Coming up on today's edition of the Art Marketing Podcast: more art is sold in Q4 than all year. Season is coming, let's start getting ready now. So, a few days a week I like to get up early and work out, well, generally, I actually always like getting up early.

But usually I don't need an alarm clock. My internal clock I've found is usually pretty good and assuming the previous evening's beer count is of a reasonable number, I can get up without the alarm. And this morning I almost missed my workout, why? Because it was still dark outside and I thought I had more time. So that tells me summer is winding down. Normally that is a bummer, yes, not for me.

It means the English Premier League is about to start, and most importantly, it means Q4 is on the way. So your primary goal, from now until Q4, 'til Black Friday and Cyber Monday and all of the craziness of the holiday sales season, is two-fold. One, you gotta get your digital house in order, which we're gonna delve into shortly. And two, is to realize from now 'til then, 55 days to go at this point, 'til the start of Q4, your goal is to be the top of the mind of your buyers and potential buyers. You wanna be in front of their eyeballs. You wanna be aware, or you wanna be noticed, and you wanna have their attention and you need to start planting those seeds now so when the buying frenzy starts you're completely in the game. Now let's talk about the state of the nation.

This show's not about politics, nor do I ever want it to be, so nothing political here, but the economic data right now, by most objective reads is really good. Consumer purchases are way up and looking strong. So this year, portends to be, I think, a really, really solid holiday sales period. And I think it's gonna be way higher than previous years. So things are looking really good in that department. And if ever there was a time to get after it, the time's now. Now the good news here, you know I've been running fourth quarter sales for pretty much my whole marketing career slash life and I've running them specifically for selling art and photography online for the last 10 years or so across two different companies.

And I've seen what the results look like when you're just getting started. I've seen the results when people are picking up steam. I've seen the results when folks are on fire. In all cases, the results, I know, no big surprise here, they're really based on what you put in. The steps you take ahead of time, getting your digital house in order, being top of mind, the roughs and sets, you do those. No matter what stage of the game you are, you can get great results. And moreover, Q4 comes around every year it turns out. Once a year, you do the work, you get better. The knowledge you gain in properly executing these sales will really form the basis of momentum that you can just move into your next sale and your next sale and your next.

All you have to do is get in the game. Follow our playbook. We have a fantastic one, and run it. You do the work. It's not any more difficult than that. It's really just not. So if we do the work, we win. Let's do the work. Let's do the work. And we're gonna make sure that you're focused on the right things and running the right playbook that we know gets results. And literally 90% of this is just showing up. It's being ahead of time, like we are now. 55 days to go until Q4 starts as of recording. And just not, not, not starting too late. You need to start thinking about all of this now, which is why we're recording this podcast now. Lastly, I know running sales can be overwhelming. You're not the most techy person out there.

Totally get it, totally get it. Let me just assuage you of this anguish. Do not let the prospect of all the tech stuff scare you. Nobody's saying you have to do it all right out of the gate. You gotta crawl before you walk, walk before you run, right? What you can't do is start running if you've never crawled before. You tackle what you can. You use the resources you have. You do the best you can, you get better. You get one step closer to achieving the sales volume of your art or photography that you've set out as a goal for you. Incremental steps all along the way. And we're playing the long game here.

You're gonna be an artist or a photographer selling your work presumably for the rest of your lives. So let's maintain the perspective on what that time horizon looks like and start stacking these small wins, getting better and better and better at executing sales. So really, I wanna encourage you first and foremost. You can absolutely do this, and we're gonna help you. More good news here, as humans we set goals, we attempt to achieve them, right? I find that getting fired up about Q4 and starting to put things into motion will help you become a better marketer and better at marketing your business.

The action and steps you take here, it creates a residue that breeds momentum and success. So I think it's just a fantastic time to start thinking about Q4 and getting the house in order. So let's start out with step one. If you're gonna take advantage of Q4, the biggest holiday selling quarter of the year, you're gonna have to be able to sell your art online, digitally speaking, at least. So longtime listeners here of this podcast will know I've never used this podcast as a hardcore sales pitch. Never been pushy about hawking our product. Quite frankly, I don't care where you host your site.

