May 2010

When someone asks you for a proposal…

by Tina Forsyth on May 31, 2010

We’ve had a few conversations lately in the Online Business Manager Mentorship re: what to do when a potential client asks for a proposal.

First and foremost, don’t panic!! I know alot of virtual support professionals who get a bit of a “deer in the headlights” moment when asked for a proposal… as it sounds like some big ole scary official businessy thing. It doesn’t have to be.

A proposal is simply a statement of how you can help the client and what that will look like.

After having a conversation with a potential client you come back with a proposal based on what was discussed (and yes, there needs to be a discussion before a proposal can be created so you are clear on their needs.) There are lots of proposal templates out there, I highly recommend checking out the templates that Alan Weiss offers. The template is important but what you really want to keep in mind is the intent of the proposal… a good proposal should do the following:

  • Let the business owner feel that you *get* what they need – that you were listening to what they were saying and really understand the needs of them and the business. Especially powerful when you can “read between the lines” and tap into a deeper need that might not have been discussed directly.
  • Have them feel confident that you can take things on – by outlining clear objectives, measures of success and methodologies so they can see that you are truly equipped and ready to help them out. Demonstrate what you are bringing to the table, what you want to accomplish and when so they can see that you are ready to dive in.

If you have a great conversation with a potential client and follow-up with a proposal that can do the above you are set to create a strong relationship.

{ 0 comments }

Pulling a Costanza – do the opposite!

by Tina Forsyth on May 28, 2010



An excerpt from the book Money, Meaning & Beyond by Andrea J. Lee and Tina Forsyth.

—s-george.jpg

You’re probably familiar with a television sitcom called ‘Seinfeld.’ Whether you’ve watched the show once or too many times, you probably remember that one of Jerry Seinfeld’s friends was a character named George Costanza.

George was one of those people who couldn’t do anything right. In his thirties, he still lived at home, had no job, no relationship and was losing the rest of his hair. Oh and yes, he was short and generally thought of as unattractive.

He put it something like this:

George: It’s not working, Jerry. It’s just not working.

Jerry: What’s not working?

George: Why did it all turn out like this for me? I had so much promise. I was personable, I was bright. Oh, maybe not academically speaking, but … I was perceptive. I always know when someone’s uncomfortable at a party. It became very clear to me sitting out there today, that every decision I’ve ever made, in my entire life, has been wrong. My life is the opposite of everything I want it to be. Every instinct I have, be it something to wear, something to eat … it’s all been wrong.

Sound familiar? We all have our ‘George’ days, when we feel like we’re getting nowhere, and we don’t know what to do about it. We feel miserable and unworthy, useless and helpless.

We feel like George.

But one day, in one of the ‘Seinfeld’ episodes that takes place in their neighborhood diner, George has an epiphany. In all his frustration, he decides on a lark to do the ‘opposite’.

Waitress: Okay and how about you? What’ll you have?

George: The usual…tuna on toast…

Waitress: Tuna on toast, coleslaw, cup of coffee.

George: Yeah. No, no, no, wait a minute. I always have tuna on toast. Nothing’s ever worked out for me with tuna on toast. I want the complete opposite of tuna on toast. Chicken salad on rye, un-toasted, with a side of potato salad and a cup of tea.

Elaine: Well, there’s no telling what can happen from this.

At that moment, the camera shows a beautiful woman at the diner turning around and looking George right in the face from across the room. Eyes glowing, she says, “That’s exactly what I ordered.”

When you’re stuck, spinning your wheels, or just generally feeling thwarted by life, stop pushing your energy in the same stuck direction.

Instead, try the opposite. Close your eyes for just one moment and visualize yourself turning around. Now, open your eyes.

You might be surprised at what looks you in the face.

Comments, thoughts?

{ 0 comments }

I think sometimes we forget that we are pioneers…

by Tina Forsyth on May 27, 2010



It occured to me today on one of our Future of Virtual Assistance calls that we are actually pioneers as virtual assistants, online business managers and the like.

Having worked in the virtual support industry for over 10 years now I actually forget that what we do, how we work and what we offer is actually VERY cutting edge in the big picture of the world. As I always like to say, my parents still don’t get what I do even after having read my book (as my dad said at a party a few weeks back “I don’t know what Tina does but she makes a great living at it.”)

I graduated from college in 1994 – at that point the internet was in it’s infancy. I don’t think I got my first email address until circa 95, and it was all dial-up baby (remember that sound? brrrrrrrrwiiiiiiiiiiiiiiizzzzbbbbbbbbbpppppppp) If  future Tina had gone back to visit just graduated Tina and said “hey, you’ll be making your living 100% virtual from home, working with super cool entrepreneurs and training others to do the same” I probably would have laughed and said “yea, right… get back to the future there crazy woman.”

