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What if "the rules" didn't apply to you?

March 17, 2016

A friend of mine in Chicago is a very successful, self-employed designer. His business made twice as much revenue as mine did last year, and I’m pretty sure he worked no more than 63% the number of hours I did. If you think I’m a little… out there for doing stuff like emailing my list…

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Teaching as the mouth of your MVF

March 2, 2016

I’m following up the Minimum Viable Funnel article by drilling deeper into each component of the funnel. In this article, let’s look at using teaching as the mouth of your funnel. As a refresher, remember that my Minimum Viable Funnel (MVF) looks like this: Promotional activity (like teaching) –> Lead magnet –> 3 months of…

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12 Lead Nurture Emails

February 17, 2016

I’m following up the Minimum Viable Funnel article by drilling deeper into each component of the funnel. In this article, let’s look at the lead nurture emails component. As a refresher, remember that my Minimum Viable Funnel looks like this: Promotional activity (like teaching) –> Lead magnet –> 3 months of “lead nurture” emails that…

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The Ideal Service Description Page

February 3, 2016

I’m following up the Minimum Viable Funnel article by drilling deeper into each component of the funnel. Today, let’s look at the service description page/1-page site. As a refresher, remember that my Minimum Viable Funnel looks like this: Promotional activity (like teaching) –> Lead magnet –> 3 months of “lead nurture” emails that are constantly…

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Lead Magnet Options

January 20, 2016

Following on to the Minimum Viable Funnel article, I’d like to drill into each component of the funnel. Today, let’s look at lead magnets. As a refresher, remember that my Minimum Viable Funnel looks like this: Promotional activity (like teaching) –> Lead magnet –> 3 months of “lead nurture” emails that are constantly reminding subscribers…

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A Minimum Viable Funnel (MVF)

December 2, 2015

Building a funnel for acquiring leads and nurturing them via email doesn’t have to be a long, difficult project. Here’s what I consider to be the minimum viable funnel (MVF) you might use to generate and nurture leads for a specific service, your entire company, or a new market position you are testing: Build a…

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What Is An Educational Resource Center?

November 24, 2015

I’m a huge fan of education-based content marketing for helping you sell your professional services. Unfortunately, the most visible examples of successful content marketing are larger B2C and SaaS companies. This is unfortunate because those companies profit from an approach that just doesn’t translate well to the small B2B professional services firm like the custom software…

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The Journey From 121 to 1,016 List Subscribers

September 25, 2015

My email list just crossed the 1,000 subscriber mark, and I thought I’d use this occasion to share with you my experience of growing my list from 100 to 1,000 subscribers (actual numbers are 121 to 1,016, but I’ll go with round numbers for ease of typing), what I’ve learned along the way, and what…

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CTA-able Content Marketing

September 4, 2015

The question “how do I use content marketing to benefit my professional services business” comes up a lot. If you Google that exact query string, you’ll get a lot of useless advice. Advice on the benefits of content marketing. Reasons why you should do it, even if you’re a small services business. Listicles with 59…

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3 Content Marketing Ideas For the Time-Constrained Dev Shop

August 21, 2015

I just finished reviewing Dan Norris’ new book Content Machine. This is one of the better books I’ve read on content marketing, and it’s chock full of good advice on how to do excellent B2B content marketing. In particular, his chapter 4 on differentiating your voice is excellent. Here’s the problem I see with Dan’s advice: I…

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