Relationship Marketing: why it's the way you should be marketing in 2023 & 5 ways you can actually do it in your business

In this episode I'm going to be talking to you about the topic of relationship marketing, I want you to take a minute to think about that concept. And what comes to mind when you hear that term. For 2023 and beyond if you want to stand out in business, you need to be doing relationship marketing, especially if you are a service based business.

Relationship marketing is a way to stand out in the market that we're in today, people are being flooded with information, people are being bombarded with influencers products, services in lots of different industries all the time people, we are constantly being sold to.

So how do you stand out? I'm going to be giving you five top tips on how to use relationship marketing in your business to stand out from the crowd. These are practical tips, I'm going to be asking you questions, I want you to jot things down, and come up with some ideas yourself for your business.

Ultimately, I want you to be growing as a person and as a business owner, or prospective business owner, from listening to this podcast.

Referenced Book Links:-

Haemin Sunim - The Things You Can See Only When You Slot Down (my all time favourite book!)
https://www.penguin.co.uk/books/304680/the-things-you-can-see-only-when-you-slow-down-by-sunim-haemin/9780241340660

Johann Hari - Stolen Focus
https://stolenfocusbook.com/

Dale Carnegie - How To Win Friends & Influence People
https://www.goodreads.com/book/show/4865.How_to_Win_Friends_and_Influence_People

Follow me on social media, it's @jenlistercoaching on Instagram and LinkedIn.

