If you’re running a B2B SaaS that closes deals on the phone, there’s only ONLY funnel you need to make it all work. I’ve been asked the same question almost weekly for years now: “What funnel do I need for my SaaS?” It’s the question everyone asks, what funnel is going to work for me when I’m selling a SaaS. Finally, I’ve decided to answer that question if you fit in this scenario:

  • You have a B2B facing SaaS product
  • You close your deals on the phone as a high ticket monthly or annual contract
  • You have a sales team to feed with leads


Inevitably B2B has the highest cost to close, but at the same time, they can close a ton of revenue QUICK.


The Funnel


(click the image to see the high-quality version)

The way this funnel works is by qualifying traffic before allowing them to take the next step. If they’re not at least solution aware – know that the market you’re in is a solution they should be looking at – than they don’t have the option to see a case study or book a call. Ideally, when you’ve nailed it down, you’ll add an even bigger barrier by ONLY allowing people who are product aware move into the case study and call. Meaning people who know you’re a good option to solve the pain they’re looking to resolve.

So let’s go end to end…


Step 1 – TRAFFIC

Any source will do. Organic is great if you can swing it, but any traffic medium can work. In step one you’re sending that traffic to 3 different content pieces (could be video or articles – here I just said articles for simplicity sake), each will likely have their own targeting buckets.


Step 2 – CONTENT

The purpose of having 3 pieces of content is to bucket the traffic you’re bringing in and expand the potential prospecting audience. Each piece of content focuses on the different buying mindsets of a prospect:

1) Don’t know they have a pain – the hook is typically highlighting the disruption or pain they don’t know they have yet (limit this to 5 minutes of consuming content)

2) Know they have a pain, not sure how to solve it – this is all about explaining the ‘what’ behind solving the pain, not the how (limit this to 10-15 minutes of consuming content)

3) Pain and solution aware, seeking a product to fix it all – this is where you can get specific about how you’re getting a result for a company that’s similar to them and how you can do the same for them (limit this to 30 minutes of consuming content)

These pieces of content can be articles, videos, podcasts or honestly whatever – but the goal is to make moving to the next step easy – so articles or video do best here.

If they come into bucket #1 and don’t know they have a pain, they should NEED to consume content piece #2 and/or #3 before being able to move on.

I can’t go into an insane amount of detail on why and how this is structured but know the prospect needs to understand they have a pain and it has to be agitated in order to see the case study as a valuable offer.



Effectively you’re ‘showing them the way’.

The case study should be designed to show them a result they want, tied to a similar type of company to them.

Example, if you had a mobile app building SaaS selling to agencies, your case study would showcase how an agency built a 6-figure recurring profit center using your solution. This step is getting them to opt-in to receive the case study, which will be emailed to them.

Once they opt-in, you’re shooting them right over to the next page which is booking a call for a strategy session.



In this step you’ll be positioning the call as a strategy call to help them see if there’s a fit for using your product and if you can help them attain a result similar to the case study.

You’ll want it to be booked as a 30 or 45 minute call but have your call booking software send out a 60 minute time block so you have enough time to make the sale and close out any notes and all you’ll need to take.

The key to pre-framing this conversation is in positioning it as a strategy call and taking a pre-call application BEFORE they get on the phone.



This is for pre-framing your call but also to help you visualize a path for your call to take. Based on the answers you can identify beforehand if they’re a good prospect and also identify questions you’ll need to ask in order to get them to a ‘yes’.

Make sure you have copy stating it’s a mandatory application that’s needed in order to maximize efficiency on the call.

This also helps in framing the call as a strategy session vs a pure sales call.



That’s about all there is to it. Comment below with your questions and I’ll be happy to answer them!


Bonus – Get The Template

If you want the ready to edit and launch template for this funnel, click here!




#1. Optimize Your Profile For Your Business’s Pain Killer

Use a one-liner in your headline to summarize and convey the real pain killer or disrupter that your business offers as it relates to the market that you’re after.

Something really simple, like I help people sell their house 10 times faster using the most cutting edge virtual reality technology.

With a simple and to the point statement like that it’s really easy for a potential customer to qualify if they’re a fit.

Use the summary in your LinkedIn profile to convey detailed information about who you work with, the types of people that your business helps and the key benefits that you bring to your customers. Then, leverage your project section to link out to key pages on your website or key landing pages to drive opt-ins. This is where you link out to your lead generation forms, ebooks and lead magnets in order to generate leads from people that view your profile.


#2. Leverage LinkedIn Pulse For Traffic And Leads

LinkedIn Pulse is great because it notifies every single person you’re connected to, every single time you post something on LinkedIn’s Pulse Publishing Network.

