WordPress, agency life, and entrepreneur observations
Excerpts from The Friday Chaser
-
You get to decide
It’s always interesting seeing the first submissions roll in for our annual survey. I spent about 30 hours on pre-production — wrestling with questions, rephrasing things meticulously, cutting down the list, re-ordering — and I…
Mar 6, 2026
-
Big, unignorable, flashing neon sign
Niching is one of those topics we’ve beaten to death over the years. In theory, there are a ton of benefits. But in practice, it’s hard to actually do. Either we go too broad: “I…
Feb 27, 2026
-
Seems pretty valuable to me
I’ve long been out of the business of trying to “convince” businesses they need a website. But with AI answering questions through platforms like ChatGPT or directly in the search results with Google’s AI responses,…
Feb 20, 2026
-
The dreaded “hit by a bus” question
It feels like it comes up in the group at least a few times a year (especially for solopreneurs)… The dreaded “hit by a bus” question. Basically, if you suddenly and unexpectedly couldn’t work, what…
Feb 13, 2026
-
Do my actions actually match my intentions?
I can’t believe how fast January just disappeared. It feels like we were just gearing up for the new year, and now we’re already a month in. In our TABLE groups, that means were getting…
Feb 6, 2026
-
Knowing people and being known
If you’re running an agency, there’s a good chance a big chunk of your leads come from referrals. That makes a lot of sense when you think about why. We sell something that’s expensive and…
Jan 30, 2026
-
You’ll barely recognize where you started
If you asked me about all the things I should stop doing, it wouldn’t take long to make a list. Eating like garbage… Doom-scrolling before bed… Checking work email on my phone during the weekend….
Jan 23, 2026
-
Procrastination dressed up as productivity
I’ve noticed that as business owners, there’s a little white lie we like to tell ourselves. We talk about the things we want (more sales, higher profits, better visibility, less time stuck in production work),…
Jan 16, 2026
-
More valuable as partners than competition
This week I referred a client to a few of my agency friends. Not because I don’t want the project (I do), but because I thought the best advice I could give her is to…
Jan 9, 2026
-
A few 2026 predictions
As we kick off the new year, I thought it’d be fun to throw out a few predictions for what 2026 has in store for us TABbers. I’m genuinely curious where you agree, where you…
Jan 2, 2026
-
Busy is sneaky
Every December I flip into reflection mode. I actually love that part… Zooming out and looking at the year as a whole. Seeing what worked, what didn’t, and what’s got me excited about another year…
Dec 26, 2025
-
Where the money’s been hiding
When people ask how to get higher-paying clients, what they’re usually doing is looking for tactics. Things like: Those things do help, but they’re not where the leverage really is. They’re not the reason some…
Dec 19, 2025
-
The Waffle Test
I couldn’t believe my eyes when the notification popped up last night. Sam Reid eating a waffle with the Jonas Brothers. I know that doesn’t possibly make any sense… but stick with me. A couple…
Dec 12, 2025
-
The things that spark you
love my job. I can say that with confidence as a blanket statement. But that doesn’t mean I love it every second of every day. Like any job, it has its ups and downs. I…
Dec 5, 2025
-
Different is better
For a long time, I thought success came from being better. Better designer. Better developer. Better results. And, like a lot of us, I spent a ton of time trying to prove it. As if…
Nov 28, 2025
-
The smarter our tools get, the dumber we become
This silly little box punches way above its weight. It’s sat on my desk for years… Used only a handful of times. Just enough utility to keep it out of the junk drawer. But over…
Nov 21, 2025
-
Measuring backwards
This weekend we took a trip to our former state, and with a little extra time on our hands we swung by the first house my wife and I owned. The one we lived in…
Nov 14, 2025
-
The developer who makes the most sense
Most clients don’t have a clue what they’re looking for when they hire a web agency. They want to spend their money wisely. They want something high-quality. But without the expertise, very few really know…
Nov 7, 2025
-
Clients aren’t cheap, they’re uninformed
A few months back, one of the outlets in my office stopped working. No big deal, right? According to the internet, just pop the faceplate, wiggle a wire or two, and boom, back in business….
