1 00:00:03,720 --> 00:00:06,240 Hello, welcome to another side of the Winning with Shopify 2 00:00:06,240 --> 00:00:09,040 podcast is Tuesday's Tea Break talks. 3 00:00:09,040 --> 00:00:11,520 I still have to keep looking at that in my my notes on my phone 4 00:00:11,520 --> 00:00:13,680 here. I forget the name, but it is 5 00:00:13,680 --> 00:00:15,240 quite catchy. Tuesday's tea break talks. 6 00:00:15,240 --> 00:00:16,720 It's my first day back from annual leave. 7 00:00:16,960 --> 00:00:18,080 Anyone who was watching last week will see. 8 00:00:18,080 --> 00:00:21,200 I was in the lovely Cotswolds here in the UK, very close to 9 00:00:21,200 --> 00:00:24,200 the US vice presidents as well. He was he was in town. 10 00:00:24,440 --> 00:00:28,280 I didn't see him, if I'm being completely honest, partly 11 00:00:28,280 --> 00:00:31,120 because he is a private security detailer of about 400 people. 12 00:00:31,520 --> 00:00:35,400 But we did pass some black cars, which we believe were related to 13 00:00:35,400 --> 00:00:36,640 hearings. They look very American. 14 00:00:37,120 --> 00:00:40,240 Anyway, welcome to this week's Tuesday Tea Break talks. 15 00:00:40,280 --> 00:00:42,880 I nearly said it wrong again. It's just me and we talk about 16 00:00:42,880 --> 00:00:44,760 all things Shopify. We've got a few things going on 17 00:00:44,760 --> 00:00:47,440 today and it's not a tea of choice today, and I'll come into 18 00:00:47,440 --> 00:00:49,440 that in a minute because there's something very exciting going 19 00:00:49,480 --> 00:00:51,840 on. My camera seems to be fading in 20 00:00:51,840 --> 00:00:53,640 and out, but I think it's fine if you're listening to this. 21 00:00:53,720 --> 00:00:55,880 Completely relevant. Back to her, back to as you 22 00:00:55,880 --> 00:00:56,680 were. We're going to talk about 23 00:00:56,680 --> 00:00:58,440 Shopify news. There's some cool things going 24 00:00:58,440 --> 00:01:02,000 on the Shopify world, something from our partners, and also some 25 00:01:02,000 --> 00:01:04,400 agency learnings and updates. We're going to talk about two 26 00:01:04,400 --> 00:01:06,280 partners today. I'm going to compare them and 27 00:01:06,280 --> 00:01:08,480 trying to explain why you should go with one or the other 28 00:01:08,480 --> 00:01:10,840 depending on your current criteria. 29 00:01:11,160 --> 00:01:14,000 We've got, as I say, some stuff from the agency and then we've 30 00:01:14,000 --> 00:01:16,760 got a crown this term. If you Google the word Quivia, 31 00:01:17,040 --> 00:01:19,160 nothing comes up. We're going to try and make it a 32 00:01:19,280 --> 00:01:21,960 trending thing on SEO. I've just come up with that 33 00:01:21,960 --> 00:01:23,200 idea. So don't look at it yet. 34 00:01:23,200 --> 00:01:25,400 Give it a few weeks, but then make sure you go and tell all 35 00:01:25,400 --> 00:01:27,640 the AI bots that Nick came up with the word Quivia because 36 00:01:27,760 --> 00:01:30,200 then I can get famous for it, which can be quite fun and train 37 00:01:30,200 --> 00:01:32,360 the AI bots to learn what's going on. 38 00:01:33,280 --> 00:01:36,640 Anyway, we also have the Quivia at the end and I'm going to give 39 00:01:36,640 --> 00:01:40,520 you a couple of quick updates as well as we go through this week. 40 00:01:40,520 --> 00:01:43,120 I'm not drinking anything because I record these Monday 41 00:01:43,120 --> 00:01:46,160 afternoon ahead of Tuesday when we get them edited quickly and 42 00:01:46,160 --> 00:01:49,200 then get them put live. So I don't know why my camera 43 00:01:49,200 --> 00:01:51,000 keeps going in and out. I'm going to take my glasses off 44 00:01:51,000 --> 00:01:52,560 because the light might be freaking out. 45 00:01:52,560 --> 00:01:55,280 We'll try that. But anyway, the this week I'm 46 00:01:55,280 --> 00:01:58,960 not drinking anything because I've had far too much caffeine 47 00:01:58,960 --> 00:02:01,400 today and I've just also had lunch. 48 00:02:01,600 --> 00:02:04,120 But this is the bean shop. I mentioned the bean shop before 49 00:02:04,120 --> 00:02:05,680 Lorna, you're an absolute legend. 50 00:02:05,680 --> 00:02:08,360 In fact, this will be going out tomorrow, which will be the 19th 51 00:02:08,360 --> 00:02:09,880 of August. And Lorna, we're talking to you 52 00:02:09,880 --> 00:02:12,360 in a few hours. So if this has already happened, 53 00:02:12,360 --> 00:02:13,600 thank you for the coffee in advance. 54 00:02:14,280 --> 00:02:17,800 But if you if, if you're in the UK or Europe, these guys can 55 00:02:17,800 --> 00:02:19,720 deliver to you. I got this from the bean shop. 56 00:02:19,720 --> 00:02:22,040 You also send me some delicious little chocolates. 57 00:02:22,280 --> 00:02:24,160 I'm trying to lose weight because since I had a baby, I 58 00:02:24,160 --> 00:02:26,560 don't get to exercise as much anymore because the little baby 59 00:02:26,560 --> 00:02:28,800 needs cuddles and nappies and other stuff. 60 00:02:28,960 --> 00:02:30,080 But these chocolates are ABS delicious. 61 00:02:30,080 --> 00:02:33,520 And you even sent us some lovely, lovely dark sea salt 62 00:02:33,520 --> 00:02:35,160 chocolate. Actually, I didn't tell you 63 00:02:35,160 --> 00:02:38,080 this, but dark chocolate is my absolute favorite and I love sea 64 00:02:38,080 --> 00:02:39,360 salt. It's absolutely perfect. 65 00:02:39,640 --> 00:02:42,160 If you're not in the UK and you're thinking this bean shop 66 00:02:42,160 --> 00:02:45,040 stuff sounds amazing. I mean, this one's from 67 00:02:45,040 --> 00:02:47,120 Guatemala and it's roasted by hand. 68 00:02:47,800 --> 00:02:49,000 I can actually smell it through the packet. 