Increase Your Voice-over Income Potential: One Simple Action

“Whatever good things we build end up building us.”
― Jim Rohn,  Entrepreneur, Author and Motivational Speaker

How can you continue to build client relationships and increase your chances of more positive outcomes?

One word: Followup.

A followup e-mail or phone call will tell people you want to work with that you’re still interested and available. Your message or conversation should be short and to the point. They’re busy and so are you.

Following are e-mail and postal mail suggestions about when to follow up and what to write.

Post Quote Request

A potential client has contacted you requesting a quote for a job. You reply with your typical response and rate numbers. After a few days, take a moment to send them a followup e-mail, asking if there are any questions that need to be answered.

“Hello, I’m following up with you to make sure you received the proposal you requested for [voiceover / narration] and to invite you to contact me to answer any questions you might have.”

After Delivering Audio

Your client has the amazing audio you created for them and now you’re waiting for their fat check to arrive. Let them know you’re still interested in their project and send them a quick e-mail asking if they have everything they need.

“I’m checking in to see if you have everything from me for [name of project(s)]. I know sometimes additional audio or changes to what’s been delivered are needed.”

Project Completion

Once you’re satisfied the client has what they need for their project, remind them about getting a copy of the final video or audio for your demo reel and a testimonial.

“Thanks again for booking me to create the [project name] voiceover.

As a reminder, I would still love to receive a copy of the finished project and a testimonial from you. Both validate success for potential clients and feature my collaborative ability and talent. 

Thank you for taking a moment out of your busy day for me. I appreciate it.”

The Missed Payment

Not many people enjoy nagging clients to pay. I’d say the number is higher for folks who enjoy dental exams. When a client is past the due date for paying, be polite and accommodating. An article by Sheldon Nesdale, has what I think is a brilliant approach to the missed payment. The entire article is worth reading.

“I just noticed invoice [invoice number] is a few days overdue. Would you like an extension?”

When Asking for a Referral

It’s been a month or so since you last connected with your client. Followup by thanking them again for the work and to ask for a referral. Type your message on letterhead for an added professional touch and send it through the US mail.

“It was a pleasure working with you on the [insert project name here]. Thank you for using my voice!

When you come across other [producers / directors / professionals] that are looking to hire a voice actor, please feel free to share my name and contact information with them. For convenience, I’ve included two of my business cards with e-mail and phone number.”

Maxine Dunn has created a valuable package of 12 Voice-Over Business Templates and a referral request is included.

You care. You’re available to help. You like to be remembered. All are good additional reasons to Followup!

Do you followup with clients and prospects in other ways? Which one works best for you? Enter it in the comments section below.

© 2015 J. Christopher Dunn

photo credit: The Socialist (2/12) via photopin (license)

The Magic Phrase that Pays

magical moneyThere is a small two-word phrase that carries much force. The utterance of these words could make you a hero in a child’s’ eyes. Saying these words to big macho men could melt their hearts. If you said this to your mom, she’d smile, knowing that she taught you well. Telling this phrase to your clients will let them know you appreciate their business.

Imagine a scenario where you work hard to get the business of a recognized client. You establish a professional relationship, and find that working with them is nothing short of amazing. They appreciate your creativeness and suggestions, then give you glowing praise for your finished audio. You work hard throughout the process and get paid exactly what you quoted.

You then move on to your next conquests. You’re feeling good about the growth your client list has experienced. You notice, however, that your business is not really growing much. Your revenue compared to last year is the same. No growth. Hmmm… You worked hard to get new clients, but what happened after project completion?

Did you forget about those clients you worked so hard to get? Did you say the magic phrase that pays? You know, Thank You! That’s right, THANK YOU. Most people like to be thanked, and your clients are people. Showing your gratitude for doing business with them will help keep you in mind for their next project.

There are a number of ways to say thank you. The easiest is to send a note card with a short, handwritten message telling your client how much you appreciated being hired to do the voiceover or narration for their project. Easy. It doesn’t have to be huge, one or two sentences will get your message across.

If writer’s block is getting in the way of sending a thank you card, check out any of the following four sites for inspiration.

Thank You Note Examples & Note Writing Tips

The Letter Barn\Thank You Letters

Thank You Notes

Thank You Note Samples

A thank you card could be one of the first follow-ups you make with your client after completing a project. I recommend sending it about a week after they’ve received final audio.

Another way to express thanks is a note of appreciation to clients for their interest and consideration in using your voice in their projects. Maybe send this four to six months later, either e-mail or traditional USPO mail. Keep them thinking of you. Stamp out client neglect.

