What Got You Here Won’t Get You There: Why It’s Time to Rethink Your Small Business Marketing Strategy
TL;DR Summary
You’ve built your business through grit, intuition, and word of mouth — but what got you here won’t get you there.
As your company grows past $2M, doing everything yourself becomes the bottleneck to scaling further.
Without a clear strategy, marketing efforts often feel disjointed, reactive, or outdated.
A Strategy First Engagement helps clarify your message, define your ideal customer journey, and build a repeatable plan that drives measurable growth.
Stop being overwhelmed by marketing and get back to what you love — growing your business.
Introduction: When Success Starts to Stall
You’ve worked hard to build your business. You started with an idea, a handful of customers, and a relentless work ethic. You wore every hat — sales, service, operations, and marketing. And for a long time, it worked.
But lately, the phone doesn’t ring as much as it used to. Leads feel harder to come by. Competitors are showing up in places you used to own. You’re investing more time and money into marketing — but the return is unpredictable at best.
If you’re honest, you’re tired. You’ve built something to be proud of, but you can sense that what got you here won’t get you there. You’ve reached a plateau.
The good news? You’re not alone — and there’s a way forward.
Why What Worked Before Isn’t Working Now
When you were smaller, your success depended on hustle, reputation, and word of mouth. You didn’t need a big marketing plan — because you were the marketing plan.
But as your business grows, the rules change. Your audience has expanded. Your competitors have leveled up their digital presence. And marketing channels have become more complex.
The approaches that once worked — random Facebook ads, referral-driven sales, or DIY website updates — now lead to diminishing returns.
You’re stuck between success and the next level — and that’s a frustrating place to be.
The Real Problem: You’ve Outgrown DIY Marketing
At this stage, most business owners face three common challenges:
1. You’re doing too much.
You’ve been the visionary, the operator, and the marketer — all in one. But that’s no longer sustainable. Every hour spent managing marketing is an hour not spent leading the business.
2. Your message has lost its clarity.
You’ve grown, evolved, and added services — but your marketing hasn’t caught up. Customers can’t clearly see why they should choose you.
3. You’re reacting instead of planning.
Your marketing happens in fits and starts — when things slow down or when someone brings a new “idea.” There’s no clear plan tying it all together.
Sound familiar? You’re not failing — you’re just operating without a strategy designed for where your business is now.
The Turning Point: Clarity and Strategy
If your marketing isn’t driving the growth you want, it’s not because you’re bad at it. It’s because you’re missing a framework that ties every effort together.
That’s where Strategy First comes in — a proven process built on the StoryBrand Framework and Duct Tape Marketing’s Hourglass Model.
It’s not about adding more tactics. It’s about aligning your message, your systems, and your audience so your marketing works together — not against you.
Once you have that clarity, everything changes.
The Story of Advantage Roofing
When Tim Mallory, owner of Advantage Roofing in Cincinnati, came to StoryWorks, he had already invested heavily in SEO. His website was ranking — but the leads weren’t converting.
A website audit revealed something surprising: his SEO was working. The problem wasn’t visibility — it was messaging. Visitors were coming, but they didn’t understand why Advantage Roofing was different.
“When Tim said, ‘You’re making your company the hero, but the homeowner needs to be the hero — you’re just the guide,’ that was an aha moment. I looked at all my marketing with new eyes.”
— Tim Mallory, Owner, Advantage Roofing
After going through Strategy First, we clarified Advantage Roofing’s message using the StoryBrand Framework, redesigned the website, and developed a complete marketing plan.
Within six months, they saw:
A 16% increase in new business
A dramatic drop in bounce rate from 98% to under 2 minutes engagement
Over 100 more leads compared to the previous year
That’s what happens when strategy comes first.
How the StoryBrand Framework Changes Everything
The StoryBrand Framework helps you talk about your business in a way that instantly connects with your ideal customers.
Most marketing fails because it’s too focused on the business — not the customer. StoryBrand flips that script.
