My guest writer this month is Mary-Lou Ashton, VA Extrodinaire! Thank you MLA!

Owning Your Value

For many VA’s, especially those starting out, it can be difficult to own and honour the value we bring. While we may know and understand it, owning it is a whole different story. So how can you really own the value you bring to a client?

What Value Do I Bring?

For starters there is the savings of not hiring a full or part-time employee. This includes no overhead, such as, office space, computer equipment, software, office supplies along with soft skills or computer training. In addition there is no payroll, benefit plans or other contributions required on behalf of the client. Keep in mind that whatever wage an employer is paying it costs about double to actually maintain that employee.

For the serious VA who is interested in not only providing admin services but strategic and collaborative business support, however that may look for the client, the value scale jumps tremendously.

The Partnership

The biggest value any VA can bring to their client relationships is the collaborative partnership in the success of the client’s business. This is about paying careful attention and listening to the client for challenges, dreams and ideas for growing their business. It’s about seeing and communicating possibilities from a solution standpoint. Having the courage to present ideas, solutions, or a different perspective that the client may be unable to see or hadn’t thought of.

The VA takes on the responsibility of knowing what is going on in the client’s industry and staying on top of the latest trends and technology. Only then can you offer and implement the right solution for your client.

This is what sets us apart from strictly office support services and makes our VA/client relationships so valuable. We are there to support our clients in the growth and success of their business however that may look. You only find this in the Virtual Assistant profession.

Owning and Honouring Value

So the key question is…what can I do to own and honour the value I bring?

First of all be very clear on what rate you are charging. Define your ideal rate and then what the lowest discounted rate that you could live with is. Never, ever, ever go below this rate! Don’t be talked into it. Stand firm and remember the value you bring. If the potential client doesn’t get it, try to educate them, if they still try to negotiate you lower, run the other way.

I know, I know how can you possibly do this when you have bills to pay and a family to feed? The answer is to trust in yourself, believe in your abilities, honour the value you bring and you will automatically attract those clients to you. When one door closes another door opens. When working with less than ideal clients you do not have the space to open the door for your ideal client to come in.

Come from a place of abundance versus scarcity, from a place of choice rather than need. Keep in mind that the VA profession is still very much in it’s infancy therefore potential clients are almost limitless. Always remember that you are a business owner not an employee and as such have a choice in who you work with and financial compensation. Get out of the employee mindset.

Have confidence in yourself and your abilities. Debrief and analyze all that you do in order to grow and make changes. The right clients will pick up on this and be willing to pay for the right person.

Use the amazingly support community of VA’s! Many have gone before you and will guide, support and celebrate with you, especially when you have to make some of those tough decisions. Work with a coach or mentor. Having someone in your corner to remind you of who you are and what you bring can be priceless!

Mary-Lou Ashton is a VA, Mentor & Coach who has supported dozens of Virtual Assistant’s with the start up of their business.  She is creator of the Virtual Assistant Training Program (VATP), Canada’s first VA Training Program.  http://www.vatp.ca