October 16, 2023 • 46 mins
Boost your online conversions and make your e-commerce store stand out from the crowd this Black Friday/Cyber Monday with insights from Dilyar Askar of Justuno, a leading conversion rate optimisation platform.
We dive deep into the world of data capture and behavioural targeting, revealing how merchants can create a unique online shopping experience that mirrors the personal touch of a brick-and-mortar store.
Our discussion takes us through the maze of maximising Q4 sales, with Dilyar offering expert tips on strategies like employing gamification techniques, running experimental offers, and creating captivating videos.
We also discuss the importance of understanding your industry's benchmark numbers and meticulously studying visitor behaviour. You won't want to miss Dilyar's insights on the role of data triggers, the power of personalisation, and the value of implementing unique incentives for customers.
We round off with a look at hidden opportunities for business improvement.
Dilyar highlights the value of data-driven personalisation in e-commerce and the benefits it offers, including increased conversions, effective data capture, and successful product upselling.
We also explore the significance of back-in-stock notifications and the impact of location, industry, and messaging type on conversion rates.
If you're an e-commerce manager or anyone looking to master the art of personalisation, this episode is a must-listen! Tune in for an informative and engaging conversation packed with valuable insights and actionable strategies.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
Hi, welcome to the Big Commerce podcast.
Hello, welcome to a brand newepisode of the Big Commerce
podcast.
I'm your host, luigi, and intoday's episode I'm joined by
Delia Askar from Justuno.
Justuno is a conversion rateoptimization platform with
on-site messaging, behavioraltargeting and segmentation.
(00:22):
Enjoy the episode, hey, delia.
Welcome to the podcast.
Speaker 2 (00:30):
Hey Luigi, Thank you so so much, Super stoked for
this.
Speaker 3 (00:35):
I'm really excited to have you on the.
I love your energy first andforemost, so I know this is
going to be a good episode.
But also you're from one of myone of my favorite partners,
justuno.
Speaker 2 (00:45):
Yeah, I love hearing that We've been around for a
while.
And yeah, thank you so much forthe long-term love there and
the shout out.
We try our best to give a lotof love back.
Speaker 3 (00:58):
Yeah, it's massively appreciated.
So for those who haven't heardof Justuno or you, delia, why
don't you introduce firstlyyourself and then the company
you work for?
Speaker 2 (01:08):
Yeah, absolutely.
Hey everyone, my name is Deliaand I've been in the e-commerce
industry for a little over aboutfour years or so and dabbled a
little bit into it for almost adecade.
Before I used to mainly focusin kind of growth hacking and
sales and just kind of wasplatform and industry agnostic
(01:32):
with what I did on a day-to-daybasis.
But yeah, in recent yearsreally fell in love with
e-commerce and I joined Justunoa little more than a year ago,
initially kind of helping headour agency efforts, working with
brilliant, brilliant servicepartners like Calisoc and
(01:52):
everybody else, and then I movedinto kind of head of community
and evangelism role wherebasically I'm spreading the
great gospel of what we're doingand helping improve our company
and, yeah, getting spreadingthe great word of conversion,
cro, conversion rateoptimization.
(02:12):
Justuno is one of the leadingon-site personalization
automation platforms.
So, in a nutshell, what we dois data capture,
zero-first-party data capturevia different forms, on-site
messaging and then taking allthat data and ensuring that your
messaging is consistentthroughout your visitor's
(02:33):
experience, on the website aswell as off the website, like on
their emails and othercommunication channels as well
that we plug into.
So that's what we do.
We've been around for over adecade.
We say one of the leading,because we have the most reviews
, thousands of reviews, fivestars on Shopify and other
review platforms and, yeah,we've been recognized as such.
(02:55):
So that's us and myself.
Speaker 3 (02:58):
One thing that I really like about Justuno and
you kind of get you're one ofthese handful partners that get
referred to like all clients isthat you make it so easy for
merchants to improve theconversion rate and to optimize
their conversion rate becauseyou're at the box solutions.
First of all, just make it easyso merchants can be up and
(03:19):
running in like 15 minutes, halfan hour with some form of a
solution.
But out of everything that youoffer, there's just.
If a merchant was to try andimplement that on their own back
, it would just take him forever, like they'd have to pull
together different systems.
That's about to sneeze there.
(03:42):
Pull together different systems.
But it went.
Pull together different systems, you know integrations or
whatever, like you say, becauseit's all fundamentally powered
by data.
You're not just saying, right,will we give you you know, like
a pop up and there you go.
You're really actually startingto segment the and understand
the visitor behavior, which iswhere you really come into your
(04:04):
to your own.
So let's, let's kind of scaleit back.
Marketing is all abouttailoring the message and
segmenting.
You know your messaging to yourtarget, to your target market,
and I guess you in some respectsdo that as well, because you,
depending on the user behavior,you are able to target them
(04:28):
based on what the merchant isset up with the messaging that
you want them to see or themerchant wants them to see.
Is that right?
Speaker 2 (04:35):
Yeah, absolutely the easiest way for anybody to
really understand this is thinkabout how you're.
Think about the last time youwent into a physical brick and
mortar store, right?
How were you greeted?
What messaging did you see?
What sale did you see?
What prompted you to go intothe store?
Right, we want to be able toreplicate that experience, but
(04:55):
online, right?
Another really cool example ofyou know what a powerful
solution like Just New can do is, you know, providing that
friendly, warm face right Sayinghey, what's your name?
What are you looking for?
What color of X are you lookingfor?
Is there a reason that you'repurchasing this?
Whatever it may be, you want tobe able to have those type of
similar conversations andinformation extraction online as
(05:18):
well, so that you can speak tothem and speak to their soul and
compel them to take action onyour site.
So I think that's a really goodway to visualize for a lot of
people.
Speaker 3 (05:30):
When, as we were talking just before, I'm in the
US at the moment doing adiscovery with a merchant.
During all the discoveries, oneof the things that always comes
up saying how can we try andmirror an offline experience
online?
Because it's obviously veryeasy if you're in a brick and
mortar store to see someonewalking through the door and you
(05:51):
know they're looking attrousers or blouses or shirts or
socks or whatever it is, andobviously the person that greets
them can, you know, targettheir approach, depending on
what they see.
How do you and when we'retrying to do that online, it's
not just about you know, kind ofsaying well, the product
(06:12):
information, but you know, beingable to give somebody the
ability to kind of as close aspossible to feel a product or
just, you know, get a sense ofwhat this product will be.
You know you can take a shirtoff, you know a clothes rail and
look at it and feel it and turnit around.
We've got to try and do thatwith the website as well, and so
that's one part of kind ofbringing the offline to the
online, but the other one, likeyou said is, is trying to kind
(06:35):
of you know, target themessaging and all that has to be
data-driven, because you haveto understand what that customer
is doing, like you said, ifthey're looking for a particular
Type of product or a particularcolor, or so on.
So how do you how does just doyou know?
Analyze the customer behavioron the website?
Speaker 2 (06:54):
Yeah, great question.
So first, we want to mentionthat you know.
First thing you need tounderstand is what you want to
know about everybody that'scoming to your website, right?
You have two main categoriesthose people that you have
identified, or that, thosepeople that you know of, and
those people that you Don't know, so strangers right?
And once you understand thosetwo buckets, then you're able to
(07:18):
create different what we callaudience personas or different
type of Audiences, and then youhave to create different type of
strategies that will speak bestto those audiences, right?
So, when collecting data so I'mjust to know, let's start with
the unidentified, right?
When you welcome them, you haveto first understand how they
came to your store.
(07:38):
Did they come from aninfluencer?
Did they come from apaper-cluck advertising?
Do they come from a blog?
Once you understand that, forexample, it was a Kim Kardashian
shout out, you have to say, hey, kim family, thanks for coming.
You know, because you're a Kimfam, you get free shipping when
you order a hundred dollars plus, right?
You'll be able to speak to that.
Whatever you understand withwhatever you want to understand
(08:00):
about them, whatever you alreadyknow about them, you have to
leverage those data points andwith a solution like just.
You know, we have dozens anddozens of different data points
that you can Leverage to createthis bespoke experience for them
.
Not only that, but from thereyou're able to then Taylor, have
Tailored experience right onthe website.
(08:21):
For example, right, if theycame from again, as for a sake,
example, kim Kardashian shoutout.
Right, maybe you have acollection of pink because pink
is Kim Kardashian's favoritecolor.
You can have productrecommendations based on these
behaviors or these channels thatthey came from.
Maybe they bought a lot of youknow pencils from you last time
(08:43):
and this time Maybe it's a goodtime for them to buy some
notebooks from you.
If you're selling schoolsupplies, right, you'll be able
to create these productrecommendations based on what
you knew of them previously aswell.
So Don't want to get tooOverwhelming, but at a high
level overview, you have allthese different type of data
points, whatever you want tounderstand about them, and you
(09:04):
can leverage that data point tothen speak to them on a bespoke
level.
Hopefully that helps.
Speaker 3 (09:10):
So, like I said, if your solution just wasn't
available, how somebody couldput all that together where they
have to leverage data andleverage the messaging and and
all these things.
You just Make it so easy formerchants to be able to Market
their, their products, todifferent, to different
audiences, to different segments.
So for merchants that look intokind of into let's maybe use a
(09:34):
kind of live, live examples whatare some of the Attributes that
you can pick up from from acustomer visit.
Speaker 2 (09:43):
Yeah, so a ton.
So the there's two maindifference Different type of
data's.
One is the ones that you askfor and the ones that you
already understand, right, theother ones that you already
understand would be things likeGeo location, right, where they
visit your website.
We just know that by their, thewebsite browser data that we
(10:05):
pull from, we can know Not onlywhere they came from, which
traffic channels, their location, but you can also understand
things like the time of day orthe device type, right, those
things matter.
