by Tina Hilton of Clerical Advantage

Part III: Overcoming Objections

In this, the third and final installment of my How to Sell Virtual Assistance series, I’m going to address something we all encounter. Objections. No matter how skilled your ‘asking instead of telling’ and follow-up may be, chances are you’re going to encounter objections. I’ve listed a few that seem to be a common sticking point for Virtual Assistants and given a strategy for overcoming each one.

Objection 1:  I can’t afford that!
Strategy:  More often than not, this is going to be your number one objection.  Most U.S. and Canada based Virtual Assistants charge between $25 and $50 dollars an hour.  Remember, your potential client is thinking of this in terms of traditional employee rates.  Remind them that they aren’t paying employment taxes or unemployment insurance, there is no vacation pay or sick pay and that you only charge for time actually spent on their tasks. Also be sure to note that it’s up to them how many hours they use, and thus how much they end up paying you. Like many other Virtual Assistants, I also offer a discount program for clients who decide to keep me on a retainer, setting aside a certain number of hours a month specifically for them.  Let them know it is likely that when they add up the cost of a regular employee versus your costs, you’ll end up saving them money.  Another point to make is that they are getting an experienced professional, not untested temp from a service or someone who is going to require a lot of training time. Nine times out of ten, a Virtual Assistant can hit the ground running with very a very small ‘learning curve’.

Objection 2:  I’m not comfortable that.
Strategy:  There are still plenty of business people out there that are afraid of the Internet, and the fact that a Virtual Assistant relies so heavily on it can scare some potential clients. After all, they’re always hearing the bad news about hackers stealing credit card info and identities. Assure these petrified potentials that there is much more that is good and safe on the Internet than bad.  Explain the concept of secure data transmission and sites like ClientSpot where secure client/virtual assistant collaboration can be accomplished.  Or perhaps its the fact that you’re not in their office that makes them uncomfortable?  If that’s the case, explain that you use time tracking software that keeps track of just what time is being spent on their particular tasks. You can offer to include a printout of each month’s activity with your monthly invoice so that they can see just what they are paying for.  Also stress that you can give them detailed progress reports throughout the month as well.

Objection 3:  I’m not computer savvy.
Strategy: Assure them that they don’t need to be a computer geek, after all, you’ve got that covered. If they can use a cell phone, e-mail or log onto a website that’s all they need to know. You can walk them through anything else that might be needed.

Objection 4:  I don’t see how my business can use you.
Strategy: This is where it’s useful to have “The Top 100 Ways to Utililize a Virtual Assistant” that I posted here at Home Office Warrior previously. An e-booklet form is also available on my website. Remind them that vacation season is fast approaching and that virtual assistants can offer the perfect vacation coverage. There is also a handy, list compiled by my fellow VA’s called “Projects Your VA Can Accomplish in One Hour” that could prove helpful in this situation.

Objection 5:  I can’t use you right now.
Strategy:  Too many potential clients like the idea of virtual assistance, but think they need to wait until they’re ready to let an employee go, or vacation time rolls around, etc.  Explain to them that virtual assistance works best when you build a working relationship with their company.  It will be much easier to seamlessly cover for one of their employees if you’ve already been working with them.  Re-iterate that they don’t have to use you on a retainer basis, that you’re available to work with them on short term projects as well. Sell the ‘test drive’ option, letting them know that the best way to understand how well virtual assistance works is to try it out.

Being prepared to counter objections is crucial in selling your virtual assistance services. It shows a potential client that you are capable of finding solutions to their problems, and that’s one of the greatest benefits of teaming up with a Virtual Assistant.