There is one very simple way to land the client of your dreams: Be the virtual business person of their dreams. You may be sure you already are… But how do you let them know that you are out there, waiting for them?
Act; don’t wait! It’s up to you to provide openings for contact.
Here are ten proven ways that have worked with wild success for other virtual service providers:
Referrals from Happy Clients
This is one of the best (and most common) ways to land the client of your dreams – but what if your clients (though apparently happy) do not refer or recommend you; let alone provide you with testimonials?
A little preliminary but focused research shows there’s one overwhelming reason why apparently-happy clients don’t recommend you…
- You didn’t ask them to do so
This usually happens because people are too shy to ask for referrals (and yes: Women have this problem much more noticeably than men). They feel awkward. They are afraid the client will say “no” – this is usually baggage from childhood, which will treacherously surface at times, even in the most sophisticated professional. And they don’t know “how to do it”.
Here are some virtually painless ways to ask …
- Ask your client whenever you make any changes for your website. And ask directly, like this: “I’m updating my website and I’d really appreciate it if could provide a recommendation/give me a testimonial/update your testimonial.
- Put it on your business card. Something like: “Your best thank you is a referral” or even “Recommend me to your friends and associates.”
Put it on other literature too – for example, on your website, flyers or bonus reports. - Ask permission to post unsolicited referrals. If a client emails you praising specific services, thank her and ask if you can post her comment on your website (or elsewhere).
- Use a web form. Sometimes people (meaning both you and particular clients) feel more comfortable with “impersonal” requests, such as a web form saying: “Happy with my services? Please recommend me to a friend” – then include a field for contact.
The big caution with this format is that people often mentally don’t “see” this type of component – rather, they see it every time so much, they become used to it.
You also need to position it in the most natural-feeling (and highly-visible) spot on your website: Not somewhere down at the end of your site copy, under the fold.
By all means include a form like this but also ask for personal referrals. Remember: The more personalized and personal the referral, the more effective it usually is.
The important thing is … just ask! Ask and keep asking and then you will land the client of your dreams.
Maintain a Blog and Post Regular Client-Targeted Articles
If you write “just for your perfect client”, using keywords she is likely to search with, you are more likely to catch her attention and impress her with your mindset, knowledge and expertise.
After all, how can you land the client of your dreams if she has no idea you are out there?
Click here to watch “Does Your Website Need a Blog”.
Join or Create a Virtual Professional Networking Group to Land the Client
As an online service provider, you are seriously missing out on networking opportunities people in the “real world” experience every day. Not only does creating or joining a networking group for your specific type of online service provider give you that social interaction and spark ideas, it can often be a great place to springboard client connections.
For example, if you are in a Virtual Assistant Group, but you specialize in podcasting while another member specializes in video creation, you may choose to hand off a client who really wants a vodcast (video podcast) or a video as being more suited to her services than yours.
Ideally, she will reciprocate when approached by someone looking for podcasting help by recommending you.
These type of networking-group recommendations happen more often than you may think. It’s not unusual to get this type of email as a result:
Clearly Identify the Client of Your Dreams
Before you can land the client of your dreams that is right for your business, you need to know exactly who it is. And if you find yourself quipping, “someone who pays”, you are in trouble (or heading there at top speed).
First, you need to know how much you want the ideal client to pay. If you are swamped with work, turning away business right and left, it’s either for one of two reasons:
- You are fantastic – at the top of your field!
- Your services are way cheaper than your contemporaries
If you are not making a top income, totally happy with your life and business… well, you know which of these two reasons fits your particular bill. And if it’s the latter – i.e. you are offering deep discounts on your services – you’re not only harming your fellow virtual service providers, but you are needlessly keeping yourself stuck in the hell of Bad Clients. (It seems to be a solid Universal Law that the cheaper you work, the more they will demand!)
Sit down, right now, and focus on the Client of Your Dreams. Be specific, and write down at least five to ten points (attributes you want her to have).
For example: “My ideal client…
- Honors my terms
- Communicates in a direct and positive manner…”
Take it one step further: Identify five to ten traits you don’t want her to have (perhaps ones you’ve had to deal with already from existing clients).
Then turn each statement 360° into a positive.
For example: Turn…
- “Never pays on time”
Into:
- “Pays promptly and is able – and happy – to do so”
The weird fact about specifically and clearly identifying your ideal client – almost painting a picture before going after clients – especially when you commit these traits to paper… It subtly changes your focus, and you end up attracting better clients who more closely fit your longed-for parameters. You will be ready to land the client of your dreams.
Donate a Service Package for a Business Event Prize to Land the Client
Don’t expect to land the perfect client directly from the prize package, but do consider this a solid investment – particularly if you choose to donate to an event highly related to your field.
Even if the winner doesn’t cash in on your prize package, the organization you contacted and donated it to may actually hire you for future work – or provide further networking opportunities and recommendations.
List your Services in Specialized Industry Directories
It’s easy enough to find industry directories where you can list your services.
Be discerning, however: Visit likely sites and look through them to see how closely aligned they are to your business services, ethics and level.
Create a Complete LinkedIn Profile to Land the Client
This will go a long way towards establishing your credibility and professionalism. LinkedIn is one of the first sources potential clients visit (potential employers, on the other hand, often request Facebook logins and passwords).
Make sure you use your best keywords in your Titles and Summary. Use website links too – take advantage of the new Profile makeover that LinkedIn has performed. (It will guide you through the new features, if you haven’t visited for a while.)
And be sure to join active networking groups like the U.S.-Canada Virtual Assistant Directory group.
Join Forums and Organizations for your Particular Profession
It pays to join top, active forums and business associations for your particular service profession. This is where you’ll often pick up clues as well as out-and-out referrals and client contact.
Get into the habit of visiting daily and reading posts. Look for keywords to use, other organizations mentioned, clients to beware of, and all sorts of miscellaneous tips and pointers.
For virtual assistants, the three top networks to join are:
- CAVA (The Canadian Association of Virtual Assistants)
- VAnetworking.com
- Virtual Assistant Forums
With top associations, you can help yourself to training materials, list yourself (or be listed automatically) in their Directories – and even advertise; or take advantage of other paid promotions.
(And you can often find links there to other helpful forums and organizations to join too.)
Follow Up to Land the Client
Ninety-percent of generating repeat business from clients – and that is the sort of client who puts bread-and-butter on your table – starts with meticulous follow up. If they don’t hire you, and do you the courtesy of letting you know, send a letter thanking them for considering you, and inviting them to stay in touch by including your website landing-page link and/or your business card.
Create a follow-up form and send it to new clients: That’s the best way to quickly identify what they loved about your business…and what they didn’t.
Your follow up – whether or not is to a first assignment or regular repeating assignment; to a first contact or further on down the line – should be geared towards one goal:
- Staying in touch with your ideal client or client prospect
Be Yourself
Don’t confuse being professional with being boring. Let your client see what makes you unique – in personality as well as in practice. Don’t inflict your passion for polka music on her (unless she’s a musician) – but do speak with your own voice, create your own signature look, communicate in ways that are comfortable and above all – get her projects out on time.
You don’t have to be a clone to be a great service provider.
You just have to give your client what she needs, when she wants it – and make sure your work is the best it can be.
After putting these tips into practice, always be real and authentic – and your perfect client is much more likely to respond.
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