Leverage it as an authority building opportunity to drive home valuable information and provide a really clear call to action to generate leads as well as traffic.

Try not to post to often or you’ll begin to annoy people. Once to twice a week is perfect.


#3. Automated Your Profile Views

Leverage viewing and automated viewing of your target customers through LinkedIn search to drive traffic back to your own profile.

You can use a tool like Autopilot for LinkedIn for this, which makes it really easy. Make sure you’re only targeting the most relevant people using LinkedIn advanced search so that the only people coming back to view your profile are already qualified to be a customer and be a lead.


#4. Treat Your LinkedIn Profile Like A Funnel

Use your Linkedin profile as a sales funnel. You viewing people is like the outbound sales process. People viewing you back are those expressing interest in what you had to offer in the outbound sales process. Connecting with those who view you back to establish if they’re qualified and actually interested in talking.

Connect with people who view you back from your LinkedIn viewing to establish if they’re qualified and actually have interest in talking to you about what your company offers.

Use LinkedIn’s first connection free messages (InMails) in order to get in touch with those people who you do connect with, and take the networking approach, a very passive approach.

Just say something like:

“Hey <FirstName>,

Thanks for connecting.

I’d love to learn more about your company. Do you have 5 – 10 minutes for a quick chat?


P.S. We do ___________ (a quick one liner about what your company and the benefit you provide.)”

Keep track of this outbound and inbound messaging just like a lead generation campaign to ensure you’re getting the maximum value and make sure you’re connecting with the maximum amount of people that you can.


#5. Leverage LinkedIn Groups For Authority

There’s many LinkedIn groups that have tens of thousands if not hundreds of thousands of people and they’re a great way to get out there with some information and just provide value. If you just go to LinkedIn group and just start answering questions, you’re going to start building authority in that group. When you start building authority in that group, you’re going to start connecting with people who are in your target market in that group who you can then bring into this process and then convert them into a lead. It’s a really simply process. It’s all just about delivering value.


#6. Use LinkedIn Groups For Joint Ventures

LinkedIn group owners very often spend a painstaking amount of time building up their group, but very often don’t have any method to convert that audience size into revenue. The really easy thing that you can do is reach out to them and say:

“Hey <FirstName>,
We have a business <BusinessName> that helps people in the <TargetMarket> industry do <WhatYouHelpThemWith>.

You have some of these folks in your group and I’d like to see if you’d be interested in a joint venture. We’ll provide really awesome free content to your members tied to a paid offer of our <Product/Service>.
The revenue that comes out of those sells will be split <YourRevenueSplit>.

The only thing you’ll have to do is copy and paste 3 or 4 messages to send to your Linkedin group. That’s it!
We’ll do the rest of the work for you.”

What you want you do here is take on all the work for them. Write emails, write everything that they need to do, and let them only have to copy and paste in order to get access to their network of people. It’s a really profitable way to go out there and tap into other people’s networks and other people’s lists.


#7. Build Your Own LinkedIn Group For Authority

Having your own LinkedIn group with people in it and having it active is a really big authority boost. It’s a really easy way to get in front of hundreds or thousands or even tens of thousands of people who all look at you as an authority instantly. It’s really easy to start a LinkedIn group and it’s really easy to grow it relatively rapidly. You just have to go out there and as you connect with people in your network or people that are your target market, you invite them into your group. Most people are really willing to join as long as you’re not filling your group with spam and messages that are irrelevant.

Every startup business needs an efficient marketing strategy in order to grow. A common problem faced by most small business is the lack of capital to invest in traditional marketing mediums. Traditional marketing is – and has always been – expensive, creating a barrier that can only be surpassed by larger businesses.


Thanks to the internet – which brings in millions of traffic on different websites each day, not to mention social media – small businesses can now afford effective marketing. Marketing your business online, which is called internet marketing or digital marketing, allows you to reach a large audience at a small-business-friendly cost.


Many small businesses utilize internet and digital marketing nowadays. But due to their lack of marketing consultants, experts, and departments, these small businesses are prone to many marketing mistakes.


If you want to make the most out of your online marketing, you should avoid committing these 17 marketing mistakes almost every small business makes:



#1. Not Utilizing SEO

Search engine optimization (SEO) is a must in internet and digital marketing. Many business owners are unaware with what SEO can do. Basically, making your website’s content SEO-friendly would make it rank higher on search engines like Google.


Whenever a user searches for keywords in a search engine like Google, the search engine presents pages of search results with web content related to the searched keywords. You may be wondering why you have a hard time searching for your company on Google, lacking SEO would be the main reason.


