How To Generate Leads For Your Small Business (S8E6)


In this episode, get ready for the sexiest topic yet: funnel marketing. The Bloxers transform into growth hackers, mastering every stage of their business funnels. This episode features one of the most entertaining Blox Offs in the history of the show, leading to a tightly contested leaderboard as the competition intensifies for the final day. The showdown continues next as your favorite Bloxers face off one final time in Episode 7.


As the Bloxers rise to a new day, we catch a glimpse of the previous night’s pod winners savoring a special breakfast, engaging in heartfelt discussions about the beginnings of their businesses and the invaluable lessons learned along the way. The day continues with another lesson on day 4, centered around the art of lead generation for businesses, often synonymous with the concept of growth hacking. This day’s focus hones in on the activation phase, where customers take their inaugural steps toward making a purchase. The Bloxers gain an understanding of the subject by identifying their bottlenecks, realizing the importance of simplifying the sales process for customers and providing them with all the essential resources.

The day’s challenge involves crafting a succinct 3-minute presentation that guides the judges through every facet of their sales funnel. Each step is meticulously explained, along with the strategies intended for implementation at these junctures. While some contestants grapple with the constraints of time and the nuances of vocabulary, others find it relatively straightforward, especially if they are already adept at implementing aspects of the funnel strategy. The ensuing consultations with the judges offer a deeper dive into each participant’s marketing strategy, aiming to uncover and resolve any flaws in their approach.

Following performances deemed “fantastic” by the judges, the day culminates in the announcement of those who have advanced to the Blox Off. They are tasked with a role-playing scenario that simulates a customer’s journey through their respective business funnels. Their lively performances not only entertain but also illustrate a firm grasp of the assignment, leaving the judges both impressed and amused. As the rankings are disclosed, a closely contested race ensues, with two teams sharing the top spot and several others in hot pursuit, making the competition tighter and more exhilarating than ever.


In this lesson, we explore the dynamics of generating leads for small businesses, with a focus on growth hacking. The lesson highlights the discrepancy between the perception and reality of growth hacking, clarifying that it’s not a magical solution but rather a methodical, scientific, and metric-oriented approach to managing funnels. Most startups track just three key metrics, but the true essence of growth hacking lies in the intricate journey between these steps within a sales funnel.

The lesson further delves into the specific steps of the funnel, starting with acquisition, where you’ll understand the process of capturing potential leads. Then, you’ll navigate through activation, where the importance of design, transparency, and free trials in gaining user commitment is emphasized. The retention step is explored, emphasizing how breaking complex topics into digestible parts and implementing drip campaigns can keep users engaged. You’ll also delve into the revenue phase, where waiting until after demonstrating value and forming habits is crucial for effective calls to action. We discuss the significance of referrals and culminate with a focus on revenue considerations, such as the importance of clear and concise call-to-actions, possible discounts, pricing strategies, and various pricing models.


  1. Growth hacking is really just good, solid, disciplined, scientific, metric-oriented funnel management.
  2. Most startups only track three things: traffic, users and revenue – but the magic happens between those steps.
  3. The steps of the funnel are activation, acquisition, retention, revenue and referral.
  4. In order to be effective, you must study the conversions at each step.
  5. At first, your numbers will suck – so expect that. Find out where the bottleneck is and focus on fixing that.

Get the latest episodes as soon as they drop

Subscribe now and never miss an episode.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Follow The Blox

Stay connected for all the latest entrepreneurship news, big announcements, and behind the scenes footage!

Want To Do More Than Just Watch The Show?

Would you rather be on it?

Watch The Full Unedited Consults

Meet The Judges

Adam C. Hanna
Adam C. Hanna
Founder & CEO, Tactical Elite Enterprises - Baton Rouge, LA

Adam C. Hanna, a United States Army Veteran and Security Professional, is a native to Baton Rouge, Louisiana with over 10 years of combined experience in the military, law enforcement, security management, and physical protection industry. He has worked in every aspect of the security industry from the government level to the private sector. Adam has received extensive training from his experience in the military, local law enforcement, and private security industry. His military training includes his initial training at the United State Army School of Military Intelligence at Fort Huachuca in Arizona. While there he also attended Cochise college for his AA in Intelligence Operations. He has attended college at Northwestern State University, where he began to study Criminal Justice and was a member of their AROTC program. Adam’s large background in Law Enforcement, Security and Protection includes everything from Executives, Doctors, Celebrities, and Foreign Nationals. He has provided security services for billionaire mansions, high risk workplace violence details, prominent families, celebrities, clubs, concerts, and professional athletes. He has managed and supervised a number of private security companies throughout the United States. He was on a task force commissioned by SFPD which ran warrants though SFHA projects. Adam has lead personal protection details in New Orleans, Los Angeles, Las Vegas, Houston, Dallas, San Antonio, Austin, Denver, and in the Colorado Springs area.

