Let me be real with you for a second.

When I started out in this industry back in 2003, I did exactly what most new VAs do — I set up my website, posted about my services a couple of times, and then… waited. I genuinely thought the right clients would just find me if I was good enough at what I did.

Spoiler: that’s not how it works.

Here’s the uncomfortable truth nobody loves to hear: clients are not out there searching for you specifically. At least not yet. They’re searching for solutions to their problems. So if your current strategy is “post and hope,” you’re going to be waiting a long time — and stressing the whole way through.

The good news? Getting clients consistently isn’t about luck, timing, or even talent alone. It’s about being findable, visible, and proactive. Let me walk you through what that actually looks like.

1. Get Clear on Who You Help — Then Say It Out Loud

Vague gets ignored. Full stop.

“I’m a VA who does admin stuff” doesn’t make anyone stop scrolling. But “I help coaches manage their inbox and social media so they can focus on their clients”? That makes someone say that’s exactly what I need.

The more specific you are about who you serve and what you solve, the easier it is for the right person to recognize themselves in your message. Niching down feels scary — I hear this from members all the time — but it genuinely works.

TRY THIS:  Write out your marketing message in one sentence using this formula:

 

“I help [specific type of person] do [specific thing] so they can [specific outcome].”

 

Say it out loud. If it makes you cringe a little because it’s “too specific,” you’re probably on the right track. 💜

2. Stop Lurking — Start Showing Up

Here’s something I’ve noticed over 20+ years of watching Virtual Assistants build businesses: the ones who get clients from communities, social media, and networking are the ones actually participating.

They’re commenting. Answering questions. Sharing what they know. Not selling — just genuinely contributing.

You don’t need to be everywhere. You just need to be somewhere, consistently. Pick one or two places where your ideal clients hang out and show up there regularly. LinkedIn, Facebook groups, industry forums — wherever your people are, that’s where you need to be visible.

TIPS TO SHOW UP WITHOUT BURNING OUT:

• Block 15 minutes a day for community engagement (reply to 3–5 posts)
• Answer questions in your area of expertise — this positions you as the go-to person
• Share a quick tip or insight once or twice a week — no need for perfect graphics or long captions
• Comment on potential clients’ posts before you ever pitch them anything

Consistency beats intensity every single time.

3. Have Conversations Before You Need Clients

The biggest mistake Virtual Assistants make? Only networking when they’re desperate.

You know the feeling: your last retainer just ended, your pipeline is empty, and now you’re scrambling to “network.” You’re stressed, your messages feel pushy, and people can sense the desperation. It’s not a great look — and trust me, I’ve been there.

The fix is to build relationships before you need them.

Reply to posts. Check in with past clients just to see how they’re doing. Let your network know what you’re currently working on and who you’re looking to help. When you maintain those connections during the good times, there’s already a warm pipeline waiting when you need it.

MAKE IT A HABIT:  Send two “just checking in” messages a week to past clients or connections. No agenda, no pitch — just genuine human contact. You’d be amazed how often that turns into a referral or a new project.

4. Make It Ridiculously Easy for People to Refer You

Quick question: Do the people in your world actually know what you do and who you’re looking for?

If the answer is “kinda, I think so, maybe” — that’s your problem right there.

People want to refer you. They genuinely do! But they can’t send the right person your way if they’re fuzzy on what you offer. A simple, casual message goes a long way:

“Hey, I have space for one new client this month — if you know anyone who needs [specific service], I’d love an intro!”

That’s it. No fancy pitch deck required.

Other easy ways to stay referable:

1. Update your LinkedIn headline and bio so it’s crystal clear what you do
2. Add a “who I work best with” section to your website
3. Tell your existing clients you have openings — they know people!
4. Create a simple one-page “services at a glance” PDF you can send when someone asks what you do

5. Use Smarter Tools — Not Just Harder Effort

Here’s where I want to shift gears a little, because working harder is not the answer. Working smarter absolutely is.

There are platforms and systems built specifically to connect freelancers with clients who are actively looking for support right now. Job boards. VA-specific directories. LinkedIn optimization. These aren’t shortcuts — they’re tools, and the VAs who use them consistently have fuller pipelines than those who don’t.

But beyond just finding clients, the real skill is knowing how to market yourself, run a sales conversation, follow up without being annoying, and close the deal. That’s where most VAs have gaps — not because they’re not capable, but because nobody ever taught them this stuff.

The Part Nobody Tells You About Getting Clients

Getting clients isn’t one skill. It’s a whole system.

There’s the mindset work (because imposter syndrome is real and it will sabotage your outreach if you don’t address it). There’s narrowing down your niche, crafting your marketing message, building your online presence, learning how to have a sales conversation without feeling slimy, and then actually following up and closing.

Most people just guess at this stuff and wonder why it’s not working.

That’s exactly why I built Get Clients Club.

It’s a comprehensive training membership that walks you through the entire client-getting system — from building your roadmap and fixing your mindset, to nailing your niche, crafting your marketing message, mastering the sales process, setting up your website, growing your email list, leveraging referral and networking strategies, and even using AI to attract clients faster.

No more guessing. No more “post and hope.” Just a clear, proven path to getting fully booked.

Here’s what you get inside Get Clients Club:

• 15 hours of core training covering 15 modules — from The Get Clients Roadmap and mindset work, right through to AI-Powered Client Acquisition and Your Get Clients Toolbox
• A Resource Vault packed with templates, worksheets, and tools to help you find and retain clients faster — no starting from scratch, ever
• Bonus Masterclasses diving deeper into strategies that get results
• A members-only Job Board with real leads from clients actively looking for support
• Group Coaching so your questions actually get answered
• Live Training to keep you current and accountable

You Don’t Have to Figure This Out Alone

Twenty-plus years in this industry has taught me one thing above all else: the freelancers and virtual assistants who build thriving, fully booked businesses aren’t necessarily the most talented ones. They’re the ones who take action, stay consistent, and aren’t afraid to ask for help when they need it.

You’ve already got the skills. Let’s get you the clients to match.

👉 Head over to GetClientsClub.com and let’s get you booked solid. 💙

Tawnya Sutherland is the founder of VANA (Virtual Assistant Networking Association), supporting freelancers and VAs since 2003. Join the VANA Community for support, resources, and connection with VAs around the world.