I know a lot of VAs who aren’t struggling, and I meet my share of people who are. Some have even questioned whether “in this economy” they should lower their fees, or reduce the hours included in their minimum retainers.
I could be cavalier and say, “If you want clients who will pay what you ask, only talk with people who can afford your fee.” And I’d be spot on with that.
But that’s not very helpful to most people. And I genuinely want to help.
So first off—remember that when people don’t want to pay you what you’re worth, it doesn’t necessarily mean they don’t see your value, or that your fees are set inappropriately. It could (and probably does) mean that they have assigned a different value (or budget) for the work in their own minds—and your fee is simply outside that.
So, first and foremost, don’t let clients walking away because of “price” shake you. Instead, keep looking for clients who have assigned higher value to their work, and to the role you’ll play in their work.
Bit O’Moxie: Before you let clients walk away? Consider what else you might have that could be helpful.
For instance, do you have any resources you could offer the client that, given what he’s shared about his business, he might find useful? Have you created any info products (or are you an affiliate for any) he might find appealing? Do you know the perfect VA for him? Or do you know of a referral service that will take great care of him as he continues his search? Is there anything that you can share with him as he leaves you that will show you off to be someone who cares and is into giving?
Doing this--offering products—your own, or an affiliate product you genuinely believe might help—can allow you to still profit from the time you’ve spent with the client. Helping to find another VA is a kindness long remembered because you didn’t have to do it.
All of those things can help keep you in the client’s mind long after he’s moved on. You don’t want to close the door behind him—trust me--I’ve seen more than my share of clients move on from VAs whose fees were “too high,” then return with their proverbial tails between their legs when they don’t find what they really wanted elsewhere.
What can you offer, just because, that will be valuable and long-remembered?
I could be cavalier and say, “If you want clients who will pay what you ask, only talk with people who can afford your fee.” And I’d be spot on with that.
But that’s not very helpful to most people. And I genuinely want to help.
So first off—remember that when people don’t want to pay you what you’re worth, it doesn’t necessarily mean they don’t see your value, or that your fees are set inappropriately. It could (and probably does) mean that they have assigned a different value (or budget) for the work in their own minds—and your fee is simply outside that.
So, first and foremost, don’t let clients walking away because of “price” shake you. Instead, keep looking for clients who have assigned higher value to their work, and to the role you’ll play in their work.
Bit O’Moxie: Before you let clients walk away? Consider what else you might have that could be helpful.
For instance, do you have any resources you could offer the client that, given what he’s shared about his business, he might find useful? Have you created any info products (or are you an affiliate for any) he might find appealing? Do you know the perfect VA for him? Or do you know of a referral service that will take great care of him as he continues his search? Is there anything that you can share with him as he leaves you that will show you off to be someone who cares and is into giving?
Doing this--offering products—your own, or an affiliate product you genuinely believe might help—can allow you to still profit from the time you’ve spent with the client. Helping to find another VA is a kindness long remembered because you didn’t have to do it.
All of those things can help keep you in the client’s mind long after he’s moved on. You don’t want to close the door behind him—trust me--I’ve seen more than my share of clients move on from VAs whose fees were “too high,” then return with their proverbial tails between their legs when they don’t find what they really wanted elsewhere.
What can you offer, just because, that will be valuable and long-remembered?
Last week (on November 2nd), I received an email from potential client I had interviewed with back in September. He ended up choosing another VA to work with (he was looking was someone with more tech expertise than I have so I wasn’t surprised or disappointed when he didn’t choose me even though our personalities clicked well during our interview of each other). Last Monday, he sent me an email asking if I would like to help him out with a one-time project that required someone with an outgoing personality! He said he remembered that I had a “great fun personality” from our phone interview and wanted to know if I was interested in helping him with the project. I am sharing this little story because I think it serves as a good reminder that just because you don’t have what a potential client is looking for *now*, doesn’t mean you won’t in the future! I was very flattered by his email because even though I wasn’t the right VA for him on the tech front, I am glad he saw the other gifts and talents that I possess.
Thanks for sharing this blog posting Stacy and for letting me share my little story in the comments!
Kelly Morrison
Posted by: Kelly | November 10, 2009 at 06:03 PM
Stopping by to read another great and informative post. I'm always impressed with some really great information that you put out there that I included you in my blogroll as a resource for others who happen across my website to check you account.
Thank you for another great read.
Layne
Posted by: Layne | November 14, 2009 at 08:45 PM