Essential Strategies for Your First Client as a Human VA

Elevate Your Brand Identity as a Human Virtual Assistant

Crafting a Distinctive Value Proposition for Your Virtual Assistant Business

Finding Your First Client As A Human VA: To stand out effectively in the competitive landscape as a human virtual assistant (VA), it is imperative to develop a clear and impactful value proposition. This proposition should succinctly encapsulate your unique strengths and the specific advantages you bring to your clients. A compelling value proposition should resonate with potential clients by answering the crucial question: “What makes you the perfect choice for their needs?” Your message must convey your strengths in a manner that is appealing and relatable to your target audience. Essential elements of a successful value proposition include:

• Clarity: Your message must be straightforward and easily digestible.
• Specificity: Clearly define the particular skills and services you offer.
• Benefit-oriented: Emphasize how clients will gain from your services.
• Defined audience: Specify who your services are designed to assist.
• Authenticity: Be honest about your skills and your unique approach.
• Emotional resonance: Foster a personal connection with potential clients.

By creating a value proposition that effectively communicates these elements, you can significantly boost your visibility in a crowded market. Furthermore, it aligns your services with the needs of potential clients, allowing for a more targeted marketing strategy. Identifying your unique selling points is crucial, as it positions you as an appealing expert within your niche.

Enhancing Your Online Visibility Through Social Media Interaction

Social media platforms are now indispensable tools for amplifying your visibility and drawing in potential clients. By actively engaging with your audience and consistently providing valuable content, you can create meaningful opportunities for connection and collaboration. Effective strategies to augment your social media presence include:

• Content sharing: Regularly share informative articles, practical tips, and insights relevant to your niche to establish authority.
• Engagement: Actively interact with your audience through comments, discussions, and by responding to queries.
• Consistency: Stick to a regular posting schedule to maintain visibility and engagement levels.
• Visual appeal: Utilize eye-catching graphics and videos to draw attention to your posts.
• Networking: Forge connections with other professionals and potential clients within your industry.
• Hashtags: Incorporate relevant hashtags to increase your content’s discoverability.

Implementing these strategies not only positions you as a knowledgeable resource but also fosters trust and credibility among prospective clients. Regular interactions help build relationships and deepen your understanding of your audience’s needs, which can inform your future service offerings. Moreover, as your follower count increases, you will discover more opportunities for client acquisition through referrals and recommendations.

Building a Professional Website to Attract Clients

A well-structured website is vital for establishing your credibility and attracting new clients. It functions as a digital business card that highlights your services and professionalism. To create a user-friendly website that effectively communicates your offerings, consider incorporating these essential features:

• User-friendly navigation: Ensure that visitors can easily locate important information on your site.
• Detailed service descriptions: Clearly articulate the services you offer, including transparent pricing structures.
• Portfolio showcase: Display examples of your work to demonstrate your expertise and capabilities.
• Client testimonials: Incorporate feedback from clients to build trust and establish credibility.
• Accessible contact information: Make it easy for potential clients to reach out to you.
• Blog section: Maintain an updated blog with articles relevant to your target audience, showcasing your knowledge.

Having a professional website not only enhances your online presence but also acts as a central hub for all your marketing initiatives. It provides potential clients with a space to learn about you and your services while reinforcing your brand identity. As you continue to improve your skills and gain experience, consistently updating your website with fresh content and testimonials will help maintain its relevance and effectiveness in attracting new clients.

Expert Insights on Securing Your First Client as a Human VA

Networking Strategies for Aspiring Virtual Assistants

Effective networking is vital for acquiring your first client as a human VA. Building relationships with individuals in your field can lead to invaluable opportunities and client referrals. To maximize your networking efforts, consider implementing these strategies:

• Attend industry events: Participate in conferences, webinars, and workshops to meet potential clients face-to-face.
• Join online communities: Engage in forums and social media groups focused on virtual assistance, sharing insights and expertise.
• Local networking meetups: Connect with local professionals at co-working spaces or networking events designed for business collaboration.
• Informational interviews: Reach out to experienced VAs to gain insights and advice about industry best practices.
• Follow-up: Strengthen connections by checking in after initial meetings, nurturing valuable relationships.

Real-world examples demonstrate how effective networking can lead to client acquisition. For instance, a new VA attending a local business workshop might meet a small business owner in need of assistance. By establishing a rapport and showcasing their skills, the VA can successfully secure their first client.

