How To Build Your Email List To 10,000 Contacts in a Year (or less!)

Reading Time: 12 minutes

Now that a couple of months passed by and I kept our social media posting on a consistent basis(thanks team – not!!!), it is time to start bringing the big guns out.

You probably don’t know, but back in 2020, we used quizzes to bring leads and sales to our website and our customers as well. By the term “quizzes”, do not assume we use funny or entertainment quizzes like the ones you see at Buzzfeed.

What I am talking about is quizzes that address a specific problem for the end customer.

It is a quiz that, through “self-discovery” via well-thought-of questions, we uncover the truth and we “prescribe” solutions to the people that take it. We cal lthis a “quiz funnel”.

Why quizzes? And what is a quiz funnel?

If you ask any small business owner to tell you what they wished for, then you would get two answers:

  • One is that they would wish for more time.
  • The other is money.

Quizzes solve both of these problems.

A well-structured quiz solves the issue of time, as it generates leads that are qualified, and if you have a CRM connected, you can add these leads to remarketing campaigns, email sequences and lead nurturing. You do not have to rely on cold calling, messaging groups on Facebook or adding friends and sending DMs.

Coupled with a few good ads, you can get leads day in and day out.

Quizzes also solve the issue of money. You see, when you generate leads – any type of lead, being to sell them an appointment or to sell them a product – you end up converting most of the (if your quiz and your sales process are optimised).

Quizzes were responsible for generating 958.976 Euros for a fashion brand we promoted back in 2020, in just 6 months! And now, after a period of re-structuring our own agency and repositioning it to better serve a bigger portion of our market, we will be launching several quizzes (which I will explain in other posts.)

A quiz funnel is simply the entire process of taking someone who has no clue about your business, through to generating sales.

We would describe the process as:

Ad > Quiz > Segmentation Based on Answers > Result > Upsells > Email WorkFlows > Remarketing.

But how does a quiz produces such amazing results?

When rookie or wannabe marketers throw a quiz, they do not know what to expect. They are not strategic about it. They do not know what questions to ask because they know shit about their customer.

Simply put, when a quiz is well structured, serves a goal, is aligned with the business objectives, and is aimed for sales, not some general haha moments, then it is a Lead Generating-Machine.

A well-thought quiz is a system to ask questions designed and positioned in such a way that helps you figure out exactly what your customer wants.
In other words, it’s a way of discovering what your customer wants to buy by guiding them through a series of questions and customizing a solution for them so they are more likely to purchase from you.


And it’s a way to do it that is completely automated and does not require one-on-one conversations with every single customer.

The advantages are a three-way-street:

  1. A quiz helps you get valuable feedback about your product or service. In the case of products, customers will tell you which products they want to buy. If you sell services, like appointments or coaching, they will tell you if they like what they see and book or not.
  2. The biggest revelation of having a quiz for lead generation and sales is that you can find out why they didn’t buy. You will have plenty of time to revise your sales plan, product, services, pricing and the campaign itself, and relaunch.
  3. When you optimise the quiz, all you have to do is scale-up and you are on your way to the Maldives, sipping a mojito.

Wait, what? Isn’t an ad doing that same job? Why do I need a quiz funnel?

Nobody’s perfect. An ad is simply showing a product with the hopes that the targeting, copy and image are the right ones for most people to buy. You are simply telling people to buy – or book an appointment.

A quiz funnel, on the other hand, aims in uncovering your audience hidden problems and prescribe them a solution – with the goal of buying what you are prescribed them or booking an appointment.

Here is the big revelation of the day: People have no clue what they want. They might need something but they do not trust you enough to buy it from you. And they do not know if your solution is the best, and whether your solution is what they want.

So you need to ask them: What is the biggest challenge you are facing?

And they will tell you (I am speaking from experience).

Ok, enough talking. Show me how to create a quiz funnel!

Ok, the first thing you need to do is establish what your goals are. Is it more sales? Is it more leads? Is it brand awareness? What is it?

For the sake of argument, let’s say it is more sales (every business owner loves selling stuff – and if it is automatic, with no effort on your part, wow!)

We will be starting the process with a workflow diagram.

The workflow provides a guide for what we want to achieve:

A typical funnel we create at Centis

There are more complex workflows than the above and it all depends on your product or your service – how sophisticated you want things to be.

