Where Clients Come From, Issue #148

A common activity for new Virtual Assistants is “prospecting for?clients.” I see this all time. They spend time looking for people who could “use some help” and think about posting flyers and business cards or introducing themselves to all the business owners in town.

But even though this might?feel?productive, it’s not a good use of time. There is no need to look for?clients. Your?clients?will?come?to you; your job is to ensure you’re visible.

When the best?clients?want to hire a long-term Virtual Assistant, they will find someone who can make a referral, the same way people look for an attorney, a dentist, or a babysitter.

The great news about getting?clients?through referrals is that by the time they contact you, you’ve already got the gold stamp of approval?from?the person who referred them to you. This makes discovery calls much easier to navigate.

But you might be thinking… “If I’m not going to prospect, how will I get?clients? I don’t know anyone who needs a Virtual Assistant. How will this work?”

Just like this:

First, you need to be able to talk about your work as a Virtual Assistant in a clear, simple way.?You can read about how to do that?here. Don’t skip this step. It’s very important.

Second, you want to make sure?everyone?you know knows about your business. And I mean everyone: your dentist, your neighbor, your friends, past co-workers, and every member of your family. Remember that you’re not?selling?to them. You’re not?asking for referrals; you’re simply sharing the great news that you started a new business as a Virtual Assistant.

Third, make new friends! Connections are everywhere. Attend networking events and even parties. Have your business card at your fingertips, and don’t be shy about asking, “What line of work are you in?” to start the conversation. When they, in turn, ask you, you’ll be ready to reciprocate after nailing down step number one (see above).

Finally, find ways to be visible in the digital world.?Publish an email newsletter that provides valuable information on a regular basis, send emails to check in with people you know, and stay connected on social media.

There’s no special secret to selling your services.?What connects you with?clients?is authentic relationships and sharing your expertise in a helpful way.?I know many people are afraid of selling… so don’t sell. Do this instead. It works.

Belinda Sandor is the Founder of The VA Connection where she works with new, aspiring, and established Virtual Assistants to help them build thriving businesses through her free online community, courses, and coaching programs. You can learn more here: https://www.thevaconnection.com/