Full Transcript for Ep. 109 Stop Wasting Stamps: Clean Your Mailing List, Save Real Money

Yeah, and at the end of the day, that's what it is. There's waste. 00:02:30.563 --> 00:02:33.237 It's like throwing money into the garbage can. 00:02:34.463 --> 00:02:39.023 And there's a lot of things we do behind the scenes for you in this arena so, 00:02:39.483 --> 00:02:41.422 if you're using us this is awareness, 00:02:42.467 --> 00:02:46.813 but if you're doing mail on your own or using another method of fulfilling on 00:02:46.813 --> 00:02:50.623 direct mail you really need to be familiar with you know cleansing your list 00:02:50.623 --> 00:02:52.121 and what you should be doing so that, 00:02:52.638 --> 00:02:56.933 you're not getting mail returns with that little stamp that says return to sender 00:02:56.933 --> 00:03:00.383 on it a little finger that point i don't know if they still use that but now 00:03:00.383 --> 00:03:04.419 they night they used the the nixie the yellow post-it note looking thing yeah, 00:03:04.861 --> 00:03:08.313 so i dated i gave a dated reference again another one there used to be a finger 00:03:08.313 --> 00:03:11.243 that points and says return to sender pointing at the return address return 00:03:11.243 --> 00:03:14.149 to columbia house that's that's right rejected, 00:03:15.163 --> 00:03:20.113 you can still reject mail by the way by what writing rejected i rejected return 00:03:20.113 --> 00:03:22.067 to sender on first class mail and it goes back to, 00:03:22.723 --> 00:03:25.683 so if i get something from the sheriff's department i can reject it yeah it's 00:03:25.683 --> 00:03:30.123 first class mail interesting but so here's what happens you you start up and 00:03:30.123 --> 00:03:35.023 maybe you DIY direct mail campaign, you throw together a thousand person list, 00:03:35.459 --> 00:03:38.141 you mail it out and inevitably what happens? 00:03:38.855 --> 00:03:41.683 200 come back to you over the course of a month. Ooh, wow. 00:03:45.453 --> 00:03:50.603 What was that? Which we might have to pause this episode. I don't know. 00:03:50.603 --> 00:03:54.839 Hold on. Oh, we just had a little seems like it's still recording, though. 00:03:55.489 --> 00:03:58.990 Yeah, you got to edit this for sure. Yeah, really. If we lost the Rodecaster video, we're... 00:04:00.128 --> 00:04:02.823 That's true. It shows here that it's still red, but I don't know if that means 00:04:02.823 --> 00:04:04.773 it's connected or not. Do we have a power flicker? 00:04:04.793 --> 00:04:10.240 I don't know. Because my computer is not connected into that any manner whatsoever. That's really weird. 00:04:13.909 --> 00:04:17.827 It looks like they just reboot look now why isn't that one back, 00:04:20.973 --> 00:04:25.513 that's weird oh there it is looks like it's still recording yeah this I can 00:04:25.513 --> 00:04:28.862 edit this one the first and only oh man, 00:04:31.493 --> 00:04:33.733 alright wow that was uh, 00:04:36.490 --> 00:04:37.213 yeah that was a little weird, 00:04:39.317 --> 00:04:43.243 okay so you send a thousand pieces out sorry we had a technology glitch there 00:04:43.243 --> 00:04:46.968 that we haven't had in the studio before send a thousand pieces out you get 200 back, 00:04:48.286 --> 00:04:51.622 which you might not think a whole lot about until you start adding up the money of that. 00:04:51.860 --> 00:04:56.725 So there was the 80 some odd cents in postage for every single one of those. 00:04:57.265 --> 00:04:59.089 So that's like a lot. 00:05:00.069 --> 00:05:03.489 It's like a couple hundred bucks right there. There was the printing of all 00:05:03.489 --> 00:05:05.659 that. There was the labor to insert it all. 00:05:07.186 --> 00:05:09.629 And a lot of that could have been prevented out the gate. In fact, 00:05:09.629 --> 00:05:13.298 most of it could have. If you know what you're doing. 