A workflow includes:

  • A traffic source, like Facebook, Instagram, Google Ads
  • A landing page for the quiz
  • The quiz itself
  • An outcome of the quiz, which is generated either from the quiz or based on a custom page – the outcome can be a product recommendation, an appointment (i.e. if you are a doctor looking for more patients, after the quiz and the results you will be directed to book an appointment) or a voucher, a coupon, you name it.
  • A sequence of emails per outcome – where we follow up with the leads automatically
  • And several different landing pages after that.

What we do at Centis, is we always start at the end. After visualising the funnel, we create the end (outcome) sales pages, and then we create the email sequences, then the quiz and outcomes and only after that do we create the ad. In this blog post, however, and for whoever doesn’t have the time to read the whole thing which may sound abnormal we will start by creating an ad.

We always recommend you have a CRM to send email sequences so that you can also move customers according to their type (unless you are an eCommerce store, so there is no need to). If you do not have a CRM and you are looking for a powerful one, with unlimited contacts, leads and automation, Centis offers one with each subscription to one of our plans:-)

The Quiz Ad:

In the ad that features A LINK to your quiz, you need to try and assume what the biggest problem your target market has:

  • Do they need more leads?
  • Are they having skin problems?
  • Which product is best for them for their haemorrhoids?
  • Should they select a desktop or a laptop computer?
  • Do they need more traffic or conversions?
  • Which type of diet do they need?

and so on.

See some example ads I found for you on the internet to get an idea (and no, I do not have permission from our clients to use their ads, BUT I will create one just below these three 🙂

Aweber quiz - quiz funnels from Centis.net
Aweber quiz on the writing style
skin care quiz - quiz funnels from centis.net
Children's Hospital Los Angeles quiz - quiz funnels from Centis.net

and here is mine:

A Facebook ad featuring a quiz for lead generation

As you can see, the copy of each ad above (including mine) is addressed a unique situation that your audience needs help with.

Now, let’s move to the building of the landing page.

Quiz Landing Page Design

When people click on your quiz ad, they need to land on a specific page (hence, the landing page), where IT MUST match the copy, colour, text and images of the ad. Otherwise, you will cause them a disconnect and they will bounce off.

I would love to have found the landing pages of the above examples, but I haven’t so what I would like to point out are:

Your landing page needs to be clean. Not many graphics, not too much text (unless your quiz and your product require an explanation).

You need a headline that essentially repeats what you told them in the ad. So if on the ad you wrote “What skincare cream is right for you” your headline must be EXACTLY the same.

Overall, our landing pages have a headline, an image and the quiz embedded. See a screenshot from our quiz (you are welcome to take it if you like):

quiz funnel from centis.net

If you want some more inspiration I have provided two hand-drawn layouts to get your creative juices flowing:

Option 1: with opt-in at the start

quiz funnel sketch driagramm - centis.net
This has a big headline, an image on the left, text that explains the quiz on the right and an optin to start the quiz.

Option 2: Headline, Image on top, button to start, no opt-in

This has a big headline, a big image and a single button to take the quiz. Useful when your products are mainly visual.

Now that we discussed the landing page design let’s move to the quiz itself. Oh boy.

How to design your quiz for maximum results

As stated before, quizzes are excellent means of getting leads and sales and increasing your list – as well as retargeting your customers.

However, if you do not structure your quiz correctly then chances are that you will fail in generating leads (and then you will say that “quizzes do not work, I tried!!

1. Everything starts with a lead-generating title

Whether you are sending an email to customers, writing a blog post or posting on LinkedIn, Twitter or Facebook, your title is the one which will get the attention of your readers.

So with attention spans that shrink day by day, you need to know the basic copywriting rules in order to catch your reader’s attention.

Here are some ideas about titles:

  • Replace “We”, “Our” or “I” with “You” and “Your” in the title: It’s simple but effective. Make it about them, not you – for example, “Are you having soggy skin”, “Is your bank ripping you off?”, or “What’s your dream job?” – these titlers will instantly get more attention and get more filled, than ones with bland, impersonal titles like “The Business Quiz”.
  • Place numbers in from of your headlines.: Numbers attract the eye, and a weird rule is that odd numbers work a bit better, for example, “7 Questions That Show You If You Are Prone To A Heart Attack”
  • Make your titles short. The main objective of the title is to guide the reader to the next paragraph! So whatever you write on your title must lead to what you will say next, where you will expand what you said before (in the title, get it?)

2. Make a quiz last up to three minutes or less

It would be great if your quiz could hold the attention span of your target market for more, but we do not live in an ideal world. As attention spans shrink, so is our patience. It is easy to be carried away and start asking questions about every conceivable problem you may think of – but your customers need fast solutions.

