Finding & Landing Clients For Your Virtual Professional Business

 What’s your business structure?
 Is it fully optimized for success?
 Consider the following:
 What’s your ideal client
 How many hours do you want to work
 How much money do you wish to earn
 Creating your ideal conditions will attract
your ideal client

 Specialize
 Virtual assistant specializing in Aweber setup
 Graphic designer specializing in affiliate blog
setup
 Copywriter specializing in direct ad writing
 Choose the task(s) that you enjoy most, that
energize you
 Make a list
 Things you love vs things you hate

 Analyze your list
 What tasks can you outsource?
 What services can you eliminate?
 What services can you promote?
▪ Specialize in THESE services!
 Is there a need for your specialized services?
 Conduct polls & other market research
 Setup your ideal business first to attract ideal
clients

 Check out your competitors’ prices
 Check sites like Elance, VA Networking or
Guru.com
 Look for networks where higher pay goes to
established freelancers
 Create special introductory offers
 Then upsell client to other, regular-priced services
 Beware…some clients expect the low prices
forever

 Introductory Offers
 May not attract your ideal client
 Always set a limit
▪ How long the offer will remain in effect
▪ How many units a new client can purchase
▪ On amount of time offered
 Always post your limits within the ad copy
 Always call it an introductory offer

 Your website, forms, brochures & business
cards should be professional
 This will attract professional clients
 Be aware of what image your photographs
portray
 If you’re in a suit, you’ll attract formal clients
 If you’re wearing jeans, you’ll attract informal
client

 Create a strong project management system
& communications protocol
 Create contracts & project management
spreadsheets
 Be very clear about your expectations & what
services you will provide

 Let clients know when you’ll be available
 Let clients know about any rush charges for
same day service
 Ask for their preferred method of contact
 Keep a simple, one-page chart for each client

 Create packages that suit you but delight
your clients
 Packages should provide high-value service
options
 One-time setup packages
 Recurring monthly packages
 Add a shopping cart button
 TELL your client what you want them to do with a
call to action

 Track your time
 Client work time
 When you stop for lunch or phone calls
 This can help find where you’re wasting time
& how to work more efficiently
 Be clear & focused about how you want to
spend your time

 Your professional website
 Should LOOK like a website, not a blog
 Use WordPress & create a static home page
 Choose a catchy name
 Highlight your specialty
 Featured Content boxes allow client interactivity
 Video gives a sample of your personality

 Prominent sign up web form with incentive
 Share buttons & RSS feed button
 Call to action
 Client testimonials just above the fold
 Relevant header graphic
 Professional colours
 White space to keep client focused on
message
 Helpful menu tabs

 Create a Client Kit folder & keep it on your
desktop for easy access
 Create a backup or master file & store elsewhere
in case of a computer crash
 Your kit should include:
 Email templates outlining packages
 Price list
 Client questionnaire

 Should tell you everything you need to know
about a project
 Should help your client think about the
different aspects of the projects clearly
 Should prequalify your client
 Eliminates the ‘mindreader’ factor
 Will help determine pricing
 Create 2 versions:
 1 for exploratory, 1 for when client commits

 Include a Client Profile sheet for when they
commit
 Create other forms or handouts that will be
helpful to your client
 Always brand your forms with your company
name, logo & simple contact details

 Join local networking groups
 Carry business cards, brochures or samples
 Volunteer to hold a workshop
 Have a six-second mission statement ready
 Concisely describe what you do, then offer an
extra business card to pass along

 Check LinkedIn daily
 Word of mouth recommendations
 Refine your web content to target your ideal
client
 Advertise
 Facebook ads, other online ads like
HireMyMom.com
 Target your competitors
 Use QR codes branded with your logo

 Use specialized job boards
 Example: Problogger
 Get to know the more general job boards &
directories
 Example: Elance & Guru.com
 Create a special offer for membership forums