And yet I think that most of the people we know in the regular world (aka our non-virtual community) would say the same thing to our faces even here today. Most of my friends work regular jobs – teacher, nurse, corporate rock star – and we rarely if ever talk about work for the simple fact that they don’t understand what I do. Or perhaps i’ve never really tried to explain it properly to them? Hmmm… although I do know my best friend Tara doesn’t want to know – she’s a phys-ed teacher in middle school and neither of us gets what the other one does for a living, LOL!

My point here is this – for those moments when you are feeling frustrated with your business, with finding new clients, connecting with current clients, keeping up with all the technology and all of the ‘not so fun’ stuff that comes along with being a virtual support professional – remember that you are truly a pioneer. This industry – working virtually at all – is so brand new and so foreign to many people that we are blazing the trail here.

And blazing a trail can be hard work at times.

The most common question I get from online business managers and virtual assistants is around how and where to find clients. And as we talk about alot in the OBM Community it can be tough! Because what we do is so new most people don’t understand how we can help them. Say you are an online business manager or a virtual assistant and you might get a blank stare.

It is up to us to EDUCATE business owners on how we can support their business growth, because many of them really don’t understand how we can help. And it is the education piece that I think alot of us forget about and therefore end up feeling frustrated…  when it comes to finding new clients consider yourself an educator first and foremost. Educating someone is blazing the trail.

We are all doing what we do for very specific reasons – for freedom in time, freedom to make more money, freedom to do the things we love to do. In my corporate days I always worked in a support role of some kind, and although I loved the work I hated being “boxed in.”  This is why I love being in the virtual support industry as I get to still do the kind of work I love but on my terms. It’s up to me to become the professional I want to be, up to me to say yes to the opportunities that excite me (and no to those that don’t), up to me to enjoy being a solo-professional or look to build my own virtual support empire if I so choose. We get to make a choice in what we do, and I know that our friends in regular jobs generally don’t have this luxury.

This makes me wonder what our world will be like another 10 years from now. Will working virtually be more the norm? Will my parents finally understand what I do for a living? Will business owners understand when we say “I’m an Online Business Manager.”? That is very appealing of course, but in some ways I like being where we are right now blazing the trail. As they say here in cowboy land (good ole southern Alberta where I live) Giddy-up!

{ 0 comments }

Member Event: How to Respond to RFPs so Clients take Notice

by Tina Forsyth on May 26, 2010

Date: Tuesday, June 15th at 9:00am pacific / noon eastern

A Request for Proposal (RFP) comes in from what appears to be your perfect client.   You ARE the best candidate for the role.  You’re eager to capture their attention.

So how do you respond?  How much information do you include?  What details are a MUST to include?  Do you include your rates?  What about a resume?

We’ve seen our share of RFP responses and sadly, we’ve seen some responses from fantastic virtual professionals (like yourself) who are short-selling themselves for what could be a perfect opportunity.

Frankly, we’re tired of seeing you short-sell your talents and we want to help YOU demonstrate the expert you are to the business owners you want to work with.    That’s why we’ve decided to host this call – to share the do’s and don’ts of responding to RFPs.

In this call we’ll discuss:

  • Specifics to look for in an RFP (to help you determine whether it’s even worth responding to)
  • Top 5 details to include in your response to a RFP
  • What to NEVER include your RFP response
  • The #1 reason biz owners will immediately delete your RFP response without further consideration

Cindy Greenway is the author of Virtually Successful: 8 Simple Ways for Virtual Assistants to Find (and Keep) Clients and Co-founder and Lead Trainer of Hot Skills VA Training. Since the start of her VA business in 2003, she has worked with highly respected and successful online-based businesses and now focuses her time on training and mentoring virtual professionals as well as supporting the growth of the industry by educating the business community.

IAOBM Members: You can access the recording for this call in the Member Area. If you are not an IAOBM member yet, find out more about IAOBM Membership Benefits by clicking here: http://www.obmconnect.com/membership-benefits

{ 1 comment }

Now there is no excuse not to get out of the house

by Tina Forsyth on May 26, 2010

As per my rant of a few weeks back - you know i’m a huge fan of getting out and meeting people face to face. Not only is this an excellent way to find new clients (the best way in fact) it’s just plain fun. After being home with my girls for 4 years I just started “leaving the house” again last fall – attending a number of conferences as well as my mastermind sessions. And let me tell you, this alone has been the reason that my business has grown by leaps and bounds this year. I’ve been able to meet people i’ve already known for years online (and deepen the relationship) as well as meet new folks too – all of whom are my fellow entrepreneurs and *get* me and what i’m building (unlike my family who is still confused, LOL.)

