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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.

Ditch the 'Wow' Obsession: Consistency and Personalization Win

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'.

Value Isn't Just Your Product – It's the Entire Experience

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:

1. Intrinsic Value: Yes, what you sell needs to be good.  
2. Consumption: Can the client actually use or benefit from what they bought?  
3. Context: What's the environment or overall experience surrounding the transaction? 

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:

• Personalize Onboarding: Guide new clients based on their specific goals or starting points, don't give everyone the exact same generic walkthrough.
• Tailor Support: Offer resources or check-ins relevant to how they are using your product/service.
• Customize Content: Provide guides, tips, or case studies that resonate with their specific industry or use case.

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.

Finding the 'IKEA Effect' Sweet Spot

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.  

Why 'Customer Success' Isn't Just for Big Corporations

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?

• They Plug the Leaks: They actively work to prevent churn by ensuring clients are engaged and getting value.  
• They Increase LTV: They understand client needs deeply and can identify opportunities for further engagement, new offers, or contract extensions.  
• They Generate Referrals: Happy, successful clients are your best source of referrals, and a customer success focus actively cultivates this.  
• They Provide Priceless Intel: Your customer success function knows your clients better than anyone. They hear the good, the bad, and the ugly, providing invaluable feedback to improve your marketing, sales, and service delivery.  

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.

• Identify Happy Clients: Your Customer Success efforts will pinpoint clients achieving great results.
• Actively Ask: Don't just hope for referrals; ask for them strategically. Frame it as offering value to their network, perhaps with an incentive for both the referrer and the referee.
• Systematize It: Make asking for reviews or referrals a standard part of your process after achieving key client milestones.

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.

Building Your Loyal Tribe

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:

1. Deliver Consistently & Personally: Meet promises reliably, using personalization to make interactions relevant and build trust.
2. Enhance the Entire Experience: Focus on consumption and context, using personalization to tailor the journey.
3. Facilitate Meaningful Effort: Guide clients to achieve results through appropriate involvement (the IKEA effect).
4. Systematize Customer Success & Referrals: Actively manage client relationships to boost LTV and turn passive WOM into a reliable referral engine alongside your other lead sources.

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

Building Your Loyal Tribe

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:

1. Deliver Consistently & Personally: Meet promises reliably, using personalization to make interactions relevant and build trust.
2. Enhance the Entire Experience: Focus on consumption and context, using personalization to tailor the journey.
3. Facilitate Meaningful Effort: Guide clients to achieve results through appropriate involvement (the IKEA effect).
4. Systematize Customer Success & Referrals: Actively manage client relationships to boost LTV and turn passive WOM into a reliable referral engine alongside your other lead sources.

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

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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.

Know Your Damn Numbers

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:

• Leads: How many new prospects are you pulling in?
• Conversion Rate: What percentage of those leads are actually becoming paying customers?
• Average Transaction Value: How much is each customer spending with you on average?
• Break-Even Point: What's the bare minimum you need to make to keep the lights on?

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.

In God We Trust. All Others Must Bring Data

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.

1. Lagging metrics are your historical data – your profits, your sales figures, your customer retention rates. They tell you where you’ve been, but they can’t help you change course in real-time. It’s like looking at your bank balance at the end of the month – it tells you what happened, but it doesn’t help you make better decisions today.
2. Leading metrics, on the other hand, are your indicators of future performance. These are the numbers that show you if your current marketing efforts are actually working. 

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.

The Growth Equation: Know Your LTV and CAC

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).

1. Your Lifetime Value (LTV) tells you exactly how much profit you can expect to make from a single customer over their entire relationship with your business. This is the ultimate measure of customer worth. 

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.

2. Your Customer Acquisition Cost (CAC) tells you precisely how much you’re spending to acquire each new customer.

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.

Loose Goals, Tight Systems: The Winning Combination

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.

Stop the Guesswork: Implement a Tracking System

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.

“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.

The Problem With the “Hunting” Approach to Marketing

In my experience, most businesses are hunters—not farmers.

