1 00:00:00,080 --> 00:00:10,000 Kevin Mako: Hello, product innovators. Today we learn how to use website funnels to sell your new product directly to end customers from an expert who's worked with over 400 direct-to-consumer businesses. 2 00:00:10,680 --> 00:00:20,040 Kevin Mako: This is the Product Startup Podcast, a show to learn from top leaders in hardware product development, prototyping, manufacturing, product selling, and everything in between. 3 00:00:20,240 --> 00:00:24,840 Kevin Mako: Hosted by Kevin Mako, the leading expert on product development for hardware startups. 4 00:00:25,580 --> 00:00:29,340 Kevin Mako: Welcome back, everyone. I'm very excited to introduce Taylor Frame to the show. 5 00:00:30,180 --> 00:00:36,400 Kevin Mako: Taylor Frame is a co-founder of Focus Funnels, a direct-to-consumer agency that's been around for over eight years and worked with hundreds of businesses. 6 00:00:36,960 --> 00:00:42,480 Kevin Mako: Before that, he worked with big brands such as The Gap, J.Crew, Adobe, and more on this very thing. 7 00:00:42,860 --> 00:00:49,080 Kevin Mako: Today, Taylor will share valuable knowledge for inventors, startups, and small manufacturers on the four pillars of a direct-to-consumer funnel, 8 00:00:49,280 --> 00:00:56,660 Kevin Mako: how to best ensure the sales funnel is built correctly, and best practices specific to physical product startups launching their first product to consumers online. 9 00:00:56,860 --> 00:00:58,060 Kevin Mako: Now, on to the episode. 10 00:00:59,430 --> 00:01:00,730 Kevin Mako: This show is produced. 11 00:01:00,750 --> 00:01:05,930 Kevin Mako: by Mako Design, the original firm providing end-to-end consumer product development services 12 00:01:05,930 --> 00:01:11,690 Kevin Mako: tailored specifically to hardware startups, small manufacturers, and inventors. Take your product from 13 00:01:11,690 --> 00:01:19,570 Kevin Mako: idea to store shelves at MakoDesign.com. Now on to the episode. Hey, Taylor, welcome to the show. 14 00:01:20,090 --> 00:01:21,740 Taylor Frame: Thank you. Excited to be here. 15 00:01:21,740 --> 00:01:25,590 Kevin Mako: Well, we're excited to talk to you today about selling a new hardware 16 00:01:25,590 --> 00:01:30,690 Kevin Mako: product directly to your customers on your own website. So how do you sell even just a small amount of 17 00:01:30,690 --> 00:01:35,790 Kevin Mako: units up to millions of dollars of units, just selling directly to customers who are looking 18 00:01:35,790 --> 00:01:40,070 Kevin Mako: for your very product. And who better to bring on the show today than you that has done 19 00:01:40,070 --> 00:01:46,190 Kevin Mako: literally tens of millions of dollars in ad spend, almost 10 years, working with hundreds of 20 00:01:46,190 --> 00:01:51,630 Kevin Mako: direct consumer brands. Before I get into the best practices here and the topic that we're talking 21 00:01:51,630 --> 00:01:56,730 Kevin Mako: about today in terms of actually building out and the logic you need as a hardware startup to sell 22 00:01:56,730 --> 00:02:00,390 Kevin Mako: direct to customers, Taylor, just give us a bit of a background of how you became the success story 23 00:02:00,390 --> 00:02:05,610 Taylor Frame: you are today. Yeah, thank you. So my name is Taylor. I was one of the co-founders here at 24 00:02:05,610 --> 00:02:12,470 Taylor Frame: Focus Funnels. We've been in the space for over eight years now. And I've directly been in the 25 00:02:12,470 --> 00:02:19,210 Taylor Frame: direct-to-consumer, you know, website, experience space for over 10 years. And so tons of experience 26 00:02:19,210 --> 00:02:25,570 Taylor Frame: boots on the ground, really in the trenches, helping big and small startup brands figure out 27 00:02:25,570 --> 00:02:30,370 Taylor Frame: how do you connect with that consumer and get your product into their hands? 