1248: How Gratitude Increases Open Rates & Deal Sizes in B2B Sales w/ Jonathan Koo

WEBVTT 1 00:00:05.519 --> 00:00:08.830 Welcome back to be tob growth. I'm Logan lyles with sweet fish media. 2 00:00:09.150 --> 00:00:13.029 Today I'm joined by Jonathan coup he's the VP of marketing over it. Thanks, 3 00:00:13.070 --> 00:00:15.869 Jonathan. How are you doing it a man? Thank you so much 4 00:00:15.910 --> 00:00:18.829 for having me, Logan. I'm doing well, trying to stay positive in 5 00:00:18.910 --> 00:00:22.179 my New York City apartment here. Yeah, yeah, absolutely. Man. 6 00:00:22.219 --> 00:00:25.179 You and I were chatting a little bit offline before we hit record, and 7 00:00:25.539 --> 00:00:29.820 you know I'm in Colorado, where now a mandatory stayathome order is in effect. 8 00:00:29.859 --> 00:00:33.500 But you know, I'm in a small town where it's not necessarily kind 9 00:00:33.539 --> 00:00:36.850 of that that same sort of feeling as the city that never sleeps. That's, 10 00:00:37.130 --> 00:00:40.530 you know, where everybody is in and it's just feeling a lot different. 11 00:00:40.570 --> 00:00:43.969 So, with everything going on around us, I really appreciate you taken 12 00:00:44.049 --> 00:00:47.689 time to chat here. We're going to be talking about something that's topical in 13 00:00:47.890 --> 00:00:51.799 what's going on in the world, and and that's gratitude and thankfulness in light 14 00:00:51.880 --> 00:00:55.119 of what's going on, but also just in general and something that is top 15 00:00:55.200 --> 00:00:58.479 of mine. For you guys all the time, for salespeople, for marketing. 16 00:00:58.520 --> 00:01:00.960 Tell us a little bit about your background. One for a little context 17 00:01:02.079 --> 00:01:03.590 and what you in the team at thanks are up to these days. Jonathan. 18 00:01:03.670 --> 00:01:08.109 Yeah, absolutely so. I come from a background mostly from digital and 19 00:01:08.189 --> 00:01:12.909 growth marketing. Spent several years leading the growth marketing team over at Admiral, 20 00:01:12.989 --> 00:01:19.500 which is a fantastic marketing technology company based out of San Francisco, before moving 21 00:01:19.579 --> 00:01:23.859 back home to New York City and running the team over at thanks, and 22 00:01:23.019 --> 00:01:27.140 so thanks at its core, what we are is a digital platform and we 23 00:01:27.219 --> 00:01:34.290 allow sales people, marketers, we allow people who are in business to stay 24 00:01:34.370 --> 00:01:40.609 connected with their clients, their prospects, their customers through gratitude, appreciation and 25 00:01:40.689 --> 00:01:46.890 so through a platform you can send personalize gestures of those appreciation instantly digitally. 26 00:01:47.239 --> 00:01:49.519 And then our back end we take care of all the fun business stuff, 27 00:01:49.599 --> 00:01:55.040 you know, the expensing, budgeting, compliance rules, controls, measurements. 28 00:01:55.159 --> 00:01:59.239 Flat Way, it's super easy for your frontline folks to focus on what's really 29 00:01:59.319 --> 00:02:04.430 important, which is practicing gratitude, establishing and building those strong relationships, and 30 00:02:04.549 --> 00:02:07.510 then, on the back end, making it super easy for for everyone in 31 00:02:07.590 --> 00:02:10.909 your business. Yeah, so we think very highly of the power of gratitude 32 00:02:10.949 --> 00:02:14.949 over our thanks. I love what you guys are doing on the back end. 33 00:02:14.990 --> 00:02:17.180 You know, we've talked a little bit here at sweet fish about, 34 00:02:17.460 --> 00:02:22.979 you know, terms like gratitude and and love in business, that we should 35 00:02:22.979 --> 00:02:25.539 find ways to facilitate them. I mean, our number one core value here 36 00:02:25.620 --> 00:02:29.860 at sweetfish is love people. Well, and you don't hear that, especially 37 00:02:29.979 --> 00:02:32.289 not in be to be these days, that one of your core values has 38 00:02:32.330 --> 00:02:35.889 the word love in it as, like you know, weird to people. 