EGGS! The Podcast

Eggs 437: The Death of Hourly Billing with Jonathan Stark

Summary In this episode, Ryan and Mike interview Jonathan Stark, a consultant and author, who shares his journey from software development to coaching on value-based pricing. They discuss the pitfalls of hourly billing, the importance of understanding value, and the significance of the 'why' conversation in client interactions. Jonathan emphasizes the need for a shift in perspective from self-interest to client satisfaction, and he outlines effective pricing strategies, including the use of guarantees to mitigate risk. The conversation also touches on establishing authority in one's field and the benefits of narrowing focus to become a recognized expert. Takeaways * Jonathan Stark transitioned from software development to coaching on pricing. * Hourly billing can lead to misaligned incentives and poor client outcomes. * Value-based pricing focuses on the client's perceived value rather than costs. * The 'why' conversation helps uncover client motivations and needs. * Setting prices based on value can lead to better profitability. * Offering guarantees can alleviate client concerns about quality and service. * Establishing authority in a niche can lead to higher pricing and demand. * Narrowing focus helps in becoming a recognized expert in a field. * Proposals should offer multiple pricing tiers to maximize client options. * Understanding customer satisfaction is key to long-term business success. Chapters 00:00 Introduction to Jonathan Stark 02:56 The Shift from Hourly Billing to Value-Based Pricing 09:31 Understanding Value-Based Pricing 12:56 The Importance of the 'Why' Conversation 18:47 Negotiating Prices and Payment Terms 25:39 Shifting Perspective: From Self to Client 30:42 Creating Customer Satisfaction 38:57 Proposals and Pricing Strategies 47:49 Guarantees and Risk Mitigation 59:52 Establishing Authority in Your Field Credits: Hosted by Ryan Roghaar and Michael Smith Produced by Ryan Roghaar Theme music: "Perfect Day" by OPM    The Eggs Podcast Spotify playlist: bit.ly/eggstunes The Plugs: The Show: eggscast.com @eggshow on X and Instagram On iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcher Also available on Google Play Music! Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://www.djontic.com/] @djontic on twitter Ryan Roghaar: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar [http://rogha.ar/]

Eggs 436: The Power of Niche Marketing in B2B with Joe Sullivan

Summary In this conversation, Joe Sullivan, co-founder of Gorilla 76, discusses his journey in industrial marketing, the importance of deep expertise in B2B marketing for manufacturers, and the strategic decision to charge for initial consultations. He emphasizes the need for high-quality content in marketing, the evolving landscape of SEO, and the significance of measuring marketing results effectively. In this conversation, the speakers delve into various aspects of marketing strategies, focusing on the importance of understanding marketing metrics, the distinction between inbound and outbound marketing, and the significance of crafting effective outreach emails. They discuss the balance between achieving fast results and building sustainable marketing success, the necessity of aligning marketing and sales efforts, and the difficult decision of knowing when to let go of a client. The insights shared provide valuable guidance for businesses looking to enhance their marketing effectiveness and overall success. Takeaways * Gorilla 76 specializes in industrial marketing for B2B manufacturers. * Deep expertise is crucial for effective marketing strategies. * Charging for initial consultations helps establish trust and commitment. * Content marketing should prioritize quality over quantity. * SEO is a long-term strategy that requires patience and consistency. * Narrowing focus on specific keywords yields better results. * Understanding the sales cycle is essential for measuring marketing success. * Engaging with subject matter experts enhances content quality. * Proactive content distribution is key to reaching target audiences. * Marketing metrics should include both leading and trailing indicators. Understanding your marketing funnel is crucial for success. * Inbound marketing is a long-term strategy that builds authority. * Outbound marketing can yield quick results but requires careful targeting. * Crafting personalized outreach emails increases engagement. * Positioning your business effectively is essential for attracting the right clients. * Aligning marketing and sales teams can drive better results. * Utilizing the right tools helps analyze customer behavior effectively. * It's important to assess the profitability of client relationships. * Transparent communication with clients can lead to better outcomes. * Providing solutions when parting ways with clients shows professionalism. Chapters 00:00 Introduction to Joe Sullivan and Gorilla 76 02:59 The Evolution of Gorilla 76 and Its Niche 06:09 Understanding B2B Marketing for Manufacturers 09:02 The Importance of Deep Expertise in Marketing 12:03 Charging for Initial Consultations: A Strategic Move 14:49 Content Marketing: Quality Over Quantity 18:04 SEO Strategies and Keyword Implementation 21:06 Measuring Marketing Results for Manufacturers 26:49 Understanding Marketing Metrics and Funnel Analysis 30:35 Inbound vs Outbound Marketing Strategies 34:35 Crafting Effective Cold Outreach Emails 37:50 Balancing Fast Results with Sustainable Marketing Success 44:14 Aligning Marketing and Sales for Success 48:03 Knowing When to Fire a Client Credits: Hosted by Ryan Roghaar Produced by Ryan Roghaar Theme music: "Perfect Day" by OPM    The Eggs Podcast Spotify playlist: bit.ly/eggstunes The Plugs: The Show: eggscast.com @eggshow on X and Instagram On iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcher Also available on Google Play Music! Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://www.djontic.com/] @djontic on twitter Ryan Roghaar: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar [http://rogha.ar/]