The important part is that you have your art up on a website that shows it off and that can take credit card orders. You need that to get in the game. That's sort of the basic uniform you need to get on the field. And this podcast is a labor of love to sorta share the unique knowledge we have in selling art and photography online and giving it all away for free. It's an easy thing to do, that sadly, most folks won't put it all into practice and things change pretty quickly. So we don't have any problem giving away our best tips and tricks. That being said, and keeping in mind there is still plenty of time to get ahead of Q4, if you are ever interested in what Art Storefronts offers and how we can potentially help you sell more of your art online, now is the time. All you have to do is visit our website artstorefronts.com. Or you can just Google it and find one of the requested demo buttons.

When you do that, what happens? One of our helpful sales folks will set up a 10 to 15 minute call. Not only will you get all of your questions answered, yes, pricing, fees, setup time, features, all of that, whatever questions you might have. But you're also gonna get some great feedback on your art, your setup, and what we believe you're doing right and potentially some areas that you need to focus on. You know, our sales staff speak to literally hundreds of artists and photographers a month and have been for years, so they're just super knowledgeable about the industry, its problems, its opportunities, what's working, what's not. So don't be afraid to pepper these folks with questions you have and ask for advice, too. And I'm confident that regardless if you come aboard or not, you're gonna leave that call in a way better place than when you started it. If you do end up signing up ahead of Q4, let them know you did that as a result of listening to this podcast, and they're even gonna offer you a special podcast only deal for you loyal listeners as a result. So, sales pitch done. Let's get back to Q4. And as I said, as of the time recording this, 55 days out until the start of Q4, until October 1st. And so what should we be doing in these next 55 days to ensure that you're gonna have the best Q4 ever? Let's sorta, the idea is let's just sorta get a basic list going of what I would be focusing on, what I think you should be focusing on ahead of the holiday buying season. It's a list of items that you need to go over, that you need to just put in your brain and start marinating on and just have that little voice on your shoulder to start worrying about.

And I think this is a list people often omit 'til it's too late. So let me get rapid-fire on some housekeeping items, and then we can get into the attention piece, the two-fold that I mentioned at the top. And some of these items, of course, we'll need to cover in greater detail in future episodes, which we will do in the run up to Q4. And so I've got a list, sort of digital housekeeping stuff first that a lot of people gloss over, miss, or don't think through, and then like I said, we'll get into the attention piece. And so let's just start at the top, no particular order. Number one, the website, we sorta got that covered. But if you wanna sell art online, you're gonna need one. If you don't have one, now is the time to get on it. However you wanna go about doing that. Number two, let's stay on the website. If you do have a website, this goes for you, whether it's enabled for e-commerce or not, so it doesn't matter if it's a blog or it's an e-commerce site. Do you have Google Analytics set up yet? If that's a no, then you need to get on it right away. If you wanna be successful selling online, you have to have access to the data. Your website will generate a tremendous amount of it for you. Google Analytics is completely free and easy to install, so if you don't have it, now is the time. Don't wait. Google an article if needs be, but get it installed, get it up and running, and start gathering some initial data on what sort of website traffic you do have. Number three, and this is for you, exclusively for you guys that do have e-commerce websites like the ones that we provide at Art Storefronts. In short, website with a shopping cart. When I say e-commerce, it's a website with a shopping cart that can take orders. So that's succinctly summarized.

Now if you already have Google Analytics set up, have you enabled e-commerce tracking? This is an often omitted step that is so important. And what it allows you to do is you go into Google Analytics and you just flip this little switch that will essentially take the sales data from your store and pipe it back into Google Analytics. And it lets you answer all sorts of very interesting questions. How much traffic did Facebook send? Okay, how many orders did Facebook generate? What was the total dollar amount of those orders? How do I now compare that to my organic traffic, to my direct traffic, to my email list traffic, to my Instagram? It's incredibly important. I mean, this is literally how you figure out what marketing efforts are working, which ones you should stop and which ones you should go all in on. And so you need the data, and many people gloss over this step, so if you haven't, this is a great... Google how do I turn on e-commerce tracking. You'll get an article. Go and turn it on. That's number three. Number four, Facebook and Instagram ads. Do you have a Facebook ads account? Do you? If not, now is the time to start one. Why? Because when you do, Facebook gives you what they call a tracking pixel. Tracking pixel is a fancy way to say it's a line of code. You place the line of code on your website and it records information about your website visitors, specifically if they came to your website. You can essentially place these folks onto a list, it's called an audience, and show them ads after the fact. It's what we call warm traffic.

