Working with your ideal client is the dream, but sometimes it’s difficult to say who you want to work with and who you don’t.
In this episode, we discuss the many ways you can attract your ideal clients and put off those you don’t want to work with.
In this episode, we’ll cover…
- How to work with people who will respect you, your knowledge and your time
- Subtle ways you can say who you don’t want to work with through your website
- How you can tweak your website to attract your ideal clients
- Why making it clear who you want to work with creates excellent customer service
- The benefits of helping people who aren’t your ideal client via your website
Time Stamps: In a rush? Get to the section you need to below!
1.00 – Why should we limit ourselves to one type of client?
2.45 – Telling someone you don’t want to work with them
3.58 – Pricing and how to position this on your website to attract your ideal clients
6.08 – You don’t have to have a specific pricing table
7.02 – Who we’re the right fit/wrong fit for
9.45 – Does this mean you can’t help people you aren’t the right fit for
11.24 – Don’t pretend to be someone you’re not
14.00 – Why the Internet has changed how we work
15.50 – Having a strong opinion
17.25 – Niching down
20.55 – Content marketing and attracting your ideal clients
26.00 – Be specific about what services you offer
Useful Resources and Links
What To Do Next
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Episode Transcript Below
Welcome to Episode 10 of the Make Your Mark online podcast. Today, we’re going to be talking about how you can attract your ideal clients using your website. This podcast is sponsored by the Make Your Mark online membership. This is our signature membership community where we help personal brands build and grow a successful business website. This will actually be launching on October the 1st, 2018 and we’d love you to check it out. We currently have a wait list that you can sign up to, if you’re interested, if you go to jammydigital.com/wait. We’ll soon be opening the doors but we’ll only be opening the doors for two weeks at the lowest ever price, so don’t miss out. So let’s get into the show.
Why You Shouldn’t Just Take On ‘Anyone’
Today we’re talking about clients and how your website can actually dictate what kind of clients you get. And one question you might have, especially if you’re new to business, is, “Why should we only limit ourselves to a certain type of client? Shouldn’t we just be taking on anyone?” And it’s a question I put to you, Lyndsay. Shouldn’t we be taking on any client? Anyone who’s willing to pay us?
Yeah. It’s a good question, actually. And I think particularly when you’re starting out this is a question that a lot of people ask themselves. Because even out of necessity really, when you’re starting in business, you probably feel like you have to work with anyone and everyone. But I think the minimum that we should be asking is that we work with people who respect us and respect our time. That is the sort of minimum aim that we should be going for in terms of who we want to work with. I think when you’re more established, that’s when you can start thinking about your ideal clients because that’s going to make your business and your life a lot more enjoyable. And it’s going to be much, much better for you and your business.
It’s exactly what we did when we first started out. Like we said a few episodes ago, we’d just work with anybody wouldn’t we?
Exactly, yes. We worked with anyone and we worked with lots of types of different people, I think, when we first started out but now we’ve really honed it down and it is a lot, lot better for our business and for our lives really.
And we definitely do feel like we’re working with people that respect us, respect our time [crosstalk 00:02:24] had to pay a little bit more because we’re seen as more knowledgeable. And I suppose it’s a case of getting from that initial stage when you’re setting up a business to working with everyone to, as quickly as you possibly can really, getting to the stage where you are being a little bit more selective.
Yes, exactly. Exactly.
So it’s understandable if some of our listeners might be feeling a bit nervous about this. It is a big step-
Actually talking about attracting a certain type of client rather than just everyone. So it can be a bit nerve-wracking.
It can, definitely, and everyone feels nervous about it. We still feel nervous about it. No one wants to tell someone that they don’t want to work with them. It’s actually incredibly scary but there are ways of actually doing it that are quite subtle, particularly through your website where you can do it quite politely and the benefits of it do really outweigh the scariness, you know?
The Benefits of Saying Who You Want to Work With
You put your weight behind a real small selection of clients that you do want to work with and the whole thing becomes much more enjoyable, like I said, for you and for the client too. So it may seem scary but it’s definitely worth it.
Plus, I suppose your visitors, they won’t really know that much. I mean, you’ll know that you’re making a big step because it’s your website.
But, like you say, there are a few subtle ways, which we’ll be going through now in regards to what you can do to tweak your website to start attracting your ideal clients.
So let’s begin then. What’s the first one? What’s the first tip?
