Biggest question I have now is how to find some good help! I’m growing my client base but I’ve hit the tipping point where the client work is taking time away from me finding the next client.

Today’s question is from Peter Boyle of have-a-word.com.

Peter asks:

Biggest question I have now is how to find some good help! I’m growing my client base but I’ve hit the tipping point where the client work is taking time away from me finding the next client.

I can’t put the time needed into PPC work & landing pages and continue to source new potential clients for further growth.

I’ve run trials with 2 people, both didn’t work out. I’m torn between outsourcing the PPC side to a contractor for the time being or continuing a search for someone on a more permanent basis.

Well, Peter, it sounds like it’s a good problem to have :).

If Michael Gerber, author of The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It, were to answer your question – I think he would tell you to find someone to do the “technical work”. As the business owner, your job is:

You should probably be spending most of your energy designing your lead funnel right now. You need to design a consistent system to bring business in. You also need to design an internal business system to let junior staff operate the day-to-day PPC work that you do for clients.

And don’t start getting scared and think no one else can do the technical PPC work as well as you can. If you continue your business with that line of thinking, Michael says:

That’s right. You’ll be designing a job for yourself. And there’s a good chance it will be the worst job in the world :).

So, it’s time to start designing process. Documentation. Iterating on that process and documentation, so that your employees or help can easily execute your business product. Your job as the business owner is to continue to work on the design of your business. Not on doing the work. Sounds counterintuitive to some, but it’s what real business owners do! The people that don’t, usually fail at business.

Your business product doesn’t have to be perfect. It should be as good as it can be before you start jumping in again and doing technical work. Perfectionism shouldn’t be in an entrepreneurs’ vocabulary ;).

I suggest everyone get a copy of the E-Myth. Full disclosure. I literally just joined the Amazon affiliate program while writing this post. If you buy the book below, then my corporation will get a tiny commission from Amazon :).


One last thing, when you’ve worked with two people and it didn’t work out – well, what that is, it’s you going through the iteration and design process of bringing technical help on board. It may take 15 people before you’ve designed an employee on-boarding system that works for you. It might take more. That’s just the reality of the situation you’re in.

It’s common for an entrepreneur to think, “Great! I hired someone. They’ll be chugging along soon and I can get back to what I really want to work on.” Nope. It’s not that easy. It’s actually really important that during that time you bring someone on board, that you observe how they work, what questions they ask you, how you can make it easy for them to find solutions to these questions, figure out what kind of people you want on your team, what interview questions you want to ask next-time around, etc. This is business design work. Your real job!

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