Quick distinction: cold traffic is your people that have never met you. Just like an introduction. They've never met you, they don't know who you are. Because they've come to your website, they're warm traffic. They know who you are. This is very important. And warm traffic can be coming to your website. You can create audiences that have interacted with your Facebook page. You can create audiences that have watched videos or liked or commented. You can create videos of people that have clicked through to your Instagram profile. All of those are warm audiences, to which you retort, okay, Patrick, that's great, that's great. I'm not really thinking about ads yet. I've got plenty of time between now and then, so I'm just gonna get to that step when I get there. I don't have any plans to run ads right now. No! No! What the pixel allows you to do is track website visitors backwards up to 180 days ago. So you install that now, all of the people that visit your website from now all the way up to Black Friday, let's say, you can put in an audience and show ads to. So to interact it with your Instagram profile. So to interact it with your Facebook page. You're not gonna be to do any of that if you don't have the pixel installed. So even if you have no plans or you're just not even contemplating ads yet, this is sorta like having an earthquake supplies kit. I live in California. We're always scared of the big one here. You have an earthquake supplies kit. Even if I don't ever wanna use it. I don't have any plans of using it. I certainly don't wanna use it, but I've got it, and it gives me the peace of mind to know that as I move into Q4, if things start improving for me, if I do decide to do ads, I'm not gonna just be starting from scratch, which is very, very difficult. I'm going to have this historical data, and I can do all of that for free. So pretty please, start an ads account. Get the pixel set up. Facebook and Instagram as of right now have all the attention. It's the number one place to go to run ads, and that's not gonna change anytime soon. So, if you're gonna be paying to get attention, which I hope many of you are, it's the best place to go. So, we have some resources on how to go about this that I'm gonna include in the show notes. There'll be a number of different links.

Don't worry, just come to the site. Go to the show notes and you can read those posts. Okay, that was number four. Number five, it's time to think about what advantages you do have that are specific to you. And I think, this is just sort of a thought exercise, a little bit of marination you do to start getting your ducks in an order. It's just a great place to start. Perhaps you have a large email list or you have a large Instagram following or a good-sized Facebook list in Messenger. Or Facebook fans, or you're good at Facebook ads, or you have a large mailing list. Really, it can be anything, and in my experience, it can vary pretty wildly from artist to artist and photographer to photographer. You guys all have these unique things that are unique to you in your own circumstances, and I find it helpful to sort of list it out. It's not gonna take you a long time. And then what that's gonna do is it's gonna force you to start thinking through, okay, this is where I'm strong. If I'm strong here, this is probably where I need to focus all my energy. What does that look like? If you've got a bunch of Instagram followers, okay, then. You're gonna need to think through your posting strategy and your Instagram story strategy. And it helps if you think through that, and you're like, okay, this is where I'm gonna focus my energy. I'm obviously gonna have to up my game here. Let's see what that looks like. So, good little thought exercise. I love doing that. Any time I have a customer with a sale, I'll always go in and sort of audit what they have, talk through with them, okay, what advantages do you have? And oftentimes, things surface that are so just completely out of right or left field that I wouldn't have found out otherwise that I didn't ask. And all of a sudden, I'm like, wait a minute. You've got what? You've got what?

I mean, most recently, it was this particular person had, give you an example, this particular person had an Instagram account with a massive, massive amount of followers that would pretty much share his work on demand. And they did during the sale, and the sale increased by like 70, 80% of what it would've been otherwise. I mean, it was insane. And so, I wouldn't have known if I wouldn't have asked. And so I asked, and so you gotta think about what these things are that are unique to you. And it could be anything online, offline, whatever it is, whatever momentum, whatever help you got. If you've got a brother that works at a radio station. Doesn't matter, whatever it is. Think about it so we can start thinking about how to leverage it. Okay, that was number five, I believe. What's my list here. Number six, it starts with that thought exercise and then moves directly to your email list. Okay, it is the single solitary most important driver in e-commerce sales to this day. And I don't think this is gonna change any time soon either. The stats vary, but 30% is a commonly cited stat. 30% of e-commerce sales are driven by email, and again, they can vary widely, but regardless of what the stats say, the email list is just so important. So what shape is yours in? Is it organized? Do you have all of the emails you have in your arsenal gathered together and ideally uploaded to your email service provider, MailChimp or Drip or Active Campaign or ConvertKit or whoever you use. If not, it's time to start getting on this housekeeping. You know, if you've got receipts in shoe boxes, or you've got a bunch of email contacts in your Gmail that are not on your ESP, not on your email service provider list, it's time to start getting your house in order. Everybody buys art. You stand a way better chance of selling it to people you already know. Yes, even if they're contacts from other walks of life. So get your email list in shape and ready to roll. Let's just get it out of the way, tick this box. Tick this box, excuse me. Now, let's shift from the digital housekeeping piece to getting attention. Waiting til the last minute is just never a good idea. You need to start thinking now about how you can get your art, your brand, in front of your buyers and potential buyers, in front of their eyeballs starting right away, and leading all the way to Q4. You are, you're sort of intentionally planting seeds now. You're gonna water the seeds, and then they're gonna be ready by harvest time, by the time the buying season begins. Let's move to number seven. It's sort of a hack, and I find it to be a very helpful hack. And this is just a general one, but what kind of calendar person are you? Perhaps you're all digital. You've got a Google calendar, your Mac calendar, whatever you have. Or you're the printed out paper type, old school. I love it. Or good old-fashioned hanging type. You're really old school, with pictures on it. Or it's all on your iPhone, or you carry some sort of leather-bound calendar book like my wife does. My wife loves those things. You can start by placing some reminders over the next 55 and call it like 112 days til Black Friday on how many days you have left until the big holiday selling season. You can just, every Monday, update it with 55 days. 47 days, 40 days, whatever the countdown is, I'm terrible at math. But it's good to just have a constant little needling, just a little poke. Guess what, it's coming, it's coming, it's coming. Because I find that that's a pretty effective way, a pretty effective hack at just keeping you motivated and focused.