SEO would help rank your website higher on search engines. This means an increased website traffic and better conversion rates for your business. Isn’t SEO amazing? The best part is that you can make your website more SEO-friendly yourself – if you don’t have the budget to hire a digital marketing firm.


There are many guides on the internet that could help you understand SEO. Try reading a Beginner’s Guide to SEO to learn about the basics and improve your website traffic all by yourself. SEO isn’t rocket science, dedicate time in learning SEO – it’ll all be worth it!



#2. Thinking A Blog Isn’t Necessary

If your business doesn’t have a blog, it’s missing out on a whole lot of benefits. A blog is absolutely necessary, no matter what your business is. You can attract potential clients to your blog and convert them into paying clients in a matter of minutes – with quality and persuasive content, of course.


Even large corporations like Coca Cola run a blog, a very effective one indeed! These blogs regularly bring in visitors, improve online presence and brand reputation, retain customers, and interact with customers. There are many more things you could do with a blog, and the best part is that it’s affordable even for a small business.


Here’s a list of what you need to create an effective blog:


  • Domain name
  • Website hosting services
  • Blogging platform like WordPress
  • Quality written content (must be useful to your readers while still interesting)



#3. No Branding Strategy

Do you think that branding is merely your company’s logo? A common mistake that many business owners commit is failing to develop their brand image. A company’s brand image is your stance, customer’s opinion of you, and what makes you unique from the competition.


Ignoring the whole branding scheme would leave you with a brand that customers wouldn’t understand. This creates value to your business – so think about it. What is your business about?



#4. Avoiding Social Media

Social media is often viewed as a waste of time, especially people who have little to no knowledge in marketing. You may wonder why, most people believe that a great product/service would be sufficient. But many businesses that have great products but are marketed poorly almost always fails – proving that marketing is just as important as the product’s quality.


The best thing about social media is that creating an account is completely free! What do you have to lose aside from time? But you’re actually investing time, not losing it. Social media sites such as Facebook, Twitter, LinkedIn, and Google+ can bring in healthy website traffic and potential clients.


But how do you make the most out of social media? Here are some tips on using social media to boost your company’s revenue:


  • Share interesting and useful content on social media
  • Interact with your social media followers
  • Post consistently and regularly on social media
  • Create paid social media advertisements (if you have the budget)
  • Join groups and communities related to your line of business
  • Respond appropriately on negative feedback


Another important topic we must discuss is keeping your cool on social media. There are times when unhappy customers would post harsh negative feedbacks and reviews about your business. This can really damage your company’s reputation and most of the time it isn’t your company’s fault.


What do you do when this happens?


If you want to protect your company’s reputation, you must never respond inappropriately or show any signs of anger on social media. The best thing to do when this happens is to apologize to your unhappy customer sincerely. Also, offer compensation if needed – this would make other people see you as a company that cares for its customers.


Social media has almost the same impact as a blog. You can also attract clients through social media posts while building your brand image easily. Many people spend most of their free time on social media. Make sure to combine this with your other internet marketing strategies.



#5. Neglecting The Whole Marketing Plan

Believe it or not, some businesses commit a big mistake in marketing their business: omitting the whole marketing plan. As insane as it sounds, this is a harsh reality.


Business owners that neglect the whole marketing plan often have their own reasons. A common reason would be thinking that their products is perfect – perfect enough that it doesn’t need marketing to sell. Even the greatest product in the world wouldn’t make you rich if no one knows about it.



#6. Low Quality Content

Content can be easily obtained by writing them yourself or hiring a freelance writer. Sure, you may even use some basic SEO techniques but these won’t be effective if it isn’t quality written content.


These factors determine the quality of your SEO content:


  • Inbound links to your content
  • Outbound links from the content
  • Quality and quantity of social signals that link to your content
  • Correct grammar and spelling
  • Formatting of the text (organized content with headings, subheadings, bolds, italics, and ordered and numbered lists)
  • Easy-to-read format
  • Word count of the content (the longer, the better)


#7. Failing To Target Locals

SEO can definitely bring you more website traffic. But if you want a more effective SEO strategy, try targeting locals living within the vicinity of your business. A more specific target audience will allow you to have a higher conversion rate.


Using specific cities and areas would help you target a specific local audience. Don’t ignore this; targeting the right people would help you increase your sales.



#8. Hiding Your Company’s Strategies

Most large corporations tend to hide their company’s strategies to their own clients. This might result in losses amounting in millions if ever their strategies fall in the wrong hands. Even though they aren’t transparent with their strategies, clients still hire these large companies because of their reputation.