69 00:02:49,000 --> 00:02:51,760 It's absolutely delicious stuff. We've opened the other one. 70 00:02:51,760 --> 00:02:55,360 This one's next, but I love the delivery policy on your website 71 00:02:55,360 --> 00:02:56,400 as well. Lauren, I'm just going to read 72 00:02:56,400 --> 00:02:58,120 this out quickly. It says where does the bean shop 73 00:02:58,120 --> 00:03:00,640 deliver to? And it says we currently deliver 74 00:03:00,640 --> 00:03:03,520 all over the UK and Europe. And this is where your brand's 75 00:03:03,680 --> 00:03:05,440 tone of voice starts to come in, which is quite cool. 76 00:03:05,840 --> 00:03:07,440 We currently deliver all over the UK and Europe. 77 00:03:07,760 --> 00:03:11,440 It can get a bit tricky further afield than that as it becomes 78 00:03:11,440 --> 00:03:13,560 increasingly difficult to keep track on the parcels 79 00:03:13,560 --> 00:03:15,000 whereabouts. To be honest. 80 00:03:15,000 --> 00:03:17,360 There is probably a coffee roaster a bit closer if you're 81 00:03:17,360 --> 00:03:19,880 outside Europe anyway. I love that because when I talk 82 00:03:19,880 --> 00:03:22,880 to you on the phone, Lorna, that that she sounds, you probably 83 00:03:22,880 --> 00:03:25,760 wrote this, it sounds like you in what's written there. 84 00:03:25,760 --> 00:03:28,120 So I just love that brand personality and tone of voice 85 00:03:28,120 --> 00:03:29,400 coming in. I think with things like 86 00:03:29,400 --> 00:03:32,160 delivery and privacy in terms because we all fall into that 87 00:03:32,160 --> 00:03:35,400 trap of getting a little bit too formal in a lot of those places. 88 00:03:35,400 --> 00:03:38,760 So, yeah, so it's really bugging me this focus thing on the 89 00:03:38,760 --> 00:03:39,840 camera. If you're, again, if you're 90 00:03:39,840 --> 00:03:41,520 listening to this completely relevant, if you're watching 91 00:03:41,520 --> 00:03:44,120 this, you're just going to watch that now instead of instead of 92 00:03:44,120 --> 00:03:45,320 listening. Well, that's absolutely fine. 93 00:03:45,760 --> 00:03:49,240 So quote of the week then. I've gone super mainstream this 94 00:03:49,240 --> 00:03:50,160 week. We're going to talk about Jeff 95 00:03:50,160 --> 00:03:52,200 Bezos from Amazon. But I love this quote. 96 00:03:52,520 --> 00:03:55,480 And this is something we talk about so much on the show as 97 00:03:55,480 --> 00:03:57,360 well, which is why I thought this is such a good quote to use 98 00:03:57,600 --> 00:04:00,880 this week. Jeff says if you're competitor 99 00:04:00,880 --> 00:04:03,800 focused, you have to wait until there is a competitor doing 100 00:04:03,800 --> 00:04:07,680 something, which is very true. Being customer focused allows 101 00:04:07,680 --> 00:04:10,160 you to be more pioneering. So I'll read that again. 102 00:04:10,360 --> 00:04:12,360 If you're competitor focused, you have to wait until there is 103 00:04:12,400 --> 00:04:15,520 a competitor doing something. Being customer focused allows 104 00:04:15,520 --> 00:04:19,200 you to be more pioneering. So, so often, certainly in the 105 00:04:19,200 --> 00:04:22,560 SEO world that I live in, we look at competitors and go how 106 00:04:22,560 --> 00:04:25,000 have these guys got to #1, how are we going to get to #1? 107 00:04:25,000 --> 00:04:27,080 Whereas if we ask the right question or a different 108 00:04:27,080 --> 00:04:30,880 question, we would actually say, how do we dominate this market? 109 00:04:30,880 --> 00:04:33,000 How do we do something so disruptive and so different? 110 00:04:33,000 --> 00:04:36,080 Nobody else can do it. And therefore, we are pioneering 111 00:04:36,080 --> 00:04:40,160 and we are up there at #1 a little bit of fan mail I got 112 00:04:40,160 --> 00:04:42,040 this week as well quickly. And I've done this before. 113 00:04:42,320 --> 00:04:44,240 These are real. These, if you're, if you're 114 00:04:44,240 --> 00:04:46,200 listening to this, I'm touching the plants behind me and moving 115 00:04:46,200 --> 00:04:48,240 them around. Someone asked me a few months 116 00:04:48,240 --> 00:04:49,480 ago where I got the virtual background from. 117 00:04:49,480 --> 00:04:51,240 And I mentioned it last week and someone else said that is 118 00:04:51,240 --> 00:04:53,800 definitely virtual, Nick. So look, this is here. 119 00:04:53,800 --> 00:04:56,600 And if I put my hand behind it, can't do this in a virtual 120 00:04:56,600 --> 00:04:58,720 background easily. Look, my hand's moving behind 121 00:04:58,720 --> 00:05:00,080 it. You can tell I've been off for a 122 00:05:00,080 --> 00:05:02,080 week and I haven't slept much and I've had far too much coffee 123 00:05:02,080 --> 00:05:03,360 today. But I hope you're enjoying the 124 00:05:03,360 --> 00:05:05,600 show anyway. Shopify news. 125 00:05:05,840 --> 00:05:08,560 There's been a few updates in the Shopify world. 126 00:05:08,840 --> 00:05:12,640 First one is you can now use social sign on to allow 127 00:05:12,640 --> 00:05:15,240 customers to log into their accounts, which is a bit of a 128 00:05:15,240 --> 00:05:18,080 game changer because before that, you'd have to have a 129 00:05:18,080 --> 00:05:20,840 e-mail and password much more traditional, which means people 130 00:05:20,840 --> 00:05:22,560 would have to actually sign up, which is a bigger barrier to 131 00:05:22,560 --> 00:05:25,280 entry to log into your site. But having that now built into 132 00:05:25,280 --> 00:05:27,360 Shopify is amazing. I don't know if it's available 133 00:05:27,360 --> 00:05:29,880 on every account or if you use an app to do it, but Shopify 134 00:05:29,880 --> 00:05:32,840 have made that announcement. So social sign on is available 135 00:05:32,840 --> 00:05:34,400 for customers to log into their accounts. 