Thank you for reading my post. I appreciate it. The magic phrase is Thank You! Help spread the phrase.

© 2014 J. Christopher Dunn


 

Other posts you might find interesting:

Your Next Client Could be a Return Call Away

The Delicious Taste of Frog

Are You Available?

10 Valuable Distractions

meter watchIs there anything but work? Sometimes I ask myself that question and answer with a resounding “yes.” I spend the day auditioning, working with clients, and marketing. I know it sounds oversimplified, but the truth of the matter is that’s spot on.

Well, the above is almost spot on. I’d like to add another item. Getaway. According to the dictionary on my iMac, getaway is an escape, or a quick departure, especially after committing a crime. I’d like to rewrite that last part to read, especially after committing to and completing an amount of work. In other words, I take a break.

You need to give your mind a mental vacation from what you do everyday. Focusing on one thing, being a successful voice-talent, can be a source of fatigue and even stress. Here’s a list of breaks I suggest. All are meant to get you away from your workspace.

Stretch

Instead of shaking out your muscles at your desk, find another place in your home. A momentary change of scenery will cause your brain to wake up to evaluate your new surroundings.

Give your iPhone the ability to help you stay flexible and comfortable while you work with Ergonomics. From the App Store: Ergonomics is a complete mobile workplace health solution that offers ergonomic equipment setup advice, a variety of workplace specific stretching exercises, and programmable reminders to help you time your breaks.

Enjoy the stretch.

Stretching Exercises at Your Desk: 12 Simple Tips

Hydrate Yourself

Do you fill a huge jug of water and lug it to your desk every morning? Adding a few variations to your daily intake and reducing the quantities will give you reason to get away for a few moments. Take a midmorning break for non-caffeine tea, and lemon water in the afternoon. Both are a refreshing change from water.

How to Learn How to Properly Hydrate Myself Throughout the Day

Eat a Snack

It’s easy to get over-focused on a project and not eat. I’ve missed lunch several times because of my desire to get to a stopping point. When this happens, I eat a snack. A piece of fruit will help you get to dinner time.

17 Healthy Snacks for Work

Listen to Music

The days when my mind is going in a bazillion different directions at once, I allow myself to indulge in a music break. I don’t want to relax, necessarily I just want a slight distraction to get my mind off everything. I’m a big fan of old rock-n-roll, The Eagles, Lead Zeppelin and Nazareth are waiting on my iPhone for immediate relief.

Pandora | Songza | Spotify | Allmusic

Take a Walk

A few of the breaks mentioned above involve walking as part of the effort. Go further with this idea and take yourself outside for some fresh air. This could be around the block, down the road, up the street, or any other destination cliche you can think of. Disrupt your day with motion.

Walking: Trim your waistline, improve your health

Get the mail

This sounds ridiculously obvious, but I know it’s easy to forget. Owning this little task is an excuse to get yourself away from whatever you are focused on so intently.

Little Known Facts About the United States Postal Service

Call Somebody

We work in solitude all day and other than talking with clients (you do talk to your clients, right?) it can be a bit lonely. Give yourself 10-minutes to call somebody for a short chat break. Do it away from your workspace and computer so the only distraction you enjoy is the one that’s on the other end of the line.

How to Have a Great Phone Conversation

Read or Listen to a Book

My iPad is used for script reading and other freelance related tasks. Recently, I gave it another responsibility, to be the keeper of the books I read for leisure.  I’ve found many sources for digital books, my local library being one of them. I’ll take my iPad and find a comfy chair away from my work area and read for 10 or 15 minutes. It’s the perfect duration for a chapter.

New York Times Best Sellers | Audible

Pump Iron

This has nothing to do with laundry, which I’m sure is a huge relief to you. However, it does require that you take a trip to the gym. If you can, try taking a much needed midday break to exercise. Don’t limit yourself to working out. Look for classes that interest you and will help give your mind and body from your routine.

10 Minute Workout: Short, Intense Workout To Get Fit

Errands

Need a few groceries? Does your car need gas? Kids need a ride to after school sports? Jump on the opportunity to push away from the desk and take care of a few items on your personal or family to-do list. One or two short duration items will be the perfect distractions.

How to Make Your To-Do List Doable

Sitting at your desk all day might increase your productivity but it will also increase the size of your sit-upon-it-thingy and help fill your daily stress bucket. A few breaks is all it takes to help decrease the size of either one.

Other posts you might find interesting:

Five Tips for Better Client/Talent Workflow
JewelBeat: A New Royalty Free Music Source
Five Ways to be Remembered by Your Clients

A Client Could Go Missing

I'm LostI like to be organized. It’s part of my being. Sometimes, I find myself getting caught up in the details of organizing and lose focus of the actual goal. It’s like a football team where the quarterback does an excellent job calling the play and getting the line set but never passes the ball to the receiver. Make sense? Or, how about this one. Imagine getting all the ingredients together to bake a delicious German Chocolate cake. You spent time preparing the pans, preheating the oven and precisely measuring all the ingredients. But, sadly you don’t mix and bake the cake.

Since I know I have this problem getting caught up in the minutiae of things, I look for ways to keep myself focused and moving forward. One of the tools that keeps me on track is a Customer (or Client) Relationship Manager (CRM) application I use. If you’re not familiar with this type of software, it’s used to keep all the most meaningful information about clients in one easy to access location.

When CRM works, it makes dealing with my clients a dream. The beauty of it is that I can retrieve the details of projects, phone conversations, and e-mail and know when I was last in contact with a particular client. I can create tasks and connect them to specific clients. I create categories for clients I need to follow up with and prospects I need to create introductions to. I also use it for sending my monthly e-mail campaign. It makes the task of working with clients so much easier.

Recently, the developers of my CRM application apparently stopped supporting it. There hasn’t been an update since last October. The developer’s support wiki and customer centric forum have been shut down “for maintenance” since April 2012. With recent Mac operating system upgrades, the CRM is starting to fail. It sporadically forgets updates I’ve made to client contact information. Contacts wonder from category to category and eventually end up stopping outside of all categories. I can no longer export contacts to a mailing list, the ability to send perfectly formed e-mails from the CRM works only when the moon is full, or so it seems. My CRM is now what I consider dog-doo.

So, I’m in the market for a replacement. I’m sure there are a number of options and I’m going to test drive them until I find the one CRM that will make my life tracking clients and their information a breeze. I need it soon. By tomorrow. Well, maybe not that soon. But soon!

I’ve started a list of contenders for the one that will replace my CRM. It’s the beginning of organizing my quest for a new and better client herder. I’m a Mac guy so my choices seem to be significantly less than for PCs. Maybe PC folks need more organizing than Mac boys and girls? I digress. I’m bitter. I just want my CRM to work! I’ll let you know what I find. And if you’ve got a Mac CRM (or a better way to manage clients) you couldn’t possibly function without, tell me.

Stay tuned.

 

Other posts you might find interesting:

VoiceWorld Toronto, It’s a Voice Conference

You may or may not be a professional voice person but you are somebody who enjoys learning about the biz, right? Otherwise you wouldn’t be reading a blog about voiceovers. Now that I have that out of the way, I would like to direct your attention the information below. You’ll find details about VoiceWorld Toronto Conference.

This will be a key opportunity for you to meet like minded people, hear from experts that have been doing the voiceover craft for decades and enjoy the beautiful city of Toronto.

VoiceWorld Toronto Conference

Date: Saturday May 4th, 2013
Time: 8:00 am – 5:30pm
Location: Toronto Hilton Hotel

Prepare to be educated, equipped and empowered

  • Audition like a pro — understand the do’s and don’ts of auditioning in person and online.
  • Learn the ins and outs of the voice acting business, and what it takes to be a successful voice-over talent.
  • Get into business — explore ways to turn your voice acting talent into a business.

About VoiceWorld Toronto

VoiceWorld, the industry’s premier conference, being held in Toronto in 2013, is an immersive experience focused on engaging voice actors from across Canada and the United States. Connect with amazing, influential people who can change your life through courses in artistic development, business and technology preparing you for success in the exciting world of voice acting. A breath of fresh air, VoiceWorld sets out to invigorate and intensify your love for the art of voice acting as never before with an action plan for you to take your business to the next level.

VoiceWorld Toronto Speakers

  • Pat Fraley – Man of Four Thousand Voices, CESD Talent Los Angeles
  • Elley-Ray Hennessy – Award-winning actress, Director and Producer
  • Deb Munro – International Voice-over Talent and Coach
  • David Ciccarelli – Co-Founder and CEO of Voices.com
  • David Goldberg – Owner of Edge Studio
  • Dan Lenard – The Home Studio Master
  • Sunday Muse – Voice-over Artist, Author and Coach
  • Dave McRae – The Voice Mann
  • Stephanie Ciccarelli – Author of Voice Acting for Dummies
  • Wayne Young – Audio Producer and Mixing Engineer

10 Reasons To Attend VoiceWorld Toronto

Early Bird Special ends February 28th!