• They waste time chasing people who aren’t interested in their product or service.
  
  
• Their advertising reeks of desperation, forcing them to compete on price just to stay in the game.
  
  
• They operate on short-term wins instead of long-term sustainable growth.

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.

Marketing Like a Farmer: Build a System That Grows Over Time

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.

How to Build a Lead Nurturing System That Works

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:

• Quizzes and Scorecards – Let leads assess themselves and get instant value. ScoreApp makes this easy.  It allows you to build interactive quizzes and scorecards that collect leads while providing instant value.

• ‍Surveys & Forms – Interactive forms that capture intent and qualify leads. Tools like Typeform help you create engaging surveys and forms that re-engage potential leads and keep them in your pipeline.

• Content upgrades - Content upgrades, such as PDF guides, checklists, or toolkits, provide valuable resources that encourage leads to engage further and take the next step in your marketing funnel.

The easier you make it for them to engage, the more leads you’ll capture and nurture into paying customers.

Fewer Leads, More Focus: The Lean Marketing Approach

More leads don’t guarantee more sales—better nurturing does.

Instead of endlessly chasing new prospects, the smartest businesses focus on:

• Capturing every potential lead.
  
  
• Following up consistently to build trust.
  
  
• Making it easy for leads to stay engaged until they’re ready to buy.
  
  

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 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.

Why Most Cold Outreach Fails (And How to Fix It)

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.

What Works in 2025?

• Focus on conversations, not immediate sales. Build trust first.
• Provide value before asking for anything. Solve a problem or share an insight.
• Marketing Personalization is key. A hyper-targeted email always beats a mass template.

The Anatomy of a High-Converting Cold Email

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).

1. Crafting a Subject Line That Gets Opened

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.

2. Writing a Personalized Opening Line

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.

3. The Hook: Why You’re Reaching Out

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.

4. The Call to Action (CTA)

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.

The Biggest Mistakes in Cold Outreach (And How to Avoid Them)

1. Being too vague. If your email could be sent to 100 people without changing a word, it’s too generic. Personalize it.
2. Making it too long. If it looks like work to read, people won’t bother. Keep it short and scannable.
3. Not following up. Most replies don’t come from the first email. Follow up at least 2-3 times—with value, not just a “checking in.”

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:

• Data-driven – Tailoring messaging based on prospect behavior and preferences.
• Engagement-focused – Prioritizing meaningful interactions over immediate sales.
• Tested and refined – Continuously improving based on performance metrics.

The Fortune Is in the Follow-Up

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.

Why Follow-Ups Matter

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.

Crafting a Follow-Up Sequence That Works

A strategic follow-up sequence consists of multiple touchpoints, each offering a slightly different approach to re-engage the prospect.

1. First Follow-Up (3-4 Days Later): This should be a gentle reminder of your initial email. Keep it short and to the point.

• Example: "Hey [Name], just circling back on my last email. Let me know if this is worth a chat!" If possible, add a small new insight relevant to their industry to reignite their interest.

2. Second Follow-Up (Value-Driven): Around a week later, send an email that offers additional value without asking for anything. 

• Example: "Hey [Name], I found a case study on [problem]—thought it might be helpful. Want me to send it over?" This approach positions you as helpful rather than pushy.

3. Final Follow-Up (Break-Up Email): If there’s still no response after a few more days, it’s time to send a break-up email.

• Example: "Hey [Name], I know things get busy! I don’t want to keep reaching out if this isn’t relevant, so I’ll close the loop for now. If anything changes, happy to reconnect in the future." This polite closure leaves the door open while respecting their time.

Scale Outreach with AI—Without Losing Personalization

AI tools can help scale outreach, but automation should enhance, not replace, personalization.

Best AI Tools for Cold Outreach:

1. Prospecting & Lead Generation:

• Apollo.io – Find verified decision-makers.
• Bizapedia – Gather company records and executive details.