This big season is coming. You cannot leave things up to the last minute. So I find that that's really, really helpful, and you're gonna see, if you come to the Art Storefronts site, we're putting countdown timers everywhere, because we realize how important it is. If we can motivate, focus, fire up our customer base and keep them focused on the fact that this big holiday art-selling season is coming and you've gotta get ready now, it's gonna be a huge win for all of our customers. And so you're gonna see countdown timers everywhere. So that's a good little hack. I think it's a great little hack. Number eight, between now and then, there is still time to build your email list. So think about all the ways you can do that. Yes, I'm partial to print giveaways with Messenger. I find them to be fantastic. Yes, I'm partial to contests in general. Yes, I love adding email counter to your site via popups. Yes, I love running the fish bowl at art fairs and shows. We have episodes for you, good news, on just about all of the above. And I'm gonna include those in the show notes, how you can about those, what those techniques look like. But every email on your list has a huge potential to be able to grow your sales over the holidays. It is such an important source of traffic. So, you do what works for you, but from now til then, from now until we're in Q4, always be thinking about the ways you can continue to grow your email list. And really, always be thinking period about how you can grow your email list. Number nine, if you wanna grow your business, at a point you're gonna need to invest in it. Starting on Facebook ads, right now, especially if you've not already, it's a wise, wise move. It takes time to figure out how it all works, to understand targeting and options and be able to analyze the data and try and figure out what's working. Moreover, the more data Facebook has, the better. You know, it just performs better. And it's why we cover that pixel, why it needs to get installed so you have some historical data to work on. And you know, if you've not started already, then you can get your feet wet for as little 10 dollars a day, five dollars a day, and get some action.

And you're gonna take some licks, you're gonna light some money on fire, sure, but you're gonna learn, and you're gonna become more comfortable with the process, you're gonna get better at it. But they've got all the attention. It's not changing, that's where you need to go to get your art in front of new eyeballs. The cheapest, easiest, quickest way if you've got the budget for it. So it's a good idea to start now, budget a couple hundred bucks, spread it out over the time between now and the fourth quarter, and then when it's actually the fourth quarter, you're gonna be ready to dive into it if you haven't started already. Number 10, and this is obvious. Pick up the pace, pick up the pace, period. Sounds simple, because it is. If you've never emailed, then now's the time to start email. Send one email a month til Black Friday, Black Friday. You can do that. Increase the frequency, if you're already there. If you're already sending once a month, send two a month. If you're posting on Instagram regularly, but you're not doing Instagram stories yet, now is the time to start. There's a learning curve there, and those stories can drive an insane amount of traffic. If you're active on Instagram, but not on Facebook, it's time to give Facebook some attention and some love. It remains an incredibly important platform, regardless of how you feel about it. I certainly don't like it. If you've thought about starting in on Facebook Messenger, then let's get at it. The time to start is right now. The point here is all of these marketing platforms, they take some time and effort to get run up and moving. They all have nuances you need to learn. If you set yourself to the task and you get at it now, it's gonna be so, so much easier when you get to Q4.