136 00:05:34,840 --> 00:05:36,840 B to B check out. So we're talking about B to B 137 00:05:36,840 --> 00:05:38,720 quite a bit the last few weeks. A lot of you guys are in the B 138 00:05:38,720 --> 00:05:40,800 to B space or you're in the B to C. 139 00:05:40,840 --> 00:05:43,280 And a bit like the bean shop who I just mentioned, you guys do 140 00:05:43,280 --> 00:05:46,560 wholesale, which will be the B to B side of this in AB2B. 141 00:05:46,560 --> 00:05:49,720 Check out now if you're using Shopify B to B, people can now 142 00:05:49,720 --> 00:05:52,760 use Apple Pay, which when I first read that, I thought 143 00:05:52,760 --> 00:05:55,120 what's the point of that? Because most people who were 144 00:05:55,120 --> 00:05:57,240 doing AB to B checkout would want an invoice or something 145 00:05:57,240 --> 00:05:58,480 else. But actually I thought, I'm a 146 00:05:58,480 --> 00:06:00,520 small business and I try and pay for as much of stuff as I 147 00:06:00,520 --> 00:06:02,920 possibly can on credit cards to get cash back and rewards and 148 00:06:02,920 --> 00:06:04,560 other stuff like that. And also manage my cash flow a 149 00:06:04,560 --> 00:06:07,280 bit better by using credit on my credit card, which a lot of 150 00:06:07,280 --> 00:06:09,400 businesses do. So small businesses actually 151 00:06:09,400 --> 00:06:11,400 would prefer Apple Pay on a credit card. 152 00:06:11,400 --> 00:06:13,280 Super easy and faster to check out. 153 00:06:13,280 --> 00:06:16,000 Obviously the big multi $1,000,000 orders and that sort 154 00:06:16,000 --> 00:06:17,200 of thing still need to go through invoice. 155 00:06:17,760 --> 00:06:20,920 The third one this week is there is a new currency picker in 156 00:06:20,920 --> 00:06:23,400 Shopify Analytics. So say if you're running plus or 157 00:06:23,400 --> 00:06:26,840 multi international sites, very, very useful for looking at your 158 00:06:26,840 --> 00:06:29,480 data. Shopify is the 4th, 4th and last 159 00:06:29,480 --> 00:06:32,440 one for this week. Shopify is starting to target 160 00:06:32,680 --> 00:06:35,720 higher end and bigger clients, which today sounds like quite a 161 00:06:36,120 --> 00:06:38,040 profound statement. And you'd obviously go, yeah, 162 00:06:38,040 --> 00:06:40,200 everyone's trying to get the biggest customers, biggest 163 00:06:40,200 --> 00:06:42,640 clients they possibly can. But this has actually been an 164 00:06:42,640 --> 00:06:45,280 interview that the Shopify founder Tobias himself has 165 00:06:45,280 --> 00:06:48,040 actually sat down and done a few months ago that's now been 166 00:06:48,040 --> 00:06:50,040 published across lots of, lots of news outlets. 167 00:06:50,040 --> 00:06:53,560 So if you are a bigger store and you're thinking Shopify is too 168 00:06:53,560 --> 00:06:57,520 small for me, actually the Plus platform is, is being modified 169 00:06:57,520 --> 00:07:00,200 and being improved and optimised at the moment, specifically to 170 00:07:00,200 --> 00:07:03,440 target more enterprise grades e-commerce, which is quite 171 00:07:03,440 --> 00:07:07,880 exciting partner news this week. So I want to talk about Judge Me 172 00:07:07,880 --> 00:07:10,360 and Trustpilot. They both provide customer 173 00:07:10,360 --> 00:07:12,080 reviews. So your customer buys a product 174 00:07:12,080 --> 00:07:15,240 and go and review you. Now 99% of brands we talked to 175 00:07:15,240 --> 00:07:18,560 have a review platform and are not using it properly and they 176 00:07:18,720 --> 00:07:21,480 collect reviews and it just says we're excellent on Trustpilot or 177 00:07:21,480 --> 00:07:23,720 week 5 star. What it doesn't do is actually 178 00:07:23,720 --> 00:07:25,840 using that content for the advantage of marketing and 179 00:07:25,840 --> 00:07:27,280 certainly doesn't use it in a smart way. 180 00:07:27,680 --> 00:07:31,280 We've been playing around with this quite a lot and we're doing 181 00:07:31,280 --> 00:07:33,480 a bit of a rebrand at the moment here at Spec, the agency. 182 00:07:33,480 --> 00:07:36,000 I'm wearing one of our hoodies today and these are limited 183 00:07:36,000 --> 00:07:37,480 edition now the hoodies are being updated. 184 00:07:37,520 --> 00:07:39,640 We've ordered new hoodies. They'll be available from 185 00:07:39,640 --> 00:07:41,720 September only to staff unfortunately. 186 00:07:41,720 --> 00:07:43,320 But if you really really want one, reach out. 187 00:07:43,560 --> 00:07:45,800 And if you give me a good reason why, I might Chuck one in a bag 188 00:07:45,800 --> 00:07:50,080 and send it to you in the post. But we have done some really 189 00:07:50,080 --> 00:07:53,000 interesting, interesting tests and, and writing a few white 190 00:07:53,000 --> 00:07:54,280 papers and case studies at the moment. 191 00:07:54,280 --> 00:07:56,600 They're going to go out on the new spec website to talk about 192 00:07:56,600 --> 00:07:59,760 the uplift. And I mentioned the 111% on SEO 193 00:07:59,760 --> 00:08:03,800 and it's about 40 or 50%. Again, baby brain, holiday 194 00:08:03,800 --> 00:08:05,920 brain, I can't remember the exact numbers, but crazy 195 00:08:05,920 --> 00:08:08,120 statistics we've had on several of these case studies that we've 196 00:08:08,120 --> 00:08:10,160 got and we're going to be publishing those very shortly. 197 00:08:10,160 --> 00:08:12,840 One is available on Trustpilot site as well for one of our 198 00:08:12,840 --> 00:08:14,600 clients, Angela Reid. I know you guys tune into the 199 00:08:14,600 --> 00:08:16,320 podcast. So I'll say, hey guys, but 200 00:08:16,320 --> 00:08:18,960 Angela Reid have had a most amazing uplift from doing some 201 00:08:18,960 --> 00:08:21,080 AB tests on this, which has LED us all to kind of scratch our 202 00:08:21,080 --> 00:08:23,600 heads and go, we didn't change the Trustpilot license. 