28 00:02:30,390 --> 00:02:35,010 Taylor Frame: And so it's just been an amazing journey we've had over here and excited to share some tidbits 29 00:02:35,010 --> 00:02:39,170 Taylor Frame: and some tips that'll help your people today. Yeah, right on. I mean, even in the early days, 30 00:02:39,230 --> 00:02:43,270 Kevin Mako: you were working with companies like Gap, J. Crew while you're working at Adobe on some big 31 00:02:43,270 --> 00:02:48,910 Kevin Mako: brand policies on how do they get more eyeballs on their product and more purchases on their website? 32 00:02:49,450 --> 00:02:54,370 Taylor Frame: You know, that really kind of got the bug in me where I was working with these big brands and we 33 00:02:54,370 --> 00:02:59,110 Taylor Frame: come to the table with these really innovative strategies. And then there was so much excitement 34 00:02:59,110 --> 00:03:05,410 Taylor Frame: on both sides. And we'd sometimes see the strategies integrated like over a year. And it was never, 35 00:03:05,410 --> 00:03:12,250 Taylor Frame: ever close to like our vision or what we had for the brand. And now I get to work with mid-tier and kind 36 00:03:12,250 --> 00:03:18,310 Taylor Frame: of startup brands where we can come up with a strategy. And seven days later, it's implemented and 37 00:03:18,310 --> 00:03:23,810 Taylor Frame: we're testing and we're seeing results. It is so gratifying. The big guys were fun to work with, 38 00:03:23,910 --> 00:03:28,810 Taylor Frame: but the ability to work and impact people's lives on that granular level is so much more impactful. 39 00:03:29,110 --> 00:03:32,970 Kevin Mako: Yeah, I mean, it's such a good feeling when you start selling products, especially a new product, right? 40 00:03:32,990 --> 00:03:37,270 Kevin Mako: Somebody who really has never sold anything before, which is very typical for a hardware startup. 41 00:03:37,610 --> 00:03:43,030 Kevin Mako: This is their first time coming to bat and the first time getting any product to the market. 42 00:03:43,330 --> 00:03:45,930 Kevin Mako: And it's a new product that's coming to the market for the first time as well. 43 00:03:46,030 --> 00:03:48,850 Kevin Mako: So you put these things together and it's a really exciting experience. 44 00:03:48,850 --> 00:03:53,030 Kevin Mako: So for today and for the conversation, let's talk about how that's done. 45 00:03:53,530 --> 00:03:59,010 Kevin Mako: Give us a bit of an overview and then let's jump into these various pillars of a direct-to-consumer. 46 00:03:59,110 --> 00:04:05,530 Taylor Frame: advertising play. Yes. So we have worked with probably 100 plus brands that are bringing 47 00:04:05,530 --> 00:04:12,210 Taylor Frame: new products to market. We actually play very heavily in the mom and baby space. There's a lot of 48 00:04:12,210 --> 00:04:17,590 Taylor Frame: innovation in that space. And so we've had a lot of experience bringing these products to market. 49 00:04:17,750 --> 00:04:22,810 Taylor Frame: So here's the framework that you need to think about. If you're a new brand, you've got a new hardware 50 00:04:22,810 --> 00:04:27,930 Taylor Frame: that you're going to be bringing to market. You need to be thinking about four things. The first is your 51 00:04:27,930 --> 00:04:29,090 Taylor Frame: product. You know, Kevin, 52 00:04:29,110 --> 00:04:32,430 Taylor Frame: And that's your specialty, right? We're not product development guys, but that's your 53 00:04:32,430 --> 00:04:36,880 Taylor Frame: specialty. So the first is you've got to get your product dialed. The second thing is positioning, 54 00:04:37,580 --> 00:04:45,360 Taylor Frame: meaning why is your product different? What problems does it solve? And if I have limited money, 55 00:04:45,480 --> 00:04:51,340 Taylor Frame: why should I buy your product as opposed to the competitors? Okay. So that's product and then positioning. 