 When starting off your business is very, very crucial for you to gain that initial momentum for you to be able to actually feel how it's like creating 10 orders at once or 20 orders at once because this allows you to work out your operations and allows you to actually see what would be potentially wrong. I'll give you an example. When we first started our Bulbasaur kit, that's the case study we created to showcase with you. Our idea was to create only 20 kits. Now, when we are actually going to produce it, we actually can only have enough ingredients to produce 10 kits. And all in all, it took us another extra week to get all the additional ingredients in because of our lack of, I guess, experience operating the business. And that's exactly what you need to be able to do is that now you're put to the test of creating orders for your friends and family, whether it be 10 friends and family or 20 friends and family in a short duration, a period of time, it allows you to work out your kinks. Also, you'd be surprised by how much and how supportive your friends and family are with your new venture. So definitely allow them to opportunity to help you out. And this group can be anyone, it could be your closest colleagues, it could be your classmates, or it could be the initial client avatar group that you use to test out this whole process in module one, lesson six. And it doesn't have to be a big group. Ideally, 10 to 20 people is our recommended amount of people because when they start to follow and like you, when they, when you start to create your process, you don't want it to max out to 30 people, or if it's only four or five people, it's within your comfort zone. So we want to be able to help you stretch your comfort zone, but not to that extent yet before you take additional orders from the public. Now, the two areas of focus when talking to your friends and family, and the two asks, okay, first is your final product hero or your hero product. And lastly, it is your Instagram, your account. So first, the hero products, right? So as a quick refresher in module one, lesson six, we talked about testing your product with a group of people. And at that stage, you only had that final recipe for your food product. We didn't focus on packaging, we didn't focus on the experience, we didn't focus on the designs. Whereas right now, you should have everything completed. This is your final, final product as if someone were to purchase from you. So this is what you're going to be showcasing to them. It's a good time to retest with this group because they've given you the feedback, they've given you what's good and what's not good. And now you tweaked it. Now you can get their final say about what they feel about your product. So it also allows you to be able live in making and fulfilling orders, get feedback on your final product. And this is all very, very key before you launch to the public. Because when you're launching to the public, you only have one chance, one chance to make an impression. Okay. And at this point in time, we're not telling you to make money or profit from your friends and family because you're actually getting feedback from them. You're actually getting very valuable insight with them. And that's the reason why I would calculate this and put this as part of your R&D costs, your research and development costs, you can sell the product to them at cost, tell them, hey, you know what, I just want to cover my costs. Can you help me out? Or if financially you're able to, then you should just give them the product, right? So then that way they feel happy. They feel like, Hey, you know what, in exchange for my time and my valuable insights, I get a free product to test out. So why not? Second area of focus is your Instagram account. We talk about instant proof all the time. And this is a great time to kickstart your Instagram account. Get them to follow, get them to like, get them to share your account with their friends and family. And it allows you to establish at least a kickstart and a small presence on your account before launching public, because you don't want people to see you with a zero followers, zero posts and zero likes. That's very, very, just doesn't look good on you. And that's the reason why just starting off small, it would be completely fine. You don't need thousands of followers for people to buy from you. And if only a couple hundred buy from you, you would already have a very, very sustainable business. Okay, now the five steps in reaching out to your friends and family. First, create a list. Second, is to select a platform for your communication. Third, create your copy. Fourth is the fulfillment details. And lastly, collect and organize all the responses. So then that way, you are ready to launch to the public. Now first step, create a list. And on a simple sheet, gather all your friends and families information. So then that way, it's so much easier for you to track everything. And as you can see right here on the on the graphic, put in their number, put in their name, put in their email address and delivery. What time are you going to deliver it to them? Or what time they're going to come and pick up? This is so much easier for you to track when you have everything in one place. And on top of that, if you have other partners who are operating your business with you, then you can tell them to fill in the same thing and to really be able to organize everyone you're reaching out to, because you're going to be gathering feedback from them. We don't want to send them feedback and not follow up with them. That's not a good practice. Okay. So that's the reason why having this list is very important. And