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In this episode, Paul tackles a challenge many makers face as the holidays approach: the seasonal dip in incoming work. Drawing from real conversations inside the Handcrafted Network and years of experience growing Philadelphia Table Company, Paul outlines eight proven, entirely free strategies to generate new leads, strengthen relationships, and keep your pipeline full. These approaches work for makers at every stage—whether you’re getting your first few clients or rounding out a mature sales pipeline.

He breaks down each method with practical examples, emphasizing community engagement, personal networks, and consistent outreach. The episode reinforces a simple but powerful truth: makers who stay visible, connected, and proactive create steady opportunities even when the market slows.

Key Takeaways:

• Facebook Marketplace still works. It’s one of the highest-traffic sections on Facebook. Posting finished pieces (even at placeholder prices) can create leads—including large commercial opportunities.
• Your personal social media is a sales engine. A simple post on your own page—“I’m taking on custom projects”—often generates immediate inquiries.
• Relationships drive service businesses. Leverage gyms, churches, kids’ sports, and local groups. People hire people they know.
• Past inquiries = easy wins. Re-engage leads from months ago with simple follow-ups. Many prospects still need the work—they just got distracted.
• Facebook community groups amplify visibility. Town groups, moms’ groups, and “Working Wednesday” posts often produce warm, hyper-local leads.
• Cold outreach is underrated. Contact new businesses, tenants, cafés, designers, and architects. Even small projects can lead to multi-location work.
• Consignment spaces build awareness. Local gift shops, galleries, and boutiques often welcome small furniture and handmade goods—great for sales and brand exposure.
• Online marketplaces can still help. Etsy and similar platforms remain viable for discovery, especially for smaller or seasonal items.

If you have questions or want Paul to go deeper on any of these methods, reach out at [email protected]
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Summary:
In this Office Hours episode, Paul tackles three key questions makers often face as they grow their businesses. He breaks down when to start implementing systems, how to know if you’re ready for Meta ads, and what to do when leads go cold. Through practical advice and personal experience, Paul emphasizes building strong foundations—systems, offers, and communication—before scaling with ads or advanced tools.

Highlights:

• Start systems early: Even a few orders a month is enough reason to begin documenting your process. Waiting until chaos hits will cost time and money.
• Meta ads are the icing, not the cake: Don’t start paid ads until your brand story, offer, website, and photos are dialed in. Organic leads should come first.
• Build authentic content: Avoid shortcuts like using other makers’ photos—real content builds credibility and closes sales.
• Vet leads upfront: Qualify clients by budget and fit before spending time on quotes. Clear communication saves energy and filters the right customers.
• Follow up with purpose: Use Loom videos, friendly nudges, and personal touches instead of generic “just checking in” messages.
• Match communication style: Keep clients on the same platform they first contacted you—whether text, DM, or email—to maintain momentum.

Have a question you’d like Paul to answer on a future episode? Email [email protected]
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Summary:
In this episode, Paul dives into one of the most debated topics in the maker business world: finding your niche. Whether you're just starting out or already established, he explains why niching down too early can hold you back — and why waiting too long can do the same. Through personal stories and real-world examples from building Philadelphia Table Company, Paul shares how the market itself often reveals where the real opportunities lie. This conversation is a must-listen for anyone trying to figure out what kind of work to focus on and how to turn their craft into a profitable business.

Takeaways:

• Early-stage makers shouldn’t rush to niche down. Say yes to a wide range of projects to learn what sells, build confidence, and get your name into clients’ homes.
• Market demand will often reveal the best niche. Pay attention to repeated requests and gaps — those signals can guide your focus more effectively than guesses.
• Custom work is in high demand. In a world of standardization, offering bespoke, tailored solutions helps you stand out and build momentum.
• Niching later creates clarity and efficiency. Once you understand your strengths and the market’s needs, narrowing your focus improves profitability, systems, and marketing.
• Avoid creating demand where none exists. It’s easier to meet existing needs than to force a product or service into a market that doesn’t want it.

Have a question you’d like Paul to cover in a future episode? Email it to [email protected]
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In this episode, Paul explores how makers and creative business owners can transform their client experience by going above and beyond what’s expected — a concept inspired by Will Guidara’s book Unreasonable Hospitality. Drawing lessons from world-class hospitality, he shares how simple, thoughtful gestures can turn ordinary interactions into unforgettable moments that clients rave about. Paul breaks down how this philosophy applies directly to custom furniture and creative businesses, and how delivering “legendary” experiences can become your most powerful sales tool.