Is it for a holiday shopping?
Is that for a Specific locationor area or region?
You are doing a drop of your, anew merge to those things.
(10:28):
Those type of data's, and thenthe ones that are collected can
be literally anything that, fromtheir names to their specific
preferences, to oh, oh, mygoodness, like their birthdays,
if they are, because if theyhave, you know purchase from you
before or not.
(10:48):
And then when you're integratedwith a platform like big
commerce, then, or or one of ourA platform partners like big
commerce, you have a lot moredata to work with, like their
purchase history.
You know how much have theybought from you, when was the
last time they bought from you?
Are they more compelled for aone category versus another one?
(11:10):
You know you have all thesedifferent data points to work
with as well, and you could alsotake a look at what products
they might be interested in andand and recommend them similar
Accordingly.
We also have behavioral based onthe targeting as well.
So, when you can target themright, when they're about to
(11:33):
leave your website, say, hey,whoa, whoa one, wait a minute
before you look at, wait aminute before you leave.
Did you know you're you're ableto get free shipping?
You know, since you're locatedin X area?
Or, hey, did you know?
If they're, let's say, about toleave their, their cart and
they're about to go browsesomewhere else, you're about say
, hey, wait one, a second.
If you add this item right now,we can add you a bonus item or
(11:55):
we can get you expeditedshipping.
Whatever incentive will speakto your audience, you'll be to
do that.
But yeah, in terms of datatriggers, trigger points, we
literally have dozens and yeah,there's, there's a lot.
You definitely have to just goin and take a look at the
platform and play around, butthose are the most common ones.
Speaker 3 (12:15):
I think just you know it's one of those platforms
where you you can do so much,but it is Drinking from the fire
hose if you try to achieve thatall in day.
One like you need to go in Witha fairly modest approach and
say, out of everything I canachieve.
I'm just gonna drill down onthese Three or four or five
things.
So one of the things I reallylike from just you know is you
know the kind of free shipping.
(12:35):
You know spend X more to getfree shipping and you can
segment that by you knowUnderstanding with that visitor,
as maybe in the lower 48 statesof the US they get, you know,
free ground shipping and ifthey're in Hawaii and Alaska
they don't but it.
You don't have to make anyChanges to the actual front end
of the website.
Speaker 2 (12:53):
Yeah, absolutely, sir .
I don't know why I was blankingfor a second here.
I just pulled up our what wecall enrollment triggers.
But yeah, just to your point.
Here, luigi, we have thingslike hey, do we know their phone
number?
Do we know their email address?
Maybe we know their emailaddress, but we want to know
their SMS.
So what if we just upsold them,say, hey, luigi, welcome back
to the site.
Did you know you can get textnotifications and get our
(13:15):
exclusive VIP offers?
Right, that kind of messaging.
Are they outside of a specificregion?
Do they come from Google versusInstagram or TikTok?
Last time they came, did theyleave something in the cart?
Right?
Encourage them to finish thatcheckout.
And how, in terms ofinteracting on the website, you
(13:35):
know, did they scroll all theway down to the website and
taking took no action?
Right, you can take a look atthat today.
Spend five minutes on yourwebsite just window shopping?
Right, maybe.
Show them a review.
If they're doing that, right,maybe they're not believing in
your product or they don'tunderstand how to use your
product.
If it is something that doestake a Little bit of consumer
education towards, right, showthem great reviews.
(13:57):
Maybe they are buying things intheir cart and they're taking
things out because they can'tafford it.
Maybe that's a really good timeto offer them buy now, pay
later solution right, one ofthose solutions that we
integrate with, for example.
So those are additional fewtriggers that are also very
popular with us.
Speaker 3 (14:20):
That's all powered by data which, like I've said it
can be overwhelming sometimes,but how can then merchants
measure the success of all ofthe campaigns that they're
running within Justina?
Speaker 2 (14:32):
Yeah, so we make that very easy as well through our
advanced analytics and differentdashboards that you can create.
So let's just know the top kindof benchmarks that you're
looking for are things like AOV,average order value, email and
SMS list growth Since you joinedJustina.
How much more email and SMS areyou capturing through different
(14:55):
strategies that we provided you, different templates and
playbooks that you've leveragedwithin Justina?
Without going crazy, we caninfluence things like time on
the website.
As you know, that's reallyimportant for SEO.
Are they just coming to yourwebsite and leaving, or are you
enticing them to stick around?
Go to multiple pages?
Justina helps with that metricas well.
How many times do they engagewith your website or with your
(15:21):
interrupted message before theytook action?
Cart-browse abandonment saved.
So how much revenue are yousaving from being lost with
Justina?
Those metrics are all examplesof what we track and we present
within our dashboard, and thenyou can then compare that with
your historical data as well.
You can also take a look atyour other tech stack solutions
(15:43):
that you've integrated with,like constant contact, mailchimp
, whatever email SMS solutionyou might be using or other tech
solutions, to see theadditional data that you capture
with Justina and push to thosechannels so that you can make
more out of those othersolutions as well.
What we like to say here atJustina is we supercharge your
(16:06):
tech stack because we are ableto take a lot of data and help
you make more informed decisions.
Speaker 3 (16:12):
So yeah, so which systems do you integrate with?
Obviously, you said Shopify,you said BigCommerce on the Econ
platform.
Speaker 2 (16:20):
Yeah, so we integrate with our reviews platforms as
well, so for being able to showreviews at the right time email,
sms platforms we alreadymentioned Google Analytics and
Google Ads, as well as MetaAds,to ensure that the data you're
collecting about your audienceis synced with those ad
platforms so that you can loweryour cost per acquisition by
(16:44):
targeting people you alreadyknow, or retargeting them, or
targeting them with the in-rushdata that you are able to
collect.
We also have integrations withWordpress as well, so the
leading website builder platform, so if you're running a blog or
(17:04):
whatever substereit kind ofdomain you may have, you can run
with that as well.
But, yeah, those are some ofour top integrations that we
leverage, and in Justino, wehave a dedicated partners page
where our partners haveshowcased their different
playbooks that they have builtwithin Justino, for example.
Some of the other integrationsthat are coming soon to Justino
(17:26):
would be things like Malomo, sopost-purchase Smarter.
We have Loyalty, lion, prettyDamn Quick Trust, pilot, tapkart
, sezzle and so forth, andGatsby.
Those are also coming fordifferent type of use cases that
we can get into.
Speaker 3 (17:50):
If we talk about some of the messaging that Justino
offers its merchants.
So we're coming into Q4 now,we've got Cyber 5 around the
corner and everyone's just goingto be vying for eyeballs.
Everyone's going to want thosevirtual tills ringing, maximize
conversions, and so on.
(18:11):
What are some of the thingsthat you're seeing when you're
speaking to either partners ormerchants that you're kind of
recommending at the moment oryou're seeing merchants
implement to try and get theCyber 5 sales over the line, or
even the holiday sales.
Speaker 2 (18:27):
So I feel hot tips on that.
So number one personalizationis key.
You want to treat everybodyindividually and speak to what
will make them take action.
That's been the name of thegame, this whole entire
conversation, like I mentionedearlier.
So how do you accomplish that?
So first take a look at who haspurchased from you before and
take a look at audience and seewhat can you do to get them to
(18:50):
purchase from you again or giftone of your items to somebody
that they know.
Maybe you want to run someexperimental offers for them.
See who's interacting with youremails or your messages, so
that you can offer themexclusive, maybe offers before
the holidays.
Tell them to beat the rush,beat the shipping delays, and
(19:13):
get them to order ahead of timeso that you have a little bit of
pre-sales.
Then you can see.
Okay, you know what thisproduct seems to be most
trending.
Maybe this year our mostaffordable product is more
attractive to people, maybebecause they have less
disposable income.
So maybe I should push thatproduct more.
You'll be able to understandthese buying behaviors ahead of
(19:33):
the holiday using that strategy.
Second, don't be afraid to standout.
Depending on your brand orproduct.
You can try things likegamification.
That's something that Justinois also really known for, which
is hey, spin this fun wheel thatyou see in front of you and
unlock this exclusive offer.
(19:55):
Or hey, tap to reveal a mysteryprize.
Those things are really funways of engaging with a website.
Maybe another way to stand outis actually having a video Right
before they leave the website.
Literally record a video ofyourself saying whoa, whoa, whoa
, wait a second.
(20:15):
We noticed that you visit usfrom TikTok.
You must love our videos.
This is us.
We're friendly, family ownedbusiness.
Enter your phone number andwe'll send you this epic thing X
offer before the holidays, typeof thing.
So, again, generating buzz aheadof the time and not being
(20:37):
afraid to stand out tends toprovide above average metrics as
well.
Speaking of metrics, we'rereally heavy on numbers.
We have our clients come to usand say, hey, compared to the
industry average, how am I doing?
(20:57):
And we're able to provide thatdata set and say, hey, this is
your industry, this is the typeof promotion you're using.
You should be seeing Xconversion rate 5%, 30%,
whatever it may be and you'll beable to compare yourself.
So definitely make sure you knowyour numbers and industry and
standard benchmarks and see howyou can A B test to prevail from
(21:18):
those numbers as well.
And lastly, also on a monthlybasis, really review your
visitor's behavior.
Are they buying less than usual?
Are they between the age of astudent?
Are they in a university orcollege?
Know things like?
(21:39):
Hey, in America, for example,you have to start paying student
loans back now the program'sover, so maybe they have less
disposable income.
You have to know these type ofbuying signals to really
understand your purchases andvisitors so you can tailor their
experience accordingly.
That's all that it comes downto.
(22:01):
Ahead of the holidays, havingthat strong understanding, a B
testing, experiment withdifferent campaigns and just
fully blasting whatever isworking.
