Welcome to another episode of the podcast that teaches you how to be a ridiculously good virtual assistant.
Today I want to talk about the impact that conversations have in your VA business.
Today’s Quote: “Success in business is often about who you know, but more importantly, who knows what you do.” – Bob Burg
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Connect with Tracey D’Aviero, VA Coach and Trainer
Episode Notes:
Today we are talking about something really important when it comes to getting clients. That thing? Conversations.
A lot of VAs I talk to think getting clients is about posting endlessly on social media, or obsessing over your website, or redesigning your Canva graphics for the fifteenth time.
But it’s the conversations you are having – or probably avoiding – that are often the biggest factor in whether clients are coming into your business.
Clients rarely appear out of nowhere. Most of the time they come from some kind of connection.
They come from conversations that build trust, create visibility, and help people understand what you actually do.
In my experience, a lot of VAs assume that getting clients means they have to become a salesperson. That’s one big reason that they shy away from actually talking to people.
But the truth is, the best client conversations usually feel very natural. They don’t feel pushy or awkward or like a pitch. They just sound confident.
When you are confident that you can help someone, the words flow easily. It’s an actual conversation. And that’s what I want to talk about today.
The kinds of conversations that actually lead to clients, why most VAs are having the wrong conversations, and how to start showing up in a way that creates opportunities without feeling fake or uncomfortable.
Why Most VAs Aren’t Having Enough Client Conversations
One of the biggest mistakes I see newer VAs make is spending all of their time “working on their business” without actually talking to anyone. They are building packages, taking trainings, tweaking their services or their website, changing fonts or colours, or researching (just a *little* more).
And what does that get you? A whole lotta people who have no idea what you do – or have any idea that you are available for work.
Clients Come From Visibility, Not From Perfect Preparation
Conversations can make you feel vulnerable – particularly if your confidence is shaky. I get it!
You probably worry that people are judging you, or that you’ll sound inexperienced or new, maybe they’ll ask you a question you can’t answer and you’ll feel stupid.
So you stick with what you do well – the stuff. Behind the scenes. I have been there, done that. And you know what? I had no clients.
Not their fault! Totally my fault, because the clients that needed my help had NO clue that I was even out there.
The only thing you need to do to market your VA business is get it in front of as many eyeballs as you can. We call that visibility, and it’s the thing that gets you those conversations.
When a client knows about you, that you can help them, then they will want to talk to you further.
The Conversations That Open Doors
Now, let me be clear. I am not saying you need to message random strangers with cold pitches all day long. That is actually the exact opposite of what I teach!
The conversations I’m talking about that actually lead to clients are relationships-based conversations.
These are the conversations where people begin to understand what you do, who you help what problems you solve for them and what working with you actually looks like, feels like.
Stop Talking About Tasks and Start Talking About Outcomes
Many VAs get stuck in talking too much about tasks and not enough about outcomes.
For example, saying: “I do social media management.” Okay, but what does that really mean for the client? Some clients might understand it, but we want to go further than that.
Instead, imagine saying: “I help business owners stay visible online consistently without spending hours trying to create content themselves.” See the difference? It lands differently. They have a chance to resonate with it – especially for those clients who maybe aren’t even doing social media right at the moment – because it does take them forever to create it (and it probably sucks anyway).
Instead of: “I do inbox management.” Maybe something like: “I help overwhelmed business owners get organized so they can stop missing opportunities and spend more time focused on growth.” The second version creates a conversation. They see themselves in the way you frame your support and think, that’s what I need!
It helps people picture the value of getting support. And that’s important because clients are not usually searching for tasks. Not directly anyway. They want relief, they want support from someone who can make their business feel easier, lighter.
Curiosity Creates Better Conversations Than Selling
Another thing that leads to clients is curiosity. Not pressure, curiosity.
Some of the best conversations start with simple questions like: “What’s been taking the most time in your business lately?” or “What part of your business feels the most overwhelming right now?” or “What do you wish you had more help with?”
Those questions open doors, they create conversations, and they also help you stop making assumptions about what people need.
This is actually a key mistake I see VAs make all the time. Don’t assume what they need. Don’t jump straight into offering services before you even understand what their problem is.
