| Relationship management and customer service | | | | he/she are experiencing in their business? Find out |
| are the two most important aspects of business | | | | exactly what their obstacle is so that you are |
| from my point of view. As an entrepreneur, small | | | | able to begin formulating a solution. |
| Home Based Business owner, and Virtual | | | | Here are a few examples of challenges small |
| Assistant I have developed a pet-peeve over the | | | | Home Based Businesses face: too busy to focus |
| years that stems from clients and customers | | | | on administrative work, do not have enough time |
| that are not taken care of and appreciated like | | | | to focus on growing the business, can not afford |
| they deserve to be; recurring customers and | | | | to hire the administrative staff I really need. |
| clients count for a vast majority of business that | | | | 3) Cure for problem- Last, after you have built |
| is generated. | | | | rapport, found the need that must be met, it is |
| There is a reason why entrepreneurs, small Home | | | | time for a solution to be given to the prospect |
| Based Business owners, sales consultants, and | | | | client. At this point, the Virtual Assistant will explain |
| Virtual Assistant's continue to fail to generate new | | | | to the business owner how he/she will solve their |
| business; mainly because they do not follow the 3 | | | | issue. You should use a dry erase board if one is |
| step formula that is about to be explained. Just as | | | | available or create a power point presentation |
| you would sell these 3 steps to your potential | | | | that shows the services you offer. This will enable |
| Home Based Business clients, I am going to sell | | | | you to show the Home Based Business owner |
| these steps to you in a fashion that will | | | | that you are valuable in many ways. |
| encourage you to inherit them into your practice. | | | | Virtual Assistant's that follow these 3 key steps |
| Here are the 3 keys that will push you past your | | | | will find it easy to close more deals with each |
| competitors and close more clients: | | | | prospect the Virtual Assistant meets. Remember, |
| 1) Build rapport- Virtual Assistant's should initially | | | | following these 3 key steps are critical because |
| focus on building trust in any relationship they | | | | your potential client may never meet you face to |
| come into and should be the first thing an | | | | face depending on the circumstances so it is |
| entrepreneur does when meeting someone for | | | | important that they are 100% comfortable with |
| the first time. Rapport building is a trust building | | | | you. |
| method and encourages you to ask general | | | | Tip: As your Virtual Assistant consultant, I advise |
| questions about their business like what motivated | | | | that the first thing you do to establish trust with |
| you to work in this industry? How long have their | | | | new potential clients is "be genuine, be yourself, |
| business been open? Do they like sports? etc. | | | | and never tell a future client what you are not |
| 2) Find the need - After building rapport, ask the | | | | capable of doing. |
| prospect client to share with you the challenges | | | | |