Blog – Page 13 – Virtual Assistant Success Strategies

Wil Hart on April 1, 2011

3 Simple Ways to Attract More Clients…NOW!

“I need more clients!” Have you ever made this statement about your VA business?

Attracting ideal clients and keeping a full pipeline is often the number one challenge Virtual Assistants face. Fortunately, it is also one of the easiest challenges to overcome. By consistently implementing a few simple steps, you will be well on your way to achieving your business goals.

The struggle to attract ideal clients is often rooted in a lack of clarity, focus and planning. Remember, when you have clarity of vision for your business, it is easier for your ideal clients to see it as well. So, you first need to know WHO exactly is your ideal client, what makes them ideal and what solutions they are looking for. Also, it’s important to narrow and focus your attention on one particular demographic. This will allow you to be more strategic with your efforts and spend your marketing time wisely. The planning is important too, because allows you to outline exactly what you are going to do on a monthly, weekly and daily basis to connect with ideal prospects, instead of leaving it to chance.

Once you’ve gotten clear on your target market, ideal client and what they need, it’s time to start taking action. Here are three simple strategies for attracting ideal clients to your business NOW:

Reconnect with past clients – Studies have proven time and again that it’s far easier to sell to an existing client than a new one. So use this to your advantage! NOW is a great time to reconnect with past clients and catch up with them. Find out what’s new with them, what their goals are and offer to help them create their next level of success. You can even create a special incentive to honor the relationship and encourage them to engage your services once again.
Networking – If you want to catch “fish” you’ve got to fish where the fish are. In this case your ideal catch is your ideal client. Targeted, focused networking is an excellent way to connect with ideal prospects en-masse. That doesn’t mean randomly attending networking events just because they’re available or you’re invited. It means researching where your ideal clients are congregating and meeting them where they are. It also mean showing up as a friendly, helpful, engaging resource, listening more than you talk and focusing your comments on how you solve your clients problems. Most of all effective networking is all about PROMPT follow-up.
Power Partnerships – Obviously, you aren’t the only service professional targeting your ideal client. For example, if you are a professional organizer, it’s likely that a personal chef, interior designer, landscaper, painter and real estate agent in your area are also seeking to connect with your ideal prospects. Or if you are a virtual assistant you will find that graphic designers, bookkeepers, CPAs, business coaches and marketing coaches are targeting your ideal clients. That is a GOOD thing! You can significantly boost the reach of your marketing efforts by leveraging their network and cross promoting one another’s services.

Marketing consistently is always easier when you see where you want to be, so clearly, you can almost taste it! You’ll have no problem putting in the time it takes, or coming up with creative ideas, when your own clarity has grown your enthusiasm to such a level that you’re actually energized by your marketing efforts. Your energy is very attractive to others – your enthusiasm keeps the pipeline full of those who are looking for the very same in their own lives!

Which of the strategies shared can you implement in your business next week? Share your thoughts and your plan by leaving a comment below!

Your Action Plan For The Week:

Make a list of your past clients and what their situation was when they last worked with you. Schedule time on your calendar to reconnect with them, and present a special offer to re-enroll as a client.
Take inventory of your network and look for other service professionals who are targeting the same market as you and who could provide valuable information or resources to your clients. Then, schedule a lunch or coffee date to discuss how you can collaborate to serve each other’s audience.
Review your ideal client profile and research where they are hanging out, offline and online. Get yourself registered to attend the next live event and start participating in relevant online networks to create visibility for your expertise and positioning yourself as a resource.

Wil Hart on January 21, 2011

How to Eliminate Your Fear of Marketing and Get Results

Most VA’s start their business because they want more freedom, more flexibility, and more opportunity to utilize their skills to make a difference in the lives of others. Those are great reasons to start a Virtual Assistant business!

Unfortunately, it often happens that once you start your business, you quickly realize that you are actually in the business of marketing. After all, you won’t have a sustainable business without clients. And to attract ideal clients you MUST market!

Concerned Woman ARRRGGG! M-A-R-K-E-T….

For some Virtual Assistants, just hearing this word creates an instant frown. Perhaps you have thought, “I don’t want to market…. I just want to do my work!’”

