HI,

I have my first MAJOR potential client. I've sent her my business/proc. and I've given her my quote and she's stated by email that she is definitely interested in my services but would like to speak with me. I've scheduled a time, the problem is, I'm not sure as to what questions I need to ask her. I have the client intake form from the forms section of the forum but would really like input as to how to go about this consultation and or intake?

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Nekiwa Smith, OAVS
5 Keys to Profits

You want to know as much as you can about the client before the call. I carve out time to sit and peruse all their sites and Google away at anything that I could read and learn.

I take down notes about something they may have done or are working on now. I use this information during the consulation as an ice breaker and to show that I have a genuine interest in partnering with the client to grow their business.

The goal of the consultation call is to learn about the problems that the client has and then to provide solutions. Now, be careful how much information you provide because I had a consult once where I gave out too much info (lesson learned the hard way) and she went ahead and made all the changes herself as I suggested. So you don't want to 'give away the store'.

You want to gear the call toward the wants and needs of the client; not about you and what you want.

I am not sure what services your client is looking for but if she wants a website put up, I do ask if they have any samples of sites they like so I can get an idea of the complexity of the project.

I would ask her if she has any questions of you. I ask if she has any concerns working with a VA and sometimes I ask if they have worked with a VA before.

This is not an interview. You are evaluating the client as much as she is evaluating you.

After you finish, take a few minutes to write down things you might have said or have done better. This always helps me to make that next consultation better as time progresses.

The intake form is a good guide to use during the consultation.

Good luck!

Janine

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Congrats Nekiwa! We are new to the business as well but have noticed that during our initial client interaction it is best to write down all your questions initially so that you don't leave anything out. We also ask them where they found us so that we know what marketing tools are working and what aren't. Do you mind telling me where the forms section is on the site? I can't seem to locate it and think this may help us as well.

Thanks!

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Lauren & Melanie - VaVa Virtual Assistants www.VaVaVirtual.com

If you look at the top taskbar of the forms, you will a dropdown option, there you will see forms and contracts.

Thanks Nekiwa for asking a great questions and to Janine for providing some useful and relevant information for those of just starting our business. I am looking forward to my first consultation even more now.

Ask them if they have ever worked with a VA before and if they have any questions about the next step. Then, listen, make sure they do more talking and you do most of the listening.

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Wendy Harrison, www.wendy-works.com
Go virtual and you'll never go back.

I am gearing up to make my first couple of calls with potential new clients tomorrow so I will definitely all of this on board. A big thank you!

Thank you so much for the tips on where to find the contracts. We had a consult today and used the intake form. We are learning so much from this site and it's great!

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Lauren & Melanie - VaVa Virtual Assistants www.VaVaVirtual.com

Great question! I agree it is definately good to do some research on them first love "Google" - and use those key facts when talking - as well as let them do most of the talking and you do the listening - I did sales for a LONG time and if you get the potential client all the room to talk they will tell you what they need and want and you can use that information to close the deal on the contract.

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Patricia Loehn : Owner / VA
American Virtual Associates

Nekiwa,

How exciting! Congratulations and I'm sure you did a great job on your consultation. Give us an update!

Lisa

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Lisa Duffy
www.24HourVP.com