Oct 31, 2025
-
Better and braver togther
Today marks issue #260 of this little newsletter — which, if you do some loose math, makes it The Friday Chaser’s 5th birthday. If it weren’t for taking Christmas Eve 2021 off, it would be…
Oct 24, 2025
-
Alternate payment terms for agencies
The 50% down, 50% at completion payment structure is probably the most common in our industry. And when the project goes exactly as planned, it works well for agencies and clients. But if you’ve ever…
Oct 17, 2025
-
The difference between giving up and getting up
Being your own boss means motivation starts and ends with you. No one’s telling you what time to clock in, when to take lunch, or if you can leave early. If you wanted to sleep…
Oct 10, 2025
-
Getting a head start on the new year
Every year it’s the same… Wake up on New Year’s Eve wondering how it got here so quickly. Between the client “emergencies”, time off, and holiday travel, the end of the year tends to run…
Oct 3, 2025
-
Profitability v. enjoyment
Do you ever feel like you’re working nonstop, but your bank account doesn’t tell the same story? As a business owner, it’s easy to fall into the trap of working hard and going nowhere —…
Sep 26, 2025
-
Feed your agency
Meal planning, shopping, and cooking is one of the least fun parts of “adulting”. But with a family of 5, it’s a necessity. I suppose we could just sit around, stomach’s growing, hoping the neighbors…
Sep 19, 2025
-
Forecasting isn’t like fortune-telling
Last weekend I had to drive a couple hours up to D.C. It’s a drive I’ve done a half-dozen times since moving to the East coast and it’s mostly just straight up Interstate 95. Still,…
Sep 12, 2025
-
Web designer near me
“Hi, I found you by searching for a local web designer” When I first started getting inquiries like that, I thought it was a win — organic leads! But over time, it became a giant,…
Sep 5, 2025
-
Some clients are bargain hunters
Over the past three weeks I’ve been feverishly refreshing Facebook Marketplace looking for a bike for my 6-year-old. Of course, I could have just walked into a store and bought her a shiny new bike…
Aug 29, 2025
-
There are only priorities
There was a post in the group this week asking how everyone finds time for all the “extra stuff” — like writing newsletters & blog posts, making videos, writing SOPs, and building automations. It’s a…
Aug 22, 2025
-
Growing weeds
I was talking with a small agency owner recently who’s really hungry to take their business to the next level. They, like most people, get most of their business from referrals. But when I asked…
Aug 15, 2025
-
You are a rare breed
You’re balancing clients, projects, deadlines, and putting out fires. Doing sales, marketing, and managing customer relationships. You’re doing your best to level up your skills and incorporate ways for AI to help save you some…
Aug 8, 2025
-
5 tips for ending 2024 strong
The end of the year is approaching rapidly — soon, we’ll be turning on our out of office notifications, closing our laptops, and pretending we’re not checking Slack 👀 Hopefully, anyway — it’s hard to…
Dec 13, 2024
-
Your grown-up, business version of a pony
It’s fun watching my kids — especially the littlest one — blow out her birthday candles. Her eyes are closed tighter than ever as she makes her wish and blows as hard as she can…
Dec 6, 2024
-
Impulse Control Assessment Day
Happy Black Friday! Or, as I like to call it “Impulse Control Assessment Day” 😅 It’s easy to get swept up in the frenzy — after all, we’re nerds for all this tech. Tools, software,…
Nov 29, 2024
-
A Magic Eye poster of your business
A couple weeks ago I brought in someone to help me streamline and optimize some things in my business. And before we’ve made a single change, this process has already been easily the most impactful…
Nov 22, 2024
-
The 5 scariest words in web design
“We hired a marketing director” If your long-time client ever uttered this sentence to you before, then I’m sure this sent shivers down your spine (sorry about that). It’s fresh on my mind, as I…
Nov 15, 2024
-
The only way forward
I’ve always leaned towards “ready, fire, aim.” Not because I’m reckless, but because taking action puts you in the driver’s seat. Some of my best wins came from just going for it, trusting that somehow…
Nov 8, 2024
-
One swing of the hammer
A sculptor stands in front of a rough block of marble. Inside, a perfect statue waits to be revealed… But to find it, she just has to start chipping away. At first, it’s messy. Dust…
Nov 1, 2024
-
The grass is an illusion
Most of us didn’t start our business with a carefully considered business plan or a playbook of each step in the process. One day, we just woke up and realized we’re running a business. And…
Oct 25, 2024
-
Intention, not indecision
Over the past few weeks, as I’ve been preparing my new full-build series, I’ve been reminded of how just a little extra preparation on the front-end can make everything else so much easier. It’s like…
Oct 18, 2024
-
Strategic, or just comfortable?
Referrals are awesome. You don’t have to spend time marketing and selling (yuk!), and since they come with a warm introduction, they tend to close at a much higher rate. Less work and easier to close? No…
Oct 11, 2024
-
Eye-openers for the uninitiated
People understand that when they hire someone to build a custom home, they’ll need an architect, contractors, plumbers, electricians, painters — you name it. But when it comes to websites, I’m not sure most clients…
Oct 4, 2024
-
Are you available?
I just got back from WordCamp US 2024, and if I had to sum it up in one word, it would be “opportunity”. At an event like WordCamp, it’s everywhere. In the hotel lobby, over…
Sep 27, 2024
-
Do your actions match your aspirations?