So keep your quiz short – 6-8 questions, lasting less than three minutes. That’s the idea rule. You will see more conversions than by asking 10-15 questions. If you do not believe me, just test it 🙂

3. Add visual elements to make it more appealing

Nobody likes a dry environment. Adding images, animated gifs and short videos that evoke a response, surprise and delight in the customer experience is a must. Statistics show us that if you add images, you will see at least 40% more conversions than if you don’t.

Some tips:

  • Images should fill, but not outweigh the question. The question must always be clearly visible.
  • Do not use stock photos that were used in the 90s. Use images with people looking, laughing and “speaking” at each other, not looking directly at you with their hands crossed.

4. Your lead form must be short

Do not use more elements than necessary to gather your leads. Most of the time, a name, an email and at best a phone number should be enough. The reason? Since your quiz is going to show people an outcome (either to book an appointment or purchase something) you will get more information during that phase than with the lead form.

Make the lead form short, so that you can have more lead responses – and then sync with your CRM, Facebook custom audiences and email marketing to market them again.

5. The quiz must lead somewhere

In our case, we do not design quizzes to be entertaining. In some cases, there is an entertaining element baked in, but the quizzes we create have two purposes: to prescribe a solution and to grab someone’s email.

In order to prescribe a solution, the quiz must be created in such a way that a combination of answers will lead to a specific outcome. Let me explain:

A client of ours who is selling collagen is offering 3-4 different products: two types of collagen powders and a couple of mixed collagen powders with other ingredients to boost results, all with different packaging.

The quiz is structured in such a way as to address the benefits of each product. Say that you have dark spots.

Then we know for a fact that Product A and B solve the dark spots issue, so when you take the quiz and amongst other questions you click the “I have dark spots” button, then the quiz will take you to Product A or the product B, depending on the other answers you provide.

The quiz software you are going to use must enable the use of outcomes – products with purchase options, discount options, a calendar link for those who book calendar meetings and URL redirects, in order to redirect someone to a page you want.

Now, the hard part: Emailing and staying in touch!

Email is responsible for nearly 45% of revenue or more for every business we work with, including ours. The one thing that you, the business owner, must realise is that one of the biggest assets you have is your list. It is in your best interest to see it growing – and in retrospect your bank account.

Why? Well because you own 100% of this asset. It is not followers on a Facebook page which can be wiped out in a day by someone who reports it, or your Twitter account or your ad account which can be shut down for no reason.

You control the emails that are subscribed to your database, and they belong to you. I can’t stress it enough.

So, imagine this scenario:

Someone clicks on your ad. They take the quiz, and in order to see the results, they must fill in their name and email.

Great – now you have another lead!

Upon filling in their email, they are redirected to the page where you prescribe them the solution. They see the product or they read part of the solution to their problem (i.e. they suffer from back pain and you propose them to do some exercises – but for more, they need to book a free consultation at your clinic).

Let’s assume for a moment that you sell a product. So the user sees the product, but he either wants to think about it, is not ready or doesn’t have his credit card with him/her.

So what do they do? They close the quiz page and move somewhere else.

Yes, but what have you accomplished? You got their name and email.

So what happens next is entirely up to you, but we generally advise to:

  • Design and send a customised email per outcome, that is personalised based on the selection the lead made, i.e. if he selected “I prefer pills” and “I have soggy skin” then you place these as tags into your email saying “You said that you prefer pills and your skin is soggy. In that case, as the result suggested we proposed the ACME Pill For Soggy Skin”
  • Send more than 6 emails per outcome that are following up. If the user finally buys, these are automatically stopped.
  • At the end of the sequence, make an offer to gain them as a customer. The offer could be similar to the offer on the outcome page, or even lower – the objective is to win them as customers.

This leads us to the final element of our funnel. The Sales Pages.

Design Sale Pages At The End Of The Customer Journey

Ok, now we are near the end. It is where the customer has seen the outcome, probably did not buy and we are going to get the big guns out 🙂

As described above, if a lead did not buy your offer at the outcome page, then you sent them a series of emails, which all lead to a final sales page.

The sales page must have three elements:

  • A headline
  • Image of your product or a video
  • A description of the benefits of the product or service.
  • A buy button (oh wait, did I say three elements? I meant four)

Here are some examples of sales pages:

An example of a sales page

If you really want to up your game, you should also consider adding remarketing to the mix. When a lead is registered, your email program grabs the lead and adds them to the remarketing list on Facebook, and if you have a remarketing ad activated, you can start showing ads immediately to people who didn’t buy.

