Learn powerful and proven direct response marketing strategies that will help you grow your business fast.
Marketing in Uncertain Times: How to Grow Your Business in a Shifting Market
In uncertain economic climates, most businesses go quiet—cutting budgets, pausing marketing, and hoping to ride out the storm. But that defensive approach rarely leads to growth. In this blog, Allan Dib shares why strategic, consistent marketing is not only possible during turbulent times—it’s essential. You’ll learn how to sharpen your message, stay visible when others retreat, double down on what’s already working, and adopt a long-term strategy that allows you to scale in any economy. With integrated insights from companion blogs on messaging, metrics, and strategy, this post is your roadmap to resilient, ROI-driven marketing—even when the wind changes.
If you’re navigating uncertainty and want a clear, actionable path to keep your marketing effective—even when the economy isn’t—this guide will walk you through exactly what to do. Below is a breakdown of the key sections, so you can jump to what matters most right now.
Jim Rohn once said, “It’s the set of the sail, not the direction of the wind, that determines which way we will go.”
That quote isn’t just motivational fluff—it’s a survival strategy for business owners in 2025 and beyond.
Marketing in uncertain times means embracing volatility. You don’t wait for calm seas—you adjust your sail. Right now, inflation, global tensions, and market unpredictability are creating headwinds. But that doesn’t mean you stall your marketing. It means you get more strategic, more focused, and more visible.
The truth? Economic uncertainty is an opportunity for businesses with clarity and conviction. Let others scale back. You build forward.
Uncertainty causes hesitation. Most companies react by pausing ad spend, pulling campaigns, or shelving new ideas. But the market doesn’t stop moving just because you do.
If you want to stay in control, you have to become more agile. Smart marketing leaders don’t focus on controlling the wind—they build a sail that adapts. They invest in marketing effectiveness, refine what’s already working, and focus on key revenue levers.
This is where agile marketing outperforms static plans.
It’s about looking at the entire funnel: from acquisition and conversion to upsells and retention. That’s how you weather a slow season without experiencing a sales collapse.
And just to be clear—strategy and tactics are not the same thing. If you’re unsure how they differ or why you need both to attract high-value leads, we break it all down in Marketing Strategy vs Marketing Tactics: What's The Difference?
It’s essential reading if you want to build a marketing engine that works in any economy.
Cutting your marketing budget can feel safe.
But it often leads to invisible losses: missed visibility, declining lead gen, lower engagement, and slower cash flow. Worse, when things stabilize, you’re starting from zero while your competitors who stayed visible are sprinting.
We’ve seen countless business leaders scale back their marketing spend, only to realize too late that they choked their pipeline.
The better move? Protect your advertising and organic reach by shifting spend to high-leverage channels. Find out what’s working and amplify it. Marketing doesn’t have to be expensive—but it does need to be consistent.
You can’t lead your team or serve your clients if your brand is gasping for air.
And your oxygen? It’s demand. The audience that knows you, trusts you, and wants to work with you. You create that with marketing in uncertain times that is intentional, measured, and valuable.
Just like in-flight instructions remind you to secure your own mask first, the same applies in business. A sustainable growth engine comes from demand generation. You generate demand with brand clarity, visibility, and consistency.
These three principles have helped hundreds of our clients not only survive—but grow—during unstable conditions:
Your audience is distracted. Clarity is your best weapon.
You need messaging that makes people stop scrolling, stop guessing, and start engaging. If you're vague, you vanish. If you're direct and outcome-driven, you convert.
This is exactly what we unpack in our companion guide on Crafting Magnetic Messaging.
When other brands retreat, it’s your opportunity to rise.
Show up with relevant content, consistent email communication, and timely offers. Whether you’re using LinkedIn, YouTube, webinars, or retargeting ads, the key is repetition.
Visibility builds familiarity. Familiarity builds trust.
In times of economic uncertainty, the best move is often to do more of what already works. Review your metrics. Look at your most profitable campaigns. Focus on full-funnel marketing, not just traffic spikes.
This guide breaks down The Only Marketing Metrics That Really Matter.
Your competitors aren’t losing because of market conditions. They’re losing because they disappeared. They stopped showing up.
Marketing in uncertain times isn’t about perfection. It’s about presence. It’s about being the one voice that keeps speaking when everyone else has gone silent.
If you stay top-of-mind, even in a quiet season, your audience remembers you when they’re ready to act.
Let’s be blunt: you don’t need to wait for calm seas.
You need to adjust your sail.
The brands that win in any economy are the ones who:
This isn’t guesswork. This is marketing effectiveness built for uncertainty.
So while others are waiting for the wind to die down—you? You set the sail.
Because your prospects don’t disappear—they just become more selective. Strategic marketing ensures you stay visible and relevant when competitors go quiet, giving you a chance to grow market share and generate leads at a lower cost.
Focus on sharpening your message, staying consistent on free or low-cost channels like email and social media, and doubling down on tactics that have already worked. Clarity and consistency often outperform ad spend.
Strategy is the long-term plan for reaching your ideal customer and building demand. Tactics are the individual actions—like running ads or posting on LinkedIn. You need both. Learn more in this breakdown of strategy vs. tactics.
Your messaging should speak directly to your ideal customer’s pain points, needs, and aspirations. We recommend reviewing this guide on crafting magnetic messaging to clarify and amplify your voice.
Forget vanity metrics like likes or traffic. Focus on Customer Acquisition Cost (CAC), Lifetime Value (LTV), conversion rates, and sales pipeline velocity. Our article on the only marketing metrics that really matter is a great place to start.
