Marketing Target Market Virtual Assistant
What is your answer to the question in the title of this blog post? If your answer is, “I don’t know”, this post is designed for you. If you do already have a target market, you will get some helpful reminders as to why it is imperative for you as a business owner to focus on serving that market. Continue Reading>>
Marketing Networking Virtual Assistant
At EA to VA we have conducted several surveys over the past several years. The most popular question that we receive is, “How do I get clients and run a successful business?” This is a very important question. If you belong to the EA to VA community, you know that there are many resources available to you that will teach you how to run a solid Virtual Assistance business. We encourage you to keep following the blog and post comments and questions when they arise. Also, take advantage of the many resources within the weekly ezine. Continue Reading>>
Marketing Mindset Virtual Assistant
By Sydni Craig-Hart
When you’re out networking or talking to your family and they ask you, “What do you do?” or “What is your business all about?” what do you say?
Do you freeze? Stammer?
Or do you apologetically and quietly say, “I’m a VA” or “I’m a Virtual Assistant.”
And then, you get the blank stare. You know, the deer in the headlights look that says, “I have no idea what that is. I still don’t know what you do. And I don’t think I need that.”
The truth is, saying you are a Virtual Assistant doesn’t mean anything because people still don’t know what you do. Just like there are different types of lawyers, there are different types of VAs. All have different specialties, expertise and knowledge.
So, what you need to do is really focus on a descriptive one liner that tells people exactly what you do. For example, “I help real estate agents manage their tasks so they can focus on selling properties.”
By having a descriptive sentence like this, you’ve accomplished three things:
Whether you work online or offline, one of the keys to your success and having a full practice is networking. In order to network effectively, you have to do two things really well: 1) you have to build relationships so that others feel comfortable talking to you and referring your services to their friends, family and colleagues, and 2) you have to market yourself so that people know who you are and what you do – without questions or hesitations.
So, now that you know you shouldn’t just tell people you are a Virtual Assistant, you need to work on your presentation. Some people call it an elevator speech, others call it a 30 second intro. Whatever you call it – make sure it’s descriptive, make sure it’s effective and make sure it’s easy to say. Talk about the problems you solve and the pain you eliminate in a way that a young child would understand. (What would you say if your child asked you , “Mommy, what do you do?”) When something is easy to say, it rolls off your tongue and you don’t worry about it. You exude confidence, which tells people you’re ready for business.
And THAT is highly client-attractive!
YOUR ACTION PLAN FOR THIS WEEK:
Business Management Marketing Mindset Organization Time Management
Virtual Assistants tend to be really good at creating lists. We create to-do lists for ourselves, our clients, our families, the housekeeper, etc. These lists are created as a method for getting things done. But, how often do you go back and review your lists to see if “what” you’re doing is yielding the right results? In other words, is how you’re spending your time supporting or detracting from the life and business you want to create?
If perhaps you aren’t making the money you want to make, or you’re working with clients who drain your energy, or you find yourself working far more hours than you’d like, it’s time to step back, take an honest, objective look at your VA practice and decide what adjustments need to be made. Just as you would create an action plan for your clients, you need to create one for yourself. The first step is to answer this question, “Are you making these 3 common mistakes?”
1. Is my own mindset getting in my way? Have you ever gotten frustrated with how things are going in your business and thought, “I’ll never work with high-quality clients who happily pay my fees,” or “I guess I’m destined to discounting my fees if I want to stay in business?” If you answered yes, then that’s exactly what you’ll get. This element of the Law of Attraction is simple and it applies to EVERYTHING you do. Whatever you tell yourself is ABSOLUTELY true. If you put out negative energy that is what you’ll get in return. But if you consistently focus on positive, abundant thoughts, you’ll begin seeing ways to create the results you desire—and the opportunities you need will find their way to you. (Not to mention a positive attitude is highly client-attractive!) If your tendency is to have a negative attitude toward your business, stop! Make the decision to change your thinking, starting TODAY. If you consistently attract non-ideal clients, ask yourself: “What can I do to attract my perfect client?” Look into upgrading your services by taking new courses that expand your knowledge and justify higher rates. Participate in social networks to explore what kind of support your ideal client is looking for—and place yourself directly in front of your target market. Also, be honest about where YOU are standing in your own way. What fears do you have about your business? What limiting beliefs are you holding onto? Put forth the effort to stare your gremlins in the face. Then make the decision to start thinking differently from today forward. All these activities will help you tap into a new group of clients and move you closer to your goals.
