25 hours in the dayHow to find more free timewhile working in marketing

Karl Sakas | Karl@AgencyFirebox.com | @KarlSakasBusiness Advisor to Marketing Agencies Across 17 Time Zones

http://www.youtube.com/watch?v=8NPzLBSBzPI

@KarlSakas

The Challenge

"People need to be reminded more often than they need to be instructed." Samuel Johnson, Author, 18th century

Question #1

Set S.M.A.R.T. Goals:

Specific what, exactly

Measurable how much

Assignable who’ll do it

Realistic truly doable

Time-bound by when

Photo by Rhys A.: http://www.flickr.com/photos/rhysasplundh/8595316899/

Get Bigger Client Projects

Long-term goal: Grow average project size from $10K to $100K.

Wrong goal: Sell a $100K project

Company Goal:

Company Goal: Get Bigger Client Projects

Needs to happen first

Fix sales, PM, and client service processes

Bite-sized SMART goal

Sell a $20K project by (date), to find what to fix.

RisksKeep taking small projects to pay the bills

Finally Take a Vacation

Long-term: Be able to leave theoffice for 1-2 weeks

Problem: Team can’t go an hour without asking you questions

Wrong goal: Tell someone they’re in charge, and head to Jamaica!

Personal Goal:

Needs to happen first

Figure out why people keep interrupting

Bite-sized SMART goal

By EOM, share organization’s long- term goals and define areas where you won’t 2nd-guess team

Risks Never tell the team

Personal Goal: Finally Take a Vacation

Calendar Review

Exercise

1.Questions you’d ask CEO

2.What should they Drop, Delegate, or Defer?

Collaborative Activity

Calendar Review

Sharing

5 Calendar Themes:

1. Schedule downtime.

2. Decline low-value meetings.

3. Delegate to team members.

4. Schedule-in lead time.

5. Don’t micro-manage.

Question #1

Question #2

1 → 12

You need to know

WHEN...

Focus on results: “What, when, why.”

Not “how.”

Karl’s 4 Keys

1. Results > “How”

2. Share key guidelines

3. Tell them “Why”

4. Set check-in deadlines

But Karl...“

“

But Karl...“

“

But Karl...“

“

Karl’s 4 Keys

1. Results > “How”

2. Share key guidelines

3. Tell them “Why”

4. Set check-in deadlines

Question #2

Saying “yes” to everything

Problem:

= burnout

Question #3

http://giphy.com/gifs/s4AQve5NMsFcQ

R-O-C Framework

3.

Cite a Reason.

Give 2-3 Options.

Let them Choose.

2.

1.

Act Out!

1. Wants you to start before they sign a contract.

2. Client asks you to do something stupid.

3. Internal client thinks an out-of-scope change shouldn’t come out of their budget.

4. Prospect’s budget is too small.

Real-World R-O-C Examples

5. They keep calling for help after launch.

6. Twitter changed its API and something broke.

7. Past-due client wants new, urgent work.

8. Internal client wants faster turnaround than your team’s schedule allows.

Real-World R-O-C Examples

9. Internal client wants completion ETA guarantee before their boss approves starting the project.

10.Client wants you to pay for a big-ticket item...but they'll repay you later.

11.Client demands a price quote on-the-spot.

Real-World R-O-C Examples

Prizes for Volunteers

1-hourConsulting

Session (Value: $250) or

1 Seat in “Secrets of Selling Marketing”

3-Webinar Series (Value: $225)

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919.410.6224OR

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The Challenge

Go tobit.ly/agencyfirebox

OR

Text your email address to

919.410.6224OR

Drop your card up front

Get eBook + Tons of TipsFree‸