39 00:02:36.009 --> 00:02:38.530 And James and I in our behind the curtain series recently we were talking about 40 00:02:38.849 --> 00:02:45.319 why you should strategically and on purpose, very intentionally try to turn prospects and 41 00:02:45.400 --> 00:02:49.759 customers into friends, because it does have business impacts as as you mentioned. 42 00:02:49.879 --> 00:02:53.039 There are some things that, just because it is in a business context, 43 00:02:53.080 --> 00:02:55.639 you need to be mindful of, you know, compliance and expensing this stuff, 44 00:02:55.719 --> 00:03:00.509 making sure that it rolls up correctly, you know, for accounting in 45 00:03:00.590 --> 00:03:02.949 finance as well as sales and marketing op so I love that you guys are 46 00:03:04.110 --> 00:03:07.069 enabling that. You know. The other thing that it brings to mind is, 47 00:03:07.229 --> 00:03:09.310 you know, James's recent book, content based networking, which we've talked 48 00:03:09.310 --> 00:03:14.099 about so much here on the show, about how you, when you deliver 49 00:03:14.139 --> 00:03:19.860 value to folks with no strings attached there. There is a benefit to both 50 00:03:19.860 --> 00:03:23.620 sides that that happen. So before we get into we're going to talk about 51 00:03:23.699 --> 00:03:28.930 four tips to incorporate gratitude into your sales and marketing approach, to for sales 52 00:03:28.969 --> 00:03:34.449 people, to for marketers. But just given this nature of how overlapped we 53 00:03:34.569 --> 00:03:39.250 are in our mindset on gratitude, reciprocity and giving value first in relationships, 54 00:03:39.490 --> 00:03:43.520 tell us a little bit about some of the unlocks that you guys have had 55 00:03:43.639 --> 00:03:46.919 in your mindset in enabling sales and marketing teams. Is it relates to these 56 00:03:47.000 --> 00:03:52.080 terms? Jonathan? Yeah, absolutely so. I think one of the most 57 00:03:52.120 --> 00:03:55.750 important kind of realizations that we've had over a thanks is you need to be 58 00:03:55.909 --> 00:04:00.150 genuine in your gratitude. And why is that the case? Well, if 59 00:04:00.229 --> 00:04:03.229 you're doing something that's more of a tradeoff for a kind of quick pro crow 60 00:04:03.310 --> 00:04:06.110 where you say, Hey, take this meeting and I'll give you this, 61 00:04:06.509 --> 00:04:12.180 x, Y Z thing, it's not really genuine relationship building and what you 62 00:04:12.340 --> 00:04:16.180 want when you're practicing gratitude is to build that relationship and that really comes from 63 00:04:16.779 --> 00:04:24.850 being genuine not expecting that return. What is amazing about gratitude is that inherently 64 00:04:25.209 --> 00:04:29.329 we as people understand this concept of reciprocity. So if you get something, 65 00:04:29.810 --> 00:04:31.850 you want to give something back in return, and this has been proven out 66 00:04:32.129 --> 00:04:36.730 many, many times in different scientific studies. There's a very popular one from 67 00:04:38.129 --> 00:04:43.560 Cornell University where a waitress in a double line study went and left a piece 68 00:04:43.600 --> 00:04:46.959 of candy with the check and then came back and said, Hey, I 69 00:04:46.079 --> 00:04:50.199 just want to thank you guys for being great customers. Here's another mint or 70 00:04:50.279 --> 00:04:54.470 piece of candy on me, and our tips went up by something like over 71 00:04:54.589 --> 00:04:59.149 twenty percent. Right. And so there's a real science behind the power of 72 00:04:59.230 --> 00:05:02.790 gratitude and if you're genuine and practicing that appreciation, you're going to see the 73 00:05:02.870 --> 00:05:08.019 benefits long term. And that same principle applies to business. It's very easy 74 00:05:08.180 --> 00:05:12.699 and a bdb context and kind of dehumanize the other people that you're working with, 75 00:05:12.939 --> 00:05:15.579 but at the end of the day we all really want to work and 76 00:05:15.699 --> 00:05:18.579 do business with people we like and gratitude and reciprocity is the way