I often find myself in a familiar cycle: working my ass off, feeling busier than ever — but going nowhere. Like running on a treadmill. I’m ticking off all the little things on my to-do…
Sep 20, 2024
-
Reverse card
If you’ve struggled to pinpoint what makes your agency different than all the others, you’re not alone. It’s one of those questions that feel like it should have an obvious answer — but thanks to…
Sep 13, 2024
-
What shouldn’t I do?
I don’t know about you, but sometimes I feel like everything I want to do feels impossible. I can’t tell you how many times I’ve been staring at a blank screen — overwhelmed by the…
Sep 6, 2024
-
Two hundred
To celebrate the 200th issue (nearly 4 years!) of The Friday Chaser, enjoy these exclusive discounts from some of your favorite plugins, products, and courses!…
Aug 30, 2024
-
It’s time to rebrand
When most of us think about goals, we tend to treat them like goalposts off in the distance. Maybe you’ve written yours down, stuck them to your monitor, or added them to your calendar. But…
Aug 23, 2024
-
More, more, more
When you first start your business you have a big blank canvas to work with. As you start to pick up new skills, onboard new ideas, and have more experiences, you begin filling up the…
Aug 16, 2024
-
What’s the difference?
Last week, during our monthly Happy Hour call, we ended up doing a bit of Q&A. If you’ve ever been in that situation, you know the adrenaline kicks in when you have 30is people staring…
Aug 9, 2024
-
Why does it keep happening?
Have you ever been on the verge of throwing in the towel after dealing with the maddening request of your clients? “Make the logo bigger.” A classic. Sending over copy that’s either a pathetic few…
Aug 2, 2024
-
With Intention and Intensity
When you’re eager to achieve big results, it’s natural to think you need big ideas. Finding a silver bullet is an alluring fantasy… but I think it’s one that often gets in people’s way. Think…
Jul 26, 2024
-
Two-way door
Legend has it that AWS — the product that’s responsible for over half of Amazon’s annual profits — might have never happened without the two-way door philosophy. Picture this: you’re standing in a room surrounded…
Jul 19, 2024
-
He didn’t expect those questions
Last week, I had a paid discovery session with a client looking to redesign their DIY website from eight years ago. As usual, I asked about his business, clients, goals, etc. At the end of…
Jul 12, 2024
-
You’d be automatic
With seconds left on the clock, you need a three-pointer to win the game. To your left is the teammate who’s always the first in the gym and the last to leave, practicing tirelessly. To…
Jul 5, 2024
-
Before you paint a pixel
I’ve been spending a lot more time lately thinking about and teaching design. Through that process, I’ve realized how crucial the steps you take are before you ever paint a pixel. Having designed professionally for decades now…
Jun 28, 2024
-
And one
We’ve all heard about the importance of overdelivering for your clients. But that term is so abstract and all-encompassing that it can be hard to put into practice in a practical way day-in and day-out….
Jun 21, 2024
-
The better half of the year
If you take a second to look at the date on the top corner of your screen, you’ll see that we’re just weeks away from 2024 being halfway over. If you can’t predict with some level of…
Jun 14, 2024
-
Check your pulse
On the first of each month, as I balance the books and finalize my numbers for the previous month, I take the opportunity to record some extra metrics about my agency’s performance for the month….
Jun 7, 2024
-
Make the decision right
Do you ever cringe looking back on some of the choices you’ve made? I have quite a few of those in my past — but there’s one decision in my business that haunts me, and…
May 31, 2024
-
How long has it been?
This week, I’ve been reflecting on the early days of my business (nearly 7 years ago!). Like most people, looking back now, I see how unprepared and unaware I was. I cringe when I think…
May 24, 2024
-
Early detection system
One of the most difficult things about entrepreneurship is the ups and downs. Just take a look at my gross monthly revenue over the past two years. A chart like that has sent many folks…
May 17, 2024
-
Careful what you measure
In a mastermind this week, we tackled a question I hadn’t answered before: How much time should you reasonably spend on a single blog post? She had spent about 8 hours on her latest, which, despite being really great,…
May 10, 2024
-
Do you have *any* kind of backup plan?
Ever had one of those days when everything seems to go wrong from the minute you step out of bed? Yesterday was that day for me. I woke up with my back in a knot, I think…
May 3, 2024
-
Agency Spring Cleaning
I woke up with one of those uneasy feelings in the pit of my stomach. The kind anxious energy of forgetting something important, but not clues as to what it could be. Despite feeling uneasy…
Apr 26, 2024
-
Simplify the decision-making process
This week I went from being hopelessly on the fence about a purchase to confidently swiping my credit card in a matter of seconds… And I think we could easily incorporate this simple tactic to…
Apr 19, 2024
-
The survey says…
Running your agency can feel like you’re stranded out on your own little island — wondering how others are surviving and what secrets they know that you don’t. Three years ago, our curiosity prompted us…
Apr 12, 2024
-
Wins above replacement
It’s baseball season in America — which is one of the hallmarks that ushers in spring. If you’re a baseball fan, then you’ve probably heard of the statistic “Wins Above Replacement” (or “WAR” for short)….
