KeyNotes Newsletter
June 2006
Greetings,
I have summer fever! I'm ready. I'm looking forward to pool parties and BBQs and a vacation to Cape Cod. I anticipate that business might be a little slower than usual, if prior summers are an inclination, and as is typical in many industries during the summer months. That's okay with me. I will have additional time to spend with the family, work in my flower gardens and enjoy the warm weather.
It's this time of year that I also spend time brainstorming some additional tasks and services my clients might need from 1st VA. In some industries, summer is a rather busy time for folks - and what a better time to 'try out' some additional services we offer.
My clients are generally pretty open-minded and since we have great client-service provider relationships, they trust my business sense, and insights.
I am honored to have such terrific clients. I consider each one a friend, and I wouldn't have it any other way. I learned a lot about how to attract ideal clients early on in my business, or maybe I learned how NOT to attract clients that won't be a perfect fit. I'm constantly learning new things about being a business owner, but I'm thankful to have mastered the art of attracting ideal clients and nurturing our business relationships.
5 Steps to Ideal Client Relationships
by Donna Toothaker
I am fortunate to have truly terrific clients. They are great to work with -- I honestly couldn’t ask for better. However, it wasn’t always like this. When I started my Virtual Assistant business, I had clients who gave me an upset stomach, didn’t pay me, and gave me emergency projects on MY time. I found myself feeling “beaten-up”, frustrated, and resentful much of the time -- wishing I had followed that “gut feeling” I had when I took these difficult clients in the first place.
It was through these experiences that I began to empower myself to find ideal clients. I learned to discern the types of individuals who were a good fit for me, to clearly define and communicate my boundaries, and to take charge of how I wanted to run my business. Soon, I began to attract clients whose personalities meshed with mine, who respected my time and appreciated my work.
There are 5 main steps to finding ideal clients and fostering these relationships.
1. Let go of fear. Once I became unhappy with some of my clients, it didn’t take long for me to realize that the only thing that kept me hanging on to them was fear. I was afraid that by giving up a client, I would be putting myself at risk for financial disaster. I was afraid of transitioning -- entering the unknown -- uncertain that I could fill the vacant space on my client roster. Once I let go of the fear, and started letting go of clients who weren't ideal - I began to attract clients that were a great fit.
2. Truly utilize the initial consultation. Get to know your potential client by asking the right questions. Listen to the client, and ask questions that will be helpful in determining whether a potential client is a good fit. You might ask: What qualities are you looking for in a professional service provider? Are you a very “hands on” person, or are you comfortable letting me run with a project or a new idea? How do you spend downtime? Do you have a systematic work style, or do you need an organizer? Take the time to assess whether the answers to your questions fit within your definition of an ideal client.
Trust your intuition. Do you feel excited about the possibility of working with this person? Do you feel nervous? Do you like this person? Be selective as you take on new clients – don’t just take someone on for the money, even if you think you need to. Landing the right client is a great investment. She or he will not only be a pleasure to work with, but may even become a referral source to other like-minded clients. The right client will be an easy fit.
3. Be clear about your business standards. Let the potential client know about your business boundaries and standards from the start, and stick to them. Communicate to your client what your general time-frame is for returning calls and responding to e-mails. Be especially clear about how you handle last-minute client emergencies. If you can’t, or don’t wish to respond to eleventh-hour pleadings for help, don’t take on a client who you sense could be a procrastinator.
Ask your clients to respect your free time. Stick to set working hours, and try not to deviate unless it is absolutely necessary – especially if you work at home. Otherwise, that computer in the corner will beckon in the middle of dinner, or family time, or 2 am. It’s too easy to let an at-home business become a 24-hour job. It’s not healthy for you, or for your client relationships.
4. Show appreciation and build personal relationships. Once you've attracted your new ideal client, tell them you appreciate them, often. Remember holidays and birthdays. Send thank you notes for their continued business and referrals. Have sincere personal interest in them and their families, their goals, and interests.