we can 77 00:05:18.620 --> 00:05:23.009 unlock that power. Yeah, I love that. What I hear a lot 78 00:05:23.250 --> 00:05:27.089 from one of my good friends, Ethan but who's the host of the customer 79 00:05:27.170 --> 00:05:31.769 experience podcast and the CX series here on bb growth is that people still want 80 00:05:31.810 --> 00:05:35.839 to be seen and they want to be known. They want to feel understood, 81 00:05:35.879 --> 00:05:40.480 and that's true whether it's in a BEDB environment, a BBC environment, 82 00:05:40.600 --> 00:05:44.199 relationships at home. We're still people and I love the way that you said 83 00:05:44.240 --> 00:05:46.079 that. You know, another book that we go back to a lot here 84 00:05:46.240 --> 00:05:50.589 at sweetfish is gift Ology from John Ruin. So if you like this conversation 85 00:05:50.629 --> 00:05:54.509 in the where and the way it goes, that might be another resource for 86 00:05:54.670 --> 00:05:58.709 listeners to check out today. So, with that kind of setting the stage, 87 00:05:58.750 --> 00:06:02.389 Jonathan, let's talk about are two tips for salespeople to practice gratitude. 88 00:06:02.550 --> 00:06:06.139 You make a really good point that you know when you deliver value, when 89 00:06:06.180 --> 00:06:10.939 you go above and beyond and you show thankfulness not after the fact, but 90 00:06:11.100 --> 00:06:15.259 you do it beforehand, you're going to actually generate better results because when it's 91 00:06:15.300 --> 00:06:18.649 after the fact, it's kind of expected and it's kind of oh well, 92 00:06:18.810 --> 00:06:23.370 they only did that in order to get this, but when you give up 93 00:06:23.410 --> 00:06:27.810 front, it changes the paradigm and no more is that, nowhere is that 94 00:06:27.970 --> 00:06:30.810 more clear than you know, you were sharing with me that you guys have 95 00:06:30.009 --> 00:06:33.839 over a ninety percent open rate in your platform. Can you tell us a 96 00:06:33.839 --> 00:06:38.839 little bit about that context and what sellers can use from that, whether you're 97 00:06:38.920 --> 00:06:42.759 they're using your platform or not. What is that stat about and what should 98 00:06:42.759 --> 00:06:46.720 sellers do about that with it in mind? Yeah, absolutely. I think 99 00:06:46.149 --> 00:06:51.629 the core of the stat really comes from people enjoy being surprised and delighted, 100 00:06:51.829 --> 00:06:55.910 right, and so when you give them a little bit of thanks and you 101 00:06:56.029 --> 00:07:00.949 show some genuine appreciation to towards them, especially if it's something that's more personalized, 102 00:07:00.990 --> 00:07:03.980 it's something that will generate and illicit a natural response. And so this 103 00:07:04.060 --> 00:07:09.379 can be practiced various different ways throughout the sales cycle. So think about early 104 00:07:09.420 --> 00:07:14.019 days when you're prospecting right, and there's so much kind of digital clutter out 105 00:07:14.060 --> 00:07:17.170 there, whether it's like floods of emails and sequences and what have you, 106 00:07:17.410 --> 00:07:21.490 it's really hard to kind of cut through that noise, and so try to 107 00:07:21.810 --> 00:07:27.170 diversify what some of those tactics might be. Right, sending a small justter 108 00:07:27.209 --> 00:07:29.970 of appreciation. Hey, I'm I don't want to send you a cup of 109 00:07:30.079 --> 00:07:31.959 coffee, or Hey, I know you're staying in for the next couple months. 