by Tina Hilton of Clerical Advantage

Part II:  Fabulous Follow Up
I’m pleased to bring you part II of the How To Sell Virtual Assistance direct from the foothills of North Carolina.  Did I mention I love the mobility of being a virtual assistant?

Last week we met ‘JJ’ a fictional potential client that we ‘met’ through a current client.  So we’ll just pick up where we left off, after asking instead of telling.
No matter how well this first meeting is going, it’s highly unlikely that JJ will contract with me right then and there.That means it’s important that I give him one of my business cards, making sure to write something like “business blog help” or “newsletter marketing assistance” on the back. This way if he tucks it in his pocket and pulls it out weeks later, it will jog his memory of just who I am. I also ask if I can add him to my mailing list for my new e-newsletter that will be going out soon.  I write on the back of his card that he gave me if he says yes.  Then the next day I e-mail him with a short note stating how nice it was to meet him and include a link to my website and blog. I also offer him a ’special’ free phone consultation.
Even if he doesn’t contact me right away for his consultation, he’s now on my mailing list. Every time my newletter goes out, he’s reminded of our talks. The odds of him becoming a client are increased significantly more than by just handing him a card when I met him.
I will also follow up with a ’snail mail’ package which will include a letter reiterating where and when I met him and what we talked about. It will also explain that I’ve included a free CD and brochure that will give him a better idea of just how virtual assistance works.  On the CD I will have included my introductory video, my “Top 100 Ways to Utilize a Virtual Assistant”  list, a sample of things a virtual assistant can do in one hour, a questionnaire that shows just what areas a business might need help in and a sample copy of my services agreement for both retainer and hourly clients.  And of course, there are a couple more business cards in the package along with a referral coupon for 1 free hour of services for each referral that signs a contract.
I will also keep my eyes and ears open in my networking circle for people who might be in need of his services. If or when I come across someone, I’ll refer them to him, making a followup call to ‘JJ’ to let him know that I’ve done so. 
All of these things keep the lines of communication open, and keeps my business fresh in his mind.  Even if he never signs a contract with me, he may refer several to me, just because I’ve provided Fabulous Follow-up.

Next Week: Part III: Overcoming Objections