Tip 5 out of 12: How much time should an owner/marketing rep spend in the office?
If you are a business owner you NEED to go out and MARKET! Whether you have a marketing rep or not, this is what keeps a company running. I know many of you may be uncomfortable going out and marketing your business because you’re thinking “Steve, I need to be in the office!” This is true, but you need to spend time in the field too if you really want to succeed.
For business owners who DO NOT have a marketing rep you must spend 15-20 hours marketing in the field. This, my friends, is how you gain referrals. THIS IS ATTAINABLE!
If your business has 5-10 clients on your census you can easily spend 15-20 hours in the field marketing. Within this time frame, you should be meeting with 15-20 people and having meaningful face-to-face conversations. Once you are able to hire a full-time marketing rep, this individual should spend 30-35 hours in the field and 5-10 hours in the office. This will cut your time in the field but doesn’t mean you should stop getting out there and spreading your business.
A good schedule for a Marketing Representative goes as follows:
Monday: Spend the morning in the office. Monday mornings are a terrible time to go out marketing. Most people are catching up from the weekend. I recommend using this time to come up with a game plan for that week. Which accounts are you going to visit and for how long? This will help you stay on track and once 1 p.m. comes along then you can go out and market.
Tuesday and Wednesday: These are you marketing days folks! These days you should have a full day planned with networking events, lunch and learns, and appointments.
Thursday: Thursdays are a great time to market in the morning. This is the time to stop by accounts and have meaningful conversations with them. Make sure to bring supplies to replenish your marketing materials as well, for it is the end of the week visit.
Friday: Fridays are the days to go out and market all day! Marketing Representatives, make sure to touch base with your owners every day when you go out marketing.
A Marketing Representative should conduct a daily 5 minute call with their business owner’s to go over his or her daily interactions. This includes mentions how they saw for the day and when they have scheduled a follow-up meeting with these people. Owner’s just because you hired a marketing rep that does not mean you do not have to market anymore. Owners and Marketing Representatives should market together at least once a week.
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President and Owner of Hurricane Marketing Enterprises
Steve Weiss has been in Marketing and Sales his entire life. At age 14, he owned “Neighborhood Kids Landscaping Services” where he cared for lawns around his school schedule. While in College, he sold Cutco Knives, and his honors received then were “Top Sales Rep” in 2000, he helped the Middlesex office have its first Million Dollar year in 2001, and ran the number 1 branch in productivity in the company (out of 400 locations) in 2002.
In 2005 Steve joined Care Choice (A Private Pay Home Care Company) and grew it from 16 active clients to maintaining a census of over 100, growing annual revenues from $750,000 to nearly $5 Million in just 4 short years. Eventually, he became Vice President and partner before selling the company to Senior Bridge. During his time there, Steve was recognized 14 for 14 months straight as a Top Sales Person in Inquiries, Starts, and New Revenue.
In June of 2012, Steve founded and became the President of Hurricane Marketing Enterprises where he currently is a Motivational Speaker, Business Seminar Leader, and Consultant/Coach to clients across the country.
Steve is happily married to his beloved wife Susan, and is the proud father of Steven, Sydney and Sienna who are the light of his life. Lastly, Steve went to school to be a Minister and aspires to accomplish that mission as a second career by age 45.