How Talking About Pricing Can Help You Attract Your Ideal Clients
I think probably the biggest thing is pricing. Talking about pricing on your website. Now, this really polarizes people. [inaudible 00:04:07] we’ve got a real big ‘no’ camp and, “Never do it.” And we’ve got a real big ‘yes’ camp all for it. We are definitely in the ‘yes’ camp, aren’t we?
Yeah, we are.
And I think this is, obviously, you can see the benefits of how that’s going to attract your ideal clients. Also, on our website, we say that we charge a minimum of 3-4-9-7, that’s the minimum price. And in doing that, we sort of really sort of pinpoint who we’re targeting. So it’s not, obviously, people with 500 quid. But equally, it’s not huge corporations with 25 grand to spend because we’re also not the right fit for them. So with your prices, and you’ll know this more for your industry, but with your prices, you can really start to hone in on the kind of clients that you want to attract.
And in doing so, it saves you so much time because the amount of conversations that we used to have, I don’t even remember, but we had to [inaudible 00:05:02] so many conversations with people before we put our prices on our website, didn’t we? Where we would just speak to them for so long, we’d eventually get to the pricing talk and then they’d be like, “Oh no. I can’t afford you.” And you’ve already spent two hours actually talking to these people. And you’ve wasted their time, and you’ve wasted your own time and neither of you are happy. So I really don’t see why anyone wouldn’t put their prices on their website.
And it’s not something you necessarily have to do just because you’re expensive. It’s something you can do if you’re incredibly cheap as well.
And we’ve had our prices up on our website and then we’ve taken them off. They’ve been up and down like yo-yos. But it really is something that we’ve struggled with over the years and we’ve tested both and we’re finally happy with having our price indicators on our website. We don’t necessarily have a pricing table. It’s obviously different projects are completely different prices but it allows us to position ourselves as a certain type of company who only work with certain types of companies.
That’s a really good point actually, Martin, that you don’t have to actually have a really specific price, you know?
You don’t have to have a pricing table that tells people exactly what you charge. If you go on our website, if you go to the pricing page, we say the minimum, but obviously it can go up and down. And you don’t have to give an exact amount if that’s what really scares you but try and give some sort of indicator to price. I think … and that actually works. So you don’t have to fully commit to one set price but just give a little bit of an indication.
Exactly, just choose your ideal audience and choose a price point that you’re happy with. You tend to find that people who you might struggle working with sometimes might not be in your price point anyway. So you’ll automatically stop a few people coming to you and just get the ones who actually can afford you. Makes the sales process a lot easier as well. So what else can we do other than putting out prices on our website to be able to attract our ideal clients?
Highlighting Who You’re the Right Fit/Wrong Fit For
So a lot of people actually put on their website a ‘don’t work with us if’, a sort of section on their website which is basically a bit of copy listing the reasons why you shouldn’t work with the company. And this works really, really well and for a really great example, check out The Membership Guys. And I will pop these links into the show notes as well, but check out The Membership Guys on their website because they essentially say, “Don’t work with us if you want a really quick solution, if you’re not willing to put the effort into building a membership site.” Those kind of things and that … it really helps clear it up because they don’t want to be working with people that just want sort of a fast, quick, get-rich-quick scheme type thing. They really highlight who they want to be working with and that again, it saves them time from having to speak to people that aren’t right for them. And it saves the people who aren’t right for them their time, actually trying to go through and find out more about the product and things like that.
It really is helpful from a customer service point of view, doing things like this, because it saves time and gets to the point straightaway.
That’s right. So I think you’re talking about the Member Site Academy, [inaudible 00:08:17] the sales page.
So if you want to check it out there, then you’ll be able to see who we are a right fit for, who we’re a wrong fit for. And it’s really, it’s funny actually, because it’s so scary when you sit down to write that list because it’s like-
“I really don’t want to put anyone off from working with me.” And we found this because we actually wrote a blog post, “Seven Reasons You Shouldn’t Hire Us As Your Web Designers.” And we struggled with this for weeks and weeks and weeks. And we swapped it around and eventually we published it but it wasn’t easy because you do feel like you’re kind of putting a barrier in the way. It kind of goes against, “I want to sell my services. Please hire me.” And it actually puts a little bit of a [inaudible 00:08:58] in the works but it is incredibly powerful if you do it right.
