Marketing

The 5-10 Principle for Creating High Converting SaaS Lead Magnets

By | Growth Engine, Marketing, Startups | One Comment

The other day I had an old highschool friend invite me to a private facebook group for their network marketing product.

When I scanned the posts in the group, they were ALL promotional and salesy.

Nothing added value to their customers lives.

It was all about them.

Unfriend.

I have a real problem with any company that doesn’t think of helping their customers BEFORE they ask for a sale.

It just seems backwards.

But how do you do that? Read More

The Emotions To Nail When Creating a SaaS Lead Magnet

By | Community, Marketing, Startups | No Comments

If you want a good laugh, watch this week’s video.

There may be some singing / rapping in it (if you want to call it that).

What’s important though, are the lyrics.

“Nurture – nurture – nurture that lead!”

Even more important…

… how many leads are you generating per month?

If that number is 0, or not growing, then the business isn’t growing.

Period.

The best way to capture a visitor who’s on your site is to offer them valuable content… Read More

The Audience Triangle – 5 Stages of Customer Intent

By | Marketing, Sales, Strategy | No Comments

If I grabbed 100 people, and asked them how many needed to buy a pair of jeans – only 3 would raise their hands…

… but 7% would be “In Market” (the 2nd stage of the Audience Triangle) and will be buying soon.

What about the other 90%?

How do you speak to them?

That’s what I cover in this week’s video where I define the 5 stages and the different “buying intents” of each.

If you do this right, you can create marketing content that will take care of the market until they’re ready to buy.

Here’s how it works. Read More

The 3 Inputs to a Great Product Roadmap

By | Marketing, Startups, Strategy | No Comments

When I first built Clarity.fm, it wasn’t a marketplace.

It was a call list app.

The concept was that I could add anyone to my list, with phone number and description, then it would robo call each person, reading to me the name of the person and reason for the call.

In short…

I was building a productivity tool, NOT a marketplace.

A strategic “face palm” that would greatly handicap the business’ potential for growth. (#2 on my list of inputs to build great product).

Even after I held a 300 person launch event in my hometown of Moncton, I refused to build search into the product.

What I did instead was build a page that listed all of the experts who were available for a call.

Stupid.

It wasn’t until after months of getting emails to our support team that I realized we needed to add a search feature.

What happened next was the beginning of what made Clarity a huge success. Read More

5 Reasons Customers Churn (a.k.a Fire You) And What To Do About It

By | Marketing, Metrics, Startups | No Comments

What’s your churn?

If you don’t know this number, get it.

Better yet, do you know why they’re churning?

When I was building my company Flowtown, we had a 12% monthly churn.

Not good.

That meant that after only 8.3 months we had lost ALL of the customers we had worked so hard to attract & convert?

Just so you know, that makes for a HORRIBLE business.

Your goal should be 8% PER YEAR (for B2B SaaS)!

So if you’re bleeding customers, what do you do? Read More

7 Live Chat Steps for Startups To Increase Sales

By | Community, Marketing, Sales | 2 Comments

Can you explain your business to someone who’s outside your industry?

That’s been the benefit of having a father who has no clue what I’ve done for most of my career :).

It’s also helped me learn how to explain my company’s benefits to a new customer.

One way to do that in a scalable way is to use live chat on your business site.

A few months ago I was in the middle a of a big sales project and I had chat setup on the page.

After a few days, I finally decided to dive into the trenches.

The experience blew my mind. Read More

The 6 Secrets Of Repeat Business: How To Make More Sales Without Finding New Customers

By | Growth Engine, Marketing, Strategy | One Comment

The other day my furnace stopped working.

The issue is that my wife was trying to change the air filter.

Why?

Don’t ask (she just likes to do those kinds of things, and yes – I realize I’m the man of the house and I should be doing it, but I digress…)

After Renee’s noble attempt at performing advanced furnace surgery…

… we got stuck with a half-opened furnace, and no idea how to piece that sucker back together.

So I called my brother who built my house (he’s kind of a baller, check out his story).

He laughed and asked why the heck I was changing the filter myself?

Why didn’t I have the furnace guy do it? Read More

Don’t Let Your Marketing Get In The Way Of Attracting Bigger & Better Customers

By | Marketing, Sales, Strategy | 2 Comments

Are you proud of the work you do?

Are your customers demanding?

Is there enough revenue for you to do your best work?

When I first met Julie she was trying to stay afloat.

Her agency was doing $800K in revenue but she hated her job.

When I brought her team together, I could tell that everyone was super talented but there was no “energy” in their voices.

All I asked was “Are you able to do your best work?”…

… and everyone quickly said “No!”

So then I asked “What would it take for you to have the time & resources to do so?” Read More

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