October 2014 | Volume 15 Issue 10

 

PRESIDENT'S MESSAGE
Kathy Colaiacovo, President

Kathy Colaiacovo

One of the most stressful things about being in business for yourself is marketing your business.

Having to wear the hat of Sales and Marketing for many Virtual Assistants and Professionals is just plain scary. No one likes Sales… and Marketing is really sales. Sadly, as the CEO of your own business, you are the ONLY person who is going to find you clients and business. That means marketing yourself to find those ideal clients you want to work with.

So … what is a VA to do when they absolutely hate marketing? The articles in today's IVAAcast issue will help you along the way, but since marketing and networking are my first love in business and where my strengths are, I wanted to share my number one tip for marketing your business.

I was actually reminded of this recently when I was at the APC Conference (Admin Professionals) representing IVAA at our Exhibitor booth. We met tons of Admin Professionals over the two days and probably talked to 300 of the 1300 + that were in attendance. We were giving away a Fitbit at our booth and drawing from the business cards of everyone who entered. Most noticeable to us at the booth was that almost half the people we met that wanted to enter the draw had left their business cards in their hotel room or at home. A few did mention they just plain did not have any cards, but most left them behind.

BUSINESS CARDS are your #1 Marketing Tool, especially when you have your own business. When attending a conference or any event, having a business card is a must in my book! Even if you print off some of the ones from the perforated sheets you can buy at your local office supply store. Have Business Cards, Get Business is my Motto.

business card

I like to make certain I never run out of cards or am caught saying – "Sorry I forgot my cards". This should never, ever happen as a business owner. You need to be like the Boy Scouts and always Be Prepared.

I keep a stash of a few business cards all over the place; both of our cars, even though I rarely drive my husband's; every purse I own, every knapsack and briefcase and laptop bag I have access to; they all have a few cards stashed away. Even all our luggage. It drives my family nuts, they find them all over the place. I even had a call one time from the local park gardener who found one in the park and wanted to return it!!! I told him thanks so much but that he could keep it.

These cards are your way into people's offices, memories and wallets – waiting for a time they need to call you when they need your help. Make certain to have the info anyone needs to contact you in a variety of ways, phone, email, website on your business card. Use the back for more info – I have all my social media profiles and my email on the back.

Always have your business cards on you. A lost opportunity to give out a business card and sell yourself, can be lost business. So, follow my advice and make your family crazy – I mean … be prepared by having your business cards everywhere and don't miss out on lost business because you "Forgot your cards at home"!

Read on for more Best Advice and Learn!

Kathy Colaiacovo,
IVAA President


WORKING WITH A VIRTUAL ASSISTANT
Shift the Way You Think and Get More Clients
By Tracey D'Aviero

Tracey D'Aviero

When you are preparing your marketing materials for your business, it's important to have what you say properly conveyed to your ideal clients. You want them to be able to read over your web page or blog or sales page or brochure and think 'Yes … I NEED that!'. But sometimes getting the language just right is a difficult task.

As a business owner, we tend to think in features – what features our services or programs provide for people. We think about all of the great things we know how to do and how to do them. The mistake is trying to speak with a potential client about that, because they do not think in terms of that. So we have to also think in their heads when we are creating our language for these materials.

Your potential client needs to get more people into their programs. So you tell them you can help them by providing social media support.

Feature Example: I offer social media services for my clients. I can set up a Facebook fan page for you and keep it up to date every week.

Client: Okay. So? How will that help me get more clients?

Do you know the answer to that question if they ask it of you? They don't want to know what you can do. They want to know how it will help them – the benefits. They need to know what problem it will solve for them. That's why they are seeking help to begin with. They have a problem, an issue, a pain, if you will. Our job as virtual assistants is to help them with that problem – to take it away for them. In order to do that, we need to speak in benefits for them.

Benefits Example: By having me set up a strategy for your social media, and keep your fan page up to date with great content, we can help you get in touch and stay in touch with your ideal client. We can expand your audience and put more eyeballs in front of your products and services.

Client: Great! So? What will that help me do?

You need to show them that you can make their problem go away. How do you do that? You need to let them know what kind of results you have achieved already. Cite examples of other clients, so that they can be clear as to what they can expect by working with you.

Results Example: By having me manage her social media, in one month, my client Jodi had 200 followers on her Facebook fan page, and she was able to connect with more potential clients. She sold five new people into her upcoming program.

Client: Wow! That's exactly what I need!

It's one thing to tell them what you can do, and another to tell them what it will do for them, but to back it up with results will really seal the deal.

Try this exercise with your own products and services. What are the features? What are the benefits? What are the results?


EVENTS

Did you join us for our 2014 Online Summit, Oct 16 & 17? What was your best Ah-ha moment? Share it on our Facebook page if you are willing.

We had some wonderful speakers, gained valuable insights and did lots of virtual connecting. You've had a week or so to lay out what you've learned, and start putting things in place. We should have the recordings out to you in another week or two so you can pick up the sessions you didn't attend "live" or replay those that you just can't wait to hear again.

A HUGE thank you to the volunteers who make this event happen. They are truly amazing and I'm humbled each week when I connect with them.

Meanwhile, we are busy getting ready to roll out our 2015 Live Summit information and registration. Watch for notices soon!

Meanwhile we can use your help! Myrtle Beach is filled with activities and generous vendors who have supplied us with some great discounts.

This is to gather your interest in activities so that we can work with these vendors to finalize the details. Please complete our interest form before 11/15/14.

Looking forward to seeing you at the beach!

Grace White

Grace White
Event Director
grace@ivaa.org





STAFF WRITER BIOS

Tracey D'Aviero is a veteran VA and Founder of Your VA Mentor. Her mission is to provide education, inspiration and motivation to Virtual Assistants to help them build and grow successful businesses. She teaches teach them business and marketing skills and strategies, and mentors them as they implement those skills. Visit www.yourvamentor.com to learn about upcoming VA training programs and to pick up some great free resources.

IN THIS ISSUE
President's Message
Working with a Virtual Assistant - Shift the Way You Think and Get More Clients
Events

IVAA Live Summit 2015

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