My mentor David Neagle together with Suzanne Evans are hosting the More Life Tour* – an 8 city entrepreneurial extravaganza starting here in June. These are one-day jam packed events with a focus on creating abundance for yourself while making a difference in the world of those that you serve. Does it get any better than that? And i’ll be speaking at the Boulder, CO tour stop on July 31st – and would love love love to meet there!

>> Register for the More Life Tour here

This is for any business owner out there of course, but ESPECIALLY for you virtual support professionals – Online Business Managers, Virtual Assistants and such. I’m really want to encourage you to get your buns out to one or more of these events. I’ve said this many times and stand by my word – going to a live entrepreneurial event could fill your business in a day. There will be loads of people in the room who need your help and simply being there could open up many many new opportunities for you. Plus of course you will learn lots from the event itself to apply to your own business – a double whammy benefit.

People always ask me – where/how do I find new clients? Get out there folks, I mean it… meet people face to face. This is your answer and being only $57 for the day and with 8 cities to choose throughout the US & Canada there is simply no excuse. If I had done my hair today I would have recorded a video here of my shaking my finger at you… LOL! ;)

*In the spirit of full disclosure this is an affiliate link which means I could earn a commission if you choose to attend (and I hope you will!)

{ 0 comments }

Stop Networking and Start Connecting

by Tina Forsyth on May 25, 2010

Date: Tuesday, May 25th at 9:00am pacific / 12:00pm eastern

Even though we work in a virtual world, as Online Business Managers it is essential that we build a strong business network both for ourselves and our clients. And yes, this does mean getting out from behind the computer every once in a while and meeting people face to face (gasp! ;) )

In fact, we are firm believers that your success depends on your getting out and connecting with people live and in person. The business world is changing and you need to be willing and comfortable in doing so – or opportunities may pass you by.

What You’ll Learn:

  • Tips to relieve the anxiety of networking
  • Ways to identify “your people” in a room
  • What to say and what NOT to say
  • How to have fun and throw your own party!

Bryn spent 20 years in Corporate America as a passionate leader of high-performing teams and endless multi-million dollar projects. One of her secrets to success? Her ability to connect and collaborate. She is now bringing that same passion along with her laser-focused connection strategies to her clients and broader on-line community. Her Goal: To make connecting FUN and PROFITABLE for everyone! To learn more about Bryn, visit www.brynjohnson.com

Audio Recording (60 mins) | Click Here for MP3

{ 0 comments }

Is Automated Marketing a Legit Strategy?

by Tina Forsyth on May 14, 2010

I will admit, having worked in the world of online biz for a while now I’ve become a bit bored with the idea of automated marketing – in particular the world of email based marketing. It’s almost like I’ve heard so much about it over the years and worked with it in so many different ways that I’ve almost forgotten the true value of what is behind this idea.

Enter in Infusionsoft*… which has renewed my excitement for the power & value of what automated marketing can truly be. (So much so that I’m offering a new training for Infusionsoft – early bird for this expires today, check it out.)

The appeal of automated marketing is of course the fact that it’s automated – who doesn’t want to have marketing activities working to their benefit without having to lift a finger! And yet ‘traditional’ automated marketing – especially of the email kind – seems to fall apart for a few reasons:

  1. Email is no longer the best way to connect - I think this goes without saying as we all know about deliverability issues, email overwhelm and such. People simply aren’t paying attention to email as much anymore, and yet most of us still rely on email in a big way to market.What to do? Connect with people in other ways of course – good ole phone, fax, letter, voicemail to mention a few. Part of what I love about Infusionsoft is that it builds these options into an automated marketing sequence, so it doesn’t have to be just strictly about email anymore. Super cool!
  2. It can feel so impersonal - people want to connect with people. And I think that the purpose of any good automated marketing strategy should lead to an actual “person to person” contact in some way, shape or form. Be it a phone call, group meeting, live meeting or something along those lines.That isn’t possible of course with every single thing we do in marketing (or is it? hmmm) but I think it’s VERY important to consider. People can see through something that is just strictly “another email trying to sell them something” vs. you wanting to truly connect and provide value to them. Imagine signing up for someone’s newsletter and actually getting a call from someone as a result, wouldn’t that knock your socks off? It would mine.
  3. We tend to forget it is there – when was the last time you revisited the series of emails that people get when they sign up for your newsletter? As I’m typing this I’m embarrased to say that it’s been over a year for me, eek!Like anything, automated marketing needs some good TLC in order to truly serve as a business building tool. You need to revisit your automated marketing sequences on at least a quarterly basis to really ensure they are still relevant and valuable to people.
  4. Connecting with people based on where they are at – one of my fav features of Infusionsoft is how much it allows you to segment your lists. Instead of just an “everything for everyone” approach you can actually tailor how you reach out to people based on where they are at and what they want from you.For example, you can actually reach out to people who click a link in your ezine that leads to your new program. And based on whether or not they take action on that page (i.e.: make a purchase) you can follow up with them to say either “thanks for joining” or “hey, I noticed you didn’t join… ” and continue the conversation with them from either perspective.

