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What's a Virtual Assistant?

A Virtual Assistant is a business owner who provides administrative support and specialized services to assist businesses and executives with their overflow. A Virtual Assistant can handle any task that is usually handled by an in house employee, but unlike an employee, a Virtual Assistant shares your goals to succeed in business -- we only succeed if our clients succeed.

“What’s In It For Me?” – How to Ensure Your Clients are Finding the Answer

When you market to a client, it is imperative that you answer the question “What’s in it for me?” (WIIFM) because, let’s face it, we are in a society where we have been conditioned to take care of Number 1 first (and why not … we all deserve that!!). If you want your potential client to take a serious look at the service or product you are offering, they need to know that they are going to get some value from purchasing from you. Even more importantly they need to be reminded constantly of the value they are continuing to receive.

Marketing Materials
The very first place that your client will be looking to answer WIIFM, even before they agree to do business with you, is within your marketing materials. If the front page of your website does not speak to their pain or entice them to look further, you have lost your opportunity. If your business card doesn’t quickly explain to a client what you do and why they need you, you have lost your opportunity. If your 30-second infomercial, doesn’t tell that potential client why they can’t live without you, you have lost your opportunity.

Give your potential client a reason to keep looking and to keep listening. Speak to their pain and answer how you can ease that pain. Tired of suffering from backaches? You need a chiropractor. Struggling with paperwork? You need a Virtual Assistant. Don’t know a debit from a credit? You need a bookkeeper. Make sure all your marketing materials and your infomercial answer your client’s questions and entice them to want to hear and/or read more. Keep them excited and interested in what you are going to offer them to make their life easier.

Making the Sale
So you’ve gotten the potential client to hear how you can make their life easier and they are interested in what your product or service has to offer them. Now what? Now it is time to close the sale and “seal the deal” as they say. When you are “closing the sale”, make sure that you ask probing questions that you know your product or service can solve. Be ready and know ahead of time what the usual objections are to your product or service and then answer the questions before they are asked. Give the client every reason to know that they cannot live without your product or service because life with your product or service is going to be so much better. Paint them a picture of how life will be once they make that purchase.

Service and/or Product’s Value
So the client has agreed to make the purchase … now is the time to make sure that your product or service delivers. Make sure that you deliver on every promise you have made. This is the best way to get your clients talking about you and referring others to your product or service. A client is more likely to talk to others about a product or service that has made their lives better, easier or more exciting. If your product or service excites, eases or enhances, then you are sure to get your clients talking.

When you answer your client’s question “What’s in it for me” they will be sure to spread that word when they hear of other’s with that same question. If you take it one step further by following up and thanking that client for their business you will truly create a thriving business and even more importantly a base for referrals!!
 

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