My website is Jenlister.com

Click here to get my 7 mindset steps to starting or scaling your business

Music and production by the amazing Strike Productions

Podcast management by Dean at DBVirtual 

Transcript

Hello and welcome to the Jen Lister podcast. Here I'll be chatting about life, business growth strategies and sharing my personal journeys along the way. I will also be interviewing some incredible guests who are experts in their field, see it as my little black book of business. Hello, and welcome back to the Jen Lister Podcast. I am so grateful that you've chosen to listen to my podcast. This was something that I wanted to do for a while and launching it has just been such a roller coaster and I absolutely am beaming at the moment. I love, love, love my podcast. Today I'm talking about a really exciting subject. A lot of people talk about marketing a lot of the time, we're very focused on content creation, social media, and all things marketing in our businesses at the moment. If you're not showing up, then people are going to wonder why I don't necessarily think that should be the case. But unfortunately, we do live in a world where being present on Instagram or Facebook or Tik Tok or LinkedIn is something that's important to drive your business forward. Today, I'm going to be talking to you and taking a spin on marketing, talking to you about the topic of relationship marketing, I want you to take a minute to think about that concept. And what comes to mind when you hear that term. And I'm going to tell you that for 2023 and beyond if you want to stand out in business, you need to be doing relationship marketing, especially if you are a service based business like myself, I'm just going to start by telling you a story and asking you a question. Do you get cold DMS into your messages? Sometimes on social media? I know that I do. I get loads of random messages that are very, very blanket, they sometimes go into some sort of junk folder on my Instagram. I also get them on LinkedIn sometimes. And I sometimes even get them into my inbox. And I actually got one this week, it was actually a really nicely worded email credit to the person that sent it found my email address and did it but she actually called me Jess, instead of Jen. And I was really baffled because reading the email, like she genuinely done her research and mentioned a few things that really impressed me, but I just couldn't get over the fact that she had called me Jess, I don't know how she managed to do that. But anyway, she did. I was half tempted to reply and just say my name is not Jess, it's Jen. And I haven't decided what to do yet. So anyway, that's a bit of a segue. Ultimately, what I want to get across is the fact that people send a lot of cold messages that don't really mean anything, they don't really resonate, and they come completely out of the blue. The ones that I receive tend to be really, really long, they tend to get straight to the point, which is often the fact that they want to sell a service to Me, which might be I can get you 1000 leads in a month or I can get you 10,000 More Instagram followers overnight, various promises, which let's be honest, in the service based business, we can't make promises like that to our clients and guarantee that they can be fulfilled. That's a very difficult thing to do. But I guess the thing that frustrates me is these messages often don't tend to be particularly well thought out often don't tend to be particularly relationship building. And today I want to talk about relationship marketing and why it is really important. Just to kind of clarify, I try to reply to most messages that I receive. But there are some that just really do not sit well with me and I choose not to reply. Absolutely relationship marketing is a way to stand out in the market that we're in today. And the market that we're we're in today is when people are being flooded with information, people are being flooded with influences products, services in lots of different industries all the time people are being sold to not just when they go out to the shops because people don't do that as much anymore, but they're getting sold to when they're on their phones when they're on Facebook when they're on Instagram when they're on Tik Tok. So how do you stand out, I want to talk to you about how you can do that. So I'm going to be giving you five top tips on how to use relationship marketing in your business. So practical tips, I'm going to be asking you questions, I'm gonna ask you to jot things down or come up with some ideas. If you're listening to this in the car. I'm a very practical person when it comes to business. I'm a big fan of theories, and I'll be sharing with you some today. But ultimately, I want you to be growing as a person as an individual from listening to this podcast. Customer service is absolutely key in business. It's something that we ignore a lot. We don't pay enough attention to it. We spend a lot of time operationally doing what we need to do. But we don't necessarily think about the end to end customer experience and how we can deliver absolutely exceptional customer service. But what I would say to you is you never know who you're talking to. Someone might approach you and you might think oh, they're not that important, or I'm not gonna reply to them or I don't know. They don't seem like my ideal client, but you never know what might happen in the future. And I've had people come back to me after six months Since I want to work with me, when I originally interacted with them, they might have just sent me a message or commented on one of my posts, or they might have liked one of my posts, or they might have joined on an Instagram Live or something. And back, then I might have thought, oh, that's just, you know, there's not necessarily someone's gonna be a client. And maybe I've kind of wasted my time there. But actually, I've seen it again. And again, when people watch you for a period of time on social media before they're ready to take that step forward. So especially if you're a service based business, remember, there are people watching you, there are people in your network, in your ecosystem in your audience that might come back to you at some stage. So always be polite to people always reply where you feel like there could be some sort of connection. And you also never know who people know as well. So people can mention you off the cuff just because you've been kind and you've helped them out or you've given them a quick tip over Instagram, don't feel like you're wasting your time by going over and above for some people. So what I would say is always take great pride in your interactions and how you present yourself. I know I talked about it at the start that some of the DMS I get are very cold, and they're not particularly personable, so long as you're happy with how you have responded if you respond. And you can be proud of yourself for what you've said, and how you presented yourself. I think that's a great way to be. Before I get into my five top tips, I want to actually tell you what relationship marketing is because you're probably wondering, What on earth am I talking about? I came up with my own definition, and then I looked up a definition. So I'm going to tell you what my definition was first. So my definition was using your ability to communicate build rapport to make an impact on both your clients and your potential clients with the result of it leading to revenue and long term client value. Now when I look at a definition, I'm going to read you this definition, which is from HubSpot. Relationship marketing refers to the marketing strategy of cultivating more meaningful relationships with customers to ensure long term satisfaction and brand loyalty. Relationship marketing isn't about short term wins or sales transactions. Instead, it focuses on delighting customers for the long haul. The slight difference is the HubSpot definition talks more about focusing on your existing clients and increasing the value of them through relationship marketing. However, I want to challenge that definition today and talk to you about how you can use it for not only existing clients, but also for potential clients. So this is relevant to you, if you've got a small business or big business, if you're just starting out, I want to share with you a statistic to show you why relationship marketing is so important in your business. Bain and Company found that as little as a 5% increase in customer retention can result in an increase in company revenue by 25 to 95%. I mean, if you achieved 95%, you're basically doubling your business turnover just by investing your time and energy into your existing customers. Isn't that remarkable. So that's why this is important. It is so much easier to grow your share of wallet with existing clients than it is to bring in new clients. So just want that to sit with you for a moment. So I did some work when I was in my corporate career for one of the big supermarkets, and we were trying to grow their fashion business. If you've ever been to a big supermarket, you'll know that the fashion part of the business wasn't even there when I was young. But it's very much a huge, huge part of their revenue and of why they want to get people in stores to purchase their fashion and their clothes. But we were looking at how are we going to do this? What is the strategy around that. And what we concluded was, there's no point in trying to bring new customers into that store to buy clothes, only what we needed to do was convert the people that were already going into that supermarket for their food shopping into the fashion, it's much easier to convert people already walking through those doors to try and buy their milk and their bread and their their dinners into buying like the odd bit of clothes or accessories then it is to bring in a whole new customer into that store. So again, I just want to let that sit with you.