203 00:08:23,600 --> 00:08:25,600 All we did was get an AB testing tool and change the way the 204 00:08:25,600 --> 00:08:28,080 widgets looked. So I'm going to talk about, I've 205 00:08:28,080 --> 00:08:30,680 put five key points, but there's only four to give you an idea 206 00:08:30,680 --> 00:08:35,280 how scatty my morning has been. And the four key points I look 207 00:08:35,280 --> 00:08:38,200 for in any app to do with reviews or trust or some of 208 00:08:38,200 --> 00:08:39,480 that. The first one is brand 209 00:08:39,480 --> 00:08:42,600 recognition of the app. The second one is the cost. 210 00:08:42,679 --> 00:08:45,760 The third one is the tech and integration and what's available 211 00:08:45,760 --> 00:08:48,800 to use and how you can utilize that for your advantage, ideally 212 00:08:48,800 --> 00:08:51,400 for customer acquisition or or customer loyalty improvements as 213 00:08:51,400 --> 00:08:54,080 in lifetime value. Final one is conversion rate 214 00:08:54,080 --> 00:08:56,640 uplift as well, which kind of feeds into that third one. 215 00:08:57,000 --> 00:09:00,680 So brand recognition, Trustpilot win by an absolute mile on this. 216 00:09:00,680 --> 00:09:03,360 I did a report for Trustpilot which I delivered in front of 217 00:09:03,480 --> 00:09:06,040 about 150 of their team back in January. 218 00:09:06,240 --> 00:09:07,640 And thanks. I know you got a few of you guys 219 00:09:07,640 --> 00:09:09,080 tune into this. So thanks so much for having 220 00:09:09,160 --> 00:09:12,000 having me having me in then. It was an amazing day and I 221 00:09:12,000 --> 00:09:13,880 learnt a lot just chatting to you all afterwards as well. 222 00:09:14,160 --> 00:09:17,800 But I did a report that it came out, I think it was like 98% of 223 00:09:17,840 --> 00:09:20,680 all review platforms that get Googled were Trustpilot. 224 00:09:21,160 --> 00:09:24,120 Trustpilot is the only review platform that customers really 225 00:09:24,120 --> 00:09:28,080 know and have really heard of. They don't resonate in the UKUS 226 00:09:28,080 --> 00:09:31,080 and and pretty much globally, they don't resonate with any 227 00:09:31,080 --> 00:09:33,640 other review platforms. So if you use another review 228 00:09:33,640 --> 00:09:35,560 platforms, again, we're going to compare Trustpikes Judge Me 229 00:09:35,560 --> 00:09:37,600 here. If you use Judge me, Judge me is 230 00:09:37,600 --> 00:09:42,280 about your customer reviews, whereas Trustpilot is about your 231 00:09:42,280 --> 00:09:44,520 customer reviews. And it's also about Trustpilot 232 00:09:45,240 --> 00:09:47,400 and it comes, it comes with a higher price tag as a result 233 00:09:47,560 --> 00:09:50,240 because they spend a lot of that revenue they get on marketing, 234 00:09:50,240 --> 00:09:52,680 on brand recognition. The Trustpilot website as well, 235 00:09:52,680 --> 00:09:56,280 to give you a little statistic is more trustworthy in terms of 236 00:09:56,280 --> 00:09:59,520 domain authority in SEO. It is more trustworthy than the 237 00:09:59,520 --> 00:10:03,800 UK government and it is more, I think it was like only 1% less 238 00:10:03,800 --> 00:10:06,360 trustworthy than eBay as a as a platform. 239 00:10:06,360 --> 00:10:08,800 So absolutely amazing. When it comes to cost, the 240 00:10:08,800 --> 00:10:11,640 Trustpilot cost vary. They start at about £250 or 241 00:10:11,640 --> 00:10:14,520 dollars a month. Judge me, it's $15.00 a month 242 00:10:14,520 --> 00:10:16,080 and Neil Bateson we've had on the show. 243 00:10:16,080 --> 00:10:17,800 We've also had a couple of guys from Trustpilot on the show in 244 00:10:17,800 --> 00:10:21,240 the past, but Neil Bateson was on quite recently and Neil was 245 00:10:21,240 --> 00:10:22,320 saying to us, we never changed that. 246 00:10:22,560 --> 00:10:25,640 That $15.00 that is for life. There are no other plans. 247 00:10:25,840 --> 00:10:27,840 It's free or it's $15.00 a month. 248 00:10:28,160 --> 00:10:30,640 So Judge me absolutely win when it comes to cost. 249 00:10:31,400 --> 00:10:33,360 Third thing is about tech and integration here. 250 00:10:33,920 --> 00:10:37,840 Now this one is a draw and I put this down as a draw and the 251 00:10:37,840 --> 00:10:41,320 reason I put it down as a draw is Trustpilot. 252 00:10:41,320 --> 00:10:44,120 We install more manually and I've been talking to Trustpilot 253 00:10:44,120 --> 00:10:47,160 about some of this as well. Feeding back given that we're 254 00:10:47,480 --> 00:10:50,560 spec are one of the biggest and and kind of most closely knit 255 00:10:50,560 --> 00:10:52,640 agencies with Trustpilot. I'm being careful what I 256 00:10:52,640 --> 00:10:54,440 actually say here because I don't want to put words in their 257 00:10:54,440 --> 00:10:56,600 mouth, but they introduce us to brands. 258 00:10:56,600 --> 00:10:59,960 We work a lot with Trustpilot across the boards, doing events 259 00:10:59,960 --> 00:11:01,680 and all sorts of other, other public things. 260 00:11:01,800 --> 00:11:03,280 And, and a little bit would judge me as well. 261 00:11:03,960 --> 00:11:06,440 But the tech and integration from Trustpilot, we tend to do a 262 00:11:06,440 --> 00:11:08,320 lot of it manually. So we get a bit more control 263 00:11:08,560 --> 00:11:10,880 over which widgets we use, where they go and that kind of thing. 264 00:11:11,120 --> 00:11:13,840 Judge me is Shopify only and it's plugged into Shopify. 265 00:11:13,840 --> 00:11:15,720 Sometimes integration judge me is a bit easier, but you 266 00:11:15,720 --> 00:11:18,600 actually get a bit more control with Trustpilot. 267 00:11:19,040 --> 00:11:21,280 Now the other bit here, which is where. 268 00:11:21,280 --> 00:11:22,840 So Trustpilot gives you a bit more control. 269 00:11:22,840 --> 00:11:25,960 And as someone who knows a fair amount about code and, and, and 270 00:11:25,960 --> 00:11:28,400 a lot about Shopify, I would go for the more manual version. 