Made You Click Podcast

About Made You Click Podcast

Made You Click has conversations with founders building tech enabled services and software companies (people you’ll actually relate to) and we talk about how they got customers to click — and what they're testing next. madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast)

Publisher

Blake Grewal

Category

business · business

Language

en

Explicit

No

First episode

30 Jun 2026

Latest episode

28 Aug 2026

Latest episodes

7 episodes in the feed.

1. 

   28 Aug 2026

   Made You Click — Peculiar Coffee Co.

   Selina and K Máté co-own Peculiar Coffee Company - a mobile coffee catering business they launched in May 2025 out of Lansing, MI that has brought tech into their operation while still keeping a human in the loop. Whoever quotes fastest wins. In mobile event catering, customers are often shopping for multiple vendors at once. Customers in this space are more reactive rather than proactive. Always in a rush. The company that replies first captures their attention. Selina figured this out three weeks into being open. That’s when they implemented Flash Quotes (https://flashquotes.com/) - that turns a form submission into an automated quote in minutes. The old process was a manual Canva invoice that took one to two days. The new one takes minutes. The automation gets the quote out. A text brings it back to human. After the quote goes out, Selina sends a text from her personal cell to the lead with a nudge about the quote. This simple tactic has helped close new sales simply because it builds a human to human relationship. Flash Quotes helped engage the lead fast and Selina’s follow-up text builds on that. It works because it meets people where they actually are and let’s be honest, most people don’t want to talk on the phone anymore. Show your prices or lose the lead to someone who does. Selina puts base pricing on the Peculiar Coffee website because that’s what she does as a customer when she is searching for vendors. If a vendor doesn’t show pricing, she is less likely to reach out. The pricing page doesn’t have to be a full breakdown; it just has to give people enough to know whether they’re in the right place. The ones who can’t afford it self-select out. The ones who can get a quote. Everyone saves time. Customer education may be your barrier. I think a lot of companies drop the ball on this. It’s easy to assume customers should just get it. But, 99% of the time that is not the case. This is more so true if your offering is new or different to existing options and, in Peculiar Coffee’s case, their approach is something their region has not seen. So, make sure you are educating your customers (not just selling your stuff!) from end to end in your marketing and sales motions. This can make or break a sale. Your website has one job. Peculiar Coffee is mid-redesign. The focus is one thing: make sure the primary call to action is above the fold and unmissable. Most service businesses build websites like they’re writing a magazine - lots of good content, lots of sections, no clear direction for what to do next. The customer doesn’t know whether to fill out a form, call a number, or click a “learn more” that goes nowhere interesting. Hero section, single CTA, no confusion. That’s the redesign. When in doubt, go meet people IRL. Selina ran Google and Facebook ads early on and they didn’t convert. This caused her to take a step back and look at what was working; organic Instagram and showing up in person. Chamber of Commerce breakfasts. Farmers markets. Putting cards in people’s hands. The lesson isn’t that paid ads don’t work. It’s that sometimes the simplest things, like showing your face around the community, are what get’s the job done. Find Peculiar Coffee Company on Instagram (https://www.instagram.com/peculiarcoffee.co/?hl=en) and book them for your next event at peculiarcoffeeco.com if you are in the Lansing or Detroit area. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

2. 