If you do it right, what it should do is, it should put off the people that you don’t want. But it should kind of encourage the people that you do because the people that you do are like, “Okay, yeah. I really fit into that, actually. I embody everything that they want in a client or a customer and they have the same values as me.” So our clients are quite similar to us in terms of values and kind of what they want to achieve and things like that. And I think that’s what you’re trying to do really. So yes, you’re going to put people off but you’re also really going to strengthen that connection with your ideal clients, which can only be a good thing.
Definitely. But does that mean that you can’t help the people who aren’t your ideal clients? Is there some way that we can at least throw them a bone if we don’t want them as clients but we can potentially see them as future clients maybe?
Can You Still Help People Who Aren’t Your Ideal Clients?
Yeah. That’s a really good question because we’re not talking about being rude here. We’re not talking about saying-
“Get off my website.”
Yeah. “Go away. We don’t like you.” I’m not saying do that. There’s no reason to be kind of horrible. We’re definitely not encouraging that and I think you can still help people that perhaps aren’t your ideal client. We have a website buyer’s guide aimed at people who are buying a website for the first time. A lot of people who download it are buying … want to buy kind of a cheap website and we tell them what to do. We are not the ideal client for them. A lot of our content, as well, is aimed at people who are perhaps building their own WordPress website or just want to find out more about website or [SEO 00:10:41] in general. And that’s absolutely fine, but what we’ve found is that when people have consumed this content, when people have downloaded the website buyer’s guide, people come back when they are perhaps more of our ideal client. And then they’ve wanted to hire us. So there’s absolutely no reason why you can’t help people who perhaps don’t fit into your ideal clients because you never know as well.
They might come back a bit later when they’re perhaps more of your ideal client and they’ll remember you and the help that you gave them. So definitely don’t shun them. Don’t tell them to go away.
No, [crosstalk 00:11:17].
We definitely wouldn’t recommend that.
Perfect. So what else can we do then to start attracting these perfect customers?
Don’t Be Someone Your Not
I think being yourself is a big one. And that sounds really cheesy and it probably is but we … just own who you are. [inaudible 00:11:34] I’m not sure [inaudible 00:11:36] she blocks it out of her memory. But we pretended, I think, we were a lot bigger than we were. Originally it was Martin who was full time in the business. I worked full time on our website. We said ‘we’. We didn’t say ‘I’. We did loads and loads of things to try and appear much bigger than we were and it just didn’t work. We were constantly kind of trying to look so much bigger than we were. And now we say, “Do you know what? There’s two of us. We don’t have a fancy office and we … we’re fine with that. We just have us two and our cats and that’s it.” Because we thought that people would value a bigger company when sometimes they don’t. Actually, people value the expert with the experience and the knowledge, not the faceless big company. And there’s no point trying to be something when you’re not. Definitely not.
And we see this a lot with brand new businesses where they start talking, they don’t put pictures of themselves on there because they’re afraid that they might look a little bit amateurish. But, in reality, that’s how we started and we’ve gone back around again and now we’re trying to be seen exactly as who we are which is, “We work from home, we live by the sea. If you don’t want to work with us then don’t work with us, but we’re happy in what we do and we’re proud of the websites that we produce and the experiences that customers have with us.” You shouldn’t have to act different than you are. You should just own it and be proud of it. And the more confident that you are in that, it has a real significant impact.
It does, definitely, definitely. And I think we say, “If you want to work with a big agency, if you want to go to a big, fancy office and get a coffee from their fancy coffee machine and-
Exactly. We’re not the agency for you in that sense. And that’s okay because that’s never going to work if someone wants that from us and we’re just sat in a home office. It’s never going to work, is it? So why pretend not not to do that?
Although, to be fair, I think a foosball table might be on the [inaudible 00:13:42]. I don’t know about you. Would you ever consider-
No. Definitely not.
No ‘meet in the middle’?
He’s going to-[crosstalk 00:13:48] ping-pong set?
No. No ping-pong set. Actually no, I’m kind of intrigued by the ping-pong set now actually.
There we are, we’re making steps. We’re making valuable steps forward. Perfect.
But yes, I think there’s this thing with … I think the rise of, really, the internet and personal brands and the power of personal brands. I think things are changing in business. And I remember when we started in business, we had a crappy … well, I’m not saying it’s crappy because it was our first lovely car. But we had a lovely Nissan Micro, didn’t we [crosstalk 00:14:21]? And it was ten years old and Martin would go out and meet clients but he was so conscious because the kind of clients that we were attracting were Audi drivers. They were suit wearers. And you would park like a mile away from their office.
