Virtual Assistant Forums | Work from Home

Administrative Partners · #1 (**permalink**) 07-07-2008

I just had my first prospect for the week and we had a great conversation. But for some reason, I'm not feeling that I totally sold her. Partially because she asked for references and secondly and most importantly, when discussed the price with her her question was, "Don't you think you charge a little much?"

I was completely floored. I did alot of benchmarking when determining my rate and have even been told by other VAs that I need to charge more. So basically I asked her why did she ask me that and she said because they used to hire temps at say (for example) $15/hr and pay the temp agency an additional (for example) $10/hr. I say so you paid $25/hour for someone who is not partnering with you to grow your business. Just getting paid to do stuff you don't want to do. Also, what is their administrative experience at $15/hour. I told her I was bring over 13 years of executive level experience, not to mention a MBA so I know what it takes to grow a business.

My sales and marketing coach asked me to write out my ideal client and one of the things I said was that they would need to appreciate my value. I'm not sure that she does. Her questions made me wonder and of course she asked for reference -- but she's admittedly a type A personally, which typically I like. She also might have a problem with the fact that I work a full time job as well. I usually don't tell people this, but she came right out and asked me, and she had quite a few questions about how I juggle it all.

I'm not sure if she is the right client for me. Has anyone ever dealt with anything like this?

SupportMyOffice · #2 (**permalink**) 07-07-2008

I think reference requests are common among people who have not worked with VAs in the past. They are still a bit leary of the industry especially with all the pyramid schemes and get rich quick sutff you generally see in a work from home environment. That is rapidly changing and I'm sure in time hiring a VA will not scare people but until that day, many want to hear from someone else that you're a good worker.

As far as appreciating your value, I'm not sure waht to say about that, except this. I've had two clients that worked me pretty hard. Both have some how bullied me, mostly due to my lack of confidence, into charging less than I desire and I hate it. On days when the work becomes tedious I resent my client for paying me less and I know eventually it will come to me asking for more money and/or firing the client. Stand your ground and if she asks you to take less I'd thank her for her time and move on. I wish I had done that, twice!

SAGreene · #3 (**permalink**) 07-07-2008

Hi Tamika,

I think any description of an ideal client should include their ability/desire to pay you your stated rate. You're a business owner with taxes to pay and all the overhead that goes with running a business. Employees of temp agencies do not have to pay for all the extras we do. There are studies that show that the true cost of an employee is actually 2.5 times their hourly wage. Not to mention the fact that a temp employee can be paid while they are sitting around twiddling their thumbs. We are only paid for time on task. So in many ways the comparison is between apples and oranges.

Your rate is your rate. The client does not determine it; you do. Stick to it and never apologize.

Olinda Services · #4 (**permalink**) 07-07-2008

It always amazes me that someone will spend $35 an hour for someone to clean their house or $60 per hour to fix their refrigerator but do not want to pay a professional $xxx to do their professional work. Go figure...

AwesomeAssistant · #5 (**permalink**) 07-07-2008

I don't think it's so unusual to ask for references and would freely give them. That's why we have testimonials on our websites, right?

Administrative Partners · #6 (**permalink**) 07-07-2008

Originally Posted by AwesomeAssistan

I don't think it's so unusual to ask for references and would freely give them. That's why we have testimonials on our websites, right?

It is. And getting references/testimonials was on my list of things to do this week, so really it was right on time I guess. The devalue part is really of most concern to me than the references.

lanelt · #7 (**permalink**) 07-07-2008

Regarding her asking for references, I think this is pretty normal. I could sell myself as a auto repair man but the truth is I don't know anything about a car other than that I need to put gas in it when it beeps and Joe (my repairman) makes sure everything is OK when I bring it to him to put on/take off my winter tires. So, the fact that she's asking for references to me is normal. I have testimonials on my website from past and current clients with a way that potential clients can contact them if they desire (a link to their website). I also know that I can pass on their information if I needed to. When I'm hiring someone I always either go to someone that's been referred to me or do my own research (look at their portfolio, research online, etc.). In my opinion, she's just asking you to point her in the direction of where to find out how great you are. And, honestly, if she's asking for you to provide references that's better for you because you are providing people that you know will give rave reviews as opposed to her searching online and finding something you might not want her to see (not saying there is anything like that out there but you get my point).

As far as her comment about your rates, I get that all the time. One of the last new clients I got her response to my prices was "I'm paying the current person 1/3 that rate". Honestly, I didn't reply to her (it was an in-person meeting) I just smiled and nodded. (A week later she fired that person and hired me at my rate.) I don't have to and won't defend my rates. Yes my clients could find someone cheaper. That person might do a very good job for them. If someone said to me "Don't you think you charge a little much?" my reply would be simply "No".

If my rate truly is a problem for someone and they want to work with me I will give them options for doing some stuff themselves to keep my hours down (thus their expense down). For example (I'm a bookkeeper so these pertain to that): I'll tell them that we can work on a joint effort for the work having them handle the billing and accounts payable and I'll handle the reconciliations and reviewing their work. More often than not if they go this route they will quickly start adding more work to my load lessening theirs and they don't flinch when they get my bill.

Donna · #8 (**permalink**) 07-07-2008

I don't have a problem providing references, I have one client that absolutely loves getting those calls and 5 minutes with her and there is no doubt that I will land the client. I recently contracted with a new client who needed me to work on a long-term project which is very specific and similar to the project work I did at my old job. I provided him with my resume and used my old boss as a reference. I did tell the potential client that I usually do not provide a resume or my old employer as a reference, but since the work was similar I thought it was appropriate. He never checked a thing, paid my rate and signed the contract! YIPPEE!

Blow your own horn and good luck!

Donna

cowgirlc · #9 (**permalink**) 07-07-2008

I can chime in here, when I first open my doors I would get that your rate is too high mess. And I gotta tell you, when you are trying to get that first client it was really hard to take the advise of my peers who instructed me to stand my ground. So now when someone questions my rate, at that point, I no longer want to consider that person for partnership. You see, now I look at prospect just like they are looking at me. They are trying to make a decision as to if they want to work with me. At the same time, I am trying to make that same assesment, do I want to work with you. Some people are just not the right fit. I perfer the client that has a sense of humor along with the ability to get down to professional brass tacks and go toe to toe with me at there side.

I work with just such a client, who values and respects that I am a business owner just like he is. We disagree at times, he will blow up if I make a mistake because that it his personality, yet in the same breath apologize. I in turn can go to him and say, you know what.....you're wrong here, and he will readjust his position. Then we also have fun working together, I'll tell him to get of the couch and quit watching those soap operas, and he'll shoot back 'but tracy is going to tell jake who the father is' (lol)

I say all of this to let you know that the right client is out there. Stab\nd firm on the rates you have set. Interview your prospective clients just as they are interviewing you. Know you're worth it.

Cynthia

Donna · #10 (**permalink**) 07-07-2008

Just to add to what Cynthia wrote: If you fill your time with clients that have an issue with your rate or do not respect your professionalism you will not have the room to fill your business with the clients that you want to work with. I have broke the bank trying, but I am finally getting the right clients and I see what the VAs before me are talking about. Hang in there, it's worth the wait.

Donna