But as a small business, you can’t afford to lose any potential client. Hiding your strategies wouldn’t convince your clients that you could help them or that your product is that good – forcing you to explain your strategy in detail in order to get a sale.


You can also use this as an advantage. Why not email all your prospective clients? Never hesitate to offer your services and/or products to clients you have an email contact with.



#9. Not Using YouTube To Your Advantage

Many small businesses run their social media accounts every single day. But there’s another way to increase your website’s traffic – YouTube. YouTube can attract a lot of your target audience since creating an interactive video isn’t impossible, it’s actually easy.


Many companies have succeeded due to the viral videos that they post on YouTube. When your video goes viral, so does your company – you can expect a great increase in your revenue. Companies that have a specific product for sale can also promote their products features in creative and interactive ways. Videos are a very powerful tool in marketing and so is YouTube.



#10. Ignoring Keyword Research

Keywords are effective in increasing SEO of your content, but each keyword has different metrics. Always make sure that the keyword(s) that you’ll be using are actually getting search traffic.


Failing to research on keywords may lead you to use the wrong keywords – making you target a drastically smaller audience that you deserve. Don’t worry; there are different software available that would help you see how often people search for keyword/s.



#11. Failing To Increase Outbound Links To Website

SEO can drastically improve when many inbound links from other websites link to your content. This is a main factor that determines the quality of the content – allowing you to rank higher in search engines like Google.


But you can’t simply spam links to your content through low quality websites. The truth is that this would actually harm your business instead of benefiting it – making you almost invisible on search engines; you wouldn’t want this to happen.


Focus more on quality, not on quantity. Always make sure that outbound links linking to your content would be quality and reliable websites and never ever pay cheap websites to link their content to your website.



#12. Neglecting Affiliate Programs 

Startup businesses are usually restricted by their budget and funding. If you want a cheaper way to sell your product/service, you can try out affiliate programs. Affiliate partners would promote or sell your product/service, only for a small commission. Having an affiliate partner that gets a lot of visitors per day would definitely increase you revenue each month.


Affiliate programs can give you a stream of income in your startup business’ early stages. Earning from affiliate programs is reliable since it motivates your affiliate partners to sell your products and services. Consider this option as an additional source of revenue – many businesses already have.



#13. Setting Up A Pay-To-Play Method

If you want your startup business to succeed, pay-to-play wouldn’t do. People hate paying for something, especially online software and services. This would make people to move away from your company and look for a similar business offering their service online, for free.


Take note that this not apply with all lines of businesses. Some businesses sell products and you cannot give away your products for free.


But why do people hate the pay-to-play method?


  • They have alternatives that are absolutely free
  • Your business isn’t familiar to them
  • They feel that the product or service isn’t worth it


Sometimes it’s better to offer free value with additional perks that are paid for. Again, this doesn’t apply to all business industries since others would need to sell their products and services to earn revenue.



#14. Allocating Most Of Their Budget On Design

Your company’s logo, website, and online poster ads may seem very important but this only makes up a small portion of your internet marketing strategy. A common mistake that many business owners make is overspending on their website, logo, and online poster ads. Sure, you’ll get stunning visuals but have you ever considered the quality of your website’s content?


Investing less on content wouldn’t bring in potential clients. Your website might even be spammed with keywords – doing more harm than good to your company. Your budget should be allocated equally between web design, good copy and SEO content.



#15. Not Having A Concrete Conversion Strategy

If you’ve tried everything possible to make your website SEO-friendly, but haven’t seen any improvement on your conversion rates – there is a big problem. You may notice a lot of people visiting your website all because of your SEO efforts. But why aren’t they buying from you? Or why aren’t you earning revenue?


All businesses earn revenue in different ways – some earn by selling their products and services, while others earn solely through advertisements. Now that you have attracted potential clients to your website, you need to think a conversion strategy. Advertisements can easily earn you money only by increasing your website visitors. But for product-focused websites – How will you convert each visitor into a paying customer?


You can do the following:


  • Write interesting content that has a persuasive paragraph at the end
  • Clearly explain your product/service’s benefits
  • Strategize where the purchase button is located
  • Offer a variety of payment methods
  • Strategically price your product/service
  • Highly differentiate your product/service from the competition


Always make sure you have a concrete conversion strategy. Otherwise you wouldn’t see an increase to your revenue. No business can afford to ignore a conversion strategy.



#16. Seeking No Help 

Business owners would soon realize that digital marketing has a lot of elements. No business owner can do everything himself or herself while also running the business. If you want effective results, you need the help of individuals who specialize in a certain task.