110 00:07:32.000 --> 00:07:35.639 Here's a whol subscription. Know, something to kind of just bring a 111 00:07:35.680 --> 00:07:40.639 smile to their day is really going to help increased that, that response rate. 112 00:07:40.759 --> 00:07:44.990 And so through our own platform we really see the kind of output of 113 00:07:45.110 --> 00:07:47.790 this and we've seen that about a ninety two percent open right on all those 114 00:07:47.829 --> 00:07:53.589 gestures when they're going to someone who really can appreciate it and they're sent in 115 00:07:53.629 --> 00:07:57.110 a meaningful way. So that's, I think, an early way to practice 116 00:07:57.189 --> 00:08:01.699 gratitude. Absolutely another that's very tactable, I think for sales people that you 117 00:08:01.740 --> 00:08:07.699 guys talk a lot about is ways that you can show appreciation before virtual meetings, 118 00:08:07.779 --> 00:08:11.379 not afterward. Everybody can as sends that recap, thanks for your time. 119 00:08:11.579 --> 00:08:13.889 That line kind of thanks for your time on the call today almost just 120 00:08:15.050 --> 00:08:18.410 gets skipped over right because it's just part of that clutter. It's part of 121 00:08:18.490 --> 00:08:22.089 what everyone does. But you guys advocate for some steps pre meeting that are 122 00:08:22.129 --> 00:08:26.839 going to decrease your no show rate, increase the effectiveness of the meetings that 123 00:08:26.920 --> 00:08:31.519 you do have and start deals off on the right foot. So what are 124 00:08:31.560 --> 00:08:35.919 some of your recommendations for sellers before those virtual meetings, which you know, 125 00:08:35.039 --> 00:08:39.440 as we're recording this today, pretty much everyone is selling via virtual meetings right 126 00:08:39.440 --> 00:08:43.389 now. So it's it's timely, but it's also a little bit timeless. 127 00:08:43.389 --> 00:08:46.750 Tell us about some your advice here jumping yeah, absolutely. I think everyone 128 00:08:46.789 --> 00:08:50.629 who's has been in a sales type of role also has spelt the pain of 129 00:08:50.710 --> 00:08:52.830 being ghosted before, right, and you have that meeting, that Demo, 130 00:08:52.950 --> 00:08:56.419 booked on your calendar and you're saying, Hey, I'm really looking forward to 131 00:08:56.500 --> 00:09:00.179 this account, I think there's huge opportunity, and then next thing you know, 132 00:09:00.740 --> 00:09:03.539 the meeting comes and no one shows up, right, and so you 133 00:09:03.620 --> 00:09:09.059 can really kind of circumvent that and increase your attendance rates by sending them a 134 00:09:09.139 --> 00:09:11.450 little kind of gesture beforehand. Hey, thanks for your time. I know 135 00:09:11.529 --> 00:09:15.409 we're going to be meeting at one PM. I just want to say thanks. 136 00:09:15.690 --> 00:09:18.129 Here's a little something to kind of maybe gave you an afternoon pick me 137 00:09:18.169 --> 00:09:22.169 up, whether it's a tea or something fun. Hey, you know that 138 00:09:22.250 --> 00:09:26.600 they like sports. Some of a little nice package from their collegage, right, 139 00:09:26.960 --> 00:09:30.320 just something to show that you've done your research, that you care about 140 00:09:30.320 --> 00:09:35.600 them and you want to actually appreciate their time on that that meeting later on 141 00:09:35.679 --> 00:09:39.070 in the day. And so what you'll find is those people will not only 142 00:09:39.429 --> 00:09:41.549 attend the meeting, which is kind of the bare minimum of what you want 143 00:09:41.549 --> 00:09:45.990 them to do, but they'll also go into those meetings with a better sense 144 00:09:46.230 --> 00:09:48.830 of who you are as a person, that you are caring, that your 145 00:09:48.870 --> 00:09:52.500 empathetic, that you're appreciative of them. So that lays a good foundation for 146 00:09:52.580 --> 00:09:56.659 your partnership and opens you up for a better conversation. And so we've seen 147 00:09:56.740 --> 00:10:01.419 not only increases and intendance rates for some of our clients, but some of 148 00:10:01.460 --> 00:10:05.940 the deal sizes that they end up getting increase as well because that relationship is 149 00:10:05.059 --> 00:10:11.090 a solid relationship that they can have better business conversations off the back of. 150 00:10:11.690 --> 00:10:13.889 I like that you mentioned there that you guys see an increase in in deal 151 00:10:15.009 --> 00:10:20.169 sizes as well because of that early engagement, in addition to decreasing those no 152 00:10:20.289 --> 00:10:22.519 show rates. So those are two tips for sales people. Jonathan, you 153 00:10:22.600 --> 00:10:28.559 guys also see a lot of application for practical gratitude for the marketing teams. 