2. Email Deliverability & Compliance:

• Instantly AI – Warm up domains, track engagement, and improve inbox placement.

3. List Cleaning & Verification:

• Million Verifier – Remove invalid emails to maintain a high sender score.

Avoid fully automated, AI-generated messages. People can spot robotic outreach—and they ignore it.

Cold Outreach That Works

Cold outreach isn’t about mass blasting emails and hoping for a reply. It’s about:

1. Starting a real conversation, not pushing a sale.
2. Personalizing your approach to make it relevant.
3. Following up in a way that adds value.

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.

I've been on stages and in the audience at some of the biggest business conferences on the planet. The keynotes and speeches are valuable, but the real gold lies in the networking.

Being surrounded by driven people is a game-changer. It's a seriously powerful chance to grow your business. 

But there are two types of attendees: Some walk away with connections that ignite their business. Others? They get a useless pile of business cards.

Most people walk into networking events with the entirely wrong strategy, or worse, no strategy at all. I used to be one of them. 

• They try to sell too soon without building real connections.
• They keep conversations at the surface level, making them forgettable.
• They fail to follow up, losing momentum and opportunities.

Years ago, the thought of networking made my skin crawl. As an introvert, small talk with strangers felt like torture. But I learned the hard way that 'winging it' gets you nowhere. So, I figured out a smarter, more intentional approach—one that actually works. This shift led to meaningful relationships with people like Pat Flynn, Mike Michalowicz, and Ayman Al-Abdullah. 

And trust me, if an introvert like me can crack the code, anyone can.

Try this approach at your next event and see the difference.

Step 1: Shift from "What Can I Get?" to "How Can I Help?"

Most people go into networking thinking about what they can gain. The best networkers flip that mindset: they focus on providing value first.

Instead of leading with a pitch, look for ways to help. That could mean sharing a relevant resource, offering an introduction, or even just actively listening.

People remember those who help them, not those who immediately ask for something.

Step 2: Have a Clear, Memorable Introduction

A vague introduction makes you forgettable. Instead of saying, “I’m in marketing,” make your intro specific and compelling.

Compare these two introductions:

• “I run a consulting business.”
• “I help businesses diagnose the gaps in their strategy so they can scale faster.”

The second one is specific, results-driven, and invites curiosity. People remember clarity and confidence.

Step 3: Be Intentional About Follow-Ups

Here's a brutal truth: if you don't follow up within 48 hours, that connection? It's as good as dead. Most people wait weeks, sometimes even months, to reach out. By then, you'll be lucky if they even remember your face, let alone your name. 

Think about someone you met at a store or restaurant months ago. Do you remember their name? Hell no! That's what happens when you let time slip away. Opportunities evaporate. Connections vanish. And you're left with nothing but a pile of forgotten business cards

A good follow-up should be timely, but it should also be strategic.

So how do you know what to say?

If you’re unsure of how to approach your new connection, here are some helpful pointers:

• Reference something specific from your conversation.
• Offer something valuable (a resource, insight, or introduction).
• Keep the relationship moving forward.

Here’s an example of template I use to get started:

"Hey [Name], great meeting you at [event]! I enjoyed our conversation about [topic]. Here’s that resource I mentioned—I think you’ll find it useful. Let’s stay in touch."

A thoughtful follow-up turns a one-time meeting into a long-term connection.

Step 4: Use the Event Roster to Your Advantage

Many events provide attendee lists, speaker lineups, or apps where you can see who’s attending. Ignoring these is one of the biggest mistakes you can make.

These rosters are a gold mine, have contact info, bios, and essentially help you scout good potential connections before you've even arrived.

• Find people in your industry or with shared interests.
• Make a shortlist of 5–10 key people to connect with.
• Reach out before the event with a short message like:

"Hey [Name], I saw you’ll be at [Event]! I’d love to connect and hear more about your work in [industry]. Will you be at [specific session]?"

This makes in-person conversations easier and more natural. Why not take advantage?