What I worked with that supermarket on was how to increase their share of wallet with their existing customers. And that is all about relationship marketing. Making those customers that are walking through your doors already feel super valued and interested in trying a completely new offering like a completely new product, not milk, but a new dress or some new trousers or or a new job. I want you to think about that in your business because it is relevant to your business. What new offerings are you thinking of bringing out in the future? And how can you market them to your existing audience but more importantly to your existing customers. Going back to the definitions again, the reason that I am passionate about talking to you about relationship marketing, not just about existing clients, but about potential clients is because we're so present nowadays on social media, we've got a personal brand and your personal brand is so important that you can make a far greater impact on your potential clients than you ever have been able to do before. I mean think about life before social media if anyone listening cannot really remember that like, how would you have even gone about starting to make an impact on potential clients, it would have been tough. But with social media, Instagram, LinkedIn, which is the two that I use, Facebook, tick tock Pinterest, all different platforms that you can use, you've got such an opportunity to make an impact through your blogs, through podcasts, through live videos, whatever the content is that you decide to create, that is your opportunity. So how you show up in your business, how you show up on your stories, how you show up in your posts on your videos, is so important in your business. For me, it's a no brainer, because your existing clients are obviously going to be somewhere that you need to focus, because they've already invested in you. And they've already believed in you. I hope I have given you a strong enough burning platform to believe that it is important to think about relationship marketing in your business, if you're someone that is just starting out, and you want to grow your business, or if you're someone that has already grown your business to a certain level, but you want to continue to grow your business in 2023 and beyond, you absolutely need to be thinking about how you can bring relationship marketing in. Okay, so I'm gonna give you my five top tips on how you can do this. Number one, is I absolutely want you to prioritise your existing clients and your committed audience. So so often, we think it's so much more exciting to get in a new client and get really excited about that. But actually, like I just said, your existing clients have already invested in you, they've already believed in you, they've already committed to you in some way. So doesn't it make more sense to focus your energy there, the ways that you can do this is think about having client loyalty offerings, so you can give your existing client access to things first, if you're launching something new, a brand that does this really well is Rihanna is brand, Fenty, they've got a membership. And with a membership, people get exclusive content, they get access to the sales first VIP sales, they get access to new product launches first. So it doesn't go to anybody else until it's gone to the members first. And you've probably seen this happening a little bit more and more. But you might think, oh, that's what big brands do or other people do. But actually think about how you can apply this to your business. How can you make your existing clients feel really special? How can you give them priority access to something that you're launching or something that you're doing this year? To a lesser extent, but just as important people that have signed up to your newsletter that actually want you to go into their inbox every week or every month, however, often you do your newsletter, to some extent, they are a committed audience to you, they might not have invested or worked with you or be a client at this stage. But they are showing that they are interested in what you offer. So how can you give your clients exclusives through the newsletter? Can you encourage people to sign up and really nurture those people on your mailing list? That's something for me that's really important this year. So is to really grow that mailing list and make the people on my mailing list feel really special, like they've got extra access, like they know more information, they get extra strategy advice from me for absolutely nothing just for allowing me to send them an email once a month, which is how often I do my emails, because there is literally no way I could do it any more regularly. I love doing my newsletter, I'm actually going to be writing mine today. And it's really important to me that I write it myself, my VA helps me produce it and make it look beautiful. For me, it's a really important piece of my audience and my relationship marketing and making people feel special. And they know things that are happening in the background exclusively before people might Instagram do or instead of people on my Instagram do because I want them to feel special. And so think about that. How can you make your mailing list feel really special? How can you make your clients feel really special? Okay, so my tip number two, is linked to this. So I want you to show your clients how much you value their customer, and I'm gonna give you some practical ways. When you work with your clients, you need to be asking them for their feedback. If you're not getting feedback from your clients, then you have no idea what they think you stand for, in their own words, why they decided to work with you, and what constructive feedback they've got for you. I love getting my client feedback forms in and the constructive feedback that I receive is so valuable in a lot of ways. It's so much more valuable than the positive stuff. I remember I had a client give me some feedback about a year ago now. And I'd worked with her and her feedback was that she didn't know what the next steps were after we finish working together and I was like horrified. I was like wow, I didn't want to come across too pushy. So that's why I wasn't really trying to push like another