Some of the tasks that need to be done are:


  • Copywriting
  • Content strategy/marketing
  • Graphic design
  • Link building
  • SEO strategy/implementation (on site and off site)
  • Social media management
  • Ad strategy/management
  • And a LOT more


Many business owners commonly ignore hiring experts for each task – mainly because outsourcing these services is costly. But every business needs them and ignoring them would make your website less efficient.


Also, there are agencies that offer teams of experts that can handle multiple tasks for your website. The good thing is that this option is way cheaper than hiring different experts for each task – helping you save money while also creating and keeping an effective marketing strategy.



#17. Being Impatient

Don’t expect all your digital and internet marketing efforts to take effect within a few hours. Most of the time digital marketing will take time to reward you. The goal is to focus more on long term benefits rather than short term ones. Never quit your internet marketing strategy just because you don’t see the results in a few days time.


Internet and digital marketing isn’t a short term strategy – it’s a long term strategy, which others fail to realize. Significant results would only show at least 4-6 months after implementing internet marketing and SEO tactics.


Never Commit These Marketing Mistakes Again


Are you guilty of committing any of these marketing mistakes? So am I! But the important thing is to identify the problem and commit to changing it. Comment and let me know what marketing mistakes resonate most with you and your business!


Now that you know the 17 marketing mistakes almost every business makes online, you can easily avoid them now. Avoid these at all costs for a more efficient and effective internet marketing strategy. In 4-6 months, you’ll see the results of all your internet marketing efforts. Make the most out of your online strategy.


Now go out there and get your online marketing in check to acquire customers!

We’re going to move a bit from the middle/bottom of the funnel with handwritten letters, all the way back to the top of the funnel.

When I say barriers, I don’t mean hurdles to convert or upgrade. I mean barriers that stop or prompt users before they leave your website.

Most marketers call this an exit intent pop-up. Here’s a great example from QuickSprout:

This pop-up appears when a user shows the behaviour of someone that might soon or is about to leave your website.

Some of the more rudimentary exit intent platforms make the pop-up appear when the user’s cursor leaves the window.

The idea of these pop-ups is to make a last ditch effort to engage a user. In the above example, the link leads right into QuickSprout’s website analyzer tool, which does a great job of showing value as well as acquiring a user’s contact info.

The use of this type of tool for Growth Hacking is to push users towards engagement funnels. If a user doesn’t find what they want on your website, or wishes to leave for some reason or another, this is a way of showing them an alternative value.

By showing them value in another form (usually with a drip campaign), you can then build credibility over time to hand that user back off into the normal user funnel.

This can be a highly effective way to increase your conversion rate and reduce the visitor to user churn for your website.

Unfortunately, exit intent platforms and plugins cost money. I have yet to find one that works well for free. But there are multiple options to choose from and when you apply it to a SaaS or ecommerce site you will notice the difference almost immediately.

If you have a direct to revenue product you are having trouble optimizing the conversion process for, here’s a list of a few exit intent platforms that I’ve used:

Bounce Exchange
It’s an amazing platform that has some really solid analysis behind it, but the price puts it on the VERY high end of the spectrum at $3,995/month and up! It’s what power’s QuickSprout’s above exit intent pop-up.

This is a relatively new one, I’ve tested it out and so far it’s had some good results. It’s significantly cheaper that almost anything else I’ve used. It starts at $9/month, but the lack of customization is frustrating.

Optin Monster
Optin Monster is my favorite exit intent platform. It has no monthly fees, plugs right into WordPress, offers lots of customization and the ultimate package offers unlimited website support. I purchased the ultimate package a few months ago and I’ve never looked back.

Once you’ve got yourself setup with a platform to support your exit intent campaign, now you have to figure out what to use as an offer.

I highly recommend ebooks or content based offers. Let’s take Top Hat as an example to work with:

Now they have a product that has a long sales cycle. It requires phone calls and emails to get a user on-board. So to help increase touches, they might want to set their exit intent offer to target users who hit their pricing page and then behave like they will exit.

In their case they have multiple pieces of content they can offer from ebooks to drip courses, but the best thing to do is choose the content piece that is A) the most signed up for and B) has the longest engagement time.

If you have an ebook drip that has 1,000 downloads but only 20 people make it through the email funnel that goes along with it, that is much worse than an ebook that has 300 downloads but 30 people make it through that funnel.

This is starting to get into the realm of complex, so if you need help with figuring out the best way for you to use an exit intent platform, reply and let me know!

I’d be happy to help you figure out the best way to implement an effective exit intent campaign.

Now go and capture some of that exit traffic!

Free. It’s the world’s most powerful word. It can moves mountains and can be a great way to hack your business.