Step 5: Stand Out with a Unique Follow-Up Request

Networking events are crawling with those 'Let's connect on LinkedIn' conversations. 

You know the drill: a quick scan of the badge, a generic request, and then… nothing. You've probably received dozens of these yourself. Even if you accept, it's a fleeting connection, easily forgotten in the endless scroll of your feed. 

Generic Connection (The Problem):

LinkedIn Request: 

"Hi [Name], I'd like to add you to my professional network on LinkedIn." (Followed by nothing else)

Why it's weak:

• It's impersonal and shows no real interest.
• It doesn't provide any context or value.
• It blends in with countless other generic requests.

But what if, instead of that generic 'connect' button, you received something genuinely powerful? Something that actually made you stop and pay attention?

Personalized/Genuine Connection (The Solution):

LinkedIn Request (or Follow-Up Message): 

"Hi [Name], it was great meeting you at [Event/Conference]. I really enjoyed our conversation about [Specific Topic]. I was particularly interested in your insights on [Specific Detail]. I've also been working on [Related Project/Idea], and I'd love to continue the conversation."

Why it's powerful:

• It's specific and shows you were paying attention.
• It references a shared experience and builds rapport.
• It provides value by offering a related insight or idea.
• It is a good way to start a conversation.

This makes it easier for them to remember you and continue the conversation.

Networking Is About Relationships, Not Transactions

Too many people treat networking like a cold, hard numbers game. They collect business cards like they're playing bingo. 

But here's the reality: quality always beats quantity. 

Some of the most powerful, lucrative business partnerships started with a simple, genuine connection. That connection grew into a relationship, and that's where the real magic happens.

By focusing on value, clear introductions, smart follow-ups, and strategic event planning, you’ll build meaningful relationships that actually drive business growth.

Tired of awkward, pointless networking? You're not alone. 

We've got three power-packed podcast episodes that will change the way you connect. 

• Jayson Gaignard shows you how to ditch the 'icky' feeling, 
• Nick Gray makes networking easy for introverts, 
• and Dorie Clark reveals how to become the expert in the room.

Get those episodes into your ears, then learn my top tips. It's time to network like a pro.

Lean Marketing Podcast

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Ever feel like marketing is an uphill battle?

Like you're pushing a boulder up a mountain, just trying to get your product or service seen?

Traditional marketing is a struggle for many businesses—and it’s often because they treat marketing as a random set of tactics instead of a cohesive system. 

They throw money at ads, chase trends, and jump from one tactic to the next.

If that sounds familiar, know that you're not alone. 

There’s a lot of noise out there from experts who tell you what you should and shouldn’t be doing, and it’s not easy to tune it out. 

It’s also easy to fall victim to bright shiny object syndrome—when you jump from one tactic to the next and get distracted by all the things you could be doing.  

But here at Lean Marketing, we’re all about doing more with less. 

And to be a lean business, you need to eliminate waste, focus on the essentials, and prioritize the actions that generate the fastest return on investment.

Marketing isn’t a set of random tactics—it’s a system.

That means getting laser-focused on the activities that move the needle. 

It’s about working smarter, not harder—creating marketing that pulls customers in, scales effortlessly, and compounds over time.

So what does all this look like in practice?

I've recorded a podcast where I break down the 9 principles of Lean Marketing in full - giving you the exact playbook to follow to be a Lean Business. 

l'll dive into the principles of Lean Marketing below—and how they can help you get bigger results by doing less. 

Lean Marketing Principle #1: Make Your Marketing So Valuable That People Would Pay for It

Most marketing is spam—annoying, self-serving, and forgettable. Great marketing gives before it asks.

Every piece of marketing that goes out should do the following: 

• Teach something useful.
• Entertain and engage.
• Build goodwill before you sell.

A simple way to know if your marketing is valuable is to ask yourself: would someone pay for my marketing if I charged for it? If the answer is no, you’re not creating real value. One great example of Lean Marketing Principle #1 in action is HubSpot—they built an entire business by giving away high-quality content for free. Their audience trusted them long before they bought anything, and that trust carried over into long-term growth.