Speaker 3 (22:11):
I think one of those points about reviewing every
month and possibly at this timeof the year maybe even more
often just to be able to makethose quick, agile changes to
the, to the marketing message.
But you have to review whatyou're doing.
You have to review your numbers, your data and be able to
implement that, becauseotherwise, if you're doing the
(22:31):
same thing and you're leaving ittwo or three months before you
go in, you've left money on atable and you've wasted money
because you haven't really madethe most of the platform that
you're paying for.
Speaker 2 (22:44):
Exactly so a solution like just know our goals always
to try and help you at leastsee 5x, plus ROI as well.
It shouldn't be that hard,especially with ours.
We have a lot of holiday readytemplates pre-made as well,
where you guys can just go inand just plug and play and
launch under an hour kind ofthing.
(23:06):
So experiment with differentideas, see what others are doing
.
But biggest takeaway for y'allif you would just take away one
thing from this entireconversation is don't be afraid
to be different and make sureyou understand every bit of your
audience that you want toconvert and make sure you tailor
the experience to themaccordingly.
(23:26):
Yeah, yeah.
Speaker 3 (23:29):
That's a really good point, because not only has
e-commerce become super crowded,but Q4 e-commerce just becomes
overcrowded, and so you have tostand out the best of times, let
alone when everyone is tryingto sell to the same person.
And again going back to mypoint about making things easy,
you just make it really easy forpeople to be able to achieve
some of their masking objectives, whether it is targeted,
(23:52):
segmented or behaviour-basedmessaging to customers.
A minute, it's out of the box,so absolutely being able to
stand out and it's not alwaysabout promotions and offers,
though, is it?
Because that's obviously onething, but anyone can compete on
price.
Speaker 2 (24:13):
Yeah, absolutely.
I think it's really aboutmaking them feel welcome and
appreciated and speaking totheir pain point, or even also
inspiring them as well.
And one thing I want to alsohave everyone to keep in mind is
that traditionally, pop-upshave been seen as something of a
nuisance, something that'sreally annoying.
And that was the case becausepop-ups before were very basic
(24:37):
and straightforward and itwasn't that advanced where, as
soon as you land on a website,it says hey, hey, give me your
email.
Hey, hey, here's a discount.
Sales 101, y'all.
You can't just drop your pantsand say, hey, please, this is
everything I have.
Please buy from me.
You cannot be desperate becausethat does not look good.
(24:59):
So you have to make sure thatwhen you're offering an
incentive, that it is warranted,that it is with merit and that
they understand that you have astrong justification for that.
And when you're testing yourinterrupted messages, really see
how you feel about them.
Put yourself in their shoes.
(25:20):
Is the messaging come off tooquickly?
Is it showing that you don'tunderstand them?
Are they clicking away reallyquickly?
Take a look at those metrics aswell and, once you have that
data collected, also make surethat you are really integrating
that with your other techsolutions, like, for example,
your email SMS sending platform.
Take the data, make sure thatyou port their name, port their
(25:42):
birthday, whatever data thatthey gave you, so that you can
email them say, hey, happybirthday, here's X percentage
off, and make sure that themessaging is consistent
throughout their entire journey.
Speaker 3 (25:53):
Have you just to give some context, I guess, to
people?
What kind of conversions havesome of your successful clients
seen?
What kind of ROI have they seenwhen implementing Justuna?
Speaker 2 (26:06):
Oh, yeah, the numbers are bonkers.
They're all on our website casestudy page.
But to share some benchmarksfor you all, on average, our
clients see over 20% anincreased conversion rate from
email flows.
Two times more engagement inthe lists overall, once they
(26:30):
actually are getting targeted.
We have at least over 5% to 10%increased opt-in rate on mobile
devices as well.
That is very undertapped rateand in addition to that, I can
also pull up industry benchmarksfor those who are listening if
they want to do a quickcomparison before they go ahead
(26:52):
and start hunting for thesemetrics.
Let me share some benchmarks foryou guys.
What we saw from the last BlackFriday, cyber Monday, here,
here we go.
So, for example, if you have,let's say, a countdown timer for
(27:15):
creating a sense of urgency,you should be seeing at least
around 19% engagement rate, withthat Spent to wins 15%, top to
text 13%.
And for product recommendation,you should see around at least
35% of the people engaging withthat module where they're saying
, hey, there's a product that Imight like.
(27:36):
Wow, let me click into that.
In terms of by location, yourtop banners should be seeing
around 9%.
Center pop-ups or flyoutsshould see around 16%, and so
forth.
In terms of industry fashionand peril, your conversion rate
should be around 5%, engagementshould be around 10%,
(27:57):
collectibles, hobbies, toysaround 4% and conversion rate
beauty, cosmetics 6%, food andbeverage 5%, jewelry 6.8% and
hospitality around 5% as well.
So, yeah, write down thosenumbers, take a look at your
data and see how you're doingand if you're short shy of those
, definitely reach out to KalaShock and just to know to see
(28:21):
how we can work together to helpyour brand out.
Speaker 3 (28:28):
And I think again, being able to be fed that data
from a single source of truth Ieither just do no dashboard to
be told these are the metricsthat we're giving you is really,
really important, because youmake it easy for the customer,
for the merchants, to be able tomake a decision and say right,
what do we need to do toincrease conversion?
Well, we made that slightchange and the conversion rate
(28:50):
went up, or the engagement ratewent up, or whatever it is that
you're tracking.
And this is why, at this timeand I'm not a fan of urgency
messaging, if I'm beingcompletely honest with you, but
I think during Q4, that that'sfine, because there's so many
offers, everyone's going outbuying.
It's more of a service to say,look, this is going to sell out,
(29:14):
this is going to disappear, itmay come back in stock in
January when we get a flood ofreturns, but otherwise it's
going to go.
And so we're doing your favorhere by just giving you a nudge
and saying X amount left or howmuch time left for this offer.
Speaker 2 (29:29):
Yeah, that's another thing we can do.
Actually, that's a greatreminder is we can say hey,
enter your email and we'llnotify you when this item is
back in stock.
Back in stock notifications arevery popular in said solutions
like claveodigital and so forthas well.
Speaker 3 (29:46):
Yeah, well, I get them implemented into every
single website that I work on,because you can't leave it to
the customer to kind of keepcoming back every now and again
to see if that product is instock.
Last few months, maybe a year,ai has obviously been the hot
topic, and I speak into a coupleof people.
(30:10):
There's AI and there's machinelearning and they're two
different things, but somefudged the lines.
But how does it play in with?
Just do know.
Speaker 2 (30:22):
Yeah.
So AI I mean, this is like abuzzword now, right, Fancy word,
but this is exactly whatsolutions like just have been
doing for a long time now formany years, right?
The most popular way weleverage AI is definitely
through our what we call productrecommendation engine.
It's exactly like, again, fromwhenever a visitor visits your
(30:46):
website, with just to knowenabled, we create a profile on
that person so we understandwhenever they come back, we know
exactly who is coming back,right, and then you start
populating different propertiesthat you want to know about them
.
But what our productrecommendation engine does is
you'll be able to create analgorithm very basic, right?
(31:06):
An upselling algorithm or across selling algorithm,
whatever algorithm you want tocreate.
We have different algorithmspreset and you can tweak them.
Where it's leveraging the datathat you already know about them
to recommend the right productat the right time at the right
(31:27):
place.
So, for example, they land onyour website, they're looking
through different products,they're not seeing anything
interested, but they add.
They finally add something tothe to their cart, right, right
before a checkout.
Maybe you say, hey, maybeyou'll also like these.
This outfit goes really wellwith this.
During this season, right,during this fall season.
(31:48):
This will match really nicelywith it.
Hey, we recommend you get thismatching outfit at this size.
Like, whatever it may be, ourAI is able to understand, based
on what we know of them, torecommend items that would be
best suited for them.
And obviously you can tweakthis AI to think a little bit
differently as well, becauseultimately, you should know your
(32:08):
visitor's best.
But yeah, I just know that'show AI is leveraged.
Speaker 3 (32:17):
I had another question for you, but I've
forgotten.
Speaker 2 (32:21):
Take your time.
That's a lot of information.
That's a busy day.
That's what I was going to sayit wasn't a question.
Speaker 3 (32:26):
It was more of a statement, just the kind of
evidence of how easy it is nowfor merchants to get such an
in-depth product on theirwebsite so quickly.
Could you imagine someonecoming to you and saying I want
you to develop a system that cando this messaging?
With this algorithm?
You're looking at building outjust an incredibly complicated,
(32:50):
if not impossible, system.
News make it so easy becausecustomers can sign up.
They can choose anoff-the-shelf template and
off-the-shelf integration, getthe flow going, or they can
obviously start customizing themonce they've got their feet in
the ground and they understandthat the system works.
What would be yourrecommendations for somebody
(33:11):
looking, let's say, for an SMB,an e-commerce manager, an
e-commerce director or even amarketing manager looking to
implement?
Just how should they approachit?
What are the kind of one or twotop tips that you'd give
somebody that's saying let'sgive this a shot and get this
going?
Speaker 2 (33:30):
Honestly, just go in, get your hand dirty, have fun.
Message me, I'll give youextended trial.
Whatever trial, long trial youneed to give it a shot and just
have fun with it.
Honestly, this should be fun.
It shouldn't be stressful.
That's the biggest take where Icould give for these people.
(33:51):
In your day-to-day, you'relooking for those hidden gems,
those opportunities, newinspiration to see what else
different you could do toimprove your KPIs.
Justina helps with most of manyof your KPIs that you may be
going through Going crazy aboutevery day.
This isn't a silver bullet thatwill instantly solve your
(34:12):
problem, but it will help youtake the right steps towards
that Eureka moment.