The same thing can happen when a lead abandons the quiz since they are pixeled.

Overall, Quizzed Work

If you follow the process above, you can have a lead or sales-generating machine in no time. Depending on how you structure your ads, you can easily scale this to the number of thousands of leads per month- and we have seen lists exceeding the 5,000 per month if you do it properly.

If you want your own quiz in 14 days or less from the day of reading this post, we have completely standardised the whole process. It is as we describe above, but after doing hundreds of quizzes for our clients and us, we can make your list explode and consequently, your sales.

Yes, I want to have my own quiz created!

With ads, landing pages and emails, the whole nine yards

How To Do Keyword Research Before Starting Your Business - centis.net

How To Do Keyword Research Before Starting Your Business & Launching A Website: A Beginner’s Guide

Reading Time: 8 minutes We have seen it again and again. You have an idea for starting a business, capitalising on your passion or just because you want to make some extra money and leave your dreaded job.
So you start working on how to make things a reality – if you are selling services, you will probably need some space to rent, you are looking for an accountant, create a logo, and try to set up pricing.
But you are overlooking one major thing that can make or break your business early on:
What your (future) customers are looking for.

5 things before you start your business - centis.net

Do These 5 Things Before You Start Your Business To Get It Off To A Great Start

Reading Time: 5 minutes

Starting your own business is a lot of work. Not only do you have to take care of all the day-to-day operational tasks, but you also have to nurture your business so that it can grow and thrive. You might be wondering where to even start.

The answer is simple.

Before you start your business, you must create your online presence. 

Why?

Because everything starts from this exact point – and things aren’t going back to where they used to be.

So if we were you, we would start by researching online not only the market, but once we have a clear understanding of what our market would be, keywords that people will search to find us, creating an online presence before we even launch and a powerful domain name that matches the best performing keyword.

This post will give you 5 things that you should absolutely do before starting your new business.

1. Make sure you have done thorough keyword research for your website

2. Make sure you know the kind of customer you want to attract

3. Make sure your domain name includes your keyword

4. Have an estimate of the budget you need to market your business

5. Gather an audience before you launch your website & business.

5 things you should do before you start your business

1. Make sure you have done a thorough keyword research for your website

One of the most important things to do before starting your business is to develop a thorough understanding of the keywords you want to rank for. We can’t stress this enough. Whether you are an accountant, a plumber, a management consultant or even a yoga teacher, it is important that you establish your foundation for people to find you easily.

Ranking for keywords will help you get more traffic and conversions. One way that you can find keywords is by looking at the top-ranking websites in your industry. You should also look into how people are searching online and think about what they might be trying to find with their search queries.

So keywords research on your industry and future business is everything. Spend time researching keywords for your website. This is the foundational aspect of your business. 

You want to make sure that you have a good list of keywords that people are searching for and other competitors of your are using them. 

You will later optimise your website with these keywords and al your blog posts, landing pages and even newsletters!

2. Make sure you know the kind of customer you want to attract

This is one of the most important things you should do before starting your business and your website.

If you don’t know who your target audience is, chances are you’ll have a hard time getting new customers. 

Before you start, identify your niche and research what kind of customer it attracts. This can help shape your marketing campaigns to attract more people like this. 

Who do you sell to? Sure, as an accountant you sell to everybody. After all, everyone needs accounting. Or if you are a plumber, you service all kinds of plumbing, right?

Not quite.

You see, within each industry, there are sub-divisions of that industry. For example, in accountancy, there are cost accounting, accounting for HR, accounting for aviation etc. Can you service all of them? No.

So think in terms of who you serve – who would be ideal for you to work with. It is definitely not everyone.

Another example is if you’re opening an ice cream shop, you may want to focus on attracting families. That way, when they come across your ad or see you in person, they will be more likely to buy from you because they’re attracted to the same thing as your customer base.

Think about the kind of customer you want to attract. Do you want to target a specific demographic or geographic area? Maybe focus on a niche? Knowing who your customers are will help you market better.

3. Make sure your domain name includes your keyword

One of the most important things you can do before starting your own business is to make sure your domain name includes your keyword. This way, people searching for your website may find it before they find one with a similar but different domain. The more leads and customers you have coming to your website, the better!

I had a friend who sold coffee. He went on and registered his name in a domain name but not anything that resembles that he sells coffee. 