Lean Marketing Principle #2: Integrate Marketing Into Everything You Do

Most businesses treat marketing as an afterthought. They build a product, then figure out how to sell it. That’s backward.

Marketing should be embedded into your product, sales process, and customer experience from Day 1.

Apple doesn’t just sell iPhones. They bake marketing into their entire experience—from sleek packaging to unboxing videos to ecosystem lock-in.

Marketing is more than ads. It’s how your customers interact with you at every touchpoint.

If you integrate marketing into your entire business, selling becomes effortless.

Lean Marketing Principle #3: Find Your Market Before Creating Your Product

Most businesses build a product first and then hope people want it. Without product market fit, you’re fighting an uphill battle—one that you’ll most likely lose.

Your order of operations should begin with finding the market first. Identify that market’s biggest pain points and then create a product that solves those pain points.

Want proof of this process? Just look at Airbnb—they didn’t start by building fancy tech. They saw a market of people who needed short-term rentals and built their product around that demand.

The best businesses don’t create products and hope people buy. They identify a need and build solutions around it.

Lean Marketing Principle #4: Use Tools & Automation to Scale Smartly

I’m a big believer in leveraging technology as a tool. It removes friction and amplifies results. 

One of the best ways it does that is through automation. Automation is critical for businesses looking to scale, and it’s especially important for automation to be integrated into marketing.

Let’s look at some of the ways you can use technology to automate your marketing:

AI is a powerful tool that can streamline everything from content creation and automate customer interactions. Ignore it at your own risk, as adopting AI is becoming a must for anyone looking to future-proof their business.
CRM tools can nurture leads and increase sales. They free up valuable time spent on outreach and follow ups, while also ensuring that important touchpoints don’t get missed.

Analytics tools show what’s working and what’s not. What gets measured gets managed, and setting up analytics reports will ensure you eliminate waste and put your resources into high-leverage activities. 

The right tools let you do more with less—so you can focus on strategy instead of busywork.

Lean Marketing Principle #5: Build Marketing Assets That Work for You 24/7

One reason why most businesses struggle with marketing is that they start from scratch every campaign. Smart businesses build marketing assets that compound over time.

Marketing assets are things that you own—like lead magnets, books, evergreen content, and automated sales funnels. Rather than chasing down leads and sales, marketing assets bring them to your door.

They work for you 24/7—constantly attracting new leads in the background. And while the initial effort to create assets might be labor intensive, it’s nothing compared to the countless hours and dollars saved from other lead generating activities. 

My book The One-Page Marketing Plan generates leads every day—years after I wrote it. You don’t have to be a bestselling author to take advantage of assets for your business. You just need to figure out what it is that will bring those leads in time and time again.

Lean Marketing Principle #6: Branding Comes From Selling—Not from Fancy Logos

Your brand isn’t built through graphic design. It’s built through customer experience.

Many people think of their brand as the logo, colors, and tagline that define their company.

But your brand is less about what you say it is and more about what your customers believe it to be.

Great branding is a byproduct of consistently delivering value. Nike, Apple, and Coca-Cola didn’t build their brands by designing better logos—they did it by selling products people loved.

Long story short? How you sell, deliver, and serve your customers defines your brand. 

Lean Marketing Principle #7: Marketing Is a Process, Not an Event

Marketing isn’t about one-off campaigns. It’s about consistent, repeatable actions that compound over time.

The best marketers aren’t the most creative—they’re the most consistent. So it’s time to stop thinking of marketing through the lens of creating the next viral campaign.

The ones who win are the ones who show up and do the work. They do the daily, weekly, and monthly marketing actions that compound over time. 

Think of it like working out. You don’t get fit from one workout—you have to show up every day, week after week. 

Marketing is no different. So let’s stop treating marketing like a random event and build a repeatable process instead.