It's like oh my goodness, Ididn't know that I could save so
many people from leaving theircart.
Oh my goodness, I didn't knowthat I could increase the
average order value by 20% byupselling them with this product
recommendation engine.
Oh my goodness, I didn't knowthat I could save people from
(34:34):
leaving my website so quickly byshowing them reviews or by
showing them a video from ourco-founder or our founder,
whatever it may be.
You'll be able to have theselight bulb moments, but you
won't have them unless you go inand actually experiment, since
we are platform and industryagnostic.
(34:55):
There are countless examplesthat we could provide.
The best thing for you to do isjust go in, get your hands
dirty and have fun.
Message, call the shock and us.
We can also even provide acomplimentary audit for you and
give you the right inspirationto actually jump in and try
things out as well.
Speaker 3 (35:16):
I'd seriously take advantage of that because, like
you said, you don't know whatyou don't know.
I think if you're able to showa merchant through an audit,
then there's nothing for them tolose.
I know that if I was a merchantlooking at trying to stand out,
trying to increase conversions,trying to Because they've
(35:39):
worked so hard to acquire thoseWell, not even that They've
worked so hard to acquire thosevisitors you have to do
everything possible to capturetheir data and to capture their
order and keep them coming back.
Speaker 2 (35:55):
It's not just about Make the most out of that
opportunity.
Right, you have nothing to lose.
They're going to leave anyway.
Speaker 3 (36:01):
Exactly.
If they're going to leave, gettheir SMS or email address.
If they've ordered from you,get them coming back.
If they have returned to yourwebsite, get them converting
again.
It's not given that if theycome back to your website,
they're going to place an order,like you touched on at the
beginning, kind of aroundpersonalization, if you can make
(36:23):
the customer feel like thisexperience is for them.
Hypothetically, if you're afashion website, a clothes
website, and I'm on there, Idon't want to be seeing women's
dresses and women's shoes.
If I'm buying jeans or trousersor whatever it is, or shoes for
(36:43):
me, don't make me have to workto find the product that I want.
Conversely, if I am looking fordresses or whatever, make that
easy for me as well.
Especially as a guy looking tobuy dresses, maybe for my wife,
need as much help as possible.
Speaker 2 (37:01):
Exactly.
Keep in mind, y'all, it's easyto make more money from someone
that has a pirate interest inyou than convincing someone
totally new to engage with you.
The beauty of what we do is wehelp you better understand those
people that are interested inwhat you do, so that you can
(37:22):
then communicate with thembetter and then encourage them
to take action with you timeafter time after time, like you
said.
Conversely, yes, you're alwaysbuying men's shoes and men's
this and that.
What if a message came up like,hey, luigi, out of curiosity, is
there special someone in yourlife that you like to buy gifts
for?
And you click yes.
(37:43):
The next question could be likea quizzing, right?
Oh, how old are they?
Or what's their age, whateverthe question might be?
Then, once you have theinformation live on the website,
we can show them dresses andother outfits without needing to
wait a couple of business daysor on their next visit.
Justineau is really beautifulin the sense that with our
(38:05):
quizzing function, we'll be ableto show them the relevant
information and data andproducts immediately, rather
than coming back to it later on.
Speaker 3 (38:18):
Hopefully you've heard now why I'm such a fan of
Justineau, because it's such adeep platform.
There's so much functionality.
If implemented correctly, whichis not too difficult to do from
the outset, you will see apositive ROI from the get go.
I'm sure of it.
(38:38):
Like I said at the beginning aswell, I really enjoy your
energy and your knowledge.
I'm really grateful that I'vebeen able to spend this time
with you.
Likewise, we always like to endthe podcast asking because I
think this can help merchants aswell If there's a book or a
(38:59):
book you've read or a podcastthat you're listening to that
you like to share with ourlisteners.
Speaker 2 (39:03):
Yeah, absolutely.
I'm sorry if this comes offignorant, luigi.
Do you know the entrepreneur,stephen Bartlett?
Yeah, founder of Social Chain.
Yeah, exactly.
Yeah, I've been listening tohis podcast for a while now
Diary of a CEO.
(39:24):
I absolutely love his format,love the way he thinks, love the
guests.
He recently released a bookcalled the Diary of a CEO the 33
Laws of Business and Life.
I think that's a really coolrecap, or a summary of the most
important rules that you maywant to actively practice in
(39:44):
both your personal life and inbusiness.
I'm someone who's huge onmindset, who's huge on habits
and who's huge on taking theseimportant lessons applying on a
daily basis, so I've beenlacking more than I should to
apply them, but we're human.
So I definitely recommend younot only read the book, but
(40:06):
really study it, take a jot downthe key learnings and see how
you can apply it to your life.
Some people may say, hey, theselessons are things that people
in their 20s or 30s may findvaluable.
It's someone who's more versedin life or business doesn't need
this.
But honestly, keep in mindthere's a difference between
(40:28):
knowing something and actuallypracticing something, and I feel
like this book helps you takethat one step towards actually
actively, proactively,practicing these teachings.
So shout out to him.
Speaker 3 (40:41):
We are all creatures of habit, exactly so we need to
try and focus on the good ones.
But I'm again massively intomindset.
It's a really important thingfor me, you know, to get through
the day to help me.
You know, kind of grow thebusiness, everything, and we all
have the same 24 hours a day,365 days a year.
Nothing changes, you know.
(41:03):
We can be more productive, wecan be more positive about these
things, we can be more grateful, and so I really respect Steve
Barlett as well and a fan of hispodcast as well.
Yeah, we'll put a link in theshow.
Speaker 2 (41:16):
We're from the UK, by the way.
I legit have it yeah.
Speaker 3 (41:21):
Well, I mean, the reason why I kind of really
respect him as well is his story.
I mean kind of, you know, grewup, you know, really fun in a
household that struggledfinancially.
His mum had been you know kindof a failed entrepreneur.
Went to uni, dropped out and,just you know, he got his life
together, he got his mindsettogether and, if you listen,
(41:41):
made mistakes but managed togrow business that went public
and he managed itself for a lotof money.
So Success leaves clues, astony robin says, and I'll, you
know, glad to listen to anythingthat steam Bartlett puts out.
Speaker 2 (41:55):
So yeah, you be you know, the more I learn about.
Another quick shout out that Iactually love is a startup story
.
I don't know if you follow themas well, but start up stories
is Also really cool series andthey just talk about a lot of
different entrepreneurs andbackgrounds and you know how
they made it.
(42:15):
But the biggest thing I realizeis that so many people have a
lot of potential is just theirmindset, where they just fail to
realize or something happens intheir life and they get rid of
a different path, but so many ofus have so much potential,
especially in this day and age.
We have so many amazing toolsthat are so affordable.
(42:35):
Like I don't want to give us ashout out, but like just you
know To apply to, you know toreally make magic happen, and so
it's really on you to takeaction and and and just invest
the time and believe in yourselfand don't let these outside
noise really affect you andintercept from you achieving
(42:56):
your dream.
Right, you have AI now thesedays, where you can very easily
digest information.
You have free website, but Ithink even like you know
platforms like Shopify.
I'm not sure if big commerce isdoing the same thing, but
they're giving away theirplatform for a dollar for three
months, kind of thing.
Right, you have all thesedifferent type of opportunities.
(43:16):
Big commerce is very affordableas well for what they're doing.
Right, you have all theseopportunities at hand.
It's just for you to take,right?
So don't let yourself, don'tlimit yourself and never, never,
give up seriously.
Speaker 3 (43:29):
We're going to do another episode deal that's
going to be less e-commerce tomore kind of personal.
I'm going to put that together.
You, dave Mulder, is going tobe.
It's going to be awesome.
We've got to call it time onthis particular episode, but I
really enjoyed talking to you.
Every time I chat with you, Ilove your energy, I love your,
(43:51):
your just your expertise and Ithink you know you just you
genuinely want to help people aswell, which is which is so
fantastic.
So grateful for your time, forjoining on the podcast, and I'll
put into the show notes thelinks to your LinkedIn, your
email as well, and obviously,darius CEO podcast book and
(44:13):
start up stories as well.
Brilliant, and yeah, thank youvery much for your time, did you
?
Speaker 2 (44:19):
Thank you so much, luigi, and the team you are the
best really appreciate you andkeep crushing it out there.
Y'all really appreciate whatyou're doing for brands day in
and out, and the fact thatyou're flying out for a
discovery call my gosh, who doesthat these days?
That's, that's absolutely epicand I love that so much because
it just shows how much yougenuinely care.
You know, even if, let's say,you may not be the perfect
(44:40):
vendor for this client you'reworking with, be their friend,
be friend for them, right.
Maybe you'll engage with themat some capacity, or maybe just
be a friend, be their friend atsome capacity, or maybe down the
road you'll work together rightmyself.
Quick fun fact might this isvery cringy and so if you don't
like cringy things, leave thepodcast now.
But my name Dill Yard Dill Yardmeans heart friend or genuine
(45:02):
friend in multiple languagesaround the Silk Road in Central
Asia and like Hindi far see thelanguage is and so I actually
tried to like really since ayoung age I tried to live up to
this name and I have to reallycredit a lot of my growth and my
success to really living up, tobeing genuine friends with
people that I interact with andand building value, because you
(45:24):
know that comes back, man.
You know if you believe inkarma or not.
You know you do good things forothers and that comes back.
So definitely, you know.
Speaker 3 (45:31):
Continue to practice that as well 100%, and I've said
this on a podcast many timesbefore we just we owe it to help
each other, to help otherpeople.
You know it's it's not aboutego, it's not about money, it's
just, it's about helping people.
And so, as I said, I'm gratefulto be able to spend this time
(45:52):
with you and I.