00:05:15.255 --> 00:05:20.249 But I also want to take best case scenario. best case let's say everything got delivered, 00:05:21.681 --> 00:05:24.829 but we didn't take the time to actually look at the data and there were duplicates 00:05:24.829 --> 00:05:27.730 in there oh so they there were you know, 00:05:28.983 --> 00:05:34.127 people you've blacklisted and don't want to do business with oh yeah there were 00:05:34.243 --> 00:05:37.958 people that now they're closed opportunities and you've you've given up on them, 00:05:38.596 --> 00:05:44.629 okay so we tend to do a big annual manual cleanse here okay about the time we 00:05:44.629 --> 00:05:48.209 do our annual magazine okay because every piece going out the door is gonna 00:05:48.209 --> 00:05:50.577 be like 10 bucks sure yeah um, 00:05:51.958 --> 00:05:56.249 sometimes the dollar waste is worth it but a lot of like the duplicates or people 00:05:56.249 --> 00:06:00.999 moving or things like that we cleanse for you so dirty mailing list what's it 00:06:00.999 --> 00:06:05.356 have on it common issues duplicates and that could be, 00:06:06.186 --> 00:06:10.479 multiple people at the same house it could be multiple just the same person 00:06:10.479 --> 00:06:15.489 at the same address old addresses where people have moved or they're no longer there um, 00:06:16.209 --> 00:06:21.919 misspelled names you know inconsistent formatting i i love it when you know 00:06:21.919 --> 00:06:26.009 i see a piece that's all capitals on one line and mixed case on the next it 00:06:26.009 --> 00:06:27.469 happens you know garbage in 00:06:27.469 --> 00:06:30.451 garbage out you tell it to go print that way it's going to print that way, 00:06:31.154 --> 00:06:36.279 uh missing apartment numbers or suite numbers is is a huge one this is probably 00:06:36.279 --> 00:06:38.091 one of the biggest reasons why um. 00:06:40.180 --> 00:06:45.811 Mail for us is non-sendable, but for you, you would get it returned in the mail if you did it. 00:06:46.415 --> 00:06:50.227 So we're missing that suite number or apartment or unit or anything like that. 00:06:50.227 --> 00:06:52.567 So if it's non-sendable, do they just

pitch it at the post office? 00:06:53.267 --> 00:06:56.287 So non-sendable to me, I see that before we even print your piece. 00:06:56.641 --> 00:06:59.887 Oh, nice. So we don't ever give it to the post office. Yeah, 00:06:59.887 --> 00:07:02.267 we save it up front for you. They hate you enough over there on the dock. 00:07:02.267 --> 00:07:05.296 They don't want something that they can't deliver. Yeah, throw it away. 00:07:06.847 --> 00:07:10.637 Blank fields, you know, we just miss something. Do you ever wonder if that would happen? 00:07:10.637 --> 00:07:13.537 Like you'd drop off a whole order like at two minutes to five and then they 00:07:13.537 --> 00:07:16.627 just pitch the whole thing. They're like, yeah, we got it. If you search hard 00:07:16.627 --> 00:07:21.617 enough, you will find stories of mail carriers not doing their routes and dumping 00:07:21.617 --> 00:07:24.107 into an abandoned warehouse or something. So it does happen. 00:07:25.247 --> 00:07:28.707 Or you'll see the one that I just saw where someone, a postal worker, 00:07:28.707 --> 00:07:31.674 was stealing Menard's rebate certificates and they're going to go to prison for a while. 00:07:32.330 --> 00:07:35.867 They're using them themselves. If I'm going to steal stuff, it's probably not 00:07:35.867 --> 00:07:36.887 Menard's rebate certificates. 00:07:36.887 --> 00:07:40.107 Certificates uh you get caught doing the greeting cards people know those are 00:07:40.107 --> 00:07:44.126 coming that's probably true so they took the rebate money oh my gosh uh, 00:07:44.867 --> 00:07:48.707 and then multiple versions so these are all common individually they tend to 00:07:48.707 --> 00:07:52.597 be small when you add them together it's usually about 20 15 20 and that's high 00:07:52.597 --> 00:07:55.125 20 think about it you're just throwing away 00:07:55.311 --> 00:07:58.107 yeah absolutely 20 of the money you're spending that and it's and you might 00:07:58.107 --> 00:08:00.647 as well save it or you might as well pick more names yeah, 00:08:01.540 --> 00:08:05.687 yeah that it's avoidable is it's almost like a it's just not it shouldn't be 00:08:05.687 --> 00:08:08.477 permissible I mean, these are boring problems, right? 