 Fiverr
 Great for posting introductory offers
 Everything is $5 so plan carefully
 Be very specific about the scope of your offer

 How many clients do you need & want?
 Avoid relying on one big client
 You never know when that client’s needs will
change & if they leave you won’t have any clients
 Diversify
 Take on at least 3 clients
 If one client leaves, you can get more work from
the other 2 or start looking for another client

 Plan to grow your business from the start
 How many people do you want to employ?
 How many departments will you need as you
expand?
 Plan a time frame for growth & expansion

 Become a full-fledged company with
employees & physical office space
 Grow then sell your business
 Run the business yourself
 Run the business yourself but expand by
outsourcing
 Plan the outsourcing from the beginning
 What type of work will you outsource?
 What type of contractors will you need?

 Your fee formula should be based on:
 Expenses
 Competitor pricing
 What the market will bear
 Your unique mix
 The added value you bring to your services
 Your unique experiences & skills

 Create digital products & resources
 You can reach a different segment of your
target market
 Your products can work for you & generate
passive income
 Install Paypal payment buttons on your
services & products pages

 Very often a client who purchases a product
will contact you about your premium services
 Your product acted as a sampler
 It was branded with your contact info
 This creates trust & goodwill
 Even if your customer never returns, you still
made money on the products

 The product you give away when someone
signs up for your list
 Make it highly-focused
 It should supply their most immediate need
 Brand with you logo & contact information
 A subscriber list allows you to keep in touch
with potential customers & build
relationships

1. Research ideal client
2. Determine what fees the market will bear
3. Determine how much your ideal client is
used to paying
4. Research your competitors & their fees
5. Setup a well-optimized website
6. Create special offers for membership
forums
7. Advertise, as your budget allows
8. Join local networking groups

9. Create workshops
10. Volunteer
11. Check social media daily
12. Advertise on job boards or directories
13. Create a sign up incentive
14. Create a client resource section
15. Create a digital product
16. Referred the ‘wrong’ client to a more
appropriate professional

1. Ask for referrals on your website
2. Bribe visitors to spread the word
3. Hand out business cards everywhere
4. Update your website quarterly & tell your
list
5. Ask clients for referrals when they thank you
for a job well done
6. Ask for recommendations on whatever
social media sites the client uses regularly

 Managing clients & turning them into repeat
customers can be tricky
 Don’t become too comfortable in your
business
 Build your reputation
 Generate consistent positive
recommendations
 Remain visible in your field
 Grow with technology

 Keep your Client Kit easily accessible
 Price services competitively
 Research your ideal client
 Fine tune your services
 Optimize your website
 Develop a 6-second mission statement
 Advertise (if necessary)
 Keep up to date on job boards
 Create appealing client packages

 Do what you promised!
 Delivering mistake-free, top quality product
 Meet your deadline
 Make sure you work well with your client’s
team or employees
 You never know if one of these employees will
recommend you to some one else

1. Separate the delivery from the message
 Don’t be tempted to yell back but do understand
the source of the complaint
 If the yelling continues, warn the client that you’ll
be hanging up but would be happy to continue the
conversation at another time
 Try not to engage in this argument

2. Apologize to the client
 Keep it simple
 Don’t offer an explanation unless asked for
 Don’t apologize if the client is being abusive or
yelling – wait until the client is calmer
3. Nasty emails
 Don’t react
 Fix the problem
 Keep emotional language out of the response

4. Keeping the client or cutting them loose
 There’s no right or wrong answer
 Only you know if you can handle their personality
& demands
 Never accept abusive language or behavior
 Don’t burn bridges
 Offer the names of other service providers to the
client
 Don’t keep clients who cost you time & money

 Be aware of changes in your client’s business
 Don’t be afraid to ask questions as changes
occur
 Don’t assume your client will tell you about
every change
 Tell clients about added services as your
business changes
 Talk to your client about their goals
 Always deliver high quality

Finding & Landing Clients For Your Virtual Professional Business

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