You're full of energy and itmakes you know you're living up
to your name, so Appreciate itmuch love.
Speaker 2 (46:00):
Thank you so much everybody.
Thank you so much Luigi.
Speaker 3 (46:03):
Thank you very much to your good day.
Thank you for listening to thebig commerce podcast.
If you've enjoyed today'sepisode, please leave us a
review on your favorite podcastplatform and make sure you're
following us on social media, onInstagram and on LinkedIn.
If you've got ideas orsuggestions for future episodes,
please send us an email info atthe big commerce podcast dot
(46:24):
com or on our social media you.
Hi, welcome to the Big Commerce podcast.
Hello, welcome to a brand newepisode of the Big Commerce
podcast.
I'm your host, luigi, and intoday's episode I'm joined by
Delia Askar from Justuno.
Justuno is a conversion rateoptimization platform with
on-site messaging, behavioraltargeting and segmentation.
(00:22):
Enjoy the episode, hey, delia.
Welcome to the podcast.
Speaker 2 (00:30):
Hey Luigi, Thank you so so much, Super stoked for
this.
Speaker 3 (00:35):
I'm really excited to have you on the.
I love your energy first andforemost, so I know this is
going to be a good episode.
But also you're from one of myone of my favorite partners,
justuno.
Speaker 2 (00:45):
Yeah, I love hearing that We've been around for a
while.
And yeah, thank you so much forthe long-term love there and
the shout out.
We try our best to give a lotof love back.
Speaker 3 (00:58):
Yeah, it's massively appreciated.
So for those who haven't heardof Justuno or you, delia, why
don't you introduce firstlyyourself and then the company
you work for?
Speaker 2 (01:08):
Yeah, absolutely.
Hey everyone, my name is Deliaand I've been in the e-commerce
industry for a little over aboutfour years or so and dabbled a
little bit into it for almost adecade.
Before I used to mainly focusin kind of growth hacking and
sales and just kind of wasplatform and industry agnostic
(01:32):
with what I did on a day-to-daybasis.
But yeah, in recent yearsreally fell in love with
e-commerce and I joined Justunoa little more than a year ago,
initially kind of helping headour agency efforts, working with
brilliant, brilliant servicepartners like Calisoc and
(01:52):
everybody else, and then I movedinto kind of head of community
and evangelism role wherebasically I'm spreading the
great gospel of what we're doingand helping improve our company
and, yeah, getting spreadingthe great word of conversion,
cro, conversion rateoptimization.
(02:12):
Justuno is one of the leadingon-site personalization
automation platforms.
So, in a nutshell, what we dois data capture,
zero-first-party data capturevia different forms, on-site
messaging and then taking allthat data and ensuring that your
messaging is consistentthroughout your visitor's
(02:33):
experience, on the website aswell as off the website, like on
their emails and othercommunication channels as well
that we plug into.
So that's what we do.
We've been around for over adecade.
We say one of the leading,because we have the most reviews
, thousands of reviews, fivestars on Shopify and other
review platforms and, yeah,we've been recognized as such.
(02:55):
So that's us and myself.
Speaker 3 (02:58):
One thing that I really like about Justuno and
you kind of get you're one ofthese handful partners that get
referred to like all clients isthat you make it so easy for
merchants to improve theconversion rate and to optimize
their conversion rate becauseyou're at the box solutions.
First of all, just make it easyso merchants can be up and
(03:19):
running in like 15 minutes, halfan hour with some form of a
solution.
But out of everything that youoffer, there's just.
If a merchant was to try andimplement that on their own back
, it would just take him forever, like they'd have to pull
together different systems.
That's about to sneeze there.
(03:42):
Pull together different systems.
But it went.
Pull together different systems, you know integrations or
whatever, like you say, becauseit's all fundamentally powered
by data.
You're not just saying, right,will we give you you know, like
a pop up and there you go.
You're really actually startingto segment the and understand
the visitor behavior, which iswhere you really come into your
(04:04):
to your own.
So let's, let's kind of scaleit back.
Marketing is all abouttailoring the message and
segmenting.
You know your messaging to yourtarget, to your target market,
and I guess you in some respectsdo that as well, because you,
depending on the user behavior,you are able to target them
(04:28):
based on what the merchant isset up with the messaging that
you want them to see or themerchant wants them to see.
Is that right?
Speaker 2 (04:35):
Yeah, absolutely the easiest way for anybody to
really understand this is thinkabout how you're.
Think about the last time youwent into a physical brick and
mortar store, right?
How were you greeted?
What messaging did you see?
What sale did you see?
What prompted you to go intothe store?
Right, we want to be able toreplicate that experience, but
(04:55):
online, right?
Another really cool example ofyou know what a powerful
solution like Just New can do is, you know, providing that
friendly, warm face right Sayinghey, what's your name?
What are you looking for?
What color of X are you lookingfor?
Is there a reason that you'repurchasing this?
Whatever it may be, you want tobe able to have those type of
similar conversations andinformation extraction online as
(05:18):
well, so that you can speak tothem and speak to their soul and
compel them to take action onyour site.
So I think that's a really goodway to visualize for a lot of
people.
Speaker 3 (05:30):
When, as we were talking just before, I'm in the
US at the moment doing adiscovery with a merchant.
During all the discoveries, oneof the things that always comes
up saying how can we try andmirror an offline experience
online?
Because it's obviously veryeasy if you're in a brick and
mortar store to see someonewalking through the door and you
(05:51):
know they're looking attrousers or blouses or shirts or
socks or whatever it is, andobviously the person that greets
them can, you know, targettheir approach, depending on
what they see.
How do you and when we'retrying to do that online, it's
not just about you know, kind ofsaying well, the product
(06:12):
information, but you know, beingable to give somebody the
ability to kind of as close aspossible to feel a product or
just, you know, get a sense ofwhat this product will be.
You know you can take a shirtoff, you know a clothes rail and
look at it and feel it and turnit around.
We've got to try and do thatwith the website as well, and so
that's one part of kind ofbringing the offline to the
online, but the other one, likeyou said is, is trying to kind
(06:35):
of you know, target themessaging and all that has to be
data-driven, because you haveto understand what that customer
is doing, like you said, ifthey're looking for a particular
Type of product or a particularcolor, or so on.
So how do you how does just doyou know?
Analyze the customer behavioron the website?
Speaker 2 (06:54):
Yeah, great question.
So first, we want to mentionthat you know.
First thing you need tounderstand is what you want to
know about everybody that'scoming to your website, right?
You have two main categoriesthose people that you have
identified, or that, thosepeople that you know of, and
those people that you Don't know, so strangers right?
And once you understand thosetwo buckets, then you're able to
(07:18):
create different what we callaudience personas or different
type of Audiences, and then youhave to create different type of
strategies that will speak bestto those audiences, right?
So, when collecting data so I'mjust to know, let's start with
the unidentified, right?
When you welcome them, you haveto first understand how they
came to your store.
(07:38):
Did they come from aninfluencer?
Did they come from apaper-cluck advertising?
Do they come from a blog?
Once you understand that, forexample, it was a Kim Kardashian
shout out, you have to say, hey, kim family, thanks for coming.
You know, because you're a Kimfam, you get free shipping when
you order a hundred dollars plus, right?
You'll be able to speak to that.
Whatever you understand withwhatever you want to understand
(08:00):
about them, whatever you alreadyknow about them, you have to
leverage those data points andwith a solution like just.
You know, we have dozens anddozens of different data points
that you can Leverage to createthis bespoke experience for them
.
Not only that, but from thereyou're able to then Taylor, have
Tailored experience right onthe website.
(08:21):
For example, right, if theycame from again, as for a sake,
example, kim Kardashian shoutout.
Right, maybe you have acollection of pink because pink
is Kim Kardashian's favoritecolor.
You can have productrecommendations based on these
behaviors or these channels thatthey came from.
Maybe they bought a lot of youknow pencils from you last time
(08:43):
and this time Maybe it's a goodtime for them to buy some
notebooks from you.
If you're selling schoolsupplies, right, you'll be able
to create these productrecommendations based on what
you knew of them previously aswell.
So Don't want to get tooOverwhelming, but at a high
level overview, you have allthese different type of data
points, whatever you want tounderstand about them, and you
(09:04):
can leverage that data point tothen speak to them on a bespoke
level.
Hopefully that helps.
Speaker 3 (09:10):
So, like I said, if your solution just wasn't
available, how somebody couldput all that together where they
have to leverage data andleverage the messaging and and
all these things.
You just Make it so easy formerchants to be able to Market
their, their products, todifferent, to different
audiences, to different segments.
So for merchants that look intokind of into let's maybe use a
(09:34):
kind of live, live examples whatare some of the Attributes that
you can pick up from from acustomer visit.
Speaker 2 (09:43):
Yeah, so a ton.
So the there's two maindifference Different type of
data's.
One is the ones that you askfor and the ones that you
already understand, right, theother ones that you already
understand would be things likeGeo location, right, where they
visit your website.
We just know that by their, thewebsite browser data that we
(10:05):
pull from, we can know Not onlywhere they came from, which
traffic channels, their location, but you can also understand
things like the time of day orthe device type, right, those
things matter.
Is it for a holiday shopping?
Is that for a Specific locationor area or region?
You are doing a drop of your, anew merge to those things.
(10:28):
Those type of data's, and thenthe ones that are collected can
be literally anything that, fromtheir names to their specific
preferences, to oh, oh, mygoodness, like their birthdays,
if they are, because if theyhave, you know purchase from you
before or not.
(10:48):
And then when you're integratedwith a platform like big
commerce, then, or or one of ourA platform partners like big
commerce, you have a lot moredata to work with, like their
purchase history.
