Podcast: What High-Level Clients Actually Look For in a VA – It’s Not What You Think

Welcome to another episode of the podcast that teaches you how to be a ridiculously good virtual assistant.

Today I want to talk about what high level clients actually look for it a VA – it’s probably not what you think.

Today’s Quote: You don’t get what you deserve, you get what you negotiate. – Chester L. Karrass

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Connect with Tracey D’Aviero, VA Coach and Trainer

       

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Episode Notes:

I want to talk about what high-level clients actually look for in a VA.

And I’ll tell you right now, it’s not what you think.

It’s not about being the fastest or the cheapest.
It’s not about saying yes to everything or being available 24/7.
It’s definitely not about how many software tools you’ve used or whether you’ve done the exact same thing for someone else.

It’s about something deeper. Something that, once you understand it, can completely change the types of clients you attract and the way they treat you. And it starts with knowing the difference between low-end clients and high-level ones.

Lower-end clients are often focused on cost.

They want tasks done quickly and cheaply. They’re looking for someone to follow instructions, not to think critically or make suggestions.

These are the clients who micromanage, who question your time, whose scope starts to creep because they don’t actually value the service you’re providing. You might feel like you’re constantly justifying your rate or your schedule with these clients. It can be exhausting.

High-level clients, on the other hand, are very different. They’re not hiring you to save money. They’re hiring you to solve a problem, make their lives easier, and help their business grow.

High-level clients are looking for a partner, not just a task-doer.

And the truth is, most virtual assistants are not positioning themselves to attract those kinds of clients — even though they’re more enjoyable to work with and often pay significantly more.

So what do high-level clients actually value most?

It’s not speed. It’s not bargain pricing. It’s not even experience in a specific software platform.

High-level clients value clarity, communication, confidence, reliability, and the ability to take ownership of a result.

They want to feel like you’re on top of things, that you’ve got your systems and processes figured out, and that you know what to do without them having to babysit you.

They value proactivity. If something doesn’t look right, they want to know that you’ll flag it.

If a deadline is looming, they want to see you manage the timeline. They want suggestions, not for you to sit back and wait for them.

Now this doesn’t mean you have to be a strategist for them, you can still be their VA, but don’t be afraid to take charge and make decisions about the projects and tasks.

This is what we work on inside my group coaching program, The Virtual Circle.

We focus on how to build that kind of professional presence, both externally in your marketing and communication, and internally in your confidence and mindset. Building your confidence and confidently coming yo their aid.

Let’s talk about some of the soft skills that seal the deal with high-level clients.

Yes, of course you should have skills in whatever services you’re offering. But those skills won’t mean much if you can’t communicate them clearly or bring them to the table confidently.

Soft skills like good communication, time management, the ability to stay calm under pressure, and being solution-oriented make all the difference.

Think about it from a client’s perspective. They’re often overwhelmed, wearing too many hats, and just trying to keep up with their business growth, or even just running theirbusiness day to day..

When you show up as someone who communicates clearly, keeps your commitments, and brings order to chaos, that’s a huge relief. You instantly become valuable. They come to rely on you.

Confidence plays a big part, too.

Not just the confidence to speak up, but the confidence to lead the client relationship.

That’s another piece many VAs miss. They fall into the trap of treating clients like bosses instead of clients. Collaborators.

High-level clients are drawn to people who act like equals, who respect the client’s business but also respect their own.

When you position yourself as a peer and not just support, you shift the dynamic. You move from being someone they “manage” to someone they trust. And trust is where the real magic happens.

Clients will lean on you more, include you in decision-making, and give you more autonomy. That’s where long-term, high-paying relationships come from.

In The Virtual Circle, we talk about how to build that trust from the first interaction. It starts with how you present yourself — your website, your discovery calls, your proposals — all of it should communicate professionalism and confidence.

Let’s look at a few ways you can start doing this right now.

On your website, make sure your copy speaks directly to the clients you want to work with. Not just what services you offer, but what results you help them get. Use phrases that show you understand their pain points and goals.

Ditch the generic “I’m here to help with admin tasks, or let me help you save time and money” and start saying things like “I support busy business owners by organizing their operations so they can focus on growth.” That speaks to a higher-level client.

On discovery calls, don’t be afraid to take the lead. Set the tone, guide the conversation, ask thoughtful questions, and be honest about whether you’re a good fit.

Confidence here is key. You’re not trying to “win” the client — you’re deciding together if the working relationship makes sense. It’s about fit, not about a sale.

Can you help them? If not, the conversation should end. If yes, the conversation continues.

Then see if they can afford to work with you. If they can’t, the conversation should end until they can. If they can, ask them if they are ready.

In your proposals, highlight not just what you’ll do, but how you’ll do it and what they can expect.

Make them feel like they’re hiring a professional who knows what they’re doing. Clean formatting, clear timelines, and strong language can all go a long way in showing that you’re the professional they are looking for.

And again, these are the exact things we coach on and refine inside The Virtual Circle.

Because these aren’t just tweaks — they’re shifts that can completely change how you show up and who you attract.

Let’s go back to that quote for a minute: “You don’t get what you deserve, you get what you negotiate.”

It’s not about whether you’re a great VA.

It’s about whether you’re positioning yourself to be seen as a great VA — by the right clients.

You might be the most loyal, dedicated, detail-oriented VA out there, but if your communication doesn’t show it, or if your confidence holds you back from charging higher rates, or if your website doesn’t reflect the level you’re operating at, then you won’t attract high-level clients. It’s that simple.

So if you’ve been feeling stuck, wondering why the clients you’re finding don’t value your time or your work, take a step back and look at how you’re showing up.

How do your materials, your conversations, your tone — how do all those things reflect your value?

You absolutely can attract better clients.

Clients who are ready to pay you well, treat you with respect, and stick around long term.

But it’s not going to happen by accident. You have to decide to level up.

You have to do the work of shifting from “I hope they pick me” to “I’m the right choice for this client.”

And if you’re ready for help with that: with building your confidence, positioning yourself like a pro, and creating a client experience that high-level people say yes to, call me.

You don’t have to do it alone. And honestly, you shouldn’t. I’m here to help!

High-level clients want a VA who’s already operating at a higher level. It’s time to get you there.

Which parts of this episode resonates with you the most? I’d love to hear your thoughts! Send me a message or connect with me on social media.

Do You Need Help?

And if you’re looking for more support in building a confident and profitable VA business, check out my programs and services on my website.

I’m Tracey D’Aviero, Confidence Coach for VAs. That’s all I’ve got for you this week. As always, if you are looking for more resources to grow your amazing VA business, connect with me on my website YourVAMentor.com/links is where you can find all of my trainings and resources and link to connect with me on social media.