Key Takeaways:

• Bare minimum isn’t enough. Exceptional product quality and good service are simply the baseline. The real magic happens when you exceed expectations in ways that surprise and delight.
• Three levels of experience:
  • One-size-fits-all — Small touches every client receives (e.g., elevating delivery or sample interactions).
  • One-size-fits-some — Experiences tailored to certain groups (e.g., custom gestures for pet owners or retirees).
  • One-size-fits-one — Hyper-personalized moments that show you’re truly listening (e.g., picking up on a client’s passing comment and acting on it).
• It’s about thought, not money. High-impact gestures don’t have to be expensive — they need to feel intentional, personal, and memorable.
• Experiences drive word-of-mouth. Memorable interactions turn clients into storytellers and brand advocates, amplifying your reputation without traditional marketing.
• Empower your team to create “legends.” Encourage them to notice details, act creatively, and share wins so these moments become part of your culture.

For questions or to share your own “legendary” client stories, reach out to [email protected]

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In this episode, Paul dives deep into the world of interior designers and how partnering with them can become one of the most powerful growth strategies for makers and furniture businesses. Drawing from over a decade of experience working with everyone from celebrity designers to beginners, he breaks down the pros, cons, and practical tactics for building profitable relationships. From recurring income and high-end clientele to navigating communication challenges and pricing models, this episode is packed with insights that can transform how you approach design partnerships.

Key Takeaways:

• Recurring Revenue Stream: Interior designers can bring consistent work and repeat orders, unlike one-time homeowner sales.
• Access to High-End Clients: Designers often serve top 1–5% households, opening doors to higher-budget projects and premium pricing opportunities.
• Brand Exposure: Designers frequently photograph and share completed projects, helping build credibility and grow your audience organically.
• Know the Pitfalls: Some designers act as gatekeepers, making communication difficult, or push unrealistic design demands—so vet your partners carefully.
• Two Business Models: Understand the difference between flat-fee designers (often better partners) and commission-based designers (often price-driven).
• Pricing & POs: Always clarify “net pricing,” request resale certificates, and understand how purchase orders work to streamline the sales process.
• Network Your Way In: Build relationships early, attend networking events, invite designers to your shop, and consider “lunch and learn” presentations to connect.
• Set Expectations: Stay proactive with communication and timelines, especially around holiday deadlines, to maintain trust and client satisfaction.

If you have questions or want to share your experience working with designers, reach out to Paul at [email protected]
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In this episode of The Handcrafted Podcast, Paul breaks down how makers can approach social media without the overwhelm. He shares practical strategies rooted in his own experience growing Philadelphia Table Company to 25K+ followers—using Instagram and TikTok not just to gain likes, but to attract real clients.

Paul emphasizes that social platforms should act as your “online gallery” and brand validator, helping you connect with the right audience—designers, clients, and collaborators—rather than just other makers. He also offers a framework for creating consistent, manageable content that aligns with your business goals.

Takeaways:

• Think of social media as your gallery. Show finished work in a consistent, branded style that validates your craftsmanship and business.
• Post for clients, not peers. Avoid tutorials aimed at other makers; focus on visuals and storytelling that appeal to buyers.
• Capture every piece fully. Invest time in photographing and filming from multiple angles—you can create weeks of content from a single project.
• Consistency beats volume. Start small (2–3 posts per week plus daily stories) and build sustainable habits.
• Leverage video. Walkaround videos with voiceovers or shop tours perform well on both Instagram and TikTok.
• Engage socially. Comment, like, and connect with designers and potential clients; social media is a networking tool, not just a showcase.
• Be strategic with timing. Experiment with posting when competition is lower (like Saturday mornings).
• Protect your mindset. Narrow your feed if comparison drains you, and remember growth is slow but steady—social media is a long game.

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In this episode of The Handcrafted Podcast, Paul shares hard-earned lessons about preventing refund requests and keeping clients engaged after they’ve paid their deposit. Drawing from stories of losing a project—even to George Nakashima himself—he explains how Philadelphia Table Company developed systems that reduce client uncertainty, set expectations clearly, and create checkpoints that build excitement instead of frustration.

Paul walks through the sales process he uses today, highlighting how to turn deposits into true commitments, frame wait times as part of the customer journey, and use design, samples, and drawings as “insurance policies” that protect both the maker and the client. He also explores subtle language shifts (like calling deposits “first payments”), ways to handle holiday deadline requests, and how to structure communication so clients always know where their project stands.

Takeaways:

• Frame deposits strategically: Present them as the first payment or installment to make them feel non-refundable and binding.
• Hype the design phase: Use it to keep clients engaged while waiting in the queue, turning delays into part of the narrative.
• Set expectations upfront: Be clear about queue times, processes, and potential delays before the client signs.
• Build in checkpoints: From proposal to design approval, samples, materials, and final delivery, create structured touchpoints to reassure clients.
• Use drawings and samples as insurance: Client approvals protect against disputes and reduce anxiety about misaligned expectations.
• Offer (but limit) rush options: Guarantee delivery for an added fee but refund only the rush fee if deadlines aren’t met.