Apr 5, 2024
-
Habit instead of intention
Have you ever had someone ask you why you doing something a certain way and found no good answer other than “it’s how we’ve always done it”? It’s amazing how the most inexperienced people can…
Mar 29, 2024
-
I never want to go back
One thing I’ve found interesting the last 3 years we’ve done our annual WordPress Professionals Survey is the huge percentage of people that list referrals as their number one lead source. Looking at the preliminary…
Mar 22, 2024
-
That little combo ended up saving us over $5,000
Moving your family across the country means starting over fresh with everything. From finding a place for oil changes to choosing schools and doctors — it’s a total reset. As part of that process, I needed to…
Mar 15, 2024
-
Do Your Clients a Favor and Require Paid Discovery
I recently shared my move to a paid discovery model and got responses from people who do discovery after the project starts (or not at all) and are interested in a paid discovery model, but…
Mar 9, 2024
-
No way in hell I’m going back now
As people have been submitting their survey results, I’ve been poking around to see how the new questions are being answered and how the trends from last year are changing. One of the new things…
Mar 8, 2024
-
It’s that time of year again!
It’s that time of year again! Our 3rd Annual WordPress Professionals Survey is now open, and your submission is crucial. This year, I’ve added new questions about A.I, hiring, challenges you face, and the future…
Mar 1, 2024
-
Drip, drip, drip
It’s only natural for us to gravitate towards the tasks we excel at (and enjoy!), and push aside any of the things we find challenging. And, yes, “playing to our strengths” is a great way…
Feb 23, 2024
-
Using your website to increase customer & employee loyalty
In this week’s newsletter, I’d like to talk to you about the power of gated content… Hey, In a conversation with some fellow web developers this week, we started talking about the kinds of projects…
Feb 23, 2024
-
We’re cursed!
Do you find yourself dealing with clients who have unrealistic expectations? How about clients who ask questions that just don’t make sense? Or worse, prospects who ghost you? Those are all signs and symptoms of…
Feb 16, 2024
-
Operating like a Motel 6
If I asked you to tell me where the delays happened in your last few projects, I bet I could guess with near perfect accuracy: Waiting on the client for copy… Waiting on the client…
Feb 16, 2024
-
Are you creating content for your website?
Creating content for my website has been, without a doubt, one of the most valuable things I’ve done to market my business. Today, nearly all of my clients find me through content I’ve produced and…
Feb 9, 2024
-
They don’t know they don’t know
It’s in the early days, but I think this new addition to my proposal is already making a huge difference. It’s only been in my last handful, but its resulted in better feedback and closed…
Feb 9, 2024
-
Holding out on ’em
I had a great call with a long-time client this week. Towards the end they told me all about how I was their favorite vendor and then asked me “What else do you do that…
Feb 2, 2024
-
Are your answers obvious?
Do you record your sales calls? I know, I know… No one wants to hear themselves (and yes, it’s cringy for all of us!). But, like it or not, there is untapped gold in those…
Jan 26, 2024
-
Don’t try to just jump further
I’ve shared before that I have a competitive streak in me. It’s one of the reasons I’m drawn to performance optimization — the thrill of chasing (and beating!) a score really motivates me to be…
Jan 19, 2024
-
Looking for Shakespeare’s quill
I recently shared some screenshots of a project I’ve been working on for the past few months, and one of the comments I got threw me for a loop. Someone asked what software I used…
Jan 12, 2024
-
Is it even worth your attention?
In 2023, TABLE mastermind members accomplished an astonishing 157 long-term goals — which averages out to about 4 each. And that’s not even counting our weekly goals, which outnumber long-term goals by a factor of…
Jan 5, 2024
-
A year of intention or action
Since starting the TABLE mastermind groups back in May of 2021, I’ve conducted over 600 meetings. And while that’s not quite the 10,000 hours Malcom Gladwell says it takes to have true expertise — one…
Dec 29, 2023
-
How to come up with unlimited content ideas
Have you been meaning to create more content for your agency? If so, then you know that feeling when you’re staring at a blank screen — the cursor blinking mockingly back at you? Yep. Writer’s…
Dec 22, 2023
-
Your agency report card
As we close out another whirlwind year, it’s a great opportunity for a little introspection and reflection on how the year went for your agency. And I’ve got just the thing to help you with…
Dec 15, 2023
-
Are your builds “Case Study Ready”?
