helpful for 189 00:12:52.139 --> 00:12:56.700 me. I know we've been, you know, working more to engage our 190 00:12:56.019 --> 00:13:01.529 community here on bb growth with our weekly email to bb growth big three, 191 00:13:01.929 --> 00:13:05.690 and as we've been building out our network of shows, one of the big 192 00:13:05.850 --> 00:13:09.250 things that that we've been looking to do is to up our game on email 193 00:13:09.289 --> 00:13:13.840 and engage that community there. So what you've been sharing has been helpful for 194 00:13:13.919 --> 00:13:16.879 us. I think it's going to be really helpful for listeners. So I 195 00:13:16.039 --> 00:13:20.159 really appreciate you letting me pick your brain for the sake of our listeners today. 196 00:13:20.720 --> 00:13:24.200 Would love to hear a little bit more about what you're putting into your 197 00:13:24.279 --> 00:13:28.950 brain lately. You know, one of our core values here at swe fish 198 00:13:28.070 --> 00:13:31.710 is never stopped learning. So, whether it's related to email marketing, marketing 199 00:13:31.750 --> 00:13:37.309 in general, professional development or just personally, I would love to hear from 200 00:13:37.309 --> 00:13:41.980 you a resource that listeners should have on their radar that's really got you excited 201 00:13:41.139 --> 00:13:45.659 or helping you improve lately. Yeah, so, you know, it's interesting 202 00:13:45.700 --> 00:13:50.100 question about resources and things that we've been thinking about here. A few years 203 00:13:50.139 --> 00:13:56.049 back, we we we talked about subject line so much and we give out 204 00:13:56.049 --> 00:13:58.330 so much advice about subject lines and there's so many different articles and things out 205 00:13:58.330 --> 00:14:01.450 there. We said, you know, there's got to be a resource that 206 00:14:01.529 --> 00:14:05.970 we could develop that we can give out to the industry for free that can 207 00:14:05.090 --> 00:14:11.399 really help, and so we developed something that's totally free that you can go 208 00:14:11.559 --> 00:14:15.840 and use right now. It's called subject linecom. That's the name right and 209 00:14:16.000 --> 00:14:18.919 when you go there, we develop this for the specific reason of being able 210 00:14:18.960 --> 00:14:22.039 to find the best practices. So you can go there, you could put 211 00:14:22.039 --> 00:14:28.549 your subject line into subject linecom and it will instantly give you a score on 212 00:14:28.669 --> 00:14:33.230 how good or bad your subject line is, leveraging every best practice that exists 213 00:14:33.470 --> 00:14:35.110 so you can know even before you hit said is this thing going to work 214 00:14:35.470 --> 00:14:39.740 or not work, based on a lot of these things. So we created 215 00:14:39.779 --> 00:14:45.419 a resource for the industry so we can allow people to really get that information 216 00:14:45.539 --> 00:14:48.539 out. We've now checked over seven million subject lines. But the other cool 217 00:14:48.539 --> 00:14:52.139 thing about the reason I go there so much is that people now submit their 218 00:14:52.220 --> 00:14:54.610 articles to be posted on there and I learned so much from the articles that 219 00:14:54.610 --> 00:15:00.090 are posted on there. So it's a great free resource and I surely encourage 220 00:15:00.090 --> 00:15:03.809 everyone to check it out. Is Subject linecom awesome. Will definitely link to 221 00:15:03.850 --> 00:15:05.409 that in the show notes. Make It easy for folks to find that. 222 00:15:05.450 --> 00:15:09.159 J appreciate you sharing it. For anybody listening to this Jay that would love 223 00:15:09.279 --> 00:15:13.799 to stay connected with you, learn more about what you guys are up to 224 00:15:13.039 --> 00:15:16.320 or just stay connected with world data, what's the best way for them to 225 00:15:16.399 --> 00:15:20.759 reach out or stay connected with you guys? Awesome. So two ways. 226 00:15:20.840 --> 00:15:24.470 You can go to our website. We have great resources. Ta Our website 227 00:15:24.509 --> 00:15:28.950 is world data with one D, so wourl Datacom, and if you go 228 00:15:30.029 --> 00:15:33.509 to World Datacom resources we have on demand Webinars, Info, graphics, all 229 00:15:33.549 --> 00:15:37.379 sorts of cool stuff. And if you ever wanted is email me. It's 230 00:15:37.419 --> 00:15:45.580 real easy. It's Jays at Corp Wd, so Jays at Corp wdcom, 231 00:15:45.779 --> 00:15:48.419 and I love talking about emails, what I do all day long, so 232 00:15:48.500 --> 00:15:52.049 it's always fun. Awesome, Jay, thank you so much for being a 233 00:15:52.289 --> 00:15:56.250 fantastic guests on the show today. Appreciate it. Man, thanks a lot. 234 00:15:56.330 --> 00:16:00.610 Thanks for the time. We totally get it. We publish a ton 235 00:16:00.649 --> 00:16:03.960 of content on this podcast and it can be a lot to keep up with. 236 00:16:04.519 --> 00:16:08.720 That's why we've started the BB growth big three, a no fluff email 237 00:16:08.799 --> 00:16:14.519 that boils down our three biggest takeaways from an entire week of episodes. Sign 238 00:16:14.600 --> 00:16:21.789 up today at Sweet Fish Mediacom big three. That sweet PHISH MEDIACOM Big Three