SVA Forum

ScarlettVA · Posted: Thu Oct 07, 2010 6:09 pm Post subject: New member in Wakefield

Hello everyone, my name's Julia Scarlett and I'm in the process of setting up as a VA. I'm based in West Yorkshire.

So far I've yet to secure that first client for my VA services but I am currently on the books for a national magazine to do proofreading for their monthly mag and yearbook, which is nice. I may also be able to get some VA work from them though their budget is currently under negotiation, so fingers crossed.

Tomorrow I have my first meeting with a potential client - local businesswoman (a Pilates teacher) - who needs to focus on promoting and developing her business rather than doing all her admin. As I don't think she can afford very much at present do you have any tips as to how I should sell my services - I've not been able to give her a quote as she hasn't really told me what she needs!
I was going to emphasise the fact that she only pays for the time I spend on her business and much can be done in an hour/2 hours etc.

Do any of you have advice on how to play it? It would be much appreciated!

dawnjlane · Posted: Thu Oct 07, 2010 9:18 pm Post subject:

Hi Scarlett

Welcome to the forum and congratulations on where you are already with your business.

My suggestion for meeting your potential client is to to focus on the value your services will add to her business. If the client is a busy pilates training, she may need ongoing support and I would discuss what her budget is and suggest how you could, by doing X, Y, & Z, help release time for her to grow her business.

Personally I wouldn't look at trying to gain business by lowering your rates as it will be difficult to raise them later. If you think funds are a bit tight for her, initially offer her an intro discount of ??% for X months and then put your rate back to full price, reminding her the month before. By then she will have seen what you are doing for the business and will be happy to pay the full rate.

Good luck with your meeting.

Dawn
_________________
Dawn Lane VAcertified MAMS MInstAM
Your Office Online - www.your-office-online.co.uk
Virtual Business in a Box Ltd - www.virtualbusinessinabox.co.uk
dawn@your-office-online.co.uk
dawn@virtualbusinessinabox.co.uk

caroline · Posted: Fri Oct 08, 2010 3:02 pm Post subject:

Hi Julia

Sounds like you have some great leads - well done!

I'd echo what Dawn says, raising your prices is really hard once a price has been set... One really good saying is "If they can't afford you, you can't afford to work for them" because the time and effort a low-paying client takes up is nicking time and energy from you getting a high-paying client. Does that make sense?

Also look at her alternatives: she could hire a temp, she could ask a family member to help, she could cut back on her teaching to sort all the admin out. None are particularly attractive. I'd simply produce your set rates, start her off on a small project so she can see how easy and (frankly) BRILLIANT working with a VA is, and then she can decide whether or not it is good value for her business.

There are some businesses who literally cannot support paying a VA to do their admin, because their price structure is designed for the business owner to do it. It's up to the business owner then to decide if they take a hit or raise their prices so that the burden of the admin is not on their shoulders.

To give a very real example of this: I don't do numbers. In fact, if I did our billing or accounts or credit control the whole thing would end up a big fat mess. So I build an element of finance costs into our fees so that I can employ someone to do it. Now if I was charging bargain basement prices, there's no way I could afford to outsource that job. But there's also no way I'd still be in business. This is a very real choice that business owners have to make.
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ScarlettVA · Posted: Fri Oct 08, 2010 3:15 pm Post subject:

Thanks Dawn and Caroline. I had the meeting this afternoon and it went quite well - she didn't baulk at the price once I mentioned it.

She seems to be slightly like me in that she is a perfectionist and finds it hard to delegate, yet cannot fit everything in and find the time to develop new business ideas.
We have settled on a way to proceed so hopefully once she gets used to relinquishing control and sees that I do a good job there'll be more work coming my way!
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Julia Scarlett
Scarlett Virtual Assistance
www.scarlettva.co.uk
julia@scarlettva.co.uk

dawnjlane · Posted: Sat Oct 09, 2010 9:33 am Post subject:

Congratulations.

Hopefully, once you have worked with her for a while she will enjoy 'spouting off' about you and how you have transformed her life to her friends and you will find more clients coming your way.

Dawn
_________________
Dawn Lane VAcertified MAMS MInstAM
Your Office Online - www.your-office-online.co.uk
Virtual Business in a Box Ltd - www.virtualbusinessinabox.co.uk
dawn@your-office-online.co.uk
dawn@virtualbusinessinabox.co.uk