00:08:09.289 --> 00:08:14.927 So they're expensive, though. Bad data, it doesn't matter really if the copy was good. 00:08:16.267 --> 00:08:21.367 If it's not getting there, it's not getting there. So unnecessary costs altogether. 00:08:21.367 --> 00:08:24.852 You know, you got multiple newsletters going to the same house. Waste of money. 00:08:25.386 --> 00:08:29.113 You mail to a house the person's not at, probably wasting money. 00:08:30.733 --> 00:08:34.436 You got two versions of the same house. Waste of money. 00:08:35.493 --> 00:08:39.587 And the missing apartment number, it's anyone's guess what's going to happen. 00:08:39.587 --> 00:08:42.827 If you put that in the mail, you might get it back. The postal carrier might, 00:08:42.827 --> 00:08:46.138 you know, pick a unit and put it in it because they don't want to send it back. 00:08:46.736 --> 00:08:49.499 You know, anyone's guess on those. So you might not even see those. 00:08:50.737 --> 00:08:53.287 And we get that sometimes. Someone's mailing their own. Then they come to us 00:08:53.287 --> 00:08:57.818 and mail. We're like, hey, those are non-mailable. Well, I know they're there. Oh, jeez. 00:08:58.793 --> 00:09:04.372 Yeah, probably. But that doesn't make it a permissible address to mail to. But I did it before. 00:09:05.231 --> 00:09:10.345 Just because it got through once but every single piece again cost to print 00:09:10.461 --> 00:09:16.684 postage handling all of it for nothing no sale no sale nope. 00:09:17.932 --> 00:09:23.307 Hidden cost um which the hidden cost can be enough that it bombs the whole campaign, 00:09:23.807 --> 00:09:28.323 it went from profitable to not profitable not there's not a ton of us that have like, 00:09:28.909 --> 00:09:32.653 so much money per sale that we can afford waste in all these areas, 00:09:33.222 --> 00:09:36.914 and this is the one of the easier ones i won't say the easiest but one of the 00:09:36.914 --> 00:09:42.124 easier ones to correct um but a couple hundred pieces a month that's thousands 00:09:42.124 --> 00:09:45.760 of dollars a year oof yeah it really is i don't know about your bottom line but, 00:09:46.354 --> 00:09:50.694 i like extra thousands there yeah that actually makes a dent in the percentages 00:09:50.694 --> 00:09:53.335 or fractions of a percent that matter to me yeah, 00:09:54.357 --> 00:09:59.484 um but they don't just waste money here here's the caveat like the person saying 00:09:59.484 --> 00:10:03.448 hey i've mailed it i know they're there they distort your marketing results 00:10:03.842 --> 00:10:05.265 they give you bad info okay, 00:10:05.915 --> 00:10:11.294 so let's say we mail 5 000 300 duplicates 200 undeliverable not getting there 00:10:11.294 --> 00:10:15.731 and 150 just got bad info maybe the wrong name or something like that okay All right. 00:10:15.986 --> 00:10:21.374 So your response rate is lower. Okay. Like over 10% there didn't do what it 00:10:21.374 --> 00:10:22.459 was supposed to do. Mm-hmm. 00:10:22.651 --> 00:10:27.782 So we, best case scenario, have 10% lower response if everything's consistent. Okay. 00:10:28.926 --> 00:10:33.574 That's pretty significant. That is a lot. Yeah. Um, and we might say, 00:10:33.574 --> 00:10:37.364 hey, I just, Justin, you're preaching this direct mail works, 00:10:37.364 --> 00:10:39.473 but my numbers just don't show it. Didn't work. 00:10:39.694 --> 00:10:42.754 Like I tried direct mail once and it didn't work. Yeah. Uh. 00:10:44.074 --> 00:10:45.411 Uh, or... 00:10:46.688 --> 00:10:50.326 We might blame other stuff. We might blame. Ah, so design was garbage. 00:10:50.326 --> 00:10:52.917 Let's change it. The offer didn't work. Let's try a different one. 00:10:53.282 --> 00:10:56.076 And

