It's a common complaint among Virtual Assistants who are trying to break into a new target market:
"I know they need my help, but how can I convince THEM?"
There's another word for that. It's called "marketing." And it doesn't have to be scary, or hard.
I like to think of marketing as "educating" my target market. They don't know they need you because they haven't learned how much better their lives would be with you around.
Here are some easy ways to convince your target market that they're lost without you. Or at least, that you could make their lives a whole lot simpler.
1. Case Studies. Write up real-life examples of how you, or other VAs, have helped businesses like theirs. Be specific. Describe what the business was like before and after. Use real numbers (i.e. money saved, hours saved). Then post the case-studies on your website, in your marketing materials, or even in your newsletter.
2. Be the Expert. Achieve expert status with your target market by writing reports and articles they WANT to read. Here is an article that explains exactly how to do that, and why it helps.
3. Give Them a Second Opinion. Sometimes it can help to show your target market you're not the only one thinking they'd be better of with your help. It's OK to give them information written by another author, as long as it's written for your target market AND makes your own position stronger.
Here are some informational articles that might help you convince potential clients that they really do need you after all. These are reprint articles, so you can publish them on your website, newsletter, or marketing materials as long as you include the author's resource box. If you publish them online, please also include an active link to the author's resource box.
Delegating - How to Leverage Other People's Skills for Maximum Return
I'm a Work at Home Mom; Do I Need a Virtual Assistant?
The Benefits to Entrepreneurs and Small Businesses to Outsource to a Virtual Office or Assistant
Increase Your Bottom Line by Hiring Help
1 comment:
Hi, great post.
I'd like to give one other thought. I'm an avid user of multiple virtual assistants in my business and have had such great results I know teach entrepreneurs HOW to make the decision and hire VAs successfully.
But there the number one thing that tends to hold them back is this:
How do I justify the cost.
So when you talk about "convincing" I look at it more as educating how you are going to solve their problem in a profitable manner.
Give "bottom line" examples. It seems to be the cardinal rule for marketing. If you can say, "my client Suzy not only doubled her income within 3 months of hiring me but she finally launched her first book that landed her on Oprah."
I know that's kinda big but you get the point.
People want to know that their investment will pay off. Most entrepreneurs have limited cash flow so until you can show the impact you can have to their profit.
Happy business growth!
Melanie Benson Strick
Million Dollar Lifestyle Business Coach & Virtual Team Building Expert
http://www.successconnections.com
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