Over the past few months, I have met several potential clients. I handed over my business card, explained to them what I do and even spoke with them over the phone and online. Still, they don't get it. They just don't get the concept of someone working in such a capacity from a remote location. Two of these potentials actually offered me work. However, they were insistant upon me working from their offices. I don't know what to do. What can I do or say in passing that would better explain the way we as VA's work?

One of the very best approaches to this issue I've ever come across was in a blog post by a VAF member Virtual Assistants Have an Identity Problem - Your Virtual Wizard

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i have a 'how to work with [me]' flyer that I hand out to potential clients. It explains how as a virtual bookkeeper I can interact with clients and never step foot in their office. Something similar may work for you, as well, with information about your services and how it works 'virtually.'

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Lily Chambers, The Virtual Office Goddess, LLC
Author "How to Do Your Own Small Business Bookkeeping"

If you break down what you do in small increments, people will begin to understand. If you explain what you can do for them as opposed to explaining the PROCESS of what we do, this helps people to visualize the work.

So if they are a realtor, you can say, "I take the listing photos and insert them into websites like Realtor.com" or you can say, "I prepare tax returns in 2 hours" or "I create sign-up boxes on websites so you can receive free downloads."

Think in terms of 'Have you ever'...so when they ask you what you do, you can say, "Have you ever tried to upload a photo realtor.com? That is the work that I do."

Explain what you do in small pieces not how you do it.

Once you have their attention, then you can elaborate on the how you do it part.

It's just a matter of getting their attention. If it applies to their businesses, people will listen. The glazed-over look comes when they can't envision what you are telling them.

Don't bother explaining the virtual part...that can come later.

Janine

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New VAs: I personally recommend Become A Virtual Assistant to Get Started!

LOL! I had to laugh as I am beginning to experience the same thing! I'm just starting out but I'm getting that "deer in the headlights look" also. Could it be that they don't understand the technology to accommodate all this exists now?

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I thought it was me that everyone gets that "I don't understand how or what you are doing" look, but the idea of breaking it down into small job descriptions may just do it.
The forum always has good tips.

Tina
Virtual Assistant Services

As I attempt to break into a small mom and pop environment I am bracing for this. I have tested the concept on some and have no issues. I know that explaining what I can do and how I do it will be a learning curve for some. I think the idea of breaking it down into a flyer is actually excellent. As I type this I think I will add something like that to my website to show how the work flow can occur etc. It may be better than the standard Virtual Assistant definition.

Having gone through the "deer in the headlights" scenario frequently, these days I introduce myself as a Freelance Executive Assistant - those three words they understand. "Freelance" that will save a lot of money "Executive Assistant Sure could use one.

I'm not 100% virtual as, working locally, I will meet to go over a project and brainstorm occasionally and will also go in initially (as is suits my schedule) to organize an office, set up systems and procedures. Once, and if, I then have their attention we can get into the "mostly virutual" aspect. Having laid the groundwork, the "virtual" part is easier for them to understand and more palatable.

Lynne

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The Wordpro Wizard
www.wordprowizard.com

Thank you all for this info I am having the same problem with explaining my services to potential clients. And I having an even harder time trying to find potential clients I'm about to take a more aggressive approach to this.

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Sierra Davis
Airra Virtual

I experiences the same thing, what I do now to get pass that, I have off site prices and on site prices. Each work with retainer and non retainer jobs, onsite prices are higher because I use my car to get to and from the location. It is explained in the retainer and non retainer agreement that if onsite is chosen the price is more than my per hour fee. Onsite agreements must be paid in full before the work commences.

Off site is in the comfort of my own office, I tell them advantage of that also, but the final decision is theirs. They are business owner out there that still don't know about the Virtual Assistant Industry. Some owners think we're temps and not business owners.

I worked with one gentlemen onsite, when I arrived, I was dress like a business professional. He looked at me and asked, "Why are you dressed in business attire", I in turn told him, "I am a business owner, the way I dress also reflects upon my business." I worked that month in his office, the next month his bill was lower and I was offsite in my office working for him in my robe and my curlers (lol)

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Phyllis L
UNIQUELY40, LLC
http://www.uniquely40.com

Another approach would be to use the words Independent Contractor or Off Site Service Provider. Most people understand and have heard of ICs and OSSPs. This comes in handy when you are dealing with people locally. By using the flyer or brochure method you will also gain their interest.

There is some valuable information that has been provided by some great folks.

Let us know how your next meeting goes
Andrea~

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Action Jackson Virtual Assistant|

I agree with Andrea. I use the words "Independent Contractor who provides your admin/office business support from an off site location, thus helping you from overhead expenses and employment related responsibilities..." a lot.

Sometimes I use the word "Outsourcing" too.

Now that I use it more and more, I no longer sound like rehearsing scripts. It just comes out naturally, and the phrases come out (slightly) different each time.

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-Jean
Simplify it, delegate it.

At the advice of some VAs on this site, I added a brief description of a VA & the services I offer on the back of my biz card. Only two people, of all the people I've talked to, knew what a VA is. But this is good news! Yes, the time we take today, to educate people about what a VA is & does will make the way easier for those that follow, but it's great to be on the ground floor of a fairly new & growing industry!

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Lezly Harrison
Laserdog Productions - Code that Doesn't Bite

Thanks for the great tips! My family still don't get it. I like the tip of using "Off site service provider". Think I may use "off site administrator".

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Shelly Lipe
Efficiency-HQ

I also think different areas are more in tune with VAs. I say this because when I read comments from areas outside my area they seem to just have to concentrate on getting clients not educating them. Maybe I'm wrong but that is my take.

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TINA LONGO
TOP PRODUCER CERT. PROFESSIONAL