56 00:04:52,000 --> 00:04:57,340 Taylor Frame: The next one is placement, right? Let's say we're doing a weighted blanket for kids. And this is 57 00:04:57,340 --> 00:05:01,400 Taylor Frame: actually one of our big case studies. We took this weighted blanket brand from doing five to 58 00:05:01,400 --> 00:05:06,000 Taylor Frame: six K a month. When they took all their stuff in house, they were doing over a million dollars a month 59 00:05:06,000 --> 00:05:10,720 Taylor Frame: over the course of about a year and a half. We helped them with that whole launch and scale. It was all 60 00:05:10,720 --> 00:05:14,850 Taylor Frame: direct consumer. The second, so you got your product, you got your positioning, then you have your 61 00:05:14,850 --> 00:05:19,770 Taylor Frame: placement. Where is your audience spending your time? For a lot of our customers, we're marketing 62 00:05:19,770 --> 00:05:24,710 Taylor Frame: to moms and women. They spend a lot of time on Instagram. They spend a lot of time on Facebook. They 63 00:05:24,710 --> 00:05:31,780 Taylor Frame: spend a lot of time on TikTok. So we put the content there, right? But if you're an innovative brand 64 00:05:31,780 --> 00:05:36,920 Taylor Frame: that's like potentially marketing to like golfers or rock climbers or some other demographic, 65 00:05:37,360 --> 00:05:41,820 Taylor Frame: you've got to find out where they're spending their time online and you need to be there. Okay, 66 00:05:41,820 --> 00:05:49,000 Taylor Frame: so we've got product, we have positioning, we have placement. The last one is audience. What does my audience 67 00:05:49,000 --> 00:05:55,200 Taylor Frame: care about? So let's take this weighted blanket, for example. As a parent, the most 68 00:05:55,200 --> 00:06:01,000 Taylor Frame: painful thing you can experience is when your child is not sleeping. And you will pay any level 69 00:06:01,000 --> 00:06:06,900 Taylor Frame: of money to solve that problem. I've got three kids, so I feel you. Yeah, me too. My son was up twice 70 00:06:06,900 --> 00:06:13,340 Taylor Frame: last night. So it's painful. And so what we did is we started talking to this audience about solving 71 00:06:13,340 --> 00:06:21,620 Taylor Frame: that core problem, right? So what I just described is called a focused acquisition funnel. And let me 72 00:06:21,620 --> 00:06:25,180 Taylor Frame: break that down into a non-marketing term. It's a customer. 73 00:06:25,200 --> 00:06:30,640 Taylor Frame: journey that gets someone to buy something. Okay. So a focused acquisition funnel. 74 00:06:31,140 --> 00:06:36,060 Taylor Frame: And it's designed to get in front of somebody that's never heard of you before and say, 75 00:06:36,420 --> 00:06:43,480 Taylor Frame: oh my gosh, where has this product been my whole life? And hit the checkout button. Right. So inside of that, 76 00:06:43,480 --> 00:06:48,300 Taylor Frame: there are three core aspects you need to have. Once you've got product, positioning, 77 00:06:48,800 --> 00:06:55,130 Taylor Frame: placement, and audience down, right? In the framework, there are three aspects you need to figure out. 78 00:06:55,230 --> 00:07:00,910 Taylor Frame: The first one is your content. Okay? And you use that product positioning placement audience 79 00:07:00,910 --> 00:07:05,110 Taylor Frame: to guide your content. If I'm selling a weighted blanket, I'm going to tell a story about 80 00:07:05,110 --> 00:07:09,950 Taylor Frame: keeping my child asleep at night. And that content, because I'm serving it on Instagram, 81 00:07:10,370 --> 00:07:14,570 Taylor Frame: and because I'm serving it to tired moms, it's got to be engaging, it's got to be quick, 82 00:07:14,570 --> 00:07:19,490 Taylor Frame: it's got to solve the problem, right? So the first piece that you have to solve for is you've got 83 00:07:19,490 --> 00:07:25,190 Taylor Frame: to build the right content. And the content has to sell the value of your product. Okay. So that's 84 00:07:25,290 --> 00:07:30,510 Taylor Frame: step one. Step two, once you've got your content dialed, is next, it's, all right, 85 00:07:31,150 --> 00:07:37,070 