Marshall Atkinson Yeah, I, I was looking at a Facebook post that you made the other day and there were some cattle rancher, ear tag hat patches that you made where there's the brand of the, I guess the cattle farm. And there was, it was, riveted to the hat somehow that looked really cool. How’d you do that? Scott Dawson Yeah. Florida is a big cattle state, so we have a lot of ranchers here. So we started doing some for our local ranchers. We posted them up, and that we started getting orders for those. Once again, it's just laser cut. We laser cut the hole in it. It has adhesive backing on it. Now, the screw, it's not a rivet. It's called a Chicago screw, and it's kind of like a blind rivet. So we needed something very shallow. So that's why we use those. The patches arrive heat press ready so you can heat press them on. But when those, with that, you don't have to heat, press it on. If a client wanted to change out. With the little ear tag on it, you simply unscrew the screw and change it to something else. So they've got that as an option. Marshall Atkinson Yeah, it looks pretty cool. What do you think is the one thing that separates you from other people that might want to market, you know, in your same space? What keeps your customer sticky? Scott Dawson Interaction with them, even if they're not placing an order with them, with you. Be their friend. Be one of them, I'd say under-promise over-deliver. I like to wow them. Sometimes with something they weren't expecting. Always meet your deadlines. If you tell them you're going to deliver, you better deliver on time. Because you only have to mess up once and they're probably never gonna call you. And like I said, just if you're working on a niche, do your homework before you study them, become one of them, make them comfortable with you. And then that way they're more likely to do business with you. Make it frictionless. Make it easy for them. I think those are some of the keys to being successful in a niche. Marshall Atkinson Do you ask these folks questions? What are you struggling with? What's your problem? What are you thinking about three months from now? So we can start doing the research? Talk about how you find out information about your customers to help you serve them better. Scott Dawson I do talk to him while we're at the events, you know, one-on-one. Sometimes it's a combination of that. Sometimes I'll shoot him some emails. I'll tell you one thing that's been a huge plus for us is Facebook. So I'll go into our group, and I want to hear from our tribe. So if I'm thinking about doing something new or maybe offering a new style of shirt or a new color or going a different route with the style of artwork, I might put some images up there and run a little poll and get feedback frommy tribe. You know, these are the people that are going to buy the items, the hats, the t-shirts, those things; who better to ask? Let them tell me what they want. And then I just go from there. Sometimes whenever I'm dealing one-on-one with the customer that picks up the phone to call us to get the project started, we found that sometimes they like to put their thumbprint on it.
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