15. What Chanel Knew About Differentiation Business Strategy That Most People Are Still Getting Wrong

Your differentiation business strategy is not failing because you do not know your edge. It is failing because you are protecting it. And I see it happen in real time, every week.

"This makes me feel a bit sick."

That was the message a client sent into our Calibration Mastermind Telegram group last night with a piece of content attached. I replied in capitals. "POST IT NOW."

It was the most honest thing she had written in months.

The thing that makes your stomach drop when you say it out loud is almost always the thing your best clients are quietly looking for. I call it your wild card. The capability so specific to you it cannot be replicated. The thing people compliment you on but you brush off because it feels too obvious, too easy, or too you.

I have spent years working with female founders building premium businesses, and the same pattern keeps repeating. The women I work with do not have a visibility problem. They have a protection problem. They are sitting on something so sharp, so specific, so impossible to replicate, that it would make them irreplaceable the moment they fully named it.

But they will not name it. They soften it. They dress it down. They translate it into something more palatable. And then they wonder why their content sounds like everyone else's.

This is the conversation nobody is having about premium positioning, and it is the one I want to have with you today.
 

What Is A Wild Card And Why It Is The Foundation Of A Strong Differentiation Business Strategy

A wild card is not a niche. It is not a methodology. It is not a clever Instagram bio or a punchy tagline you workshopped on a Sunday afternoon.

A wild card is the capability so specific to you it cannot be replicated. It is the thing people compliment you on but you brush off because it feels obvious. It is the thing that makes a client say "I do not know how she did that, but it is incredible."

It is the unfair advantage you have been pretending is normal.

And almost every female founder I work with is hiding hers. Softening it. Dressing it up in language that sounds more professional, more relatable, or more like the people she admires in her industry.

Your wild card is the thing your differentiation business strategy is supposed to be built on. Not the other way around. You do not pick a strategy and then squeeze yourself into it. You name the thing only you can do, and you build the strategy around protecting that signal.

When I work with a client on her positioning, the first question I ask is not "what do you want to be known for." It is "what do people already know you for that you keep dismissing." That answer is the wild card. That answer is the foundation. Everything else is decoration.

The reason most differentiation strategy work fails is because it skips this step. It goes straight to messaging frameworks, content pillars, and offer suites without ever naming the 1 thing that makes the whole thing work. You can have the prettiest brand in the world and still sound like everyone else if you have not named your wild card.

 

The Real Reason You Are Hiding Your Wild Card

If you never fully say the thing, nobody can judge it. Nobody can tell you it is not as good as you think it is. The potential stays alive in your head, untouched and unproven.

This is the subconscious logic running underneath every woman who knows she has an edge but cannot bring herself to fully play it. It is not laziness. It is not a lack of clarity. It is protection.

Because the moment you name your wild card publicly, you have to back it. You have to deliver against it. You have to risk somebody saying "actually, she is not that good." And for most women, that risk feels bigger than the cost of staying quiet.

So we hedge. We post the diluted version. We give 70% of the take instead of 100%. We soften the spicy thing so it lands gently. And we tell ourselves it is because we are being strategic, when really we are being scared.

I have done this. I built a multi 6 figure business while actively hiding the sharpest part of what I do. I told myself my edge was that I worked hard. That I cared more. That I was more thorough than the next person. All of which were true, and none of which were the actual thing.

The actual thing was sharper, more specific, and much more uncomfortable to say out loud. And when I finally said it, two things happened at once. Some people left. And the right people came so much closer.

That is the trade you are avoiding. And it is the exact trade every strong differentiation strategy is built on.
 

What Chanel Understood About Luxury Brand Strategy That Most Female Founders Are Still Getting Wrong

If you study luxury brand strategies, you will notice something quickly. The luxury brands that have lasted decades did not get there by appealing to everyone. They got there by being absolutely uncompromising about who they were and who they were for.

Take Chanel. Coco Chanel did not build the most enduring fashion house in history by softening her point of view. She built it by holding a perspective so specific, so unmistakeable, that the entire brand became an extension of her conviction. She did not chase the customer. The customer chased her.

That is what real premium positioning looks like. It is not about being the most expensive option in the room. It is about being the most specific. The most unmistakeable. The most willing to lose the wrong customer to keep the right one.