2. Do you only market or advertise your services when you need more clients? This is one of the biggest mistakes that Virtual Assistants make. And it is an area where they struggle needlessly. Some may feel hesitant about marketing thinking they have to be pushy and sales-y in their approach. That is certainly not the case. Marketing is simply a matter of sharing solutions with people who were already looking for them. The most effective marketing strategy for Virtual Assistants is to get clear on what you offer, embrace the value you bring to your clients’ lives, get to know your ideal clients REALLY well so you know what their urgent needs and compelling desires are and then put yourself in front of them as THE solution to their problems. You should be marketing your business every week, bare minimum. (Ideally you should be doing SOMETHING to market yourself every day.) There are countless ways to market your services. Attending networking events and industry events has always been highly effective for me. Blogging about the benefits and results you create for clients is another. Publishing an email newsletter, getting involved in social media, and sending a letter to EACH person in your network explaining your services also yield positive results. The list goes on and on. The goal is to be consistently attracting new leads to your business and keeping your pipeline full. Even if you find yourself at full capacity, when potential clients contact you about your services, you can still have your introductory meeting with them to determine what their needs are. If their needs exceed the support you can provide at that time, just let them know your practice is full. Then, offer them the option of going on a waiting list or refer them to another Virtual Assistant. Either way, you keep the lines of communication going. And, if you have an opening, you now have a “warm market” list to contact. This will keep you out of “feast or famine” mode with your finances.
3. Is your business foundation solid? Building a business is like building a house—it needs a solid foundation. If you don’t have an effective bookkeeping method, your office and paperwork are a disorganized mess and you don’t have a marketing plan to follow, you do not have a solid foundation for your business. If you struggle meeting deadlines because you can’t find everything required for a project, it’s time to stop and get organized. Nothing is more important than a solid foundation for your business for it to grow and prosper. This means treating your business like a business, NOT a hobby. Outlining your standards, boundaries and operational guidelines clearly on paper will give you a roadmap to follow to successfully run your business for years to come. Remember, the best compliment a client can give you is to refer your services to a colleague. Make sure you earn that referral by being a competent business owner.
If you are making any or all of these three common mistakes, there is good news! You know now what they are and can take action to make improvements. Spending time assessing, planning and implementing proven solutions will help you to upgrade your business in short order. It will also boost your confidence, decrease your stress and move you that much closer to having the business you dreamed of when you first started.
Action Steps For This Week
1. Schedule one hour on your calendar to sit down and honestly assess your business. Make a list of what is working and what is not. Pat yourself on the back for having the courage to stare your business in the face and acknowledge that some improvements need to be made.
2. Once you’re clear on where you’re at, it’s time to get clear on where you want to be. Set a few specific, measurable goals for improving your business and assign a deadline to each.
3. Break down each goal into a series of projects or action steps. Schedule time on your calendar over the next 2-3 months to work on these projects and get your business affairs in order.
4. Reach out for help if you need it! No one who is successful in business has created that success alone. NO one. So, don’t be afraid to ask for help. You and I can work together one-on-one if you like. (Simply email me at Support@EAtoVA.com to schedule an appointment for us to chat.) You can register for a mentoring program. (www.SuccessfulVA.com or www.FullPracticeVA.com). Plus you can reach out to other VAs for ideas and support. (Check out my group on LinkedIn.com) Whichever option you choose is fine, but set yourself up with the support and accountability you need to take your business to the next level.
5. Leave a comment below and let me know how this business overhaul is working out for you! I love hearing about your successes (no matter how “small” you think they are) and celebrating with you!
Most VA’s start their business because they want more freedom, more flexibility, and more opportunity to utilize their skills to make a difference in the lives of others. Those are great reasons to start a Virtual Assistant business!
Unfortunately, it often happens that once you start your business, you quickly realize that you are actually in the business of marketing. After all, you won’t have a sustainable business without clients. And to attract ideal clients you MUST market!
ARRRGGG! M-A-R-K-E-T….
For some Virtual Assistants, just hearing this word creates an instant frown. Perhaps you have thought, “I don’t want to market…. I just want to do my work!’”
I know that this thought has crossed your mind at one time or another, because when I was a VA it certainly crossed mine. When I first started my business as a Virtual Marketing Assistant, all I wanted was to work comfortably in my cozy little home office and for people to send me checks. It never really occurred to me that I’d have to actually get out there and sell my services…I just expected clients to show up knocking on my door.
Perhaps you can relate. Some VAs who have an aversion to marketing feel that way because to them, marketing represents something pushy, sales-y, and difficult. In the back of their mind their thinking “used car salesman” and that is not who they want to be.
I get it!
The good news is that marketing your VA business doesn’t have to feel that way, and you don’t have to be afraid of marketing. It can actually be … (gasp) FUN!
The thing is… marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them.
I’m going to say that one more time; marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them. So there is absolutely nothing to be afraid of. There are countless entrepreneurs who right now are desperate for help in running their business and in need of the exact services you offer. It’s effective marketing that will allow you to connect with these individuals, present your solutions and enroll them as your clients.