I know that this thought has crossed your mind at one time or another, because when I was a VA it certainly crossed mine. When I first started my business as a Virtual Marketing Assistant, all I wanted was to work comfortably in my cozy little home office and for people to send me checks. It never really occurred to me that I’d have to actually get out there and sell my services…I just expected clients to show up knocking on my door.

Perhaps you can relate. Some VAs who have an aversion to marketing feel that way because to them, marketing represents something pushy, sales-y, and difficult. In the back of their mind their thinking “used car salesman” and that is not who they want to be.

I get it!

The good news is that marketing your VA business doesn’t have to feel that way, and you don’t have to be afraid of marketing. It can actually be … (gasp) FUN!

The thing is… marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them.

I’m going to say that one more time; marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them. So there is absolutely nothing to be afraid of. There are countless entrepreneurs who right now are desperate for help in running their business and in need of the exact services you offer. It’s effective marketing that will allow you to connect with these individuals, present your solutions and enroll them as your clients.

Following are a few proven tips to help you overcome the fear of marketing:

Stop worrying about what other people think of you – You may be surprised to know, they really aren’t as concerned about you as you think they are. Instead of worrying about what they think, channel that energy into generously sharing your expertise with those who need your help.
Get very clear about what it is you actually do for your clients. Don’t label yourself as a Virtual Assistant. Instead, focus on the benefits and results you create for your clients. Doing so will make it much easier for you to talk about what you do (and make you much more attractive to ideal prospects)!
Take action in spite of your fears! Many times, we allow limiting beliefs, doubts, and fears to hold us back only to find out months (or even years) down the line that the very thing we were worried about – had absolutely no basis. So, don’t stand in your own way and hold yourself back. Take steps to move forward in consistently growing and marketing your business. Highly successful entrepreneur Kevin Nations says, “Winners take imperfect action!” Your efforts do not have to be perfect, but consistent action will take you a VERY long way.
Reach out for support! No one who is successful in life or business has done it on their own. We all need a support system, a place to bounce ideas and get reassurance that “it’s going to be OK”. Start surrounding yourself with individuals who believe in you and want you to succeed. Hire a coach to help keep you accountable and to help you strategize. Don’t be afraid to ask for help!

Remember, marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them. There are countless people right now looking for the very solutions you have to offer. It’s your duty to share your expertise and service. Allow marketing to be your vehicle to doing so!

Which of the strategies shared here will you implement in your business? Share your thoughts and your plan here on my blog!

Wil Hart on January 7, 2011

Achieving Your Goals in 2011

It’s a New Year! Time for a fresh start and a new approach to succeeding as a Virtual Assistant.

Whatever happened in 2010, whether you dragged your feet a bit in starting your VA business, struggled with a rocky foundation, or didn’t achieve some of the goals you set for yourself…let it go. You can learn from past experiences and make the decision – now – to do things differently.

Consider what your version of a successful virtual assistant business in 2011 looks like. What exactly would you like to accomplish? Have you set aside time to outline your plan for success?

I’ll share a secret with you. One of the greatest contributing factors to my success, as a former VA and now as a business and marketing coach, has been my practice to regularly take stock of what’s working, and what’s not working, in my business. Then, based on the facts in front of me, I establish reachable goals for myself, which forces me to make any needed adjustments and also enables me to measure my progress.

I encourage you to do the same. Analyze what did, and did not, work well for you last year. Take note of what you’d like to do differently in 2011. Once you are clear on where you’re at and where you’d like to be, then it’s time to start setting your goals. Setting goals is a critical factor to your success as a Virtual Assistant because:

Setting goals gives you something specific to work towards
Working toward goals allows you to measure your progress
When you stay focused on your goals you will be more likely to say no to distractions that could delay your progress

To get started, imagine what your ideal business looks like. Visualize your ideal clients; what they look like, the work you do for them, how you interact. Consider how many hours per week you’ll work IN your business and ON your business? What is your gross revenue each month, including a healthy profit margin? How are you making a difference in your client’s lives? As you clarify the vision for your business, you’ll be able to set your goals, which in turn, will help you bring that vision to life.

Why is this important? Another key to success is to not set random, ambiguous goals, but to establish clear objectives that align with your personal vision of success. You must work toward YOUR vision, not someone else’s. Your vision has to be your own!