Oh, so far.
So that [crosstalk 00:14:34] they wouldn’t see your car.
I’d be sweating by the time I’d get there. I think one of the wheels, actually, had lost its wheel rim, so-
Whenever I had to park close by, I had to park and turn around so that the empty wheel rim wheel wasn’t on the side of the business, so.
Well, that’s the thing. I mean, now, we don’t even have to worry about any of that, do we?
No. Exactly, because part of what we love to do is to help lots of clients all across the country. And by driving out to a little local business who might not have picked up our content or listened to our podcast. And those just … it doesn’t fit in with what we want to do.
So we decided to flip it on its head. And we actually say to people who get in touch locally now, we actually have kind of a template email that says, “Unfortunately, we won’t meet you locally. Although we are local, we … ” Or potentially to some customers, “We do all our meetings over video call as it makes us more efficient and we can help more people.” And if that … and sometimes that does rub people the wrong way and that’s fine. We’re not the ideal company for that person, so, and that’s fine. But we own it and we’re proud of it. That’s the difference.
Exactly. Exactly, and I think another thing is, is on that kind of route, is having a strong opinion as well, really, really helps. A lot of people are quite scared to have a kind of a strong opinion. It doesn’t matter what that opinion is, usually it’s about your products or service or the business that you’re working in, but I think having a strong opinion, again, helps strengthen your relationship with your ideal clients and helps put off your clients that aren’t ideal for you. We love the website Joy Junkie. She’s quite sweary, isn’t she, on there?
She gets straight to the point.[crosstalk 00:16:20] be bold, memorable.
Love it. Exactly. Exactly, and some people might think, “Do you know, I don’t like swearing.” Or, “I don’t like the way that her … she words things.” And things like that. But it doesn’t matter because those aren’t her ideal clients.
And I feel like, we’ve done this as well, we’ve kind of put people off, I think, sometimes with our views. But we stand by them because a lot of our ideal clients actually agree with us. So that helps sort of strengthen that really and build that bond and really kind of get our ideal clients really behind us. And it kind of doesn’t really matter about the other people because they’re not going to be people that we work with anyway.
Exactly. It’s nice to work with people that truly get you and are okay with it. You don’t want to act like somebody you’re not and then have to do that throughout the entire customer relationship. It’s much better if you’re just open and honest about who you are, your views. Your branding will feel a lot better, you’ll enjoy it a lot more and you’ll enjoy your customers a lot more as well.
Exactly. Exactly, and I think another thing would be to probably niching down. Now, this is perhaps something that you want to do maybe when you’re more established. Although, we recommend it to anyone really, even if you’re starting out. But by niching down, obviously to a particular … could be to a particular type of audience, the particular industry that they’re in, it doesn’t particularly matter. But it helps you sort of segment a place in the market where you want to target really. So great example of this is The Profitable Firm run by Karen Reyburn who talks a lot of great stuff about niching down. We saw her at CMA Live last year and she was just fantastic. If you haven’t seen her, when you do see her, she will convince you about the power of niching down. It’s impossible to ignore the benefits that she really outlines. But she runs a company that basically does marketing for accountants. It does some really, really good stuff and it’s a real good example of how niching down to your specific audience really, really helps you. Because that’s who she works with and that’s only who she works with.
And again, this is extremely scary if you can think about taking your services, who you serve, you might currently serve everybody, to actually taking it down to just one industry, might actually scare the crap out of you. It’s actually petrifying to imagine giving up 99% of your customer base. But again, if you ever do see Karen speak, then she will convince you that that 1% or whatever it is of your audience that is in your niche is just … it’s so much more comfortable running a business when you have a niche. And again, it’s not for everybody but if you can find a middle ground like what we do. For instance, we only build WordPress websites and right now, we’re transitioning more into personal brands because we enjoy working with solo entrepreneurs and personal brands. So we are finding that it’s a lot better for us because our content changes. It can be a lot more tailored and we actually … we’ve seen a lot of people think, “Well, if I’m niching down, doesn’t that mean I’m going to have to reduce my prices because I’m only working with one person?”
But that’s not always the case, is it?
