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25 hours in the dayHow to find more free timewhile working in marketing
Karl Sakas | [email protected] | @KarlSakasBusiness Advisor to Marketing Agencies Across 17 Time Zones
@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
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)
Go tobit.ly/agencyfirebox
OR
Text your email address to
919.410.6224OR
Drop your card up front
Get eBook + Tons of TipsFree‸
www.flickr.com/photos/imnotquitejack/3918038560
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‸
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