Networking not only opens doors to potential clients but also broadens your understanding of the industry landscape. Engaging with others allows you to stay informed about trends and challenges, enabling you to tailor your services to meet the evolving needs of clients.

Showcasing Your Expertise Effectively as a VA

Demonstrating your expertise is vital for attracting clients as a human VA. Prospective clients need assurance of your skills and knowledge before they choose to engage your services. Here are actionable steps to effectively showcase your expertise:

• Create case studies: Provide detailed accounts of your past work, illustrating your problem-solving abilities and successful outcomes.
• Write insightful articles: Contribute to blogs or platforms relevant to your niche, sharing valuable insights and tips that highlight your knowledge.
• Produce engaging video content: Develop instructional videos or webinars to showcase your abilities and approaches.
• Participate in speaking opportunities: Offer to present at industry events or webinars to establish yourself as a thought leader.
• Provide free consultations: Offer initial consultations to demonstrate your value to potential clients, allowing them to gauge your expertise.

By actively sharing your expertise, you not only build credibility but also cultivate an audience that trusts your insights. Consequently, potential clients are more likely to engage your services when they perceive you as a knowledgeable resource in the industry.

Essential Elements for an Engaging Portfolio

A well-crafted portfolio is a pivotal asset for attracting clients, especially in the competitive realm of virtual assistance. An effective portfolio should encompass various elements that showcase your skills and experience comprehensively. Consider incorporating these key components when designing your portfolio:

• Work samples: Include examples of completed projects that reflect your skills and expertise in diverse areas.
• Client testimonials: Gather feedback from clients to enhance your credibility and provide social proof of your abilities.
• Relevant certifications: Display any pertinent certifications or training that bolster your qualifications and expertise.
• Case studies: Offer detailed insights into how you successfully resolved clients’ challenges, showcasing your problem-solving skills.
• Professional branding: Ensure your portfolio aligns with your overall brand identity for a cohesive presentation.

An effective portfolio not only showcases your capabilities but also tells a story about your work style and results. By curating your portfolio to highlight your strengths and achievements, you create a compelling narrative that helps potential clients envision how your services can benefit them.

Engaging Potential Clients Through Social Media

Social media platforms, particularly LinkedIn and X, play a crucial role in showcasing your skills and connecting with potential clients. To effectively leverage these platforms, consider the following actionable strategies:

• Optimise your profile: Use a professional photo, an engaging headline, and a detailed summary to highlight your skills and services effectively.
• Share valuable content: Regularly post articles, tips, or insights related to your niche to demonstrate your expertise and attract interest.
• Engage with others: Like, comment, and share posts from potential clients to build rapport and foster connections.
• Join relevant groups: Participate in groups related to your niche to expand your professional network and engage in discussions.
• Direct messaging: Reach out to potential clients with personalized messages that introduce yourself and your services effectively.

Building a professional online presence will not only attract business opportunities but also reinforce your authority in your field. By actively engaging with your audience, you cultivate relationships that can lead to new client acquisitions and collaborations.

Understanding the Role of Cold Outreach in Client Acquisition

Cold emailing and calling can serve as powerful strategies for new VAs eager to secure clients. While it may seem daunting, employing specific techniques can help you craft persuasive outreach messages that convert leads into clients. Focus on the following approaches:

• Personalisation: Tailor your message to each recipient, addressing their unique needs and challenges directly.
• Value proposition: Clearly articulate the unique value you can bring to their business and how it aligns with their goals.
• Clear call to action: Encourage a response by posing a specific question or suggesting a meeting to discuss further.
• Follow-up: Don’t hesitate to send a polite follow-up message if you don’t receive a response initially.
• Timing: Consider the optimal times to reach out based on the recipient’s industry and schedule for maximum impact.

Overcoming the apprehension associated with cold outreach can yield significant benefits. For example, a well-crafted cold email that highlights your skills and presents a solution to a potential client’s problem can lead to a fruitful working relationship.

