As you guys know, I am the owner of Assistant Angel. We are a team of digital and social media managers. We're an agency serving clients around the world. And I've been a Virtual Assistant for nine years. I started when my kids were little and we have now grown to where we have a team of VA's all around the United States. Today we're going to talk about how to discuss what you have to offer with a new client.
Beth, a member of our private Facebook group asked us what to say when a potential client says to you, "So tell me about you and what you have to offer." This can be a little challenging if you're not confident or you're a new Virtual Assistant. So here are some of the tips that I have used and my team has used to serve our clients.
Focus on the pain point that you can solve
For us at Assistant Angel, we're digital and social media managers. We take the overwhelm out of implementing their digital and social media marketing plan. We're an agency; we pull it together for them. As a new virtual assistant, you may not have that confidence in what you offer. So what you can say is, "This is how I do my best work managing a client's calendar so that they can do the job they love." Always make it so it's about them.
Offer some success stories
You can say something like, "Well other clients I have served, like you, we have done this for them. We have managed their email marketing, scheduled social media, and made sure that their blog was distributed well." This is a way you can share stories while bringing it in so that they are part of the solution as well and how you can help them.
Do your homework
Make sure that you do your due diligence on that company. You should never be having a conversation with a potential client and not have reviewed their website or their social media.What kind of clients do they serve? Look at what it is ... who their passion is and who they want to help. And, how long they've been in business and who the team is itself.
I just had a call this morning with someone and I was very honest with her and I said, "You know what? You don't need our services. What you need is this. Call me back in six months when your branding is solid and we'll see if we can consult and help." She didn't need us. Her market was not one where the social media was going to be heavy, where she needed heavy Google ads. She thought she did. I sleep better at night, I probably leave money on the table, but that's okay. I'd rather sleep better at night.
Just listen and be honest
Make sure that you listen to what it is your client is saying and hear where their struggle is. You'll hear the different areas where they need to grow and their long-term goal for their business. Also, be honest. Not every VA is going to serve every client's needs, and that's okay. Part of what is the brilliance in today's online world is you can do your part in excellence and partner with other Virtual Assistants who do those things too. There's many who specialize in graphics and video or WordPress and all these things that clients need, and you can help that as well. You can partner them or maybe bring them under you as you pay another Virtual Assistant as a subcontractor and then have that as a service for your client. That's how relationships and teams are built.
In the same vein of listening to the client, you want to interview each other. It's not just about being a good fit for them. Are they a good fit for you? What if they're a mean person? You're not a mean person; you don't want to work with them. What if your personalities are just different? Or what if they actually have a need that isn't what you specialize?
Don't forget to follow up
At the end of the conversation, the client may say, "Okay, well can you tell me what that would cost?" Give them a range. Say, "Other clients we have served, statistically are in range A to B." And then follow up and say, "I'm going to follow up with a written proposal in a couple days. Thank you so much for your time." And then follow up. Be honest. Give them a written proposal. Follow through in excellence. I under-promise and over-deliver. It is one of the things that has set us apart at Assistant Angel. I work really hard to over-deliver for our clients. That's why they're with us for so, so long.
Smile and have fun
When you're on the phone call with a client, they can hear a difference in your vocal cords when you're smiling. And now, a lot of times we have clients who do ZOOM video calls. It's pretty amusing. So you're on a live video like this, doing it when you're interviewing with a client, and it's pretty powerful. There's a lot with body language that you learn and you can see.
My encouragement to you is to not be overwhelmed when you are having that first meeting. Solve the client's pain point; make sure that you know how you are able to help them. Share your success stories. Do your homework and research the client. Listen to the client, their market and where they want to go and their vision and their mission. Always make it about them, not about you. Then be honest with what services you can realistically do and then follow up with excellence. Under-promise and over-deliver while you smile and have fun.
This is Angel with Assistant Angel. Follow these tips when you're having that first conversation with a potential client to discover how you can serve in excellence as well!