Partner with your clients to add value to your virtual assistance practice

The other day I had two phone conversations (one right after the other).  The first was from a potential client lamenting the fact that they couldn't find a virtual assistant who would stick around for more than a month or two (good help is hard to find).  The second conversation was with one of my the VAs I mentor who was lamenting the fact that they couldn't find clients (good clients are harder to find).    I'm wondering — what is not working in the VA industry to make it so hard to for qualified virtual assistants and ideal clients to find each other and work together.

Thinking about it a little bit, I came to the conclusion that much of the issue stems from the working relationship that virtual assistants set up with their clients at the very beginning of their relationship.  Despite all the lovely spreadsheets on virtual assistance websites far and wide, hiring a good virtual assistant is not more cost effective than hiring a part-time employee.  The difference really is in the attitude and experience that the virtual assistant brings to the job.  If you are hiring a virtual assistant - you are generally hiring a higher-level professional with years of administrative experience (and even more importantly- experience with other clients and their online businesses.)  A good virtual assistant is a partner, a sounding board and an expert - and someone worth creating a long term relationship with.  The longer a VA and a client work together - the more the VA can really offer advice and provide a valuable sounding board.  This is worth way more than the $50+ an hour an experienced virtual assistant charges.

So, how to you establish this attitude of partnership with your clients.  It is important to be clear right from the start — during your interview.  Answer your clients questions — but also ask some of your own.  Some questions that I like to ask are - what are your goals for your business?  What are the biggest problems you are trying to solve? What does your typical day look like?  Based on the answers to these questions, you can make some preliminary suggestions to your clients.  By offering suggestions, you will make them glad they took the time to talk to you.

Also, as you work with more clients, you can create systems that work for you.  Go over these systems with you clients.  Many people need a little direction at the beginning and by being able to lead your client through the basic "how do I get started online" questions, you are adding tremendous value to your partnership.

Finally, be proactive and take the initiative.  If you see something that needs to be done — do it (if it is quick and easy)  or make the suggestion to your client.  Use what you learn with one client to help another.  If you bring consistent value to your relationship, your clients will think of you as a partner and you will be able to grow with them.