If you are new to Virtual Assistance, or even if you are not, you may have noticed that a steady stream of clients don’t just appear from nowhere with large quantities of cash ready to buy your services.
But this doesn’t mean to say that they won’t one day! And if you are eager to take your business to “Square Two” and have tried a hundred different techniques and taken the advice from all the experts, but still you are struggling, then there could well be a few reasons why those roadblocks are in your way…
Reason 1: You Are Hanging With The Wrong Crowd
If you are keeping up with your social media – that’s brilliant, but are you interacting with the right groups and people? If you are a Virtual Assistant and you are lingering around other places where Virtual Assistants linger, it’s unlikely any potential clients will find you there (unless your market is virtual assistants of course). Get out into your market – find people of interest and talk to them, and limit the time you are with other Virtual Assistants.
Remedy: Try to spend at least 80% of your time in the virtual company of potential clients.
Reason 2: You Lack Confidence On The Phone
Simply – if you are on a call with a potential client then you have 1 chance to hook them in.
Potential clients are great at grilling! Asking lots of questions (understandably), and most of the time demanding immediate answers. If you are just starting out, then you may be hearing these questions for the first time, or you may not have yet planned or thought about what they are asking about. In these instances, never try and answer them off the top of your head. If you are being asked complicated questions, and you can feel yourself losing your cool, suggest that as part of your policy, and to save the client time on the call (because it’s limited and you want to cover a lot of ground) you take all the questions that they have down and you will answer them on an email, or suggest a more formal consultation if you are having an informal chat.
Remedy: This certainly goes for pricing and quotes – never give a price over the phone (unless it’s just your hourly rate), stay professional and say that to save time, and to offer a more thorough service you will issue an estimate with all the details on it within 24 hours.
Reason 3: Poor Presentation or Lack Of Simplicity
If you have a website which is un-colour coordinated, lacking in focus and organisation, is difficult to navigate or perhaps looks too “safe” (what I really mean is looks dull and boring) then this could be the cause of your lack of progress. The ideal way to know if your site is losing you clients is to check the “bounce rate” in your analytics. If it’s a high percentage it means that people are landing on your site and leaving in seconds.
Remedy: Your online presence doesn’t have to be complicated – just very smart, functional, professional, without any technical errors, and above all visually appealing to the “general” public. Check your bounce rate, then do a survey or ask your social media community what they think of your site, then decide if this is something you need to change.
Reason 4: You’re Too Impersonal
If you have a website which doesn’t have anything quirky or personal on it, and it just shows pictures of people shaking hands and typing on PC’s with the customary headset on, then you are not showing yourself as a real person — as a client once told me, “I like to see the whites of peoples eyes.”
Remedy: Try to add a more personal element to your business, a short video (but not one that you have scripted and are reading from a prompter), photographs, an audio or podcast – anything which says, “this is the “real” person you could be working with.”