Setting and achieving your business goals will increase your confidence, improve the quality of the services you offer, and make you more attractive to prospective clients. When defining goals for your virtual assistant company, it’s important to keep a few things in mind:

Your goals must be specific. Don’t say, “I want to make more mon.ey in my business” or “I need more clients”. Be specific with your goals and select a number. Define how much revenue you would like to generate and exactly how many clients you’d like to enroll in your practice.
Your goals must have a deadline. Again, ambiguity won’t serve you here. Set a specific date by which you plan to achieve the goal. This way, you can easily break the goal down into manageable action steps that you then schedule and execute on a weekly basis.
Your goals must be reasonable. You should stretch yourself a bit past your comfort zone so that you really have to step up your game to achieve the desired result. Be careful not to set yourself up for frustration by setting a goal that is too high for you, right now. For example, if you currently have zero clients, deciding you want to have 10 clients within the next 30 days may not be realistic. But you could certainly attract 2 new clients within the next month. Set goals that are a bit of a stretch, yet still attainable.

As you consider what you would like to accomplish, analyze the different aspects of your business which can bring your vision of business success to life – such as:

How many clients you have now – and exactly how many you’d like to have
What marketing strategies you pursue now – and those you would like to participate in
How you will consistently market your services – vs. what you are doing now
What services you offer now – vs. what your ideal client actually needs
How you can run your business more efficiently – vs. where you may be wasting time, energy, or financial resources
What type of support you have to continually grow your business– and what you need to put in place

Remember, it’s YOUR business. Owning your goals and making them work for your situation is what will set you apart from other virtual assistants. You will continue to stand out when you maintain your focus, because you will be actively accomplishing more in your business than VAs who are simply copying ideas from others.

True success as an entrepreneur is based on making consistent progress, therefore, once you have accomplished a goal, set another reasonable goal, along with a deadline for achieving it. This will keep you moving forward, preventing you from being left behind or overcome by the rest of the pack!

Share your goals for 2011 by commenting here on my blog.

Wil Hart on November 14, 2010

3 Tips on Getting The Best Deal for Software Purchases

One of the expenses you have to account for each year is software purchases and upgrades. Depending on the program and what you use it for, you may or may not need to have the latest and greatest version. But when you do need to make a software purchase, it’s helpful to know how to get the best pricing.

Here are some quick tips to check out to see if you can get a discount on your next software purchase:

Employee Purchase Programs – if you or your spouse currently works in a corporate environment, check with your IT department to see if the company offers an Employee Purchase Program (EPP). Many companies are large users of software like Microsoft Office, so the company can extend their discount to their employees. This type of program allows you to purchase some of the most popular Microsoft titles at a significant discount. In some cases, as low as $20.
Student Discount Programs – if you are in school, or have a child of school age, you can be eligible for some student discount programs. For example, Adobe has several student versions of their software available for up to 80% off – all you have to do is show proof of student enrollment. These software titles are available online or for purchase on college campuses.
Purchasing older versions – when a new version of software is released, the company usually tries to clear out their existing inventory to make room for the new versions. If you are on the company’s mailing list, you’ll probably receive advance notice or even special “pre-release” prices. This is your sign to start looking for the deals. If there’s really something you want, it might be worth your time to check every day – sometimes the popular titles go fast!

Before you commit to your next software purchase, make sure you do your research to find out if you qualify for a discount programs. While it may take you a little time to do the research, or even some extra steps to “prove” you qualify, the savings can be well worth it. This is especially true when you use the new software for your business, because the return on your investment is higher and the breakeven point is quicker.

Just a special note about purchasing software: I highly recommend that you purchase your business software directly from the manufacturer or approved reseller. If you ever have a problem with the software, you know that you’ll be covered and can get a replacement if necessary. When you buy a copy from a friend, or eBay, or wherever, there are no guarantees, no support and you may not even be able to claim that purchase on your tax return.

This is not a purchase you can afford to “go cheap” on. If for any reason, the software is not usable, you can’t work. This means you aren’t earning money. How can that be good for business?

Do you have other tips on how to great great deals on software and technology? Then please share them with me below!