*Tickets are limited. Purchase your full conference pass by visiting, http://voiceworldtoronto2013.eventbrite.com/

Voice World Toronto
Join us in Toronto for the voice acting conference of the year on Saturday May 4th, 2013.
VoiceWorld

Will Work for Clients

What is the number one best possible approach to getting new clients? Your answer will probably be different from everybody else who’s reading this, and it might be influenced by what point you are in your voice-over or freelance career.

I’ve talked with other professionals about attracting new clients and there are a handful of suggestions that are common. These five things, in no particular order, apply to voice-over professionals (and other freelancers) just starting out, to people who have been in their profession a number of years. Since everybody has a website these days, I’ve intentionally left out mentioning that you need one.

  1. Show your work – What have you done (or can you do) that features your talents to the best of your abilities? For voice-over a well produced demo is what your prospective clients will want to hear. If you do a variety of voice-over types, produce a demo for each one. If you are an audiobook narrator, your commercial demo is not going to be enough. Make sure they are easy to find on your website.
  2. Client Testimonials – After you’ve handed off the audio to your client, ask them to write a few positive words about their experience working with you. Do this sooner rather than later while they still have you fresh in their mind. Add the testimonials to your website and maybe even add one to your e-mail signature.
  3. Social Media Interaction – It not enough to watch the social parade trek by. You need to be involved. Leave comments on posts other people have made. Retweet when you find something of interest Take the social plunge and initiate a post or a tweet of your own. LinkedIn, Facebook, Twitter, Google+ and others are there for you to freely interact in. Make sure that whatever you write or comment on is positive. Keep in mind that your prospective client will have access to almost everything that is associated to your name on the web.
  4. Plan of action – How do you want to start adding to your client list? Do you have a goal in mind? Are there a number of businesses or types of companies that you want to contact or be noticed by? What method will you use to get noticed? Write your marketing plan of how things will get done. This might even be a great time to write your business plan since generating customers is a huge part of it.
  5. Cultivate Relationships – After you’ve introduced yourself and have the ear of a prospective client, don’t forget to reach out to them. You might not initially get work from them but over time, as they get to know you better and their needs change, they might just hand you your next big gig. You can keep in touch with them monthly in e-mail or follow them in any of the social avenues and comment when appropriate. You’ll get to know them better over time and they’ll be reminded about you. Please, no stalking!

What is the number one best way you’ve found for growing your client list? Freelance professionals want to know!

Simple Two Step Process for Losing Clients

  • Is your customer list so huge that you’re overwhelmed by the sheer number of contacts?
  • Are repeat clients bothersome and too much of a maintenance nightmare for you to imagine?
  • Do you enjoy the challenge of searching for new clients?

If you answered yes to any of these, the following two-step process will help you reduce the number of clients that you’re currently working with.

Step 1 – Don’t Say Thank You

You’ve delivered a great service to your client. What more do you need to do? Don’t waste your time being gracious with thanks. Saying thank you is very old fashioned, and a huge time hog. Imagine the money you’ll save by not sending that handwritten thank you note that includes a couple of your business cards. Referrals are so overrated and they make your client list bigger.

Step 2 – Don’t Check In or Follow Up

Go ahead and ignore your clients. Don’t reach out to them with a monthly reminder of your services or let them know that you have some open time in your schedule for their last minute projects. Don’t take the initiative to find out how your client’s project turned out because you’ve done your thing, got paid and now you’re on to your next client. Since you find maintaining client relationships such a burden, neglecting them in this fashion will free up time for you to look for squeaky new ones. Simple.

But Seriously 

By now I’m, sure you understand how effective this one-two punch can be. Clients like to feel important and worthy of your time. It takes just a few moments at the end of your day to write a quick thank you note to the clients you’ve worked with. If you have clients that you provide services to several times a month, write them one thank you at the end of the month.

My current doctor is one of the best I’ve had. She has my best interest in mind and cares about my health. After out of office procedures, she’ll follow up with me to find out how I’m doing. I love that! She cares and makes me feel important. Imagine how your clients will feel when you check in with them to find out how the project you were involved with turned out. What a great opportunity to talk about their next projects.

If it’s been awhile since you’ve heard from a particular client, send them an e-mail or give them a call. You remember the phone? Maybe you’ve added a new service that you’d like them to know about. This is the perfect time to tell them. You could ask for a testimonial of their experience with you. It will give them reason to recall and express how great it was to work with you.

I hope you found this helpful. And remember, if you don’t have time for all of your clients, send them my way. I’d be happy to give them some attention.