The No. 1 Question Every Virtual Assistant Business Owner Should Know How To Answer

sales Oct 21, 2018
The No. 1 Question Every Virtual Assistant Business Owner Should Know How To Answer

If you’re a Virtual Assistant (or considering becoming one), you will know all about the importance of networking.

When you’re serious about building up your business and want to open the door to new people and opportunities, it’s vital to get out there and meet, greet, and mingle!  

There is a question that will inevitably be asked by everyone you meet at a networking event, and I want to make sure you know exactly how to answer it.

That question is:  "What do you do?"  

Even though I CAN’T STAND this question, because in my opinion we shouldn't be defined by what we do but rather who we are, the reality is that anytime you meet someone new in a networking/business situation, you will be asked ‘What do you do?’ 

(Side note: Google “Questions to ask instead of: What do you do?’ Some of the questions are fantastic and you will want to use them at your next social outing!)  

So, what should you say? The million dollar question (maybe literally!). 

How you answer this question can have a lasting impact on the person you are speaking to, which means this is not the time to be shy, downplay what you do or take a 'me, me, me' approach to your answer.

The trick is to make your answer all about the other person 

Huh? You might be thinking.  

Make it about the other person?

Yes, I want you to talk about the benefits to a business owner when they use a virtual assistant.  

In other words, the person who asked what you do has given you the perfect opportunity to deliver a tailored version of your VA elevator pitch.  

If you’ve never heard of an elevator pitch, here’s a short description to get you up to speed: 

An elevator pitch is a brief, persuasive speech that you use to spark interest in what your organisation does. You can also use them to create interest in a project, idea, or product – or in yourself. A good elevator pitch should last no longer than a short elevator ride of 20 to 30 seconds, hence the name. They should be interesting, memorable, and succinct. They also need to explain what makes you (or your organisation, product, or idea) unique”. – Mindtools.com 

There isn’t one key to delivering a memorable and enticing virtual assistant elevator pitch; I think there are three.

These are credibility, confidence, and insight.

Read on and find out how to incorporate these critical aspects into your own VA elevator pitch.  

CREDIBILITY 

What exactly do I mean when I say credibility?

No, I don’t mean busting out your Xero certification or boasting about your Photoshop expertise. I simply mean that the person you are talking to needs to get a sense that you are honest, authentic, passionate, and enthusiastic about the positive impacts your virtual assistant services have on your clients’ businesses.

You already 100% believe in your business and how much your services help your clients, so your ‘elevator pitch’ should come across as authentic and not contrived.

People buy from those they know, like, and trust, so if you can demonstrate your value in an inviting way that gets them excited about what you/your business can do for them, you’re well on your way to winning a new client.  

CONFIDENCE 

Even though it can be nerve-wracking to speak to new people in new situations, you have to be brave and bring your confidence ‘A’ game when networking.

Firm handshakes, good eye contact, and smiles are a must. No one wants to work with (or talk to) a monotone wet blanket!

Thankfully, confidence is contagious, and it helps people feel relaxed.

On the flip side: If you are feeling awkward and nervous, you will make them feel uneasy too.

Worst of all, if you appear to be lacking confidence, people won’t have confidence in your ability to deliver a good VA service.

If that means you have to fake confidence, that’s okay! Fake it ‘til you make it, is a good motto until you get the hang of feeling relaxed and natural in social business environments. 

Trust me when I say that the more you practice, the more you stretch your comfort zone, the more confident you'll become

I used to feel super nervous and awkward at networking events and through sheer practice, I’ve become confident and relaxed about meeting new people. 

INSIGHT 

As I said, it’s so important to shift the focus of your elevator pitch away from you, and onto the person who asked the question.

Doing so gives you the chance to highlight your inside knowledge of the pain points they likely face as a business owner trying to do it all. If you have been a Virtual Assistant for a while, you will undoubtedly have some incredible success stories you can reference.

Stories along the lines of:  

“We had a business owner come to us needing help with financial administration. It was taking up so much of their time they just couldn’t get ahead. It’s been so incredible to see the improvement in cashflow they’ve experienced since our VA took over their debtor management and bookkeeping. In less than 6 months, we have reduced their debtors down from $700k to just $100k. That’s meant they’ve had a substantial increase in cashflow and they’ve been able to do things in their business like staff training, marketing campaigns and take more pay home…”  

By speaking insightfully, you’re selling your value as a virtual assistant indirectly yet very effectively.

You’re subtly joining the dots between the problems your clients face, and the solutions you offer, which means you’re opening the door for the person to say (or at least think) ‘Hey, I need some help with that, too!’  

We would love to hear how you ace your elevator pitch at networking events.  

Of all the questions you will be asked as a Virtual Assistant, the ‘What do you do?’ question needs to be answered well. 

If you don't have a VA elevator pitch, or your current version needs some work to make it come across with more authenticity, feel free to check out my YouTube video: How To Create Your Elevator Pitch to help you craft your very own.  

Jo

 

 

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