5. Encourage use of additional services. Build your business and increase your time working with your ideal clients by encouraging your clients to use your full array of services. This way, you keep your client roster comfortable, but increase your hours and income. It costs less for you to retain an ideal client than to scurry to find new ones. Your clients benefit by having more tasks and services put into hands that have already proven to be capable and trustworthy. The trust and working relationship is already there – build on it.
These simple steps have helped me to create a thriving, successful practice beyond my dreams. However, with even the most promising client, you might occasionally find it isn't working. Remember that it's okay if you have to let a client go. This is why we have our own businesses -- to have the power choose who we work with. Chances are, if it’s not working out for you, it may also not be working for your client. Approach your client with honesty and tact. Believe that there are ideal clients looking for you, and that this temporary loss will open new opportunities for you.
Donna Toothaker is an expert Virtual Assistant and founder of www.1stVA.com. Donna specializes in providing marketing and administrative support and services to Professional Speakers and Life and Business Coaches. To discover how 1st VA can help your business – visit http://www.1stva.com .
Are You Ryze-ing?
Are you a member of Ryze? How often do you network there? How has it helped your business. A few of my clients are folks I met on Ryze.
What are your favorite networks? I enjoy The Coaching Zone, Public Speaking - The Essential Skill, and Real Women - Real Business.
Stop on over to my page, leave me a note and I'll visit yours! Add me as a "friend", too - donna@1stva.com.
Resource of the Month
Data Deposit Box
Data Deposit Box is a comprehensive online backup service enabling everyday PC computer users to easily backup, restore, access, and share their online backup data.
Their online backup software continuously monitors selected folders looking for changes. When a change is detected, it is immediately extracted, compressed, encrypted, and then securely transferred to our secure online backup data center.
If you get a virus, lose your laptop, your server crashes, or you accidentally delete something, you can instantly recover your data from your secure online backup storage. Check it out at www.datadepositbox.com!
Business Building Tip of the Month
Grow Your Business, Not Your Waistline!
by Gillian Hood-Gabrielson
You know that exercise is good for your health, right? But did you know that exercise is also good for the health of your business? In fact, in a study on exercise and entrepreneurship, researchers found that running three times a week on a regular basis not only increased personal satisfaction and independence, but runners had higher sales than non-runners. According to the study’s author, Mike Goldsby from Ball State University, "..good physical condition should contribute to entrepreneur’s success in reaching their personal and financial goal - Maintaining a fitness regimen is helpful for attaining goals and sustaining entrepreneurship.”
If you aren’t a runner, don’t worry. Any type of aerobic exercise such as walking, cycling, hiking, etc., has benefits for entrepreneurs. In addition to the potential of increased sales, exercise is an excellent stress reducer and energizer, both things needed by any entrepreneur! Getting away from your office to exercise helps to clear your head, and may even produce solutions to those problems you have been struggling over. Exercise also increases creativity, another beneficial entrepreneurial attribute.
To get started, try stepping outside for 10 or 15 minutes for a brisk walk. You don’t need to run a marathon to get fitness and financial benefits. Suggest meeting someone for networking at the park to walk, instead of over lunch or coffee. Take the opportunity while you are exercising to listen to all those self-improvement and continuing education tapes you keep putting off. Most importantly, find an activity that you enjoy so you stick with it and reap all the rewards!
Gillian Hood-Gabrielson, MS, ACSM, is the president of Healthier Outcomes, a nationwide coaching practice specializing in intuitive eating and fitness coaching. She works with entrepreneurs who want to “grow their business, not their waistline”. For more information and to receive our special report, “6 Steps to Guilt-Free Eating” visit www.HealthierOutcomes.com. Gillian can be reached at gillian@HealthierOutcomes.com or 866-650-6464.
Happy Start to Summer!
Wishing you all a fantastic start to summer. Enjoy!
Until next month...
Warmly,
Donna Toothaker
|
