From Zero to Booked: How to Land Your First 3 VA Clients
Keith Kipkemboi
From Zero to Booked: How to Land Your First 3 VA Clients
Laying the Foundation: What Do You Offer and to Whom?
Identify Your Core Skills and Services
Define Your Niche and Ideal First Client
Building a 'Starter' Portfolio (Even with No Clients)
Create Speculative Work (Spec Work)
Offer a Service to a Non-Profit or Local Business
Reframe Past Work and Life Experience
Strategy 1: Leverage Your Warm Market
Announce Your New Business on Social Media
Personally Reach Out to Friends, Family, and Former Colleagues
Strategy 2: The 'Value-First' Approach in Online Communities
Find and Participate in Relevant Facebook & LinkedIn Groups
Answer Questions and Offer Free Advice
References
From Zero to Booked: How to Land Your First 3 VA Clients
Breaking into the world of virtual assistance can feel like a classic catch-22: you need experience to get clients, but you need clients to get experience. This guide is designed to break that cycle. We'll provide a clear, actionable roadmap to help you land your first three paying clients, even if you're starting from scratch.
This process involves a mix of leveraging your current network and smart, targeted outreach. Once you have those first few clients, you can focus on strategies for getting referrals and repeat business. Many businesses are actively looking to hire a virtual assistant, and with the right approach, you can position yourself as their perfect match.
Laying the Foundation: What Do You Offer and to Whom?
Before you can find clients, you need clarity on your services. This initial step is about defining your value so you can communicate it effectively. It's the strategic work that makes your outreach efforts successful.
Think of this foundation as your business GPS. Without knowing where you're going and what route you're taking, you'll waste time wandering around. But with clear direction? You'll reach your destination much faster.
Identify Your Core Skills and Services
Start by grabbing a piece of paper and writing down everything you're good at. Don't filter yourself yet. Can you manage calendars? Great. Are you decent at writing? Add it to the list. Know your way around Canva? That counts too.
Now look at your list through a business lens. Which of these skills solve real problems for busy professionals? Calendar management saves time. Social media posting maintains online presence. Email management reduces overwhelm. These are services people pay for.
Group your skills into logical packages. Instead of offering "I can do anything," create specific service bundles. For example:
Basic Admin Package: Email management, calendar scheduling, travel arrangements
Social Media Support: Content scheduling, basic graphics, engagement monitoring
Content Creation: Blog post writing, newsletter creation, basic copywriting
Having clear packages makes it easier for potential clients to understand what you offer. It also helps you price your services and set boundaries around what's included.
Define Your Niche and Ideal First Client
Here's a truth that might surprise you: being a generalist makes finding clients harder, not easier. When you try to serve everyone, you end up resonating with no one.
Instead, think about who you'd genuinely enjoy working with. Maybe you love podcasts and understand the behind-the-scenes work involved. Perhaps you have experience in real estate from a previous job. Or you might be passionate about wellness and understand that industry's unique needs.
Your ideal first client should meet three criteria:
They have problems you can solve
They have the budget to pay for solutions
You can easily find and reach them
For instance, if you choose to work with life coaches, you know they need help with:
Client scheduling and reminders
Social media content to attract new clients
Email sequences for their programs
Basic website updates
You also know where to find them: coaching Facebook groups, LinkedIn, Instagram hashtags like #lifecoachingbusiness. This focused approach makes everything else easier.
Building a 'Starter' Portfolio (Even with No Clients)
A portfolio is essential for showing potential clients what you can do. This section will cover creative ways to build a body of work before you have paying clients, demonstrating your skills and professionalism.
The biggest mistake new VAs make? Waiting for paid work before creating examples. Smart VAs build their portfolio proactively, giving clients confidence even without prior experience.
Create Speculative Work (Spec Work)
Spec work is simply creating examples on your own time. Pick a business you admire and create something they could actually use. This shows initiative and gives you concrete examples to share.
Let's say you want to offer social media management. Choose a local coffee shop and create:
A month-long content calendar
10 Instagram post designs
Caption templates they could customize
A simple hashtag strategy
For email management, you could:
Design email templates for common scenarios
Create a sample inbox organization system
Write standard responses for frequent questions
Develop a priority flagging system
The key is making your spec work realistic and professional. Use actual business scenarios. Show variety in your examples. Make sure everything looks polished and ready to implement.
Offer a Service to a Non-Profit or Local Business
Nothing beats real-world experience. Reach out to a local charity or small business with a specific offer. Don't just say "I'll work for free." Instead, propose something concrete:
"Hi Sarah, I noticed your animal shelter posts sporadically on Facebook. I'd love to help you maintain consistent social media presence for the next month. I'll create and schedule 3 posts per week, completely free. All I ask in return is a testimonial if you're happy with my work."
This approach works because:
You're solving a specific problem
The commitment is time-limited
You're clear about expectations
You're asking for something valuable (testimonial) in return
Choose organizations where your work will be visible. Social media management, newsletter creation, or event promotion all create public-facing portfolio pieces. Plus, non-profits often have board members who run businesses and might need VA services themselves.
Reframe Past Work and Life Experience
You have more relevant experience than you think. That time you organized the school fundraiser? That's event management. When you helped your friend launch her Etsy shop? That's business support.
Look at your past through a VA lens:
Retail job: Customer service, inventory management, scheduling
Parent volunteer: Event coordination, communication management, fundraising
Personal projects: Blog management, social media growth, community building
Write these experiences as mini case studies. For example:
"Coordinated communication for 200+ person school fundraiser, including email campaigns that achieved 65% open rates, social media promotion reaching 1,000+ local families, and vendor coordination resulting in $15,000 raised for new playground equipment."
