1. Having the right mindset to sell

Your mindset is the most powerful tool when it comes to selling. Here's how to cultivate the right mindset:

  1. Know Your Ideal Client: With your ideal client avatar, you should know exactly who you're selling to and who you aren't. Remember, the client doesn't have to consider themselves an executive as long as they want executive services.
  2. Build Relationships First: Sales are about relationships. Begin by forming genuine connections with potential clients. Even when you know they're right for you, they need to realize you're right for them. Only offer your services once you've established a relationship and earned the right to do so.
  3. Maintain Professional Hierarchy: Show respect for the professional hierarchy. This demonstrates that you understand who takes the heat when things go wrong - the executive, not the assistant. By respecting this hierarchy, you're not diminishing your expertise, but showing that you understand trust and privilege are earned.
  4. Believe in Your Value: If you think selling is bad, you need to shift your mindset. Believe wholeheartedly that your ideal clients need and want what you have. You're providing a valuable service, and your clients are fortunate to have you working for them. If you don't believe this, why should they?
  5. Reframe "Selling": Many VAs dislike the idea of selling due to negative stereotypes. Remember, this is your business - you don't have to be pushy or dishonest. See yourself as a gift to your ideal client because you're offering exactly what they need.
  6. Overcome Money Hesitation: Many virtual assistants feel uncomfortable asking for money. Remember, you're not simply asking for money - you're providing a valuable service that should be compensated. When working with ideal clients and providing exactly what they want, they'll be happy to pay you.

2. Setting up a call

The first call

When a potential client expresses interest, the first step is to set up a call or Zoom meeting.

Here's a template you can use:

<aside> <img src="/icons/mail_purple.svg" alt="/icons/mail_purple.svg" width="40px" />

Hello Mr. Smith,

Thank you for reaching out. I would appreciate the opportunity to speak with you, learn more about your needs, and let you know how I may be able to assist.

Please feel free to send me your calendar link or suggest a few dates and times (including time zone) when you are available to speak. Of course, if it's more convenient, I'm happy to send you my calendar link.

Best, Melissa

</aside>

Key points: