4 Ways to Find High-Paying Virtual Assistant Clients
Finding clients is the #1 concern for anyone starting their Virtual Assistant business. And we all have to start somewhere. That might mean you accept some lower-paying gigs you find on Upwork or do some work for a friend of a friend. These early clients may not be great fits.
The next concern is finding great clients—the ones you dream about working with who give you energy and make you excited to sit behind your laptop every day. How do you land those clients who respect you, value your skills, and pay you what you're worth? It’s a question that can keep you up at night—trust me, I’ve been there.
When I first started my virtual assistant business, I was making a huge mistake: I treated finding clients like I was applying for a job.
I was sending resumes, putting together portfolios, and doing essentially everything I’d been taught in the corporate world (and what I’d learned from other VA “influencers,” for that matter). But I started to realize that when I approached finding clients like I was looking for a job, I ended up with another job. And let’s be real, that’s not what I was looking for. And it’s definitely not why you’re here.
Here’s what it took me a while to figure out: If you want to create a business that gives you freedom, you need to shift your approach.
Let’s dive into how I found my top clients and the mindset changes that can help you build a successful, freedom-based VA business.
Why Treating Client Search Like a Job Hunt Sets You Back
It’s really hard to get out of the habit of thinking like an employee—after all, you’ve been one your entire working life. But it’s absolutely essential to your success as a Virtual Assistant. Like I said, I’m speaking from experience here—trust me on this one. If you treat your VA business like a job, it will become a job. If you “hunt” for clients the way you hunt for a new job, submit resumes, and “interview” for “positions,” you’re not acting like a business owner.
This is, hands down, the biggest mindset shift you need to make: to realize you’re a business owner, not an employee. But if you keep thinking like one, you’ll keep being treated like one.
So, how do you find clients who see you as a partner and not just another hire? It starts with recognizing that you are building a business—not just filling a role. That means you need to approach finding clients with the intention of forming a relationship, not just completing a transaction. When you run a VA business, you’re not just offering services; you’re a partner in your client's success.
Quick Pause: What do you mean, “Don’t send resumes to potential VA clients”?!
You might be thinking, “But Rebecca, what if they ask for a resume? Don’t I have to send one?”
NOPE, you don’t. If a potential client asks you for a resume, it’s okay to push back. Because you’re not an employee looking for a job; you’re offering a valuable service. This isn’t about working 45 hours a week for minimal pay. It’s about building a life of freedom, one intentional connection at a time. Think of yourself as a plumber, not a job applicant. You wouldn’t ask a plumber for a resume, right? So why should you offer one as a VA?
Say something like, “I don’t send resumes, but I’d love to share how I can support your business goals.”
The sooner you embrace this shift, the sooner you’ll find those clients who respect and value you as a business owner. It’s a small one, but it’s one that can make all the difference in how you’re perceived.
Now, if they’re still adamant about getting a resume from you, use your best judgment. This might be a red flag! Think carefully about how your relationship with them will pan out. If you work together, will they view you as an equal and fellow business owner? Or will they see you as someone they employ?
I generally suggest walking away from potential clients who are dead-set on resumes and won’t consider you without them. But as a business owner, it’s your call.
4 Strategies That Work to Find Virtual Assistant Clients
You know how you need to approach finding clients. Building a sustainable Virtual Assistant business isn’t about hustling 24/7. It’s about finding clients who align with your goals, who value your work, and who allow you to build the life you’ve always dreamed of.
Now, let’s get practical. Here are the 4 ways I found and landed all 7 of my high-paying clients and how you can replicate what I did.
1. Upwork: Starting with Zero Experience
My very first client came from Upwork. Now, Upwork is a little bit controversial to some people, but I actually think that it’s an amazing platform when used correctly and, more importantly, intentionally.
Again, if you go to Upwork and treat it like a job platform where you're just looking for another job applying, doing what the job exactly what the posts say, you’re going to be treated like an employee, and you’ll continue to find those low-paying jobs.