Unless your a developer, you’ve probably never heard of New Relic. For those who don’t know, New Relic is a web application monitoring tool that keeps track of your web app’s performance.

It went from a relatively small company into a behemoth of a company with $214 million in funding.

It also used one of the Growth Hacks I love, the free t-shirt.

Why a free t-shirt?

Why not a sticker, notebook, beer glass, iPhone whatever they’re at?!

One simple reason, people don’t use half the, pardon my language, shit, that you give them for free. But a t-shirt, why would anyone throw it away. You can always wear it.

T-shirts are probably the only company swag that I never throw away. The rest I giveaway to friends or try to sell on Kijiji for a few bucks just to get rid of it.

New Relic wasn’t the only one to realize this, InVision – the popular prototyping and design feedback tool also used this Growth Hack. So did Trak.io, When I Work and a ton of other companies. The reason being, it works!

Now the idea isn’t just to give away a t-shirt and be done with it. That would be wasteful.

The idea behind it is to incentivize a paid signup in a unique way. Give someone a t-shirt that looks cool, not something branded to hell.

Here’s an example of the shirt New Relic gave away:

To some it seems plain but New Relic knew their customers, they were mostly backend developers or infrastructure guys. This shirt was pretty cool to them. Maybe not cool enough to buy on their own but cool enough to refer New Relic as their choice of performance monitoring.

The free t-shirt hack is a barrier assistant to help those on the fence about buying a great product.

The key idea here being that you have a great product to start, but you just need some help converting those visitors into paying users.

To get you started, I’ve broken it down into steps:

1. Start with multiple designs, not every design will appeal to everyone. Get a few made and use your users to narrow it down.

2. Get t-shirts printed (resources below) and give them out to VIP users, users who need a bit of love and newly signed on customers.

3. With each t-shirt you give away, include a request for a picture via Twitter, Facebook, Instagram or whatever medium you desire. The key is to get your customer excited and get them sharing.

Bonus: Offer existing users a free t-shirt when they refer a new paying user. Make sure to also give the new paying user a t-shirt.

Now if you need some great quality t-shirts, here are some places I’d recommend based on personal experience:

Startup Threads
Freshly Bakes Tees (Toronto local and owned by a great guy!)
The Printful (they also automated ordering and ecommerce stores, great resource)

There are definitely others, but those are the 3 I recommend the most because I use them for all my t-shirt needs.

To help you with design, here are some of the shirts that startups are giving away for free.



When I Work

Now go out there and brand the world with awesome t-shirts!

I’m ending your first 7 days off with something a bit bigger and more complex than the Growth Hacks I’ve talked about so far.

The Drip Email is a first step into the idea of a funnel. Now every business operates with a funnel, whether they know it or not.

An great example is Netflix. You can view their on-boarding teardown here. Now this tear down is specific just to the funnel of on-boarding a user. There are many more types of funnels depending on the size of your business, the role you play and so on.

I’m going to keep things simple for now and apply the Drip Email to the on-boarding funnel.

When a user signs up for your service, you likely send some type of welcome messaging with their login information or maybe even a personal welcome email. But when a user signs up you need to begin thinking about the journey that user must take to either convert to a paying user, be up sold to generate more revenue or achieve whatever high end goal you have.

At this stage I highly recommend you all read about using the OMTM method of operating, OMTM means “One Metric That Matters. The basic concept is that you should focus on one single metrics to determine the journey of your own business and surround efforts around improving that metric.

Back to the on-boarding Drip Email!

Rather than keep this all in theory, I’ll use an example with emails already public. BareMetrics posted their on-boarding emails not too long ago and I really like the way they display themselves to their users so I’m going to walk you through this.

At the start of the funnel and Drip Email campaign, a user signs up for BareMetrics.

Email #1 comes as a welcome email from their founder to tell the user A) their business is appreciated, B) that their data can take some time to import and C) that the founder is always accessible via phone or Skype call.

This email is sent hours after signing up in place of an automated system welcome email.

Email #2 focuses on support and is sent 2 days after the user signs up. The purpose is to send the user towards documentation and articles that can help answer questions the user may have. The usually helps alleviate frustrations.

Email #3 is sent 3 days after a user signs up, with the purpose of getting a user to invite team members (a viral loop of sorts). If you look at the steps to inviting a user on BareMetrics, it’s dead simple. The reason for this is A) less steps are a better user experience and B) a lower barrier action usually get’s actioned upon more.

Email #4 is sent 5 days after a user signs up and it points attention towards a feature that can help in improving a user’s daily experience.