Eggs 435: Design. Deploy. Develop yourself with Caleb Mellas

Summary In this episode, we explore the journey of Caleb Mellas, a senior software engineer and tech lead at Olo Inc. Caleb shares his transition from landscaping to software engineering, the challenges of freelancing, and the impact of imposter syndrome on his career. He discusses his experiences at Wisely, the acquisition by Olo, and his recent shift into engineering management. Throughout the conversation, Caleb emphasizes the importance of continuous learning, building a strong professional network, and the value of soft skills in advancing one's career. Takeaways * Imposter syndrome can be a sign of growth. * Starting as a landscaper, Caleb found his passion in tech. * Freelancing taught him valuable lessons about income stability. * Transitioning to full-time work brought new challenges. * Building a strong network is crucial for career growth. * Continuous learning is essential in the tech industry. * The acquisition of Wisely led to new opportunities at Olo. * Engineering management requires a different skill set than coding. * Soft skills are vital for career advancement. * Sharing experiences on LinkedIn can help others in their careers. Chapters 00:00 Introduction to Caleb Mellis and His Journey 03:00 Transitioning from Landscaping to Software Engineering 05:55 Freelancing and Overcoming Imposter Syndrome 09:07 Navigating the Feast and Famine Cycle in Freelancing 12:05 From Freelance to Full-Time: The Shift in Mindset 14:59 Learning New Technologies and Overcoming Challenges 17:52 The Importance of Consistent Learning and Growth 21:12 Interviewing Strategies and Standing Out in the Tech Industry 24:39 Going Above and Beyond in Job Applications 27:15 The Importance of Relationship Development in Interviews 29:09 Navigating Early Career Challenges 32:41 Innovative Solutions in Restaurant Technology 35:01 Developing a Growth Mindset 37:31 Experiencing Company Acquisition 40:28 Transitioning from Engineer to Manager 44:51 Balancing Technical Skills and Leadership 47:16 Building a Professional Network on LinkedIn Credits: Hosted by Ryan Roghaar Produced by Ryan Roghaar Theme music: "Perfect Day" by OPM    The Eggs Podcast Spotify playlist: bit.ly/eggstunes The Plugs: The Show: eggscast.com @eggshow on X and Instagram On iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcher Also available on Google Play Music! Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://www.djontic.com/] @djontic on twitter Ryan Roghaar: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar [http://rogha.ar/]

