VA Coach Blog for Virtual Assistants

Sell Yourself Without “Selling Out”

by Donna Toothaker on February 2, 2012

by Donna Toothaker

Most people are not 100% at home promoting themselves and what they do. As business owner, however, you have to get comfortable selling yourself and your services, and quickly, for your business to thrive.

If you’re holding out on promoting yourself – whether out of fear, self-consciousness, or not knowing how to do it the “right way,” you are holding your talents, skills and gifts back from the world, and from potential clients! As a service provider, isn’t it your mission to help people who need it?

Not that self-promotion is necessarily easy… it can be one of the more challenging facets of running your own business, and an emotional hurdle. Many of us were brought up not to brag about our talents and abilities, and now find it difficult to let our light shine. We may feel uncomfortable, or as though it’s uncool to put ourselves in the spotlight, and tell the world how truly awesome we are. So self-promotion becomes a stopping point on the path to success.

At the same time, we are bombarded with images and “news” about celebrities whose shameless self-promotion has made them “famous for being famous,” lacking talent or substance. It’s so tacky, yet these folks are household names. Frustrating, but lessons can be learned from them!

How do we find the middle ground, where we can make a splash, while putting ourselves out there with integrity intact, getting noticed hype-lessly? How do we sell ourselves without selling out?

First, put a positive spin on selling. This is your chance to show your best self to the world. Selling is an opportunity to be of service to others by offering them a way to fulfill their needs, solve their problems, and improve their lives!

Second, let your clients sell for you with testimonials that you can use on your website, in ezines, social media, press kit, and advertising. When you get good reviews, use them! What others have to say about you is so much more valuable than what you could say about yourself.

Third, sell substance and value through branded content. Branded content marketing is a hot trend, and a great way to connect with your audience without the discomfort of a hard sell. Writing articles for your blog, ezine, social media, article websites and as a contributor to other blogs or ezines showcases your expertise, demonstrates your abilities to create solutions for what people need now.

To be of greater service, you have to share your gifts, skills, and talents with a greater audience. If you’re not promoting yourself, you’re not giving people who need your help the opportunity to know about you. You’re skipping the opportunity to build your business, and you’re surely not living up to your role as a service provider. So ditch the assumptions that you have to “sell out” to self-promote! Offering solutions to a world of people who need it, and demonstrating your value through testimonials and branded content, will not only help others, it will build your credibility and your business!

Donna Toothaker is CEO, founder and coach of Step It Up VA Coaching, and the creator of the 6 Steps to 6-Figure VA Success System. These highly sought-after VA coaching programs have been created for established, successful VAs who wish to create the 6-figure business of their dreams. Visithttp://www.stepitupva.com to receive the free report, Top 3 Mistakes to Avoid in Creating a 6-Figure VA Business.

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Testimonials: Your “Selling Super Powers”

by Donna Toothaker on January 26, 2012

by Donna Toothaker

You have created a fabulous business, doing excellent work for a slew of wonderful entrepreneurs. Your clients love your work… in fact, many, if not all, tell you regularly how pleased they are, and give you great feedback.

You have likely heard over and over that rave reviews from your clients are perhaps your most valuable tool for bringing in new clients. In fact, they are so effective at influencing sales, you can think of these little gems as your instant “selling super powers!”

So, what’s holding you up from attaining these powers?

Maybe you aren’t aware of some of the “super powers” testimonials can give you instantly:

Credibility that can get a skeptical prospect off the fence. This applies particularly to endorsements from known experts in your field or “celebrity” clients.

Value - When your satisfied customers describe how your services have helped them succeed, it illustrates the value of what you are providing them. Value sells!

Emotional Connection – Potential clients will identify personally with real people telling their story of how you and your services filled a critical need, solved a pressing problem, turned their business around, or helped them finally reach their goals.