How to Systemize Your Business for Scalable Growth Through Automation
Most entrepreneurs build businesses that trap them rather than free them. In this blog post, Allan Dib unpacks a powerful conversation with Carl Taylor on how to design a business that scales—without the founder as the bottleneck. You'll discover the key differences between delegation and automation, why SOPs alone aren’t enough, and how to build scalable infrastructure using tools, systems, and a clear mindset shift. Whether you're drowning in busywork or preparing to scale, this post is your blueprint to get your time back and grow with confidence.
You didn’t launch your business to spend your life stuck inside of it. Yet for many entrepreneurs, that’s exactly the situation they find themselves in—constantly bogged down by operations, chasing to-dos, answering questions, and running from fire to fire because they didn't add automation in their business process.
This isn’t a management problem. It’s a structural one. The lack of automation is what keeps businesses small, fragile, and founder-dependent.
If your business depends on you for everything—from sales follow-ups to customer onboarding to team decision-making—then you’ve created a bottleneck, not a business.
True scalability only happens when your company stops relying on effort and starts running on automated systems.
This is where agentic process automation becomes the difference between owning a business and being owned by one.
In a revealing conversation with Carl Taylor, founder of Automation Agency, we explored what it takes to step out of the chaos and into real scalability through automation technology and process-driven infrastructure.
The foundational shift for any growth-ready entrepreneur is moving from technician to architect. Instead of being the person who does, you become the person who designs.
This is what automation enables. It gives you leverage. It hands you back control. It helps you install repeatable, measurable, and reliable processes that don’t require micromanagement.
When your business is driven by workflow automation, every cog in the machine moves without your constant input. That’s the true definition of leadership—not doing more, but enabling more to get done without you.
Let’s clear the air: automation doesn’t mean robots or artificial intelligence replacing your team. It means removing manual steps from repeatable processes so you can create scale and speed.
Carl describes process automation as designing a chain of events that happen automatically—triggered by data, time, or behavior.
Here’s what that might look like:
These aren’t isolated tricks. They are automated systems—powered by automation platforms like Zapier, Make, or HubSpot—that replace manual, repetitive labor.
The power of business automation lies in its ability to execute your processes faster, more consistently, and with fewer errors.
According to Carl Taylor, every scalable business relies on three automation pillars:
These systems let your business perform reliably—not because someone remembered, but because the system is built to never forget.
Most entrepreneurs make the mistake of thinking delegation is the solution to scale. But delegation without automation is just putting your chaos into someone else’s hands.
Carl calls it “outsourcing your dysfunction.”
Here’s why delegation fails:
When you implement operations automation, the focus shifts from “who will do it?” to “how can this happen without human involvement?”
And that’s where the gains happen—not just in time, but in consistency, predictability, and scalability.
SOPs (Standard Operating Procedures) are essential—but they’re just documentation. Without automation, they don’t execute themselves.
You need to start building business systems from day one.
Carl’s framework teaches that SOPs must be paired with automation software or technology to actually produce results. A well-documented onboarding process isn’t useful if no one initiates it.
Instead, use tools like ClickUp, Asana, or Notion to embed SOPs inside actionable workflows. Set automated triggers and reminders. Connect platforms via automation technology that turns written instructions into live systems.
That’s how you unlock intelligent automation—where your process isn’t just written, but running.
The most dangerous bottleneck in your business is you.
Founders unintentionally become the center of decision-making, problem-solving, and even communication. As Carl points out, this isn’t sustainable—or scalable.
Automation gives you back control by removing your constant involvement. It installs predictability into your operations, allowing you to manage growth instead of chasing it.
By removing yourself from routine tasks, you gain clarity on strategy, team development, and higher-leverage decision-making.
The more you automate, the more you lead.
One myth about automation is that it makes businesses rigid or robotic. In fact, automation creates freedom.
With strong foundational systems in place, your team isn’t bogged down by admin work or unclear expectations. They operate within structure—but have more capacity to be creative and solution-oriented.
Carl recommends using automation platforms to document processes, assign owners, and run checklists—but always with the ability to override or pivot when needed.
This balance between structure and adaptability is what enables modern businesses to scale without becoming bureaucratic.
Ready to start? These are the most impactful automation opportunities to explore today:
Each of these examples replaces a human task with an automated trigger—allowing your business to do more with less.
Carl’s own business, Automation Agency, serves as a model for agentic process automation in action.
Here’s what he’s built:
These systems aren’t just tech gimmicks. They are platform-driven automations that allow Carl’s team to focus on client outcomes instead of checking boxes.
That’s what happens when you build automation into the fabric of your operations.
Business automation isn’t optional anymore—it’s the operating system of modern growth.
The return on automation solutions isn’t just in time saved or cost reduced. It’s in:
If you’ve built your business by doing it all yourself, it’s time to install the next layer: systems that support you, automate your expertise, and give you the freedom to scale without the stress.
Start by identifying the repeatable. Document it. Then automate it.
Because the more you automate, the more control you gain.
Agentic process automation focuses on empowering businesses to build intelligent, self-operating systems that not only automate routine tasks but also make contextual decisions based on triggers, actions, and feedback. Unlike basic automation, which is task-based, agentic automation integrates decision logic and workflow intelligence—enabling scalability and autonomy across operations.
Automation is not just for big corporations. In fact, small businesses often see quicker, more dramatic ROI from implementing automation because it frees up limited time and resources. Whether it’s automating follow-up emails, lead scoring, or service delivery, automation enables small teams to operate like much larger organizations—without increasing headcount or overhead.
The highest-impact areas to automate include:
These automation solutions deliver quick wins and compound over time, reducing manual work while increasing consistency and scalability.
Popular platforms include:
The best tool depends on your business needs, existing tech stack, and internal processes.