No, definitely not. Definitely not and I think it’s actually a time where you can think, “Do you know what? I’m going to increase my prices.” Because you specialize in that area. You are like Karen is, the marketing expert for accountants. Now, she understands not only marketing and everything about marketing but she understands accounting as well. And you’re bringing those two specialisms together and becoming an expert in it and that’s what you’re paying for. You’re paying for someone’s real niched-down expertise that actually is completely involved in your area. And so, it’s very, very powerful for actually being able to increase your prices because you’ve got such a strength of knowledge in the area that people … you’re ideal clients are interested in.
And it’s about taking that niche and making it obvious on your website. I suppose that’s what we’re talking about [crosstalk 00:20:28].
Absolutely. Absolutely and really going into town with it on your website, making sure it’s very, very clear. If you go to The Profitable Firm’s website, it’s extremely clear who her target audience is. And that’s what you want to be doing. You want to be making it very, very clear on your website.
Perfect. So something to think about, maybe not right away, but something to think about later down the line absolutely.
So what else can we do with our websites? What can we start doing right away to be able to start taking on more of our ideal clients?
Content Marketing and Attracting Your Ideal Clients
So one thing we can all do is use our content to show how knowledgeable we are. And this is something that everyone can do. It doesn’t matter who you are. Even if you’re new to business or you’re more established, by using content marketing, you can really show that you are an expert in your industry and that’s extremely powerful for attracting your ideal clients. Because we’ve found, since doing content marketing, we have people reading our content and getting excited to work with us. I think we’ve mentioned this before that we used to have to have sales call. People would ring and you’d kind of have to sell to them, which I am crap at by the way, I’m terrible at it. Whereas now, since we’ve been doing content marketing, people are like, “Hi, I’ve seen your prices. I’ve seen how you process is and how you work. I’ve consumed all your content and it’s been super helpful for me. I just want to work with you. When can I start?” And it’s like, “Oh. That’s amazing.” And I feel like I would say, “Okay, do you want me to go through anything or … ?” “No, no.” And just like, “When can you start the project?”
“Send us the invoice.”
Which is amazing. And when you start getting those phone calls, it doesn’t happen straightaway and it takes work, it takes time. But it does happen if you do it right. And it’s just so wonderful when it does because you just start attracting people that want to work with you. They’re not sort of encouraged by price or they’re not kind of tire kickers that just want to kind of see what you can do and see what they can get out of you. They actively really want to work with you and everyone wants that. That’s everyone’s ideal client, isn’t it?
Yeah. Absolutely, and it’s interesting actually, because we still get a few inquiries trickle through who haven’t really consumed any of our content, haven’t spent much time on our website. They’ve just kind of maybe googled web design or a service that you offer. And they actually just ring up and they say, “Oh, I’m just starting a business and I ain’t got much of a budget and I want to work with you.” And it can feel a bit awkward sometimes because it’s like, “Well, we might not be the best fit for you but check out the website buyer’s guide.” And, “We actually work with people who are a little bit more established.” And you actually notice the difference whereas before, when we didn’t produce content, 90% of our inquiries would be that. Whereas now, it’s flipped. So it’s like 90% come to us and they say, “We know who you are. We’ve read your content. We want to work with you.” And 10% are the people who have never really heard of us before.
But as Martin said, you can actually tell a massive difference between people that have consumed our content and people that perhaps googled something, seen our number and given us a call. There is a huge difference between those people. They know nothing about us. People now ring us and they say, “Hi, can I speak to Martin? Can I speak to Lyndsay?” They ask us about our cats. I think we go on about our cats a bit too much but that’s fine. And you’ve already kind of built that relationship. You’ve built that trust already. You’ve built that authority. You’ve done it all. There’s no need for anything else, but there is a massive difference between those people and the people who’ve just called from seeing our number on Google or whatever.
And definitely the first ones are our ideal clients. Second ones, you just don’t know and you could spend an hour or two hours on the phone trying to find out. And again, it’s a waste of your time and it’s a waste of their time if you’re not the right fit for them.
Exactly, which is exactly why we created the website buyer’s guide and why we created lots of blog posts that aren’t for our ideal clients but are for people who are not our ideal clients. For instance, “Five Ways to Get a Cheap Website Built.” That’s a blog post that we created. We created the website buyer’s guide for that as well and “Why You’re Not Ranking in Google and How to Fix It.” These aren’t necessarily blog posts for our ideal clients but it makes our content and our website a little bit more of a resource and a little bit more of a hub. So don’t feel like you have to only provide content for those people. Some of that content drives a lot of traffic to our website. And as Lyndsay says, “The more content they consume, the more comfortable they are with you, your brand and how you position yourself.” They may well be in a position, going forward, to hire you.