Taylor Frame: how do I get this content out there? If you've got a little bit of budget, paid ads are an amazing 86 00:07:37,070 --> 00:07:42,210 Taylor Frame: way to get in front of the right audience very quickly. If you have no budget and you're like totally 87 00:07:42,210 --> 00:07:48,350 Taylor Frame: bootstrapping, now you can use influencers. You can have friends and family call you out. You can start 88 00:07:48,350 --> 00:07:53,490 Taylor Frame: building an audience on Facebook and Instagram. It's never been easier to get in front of your people 89 00:07:53,490 --> 00:07:59,730 Taylor Frame: right now. Like the barrier to entry is as low as it's ever been in the history of the world. Right. So if you have 90 00:07:59,730 --> 00:08:05,630 Taylor Frame: no money, you can get creative and that's going to require more work, but it's still very doable. The second aspect, 91 00:08:05,630 --> 00:08:10,650 Taylor Frame: once you got your content dialed and your creative set, then it's about how do I get this message out there? 92 00:08:10,650 --> 00:08:18,250 Taylor Frame: So that's usually paid ads or organic. Step three is when somebody clicks on that. They see that way to 93 00:08:18,250 --> 00:08:23,470 Taylor Frame: blanket. They're super interested. They click on it. Where are they going? This is your product page. 94 00:08:23,490 --> 00:08:29,550 Taylor Frame: or your landing page needs to be dialed in to sell the value of the hardware that you've 95 00:08:29,550 --> 00:08:35,780 Taylor Frame: built. Why is it valuable? What problems does it solve? What are my reviews? What was the manufacturing 96 00:08:35,780 --> 00:08:41,580 Taylor Frame: process? Answer all the questions that someone's going to have before they ever have them. So that's the 97 00:08:41,580 --> 00:08:47,720 Taylor Frame: framework of solve these four things, product, positioning, placement audience, and then build out 98 00:08:47,720 --> 00:08:53,380 Taylor Frame: your funnel with content, your media buying strategy, and then the landing page. You get those 99 00:08:53,380 --> 00:08:58,900 Taylor Frame: things in lock? The world is your oyster. That's so powerful. And I love how you broke it out 100 00:08:58,900 --> 00:09:04,080 Kevin Mako: into those pieces. The reality here is, especially when you talk about the organic search volume, 101 00:09:04,740 --> 00:09:10,660 Kevin Mako: you can do this without even paying for it. In reality, when it comes to a very basic version of this, 102 00:09:10,920 --> 00:09:14,680 Kevin Mako: if you're not using a great agency, if you're not using a great web dev, if you're not using 103 00:09:14,680 --> 00:09:20,360 Kevin Mako: pay ads, you can start small and work your way up depending on whatever your budget is. I think what 104 00:09:20,360 --> 00:09:22,960 Kevin Mako: you've dialed in here is, if you put this structure together, 105 00:09:23,660 --> 00:09:27,560 Kevin Mako: anybody can sell a great product. Now, I like how you mentioned as well, and I've got to address it 106 00:09:27,560 --> 00:09:32,240 Kevin Mako: the fact that you started with product. That's the very first thing. Us as a product design firm, 107 00:09:32,240 --> 00:09:37,860 Kevin Mako: that is our first and largest objective. Build a great thing that people truly want. That's got to be 108 00:09:37,860 --> 00:09:42,160 Kevin Mako: your step one. After you have that thing, which most hardware startups, they've come up with something 109 00:09:42,160 --> 00:09:46,560 Kevin Mako: innovative, something amazing. And if they've gone through the correct efforts and they've done the design 110 00:09:46,560 --> 00:09:51,260 Kevin Mako: right and they've tested through prototyping and they're ready to go into manufacturing and they've got the right 111 00:09:51,260 --> 00:09:55,820 Kevin Mako: manufacturing partners engage, they've got a great product that's innovative. So there are 112 00:09:55,820 --> 00:10:02,500 Kevin Mako: people out there who you've solved a paypoint that they need. And now it comes to Taylor's world, 113 00:10:02,500 --> 00:10:06,520 Kevin Mako: which is, okay, you've figured out this object. You've got it in production or ready for production, 114 00:10:06,520 --> 00:10:11,360 Kevin Mako: let's say. Now, how do you get it in front of the eyeballs and get those people to convert? 