thing onto her because I felt like that sometimes I felt like people that I've worked with and invested in have sometimes just tried to then go to the next thing and then get me to invest more money and do more things with them. And I didn't want to make my clients feel like that. But I'd obviously gone too much the other way. Ask your clients for feedback, and then you can meet them where they are if you're getting feedback from them and They're saying, this is a challenge for me, I still need to work on this area that's given you opportunity to increase the value of that client, because you could continue working together in some capacity. Something that I did recently, and I do this a lot with my clients is when I'm getting towards the end of of time working with them is I want to know where they're at, where is their head out? How are they feeling. And we talked about this verbally, this isn't just done on emails or via a feedback form, I want to know where they're at, do they want to continue working together? Do they feel like they want to go it alone, because I always try and give my clients tools that they can take away and use again and again, and then meet them where they are like, I created an offer for a client recently. And I wanted to meet her where she was, I wanted to continue working with her. I love love love working with her. And I wanted it to be something that worked well for her in terms of her schedule, it was really working well for me as well, because I just really felt like I could continue to support her. Don't be afraid to design bespoke packages or bespoke things for each and every client because everybody's different. It's not one size fits all. And the other thing when it comes to really, truly valuing your clients and their customers is tell them that you love their referrals, and that you're so grateful for their referrals, and you're grateful for all of their shout outs. Because sometimes when we're small business owners, we try and sort of project that we don't need anyone's help and that we're just okay as we are. This is something that my husband then told me right at the start of my business, he said that he's built a ridiculously successful repeat business in the financial services industry. He said to me, something he's done from the start, as he always says to his clients, I'm a small business on a local business, I really appreciate referrals, because they really helped me grow my business. So if you do feel like you'd like to refer me if you are satisfied with the service that you received, and I would really appreciate that. And I've really taken that on board. So I say that to all my clients, if I haven't said it to you and your client, that is true. Still, I do value people's referrals so much. And it's actually happening, I am getting word of mouth referrals in my business is such a lovely thing to receive someone come to you and say, oh, this person has worked with you. And they've really rate you and they really love working with you can we talk? Absolutely. Because if you are connected to that person that I've loved working with the chances are I'm gonna love working with you as well. So what I want you to do now is I want you to stop the podcast for a minute. And I want you to write down your five most valued clients. If you're in the car, just come up with them in your head. And I want you to thank them, I want you to think about what you can do to show them you value them whether it is send them a thank you message later, whether it is design them a follow on piece of work that you guys could do together and see what they think about it, whether it is sending them out a feedback form and saying I'd really love your review, or I really love your feedback. And if you haven't started your business yet, or you're at the start of your journey, write down five people that have supported you so far. And thank them. I'm sure you know, if you're listening to this podcast, gratitude and being grateful for all the things that are happening to you and are supporting you in your journey is a very important thing and a great, great way to be.
Okay, so that was top tip number two. Top tip number three, is I want you to think about basic good communication. For me, this really does warrant its own top tip. Like I said, At start customer service is something I'm really passionate about. But I don't think gets thought about much, especially the small business owner, we're often kind of making it up as we go along. When it comes to how we communicate with our clients. What is the customer journey that they go on with us? What's the end to end client experience? Like? What I want you to think about is what do you prioritise in your business. A lot of business owners, small business owners prioritise that marketing that showing up on social media, creating really great content and putting themselves out there, which I think is very important. However, when you've got to the point that you've got clients in your business, let's not put them to the bottom of the pile. Let's have our existing clients number one in our priority list. And how can you do that? Just to give you an example, really, I use a messaging app with my clients. It's not WhatsApp, it's completely separate. So I love to keep my business and my personal stuff very separate. And the very first thing that I do when I sit down at my desk, when I come back to the office is I check my messages from my existing clients and I respond to them or if I can't respond to them right now, I make sure it's a priority throughout my day. And I've got a moment to do that. So again, if you've got your inbox and you've got messages from your existing clients, and you're thinking, oh, I want to do a social media rule today or I want to do this or I want to do that, I would say always reply to existing clients first. should always reply to even potential clients first before you think about doing the nice to have marketing and social media showing up prioritise revenue generating activities. And I know that you're thinking, Yeah, but just replying to my client email is not going to get me any revenue. Well, it might not right now, but it's going to build that loyalty is going to build that relationship is going to make you seem like