How to Explain Virtual Assistant Value to Potential Clients
Over the years, I have come to expect an initial consultation with a prospect to depend on my ability to clearly explain what a virtual assistant actually does and why my services are a value-add business decision. The benefits and abilities of a virtual assistant are still a bit unclear to many business owners. If I want to convert a prospect, it’s my job to quickly and clearly convey that a Virtual Assistant is a smart and cost-effective solution.
Most of the business owners I speak with are intrigued by the idea of a virtual assistant, however they have no idea what I am capable of or what value I can provide to them. It became clear that if I could answer the what and why questions, the conversation would easily head down a simple yet logical path as to how I could support this business owner specifically.
I developed my initial consultation form based on the path those successful conversations took. Most of the time, I start by sharing a little about my business, how I came to be a virtual assistant and some examples of tasks I have managed for clients. From there, it’s all about the prospect. I use my consultation form to guide the potential client through a series of very brief questions. My role here is to listen and encourage the business owner to think outside the box. My questions help the prospect to narrow down the possible tasks that could be passed along to a virtual assistant based on factors such as time commitment and value associated with a task.
It’s rewarding when the prospect realizes just how easy you made it to identify where your services could fit into his/her business. I try to keep this initial conversation simple and without too many specifics. Once you sign that client, you will have the opportunity to outline your role as well as to up-sell. The key to a successful consultation is to help your prospect realize the value of your services even if it’s just a few tasks to start with. By earning loyalty and appreciation with your professionalism and thorough services, before you know it, they’ll be sending more work your way!
You can purchase the Virtual Assistant templates and tools I use in my business, including the initial consultation form referred to above, on my Etsy shop.
Katie Bauer started Effective Virtual Assistance, LLC, in 2008. Based out of Northern Virginia, Effective Virtual Assistance partners with small businesses locally and nationally to give business owners the time they need to focus on core business and revenue generating activities. With a firm belief that when a client is successful, that reflects on her success, Katie’s goal is to go above and beyond with each and every client task and project.
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