Following are a few proven tips to help you overcome the fear of marketing:
Remember, marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them. There are countless people right now looking for the very solutions you have to offer. It’s your duty to share your expertise and service. Allow marketing to be your vehicle to doing so!
Which of the strategies shared here will you implement in your business? Share your thoughts and your plan here on my blog!
Starting your own successful Virtual Assistance business requires a significant investment of time, energy and some financial resources. There are many tools available to help you setup your home-based venture. One of the most important considerations in starting (or upgrading) your business is to create a brand that reflects the high quality services you provide.
Keep in mind though, just because you have a home based business, doesn’t mean it should look “homemade”. Everything you do from participating in social networks to your website should reflect a polished professional image. There is NO second chance for a first impression.
Therefore, you’ll want to give careful attention to how you create your marketing materials.No matter what it is: your website, note cards, email newsletter, headshot, social media profiles, etc. your marketing materials must be first class. This isn’t the time or the place to be stingy or cheap. You can create high quality materials for less than you think. Don’t lower the industry standards (or your personal professionalism) by printing materials on your computer or setting up your business website with a shoddy free template.
Make sure your marketing materials reflect all the hard work you’re doing to build your business! This is SO important! Your marketing materials are an extension of you and your business – make sure you position yourself as a service provider that your clients can trust and want to do business with.
Here are some guidelines for creating high quality marketing materials:
Your website needs to reflect what’s unique about your business and the services you offer. Your site should be easy to navigate, have clear copy that speaks to the reader and MUST have a professional headshot. People want to know who they’re working with and why they should work with you. Don’t leave them guessing. You also don’t want your site looking like someone else’s. So take the time to have your site professionally customized for YOUR brand. (Not whatever the ‘overnight website’ company thinks it should look like.)
These are just a few guidelines to help get you started in the right direction. If you already have some marketing materials that are not high quality and do not reflect your professionalism, consider getting rid of them and starting over. While you might be able to recycle some things, you want to make sure to pull the substandard marketing materials out of circulation.
Having high quality marketing materials does not have to be expensive, but it does require forethought and planning. You’ve worked hard to build your business and get where you’re at now, continue to build your business with quality. This will speak volumes about you and the services you provide.
When I start working privately with a new client as their coach, one of the first elements of their marketing we work on is identifying their target market and creating their ideal client profile.
Most of the time, the Virtual Assistant will say something like, “Wait a minute Sydni! If I focus on just one particular market, I’m going to be leaving people out. I don’t want to leave anyone out! Everyone needs my services! I don’t think I want to do that.” I smile and respond that they don’t have to worry. And that they don’t have to walk away from opportunities or leave anyone out. That’s not what I’m talking about here.
Choosing a target market means that you focus your MARKETING efforts on one specific group of people who need the solutions you offer. So all of your materials speak to that group, your messages in your marketing address the specific challenges of that group; the services you offer are solutions those individuals are already looking for. If, along the way, you happen to come across individuals in other industries that want to work with you, that’s perfectly fine. Go ahead and work with them too!
For example, let’s say you work primarily with home based businesses. That is your target market and that’s who you want to focus your marketing efforts on. But you go to a networking event, you meet this really interesting attorney, the two of you enjoy an instant connection and hit it off! In the course of the conversation, he shares that he is completely overwhelmed with handling the day to day operations of his business and after learning about the work you do, expresses an interest in engaging your services. If this happens to you … work with the attorney! You don’t have to walk away from the opportunity because you’re targeting home based businesses. That’s not the point of choosing a target market.
As the CEO of your company, you have the option to work with whomever you like, regardless of whether or not they fit your ideal client profile. But, when it comes to marketing your business, you’ll be much more effective and much more profitable, if you narrow your focus to one specific group of people. This will allow you to become the expert problem solver for that group and become a leader in that industry. You’ll be so well versed in the challenges those individuals face, what solutions they’re looking for, what software to use, what lingo they use, etc., that hiring you becomes a no brainer.
Think about it. When you get ready to hire a service provider to help you with a problem in your personal or professional life, don’t you want to work with an expert? Don’t you want to work with someone well versed in handling the challenge you’re facing? Of course! The same principle applies to your VA business. The ideal clients you want to connect with are looking for a professional who understands them. Some who “gets” the challenges they face and has the experience to resolve them. When you speak to this need as you market your services and talk about your business, you will seamlessly attract the clients you were meant to serve.
So start TODAY, narrowing your focus to one specific target market. Update your marketing materials so that they speak to that ONE target market. Start attending networking events that cater to that ONE target market. Create solutions that YOUR target market is looking for!
