The owner of an agency in Switzerland asked: “I can’t keep up with all our new projects, but I’m feeling pressure from my salesperson to keep saying ‘yes’ to new work. What should I do?”
Don’t stop selling. Being too busy to take new work is a nice problem to have—but it’s still a problem. A number of my clients have run into this at some point.
Want to turn this into an opportunity? Create a client waitlist for new clients!
This lets you avoid saying “yes” to work you can’t deliver, while letting clients prove they’re interested in your agency, while giving your sales team at least some commissions from the work. It also shows clients that you’re in-demand, which may make them want your services even more.
How to make a client waitlist work
Once you’ve identified what a prospective client needs, your salesperson would say something like, “We’re a boutique agency, so we don’t take hundreds of projects at once. For the work you need, we have a 3-4 month waiting list right now. We can add you to the next spot on the waitlist with a deposit of $5,000. We may be able to start sooner on strategy work.” [Read more…]