Your Competition Can Help You Grow Your Virtual Assistant Business

Looking to build your VA business fast? You might just want to get to know your fellow Virtual Assistants. Yes, “the competition“. If you haven’t noticed already, the VA industry is a world its own unlike any other.

VAs have forged their own online community- one that you’ll want to be part of if you’re going to give your business the best possible advantage. Virtual Assistants are, by nature, supportive people (go figure!) and not just when their pocketbooks benefit from their contributions. In general – and to a surprising degree- they are more than happy to offer advice and save newer VAs from learning some of the toughest lessons the hard way. VAs also like to pool their knowledge and share helpful resources, understanding that by strengthening the industry itself, they all benefit.

A great way to connect with other Virtual Assistants is to join a forum made for VAs by VAs. Personally, I like <a href=”http://www.virtualassistantforums.com/. It’s free to join and offers a tremendous amount of information, resources and support.

VAs also frequently work with each other, either assisting with overflow work or teaming up on larger projects that they wouldn’t be able to take on by themselves. They also refer prospects to each other, if a task is beyond their area of expertise. Of course, to use this strategy with your own business, it helps not to be a stranger to other VAs. They’ll want to feel familiar with you and trust your work ethic before teaming up or referring their own clients to you.

So get to know your out-of-office mates. You’re certain to benefit from the experience, and you’ll probably make some great friends in the process!

Use JumpUp to Boost Your Business

I was really excited earlier this month when JumpUp asked if they could spotlight my business on their website. My feature just went live today and can be viewed at http://www.jumpup.com/spotlights/rosanna.

More importantly, though, is that JumpUp is a free small business resource that can provide you with invaluable information, resources and advice on some of the toughest aspects of running a business. It also allows you to network with other small business owners who have been through a lot of the same things that may be going on in your business today.

Whatever stage your business is in, whether you have questions about funding, marketing, choosing a name, creating a business plan, or any one of the myriad of issues that they cover, you can find a ton of information and ideas on just the topic you’re looking for.

Are You LinkedIn?

As you know, I am big on networking — and for good reason. It works. When it comes to online networking, there are a lot of great options available. From time to time in the weeks ahead, I will be filling you in on some of my favorite online business networking sites.

LinkedIn is a very popular site that is powerful yet easy to use. You will find some of the most respected names in business networking there- a testimony to the value of LinkedIn.

Start with a free membership that has plenty of functionality. Connect with your existing clients and contacts — and develop new ones as well. LinkedIn allows you to search your existing Outlook contacts to identify people you aready know who are also members of LinkedIn. With just a couple clicks of the mouse you can invite them to join your LinkedIn network. You can also invite people who aren’t yet members to join and link up with you.

LinkedIn also allows you to ask questions to your network, fostering a collaborative environment that can be so beneficial to your business. On the flipside, who knows, you just may have an idea that can help one of your contacts or a member of their network. LinkedIn offers you a place to really shine and show that you know your stuff!

As you know, it is all about visibility when it comes to running a VA business. The more places you can be found online, the more avenues you have to finding new clients.

Get Out to That Next Business Mixer

I love networking mixers. Almost enough to order a bumpersticker that says so. If it has been a while since you have been to your last business networking mixer, now is the time to plan for the next one that you’ll attend. If you have never been to one, you’re really missing out on some phenomenal opportunities for your VA business.

Networking is important. Virtual Assistants are often good at networking online, but face-to-face networking should be equally important to you. Business networking mixers are great because you get to meet other professionals in a relaxed and casual environment. You will be amazed at the phenomenal contacts you will make at a mixer.

A lot of overstressed business owners and professionals have never heard of a Virtual Assistant, much less considered the benefits of teaming with one. It’s a great opportunity to introduce an option to them that can have an exponential impact on their success and dave their sanity at the same time. And by building a professional relationship with the businesses and people in your area, they develop a favorable impression of the VA industry.

If you are looking to get all you can out of the next business networking mixer that you attend, you may want to try the following:

Offer your hand. Not sure how to start up a conversation with the person next to you? It’s simple. Initiate a handshake, smile, look them in the eye, say hello and introduce yourself. It really is that easy. Be happy. Be enthusiastic. Be yourself (unless you happen to be neither happy nor enthusiastic, in which case you should be anyone but yourself.)

Bring plenty of business cards. Pass them out to everyone you meet. Don’t be shy. Going without business cards is like going without pants — and every bit as bad. When you hand someone your card, ask for theirs if they don’t immediately present it.

Dress conservatively. Many mixers are casual, but you still want to appear professional. This is not the time to show up in cut offs and flip flops. My advice is to dress in “business” or “business casual” attire. People will make judgements about you before you ever meet them, so make sure that you appear to be someone that they can benefit by knowing.

Engage the other person in conversation about their business. It’s easy to keep the conversation going when you ask someone to talk about themselves or their business. What do they do? What do they love most about it? What are their challenges? How is business currently? What is the next step that they plan to take? Pay special attention to everything they say because you will learn specifically how they could best benefit from your services.

Share what you do. Chances are, when you say that you are a Virtual Assistant, a lot of people will ask, “What is that?” What a great opportunity to share how you partner with other business owners and busy professionals to help them leverage their time and increase their productivity! Open their eyes to the possibility of what a VA can do for them. If they seem interested in working with you, schedule a time for an initial consultation.

