Tip #12: You have someone interested! Interview them (and know they’re interviewing you, too)!

Well, it’s happened. Congratulations!!! All your work and preparation and someone is FINALLY interested in your services. Don’t get nervous…you are a professional with a lot to offer…strut your stuff!

You need to set up a phone interview to discuss the options and that potential client’s situation. During this phone call, you need to ask (and then REALLY LISTEN to) the following:

1. How did you hear about me?
It’s always KEY to track your marketing. Keep an official record of where your leads come from so you know what’s working and what’s not.

2. Do you understand what a virtual assistant is? The benefits a VA offers to business owners like you?
[Have your VA definition and list of benefits handy. Dan Gooder Richard, President of Gooder Group, has written a GREAT FAQ article…it's from your potential client’s perspective (i.e. questions your client might have for you, about using your services, etc.). Click here for a copy of that article.]

3. Briefly tell me what you do…explain your business to me.

4. What are you needing help with? How are you overwhelmed?

***As he/she is answering your questions, take notes, ask other questions that pop up…really listen and pay attention. How you can help and your services will start popping into your head automatically…take notes! These are the services that you will include in Addendum A of your agreement with her.***

5. Summarize what she just told you she’s needing help with and/or how she’s overwhelmed. As you are doing that summary, start tossing in how your services fit perfectly into what she’s needing.

6. Ask her what her preferred mode of communication is (but also get all of her contact information so you have it for future reference). Phone, e-mail, fax, voicemail, IM (instant messaging), etc. You need to know this so you can include it in the “Productivity Plan” you’ll be providing to her (I’ll tell you about that in just a minute.)

7. Tell her that you are going to review your notes and what was discussed and come up with a summary (what I call – and now you can call – your “Productivity Plan”) of how you can assist with her business. Tell her that you’ll e-mail or fax (whatever she prefers), within the next XX days, the “Productivity Plan,” any tools that will be needed and your independent contractor agreement to her for the two of you to go over together.