This episode is a blueprint for makers who want to keep deposits secure, manage client expectations, and build lasting trust through clear communication and process.

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In this episode of The Handcrafted Podcast, Paul unpacks a common question makers ask: what’s the silver bullet that tips a business into real growth? Drawing from his own journey building Philadelphia Table Company, Paul explains why there is no single magic moment—growth is the result of persistence, incremental effort, and clear direction.

He uses the analogy of a seesaw filling drop by drop to illustrate how small, consistent actions accumulate into major inflection points. Along the way, Paul shares the pivotal shifts that moved his company forward, including recording a brand-storytelling video, dedicating himself full-time to sales, and eventually hiring operations support so he could focus on working on the business rather than in it.

Highlights and Takeaways:

• No true silver bullet: Growth comes from compounding small wins, not one breakthrough moment.
• Work backwards from goals: Define where you want to go (first client, first hire, first $1M) and reverse engineer the steps.
• Inflection points matter: Brand storytelling, dedicating time to sales, and hiring key team members created real breakthroughs.
• Sales as a daily discipline: Treat closing deals like reps at the gym—persistence builds the sales muscle.
• Work on the business: Stepping back from day-to-day production is essential for scaling sustainably.
• Set clear milestones: Know your 5- and 10-year vision, or risk drifting without meaningful progress.

The episode closes with Paul’s encouragement to stay persistent, set achievable goals, and remember that every “drop in the bucket” contributes to the tipping points that grow a handcrafted business.

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In this office-hours episode, Paul answers community questions on how PTC runs its single-maker production model, when (and if) to start Meta ads, how to navigate niche decisions (built-ins vs. custom furniture), and the pricing math that supports a healthy shop.

He shares practical systems—how projects move from sales to ops to a maker’s Trello queue—plus the cultural guardrails that protect quality and teamwork. The throughline: build a real foundation first, then scale with intention.

Takeaways / Highlights:

• Single-maker workflow: One maker leads a project end-to-end; jobs live in individual Trello queues with quoted hours as guardrails; foreman assigns/monitors; tag-team only when scale demands; finishing is included (hand-rubbed oil).
• Why not pay-by-project (yet): Paul considered piece-rate for speed and profit discipline but kept hourly to avoid rushing, protect teamwork, and prevent “unfair quotes” risk; may revisit later if incentives align.
• Clear project flow: Sales → Ops/Design for drawings/materials → Foreman assignment → Maker executes with daily check-ins and ownership end-to-end.
• Choosing your niche: Early on, take varied work to learn—but show what you want to sell (proof-of-concept builds, photos on site) and start saying “no” to misaligned jobs; intentional branding (even a name change) helps the market find you.
• Are you ready for Meta ads?: Don’t start until your sales process, offer, and fulfillment are solid. Be prepared to “burn” $1–1.5k learning. Ads are not an easy button; Paul keeps them to ~20–30% of pipeline and relies on reviews, word-of-mouth, designers, and hospitality partners.
• Pricing reality check: Aim for ~40% gross margin per job to support ~20% annual net. If you get all “no’s,” either the price is wrong or you’re fishing in the wrong pond—reposition to the market that values (and can afford) your work.
• Grow deliberately: Start lean, raise prices as overhead and capability grow, and keep culture (quality, team over self) front and center as you scale.

Questions for a future office hours? Email [email protected]
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In this episode of The Handcrafted Podcast, Paul explores what it really takes to scale a woodworking business—whether you’re just starting out or already running a team and aiming for the next big revenue milestone. Drawing from his own experience growing Philadelphia Table Company, Paul shares how to reverse-engineer client acquisition, double down on what’s already working, and use a strategic revenue planner to break ambitious goals into realistic, actionable steps.

He highlights the importance of understanding exactly where current clients come from, leveraging word-of-mouth with incentives and reviews, and knowing when (and how) to layer on ads. Paul also unpacks the mindset shift required to move past plateaus, the role of new offerings like chairs in expanding revenue, and why scaling quickly can sometimes be smarter than slow, incremental growth.

Takeaways:

• Reverse engineer client acquisition: Identify how your past clients found you and double down on those channels.
• Don’t dismiss too quickly: If something worked once (Google Ads, word-of-mouth, outreach), refine and repeat it at scale before moving on.
• Strategic revenue planning matters: Break annual goals into monthly and weekly targets, then map out the specific actions needed to hit them.
• Add new offerings for growth: Expanding services or products (like chairs alongside tables) can increase ticket value and compound revenue.
• Stack, don’t replace: Cold outreach, ads, referrals, and reviews should all build on each other for a stronger foundation.
• Think long-term: Growth requires systems, planning, and sometimes bold moves like hiring or expanding shop space.

If you’d like Paul’s Strategic Revenue Planner worksheet, email him at [email protected]

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