Identifying Potential Clients in Your Niche

Exploring Industries with High Demand for Virtual Assistants

Identifying industries that exhibit a strong demand for virtual assistants is essential for effectively targeting your outreach efforts. Certain sectors consistently seek VA support due to their operational requirements and unique challenges. Consider exploring the following industries:

• Real estate: Agents often require administrative support for managing listings, client communications, and scheduling.
• Marketing: Agencies frequently need assistance with social media management, content creation, and campaign execution.
• E-commerce: Online retailers require help with customer service, order management, and product listings.
• Health and wellness: Professionals in this sector benefit from scheduling, administrative support, and client follow-ups.
• Consulting: Consultants regularly need assistance with research, project management, and client interactions.

Targeting these industries can yield fruitful opportunities, as many businesses increasingly recognize the advantages of outsourcing administrative tasks. Conducting research on specific companies within these sectors can further refine your outreach focus, enabling a more targeted and effective approach in your client acquisition efforts.

Maximizing Opportunities on Job Boards and Freelance Platforms

Job boards and freelance platforms are invaluable resources for finding clients as a new VA. By creating profiles on these sites, you increase your visibility to potential clients actively seeking assistance. To optimize your profiles on these platforms, consider the following actionable tips:

• Complete your profile: Ensure all sections are filled out to provide a comprehensive overview of your skills and services.
• Highlight your services: Clearly outline the specific virtual assistance services you provide to attract the right clients.
• Incorporate keywords: Use relevant keywords that potential clients might search for when looking for services to enhance discoverability.
• Showcase reviews: Encourage satisfied clients to leave positive reviews to bolster your credibility and attract new clients.
• Stay active: Regularly update your profile and apply to new job postings to maintain visibility and engagement.

By effectively leveraging job boards and freelance platforms, you can connect with clients seeking specific assistance, making it easier to secure your first few contracts. Your profile acts as a digital resume, so investing time in creating a compelling one can significantly impact your client acquisition efforts.

Identifying Characteristics of Ideal Clients for Your Services

Understanding the characteristics that define a good client fit can save you valuable time and effort in your quest for new business. Various factors contribute to determining whether a client is likely to be satisfied with your services and share a mutual understanding of expectations. Consider these traits of ideal clients for VAs:

• Clear communication: Clients who articulate their needs clearly facilitate smoother collaboration.
• Realistic expectations: Ideal clients understand the scope of services and associated timelines, leading to less friction.
• Responsiveness: Clients who respond promptly to queries create a more efficient workflow and relationship.
• Respect for your expertise: Clients who value your skills are more likely to appreciate your contributions.
• Aligned values: Shared values foster a productive and harmonious working relationship.

Identifying these traits during initial communications can help you assess whether the client relationship is worth pursuing. Collaborating with clients who exhibit these characteristics can lead to more productive partnerships and reduce the likelihood of future misunderstandings, ultimately benefiting both parties.

Strategizing Your Outreach for Maximum Effectiveness

Crafting Persuasive Cold Emails for Client Acquisition

Cold emails can serve as a powerful means of reaching potential clients when crafted thoughtfully. Personalizing and making your emails compelling is essential for capturing the recipient’s attention and interest. Here are some effective strategies for writing successful cold emails:

• Engaging subject line: Create a subject line that sparks curiosity or addresses a specific need relevant to the recipient.
• Personalized greeting: Use the recipient’s name and reference any mutual connections or shared interests to establish rapport.
• Value introduction: Quickly introduce yourself and explain how you can help solve a problem they’re facing within their business.
• Concise body: Keep your email brief, focusing on how your services can directly benefit them in achieving their goals.
• Clear call to action: Encourage a response by suggesting a meeting or further discussion to explore potential collaboration.

An example of a successful cold email could start with a compelling subject line, followed by a succinct introduction that highlights a challenge the recipient might be experiencing and how your services can provide a solution. Concluding with a clear and inviting call to action will encourage a response, increasing your chances of engagement.

Leveraging LinkedIn for Effective Professional Outreach

LinkedIn is a powerful platform for connecting with professionals and businesses, making it an essential tool for VA outreach. Here are actionable steps for effectively using LinkedIn to connect with potential clients:

• Optimise your profile: Ensure your profile accurately reflects your skills and services, complete with a professional photo and an engaging headline.
• Connect with potential clients: Send personalized connection requests to individuals in your target industries to expand your network.
• Engage with their content: Like, comment, and share posts from potential clients to build rapport and foster meaningful relationships.
• Join relevant groups: Participate in discussions and offer insights in groups related to your niche, showcasing your expertise.
• Send direct messages: Once connections are established, reach out with tailored messages introducing your services and how you can assist them.