Start by tracking key metrics like:
The ROI You’re Missing: Why Your Best Growth Might Already Be in Front of You
Many business owners assume growth comes from generating more leads or chasing new tactics. But the truth is, your highest ROI often comes from optimizing what’s already working—through upselling, strategic pricing, client retention, and better visibility into real performance metrics. In this post, Allan Dib unpacks how to identify hidden leverage points, recognize overlooked wins, and build smarter growth without spending more.
John Wanamaker famously said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.”
That might have been fair a century ago—but today, it’s inexcusable.
We’re swimming in data. We have the ability to track every click, every conversion, and every dollar spent. Yet many business owners still have no idea what’s actually driving results.
They’re running campaigns, testing tactics, and pouring money into marketing without a clear understanding of what’s working—or why.
It’s not because the information isn’t available. It’s because they’re not asking the right questions. And they’re not measuring ROI the way they should.
When you don’t know what’s working, you waste more than money. You waste opportunity. You waste time. And most dangerously, you waste momentum.
I’ve had countless conversations with business owners who say, “We haven’t seen the ROI yet.” And almost every time, when we dig in, the results are sitting right there under their nose.
Take one of our clients, for example.
They used a simple framework we teach to turn a $200K deal into a $400K deal—without generating a single new lead. They didn’t double their ad spend. They didn’t overhaul their funnel. They just took a step back, spotted the leverage, and pulled the right lever.
That’s the game.
ROI isn’t always loud. It doesn’t always show up as a spike in revenue or a flood of new customers. Sometimes, it’s subtle. It hides in the form of better deals, longer client retention, or small pricing tweaks that quietly move your margins.
And if you’re not looking for it, you’ll miss it completely.
Most people chase ROI by trying to do more. More leads. More traffic. More ads.
But smart marketers know that growth isn’t always about addition—it’s often about optimization. It’s not about doing more; it’s about doing better with what you already have.
That might mean upselling existing clients, instead of finding new ones. In fact, upselling is one of the fastest, most efficient ways to grow revenue without growing your workload.
It might also mean raising your prices—confidently and without apology. Not based on guesswork or fear, but on clear value, strong positioning, and an audience willing to pay more for a better result. We break this down step-by-step in How To Charge High Prices For Your Products And Services.
None of this is revolutionary. But it is effective.
We overcomplicate ROI because we think it needs to look dramatic. What we forget is that compounding works on small wins too. And those small wins—executed consistently—build something far more powerful than a temporary spike ever could.
There’s a better question than “Did we get more sales this month?”
Ask yourself: “Where did we create leverage?”
That leverage could be:
It’s these inflection points—these subtle performance spikes—that reveal the true ROI of your efforts. But you can’t leverage what you don’t recognize.
Which is why you need to look for it. Routinely. Deliberately. Systematically.
If you want to start maximizing what’s already working, here’s a simple exercise I give to clients:
Maximizing ROI isn’t about chasing new channels or experimenting with the latest marketing trend. It’s about doing a better job of measuring, recognizing, and repeating what already works.
It’s about moving from reactive marketing to deliberate growth.
You already have more leverage than you think. Most of the time, your next breakthrough doesn’t require a brand-new campaign—it requires better visibility into the one you’ve already run.
So before you look outward for your next move, look inward. Measure with precision. Analyze with intent. And if you need a refresher on which metrics actually drive growth, revisit our guide on The Only Marketing Metrics That Really Matter.
You don’t need more noise. You need more clarity. And clarity starts with tracking what matters—and scaling what’s already working.
How to Build a Marketing Infrastructure That Actually Scales
Most small businesses don’t fail because of a lack of ideas—they fail because they lack infrastructure. In this post, we break down how to build a scalable marketing system using the right tools, assets, and processes. Learn how to move from random tactics to a strategic machine that generates predictable, sustainable growth. From CRMs and project management platforms to SOPs and lead magnets, this guide shows you how to turn your marketing into a system that compounds over time.
Most small business owners treat marketing like a slot machine. They pull random levers—boosting a post here, experimenting with a new tool there—hoping one of them pays out.
But hope is not a strategy. And gambling is not a business model.
What separates businesses that scale from those that stall isn’t luck or creativity—it’s infrastructure.
When your marketing is backed by the right systems, tools, and processes, everything changes.
Growth becomes predictable.
You stop guessing.
Without infrastructure, even the best marketing ideas fall flat. Tactics without systems lead to burnout, inconsistent results, and stalled growth. Real marketing momentum comes from building a foundation that multiplies your efforts instead of constantly restarting from zero.
This is your guide to making that shift—a marketing machine that runs with precision.
It’s tempting to think that certain businesses have cracked some kind of secret marketing code. The truth is simpler.
They’ve just done the boring but necessary work of building infrastructure. They have systems that make success repeatable.
Marketing, when done right, isn’t some act of creative brilliance—it’s a process.
Not a slot machine, but a vending machine. Put value in, get results out.
And those results don’t just come from a flashy campaign. They’re born from force multipliers: tools, assets, and processes.
Nail these, and marketing becomes a system that scales.
If you’re serious about building a lean, scalable business, the first step is arming yourself with the right tools. These are not shiny objects. They are the structural foundation your marketing operations rest on.
Start with a proper CRM.
Your CRM is your marketing command center—tracking customer journeys, automating communication, and housing your data. Without one, you're flying blind.
Platforms like HubSpot, Brevo, and Klaviyo (for e-commerce) are solid choices.
They do more than just store contacts—they allow you to build automated workflows, segment your audience based on behavior or lifecycle stage, and deliver targeted messaging at scale. This kind of functionality transforms your CRM from a passive database into an active marketing engine.
