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10 questions

10 Questions to Ask to Convert a Client

You put in a lot of effort to get a lead or leads into your business to convert your first client.  You participate in social media, perhaps go to networking events.  Constantly spread the word across your network that you are open for business and consistently work at getting noticed.

Because of the effort you put in, it is worth spending some time and effort into creating a conversion strategy that works for you.  Be authentic and real, your clients and leads will respond better.

Getting the Right Clients

Getting the right first client can make a huge difference to how quickly you grow your business.  It can have a major impact on your confidence, motivation and enjoyment.  It is worth some of your time to think about who your first client should be.

It’s just not enough to pick up a client, any client!  You want to choose clients who you will work well with and who will provide you with support, testimonials and referrals. (As well as pay on time, every time).

In my opinion, getting the right clients is a major step in growing your business and confidence.  The right client will show you loyalty, send leads your way and provide you with social proof to show others that you are worth working with.

Make a List of Attributes and Demographics of Your First Client

That’s right.  Create an image in your head (or on paper) of the right client for you.  Think about when you worked in an office or other environment.

  1. Who were the people that you worked best with?
  2. What were their personalities like?
  3. Where they creative or organised?
  4. What was their age and gender?

Imagine that you are an investigator looking for clues to solve a problem.  The answers to the above questions will give you some clues as to what your best clients could look like.

For example, if you are well organised and like working with others to help them get better organised, you have your first clue.

The following types of industries might suit you if you are an organiser and very structured.

  1. Web Designers and Developers
  2. Graphic Designers
  3. Authors and writers
  4. Strategic thinkers like Business Coaches.

If you are creative and more inclined to develop new work, templates, powerpoint presentations and videos.  Really good at new projects and delivering on milestones, then the following industries may suit you.

  1. University Students and Lecturers (research admin and presentations)
  2. Speakers and conference organisers
  3. Independent consultants
  4. Entrepreneurs

As I mentioned earlier, these are just clues to where you should be looking for your leads.  By choosing a market that you work well with you can start to understand that market and match your services with their direct needs.

Your First Client Profile

Your client profile should include the following:

  1. Demographics – Age, Gender, Family Situation, Interests and Passions
  2. Industry – Are they in a creative industry and therefore need structure and organisation?
    Are they in a business industry like accounting or law and need creative or social media support?
    Are they in an industry you know a lot about?
    (Just choose, it doesn’t need to be perfect at this stage as you will refine it as you get better at marketing and understanding what you want.)
  3. Location – where do they hang out?  If local, find out what networks they belong to.  If online, choose the social platform where they are most active.

The Exact 10 Questions To Ask

Moving a lead to a client is a process and it’s not a sprint.

You will need to touch the lead at least 7 times before they will be ready to buy.

Take your time and enjoy the process.  Enjoy getting to know them.  You are interviewing them to find out if they are the type of client you want to work with.  Shift your mindset and you will be much more comfortable with the process.

These 10 Questions will help you interview your leads to make sure they will be a good fit for you and your business.

  1. How long have you been running this business?
  2. What made you get into this business?
  3. What do you love most about it?
  4. In regards to [insert the services you offer] what frustrations do you have, if any?
  5. If you had a crystal ball and no limitations, what would be a perfect solution for you?
  6. What projects or goals have you had for sometime and never achieved?
  7. What is your major goal for this year?
  8. Do you know how working with a Virtual Assistant works?
  9. So in regards to your frustrations which are [insert answer to question 4], if I could provide a solution to this would you be interested in working with me?
  10. When would be the best time to get started?

If you need further help at this stage, read my article on Buying Signals which goes into more details on how to recognise when the lead is ready to buy from you.  You may have to speak to 10 leads to find that client. (industry standard ratio 10:1)

Reasons For these Particular Questions

  1. How long have you been running this business?
    Business owners are like parents who talk about their children.  Once they start, you can see the passion and pride in their babies.  Information gathering will give you a much clearer understanding of who they are and if you can work with them.
  2. What made you get into this business?
    It’s important that you understand just how important their business is to them and why they decided to get started in this particular business.  You are fact finding and looking for clues for what they aren’t telling you.  Getting to the reason for starting their business will give you great insight.
  3. What do you love most about it?
    This is a great way to nut out where the most pride is.  It will tell you what is most important to them and where the priorities are.
  4. In regards to [insert the services you offer] what frustrations do you have, if any?
    Now you are getting to where they need the most help.  If you know what annoys them about services you offer you can make sure that you address this when you offer the service to them.  You start to understand the basis of your customer service and its quality.
  5. If you had a crystal ball and no limitations, what would be a perfect solution for you?
    This is where you are moving them towards their goals and if only…
  6. What projects or goals have you had for sometime and never achieved?
    This is a great question to bring up.  We all have projects we want to get to but never seem to give priority.  Building this picture in their head will bring it to the forefront when considering your services and time or skills you bring to make it happen.
  7. What is your major goal for this year?
    If you know what major goal they have and you can contribute to it as part of your service, it’s an easy sell for them to hire you.
  8. Do you know how working with a Virtual Assistant works?
    Great way to find out if they have worked with a virtual assistant before and if they have hired virtual assistants for any other type of work.  Be ready with your process so that you can explain it to them.
  9. So in regards to your frustrations which are [insert answer to question 4], if I could provide a solution to this would you be interested in working with me?
    You are asking for the business here and in a way that is non-confrontational.  You are asking them if they would be prepared to work with you as a person.
  10. When would be the best time to get started?
    Assuming that they answered yes to the previous question, you are narrowing them down to a date and time.  It is important that you establish a time frame.

Next Steps For You To Get Started Quickly

If, by the answers to the above questions you establish that they would indeed be a good fit for you and your service, you must act immediately.

Take the following 3 steps right away to convert your first client:

Step 1:  Send an email confirming your discussion, outlining the client’s next step and your next step.  (attach your Business Profile and marketing material that includes testimonials).  Give them something simple to do to get started.  If you give them a list, they will find it overwhelming.

Step 2:  Do something for your client to thank them for their time – comment on one of their blog posts, give them a testimonial on Linkedin or another social media platform, mention their business in a blog post or comment, give a testimonial on a directory or something similar.

Step 3:  Most new clients will be expected to pay you an amount up front before you get started – send an invoice for the agreed amount and attach your Perfect Client Welcome Kit (we have created one for you with an agreement reviewed by an Australia lawyer)

Remember that personality plays a big part in how well you will work with your first client.  Take a personality test to work out the types of people you will work best with.  There are quite a few available online, but here is a simple personality type guide complete with a link to a free online personality test.  Click image to download.

personality test guide 

Special Offer - Perfect Client Welcome Kit

This welcome kit includes an agreement and terms and conditions that has been reviewed by an Australian Lawyer.  This perfect client welcome kit helps you establish a strong relationship with the client from day one.  It also provides you with ideas on how to add value to the client while not impacting negatively on your costs.  This special offer is a massive 85% off.

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