a really professional, excellent communicator, and someone that knows what they're doing. That is my kind of little rant on basic good communication, make your clients that you're already working with feel really valued. They're the ones that have invested in you. They're the ones that have believed in you. I don't know about you, but I can probably name every single one of my clients that I've had since I started this business. And I will always remember the first client that decided to work with me and always be grateful to that client, saying thank you to them, and always honouring the fact that we're all very busy. But if they pick up the phone and call you and you've got a missed call, you call them back, or if you have got a message coming from them on your social medias, you reply to that message before you reply to messages from other people, or before you comment on someone else's social media about some something that they've posted. Interestingly, this podcast episode is about marketing. But I'm kind of telling you to pull away from marketing and really focus inward in your business and who is working with you right now, because these are the people that I want you to focus on. Top tip number four. And don't worry, I'm going to quickly go over these at the end if you've kind of lost track of the tips. So my top tip number four is about you, and presenting your unique self. So you might have heard me talk about this before. But I feel like in business, sometimes we try to do things that we think we should do, or we try to do things that other people have done because we think that that's the right way to do it. However, you will see such an impact when you lean into your own passions and your own things that create that fire in your belly. Everyone's got stuff that they're passionate about. So I want you to pause the podcast again. And I want you to write down some things that you're passionate about. It doesn't have to be in your business, it could just be I don't know political issues that you're passionate about, or social issues that you're passionate about. It could be hobbies that you really love. And I want you to think about how you can be more intentional with those things in your life. How you can be you more when you present yourself. And this could be whether it's fire your blogs, on your website, this could be via your social media posts or video content that you create. This could be through your newsletter, the more openness and more vulnerability that you put out there. People really love that and really warm to that. And you might think, Oh, it might be a bit divisive, it might be that I'm being a bit controversial. Well, again, people love that people love a bit of controversy. What it will do is it will really help people identify with you and be part of your tribe. And yeah, it might make some people back off a bit. But actually, that's a good thing. Because you really want to find the people that are aligned to your values. And really believe in what you represent.
So this top tip might sound a little bit wishy washy, and I'm just thinking how I can share some stuff with you. So for example, one of the things that I'm looking into reading about at the moment, and loving as a topic is slowing down. Now you might think, Oh, you're a business coach, surely you're like go go create strategy, create the plan, let's execute. Let's go go go. Let's grow the business. Well, I am. But I'm actually very much exploring and into the theme of slowing down at the moment. I'm just gonna throw out there a couple of good books on that topic. So there's an amazing book called The things you can see only when you slow down by Haman Sunim I hope I've said that, right. And I'm also reading a book called stolen focus, which is by some awkward Johann Hari. And I'll link those in the show notes. And they're both really incredible books. So I've been talking about this on my newsletter, haven't talked about loads on my social media yet. I'm obviously talking about slowing down now on the podcast. So people might hear that, and some people go, Oh, why? Well, maybe she's not really like into their kind of growth stuff. And she's not gonna be growing her business loads. Actually, I'm looking to work with people that get that that understand that? Yes, we want to have a great business. We want to have a profitable business. We want to love our business. But actually, there's more to life than just running a business. What other stuff do you have in your life? What hobbies do you have? What stuff are you passionate about? I'm just giving you that as an example of me presenting myself and what I'm going through and what's important to me in my journey at the moment and showing you that that's probably going to trigger you in some ways. You're either going to go Oh, I like the sound of that. I like what she's representing and I want to lean into her and her content and what she represents more or you're going I'm not sure about that, I'm going to back off a bit. And that's a good thing, because that's going to create that bond with the people that align to some of the ways that I think so I hope that example brings that to life a little bit for you. And it could be anything, it doesn't have to be like a theory on how to live your life, it could be anything at all, I just want you to test it out. Think about what you're passionate about, I asked you to write some ideas on what comes up for you and think about how you can integrate that into some of your content. And this doesn't mean you have to, like expose every part of your life and share everything on your social media, because I am not one to tell you that you need to do that to grow your business. Absolutely not. Okay, so that was my top tip number four. My final top tip number five, is about how you talk to people. So this top tip is more around your potential clients, which is I really do believe relationship marketing is powerful for potential clients. So I'm gonna go back to my annoying DMS that come in sometimes, and I don't love receiving them. I want you to think about how you can talk to people online, because social media, what is the point of view going on social media and creating content, it's not just to get zero business from it as it is