The reason I love Infusionsoft so much is that it has reminded me of the above, and truly renewed my passion for the power of automated marketing. We are in the process of making the switch to Infusionsoft and my head is already spinning with ideas of how we can improve our connections. A delightful thing indeed. :)

* In the spirit of full disclosure this is an affiliate link for Infusionsoft and I will get paid a commission if/when you decide to use the system. And on that note – if you do decide you want to move forward with Infusionsoft let me know as we have a bunch of folks taking our Infusionsoft Training who would be delighted to help.

Comments, thoughts?

{ 0 comments }

Online Business Manager Celebrations

by Tina Forsyth on May 6, 2010

I tell ya, nothing makes me happier than hearing how OBMs are out there making a difference for their clients AND loving what they do. Here are just a few cool wins from some of our members of the International Association of Online Business Managers  – join me in giving them a virtual toast!

“Hi Tina, I’m the new OBM for Stacey Hylen and Lou Bortone. I’ve also joined Leesa Barnes’ Virtual Event Team. Companies and entrepreneurs hire Leesa to create and coordinate virtual events for them and she’s growing by leaps and bounds. I’ve also been doing a lot of training in the area of Memberships and building Membership Communities. Having a blast!”
- Cindy Morus, CindyMorus.com @cindymorus

“I’m celebrating my first client who has hired me as her OBM from day one vs. working into that role. WOOT! WOOT! :) ”
- Raven Howard, VirtualRavenMarketing.com, @virtualraven

“I am celebrating a client’s business launch this week. Back in August I helped her design and launch a radio show including all the business communications and online presence like Facebook, Twitter, web site, etc. This week we expanded from a 1 day per week show to a 5 day per week radio network adding network hosts and subject matter experts. We still have “pieces in a process” like the new web site to support the network and such, but I am really excited to have been a part of such a fast-moving and fun project.”
- Donna Frindt, @donnafrindt

“My celebration is the successful launch of a client’s new program. Client thrilled.  Meeting tomorrow to discuss product funnel and what’s next.”
- Brenda Violette, VBSVirtualAssist.com @vbsvirtual

{ 0 comments }

It’s time to get out of the house

by Tina Forsyth on May 5, 2010

Check out this video for my answer to the most commonly asked question “where do I find clients?”… virtual or not, you need to do this.

{ 0 comments }

This I Believe

by Tina Forsyth on May 5, 2010

by IAOBM Member & Certified OBM Lynn Pearce
(a nod to the NPR and CBC radio series)

I believe that OBMs are key to the future success of small business.

When my job disappeared two and a half years ago, my natural inclination was to jump right back in the same pond – but I didn’t. In my heart I knew that pond had grown stale for me and I needed a fresh place to get my working mojo back again.

I looked at other ponds – started to dip my toes in their waters and was intrigued by what I found. I learned a lot, but something still didn’t feel quite right.

Then a couple of months ago I read about another pond and without thinking too hard and just listening to my heart, I jumped in. I enrolled in OBM certification training less than a week before it started.

I kept my intention clear – be open to whatever comes up during the training.

Suddenly training was over and then prep for certification was over and I was in the midst of the crazy world of client projects. And that was when I got it.

I love technology. It has been a part of my life for longer than I care to remember. I love how it helps me do things that before were just a dream. I love that it connects me for a virtual coffee break with my friends and family 5000 miles away. I especially love that I understand it and that I can figure out ways to have it help other people, too.

I realized that my understanding of the online world can help people who are not there yet make the transition to being there because it is only going to get bigger.

It might be my local insurance agent who wants to understand how people view insurance so that she can help them see its value, or a friend who is starting a new career as a wellness coach and needs to have people know that she is open for business. It might be someone who found my website and needs some advice on how to make their online business work better – it might even be a group in my community who want to reach out to more folks in the area.

So when people ask what I do and I tell them – the connection is almost instant. Either they, or somebody they know, needs that kind of help right now and when can I meet. The internet still seems like a big and scary place to people – especially when it comes to taking their business there – so they need us to help out and to do what we as OBMs do best – help them figure out the way.

That’s when I also realized that this OBM pond of ours is way bigger than we might think!

Comments, thoughts?

{ 0 comments }

← Previous Entries