A Step-by-Step Strategy

Introduction

Landing your first clients as a new virtual assistant can feel like an impossible task. You’re competing with experienced VAs, yet you need clients to gain experience. It’s the classic catch-22. After helping hundreds of aspiring VAs launch their businesses, I’ve developed a proven system that breaks through this barrier. In this guide, I’ll share exactly how to land your first paying clients, even if you have zero experience.

The Mindset Shift You Need First

Before diving into tactics, let’s address the biggest obstacle: imposter syndrome. Many new VAs feel they need more certifications, better websites, or perfect portfolios before pitching clients. The truth? Your first clients care more about your ability to solve their problems than your VA credentials.

Key mindset principles:

Focus on transferable skills from previous roles
Position yourself as a problem-solver, not just a task-doer
Remember that small business owners want reliable help more than perfect expertise
Start before you feel “ready” (because you’ll never feel 100% ready)

Step 1: Define Your Starter Services

Many new VAs make the mistake of offering “everything” to attract more clients. This actually makes marketing harder and positions you as a generalist rather than a specialist who can solve specific problems.

Action steps:

Choose 3-5 services based on your existing skills (examples: email management, social media support, calendar management)
Write clear, benefit-focused descriptions for each service
Create simple packages with clear deliverables
Set starter rates that reflect your beginner status but value your time ($20-30/hour or equivalent packages)

Step 2: Identify Your Ideal Starter Clients

Not all clients are created equal. When you’re new, focus on:

Best starter clients:

Solopreneurs and small business owners
Coaches and consultants
Online course creators
Real estate agents
Local small businesses
Other service providers (photographers, designers, writers)

Why these clients work well:

They understand the value of delegation
They typically have simpler needs
They’re more accessible than larger companies
They make decisions quickly without complex approval processes

Step 3: Create a Simple but Professional Online Presence

You don’t need an elaborate website to start. Focus on:

Essential online elements:

LinkedIn profile optimized for VA services
Simple one-page website or Carrd.co page
Professional email address (name@yourdomain.com)
Basic portfolio with examples (use mock projects if needed)

Pro tip: Include specific results you can help clients achieve, not just tasks you can complete.

Step 4: The “Warm Network” Outreach Strategy

The most effective way to find your first clients is through people who already know, like, and trust you.

Implement the 30-50-100 approach:

Make a list of 30 people who know you well
Expand to 50 people you’ve interacted with professionally
Add 100 “weak connections” from your broader network

Sample script: “Hi [Name], I’m launching my virtual assistant business specializing in [services]. I’m looking to take on [X] new clients in the next month. If you know anyone who might need help with [specific pain point], I’d really appreciate an introduction. Of course, I’m happy to return the favor!”

Step 5: Strategic Value-First Pitching

clients

Cold pitching can work when done correctly. The key is providing value before asking for anything.

The 3-step value pitch:

Research and identify a specific issue the business owner is facing (slow social media responses, outdated website, etc.)
Provide a specific, actionable suggestion they can implement immediately
Offer your services as a way to handle this and similar tasks

Example pitch: “I noticed your Facebook comments haven’t been responded to in 2 weeks. This can significantly reduce customer engagement. Here’s a simple template you could use for quick responses. If managing social media is taking too much time, I specialize in helping [type of business] maintain consistent engagement. Would you be open to a 15-minute call to discuss how I could help?”

Step 6: The “Small Test Project” Approach

For hesitant potential clients, offer a small test project to demonstrate your value.

Effective test projects:

Email inbox organization
Creating 5-10 social media posts
Setting up a basic CRM
Establishing a client onboarding process
Website audit with improvement suggestions

Key principle: Make the deliverable concrete and the timeline short (1-3 days).

Step 7: Converting Projects into Ongoing Relationships

After completing the initial project, use this simple framework to propose ongoing work:

The PBAR framework:

Problem recap: “You mentioned struggling with consistent social media presence…”
Benefit of solving it: “With regular posting and engagement, you’d likely see increased traffic and leads…”
Approach you offer: “I can manage your accounts with 3 posts weekly, engagement monitoring, and monthly analytics…”
Request next steps: “Would you like me to send over a proposal for ongoing support?”

Step 8: Exceptional Onboarding Process

clients

Once you’ve secured a client, wow them with a professional onboarding experience.

