Obtaining New Clients

[VOAngel]

Could someone give me some advice/help please?

I am a qualified book keeper and with this skill and some good accountancy knowledge I wish to move these skills across to my VA business.

I keep hitting a brick wall with potential clients at the moment they are saying that they want it done at their premises they cannot see how it can be outsourced.

Has anyone else had this problem. It may be because I am approaching people offline at the moment whilst I get website planned, maybe I am approaching the wrong "type" of people.

Would be interested to know others thoughts please.

[kjmcculloch]

Ah Tracy,

The biggest and most often asked question, where do I find clients. If any of us had the answer I'm sure we'd be keeping it a secret.

I think the key is to understand your potential clients, their business, problems they face and their reservations to outsource. With most it is a fear that you'll lose their paperwork, or not do things on time or properly. You can combat this by joining a professional body like IAB, ICB or AAT. This shows that you know what you are doing and are trustworthy, and isn't much different from the payment you make to HMRC. Show them that you have professional indemnity insurance so that 'in the extremely unlikely event' that something was to go wrong they know theirs some sort of recourse.

What 'type of people' are you approaching? How are you approaching them? by letter? in person?

If you can give a little more information it will help us understand your situation and offer advice.

Kris

[JennK]

When I began many moons ago, I worked almost exclusively at the clients office. In fact, that was one of my selling points, the data/paperwork staying at their office. Three years ago I changed it around to working almost exclusively at home. I too wondered how I would get clients that would let me work from home. But, just by thinking that “I want to work from home” I have gotten clients that do that. LOL I know that’s not the answer you were hoping for, but they are out there.

The clients that let you work from your office generally are – home based and…

• they also work from home and don’t want to give up their computer time.
• they work onsite at their client.

While Im trying to take this to the virtual level and all my clients are local I do like to have a face-to-face meeting with new clients. This gives both of us a sense/feeling for the other person. Also attending local networking events helps you meet new clients.

[HouseGirl]

Although I'm currently located in a fairly rural area in the US I can feel your pain!

When I first began approaching current clients and potential prospects with the opportunity of cutting their costs by allowing me to streamline my services through the use of online payroll form filing most of them turned me down flat. They just were NOT comfortable with virtual services.

So we started slow. I offered the first filing free. I offered to train their employees on how to access their pay stubs and W2's online. I explained what the time and cost savings could mean to them.

And now, eight months later, I have several clients who not only actively use virtual options they actually prefer them!

So my advice is to just go slow. Make it worth their while to give virtual services a try.

Good luck! And best of business to you!

Leslie

[Tomekia Lloyd]

Hi,
I think JennK and I have almost similar stories. In the beginning, I took on clients who requested their work on site to build up my business. In the long run, some eventually turned virtual when they begin the trust my skill and professionalism.

Others turned out to be great credentials for my company when soliciting new clients. Why, because when soliciting new VIRTUAL clients, I think they automatically made the assumption that my original clients were receiving virtual services because that's what I was now offering.

Some other things that has helped me obtain clients were:
*I meet most new clients face-to-face first, because they usually come from the city I live in
*My company actually provides document pickup and delivery in the metro area, so my larger companies don't actually have to take the time to stop and scan documents to me
*I also offer to remotely login to their business computer, so all data files remain on their premises (They can always lock me out)
*Lastly, I cosign on the home based businesses. Because my niche is Startup, Foundation, and Growth phase businesses, many of them tend to work from home full-time or even part-time. So they are already confident that the same job can successfully be done from away.

[Business Cornerstone Services]

With something as important as other people's money there is no substitute for face to face contact, at least until you build a cast iron reputation.

Our company is just starting out and as we offer accounting services we are keeping it local and keeping it real by joining our area's Chamber of Commerce. It will cost us around $300 for the year and put us in physical contact with thousands of local businesses as well as allowing us a directory entry on a web site that gets over 2 million hits a year. Money well spent I think.

Just because the V in VA means you can work anywhere in the world doesn't mean you should ignore what is available on your doorstep.

[Tomekia Lloyd]

Just because the V in VA means you can work anywhere in the world doesn't mean you should ignore what is available on your doorstep.

I couldn't have said this better. I had to come to the same conclusion when first starting out and being offered awesome opportunities.

Do I turn down this business being handed to me or take the on-site work temporarily to build my reputation and secure my self-employment and build up to being completely virtual.

Someone wise once said, "you do what you HAVE to do now, so that you can do what you WANT to do later".

It worked for me.

[VOAngel]

Thanks so much guys for your insights ... if nothing else it lets me know that my experience is not a new one lol.

Currently I am meeting people face to face locally and seem to have a few hot leads at the moment so I will follow these up and gradually educate them in the virtual way.

I think that is that way to go for the time being.

Tracy

[Business-Bytes]

Hi Tracy,

I agree with the advice you've received so far. I might add that a great book, reviewed by Janine, has been one of the most helpful books I have ever purchased - and it's not expensive either (it was less than what was posted here after I used the link provided ). It is http://www.virtualassistantforums.co...eelancer-17071 and well worth every penny, and so much more!

[debw241]

Dear VO - you have received some really great advice! My advice to add in the meantime is to be sure to get your website up and listed on business cards to hand to your people. (How can you convince them you have a VIRTUAL professional business without it?) - you can do it the same day and then always tweak it. Go to my website www.debsprofessionalservices.c om - I did it on GoDaddy - they are inexpensive, easy to work with, and have LIVE 24/7 assistance. They have several other services available as well. They helped me out this weekend and I put their banner on my website on Saturday. Go to the bottom of my HOME PAGE and click on their blue banner to go directly to their site. Good LUCK!