115 00:10:11,920 --> 00:10:16,960 Kevin Mako: Yes. That's so powerful how you've expressed that journey. Are there pieces of that puzzle that you 116 00:10:16,960 --> 00:10:22,580 Kevin Mako: want to dive into for someone who's really kind of new to the process or things that can 117 00:10:22,580 --> 00:10:27,600 Kevin Mako: help kind of dip their toe in the water, let's say, of this process. Yeah. So the first thing I 118 00:10:27,600 --> 00:10:32,300 Taylor Frame: will say is you want to keep it simple. There are so many people that overcomplicate this. And 119 00:10:32,300 --> 00:10:36,580 Taylor Frame: the reason they overcomplicate it is they want you to hire them. You need to keep things simple at the 120 00:10:36,580 --> 00:10:42,660 Taylor Frame: beginning. So your content, you need to clearly articulate like you would to a friend at a coffee shop. 121 00:10:43,040 --> 00:10:46,940 Taylor Frame: You have a problem. My product helps you solve that problem in here. 122 00:10:46,960 --> 00:10:51,960 Taylor Frame: why. And here's how it does it. It needs to be conversational. So that's the first 123 00:10:51,960 --> 00:10:58,820 Taylor Frame: tip. Realize that there's a person on the other end of that content that has the same experience as you do 124 00:10:58,820 --> 00:11:03,840 Taylor Frame: and you just need to speak to them like you would speak to your friend at a coffee shop. Second piece 125 00:11:03,840 --> 00:11:10,780 Taylor Frame: is if you are doing paid ads or you are doing organic, keep it simple at the beginning. Do broad 126 00:11:10,780 --> 00:11:16,940 Taylor Frame: targeting, create some great content, and then test your first two or three pieces of content. 127 00:11:16,960 --> 00:11:22,000 Taylor Frame: content probably aren't going to work. But those tests influence what you need to change. 128 00:11:22,800 --> 00:11:29,340 Taylor Frame: So we, with our brands, will test anywhere from three to four pieces of content every week and a half. 129 00:11:29,640 --> 00:11:34,640 Taylor Frame: And those pieces of content have different hooks. They have different problems they solve. They have 130 00:11:34,640 --> 00:11:40,480 Taylor Frame: different promises. It's all built in, right? So you have to test. Even us with millions of dollars 131 00:11:40,480 --> 00:11:46,000 Taylor Frame: of ad experience and so many up at bats, we have to test for every single brand. Okay, so step one, 132 00:11:46,000 --> 00:11:51,560 Taylor Frame: keep it simple. Get a really good value prop. Test the value prop. And then three, 133 00:11:52,000 --> 00:11:58,930 Taylor Frame: on the website, answer the questions. More is better in terms of information. If you've got a small 134 00:11:58,930 --> 00:12:04,990 Taylor Frame: product description that's like handcrafted in Malaysia and solves this problem, that's not enough. 135 00:12:05,610 --> 00:12:10,490 Taylor Frame: You've got to go and do tons of detail around this product because consumers are more educated than 136 00:12:10,490 --> 00:12:15,350 Kevin Mako: they've ever been. And once they're on the site, they're willing to spend the time. They're either going 137 00:12:15,350 --> 00:12:20,070 Kevin Mako: to buy or leave, but the reality is the more information you can get them, the higher 138 00:12:20,070 --> 00:12:24,150 Kevin Mako: the probability you're going to convince them. Maybe not on the first or second or third thing 139 00:12:24,150 --> 00:12:27,990 Kevin Mako: they read, but it might be the fourth thing, that that hits whatever the corridors that they were 140 00:12:27,990 --> 00:12:34,230 Kevin Mako: particularly looking for or the validation point they needed or just the right combination of things 141 00:12:34,230 --> 00:12:39,170 Kevin Mako: that they finally said by the time they've read and read and read, aha, that's the one I'm finally ready 142 00:12:39,170 --> 00:12:43,910 Taylor Frame: to make a buying decision. Yeah, totally. And there needs to be a lot of content around that. 143 00:12:43,910 --> 00:12:47,410 Taylor Frame: I'll go to sites that have innovative products and they'll have like three pictures. 