then we send it to the same crappy list again. Yep. 00:10:56.800 --> 00:10:59.929 Which, yeah, garbage in, garbage out. Mm-hmm. At the end of the day, 00:11:00.364 --> 00:11:04.074 it's data. It's data in its simplest form. This is a simple spreadsheet. 00:11:04.701 --> 00:11:09.716 Yeah. So let's talk about Excel for a minute because I have a love-hate relationship. 00:11:09.736 --> 00:11:13.056 I do too. It's like, ugh, I just hate it. Or Google Sheets. 00:11:13.536 --> 00:11:15.846 Yeah, either way. Whatever you want to do. Yeah. 00:11:16.665 --> 00:11:21.376 Super powerful but there are some accidents that can happen and and one bit 00:11:21.376 --> 00:11:24.664 us you know we we transposed the column on a mailing once. 00:11:26.016 --> 00:11:29.976 I can't remember exactly which lines it was but for the sake of an example here 00:11:29.976 --> 00:11:33.203 say it was the name and the address one line, 00:11:33.656 --> 00:11:38.266 uh we're like one off okay so the wrong person's name on every last one that's 00:11:38.266 --> 00:11:42.616 a bit of a problem that's embarrassing It's relatively easy to do when you're 00:11:42.616 --> 00:11:43.696 copying and pasting. Sure. 00:11:44.936 --> 00:11:48.766 Or sometimes it happens because you do like an A to Z sort on one column and 00:11:48.766 --> 00:11:52.793 it only sorts the one column and not the whole table. That's a problem. Okay. 00:11:53.954 --> 00:11:57.321 The other thing you have is just like annoying abbreviation problems like street 00:11:57.321 --> 00:12:02.981 versus ST or the whole state spelled out versus the two-letter postal abbreviation. 00:12:02.981 --> 00:12:06.742 Yeah. Or someone is old enough to type the three-letter postal abbreviation. 00:12:06.916 --> 00:12:09.709 Oh, geez. What was Iowa, by the way? Illinois was easy. 00:12:10.428 --> 00:12:13.201 I don't know. Oh, it's been that long. I don't know. But yeah, 00:12:13.201 --> 00:12:16.460 I don't know. I mean, Iowa's only got four letters in it anyway. What do they take out? 00:12:17.801 --> 00:12:23.221 Maybe you just wrote all four. That could be. Capitalization being weird. 00:12:23.621 --> 00:12:26.142 I mean, that throws it off like if it's someone's name. 00:12:26.787 --> 00:12:30.511 Like, if you send a piece and you're trying to be personal and you screwed up 00:12:30.511 --> 00:12:34.351 capitalizing their name, it doesn't help, and it was easy to prevent. 00:12:35.761 --> 00:12:39.451 Duplicates, obviously, are just a waste of money. Particularly if you're doing 00:12:39.451 --> 00:12:41.671 a sneaky piece and you're trying to look like personal mail, 00:12:41.671 --> 00:12:43.939 and now we sent two of the exact same thing. True. 00:12:45.041 --> 00:12:47.666 Extra spaces, very easy to end up having that. 00:12:48.881 --> 00:12:51.764 Or, here's one. i got this, 00:12:52.571 --> 00:12:59.101 customer database out of this crm and this one out of our erp software and this 00:12:59.101 --> 00:13:02.254 one out

of the sales pipeline and i just copy and paste them all together, 00:13:02.980 --> 00:13:08.634 and now we just got a mess of duplicate and differing data so excel is not bad, 00:13:09.087 --> 00:13:11.565 we use it don't come after me we use it, 00:13:12.767 --> 00:13:17.191 i like it better than google sheets for this purpose but without you know good 00:13:17.191 --> 00:13:19.981 hygiene on the data, it's garbage in, garbage out. 00:13:20.321 --> 00:13:22.246 How often do you recommend that you clean that? 00:13:23.612 --> 00:13:25.805 Anytime you're putting money behind it, it's the right answer. 00:13:25.805 --> 00:13:27.505 There you go. Like you're never 00:13:27.505 --> 00:13:31.106 not going to recoup the time put into cleaning that. That makes sense. 00:13:32.046 --> 00:13:35.315 And then occasionally, which occasionally is going to be different to different 00:13:35.315 --> 00:13:37.026 people. It might be once a quarter, once a year. 00:13:37.606 --> 00:13:42.335 You do a discretionary cleanup. Okay. So this is not like the data is in the 00:13:42.335 --> 00:13:46.775 proper format. This is, and we don't need to mail that guy anymore. 