See how that sounds more impressive than "helped with school fundraiser"? Frame your experience to highlight results and professional skills.
Strategy 1: Leverage Your Warm Market
Your first client is often someone you already know or someone in their network. This section focuses on how to tap into your existing connections without feeling awkward or pushy.
People prefer working with those they know and trust. Your warm market already has that foundation, making them more likely to give you a chance.
Announce Your New Business on Social Media
Crafting your announcement post requires thought. You want to sound professional yet approachable. Here's a template that works:
"Exciting news! I'm launching my virtual assistant business, helping [specific type of client] with [specific services]. After [relevant background/experience], I'm ready to help business owners reclaim their time and focus on growth.
I'm currently booking my first clients and would love to chat if you need support with: ✓ [Service 1] ✓ [Service 2] ✓ [Service 3]
Know someone who might benefit? I'd appreciate any introductions!
Comment below or DM me to learn more. Here's to new beginnings! 🎉"
Post this on LinkedIn, Facebook, and Instagram. But don't just post and ghost. Engage with everyone who comments. Thank people who share. Follow up with anyone who shows interest.
Update your profiles too. Your LinkedIn headline should clearly state "Virtual Assistant helping [niche] with [services]." Add a professional photo and write a bio that speaks to your ideal client's needs.
Personally Reach Out to Friends, Family, and Former Colleagues
Mass messaging feels spammy. Instead, send personalized notes to people who might need your services or know someone who does.
Think strategically about who to contact:
Former colleagues who've started businesses
Friends in overwhelming jobs
Family members who run side hustles
Acquaintances active in business groups
Your message should be warm but professional:
"Hi Mark! I saw your consulting business is really taking off - congrats! I wanted to let you know I've started offering virtual assistant services. If you ever need help with admin tasks, social media, or client communication, I'd love to chat.
Even if you're all set, I'd appreciate you keeping me in mind if you hear of anyone looking for VA support.
Either way, would love to catch up over coffee soon!"
Notice how this message:
Starts with genuine interest in them
Clearly states what you're doing
Doesn't pressure them to hire you
Asks for referrals
Maintains the relationship regardless
Send 5-10 of these messages per week. Track who you've contacted and follow up after two weeks if you don't hear back. Sometimes people need time to realize they need help.
Strategy 2: The 'Value-First' Approach in Online Communities
Join online groups where your ideal clients spend their time. The goal here is not to pitch, but to be genuinely helpful. This builds trust and positions you as an expert, leading to inbound inquiries.
This strategy requires patience but yields high-quality clients who already trust your expertise.
Find and Participate in Relevant Facebook & LinkedIn Groups
Quality beats quantity when choosing groups. Look for:
Active communities (daily posts and engagement)
Groups where your ideal clients ask questions
Moderate size (1,000-50,000 members)
Clear rules that allow helpful participation
Search Facebook for "[your niche] + entrepreneurs" or "[industry] business owners." On LinkedIn, look for professional groups in your target industry.
Before jumping in, spend a week observing. Notice:
What questions come up repeatedly?
What struggles do members share?
What's the group culture like?
When are people most active?
"Hi everyone! I'm Jane, a virtual assistant specializing in helping wellness coaches streamline their business operations. Excited to be here and learn from this amazing community. Looking forward to contributing where I can!"
Introduce yourself thoughtfully when you join:
Answer Questions and Offer Free Advice
Now comes the patience part. For the first month, focus solely on being helpful. No pitching. No "I can help with that, DM me!" Just pure value.
When someone asks "How do I manage my inbox when I get 100+ emails daily?" share a detailed response:
"I've helped several clients tackle inbox overwhelm. Here's what works:
Set up filters for different types of emails (client, newsletter, admin)
Use the 2-minute rule: if it takes less than 2 minutes, do it now
Create template responses for common questions
Schedule 3 specific times daily for email (morning, lunch, end of day)
Unsubscribe ruthlessly from lists you don't read
The key is having a system and sticking to it. Happy to elaborate on any of these if helpful!"
See how that provides real value without being salesy? Do this consistently and people will start to notice. They'll check your profile, see you're a VA, and reach out when they need help.
Some members might ask follow-up questions. Answer those too. Others might thank you publicly. This visibility matters. After a few weeks of helpful participation, you can occasionally mention your services when directly relevant:
"Great question about content calendars! I actually create these for clients regularly. The trick is batching content creation and using scheduling tools. Here's my process: [detailed explanation]. Feel free to reach out if you want to chat more about streamlining your content workflow!"
Remember: Building your VA business takes persistence and strategy. Your first three clients are out there, waiting for someone exactly like you to solve their problems. By laying a strong foundation, building a compelling portfolio, leveraging your network, and providing value in communities, you're setting yourself up for success.
The journey from zero to booked isn't always linear. Some weeks you'll send dozens of messages with no response. Other weeks, three inquiries will land in your inbox at once. Stay consistent, keep refining your approach, and celebrate every small win along the way.
Your first client might be your neighbor who needs help with their Airbnb listings. Your second might come from a Facebook group where you've been helpfully answering questions. Your third could be a referral from your first happy client.
Each client teaches you something new. Each project builds your confidence. Each testimonial strengthens your credibility. Before you know it, you'll look back amazed at how far you've come from that first nervous announcement post.
The virtual assistant industry is booming because businesses genuinely need the support you can provide. Position yourself as the solution to their problems, and those first three clients are just the beginning of a thriving VA business.
References
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Posted Jun 30, 2025
Starting as a virtual assistant? This step-by-step guide shows you exactly how to land your first 3 clients and build momentum for a successful VA career.