Do you like the sound of this? What if your super powers could lead to more clients through less effort, higher demand for your services, and the ability to set a higher fee for your services? They can! And the great news is, to gain these super powers, you do not have to be bitten by a radioactive spider, or change into a spandex suit! All you have to do is ASK. Here’s how:

First of all, stop making negative assumptions. More often than not, we put off or (gasp!) neglect asking for something we need, because we assume that we will meet with resistance, or worse – outright rejection. (Even if your client does give you a polite, “no,” it is not a reflection of you. Maybe they are uncomfortable putting themselves out there, or it’s just not the right time.)

Making assumptions is an action based in fear, and has no business in your business. Ditch them, because you know what?

Your clients will be MORE than happy to help! This is because…

1. You will hand pick the right clients for the job. You know who they are – you have an excellent rapport. You actually look forward to their calls. They have had measurable success because of your services. You know they are happy with you, because they tell you. They are paying you well, and on time, because you are making them money! For these folks, helping you by telling the world how much you’ve helped them is a pleasure (and it also gives them bragging rights for having “discovered” you)!

2. You ask when the moment is right. The best time to ask is directly in response to their praise for a job well done! In this case, it does not have to be a seasoned client. A new client who is still in the “honeymoon phase,” and has met a goal or is happy with a completed project can be a great source of testimonials if you create the right opportunity. Build on the momentum of those “feel good” vibes!

3. You will make it easy for them! Create a quick survey or even just a few direct questions to ask them, so they don’t have to come up with something from scratch. You might consider focusing on one problem which you or your services solved for their business, a time in which you went above and beyond, or a big sales or growth milestone that you helped them achieve. Don’t forget to ask for a photo – it adds more credibility to the testimonial.

4. You will give them a chance to promote their business! Put your client testimonials front and center in your ezine, website, direct marketing and social media, with links to your client’s website/landing page, and it’s a win for the both of you! The most effective way to do this is with video. A video testimonial gives viewers a real feel for who you are by whom your clients are, how they look, and how they express what you and your services mean to them. Video is great at creating that emotional connection I mentioned earlier, and emotions are powerfully persuasive! Not only does this help you, it helps your client!

But be careful – video (and photos) can also backfire if not considered, planned, and executed with laser focus. Choose your clients carefully – you want them presented as professionally as possible. Testimonials are not only about making a good impression; they are about making the right impression. Like attracts like, and you want, and deserve, only the best!

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It’s Mid-January – Do You Know Where Your Resolutions Are?

by Donna Toothaker on January 19, 2012

by Donna Toothaker

Hard to believe we’re two weeks into the New Year. How are you keeping up with your business resolutions? For some of us, the resolutions we made a very short time ago are already just a memory, having been “hijacked” by other pressing matters. Others of us are struggling to make good on our intentions, but may have over reached by expecting too much of ourselves too quickly (i.e. I will blog every day…) and we need to find a way to make our resolutions “stick” for the long haul.

Just how do we stay in check with our resolutions, so in 2012, we’re not just picking up the same ones we dropped this year? Here are some suggestions for turning your good intentions into good habits, so by December, you’re miles ahead of where you are now.

1. Chart your path. Write your action steps down, and calendar them to make them a priority. So, if your Monday morning doesn’t usually begin with time carved out to plan for the week, you need to book that time with yourself to make it happen. Book additional time each month to simply check-in with yourself, to re-evaluate your goals and assess what’s working, and what’s not. You might consider carving out time on a Friday afternoon or another “down” time during your week, when you know you have a little breathing room.

2. Take small steps. Don’t let yourself get discouraged by biting off more than you can chew. Marathon runners don’t start out by running 26.2 miles a day. Give yourself a little flexibility and set small weekly goals, at least for the first few weeks, working your way up to your larger goal. So, perhaps it’s not so reasonable to blog every day but finding two to three times a week is comfortable. Start there.

3. Make it a habit. Whatever the scope of your resolution, make a concerted effort to stick with your plan for three solid weeks. Research shows that it takes that long to develop a habit. It may be difficult a t first, but you’ll likely find that after three weeks, your daily action steps just come naturally.