You know how much have theybought from you, when was the
last time they bought from you?
Are they more compelled for aone category versus another one?
(11:10):
You know you have all thesedifferent data points to work
with as well, and you could alsotake a look at what products
they might be interested in andand and recommend them similar
Accordingly.
We also have behavioral based onthe targeting as well.
So, when you can target themright, when they're about to
(11:33):
leave your website, say, hey,whoa, whoa one, wait a minute
before you look at, wait aminute before you leave.
Did you know you're you're ableto get free shipping?
You know, since you're locatedin X area?
Or, hey, did you know?
If they're, let's say, about toleave their, their cart and
they're about to go browsesomewhere else, you're about say
, hey, wait one, a second.
If you add this item right now,we can add you a bonus item or
(11:55):
we can get you expeditedshipping.
Whatever incentive will speakto your audience, you'll be to
do that.
But yeah, in terms of datatriggers, trigger points, we
literally have dozens and yeah,there's, there's a lot.
You definitely have to just goin and take a look at the
platform and play around, butthose are the most common ones.
Speaker 3 (12:15):
I think just you know it's one of those platforms
where you you can do so much,but it is Drinking from the fire
hose if you try to achieve thatall in day.
One like you need to go in Witha fairly modest approach and
say, out of everything I canachieve.
I'm just gonna drill down onthese Three or four or five
things.
So one of the things I reallylike from just you know is you
know the kind of free shipping.
(12:35):
You know spend X more to getfree shipping and you can
segment that by you knowUnderstanding with that visitor,
as maybe in the lower 48 statesof the US they get, you know,
free ground shipping and ifthey're in Hawaii and Alaska
they don't but it.
You don't have to make anyChanges to the actual front end
of the website.
Speaker 2 (12:53):
Yeah, absolutely, sir .
I don't know why I was blankingfor a second here.
I just pulled up our what wecall enrollment triggers.
But yeah, just to your point.
Here, luigi, we have thingslike hey, do we know their phone
number?
Do we know their email address?
Maybe we know their emailaddress, but we want to know
their SMS.
So what if we just upsold them,say, hey, luigi, welcome back
to the site.
Did you know you can get textnotifications and get our
(13:15):
exclusive VIP offers?
Right, that kind of messaging.
Are they outside of a specificregion?
Do they come from Google versusInstagram or TikTok?
Last time they came, did theyleave something in the cart?
Right?
Encourage them to finish thatcheckout.
And how, in terms ofinteracting on the website, you
(13:35):
know, did they scroll all theway down to the website and
taking took no action?
Right, you can take a look atthat today.
Spend five minutes on yourwebsite just window shopping?
Right, maybe.
Show them a review.
If they're doing that, right,maybe they're not believing in
your product or they don'tunderstand how to use your
product.
If it is something that doestake a Little bit of consumer
education towards, right, showthem great reviews.
(13:57):
Maybe they are buying things intheir cart and they're taking
things out because they can'tafford it.
Maybe that's a really good timeto offer them buy now, pay
later solution right, one ofthose solutions that we
integrate with, for example.
So those are additional fewtriggers that are also very
popular with us.
Speaker 3 (14:20):
That's all powered by data which, like I've said it
can be overwhelming sometimes,but how can then merchants
measure the success of all ofthe campaigns that they're
running within Justina?
Speaker 2 (14:32):
Yeah, so we make that very easy as well through our
advanced analytics and differentdashboards that you can create.
So let's just know the top kindof benchmarks that you're
looking for are things like AOV,average order value, email and
SMS list growth Since you joinedJustina.
How much more email and SMS areyou capturing through different
(14:55):
strategies that we provided you, different templates and
playbooks that you've leveragedwithin Justina?
Without going crazy, we caninfluence things like time on
the website.
As you know, that's reallyimportant for SEO.
Are they just coming to yourwebsite and leaving, or are you
enticing them to stick around?
Go to multiple pages?
Justina helps with that metricas well.
How many times do they engagewith your website or with your
(15:21):
interrupted message before theytook action?
Cart-browse abandonment saved.
So how much revenue are yousaving from being lost with
Justina?
Those metrics are all examplesof what we track and we present
within our dashboard, and thenyou can then compare that with
your historical data as well.
You can also take a look atyour other tech stack solutions
(15:43):
that you've integrated with,like constant contact, mailchimp
, whatever email SMS solutionyou might be using or other tech
solutions, to see theadditional data that you capture
with Justina and push to thosechannels so that you can make
more out of those othersolutions as well.
What we like to say here atJustina is we supercharge your
(16:06):
tech stack because we are ableto take a lot of data and help
you make more informed decisions.
Speaker 3 (16:12):
So yeah, so which systems do you integrate with?
Obviously, you said Shopify,you said BigCommerce on the Econ
platform.
Speaker 2 (16:20):
Yeah, so we integrate with our reviews platforms as
well, so for being able to showreviews at the right time email,
sms platforms we alreadymentioned Google Analytics and
Google Ads, as well as MetaAds,to ensure that the data you're
collecting about your audienceis synced with those ad
platforms so that you can loweryour cost per acquisition by
(16:44):
targeting people you alreadyknow, or retargeting them, or
targeting them with the in-rushdata that you are able to
collect.
We also have integrations withWordpress as well, so the
leading website builder platform, so if you're running a blog or
(17:04):
whatever substereit kind ofdomain you may have, you can run
with that as well.
But, yeah, those are some ofour top integrations that we
leverage, and in Justino, wehave a dedicated partners page
where our partners haveshowcased their different
playbooks that they have builtwithin Justino, for example.
Some of the other integrationsthat are coming soon to Justino
(17:26):
would be things like Malomo, sopost-purchase Smarter.
We have Loyalty, lion, prettyDamn Quick Trust, pilot, tapkart
, sezzle and so forth, andGatsby.
Those are also coming fordifferent type of use cases that
we can get into.
Speaker 3 (17:50):
If we talk about some of the messaging that Justino
offers its merchants.
So we're coming into Q4 now,we've got Cyber 5 around the
corner and everyone's just goingto be vying for eyeballs.
Everyone's going to want thosevirtual tills ringing, maximize
conversions, and so on.
(18:11):
What are some of the thingsthat you're seeing when you're
speaking to either partners ormerchants that you're kind of
recommending at the moment oryou're seeing merchants
implement to try and get theCyber 5 sales over the line, or
even the holiday sales.
Speaker 2 (18:27):
So I feel hot tips on that.
So number one personalizationis key.
You want to treat everybodyindividually and speak to what
will make them take action.
That's been the name of thegame, this whole entire
conversation, like I mentionedearlier.
So how do you accomplish that?
So first take a look at who haspurchased from you before and
take a look at audience and seewhat can you do to get them to
(18:50):
purchase from you again or giftone of your items to somebody
that they know.
Maybe you want to run someexperimental offers for them.
See who's interacting with youremails or your messages, so
that you can offer themexclusive, maybe offers before
the holidays.
Tell them to beat the rush,beat the shipping delays, and
(19:13):
get them to order ahead of timeso that you have a little bit of
pre-sales.
Then you can see.
Okay, you know what thisproduct seems to be most
trending.
Maybe this year our mostaffordable product is more
attractive to people, maybebecause they have less
disposable income.
So maybe I should push thatproduct more.
You'll be able to understandthese buying behaviors ahead of
(19:33):
the holiday using that strategy.
Second, don't be afraid to standout.
Depending on your brand orproduct.
You can try things likegamification.
That's something that Justinois also really known for, which
is hey, spin this fun wheel thatyou see in front of you and
unlock this exclusive offer.
(19:55):
Or hey, tap to reveal a mysteryprize.
Those things are really funways of engaging with a website.
Maybe another way to stand outis actually having a video Right
before they leave the website.
Literally record a video ofyourself saying whoa, whoa, whoa
, wait a second.
(20:15):
We noticed that you visit usfrom TikTok.
You must love our videos.
This is us.
We're friendly, family ownedbusiness.
Enter your phone number andwe'll send you this epic thing X
offer before the holidays, typeof thing.
So, again, generating buzz aheadof the time and not being
(20:37):
afraid to stand out tends toprovide above average metrics as
well.
Speaking of metrics, we'rereally heavy on numbers.
We have our clients come to usand say, hey, compared to the
industry average, how am I doing?
(20:57):
And we're able to provide thatdata set and say, hey, this is
your industry, this is the typeof promotion you're using.
You should be seeing Xconversion rate 5%, 30%,
whatever it may be and you'll beable to compare yourself.
So definitely make sure you knowyour numbers and industry and
standard benchmarks and see howyou can A B test to prevail from
(21:18):
those numbers as well.
And lastly, also on a monthlybasis, really review your
visitor's behavior.
Are they buying less than usual?
Are they between the age of astudent?
Are they in a university orcollege?
Know things like?
(21:39):
Hey, in America, for example,you have to start paying student
loans back now the program'sover, so maybe they have less
disposable income.
You have to know these type ofbuying signals to really
understand your purchases andvisitors so you can tailor their
experience accordingly.
That's all that it comes downto.
(22:01):
Ahead of the holidays, havingthat strong understanding, a B
testing, experiment withdifferent campaigns and just
fully blasting whatever isworking.
Speaker 3 (22:11):
I think one of those points about reviewing every
month and possibly at this timeof the year maybe even more
often just to be able to makethose quick, agile changes to
the, to the marketing message.
But you have to review whatyou're doing.
You have to review your numbers, your data and be able to
implement that, becauseotherwise, if you're doing the
(22:31):
same thing and you're leaving ittwo or three months before you
go in, you've left money on atable and you've wasted money
because you haven't really madethe most of the platform that
you're paying for.
Speaker 2 (22:44):
Exactly so a solution like just know our goals always
to try and help you at leastsee 5x, plus ROI as well.
