MEET THE FOUNDER &

Organic WOrd Nerd

Mark Crandall

Ex-Therapist turned organic marketing obsessed.

"I get my clients customers to sell for them"

Mark's earned the title @organicwordnerd — helping entrepreneurs escape the chaos and grow without spending a dime on ads.

Scaled 3 trades companies to $1M+ in under 18 months each

Executed 4 successful business exits, including a $5.1M sales contract

Creator of the Testimonial Waterfall system, driving organic growth through customer referrals. Get customers to sell for YOU!

Host of the Scale to Sale Podcast, sharing actionable business strategies for scaling and exiting

Who is Scale to Sale Consulting? Organic Marketing hopped up 🐇

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At Scale to Sale Consulting, we aren't just another marketing agency screaming "spend more" while your profit margins disappear faster than a rabbit on espresso. 🚀🐇

We Manage & Optimize Digital Assets For Long Term RevenueLed by Mark Crandall (Ex-Therapist turned organic marketing nerd. Used his Testimonial Waterfall SEO system to scale a company to a $5.1M sale in 18m’s.We don’t just “do marketing.” LEARN MORE ABOUT MARK

We engineer growth by combining: World-class organic SEO, Sand the Testimonial Waterfall Systems that turn your raving fans into your unstoppable sales force. Custom-built automation that drives customer acquisition and loyalty with little to no extra lift from you. Also utilizing SEO strategy to drive your potential customers to your website to read our engaging problem solving content. Authority-driven marketing strategies — We will build a marketing system built off of your customers selling for you! 

🐇 What Makes S2S Different?

We start by cutting waste. Most agencies upsell you on ads, media buys, and band-aid "solutions." We audit first, finding where your money’s being flushed 🕳️ — then we rebuild organically.We make testimonials your SEO weapon. Using advanced SEO strategies, we integrate customer success stories right into your site's structure and content—amplifying authority, rankings, and trust faster than traditional backlink tactics ever could.

We build businesses that sell themselves. Our unique system turns your community, customers, and internal ops into a self-feeding sales machine—so you can exit or scale at will. We blend psychology and technology. With Mark's background in behavioral systems (therapist turned business scaler) and experience owing marketing agencies and constructions compaines make the the TOP Organic Marketing choice.

🐇 The Bottom Line:

At Scale to Sale, we're not here to just run your ads. We actually refuse to launch ads until an organic strategy is optimized…it’s are real bottom of the carrot chew to not

We’re here to make your business an unstoppable, scalable, self-operating machine — one that the market can't ignore...and future buyers can't resist.Ready to Escape the Hamster Wheel?

If you're tired of sprinting in circles, guessing at marketing moves, and watching your margins vanish into thin air... it's time to stop chasing and start scaling. 🚀

Book a call with Mark Crandall today — the Systems Architect behind $5M+ exits and self-scaling companies.

STOP SELLING LET'S GET YOUR CLIENTS TO!

INTRODUCING THE:

🔥 Introducing: The Testimonial Waterfall System The Customer-Driven Engine That Scaled 3 Trades Companies to $1M+ and Got One to a $5.1M Sale Contract 🐰💵

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PROVEN SYSTEM

Backed By a Sales Contracts

Video Walkthroughs after opt in:

  • The Reenforcer Document — Turn testimonials into scheduled sales

  • Ask Scripts — Email, text, in-person, ask scripts and walkthrough testimonial/referral asks

  • 3 Questions to Get: Reviews, Referrals,& Videos from your customers!

  • Missed Call Automation — 85%+ reply rate to win back missed leads

Scale to Sale Podcast

Scale to Sale Blog

Scale to Sale Podcast

Top 3 Digital Marketing Money Wasters (And How Organic Marketing Fixes Them)

May 02, 20254 min read

Scale to Sale Consulting

Why Most Business Owners Waste Money on Digital Marketing (And How Organic Marketing Fixes It)

Let’s just get this out of the way: most business owners aren’t struggling because they don’t have leads.

They’re struggling because they’re wasting the leads they already have.

I’ve worked with trades companies, service businesses, and entrepreneurs across industries. Before launching Scale to Sale Consulting, I, Mark Crandall was a managing member in three lead generation companies that served the trades. We crushed it on the front end—leads were flying in—but I started noticing a pattern that drove me absolutely insane.