When I first got on Upwork, I had zero testimonials, and my profile was barely finished—I think it had about 3 sentences at the top. That was it! But I was still in my 9-5 job and felt like I had nothing to lose, so I just went for it.
One of the best things I learned in that moment was actually articulating the fact that I had a willingness to learn her processes and her systems, that I really wanted to support her in her business, and that I was a person who could figure anything out. Those were the things that sold me—not my skills, not my experience.
Everybody on Upwork comes in with skills, but if you come in with your talents and what makes you unique, and a deep desire to actually help someone—to care about their business just as much as they do—you’ll find so much success on Upwork. You don't need to be perfect; you don't need to have a long list of skills; your profile doesn't need to be perfect.
What you need to do is focus on getting really good at articulating who you are and what you actually have to offer on a human level. What makes you special is who you are, your intention, your thoughtfulness, and the way you interact with people—all the things that are so often suppressed when we're applying for corporate jobs.
Believe it or not, my fifth client also came from Upwork, and that was when I learned Upwork recommends how much people posting their job and gig openings should be paying somebody; most business owners don’t actually set the rate themselves. The funny thing about this is that my former client had a rate of $13 an hour on their job posting. Now, when I started on Upwork, that kind of thing would have deterred me because I wouldn’t want to get paid only $13 an hour.
But once they talked to me and got to know me, they were so excited! And when I got on that call, I was honest. I said something like, “Unfortunately, I can't work with you at that level for $13 an hour. But here's what I can help you with, and this is the investment you're going to need to make to make that happen.” In the end, we were able to work something out.
So, don't let Upwork postings with low rates deter you, and approach everything with a different mindset. Think, What can I do that's completely opposite to something that I would do to apply for a corporate job? If you start there, you're going to be set up for success.
2. The Power of Referrals: Your Hidden Goldmine
My second client came through a referral. And before you start thinking, “I don’t have a network, Rebecca,” let me stop you right there.
I can’t tell you how many times I’ve heard that, and then, BOOM—two weeks later, that same woman who told me she didn’t have a network suddenly has a client from a referral. Because, surprise, surprise, she did have a network after all!
And so do you! It’s every person you’ve ever met.
Referrals can come from literally anywhere. This is why is so important to let people around you know that you’re starting a Virtual Assistant business. Feeling embarrassed or not wanting to let people know you’re starting your VA business is a big negative and won’t help you when building your business.
Again, if you're thinking, “Well, Rebecca, I don't know any business owners,” or “Rebecca, I don't know anyone who's looking for a virtual assistant.” That's totally fine. But guess what? You need to tell those people anyway. Why? Because they may know people, who know people, who know people. The next time that someone says to them, “Hey, I'm looking for a virtual assistant. Do you know anyone?” Who are they going to think of? They're going to think of you!
When I started my VA business, I mentioned it to people in passing—even people who weren’t business owners themselves. At the time, I didn’t think I had a network to tap into, and I told someone I knew that I had started my business. It was almost like a fluke.
And guess what? They knew someone who needed my help, and that’s exactly how I got my second client.
All of this to say, don’t underestimate the power of simply talking about what you’re doing. Start sharing your VA business with people around you. They may not need your services, but they could connect you to someone who does.
3. LinkedIn: Connecting with High-Level Professionals
I found my 6th client on LinkedIn, which is a goldmine for serious business owners.
I teach how to utilize LinkedIn in my programs now, but when I was starting, I didn’t use LinkedIn much at all. And honestly, it was a bit of a missed opportunity. I wish I had used it because LinkedIn has a lot of fantastic potential clients.
I’ve come to understand that a lot of the time, the business owners who have the most money and who are willing to invest in their businesses are hanging out on LinkedIn. People who are active there really see themselves as professionals and in a bit of a different light than people who are on Facebook or Instagram looking for Virtual Assistants.
Now, the most important thing I want to mention here is that when you're using LinkedIn, you don't want to act like an employee. We’re not going to the job board and trying to find a VA job. NOPE. We're still implementing the client connection strategy. We're just implementing it on a different platform. Reach out, connect, and offer value.
4. The Client Connection Strategy: Building Real Relationships
Clients 3, 4, and 7 came from what I call the Client Connection Strategy. This is the strategy I teach in all my programs, and it’s all about building relationships with people you genuinely like.
Here’s what this strategy looks like in practice: While you’re on Instagram, you might come across someone and think, “Wow, that person's cool. She runs a pretty cool business. She's funny. I like watching her stuff. We could probably get along really well. I'm gonna start talking to her!”
That's how I found my third and fourth clients—just by connecting with people, by talking to people about my business, about what I did, and offering up help.
Now, I didn’t develop this strategy overnight. I didn't want to come off “salesy” or start building relationships with the intention of selling myself to somebody. That held me back for a really long time.
But I shifted my mindset and started to acknowledge that those people were struggling and they needed help. By knowing I could help them and not telling them that, what did that say about me? So, rather than thinking, “I'm trying to sell things to people,” I started approaching it with an “I'm trying to help people” attitude. When I did that, it was a win-win situation.
So, the Client Connection Strategy? It’s as simple as finding someone interesting on Instagram and starting a conversation. That’s it—no pitching, no sales talk—just genuine connection and shifting your mindset from “selling” to “helping.”
The Client Connection Strategy: Don’t Rush a Good Thing
Remember my 7th client that also came from the Client Connection Strategy? It took me 4 years of consistently connecting with them before they became my client.
FOUR. YEARS.
Now, you might be thinking, “Oh my god, Rebecca, 4 years?! Is that how long I'm going to need to wait to find a client?”
Absolutely not! But be careful about thinking of this process so transactionally. Remember that you’re building something that is long-term and sustainable, and to build anything long-term, you have to develop solid relationships.
Think about relationships with people in your life. You need to work on those relationships and nurture them. If you make a new friend and then never talk to them ever again, you're not really friends! The same is true about the connections you make with potential clients.
Apply this perspective to the people you're reaching out to. This process takes a lot of time and effort, and it’s not always going to end in a situation that’s “right” for a pitch or proposal to work together. The first time you speak to a business owner, they may say, “Oh, I don't need a VA,” they’re not saying “no” to you!
You can continue to connect with them over months and years, and eventually, they might need a VA. The first person they're going to think about is you if you continue to maintain that connection over a long period of time.
The other thing to keep in mind is that you don’t need to have a massive roster of clients at one time to make a decent living as a Virtual Assistant. I worked with my 7 clients over the course of 10 years; they weren’t all my clients at the same time and didn’t fall into place in a “row.”
My entire VA journey involved a small roster of dedicated clients. And that’s the sweet spot—focusing on a few clients who value you rather than juggling a dozen low-paying gigs. Thinking you need dozens of clients to make good money is a total VA myth, and running your business that way is far less rewarding or enjoyable.
Build Your VA Business on Your Terms
The journey to finding high-paying, respectful Virtual Assistant clients isn’t about luck or submitting endless applications and resumes. It’s about shifting your mindset from being an employee to a business owner and intentionally seeking out opportunities that align with your vision. When you approach finding clients with confidence and clarity—knowing that you are a business owner, not a job applicant—everything changes.
Now is the time to stop job hunting and start thinking like the entrepreneur you are. Focus on value, make genuine connections, and offer your unique talents. You don’t need a long list of clients to make a great income—you just need the right clients. It’s not about where you find them, but how you present yourself when you do.
The clients who value your skills and are ready to pay you what you’re worth are out there, and they’re waiting for you to step into your role as a business owner. So take that next step, get out of your comfort zone, and start connecting with people today.
So whether you’re connecting with potential clients on Instagram, building referrals, or refining your presence on Upwork, remember: You’re running a business, not looking for another job.
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Photo by: Los Muertos Crew
