Ask the Master Newsletter Archives

Welcome to the previous editions of the Ask the Master newsletter. On your left you will find links to tips and the how to’s of running a Virtual Assistant practice. We hope you enjoy your stay and if you have a question you’d like answered send it to submission@vatp.ca.

The Power of Questions

The answer is in the question. What question do you need to ask to get the answer?

Warmly,
Mary-Lou Ashton
Master Virtual Assistant

Questions In This Edition
(Click on the links to go to that question.) What can I do to improve communication with a client?

• Why is asking questions so important?
• What types of questions should I ask?
• When should I be asking questions?
• How can I use questions to obtain testimonials?
• How can I use questions in my marketing materials?

Why is asking questions so important?

Asking questions is important for several reasons. First of all it shows people you are interested in what they have to say and secondly because of what the answers can reveal to you. The most powerful thing asking questions can elicit is potential opportunities, both with potential and existing clients. These opportunities can support the development of a new client relationship, take an existing relationship to the next level or open the door to new clients.

What types of questions should I ask?

Be sure that you ask both open and closed questions, starting with closed questions first. Closed questions can be answered with either a single word, a short phrase or with a yes or no.

Closed questions give you facts, are quick and easy to answer and keep control of the conversation with the questioner. As opening questions in a conversation, as it makes it easy for the other person to answer, and doesn't force them to reveal too much about themselves. For example: How long have you been in business? Do you have a web site? Have you ever worked with a VA before?

Open questions receive a longer answer and ask the respondent to think and reflect. They will give you opinions and feelings and hand control of the conversation to the respondent. They are used as a follow on from closed questions, to develop a conversation and open up someone who is rather quiet. Use them to find out more about a person, their wants, needs, problems, and so on and to get people to realize the extent of their problems (to which, of course, you have the solution). For example: What would need to happen for you to consider hiring a VA? Describe what that relationship would look like. What is most important to you about your business?

When should I be asking questions?

You should be asking questions anytime you meet potential clients, when developing a new or existing client relationship, for obtaining service feedback, when requesting testimonials, and in your marketing materials.

How can I use questions to obtain testimonials?

Make it easy for your clients to provide you with testimonials. Asking questions facilitates this in addition to allowing you to somewhat tailor what the testimonial says. Ask the client if they would be willing to provide a testimonial and then create three questions for them to answer.

For instance if you wanted a general testimonial you could ask: What challenges were you facing in your business? What made you decide to hire a VA? What difference has working with a VA made?

If you wanted a testimonial on a specific issue you could ask: Describe a specific challenge you were facing. How did your VA support you in overcoming this challenge? What was the result of the support?

How can I use questions in my marketing materials?

Questions can be a powerful way of connecting with the issues or challenges of potential clients. It is a way of relating to them and getting them to connect you with the solution to their problems. When creating your marketing materials you want to put yourself in your potential client's shoes and ask yourself what question if asked of you would make you move forward. For example: Not enough time to focus on what you do best? Looking for support to grow your business? What would you do if you had more time?