Lean Marketing Principle #8: Stop Pushing, Start Pulling

Most businesses rely on push marketing—ads, spam, and cold calls that people ignore. The smarter approach? Create a pulling force with content so valuable that customers seek you out.

Imagine waking up to emails saying: "I saw your post, and it really resonated. How can we work together?"

That’s something I experience almost every day—and that’s the power of pull marketing.

Here’s how to create a pulling force through your marketing:

• Create content that solves real problems.
• Be consistent—trust builds over time.
• Engage your audience—foster real connections.

This kind of marketing not only builds trust and authority, but it also attracts the right audience. You create a community of people who share your values rather than chasing people who have no desire to work with you.

When you stop pushing and start pulling, marketing becomes effortless, and customers come to you.

Lean Marketing Principle #9: Test, Measure, and Continuously Improve

Last but not least is Lean Marketing Principle #9, which speaks to the power of optimization.

Small improvements may not feel like progress in the moment, but they lead to massive impact over time. 

Marketing isn’t a one-time effort—it’s an ongoing process of testing, measuring, and optimizing.

Too often, businesses say, “We tried marketing, and it didn’t work.” 

But what exactly didn’t work? Was it:

• The ad that wasn’t getting clicks?
• The landing page that didn’t convert?
• The email sequence that didn’t drive action?
• The checkout page where people dropped off?

Like manufacturing, marketing has multiple steps, and one weak link can break the entire system.

So if something isn’t working, lean into the power of testing and figure out how to improve it. 

1. Break it down – Identify which step is underperforming.
2. Test & optimize – Make small, data-driven improvements.
3. Track key metrics – Focus on Customer Acquisition Cost (CAC) and Lifetime Value (LTV) to measure profitability.

A 5% increase in conversions or a 10% drop in acquisition costs can massively impact your bottom line. Small improvements compound into big results—if you commit to continuous optimization.

How to do More with Less

These nine principles of Lean Marketing aren’t just ideas—they’re a proven framework for simplifying, optimizing, and scaling your business. But knowing them isn’t enough—implementation is what drives results.

If you’re ready to put these strategies into action, we can help. Our Marketing Accelerator is designed to guide you through each step, ensuring you execute at the highest level.

Which principle will you start using today?

Want to stay ahead of the curve with the latest Lean Marketing strategies and insights? Sign up for our podcast updates and never miss an episode.

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Most entrepreneurs think they have a knowledge problem.

They believe if they just take one more course, watch one more webinar, or read one more book, they’ll finally be ready to take action.

But the truth?

❌ You don’t need more information.
❌ You don’t need another deep-dive course.
❌ You don’t need to watch 10 more hours of tutorials.

What you actually need? To start taking action on what you already know.

Knowing without doing = zero progress.

Knowing vs. Doing: The Ultimate Business Shortcut

“Can I get a recording of the clinic?”

This is one of the most common requests we get in our Accelerator program.

But here’s why we say no:

• Watching is passive.
• Learning without action creates zero progress.
• Success comes from execution—not theory.

If you can’t make time for a live clinic, what makes you think you’ll find time to watch a replay AND implement the lessons?

Spoiler: You won’t.

The fastest-growing businesses don’t sit on knowledge—they apply what they learn immediately.

Why Business Owners Need Less Theory and More Action

“The customer is always right.”

You’ve heard it a million times. But it’s completely wrong.

If customers always knew what was best, they wouldn’t need help:

You don’t fix your own plumbing. You call a professional.
You don’t self-diagnose serious health issues. You go to a doctor.
You don’t cut your own hair (unless you like looking ridiculous).

And in marketing?

Most business owners don’t actually know how to build a strategy that scales.

They think they need more social media, more ads, or more visibility.

But what they really need is:

• A clear, repeatable system for attracting leads and converting customers.
• A strategy based on results—not random tactics.
• A willingness to execute, test, and iterate—NOT just gather more knowledge.

The Only Thing That Matters: Are You Taking Action?

The difference between entrepreneurs who win and those who stay stuck isn’t knowledge.

It’s execution.