Case studies have been pound-for-pound the most valuable content I’ve created for my agency. They’re not just fancy posts on my website; they’re assets I lean on in sales calls, highlight in proposals, and make…
Dec 8, 2023
-
Outsell what you could save
And just like that, welcome to December 2023 ???? It’s that time of year when most of us start pulling out spreadsheets and calculators to crunch the year’s numbers. If you think there’s room for…
Dec 1, 2023
-
Nature of our nerdom
It starts out innocently enough… A straightforward objective in need of a solution. But before you know it, you’re knee-deep in articles and debates about “best practice” and the “ultimate solutions”. Whether it’s the underlying…
Nov 24, 2023
-
Don’t hesitate to say ‘Pickle!’
I don’t know if this is something my kids made up, or standard practice across all cars with kids in America — but my 3 play a game called “Pickle”. The objective is simple: When you see…
Nov 17, 2023
-
It’s a compass, not a map
Are you the kind of person who thrives on goals? For me, goal setting has always been really helpful. They provide with a game to win and a high score to beat. As a competitive…
Nov 10, 2023
-
The algorithms and the Joneses
We’re closing in on two years now since I got more serious and consistent about posting on YouTube. When I decided to do that, the goal was simple; help people in the community by sharing…
Nov 3, 2023
-
Bursting with potential, but free from responsibility
Picture yourself walking down the halls of an art gallery, walking by countless pieces of abstract art. It’s beautiful, of course, but some of it is shockingly simple. Naturally, your inner monologue says “I could…
Oct 27, 2023
-
The mediocre 5-star BLT
This past weekend we decided to chase the changing leaves west and spend a weekend in the mountains. The drive was a few hours, and if you too have 3 kids you know that can’t…
Oct 20, 2023
-
I’ll try to save you a couple hundred dollars
Be honest… how many subscriptions do you have that you haven’t touched in the last 6 months? Most of us will wildly underestimate this number — from both forgetfulness and to avoid the shame. That,…
Oct 13, 2023
-
Here you are — now — with the decision
Have you ever caught yourself sinking hours into something and wondered “Why am I doing this?!?!”? I have… more times than I’m comfortable admitting. In fact, just the other day I spent about 4 hours…
Oct 6, 2023
-
*This* is expensive
Have you ever tried baking bread from scratch? I love to cook — so I figured it couldn’t be that difficult. Unfortunately, what I produced didn’t fit the legal definition of “bread”. The kids — my biggest…
Sep 29, 2023
-
Claim back a little of your time
Nothing will start my day off on the wrong foot like opening up my calendar to realize I’ve got a day full of back-to-back-to-back meetings. It’s like PTSD from the dozens of times I’ve gotten…
Sep 22, 2023
-
Building our defenses
When you see a post in the group about burnout, does it feel like a familiar stab? Like someone is narrating a page from your life story? Happens to me every single time — and…
Sep 15, 2023
-
Business MRI
This week I was faced with a challenge: create a list of 27 things that have helped my business get to where it is today. If you’re anything like me, you’re immediately asking “why 27?”….
Sep 8, 2023
-
The shadow of opportunity
Picture this… You’ve just landed your best client ever — the unicorn of clients. Their projects are interesting, they’re easy to work with, and let’s not kid ourselves; they pay well. Very well. Months roll…
Sep 1, 2023
-
The unsung hero
I’ll admit it… I’m a sucker for those nail-biting, overly-dramatized sports movies and documentaries. With the NFL season rolling in, it’s given me an excuse to binge on the marathons they are running (and eat…
Aug 25, 2023
-
Horizons of possibility
Picture yourself looking out of an airplane window down at a field below. The patchwork of land intersected by streams, roads, and highways. Now, picture standing in the middle that field with both feet on…
Aug 18, 2023
-
Tuning into the right frequencies
Have you ever imagined what the internet would be like if it were a physical space? Imagine walking down its streets being constantly bombarded with bells, whistles, shouting, lights, explosions, and total chaos. Everywhere you…
Aug 11, 2023
-
The fastest path to irrelevancy
Charles Darwin said “It is not the strongest of the species that survives, nor the most intelligent; it is the one most adaptable to change.”. Of course he was talking about evolution — but I…
Aug 4, 2023
-
More pickles than I can count
Have you ever found yourself torn between a reluctant ‘yes’ standing our ground with a potential relationship-straining ‘no’? Who said running a business was easy? Thankfully, I’ve found a two-word phrase that has gotten me…
Jul 28, 2023
-
Not *the* best; *our* best
In a recent TABLE call, a question was tossed into the discussion that really caught my attention. It wasn’t about the usual suspects — client acquisition, pricing & profitability, or juggling work-life balance — it…
Jul 21, 2023
-
What gets measured gets managed
The saying goes “What gets measured gets managed”, and I know I’ve seen the most significant changes/growth in my agency when I was actively measuring the success of my efforts. Not only does it help…
Jul 14, 2023
-
Perfection, practicality, & profitability
I’ve often thought of a website designer/developer as a type of craftsman. It’s part art and part science, where aesthetics and utility come together in some sort of balance. But where that balance lies can be really difficult…
Jul 7, 2023
-
Still not batting 1.000
With all the extra headaches that come with owning my own business, the last thing I want to be is miserable working in it. A big part of that, for me at least, is working…
Jun 30, 2023
-
It finally dawned on me
I used to get really frustrated by the other agencies in my town… They built inferior websites, charged twice as much as me, and still had 10 times more customers than I did. For years…
Jun 23, 2023
-
Going on offense
In the website industry we’ve always had a pretty poor reputation for customer service. Many of us entered this field because of a passion for technology, not necessarily for human connection or business acumen. And…
May 12, 2023
-
When you do the math
In a TABLE meeting this week we got on the subject of pricing and profitability. I asked the question “do you know how much it costs you to operate on an hourly basis?”. This was…
May 5, 2023
-
Who’s who?