Eggs 434: The Intersection of "AI" and Human Connection with Peter Murphy Lewis

Summary In this engaging conversation, Peter Murphy Lewis shares his entrepreneurial journey, emphasizing the importance of human connection, the role of AI in marketing, and the value of authenticity in building relationships. He discusses the challenges faced by businesses today and offers actionable strategies for small business growth, highlighting the significance of attention and the effective use of data. The dialogue also explores cultural insights gained from Peter's experiences in Latin America, reinforcing the idea that personal connections are vital in a tech-driven world. Takeaways * Peter's journey reflects the uncertainty many entrepreneurs face. * Success often comes from being comfortable with being wrong. * AI can enhance creativity but should not replace human insight. * Building relationships is key to business success. * Cultural experiences can shape personal and professional growth. * Authenticity in marketing fosters true connections with customers. * Attention is the most valuable currency in marketing today. * Data should be used wisely to inform business strategies. * Brick-and-mortar businesses have unique opportunities with AI. * The future of marketing lies in perspective and human touch. Chapters 00:00 Introduction to Peter Murphy Lewis and His Journey 03:05 The Uncertain Path of Entrepreneurship 05:51 Navigating AI in Creative Industries 08:46 The Importance of Human Connection 11:57 Cultural Insights from Latin America 15:10 Building Relationships in Business 17:55 Challenges in Business Strategy 22:02 Navigating Data in Marketing Strategies 25:03 The Role of AI in Marketing Execution 30:04 Human Insight vs. AI Automation 35:18 Identifying Opportunities in Brick and Mortar 37:35 Strategies for Growing Small Businesses Links from the show: strategicpete.com [strategicpete.com] Credits: Hosted by Ryan Roghaar Produced by Ryan Roghaar Theme music: "Perfect Day" by OPM    The Eggs Podcast Spotify playlist: bit.ly/eggstunes The Plugs: The Show: eggscast.com @eggshow on X and Instagram On iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcher Also available on Google Play Music! Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://www.djontic.com/] @djontic on twitter Ryan Roghaar: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar [http://rogha.ar/]

Eggs 433: Transforming webinars from simple sales tools into thought leadership opportunities with Logan Lyles

Summary In this conversation, Ryan Roghaar interviews Logan Lyles, founder of DemandShift, about the evolution of webinars in B2B marketing. They discuss the importance of authenticity, delivering value, and building trust with audiences. Logan shares insights on creating engaging content, overcoming barriers to entry, and the technical aspects of running successful webinars. The conversation also covers the benefits of repurposing content, automation tools, and the differences between live and pre-recorded webinars. Logan emphasizes the need for marketers to adapt to new technologies and strategies to maximize their impact. Takeaways * Webinars should focus on thought leadership rather than just sales pitches. * Delivering value is crucial for retaining audience attention. * Building trust involves sharing expertise freely. * The no-like-trust factor is essential in marketing. * Repurposing content can significantly increase ROI. * Automation tools can streamline webinar processes and save time. * Live webinars allow for real-time audience engagement and feedback. * You don't need expensive tech to start hosting webinars. * Implementing a two-step signup process can boost conversion rates. * A single webinar can generate multiple content pieces for future use. Chapters 00:00 Introduction to DemandShift and Webinars 03:13 The Intentionality Behind Webinars 06:24 Delivering Value in Webinars 09:10 Building Trust and Relationships 12:08 The Balance of Thought Leadership and Conversion 15:04 Getting Started with Webinars 18:09 Repurposing Content for Maximum ROI 21:24 The Importance of Unique Perspectives 24:00 Becoming the Default Solution 26:56 Overcoming Self-Consciousness in Content Creation 32:24 Crafting a Content Strategy for Webinars 39:17 Live vs. Pre-Recorded Webinars: Pros and Cons 46:48 Advancements in Webinar Technology 49:25 The Power of Automation in Marketing Links from the show: ChatGPT Market Research Prompt: https://demandshift.co/prompt [https://demandshift.co/prompt] 14-Day Free Trial of HighLevel (with webinar snapshot): https://affiliates.gohighlevel.com/?fp_ref=logan-lyles&share=W5m179URIIQ3I4ExZ3Yz [https://affiliates.gohighlevel.com/?fp_ref=logan-lyles&share=W5m179URIIQ3I4ExZ3Yz] Try Descript (AI-powered audio/video editor): https://get.descript.com/uy373esx9737 [https://get.descript.com/uy373esx9737]  Credits: Hosted by Ryan Roghaar and Michael Smith Produced by Ryan Roghaar Theme music: "Perfect Day" by OPM    The Eggs Podcast Spotify playlist: bit.ly/eggstunes The Plugs: The Show: eggscast.com @eggshow on twitter and instagram On iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcher Also available on Google Play Music! Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://www.djontic.com/] @djontic on twitter Ryan Roghaar: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar [http://rogha.ar/]