But knowing that isn’t enough. The real question is: How do you ensure you actually make progress instead of just staying busy?

It comes down to this simple, three-step framework:

Step 1: Pick ONE thing you’ve learned and apply it today.
Stop waiting for the “perfect time” or more information. Take action now.

Step 2: Test your assumptions.
Don’t just consume ideas—put them into the real world and see what works.

Step 3: Adjust as you go.
Perfection is a lie. Execution beats waiting every time.

Doers get results. Spectators stay in the same place.

Which one are you going to be?

One of the best business decisions I ever made was building a remote team.

No pointless meetings.
No micromanagement.
No wasted hours commuting just to sit in a cubicle.

But if you listen to the corporate world, they’ll tell you remote work is a lazy free-for-all—employees lounging in pajamas, binge-watching Netflix, and “working” between naps.

That’s nonsense.

The truth is, great employees don’t need a babysitter.

Big companies drag workers back to the office because they confuse control with productivity. But the best teams aren’t caged. They’re free-range.

If you build your team correctly, you’ll get higher performance, greater efficiency, and world-class talent—without wasting time and money on office politics.

Why Remote Teams Outperform Office Teams

A big part of my success has been hiring the best talent—not just the closest talent.

When you limit your hiring to people within a 30-minute commute, you’re choosing from a tiny, mediocre talent pool. But when you hire remotely, you unlock access to the best people in the world.

And the best people?

• They don’t want to be micromanaged.
• They don’t measure productivity by hours in a chair.
• They want to be judged by results, not time spent looking busy.

I’ve built remote teams across the U.S., Canada, Australia, the Philippines, South Africa, Colombia, and Germany.‍

My team members skip brutal commutes, are present for their kids, and can travel without begging for permission.

And guess what? They outperform most in-office teams.

Whenever I talk about remote hiring, I get the same questions:

• How do you trust remote employees?
• How do you monitor them?
• How do you make sure they’re actually working?

Short answer: You don’t “manage” remote workers. You hire A-players and track what actually matters.

1. Stop Hiring for Convenience—Hire for Attitude

Technical skills can be taught. Work ethic, initiative, and a hunger for results can’t.

A-players:

• Take ownership of their work.
• Hold themselves accountable without needing constant supervision.
• Push for results instead of just “doing tasks.”

When you hire self-motivated, high-performance employees, you don’t need to micromanage.

2. Set One Clear Priority (Not a Laundry List of Tasks)

Give your team multiple priorities, and they’ll focus on the easiest one.

Instead, set one standout goal—the metric that, if hit, makes everything else fall into place.

For example:

• A marketing coordinator’s #1 job is to drive qualified leads into your business consistently.
• A sales team’s #1 goal is closing deals, not just making calls.

Define what success actually looks like—then let them own it.

3. Track Outcomes, Not Hours

Bad metrics = bad results.

• Tracking hours worked is meaningless. Someone can sit at a desk all day and produce nothing.
• Counting tasks completed doesn’t guarantee business impact.

Instead, track:

• Revenue-driving KPIs
• Quality of execution
• Consistency in results

The best employees want to be measured by impact, not busyness.

A-Players Scale Businesses—Mediocre Employees Drain Them

I’ve hired over 300+ marketing coordinators for my clients, and I’ve seen firsthand the massive impact a great hire can have.

• One client quadrupled their business after hiring the right marketing coordinator.
• Another eliminated 20+ hours of work per week by hiring a remote project manager.

A great hire doesn’t just take work off your plate—they scale your business. But only if you hire right.

Ready to Build a Remote Team That Actually Delivers?

At Lean Marketing, we help businesses hire and train world-class marketing coordinators—so you can grow without wasting time on the wrong people.

• We’ll help you find, hire, and onboard A-players.
• We’ll ensure they’re accountable and results-driven.
• We’ll make sure they help scale your business—not just fill a role.

If you’re ready to build a high-performing remote team, book a free Lean Marketing Audit today.