Wil Hart on November 7, 2010

Mistakes Happen – What to Do When it Happens to You

Nobody is perfect.

We live in an imperfect world. We are human. We make mistakes and we are fallible.

When you own a business, it may seem that your mistakes are magnified. When something goes wrong it affects you, your client, your schedule and sometimes your reputation.

In the virtual assistant industry, mistakes happen all the time:

A missed typos in an document
A critical link is broken on a website
Missing a deadline

…the possibilities are endless.

The longer you are in business, the higher the possibility to make mistakes. While it does not excuse you from making mistakes, it helps to have a healthy attitude about the mistakes you make and learn from them. But, mistakes should not happen because we’re not paying attention to the details, pressed for time, or because we don’t have a strong ethic.

When you make a mistake, there are 3 THINGS YOU MUST DO IMMEDIATELY:

Admit the mistake: don’t try to cover up anything. Don’t blame anyone else and don’t make excuses. This will only make a bad situation worse. Instead, take ownership of the mistake and the steps to resolve it.
Keep your client informed: failing to keep your client in the loop about the error will have damage your relationship. Open communication, honesty and integrity are everything in a virtual relationship. In essence, if you don’t tell your client what’s happened, you are lying to them which does not support the foundation of trust you need for a productive, long term relationship.
Apologize: After you have made the mistake and it has been resolved, make sure you apologize to the client and let them know what steps you have taken to ensure it doesn’t happen again. For the most part, clients are very understanding when something goes wrong if you are upfront with them. Most people will respect an individual who owns up to a mistake, fix it and take steps to avoid the situation happening again. By assessing the situation and learning from it, you demonstrate that you are committed to excellence in your business and you care about your client and the work you’re doing with them.

Sometimes mistakes are unavoidable, there can be circumstances out of your control and you are forced to make the best decision given the situation. Even if the mistake is technically not your fault, you still need to go through the 3 steps above to demonstrate that you are being proactive and taking responsibility for a positive outcome. Your client wants to know that you have their best interests at heart.

Remember, when your client chose you as their virtual assistant, they made a big decision. They have invested time, money and trust in you. They want to make sure they are getting a return on their investment. How you handle mistakes is a good indicator if they’ve made the right choice.

Have you made a mistake recently? How did you communicate the error to your client? What is the relationship like now? Share your thoughts with me on the blog!

Wil Hart on October 30, 2010

Do Your Marketing Materials Accurately Reflect Your Business?

Starting your own successful Virtual Assistance business requires a significant investment of time, energy and some financial resources. There are many tools available to help you setup your home-based venture. One of the most important considerations in starting (or upgrading) your business is to create a brand that reflects the high quality services you provide.

Keep in mind though, just because you have a home based business, doesn’t mean it should look “homemade”. Everything you do from participating in social networks to your website should reflect a polished professional image. There is NO second chance for a first impression.

Therefore, you’ll want to give careful attention to how you create your marketing materials.No matter what it is: your website, note cards, email newsletter, headshot, social media profiles, etc. your marketing materials must be first class. This isn’t the time or the place to be stingy or cheap. You can create high quality materials for less than you think. Don’t lower the industry standards (or your personal professionalism) by printing materials on your computer or setting up your business website with a shoddy free template.

Make sure your marketing materials reflect all the hard work you’re doing to build your business! This is SO important! Your marketing materials are an extension of you and your business – make sure you position yourself as a service provider that your clients can trust and want to do business with.

Here are some guidelines for creating high quality marketing materials:

Website – Hands down, this is your most important piece of marketing real estate. This is usually your potential clients’ first (and could be their last impression) of you – make sure it is the right impression. Building a professional and useful website doesn’t have to be overly expensive. You can work with a professional designer to build a high quality website for about $600 by going to www.eatova.com/websites . This investment will go a long way in setting the foundation for your marketing materials.
Your website needs to reflect what’s unique about your business and the services you offer. Your site should be easy to navigate, have clear copy that speaks to the reader and MUST have a professional headshot. People want to know who they’re working with and why they should work with you. Don’t leave them guessing. You also don’t want your site looking like someone else’s. So take the time to have your site professionally customized for YOUR brand. (Not whatever the ‘overnight website’ company thinks it should look like.)
Logo – Please, make the finanical investement to have your logo professionally designed. While I highly recommend you work with a professional designer that GETS your style and what you want to convey, there are many low cost options like www.LogoNerds.com , who can create a logo for your printed materials as well as your website header for less than $100.
Note cards – Note cards should be printed on high quality cardstock, no less than 80 lb. weight. Many of your local printers or large office supply stores can print these for you for a minimal cost. Make sure you include your customized logo and full contact details, so that your brand is on everything your client receives.