144 00:12:47,990 --> 00:12:54,270 Taylor Frame: They look like stock images that they pulled off of like a Google Drive. Tell the story. Record some 145 00:12:54,270 --> 00:12:59,910 Taylor Frame: videos. Do some selfie cam. Like get some information around this product. Show your consumers how it 146 00:12:59,910 --> 00:13:06,630 Taylor Frame: works. The ability to create content, we all have our phones in our pocket that shoot in 4K. So the ability 147 00:13:06,630 --> 00:13:12,070 Taylor Frame: that like I said at the beginning, the barriers to entry are the lowest they've ever been. You just have to 148 00:13:12,070 --> 00:13:16,680 Kevin Mako: take action. It's interesting when you mentioned about the phone too because I find that more 149 00:13:16,680 --> 00:13:21,840 Kevin Mako: than ever, especially with new and emerging brands, people almost appreciate that more than having 150 00:13:21,840 --> 00:13:26,820 Kevin Mako: some stuffy corporate brand that has every single piece perfect. So if you've got a video you 151 00:13:26,820 --> 00:13:33,280 Kevin Mako: recorded of yourself using the product on your phone as the founder, people love it. Because 152 00:13:33,280 --> 00:13:37,200 Kevin Mako: you know what? They don't see that when they go onto the big corporate's website. So the authenticity 153 00:13:37,200 --> 00:13:42,240 Kevin Mako: comes through. That authenticity, at least in today's era, really. 154 00:13:42,260 --> 00:13:46,840 Kevin Mako: sells product as opposed to, you know, we don't know what the future holds. And we know in the past 155 00:13:46,840 --> 00:13:51,200 Kevin Mako: there's been times where corporate trust has been incredibly high and people trusted startups 156 00:13:51,200 --> 00:13:56,560 Kevin Mako: potentially lower. But we know that as of right now, people trust startups immensely. It's a hot 157 00:13:56,560 --> 00:14:02,560 Kevin Mako: topic. People want to see that young, energetic emerge product. And as long as you can validate it and 158 00:14:02,560 --> 00:14:07,560 Kevin Mako: they can trust and believe in what you are saying in terms of your brand promise and the product 159 00:14:07,560 --> 00:14:12,240 Kevin Mako: promise and the value, as long as they trust that, they're going to want to buy from you over the 160 00:14:12,260 --> 00:14:16,080 Kevin Mako: companies that are potentially a lot bigger than you that you are maybe originally afraid of 161 00:14:16,080 --> 00:14:20,380 Kevin Mako: competing against. You've got to make your competitive advantage. So you utilize that competitive 162 00:14:20,380 --> 00:14:25,820 Taylor Frame: advantage, especially as a new emerging brand. 100%, Kevin, like you nailed it right on the head. 163 00:14:26,460 --> 00:14:31,160 Taylor Frame: And so this is exactly what we do here at Focus Funnels is we help people solve this equation. 