In the end, he found out that marketing his business comes at a greater cost when people cannot associate what you sell with your brand.

He finally realise that and after a while, he changed his domain name (and logo) to include the word “coffee roasters” in it.

Make sure that your domain name includes keywords related to what you offer in order to make it easier for people to find your business online.

4. Have an estimate of the budget you need to market your business

One of the most important things to do before starting your business is to have an idea of how much you’ll need to market it. This can be a challenge, as marketing budgets vary depending on the size of the business and its goals. 

It’s a good idea to start by getting a ballpark figure in order to be able to plan ahead.

There are many different approaches you can take with your marketing budget, but one that has shown success for other businesses is digital marketing.  

With digital marketing, you can target your audience more precisely than traditional methods. You can input important information about your audience and use that information to shape your digital marketing campaigns. It makes it easy for you to reach the right people! 

Let’s say your ideal customers are African-American men between 23-35 years old who make at least $35,000 a year. You’re trying to reach this ideal customer on social media to get them to follow your business. 

If you wanted to precisely target those characteristics, you could easily set those perimeters for your social media ad campaign. This would ensure that only the relevant people specified would see your ad and become interested in what you have to offer!

This helps you project how much you will need to spend each month on advertising, blogging, social media, influencer marketing and graphic design and how many units of products or services you will need to sell to make these costs back.

Planning this BEFORE you even incorporate, shows you also what level of effort you need to undertake in order to make a sale.

5. Gather an audience before you launch

One of the most important things you can do before you launch your website and business is to gather an audience. This might sound strange, but it’s actually one of the most important things you can do. Without an audience, it will be very difficult for anyone to find your site and company.

What are some ways to get a following? You can start by running ads and building a list with Facebook ads or other social media ads. 

You could also create content that is relevant or interesting to your desired audience and share it on social media or with an email list. 

There are many ways that you could build an audience, but whatever way you choose make sure that it aligns with the theme of your company!

Gathering an audience before launching your website & business is tough, but it pays big when you finally launch your business. You will immediately make sales.

Compare the two:

Jennifer launches her yoga class but has no audience. She incorporated a month ago, so now she has to pay her accountant monthly, to buy a web hosting service, to pay for a web design agency, and pay for email marketing, leaflets and even the rent for her office – you name it –

On the other hand, Laura gathered already an audience and has email lists ready to sell to. By the time she launches, she already has to paying clients and she can finance her website, rent or anything else she wants – she is profitable from day one.

Start early in promoting your new and upcoming business, by participating in forums, social media groups, and creating a blog or newsletter list where people can sign up for updates from you or offers from your future company.

So now you know – the question is how many of the above will you do before you start your business?

 

The 3 crucial mistakes that will kill your startup - centis.net

The 3 Crucial Mistakes That Kill Your Startup

Reading Time: 5 minutes

We were lucky. At the beginning of 2022, we already have 35 customers that came from our previous business model (the agency that served only the nutraceuticals industry), so this provides us with good revenue to sustain our growth into the new model.

To be honest, this new service isn’t something that needs to reach Product/Market fit. Here is why:

Let’s say that you are a professional working from home/remotely and all of the sudden, you start thinking that you need a website.

Great! There are so many options out there, ranging from doing it on your own (Wix, Go Daddy etc) or finding a freelancer, an agency or your nephew to do it for you.

In the first case, you will need to pay anywhere between 1,500 to 10,000 Euros for a custom website. If your nephew is doing it, maybe nothing.

But this is where we come in. A product/Market fit is the concept of when/before you launch a product or service, you need to find enough people wanting to buy it.

So wanting to build a website is the primary thing that everyone does, when starting a business. It is something you must have.

And then what do you absolutely need to have? Marketing.

Nothing sort of extraordinary up to now apart from the fact that we do not just build you a website, we also provide a CRM, a custom-written newsletter, and paid ads. And our motto is, “website and marketing, without lifting a finger”.

So we are already addressing the primary needs of a startup, a professional, a freelancer or a work-from-home person (or a professional or a freelancer)

The big difference for us is that we do not sell you a website.

Getting a website from Centis kills two birds with one stone – and in our case, instead of paying to get a perfect bullet-like stone, we give it to you at an extremely low cost.

So, anyway, here are we are. January 2022, and we still rely on our past clients.

Truth be told we haven’t:

  1. Put any ad out there to advertise
  2. Haven’t contacted anyone to spread the word out
  3. The only thing we did is posting content on Facebook, Twitter, LinkedIn and Instagram.