Email #5 – 9 are sent 2 days apart from each other and they are all emails to begin introducing more features to a user over time. BareMetrics is a very fully featured application, which means too much at one time can overload someone. They take care of this problem by introducing the most important features over time to help them get a grip on the application in increments.

Email #10 is a simple wrap up of the on-boarding by asking users if they have any questions and letting them know the lines of communication are open.

BareMetrics does a great job of wrapping up their on-boarding in 2 weeks with all emails being to the point.

If you want to read email 6 – 9 and see the other emails BareMetrics uses for other actions, you can read morehere.

Now that you have an idea of what a Drip Email campaign looks like, I’m sure you are wondering how it can be implemented. BareMetrics used GetDrip and I also have a strong preference to GetDrip as opposed to Intercom or other Drip Email services for those who don’t have a lot of technical expertise (I’m talking API and JavaScript knowledge) and want something a bit simplified to get started.

You can try it free for 3 weeks, but in my experience with it, it’s REALLY good. If it’s your first time implementing a Drip Email campaign, it can be confusing and difficult to wrap your head around putting your user experience in a funnel and mapping it out via emails. If you need help in figuring out your first Drip Email campaign, feel free to reach out and I’d be happy to help!

I hope you enjoyed reading!



P.S. If you need help with Drip Emails or just have questions about anything, just comment!

I hope you all had a great day yesterday. How did that Quora hack work for you?

Now that I’ve talked about guest posts and influencer posts, I want tell you about something even more fun!

With this Growth Hack you can get yourself and your brand out there to media outlets, without needing a press release, PR firm or company milestone.

I want to show you how to leverage the power of HARO (Help A Report Out) and similar websites that connect you to journalists looking for content.

When I say journalist, I mean everything from high traffic blogs to mega popular news outlets like Forbes, Wall Street Journal and sometimes you can even getfeatured on TV!

To get you actioning, I’ve made step by step instructions for you to follow:

1. Go to HelpAReporterOut.com to sign up for an account and begin receiving queries 3 times per day

2. Wait to get your first email from HARO, look through the requests and choose a query that you have the background to answer, or pick a query you can do research on to answer

3. Use the provided email address to contact the journalist as they have requested and be sure to include a link to the website you want to promote, a twitter handle and your bio.

If you need further instruction or would like to see something more visual, Neil Patel put together a great video to help with going through the process of creating and using HARO.

Now I mentioned sites like HARO, and there are many out there. Here are a handful of sites I personally use, in addition to HARO to get press on myself and the companies I work for.

1. ProfNet
ProfNet is one of the older journalist sites out there (since 1992!), but it’s not free. ProfNet definitely carries the top tier of media outlets which carries a price. You can read more about the benefits of ProfNet here.

2. My Local Reporter
Now My Local Reporter is not quite like HARO in the sense that it focuses on finding outlets for experts to pitch. But it’s another resource you can use to build some buzz. This one carries a monthly fee which you can read about here.

3. Reporter Connection
Reporter Connection is basically like HARO but it doesn’t have as big of a list on the source or expert side. There are still some gems in there though!

4. SourceBottle
SourceBottle basically does away with the newsletter and sticks to queries on a website. It’s searchable but I rarely find good business or marketing requests on there. It’s much more focused on lifestyle.

5. Muck Rack
Last, but definitely not least, is Muck Rack. Comparing any of the other sites or resources to this, is kind of like comparing a BB gun to a sniper rifle. If you know who you want to target, Muck Rack will make it easy. That being said Muck Rack does come at quite the premium with plans starting at $179/month. If you can afford it, try it. The results you can get are quite spectacular, especially if you actually do have a press launch on the horizon.

Go out there and get some buzz, then come back and tell me about it!

As much as I hate to keep on one area of your strategy for too long, today I am also talking about a Growth Hack that will help your blog.

You may hear a lot of advice telling you not to drop names because it can only lead to trouble. Well in the world of blogging, name dropping is the road to more traffic!

By calling out people in blogs, you are making a request for engagement. Sujan Patel, Author of 100 Days of Growth, uses this technique often on his personal blog.

One of the best examples is his 17 Killer SEO Resources blog which has over 500 shares!

He did this by writing a blog about other blogs and websites, identifying the contact information of the people he wrote about and then reaching out to let them know as well as request a share.

The whole strategy revolves around promoting the efforts of others.

Another great example to use as inspiration is Buffer’s 16 Top Tips from Blogging Experts for Beginners. This article took quotes from 16 top bloggers and compiled those quotes into a blog post.

After compiling and posting a blog like this, the real work kicks in. The email outreach followed by more email outreach followed by yet more email outreach to get influencers to share the blog.