   25 Aug 2026

   Made You Click - Anthony Pierri

   Anthony Pierri (https://www.linkedin.com/in/anthonypierri/) has been doing positioning work for B2B companies for years. He runs Fletch PMM (https://www.fletchpmm.com/) alongside his co-founder and they may actually hold the world record for number of companies positioned. This episode was a masterclass in what most founders get completely wrong about positioning and, why fixing it is the highest-leverage thing you can do. If you have to explain what you do on a sales call, your positioning is already broken. Fletch’s website lists the price, the timeline, and exactly what you get (I’m pretty obsessed with their website by the way). Three tiers and most clients come in already knowing which one they need. The “sales call” is really just a check-in before onboarding. That’s the whole point of a productized service with strong positioning, when it’s clear enough that people know whether they’re a fit before they ever reach out - the sales cycle shrinks to almost zero. 300+ different types of work and low profits. Before Fletch, Anthony worked at a traditional agency where they were doing 300+ different types of work. Messy, inefficient, and hard to price. So, when starting Fletch, he and his co-founder made it a point to productize their service. They built real depth — the same project, done over and over, made them dramatically faster and better. Narrowing down made them more valuable, not less. Claude is literally sending Fletch new projects. Anthony mentioned that AI tools — including Claude — are now recommending Fletch PMM to people who ask for help with B2B positioning. Not because they ran some SEO campaign or gamed an algorithm. Because their positioning is so clear and they post about it so specifically that AI can match them to the right people. That’s AEO — answer engine optimization. It’s the natural result of being the most specific, credible voice on a topic. If an AI knows exactly what you do and who you do it for, it’ll recommend you. When everyone is optimizing for volume, depth wins. Anthony ran an experiment. A 10-minute LinkedIn video. High production value, real point of view, no AI-generated shortcuts. 60,000 impressions and a wave of inbound. His argument: the bar for mediocre content just got lower because AI made it easier to produce. That means the bar for good content stays exactly where it was. The work that takes 10x the effort is now 10x the differentiator. Using AI to write your positioning is why your messaging sounds like everyone else’s. Anthony’s take: positioning requires you to make painful trade-offs. To say “we’re for this specific person in this specific situation” and actually mean it. When founders use AI to draft their messaging, they usually skip the hard decisions that make positioning actually work. You need to know which game you’re playing. Anthony breaks it into three: you’re either competing in a mature category (stealing market share), targeting an immature category (growing the market and riding the wave), or creating a new category (riskiest, highest ceiling). Most companies’ websites don’t commit to any of them. They describe the work they do without telling you who it’s for or why you’d choose them over anyone else. Go look at your H1. If it could also describe your closest competitor, that’s the problem. Your existing customers can’t tell you why people buy from you. The voice-of-customer mistake. You interview your best clients, ask them why they chose you, and build your positioning around what they say. The problem: they’re already in a relationship with you. Their answers reflect that relationship — not the thing that made them buy in the first place. Anthony used a marriage analogy. If you ask your spouse why they love you, you get a different answer than if you asked them on the first date why they agreed to go out with you. Prospects tell you why they buy. Customers tell you why they stay. Those are different questions. “Positioning is more of a market exercise than a marketing exercise. It’s looking at what are the various market segments where we could play and then what would be our strategy to differentiate.” Anthony runs Fletch PMM and publishes a monthly positioning newsletter at fletchpmm.com/newsletter. If you’re a B2B founder trying to figure out who you’re for and how to say it, it’s worth subscribing. Full episode live. Listen here! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

3. 

   3 Aug 2026

   The companies winning customers aren't doing more. They're doing it smarter.

   Made You Click - Jenna Nelson Jenna Nelson runs Her AI Agency (https://heraigency.com/) and helps businesses figure out their AI strategy before they waste time, money, and credibility doing it wrong. This conversation started with lead intake and ended up somewhere most AI conversations never go. Brand first → technology second. Your contact form is already losing leads. The moment someone submits a form and gets an automated “we’ll get back to you in two days” response, the lead is cooling. Jenna’s argument: the first five minutes of contact are critical. An interactive intake system changes that entirely — it gives the lead an immediate resource, a calendar link, or even a clear signal that they’re not the right fit. That’s not a bad outcome. That’s the system working. Disqualifying a lead is not losing a lead. This is the friction conversation. Most founders panic at the thought of adding any friction to the intake process — what if someone who would’ve been a great customer just gives up? Jenna and Blake’s take: the person willing to go through a real intake process is the person you actually want to work with. Chasing the ones who wouldn’t bother is where founders waste most of their time. The data you collect at intake is your nurture strategy. If someone fills out an interactive intake and they’re not quite ready to buy, that’s not a dead lead - that’s a list. Their answers tell you exactly where they are. You route the hot ones to your booking calendar immediately. The others go into a 60-day nurture sequence. “Hey, you mentioned you were struggling with X — how’s that going?” That follow-up lands differently when it’s grounded in something they told you. Listing 15 AI tools is not an AI strategy. Jenna walks into companies all the time where “Paul” uses Claude for one thing, “Susie” uses something else, nobody has the same setup, there’s no internal protocol, and nothing has been trained on the brand. That’s not AI adoption — that’s chaos with a subscription fee. Her advice: find the one manual, repeatable task that costs you the most time and start there. One workflow. Controlled integration. Then build from there. Brand training before anything else. Before AI touches a single workflow, it needs to know who you are, who you serve, what you do, and — crucially — what you never say. Jenna’s observation: when AI output sounds generic, it’s usually not the AI’s fault. It’s that the brand itself isn’t defined clearly enough to give the AI anything distinctive to work with. Generic input, generic output. Nobody is clicking ten blue links on Google anymore. The visibility question for 2026 isn’t just SEO — it’s whether AI recommends you when someone asks a question your business should be answering. That means machine-readable content: proper schema, server-side rendering, clean H1/H2 structure. If an AI crawler can’t make sense of your site quickly, it moves on to one it can understand. The technical foundation matters more now, not less. “AI is great at exposing problems that already exist in your workflow. Never use AI to solve a problem — it’s just going to exacerbate that problem faster.” Find Jenna on YouTube at Her AI Agency (https://www.youtube.com/@heraigency) for short, practical AI training, and check out the First Five Minutes audit tool (https://audit.heraigency.com/?_gl=1*18ppu0b*_ga*MTAxMDcyNjUzNi4xNzg0NTc3MzIy*_ga_56B7T92NHB*czE3ODU3NzYzMzIkbzUkZzEkdDE3ODU3NzcwNTYkajQwJGwwJGgxNjAyMjI0NjE2) on her website. Full episode is live now. Listen here! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

4. 

