Time Management in the Agency World

We’ve all dealt with “that client.” The one that saps your energy, takes up way too much of your time and has made you question whether the money is truly worth the hassle. Wouldn’t it be great if there were a way to spot “problem clients” before you signed them?

Well, today, I’m here to tell you that moving your prospects through an application process can help you do just that.

Time is money– and as a business owner, it’s about making sure you’re using yours wisely.

A quick story
A few months ago, I scheduled a Zoom meeting with an overseas prospect that cold called me out of the blue. I hadn’t targeted them; they weren’t in my CRM and we didn’t have any connections on LinkedIn. I wasn’t quite sure how they find me, but since they reached out, I was happy to schedule a time to talk.

On the surface, it seemed as if they were running a successful business that was right in the middle of my target demographic. It also seemed like it would be an easy sale- they were interested in working with me and at first, I was confident that I could help them.

It wasn’t until we were about 45 minutes into the meeting that I realized I was wrong.

My business is about helping companies streamline and automate—but their business model involved a lot of tasks that can’t be automated. Had I asked them to complete an application before I agreed to meet with them, this would have saved everyone time.

We’ve all dealt with “that client.” The one that saps your energy, takes up way too much of your time and has made you question whether the money is truly worth the hassle. Wouldn’t it be great if there were a way to spot “problem clients” before you signed them?

Well, today, I’m here to tell you that moving your prospects through an application process can help you do just that.

Time is money– and as a business owner, it’s about making sure you’re using yours wisely.

A quick story
A few months ago, I scheduled a Zoom meeting with an overseas prospect that cold called me out of the blue. I hadn’t targeted them; they weren’t in my CRM and we didn’t have any connections on LinkedIn. I wasn’t quite sure how they find me, but since they reached out, I was happy to schedule a time to talk.

On the surface, it seemed as if they were running a successful business that was right in the middle of my target demographic. It also seemed like it would be an easy sale- they were interested in working with me and at first, I was confident that I could help them.

It wasn’t until we were about 45 minutes into the meeting that I realized I was wrong.

My business is about helping companies streamline and automate—but their business model involved a lot of tasks that can’t be automated. Had I asked them to complete an application before I agreed to meet with them, this would have saved everyone time.

The upside was that I had a friend who is in a similar line of work, and I felt that he might be able to help Company X meet its goals.

A few days later, I followed up with Company X to ask if they’d connected with my friend. Their reply blew me away. “He sent us a few times that he’d be available to do a video chat, but it was all based on US time zones. I’m a lot lazier than he thinks I am.”

I couldn’t believe what I was reading.

Not only was this disrespectful of my time, it was disrespectful of my friend’s time. It also helped me understand that this was the type of client that would be more trouble than they were worth.

What you can learn in through an application can speak volumes
All in all, this whole thing ate about two hours of my work week- but when you consider that time is money, that’s two billable hours that I could have spent doing other things.

Had I asked Company X to fill out an application before I agreed to a meeting, I likely would have learned two things. First, I would have known that I wasn’t a good fit for what they were seeking. Second, if they chose to provide one-word answers (or short, un-informative ones), I never would have bothered to connect them with my friend.

Trying to grow sales can be expensive- so the key is to make sure you’re using your time in ways that maximize incoming revenue.

Scaling sales successfully requires forethought and strategic planning
When you’re trying to grow revenue, you’ll need high-quality leads, an efficient way to qualify them, a data-driven sales conversion process and efficient client onboarding.

If any of these things are missing, you’ll be doing little more than spinning your wheels.
There are a number of ways you can boost your sales conversion process—and this includes everything from implementing DocuSign, using Calendly for sales and follow up appointments, and using Zoom to schedule online meetings (as opposed to wasting time driving to and from client appointments.) Tracking software can also help you improve your conversion rate and in some cases, can provide data-driven insights that help you understand which leads to target and when you should target them.

Once I learned how to streamline and work efficiently, I shrunk my proposal-based sales conversion time from 10 hours to 2.

Again- time is money. If you’re wanting to grow your revenue and you’d prefer to work smarter (not harder), drop me a line today to learn more about how I can help you streamline processes and reach growth objectives.

Trying to grow sales can be expensive- so the key is to make sure you’re using your time in ways that maximize incoming revenue.

Scaling sales successfully requires forethought and strategic planning
When you’re trying to grow revenue, you’ll need high-quality leads, an efficient way to qualify them, a data-driven sales conversion process and efficient client onboarding.

If any of these things are missing, you’ll be doing little more than spinning your wheels.
There are a number of ways you can boost your sales conversion process—and this includes everything from implementing DocuSign, using Calendly for sales and follow up appointments, and using Zoom to schedule online meetings (as opposed to wasting time driving to and from client appointments.) Tracking software can also help you improve your conversion rate and in some cases, can provide data-driven insights that help you understand which leads to target and when you should target them.

Once I learned how to streamline and work efficiently, I shrunk my proposal-based sales conversion time from 10 hours to 2.

Again- time is money. If you’re wanting to grow your revenue and you’d prefer to work smarter (not harder), drop me a line today to learn more about how I can help you streamline processes and reach growth objectives.