00:13:47.095 --> 00:13:50.110 Oh, this one, this company switched to this other person. Okay. 00:13:50.633 --> 00:13:52.989 You know, then we got to go back in and add those things. Yep. 00:13:53.361 --> 00:13:59.515 So you end up just accumulating junk in your database all right so best practices 00:13:59.515 --> 00:14:00.443 which is what you were asking, 00:14:01.552 --> 00:14:05.645 remove duplicates that's an easy one and you can decide if a duplicate is two 00:14:05.645 --> 00:14:10.596 of the exact same person or it's one per house okay different different people need different things, 00:14:11.809 --> 00:14:16.255 running change of address so it's called ncoa national change of address we 00:14:16.255 --> 00:14:19.478 do that on every single mailing that we do in bulk here, 00:14:19.977 --> 00:14:24.105 um and we actually can send to the new address they move to rather than the 00:14:24.105 --> 00:14:27.076 old one or if they're not there we can pull it off the list and not mail it 00:14:27.430 --> 00:14:31.115 okay you know if joe smith doesn't live at 123 main street anymore there's no 00:14:31.115 --> 00:14:33.548 point in mailing to joe smith at 123 main street, 00:14:34.517 --> 00:14:37.559 um unless you're doing like a current resident mailing which is. 00:14:38.853 --> 00:14:43.614 Not common for what we do um standardizing addresses and naming conventions 00:14:43.857 --> 00:14:48.507 capitalization stuff like that uh if you're merging multiple lists into one, 00:14:49.064 --> 00:14:51.468 you know i i would merge them together before you do the cleanup. 00:14:52.286 --> 00:14:56.158 And then that discretionary, let's get rid of the inactive ones and undeliverables. 00:14:56.721 --> 00:15:00.790 And just, yeah, eyeball through the thing before every mailing. Scroll through it. 00:15:02.300 --> 00:15:05.487 It's called proofreading. Yeah. You know. I mean, you don't have to read every 00:15:05.487 --> 00:15:07.307 line. No. You're not reading every line. 00:15:07.807 --> 00:15:11.927 But what you're saying, though, is that all of this loss is... Preventable. 00:15:13.341 --> 00:15:17.747 Doesn't have to happen. And you're right. At a certain volume, it becomes real money. 00:15:18.681 --> 00:15:24.086 Well, I would argue that if your mailing list is small, it's real money to you. 00:15:24.626 --> 00:15:28.737 Sure. At any volume. Yeah. No, that is 100% true. But yeah, you're right. 00:15:28.737 --> 00:15:31.617 It can move to hundreds of dollars, to thousands of dollars, 00:15:31.617 --> 00:15:33.378 to tens of thousands of dollars pretty easily. 00:15:34.480 --> 00:15:39.767 All right. So what do we do here? Yeah, we do all that duplicate removal. We do move updates. 00:15:40.167 --> 00:15:43.560 We're actually required to do that as a service provider for mail. 00:15:44.447 --> 00:15:46.033 So it's just part of what we do. 00:15:47.931 --> 00:15:51.821 But the best designed mail piece, the best copywriter in the world, 00:15:52.181 --> 00:15:54.212 can't sell to someone that doesn't live there anymore. 00:15:54.868 --> 00:15:58.047 Makes sense. That's true. At the end of the day. If you're not there, 00:15:58.047 --> 00:16:00.900 you're not there. And the post office loves your money. 00:16:01.543 --> 00:16:04.917 Well, let's just not give it to them for free. Oh, yeah. Right? 00:16:05.207 --> 00:16:08.376 Well, no, it's expensive enough as it is. Why waste it? Yeah. 00:16:08.824 --> 00:16:13.172 I mean, I'd rather print more pieces for you than just put stamps on that don't go anywhere. 00:16:13.967 --> 00:16:16.147 They're happy to accept it. They'll take it. Well, that's the thing. 00:16:16.147 --> 00:16:19.907 Yeah. Although I do think it probably costs them more to send that back to you 00:16:19.907 --> 00:16:22.738 as undeliverable than the stamp costs. Wow. 00:16:23.707 --> 00:16:25.001 All right. So here's your call to action. 00:16:26.267 --> 00:16:29.897 Get your mailing list open. and say how many duplicates, when was our last address 00:16:29.897 --> 00:16:31.832 update, and do we trust this data? 00:16:32.680 --> 00:16:35.414 And then if you're actually using us and we update your list, 00:16:35.931 --> 00:16:39.487 hey, make sure you're getting the clean list from us and the undeliverables 00:16:39.487 --> 00:16:43.507 and the updates and go back to wherever you got that data from and push the 00:16:43.507 --> 00:16:45.364 updates back into that system. 00:16:46.808 --> 00:16:50.860 It's cumulative every month, every month. Just take the new stuff and put it in. 00:16:51.348 --> 00:16:56.434 So that's it. It's not like, it's not our most exciting, thrilling episode by 00:16:56.434 --> 00:17:02.164 any means, but data cleansing's free money, which I'm excited about. 00:17:02.164 --> 00:17:05.088 That's

