086: Making millions through Dribbble with Erik Reagan

086: Making millions through Dribbble with Erik Reagan

In this week’s episode of the Working Without Pants Podcast, I had the awesome opportunity to talk with Erik Reagan of Focus Lab.

This week was a response to a listener request from someone interested in generating revenue on Dribbble. What came out of the interview weren’t just keys to success in Dribbble, but tips for getting new clients from any online community in your line of work.

Also, be sure to check out the articles linked below that describe in detail the success Focus Lab has seen from communities like Dribbble and ExpressionEngine.

High fives: A toast to Dribbble
How showing our work intentionally has led to making millions

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085: Cold calling to win clients with Olivier Lambert of TactikMedia

085: Cold calling to win clients with Olivier Lambert of TactikMedia

On the show this week, I had the pleasure of talking with Olivier Lambert of TactikMedia. Olivier is one of a rare breed who actually enjoys cold calling.

In this interview with him, he talks about how he approaches cold calling and how beneficial it has been for winning new clients for TactikMedia.

I had a great time talking to Olivier. He is an awesome guy with a great story. I hope you get a ton of value out of this interview and find ways to utilize cold calling in your agency.

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084: Business development for agencies with Drew McLellan

084: Business development for agencies with Drew McLellan

On the podcast this week, I had Drew McLellan of the Agency Management Institute.

If you are an agency, and you haven’t heard of the Agency Management Institute, you should definitely check them out. They come alongside small to mid-sized agencies to help them run their businesses better.

Drew has been an agency owner for over 20 years now, and has a lot of experience with what makes agencies work well. In this episode, we talk about getting new clients and keeping current clients happy.

I hope you enjoy this interview as much as I do and that you can walk away with some ideas of how to keep your sales pipeline steady.

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083: New inbound clients in 30 days with Michael Gass

083: New inbound clients in 30 days with Michael Gass

On this episode of the Working Without Pants Podcast, I had the pleasure of talking with Michael Gass. Michael runs the Fuel Lines Business Development blog, which is one of the top 100 marketing blogs according to Ad Age.

In this episode, Michael goes in depth on a lot of the tactics he uses when helping companies with their inbound marketing strategies.

A ton of companies have a hard time seeing the results of inbound, or the results take forever. Michael shows us some ways that inbound can be creating impact in about 30 days.

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082: Mistakes to avoid when building your agency with Matt Inglot

082: Mistakes to avoid when building your agency with Matt Inglot

On this episode of the Working Without Podcast, I had the great pleasure of talking with Matt Inglot. Matt is the founder of Tilted Pixel, and he also runs the Freelance Transformation podcast.

I loved sitting down to talk with Matt about his story of how he ended up where he is today. It is a story much like my own, and it is great to hear about all he has learned from the mistakes made along the journey.

There is a lot you can take away from this week’s episode on things to do and not do when starting an agency.

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081: Strategic Partnerships with Michael Sacca of Crew

081: Strategic Partnerships with Michael Sacca of Crew

On this episode of Working Without Pants, I had the pleasure of interviewing the former President of Crew, Michael Sacca. When Michael came to Crew, he was the head of partnerships, and we get to talk a lot about how he worked on creating valuable partnerships in that role.

We also get an in-depth look at some of his outbound campaigns and how he crafted these to best reach his audience.

This was a fun interview with a ton of insight, and I hope you enjoy it as much as I did.

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080: Badass branding and packaging services with Pia Silva

080: Badass branding and packaging services with Pia Silva

Pia Silva and her partner are the owners of Worstofall Design, an agency that builds badass brands without the bullshit.

Pia's model is extremely unique. Instead of being a traditional branding agency, her and her partner work in a unique way. They do 1-2 day intensive branding sessions with their clients called "BrandUps" where they build the client’s entire brand and strategy right there in person.

They charge $10k per Brandup and regularly schedule 3 of these per month. That means in roughly 6 working days per month, Pia and her partner generate $30k in revenue!

In this interview, we dive into how Pia created this model, and how others can use elements of this in their own business.

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079: Using podcasting as sales outreach with Jonathan Green

079: Using podcasting as sales outreach with Jonathan Green

I’m a huge proponent of using podcasts to grow your business, but I know a lot of people find the idea of creating and maintaining a podcast to be daunting.