Moreover, do not, do not be that guy or gal that doesn't do any of this work, gets to Q4, gets whipped up into a frenzy, realizes that they need to run a sale. Everyone else is doing it, it's a big time, and then have the first time that you've reached out to your audience in months, in weeks, in days, whatever the case may be, you whack 'em across the face with a sale and some percentage off. That just never goes over well. It just does not go over well, ever. All right, number 11, practice. And you know, I've got this Persian buddy, right. And the part of Iran he's from is called Mashhad, and so they're Mashhadi people, and this is a highly tribal bunch. I think probably always has been, they still are. They all hang out together. I think he had, god, it was like 575 people at his wedding. It was insane, right. And in his community, it's very clear what happens. This is the tribal way, right. It's always a push to get married, get married, get married. Then, what happens afterwards, you get it, right? You get married, get married, get married, that refrain goes until you summit that mountain. The minute it's done, it's like, when are you gonna have kids? When are you gonna have kids, when are you gonna have kids? And you know, they always joke, do you have any kids yet? No. Ah, then you're practicing, you're practicing. And it's sort of like, oftentimes, you saying slash tawdry joke to them, right? The takeaway applies, though. If you wanna have kids, then you practice. They always say it with a smile on their face. Ah, so you're practicing, you're practicing. Very good, very good. So it applies, the same goes for sales. You wanna learn how to execute a great sale, then practice with one. Sort out a date, an event, a something, anything, your birthday, Halloween, there's plenty of opportunities, plenty of ways to go about it between now and Q4, and practice. Run a sale. It doesn't matter if you flop and fall flat on your face and don't sell anything. You're gonna learn a tremendous amount. You're gonna get comfortable with sending the email. You're gonna get comfortable with sending to unopens. With getting, increasing your posting frequency, and everything that goes along with executing a proper sale. The practice will be amazing. There's a lot of moving pieces here, right? So, practice. And also, too, what doesn't get mentioned is you go through all that, and you've got these various channels, these various different marketing efforts. You've got your email list, and you've got Facebook, and you've got Instagram.

You've got Instagram stories, Pinterest, Twitter, YouTube, whatever you have available to you. You're gonna get some data after you run that sale, and you're gonna be able to look at that data, and we're gonna get into this in future episodes, and you're gonna say, hey, turns out this Facebook traffic was the most engaged, had the most add to carts, they stayed on the site the longest, they're bouncing frequently, all of these various different metrics that Google Analytics will give you, and you can say, you know what, turns out I should probably be focusing on Facebook for the next sale. So even if you don't sell anything, it's a really, really worthwhile exercise, and you know, you wanna, you don't wanna have it be your first time out right when it's the biggest sale time of the year. You wanna have a couple of these under your belt. So that's number 11. Number 12, AOV. You know, I love AOV. Only three ways to grow a business, right? First-time customers, get more of 'em. You can get your current customers to spend more, which is where the AOV comes from, average order value. Or you can get repeat business from those customers. AOV is a fantastic and often-overlooked one to focus on. You can raise your prices right now.

Do it, raise your prices right now. Number one, it's gonna make things easier to discount later. Number two, it's going to increase your average order value, right, because the prices are higher. Not selling prints now? Then do it! Think about putting together a limited edition set. To do it, do it. Have it in time, ready for Q4, limited edition. You know, it's like what about buy one, get one free, or adding an option to get a calendar for an additional 20 bucks. All of these are plays to increase your AOV. Best way to think about this one, and you know, a number of retail stores do this now, but you know, when you're a retail store, and they usually have a decent-sized line. I'm thinking about my local electronics one, for instance. And so you know, big box store kind of a thing. And you're snaking through the line, and what are you in?

