I Hate Selling - How Do I Get Clients for my Virtual Assistant Business?

I Hate Selling - How Do I Get Clients for my Virtual Assistant Business?

Do you get uncomfortable selling your VA services?

If you do, don't worry you're not alone.

This is one of the most common issues for Virtual Assistants who are just getting started (or who are trying to grow).

Here's the reason: we have usually not had any sales training in the corporate world. It's really as simple as that. We don't know how!

When I talk to VAs who are struggling with this, and I ask them what they say to people when they are networking, the result is almost always the same.

The trip over their words.

They try to educate the client about the VA industry.

They leave the conversation frustrated, and the potential client confused.

But did you know that the most effective sales conversations are simply that ... conversations?

 What are you saying to potential clients?

If this is you, it's a really simple fix!

All you have to do is make all of your conversations about the client.

Not you. The client.

Ask them questions.

  • What do they do for their business?
  • Do they have support?
  • What keeps them busy?
  • How do they find clients?
  • What systems do they use to run their business?

The answers to the questions will help you tell them more about your own business - believe it or not!

And everyone LOVES to talk about their own business (trust me on this one!). Once you start asking them questions, you will be much more at ease because they will end up doing most of the talking.

You will also learn quickly whether you can help them or not.

If you can, great - you can tell them how. It's just a conversation. 

If you can't, then you move on.

No selling involved.

Try it in your next networking conversation.

When someone says to you, 'What do you do?' respond with, 'I'm a Virtual Assistant. What do you do?'

... and watch the conversation develop from there.

There is no need to fear sales - because when you offer support, either you can help someone or you can't.

Sure, you still have to talk about logistics and pricing and all that good stuff, but the general conversation doesn't have to paralyze you.

Leave the infomercial out of it.

Many VAs I know avoid in person networking for this reason alone.  They think they have to start every conversation with their awkward one-minute infomercial. 

Don't do that. It's not natural and it usually falls completely flat.

Just talk. Ask questions. Answer questions.

Your services will naturally come up. 

No sales necessary. And I guarantee you that you will get clients!

 

 

The Decision Making Process in the Human Brain

This is a guest post from Josh Wardini from 16 Best about how the decision making process affects how consumers shop. Though it is not specific to Virtual Assistants, I found the infographic very interesting and was amazed by many of the statistics (there are a lot in this infographic!!) and thought you might like to check it out too! Enjoy!

 

Shoppers Psychology Infographic 16 Best Josh Wardini

(Click the image or here to view the full amazing infographic!)

Shopping can be quite a psychological affair, whether we know it or not. Businesses, whether selling goods or services, have a few tricks up their sleeve when it comes to encouraging customers to make a purchase. Elements such as the color of wording on signs, the music that is playing, and the smell in the air can all have an influence on the shopping buying decisions.

Many people would assume there is a difference when it comes to the psychology of purchasing a service compared to the psychology of buying a product, but often this is not the case at all. For example, color can also be used when one sells services, as color increases brand recognition by 80%. Different colours have the power to change consumer behavior. Advertise a service in red, for example, and you could attract impulse shoppers, or use blue hues and shoppers on a budget may be interested.

The possibility of getting a discount is also a major influence for shoppers, and brands around the world have been using this strategy for years. A good example is Budget, a car rental company from New Jersey that utilizes a Best Price Guarantee to offer discounts to their clientele, and this tactic has proven very efficient at keeping customers, acquiring new ones and developing brand loyalty.

The wording used to advertise and describe a product can also affect consumer behaviour. 60 percent of customers are more likely to buy a product or service that has the word ‘guaranteed’ used to describe it. Additionally, 68% of consumers have also said that a stored signage reflects the quality of its products or services.

If consumers are buying online, then different things may affect the purchasing decision. Features that are likely to have an influence are discounts and offers, trustworthy reviews, a mobile friendly webpage, and the brand’s reputation as a whole, to name just a few.