There are a lot of web agencies out there. A lot. Thankfully, there’s also enough work to go around that most of us can stay busy (I’m very much of the “abundance mindset”). But with…
Apr 28, 2023
-
I keep needing a refresher
The longer I’ve been in this business the more I realize that having a process for something is really the key to succeeding (I know I’ve talked about this a million times before — but…
Apr 21, 2023
-
All client acquisition strategies aren’t created equal
How do you get your clients? According to the data we collected in this year’s survey, most of us are getting the bulk of our new work from referrals. Getting referrals is great — and generally a sign that…
Apr 14, 2023
-
I’m glad I was wrong
Last Friday I ended up getting my entire day’s to-do list done in just under two hours. While I don’t enjoy being wrong (though I should be used to it by now ????), I’ll gladly…
Apr 8, 2023
-
Getting comfortable doing sales
This will be the last week in the series where I’m taking you through my current sales process and sharing what’s been working for me. The last two bits I want to cover are my…
Mar 31, 2023
-
I don’t always pitch discovery
As I’ve been chronicling my sales process over the past few issues, we’re to the point now where I’ve qualified the lead and had an initial call with them. Now, I gotta decide how we’re…
Mar 24, 2023
-
Get to know you
Over the past couple weeks I’ve been breaking down my sales process. So far, we’ve got the prospect through the project inquiry form, logged all the data in our CRM, and evaluated if the lead…
Mar 17, 2023
-
Evaluating prospects
Last week I shared my project inquiry form, which is the first step in the process anyone has to take to work with me. But between that and our first call (which I’ll discuss next…
Mar 10, 2023
-
It starts with a project inquiry form
In last week’s newsletter I talked about how my sales process has really been clicking lately, and asked if anyone was interested in a breakdown. I got quite a few responses, so here we go….
Mar 3, 2023
-
Suspiciously smoothly
My last 3 proposals have gone really smoothly — suspiciously smoothly. In fact, in my latest one, I met with the client for the first time yesterday and by noon today I had a 50% deposit…
Feb 24, 2023
-
What’s the worst part of your website?
We all have things we’d like to improve on our website… but that long list of things feels so daunting that we keep putting it off because we never have the time to do all of it….
Feb 17, 2023
-
I don’t think that’s coincidence
As professionals that tend to eat, sleep, and breathe websites, it’s easy for us to get inflicted with the “curse of knowledge”. If you’re unfamiliar with that term, is a cognitive bias when you unknowingly…
Feb 10, 2023
-
A huge enlightenment
Have you spent any time mapping out any of your processes? I’m a visual person, and using Figma’s “FigJam” files to create process flow diagrams has been a huge enlightenment for me. I don’t think there’s any…
Feb 3, 2023
-
I put myself in their shoes
My family and I are planning on moving this summer, and because of that we’ve had to interview and hire a lot of different people… Realtors, contractors, movers, etc. It’s not often I do this,…
Jan 27, 2023
-
Is the price right?
You’ve heard this before, but how you price something tells people a lot about it — even if it’s subconscious. I’ve seen this for myself… When we first launched The Website Owner’s Manual, it was just…
Jan 20, 2023
-
It doesn’t guarantee it
It’s that time of year again — when we all look at the big number in the date flipping over and consider it a fresh start. I wasn’t always much of a goal setter, but…
Dec 30, 2022
-
My little nest egg
I was listening to one of the latest episodes of Trailblazer.fm, where Lee and his guest were talking about “Pricing in a weak economy”. Aside: I’m still on the fence of this whole “we’re on…
Dec 16, 2022
-
Could we “borrow” this idea?