You’ll immediately start enjoying your work even more and can look forward to a BIG boost in your income and being of greater service to those who need you!
Creating compelling marketing materials is an exercise you cannot afford to skip or rush through. Your marketing materials are critical to your overall marketing strategy and brand. One of the important components in your marketing materials is "your story".
Your story, of how you decided to become a Virtual Assistant is a great way to educate your target audience about you, your expertise and your passion. Your "why" is just as important as your expertise because it makes you relatable. Marketing your business should be authentic and real. You don’t want to come across as sales-y or pushy. No one likes the used car salesman approach. So make your marketing materials stand out with your story.
How do you include your story in your marketing materials?
Writing a heartfelt message to your website visitors on your "About Me" page is one way to convey your story. Many people look at the "About" tab first to see who they are visiting. Who does this website belong to? Why did they start their business? What is their passion? And most importantly, they are looking for a connection with you. Why should they hire you?
While you want to be honest about your story and your journey to becoming a Virtual Assistant, you don’t want to share private information. No one really wants to hear the sordid details of your divorce. As much of a hardship as this is, that’s a little too real for a first time visitor.
Instead, focus on your main "why", really drill down as to what motivated you to start your own business and work so hard. While divorce is an unfortunate event in your life, the real motivator was that you had to find a flexible career that allowed you to take care of your children. Almost anyone can relate to you wanting to provide for your children and raise them on your own. By giving your website visitors a compelling "About Me" page, you are giving them a reason to find out more about you, your services and your expertise.
Another way to use your story in your marketing materials is to relate to your target audience based on the solutions you provide. For example, you could add something like this to your services page:
"Taking care of your family, your house and a successful business isn’t easy. There just doesn’t seem to be enough hours in the day to take care of everything and everyone else…let alone yourself. I know exactly how you feel, and I want to help you. I can help you get back some precious time in your day by taking care of tasks like…"
By using an example like the one above, you are speaking directly to their problems, identifying with them as someone who knows what it feels like to be overwhelmed, and then offering them a solution.
These are just a few ways you can incorporate your story into your marketing materials. But, including them is part of the key to your success by identifying with your target audience. What other ways have you used your story in your marketing materials? Share your thoughts with me by posting a comment!
One of the best ways to showcase your expertise as a Virtual Assistant is to create and maintain a blog. As a VA, you want to show potential clients you hold the key to the solutions they’re looking for.
Now admittedly, one of the first concerns you may have about writing a blog is figuring out what you will write about. One way to create highly useful, relevant content is to answer questions or solve problems in your posts. Prospective clients (and even current clients) come to you for assistance because they are struggling with particular problems. So use those situations as your inspiration! If a client doesn’t mind, you can even use them as an example (with a link back to their website, of course) so that you can demonstrate your expertise and how you add value to their business and their life.
For example, let’s say one of your clients’ websites was hacked and they “lost” their website. This is a scary thing for business owners but that’s why they’ve hired you as the expert, right? So, in your blog post, you can detail how this “problem” was minimized because you create weekly backups. Your blog post can then detail 3 or 5 tips on how and why to run weekly backups and maybe even provide some solutions on what to do if they did not backup their site and how they can fix it.
As you see in this example, you offered a specific solution to a specific problem. Not only did you solve it for your existing client, but you also provided resources for other people to solve the problem on their own, or better yet, gave them concrete examples on why they should hire you to solve the problem for them.
There are 3 main goals of your blog:
1. Maintaining it as a marketing tool to attract prospective clients
2. Showcase your expertise and build your credibility
3. Encourage participation through comments and suggestion to build your community
By using examples from your own experiences, you can provide countless solutions to problems that you are already solving. All you are doing now is taking the time to document the problem, the solution and recommendations for avoiding the problem for someone else. Using this as a method to keep your blog posts fresh will help you avoid the “what do I blog about” mind block.
What other ideas do you have for keeping your blog posts fresh and up to date? I’d love to hear your ideas – please post them below so we can talk about them!
Marketing Networking Virtual Assistant
Public speaking is one of the most effective ways to attract more clients to your Virtual Assistant business. Even if you’re not comfortable talking in front of a crowd – right now – there’s a good reason you should start. Why? Because it’s the fastest way to automatically establish yourself as an expert in your field.
Think about it. When looking to hire a service provider, don’t you typically want to work with the BEST person for the job? Would you really consider hiring someone who offers substandard services? Of course not! So neither would your prospective clients.
Also, public speaking adds credibility to the virtual assistance industry as a whole. There are still so many people who are unclear about VA’s, what they do and how a VA can help them grow their business. By delivering a content rich speech on what a Virtual Assistant is and how you can help business owners increase their business and reduce their stress, you elevate your expertise as well as that of the entire VA industry. Continue Reading>>