Most female founders are doing the opposite. They are trying to build premium businesses with mass market behaviour. They are softening their point of view, broadening their messaging, and adding more options to the menu in case somebody does not like the original. Then they wonder why their business feels generic.

You cannot build a premium business on a foundation of palatability. You build it on a foundation of conviction. Conviction about who you are, what you do, and who you do it for. And conviction is impossible if you are still hiding your wild card.

The Chanel principle is this. Decide what you stand for, say it clearly, and let the wrong people leave. That is the entire game. Everything else is execution.

When you apply this to your own work, the question is not "how do I attract more people." The question is "how do I attract the right people more powerfully." And the answer is always the same. You name the thing nobody else is saying. You stand behind it. And you let your differentiation business strategy do the filtering work for you.

 

The 3 Part Shift To Play Your Wild Card Without Becoming Aggressive Or Performative

There is a difference between a spicy hot take and a wild card, and most women get this wrong. A hot take is reactive. It is loud. It is designed to provoke. A wild card is quiet, certain, and unbothered. It does not need to fight for attention because it cannot be argued with. It just is.

Playing your wild card is not about becoming louder. It is about becoming more specific.

The first shift is recognition. You have to name your wild card before you can play it. Make a list of every compliment you have brushed off in the last 12 months. Every "how do you do that" you have deflected. Every piece of feedback that felt too generous to accept. Your wild card is sitting somewhere in that list.

The second shift is permission. You have to give yourself permission to say the thing without softening it. No qualifiers. No "I think." No "this might just be me." Just the thing, stated clearly, in your own voice.

The third shift is repetition. You have to say it more than once. You have to say it until it feels boring to you, because that is roughly the point at which your audience is just starting to hear it. Most women stop saying their wild card the moment it starts working, because it feels too much. That is exactly when you double down.

This is what changes everything. Not a new offer. Not a rebrand. Not a content overhaul. A wild card, named clearly, played consistently, and protected fiercely.

That is the differentiation work nobody talks about. And it is the work that built every premium brand you admire.

 

Key Takeaways

  • Your differentiation business strategy is not failing because you do not know your edge. It is failing because you are protecting it on purpose. Naming your wild card is the first move.

  • A wild card is the capability so specific to you it cannot be replicated. It is the foundation of premium positioning and the thing your best clients are quietly looking for.

  • Luxury brand strategy has never been about being the most expensive. It is about being the most specific and the most willing to lose the wrong customer to keep the right one.

  • Playing your wild card requires 3 shifts. Recognition, permission, and repetition. Most women stop the moment it starts working, which is exactly when you double down.
     

FAQ

What is a differentiation business strategy and why does it matter?

A differentiation business strategy is how you position your business around a capability so specific to you it cannot be replicated. Rachel calls this your wild card. It matters because without it, your business sounds like every other option in your market, and you end up competing on price, availability, or volume instead of conviction. For female founders building premium businesses, naming and protecting your wild card is what allows you to charge premium prices, attract aligned clients, and stop softening your point of view to feel safer.

 

What does differentiation strategy mean in business?

In business, a differentiation strategy means deliberately positioning your brand around a perspective, capability, or quality that the wrong customers will reject and the right ones will pay a premium for. It is not about being better than competitors on the same axis. It is about playing a different game entirely. The strongest differentiation strategies are built on conviction, not comparison. You decide what you stand for, you say it clearly, and you let the wrong people leave. That filtering is what creates premium positioning and category leadership over time.

 

What is an example of a differentiation strategy?

Chanel is one of the clearest examples of a differentiation strategy done well. Coco Chanel did not build the most enduring fashion house in history by appealing to everyone. She built it by holding a point of view so specific and uncompromising that the entire brand became an extension of her conviction. She did not chase the customer, the customer chased her. That is the principle behind every strong luxury brand strategy. You name the thing only you can do, you stand behind it without softening, and you let your differentiation do the filtering work for you.

 

Transcript

[00:00:00] If you never fully play your wild card, you can never be wrong about it. Nobody can judge it, nobody can tell you that it's not as good as you think it is, and by keeping it hidden, you keep that potential alive. This is the quiet flaw in your differentiation business strategy. So you can tell yourself, "I am going to be a seven-figure business owner," or, "I am going to be in Forbes," or whatever is in your mind about the thing that you see is in your future.

[00:00:25] You are holding that potential alive because it's linked to this wild card that you're protecting so tightly. If you protect it and you keep it hidden, then nobody can tell you different, and therefore that potential is still there. So hiding it feels like the strategy. It feels like you are protecting your best asset.

