In this edition of What Went Wrong, I got a chance to explore mistakes, missteps, and the humbling reality that even seasoned pros can land flat on their face with repeat guest Robin Waite. This time, he didn’t come with a polished pitch or a shiny success story. He brought a cautionary tale about Facebook ads, cold leads, and a £9,000 lesson in what happens when you trust the algorithm more than your instincts.

Even Experts Trip Up Robin isn’t new to marketing—he ran an agency for 12 years. But when it came to Facebook ads for his own coaching business, he got caught in the allure of automation and scale. What started strong eventually crashed, all because the warm audience he’d been nurturing for years dried up.

Your Audience Isn’t Infinite Facebook ads worked—until they didn’t. The moment his familiar, friendly audience was exhausted, the leads stopped flowing. Robin kept the campaign running for three more months, hoping it would fix itself. It didn’t. Turns out, if you don’t refill your marketing funnel, it doesn’t matter how clever your copy or shiny your creative.

Know Enough to Stay Dangerous Robin outsourced the nitty-gritty to so-called ad experts, trusting they’d fix the problem. But no one could explain what was going wrong. That blind spot cost him. The lesson? You don’t need to be the expert, but you need to know enough to ask the right questions.

When in Doubt, Go Back to What Works With his budget blown and confidence shaken, Robin went back to basics—his podcast, speaking gigs, and book. Instead of chasing cold leads, he rebuilt slowly by focusing on brand-building and trust, knowing that meaningful connections take time.

Marketing is Just One Big Science Fair Like any good experiment, sometimes things blow up. And that’s okay. Robin reminded us that failure is part of the formula—especially in marketing. The trick is not to avoid mistakes, but to make better ones next time.

Takeaways for Business Owners

• Warm audiences are wonderful—but they won’t last forever. Always be adding new people to the top of your funnel.
• Facebook ads can be powerful—but only if you understand the mechanics. Don’t hand over your entire budget without oversight.
• Track what’s working, and don’t be afraid to pivot. If your gut says something’s off, it probably is.
• When the fancy stuff fails, go back to your roots. Relationships, conversations, and trust still matter most.

And maybe most important of all: Marketing isn’t magic. It’s messy, imperfect, and beautifully human—just like us.

Robin is the founder of Fearless Business, a Business Accelerator for Coaches, Consultants and Freelancers.

Having spent 12 year’s running a digital marketing business, Robin pivoted in 2016 to focus on the part of his business he liked the best; training business owners how to be better in business. In 2016 Robin founded Fearless Business, a unique Business Growth Accelerator for Coaches, Consultants and Freelancers so help free them from the sales cycle of doom!

LEARN MORE ABOUT ROBIN

And be sure to look for Robin's new book THE FEARLESS BUSINESS OWNER'S BLUEPRINT

You know, I’ve always believed marketing should feel more like a warm hug than a high-pressure sales pitch. So when Alesia Galati and I got to chatting about social media burnout (oh yes, that nagging, energy-draining beast), it was like she reached into my cluttered content calendar and whispered, “There’s a better way.” We laughed, we nodded, and somewhere between SEO tips and podcast rants, I found myself ready to trade reels for real conversations. If you’re teetering on the edge of social media fatigue, wondering if there’s an off-ramp that doesn’t lead to oblivion—good news. There is. And Alicia’s got the roadmap.

Main Points from the Conversation:

1. Podcasting as a Stress-Free, Strategic Alternative to Social Media Alicia hit a nerve with so many of us—social media can feel like a hamster wheel with no off switch. Podcasting, by contrast, offers a calmer, more intentional way to share content, connect with your audience, and still build your brand without dancing in front of your phone.

2. Guest Appearances as Powerful SEO and Exposure Tools You don’t have to do it all yourself. By guesting on other people’s shows, you tap into new audiences who already trust the host—and just might trust you too. Bonus? Those appearances show up on Google, helping your digital footprint grow without a single trending hashtag.

3. The Magic of Names and Smart SEO Practices Don’t underestimate the power of your own name in a podcast title. Whether it’s your show or a guest spot, making your name searchable helps you get found. Retitling old episodes or refreshing descriptions is like giving your content a second wind—and Google loves it when you freshen things up.

4. Newsletter Love and Thoughtful Repurposing Alicia and I both agreed: newsletters are the unsung heroes of content marketing. Sharing new and old episodes, linking to guest features, and curating themes gives your audience a reason to stick around—and gives your podcast episodes a longer shelf life.

5. Pick Your Lane, and Stay There (Happily) You don’t need to be everywhere. Really. Pick one platform you like (mine’s LinkedIn), build a cozy corner on your website, and focus on podcasting and newsletters to draw people in. When you stop chasing the algorithm and start owning your message, marketing becomes a whole lot more enjoyable

When a Great Idea Doesn’t Get a Second Chance

This is another one of my What Went Wrong? conversations, and I love these because we all have ideas that don’t turn out the way we hoped. Sometimes, they’re just bad ideas. Other times, we give up too soon. That’s exactly what happened to Nina Froriep, who had a smart, scalable concept for video production—but abandoned it after a rough first attempt. Years later, she watched someone else build a thriving business using the same model.

What Happened

Nina came up with the idea of a video assembly—a streamlined production process where multiple business owners could shoot professional videos in a single session, saving time and costs. It seemed like a brilliant, efficient approach. She lined up her first participants, booked a location, and prepped everything. Then reality hit. Clients showed up late, skipped the pre-work, or ignored the schedules entirely. The result? Chaos. A few usable videos, a ton of frustration, and an idea that never got a second chance.

Key Takeaways from Our Conversation:

Preparation Sets the Stage for Success – Nina assumed experienced business owners would come prepared, but they didn’t. In hindsight, she realized they needed more structured guidance before the shoot, including clear deadlines and rehearsals.

Investment Creates Commitment – The low-cost nature of the offer meant clients weren’t as invested. If they had paid more—or had to complete the required pre-work—they might have taken it more seriously.

Persistence Matters – Nina scrapped the idea after one frustrating attempt, only to realize later that it could have worked with some adjustments. Success often comes from iteration, not perfection on the first try.

Timing Can Be Everything – Sometimes, an idea is solid, but the execution or the market isn’t quite ready. A little patience and a few tweaks can make all the difference.

Learn From the First Failure—Then Try Again – Instead of assuming the concept was doomed, Nina could have analyzed what went wrong, adjusted, and given it another shot. Many great ideas need a few failed attempts before they take off.

The Bottom Line: Just because something doesn’t work the first time doesn’t mean it won’t work at all. The real trick is knowing when to refine and try again versus when to walk away.