This was a question asked on a VA forum. The new VA had suggested she might go cold calling and wanted suggestions on what to do. This is my answer to her.
I would recommend, that rather go out and doing cold calling, you actually spend time meeting people and getting to know them. Networking is what you want to do, rather than recruiting. Networking is about meeting people, getting to know them and their needs, developing relationships.
If you don’t already know a number of business people you can let know what you’re doing, then find out about local networking groups where business people meet together, whether formally or informally. Take an interest in who they are, what they do and you’ll find they will return the favour. And if you make sure you turn up regularly they’ll get to feel they know you and trust you and will not only ask you to assist them, but will also refer you to others.
Over the years the most successful way to get a client has been through word-of-mouth (otherwise known as WOM Marketing) and you’ll find business people the world over say the same thing.
If you don’t know of any business networks, then start thinking about the people you meet/see regularly. If you have kids then this might be through a nursery, playschool, kinder, school, college, i.e. the parents – what do they do and where do they work? Or it might be a sporting club, gym, church or anywhere else. Be engaging – get people talking about themselves. Because it’s through that, you learn about their needs and eventually (hopefully sooner than later) you’ll be able to show them ways you can assist them.
Hope this helps.
Sharon Jones says
Hi Kathie,
Wow.very helpful. I’ve tried a few tutorials from your blog. thank you friend.
Cheers-
Sharon.
http://www.personalassistants.us
Manisha Patel says
Hi Katie,
Thank you for good suggestion. Being a VA, I would like to suggest that it would be a good idea to meet Previous employers too will help in recruiting more clients. Also VA would require strong online profile in order to attract more clients towards his business. What do you suggest?
Kathie M Thomas says
In meeting previous employers, I guess you mean letting them know what you’re doing, in case they can outsource work to you? That’s a possibility, some will be open to that and it is a definite possible source.
Re strong online profile – that takes considerable time to do as aging of the site comes into it, plus your presence through social networks, online groups and so on. Certainly not something a brand new VA can have straight away but something they can work towards and have in their game plan for their business.
Yvhes1104 says
Interesting points. Indeed WOM is the most common way ti find clients. In my own experience, after I work with a client, I always ask him his feedback and he will say “I would definitely hire you again should I need again some assistance” or something like “thanks for a job well done, I would definitely recommend or refer you to my friends who are also needing such service”.
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Yvhes1104
Virtual Admin Assistant
Kathie Thomas says
Yvhes, I hope you are getting clients that a much longer term than one-off jobs. I’ve had clients that have been with me for between 5 to 11 years and more. It is my existing clients who refer me to others, not because they would ‘hire’ me again (as we have a continuing working relationship so of course they have used me over and over and over again) but because they believe I add value to their business and they would like to see the same for others they know in business.
virtualsecretary4 says
In this business it really pays to be patient. Acquiring clients is not an overnight process let alone if you are still starting of.