[00:00:45] But what you're really doing is killing that potential. Welcome to Rich Work, the podcast for established female entrepreneurs ready to turn their expertise into premium clients and consistent high-ticket revenue. I'm Rachel Pearson, global brand and business strategist, skincare obsessed, and always distracted by booking the next mini break.

[00:01:06] Here, you'll learn how to position like a luxury brand, attract clients who love to invest, and build wealth that lasts so you can create the business and life you want, not someone else's version of success. This is where premium positioning and building wealth meet for women who are rewriting the rules.

[00:01:25] Let's get into it. You are sat on a wild card, and that feels the riskiest thing to you. In today's episode, we are talking about what genuinely makes you irreplaceable to your clients in this category of one world that we are living in. You are irreplaceable, and why you are hiding it is not because you don't know it.

[00:01:48] As I talk through this episode, I can imagine you're going to feel this pit in your stomach where you go, "Oh, she sees it. She knows it." You're going to feel almost like this ball of energy that you want to protect, like this little burning ball of fire. That is the thing that is going to come alive as you listen to this episode, and you're going to want to push it down.

[00:02:14] This is why you have the opportunity to change it. This is where you get to be seen because you have something which is what I call your wild card, and you have never fully played it. You will never fully play it unless you shift from wanting to protect it. What is happening by you protecting this wild card is that you are keeping it hidden, and that hidden quality is the missing piece in your differentiation business strategy.

[00:02:40] This is your edge. This is the thing where people go, "How did you do that? I don't know how you did that, but it is incredible." This episode is where we go into what that wild card is, why you are sat on it, and what it is costing you to keep it hidden so that once and for all, you shift it. So stay with me, dive into the prompts at the end in the show notes so that you can get clear and confront what your wild card is and how to make it true and visible for you, as a core part of your differentiation business strategy.

What a Wild Card Actually Is in Premium Positioning

[00:03:12] Let's start with this definition, because this isn't about your niche or showing your methodology or even about your offer or what you call yourself. Your wild card is a thing that is so specific to you that it cannot be replicated. It is the engine of any real differentiation strategy. It's not what you do, and this is where people get quite hung up on it because they think, "Well, I have to put myself into this box. I have to label it like this. I have to write it this way, so I can put it in my Instagram bio."

[00:03:34] It's not that. What I'm talking about is the quality or capability that makes people say, "There is no one else like her." This is the heart of premium positioning.

How Chanel Built an Irreplaceable Brand on a Single Point of View

[00:04:01] I come from a background of working in luxury and advising luxury brands, and when marketing these brands, this is what they have built on. Even when we think about product-based brands like Chanel, those brands didn't become irreplaceable by doing what everybody else was doing and doing it better. When Chanel started the brand, she committed to a point of view that was so specific it could not be replicated. How women's workwear changed, that is what she brought.

[00:04:23] If you haven't listened to that episode on The Business Silhouette, then I suggest diving back into that and listening to this episode straight after. Luxury brand strategy at its core is not about broad appeal. It is about being deep, and specifically deeper on who you are, who you are not for, and what you do that is your edge. This is where the wild card comes in, and it is the same principle that drives any strong differentiation business strategy.

The Wild Card I Hid for Years in My Own Business

[00:04:44] For me, my wild card is I can see the exact problem in a business without being given tons of context. I can walk into a conversation, and within minutes, I've named the thing that has been invisible to the person living inside of it. Not totally invisible to them because they know, but they don't want to see it because they don't know how to articulate it.

[00:05:10] They haven't been able to put their finger on it and be sharp about it, and so therefore, they hold onto it. They hide away. I can go in, and I see straight away the very nuanced gap that is keeping them plateaued at a revenue level or a pattern or a team level, and then we shift everything around it. That gap is almost always sitting inside their differentiation strategy.

[00:05:34] Now, that's not just how I've been trained. I do have a background in marketing. I do understand business, and I have been around people that run very successful businesses. But I was doing this work when I was new, when I did not know anything, when I was a graduate, when I went straight into business having done an English degree. It's why I got promoted so quickly because this is my thing from the very beginning.