You also need project management tools that bring order to your operations.
At Lean Marketing, we use Notion to house our content calendar, SOPs, and team dashboards—but it’s just one of several strong options out there.
Platforms like Asana, Monday.com, ClickUp, and Trello can also help organize marketing activities, assign responsibilities, and streamline team collaboration.
The real value lies in having a centralized hub where your team can track progress, maintain accountability, and keep execution aligned with strategy—eliminating the chaos of scattered spreadsheets and disconnected task lists.
AI tools like ChatGPT, Gemini, and others are also part of the equation—but only if you’re using them wisely. AI should be used to amplify your strategic efforts, not replace the need for thoughtful execution.
If you’re overwhelmed with tech options, check out our breakdown of the 12 best marketing tools for small business—along with a free checklist to help you decide what to use and when.
Marketing assets are where you get leverage.
They’re the things you build once that keep working forever. Think lead magnets, evergreen email sequences, webinars, and content libraries. These are your compounding tools for scale.
At Lean Marketing, our One-Page Marketing Plan canvas is a perfect example. It’s downloaded every day, bringing in new leads and educating them on our philosophy—without a single salesperson involved.
But too few businesses understand what makes a marketing asset valuable—or even what qualifies as an asset.
If you’re unsure where to start, you’ll want to read our post on What is a Marketing Asset? The 10 Best Marketing Assets You Need.
Here’s the key: build assets that don’t just inform, but convert.
That means focusing on assets that capture leads, deliver value, and move prospects closer to buying—whether you’re in the office or asleep.
You can have the best tools and assets in the world, but if your team is winging it, you won’t scale.
Processes are what transform one-off efforts into predictable results. They allow you to replicate success and hand off tasks without things falling apart.
This is where most small businesses hit a wall. Marketing is often handled reactively—with inconsistent messaging, rushed campaigns, and no visibility into what’s working.
That’s not a system. That’s survival.
Instead, you need processes that run like clockwork—daily, weekly, and monthly.
At Lean Marketing, we follow a simple rule: if something is done more than once, it becomes a documented process.
That’s how we maintain quality, improve efficiency, and train new team members without missing a beat.
If you're starting from scratch, don’t worry. We've broken down how to build marketing (and business) processes from the ground up in Business Process 101: How to Build a Business Process in 8 Steps.
It’s one of the most practical frameworks you’ll find for turning chaos into clarity.
You can’t scale what you can’t measure. The problem is, most businesses are tracking the wrong numbers.
They obsess over likes, followers, and website hits—vanity metrics that make them feel good but do nothing to move the business forward.
Instead, focus on metrics that tie directly to growth and profitability:
These numbers tell you what’s working, what’s not, and where to focus your efforts.
At Lean Marketing, we use a simple Health Metrics Dashboard that shows us where the bottlenecks are—no fluff, just actionable data.
You don’t need fancy software for this. A spreadsheet and a bit of discipline will do.
Marketing that scales isn’t built on hacks or hustle—it’s built on infrastructure. If you want consistent, predictable growth, you need more than a good idea. You need the systems that turn ideas into results.
Here’s what that system looks like:
You don’t need to do it all at once. But you do need to start. Because the longer you wait to systemize your marketing, the longer you stay stuck in reactive mode.
Inside our Lean Marketing Accelerator, we help entrepreneurs build these systems step-by-step—giving them the infrastructure, templates, and guidance to grow on purpose, not by accident.
No more random campaigns. No more guessing. Just marketing that finally makes sense—and scales.
Watch the full webinar recap of our latest webinar, “How to Build a Marketing Infrastructure That Scales With Vera Leven” to learn how to build a scalable marketing infrastructure step-by-step, with real examples and tools you can implement today.
Stop Buying More Traffic Until You Fix This
Stop wasting marketing budget on scattered efforts and build a smarter system that actually works. This post shows you how to first laser-focus on a specific niche using the Visible Target Technique. Then, learn to use paid traffic as a strategic tool to rigorously test if your website converts that audience before you scale spending. Enhance your conversion process with conversational sales techniques, and finally, implement systematic email campaigns to effectively re-engage leads and customers who have gone quiet.
Buying more traffic isn’t a marketing strategy. It’s a donation.
As a business owner, you want more leads and sales.
So what’s the default advice?
Run more ads.
Throw more money at Google or Meta.
Cross your fingers and hope for the best.
But hope isn’t a strategy.
Sending traffic to a leaky funnel is like pouring water into a bucket full of holes.
If your website doesn’t convert, if you’re not capturing leads, if you’re not following up — then you’re not marketing.
You’re gambling.
Real marketing isn’t about wishful thinking.
If you want real marketing results, you need a smarter, more systematic approach — one that attracts the right people, converts them efficiently, and re-engages them when they drift.
I recently dug deep into the crucial conversion side of this with paid traffic expert Ilana Wechsler on the Lean Marketing podcast – it’s essential listening if you're spending money on ads.
You can catch the full discussion here: Unveiling the Power of Paid Traffic With Ilana Wechsler
If you want real marketing results, you need a smarter, more systematic approach — one that attracts the right people, converts them efficiently, and re-engages them when they drift.
Let’s break down how to build a marketing machine that does exactly that.
Before you spend a single dollar on ads, you need to crystal clear on exactly who you're trying to reach. Trying to appeal to everyone means you appeal to on one.
If you message is getting lost in the noise, you need a focused strategy.
The Visible Target Technique is a three-step method to direct your marketing firepower for maximum impact, ensuring your message hits the mark instead of getting lost in the noise. Here's how it works:
1: Select a Narrow Target Market.