once again, it's in the resources link down below so you can download it and use it to your advantage. Next up is to select your platform communication. Now for me, I prefer calling anytime, any day. I do not like to ask for a favor through either email or messaging because there's no personalization. There's no human to that, right? So especially when you're asking for a favor, definitely call your friends and family, catch up with them, and then you can ask them, hey, you know what? Do you remember last time you did the product testing for me? Hey, is it okay if I send you a new one, upgraded one? And I really want to be able to have your feedback because I value your opinion. That would be a really good segue into that because now that you're on the phone, it's so much easier to gauge whether they're even willing or wanting to help. Or if they're like, yo, I'm just so busy. I'm so sorry, I don't want to talk to you or something like that. Then you don't want to send them that message, right? Regardless of the fact, talking on the phone is always the best in my opinion, right? Also easier to give them context. If it's the first time you're reaching out to them, then tell them about your brand, tell them what you're trying to create, sell them on the vision and ask them for help. That's what you can do through phone. And that is something that is not able to replicate through either emails or text message, okay? You can follow up with a text message or an email after you have that phone conversation with them. And then what do you do? You create your copy. So for example, after you talk to them on the phone, you're like, Hey, and what, Wilson, I'm going to be sending you this, is that okay? And they said, yes, now it is time to create your copy. So then that way you can tell them exactly what you need them to do and clear instructions of how they can order, when they will be receiving their products, how they'll be receiving their products. So then, and what and where they can fill in their surveys for you, right? So these are all great informations with very, very clear instructions. So then that way nothing is going to fall through the cracks. And as you can see here, we already created a template of the copy that we wrote to reach out to our friends and family when we launched our Bulbasaur kit, which once again, is in the template down below, which you can download and use it to tweak to your own version. Also, when you're creating this copy, don't just copy and paste this, because this needs to be in your tone of voice, right? At the end of the day, be professional because you want your friends and family to feel and to understand that, Oh, you know what? He is not messing around or she's not messing around. She's taking it very, very seriously. However, at the same note, be yourself as well. Be authentic to how you talk in person professional, but be yourself because you don't want to lose that human touch to this whole experience. And again, if they say no to this, or if they continue to forget, don't be pushy, don't take it personal because everyone has their own battles that they're fighting with. So once again, they're doing you a favor, right? So it is not something that's mandatory. They don't owe you anything. So don't be pushy, even though they said yes and you emailed them a few times, they didn't respond. It's okay, right? Don't take it personally, right? Let them choose because whether they're comfortable or not, it is entirely up to them. Next up is after you talk about everything, the instructions, you need to have very, very clear call to action. What does that mean? That means what do you need from them? What action do you want them to do, right? Provide either your feedback through Google form or when do you need this item, everything by right? What do you want them to order from you? Everything that you need them to do, you need to be very explicit with your call to action because a lot of times people write a long email and you still don't know what you want them to do. We don't want that in this copy. We want to be very specific with what the call to action is. As you can see in the Bulbasaur kit email, you can once again go into the link, download it, and then use it to your advantage and tweak it to whatever way you shape or form that's suitable for your business. Now that they have got everything, right? It is time to plan out how you will fulfill all the products, whether it's delivery or pickup. Majority time I deliver all the kits to my friends and family mainly because they're doing me a favor. So why not? Also determine when you're going to be fulfilling the product. I would actually package and do all the delivery and fulfillment of the product on the same day because it really gives you a sense of, let's say if you get 10 orders that day, how it would it work and how would it feel driving around town or getting people to come and pick it up on a Sunday, right? You need to be able to have and be able to come out of your comfort zone. That's the reason why I want to be able to pull in all the orders for fulfillment in one or two days. Okay? Coordinate with which day works best for your friends and family. That's very, very important. Be able to work with their schedule. Once again, they're doing you a favor. Now it is time to collect and organize all your response. Okay? In the list below and in the link, you can actually download that document, use that document so then that way you can actually reach out to them after you have delivered the goods and after if the fact that they didn't respond after a week, then you know it is time to follow up. So then that way they don't forget.