Strong client conversations are about listening first. Listen to what they say, what they need, and then decide if you can help them.
Your confidence will also grow a lot faster when you stop feeling like you have to convince people.
I remember that feeling. It was exhausting trying to convince people that they needed my help, but I thought that’s what a sales call was all about. So dumb.
It’s part of the reason I love to teach you guys how to do this better now – because the conversations are NOT about a sale.
You are not trying to talk someone into hiring you. You are just trying to see if they are a good fit. Their needs and your services. That mindset shift will change EVERYTHING for you – I promise. It changed everything for me.
Consistency Builds Trust
Now another important piece here is consistency.
You cannot disappear for three months and then suddenly post: “Hey everyone, I’m accepting clients!”, and expect people to flood your inbox.
Client-generating conversations happen because people see you regularly. They hear you talk about your work. They watch how you think. They begin to trust you over time. They get to KNOW you!
This is why your content matters. Why it’s important to network. Why engaging with people is such an important part of your business.
Not because every single interaction will become a discovery call, but because you are focusing on building relationships, building trust, and building a solid client list.
It sometimes takes a lot longer than you think it will to have someone reach out to you, so consistency is the key – staying visible.
You never know which conversation will lead somewhere.
Confidence Matters More Than the ‘Perfect Pitch’
I also want to talk about confidence during these conversations because this is where many VAs struggle. Actually if you are avoiding sales conversations, then you are probably saying the wrong things because of a lack of confidence.
You downplay yourself. Maybe your apologize for things you don’t do. You actually talk yourself out of an opportunity before the other person even responds.
Saying things like: “I’m just starting.” “I’m probably not experienced enough.” “I know there are better VAs out there.”
Maybe you’re not saying those things out loud, but you are probably thinking them. That’s one thing you have to stop doing right now.
Confidence does not mean pretending you know everything. It means that you believe you are capable you are helping someone.
I tell you guys often about coaching VAs through this kind of thing. They fumble their words as they describe what they THINK I want them to say.
And then I guide the conversation to what their actual strengths are and how they have helped clients (or bosses) in the past. Their whole demeanor changes. The words they use flow better, they speak more smoothly. Their voice sounds so much more confident. Because they are just talking about how they help people. They ARE confident in what they can do – they just haven’t figured out how to confidently talk about it yet, because they are busy trying to sell or convince or sound professional – whatever!
Confidence means communicating clearly. It means allowing people to decide for themselves whether they want to work with you. It means figuring out if you want to work with them!
Some of the most successful VAs aren’t necessarily the most talented or experienced. They are simply the ones that can do these conversations well.
They show up, they introduce themselves, they talk about how they help people (even if they don’t feel ready), and they follow up. That all matters way more that a perfect elevator pitch or a perfect sales pitch. Trust me on this one!
Your Challenge This Week
Now before we wrap up, I want to give you a simple challenge this week.
I want you to focus less on “looking busy” in your business and more on starting conversations.
That could mean: ✔ commenting (thoughtfully) on someone’s content ✔ reconnecting with an old contact ✔ answering questions in a Facebook group ✔ reaching out to someone you’d genuinely like to connect with ✔ talking about your work more confidently online ✔ asking someone about the challenges in their business.
Do You Need Help?
One conversation can change everything. You don’t have to become louder, or pushier. You definitely don’t have to become someone else. But you do have to let people know you exist, what you do, and how you can help. It’s so much easier than you think.
The conversations you avoid today might be exactly the opportunities you are hoping for tomorrow.
Let’s circle back to today’s quote: “Success in business is often about who you know, but more importantly, who knows what you do.”
If people don’t know who you are and how you can help them, they will move on to find someone else who does.
I’m going to leave it here for today, but if you are ready to get some help to start having real conversations with real clients, and you don’t know how … get in touch with me at yourvamentor.com/links.
Stop avoiding the conversations – that’s the message for today.
I’d love to help you get a good routine in place that works – and we can do that with a Quick Win private coaching call. I am having a summer special on single coaching calls, check it out on my website.
Thanks so much for tuning in to this week’s episode. I’ll see you next time!