Here’s how it works:
Your customer is the hero.
They have a problem that needs solving — and your brand becomes the guide who helps them win.You show empathy and authority.
You’ve been where they are, and you know how to help.You give them a clear plan.
People buy when they understand the next step.You paint a picture of success.
Help them see what life looks like after they work with you — the transformation.
When you apply this to your website, emails, ads, and sales conversations, clarity replaces confusion — and clarity always wins.
Building a Strategy That Actually Works
A true marketing strategy isn’t a list of tactics. It’s an intentional plan that moves your ideal customer through every stage of their journey:
Know — They discover your business through SEO, ads, or local presence.
Like — They engage with your helpful content, blog posts, or social media.
Trust — They see proof through reviews, testimonials, and consistent branding.
Try — They request a quote, download a guide, or schedule a call.
Buy — They become a customer.
Repeat — They’re delighted with your service and return.
Refer — They tell others, fueling organic growth.
This is the Hero's Customer Journey, and it ensures every touchpoint builds momentum instead of confusion.
When we combine the StoryBrand message with this model, the result is a marketing system that runs with you — not on you.
From Chaos to Clarity: What Strategy First Delivers
The Strategy First Engagement at StoryWorks Marketing is designed to do one thing: bring clarity and structure to your marketing.
Here’s what you’ll walk away with:
A Clear Message: Built using the StoryBrand Framework to make your customer the hero and your offer irresistible.
Defined Ideal Client Profile: Understand exactly who you’re trying to reach and what they care about.
Competitive Research: Discover what’s working in your market — and where the gaps are.
Keyword Strategy: Know what people are actually searching for right now.
Complete Marketing Roadmap: A step-by-step plan covering SEO, social, email, and content — all aligned to your goals.
When you finish, you’ll know exactly what to do next — and where to focus your time, money, and attention.
Why You Need a Guide — Not Just Another Vendor
Hiring an agency without a strategy is like hiring a builder without blueprints. You’ll end up with something — but probably not what you wanted.
Most marketing vendors jump straight to tactics: ads, social media, or web design. But without a guiding plan, those efforts won’t connect or compound.
A Certified StoryBrand Guide and Duct Tape Marketing Strategist brings both frameworks together — clarity in message and structure in execution.
You don’t just get marketing done. You get marketing that works.
How to Get Started
If you’re ready to move from overwhelmed to strategic, it starts with one simple step:
👉 Book a Free Marketing Checkup
We’ll review your current marketing, identify what’s working (and what’s not), and outline your next steps.
Then, if you’re ready, we’ll guide you through the Strategy First Engagement — the foundation of everything we do at StoryWorks Marketing
No guesswork. No fluff. Just a plan that works.
FAQs
1. What is Strategy First?
Strategy First is a guided engagement that clarifies your message, identifies your ideal client, and builds a complete marketing roadmap so you know exactly what to do next.
2. How long does it take?
Most Strategy First projects take 3–4 weeks, depending on the complexity of your business and how many team members are involved.
3. What makes StoryWorks different from other marketing agencies?
We don’t sell tactics — we build systems. Every engagement begins with strategy, not guesswork.
4. Do I need to have a StoryBrand Brandscript before we start?
No. We’ll help you create one as part of the Strategy First process.
5. How much does Strategy First cost?
It varies based on company size and needs, but most small businesses invest between $7,500–$10,000 for this foundational engagement.
6. Will this work if I already have a marketing team?
Absolutely. Many clients bring us in to provide the strategy their internal team can then execute confidently.
7. What happens after Strategy First?
You can either implement the plan internally or continue working with StoryWorks to execute, monitor, and refine it over time.
About the Author
Tim Yates is a Certified StoryBrand Guide and Duct Tape Marketing Strategist. As the owner of StoryWorks Marketing he helps small business owners stop being overwhelmed by their marketing and get back to what they love — growing their business.
StoryWorks combines the power of clear messaging with proven marketing frameworks to help businesses create strategies that work in the real world.