154 00:10:28.559 --> 00:10:33.919 I know one of your tips kind of centers around how marketing can work with 155 00:10:33.120 --> 00:10:37.830 sales before they start outreach to some of their their target accounts. Where do 156 00:10:37.870 --> 00:10:43.350 you see marketers taking action on this actionable gratitude, for lack of a better 157 00:10:43.429 --> 00:10:46.750 term, hand in hand with their sales team. Yeah, and I think 158 00:10:46.750 --> 00:10:52.019 that's a great question. I think marketers really, especially once who view themselves 159 00:10:52.059 --> 00:10:56.860 as curators of that customer journey, should take some time and really think about 160 00:10:56.860 --> 00:11:03.379 one of the appropriate instances where they can prime those customers, those clients, 161 00:11:03.419 --> 00:11:07.570 those prospects for that outreach, whether it's coming from a salesperson who's going to 162 00:11:07.610 --> 00:11:11.809 start working them in and working them through their pipeline, or is it going 163 00:11:11.809 --> 00:11:16.090 to be maybe their account manager or customer success manager who's going to potentially try 164 00:11:16.129 --> 00:11:18.519 to upset across sell them later down the road? And Marketing as a huge 165 00:11:18.559 --> 00:11:22.799 role to play there, and so you could run a lot of campaigns to 166 00:11:22.720 --> 00:11:28.240 influence those people along that customer journey. So a great example might be, 167 00:11:28.799 --> 00:11:31.840 Hey, you have a virtual vet that's going to talk about the power of 168 00:11:33.389 --> 00:11:35.629 a new tool that's coming out, that you're developing, and you know after 169 00:11:35.950 --> 00:11:39.549 virtual event you're going to be using all of those leads generated to pass on 170 00:11:39.669 --> 00:11:43.190 to your your sales team for them to go after right. So why don't 171 00:11:43.190 --> 00:11:48.220 you make sure that your virtual event attendance is going to be as high as 172 00:11:48.259 --> 00:11:50.539 possible, right, you want to maximize the lead, Jenni, from all 173 00:11:50.539 --> 00:11:54.379 of your marking efforts anyway. So before that event, send a little personalized 174 00:11:54.460 --> 00:11:58.940 note, personalized thank you, a little gesture of appreciation to them before that 175 00:12:00.059 --> 00:12:01.129 event. You know that they're going to say, okay, this is a 176 00:12:01.169 --> 00:12:05.970 little interesting. I'm going to I appreciate this gesture, so I'm going to 177 00:12:05.409 --> 00:12:09.409 take some extra time out of my day to pay attention during this a virtual 178 00:12:09.409 --> 00:12:11.570 event. Right. That way they're going to be much more engaged when they 179 00:12:11.610 --> 00:12:16.279 come to that. That's setting. Yeah, this goes for in personal events 180 00:12:16.399 --> 00:12:20.720 to and never those start back up, but you really want to make sure 181 00:12:20.759 --> 00:12:24.639 that you're you're priming them beforehand. And again, it's not a like hey, 182 00:12:24.759 --> 00:12:26.639 attend to our event and you get this thing. You need to be 183 00:12:26.799 --> 00:12:31.509 genuine in that practice and then that kind of natural instinctive rest a process. 184 00:12:31.669 --> 00:12:37.230 They will come back around. Yeah, even just framing it as we want 185 00:12:37.269 --> 00:12:39.909 to say thank you for signing up for this right and not saying like Oh, 186 00:12:41.070 --> 00:12:41.990 hey, we're giving this to you whether you show up or not, 187 00:12:43.110 --> 00:12:46.220 but just by saying that, like Hey, here's the thank you for for 188 00:12:46.500 --> 00:12:50.860 your plan on attending or for your registration and leaving it at that, that 189 00:12:50.059 --> 00:12:54.659 Hey, we've delivered this before you've even taken the next step of actually showing 190 00:12:54.700 --> 00:12:58.649 up. So very similar but a different application as to what we're talking about 191 00:12:58.690 --> 00:13:03.009 with, you know, those initial introductory or qualification calls with sales, but 192 00:13:03.490 --> 00:13:09.490 marketing using it this practice in a very similar way to virtual or in person 193 00:13:09.570 --> 00:13:13.440 events. That I really like. That, Jonathan. The second tip that 194 00:13:13.480 --> 00:13:16.679 I know you want to share with marketers is around this idea of rethinking your 195 00:13:16.720 --> 00:13:20.960 swag. Tell us about some of your recommendations from marketers on this point? 