Sophia Hilario

TRANSCRIPTION How to Get Long Term Clients| FVA Business Consultancy ​https://www.youtube.com/watch?v=Wik9xUlcdeI Grace:​ Hi Everyone. Goodmorning. My name is Grace again and [00:00:11] Jay:​ I am Jay Locsin Grace: We are the founders of Filipino Virtual Assistance. I was gonna say co-founder and Jay: That’s what I thought. We’re the Founders and owners of Filipino Virtual Assistance and we are based here in Davao City. Grace: ​And We’re Here today to discuss on How to get long term clients in freelancing. Okay because this has been a struggle for a lot of freelancers. They would start a job and start a gig, and start a contract. However, when it comes to sustaining it long-term, that’s the issue for a lot of newbies. It sometimes would take you a few years in order to really see the process or know the very technique on how you can sustain a client. And in here today, we’re going to share what we learned in the process as well. You know, we have been freelancing for ten years. This is our tenth year and we are going to share with you what we’ve learned between-, 2012? 2010 and then we were office mates for 2 years . 2012 when we went home-based and then until now. When it comes to sustaining your freelancing with long-term clients. We’re going to give you six tips on how you can earn in freelancing and sustain a contract or a client long-term. So number 1, Jay, is. Jay: Number 1 is you need to give value first. What does that mean? A lot of people when they apply for a job they automatically assume that they ‘re going to make thousands of pesos while the job or the workload is easy or not that taxing. We’re learned in our years of freelancing that, you know, it’s the other way around. Instead of expecting your client to give you more for the service that you do, you need to give more even with you know whatever pay you get or whatever hours you get for the job offer. Why is that important? Because it shows that you are really interested in what you are doing and that you value the client. You value your time. You value the opportunity to work at home and not have to travel; to take the jeepneys, taxis, grab or drive. And just be home and be able to provide for your family even just by being home. It just shows that you’re grateful for the opportunity to be able to work from home. Grace: ​And this is also, if like, when it comes to your growing as a freelancer. So, when you’re growing, probably you can sustain 3 clients, 4 clients, and you’re able to give quality work, However when you go and add more probably the value is compromised. So that’s your indicator that you know, you don’t go for more anymore. So fi you are not able give value anymore that means that it’s time to just sustain the amount of clients , the number of clients you are providing services so when it comes to sustaining a long-term relationship with a client, you have to give value first. Value means being able to do the job on time, being able to meet deadline, being able to give quality work, being able to give satisfactory output you know based on the client’s perspective, preferences and instructions, being able to do the job without limiting the mistakes, making your client happy, so that’s value, you’re producing an output that benefits the business, so that’s a value right there. So, at the end of the day, if you're just clocking in hours, and getting your kaching kaching, you know getting your hourly rate because you’re being paid for eight dollars, four dollars, ten dollars, and you’re not giving value, nothing was actually accomplished in that business then you won’t be able to sustain that contract. Probably, at the end of the month, your client will tell you, you’re not doing good with your work and you won’t be sustained anymore. The client will end the contract and you will lose that contract. However, after the end of the day, if you keep producing value, you know, at the end of the day if you are providing value, there’s an output that was provided, There was an output, you know, a quality output, that benefited the business, then you’re able to sustain that client for a long period of time. Because they will be dependent on you, they would take care of other tasks. And not be monitoring you all the time, so they can be productive somewhere else . You know, when it comes to their MITs or most difficult tasks, because you are taking care of the other aspect of the business so you’re producing value. Jay: Right, another aspect of producing value is that you’re making yourself irreplaceable in your company. Grace:​ True. Jay: Because now, you now have basically set yourself founded in that company by giving in a lot of work, a lot of hours, a lot of character into what you do. You know the company would have a hard time to replace you. It will give you a long term client. It starts with you. If you’re just starting with freelancing and you want to make sure that you get a long term client, it’s not about the client, it’s about you. It’s about what value you give, it’s about how you do your job. And how you do your job dictates how long you will be in that company. If you don’t do your job properly then the company will lose it business and when they lose business, what happens? You lose the job. You don't get paid, you lose a job and you know the company closes down or they find someone else, but if you produce, and help the company grow. And help the company make money, then you’re definitely setting yourself up for success. When I was applying for jobs online before, I would always say that I am looking forward to being part of this team, and you know working with and for you. Because