It shouldn't be that hard,especially with ours.
We have a lot of holiday readytemplates pre-made as well,
where you guys can just go inand just plug and play and
launch under an hour kind ofthing.
(23:06):
So experiment with differentideas, see what others are doing
.
But biggest takeaway for y'allif you would just take away one
thing from this entireconversation is don't be afraid
to be different and make sureyou understand every bit of your
audience that you want toconvert and make sure you tailor
the experience to themaccordingly.
(23:26):
Yeah, yeah.
Speaker 3 (23:29):
That's a really good point, because not only has
e-commerce become super crowded,but Q4 e-commerce just becomes
overcrowded, and so you have tostand out the best of times, let
alone when everyone is tryingto sell to the same person.
And again going back to mypoint about making things easy,
you just make it really easy forpeople to be able to achieve
some of their masking objectives, whether it is targeted,
(23:52):
segmented or behaviour-basedmessaging to customers.
A minute, it's out of the box,so absolutely being able to
stand out and it's not alwaysabout promotions and offers,
though, is it?
Because that's obviously onething, but anyone can compete on
price.
Speaker 2 (24:13):
Yeah, absolutely.
I think it's really aboutmaking them feel welcome and
appreciated and speaking totheir pain point, or even also
inspiring them as well.
And one thing I want to alsohave everyone to keep in mind is
that traditionally, pop-upshave been seen as something of a
nuisance, something that'sreally annoying.
And that was the case becausepop-ups before were very basic
(24:37):
and straightforward and itwasn't that advanced where, as
soon as you land on a website,it says hey, hey, give me your
email.
Hey, hey, here's a discount.
Sales 101, y'all.
You can't just drop your pantsand say, hey, please, this is
everything I have.
Please buy from me.
You cannot be desperate becausethat does not look good.
(24:59):
So you have to make sure thatwhen you're offering an
incentive, that it is warranted,that it is with merit and that
they understand that you have astrong justification for that.
And when you're testing yourinterrupted messages, really see
how you feel about them.
Put yourself in their shoes.
(25:20):
Is the messaging come off tooquickly?
Is it showing that you don'tunderstand them?
Are they clicking away reallyquickly?
Take a look at those metrics aswell and, once you have that
data collected, also make surethat you are really integrating
that with your other techsolutions, like, for example,
your email SMS sending platform.
Take the data, make sure thatyou port their name, port their
(25:42):
birthday, whatever data thatthey gave you, so that you can
email them say, hey, happybirthday, here's X percentage
off, and make sure that themessaging is consistent
throughout their entire journey.
Speaker 3 (25:53):
Have you just to give some context, I guess, to
people?
What kind of conversions havesome of your successful clients
seen?
What kind of ROI have they seenwhen implementing Justuna?
Speaker 2 (26:06):
Oh, yeah, the numbers are bonkers.
They're all on our website casestudy page.
But to share some benchmarksfor you all, on average, our
clients see over 20% anincreased conversion rate from
email flows.
Two times more engagement inthe lists overall, once they
(26:30):
actually are getting targeted.
We have at least over 5% to 10%increased opt-in rate on mobile
devices as well.
That is very undertapped rateand in addition to that, I can
also pull up industry benchmarksfor those who are listening if
they want to do a quickcomparison before they go ahead
(26:52):
and start hunting for thesemetrics.
Let me share some benchmarks foryou guys.
What we saw from the last BlackFriday, cyber Monday, here,
here we go.
So, for example, if you have,let's say, a countdown timer for
(27:15):
creating a sense of urgency,you should be seeing at least
around 19% engagement rate, withthat Spent to wins 15%, top to
text 13%.
And for product recommendation,you should see around at least
35% of the people engaging withthat module where they're saying
, hey, there's a product that Imight like.
(27:36):
Wow, let me click into that.
In terms of by location, yourtop banners should be seeing
around 9%.
Center pop-ups or flyoutsshould see around 16%, and so
forth.
In terms of industry fashionand peril, your conversion rate
should be around 5%, engagementshould be around 10%,
(27:57):
collectibles, hobbies, toysaround 4% and conversion rate
beauty, cosmetics 6%, food andbeverage 5%, jewelry 6.8% and
hospitality around 5% as well.
So, yeah, write down thosenumbers, take a look at your
data and see how you're doingand if you're short shy of those
, definitely reach out to KalaShock and just to know to see
(28:21):
how we can work together to helpyour brand out.
Speaker 3 (28:28):
And I think again, being able to be fed that data
from a single source of truth Ieither just do no dashboard to
be told these are the metricsthat we're giving you is really,
really important, because youmake it easy for the customer,
for the merchants, to be able tomake a decision and say right,
what do we need to do toincrease conversion?
Well, we made that slightchange and the conversion rate
(28:50):
went up, or the engagement ratewent up, or whatever it is that
you're tracking.
And this is why, at this timeand I'm not a fan of urgency
messaging, if I'm beingcompletely honest with you, but
I think during Q4, that that'sfine, because there's so many
offers, everyone's going outbuying.
It's more of a service to say,look, this is going to sell out,
(29:14):
this is going to disappear, itmay come back in stock in
January when we get a flood ofreturns, but otherwise it's
going to go.
And so we're doing your favorhere by just giving you a nudge
and saying X amount left or howmuch time left for this offer.
Speaker 2 (29:29):
Yeah, that's another thing we can do.
Actually, that's a greatreminder is we can say hey,
enter your email and we'llnotify you when this item is
back in stock.
Back in stock notifications arevery popular in said solutions
like claveodigital and so forthas well.
Speaker 3 (29:46):
Yeah, well, I get them implemented into every
single website that I work on,because you can't leave it to
the customer to kind of keepcoming back every now and again
to see if that product is instock.
Last few months, maybe a year,ai has obviously been the hot
topic, and I speak into a coupleof people.
(30:10):
There's AI and there's machinelearning and they're two
different things, but somefudged the lines.
But how does it play in with?
Just do know.
Speaker 2 (30:22):
Yeah.
So AI I mean, this is like abuzzword now, right, Fancy word,
but this is exactly whatsolutions like just have been
doing for a long time now formany years, right?
The most popular way weleverage AI is definitely
through our what we call productrecommendation engine.
It's exactly like, again, fromwhenever a visitor visits your
(30:46):
website, with just to knowenabled, we create a profile on
that person so we understandwhenever they come back, we know
exactly who is coming back,right, and then you start
populating different propertiesthat you want to know about them
.
But what our productrecommendation engine does is
you'll be able to create analgorithm very basic, right?
(31:06):
An upselling algorithm or across selling algorithm,
whatever algorithm you want tocreate.
We have different algorithmspreset and you can tweak them.
Where it's leveraging the datathat you already know about them
to recommend the right productat the right time at the right
(31:27):
place.
So, for example, they land onyour website, they're looking
through different products,they're not seeing anything
interested, but they add.
They finally add something tothe to their cart, right, right
before a checkout.
Maybe you say, hey, maybeyou'll also like these.
This outfit goes really wellwith this.
During this season, right,during this fall season.
(31:48):
This will match really nicelywith it.
Hey, we recommend you get thismatching outfit at this size.
Like, whatever it may be, ourAI is able to understand, based
on what we know of them, torecommend items that would be
best suited for them.
And obviously you can tweakthis AI to think a little bit
differently as well, becauseultimately, you should know your
(32:08):
visitor's best.
But yeah, I just know that'show AI is leveraged.
Speaker 3 (32:17):
I had another question for you, but I've
forgotten.
Speaker 2 (32:21):
Take your time.
That's a lot of information.
That's a busy day.
That's what I was going to sayit wasn't a question.
Speaker 3 (32:26):
It was more of a statement, just the kind of
evidence of how easy it is nowfor merchants to get such an
in-depth product on theirwebsite so quickly.
Could you imagine someonecoming to you and saying I want
you to develop a system that cando this messaging?
With this algorithm?
You're looking at building outjust an incredibly complicated,
(32:50):
if not impossible, system.
News make it so easy becausecustomers can sign up.
They can choose anoff-the-shelf template and
off-the-shelf integration, getthe flow going, or they can
obviously start customizing themonce they've got their feet in
the ground and they understandthat the system works.
What would be yourrecommendations for somebody
(33:11):
looking, let's say, for an SMB,an e-commerce manager, an
e-commerce director or even amarketing manager looking to
implement?
Just how should they approachit?
What are the kind of one or twotop tips that you'd give
somebody that's saying let'sgive this a shot and get this
going?
Speaker 2 (33:30):
Honestly, just go in, get your hand dirty, have fun.
Message me, I'll give youextended trial.
Whatever trial, long trial youneed to give it a shot and just
have fun with it.
Honestly, this should be fun.
It shouldn't be stressful.
That's the biggest take where Icould give for these people.
(33:51):
In your day-to-day, you'relooking for those hidden gems,
those opportunities, newinspiration to see what else
different you could do toimprove your KPIs.
Justina helps with most of manyof your KPIs that you may be
going through Going crazy aboutevery day.
This isn't a silver bullet thatwill instantly solve your
(34:12):
problem, but it will help youtake the right steps towards
that Eureka moment.
It's like oh my goodness, Ididn't know that I could save so
many people from leaving theircart.
Oh my goodness, I didn't knowthat I could increase the
average order value by 20% byupselling them with this product
recommendation engine.
Oh my goodness, I didn't knowthat I could save people from
(34:34):
leaving my website so quickly byshowing them reviews or by
showing them a video from ourco-founder or our founder,
whatever it may be.
You'll be able to have theselight bulb moments, but you
won't have them unless you go inand actually experiment, since
we are platform and industryagnostic.
(34:55):
There are countless examplesthat we could provide.