These businesses didn’t care about their digital assets.

Their websites were garbage. Their Google listings were outdated or half-built. No content. No automation. No clue what happened to a lead once it came in. Just chaos. They were spending thousands in ad spend every month to drive traffic to broken funnels, and then blaming the “lead quality” when nothing converted.

So I started asking a new question:

Do you even need to spend money on marketing—if your organic assets aren’t set up to convert in the first place?

That question changed everything.

The Truth About Organic Marketing

If your website is outdated, your blog hasn’t been touched since 2020, and your Google listing is filled with cobwebs… why are you running ads?

That’s like pouring gas on wet wood and hoping it’ll light.

Your digital real estate—your website, listings, social media profiles—isn’t just a place for traffic to land. It’s part of your company's valuation. If you ever want to sell, scale, or hand your business down, those online assets better be dialed in. Because buyers look. Customers look. Google looks.

At Scale to Sale, we built our growth model off a single principle: start with what you already have.
And nothing works better than the voice of your customer.

The Testimonial That Changed Everything

There was one sales appointment that changed the game for me. I brought a new salesman on a follow-up and got to talking with the homeowner. I explained how important reviews were for our business, how we built everything off word of mouth. And then I asked:

“Would you be open to recording a short testimonial right now—just three questions, 20 seconds max?”

She said yes.

That moment became the seed of what we now call the Testimonial Waterfall System.

We started capturing those moments—on the spot, unscripted video reviews—and threading them into blog posts, email sequences, Google listings, and social content. And here’s the wild part: it absolutely crushed every marketing campaign I’d ever built in 10+ years of agency work.

Funnels, ads, SEO hacks… none of it came close to organic marketing powered by real customer stories.

The 3 Questions That Unlock Organic Gold

If you're looking to create your own waterfall of organic leads, here’s how to start.

Sit down with your happiest customers. We call them “Happy Checks.” Ask them these three simple questions:

  1. What problem did we help you solve?

  2. What was it like working with us?

  3. Would you refer us to others? Why?

You can dress them up or down depending on your industry, but these three unlock raw, powerful language that sells better than any headline you could write. And when recorded on video? Game over.

We turned these videos into:

  • SEO-optimized blogs

  • Weekly social content

  • Retargeting ads

  • Automated emails

  • Google Business Profile enhancements

Eventually, customers started asking to be featured. It became a badge of honor to be in one of our testimonial campaigns. That’s what organic marketing looks like when it works.

If you want to hear me go even deeper into this subject, I do so on Ep. 8 of the Scale to Sale Podcast. Click play below to give a listen.

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The 3 Biggest Wastes of Money in Digital Marketing

If you’re serious about building an engine instead of a dumpster fire, here’s what to stop doing immediately:

1. Spending money before collecting the free money

If you haven’t talked to your past customers, captured their feedback, and optimized your website for conversion, you’re burning cash. Your first 10 new leads should come from your last 10 satisfied clients. Period.

2. Sending leads down a broken path

If your site has broken links, disconnected numbers, or contact forms that route to a spam folder, stop spending. Your digital funnel should be clear, simple, and frictionless. No dead ends. No confusion.

3. Ghosting your own brand

If you're not posting online organically—Google notices. So do your prospects. No activity = no trust.
Update your profiles. Respond to reviews. Post a screenshot of a happy customer. Start simple.

From Podcast to Playbook

If you found this valuable, I break it down even deeper on the Scale to Sale marketing podcast.
It’s a behind-the-scenes look at how I helped scale multiple companies to 7-figures—without ad spend.

And if you’re ready to implement the Testimonial Waterfall System inside your business, it’s already built for you.

Get it now: scaletosaleconsulting.com/waterfall

Or Book a Free Consult: scaletosaleconsulting.com/bookmark

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@organicwordnerd

Mark Crandall Founder of Scale to Sale Consulting, Mark Crandall helps entrepreneurs scale their businesses sustainably and exit profitably, freeing them from daily operations to focus on growth and freedom. Ready to get YOUR customers to sell for YOU? The Testimonial Waterfall, Mark's proven system trains YOUR customers to sell for YOU. LEARN MORE @ https://scaletosaleconsulting.com

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