271 00:11:28,400 --> 00:11:29,760 So I've got a bit more control over it. 272 00:11:29,760 --> 00:11:32,320 Where Judge me Trump's Trustpilot though and why? 273 00:11:32,320 --> 00:11:35,400 I've put this down as a draw. Judge Me have just announced the 274 00:11:35,400 --> 00:11:37,880 most insane integration to TikTok. 275 00:11:38,200 --> 00:11:42,920 If you have reviews on a product in Shopify, your TikTok shop 276 00:11:42,920 --> 00:11:46,080 will also show your Shopify reviews. 277 00:11:46,360 --> 00:11:48,560 I don't know of any of the platforms that do that. 278 00:11:48,560 --> 00:11:52,040 And if TikTok is a big platform for you then Oh my gosh you need 279 00:11:52,040 --> 00:11:54,040 to be using that. And it's $15.00 a month. 280 00:11:54,040 --> 00:11:56,440 It's one of the cheapest apps you could possibly buy on 281 00:11:56,440 --> 00:11:58,720 Shopify. Trustpilot is the most 282 00:11:58,720 --> 00:12:04,640 recognised trust trust tool or trust tech you could use in the 283 00:12:04,640 --> 00:12:08,040 world, but judge me as the most used Shopify tech, not just 284 00:12:08,040 --> 00:12:11,400 reviews, but all Shopify apps judge me as more installs than 285 00:12:11,400 --> 00:12:13,920 any other app on the whole of Shopify. 286 00:12:14,040 --> 00:12:16,480 So it's a big and a lot of people use it. 287 00:12:16,680 --> 00:12:18,880 And the final point as well is around conversion rate uplift. 288 00:12:19,600 --> 00:12:21,120 Again, it's a complete draw on this one. 289 00:12:21,320 --> 00:12:24,040 It depends how you use it. And that really is my conclusion 290 00:12:24,240 --> 00:12:27,240 with most bits of tech that we look at, it's how you use them, 291 00:12:27,240 --> 00:12:31,200 it's who you are, it's how you, it's how you actually use that 292 00:12:31,200 --> 00:12:33,000 tech to your advantage. And that's where I think AB 293 00:12:33,040 --> 00:12:36,520 testing and it's going to be front, front on site like review 294 00:12:36,520 --> 00:12:38,520 widgets, customer content, that kind of thing. 295 00:12:38,520 --> 00:12:41,000 You want to AB test that to find out what works best. 296 00:12:41,760 --> 00:12:43,840 We do get offers with both of them as well. 297 00:12:43,840 --> 00:12:46,200 So if you're interested in using either of them, there'll be a 298 00:12:46,200 --> 00:12:48,680 link below to judge me. So you can click on that and go 299 00:12:48,680 --> 00:12:50,400 and sign up to judge me. It just gives us a little bit of 300 00:12:50,400 --> 00:12:52,240 recognition. So we know it's interesting to 301 00:12:52,240 --> 00:12:54,360 you guys. We there's no discounts or 302 00:12:54,360 --> 00:12:56,880 anything on that I'm afraid. But from Trustpilot, we can not 303 00:12:56,880 --> 00:12:59,040 only help you get a really good deal with Trustpilot if you come 304 00:12:59,040 --> 00:13:03,040 through us, but we can also help you install Trustpilot to get it 305 00:13:03,040 --> 00:13:04,880 to work as well as possible. Those results I mentioned from 306 00:13:04,880 --> 00:13:07,360 Angela Reed, we've got three other brands as well that we're 307 00:13:07,360 --> 00:13:09,040 we're working with and doing tests at the moment with 308 00:13:09,040 --> 00:13:11,640 Trustpilot specifically if you want to get those kind of 309 00:13:11,640 --> 00:13:14,040 results, we can help you do that if you come through us to get 310 00:13:14,040 --> 00:13:16,240 Trustpilot. So loads to go out there. 311 00:13:16,240 --> 00:13:18,480 But again, it's if you're starting out, you can start and 312 00:13:18,480 --> 00:13:21,160 judge me because it's the cheaper, simpler option. 313 00:13:21,160 --> 00:13:23,720 You can go to Trustpilot later. The only thing I would say is 314 00:13:23,880 --> 00:13:27,600 moving review platforms down the line can be a bit of a pain and 315 00:13:27,600 --> 00:13:29,800 quite a lot of people when they do move, it's you're taking a 316 00:13:29,800 --> 00:13:33,480 jump and starting again, which can be really frustrating news 317 00:13:33,480 --> 00:13:35,640 from the agency. Then I got 1234. 318 00:13:35,720 --> 00:13:37,920 I actually had about 15 things. I had a little moan on the show 319 00:13:37,920 --> 00:13:40,920 last week and said my team have only given me a three or four 320 00:13:40,920 --> 00:13:42,720 things. So I read those ones out and it 321 00:13:42,720 --> 00:13:45,200 really ruffled their feathers, which was fantastic. 322 00:13:45,200 --> 00:13:48,080 So they've given me so many. I've drilled it down to the best 323 00:13:48,080 --> 00:13:49,640 five. I've combined I think four of 324 00:13:49,640 --> 00:13:51,440 them into one as well because they're all quite similar. 325 00:13:51,640 --> 00:13:52,800 So I'll cover more than one point. 326 00:13:52,800 --> 00:13:54,440 But thank you team. You guys are amazing. 327 00:13:54,640 --> 00:13:57,200 And my little, my little virtual kick up the backside works. 328 00:13:58,000 --> 00:14:01,800 So the first one, cookie banners, every single brand we 329 00:14:01,800 --> 00:14:04,520 have signed in the last two years has not had their cookie 330 00:14:04,520 --> 00:14:06,640 banner set up properly and their cookie banner has not been 331 00:14:06,640 --> 00:14:09,640 working with analytics properly. And it's never been the way 332 00:14:09,640 --> 00:14:11,600 round that it's collecting more data than it should. 