Leveraging LinkedIn for outreach can significantly enhance your visibility and position you in front of decision-makers who may require your assistance. Building relationships through engagement and meaningful connections often leads to fruitful opportunities for collaboration and client acquisition.

Following Up Without Being Overbearing

Following up is a critical aspect of the outreach process; however, it’s essential to do so without appearing overly aggressive. Polite and timely follow-ups can maintain interest and lead to successful client acquisition. Here are tips for following up effectively:

• Timing: Wait a few days to a week before sending a follow-up message, allowing the recipient time to respond.
• Polite tone: Use a friendly and respectful tone that conveys your ongoing interest in their needs and concerns.
• Reference previous communication: Remind them of your earlier message to provide context and continuity.
• Offer additional value: Include a helpful tip or resource related to their potential needs to showcase your expertise and commitment.
• Encourage a response: End with an open-ended question to invite dialogue and further discussion.

Following up helps keep the conversation flowing and can lead to productive discussions. Clients appreciate professionalism and respect, and your approach can significantly influence their willingness to engage further with you.

Effective Client Outreach Through Social Media Platforms

Utilizing platforms like X (Twitter), Instagram, and Facebook for outreach can be a robust strategy for connecting with potential clients. Engaging with your audience and sharing valuable content enhances your visibility and authority. Consider these strategies for effective social media outreach:

• Identify target audiences: Understand who your ideal clients are and which platforms they frequent to tailor your approach.
• Create valuable content: Share tips, insights, and resources that resonate with your audience and demonstrate your expertise.
• Interact regularly: Engage with followers by promptly responding to comments and messages to foster relationships.
• Utilise stories and live videos: Share behind-the-scenes content to humanize your brand and connect with your audience.
• Collaborate with influencers: Partnering with industry influencers can expand your reach and enhance your credibility.

Building relationships through social media can lead to new client prospects and referrals. By positioning yourself as a knowledgeable resource and engaging authentically with your audience, you create a network of potential clients who appreciate your insights and expertise.

The Advantages of Specialising as a Human VA

Selecting a Niche That Aligns with Your Skills and Interests

Specializing in a specific niche can significantly enhance your appeal to potential clients. By choosing a niche that resonates with your skills and interests, you can distinguish yourself in a competitive market. Here are some popular VA niches to consider:

• Social media management: Many businesses seek help managing their online presence and engagement.
• Content creation: Writers, bloggers, and companies often need assistance in producing high-quality content.
• Email marketing: Organizations look for VAs to manage their email campaigns and newsletters effectively.
• Bookkeeping: Small businesses frequently require assistance with financial tasks and data entry.
• Customer support: Providing client assistance is a valuable service across various industries and sectors.

By specializing, you not only become more attractive to targeted clients but also develop deeper expertise in your selected field. This specialized knowledge can enhance your credibility and enable you to command higher fees for your services, making it a strategic choice for your career advancement.

How Specialisation Justifies Higher Fees

Specialisation can validate higher fees due to your expertise in a specific area. Clients are often willing to pay a premium for specialized skills, as they recognize the value of collaborating with someone who genuinely understands their needs. Consider these high-paying VA niches that frequently command elevated rates:

• Project management: Coordinating projects requires specific skills, often resulting in higher fees.
• Digital marketing: Expertise in SEO and online advertising can command premium rates in competitive markets.
• Technical support: Providing tech assistance frequently requires advanced skills, allowing for higher pricing and demand.
• Legal or medical assistance: These fields typically require specialized knowledge and can lead to lucrative opportunities for skilled VAs.
• Website development: Building and maintaining websites is a highly sought-after skill that often commands higher rates.

As you specialize, consider how to effectively communicate your expertise to potential clients. By highlighting your niche in your marketing materials, you can attract clients who appreciate your specialized knowledge, thereby increasing your earning potential and professional reputation.

Marketing Yourself as a Niche Specialist

Marketing yourself as a specialist necessitates a targeted approach that showcases your expertise and attracts the right audience. Here are tips for effective niche marketing strategies for VAs:

• Tailored messaging: Craft marketing messages that speak directly to your target audience’s needs and pain points.
• Content marketing: Create content that addresses common challenges within your niche, demonstrating your understanding and solutions.
• Networking within your niche: Attend events specific to your area of expertise to meet potential clients and establish connections.
• Utilise testimonials: Leverage client feedback that highlights your specialized skills and successful outcomes.
• Visual branding: Ensure your branding aligns with your niche to create a cohesive and professional image.