Follow up with the new contacts that you made afterwards. Now that you have a stack of business cards from all of the people that you met, don’t just let them sit in a drawer collecting dust. Give them a phone call, send them an email, or mail them a card and let them know that you enjoyed the opportunity to talk to them at the mixer. They will be impressed with your initiative and will be reminded of the services that you provide.

So look in your local paper, call your chamber of commerce, read your local business publications and find out when the next business mixer is being held and make plans to attend. You will be glad that you did.

Creating a Client Referral Program That Really Builds Business

It is quite possible that there is no better, more effective method of advertising than referrals from your clients. They have experienced firsthand the value of teaming with a Virtual Assistant, and their respected word and opinion almost instantly propels you into a “trusted agent” status with the associate whom they are sharing the benefits of a VA with.

Think about it. Others see your clients’ success and satisfaction, and they naturally start to want that for themselves. Once they hear about your services, they are many times more likely to sign on with you than the average prospect who just happened upon one of your advertisements. They have already been sold on your service. They just need a place to sign.

Referrals are tremendously powerful and offer your business a chance to grow like no other, but there is one significant caveat. If you don’t ask for them (and do so properly), you are never going to be able harness their full potential. Creating a referral program is a great way to do that. By incentivizing your clients to provide their glowing testimonials of your services to others, they will actually seek opportunities to spread the word about you!

Here are three tips for developing a business building referral program:

The incentive should have real value to your clients. Now, this doesn’t mean that you have to break the bank, but you should offer something that is substantial enough to sincerely reflect your appreciation for new business directly resulting from their referral. My experience is that a discount or credit to their account works best.

Make sure your program results in new business from both the referred party and the existing client. It is quite obvious to focus on the first part, but if you leave out the latter, you are missing out on half of the benefits of the referral process. A good way to do this is to offer a discount that will be credited towards the referring party’s next invoice. This encourages your referring client to continue to find new ways that their business can benefit from your expert service.

Announce your referral program in a variety of ways. Telling your clients about your it is not a one-time event. Send them postcards periodically to remind them of it (Personally, I favor VerticalResponse to do this). Post it on your website. Mention it in your email newsletters. Include a brief reminder about it on your email signature with a link to your website where they can get full details.

Starting a referral program was by far the most effective business building strategy for my business. I was amazed at the response and the enthusiasm of my clients to refer their friends, family and associates to me. The benefits have greatly outweighed the costs, and I couldn’t have gotten the same results from spending the same amount on other forms of advertising. Of course, other methods of advertising have their place, but a referral program is at the top of the list for me.

Finding New Clients

Most aspiring VAs have a common question. “How do I find clients?”

Fortunately, it isn’t as difficult as it seems. However, it does take work and time. Here are a few strategies to help get you started:

Set up a website. Make sure that it is easy to contact you through your website, too.

Network, network, network. Tell everyone you meet about what you do.

Start a pay per click advertising campaign.

Try websites like www.guru.com, www.elance.com, www.genuinejobs.com, www.ifreelance.com, etc. to help get you started.

Ask professional contacts for referrals. A referral from a trusted peer is the best type of advertising!

While building a clientele base doesn’t happen overnight, you can grow your business effectively by being proactive. It’s all about finding new ways to promote yourself.

Building Your Professional Network

Creating your own group of peers and professionals is a great way to ensure your success as a virtual assistant. One of the most popular pieces of advice for new virtual assistants is to network everyday. Unfortunately, it often appears to be one of the least practiced- and to the detriment of many a new VA! Perhaps it is too vague for many to put into action effectively. Let’s explore this networking notion a little further.

Networking is beneficial for several reasons. First, it can provide valuable leads for your service. You may be wondering why else would someone network? If you are only looking for business leads, then you are sadly cutting yourself short of the many benefits that networking has to offer. When you form relationships with your peers in related industries, you are bound to have an incredible collaborative knowledge base at your disposal. You can bounce ideas off each other, ask for and give advice, team up on large projects- not to mention form some of the best friendships of your life.

Sounds great, I know. Perhaps this is where I should mention there is a small catch- it doesn’t work overnight. Networking is about building relationships. We all know that takes some time and attention. Frankly, this is where many would-be networkers drop the ball. They talk to a few people and ask for referrals (good start) but then never talk to those people again. I would much rather refer someone I actually know, as opposed to some stranger that came up to me one day and then disappeared forever. To be effective, you are going to have to stay in touch with the people you have chosen to network with (and perhaps even refer them to someone you know).

And who shall these people be? For your inner circle, you should choose a few people from your industry to network with. They will help you to run your business more effectively, and they can sometimes even contract some of their overflow work to you. Most importantly, they have succeeded in establishing their businesses and will have a certain earned wisdom that they may be willing to share with you. While you are looking for peers to connect with, it may not be a bad idea to find a mentor, also.

You will also want to include others from a related field. These people will not be your competitors but will understand your industry enough to be of value as well. You may enjoy reciprocal referrals (you refer me and I’ll refer you). For instance, if you know someone who owns a print shop, you can refer people who need business cards. They, in return, may be able to refer you to professionals they know who could use a virtual assistant. It can really become a symbiotic relationship.

Since networking is an ongoing process of building relationships as assisting one another, it should become part of every day. Mention what you do to everyone you meet and strike up a conversation with- that person in line ahead of you at the grocery store, next to you in the waiting room, the new neighbors that just moved in down the street… everyone! You never know when you will run into someone to network with!

Hopefully that takes some of the mystery out of beginning to network. Volumous books could be (and have been) written on the subject, but I hope this is enough to get you started thinking about building your professional support network. As I always say, there is no time like the present!