These are just a few guidelines to help get you started in the right direction. If you already have some marketing materials that are not high quality and do not reflect your professionalism, consider getting rid of them and starting over. While you might be able to recycle some things, you want to make sure to pull the substandard marketing materials out of circulation.

Having high quality marketing materials does not have to be expensive, but it does require forethought and planning. You’ve worked hard to build your business and get where you’re at now, continue to build your business with quality. This will speak volumes about you and the services you provide.

Wil Hart on October 24, 2010

Focusing On ONE Target Market Means MORE Profits In Your Business

When I start working privately with a new client as their coach, one of the first elements of their marketing we work on is identifying their target market and creating their ideal client profile.

Most of the time, the Virtual Assistant will say something like, “Wait a minute Sydni! If I focus on just one particular market, I’m going to be leaving people out. I don’t want to leave anyone out! Everyone needs my services! I don’t think I want to do that.” I smile and respond that they don’t have to worry. And that they don’t have to walk away from opportunities or leave anyone out. That’s not what I’m talking about here.

Choosing a target market means that you focus your MARKETING efforts on one specific group of people who need the solutions you offer. So all of your materials speak to that group, your messages in your marketing address the specific challenges of that group; the services you offer are solutions those individuals are already looking for. If, along the way, you happen to come across individuals in other industries that want to work with you, that’s perfectly fine. Go ahead and work with them too!

For example, let’s say you work primarily with home based businesses. That is your target market and that’s who you want to focus your marketing efforts on. But you go to a networking event, you meet this really interesting attorney, the two of you enjoy an instant connection and hit it off! In the course of the conversation, he shares that he is completely overwhelmed with handling the day to day operations of his business and after learning about the work you do, expresses an interest in engaging your services. If this happens to you … work with the attorney! You don’t have to walk away from the opportunity because you’re targeting home based businesses. That’s not the point of choosing a target market.

As the CEO of your company, you have the option to work with whomever you like, regardless of whether or not they fit your ideal client profile. But, when it comes to marketing your business, you’ll be much more effective and much more profitable, if you narrow your focus to one specific group of people. This will allow you to become the expert problem solver for that group and become a leader in that industry. You’ll be so well versed in the challenges those individuals face, what solutions they’re looking for, what software to use, what lingo they use, etc., that hiring you becomes a no brainer.

Think about it. When you get ready to hire a service provider to help you with a problem in your personal or professional life, don’t you want to work with an expert? Don’t you want to work with someone well versed in handling the challenge you’re facing? Of course! The same principle applies to your VA business. The ideal clients you want to connect with are looking for a professional who understands them. Some who “gets” the challenges they face and has the experience to resolve them. When you speak to this need as you market your services and talk about your business, you will seamlessly attract the clients you were meant to serve.

So start TODAY, narrowing your focus to one specific target market. Update your marketing materials so that they speak to that ONE target market. Start attending networking events that cater to that ONE target market. Create solutions that YOUR target market is looking for!

You’ll immediately start enjoying your work even more and can look forward to a BIG boost in your income and being of greater service to those who need you!

Wil Hart on September 17, 2010

Overcome Two Common Challenges To Succeeding As A Virtual Assistant

Life is riddled with challenges. There are roadblocks to becoming a successful parent or spouse. There are certain difficulties that hinder strong friendships and family ties. There are challenges to remaining financially, emotionally, physically and spiritually healthy. Therefore, whether you have a job or run your own company, you will meet obstacles. The key that unlocks the door to personal success is knowing how to meet and defeat challenges. What might prevent you from attaining victory in your Virtual Assistant practice?