sexy. Free money is sexy. I like that. Yeah. You can, 00:17:05.437 --> 00:17:08.438 even on the smallest list, you can buy yourself a little Caesar's pizza. 00:17:10.580 --> 00:17:12.989 I mean, that's what I think of when I think of saving money. 00:17:12.989 --> 00:17:17.296 Biggest list, you can buy a damn car. Yeah. It's true. Or you can upgrade your Tesla. 00:17:17.790 --> 00:17:20.849 I mean, you can do any of those things. We don't have episodes that are specifically 00:17:20.849 --> 00:17:22.294 about what I spend on the Tesla. 00:17:23.090 --> 00:17:26.429 But I am running out of accessories for it. I mean, it's all accessorized. 00:17:26.909 --> 00:17:28.034 It is pretty tricked out. 00:17:29.027 --> 00:17:31.969 And I haven't even been in it in a couple months, so I'm sure it's even more 00:17:31.969 --> 00:17:34.652 tricked out. It's not quiet enough to record the podcast in. 00:17:34.809 --> 00:17:36.329 Not yet. We're still working on that. 00:17:36.649 --> 00:17:39.255 I got enough GoPros now that we can do it if we need to. 00:17:40.585 --> 00:17:45.539 It appears that we're not set yet No That's more set up work And based on our 00:17:45.539 --> 00:17:50.269 tech problem earlier in this episode We won't be doing that anytime soon But 00:17:50.269 --> 00:17:52.789 next week We're going to continue the, 00:17:53.589 --> 00:17:56.719 Cleaning up and doing things the right way And saving money Not on the mailing 00:17:56.719 --> 00:17:59.599 list Your mailing list should be clean If you do just the four or five things 00:17:59.599 --> 00:18:05.769 we mentioned here Next week we're talking about The post office rules That you 00:18:05.769 --> 00:18:07.949 don't know you're breaking Oh. 00:18:09.412 --> 00:18:14.109 Okay do I care they're not gonna put you in prison but again it's wasted money 00:18:14.109 --> 00:18:17.529 okay wasted so if it's dollars we're getting you more money in your pocket okay 00:18:17.529 --> 00:18:20.609 we're not talking jail time you want more money in your pocket no that's when you steal, 00:18:21.428 --> 00:18:26.240 the kids greeting cards that's true and the rebates see I gotta go search YouTube now for like, 00:18:26.745 --> 00:18:32.139 felony postal carriers oh yeah they exist I'm sure and then everyone says ah 00:18:32.139 --> 00:18:36.503 the whole thing is corrupt people just throw away the mail no it's like one one of them yeah, 00:18:37.432 --> 00:18:41.609 Anyhow We're saving more money Next week If you like saving money Like, 00:18:41.609 --> 00:18:44.849 subscribe, share I thought you were going to say Send us some Little Cedars 00:18:44.849 --> 00:18:47.449 gift cards I thought you were going to say Go to Menards Save big money That's 00:18:47.449 --> 00:18:51.195 only regionally here Some people are going to think You're nuts Because they don't know the jingle, 00:18:52.327 --> 00:18:55.711 You know But no Some pizza would be great Yep. 00:18:57.772 --> 00:19:03.619 Is that, that's it? I think. Oh, wait a minute. It may have reset itself too. 00:19:05.099 --> 00:19:08.964 The power surge. Yeah. I don't think that's the right one. I'm looking for like. 00:19:09.707 --> 00:19:11.693 Oh yeah. There we go. Yeah. We're gone. 00:19:13.585 --> 00:19:18.449 Thanks for listening to the Triceratalks podcast. Be sure to subscribe and leave 00:19:18.449 --> 00:19:22.839 your comments. For more information on how Jurassic Marketing Direct Mail can 00:19:22.839 --> 00:19:26.839 help grow your business, visit JurassicMarketing.com. 00:19:27.339 --> 00:19:27.452 Anyway.