Virtual Assistant clients really only want to know two things: what you can do for them and how much it will cost them.
It’s pretty easy to make those decisions in your VA business, so that you can tell them how you can help and what the fee is.
But to make a real difference to your clients, you should also be learning as much as you can about them.
Learning about your client’s business will give you insights that are very helpful in getting a complete understanding of how their business runs – and in turn, how you can support them better.
It will help you to understand your value – what working with you will mean to them/their business – and then you can articulate that clearly to them in your marketing and your conversations.
Note that in order to do this research you will need to choose a target industry (or market or group). They will have similar answers to all of these questions, and that helps you to make your business decisions for a group, instead of for each individual client that comes along.
Here are 8 things you should learn about your clients, and why each is so important to working with them:
1. Who else works with them?
Are you their only outsourced staff? Or do they work with other contractors? If you are the only person they are paying to do work, they might not have perfected great communication with others who help them. Or, maybe you’ll have all of their attention because it’s just you and them.
2. What kinds of clients do they work with?
Knowing who their clients are helps you to understand the people that pay them to keep their business moving forward. Is it a stable/viable market with plenty of leads for them? Or do they work with just women? Moms? Businesses? Being able to identify with their clients can also make or break your enjoyment of your daily tasks.
3. Where do they find their clients?
You need to know what they do to find clients – do they struggle? Do they have a steady stream of prospects? Do they market their business or services well? A client who struggles to get clients may be challenging to work with, or always second guessing your invoices. Finding stable clients with a thriving business is essential to your success too.
4. How do they work with their clients once they sign them?
What do they do with or for their clients? Knowing this can help you determine if there is more support you can offer. If they require paperwork and scheduling and payment collection, is that something that you can offer as a monthly service to manage for the client?
5. How long do their clients continue working with them?
Do their clients come and go or do they work with people long term? If a client is constantly trying to find new clients there may be ebbs and flows of them needing your help. Strive to find clients who need ongoing help each month to keep your task list growing.
6. How much do their clients pay them to get their help?
What level of investment do their clients make to work with them? The more they make, the more you can make. Again it comes down to budgets and money, but if the client doesn’t have enough money to pay you, that’s when you may run into things like late payments or non-payment. It also helps you to realize their viability as your client (can they afford you?)
7. Where does the client hang out with their own colleagues?
Where do they talk about their successes, or what they are struggling with? We do that with our colleagues, in a place that feels safe and supported. Your clients do too. Knowing where they connect with others that do the same thing they do (like a Facebook group) is good information. If you can join that community, maybe you can even help others like them.
8. Who does the client learn from to build their business?
This is an important piece of research to do as well. If a client is working with a business coach or a marketing consultant, you know that they are committed to growing their business. It helps you to keep up on the latest trends in their industry to grow with them.
How many of these things do you already know about your clients, or prospects that you are connecting with?
Knowing the answers to these questions helps you to shape your services, figure out your rates, and fine-tune your service offerings so you become the go-to person to support them.
Your clients want to know two things: what you can do for them, and how much it will cost them. This research helps you answer those questions with clarity and confidence.
What You Should Do Next:
If you need some help figuring out more about who your clients are and what they need, The Virtual Circle is where you should be.
TVC is a small group of professional VAs who are getting things done in their business through weekly support and training. It’s a low cost, high-value coaching alternative to private coaching.
If you are struggling through your VA business at all it’s time to sign up. Your investment of $129 can translate into clients in just ONE month, because we will help you set up your plan and take those daily actions. Let’s go!