to grow your business. Ultimately, it's to have people come into your audience and your network to spark conversations and communications with people and to potentially work with people. Otherwise, what is the point like we need to see a return on this investment. If we're spending hours a day on Instagram, or LinkedIn and getting zero return, then that is absolutely not really running a business that is just a hobby, ultimately, which is fine, too, if that's what you want to do. What I want you to think about is how you have those conversations, when you spark a conversation with someone on Instagram or LinkedIn. And this could be via you commenting on one of their posts. This could be via you responding to a story, this could be via you sending a direct message to someone that's just followed you or you might have just followed someone and wanted to start a conversation with them. What is it that you say? Sometimes the conversations can start with just like, Hey, how are you? And that, for me is just not enough. I was talking to someone about dating apps. Recently, we were talking about the dating app Bumble and how it's quite amazing. Because their thing is that the girl has to send the message to the guy first. And that's just the standard, some of the messages just so boring that they get that they just ignore. And you've got to have a good eye opener to get that response from the guy that I was talking to anyway. So think of it a bit like dating, how can you be genuinely interested in that person? Now you have got a whole Instagram account or a whole LinkedIn account or a whole tick tock account that you could stalk you could look through, you could find so much information about the person. But let's be honest, the truth is we can't be bothered, can we? But I want you to throw that on its head. I want you to think about it differently. What How can you be really interested in that person? How can you go back through their profiles and find something that aligns to you or resonates with you and bring up that in your conversation, don't just send someone a message for the sake of it or don't just comment on someone's thing, post or whatever it is, for the sake of it, do it because you've actually got a passion, you read something and it sparks something in you or it's giving you goosebumps or it's made you laugh, like say the things that you're feeling. We know people love talking about themselves. People really love sharing stuff, ultimately. So if you are able to build rapport with someone in your first message, then you can really open up people to share things with you and to be kind back to you and build a friendship. I've built so many lovely friendships on Instagram. Some of them have become clients. Some of them haven't become clients, some of them have genuinely become friends. And I haven't actually met them still like in person, obviously, which is just crazy. If all this stuff sounds a bit weird to you, I would really urge you to read a book called How to Win Friends and Influence People by Dale Carnegie, what it's about, it's about how to talk to people in a way where they genuinely will respond. And they want to build a relationship with you how to build great relationships, how to be kind to people how to make people feel really special. And you'll know people like this. You have people in your life that you speak to you and they make you feel super special. They light up the room when they come into it. And that's what I want you to be able to do when you're interacting online. When you're looking for new clients. When you're finding new people coming to your audience like don't just send them a Hi, thanks for the follow. Send them in really nice message. Hey, how are you today? I've just seen your latest post on this and it's great. Read the about me post quite often people do posts where they kind of introduce themselves. They're like, Hey, I'm Jenny, I'm a business coach. I'm a mom, I'm this I'm that I love playing netball, whatever that thing is mention it. Okay, so that is my final top tip. It's about how do you converse with potential clients? How do you make them feel special? How do you make them not feel like you're some sort of robot talking to them. And also just a note on that do not send messages that are really really really long because people are so busy. Chances are you're babbling on about something that is not relevant and You're not gonna get reply. I hope those tips helped. I'm going to just summarise them for you. So this episode is all about relationship marketing and my five top tips for you to actually implement it in your business. So tip number one was prioritising your existing clients and build client loyal offerings. Top tip number two was show your clients how much you value their custom. Top tip number three was basic good communication, how you can do good customer service. Top tip number four was presenting yourself uniquely. And finally Top tip number five was make sure that you're genuinely interested when you're connecting with new people, potential clients. So I hope you found this useful. And I really hope that you've been able to stop the audio and write down the five clients that are most important to you, and most valuable to you and some ideas on the things that you're passionate about. So you can really lean in to your passions and represent yourself uniquely, when you show up in your marketing. Relationship. Marketing is definitely something I love is something I'm really passionate about. And I'm always working on in my business. Always a work in progress. I say, I really hope you've enjoyed this episode. And if you have please, please please, I'd love it if you could leave me a review on your podcast platform. I've got episodes dropping fortnightly on a Monday morning. I really hope you've loved this episode. And if you have please take a look through the archive of my previous episodes. And I really looking forward to seeing you on the next episode of journalist podcast. Thank you so much for listening to the Jen Lister podcast. I truly appreciate every single one of you. If you'd like to leave me a review on your podcast app. I would love that. And if you'd like to follow me on social media is @jenlistercoaching on Instagram and LinkedIn