The best thing for you to do isjust go in, get your hands
dirty and have fun.
Message, call the shock and us.
We can also even provide acomplimentary audit for you and
give you the right inspirationto actually jump in and try
things out as well.
Speaker 3 (35:16):
I'd seriously take advantage of that because, like
you said, you don't know whatyou don't know.
I think if you're able to showa merchant through an audit,
then there's nothing for them tolose.
I know that if I was a merchantlooking at trying to stand out,
trying to increase conversions,trying to Because they've
(35:39):
worked so hard to acquire thoseWell, not even that They've
worked so hard to acquire thosevisitors you have to do
everything possible to capturetheir data and to capture their
order and keep them coming back.
Speaker 2 (35:55):
It's not just about Make the most out of that
opportunity.
Right, you have nothing to lose.
They're going to leave anyway.
Speaker 3 (36:01):
Exactly.
If they're going to leave, gettheir SMS or email address.
If they've ordered from you,get them coming back.
If they have returned to yourwebsite, get them converting
again.
It's not given that if theycome back to your website,
they're going to place an order,like you touched on at the
beginning, kind of aroundpersonalization, if you can make
(36:23):
the customer feel like thisexperience is for them.
Hypothetically, if you're afashion website, a clothes
website, and I'm on there, Idon't want to be seeing women's
dresses and women's shoes.
If I'm buying jeans or trousersor whatever it is, or shoes for
(36:43):
me, don't make me have to workto find the product that I want.
Conversely, if I am looking fordresses or whatever, make that
easy for me as well.
Especially as a guy looking tobuy dresses, maybe for my wife,
need as much help as possible.
Speaker 2 (37:01):
Exactly.
Keep in mind, y'all, it's easyto make more money from someone
that has a pirate interest inyou than convincing someone
totally new to engage with you.
The beauty of what we do is wehelp you better understand those
people that are interested inwhat you do, so that you can
(37:22):
then communicate with thembetter and then encourage them
to take action with you timeafter time after time, like you
said.
Conversely, yes, you're alwaysbuying men's shoes and men's
this and that.
What if a message came up like,hey, luigi, out of curiosity, is
there special someone in yourlife that you like to buy gifts
for?
And you click yes.
(37:43):
The next question could be likea quizzing, right?
Oh, how old are they?
Or what's their age, whateverthe question might be?
Then, once you have theinformation live on the website,
we can show them dresses andother outfits without needing to
wait a couple of business daysor on their next visit.
Justineau is really beautifulin the sense that with our
(38:05):
quizzing function, we'll be ableto show them the relevant
information and data andproducts immediately, rather
than coming back to it later on.
Speaker 3 (38:18):
Hopefully you've heard now why I'm such a fan of
Justineau, because it's such adeep platform.
There's so much functionality.
If implemented correctly, whichis not too difficult to do from
the outset, you will see apositive ROI from the get go.
I'm sure of it.
(38:38):
Like I said at the beginning aswell, I really enjoy your
energy and your knowledge.
I'm really grateful that I'vebeen able to spend this time
with you.
Likewise, we always like to endthe podcast asking because I
think this can help merchants aswell If there's a book or a
(38:59):
book you've read or a podcastthat you're listening to that
you like to share with ourlisteners.
Speaker 2 (39:03):
Yeah, absolutely.
I'm sorry if this comes offignorant, luigi.
Do you know the entrepreneur,stephen Bartlett?
Yeah, founder of Social Chain.
Yeah, exactly.
Yeah, I've been listening tohis podcast for a while now
Diary of a CEO.
(39:24):
I absolutely love his format,love the way he thinks, love the
guests.
He recently released a bookcalled the Diary of a CEO the 33
Laws of Business and Life.
I think that's a really coolrecap, or a summary of the most
important rules that you maywant to actively practice in
(39:44):
both your personal life and inbusiness.
I'm someone who's huge onmindset, who's huge on habits
and who's huge on taking theseimportant lessons applying on a
daily basis, so I've beenlacking more than I should to
apply them, but we're human.
So I definitely recommend younot only read the book, but
(40:06):
really study it, take a jot downthe key learnings and see how
you can apply it to your life.
Some people may say, hey, theselessons are things that people
in their 20s or 30s may findvaluable.
It's someone who's more versedin life or business doesn't need
this.
But honestly, keep in mindthere's a difference between
(40:28):
knowing something and actuallypracticing something, and I feel
like this book helps you takethat one step towards actually
actively, proactively,practicing these teachings.
So shout out to him.
Speaker 3 (40:41):
We are all creatures of habit, exactly so we need to
try and focus on the good ones.
But I'm again massively intomindset.
It's a really important thingfor me, you know, to get through
the day to help me.
You know, kind of grow thebusiness, everything, and we all
have the same 24 hours a day,365 days a year.
Nothing changes, you know.
(41:03):
We can be more productive, wecan be more positive about these
things, we can be more grateful, and so I really respect Steve
Barlett as well and a fan of hispodcast as well.
Yeah, we'll put a link in theshow.
Speaker 2 (41:16):
We're from the UK, by the way.
I legit have it yeah.
Speaker 3 (41:21):
Well, I mean, the reason why I kind of really
respect him as well is his story.
I mean kind of, you know, grewup, you know, really fun in a
household that struggledfinancially.
His mum had been you know kindof a failed entrepreneur.
Went to uni, dropped out and,just you know, he got his life
together, he got his mindsettogether and, if you listen,
(41:41):
made mistakes but managed togrow business that went public
and he managed itself for a lotof money.
So Success leaves clues, astony robin says, and I'll, you
know, glad to listen to anythingthat steam Bartlett puts out.
Speaker 2 (41:55):
So yeah, you be you know, the more I learn about.
Another quick shout out that Iactually love is a startup story
.
I don't know if you follow themas well, but start up stories
is Also really cool series andthey just talk about a lot of
different entrepreneurs andbackgrounds and you know how
they made it.
(42:15):
But the biggest thing I realizeis that so many people have a
lot of potential is just theirmindset, where they just fail to
realize or something happens intheir life and they get rid of
a different path, but so many ofus have so much potential,
especially in this day and age.
We have so many amazing toolsthat are so affordable.
(42:35):
Like I don't want to give us ashout out, but like just you
know To apply to, you know toreally make magic happen, and so
it's really on you to takeaction and and and just invest
the time and believe in yourselfand don't let these outside
noise really affect you andintercept from you achieving
(42:56):
your dream.
Right, you have AI now thesedays, where you can very easily
digest information.
You have free website, but Ithink even like you know
platforms like Shopify.
I'm not sure if big commerce isdoing the same thing, but
they're giving away theirplatform for a dollar for three
months, kind of thing.
Right, you have all thesedifferent type of opportunities.
(43:16):
Big commerce is very affordableas well for what they're doing.
Right, you have all theseopportunities at hand.
It's just for you to take,right?
So don't let yourself, don'tlimit yourself and never, never,
give up seriously.
Speaker 3 (43:29):
We're going to do another episode deal that's
going to be less e-commerce tomore kind of personal.
I'm going to put that together.
You, dave Mulder, is going tobe.
It's going to be awesome.
We've got to call it time onthis particular episode, but I
really enjoyed talking to you.
Every time I chat with you, Ilove your energy, I love your,
(43:51):
your just your expertise and Ithink you know you just you
genuinely want to help people aswell, which is which is so
fantastic.
So grateful for your time, forjoining on the podcast, and I'll
put into the show notes thelinks to your LinkedIn, your
email as well, and obviously,darius CEO podcast book and
(44:13):
start up stories as well.
Brilliant, and yeah, thank youvery much for your time, did you
?
Speaker 2 (44:19):
Thank you so much, luigi, and the team you are the
best really appreciate you andkeep crushing it out there.
Y'all really appreciate whatyou're doing for brands day in
and out, and the fact thatyou're flying out for a
discovery call my gosh, who doesthat these days?
That's, that's absolutely epicand I love that so much because
it just shows how much yougenuinely care.
You know, even if, let's say,you may not be the perfect
(44:40):
vendor for this client you'reworking with, be their friend,
be friend for them, right.
Maybe you'll engage with themat some capacity, or maybe just
be a friend, be their friend atsome capacity, or maybe down the
road you'll work together rightmyself.
Quick fun fact might this isvery cringy and so if you don't
like cringy things, leave thepodcast now.
But my name Dill Yard Dill Yardmeans heart friend or genuine
(45:02):
friend in multiple languagesaround the Silk Road in Central
Asia and like Hindi far see thelanguage is and so I actually
tried to like really since ayoung age I tried to live up to
this name and I have to reallycredit a lot of my growth and my
success to really living up, tobeing genuine friends with
people that I interact with andand building value, because you
(45:24):
know that comes back, man.
You know if you believe inkarma or not.
You know you do good things forothers and that comes back.
So definitely, you know.
Speaker 3 (45:31):
Continue to practice that as well 100%, and I've said
this on a podcast many timesbefore we just we owe it to help
each other, to help otherpeople.
You know it's it's not aboutego, it's not about money, it's
just, it's about helping people.
And so, as I said, I'm gratefulto be able to spend this time
(45:52):
with you and I.
You're full of energy and itmakes you know you're living up
to your name, so Appreciate itmuch love.
Speaker 2 (46:00):
Thank you so much everybody.
Thank you so much Luigi.
Speaker 3 (46:03):
Thank you very much to your good day.
Thank you for listening to thebig commerce podcast.
If you've enjoyed today'sepisode, please leave us a
review on your favorite podcastplatform and make sure you're
following us on social media, onInstagram and on LinkedIn.
If you've got ideas orsuggestions for future episodes,
please send us an email info atthe big commerce podcast dot
(46:24):
com or on our social media you.
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