Forget mass appeal. Your message should make your ideal customer say:
“Whoa, this was made for me.”
2: Create a Lead Generating Ad.
Craft a message that speaks directly to your audience’s needs, pain points, and desires. Your ads should be tailored to the unique experience of your ideal customer. No fluff. No jargon. Just relevance.
3. Follow Up Until They Buy or Die.
A lead isn’t a sale. Stay front-of-mind with a follow-up system that builds trust and answers objections — until they’re ready to buy.
Scattered efforts waste money. This tightens your aim.
Once you’ve nailed your niche, paid traffic becomes a powerful tool — not a money pit. As paid traffic expert Ilana Wechsler puts it:,
“Think of paid traffic as your ultimate testing ground.”
Can your website and offer convert members of your specific target niche when they arrive cold?
Start your test with high-intent platforms like Google Search. Target the precise keywords your ideal clients already use when they're actively searching for solutions.
Then ask the hard question: Is your site converting cold traffic into leads or sales?
If not, pause everything.
The problem likely isn't the traffic. It's your message, offer, or website/landing page.
Fix the conversion problem first. Otherwise, you’re just paying to confirm your funnel’s broken.
Don't waste money buying more ads if your first small test fails to bring in customers. Use that test to figure out what needs fixing on your webpage itself.
Before spending more, make sure your message is easy to understand, your offer makes sense for your target audience, the main button is obvious, and the page is simple to use by your users.
Also, beware the DIY danger zone – testing ad platforms without understanding the strategy. It’s self-sabotage, and it can melt your credit card fast. Get educated or get help.
You’ve attracted the right person to your site. Now what?
They have questions. Doubts. Concerns.
And if you leave them alone with a form and a prayer... they’re gone.
Enter Conversational Sales.
Use live chat, DMs, or smart chatbots to engage your prospects in real-time. These tools will help you answer questions immediately, build rapport, and personalize the interaction. It’s about making the process human, even online.
Be real – share relevant insights or stories to build trust. Deliver value by genuinely helping them understand if your solution is the right fit.
People don’t want faceless brands. They want human help.
And real conversations? They convert.
Not everyone buys right away. Some go cold. Others forget.
And sometimes, even past customers or interested leads disappear. They stop opening emails, stop visiting your site.
Letting these contacts simply drift away means losing potential future sales you already invested time or money to attract. That's why having a smart, simple plan to check back in and try to win them back is crucial for getting the most out of your marketing efforts.
You need a systematic way to re-engage these inactive contacts. This is where Email Reactivation Campaigns are invaluable.
Use proven tactics to proactively reach out:
The point? You paid to get them once. Don’t give up without a fight.
One final point from Ilana regarding the conversion experience: be cautious with native lead forms.
Those in-app lead forms on Facebook and LinkedIn might look slick…
…but they usually deliver low-quality, unqualified leads.
Sending traffic to a dedicated, well-designed landing page on your site gives you space to properly explain your offer, build trust, and quality prospects that are genuinely interested and informed.
Quality beats quantity every time.
Stop the random acts of marketing and the expensive guesswork. Building a business that generates predictable results requires a connected, systematic approach.
Here’s your blueprint:
Focus on building this smarter funnel. This is how you stop wasting budget and start building a resilient, profitable business.
If you want more insights on targeting, testing, and conversion , check out my full conversation with Ilana Wechsler on The Lean Marketing podcast: "Unveiling the Power of Paid Traffic With Ilana Wechsler"
Turning Existing Clients into Your Biggest Growth Engine
Stop chasing new leads just to watch them disappear. This post reveals why shifting focus to client retention and maximizing Customer Lifetime Value (LTV) is the key to sustainable profit for small businesses.
Entrepreneurs love the hunt.
After all the energy spent on lead generation, sales funnels, and closing deals, landing new clients feels great, doesn’t it?
But all that attention spent on generating new leads shouldn’t come at the expense of serving your existing clients.
Client acquisition is crucial — but focusing only on acquisition is like trying to fill a bucket that’s full of holes.
So if your clients are churning almost as fast as they’re coming in, that’s a real problem.
And even if they are sticking around, it’s critical to make sure that you’re maximizing their Customer Lifetime Value. That's where the real, sustainable profit is made.
I recently dug deep into this very topic with client retention specialist Jay Goncalves on the Lean Marketing podcast – it’s a crucial conversation for any business owner serious about growth.
You can catch the full discussion here: How to Turn Your Existing Clients into a Sustainable Growth Engine With Jay Goncalves
So, how do you systematically ensure you’re not just serving clients, but creating an experience that keeps them loyal and increases their LTV? Let’s dive in.
There's a common myth that to keep clients happy, you need to constantly "exceed expectations".
Business owners often go to great lengths to overdeliver for their clients — making grand gestures, giving away unexpected freebies, and bending over backwards until they break.
Sounds noble, right? But it’s often unreliable and, frankly, unnecessary.
As Jay pointed out, clients value consistency far more than delivering the “wow” experience. Exceeding expectations is about reliably delivering on the promises you made during the sales process. Failing to meet basic expectations consistently while occasionally trying for a 'wow' moment is a recipe for churn.
This is where marketing personalization becomes a powerhouse. Setting the right expectations often starts long before someone becomes a paying customer – it happens through your marketing communications.
Forget generic interactions. Leverage the data you have – purchase history, preferences, interactions – to make your communications relevant and reinforce those expectations accurately.
Personalized marketing isn't just about inserting a first name in an email (though even that helps!). It's about understanding who your customer is and what they actually need at each stage of their journey.
According to a report from Epsilon, a vast majority of customers (around 80%) are more likely to buy from brands offering personalized experiences.
Why? Because it shows you're paying attention. It builds trust.
Instead of broadcasting generic messages, tailor your communication. Offer relevant product suggestions (like Amazon does).
Send content that addresses their specific challenges. Use personalization to consistently meet – and even anticipate – their needs. That's far more valuable than a random, unpredictable 'wow'.
As a business owner, especially if you're passionate about what you do, you can often fall into the trap of thinking the intrinsic value of your product or service is all that matters.
We believe if we just make the 'thing' better, faster, stronger, clients will automatically see more value. Wrong.
Value perception is a three-legged stool:
You could have the best 'widget' in the world, but if clients can't figure out how to use it (poor consumption) or the support experience is frustrating (bad context), they won't perceive the value, and they won't stick around.
So the question becomes:
How can you tailor your experience to enhance consumption and context for individual clients or client segments?
Here are three effective strategies to start:
Using personalization makes the entire journey feel less like a transaction and more like a relationship where the client feels seen, heard, and understood.
This dramatically improves their experience, boosts their likelihood of actually using what they bought (consumption!), and strengthens the overall context of your relationship.
The idea that investing effort increases perceived value and ownership. This brings us to a fascinating concept called the IKEA effect.
Look, I'm no fan of IKEA – far from it – but I can't deny that they're effective.
Why doesn't IKEA sell pre-assembled furniture? It's not just cost-saving. When you invest effort (and maybe some sweat and frustration) assembling that bookshelf, you value it more. You have ownership.
There’s a sweet spot here. Making things too easy can feel transactional and prevent clients from developing the skills or ownership needed for real transformation. Making it too hard leads to frustration and quitting.
Your goal is to facilitate meaningful effort.
This requires feedback loops and processes that encourage implementation, not just passive learning. When clients invest appropriate effort and achieve results through that effort, their commitment skyrockets.
Tailoring the journey, making it feel like their roadmap rather than a cookie-cutter process, also boosts this sense of ownership and value.
With the cost of acquiring a new client constantly rising, focusing on keeping the ones you have isn't just smart – it's essential for survival and profitability. This is where Customer Success comes in.
Your marketing and sales teams are busy getting clients in the door. You need someone (even if it's you initially) dedicated to nurturing those clients once they've signed up. This role is becoming non-negotiable, especially for service-based businesses.
Bringing on our own Customer Success Manager, Sarah, was a game-changer for us here at Lean Marketing. Once she started focusing purely on ensuring our clients were successful and getting value, our churn rate dropped significantly, and our Customer Lifetime Value shot way up.
It proved the value of that dedicated focus beyond any doubt, right to the bottom line.
Why?
Now, let’s address the elephant in the room: Word of Mouth.
We all love WOM. It feels great, it's credible (people trust recommendations from friends far more than ads), and it's often seen as 'free'. But relying solely on passive WOM is a dangerously slow and unreliable way to grow a business. You're leaving your growth entirely to chance and the goodwill of others.
True business resilience comes from building a robust marketing system with multiple lead sources, as advocated in the 1-Page Marketing Plan. Don't ditch WOM, but don't depend on it as your only lifeline.
Instead, integrate referral generation into your Customer Success process.
Your Customer Success function not only keeps clients happy and buying more but also actively turns them into advocates, feeding insights back into your marketing and sales efforts.
Sustainable profit comes from maximizing the value and loyalty of your existing client base through smart, systematic actions.
Stop the frantic chase for new leads only to watch them drain away. Building a truly sustainable, profitable business means shifting focus inward:
Implement these strategies, and you'll move beyond the leaky bucket. You'll build a loyal tribe of clients who stay longer, spend more, and become vocal advocates for your brand – the bedrock of resilient, long-term growth.
Planning to strengthen your client retention machine? Watch the full episode of How to Turn Your Existing Clients into a Sustainable Growth Engine With Jay Goncalves
Sustainable profit comes from maximizing the value and loyalty of your existing client base through smart, systematic actions.
Stop the frantic chase for new leads only to watch them drain away. Building a truly sustainable, profitable business means shifting focus inward:
Implement these strategies, and you'll move beyond the leaky bucket. You'll build a loyal tribe of clients who stay longer, spend more, and become vocal advocates for your brand – the bedrock of resilient, long-term growth.
Planning to strengthen your client retention machine? Watch the full episode of How to Turn Your Existing Clients into a Sustainable Growth Engine With Jay Goncalves
The Only Marketing Metrics That Really Matter
Stop wasting time on vanity metrics. This post by Allan Dib reveals the only marketing numbers that truly matter – leading indicators like LTV and CAC – and emphasizes the importance of systemizing your business to track and improve them for sustainable growth.
I see it all the time—entrepreneurs bragging about their website traffic, email list size, or social media following like it’s some badge of honor. But when you look under the hood, they’re barely scraping by.
It’s like celebrating how many people walked past your store while completely ignoring whether they actually bought anything.
Vanity metrics don’t keep the lights on. Revenue does.
You’re not here to rack up likes. You’re here to make money. So it’s time to stop chasing likes and follows and start focusing on what will help your bottom line.
That means tracking numbers that actually matter—the ones that tell you if your marketing is working or if you’re just burning cash.
If you’re not tracking the right numbers, you’re flying blind—and that’s a fast way to waste time, money, and effort on marketing that doesn’t move the needle.
So, what should you focus on instead? Let’s break it down.
Running a business without knowing your core marketing numbers is like flying a plane blind. You need instruments to guide you.
Just like your doctor needs your vitals and your accountant needs your financials, you need to know the vital signs of your marketing.