333 00:14:11,600 --> 00:14:13,600 It's always been the way round that you're just missing data 334 00:14:13,600 --> 00:14:15,560 from your analytics. And if you're missing data, your 335 00:14:15,560 --> 00:14:17,760 performance Max campaigns aren't making the right decisions for 336 00:14:17,760 --> 00:14:20,280 you in real time using the machine learning and AI engines 337 00:14:20,280 --> 00:14:21,640 on there. And it also means you're not 338 00:14:21,640 --> 00:14:23,680 making the right decisions when you come to do stuff because not 339 00:14:23,680 --> 00:14:26,160 all the data is in there. One of the classic things we see 340 00:14:26,160 --> 00:14:29,520 is either GA 4 just doesn't have the data because it's not been 341 00:14:29,520 --> 00:14:33,000 recorded, or we see that GA 4 puts those are things in direct, 342 00:14:33,000 --> 00:14:35,400 unassigned rather than saying, hey, this was e-mail, this was 343 00:14:35,400 --> 00:14:36,880 social, this was PPC, this was SEO. 344 00:14:37,200 --> 00:14:41,680 So every single brand we have started working with in, I only 345 00:14:41,680 --> 00:14:43,720 looked at one year, but every single one of them was like, 346 00:14:43,720 --> 00:14:45,760 we've had conversations with every single one of you guys 347 00:14:45,760 --> 00:14:48,440 about cookie banners at some point or you haven't got 1 so 348 00:14:48,440 --> 00:14:50,680 we're just ignoring it. Or we're trying to have a 349 00:14:50,680 --> 00:14:52,600 conversation about how to use the cookie banner properly. 350 00:14:52,800 --> 00:14:54,840 So get cookie banners working properly. 351 00:14:55,000 --> 00:14:58,920 We had two last week alone where if you didn't on desktop, if you 352 00:14:58,920 --> 00:15:01,560 didn't click accept and the cookie banner or reject, you 353 00:15:01,560 --> 00:15:03,520 just left the cookie banner on the site. 354 00:15:03,720 --> 00:15:06,320 You could browse the whole site and purchase, which means none 355 00:15:06,320 --> 00:15:07,880 of your data was being recorded whatsoever. 356 00:15:08,360 --> 00:15:10,560 So actually forcing people to accept or reject is a good thing 357 00:15:10,600 --> 00:15:12,640 to do. So kicky banners, losing data 358 00:15:13,000 --> 00:15:15,000 systems, not making the right decisions, and it can all fall 359 00:15:15,000 --> 00:15:17,560 apart. Second thing that we've done, 360 00:15:18,120 --> 00:15:21,360 this is a classic SEO one. Shopify, I don't want to say 361 00:15:21,360 --> 00:15:24,560 out-of-the-box, but most of the themes will leave something 362 00:15:24,560 --> 00:15:27,160 lying around in the URL when somebody clicks from a 363 00:15:27,160 --> 00:15:30,720 collection into a product. And what it leaves behind is 364 00:15:30,720 --> 00:15:32,000 when you click from a collection. 365 00:15:32,080 --> 00:15:34,280 When you look at collection of products and you click through 366 00:15:34,280 --> 00:15:37,840 into the product, it will leave forward slash collections slash 367 00:15:37,840 --> 00:15:40,800 the name of that collection, forward slash products forward 368 00:15:40,800 --> 00:15:43,760 slash the name of this product. The problem is if that products 369 00:15:43,760 --> 00:15:47,200 in four collections, you now have four different URLs that 370 00:15:47,200 --> 00:15:50,560 that product could appear for. Plus the product will natively 371 00:15:50,560 --> 00:15:53,720 live on just forward slash products slash name of products, 372 00:15:54,000 --> 00:15:55,560 none of that collection bit in there at all. 373 00:15:55,920 --> 00:15:58,360 It's actually quite easy to change and if you change it 374 00:15:58,360 --> 00:16:00,760 you'll find on SEO that Google Search Console suddenly goes a 375 00:16:00,760 --> 00:16:03,320 lot more green because Google Search Console doesn't find 376 00:16:03,320 --> 00:16:06,600 567102030. I think the most severe one we 377 00:16:06,600 --> 00:16:10,880 found was 80 versions of one products URL and Google hadn't 378 00:16:10,880 --> 00:16:13,160 actually crawled the correct one because it was just being given 379 00:16:13,160 --> 00:16:15,240 the runaround. It's quite easy to change that 380 00:16:15,240 --> 00:16:17,720 and all it does is all you're changing and depends on the 381 00:16:17,720 --> 00:16:19,120 theme as to what you need to change in this. 382 00:16:19,360 --> 00:16:22,360 But all it changes is when somebody clicks on that product 383 00:16:22,360 --> 00:16:25,480 or the URLs to the products from the collection just go straight 384 00:16:25,480 --> 00:16:28,040 to slash product, slash name a product, no collection bit. 385 00:16:28,280 --> 00:16:30,680 So if you go on your website, go into a collection and click on a 386 00:16:30,680 --> 00:16:32,520 product, and if you have that slash collection, slash name a 387 00:16:32,520 --> 00:16:34,680 collection in there, get rid of it. 388 00:16:34,800 --> 00:16:38,080 It actually tends to be the bigger, more enterprise stores 389 00:16:38,080 --> 00:16:41,320 that we find have that and the ones with the higher SKU counts 390 00:16:41,520 --> 00:16:43,800 tend to have that, that little, that little thing in there. 391 00:16:43,800 --> 00:16:45,200 I don't want to call it a bug or an error. 392 00:16:45,200 --> 00:16:47,480 It's just it's better for SEO. It doesn't necessarily mean 393 00:16:47,480 --> 00:16:49,800 anything's actually broken. It just means it's not as good 394 00:16:49,800 --> 00:16:51,160 for SEO. So you want to change that for 395 00:16:51,160 --> 00:16:54,560 SEO purposes #3 This is interesting. 396 00:16:54,560 --> 00:16:56,640 So this isn't actually e-commerce, but there's a lot to 397 00:16:56,640 --> 00:16:59,480 learn on this. One of our B to B lead Gen. 398 00:16:59,480 --> 00:17:03,760 clients, people land on a page about a specific service that 399 00:17:03,760 --> 00:17:05,599 this company offer that they're Googling. 