   20 Jul 2026

   They came ready to buy. Instead, you gave them a form.

   Made You Click — Alon Rosenberg By the time someone finds you and lands on your website, they’ve already done their research. They’re interested. They’re ready to move. And most B2B companies respond by putting a wall in front of them — a form, a gated PDF, a 15-minute discovery call where someone asks 20 questions before the buyer has even seen the product. Alon Rosenberg is the co-founder of Knock, and this conversation is one of the clearest takes I’ve heard on why static, robotic sales and marketing funnels are losing — and what the experience-first model actually looks like in practice. The funnel you built is robotic. Buyers feel it. Think about how you buy as a consumer: tap, Apple Pay, done. Now think about how you’re asking someone to buy from you: fill out this form, wait for follow-up, get on a 15-minute discovery call, answer 20 questions, then maybe see the product. That gap — between how buyers live their personal lives and what you’re asking them to go through — is where deals die. Alon’s point: AI made this worse. Buyers now expect instant answers. They’re used to asking Claude or ChatGPT a question and getting one. Cold outbound, nurture sequences, gated content — it all reads as noise now because buyers already know they can get the answer faster somewhere else. People want to know your pricing. Give them a chat, not a form. This came up in a real way in the conversation: buyers today want answers — on pricing, on fit, on whether your product works for their use case — and they want them now. Not in 48 hours after a discovery call. Not buried in a PDF they had to give their email to unlock. Knock’s whole bet is that the companies replacing forms with immediate conversation (an AI chat that qualifies, answers, and hands off to a human when it’s time) are going to shorten sales cycles and win trust faster. Every moment a buyer is waiting is a moment they’re comparing you to a competitor who gave them an answer in thirty seconds. The old way of labeling leads is done. MQL. SQL. The whole taxonomy. Alon’s take: marketing teams measured on MQLs are basically just trying to collect emails — and sales knows it. That’s why sales doesn’t trust the leads marketing sends. That’s why sales reps don’t want marketing booking meetings on their calendar. They want the lead “fully baked,” not someone who clicked a gated PDF and got flagged as “qualified.” As I said in this conversation: someone’s MQLs are up for the quarter, everyone celebrates — but is that actually translating to revenue? Probably not. The shift Alon is seeing in the most advanced orgs: demand gen sits under the CRO, and the whole team points at one number — pipeline. Not sessions. Not form fills. Not which label you put on a contact. The question stops being “did they become an MQL?” and becomes “did they move?” When the measurement changes, everything downstream changes with it — including whether you even need a form in the first place. 80% of Knock’s pipeline is inbound — and it came from one thing. Every LinkedIn post Knock publishes, every outreach message they send, ends the same way: try it. Not “book a demo.” Not “would you be open to a quick call?” Just — here’s the experience, go have it. If it’s relevant to you, great. If not, they don’t chase. The product does the qualifying. That’s the cleanest inbound motion there is, and it only works if you actually have something worth experiencing. Every touchpoint is an experience opportunity. Most companies treat it as a collection event. QR codes on event swag that open an AI conversation about your product. Facebook ads where clicking doesn’t lead to a form — it opens a WhatsApp chat where an AI qualifies the lead and hands it to a human rep. Landing pages where the embedded chat replaces the gated download. These aren’t gimmicks. They’re what happens when you stop treating every touchpoint as a chance to collect an email and start treating it as a chance to give the buyer something they’ll actually remember. “Who has time to go to a 15-minute discovery call? Who wants to do that? I came because I want to see the solution. I want to do it now”. The robotic funnel isn’t just annoying. It’s actively losing ground to competitors who figured out that the experience is the pitch. Alon’s building for that world — and the gap between where most B2B companies are and where buyers already expect them to be is exactly where Knock lives. --- Alon is on LinkedIn (https://www.linkedin.com/in/alonrosenberg/) and you can find Knock at knock-ai.com. If your funnel is still built around forms and nurture sequences, this one’s worth your time. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

5. 

   15 Jul 2026

   The sale happens before the webinar.