Each year, Spotify does their year-in-review “wrapped” promotion where they push out personalized lists of your most listened to songs and artists for the year. They’ve, of course, made all of this really easy to…
Dec 9, 2022
-
Because of its persistence
We all have big dreams of where we’d like our agencies to be… Maybe it’s to hit $100,000 (or $1,000,000) in revenue… Or hire your first employee… Or hire enough employees that you don’t have…
Dec 2, 2022
-
Fake blood and fart spray
Back when I was in a death metal band (yes, really), we went into the studio and cut a small demo. Thinking we needed something to get attention from the record labels, we decided to…
Nov 18, 2022
-
We’re not “competition”
When my buddy Matt and I connected (not long after I started my business and while it was still a side hustle), both of our agencies took on a new trajectory. Within months we were…
Nov 11, 2022
-
At a scale no human network could ever match
If you poll people in our industry, you’re almost certain to find that “referrals” are the number one lead source for most agencies. But I don’t think that’s because we’re all really good at referrals. Most of…
Nov 3, 2022
-
The 90% that makes us unique
No matter which fast food burger joint you go to, about 90% of their operations are the same across the industry. Which one you choose comes down to just your personal preference. But the web…
Oct 28, 2022
-
Any old sparkly thing
It’s incredible how easy it is to catch shiny object syndrome. We’re always on the lookout for the next best thing, and it’s hard to resist some fantastic new piece of technology. I’ve purchased and…
Oct 21, 2022
-
Less stress and more satisfaction
I can’t tell you how many days (and sometimes entire weeks!) I’ve had where I felt like I worked my ass off, but can’t think of a single thing I got done. As business owners…
Oct 14, 2022
-
Stepping over a dollar to pick up a dime
I’ve found there’s a lot less back-and-forth on design revisions when I request approval on small things incrementally throughout the design process. First, the colors and typography. Followed by components like buttons, links, and images,…
Oct 7, 2022
-
5 Proposal Tips
Having a conversation with by buddy Adam Wright inspired me to jot down a few of the things I’ve learned about writing proposals — hopefully, they are helpful to you! 1. Send as quickly as possible.According to…
Sep 23, 2022
-
What went right, what went wrong
I don’t know about you, but when the process of getting a project over the finish line is complete — I’m exhausted. Delays, revisions, meetings, problems, conflicts… We endure a lot trying to get a…
Sep 16, 2022
-
Double your failure rate
You could spend 10,000 hours watching basketball, but if you’ve never shot hoops before, none of that studying is going to help you put the ball through the net. The only thing that will make…
Sep 9, 2022
-
Marketing mambo-jumbo
I’m planning a big overhaul on my agency website — specifically the copy. In auditing what I have now, I find a lot of things like this (this specific example is a section talking about…
Sep 2, 2022
-
That checks a lot of boxes…
Have you ever put together a case study for your agency? I had done a couple of pretty half-assed ones in the past, but over the past month or two I’ve been working on a…
Aug 19, 2022
-
If it doesn’t exist, you can’t make it better
From writing out an entire process for my sales pipeline, to automating most of it in Airtable — the past week or so I’ve been swimming in the concept of processes. The thing I’ve noticed…
Aug 5, 2022
-
Can you manifest it?
I seem to go through phases that swing from super-organized to semi-controlled-chaos (and everywhere in-between). I’ve noticed that when business is slower, I get really lazy about making sure I put everything in my project management…
Jul 29, 2022
-
1,334 goals accomplished
With client work, there’s a built-in accountability system. You do what you said you will do, or the client doesn’t pay you. That kind of relationship works well for both sides of the arrangement. Working…
Jul 22, 2022
-
What you’re willing to do
I heard a quote recently that has stuck with me and I just can’t seem to shake it… “It’s not about what you’re capable of, it’s about what you’re willing to do.” -Mike Tomlin In…
Jul 15, 2022
-
What’s best for you
Since the dawn of WordPress Facebook groups, the question has remained the same: “What X should I use?”. From hosting companies to page builders, this question has been beaten to death. Those posts are filled…
Jul 8, 2022
-
It’s only halftime
At halftime of a football game (no matter if you’re picturing a round ball or an oblong one, this works the same) all of the players retreat off the field. At halftime players rest, treat…
Jul 1, 2022
-
An expert or a crazy person
I’ve found content creation to be one of the best returns on investment in my agency. But it’s not always about bringing in new leads — a lot of its power lies in nurturing prospects…
Jun 24, 2022
-
Smack dab in the middle of an ebb
Agency life has its ebbs and flows, ammiright? With a couple of crazy-busy months, I think I’m smack dab in the middle of an ebb. Not that it’s necessarily bad, it’s just been (really) busy….
