- So the first one is personalise. We went through this a little bit. And I'm just going to do a quick share on this. So what are we doing? Once a month, I was sending a newsletter. And it was just like every other Osteo was doing. You know, they go to a service, the accountants do this all the time as well, and bookkeepers, they go to a service, they buy newsletters. And mortgage brokers and sometimes real estate agents do it as well. They go to one service, they all by the same newsletter, they send it on to their database. Sometimes they let the service send the stuff onto the database, and everyone's getting the same email, the same content from everyone else, and no one standing out, okay? That's what these guys were doing. There was spending a lot of money on pay per click advertising, a lot of Google, a little bit of Facebook. And you know, we're getting some results from it. Little email engagement though. From the newsletters that I was sending out, it's no surprise that we're getting about a 5% rate, right? So we introduced no more newsletters, cut them out straightaway. We stopped all advertising, we did regular content videos and emails, pain point, literal pain points, got a sore leg, got a sore back, got you know, same thing as the yoga studio. This is going on like this. I can't get out of it. And so we introduced this. When someone click through it showed that they were interested in that problem. And so then we send a series of extra content about that problem afterwards. Okay, so we do a broadcast to the database about runner's knee problems. Someone clicks through then, we send them all of these exercises they can do about runner's knee afterwards. We gave them more on the topic. We introduced when someone had a literal pain point, someone's got a sore knee, and they come in for a session, will click a box and then they get exercises about knees similar to the yoga studio. We tag them into an email campaign about that pain point and that exercise. In clinical, they click a box and it syncs them across to Infusionsoft and sends the stuff out. What I'm gonna do for you is I'm gonna send you this stuff. You know, your accounting practices, you can do this all the time. You can do this with the heating and air conditioning. What I'm gonna do for you is I'm gonna send you a series of emails and videos about what you need to do to maintain your air conditioner. Would that be okay, and say that, would that be okay? And they were cool, yeah, that'd be great actually, cause I can't remember anything that you just told me and you just told me you know, right there and then. And so you get to nurture those customers after they're a customer as well and wow them a little bit more. Monthly events around community sporting groups. So we did you know, they did my swimming club as the first one and we had some Olympic swimmers come in and do some coaching clinic for a weekend and then Melbourne Osteo came in an idea to a stretching session. And so Lauren and I must, I haven't got my phone, got a phone, Hi, it's Lauren here from Melbourne Osteo, and we're down here at the Masters swimming club and they were doing this coaching session. We've got all of these Olympic coaches down here and the three problems that we find at Melbourne Osteo that swimmers have aging swimmers, you know, Masters women's have number one, they get this shoulder problem because they're always turning their army in. Number two is they get a sore neck here and they can't lift your head up and they shouldn't be anyway. And number three is whatever number three was. And then are the three exercises you can do is make sure you're doing the shoulder shrugs, make sure you're doing these stretches, so forth and so on. That's a broadcast to the database about the stuff that they were doing at the clinic. That makes sense. So pitching them as an expert about swimmers when they're not allowed to pitch you know, they're not allowed to say hey, we're an expert in swimmers but I was pitching them that way. And then for everyone that click through, we send them an email afterwards that says, hey, I noticed that you clicked on our information about swimmers and stretchers. Would it be okay with you if we put you into the series of exercises to help swimmers because you've shown an interest in that would that be okay? And yes or no, or just click on the button below if you're not interested in this. So we just assume that they are interested and we keep sending it to them That make sense? So they've shown interest in it and then we send them some more content. And so the results, their email engagement was up over 50% as a result of it. Actually, it was much more than 50%. Their email engagement now, the results are around 45 to 50% on their emails. The clinic engagement increases. This is the really cool thing by sending out all this content, it's nurturing the customer or the patients while they're not even in there. Does that make sense? How many times you've been to an Osteo and they say okay, you need to do this stretch and you need that stretch and you need to do this and you know, jot it all down for you and you walk out of there remembering the first stretch you don't remember how many times you need to do it or how often? How many times? Anyone gone through that? Just me, okay, a few of us. Thank you. So we put them into a sequence so that they automatically remind them of the things that they should be doing every single day after that. Customers were talking more about the content, email responses were up and this is really cool. In the eight week period from May seven, we had total patient number easily our highest and most consistent eight week period ever. All we had running was the engagement series around you know, the pain points and the visits went up. Is that what we want in our business? It doesn't happen straight away, it builds over time but it will happen if you get this content out there really really important, okay? Make it personal, segment the database, okay? Let's segment give people more of what they engage in less of what they don't. If they don't click through to watch something, don't send them more about it. If they don't click through to watch something, don't send them a sales email about it. You with me? Let's see what if they don't. They we're pitching themselves as experts because they were going off to these events. Accountants and bookkeepers you could be doing this. So we've gotta segment the database. The people who take interest in something, send them more of that. Make sure you're doing this. But be really specific as well, if someone obscene about apples don't send them oranges.