[00:05:56] I was always parachuted in to save accounts when I was in advertising that were bombing, that clients were unhappy about, accounts that needed to be turned around quickly. For a long time, I said to myself that my thing was because I worked so fast. I was fast at producing. I could turn things around very quickly. I could make something that felt like a disaster zone quickly turn into the highest performing account.

[00:06:19] For years, I told myself the story that I'm a quick worker, I'm a hard worker, I get shit done. Holy moly, was I hiding and holding back on what I am genuinely good at. I was keeping myself in a loop for so long to work hard to keep proving myself, because I kept on saying, "Well, that's my thing. That's what I do."

[00:06:48] My thing is that I work hard, and guess what? That very quickly leads to burnout. My thing is not that I work hard. I do work hard, but that's because I love my business. My thing is that I am wired to see these gaps, which means that transformation happens rapidly, whether that is in a big business when I worked in corporate or with the clients that I work with now. This is the foundation of my own differentiation business strategy.

[00:07:15] Even in my personal experience, my wild card, I didn't own it for years. I still built a multi-six-figure business of not owning it, but it felt much, much harder because I framed that as something that I do, that I create, that I produce, part of the service, part of the process, and I softened it. I didn't want to articulate what I am exceptional at, and that softening was quietly eroding my premium positioning.

When My Clients Hit Record Months and My Revenue Dropped

[00:07:41] There was a time, about a year ago, maybe 18 months ago, where it really came to the forefront. I was working with clients where they were having insane results. They were having their highest month in business the first month they were working with me, having been in business for five years. This happened repeatedly. It became a pattern.

[00:08:06] I was exhausted, and my own revenue was starting to drop at the time that my clients were having their highest revenue. Now, this isn't a message of, "Oh, because my clients are making this money, I should be making this money." I work with clients who make a lot more money than I bring into my business currently. That's not a challenge. That's not an issue.

[00:08:35] But I really started to feel the gap in how I was showing up for myself and showing up in my business, and that I was just working harder and harder to keep up this momentum, to keep up with this status and level of client I was working with. That's not what they wanted from me. They weren't putting any pressure on me.

[00:08:58] Their expectation wasn't that they were in my DMs saying, "Why haven't you looked at this piece of content? Why haven't you done that?" I didn't hear from them for sometimes days on end. This was on me. I was feeling that discomfort of if I'm not producing enough, then I'm not successful enough, and that was holding me back from how I was showing up, which then impacted my revenue.

[00:09:23] That was when I was like, "Rachel, this is not it. This is not a strategy problem. This is not a sales problem. I know how to sell. I know how to create content. I know how to run a business. This is not that. So what is going on here? What's the deeper level that's going on here?" I looked across the work that I was doing with clients, and I challenged myself to look at where am I making this small? It came back to my differentiation business strategy and the fact that I was hiding its sharpest edge.

[00:09:48] Where am I making it easy for myself to dismiss this as something that I do, rather than something that is exceptional and my edge? It was uncomfortable, and this is where I do want to recognise what is going on internally at this stage if you are feeling this and resonating with it.

Why You Protect Your Wild Card and What It Costs You

[00:10:10] If you never fully play your wild card, you can never be wrong about it. Nobody can judge it. Nobody can tell you that it's not as good as you think it is. By keeping it hidden, you keep that potential alive. So you can tell yourself, "I am going to be a seven-figure business owner," or, "I am going to be in Forbes," or whatever is in your mind about the thing that you see is in your future.

[00:10:35] You are holding that potential alive because it's linked to this wild card that you're protecting so tightly. If you protect it and you keep it hidden, then nobody can tell you different, and therefore that potential is still there. So hiding it feels like the strategy. It feels like you are protecting your best asset, but what you're doing is killing that potential and dismantling your differentiation strategy in the process.

[00:10:59] It's not alive. It's alive in your mind, but you know what's also highly alive? Your frustration, your anger that comes through when you say, "Why is that happening for that person over there? I know that I'm capable of that." You're not doing it out of bitterness. You are happy for whatever is going on, whatever somebody else is celebrating.

[00:11:23] But it is that anger with yourself of, "Why am I not being as big as I know that I can be? Why am I keeping myself smaller?" Then it feels harder, right? This is the loop we get into. It feels harder to then go out and play the wild card because you feel, "Well, if I play the wild card and I already feel in this place where everything feels quite fragile and I'm frustrated with myself, and I play that wild card, and then it doesn't work, it doesn't come out how I think it will or I want it to be, then what then? What do I have to play?"