Jun 3, 2022
-
4 or 5 whys deep
The “Go Wide, Go Deep” technique you likely heard of from Troy Dean is a really interesting way to drill down on your clients desires and discover what they really need. I guess my 3…
May 27, 2022
-
Maybe *too* many
It’s not often that the best product becomes the most popular, and it’s not the best agencies that have a waiting list full of customers. The companies that get the most traction are the ones that aren’t afraid to…
May 20, 2022
-
20 of 1.6 Billion
There tends to be a lot of grumbling about how saturated the web designer/developer market is — and that’s true… There are a lot of us. The tools have made it easier, more people are…
May 13, 2022
-
Slight Changes, Spectacular Results
This week I spent some time catching up on podcast episodes in my subscription feed, and I just have to share what Lee over at Trailblazer.fm is doing… Season 43 is all about “Slight Changes,…
May 6, 2022
-
The project lottery
The longer you’re in this business (and any business, I suppose) the more you start to figure out what things are in your sweet spot, and what types of things you should avoid. Those “red…
Apr 29, 2022
-
Zoom out
This week I’m working on a project where I have to create a bunch of “section templates” rather than an entire website (the customer basically wants a bunch of Lego pieces they can plug and…
Apr 22, 2022
-
You are novel
I’ve heard a lot of people with really great ideas talk themselves out of them because “someone else is already doing it”. It may be writing a blog post, posting a video, creating a course,…
Apr 15, 2022
-
Good thing you have impostor syndrome
This week I was looking something up about a big local-government organization here in my town. When I got to their website, I realized it was completely new. Of course, I did what any web…
Apr 8, 2022
-
This question saved my ????
I picked up a really killer sales question from the book “How to Become a Rainmaker” a while back, and after months of it kicking around in my head I finally remembered to use it…
Apr 1, 2022
-
Education over sales
I’ve never felt very confident when it came time to “sell” anything. There are endless videos, webinars, podcasts, and trainings on the topic of selling, but 9 times out of 10, the tactics taught feel…
Mar 25, 2022
-
Chance favors the prepared mind
We spend a lot of time strategizing and planning to get to where we want to be — and that’s a good thing to do. But the longer I’m in business (and honestly, in regular…
Mar 18, 2022
-
2022 TAB Survey
This week I thought we’d do something a little different… I’ve put together a short, anonymous survey for the group to get a sense of where everyone is at in their agency. Most of the questions are…
Mar 11, 2022
-
Planting seeds of doubt
A lot of times when I’m writing content for my agency website I’m not really thinking about SEO — I’m thinking about a specific customer or prospect and how I can educate them. Let me…
Mar 4, 2022
-
Why I Keep 100+ Backups of Every Website I Manage
While that may seem like overkill, having plenty of redundant backups is critical to the successful management of any website….
Feb 27, 2022
-
No one likes a perfect person
As business owners we put a lot of pressure on ourselves… Oftentimes, so much pressure that it paralyzes us from taking action. I’m sure there are things that you’ve been wanting to publish, promote, or…
Feb 25, 2022
-
Two ways to expand
If you’re getting overwhelmed with work, and needing to expand capacity, there are two routes most agencies take; hiring direct or hiring a white label partner. Both have their pros and cons, and it depends…
Feb 18, 2022
-
How do you do it?
During a TABLE call this week, we got off on the topic of creating a “our process” type page for our agency website… And the more I’ve thought about it, the more convinced I am…
Feb 11, 2022
-
They’re asking for referrals
If you’ve ever worried that a disproportionate number of your leads come from referrals, then you’re not alone. I think most agencies feel this way. Of course, it’s always a good thing when you can…
Feb 4, 2022
-
My trick to avoiding overwhelm
I get overwhelmed pretty easily — especially at work. It’s always been this way for me… Probably a combination of my high-strung personality and pedigree of anxiety issues. At one of my last real jobs…
Jan 28, 2022
-
33% of American’s did what? ????
I read a stat this week that was pretty shocking — it said that over 33% of Americans started a side hustle since the pandemic began. And even more surprising, almost half of those reported that it…
Jan 21, 2022
-
Debugging your designs
When we have our “developer hat” on, it’s natural to debug problems step by step. If something isn’t working, we quickly make a mental list of the possible causes and test them one by one…
Jan 14, 2022
-
Running your own race
This week I saw a tweet by Mike Oliver that stopped my scrolling pretty quickly… “Maybe someone besides myself needs to hear this. Don’t let the new year put you in a state of panic to scale,…
Jan 7, 2022