When first starting your Virtual Assistant business, it’s likely you won’t care too much who your clients are, what they do or what they need support with.
You just want the work!
As time goes by, you’ll start to see your client base grow, your income stabilise and you’ll inevitably start to realise what type of clients you prefer working with. Their industry type. What tasks you enjoy doing, and those you’d rather ditch.
If you’re just starting out, it’s important to see new clients come in and your income levels increase.
So don’t worry too much about finding the ‘perfect’ client.
However, it’s a good idea to start thinking about who that might be. Some questions to consider would be:
- Do you prefer working with large corporations or small businesses?
- What is your area of expertise? Even if you’re a general VA, what tasks do you feel you excel at?
- What tasks do you enjoy doing the most?
- What industries do you have experience or an interest in?
- What industries would you like to work within?
- What skill would you like to focus on to offer to clients?
Then as your business grows and you feel you can start to be a bit more selective, you’ll have a better understanding of who you want to work with and what you want to do.
If your business is already established, take a look at your existing clients – overall, have they chosen you or have you chosen them?
Are you still working with clients you’d rather not? Or are the majority, if not all, of your clients an exact match to you and your skill set?
If they are, then you’re already on the right path to an even more successful business.
Because, working with clients and within industries you enjoy is by far the best way to deliver work to a consistently high standard, retain happy clients, and have better personal wellbeing.
However if you aren’t working with your ideal client – stop battling away with difficult or ill-fitting clients, undertaking dull work, and ultimately losing the dream you once had for your business.
Instead follow this simple plan to attract the type of client you want to work with and how you can seal the deal.
Review your website content and ensure it talks to the type of client you want to work with.
All too often website content can be too general.
I know I’m guilty of it with my own VA business website. As I’m now steering my business in a different direction, I’m looking at my new website content with so much more scrutiny.
You should too.
Objective number one is to ensure it talks to the people you want it to talk too.
Okay it may mean you lose website traffic instantly, or more likely won’t get as much traffic. But the traffic you will get – those who do stick around – are targeted visitors.
They’re interested because what you have to say resonates with them.
The result? Higher conversion rates.
So figure out who your ideal client is.
Do you want to specialise? If so, you’re website copy should be written with that specialism in mind – bookkeeping, copywriting, Excel spreadsheets, social media marketing, WordPress website development …
Do you want to work with a specific type of business owner? If so, you’re website copy should be written to that specific business owner – small businesses, large corporations, independent consultants …
Do you want to work within a particular industry type? If so, you’re website copy should be written to target that industry – financial, tourism, not-for-profit …
Before writing a word, visualise your perfect client.
What is she like? How does she talk? Does she relate to jargon or straight forward talking?
Then appeal to the emotional heart first, the logical mind second.
What are her stresses? Worries? Needs?
Answer these questions in your website copy.
For example, say she’s looking for an expert in social media management. Rather than state she will get one hour of your time per day researching relevant websites, finding appropriate articles and broadcasting via her social media platforms – like everyone else.
Tell her what that will mean to her – she will have increased engagement via her social media platforms. She will have greater opportunities to steer potential customers / clients to her website, etc.
Telling her what the results will be with you working alongside her – appealing to her emotional side – you’re much more likely to attract her to your website and more importantly to your business.
Keep logic out of it until she’s nodding along with everything you have to say.
How you understand her business needs. How you understand her industry type. How you understand ways to free her up time so she can concentrate on the tasks she should be doing.
Even though you can’t see her, she will be nodding with you if you know her inside out. If you visualise her before writing your copy.
After all of this the likelihood is she will want to work with you regardless of price (within reason) because you ‘get’ her.
She knows she won’t have to spend too much time explaining her business, her needs. Instead she’ll have peace of mind knowing her requirements are being taken care of, professionally.
Create a sense of urgency and / or immediacy by offering something of value.
With all the hard work you’ve put into your website content, don’t allow your site to be closed down without some kind of action taking place.
You know your ideal client. What can you offer them of value that will allow you to capture their contact details?
Think about an information bulletin they can download for free that’s of value to their business type, or to the service you offer that they need.
Or perhaps offer them a time-limited free trial of a service that’s relevant to them.
Whatever it is, don’t let them leave with you being able to contact them again. They may not be ready to speak to you today, but that doesn’t mean they won’t be sometime in the future.
Follow up. Follow up. Follow up.
Now you’ve captured details, it’s important to get them to convert. It’s time for you to ‘seal the deal’.
Using providers such as Mailchimp, Aweber and Constant Contact, stay in touch with these hot leads.
Give them content they want to read. Valuable information they can use within their specific business type or industry.
Use the 80/20 rule – 80% of the time give good quality content. 20% of the time, promote you and your services.
By thinking about your ideal client, writing your website content with them in mind, appealing to their emotional needs over their logical ones, and giving them something of value, sealing the deal should come easily with a little commitment and perseverance at your end.