Stop with the guesswork and get crystal clear on these key numbers:
Track these numbers religiously – monthly at a minimum, weekly or even daily if you're serious about growth. Even small, consistent improvements in these core metrics can have a massive impact on your bottom line.
Remember, small hinges swing big doors. Know your damn numbers, manage them, and watch your business take off.
No matter what numbers you decide to track, the truth is, there are only two types of marketing metrics you need to pay serious attention to: leading and lagging.
Forget obsessing over last month's news – that's what lagging metrics are.
What you, as a smart business owner, need to be obsessed with are your leading metrics. These are the dials and gauges that tell you what's actually happening in your marketing right now and where you're likely headed.
Focus on the leading indicators – your new leads, your conversion rates, your engagement – because those are the levers you can actually pull today to change your future results. Ignore them at your own peril.
If you want to truly level up your marketing, you need to become intimately familiar with two crucial leading metrics: Lifetime Value (LTV) and Customer Acquisition Cost (CAC).
If you want to dive deeper into strategies for maximizing this crucial metric and turning your existing clients into a sustainable growth engine, I highly recommend checking out the Lean Marketing podcast episode featuring Jay Goncalves on How to Turn Your Existing Clients into a Sustainable Growth Engine.
The bottom line for sustainable growth is simple: you need high LTV and low CAC.
If it costs you more to acquire a customer than they’re worth to you in the long run, your business is on a losing trajectory. It’s basic math.
The most successful businesses often operate with "loose goals and tight systems."
You should absolutely be setting ambitious goals for your business growth – the kind that really stretches you. But those goals are meaningless without the tight systems in place to actually achieve them.
When it comes to your marketing metrics, this means having robust systems for tracking your leads, conversions, customer value, and acquisition costs.
It’s not enough to just want to lower your CAC or increase your LTV; you need the systems in place to accurately measure these metrics, identify areas for improvement, and consistently implement changes that move the needle.
If you’re still struggling to keep track of all your marketing numbers, t's time to stop flying blind and actually take control. The first step is to put a system in place to track your key leading metrics – no excuses.
I recommend creating a focused dashboard, highlighting the handful of numbers that will make the biggest difference to your specific business right now. Watch those numbers like a hawk, regularly.
When things go sideways (and trust me, they will), then you can dig deeper and expand your scope. Remember, you need to understand what those numbers are telling you at both the high level and in the nitty-gritty details.
As a top-tier marketer, you might be smooth on the surface, but underneath? You're a data-obsessed spreadsheet ninja. Now go make those numbers work for you.
If you're serious about mastering these critical metrics and want a detailed, step-by-step system for implementing this in your business, then you need to check out our Lean Metrics course. It's time to stop just reading and start getting real results.
Fewer Leads, More Sales: Why Your Marketing Needs a Farming Strategy
Many business owners mistakenly believe that marketing is all about generating more leads. However, the real challenge isn’t lead generation—it’s nurturing and converting the leads you already have. In this post, we explore why treating marketing like farming, rather than hunting, leads to sustainable growth.
“If I could just get more leads, everything would fall into place.”
This mindset is not just wrong—it’s dangerous. It leads businesses to waste time and money chasing unqualified prospects instead of nurturing the ones they already have.
The real issue many businesses face isn’t a lack of leads—it’s that they don’t maximize the leads they already generate. Instead of treating marketing like a numbers game, it’s time to shift from hunting to farming.
Here’s how to stop scrambling for leads and start building a system that converts the ones you already have.
In my experience, most businesses are hunters—not farmers.
Instead of using a solid marketing strategy, they rely on cold calls, aggressive ads, and desperate discounts to chase down new customers.
Their marketing screams “please buy from us”—it’s full of generic slogans, flashy logos, and weak brand promises.
If you ask them what their advertising is supposed to accomplish, most will say “to get our name out there” or “to sell more products.”
Burning through time, energy, and ad spend to close quick sales is not a strategy. It’s exhausting and unsustainable.
Instead of desperately hunting for leads every day, the smarter, more profitable approach is to treat marketing like farming—planting seeds, nurturing relationships, and waiting for the right moment to harvest.
Farmers don’t rush out every day hoping to stumble upon food. They plant seeds, nurture them, and wait for the right time to harvest.
The same should be true for your marketing. Instead of constantly chasing new leads, you should be nurturing the ones you already have.
1. Capture Every Lead – Stop Letting Potential Buyers Slip Away
If someone shows even the slightest interest, they should go into your database—whether that’s through an email opt-in, a free download, or a simple contact form.
One of the best ways to capture leads without being pushy is by using lead magnets. A high-value lead magnet gives potential customers a reason to opt in, even if they’re not ready to buy yet.
2. Follow Up Relentlessly – Stay Top of Mind Until They’re Ready
Most leads don’t convert because they weren’t ready when you reached out. That doesn’t mean they won’t be ready in the future.
Yet, many businesses give up after one or two follow-ups. The reality is, it can take five, ten, or even more touchpoints before a prospect is ready to buy.
Your job isn’t to sell immediately—it’s to keep showing up with value so that when the time is right, your business is the obvious choice.
One of the most effective ways to stay visible without being annoying is through the Visible Target Technique—a strategy that keeps your business in front of potential leads in a way that feels organic rather than intrusive.
3. Make Opting In a No-Brainer – Lower the Barrier for Engagement
Most visitors aren’t ready to buy immediately, but they might be open to taking a small step toward you.
Your job is to make that step as easy as possible.
Instead of asking for a sale right away, give them something valuable in exchange for their contact information.
Some of the best ways to do this include:
The easier you make it for them to engage, the more leads you’ll capture and nurture into paying customers.
More leads don’t guarantee more sales—better nurturing does.
