There’s a really key concept to success I call “Right Action, Right Duration”I’ll give you three real-world specific examples
Quick Intro: I’m Eric Horwitz and I scaled my service business from $1.3M to $10.2M in 19 months and help other service companies grow quickly.
Most people can’t identify the key part to growing their business.
If you’re trying to scale to $1M or more and it’s not happening, it’s probably because you aren’t doing enough sales and marketing.
You’re doing things that “feel right” but aren’t actually going to help you grow quickly. Some of these are “productive activities” include:
- Writing SOPs
- Creating a financial dashboard
- Updating your SEO
- Being a great account coordinator
All of these are great for delivery of your service, but aren’t growing your company in a significant way.
The “Right Action” in this case would be: doing more sales calls to bring in business.
For one of my clients, an aesthetic clinic, it was hiring a remote sales rep and having her make 80-100 calls a day to previous clients to rebook their botox, filler and other skin treatments. Within 2 months, she brought in an extra 20,000 pounds in sales per month.
If you’re a small business that is B2B, like I was many years ago, the “Right Action” is to spend time calling, emailing and following up with local small businesses to pitch your services. In my example, I called local schools and districts to book meetings with principals and directors to provide cooking classes for their students.
If you’re trying to improve your health, the “Right Action” is hitting the gym for 1 hour.
I’m working on a MASSIVE creative writing project that is outside of my comfort zone and my “Right Action” is sitting on google docs or Final Draft and writing or outlining.
So if you’ve identified the “Right Action” …but now you need to add “Right Duration”
“Right Duration” means doing the Right Action for the correct amount of time every week.
Business: You make sales calls for 2 hours, every day for 5 days. You are logging in 10 hours of real sales and tracking results and followups accordingly. Your business will grow, as long as you’re consistent. The opposite of this is making calls…but just 2-4 hours a week and you don’t see much momentum
Health: You go to the gym about 4x a week. 3x to do weight and adding 1 cardio or group fitness class. The opposite of this is going…once a week to the gym, which won’t yield any results.
Creative Project: I log 15 hours per week and track it on a spreadsheet. Even when it’s challenging (and it often is!) ifI put in the work, I maintain momentum. If I only wrote for 4 hours, once a week, I wouldn’t get much from it.
When you identify the “Right Action” and then the “Right Duration” you now have a system for success.
If my client is struggling with sales I ask, how many hours per week are you deploying to focus on sales?
If my health is down, I ask myself, how many days per week am I exercising?
If my creative project isn’t moving…it’s always because I haven’t logged enough hours each week.
If you need helping identifying your “right action” and “right duration” and you’re a service business looking to grow rapidly, I offer 1 on 1 business consulting at www.winwinwitheric.com