Tag: rate

Enjoy Fun Work While Working Less Hours at a Higher Rate

Posted on by Sue L Canfield

Yesterday Joel and I were on a coaching call with one of our clients who has recently realized the need to raise her rates. She’s realized that if she values herself  and her services, she deserves asking for a decent rate from her clients.

As we were talking we discussed the possibility of offering a discounted rate to a client we really like and enjoy working with. This is a viable option at times. But sometimes the better option is to stick to your rate, work less hours, and enjoy your work even more. What do I mean?

Let’s say you have a prospect you really want to work with or a client that you want to continue to work with. They say they need you 10 hours each month and can’t afford your $30/hour rate ($300 for the month). They can only afford $20/hour (at 10 hours per month that would be $200). You know that you can’t work for $20/hour because you value your services and it wouldn’t be fair to your clients paying you a higher rate. After talking with the client and finding out what the most important tasks that need to be done each month are, you realize you can do those tasks in 5 hours each month. The client realizes the other tasks that need to be done and would have taken the other 5 hours are tasks that they can do fairly simply. They really need you to do more detailed tasks that more fully utilize your skills.

So you both agree to the higher rate of $30/hour for only 5 hours each month (total $150 month). Sure that’s $50 less than you would have made if you’d agreed to the $20/rate for 10 hours each month. You’re also only work half the time you would have been. And the client is going to give you the tasks that utilize your skills – tasks you’ll enjoy. They’ll take the more tedious tasks and manage them on their own. You also have 5 hours available for another client at $30/hour.

You end up working less hours, doing the tasks you enjoy, and getting paid the rate you’re worthy of. Your client will value your services more and give you work you enjoy. You’ll value yourself and business more. You’ll feel happier and less stress. And you’ll have time to take on additional work that you enjoy and continue getting the rate you’re worth.

It’s scary to stick to your values when you know you need to make a living and there’s an opportunity to make some money. Too often we compromise our values so we can make the immediate buck. In the long run, though, sticking to your values pays off.

I’ve done this. I’ve had a client pay me the higher rate for fewer hours so I can do the tasks he needs the most help with. He takes on the ones that are less fun but easy for him to do. He’s one of my best clients.

Hourly Service versus Package Rate

Posted on by Sue L Canfield

I’m finding it more effective to move away from charging for an hourly service and towards a package rate for most of my clients. My clients perceive receiving a higher value when they pay a flat rate for a package versus an hourly rate. There’s actually less risk to the client and it’s easier to sell.

It’s also easier to do the bookkeeping and time tracking. When I sell hours, I have to track my time and charge my client for each minute. However, when I offer a flat rate to send out an eblast, submit articles, or post blog entries, I don’t have to track my time and the client knows exactly what it’s going to cost.

What are some ways you can package your services so that you can offer them at a flat rate rather than as an hourly service?

Take Three Steps to Get Your First Client

Posted on by Sue L Canfield

The #1 challenge new virtual assistants have is getting that first client. You know that if you could get just one client and wow them with your work that they will in turn recommend you to their friends. But how do you get that first client?

There are a variety of things you could do. Today I’m going to give you three different steps you can take to find that first client.

Step #1: Subcontract for an established virtual assistant. Find an established virtual assistant and build a relationship. Some virtual assistants need additional help from time to time and if you’ve established a relationship, they may call on when they need extra help. Be aware, though, that the rate as a subcontractor may be significantly less than the rate you would charge a client directly. This is to be expected since as a subcontractor you did not go out and find the client and are not directly managing the project.

Subcontracting is a good way to gain experience and make a little income. I strongly suggest you have some sort of written agreement or contract clearly defining expectations and rate of pay. I know virtual assistants who only do subcontract work and don’t want the additional responsibilities that come with managing the client directly.

Step #2: Trade or barter services. Especially in difficult economic times, many solo professionals are willing to trade or barter services. I’ve know life coaches, business coaches, massage therapists, chiropractors and other service providers that were willing to provide their services in exchange for a virtual assistant’s time.

If you could use one of these services, find out if they would be willing to barter. Again, this is a great way to get experience and may result in good word of mouth referrals. If the client is happy with your work, this is a great opportunity to ask for a testimonial to use in your marketing materials.

Step #3: Offer an hour or two at no charge. I know you’re wondering right now if I really just told you to give away some of your time without getting paid. Is that what I meant? Yes! However, I did not say you wouldn’t get anything in return. Let me explain.

You are brand new, just set up in business and have no clients, no testimonials, no proof you are good at what you do. So why would anyone want to hire you or retain your services for five or ten hours each month? But if you could get even one client, a glowing testimonial and begin your portfolio, then there’s a reason for someone to consider using your services. So how do you get that first client? Offer an hour or two for free.