[00:11:53] This is where you are doing yourself such a disservice because you are saying that your wild card is one and done. Let me bring this reality to you. In your beautiful subconscious, you are protecting yourself, keeping that wild card hidden because you have convinced yourself on the logic that once you say this thing, that's it, you're done.

[00:12:22] There's nothing more for you to give. You talk about this wild card that you have, and people don't respond to it. Ah, that's it. Got nowhere else to go then. Is that you? No. Heck no. You are somebody who is constantly evolving. You push things. You live to that edge. You're curious and looking for how you can become better, leaning into self-development, into realising your potential.

[00:12:53] That is who you are at the core, but you're treating this wild card like that's not part of who you get to be. It's like that's the thing which doesn't get to evolve with you. I hear it, right? I've just gone through my own experience with this and how hard it can be to let that protection go. But do you really want to be the person that sits and lives in indecision, in the what if, in the story of your potential rather than the reality and the lived experience and the beautiful messiness of letting that expand, letting that wild card expand with your work, with who you are? That expansion is what carries your differentiation business strategy into its next level.

How Diluting Your Edge Quietly Kills Premium Positioning

[00:13:35] When you are diluting yourself in this way, it is the most dangerous place to be in for your business, for your revenue, but for your self-expression, and it can be very subtle. You might be listening to this thinking, "I am convicted in what I do, and I do talk about my point of difference." But are you sanding down those edges a bit?

[00:13:56] Are you trying to make it sound more palatable, more familiar, more like what you think your industry wants to hear? I know from my work in luxury brand strategy that this is the thing that kills premium positioning faster than anything else. The moment that a brand starts chasing that broad appeal, often in luxury it's making the logo bigger, dropping the price point slightly, collaborating with the mass market, it loses the thing that makes that brand desirable.

[00:14:30] I am going through this at the time of recording this podcast episode. You're feeling it raw probably in how I'm talking about it. I'm going through this myself at the moment on another level, right? I'm playing my wild card, been doing it now for the last year, and then there's an expansion. It's expanded over time, but there is a deepening that's happening right now that's very real for me, and I'm sharing quite vulnerably on the podcast that my wild card is now moving into areas that I know I've been softening.

[00:15:00] One of those is how relentless I am, and I've spoken about this in other podcast episodes, but I still realise that I'm softening how much I dedicate to my business, to my service to clients, to what I believe in, to how I think that you have to be fully committed. We have this phrase all in, and I don't think a lot of people live it because effortless sells, right?

[00:15:33] Particularly in the coaching space, that's what everyone wants to show you, how easy it can be. I leant out of that. I leant out of the, no, I do believe that you have to work hard. I do believe that it does take hustle. I do believe that there are going to be late nights. I stayed up till 2:00 AM the other day working on one of my funnels in the back end of my business.

[00:15:56] I had to be up at 5:30 to get my kids ready. That's not every night, but it's the reality. That's the choice I make. Those are the things that I do believe you have to have in place sometimes to build the bigness of what I believe you can build. In softening what I believe in, I hid the things that do make me irreplaceable, that edge of my business knowledge, the sharpness of how commercial I am, my drive. That softening was quietly weakening my whole differentiation business strategy.

[00:16:29] The fact that I work with this kind of intensity that most people can find uncomfortable is exactly why clients come in and work with me who feel activated by that. I have been making myself look more like everyone else, even though I have been playing my wild card. That's not happening anymore. This is where your wild card gets to evolve with who you are as well.

Why Your Wild Card Is Not a Spicy Hot Take

[00:16:51] There is an important distinction in how I am bringing this forward and what I think enables your wild card to land with your clients without becoming a spicy hot take opinion. There is a lot of noise overall right now. I've spoken in previous episodes about the volume of content and information we have access to, and what is coming through more and more is that because people are trying to differentiate in what they say, these spicy takes become contrarian.

[00:17:46] I think a lot of women may hear this phrase, play your wild card, and think that means being provocative. That's not what I mean. Your wild card is uncomfortable, not because of how you say it, but because of what it names. When I tell a client that I can see exactly what is going [00:18:00] on with their positioning within ten minutes of talking to them, that's not a hot take. That's me being sharp. The reason it's uncomfortable is because I hold up to them, I reflect back to them, the thing that they have not wanted to see because, again, they're not playing their wild card.