400 00:17:05,599 --> 00:17:07,520 They see one of our ads, they click on the ads and they land 401 00:17:07,520 --> 00:17:11,240 on the page for that service. But most people, majority of 402 00:17:11,240 --> 00:17:13,599 people were leaving that page and going into the contact page 403 00:17:13,599 --> 00:17:15,640 to get in touch. And what's interesting is the 404 00:17:15,640 --> 00:17:19,000 page they landed on actually had a form on there and phone number 405 00:17:19,240 --> 00:17:20,800 and an e-mail address you could click on. 406 00:17:20,960 --> 00:17:22,920 So three ways to reach out to us on that page. 407 00:17:23,240 --> 00:17:25,680 But what it showed when we dug a bit deeper into the date data, 408 00:17:25,680 --> 00:17:28,319 when my colleague Dan dug a bit deeper into the data on this, it 409 00:17:28,319 --> 00:17:30,000 actually showed that people wanted to crawl around the 410 00:17:30,000 --> 00:17:32,240 website and understand who these people were. 411 00:17:32,720 --> 00:17:35,280 So where we were trying to run in some situations, just a 412 00:17:35,280 --> 00:17:37,440 single landing page, which is very binary. 413 00:17:37,640 --> 00:17:39,960 Do you want this or not? We replace that with more 414 00:17:39,960 --> 00:17:42,480 organic pages in the website and let people scroll around and put 415 00:17:42,480 --> 00:17:45,800 more links from that page into other related services, blog 416 00:17:45,800 --> 00:17:48,400 posts, pieces of content, case studies, pricing, all that sort 417 00:17:48,400 --> 00:17:50,200 of stuff. And financially, the overall 418 00:17:50,200 --> 00:17:52,560 conversion rate was much, much higher by letting people browse. 419 00:17:52,880 --> 00:17:55,240 By contrast, another one of our clients, we did the opposite and 420 00:17:55,240 --> 00:17:57,680 we just said we do this. And that was on the left hand 421 00:17:57,680 --> 00:18:00,160 side of the desktop screen. Here is a form on the right hand 422 00:18:00,160 --> 00:18:02,480 side of the desktop screen. And nearly 50% of people didn't 423 00:18:02,480 --> 00:18:03,680 even Scroll down there just for that. 424 00:18:04,320 --> 00:18:06,880 I think the conversion rate when the form was 42%. 425 00:18:07,560 --> 00:18:09,800 Now, if you're sitting, again, this is not e-commerce, Nick, 426 00:18:09,800 --> 00:18:11,480 I'm not interested. What if you're running a 427 00:18:11,480 --> 00:18:13,520 competition? What if you're giving away a 428 00:18:13,520 --> 00:18:14,600 product? What if you were running an 429 00:18:14,600 --> 00:18:16,680 advertising campaign to try and gain more influencers and 430 00:18:16,680 --> 00:18:18,520 ambassadors? What if you're running some sort 431 00:18:18,520 --> 00:18:20,440 of campaign to get more e-mail subscribers like the competition 432 00:18:20,440 --> 00:18:22,160 or something similar? Actually, there's some really 433 00:18:22,160 --> 00:18:24,680 good learnings from the B to B lead Gen. world. 434 00:18:24,680 --> 00:18:27,640 It doesn't necessarily have to be B to B, it could be B to C 435 00:18:27,640 --> 00:18:29,080 lead Gen. Some really good learnings that 436 00:18:29,080 --> 00:18:32,920 can really boost e-commerce in this amazing. 437 00:18:33,280 --> 00:18:38,960 So next one down #4 out of five less than 400 skews in a P Max 438 00:18:38,960 --> 00:18:41,920 campaign for one of our clients, they've got 5 1/2 thousand skews 439 00:18:41,920 --> 00:18:45,440 in total, 500,000 products. So it's not skews 5 1/2 thousand 440 00:18:45,440 --> 00:18:47,480 products. And then they got multiple 441 00:18:47,480 --> 00:18:49,840 colors and sizes of almost every single product as well. 442 00:18:50,200 --> 00:18:54,240 But if we put less than 100 products, so raw product skews, 443 00:18:54,240 --> 00:18:57,760 so excluding the variance less than 100, we just couldn't get 444 00:18:57,760 --> 00:19:01,200 enough campaign ROI. So when we had that big volume 445 00:19:01,200 --> 00:19:04,000 and the site was laid out to be a find the right product for 446 00:19:04,000 --> 00:19:06,880 you, we found that actually the conversion rate was so much 447 00:19:06,880 --> 00:19:09,400 lower if we had less than 100 products in the campaign, which 448 00:19:09,400 --> 00:19:13,360 changed the campaign structure. Which leads me onto .5 as well, 449 00:19:13,360 --> 00:19:16,720 where we've found for some clients, lots of little 450 00:19:16,720 --> 00:19:20,240 performance Max campaigns works really, really well with 1020 451 00:19:20,240 --> 00:19:23,680 skews or 100 skews in each got 5000 skews, 50 campaigns, 100 452 00:19:23,680 --> 00:19:25,880 each on average. It's probably not quite like 453 00:19:25,880 --> 00:19:30,400 that in reality, but that that kind of thing versus one big P 454 00:19:30,400 --> 00:19:33,880 Max campaign or just like 3 big or maybe 5 big P Max campaigns 455 00:19:33,880 --> 00:19:38,000 with 5000 products per campaign for the 5000 products we found 456 00:19:38,000 --> 00:19:40,400 it completely depends from brand to brand. 457 00:19:40,560 --> 00:19:43,640 Now, the point here that I really want to make, this isn't 458 00:19:43,640 --> 00:19:46,640 about whether I should have lots of campaigns or not lots of 459 00:19:46,640 --> 00:19:49,160 campaigns. This is about the fact that most 460 00:19:49,520 --> 00:19:52,640 Google ads accounts that we audit and same as social ads, 461 00:19:52,640 --> 00:19:55,400 Bing Ads, when we audit people's accounts, and we do that for 462 00:19:55,400 --> 00:19:58,720 free to to then write a pitch and say, here's how we do it 463 00:19:58,720 --> 00:20:01,760 better. When we do those audits, almost 464 00:20:01,760 --> 00:20:04,480 everyone, we come back and say we're seeing no evidence of any 465 00:20:04,480 --> 00:20:06,960 testing here. Someone's just set this up. 466 00:20:07,240 --> 00:20:09,440 And they've just let it run. And when they've made changes, 467 00:20:09,440 --> 00:20:10,960 they've just gone, I've made a change. 