This obviously is not enough to bring us any kind of traffic or sales (ok, maybe a click or two). Simply because we never put any effort in growing our social media, except LinkedIn and we are doing it now.

As we sit on the safety net of nearly €90,000 in monthly revenue from past clients, we look a whole lot different than we did in December 2021.

Our short-term goals are different.

Our day-to-day priorities are different.

And most importantly, our challenges are different than they’d ever been.

The 3 Biggest Challenges We Are Currently Facing In Growing Centis

When starting and scaling a startup – any kind of startup (and Centis is starting up on a different market(s)), you will face the same challenges as we will:

1. Finding your business voice.

When starting out, especially in a new territory that you are unfamiliar with, the tone of your business voice plays a huge role in attracting the customers you want to work with.

At the former Centis, we HAD to be extremely serious, all our content was using scientific and marketing works to appeal to C-level executives who were used to nothing else.

This time it is different. This time we offer web design as well as marketing. Not many branding or web design agencies do that because most web designers finished an art school somewhere and know how to create beautiful websites, but have no clue how to market them. So here is our first advantage.

However, the customer doesn’t really care. Most customers say “oh you can create a website. What is the cost?” And then the freelancers or agencies fight to lower their price, or if they do not care, they just provide a quote and they are done with it.

So here is the question: How can we differentiate in a sea of freelancers and agencies that offer the same product?

We have found the answer, and the answer is: using humour and sarcasm.

What does this even mean?

So, let me explain. So you try to find an agency that sells website design, and you end up looking at hundreds of websites that say the same phrases:

“award-winning”

“leading”

“We are”

I do not know about you, but I am not sure how these agencies differentiate based on this copy. Yes, some may offer 3,7, 20 free revisions, which is again a cost measure. Or someone may promise that they are available on weekends. I do not know to me, this doesn’t sound like different.

What we have found is that when you either lead with humour or direct-response copywriting (which cannot be applied in our case) you have the maximum results. First, you communicate that you are fun to work with. Second, humour sticks. Jokes stick. So when we promote, we will need to use humour and sarcasm that really resonates, probably with the pain that people face when dealing with agencies.

The problem however remains: will humour resonate? Will humour be of the right language? And how this humour will appeal to customers across Europe? It’s not the United States where everyone talks English. Here you have to take under consideration the ethnicity of each target group you are addressing and make sure that a joke does not offend someone.

2. Promoting and scaling is costly.

When you work remotely, your costs are nothing more than the cost of web hosting, subscription to software that you use, and of course your utilities and the employees or contractors you have to pay to produce.

As our business model expanded, we had to:

  • Invest in infrastructure so that each site we build and host is fast
  • Invest in website development tools
  • Invest in manpower
  • Invest in promotion (ads, press releases, outreach)

Every expense gets bigger:

  • Servers and the infrastructure to support them
  • Analytics and marketing apps that price based on traffic or subscribers
  • Back-end software that prices based on the actions of our customers

As we grow, it gets more and more expensive.

If we had to rely on this model to bring us our first customers, then we would be doomed, if we didn’t have at least 10,000 Euros each month to pay our bills.

That’s why promoting the products and testing what works and what doesn’t via conversion optimisation is our focus for the next six months; these aren’t mental marketing exercises that we do so we can blog about them. They’re going to mean the difference between life and death.

3. When You Grow Everything Else Does

As you grow, people will feel the urge to provide good and valuable feedback. Clearly, this is something we didn’t have at the old Centis, as we were bound with NDAs and we couldn’t publicise our work.

Having a network of thrilled customers is incredibly valuable, as they can promote your work and reach more people.

However, we do not live in a bubble. When you grow, your problems grow too. We are investing early in site architecture and security and we are making sure that every plugin we use for our core product matches with each other – or it will result in slowing down our customer’s websites and bit back at the #$%^”.

A critical issue to one website may affect everything else, so this needs to be pre-addressed.

In your situation, growth means you now serve more people than you could and can’t serve them all within the day. Or if you do, you do a sloppy job and then the customer leaves a bad review on Yelp or TrustPilot.

The most important thing to remember out of the entire post comes from the phrase of my favourite book, Freakonomics: Assume Nothing, Question Everything

Simply because you need to grow, doesn’t mean that you have to assume that everything will work out just fine, no. You have to prepare for what’s coming and that is – unhappy customers, mostly with your service. So, find your voice, promote it at the lowest cost possible and prepare for a disaster before it comes.