4. Ask for help. You don’t have to do it alone! Consider private or group coaching. Or make a deal with a friend or colleague to help each other stay accountable and prevent backsliding. Check in once a week or once a month and make a pledge to be brutally honest!

Don’t let January go by with no action taken on your 2012 goals. Chart a path, start small, and stick with it, so when the New Year comes around again, you can look back on this year having achieved your goals, and set your sights even higher in 2013 instead of spinning your wheels!

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What is Your Business Mindset?

by Donna Toothaker on January 12, 2012

by Donna Toothaker

When you run your own business, creating and fostering a positive mindset is the one most important thing you must do to put yourself – and keep yourself – on track for success.

The foundation to building a positive business mindset is personal integrity – knowing who you are, what your gifts are, what your mission is, and having the strength of your convictions. You need to ensure that your business mission and practices are in alignment with your personal beliefs, ethics and motivations. When you have created your business around a strong ethic and focus, you know where you want your business to go, how you want to get there, and why.

When you have a positive mindset based on personal integrity and authenticity, it is easy to bring on the best team members and clients, to create and market services and packages that reflect your passion, make consistent business decisions, and establish a strong reputation and “brand.” You are less likely to take on the “wrong” clients, offer services you don’t like to carry out just to build your client roster, and make other iffy decisions based on what you need “at the moment.”

When your business goals are in alignment with your core values and passion, when you are not simply getting through this day, week, or month, stomping out fires, you are more likely to take things one step at a time, and less likely to fall victim to overwhelm. Your time and energy are freed up to allow you to focus more on the long view. Success is not complicated – it’s a matter of being persistent and focused on a daily basis.

Here is an easy exercise to help you get your business mindset into focus:

a. Write down the three key reasons why you LOVE your business.

b. Write down the three key ways in which your business is of VALUE to the world, and read them aloud.

c. Take the top reason from each list, and combine the two into one. This is your business mindset “mantra.”

d. Keep your mantra in a place where you will see it often throughout the day. Say your mantra aloud every morning as you are about to begin your day. Reflect upon it throughout the day or whenever you begin to feel overwhelm or doubt.

Fostering a mindset for success is as simple as knowing who you are, and why your work is of value in the world, and using that knowledge as the foundation for your daily decision making and action plan. By aligning your actions and decisions with your core values on a daily basis, you are giving yourself the gift of authenticity, clarity and focus that will create ease in bringing your gifts to the world.

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Avoid Overwhelm When Starting a New Project

by Donna Toothaker on January 5, 2012

by Donna Toothaker

It’s a NEW YEAR, and you are very excited! For the past month you’ve been planning, and the ideas for new projects and collaborations were flowing. You have several pages with notes about a new product, program or service you want to launch.

It’s the first week back to ‘work’, and your desk is covered with notes, messages, and things that need doing…NOW! Just how do you keep this big new project of yours off the back-burner, and NOT be overwhelmed?

Here are a few ideas:

1. Harness your momentum. You’re excited about this new idea NOW. Take an hour to write down your goals for the project. Post them in the most visible spot in your workspace to give the project priority status.

2. Tell your team, your family, and colleagues about your project to signal your commitment to the project and make it “real.” Once people know about your plans, they exist somewhere outside of your own head – the first step toward making it happen!

3. Create opportunities for “quick wins.” Think about your project as a series of easily achieved goals that lead to your desired end result. Take your big goal, and divide it into manageable action steps to complete each day/week/month, then address them one at a time.

4. Get a new perspective. Sometimes it is helpful to start with your end result and plan backward. This new view can help you see the big picture, while shedding light on details you may otherwise overlook.

5. Enlist help. Get your team on board! Determine what their responsibilities will be, create an action plan for each, and schedule regular meetings to stay on track and address any issues that happen along the way.