Guest post by Josh Wardini: Josh Wardini, Editorial Contributor and Community Manager at 16best.net. With a preliminary background in communication and expertise in community development, Josh works day-to-day to reshape the human resource management of digitally based companies. When his focus trails outside of community engagement, Josh enjoys the indulgences of writing amidst the nature conservations of Portland, Oregon.

How to Get That First Client

Congratulations! You’ve set up your Virtual Assistant business and are ready for your first client. It’s a big step and one that deserves celebrating. So now that you’re ready to work, how do you get that first client? Consider these options:

Job Board

Job boards are a wonderful tool. They can help you launch your business. They can provide a consistent income while you’re building your business. And when you have the eventual dips in your schedule or slow season you can use them to provide additional income.

As a virtual assistant you may want to focus your attention solely on job boards for virtual assistants. There are all encompassing freelance job boards. These generally require a membership. The freelance job board can serve its purpose. However, you may find better clients via a VA job board. Check out both options and choose the opportunities that are right for you.

Always research your potential client. Make sure they’re legitimate and that they follow through on their commitments. Some job boards simply work like classified ads. You apply for the position and communicate directly with the client. Others work as a go between. All agreements, payments and work are managed through the job site. Both situations have their pros and cons. Again, make sure you’re working with a legitimate company and job site. Check references. Read reviews. Most opportunities are legitimate. However, it always pays to be safe.

Use Your Resources

When you’re ready for that first client, tell your friends and family. Make a list of 100 people you know and begin to determine who you can contact regarding your business. Send an email to your associates. Let everyone know what you’re able to provide. Your rolodex of contacts is a great place to get started. With a few simple email messages and phone calls you’ll likely land a few great clients. There’s no shame in using your resources. And there really are no better clients than those who are referred to you from friends, family and associates.

Network

If you’re not already active on a social networking site, get a profile and start connecting. Networking online is a wonderful way to market your services. It’s also a great way to meet new people.

Network offline too. Join your local business association or networking group. Become a member of your Chamber of Commerce. Participate in local meet-ups and networking events. Make sure you have a business card and a positive attitude when you’re networking. (An online presence is a must as well. )

Also consider:

• Making sure your business is listed on your local online business directory
• Advertising
• Article marketing
• Blogging/guest blogging
• Posting flyers around town

There are many ways to market your VA business. Knock on doors. Connect with people online and in your community. Use your resources and explore your opportunities. You’ll have a full schedule in no time.

 

Why You Need a Niche Market

A niche market can be thought of as a narrowly defined group of potential customers - usually a portion of a larger target market. For example, a target market is working women, but a niche market is working women with kids at home, or working women in executive positions, or working women in the financial sector.

As a small business owner, you usually do not have the money, resources and time to market to a larger target market. You need to focus your marketing efforts on those people most likely to buy what you offer.

Think of narrowing your niche as simply positioning yourself more closely to the people or companies who could benefit most from your services.

Many of us like to believe that the number of people who want and need our product or service has no limit. Also, most of us truly want to help as many people as possible and so therefore believe we almost have an obligation to let everyone know about what we offer.

But the truth of the matter is if a small business tries to market to everyone, they'll eventually lose money and quite possibly go out of business.

I know it seems to go against common sense that we make more money and have more success when we limit the scope of who we market to. However, it is true and its been proven over and over again by very successful small businesses.

There are many reasons why it makes good business and marketing sense to have a niche market:

• you can focus your marketing efforts and not dilute them by trying to appeal to everyone

• it allows you to stand out as an expert in your niche which makes people come to you

• you attract significantly more business

• you have a natural competitive advantage because you can dominate your niche

• your marketing materials and communications are more targeted and therefore more effective

• people more easily refer business to you as they have a very clear idea of who you appeal to

• you can easily determine what opportunities to say yes to and which ones to pass on

• your creativity and strengths get to shine through

• makes it easy to find suitable strategic partners and joint ventures

• you spend less money on getting your message out there because you're not wasting time and resources on talking to people who aren't
interested in what you have

By taking the time (and the deep breath!) to narrow down your target group into a niche market that your company, products and services are best suited to serving, you'll be making a huge investment in a successful future.