[00:18:22] It names a thing that they already know, but they're not saying out loud. I don't need to go out and say that in an aggressive way, in a way that's not my natural voice. My natural voice is my natural voice. For you, that might look different. For you, it might be very spicy. That might be natural for you. But the point I'm making here is that the wild card is in what you're playing. It's not how you have to say it. This is the part of differentiation business strategy that people miss most often.

[00:18:43] This is what luxury brand strategy does so well. It is not always the loudest. It simply is what it is so completely, so consistently to the right person that they recognise it immediately. This is what your clients want too. They don't need somebody who's going to start sounding like everyone else's hot take. They want somebody who cuts through that noise and names the actual problem so directly in such plain language that it is the thing that feels the most contrary and most provocative thing that you could say.

[00:19:29] If you are listening to this and recognising that you have been playing the safe version, showing up in a way that is palatable rather than in a specific sharp way, on June the 12th, I am running an intimate mastermind day into evening private dining event where together in the room we are looking at what makes you irreplaceable.

[00:19:49] It is designed for women who are ready to stop softening the thing that makes them unmatched. There are limited spaces left. We are directly in Central London for the whole afternoon into a beautiful private dining experience. Masterminding with me, I have an incredible speaker who's coming in as well to talk about how to make yourself unmatched in your sales approach. The link is in the show notes to find out more.

How a Diluted Wild Card Repels the Right Clients

[00:20:12] When you are diluting your wild card, you don't just attract the wrong clients, you repel the right ones. The right client is the one who needs exactly what you are, is looking for that sharp, fully expressed version of you, and when she finds that softened version, she thinks, "This isn't quite right. This is not who I move with."

[00:20:33] She sometimes can't put her finger on it, but the reason is that you've presented a version of yourself that is designed to be acceptable. She needed a version that is only right for her. This is the heart of a strong differentiation strategy and the reason premium positioning lives or dies on specificity.

3 Steps to Play Your Wild Card Fully

[00:21:00] So what does playing your wild card actually look like in your differentiation business strategy? Firstly, name it. Not the version that you think is going to become your new Instagram bio or your new title, or you're going to do a pinned post on it. I want the real version, the thing that when you say it out loud makes you feel slightly sick. That's usually the one.

[00:21:03] I had a client yesterday who is in Calibration Mastermind that put into Telegram a piece of content and said, "It makes me feel a bit sick." I said, in capitals, "Post it now." It was the most honest way I'd seen her write.

[00:21:25] Secondly, stop framing that edge that you've got around what you do and start owning it as who you are. There is a real difference between "I help you with your positioning," and "I see the gap in your positioning before you've even finished your first sentence." That's me, right? I don't just help you with your positioning, I see that gap straight away.

[00:21:51] The first one is a service, the second is my wild card. Thirdly, let it repel people, not because you are being aggressive or confrontational in a way that doesn't fit your natural tone, but play your wild card fully. Some people will find it too much, and that's exactly why it's a wild card. You don't play a wild card because you're playing it safe. You need to play the wild card to filter.

Why Specific Magnetism Beats Broad Appeal Every Time

[00:22:19] This is bringing forward a big part of the luxury brand strategy that the best houses in history have always used. It's not about being broad appeal, it is specific magnetism. The brand that tries to be for everyone becomes for nobody, whereas the right people will feel an immediate and specific recognition. "This is exactly what I need. You are exactly who I've been looking for." That is what makes you irreplaceable. It's not your methodology, it is your wild card, and it is the core of your differentiation business strategy.

[00:22:45] Here is what I want you to take from today's episode. Your wild card isn't a risk, hiding it is. The thing that you've been protecting, keeping hidden, softening, framing as a feature rather than your superpower, that's the thing your best clients are already looking for. Every time you present the safe version, you make yourself harder to find and harder to hire. Play the card.

[00:23:11] Next week we are going into how the clients you're currently tolerating are the ones who are costing you. It is a sharp episode, not just energetically, but also commercially. That is next week on Rich Work. Make sure that you go into the show notes to learn more about the June event and also to download the prompts that are going to help you do this wild card work for yourself.

[00:23:35] Thanks for listening, and I'll see you next week. Thanks for tuning in to Rich Work. I'd love it if you left a review. It helps other women to find us. In the meantime, follow me on Instagram, @rachelpearson.co, for a different take on premium positioning, one that's not about fitting a box. See you next week.