Overcoming Fear

What fears do you hold close to your heart? There are some fears that we tend to plant and cultivate. Fear is natural and normal to experience. It is a mechanism employed by the subconscious mind that attempts to keep us safe and out of harm’s way. This fear prevents us from making unwise decisions, but can also prevent us from embarking on new endeavors. That is why red flags and bells go off in our mind when we step outside of our comfort zone. That is why your palms get sweaty and you start to get the jitters when you reach the edge of your comfort zone.

This is the perfect time to host a conversation with your fear. Ask your fear, "What is the worst that can happen?" Ask too, "Why do you want to hold me back from trying this new endeavor?" (This is actually a conversation with yourself that acknowledges the fear you are experiencing). Fear is appropriate. That is why it is so important to engage it and analyze it. Efforts to suppress it are counterproductive.

What fears do you have with regards to running your very own successful virtual assistance company? Are you fearful that you may not acquire clients and have enough income? You might be concerned healthcare and retirement plans. You may have several fears that are trying to keep you "safe". This is good news! Acknowledge, analyze and confront every fear that you have. Start by writing them down. Then have a conversation with them one by one. This will allow your mind to open up to the many solutions that are available.

Defeat Overwhelm

One of your fears may be that of getting overwhelmed. You know that you are great at the work you do. That is why you desire to be in business for yourself. "But, there is so much responsibility and work that is involved in being an entrepreneur," you say. That is true!

What can prevent and/or rescue you from overwhelm? It is necessary to implement systems into your business. A system is a structured method to run every aspect of you business. If you have to re-invent the wheel every time you do filing, billing or even turning a prospect into a client, this will lead to overwhelm and discouragement. Let’s analyze the example of enrolling a new client. Do you have a system for transforming new contacts into prospects and prospects into paying clients?

Here is a simple method:

Meet a new contact
Conversation leads to business interest
Collect contact information
Contact is now a prospect
Follow up with prospect (card or phone call)
Schedule a business call
Have prospect fill out an assessment form
Prepare for business call using the assessment form
Business call is progressing wellY
ou decide you would like to work with prospect
Move into sales conversation
Prospect now becomes a client or a contact to follow up with later
[here is where you complete the process for your new clients and former prospects]

After running your systems a few times it will become second nature. You should implement a system for every segment of your business so that your work can become BRAINLESS. This takes less energy defeats overwhelm and saves time. Which means you make AND save more mo.ney. Write out each of your systems for quick future reference and you’ll find yourself making faster progress than ever before.

Overcoming fear and overwhelm is not necessarily easy. It is, rather, a process of becoming familiar with your way of thinking and performing. And it requires a shift in your mindset. If you want different results, you need to have different behavior. We all are a work in progress. Wouldn’t you like to make your work a lot easier on yourself and become a successful Virtual Assistant? You can do so by defeating fear and overwhelm.

Action Steps For This Week:

Identify the fears that stump your business growth.Write down your fears and have a conversation with them.
Pick two aspects of your business to create systems for and complete by next week.
Share your fears and your systems by commenting on the blog.

Wil Hart on September 10, 2010

When to Say “NO” to a Prospective Client

Worried Young Business Woman Interviewing a potential client is more than just assessing their needs, business opportunities and strengths. It’s much more about YOU and if the two of you can work well together. Identifying a great potential client starts with the interview process.

But how do you know if the new potential client is "the one"? How can you be sure that the relationship will go smoothly and you are a good fit?

Unfortunately, there’s no absolute way to determine this. However, there are some warning signs you should look for to minimize disappointment and needless frustration