196 00:13:20.000 --> 00:13:26.039 Yeah, absolutely so. When I had my first internships in marketing I was 197 00:13:26.799 --> 00:13:31.230 one who is responsible for creating distributing a lot of our company Swag, and 198 00:13:31.389 --> 00:13:35.190 so I've spent a lot of time thinking about it and and now that I've 199 00:13:35.309 --> 00:13:39.230 done a lot more experience and had more time and in this role, I 200 00:13:39.429 --> 00:13:43.899 really want to rethink that swag. Is Great it as a time and place, 201 00:13:43.220 --> 00:13:50.019 but I think it's really unfortunately become overused, especially in the bay context. 202 00:13:50.179 --> 00:13:52.860 I mean, I don't know about you looking, but how many tshirts, 203 00:13:52.940 --> 00:13:54.769 branded tshirts you have sitting in the back of your closet that you might 204 00:13:54.809 --> 00:13:58.049 have been censor got picked up at an event. Right. They kind of 205 00:13:58.450 --> 00:14:01.850 have a I have a giant pile of them in mine. Right. So 206 00:14:01.409 --> 00:14:05.049 the thing about swag is it's not really personal and when it's not personal, 207 00:14:05.250 --> 00:14:09.570 it's hard to be valued by the client. And so those types of things 208 00:14:09.610 --> 00:14:11.360 are not going to really move the needle when it comes to your to be 209 00:14:11.480 --> 00:14:16.519 sale cycle. Right. It's going to be much more if someone gets a 210 00:14:16.679 --> 00:14:20.440 gesture that really matters to them, that they can use, versus, hey, 211 00:14:20.519 --> 00:14:24.200 another branded water bottle that's going to sit on my desk and collect dust. 212 00:14:24.389 --> 00:14:28.070 Right. And so I just want markers to think about how they're using 213 00:14:28.110 --> 00:14:31.350 their budget effectively. Right, and takes some of those dollars and really rethink 214 00:14:31.429 --> 00:14:35.789 about do you need that kind of fourth design of your company sweatshirt to send 215 00:14:35.830 --> 00:14:39.539 to a prospect or, Hey, would this be better served by sending someone 216 00:14:39.580 --> 00:14:45.100 who you know and is in San Francisco and is staying at home? Hey, 217 00:14:45.179 --> 00:14:46.419 send them a board game, you know, where they can actually get 218 00:14:46.460 --> 00:14:50.139 some like a lot of fun and value out of it, versus something that 219 00:14:50.299 --> 00:14:54.330 they're going to get and shove them the back of their closet. Yeah, 220 00:14:54.490 --> 00:14:56.049 as solid advice man. I don't love here in the story of, you 221 00:14:56.129 --> 00:15:00.529 know, being the marketing intern just kind of I gotta sort this fag and 222 00:15:00.570 --> 00:15:03.129 all that sort of stuff and how that has impacted you're thinking on it over 223 00:15:03.490 --> 00:15:07.600 the years throughout your marketing career. One of the things we think about to 224 00:15:07.799 --> 00:15:11.720 just to add a little bit of context from our own experience here at sweet 225 00:15:11.720 --> 00:15:15.320 fish, is thinking a lot about all we think that, hey, if 226 00:15:15.360 --> 00:15:18.159 we send something with our logo on it, then then people are going to 227 00:15:18.240 --> 00:15:20.919 like that. I had that run up to sale force last year, like 228 00:15:20.200 --> 00:15:24.230 Oh, Hey, I can get you this, you know, bag or 229 00:15:24.470 --> 00:15:28.950 whatever. And and one unless it's like a customer of mine or a partner 230 00:15:30.070 --> 00:15:33.750 of ours where