Marketing

The 5 Secrets to Ensure Your User Conference Is a Smashing Success

By | Community, Events, Marketing | One Comment

Imagine taking the stage for the opening keynote of your own customer conference.

Hundreds (or even thousands) of your users in front of you.

Enjoying that super cool inflection point where you can literally see the community you’ve built right in front of your eyes…

And at the same time, unlock a hidden series of growth levers that your competitors (who shied away from the whole conference thing) will never have a chance to pull.

Pretty cool, right?

Here’s a short list of what a successful conference can do for your growth:   Read More

Recruiting Channel Partners? Here Are 5 Secrets to Help You Succeed

By | Community, Growth Engine, Marketing | No Comments

Leadpages used *this* strategy to scale their growth at a ridiculous rate.

So did my company Flowtown.

As well as a recent SaaS Academy client who hired an army of over two thousand “salesmen” to promote his accounting software… for free.

If you haven’t caught on…

We’re talking about strategic partnerships.

Partnerships are one of the fastest and most efficient ways of scaling your software business.

It’s essentially outsourcing your customer acquisition… and only paying a pre-negotiated  commission if the user converts.

Predictable acquisition costs? Read More

Tell Stories that Sell: the Best Customer Case Study Template

By | Growth Engine, Marketing, Startups | 6 Comments

Have you ever tried to collect a case study only to find yourself stumbling over the “ask” before mercifully aborting mission?

Yep.

Happens to just about every SaaS founder.

Even when we get epic results for our customers…

… asking for a case study turns otherwise confident SaaS founders into the chess club captain trying to ask the head cheerleader out to prom.

*awkwaaard*

But it doesn’t have to be. Read More

How to Build a Referral Program into Your SaaS Product

By | Growth Engine, Marketing, Startups | No Comments

“Help me. Help you.”

Nope…

Not talking about that epic one liner from Jerry Maguire.

I’m talking about the inner dialogue your customers experience whenever they try to refer your product to their tribe.

One of the EASIEST ways to acquire a new B2B Saas customer is to have your current users refer you at scale.

Just ask Dropbox 😉

Only problem is… most companies make that process painfully hard and complicated. Read More

The 5 Pages You Need (And The Questions They Answer) For Your Software Website

By | Growth Engine, Marketing, Startups | 4 Comments

Have you ever struggled with your marketing website?

Sure, they have templates and super slick WYSIWYG editors.

But that doesn’t deal with the hard part:

The content.

WTF do I put on those pages?

How do I turn lorem ipsum into monthly recurring revenue?

How many pages should I have on my site?

What should those pages be?…

I need a blog, right?… right?…. right?

(read below to find out) :p Read More

The Step-By-Step Guide To Creating A Webinar That Sells Software

By | Marketing, Sales, Startups | 3 Comments

What if you could get on a stage in front of an audience filled with your perfect customers and tell them about your software?

That’s what webinars are like.

In 2010 my buddy Lewis Howes stopped by our office in San Francisco preaching them as a sales tool, and that’s when I first got introduced to the power of leverage.

You get the opportunity to attract, teach and present an offer for your solution that will solve their problem…

And if you do it right, you can get them to pre-pay for years up-front in advance to help you fund future marketing initiatives to scale your startup.

That’s the promise I’m making in this week’s video.

Now, before you think I’m over hyping it… just think about it. Read More

Use This 4 Part Framework To Write Cold Emails That Actually Get a Response

By | Marketing, Sales, Startups | 7 Comments

Have you ever cold emailed the CEO of a public company?

When I was 18 I sent out 20.

I knew I needed advice to build my company, and figured they might have the answer…

… so I found the list of top tech CEO’s at the time, and sent them an email with a simple question:

Everyone argues that it’s who you know (network), what you know (education) and perseverance (not giving up) that are required to be successful.

If you had to pick just one of these three, which would it be?

That was it, very little context, super specific with an ask…

My favourite response was from Mark Cuban (this was 15 years before he ever invested in my company, and to this day I don’t think I’ve told him this :). Read More

Why Bootstrapped Founders Should Use These 5 Agreements To Scale Their Startup

By | Growth Engine, Marketing, Startups | 9 Comments

One of my favourite stories of a bootstrapped founder is Clay Collins.

He’s the creator of LeadPages.net, and when I first met him he was doing $100K+ a month in recurring revenue.

As someone who came from the online education space, he knew his customers intimately and was an incredible marketer.

I still remember our first conversation and the questions I was asking.

I couldn’t believe the level of growth he achieved in only a few short months.

What I learned that day was the foundation for what I now call the Scaling Credo.

It’s a simple list of 5 things, that if you agree to, can dramatically impact your business. Read More

3 Question Frameworks You NEED To Use For Product Development

By | Community, Marketing, Startups | 4 Comments

It’s 2011 and I’m pacing back and forth in a parking lot in LA.

I’m about to go on This Week in Startups to talk about Flowtown which had just been acquired, but I’m stressing out…

I’m on the phone with Sean Ellis – the creator of the Customer Development survey – walking through the customer feedback I’m getting for a new product I’m starting to work on called Clarity.

I’m having a hard time figuring out my next steps.

People are signing up, but many aren’t making calls or coming back…

… so I’ve sent out a survey to ask them specific questions so I can better understand their needs and expectations.

That’s when Sean shares with me the Rosetta Stone of understanding my customer’s suggestions. Read More

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