Essential onboarding elements:

Welcome packet (services, communication preferences, boundaries)
Service agreement (with clear scope of work)
Kick-off meeting agenda
Systems access checklist
Process documentation method
Regular check-in schedule

The Client Maintenance Calendar

After securing your clients, implement this simple system to ensure long-term satisfaction:

Weekly: Task update and quick win report Monthly: Results summary and improvement suggestions
Quarterly: Service review and potential expansion discussion

Common Pitfalls to Avoid

Undercharging drastically (signals low value)
Overpromising capabilities
Neglecting to set clear boundaries
Taking on clients outside your skillset
Failing to get testimonials after successful work

Conclusion

Landing your first clients doesn’t require years of experience or fancy credentials—just strategic action and consistency. By following this roadmap, you’ll bypass the most common obstacles new VAs face and start building a solid client base.

Action challenge: Complete steps 1-3 this week, then implement the outreach strategy in step 4 over the next 7 days. Commit to making five personalized pitches daily for two weeks.

FAQs:

Do I need to have a website before I start pitching to potential clients?

Answer: No, you don’t need a website to start landing clients. While a website adds credibility, many successful VAs start with just a professional LinkedIn profile or a simple one-page site on platforms like Carrd.co.

What’s more important is clearly communicating:

The specific services you offer
How these services solve client problems
Your availability and communication style
Basic information about your experience and skills

Focus first on making connections and demonstrating value. You can develop a more comprehensive website after securing your first few clients and better understanding your target market’s needs.

How much should I charge as a complete beginner with no VA experience?

Answer: As a beginner VA, start with rates between $20-30 per hour in North American markets (adjust accordingly for your local market). This range acknowledges your beginner status while still valuing your time and transferable skills.

Consider these approaches:

Package pricing: Instead of hourly rates, create service packages (e.g., “Social Media Management Package: $500/month”)
Project-based pricing: Set flat rates for specific deliverables
Tiered pricing: Offer good-better-best options for clients with different budgets

Remember that your initial rates are just starting points. Plan to increase your rates by 15-25% after successfully completing work for 2-3 clients and gathering testimonials. Underpricing significantly can actually make clients suspicious of your quality and make it harder to attract good clients.

3: How do I handle clients asking for experience or portfolios when I’m just starting out?

Answer: When clients ask for experience, focus on transferable skills and create demonstrable examples:

Create sample work: Develop mock projects showcasing your skills (e.g., sample social media calendars, email newsletters, or process documents)
Highlight transferable experience: Connect your previous jobs to VA tasks: “As an administrative assistant, I managed complex calendars and communications similar to what you need.”
Offer a paid test project: Suggest a small, low-risk project: “I understand you need to feel confident in my abilities. Would you be open to a 3-hour paid test project focusing on [specific task]?”
Get testimonials from non-VA work: Request recommendations from previous employers or colleagues that highlight relevant skills.
Be transparent but confident: “While I’m new to virtual assistance specifically, I have X years of experience with [relevant skills]. I’m offering introductory rates to my first clients as I build my portfolio.”

Remember, everyone starts somewhere, and many clients value enthusiasm, reliability, and communication skills over years of specific experience.

4: How many follow-ups should I send before giving up on a potential client?

Answer: Follow up at least 5-7 times before considering a lead “dead.” Research shows that 80% of sales require at least 5 follow-ups, yet 44% of people give up after just one follow-up.

Here’s an effective follow-up sequence:

Initial pitch/message
1st follow-up: 2-3 days later (reference original message)
2nd follow-up: 5-7 days later (add new value/insight)
3rd follow-up: 2 weeks later (different angle or specific question)
4th follow-up: 3-4 weeks later (check in before moving on)
Final check-in: 2-3 months later (seasonality or new offering)

Space out your follow-ups and vary your approach. Each message should provide value rather than just asking “Did you get my email?” Also, use different communication channels (email, LinkedIn, etc.) for greater effectiveness.

Once you’ve completed this sequence, move the prospect to a “nurture” list where you might reach out quarterly with non-sales updates or valuable content.

5: I’m getting ghosted after discovery calls. What am I doing wrong?

Answer: Getting ghosted after discovery calls is frustrating but common. Here are the most likely reasons and solutions:

Common issues:

Not clearly outlining next steps: End every call with specific actions and timeline expectations.
Information overwhelm: You may be providing too many options without clear guidance.
Missing the true pain point: The prospect may not feel you understood their core need.
Pricing shock: Your rates might be higher than they expected.
Timing issues: They may not be ready to hire yet.

How to fix this:

Send a detailed follow-up email within 24 hours summarizing the call, reiterating their key challenges, and suggesting specific solutions
Include a clear call-to-action with exact next steps
Offer a simple “yes” option – make the decision process easy
Consider a proposal template that looks professional and outlines deliverables clearly
Include social proof relevant to their specific situation
Set expectations during the call about your follow-up process

If ghosting continues to be an issue, consider recording your calls (with permission) and reviewing them to identify potential communication improvements. You might also implement a short post-call survey asking what would help them make a decision.

How to Land Your First Virtual Assistant Clients