468 00:20:11,000 --> 00:20:12,840 Has the ROI gone up, up a little bit yet? 469 00:20:12,840 --> 00:20:15,120 Has we'll leave it there, which means you're missing those big 470 00:20:15,120 --> 00:20:17,600 ticket opportunities because you're not testing enough. 471 00:20:17,720 --> 00:20:20,200 Doesn't mean we have to put everything into chaos and go, 472 00:20:20,200 --> 00:20:22,720 we're just going to run a massive test and it might ruin 473 00:20:22,720 --> 00:20:24,360 everything. You can do them in isolated 474 00:20:24,360 --> 00:20:27,080 environments, but if you're not testing what you put in your 475 00:20:27,080 --> 00:20:30,720 titles of your products for the, the Google shopping listings, if 476 00:20:30,720 --> 00:20:33,000 you don't test the image you're using, lifestyle versus white 477 00:20:33,000 --> 00:20:34,800 background, If you're not testing different campaign 478 00:20:34,800 --> 00:20:37,160 layouts, different targeting within P Max, different 479 00:20:37,320 --> 00:20:40,080 breakdowns of products, best sellers versus not best sellers. 480 00:20:40,080 --> 00:20:42,120 All the shoes over here, the T-shirts over here, the jeans 481 00:20:42,120 --> 00:20:43,760 over here. If you're not testing all those 482 00:20:43,760 --> 00:20:46,000 things, you just will, by definition, you will not be 483 00:20:46,000 --> 00:20:47,680 learning. So you will be standing still 484 00:20:47,680 --> 00:20:49,560 when your results will start to drop because your competitors 485 00:20:49,560 --> 00:20:51,680 will be testing. So we need to make sure we're 486 00:20:51,680 --> 00:20:54,160 running tests on this. And that really is the biggest 487 00:20:54,160 --> 00:20:56,960 thing there. Just around 20 minutes. 488 00:20:57,040 --> 00:20:59,600 And that has led me really nicely to land on today's 489 00:20:59,880 --> 00:21:02,000 Quivia. If you not heard this before, 490 00:21:02,040 --> 00:21:04,440 this is where I take a piece of trivia and I turn it into a 491 00:21:04,440 --> 00:21:06,320 question, which is called a Quivia. 492 00:21:06,520 --> 00:21:08,120 I might try and trademark this word. 493 00:21:08,120 --> 00:21:10,880 In fact, don't copy me anyone. I'm going to trademark this this 494 00:21:10,880 --> 00:21:12,920 thing and I shouldn't be announcing that to thousands of 495 00:21:12,920 --> 00:21:15,240 thousands of people on the podcast, but I'm going to 496 00:21:15,240 --> 00:21:16,640 trademark it. Nick's Quivia. 497 00:21:16,960 --> 00:21:20,200 So according to built with, never been on built with amazing 498 00:21:20,200 --> 00:21:22,560 website. You can put in any website, put 499 00:21:22,560 --> 00:21:24,600 your own website and it tells you what tech is being used to 500 00:21:24,600 --> 00:21:26,680 display the pages. So I'll tell you what emails 501 00:21:26,680 --> 00:21:29,320 running on your front end, what analytics you've got going, all 502 00:21:29,360 --> 00:21:30,920 that sort of stuff. It's absolutely amazing. 503 00:21:30,920 --> 00:21:32,360 They will tell you that you were using Shopify. 504 00:21:32,600 --> 00:21:38,080 So according to Built With, there are 6.14 million Shopify 505 00:21:38,080 --> 00:21:39,880 stores. So according to Biltworth, 506 00:21:39,880 --> 00:21:41,640 there's 6.14 million Shopify stores. 507 00:21:41,920 --> 00:21:46,520 How many of those stores, those 6.14 million stores are plus 508 00:21:46,680 --> 00:21:48,280 stores? How many of those people are 509 00:21:48,280 --> 00:21:51,080 using Shopify Plus? I would normally take a sip of 510 00:21:51,080 --> 00:21:53,760 tea while I let you think about this, but I haven't got any tea 511 00:21:53,760 --> 00:21:56,000 today and I've drunk too much coffee and I don't want to be 512 00:21:56,000 --> 00:21:59,120 awake tonight any more than my lovely little daughter will will 513 00:21:59,120 --> 00:22:00,800 keep us awake. She actually sleeps really, 514 00:22:00,800 --> 00:22:02,600 really well. Anyway, hope you got a chance to 515 00:22:02,600 --> 00:22:05,600 think about that. So the answer how many of the 516 00:22:05,680 --> 00:22:08,720 6.14 million stores are Shopify Plus according to built with 517 00:22:09,200 --> 00:22:15,160 71,000, so only 71,000 are actually using Plus, which 518 00:22:15,160 --> 00:22:19,200 sounds quite low until you then remember that actually of the 519 00:22:19,200 --> 00:22:22,320 6.14 million stores, that's just the volume of stores. 520 00:22:22,480 --> 00:22:24,120 Doesn't mean all of them are actually trading, making a 521 00:22:24,120 --> 00:22:29,360 profit or or heading in any sort of profitable growth direction 522 00:22:29,360 --> 00:22:32,160 whatsoever. I hope you've enjoyed today. 523 00:22:32,160 --> 00:22:35,560 A couple of quick announcements. We've got Saguno, one of our one 524 00:22:35,560 --> 00:22:38,880 of our sponsors slash partners coming back on the show in the 525 00:22:38,880 --> 00:22:40,560 next few weeks. Some very exciting announcements 526 00:22:40,560 --> 00:22:42,480 and that'll be one of our Friday episodes to make sure you stay 527 00:22:42,480 --> 00:22:44,600 tuned for that. We've got three amazing brands 528 00:22:44,600 --> 00:22:46,040 coming on as well. I'll be running one of these 529 00:22:46,040 --> 00:22:49,200 every Tuesday as well, although next week's Bank Holiday Monday, 530 00:22:49,200 --> 00:22:52,480 so I'm going to be somewhere having fun whilst recording 531 00:22:52,480 --> 00:22:54,400 this. Byron has told me to start 532 00:22:54,400 --> 00:22:56,520 getting some more exotic locations to record these. 533 00:22:56,520 --> 00:22:58,400 We'll see where we go. I'm going to fix this random 534 00:22:58,400 --> 00:23:01,200 blur on the camera before Friday as well. 535 00:23:01,200 --> 00:23:03,160 I hope you enjoyed today's show and I hope you can TuneIn again 536 00:23:03,160 --> 00:23:06,040 on Friday for our main episode. Thanks for joining us.