And we definitely have had people that have said, “I’ve been following you for two years.” And … or people that … I think one lady said she’s been saving her [crosstalk 00:25:29] for the website, to actually come to us. And I think she’d been looking over our content for 18 months. She’d built a business in the meantime and then she was finally in a position to actually delve in with us. And it is really, really nice and it does work. You just have to kind of commit to it even though it’s scary. But it’s a really good point that you said that you don’t have to just write content specifically for your ideal, ideal clients. You can broaden out like we do because you never know, further down the line, who you’re going to attract.
Exactly. And that brings us on to our final point, which is-
Be Specific in What Services You Offer
Yeah. So be specific in what services you offer. So we’ve talked about this before. Right at the beginning, when we started in business, we kind of were a marketing slash digital agency. We did social media, we did web design. We did a logo design. I made the joke last time that we would take your [inaudible 00:26:19] out if you paid us. Anything, we would do anything for you.
We would even take checks. We would even take checks off you. Not anymore though.
Martin has a thing about checks.
Oh god, they are crap [inaudible 00:26:31]. We can all agree that check are crap.
You’re going to have to write a ‘don’t work with me if you only send checks’ blog post.
That’s the next blog post. I already got in on draft.
That’s pretty much it, one line.
Web design for people who don’t have checkbooks.
That’s a niche-ish. But yes, I think just being very specific in the services that you offer. And again, if you’re starting out, it’s very tempting to try and offer everything but you spread yourself very thinly. And your clients then can be very, very varied. Social media marketing is very different from web design and so, when we were doing everything, we had very, very different types of clients with very, very different types of needs and we were spread very thinly. Now, you might think, “Okay, well if I reduce my services down, aren’t I reducing my audience?” And that doesn’t happen at all. It just strengthens the people that want to work with you.
Definitely. And it’s funny though, because all of the truly successful online business owners that we spoke about in previous episodes, they only really focus on very few services that they know throughout. They don’t do everything. People like Chris [Tucker 00:27:50] don’t talk about social media marketing. They don’t talk email marketing. They don’t talk about doing everything and offer services to promote that. They focus on one specific thing done well and they say ‘no’ to a lot more people than they say ‘yes’ to.
Absolutely. It is about that. It’s about doing one thing well rather than trying to cover a lot of things. And we attract people that are very much sold on WordPress and they want a very specific WordPress web designer. Now, we do get people get in touch and they have got the money and they’re like, “Can you build me a website in Magento or Joomla or whatever. And we have to say, “No. I’m sorry.” And because … that’s going to take us time. We’re going to be learning about something, a new platform. And also, we’re not the right fit for them. They could actually get an expert in those platforms which would be better for them. So this is about adding value to your customer and also making your life a lot easier as well.
Perfect. So I think we’ve given a fair … a few points away there on how you can test out this idea of transitioning and becoming more of an ideal client attraction business really, aren’t we?
Yes. Definitely, definitely.
We should trademark that phrase.
I do. No, I don’t think … no, it doesn’t work (laughs).
Worth a shot.
But we hope you found it useful. Episode 10, I can’t believe we’ve just finished Episode 10 already.
I know, in double digits.
Oh god, we were talking there at the same time. We’re saying the same things. We’ve become that annoying married couple that say the exact same things at the exact same time.
It’s never good.
No. That’s it, now we’re canning off this podcast. No Episode 11.
Everyone’s rolling their eyes. So annoying. But yes, no, it is really good to do Episode 10. We absolutely love doing these podcast episodes. It’s really, really nice.
We’ll be at hundred in no time. Perfect. So if you’ve like this episode, please head over to iTunes and leave us a review. We’ve not iShared for a while but if you have been listening, then head over to jammydigital.com/iTunes and tell us what you like about it. Tell us your favorite episode. We’d love to do more content based around what you like and what you want to hear so feel free to drop us a comment. And don’t forget, on the First of October, we are releasing the brand new membership. So if you’re interested in checking out the information for that, then go to jammydigital.com/wait. And we will see you in the next episode.