One of my coaching clients is an agency that is trying to double its number of clients without growing headcount.
A part of their efforts to grow the business was hiring an aggressive salesperson.
Today, we got on a call to discuss his sales pitch. Here’s what he told me:
“One of the things I tell the prospect is that we keep the campaigns running 24/7 since the ads run 24/7.”
The way he brought it up sort of implied that the agency employees are running 24/7 as well.
I recommended he not talk to any prospect again until our copy of R2-D2 is finished.
Here’s the thing: you can’t scale your PPC business without setting the right expectations. You can’t scale results without communicating relevant and reasonable targets.
24/7 support isn’t one of them. (Go tell your sales reps!)
If anything, scaling is all about managing the right expectations.
– Nils