Ricki introduced me to another VA that edited my book. I met Susan from Ace Concierge online. I am getting busier so I am trying to figure out how to delegate better. I need to learn how to utilize my VA better to free up my time, so I can spend more time writing (blogs, articles, book #3); doing podcasts; speaking; consulting; and talking with prospects and clients.

I asked Susan if she had a tele-seminar about How to Use a VA. She didn’t but gave me thoughts. Then I Googled it. This is what I found:

1. WebWorkerDaily has an article about How to Use a VA.
2. Here’s a list of 101 tasks that a VA can do for you.
3. And here’s 30 creative ways to use a VA.
4. The typical MLM article: How to use Virtual Staff to make passive income. I actually have hired a freelancer to write non-technical copy, so anything is possible.

For me, the key is probably control. Susan wrote to me, “It is not easy to delegate what we have always done; to trust another to do it, or to believe someone can complete a project/task as well as we can. Developing a comfort level and knowing that someone can truly and effectively help you manage your business is a learned skill.”

I think it’s my mindset that I can get it done myself faster before I even explain it once. But that’s a falsehood. If I explain it correctly once, the VA can do it over and over. Also, it always takes longer to do something than I think it can (or worse schedule it to). (Like this blog post).

“Solo-preneurs cannot do it all themselves. It is impossible. Something will always suffer for this type of mentality. We all try, but miss the mark,” Susan points out.

I think she is right on the mark with this: “Once you lay the foundation, discuss accountability, responsibility, expectations and deadlines, it comes together. Some tasks may take a little more creativity with training while others, not so much, but in the end, if you think about all you stand to gain with outsourcing, it is a win-win. Just think if you delegated only 4 hrs per week-that is 16 hrs per month to work on income generating activities or have a little more me time.”

Thoughts? [I am going to spend this week thinking about what I can outsource].

In this difficult economic climate, most sales cycles are doubling, some are even tripling. Yet, sales leaders are being asked to produce more results faster with less support.  How can you manage these conflicting priorities and continue to meet expectations?  To win more sales today, you need to play by the new rules.

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Options CFO’s  are considering or using to avoid layoffs include:

1. Redistribution of responsibilities;
2. elimination of bonuses;
3. restructuring;
4. reduced payroll and
5. options to telecommute.”

Reduced payroll can include: shortened work weeks; no overtime; mandatory time off; pay cuts. Although employees get disgruntled with these measures, a frank discussion with employees should help everyone understand that it is far better to take a little less now than to be unemployed altogether.

In reports I am seeing, companies are refraining from touching health benefits but are suspending 401K matches and other monetary benefits.

And here are twenty more from TechRepublic’s article “Layoff: A Four-Letter Word in Any Economy,” by Steven Martin, president of Profit Professionals of Business Solutions – The Positive Way.

1. Wise leaders understand that emotions are contagious.
2. Discuss relevant matters openly and appropriately.
3. Keep your people connected – Face-to-Face not all electronic.
4. Reduce physical and electronic clutter.
5. Offer skill development, coaching support and training for your people.

Overall, just manage by walking around and connecting with your employees. Be authentic and transparent if you can.

Business development 101: It’s a lot like dating. “You can stand outside the supermarket, asking every passer-by to kiss you — but it’s hard work and you’re going to get slapped a lot on the way to that first kiss. (Corallary: People would rather go out with someone they know than with a stranger.) …. It’s important to have a lot of contacts (i.e., potential customers) at the top of the funnel because the sales cycle is so variable. The overwhelming majority of customers buying your services do so only when they decide that they have pain you can address — and not before.”

10 Dating Rules That Can Help Your Career: “Desperation is Not Attractive” and “Listen More Than You Talk”

How is Selling Like Dating? “Close on a commitment. In dating, you wouldn’t end a date with “See ya.” In a sales call, to build a long term relationship that leads to closed business, you want to always get a commitment that advances the sale.”

• What is Marketing? Every Touch of the Customer. Everyone is in Sales and Marketing.
• Attitude is Everything. Sales is the transfer of Emotion. Enthusiasm pays off.
• USP. How are YOU Different? If you can’t answer that, pack it in because it’s all about price.
• Perceived Value. See above.
• Profit. You can sell below cost because everyone wants to get paid and get a raise.
• Engage the Prospect in Open Ended Questions so you can find the Pain.
• Sell to Verticals or Sell in Niches. Easier to be an Expert.
• Testimonials. A book or a video. Let others sell for you.

Gitomer says: “It’s not just product knowledge; it’s your insight and understanding of how the customer benefits and wins from it.”

• Winning business without competing on price.
• Dealing with stalls, objections and “think-it-over’s.”
• Sales cycle too long – can’t get prospects to make decisions.
• Poor closing skills – afraid to ask for the order.
• Increasing sales with fewer proposals.
• Ineffective cold calls (or, lack of any cold calls).
• Everyone’s busy, but sales results not keeping pace.
• Getting you out of your “comfort zones.”
• Asking questions & getting information.
• Getting past the gatekeeper to the Decision-Maker.
• Fear of rejection & taking it personally.
• How to stop unpaid consulting.

Much of it comes down to running your Sales Process. To do that you have to have open ended questions, confidence in yourself and your services (confident that you are helping your prospects), and a Value Proposition. Without those things, you will flounder around asking to bid, being a quote machine, and end up an order taker.

If any of those problems above affect you, take a class, get a coach, read a book on sales, or get a video or tape on selling.

I have seen Seth live. His style is relaxed and very interactive but more importantly very concise. (Like drinking from a fire hose).

Guy is very relaxed and self-effacing. He tries to follow a Top 10 style format.

Why is Tom Peters so good? He knows his stuff. He does his homework. He’s passionate about his subject. (His PowerPoint is long!)

Want to be a good speaker? Toastmasters. Practice. Practice. And watch some great speakers and their style. (The key is confidence and you get that when you know your stuff and your have a passion or enthusiasm about it. The same tips apply to sales).