The number one thing VAs tell me about their business is that they do not have enough clients.
My coaching clients work with me for various reasons, but one of the main goals that we set it is to get more clients.
Your business can not survive if you don’t have people paying you to do the work they need.
And yet, it’s something that many VAs just can’t figure out how to do properly.
There are many, many reasons why this occurs in your business.
Perhaps you aren’t in touch with enough good prospects.
Perhaps you don’t have a solid marketing message.
Perhaps you don’t have the right intention or goal in place.
Perhaps you aren’t saying the right things to close the deal.
Whatever the issue is, there is a solution.
Here’s an exercise you can do quickly:
1. Write down each of your current clients on a sheet of paper.
2. Beside their name, write down how you got them to be a client (RFP? Referral? Networking?)
3. Go back to the conversation that you had with them when you spoke about potentially working together.
4. What do you remember about that conversation – what questions did they ask, what answers did you give, and how did you get to the ‘YES’?
Determining how you have ‘closed’ a prospect is something that a lot of people don’t give enough consideration to.
But it’s a very important step in your business building.
If you don’t know what you are doing right, how can you do more of it?
Now the flip side – do the same exercise, but with the clients that you did NOT close.
How did that conversation go? What questions did they ask? What objections did they bring up? Why didn’t they say yes?
Knowing what you are doing wrong is probably even more important – so you can fix it and move forward.
Nobody likes being told ‘no’ – it’s not fun! – and often we just throw the prospect aside as a lost cause.
But it’s not always no forever … and it’s definitely a learning experience every time.
Analyzing your sales conversations is a super easy way to tweak your technique so you can get more clients.
I invite you to join me on my Mastering the Sales Conversation – we’ll talk about how you can do a better job at yours, so you get the business more often!
No sign up necessary – simply tune in here!
See you there!