6. Use technology to stay on track. It’s easy to use a web-based project management and collaboration tool, such as Basecamp. It allows you to upload and share files, track to-do lists and milestones, and communicate effectively throughout the course of a project.

7. Make it fun. It’s easy to be excited about a project when you’re just starting out. Over time, you are bound to hit snags and stressors here and there. Rally your team with incentives, social outings and rewards for meeting goals throughout the course of the project – not just when it’s completed. And once it is complete, reward yourselves again for a job well done!

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5 Steps For Success in the New Year

by Donna Toothaker on December 29, 2011

by Donna Toothaker

A New Year is upon us, and with it come opportunities for change and growth in ourselves and our businesses. The past year has been challenging in many ways, with continued economic upheaval as a dominant theme in the national news, and many small business owners struggling to stay afloat.

Whatever way we have come out of the past year, the arrival of the New Year asks that each of us take a look at our successes and failures, strive for improvement, and embrace opportunity out of adversity. It doesn’t take much, really, to make the next year a great one. Following a few simple action steps can set your business in a positive direction.

1. Set reasonable goals. Sure, with the New Year comes the desire to be ambitious, hit the ground running, execute big ideas and make sweeping changes in ourselves and our businesses. However, a few short months after we resolve to “succeed beyond our wildest dreams”, we become overwhelmed by pressure, and peter out. Give yourself a gift this year by setting achievable goals that you have a fighting chance to accomplish. Each smaller goal you reach this year will boost your confidence, and take you one step closer to your larger aspirations.

2. Reevaluate the past year. Give yourself and your business an honest month-by-month assessment. Did you follow your business and marketing plans? What goals did you reach? Where did you fall short? What did you enjoy most? What do you never want to do again? Put all the details on paper to refer to as you…

3. Adjust your marketing and business plans. Based on what you have learned from your assessments, what changes will you incorporate into your business and marketing plans? If you found yourself being blindsided by glitches or missing last-minute opportunities last year, you may want to consider evaluating and updating your plans on a monthly or weekly basis. This will give you more control over your ability to jump on opportunities when they arise, or avoid problems before they happen.

4. Schedule everything (vacations, biz workshops/events). Taking a few hours now to fill your calendar with milestones and important events brings the big picture into focus, helps you budget your time with less stress, and helps curtail procrastination. It also ensures that the time you devote to yourself, your family, and your personal development is not an afterthought.

5. Bring on support to make this the best year ever. If you want to grow your business, you really owe it to yourself to hire talent for YOUR business – your own VAs, bookkeepers, IT folks, etc. Practice what you preach by hiring support to help move your business to the next level.

BONUS STEP: Invest in yourself and your business by getting support. No successful entrepreneur does it alone. Get into a program or invest in a coach that will hold you accountable and guide you on your journey to a new level of success.

As we wrap up the “old year”, taking a little time to follow these steps can ensure that in the coming year, you’re paving the way to a brighter, less stressful, and more prosperous future

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Ready, Set, Grow – Step Out of Your Comfort Zone and Into a New You

December 22, 2011

by Donna Toothaker Are you a creature of habit? Do you avoid doing new things, or taking new approaches, in favor of the same, old “same-old?” Perhaps your routine is comfortable and predictable, and you feel quite in control of your work and personal life. You may say, “If it ain’t broke, don’t fix it.” [...]

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Put Down the Magic 8 Ball

December 15, 2011

by Donna Toothaker As Virtual Assistants and entrepreneurs we are faced with options and choices on a daily basis. Some decisions are easy for us to make, while others are not. Sometimes we seem settled on one thing, and then question ourselves – and change our minds. No matter what, in business, there are decisions [...]

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Last Minute Tips to Generate Business During the Holidays

December 8, 2011

by Donna Toothaker The week between Christmas and New Year’s is generally accepted as “down time”. But, your business doesn’t have to lose momentum because folks are sipping eggnog and opening gifts. Here are a few last-minute tips so your business doesn’t stall while you and everyone else — are enjoying the holidays. 1. Have [...]

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