hey, I want to display their logo or it's a really 231 00:15:33.830 --> 00:15:35.980 strong partnership because there's a really good relationship. Like, don't get me wrong, 232 00:15:35.980 --> 00:15:39.620 I'm wearing a tshirt of one of our partners casted right now. You 233 00:15:39.700 --> 00:15:43.539 know, that does have a place, as as you said, but for 234 00:15:43.659 --> 00:15:46.779 the most part, when someone sends you something that, like you said, 235 00:15:46.779 --> 00:15:48.980 like the board game example, that you can really use or it's personalized and 236 00:15:50.289 --> 00:15:54.809 easy way to personalize stuff like super easy is instead of sending someone something by 237 00:15:54.889 --> 00:16:00.090 default with your logo on it, send something with their logo on it. 238 00:16:00.169 --> 00:16:03.370 Right it seems. It seems super simple, but I don't see a ton 239 00:16:03.409 --> 00:16:06.559 of people taking the step to do that night. I understand why. Right 240 00:16:06.639 --> 00:16:10.720 like it's way easier to get two hundred and fifty pens with your brand logo 241 00:16:10.840 --> 00:16:12.759 on it than it is to send out, you know, twenty five with 242 00:16:14.120 --> 00:16:18.309 an individual brand logo on it. But to your point, which are those 243 00:16:18.350 --> 00:16:22.389 to fifty going to be more of an impact or those twenty five and pens? 244 00:16:22.470 --> 00:16:26.309 is just a random example, but just wanting to give people some other 245 00:16:26.470 --> 00:16:30.309 ideas to be thinking about in ways that they can make their gifts more appreciated, 246 00:16:30.549 --> 00:16:34.779 land with more impact and, overall, just express gratitude, whether it's 247 00:16:34.779 --> 00:16:38.299 in those gifts or it's in the messages that you send digitally. I'm so 248 00:16:38.580 --> 00:16:41.139 in line with you guys, Jonathan, and I appreciate what you guys are 249 00:16:41.139 --> 00:16:45.460 doing to enable sales and marketing folks to practice gratitude because, as you said 250 00:16:45.460 --> 00:16:48.769 from the beginning and in your stat about, you know, the ninety plus 251 00:16:48.850 --> 00:16:52.690 percent open rate, it really is not just fluffy stuff that we should be 252 00:16:52.809 --> 00:16:56.690 talking about because we need to practice gratitude and it's good for us and down 253 00:16:56.610 --> 00:17:00.169 all that still true. It really does have business impact. So I appreciate 254 00:17:00.210 --> 00:17:04.119 you unpacking some of these tactics today. If anybody listening to this would like 255 00:17:04.200 --> 00:17:07.279 to stay connected with you or reach out to you in the team at thanks, 256 00:17:07.519 --> 00:17:11.519 what's the best way for them to stay connected with you guys? Yeah, 257 00:17:11.519 --> 00:17:17.630 absolutely definitely check us out at thankscom. That's th H and KSCOM. 258 00:17:18.150 --> 00:17:22.430 You can always reach out to me directly on Linkedin. That's Jonathan to Koos, 259 00:17:22.509 --> 00:17:25.589 my last name. You can find me there. But yeah, happy 260 00:17:25.589 --> 00:17:27.750 to answer any other questions. Awesome, Jonathan. Thank you so much for 261 00:17:27.789 --> 00:17:33.859 joining us on the show today. Thank you for having me. I hate 262 00:17:33.900 --> 00:17:38.099 it when podcasts incessantly ask their listeners for reviews, but I get why they 263 00:17:38.140 --> 00:17:42.019 do it, because reviews are enormously helpful when you're trying to grow a podcast 264 00:17:42.059 --> 00:17:45.369 audience. So here's what we decided to do. If you leave a review 265 00:17:45.410 --> 00:17:49.089 for me to be growth and apple podcasts and email me a screenshot of the 266 00:17:49.170 --> 00:17:53.369 review to James at Sweet Fish Mediacom, I'll send you a signed copy of 267 00:17:53.450 --> 00:17:57.490 my new book content based networking. How to instantly connect with anyone you want 268 00:17:57.529 --> 00:18:00.480 to know. We get a review, you get a free book. We 269 00:18:00.640 --> 00:18:02.039 both win.