Comments on: It’s Not About the Price

By: Hope Gamble

Hope Gamble — Thu, 26 Nov 2009 01:03:04 +0000

You are correct about thinking beyond price for a Virtual Assistant business. I had one of my mentors say that you should never give away your blessings, and another said that you should never undervalue your services. I am still learning about pricing especially when it comes to doing busines with friends

By: Janine Gregor

Janine Gregor — Wed, 04 Nov 2009 18:07:39 +0000

Danielle,

You’ve crafted yet another great post driving home how a VA should emphasize expertise rather than discounted value. You got me thinking first, when you posted regarding the detrimental use of a calculator and have reinforced this same thought here in this post.

As you know, in tough economic times, partnering with a VA is a great value as opposed to hiring an employee, which is often the reason a potential client will contact me initially. When we consult regarding fees, I’m thinking more about improving their current business and using that solution to close the deal.

Thanks. I find your posts very inspiring and thought-provoking.

Janine

By: Danielle Keister

Danielle Keister — Wed, 04 Nov 2009 15:40:00 +0000

Exactly, Stephanie! And I want to encourage you to think about that even further:

Clients don’t hire you for your expertise, per se. They hire you for what that expertise yields them in their business. Focus your message on how you improve your clients’ current situation (where are they trying to get to, what are they trying to accomplish, how does what you do help them achieve those things?) and you will see a dramatic difference in your attraction level and the kind of clients who are drawn to you.

By: Danielle Keister

Danielle Keister — Wed, 04 Nov 2009 15:32:05 +0000

That’s fantastic, Julia! I’m so glad to hear of your resolve. It hurts to lose clients (if only in your pocketbook) and you should always expect to lose some whenever you up your standards. But like you recognize, you won’t have room for your more ideal clients if non-ideal ones are sucking up all your space.

This may be repetitive, but I want to drive home a point about this for everyone else reading: If the platform on which you bring clients aboard is based on nothing but you being “cheap” and “affordable,” you will lose them the minute you up the ante because they weren’t there for anything else.

But the clients you bring in on the basis of the solutions you provide will stick around regardless of rate increases (which occur in every business) because they are there for the reaped benefits you bring them, not the cut-rate discount sale.

Stay encouraged through these wonderful growing pains, Julia. I promise it will reward you in the end!

By: Julia

Julia — Wed, 04 Nov 2009 15:18:40 +0000

Danielle:

Setting myself up as “affordable” brought me the exact negative results you are pointing out in this post. I plan on revamping my website message by 2010 and I already raised my rates in August, which resulting in some client loss. But that is okay, because now I am open to take on the new AWESOME clients that you predict. Hey, and I may even make some money in 2010. Thanks for sharing your expertise.

By: Stephanie

Stephanie — Wed, 04 Nov 2009 14:33:47 +0000

I have to agree with you. I really don’t want someone to hire me because I am “cheaper” I want to be hired due to my expertise in the subject matter.

We Virtual Assistants have to start thinking of ourselves as Experts, Professionals, and Business Owners.