I’m not just going to be sitting there expecting my boss to do everything for me. I’m going to be there, I’m going to be a part of the team. I’m going to pitch in. I’m going to do whatever I can do to keep the company afloat. So produce value, that’s number 1. Grace: Number 2 is be willing to work yourself into a more comfortable time. This is one of the initial things that the freelancers are not able to find a good relationships with clients because there are a lot of freelancers who are very choosy. Of course you should know your value as a freelancer especially if you are trained and you’re experienced. So you should start with at least five dollars per hour, However, you should be willing to work yourself into getting that position. Getting that spot, getting that trust. It sometimes would mean you’re going to start with a small hourly rate like five dollars per hour, before your going to ask for an increase because you're losing value You know sometimes, it would mean that you’re going to work night shifts okay, and we did that you know, before when we were working night shift. So you have to work yourself into a more comfortable time and situation to get that position. To get that trust to get that relationship. Because when we’re talking about marketing today. A lot of the agencies in the marketing world are doing the trust based marketing. They want to be able to establish that trust to their customers so the customers would be will be dependent of will trust or will patronize the products or services why because they trust you know their business. They trust the brand.and its the same way with when it comes to you as a freelancer your (undecipherable). Don’t be demanding right away. Like, “um, I can’t really work with that because um night shift” or “I can’t really work with that because it’s only 4 dollars or five dollars per hour, I want to be able to earn twenty dollars right away” okay so in order for you to find long term clients, there needs to be a trust involved. There needs to be that relationship that they’re able to give you their work, they’ll be able to trust you with their work, So go and be willing to work yourself in getting that trust. From your clients. Jay: If you’re just starting with freelancing, definitely expect to be working night shift. Because you have to understand that clients are in a different time zone, except if you’re in the same place as them as they are or country as they are but if you’re in the Philippines, and you’re going to be working for clients overseas, you’re in a different time zone You’re going to be working night shift. But it doesn’t mean that it’s going to be forever, like she said, work yourself into more comfortable working hours. You can’t demand right away and say “I want to work daytime, my time.” It doesn’t work that way. Understand that you’re the one that looking for a job you’re the one that needs salary monthly and that you know I have a friend before that said that’s why it’s called a job. Because it’s something that you don’t want ot do but you get paid to do it anyway so you do it anyway you know so be willing to through the hard times. We mentioned last week that we started an internet cafe and I worked at night. It was difficult. It was tough. It was hard but we embraced it. We grew with it and you know now we are able to choose our own hours choose our own pay. Grace:​ We’re not working any nightshift anymore. Jay:​ No more. Grace: Yup, we have a routine at home and we’re able to work all day long you know no more night shifts. And you know when you’re able to reach that trust, when you’re able to reach you know that position where client is giving you that position then you can go and ask for a better and comfortable pay and time as well. Were promoting freelancing, because it’s lifestyle that you can choose when it comes to your time, to your hourly rate, to the contract, to the basically the clients that would best suite your lifestyle or your routines. But it doesn’t start that way, you have to work yourself into a more comfortable time there should be trust involved. There needs to be that relationship that needs to be established first and then once you have that you know once your client trusts you once you have that client and VA relationship, and you’re being give by the tasks because your’re producing value, then you can go and for sure sustain that client for a long period of time, because you are willing to give first, you’re willing to compromise your hours first, or your working time first and then after that then you can sustain that client for a long period of time. Number 3 is we highly suggest that you be in a contract, so that means that you probably would sign an NDA or Confidentiality form, or whatever it may be. A contract is very helpful when it comes to your freelancing services. So don’t just go and start your freelancing job without a contract. There needs to be a contract because once you’re in a contract, Of course, you know what are the guidelines that you need to do, you know what are the expectations, that you need to provide, There’s that mind right there, there’s that contract, There’s that agreement right there So it helps you and the client be on the same page to go for long term relationship But without contract, It’s like a relationship that would just come and go right. It’s like marriage. So, don’t go for anything without the right first. There should be that contract There should be that agreement. You’re in the same pace/ page I know that you can just dispose the contract anytime. However, when you start with a contract, You know the expectations, you know what the client, expect