164 00:14:31,760 --> 00:14:37,100 Taylor Frame: So we have a full content shop. We can help you build the content and the creative and the copywriting 165 00:14:37,100 --> 00:14:42,060 Taylor Frame: that's going to get your vision properly in front of people, right? We have the whole 166 00:14:42,060 --> 00:14:47,900 Taylor Frame: media buying team, whether it's meta, which is Facebook and Instagram, Google, YouTube, 167 00:14:48,540 --> 00:14:54,340 Taylor Frame: Pinterest, TikTok. We're absolute experts on all those platforms. We've literally spent millions and 168 00:14:54,340 --> 00:14:59,780 Taylor Frame: millions of dollars on those. And then all the way down to the product page or the landing page, 169 00:15:00,140 --> 00:15:06,160 Taylor Frame: we build all that out, helping create that authenticity and that trust. And so when people 170 00:15:06,160 --> 00:15:11,720 Taylor Frame: come to this thing, if this is so overwhelming for you, we can help you build out that entire customer 171 00:15:11,720 --> 00:15:16,910 Taylor Frame: journey and that's really where our expertise comes in. Can you give everyone the website 172 00:15:16,910 --> 00:15:20,870 Kevin Mako: of where they can find out to learn more about the services you offer in case they're looking 173 00:15:20,870 --> 00:15:25,870 Kevin Mako: to hire an agency and work with somebody like you to develop this thing out? Yeah, I love that. So 174 00:15:25,870 --> 00:15:35,300 Taylor Frame: it's FocusFunnels.com. FocusFunnels and Funnels has an S on it. FocusFunnels.com. And on that site, 175 00:15:35,300 --> 00:15:40,360 Taylor Frame: we have a ton of information about what we do. You've got customer reviews. We even have a little small 176 00:15:40,360 --> 00:15:45,620 Taylor Frame: podcast where we feature some of our customers, some of our case studies on there. And then 177 00:15:45,620 --> 00:15:50,440 Taylor Frame: last thing I'll say is, anybody that's interested, book a call with my team, because we will add 178 00:15:50,440 --> 00:15:58,840 Taylor Frame: serious value, even if you don't work with us. We are very honest and open with our leads being like, 179 00:15:58,840 --> 00:16:04,220 Taylor Frame: hey, you're ready for us. Or you know what? You should do things organically for a little bit before you 180 00:16:04,220 --> 00:16:09,920 Taylor Frame: engage with us. So we're not here just trying to get that sale at any cost necessary. We really 181 00:16:09,920 --> 00:16:14,880 Taylor Frame: think about what is best for the consumer and the customer. And we put that first in our sales 182 00:16:14,880 --> 00:16:19,860 Taylor Frame: process. So feel free to book a time and we'll chat with you. Taylor, that's much appreciated. And as 183 00:16:19,860 --> 00:16:23,400 Kevin Mako: always, I will put the links below for anyone who wants to just click through. They can click through 184 00:16:23,400 --> 00:16:28,500 Kevin Mako: to Focus Funnels and learn more. Taylor, much appreciated for your words of wisdom today on the show, 185 00:16:28,620 --> 00:16:35,220 Kevin Mako: showing people how you can go from that idea, that manufactured product, and then into actual sales 186 00:16:35,220 --> 00:16:39,740 Kevin Mako: himself directly on your own website, directly to your end customers. Love it. Thank you. 187 00:16:39,920 --> 00:16:41,020 Kevin Mako: Thanks, Taylor. Take care. 188 00:16:42,840 --> 00:16:46,420 Kevin Mako: Thanks for tuning in to this episode of the Product Startup Podcast. 189 00:16:46,960 --> 00:16:51,940 Kevin Mako: If you found some value in the show, please do us a huge favor and hit the like button and subscribe. 190 00:16:52,540 --> 00:16:58,340 Kevin Mako: If you have any questions, guest suggestions, or anything else, feel free to reach out to us anytime at our email, 191 00:16:58,660 --> 00:17:05,880 Kevin Mako: podcast at MakoDesign.com. This show is hosted by Kevin Mako, North America's leading expert on product 192 00:17:05,880 --> 00:17:11,120 Kevin Mako: development for hardware startups. And the podcast is produced by Mako Design, the original 193 00:17:11,140 --> 00:17:15,980 Kevin Mako: firm providing end-to-end consumer product development services tailored specifically to hardware 194 00:17:15,980 --> 00:17:23,080 Kevin Mako: startups, small manufacturers, and inventors. Take your product from idea to store shelves at MakoDesign.com. 195 00:17:23,220 --> 00:17:28,600 Kevin Mako: That's M-A-K-O-Design.com. Thanks for joining and see you again soon.