Meet Annie. She’s running a small financial consulting firm and dedicate all her energy to customer service and business process optimization. She’s barely haв time to integrate a CRM and follow up all clients through it. Over a year her consulting division has grown from 4 to 16 people. One day, looking through a schedule of meetings she found that there are more appointments for the last week of each month and too many cancellations for the first week of the month. Turned out that the majority of appointments are canceled right after potential clients get a paycheck.
Annie advised to reschedule all appointments with potential clients to the end of the month, when they feel more insecure with their current financial situation and thus are more willing to get advice from a consultant. Guess what?Annie’s firm has doubled the number of clients in three months.