Loading ...Dear Gritty VA:
There are more than enough prospective clients to go around in my target market, but not many (if any) are used to spending $40 an hour on a Virtual Assistant. They take one look and say they can get an employee for far less than that. How do I educate them? –MK
I think it’s important to help clients (and yourself) understand that employees and Virtual Assistants are two entirely different things–apples and oranges–and because of their differences, you can’t even compare employee wages to professional rates.
Put more emphasis on the solutions a Virtual Assistant offers business owners, and how Virtual Assistance is a convenient, cost-effective (not cheap) alternative when having employees is not an option.
Remember, the true value we offer is not in the tasks per se, it’s in the relationship and the fact that they have hired a skilled professional who is going to be working alongside them in their business and alleviating their administrative burdens on an ongoing basis.
Don’t waste effort trying to make square pegs fit into round holes. Your target market should be those who would most benefit from the solutions you offer.
If a company doesn’t need or want our solution, don’t spend a lot of time trying to convince them otherwise. In fact, sometimes a business just needs employees, plain and simple.
And don’t set your business up for failure by trying to be "affordable." One of my favorite quotes is "You can’t afford to work with those who can’t afford you."
Trying to work with business owners who don’t invest in their business or who haven’t properly capitalized it to afford the services they need can’t be your problem. Focus on those who understand value, who want and need your solution, and who can afford to pay your professional rates.
Steer clear of the employee comparision as much as you can. All that does is reinforce the idea that we are some sort of employee–exactly the opposite of what we intend.