Heidi Luerra
Heidi Luerra
Founder & CEO of Raw Artist - Temecula, CA

For 20 years, Heidi Luerra has built, bootstrapped, and founded businesses in creative industries such as the arts, entertainment, fashion, and technology. With a strong and innate entrepreneurial spirit, Heidi started her first business when she was only 11 years old and has since built and sustained a global multi-million dollar enterprise, wrote and published her own book, and worked with thousands of creative companies throughout her career to date. With a deep respect for the underdog, her businesses have largely been built on the notion that entrepreneurs and creators deserve to be seen and heard. By harnessing technology, and unorthodox creative problem-solving she’s managed to disrupt industries, democratize communities, and build platforms that clear space to incubate this personal mission.

Justin Prestidge
Justin Prestidge
Owner, Custom Trailer Pros - Kansas City, MO

Justin created Custom Trailer Pros in 2012 with the specific goal of serving people who are wanting to get into the mobile food industry. At that time, there were very few who were able to effectively help those in this emerging market, and there was no one who was solely dedicated to it. From day one, Justin has been passionate about partnering with his customers – not just selling them a product – and he has created a team of people who all carry this same passion.

Lily Mockerman
Lily Mockerman
Founder & CEO, Total Customized Revenue Management - Austin, TX

President and CEO of Total Customized Revenue Management (TCRM), Lily is a passionate and devoted leader and practitioner in the revenue management field. Lily earned her Bachelor of Science degree in Hotel Management from Johnson & Wales University. Following graduation, Lily’s career encompassed a variety of roles and responsibilities, including positions with independent full-service, boutique and resort hotels, and work with major brands including Starwood Hotels & Resorts, Best Western Hotels & Resorts, Hilton Hotels, and Hyatt, and various management companies. With 13 years of diverse hospitality experience under her belt, Lily founded TCRM in 2012 leveraging her vision to become the premier provider of revenue management services for the hospitality community. In recognition of these efforts, she was named 2015 Revenue Management Professional of the Year by HSMAI’s Arizona Chapter. TCRM continues to grow under Lily’s leadership and has recently begun to expand into international markets.

Michael Cole
Michael Cole
President, Next Level Technician - Tega Cay, SC

Michael’s journey began on the distribution side of the telecom industry, where he sold the very products that technicians install. It didn’t take long for him to recognize a common need among customers: a demand for skilled technicians. This realization led him to embark on the path of training technicians to fill these vital roles, which eventually evolved into the establishment of Next Level Technician, a comprehensive staffing business. With over 20 years of combined experience in the telecommunications industry, Michael and his management team are well-versed in the field, understanding the needs and desires of both organizations and technicians. They consistently make the right connections, ensuring success in the ever-evolving world of structured cabling, fiber, AV, DAS, data center/collocation, and various other telecom applications. Michael Cole’s dedication to his role as a family man and his passion for helping individuals and organizations make him a notable figure in the industry.

Omar Ghadry
Omar Ghadry
Founder Advisor - International Nomad

Omar Ghadry has adventured through startup, corporate and growth stage organizations since 2002, building from concept to real business in different models, environments, and technological eras. Omar holds agency-quality digital and strategic expertise, born from consulting, advisory and startup experiences across industry: USG, edtech, healthcare, e-com, cannabis, creator/gig economy, beauty care, home services, cybersecurity, and CPG. While he enjoys winning “work passions”, Omar spends a lot of time meandering this life through writing, reading, sports, travel, deep existential conversation, and the celebration of other people’s most important moments.

Todd Putz
Todd Putz
Owner, Bottom Top Investments - Dayton, OH

Growing up Poor in Dayton, OH, Todd found a grind to do more, see more, be more and make more than his parents and those around him. Real Estate Investing became the ticket and Todd has grown his long-term portfolio to over 600 doors while his property management company handles another 500 doors for investors. Todd is also recognized as one of the top investment realtors in his area. His team still focuses on flips and wholesales to fund the other companies. Todd and his wife also own and operate developmental disability homes as well as mental health facilities. They have 3 awesome kids and love to travel the world.

Wendell Holland
Wendell Holland
Owner & Founder, Beve - Philadelphia, PA

Wendell grew up a creative and athletic child in the western Philadelphia suburb of Lower Merion. He received his BA in International Studies from Morehouse College, and JD from University of Pennsylvania Law School. After being a law clerk in Philadelphia Civil Court and Family Court, he took a leap of faith and turned his passion of building furniture into a career. Within years, he knew he made the right decision as other doors began opening. In 2018 one of his goals came true when he was cast on the CBS show Survivor: Ghost Island, and he won the show. Winning Survivor proved to Wendell that anything is attainable, and that has been his stance on life ever since. He now dreams of taking Beve to new heights.

See What Twitter Is Saying

Not Ready To Be On Our Show? But Still Looking For Additional Programming & Mentorship?

Check out our flagship program, BetaBlox. It's a multi-year education and mentorship program designed to help early-stage ventures start to take flight! Let us help you get to your first million dollars in sales.

Watch The Next Episode

Don’t miss out on the entrepreneurial rollercoaster ride! Tune in now to watch the next mind-blowing episode of The Blox and witness the fierce competition, invaluable lessons, and game-changing moments. Get your popcorn ready and join us for the adventure of a lifetime!