Instead of endlessly chasing new prospects, the smartest businesses focus on:
This is how you move from desperation marketing to a strategic, predictable system that generates revenue without constantly chasing new leads.
Stop hunting. Start farming. And watch your business grow.
To make it even easier, we’ve put together the Lead Nurture Sequence Framework—a free worksheet that walks you through exactly how to turn cold leads into paying customers.
Cold Outreach That Converts: How to Get Responses Without Being Ignored
This blog explores cold outreach strategies for 2025, emphasizing precision, personalization, and strategy over mass email blasts. It outlines common mistakes businesses make, offers a framework for crafting high-converting cold emails, and explains how outreach fits into personalized marketing, inbound email marketing, and lead generation strategies. Additionally, it discusses email deliverability, follow-up sequences, and AI tools to enhance response rates.
Cold outreach gets a bad rap—and for good reason. Most people do it terribly.
Reflect on the last cold email or LinkedIn message that landed in your inbox. It likely bore the hallmarks of countless others: a generic greeting, a lack of personalized detail, and a clear focus on the sender's agenda rather than your potential needs.
This disconnect between the sender's intentions and the recipient's experience is precisely why cold outreach often falls flat, leaving messages unread and opportunities missed.
No wonder most cold outreach gets ignored.
But here’s the truth: Cold outreach works—if you do it right.
Some of the best business relationships, partnerships, and opportunities have come from well-crafted, strategic outreach.
The key? It’s not about selling. It’s about starting a conversation.
The #1 mistake people make in cold outreach? They try to close the deal too soon.
You wouldn’t propose on a first date—so why would you ask a stranger for a meeting, demo, or sale without building any rapport?
Most cold emails follow this broken formula:
"Hi [Name], I hope you're doing well. I’d love to set up a call to discuss how we can help you with [generic offer]. Let me know when you're available."
No context. No value. Just “let’s jump on a call”—which translates to “let me sell you something.”
Cold outreach isn’t about closing—it’s about opening.
Your goal isn’t to sell in the first email. It’s to spark interest, curiosity, and a conversation.
A well-structured cold email significantly increases the chances of engagement. In 2025, emails that are short, curiosity-driven, and hyper-personalized outperform generic templates. The key components of a successful cold email are the subject line, opening line, the hook, and the call to action (CTA).
Your subject line is the first thing your prospect sees, and its effectiveness determines whether your email is opened or ignored. A strong subject line is short, engaging, and sparks curiosity while remaining relevant. Avoid spammy words like “Free” or “Special Offer,” as they can trigger spam filters.
For instance, subject lines like "Quick question about [prospect’s industry]" or "Saw your work on [topic]—had to reach out!" create curiosity and increase open rates. Keeping your subject line under 6-8 words ensures that it’s not cut off on mobile devices. A/B testing different subject lines can help determine which format resonates best with your audience.
Your opening line sets the tone for the rest of the email. Instead of using a generic greeting like, “I hope you’re doing well,” make it about them, not you. Show that you’ve done your research by referencing something specific about their work, recent achievements, or industry insights.
For example, instead of saying, "Hi [Name], I wanted to introduce myself…" try: "Hey [Name], I saw your recent post about [topic]—great insights! Wanted to connect." This approach immediately builds rapport and makes your email feel customized rather than mass-sent.
The hook should clearly explain why your email is relevant to the recipient. Instead of leading with a sales pitch, focus on a problem your prospect might be facing and provide a quick insight or potential solution. This shows that your outreach is value-driven rather than transactional.
For instance, instead of "We offer the best marketing automation software," try: "We help [similar companies] streamline [specific challenge]. I thought you’d find this interesting..." This makes your email relevant, helpful, and worthy of a response.
The CTA should be low-pressure and easy to respond to. Many cold emails fail because they demand too much from the recipient too soon. Avoid pushing for a sales call immediately. Instead, encourage a light interaction.
For example, instead of "Let’s book a call—here’s my calendar," try "Would love to hear your thoughts—mind if I share a quick insight?" A soft CTA makes it easier for the prospect to reply without feeling pressured, increasing response rates.
When structuring your cold email, keeping it concise (under 120 words), relevant, and value-driven will maximize engagement.
A follow-up isn’t annoying if it’s helpful and relevant.
If your cold outreach isn’t working, chances are your broader email marketing strategy needs refining. Many businesses make the mistake of sending spammy, irrelevant emails that lack segmentation or value. Our insights from why your email marketing strategy doesn’t work highlight that successful outreach is:
Many cold outreach efforts fail not because the first email was ineffective, but because there was no follow-up. Studies show that most responses come after 3-4 follow-ups, meaning persistence is key to getting noticed.
Most professionals receive hundreds of emails daily, making it easy for an initial outreach message to get buried. Following up increases visibility, reminds the recipient of your offer, and gives them another opportunity to respond when they’re ready. The key to effective follow-ups is adding value with each touchpoint rather than simply checking in.
A strategic follow-up sequence consists of multiple touchpoints, each offering a slightly different approach to re-engage the prospect.
AI tools can help scale outreach, but automation should enhance, not replace, personalization.
Avoid fully automated, AI-generated messages. People can spot robotic outreach—and they ignore it.
Cold outreach isn’t about mass blasting emails and hoping for a reply. It’s about:
When done right, cold outreach doesn’t feel cold at all. It feels like the start of a genuine business relationship.
Now, take what you’ve learned here and send an email that actually gets a response.
For more insights and strategies on cold outreach, check out our recent webinar, 'Cold Outreach That Works,' where our in-house cold outreach expert, Gabriel Balasquide, covers proven cold outreach tactics, real-world examples, and expert insights to boost your response rates.