of you, and you are also able to communicate what’s best for you when it comes to your working relationship, your working routines, and there’s that relationship. It starts right. Always start with a contract. Be in a contract. Jay: Another thing that is really good at having a contract is that it serves as your security It serves as your protection cause then you know being in a contract, that means if the company does something to you that is not in the agreement, you can (go back to that) you basically chase them and say “You need to pay me for a breach in contract.” It’s basically your security. It’s also a security for the company, that way if you’re not doing your job then they can fire you, they can fine you whatever they want to do. So it’s a mutual security between the client and the virtual assistant. So if you’re applying for a job, and doing interview, always ask for a contract. Especially if it’s hourly. Don’t start the work without the contract. I’ve had experiences before that would say yeah we’ll give you the contract in a week. Can you start this month? Now, start now and do this. And benign new and naive to it, I’d go ahead and do it. By friday comes, they just automatically, (disappear). “Hey, you know what, we’re not doing this anymore, but I’ve already done the job. Turned out they just wanted that thing that they had me do get done for the week. That way they’re good for the next week. They don’t really need me. They can’t pay me. Nothing, because I don’t have a contract. So, always demand for a contract first. Grace: ​That’s number 3. Number 4 is Work with Companies, It may be Jay:​ Platforms, platforms Grace: It may be platforms, agencies, alright, because we also have like for example, freelancing agencies like RemoteStuff, or FreeUp, or MOD, They’re hiring virtual assistants, You know, there are a lot of agencies out there. And also of course freelancing platforms because there’s that accountability. There’s that project manager. There’s a team managing your contract so that means that you have more security andyo have more probability to do this long term. So go and work in the platforms, go work with an agencies and companies, Who are providing the security and the accountability that you need in order for you to be sustained longer. Of course, when you’re doing that, the downside of that as well is you are not able to go and have your own time. There’s no freelancing in that. You need ot be able to work according to the prescribe or the demand of that company. But if you are you can start with that and then afterwards you can choose your own contract, when you know what are your expectations. Jay: ​Yeah, another thing about working with a platform or in a platform, I know it’s tempting to tell the client. Hey, can we work outside of Upwork that way you don’t get charged with your know money transfer from Upwork to your local account. You know Philippines account bank account, IT is tempting because yes, you do get more money however understand that platform works as a contract. It’s your safety, it’s your protection that you won’t get scammed. We have tried many ways make more money working freelancing and I’ve also tried talking to a client and saying Hey let’s work outside of Upwork. Because twenty percent is big. Yeah, twenty percent off my pay is huge so if you’re going to work outside of upwork, then I get that twenty percent. And then we start doing it and the client realizes that Hey you know what I can just disappear and he won’t be able to contact me anymore and they did. They disappear. One time we lost about half a million pesos you know including pay for other people that work with us and for us. Grace: You know there was a team for a client. Coach Misma was there and my cousin Reyma Our business manager right now CJ, Coaches Noel, and Sj was there as well. Jay: We’ve learned from that because we trust it and not work with a platform. We lost a lot of money. We had people that actually quit their day job to work with us. Because you know it pays well. But if you’re working, let’s say for example, in upwork or online jobs, the client are actually demanded to give a downpayment or something like that before they can start hiring, virtual assistants, if they don’t do that they can’t hire anybody. So basically it give you protection so don’t get tempted with the 20%. Stay safe. Because in the long run, it’s really going to help. Grace: Another way that you could also do this outside the platform is ask for the contract and ask for upfront payment or ask to be paid on a weekly basis for the first month. So you would know that you’re not being scammed right. So Number 5 is Go for Freelancing Niches which are on assistance and management So in order for you to be sustained long term when it comes to your freelancing, you need to be constantly no being constantly needed as a freelancer. So there are freelancing niches that are just focused on the setup. So that’s like a one time job, and afterwards you have to look for another one time job So after another one time job. So you know those contracts are temporary. You always need to be on the marketing end. You need to be doing a lot of lead generation in order for you to go and get contract. So ever, we’re talking here of a long term client relationship so go for that niches which are on assistance, and management, so for example, real estate virtual assistant, you’re always “assistant” is there so you’re always assisting the client when it comes to their jobs you know they need you doing, for example, the ML list, the BPO, the transaction billing, they are always needing you because you’re assisting