Mastering the VA Sales Mindset: Preparation Starts with You
The process of winning a new client begins long before you hop on a Zoom call or walk into a meeting. It starts with the preparation you do before you meet with the potential client and specifically, it starts with your mindset.
In many of my mentoring sessions, I find that the biggest hurdle for VAs isn’t a lack of skill, but a lack of confidence. It often manifests as a series of “What Ifs”:
“What if they’ve spoken to other VAs who are better than me?”
“What if I am too expensive?”
“What if I say the wrong thing and put them off?”
Sound familiar?
Flip the Script
Let’s try the opposite approach. Reframing these doubts into positive possibilities changes your energy entirely:
“What if the fact that they are meeting with me shows they are already interested?” (Their time is valuable; they wouldn’t meet you otherwise!)
“What if they see me as the perfect fit because of my unique approach?”
“What if they see the immense value I bring and how it will positively impact their business?”
Now, remove the “What if” from those sentences. They become powerful affirmations. This is the first step in shifting your frame of mind. When you are confident in the value you deliver, clients will sense that authority.
Focus on Your Uniqueness
Avoid the common mistake of using the same generic benefit statements as every other VA. To stand out, ask yourself:
What makes me different?
How specifically do I help my clients achieve their vision?
What outcomes are most important to them?
Step Into the Prospect’s Mind
To be truly prepared, you must look at the meeting through your potential client’s eyes. They are likely asking themselves:
How will this service solve my specific challenges?
Do they understand my expectations?
What are the tangible results I can expect?
How will the logistics work, and can I afford this?
Nothing is more uncomfortable than being asked these questions and not having a clear answer. You often only get one chance to make a first impression; showing you haven’t prepared is the fastest way to lose a lead.
Take the Lead
People want to feel understood. They don’t want you to start the meeting by asking, “So, how can I help you?” unless they already have a task list ready. They want you to take the lead.
Research shows that what makes a VA truly attractive to a prospect is the ability to demonstrate a deep understanding of their business. We use a proven model that includes effective scripts to help our delegates navigate these conversations and the results have been fantastic.
It’s also worth remembering they are not employing you, but outsourcing to you “business owner to business owner” and so they want you to lead the process.
Stop “What-If-ing” Your Way Out of New Business
If the thought of a discovery call makes your stomach drop, or if you’re tired of being “just another VA,” it’s time to change the narrative. In the VA Membership, we don’t just give you a checklist; we give you the confidence, the scripts, and the mindset shift you need to lead your discovery calls with authority.
Join us today to master your sales process and start turning “prospective” clients into “long-term” partners.
Join the VA Membership today and make this whole process feel easier.