Of course you still want to have a contract detailing the work you will do in that one or two hours. Be sure that both you and the client have the same clear expectations. Let the client know up front that you’d like them to provide a testimonial – if they are truly pleased with your work.

If you provide excellent service, you will find that the majority of clients who you gave an hour or two of time at no charge will want to continue using your services and will gladly pay your fee. I have never been disappointed with my return on investment when I’ve done this. I’ve found it’s very rare that a client uses their free hour or two and then never comes back.

Since many small business owners are still reluctant to use a virtual assistant and aren’t sure what we can do for them, offering a small amount of our time can break the ice. In my opinion, this is not much different than a business coach who offers a free report with the hope that you’ll then pay for the more extensive eBook or even pay for his business coaching.

If you’re reluctant to offer free services to someone you don’t know, you may find a friend or family member that you can do some work for to gain some experience. Of course, this can have challenges of its own.

So what step will you take to get your first client?

6 Tips for Your Virtual Assistant Website

Posted on by Sue L Canfield

The virtual assistant (VA) industry is rapidly growing. I had an opportunity recently to meet several new and aspiring VAs. Since my husband has been a web designer since the 90’s, I’m always interested to see how other VAs structure their website. In the process of review several VA sites, I noted several ways that they could be improved.

I’ve made some recommendations to a few and received positive feedback. Here are some of the recommendations I’ve made:

“Since you and I and many service providers don’t have actual product, our service and business is us as individuals. You are your business and in order for people to trust you enough to give you their business, they need to get to know you as a person. For that reason I highly recommend that you re-word your content so that it’s coming from you as an individual and doesn’t seem to be coming from some larger, impersonal group of people. Sometimes we VAs think that we need to look bigger than we really are. However, I’ve found that more people respond when they know they are dealing with an individual. As the business has grown, my clients and prospects know I have a team to back me up so that I’m not actually doing all the work and being overloaded. Yet they still know me as an individual.

“Another aspect of your prospects and clients getting to know you as a person and feeling a greater sense of trust is visual. I have found more response when prospects can ‘see’ my face, my photo. Most have commented that they turn away from service providers who do not put their photo on their website. It makes them wondering what you’re trying to hide. It doesn’t have to be done professionally and cost a lot of money. In fact my daughter does photography and could probably get a great ‘business casual’ photo of you if you don’t already have one. Again, I strongly recommend you put your photo on your website as it creates a stronger connection and feeling of trust.

“I noticed you don’t have specific rates listed. There’s a lot of various opinions on this matter. So here’s mine. In our businesses we have found that posting specific rates increases a prospect’s trust and their willingness to contact us. Personally if a website doesn’t post their rates, I’ll go find another one that does. I don’t want to be surprised after having done all the work to find a provider that meets all my expectations but then I have to call to find out their rates are just impossible.

“And one last thing. Since your business is specific to a particular industry, build on that. Your web content should very clearly state who your ideal client is. The services you offer should indicate that very clearly. A little bit of rewriting of your web content, particularly on your services page, would help you define your niche market more clearly.”

The responses I’ve received include:

“Thank you for taking the time to review my website. I really appreciate it and will absolutely be taking your advice.”

“I did make the changes you suggested. “

“Thanks for the suggestion and comments about my website.  I already updated the figure you mentioned.”

6 Tips for Improving Your VA Website

  1. Get professional help to build or update your website. If you already know how to create a professional-looking website, that’s great! But if you don’t and are trying to build a site for the first time with tools you are not familiar with, you’re likely to end up with an amateurish-looking website. Do your research and get references from the web designer.
  2. Write your web copy to reflect who you are. Write about yourself using ‘I’ and ‘my’. You are a service provider and as such need to sell yourself. You need to develop a trusting relationship with your prospective client. This can only happen if they can learn more about you, who you are, what you like. Write about yourself, why you chose to be a VA, a bit about what you enjoy doing. This helps your prospect get to know you, feel comfortable and come to trust you.
  3. Use your photo. There will be a stronger connection and feeling of trust if a client can at least see your photo since you may never meet in person.
  4. Be consistent. You need a consistent look on your website, on each page, and in your navigation. Otherwise your visitor may get confused or at least feel disconnected as they navigate through your website. This includes using the same color theme and basic layout on each page.
  5. Provide valuable content. Don’t just copy every other VA’s site with “What’s a VA?” or “List of Services”. Create information that’s specific to your target so they’ll be educated and know that you’re the right person for them.
  6. Post your rates. Some VAs don’t post specific rates and only refer to vague discounts. Don’t surprise your prospects with your rates when they contact you. Let them know up front what to expect. Make sure to calculate an appropriate rate. You may want to speak to a business coach or another experienced VA to find out how to determine an appropriate rate.

Please let me know what you think of these tips. Do you agree or disagree? Why?

Thanks for the suggestion and comments about my website.  I already updated the figure you mentioned.