The simple steps to follow in leveraging This Growth Hack are:

  1. Identify a topic that fits with your market
  2. Build a list of people who are influential in this market or people who have a good following
  3. Write and post your article or blog post
  4. Reach out to everyone on your list to let them know about the article and that their blog or website is mentioned – don’t be shy to ask for a tweet

To help you with the process, here are some resources you can use:

BuzzSumo allows you to search by keyword or domain name to find the amount of times content has been shared. It works great for narrowing down content ideas. Use the results you see to determine what style of blog or article you should create to give it the best chance of being shared.

ContentMarketing.io is a new tool, created by Sujan Patel. It automates the process of identifying and reaching out to influencers you mention in a blog post. It’s still in private beta but it’s what Sujan used to get his 17 Killer SEO Resources article to 500 shares!

That should be enough to help you get your hands dirty.

Let me know if you have questions you’d like answered, want Growth Hacks for specific things or just want to share your adventure!



P.S. Here’s a bonus Growth Hack; on Quora, use your name @ company.com to widely distribute your company name.
For example: Jamil Velji @ ScienceOfGrowth.co

I hope your ready to start really getting your hands dirty!

While not everyone has a blog, there are still ways to build authority and drive traffic to your product, business or other web properties.

This lovely Growth Hack is the guest post.

A guest post is a blog or article you write and then have published on another website.

Unbounce, the landing page builder, has a great blog that is made up of mostly guest posts. If you are in the digital marketing arena, getting a guest post on Unbounce is a great achievement.

Of course if you are in another arena of knowledge, you can use Google to find sites that are relevant for you and allow guest posts.

The easiest way to do it is to go to Google and search “<your market> + guest blog” or “<your market> + guest post”. In this case “<your market>” would be replaced with a keyword representing your area of focus.

For example, if you were a financial planner, you might search “financial planning guest post”.

Now let’s take it a bit further. After you’ve made a list of 10 – 15 sites that allow guest posts, you’ll want to then see what the potential traffic is to those sites.

There’s no point in spending time to write a guest post if the site only gets seen by a hundred people a month!

To do this, you’ll want to take the domain name and run it through www.trafficestimate.com

This will give you a very rough estimate of the number of unique visitors that hit that website monthly. I usually take the number given and shave off 20% to get a bit more accurate.

Now that you have your list of guest posting sites, along with their estimated traffic, you can begin making decisions on which blog to target first.

With guest posts, I always recommend to have a list of at least 5 target sites to start with, because not every site will accept your post. But if the quality is good, you can shop it around from your first choice to your second choice and so on, until you’ve found a home for it.

The requirements of a guest post will vary from blog to blog, and using the search term above you will likely end up on the guest posting requirements page. Make sure to take note of this when writing your post.

As an extra tip, if you want to increase your chances of getting accepted or at least getting feedback on your guest post, build a rapport with the blog’s site or owner on Twitter.

If Unbounce was the example, I would tweet their posts a few times in a week, try to jump in on their Twitter discussions and make some comments on their blogs. This would build some recognition for the blog owner.

Let me know how your guest posting adventures go, I’d love to hear about them and read the posts!

If you don’t already have a blog in this day and age, you need to get yourself over to WordPress.com and get yourself setup with one.

A blog can serve many purposes from SEO to thought leadership and more. But I’ll leave the thought leadership hacking for another email.

I want to talk to you about the importance of having an about page on your blog.

For most a blog is a passive lead generator, but if you notice that your conversion rate leaves something to be desired, a well crafted about page can be the perfect hack to increase your conversion rate.

It’s a place for your visitors to get to know you better, understand your vision and see if you are a good fit to take on their business. Two of the best examples I know of are Neil Patel’s about page on QuickSprout and Noah Kagan’s about page on OkDork.

Both take a different approach to it, but both have the same underlying principles in place as well as the same idea behind them. Both Noah and Neil do a great job of connecting with their readers by offering up personal information, not just career B.S., but real insight into their personality. While you may know that Noah loves Burritos from being an AppSumo user, you may not have known that he also has a passion for disc golf or that he does Yoga.

On a more extreme version of the personal connection, Neil gives you a full life story so you understand where he’s coming from. It gives great insight into the way he thinks about marketing and entrepreneurship in general.

Neil has said a few times in past posts that his about page has lead to high-value leads and making a personal connection always helps in growing customer value.

You can easily implement this conversion hack by writing up a simple paragraph or two about yourself. Make sure to cover off why you got into your market, a few fun facts about yourself on a personal level and make sure to sprinkle in some links to your business or blog posts to distribute your newly qualified traffic.

Happy hacking!