Posts
All the writings (and photographs).
"That's just an illusion."
Happy Sunday, folks! (or Monday morning, if you’re east of India) Hey, I want to reduce my uncertainty about something, so here’s an invitation to help me with that. If you have been directly involved in deciding to spend $20,000 or more on consulting, marketing, or custom softw...
About Daily Publishing
I used to run a 9-month group program that began with a 3-month daily publishing challenge. I don’t run that program anymore, but I sometimes coach clients through a process that rhymes with the daily publishing challenge. In putting together some support materials for a new clie...
You Say ICP, I Hear...
Happy Sunday, folks! (or Monday morning, if you’re east of India)
LEAD GENERATION LEARNINGS, OR: YOU SAY ICP, I HEAR INSANE CLOWN POSSE When working with a new client, I recently glossed over an important part of the process. I'm glad I made this mistake because it serves as a...
Expansion as Lead Generation
Happy Sunday, folks! [https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/ce1673fc-b676-466e-a394-46a8d0b4c176/Designer.jpeg?t=1712449007]
LEAD GENERATION LEARNINGS The best place to generate new leads might be wit...
Audience-first
Happy Sunday, folks! 18 months ago, this idea seemed pretty bizarre to me: You can just... build an audience of prospective buyers and become visible to them. And (hopefully) memorable to them. And (hopefully) remembered and reached out to when they need the service you sell. W...
Creators & Curators
Hey hey! Sorry for no email last Sunday, a sandworm ate my homework. BTW, if ever you come to the AMC Classic 12 in Missoula, MT to watch a movie in their IMAX theater, bring earplugs! I think they got Los Lobos’ old hard-of-hearing soundguy to set the levels in there. Yeesh! --...
It's the conversations, stupid!
Happy Sunday, folks!
LEAD GENERATION LEARNINGS My friend Brad Farris — coach to agency owners — recently published a really interesting article: https://anchoradvisors.com/all-sales-come-from-conversations/ [https://anchoradvisors.com/all-sales-come-from-conversations/?utm_sou...
Small-scale research -> shared value, workshop discount deadline looming
Happy Saturday, people! As many of you know, I regularly advocate for doing research that is small, focused, inexpensive, and enables better decision-making. I refer to this as small-scale research (SSR). Check this out from Josh Baron, a criminal defense attorney (he shared th...
5 Hours of Axe-Sharpening
Happy Sunday, people! I hope the Super Bowl deeply nourishes every parched nook and cranny of your souls.
LEAD GENERATION LEARNINGS I had a client who once said "If I had 4 hours to cut down a tree, I'd spend 5 hours sharpening my axe." This week felt a bit like that to me; lo...
Lead Generation Is A Mirror
Happy Sunday folks! This week my wife and I are moving into this sweet rental house we found, so if any of you want to help me move a few sectional sofas with pull-out beds inside them that mangle your fingers when the bed frame unfolds on you while trying to get the sofa through...
We're All Just Panhandling
Happy Sunday, folks. For you today: some lead generation learnings, and a bit of panhandling.
LEAD GENERATION LEARNINGS I used to hold to a very comfortingly-simple view of lead generation[1]:
- Lead gen based on communicating with an opted-in audience: GOOD
- Lead gen bas...
The Cold Email Stack
Someone asked what the cold email “stack” is. Here’s what I use and will be helping workshop participants implement:
- Evaboot: Turns LinkedIn Sales Navigator search results into email addresses. Costly, but amazingly good. Does extra verification steps that dramatically clean ...