The Virtual Wire

A set of goodbyes

It’s with our very best wishes that Tiffany and Sydni move on, leaving the TVW blogging team. Please join us in our heartfelt hope that their practices and their individual journeys continue to bring them joy and prosperity.

We’ll be looking for more bloggers to add to our team shortly, and look forward to introducing them to you as soon as they’re on board!

Thank you for your continued support of TVW. We know you have a choice of what to read, and we’re pleased as punch that you read us!

4 Simple Steps To Marketing Your Business

Market your business in a systematic way. The steps are easy, though producing results may be challenging. Marketing your business is a game of numbers and trust. The more people who know about your business, the greater your chances are of closing business. Additionally, the more people trust you, the easier it will be to refer you new business. Let's review the steps.

1. Choose a target market
There is nothing like knowing exactly whom you serve and explaining that in a very clear way. Choosing a target market is the first step in marketing your business because you need to focus your energy with laser precision. This statement is not true, "Everyone can use my services". Choosing a target market tells you exactly who needs your services and this will allow you to understand their needs as a group.

2. Understand the needs of your market
Being a virtual assistant is all about solving problems. You wouldn't choose to serve an industry that had no need for your services. Would you? Of course not! You have already decided to go into business because there is a market that could use your expertise. Heck, they'll even pay you for your expertise. Get out there and really connect with the problems that you solve. Think about your skill set and your past experience. What problems did you solve when you had a J-O-B? These are the same solutions that you provide in your own business.

3. Be where your target market is
When you identify your target market it's a much easier task to find where they hang out. This is golden information. Perhaps you remember the 1849 gold rush. Where did everyone rush to and why? People flocked to California in droves because they heard that gold was there. They wanted to be in the right place in order to discover riches for themselves. If you position yourself where your target market is, you'll be sitting on a virtual gold mine.

4. Develop and follow a marketing plan
Now is the time to go to work. You have the skills you need to run a business. You have a target market who needs your expertise. You have figured out how to get in front of your target market. Now, you need to implement marketing strategies so that your market will understand that you are expert who is dedicated to solving their problems. You will need to build trust and credibility over time. You can do this by having the professional marketing collateral that is appropriate for your market.

Pick two or three different marketing strategies and master them. Try networking (in person or online), article writing or public speaking. Whatever marketing strategies you choose, plan to engage in them during times when you are not working with clients. If you have openings every day, then put your plan into action.

Be on your way to acquiring more clients by remembering that it is as easy as 1 2 3 4!

How To Successful Grow A Virtual Assistant Business

Getting your Virtual Assistant business off the ground is a MAJOR accomplishment! If you have already done so, congratulations and welcome to the ranks! And if you are thinking about it or getting ready to take the leap, just DO it!

Once you’re up and running, you’ll want to focus your attention on making smart decisions and running an efficient, productive business. Today’s article offers three tips on how to grow a successful Virtual Assistant business:

1. Understand Your Numbers

How closely do you track your expenses each month? Is your cell phone plan more than you need? When is the last time you asked your telephone company about any discounts or promotions they are offering? Are you paying for other services you don’t really need? Investing money back into your business is great, but make sure you aren’t losing revenue by wasting money on products or services that you don’t really need. Take a look at your profit & loss statements for the last 3-6 months. Which customers or products have been most profitable? Which products or services are actually costing you money? Don’t wait until the end of the year or tax time to review your financial reports. Schedule time each month to review your reports so that you can be on top of developing trends and make the necessary adjustments.

2. Stop Networking and Start Connecting

No matter what your profession or industry, as a small business owner you will find yourself constantly marketing your business and looking for new opportunities. As you meet various people at networking events, seminars, business meetings or otherwise in your daily activities, seek out opportunities to learn about what other people do. Make that your focus. When you ask someone “what do you do?” be genuinely interested in their response. Better yet, instead of thinking about how they can help you, consider how you can help them. Do you have a friend or a colleague that would be a great connection for them? Perhaps you have a recommendation for a vendor that could solve a problem they are having. Look to build connections and assist others instead of fulfilling your own needs. You’ll be surprised at the opportunities that come your way.

3. Don’t Stop Learning!

Set aside a specific budget of time and money to regularly invest in your personal and professional development. If you want to be considered as an expert in your field, you cannot become stagnant and rest on the knowledge you already have. You must constantly be working hard to stay abreast of changing trends. Make it your business to keep up with new books, ezines, and blogs, attend seminars and classes. Staying current will help to position you as an expert and expose you to countless opportunities for learning, networking and collaborating with your colleagues. You will continue to find ways to add value to the lives of your clients and have a wealth of knowledge to translate into new products and services.

The Fortune Is In The Follow-Up

In the course of everyday life, we are constantly meeting people that we can connect to each other.  Perhaps a girlfriend you had lunch with last week is looking for a new gardener.  Or one of your Virtual Assistant colleagues is in need of a recommendation for a Graphic Designer to build her new website.  Or, you meet a prospective client who seems to be ideal for you and is interested in learning more about your services.

