Finding the right clients for your business, means that you will need to market yourself and your VA business. The businesses you ultimately work with need to know, like and trust you – in the same way, it is important for you as the VA to know, like and trust your clients.
Identifying your Ideal Client and Niche
Marketing your VA business is basically relationship building – getting businesses to get to know, like and trust you. As part of your brand awareness you are allowing businesses to witness what you are all about, what you can do, what you help businesses to achieve and where you add value. Marketing is also about ATTRACTING the IDEAL client who has a NEED and WANTS your services.
Who Needs And Wants Your Services?
Well, you may believe, as many do, that all businesses need a VA!!!! However, it’s important to close the net and start to focus on specific businesses so that you have more of an opportunity to stand out from other VAs. This is where having a niche comes in.
Have a Clear Message
It is better to communicate a very clear message direct to certain businesses which connects with what their particular needs or concerns are, so that you can actually provide the solutions for those particular needs and concerns. In addition, it can cost you a lot of money trying to market yourself to every business, however, by having a niche, it means your marketing efforts can be much more cost effective, more targeted and consistent and achieve better results.
The majority of VAs launch after working with a particular industry and so choose this to be their niche, as they already have a working knowledge of the issues that clients in these areas face – BUT – I know this isn’t always relevant or right for you. Take me…. My background was over 22 years in the military, the military doesn’t use external admin support (apart from government contracts) and so I needed to think about the skills I had and niche that way.
You don’t have to niche on day one – it can help, but sometimes working with lots of people initially can help you determine the niches or the areas you want to work with (or not as the case may be).
Once you have a clearer idea, step into the shoes of your potential clients and think like them. What support would you find useful? What would you want your VA to know about you? What challenges and concerns do you have that a VA could create solutions and results to?
You could also do some research and find out from them what they actually want and need, because once you have identified these points you will then create the service that fits as well as a marketing campaign that creates awareness that you are the solution to those needs.
Don’t worry, identifying your niche can be a pretty hard thing to do, personally it took me nearly 12 months. So don’t let it stop you launching your VA business!
Next week – we talk about Mastering the Art of Sales.
Amanda Johnson of Your Executive Secretary Limited is a licensed Trainer of the VACT. If you would like to book yourself on the next Taster Session in your area then please click here or if you would like to book a free 30 minute breakthrough call then click here.