Good morning fellow VAs,

How do you all close the deal, so to speak? My services are a bit different than most on the forum since I am a paralegal, so my target market is solo and duo practitioners. I have had several potential client calls and things seem to go very well. When we end the call they are usually speaking about talking with their IT department about the best way to facilitate transitions.

With my services, due to the heavy paperwork involved some of my clients prefer to use a remote login application to facilitate access for me directly. While I don't require this, I pretty much leave it up to them and their own personal preferences.

However, I have had several potential clients that seem to vanish into a black hole. I usually follow up about a week afterward, but some I never hear from again after the first call. So my question is what am I doing wrong?

Do you send them an electronic contract to sign and a first invoice right after the call? This is what I do and most interested clients will sign the contact and pay the invoice in about 1-4 days. They will be more committed once they have paid you some money because they will want you to do the work for the time they have paid for. For the clients who are unsure, you can offer to have them try out your services for a few hours. Once they see that you are reliable and do great work, they will probably give you more.

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Suzanna Kiraly
AbundantIdeas.com

I do not send them a contract after the first call, I do offer the trial basis if they seem to be on the fence. I don't know if the fact that I deal primarily with attorneys that makes a difference or not.

Jennifer,

I don't suggest giving away your time for a trial period. I believe that your testimonials, internet presence, expertise and the information you provide in the consultation should be enough to prove you can do the job well. If you say you can do it, they must trust that you can. Giving away your time IMO cheapens your services. Although, I know others will disagree.

Do you ask an attorney to work for free while you determine if his services meet his needs? The same should be honored as you are a business owner as well.

Any number of things can factor into why the deal is not closing and some of them may not be you. There will always be clients that change their minds and truly that is a gift because anyone who falls into the 'black hole' is not your ideal client. In fact, they may be a problem in the future.

I would start by evaluating your consultation that you give to each client. Do you have a new client welcome packet? I send this ahead of the consultation so that they have an idea of my policies and procedures. This eliminates any surprises during the call.

There is plenty to absorb on the internet about overcoming objections. So keyword this and see if there are any tips you can use. Here's one such article http://sbinformation.about.com/od/sa...objections.htm

I like to work with people who see my services as an investment as opposed to an expense and I use that word 'investment' in the consultation. So look at the words you are using during the call.

Find out what it is that they need help with. They are coming to you for solutions. Can yo provide those solutions without giving away the store?

Do you research these clients on line beforehand and notice issues that you can help them with. For example, if they use social media but only have 100 subscribers can you suggest and explain what social media can do for their business and offer ways to increase their subscriber-ship? (Just an example, I know you are in legal.)

Just keep going with whatever you are doing. Fill the marketing funnel with as many interested parties that you can. Those that come out the funnel will be those you work with.

Janine

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I did not mean a free trial , I meant paid.

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Suzanna Kiraly
AbundantIdeas.com

Jennifer,

I discuss what to do if a client misses a scheduled consultation in my RFP eBook and I wrote a blog here on VAF.

When a client doesn't follow through, I send a final email and I offer an example you can use here http://www.virtualassistantforums.co...sultation.html

Perhaps you can use the same email when a client falls into 'the black hole'.

Best,

Janine

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Oh no, maybe I wasn't clear. I in no way give away my time for free. My trial is basically a 30 day no contract obligation, but it is paid!

Janine - thank you for the helpful information. It is greatly appreciated. And while I do realize that I don't want every client I think starting out you tend to take clients that you wouldn't otherwise based on the circumstances. I started this venture while still maintaining a full time job. While the situation is not ideal, it was necessary. I just have to find the leap of faith point. I'm getting there rather quickly, but still not quite there. But I fear that the double duty is quickly becoming more than I will be able to handle.

I am extremely OCD when it comes to my work product and have to find the balance since I will not sacrifice my work product just to succeed temporarily.

Again thanks to you both. I absolutely love this forum, even though I am not strictly a VA the information is extremely helpful. Thank uou Tess for starting this amazing site for us all to learn and grow from each other.

Hi Jennifer, thanks for your sweet comment

I just wanted to add that learning to drive the conversation with your potential clients can take some time and practice. I think going in knowing as much as possible about your client, in advance, is helpful - you can provide information and frame your questions in a way that leaves the client with a very clear picture of how you will change their business for the better. Confidence of course is a big part of this - being confident that you can help this client AND that they are a client you *want* to work with also go a long way.

Janine's advice about following up is excellent as well!

There are actually a fair number of paralegal VAs on the forums and there are loads of VAs who started out exactly where you are (working full time during startup) so rest assured knowing you're in good company, and you'll get to where you want to be - just keep working at it!

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