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!

 

 

How to Find Legitimate VA Opportunities

So you’ve just started a VA business and you need clients. Not to worry. You’re in a high demand business. The clients are there. You just have to know where to look. True, there are some scams out there. However, the legitimate opportunities far outweigh the scams. Here are three great ways to find legitimate VA opportunities.

Ask

In the beginning there are a few key places to find legitimate VA opportunities. The first and often best resource is your connections. Ask your friends. Ask your family. And ask your business associates for referrals. Often, the best clients come from known sources.

Consider creating an email and sending it to the connections in your rolodex. Introduce your services. Stress the benefits you offer. And ask for referrals. You might even offer a referral bonus. For example, for each new client you receive the person earns a credit toward your services. You could really motivate people by offering cash. Just make sure that you can afford it!

Network

Another way to build your business and find legitimate VA opportunities is through networking. If you have a social networking profile, consider connecting with a few people you’d like to work with. Send them an email or a message introducing yourself. The worst thing that can happen is nothing. The best…you get a new client.

Don’t forget to promote yourself on social networking sites too. Offer promotions. Link to your blog and online content. Become a valuable contributor and help others as well. They’ll remember you and turn to you for assistance in the future.

Networking offline is great too. Join your local business organizations. Attend networking events. Bring business cards, confidence and a smile. You’re sure to meet a few new clients.

Job Sites

Finally, there are the freelance job sites and job boards. These are full of legitimate opportunities. They’re also full of scams. Use them wisely. Make sure you research each potential opportunity thoroughly. Speak to a live person if you can.

And sites like Upwork that control the payment, communication and delivery process are good. They can help you if there’s ever a dispute. And they require providers and employers to leave feedback. If the employer doesn’t have good feedback, don’t work with them.

There are legitimate VA opportunities everywhere. Market your services. Get out and meet people. And don’t be afraid to use the job boards. They do provide excellent experience, connections and profit potential. To your success!

 

How to Find Great Clients

Being self employed can be extremely rewarding. It can also be a challenge. Often the difference is the type of client you have. The better your clients, the more rewarding your business feels and the happier you are. So, it makes sense to create a strategy to find great clients. Here are a few tactics to consider.

Referrals

When you find clients that you enjoy working with, ask them for referrals. People tend to be attracted to likeminded individuals and clients referred from existing clients tend to be of the same caliber. In short, good clients refer good clients.

Consider offering a referral program for your business. Reward customers for their referrals by giving them a credit towards your virtual administrative services or a discount. Even just sending a small gift to your client when they send you a referral goes very far in your relationship-building.

Network

One of the best ways to find people you enjoy working with is to meet them via networking. Sometimes you click with another business owner. A simple, “I’d love to see how we can work together” may end up producing profitable results for years to come.

Networking both online and off is a fantastic way to find great clients. In fact, you may find that networking is the best source of ideal clients for your VA business.

Partnerships

Consider forging partnerships with other business owners that you enjoy working with. For example, if you’re a virtual assistant who provides social networking management you might partner with someone who creates social networking graphics. Together you could refer business to each other easily.

Ask

Put the word out there. Let your friends, family and associates know that you’re looking to add two or three quality clients to your schedule. You might be surprised at what you find. You may end up with more quality clients than you have time for.

Before You Begin Searching For More Great Clients

There are a few steps to take before you begin searching for more VA clients. Taking these steps will ensure you’re attracting the type of client you want. It’ll also make sure you can accommodate their needs.

  1. Make sure you have room in your schedule for them. If not, consider eliminating some of clients or tasks from your calendar. You want to make sure you can meet the needs of your new clients.
  2. Identify exactly what you want in a client. What makes a client great to work with? What are you looking for? Are they easy to communicate with? Do they provide minimum instruction? Do they pay well? Define what makes a good client.
  3. Take steps to make sure that your existing clients and any new clients know how much you appreciate them. Create a customer appreciation strategy. Finding those great clients is only the first step. You want to make sure to keep them too.

Finding great clients isn’t difficult. Know what you’re looking for. Don’t hesitate to ask for new clients. Pay attention to the service you provide. A good VA client can stick with you for years. It’s worth the time and effort to show your appreciation.

 

Getting the Most out of Business Events

networkingAttending business events is an important aspect of boosting your business's profile. Business events give you the opportunity to meet potential customers, clients, partners and more. It's important to keep in mind how to get the most out of business events as you choose the events to attend.

Remember Why - It's important to remember why you are attending business events. Knowing why you are attending will go far in helping you choose the right events to attend. Not all events will be right for your goals.

Don't Be Cheap - Take business cards that accurately reflect your business. It's not the time to get the free cards or to be cheap. Once you leave that event, all the people you make contact with will have to remember you from that card.

Be Prepared - Practice your 30-second elevator speech so that you can accurately, and on the spot, tell people what you do such that they understand what it is that you do. If you can come up with a memorable way to explain your business, all the better.

Take Control - They say that the person in the power position is the one who is going to put out their hand first and meet people. Not only that, it's important that you be the one to ask open-ended questions to the people that you meet. The more you let people talk about themselves, the more they will remember you.

Make Meetings Purposeful - Meeting fewer people is better than meeting a bunch of people that you won't remember. Try taking some notes on the back of each business card that you receive so that you can use that later to jog your memory.

Dress the Part - Each event has its own style, so it's important to do a little recon to find out how people normally dress. If this is an often-repeated event you can likely find photographs of others who have attended. For the most part, business attire is expected at business events. Dress to make an impression.

Be a Resource - One of the best ways to ingratiate yourself to those that you meet is to become a resource for them. If you can recommend another person to do a job for them, even if you can't do it yourself, they'll call you again.

Follow Up - After each event, always follow up with an email, note or card. Find them on LinkedIn.com, or other business-related social media. Googling people you meet is not stalking; it's going to help you learn more about them so that you can know how to approach them when it comes to getting business.

Evaluate Yourself - After each event, look back on your performance and write down what went right and what could have been better. This is an important component of any business event because it will make you better.

You cannot understand the value of attending business events unless you can understand the value of networking. You also need to understand the market you are in and the value that the people within that market place on business meetings.

There are so many different business events today to choose from, so be sure to do your homework before attending just any meeting. Find out if your target audience is there, or if there are people there who offer complementary products or services to your same audience before you bother wasting money on attending. If you do all that, you'll be successful at every business event you attend.