The Hard Truth About Success

Every entrepreneur loves a good hype moment—the thrill of a product launch, the excitement of a record-breaking sales month, or the praise from friends and family who say, “You’re killing it!”

But here’s the reality: Hype doesn’t build businesses. Strategy and accountability do.

In business—just like in sports—you’ll encounter two types of people:

Cheerleaders – They stand on the sidelines, waving pom-poms, shouting encouragement, and telling you you’re doing great—whether or not you actually are.

Champions – They’re in the trenches with you. They push you to be better, hold you accountable, and demand more from you—even when it’s uncomfortable.

One group makes you feel good. The other makes you great.

The Turning Point in My Career

Early in my entrepreneurial journey, I had plenty of cheerleaders.

Friends admired the fact that I had my own business. Colleagues reassured me I was on the right path—without ever questioning my strategy. Family members celebrated every small win as if I had already “made it.”

It felt good. But it didn’t help me grow.

The real shift happened when I started surrounding myself with champions—people who:

• Challenged my thinking—forcing me to justify my decisions.
• Called me out on my excuses—refusing to let me play small.
• Pushed me beyond my comfort zone—even when I resisted.

And guess what? That’s when I actually started winning.

That shift led me to:

• Building and scaling multi-seven-figure businesses.
• Writing two international bestselling books.
• Becoming the kind of entrepreneur who doesn’t just dream—but executes.

None of that happened because someone stood on the sidelines telling me I was doing great.

Why Champions Matter More Than Ever

We live in a world obsessed with motivation. Scroll through social media, and you’ll find endless posts about “grinding,” “hustling,” and “believing in yourself.”

But motivation alone doesn’t create results. Execution does. And execution requires accountability.

• You have to be willing to be challenged.
• You have to be open to hearing when you’re wrong.
• You have to be ready to push beyond where you’d normally stop.

That’s the difference between entrepreneurs who stay stuck and those who build something truly great.

Why Systems Matter More Than Motivation

Many entrepreneurs find themselves stuck in a cycle of excitement and burnout.

You start with a brilliant idea, launch your marketing campaign with passion, and gain early traction. But then… things stall. Sales slow. The initial excitement fades.

The problem? You're relying on motivation instead of strategy.

Once you shift your focus to systemizing your marketing instead of guessing, you will:

As a result, you'll see measurable growth—not because you're working harder, but because you're working smarter with the right champions in your corner.

How to Build a Network That Actually Helps You Grow

If you’re serious about leveling up your business and mindset, here’s your challenge:

1. Audit Your Circle

Look at the five people you talk to most about business.

Ask yourself:
❌ Are they just cheering you on, telling you what you want to hear?
✅ Or are they pushing you to be better, to think bigger, and to act smarter?

2. Expand Your Network

Success is about proximity. If you want to scale to 7-figures, you need to be around people who have already done it.

🔹 Join a mastermind.
🔹 Seek out mentors.
🔹 Hire experts who don’t just give advice—but hold you accountable for executing it.

Business is a team sport—you don’t have to do it alone.

For deeper insights into how big investments lead to big wins, check The Mindset Shift Every Entrepreneur Needs: Invest Big, Win Big

Want to learn how visionary leaders pair with the right executors? Read How a Visionary-Integrator Duo Fuels Growth

3. Get Comfortable Being Uncomfortable

Real growth happens when you’re:

Challenged on your ideas.
Forced to refine your strategy.
Held accountable to higher standards.

If that sounds tough, good—that’s the whole point.

Need Champions in Your Corner? Let’s Talk.

At Lean Marketing, we don’t just hand you a strategy and wish you luck. We act as your champions.

• We challenge you when you’re playing small.
• We hold you accountable for the goals you set.
• We ask the hard questions when something isn’t working.

Our Client Success Manager, Sarah, is relentless in keeping clients on track.
Our team of advisors and experts work alongside you—not just to teach, but to make sure you execute.

If you’re ready to surround yourself with champions, book a free Lean Marketing audit today.

—Allan