They've got you snaking through these little aisles of knick-knacks, right? Like sodas and nuts and candy and stupid cell phone chargers and little toys for the kids, why? To increase the average order value of your purchase. And it's insanely effective. How many of us has bought some? Oh, I am actually kinda hungry. That candy looks pretty good. I'm gonna get a water, whatever it might... Oh, I did need another charging cable, right? Like, instead of a 20 dollar order, all of a sudden you've got a 34 dollar order, a 36 dollar order, a 40 dollar order, a 50 dollar order. Whatever it might be. So those are great ways to increase your AOV. All great things to be thinking about. Most importantly, though, think big, think big. If you've got a few special pieces, let's say, they were originals or if you wanna get into the limited editions, contemplate pricing them outrageously. Do a limited edition of four hand-signed prints. There'll never be any more and price 'em 10 X what you normally charge. You never know. Everyone's follower account, audience attention, is a bell curve. You've got some folks that are following you that are interested in your art that don't have any money. Then the bell curve swings up into the middle, and everybody in the middle sorta has some money, but you know, they're going through life financially like everyone else, and it's strapped and everything else. But guess what, on that very bottom end of that bell curve, you actually have people that have a lot of money, that don't think about money, potentially, the way that you do. A 300 dollar purchase to us is a two-cent purchase to them. So sometimes, when you take a shot, you at least put a line in the water, and you have something on your site for five or 10 or 15 or 20 thousand dollars, or you have limited edition prints that are 2200 dollars apiece, let's just say, when you normally sell 'em for 220, a normal print. Whatever the numbers might be. You put that line in the water and you give it a shot. So you start thinking about that. Like, what could I do? Oh, maybe I do have something I could really price outrageously. If you ask, you're actually in the game. You never know, you might have someone that's higher net worth that says, two hundred dollar prints, come on. I mean, I graduated out of that a long time ago. You've seen my Mercedes. They wanna buy something that has a little prestige to it, right? That costs some money, that makes 'em feel good, that gives 'em a little dopamine hit when they pull the trigger. So, get that in there. And let me tell you, what's it gonna do for your AOV? Oh, yeah, it's gonna crank it way up. So, contemplate AOV. That was number 12. 13, put the more marketing sophisticated of you in the bunch. There's nothing quite like the ROI you can achieve when you're gonna have a thing, maybe a Black Friday sale, and right before you have the thing, you have another thing to really whip up the attention. Let me give you an example. Pretty sure I used this in a previous podcast episode, and I need to work on it, but, but, but I'm gonna stick with this. I don't have another one. Let's just say you own a club. Going back to my college days here. Let's say the club closes down at two a.m. You don't have to go home, but you can't stay here. So what happens next? A whole bunch of really drunk kids at two a.m. spill out into the parking lot, and a lot, a lot are now hungry. They're starving.

So, what can you do? What are you gonna do, right? You could do nothing, and they would all jump into their Ubers and hit Del Taco or whatever else on the way home. Or, a great strategy here would be to own the burrito stand and set it up in the parking lot. The minute they come out, you're now selling a whole bunch of California burritos. It's basically a carne asada burrito with french fries, for the uninitiated, to those folks. And I use that as an analogy, and you know, I think I actually need a better one. But the point of it is, it's brilliant when it comes to marketing. Let's put it in marketing terms. Let's say you have a print giveaway contest, okay, using Messenger, that's the club. And it ends the week ahead of Black Friday, because you timed it that way. So you go from this big print contest, where everyone was opting in to win a print, at the very end of which, you're now selling them burritos in the parking lot. You've now launched your Black Friday sale. And so it's that one-two punch where you whip up this frenzy of attention, and instead of not having anything behind it, of not having the burrito stand in the parking lot, you've thought it through. You've timed this thing. You've got a burrito stand in the parking lot, and you know, any example works here, right? It could be you're having an offline show, and you just hype that baby up and launch it right into your Black Friday sale. If you're a photographer, you're gonna do some sort of special Halloween shoot on the cheap for the kiddos. You know, like Jessica, that I used in my last example a couple of episodes ago. And then boom, you launch that right into a big sale. The idea is to just getting attention is so hard, so if you can figure out a way to whip it up into a frenzy, and believe me, I love the print giveaway contest. It's a fantastic way. You've got a bunch of engaged, switched on people.

You just move 'em right into your Black Friday sale, or your Cyber Monday sale, or your Halloween sale, or however you're gonna do it. So I think that's a fantastic thing to be thinking about. It's something that most people do not think about. It's quite advanced. I know, I'm gonna be incorporating it into our playbook, 'cause man, you know... It's just pouring a bunch of chum in the water ahead of a holiday, right? You want all the sharks swimming around your boat. So, there it is, that's my list. It's a good list, I think, of things to be thinking about, things that often get omitted. Be thinking about attention. Be thinking about how you're gonna rev things up. Summer's ending, the party's over, Q4 is here, we love it, let's win. So, that's that. And I want all of you guys, honestly, to knock Q4 out of the park. I want you to do better than last year. I want you to have the best Q4 ever. For that to happen, we've really gotta start putting in the work now. So, that's it. More to come. On that note, enjoy summer. Thanks for listening. And as always, have a great day.