them. Management like social media management those are tasks that you’re always constantly being needed on a weekly basis or on a daily basis. Like for example, you need to be doing contents, you need to be interacting, so those are the niches that would go and give you jobs for a long period of time. So you’re being sustained while why because the job itself. The nature of the job itself means that you are being needed on a weekly or on a monthly basis. Jay:​ Yeah, I can’t add anymore to that. Grace:​ and Number 6 and this is our last point is Jay: ​Number 6 for the last point: Own the Brand. Okay, let’s stop there for a minute. Own the Brand what does that mean? You know for professional athletes, let’s say NBA players or Philippines basketball players, They are, in their contract, they are demanded to basically represent the team. Everywhere they go they wear the team t-shirt whatever they do they wear the team hat they basically represent the whole team. And this is the same with owning the brand. If you’re working for let’s say a real estate virtual assistant or a real estate investment, you have to think that you own the business. You have to think like this is your business. Why is that because if you think that way, you’re going to take care of it. You’re going to do whatever it takes to get business. If you don’t own the brand, you don’t go for extra miles, extra miles, extra hours, extra minutes. And if you don’t own the brand, you’re not going to care. Really, and if you’re not going to care, you’re going to lose the job and then you’re going to be back to square one and trying to find a job, Grace: ​Looking for clients again yeah. Jay: So the more you make your client earn, the more secure that you have in your job. If you’re earning for the company because you’re owning the brand, then the client is going to really keep you . and you’re gonna get you know, you’re gonna get keep getting paid each week, each month. Because you own the brand. Grace: ​So be a team player, Don’t just be working for yourself. Like, what can I get from this. You know what’s my hourly rate for this. Like you know thinking of yourself because you will really lose it If you don’t own the brand, you’re being driven by the money, you won’t really take care of its output. You wouldn’t take care of finishing the task that you need to finish because you know something is being compromised. You know at the end of the day, you’re willing to make a sacrifices, you’re willing to go and go the extra mile, and when you do that. The client will prosper, and when the client prosper, you will also prosper. So when the business grow bigger, your freelancing is more sustained why because they would need more of your job they will need more of your video editing, they would need more of your services because the companies growing so you would have more hours and because you’re doing a lot. They would give more for your hourly rate, increase your hourly rate. So own the brand the more you will make your clients successful, the more that your long term contract will also be sustained. So that’s it actually with when it comes to. Jay: ​Bottomline actually all of these points that we shared to you giving value, being willing to work in a more comfortable time, being in a contract, working with platforms, going to niches, owning the brand, bottomline of this is this, just be grateful that you’re able to work at home. Especially now that’s because of the pandemic, a lot of people lost their jobs, a lot of people are not able to you know make enough money to provide for the family, but you have the opportunity to make dollars, each week and opportunity to be with your kids, with your spouses at the same time, a lot of people even when the pandemic ends, a lot of people will have to go back to work, and their going to leave their kids behind, leave their spouses behind, and you know their going to get tired, Grace: ​The OFWs can relate and a lot of students that are coming in going home because they’/re able to do freelancing now. Jay: So overall, it’s a huge blessing, to be able to work from home, and be earning more than the hourly rate here in the philippines, Trust me, you know, people that works for the companies here in the Philippines, they don't make enough I’m even going to say even back president they don't make enough we had a friend before, he was a bank president, right He was a bank president but we made more money than he did you know because this is a blessing, it’s an opportunity to be blessed and to be with our families and Grace:​ So that alone Jay: Yeah that alone, should drive you to do your job well you know with character, with integrity, because not everyone not every filipino can do this. To be honest with you, not every filipino is good with communication skills when it comes to talking english, writing, you know not everyone can do this. However if you can, and you're doing it be grateful and do your job really well take care of your job because this is a great opportunity that you have in your hands right now. Grace: I hope that you learned and I hope that you were able to get a lot of insights. When it comes to your freelancing journey on this video I will see you again. We hope that this was helpful. Jay: And if there is anything that you want us to talk about next saturday or following saturdays, maybe, how do we do this, put it in the comment or? Grace: Put it in the comment section and we will go gather thoughts together and we can help discuss it because we are here for you guys. Alright you’re welcome guys. Thank you for your time as well and talk to you soon. Bye. God bless. [00:25:46]