How good are your follow-up skills?  Do you make the connections you promise to make?  Do you get back in touch with folks when you say you’re going to?  And most importantly, do you have a system to make sure that all of your necessary follow-ups get handled in a timely manner?

If not, it’s OK.  This is an easy problem to fix and the benefits are priceless.  It is really great for you to be known in your online and offline communities as a connector.  Connectors become the “go to” solutions for all sorts of problems and you’ll find that you get to meet lots of interesting people along the way.  While you personally won’t have the answer to each person’s problem, having a wide network of resources to refer to positions you as a generous, valuable resource in the eyes of everyone you meet.  And you’ll be pleasantly surprised at the amount of referrals that come back to you, because you are constantly referring to others.

So the next time you attend a networking event and collect business cards of people you want to stay in touch with, promise to connect a friend to a resource or meet a prospective client who is perfect for you, commit to follow-up with those individuals within 24 hours.  Keep a stack of simple, high-quality note cards with you so that you can follow-up with folks via good old fashioned snail mail.  Or send a quick email to introduce the two people you want to connect.  You can also follow-up with a quick phone call.  Whichever method works best for you is fine, but be sure to schedule a few minutes out of your day to keep your promise in this regard.  

I’d love to hear your favorite follow-up tips!  Do tell by leaving a comment below!

Gut Check!

As defined by one dictionary, a gut check is a test or assessment of courage, character or determination. How well do you respond when your gut is checked by your business matters? We are not necessarily talking about problems per se. Different matters at different times will test our courage, character and determination.

Test of Courage:

Constantly we have to display courage as entrepreneurs. Have you had a client try to take advantage of you in any way? Gut Check! How did you respond? Did your level of courage increase or deflate? Perhaps a client has conveniently (for themselves) decided not to pay you.

You waited for the check to come in the mail or the credit card to process. Maybe you dreaded having a conversation about the matter and wished that it would ameliorate itself. Conversely, you may have called the client immediately and demanded that they stick to the agreed contract that you signed. Or maybe you had to take it further and have your lawyer contact them via letter or phone. Gut Check! How courageous are you in a situation like this?

Test of Character:

You made a mistake with a client, friend or family member. Gut Check! Do you sweep the problem under the rug and hope that no one notices your error? How do you respond when your honesty and credibility are called into question? Are you honest or do you cut corners. Gut Check! How do you wish to be remembered by clients, friends and family?  

Test of Determination:

If we could write our life story with complete control, we would probably eliminate all problems, bumps and bruises (I know I would). So, how do you respond when difficulties arise in business and in life? Gut Check! Are you stalwart in seeing your goals come to fruition no matter the challenges that need to be met? Determination is required for us as entrepreneurs.

Our life story will not be problem free. In fact, we may even face situations in our business that would have us looking for a J-O-B! It is imperative that you decide now to do whatever it takes to have a successful business. Just think about it, if your J-O-B were on the line, you would do whatever it takes to remain employed. Determination is needed in order to stay self-employed.

A gut check is a test or assessment of courage, character or determination. Running your own business is an experience that is riddled with gut checks. What will be your results of these many tests?

Who’s in YOUR Community?

I have been struck recently by the power of community.  In particular, I love how a strong community of cheerleaders, advisers and supporters can help you to leap to new bounds in your business.

The students in my marketing coaching program are TRULY supporting each other to build highly successful Virtual Assistant practices filled with their ideal clients.  I’ve just joined a mastermind group filled with entrepreneurs who are thinking REALLY big about what’s next in their business and are already supporting one another in reaching their dreams.  In talking with several colleagues, I’m finding that they each have their own mastermind or mentors groups that they turn to for advice and to share their wins.  In each case, it is overwhelmingly obvious that being a part of a community, where you are supported, applauded and held accountable is an essential part to growing as an entrepreneur and running a successful business.

So I encourage each of you … create YOUR own business community.  Join a group coaching program (like the on Stacy Brice brilliantly runs - http://www.stacybrice.com/coaching.html).  Connect with other local Virtual Assistants on a regular basis to share ideas, resources and support one another. Get involved in online networking groups that have strong leadership and a diverse membership base.

Whatever is most comfortable or convenient for you, build your own business community.  You will be amazed at the many benefits that come to you as a result! Additionally, you will wonder how you ever got along without your new found friends and make bigger, better strides in creating a business that supports every aspect of your lifestyle.

Reclaim YOUR Time

Do you know how you are really spending your time each day?  Do you REALLY know?  Most of us are probably wasting a lot of “work” time doing things we should not. We don’t even realize it.  I was recently reminded by one of my mentors that, as business owners, we should only be spending our “work time” on two things – marketing and working with clients. 

After looking at how I’m REALLY spending my time, I have realized that I am doing a LOT of things I should not be doing.  So, I am in the process of TRULY delegating activities and tasks that don’t really require my attention.  This includes both my personal and my professional life.

What do I hope to gain from this?  MY TIME.  Time to chat on the phone with a good friend for a solid hour and not feel like there is something else I should be doing. Time to REALLY spend working ON my business and not just in my business.  Time to sit on my couch and stare out the window if I so choose.