Listen to your gut – As hard as it may seem to accept this advice, deep down you know it’s true. You will have an immediate reaction to a potential client based on the tone of their email, the tone of their voice on the phone call, their questions, anecdotes and requests. If you get a feeling in the pit of your stomach that working with this client will be difficult or messy don’t ignore it and take the opportunity now to walk away. It can save you a lot of stress, frustration and time. And you are really serving the client by leaving them free to find the perfect VA for them. TRUST ME…If you ignore your feelings, it will come back to bite you…EVERY single time.
Analyze your current clientele – Think about your current (or past) clients that you really enjoyed working with and even the ones you didn’t. Taking the time to identify the traits you really like in a client, and the ones you don’t will go a long way in helping you identify your next ideal client. That way you can compare a prospective client to those clients (or even employers) you’ve worked with in the past to see if the two of you working together make a great fit. For example, if you love working with Harry and he has a great sense of humor, then that’s a quality you can look for in a prospective client. Remember, working with your ideal client is about much more than just the work. It’s about the relationship and rapport you have with each other that makes it feel more like playing than working.
Determine "red-flag" behaviors – it is absolutely OK to refuse to work with someone who exhibits behaviors you will not tolerate. As a matter of fact, it’s more than OK, it’s your right as a business owner. Take the time to identify these behaviors early so that you know what to watch for. Is it someone who sees and treats you as a subordinate employee rather than a like-minded business owner on the same level? Is it someone who speaks disrespectfully? Or perhaps they try to negotiate your fee and tell you what your time is worth? Whatever your "deal breakers" are, if you see them come up with a prospective client just say NO! Do not put yourself in the position to compromise your standards or self-esteem to work with someone who doesn’t deserve to work with you.

While you may think that saying "no" to a potential client can be challenging and difficult, think about it this way: it’s much more difficult to end the business relationship when things don’t go smoothly. Take the stance from the beginning and nip it in the bud before you even have to go down that road. The money is not worth the stress and anxiety that can come from working with someone who isn’t a great fit for your business. Additionally, you will not enjoy your work and not put forth your best effort which undermines your professionalism for future clients.

What other warning signs do you look for when interviewing a potential client? Please post your comments and experiences on the blog so we can continue this discussion!

Wil Hart on September 3, 2010

How to Create a Referral Based Virtual Assistant Practice

As a virtual assistant, you provide a high value to your clients because you solve their problems. Whether you are a VA that specializes in social media, blog promotion, copywriting, website design or general administrative services, the bottom line is your clients need your help to accomplish specific goals in their business. You have become a trusted part of their inner circle and they trust you with their business needs.

Sometimes a client will thank you for your hard work – either in a nice email, when you’re on the phone for a weekly update, or by sending you a thoughtful thank you card. …But, there are special occasions when actions speak louder than words, and that’s when a client gives you a referral.

The trust and confidence a client has in you is conveyed by a powerful seal of approval in the form of a referral. In general, people like to do business with other people they know, like and trust. So when someone needs help, they typically go to someone they know, like and trust for their recommendation.

And that’s when the referral can happen.

Perhaps someone in your client’s network expresses a problem, challenge or a need and your client realizes that YOU provide the solution. They share your name, contact information and glowing praise of how you’ve made a difference in their life. The contact gets in touch with you; the two of you have a great conversation, decide to work together and voila! You have a new client!

To "secure" referrals like this there are three things you must do consistently:

Be a great communicator: Always keep your client informed about everything! When there are challenges, provide options for resolution, when things are good, find opportunities to celebrate. Be honest in EVERYTHING (even when you make a mistake) and always work with the highest level of integrity. This will create a trusting, powerful relationship between you and your clients.
Have great follow-through: Doing what you say you would do, when you said you would do it is a big deal. Clients need to know they can trust you to get things done when you say you will. I can’t tell you how many entrepreneurs I know have complained about this. No one expects you to be perfect and everyone understands that on occasion "life" happens. But there is no excuse for you not to be dependable. If you prove yourself reliable your clients will notice and they will refer you to others.
Go the extra mile: Taking the time to really get to know your client and their business can go a long way in the solutions you can provide. While you may not always be able to do everything for your client, you can recommend resources and other service providers to help them when they need it. Becoming a trusted advisor helps build a foundation of trust and respect.

There’s one last thing you must do to get more referrals from current clients – and that is to thank them for a referral when they give it to you. Make sure you are in the habit of acknowledging the referral to let your client know you truly appreciated their trust in you. Otherwise, a client may assume you didn’t appreciate the referral or you don’t need the additional work. In either case, that’s not the impression you want to make.

No one is perfect, and things don’t always go according to plan. But maintaining professionalism and integrity are the cornerstones to your success and reputation. By following these guidelines, you are on the right path to keeping the clients you have, and helping their friends and colleagues along the way.

Have you received a referral from a client recently? How did it make you feel? How did you thank the client for the referral? Post your comments here on the blog and tell me all about it!

« 1 … 11 12 13 14 15 … 25 »