“Getting clients is easy if you are willing to build relationships with your prospects” – Marietjie Steyn
Yet, most virtual assistant business owners find ‘getting clients’ one of their biggest headaches and for many years I had the same situation until I’ve discovered that “you have to put relationships before your agenda and value those relationships above the transaction” to change the situation.
That’s right. People will only do business with you when they trust you and that’s not all. When they trust you they will refer their friends to you.
Want more clients? – Build Relationships …
Most people think contacting a prospect once, is enough to make them line up in front of your office door begging for your “service”
the fact of the matter is that you have to make contact with a prospect at least 18 – 24 times per year to build a sound relationship.
Wow, 24 times a year?
Yes and if you commit yourself to contact your prospects on a structured, well set out plan and keep track of it for at least 12 to 24 months you will have more clients than you can handle on your own.
A couple of thoughts
- Build a database of 100 prospects (the average person knows 285 people according a Gallup poll)
- Send your prospects an item of value each month
- Call your prospects every second month
- Send them a handwritten note six times a year
- Remember to ask for work or referrals
And remember …
Not all of them will become clients but they might refer friends and colleagues to you.
Let’s talk numbers
If only 10% of your prospects (100) become loyal clients and only 10% of your prospects (100) refer one person to you over a period of two years and of these referrals only 5 become your clients you will have 15 loyal clients in 24 months.
Do you think this is worth a try? Especially in our industry?
I did exactly that and secured more deals than ever before. And that’s not all!! I’m still getting referrals from my database without even asking!