By effectively marketing yourself as a specialist, you position yourself as an authority in your field. This not only attracts clients seeking specific skills but also enhances your reputation, leading to increased referrals and growth opportunities in your career as a VA.

Research-Backed Benefits of Securing Your First Client as a Human VA

The Transformative Impact of Early Client Success on Your Career

Securing your first client can profoundly influence your career trajectory as a VA. Completing your initial project offers invaluable experience and lays the groundwork for future opportunities. Consider these actionable steps to maximise the benefits of your first client:

• Deliver exceptional service: Go above and beyond to exceed your client’s expectations and provide outstanding results.
• Request testimonials: Solicit feedback and use it to enhance your portfolio and attract future clients.
• Seek referrals: Encourage your first client to refer you to their network, opening doors for new opportunities.
• Document your processes: Take notes on what worked well to refine your approach for future clients and projects.
• Maintain communication: Stay in touch with your first client for potential future projects and collaborations.

The initial client relationship can pave the way for more opportunities, as satisfied clients often refer you to others. Building a solid foundation at the start of your career can lead to a network of connections that fosters growth and success in your virtual assistance journey.

How Initial Client Relationships Shape Your Service Offerings

Initial client relationships can provide invaluable feedback that shapes your services as a VA. Understanding client needs and preferences will allow you to refine your offerings over time and make them more appealing. Consider these expert recommendations on adapting services based on client feedback:

• Gather feedback regularly: Use surveys or direct communication to gauge client satisfaction and areas for improvement.
• Adapt your services: Be open to adjusting your offerings based on client needs and market demands.
• Identify trends: Observe common requests or challenges among clients to inform service enhancements and updates.
• Stay updated: Keep abreast of industry trends to evolve your services in line with client expectations and preferences.
• Solicit reviews: Encourage clients to share their experiences to enhance your credibility and attract new business.

The insights gained from early clients can shape your service offerings, ensuring they align with market demands. Being responsive to feedback also demonstrates your commitment to client satisfaction, fostering long-term relationships and repeat business opportunities.

The Psychological Benefits of Securing Your First Client

Securing your first client can significantly boost your confidence and motivation as a human VA. This achievement validates your skills and encourages you to continue pursuing your career. Here are some psychological benefits associated with landing your first client:

• Increased confidence: Completing a project reinforces your capabilities and instills a sense of accomplishment.
• Validation of skills: Gaining a client affirms that your skills are valued in the marketplace and among peers.
• Motivation: Positive experiences can energize you to seek additional clients and projects, fostering growth.
• A sense of achievement: Accomplishing your initial goal instills pride and satisfaction in your work.
• Community connection: Engaging with clients can foster a sense of belonging in your professional community and network.

Real-world examples illustrate how the psychological boost from landing a first client can lead to increased motivation and perseverance. This success can catalyze further growth, propelling you toward achieving your professional goals as a VA.

How Securing Your First Client Expands Your Professional Network

Your first client can introduce you to new contacts and opportunities, significantly expanding your professional network. Engaging with clients opens doors to connections that can lead to future work and collaborations. Here are strategies for leveraging these connections for growth:

• Stay connected: Maintain communication with your first client and express appreciation for their business and support.
• Ask for referrals: Encourage them to refer you to others in their network, expanding your reach.
• Participate in their events: Attend any events or webinars they host to deepen the connection and visibility.
• Offer continued support: Let them know you’re available for future projects or assistance as needed.
• Network with their connections: Use LinkedIn to connect with people they refer you to and build your network further.

Building and nurturing these relationships can create a ripple effect, leading to additional clients and collaboration opportunities. The value of your first client extends beyond the immediate project, as their network may introduce you to further prospects, enhancing your overall growth and professional success.

