How not to win clients

26 05 2008

Got directed to these tips by a fellow VA  who was rather shocked to find another VA recommending a rather underhand way of winning clients. http://www.realbusiness.co.uk/news/how-to/4788781/27-waysto-torpedo-your-rivals.thtml . Whilst the majority of tips are to do with keeping abreast of your industry news, I found tip no 4 by Moneypenny's MD rather underhand, namely "When your rival brags about landing new clients you can ring up and
offer to undercut the deal.” apparently the MD uses this technique! To me, this seems to be a rather green-eyed reaction to your rival's successes. How do you think the client would view this kind of unsolicitored approach? And how does this affect the image of the virtual pa industry?

If, as a VA certainly, you ever got gazzumped by a rival undercutting your new deal you proudly shouted about on your website, rather than kick yourself for having given so much away on your website, you might take the view that the client wouldn't have been a good one if all they were interested in was the price-tag.

Always remember that as a virtual pa, you are offering a whole package. And to do that you need to find out exactly what the client's expectations are. That's the starting point. You also need to know what they hope to gain. Once you know what they want and their aim, you can then add value by using your knowledge and experience to suggest additional ways of augmenting, perhaps simplifying the process or improving it somehow. This way your prospects see your value beyond the price-tag, and you're more likely to win the client, (even if you are the most expensive) and you'll keep them even when a rival tries to undercut you.

Thankfully, my experience of the VA industry is one of mutual support of another. We share tips and knowledge and celebrate one another's successes. And likewise, we also share bad experiences, so that  our fellow VA's can avoid being stung too. What goes round comes round, so send the good stuff round and do unto others how you'd like to be done to!

by Vee Smith
www.mysuperva.co.uk

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