   Made You Click Ep. — Logan Lyles Most companies running webinars are optimizing for the wrong moments. Logan Lyles figured that out the hard way — two years of full rooms and almost zero pipeline — then built an entire business helping B2B teams fix it. 2% is the industry benchmark. Most teams can’t tell you their own number. Logan surveyed 250+ B2B marketing teams. Almost everyone knew their registration count and attendance rate. Almost nobody tracked the number that actually matters — what percentage of registrants turned into pipeline. He calls it the conversion cliff. You’re celebrating the metrics that feel good and ignoring the one that tells you if any of this is working. The best time to sell isn’t after the webinar. It’s before. This was the one that hit me. Everyone focuses on the follow-up sequence. Logan’s data says that’s the worst conversion point in the whole funnel. Before and during are the highest. The moment someone registers, they’re the most interested they’ll ever be — they raised their hand, cleared a slot on their calendar, said the topic matters. That energy fades. By the day of the event, a lot of people have half-forgotten they signed up. Your thank you page is doing nothing. After registration, most companies show a page that says “Check your inbox.” That’s it. Logan replaced that with a 6-8 question survey — some demographic, some qualifying, and at the end, a prompt to book a call or start a trial. He calls it the two-step sign-up. His clients went from the 2% industry average to 10-18%. One client went from booking zero calls out of their monthly webinar to 18 qualified calls — first time they ever ran it this way. Adding a step doesn’t kill registrations. It filters them. The registration form stays dead simple — name, email, done. The survey comes after as a redirect. Skip it and you’re still registered. What Logan actually sees: 90% of people who complete the registration form finish the survey too. The ones who don’t weren’t going to convert anyway. The survey filters them out before they ever see the booking link. One webinar is 30 days of content if you treat it that way. Logan runs the strategy across four phases: Plan, Promote, Produce, Repurpose. The last one is where most teams leave the most on the table. A 45-minute session can produce clips, posts, and carousels for a month. The live event is the asset. Most companies treat it like a one-day activation and move on. --- “Before and during the webinar are the highest conversion points. And I think most people are not giving enough attention to both of those. --- Logan (https://www.linkedin.com/in/loganlyles/) runs Demand Shift (https://demandshift.co/), a done-for-you webinar program for B2B companies. He’s on LinkedIn (https://www.linkedin.com/in/loganlyles/) and the benchmark report from 250+ teams is at demandshift.co/report. Full episode live. [Listen here →] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

6. 

   6 Jul 2026

   Stop building. Start talking.

   Toni sold his first company after 13 years, took some time off, then started building again. Here’s what the second attempt has taught him. 300 beta companies. Zero ad spend. Toni didn’t run a single ad to recruit beta users for Landing Rabbit. He posted on LinkedIn his actual opinions, what he was thinking about, what he was building. 300 companies signed up. No waitlist hacks, no paid acquisition, no cold outreach blast. Just a founder talking like a human. AI slop kills deals before they start. Buyers can smell it. If your marketing looks like it was written by a bot, people write you off before the first call. This matters more now, not less. Because everyone has access to the same tools, the bar for what reads as real just went up. AI makes it dangerously easy to skip talking to customers. You can build for months, completely alone, and feel productive the whole time. That’s the trap. Test with a dead-end prototype. Before writing real code, Toni builds something that looks real but goes nowhere. Then he books calls and puts actual people through it. They click around, hit the wall, tell him exactly what they expected to happen. That’s your spec. Build that, not what you assumed they wanted. Your customers already know what your product is. Toni was mentoring a startup. They were overthinking their product. Their customers already had an answer. They loved the simple version and kept coming back for it. “I recruited something like 300 companies for our beta just through LinkedIn. Nothing else. Just having discussions with people, sharing what I’m thinking to do.” Full episode is live! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

7. 

   30 Jun 2026

   Outbound isn't dead. Your copy is.

   Made You Click Episode - Georgi Furnadzhiev Month one, Georgi did 60 cold demos and made $1.5K. That was enough to figure out what actually works in signal-based outreach. We talked for 30 minutes. Here’s what we got into: He walked into a competitor's office and people ran toward him before he said a word.No pitch. They already knew him from LinkedIn. His team tracks an 80% higher closing rate when they meet accounts in person — and the reason goes deeper than "relationships matter." Hyper-personalization is not hyper-relevance.Mentioning someone’s cat is not a signal. Georgi breaks down exactly what is — and the gap between the two is where most outbound dies quietly. He has a specific formula for getting 8-figure CEOs to respond to DMs.Same structure, used consistently. A hook, a context layer, and a PS that makes them wonder what you already know. The breakdown is in the episode. His company is growing and he’s turning deals away.Not to flex, but because he can’t deliver if he takes them. He talked about why he thinks this is actually the right call right now, and how he handles telling a prospect they have to wait. He ended on a one-question gut check every founder should run before hitting send.On anything — outreach, campaigns, posts. You’ll know immediately if it’s ready. “Staying critical is important. But it’s even more important that you ship it and iterate.” Georgi is on LinkedIn (https://www.linkedin.com/in/georgi-furnadzhiev/) and building at trysignalbase.com. Full episode is live! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit madeyouclickpod.substack.com (https://madeyouclickpod.substack.com?utm_medium=podcast&utm_campaign=CTA_1)

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