Strategies for Sustaining and Expanding Your Client Base

Delivering Outstanding Service for Client Retention

Providing exceptional service is crucial for retaining clients and encouraging referrals. Satisfied clients are more likely to return for additional services and recommend you to others in their network. Here are strategies for delivering outstanding service:

• Active communication: Keep clients informed about project progress and promptly address any concerns they may have.
• Set clear expectations: Ensure clients understand your processes, timelines, and deliverables to minimize confusion.
• Seek feedback: Regularly check in with clients to assess satisfaction and gather insights for improvement.
• Go the extra mile: Offer additional support or resources to exceed client expectations and enhance their experience.
• Follow up: After project completion, check in to ensure satisfaction and discuss future needs or opportunities.

Exceptional service fosters trust and loyalty, leading to repeat business and referrals. By consistently delivering high-quality work and maintaining strong communication, you position yourself as a valuable partner, increasing the likelihood of continued collaborations and projects.

How to Upsell and Cross-Sell to Existing Clients

Upselling and cross-selling are effective strategies for increasing your income from existing clients. By identifying additional services that could benefit them, you can enhance their experience while boosting your revenue. Here are tips for effective upselling and cross-selling techniques:

• Understand their needs: Regularly assess client needs and preferences during your interactions to identify areas for growth.
• Identify gaps: Look for areas where your clients may require additional support or services that you can provide.
• Present options: Offer tailored solutions based on their specific needs, emphasizing the value they provide to their business.
• Be consultative: Position your suggestions as helpful recommendations rather than hard sells to maintain a positive relationship.
• Follow up: After pitching additional services, follow up to address any questions or concerns they may have.

By adopting a consultative approach to upselling and cross-selling, you demonstrate your commitment to your clients’ success. This strategy not only increases your income but also reinforces your position as a trusted advisor, ultimately strengthening your client relationships and business growth.

Expanding Your Service Offerings to Attract New Clients

Broadening your service offerings can attract new clients and increase your value to existing ones. By considering complementary services that align with your skills, you can enhance your appeal in a competitive market. Here are examples of service expansions for VAs:

• Social media content creation: If you manage a client’s social media, consider offering to create engaging content as well.
• Email marketing: Assist clients not only with administrative tasks but also with strategizing and executing email campaigns.
• Graphic design: If you possess design skills, offer to create visual content for clients’ marketing needs and branding.
• Website management: Expand your website services to include maintenance and updates for client sites.
• Virtual event support: Assist clients with planning and executing online events or webinars to enhance their engagement.

By broadening your service range, you can appeal to a wider audience and meet diverse client needs. This flexibility enhances your value proposition and positions you as a one-stop solution for clients, making it easier to attract and retain business.

Frequently Asked Questions about Human Virtual Assistants

What is a human VA?

A human VA, or virtual assistant, is a professional who provides administrative, technical, or creative assistance remotely, enabling businesses to concentrate on their core functions and improve efficiency.

How do I start finding clients as a new VA?

Begin by establishing your brand, utilizing social media for visibility, networking, and optimizing your outreach strategies to connect effectively with potential clients who need your services.

What platforms are best for finding VA jobs?

Popular platforms for finding VA jobs include Upwork, Freelancer, and Fiverr, in addition to job boards like Remote.co and We Work Remotely that specialize in remote work opportunities.

How important is social media for a VA business?

Social media is vital for visibility, networking, and showcasing your expertise, simplifying the connection with potential clients and helping you build your brand in the digital space.

Can cold emailing genuinely acquire clients?

Yes, cold emailing can be an effective strategy to reach potential clients when executed thoughtfully, with personalized messages that highlight your value and understanding of their needs.

What should be included in my VA portfolio?

Your portfolio should encompass work samples, client testimonials, case studies, and any relevant certifications that demonstrate your skills and experience to potential clients.

How can I increase my rates as a VA?

Specializing in a niche, showcasing your expertise, and consistently delivering high-quality services can justify higher rates and attract clients willing to pay for your skills and competencies.

What are the perks of having a niche as a VA?

Having a niche enhances your attractiveness to clients, allows you to develop specialized skills, and can lead to higher rates and greater job satisfaction in your career.

How do I ensure clients return?

Providing exceptional service, maintaining communication, and consistently exceeding expectations will encourage clients to return and refer you to others within their professional network.

What are some effective networking strategies for VAs?

Effective networking strategies include attending industry events, joining online communities, and engaging with professionals in your field to build relationships and secure clients over time.

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The Article Finding Your First Client As A Human VA: Universal Strategies First Published On: https://vagods.co.uk