This week, I got to talk to Jonathan Green from Sweet Fish Media, and their whole company is built around the idea of using podcasts as a means to interview your potential clients and win them over as clients for your business. They produce niche podcasts for B2B companies and take all of the pain and hassle out of managing your own.

In this episode, we talk about how podcasts can be used to reach beyond just content creation and into creating meaningful connections with your target audience.

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078: Winning new clients through reciprocity with John Ruhlin

078: Winning new clients through reciprocity with John Ruhlin

On this episode of the Working Without Pants Podcast, I talk to John Ruhlin about how he wins new clients and nurtures existing clients through gift giving.

John talks about how gift giving is something that is often overlooked by companies, but if it is done right, it can have a huge effect on your business relationships and bottom line.

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077: Building a rock solid culture with Arnie Malham

077: Building a rock solid culture with Arnie Malham

On this episode of the Working Without Pants Podcast, I talk to Arnie Malham about the success he has had in building multiple companies with rock solid cultures.

One of the things that I love about Arnie is that he is a big reader, and he attributes much of his success to what he calls R&D, ripping off and duplicating from the authors that he follows. And with a team of around 30 members and annual revenue over $10 million, I’d say he’s doing a great job.

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074: Tim Conley on scaling a consulting practice

074: Tim Conley on scaling a consulting practice

Tim Conley is a business coach, was the host of the Foolish Adventure podcast, and is a high-level consultant, helping B2B entrepreneurs, agencies and consultants (from $0.5 - 5M) scale their businesses. 

In the first half of this episode, we discuss the businesses Tim works with, which range from $500K - 5M, and what it takes for them to grow and level up. 

In the second part, we discuss Tim's business model, which is quite similar to my own business, Outbound Creative, doing high-level consulting and selling group training programs. Find out how to scale your own solo consulting practice, making upwards of $200-500K a year, while only working 9 months a year.

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073: How to double your agency's revenue with strategic partnerships

073: How to double your agency's revenue with strategic partnerships

Over the past few years, I have spoke with hundreds of agency owners, and I ask every one of them this same question of "How do you find work?" Time and time again, the trend of "Strategic Partnerships" kept rising to the top. In fact many agencies cited it as generating 20-70% of their revenue.

In this podcast episode, I dive into how these agencies structure strategic partnerships, and how you can form your own. 

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072: Russ Perry on starting and scaling a productized design service

072: Russ Perry on starting and scaling a productized design service

Russ Perry is the founder of Design Pickle, a productized graphic design service. 

Design Pickle can free up your marketing team to work on bigger initiatives, while they take care of things like business cards, brochures, posters, etc. It’s amazingly simple: just sign up and get matched with a dedicated designer for unlimited designs at a flat rate of $370/mo.

You’ll really get some value out of this episode if you want to productize a service. We dive into how Russ started Design Pickle, scaled it to over $100K in monthly recurring revenue in 1.5 years, challenges he’s faced and big insights/ideas he’s discovered. His thought process in starting the business was fascinating.

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069: Dan McDade on generating, qualifying and nurturing leads

069: Dan McDade on generating, qualifying and nurturing leads

Dan McDade is the owner of Point Clear, a company that has been doing lead generation and high-level strategy for other businesses, going on 20 years now.

He works with some pretty big clients, like Microsoft, and his company basically functions as an outsourced sales department for his client companies.

In this episode, Dan’s relates how he’s built his business and sheds light on his experiences, as well as the changing landscape of outbound sales.

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068: Dan Englander on account management

068: Dan Englander on account management

Dan Englander is the founder of SalesSchema.com, and the author of Mastering Account Management and The B2B Sales Blueprint.

Dan is an expert on growing sales, and specifically, getting the most value out of existing clients, which is often ignored in sales.

We dive into his experiences in ramping up sales at one of the first video explainer companies and winning massive Fortune 500 accounts (like Verizon, Showtime, Bank of America, Venmo), before he started his own consultancy.

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067: Ben Lee on productizing the discovery process

067: Ben Lee on productizing the discovery process

Ben Lee is the founder and CEO of Neon Roots, an award-winning agile development agency.

Interestingly, the majority Neon Roots’ revenue does not come from actual developing, but rather from their discovery program, called Rootstrap, which guides entrepreneurs from the vaguest idea of an app, to a development-ready prototype.

Ben dives into how Rootstrap took on a life of it’s own, why discovery is so important, his untraditional sales team and other insights into how he’s built his business.

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