As Virtual Assistants, we often “sell” ourselves to our clients on the fact that we can make their lives easier and their businesses run smoother.  We can take away all of the minutia they hate so much and allow them to focus on doing what they love.  But do we follow the same advice?  Don’t we need someone to delegate our minutia to?  I think so! 

So, do yourself a favor.  Take stock of how your spending your time for the next 7 days.  Keep a running list of everything you are doing.  Then designate a block of time to review the list and ask yourself, “Do I really need to be doing that?”  Can I hire someone to do it for me?  On the other hand, can I barter with someone in exchange for some other service that I actually enjoy?  Or, do I really need to be doing this at all?

I think you will be pleasantly surprised about how easy it is to reclaim a few hours of your day.  (This by the way, will quickly add up over the course of a week or a month).  Go ahead…you deserve it!

Who are your “Power Partners”?

As you are networking both online and offline, do you make it a point to look for opportunities to partner with other service professionals?  Even other Virtual Assistants?

It’s easy to look at another entrepreneur as a “competitor” and close our minds to potential business relationships.  This really comes from a scared “lack” mentality where one may think another service provider has the potential to “steal” business from us.  But, that viewpoint can be counterproductive.  It’s far better to look for ways to collaborate, not compete.

The next time you are attending a live networking event or even meeting someone online, take a few moments to get to know them.  For example, let’s say you meet another Virtual Assistant who lives in your town.  Get to know her.  Find out something about her business goals.  What services does she provide.  You may find that although you are both VAs you have two different focuses and could work together on certain projects or refer business to one another.   The two of you could easily become “Power Partners”.

Additionally, when you meet another service provider, such as a Bookkeeper, find out who her ideal clients are.  What type of businesses she works with.  What challenges her clients are facing and what her specialties are.  Perhaps  the two of you could become “Power Partners” and serve both of your audiences in a bigger, better way.

The point is, be open to the possibilities of collaborating with others.  Operate your business with a spirit of abundance.  There is certainly enough opportunity to go around and being positive in this regard makes us much more attractive business people.  And building strong collaborative relationships will help you to grow your business, increase your exposure and gain some great friends along the way!

Becoming Client Attractive

I had the opportunity to attend a workshop last week focused on client attraction and came away with some great insights that I wanted to share!

First, though I wholeheartedly admit in NOT buying into the Law of Attraction, I do agree that a positive, abundant mindset is critical to being a successful Virtual Assistant.  Being positive and confident and highly client attractive, will allow one to confidently talk about their services and rates and will keep you from taking on a client who is less than ideal.

Secondly, I was reminded how important it is to have compelling marketing materials for your business. This doesn’t mean fancy or expensive.  It means having materials (a website, blog, brochure, business card, etc.) that speaks to your ideal client and their biggest problem.  You see, no one is really sitting around thinking “I need a Virtual Assistant” just for the sake of having one.  What clients REALLY want is solutions to their problems. So in talking about what we do, we must position ourselves as expert problems solvers and our marketing materials MUST showcase the solutions we offer.

Finally, I was reminded of how important it is to not be virtual all the time.  This particular event was filled with over 200 attendees, all of whom are in my target market, so it made it really easy for me to connect with folks I might potentially choose to work with.  And it was lots of fun!  I walked away with LOTS of solid leads and one that is going to completely transform my business in a BIG way!  Attending live events and talking confidently about what I do has been a major part of my success as a Virtual Assistant.  We can’t expect to hide behind our computers and achieve the success we want.  To grow, both personally and professionally, it’s crucial to invest time and money in attending trainings, events and in education opportunities.

I’d love to hear about your favorite client attraction tips!  Please do leave your comments below.

Cheers!

Increase Your Earning Potential

You have heard the phrase, "Knowledge is Power". Sure, knowledge is power and a lot of other things. In the Virtual Assistance industry, knowledge is earning potential.

Investing your resources into your personal and professional development will likely position you in a better light to prospective clients.  

Let me give you an example. Many people are using ezines to keep in touch with their contact database. Being knowledgeable about ezine assembly and distribution and updating contact databases will add value to your service offerings. Maybe the prospects in your target market have other needs that require a different kind of knowledge. But whatever your goals are in business, continue growing in knowledge and skill so that you will increase your value in the industry.

What training have you taken in 2009 thus far? Have you been to any workshops, taken ecourses, or even hired a business coach? We should always look for ways to expand our thinking and knowledge because we work virtually. Working virtually requires keeping up to date with technology. Keeping up with technology means adding new things to the knowledge that we have now. Do you have plans to add to the skills that you have?

Here is a way to get on the path of increasing your knowledge. Think about what skills you have now. How can you improve those skills? What do you need to do in order to add value to what you already know? Next. think about some skills that you do not have, but wish to develop. How can you acquire that knowledge? Are there workshops, teleclasses or tutorials that you can get involved in?

Think big about the growth that you want to have in your career. Apply yourself to expanding your skills and knowledge. Increase your earning potential!