Marketing: Your First Audition Is Not
In The Studio. How To Dial A Deal ...
By Dave Courvoisier
Voice Actor & TV News Anchor
Working on garnering a new client? Youíll never even get a chance to send her/him a demo unless you get past your first audition.
Yeah, you know what Iím talking about. It goes back to the old saying, ĒYou never get a second chance at a first impression."
That first impression may be in an email, but more likely itíll boil down to a phone call.
Before you make the call, please consider:
Daveís Dozen Details For Dialing A Deal
1. Do your homework. Find out as much about the target of your call as possible.
Look up the web site, ask friends who might know that person, talk to associates.
2. Think hard about what youíre going to say. Try out a few scenarios on where the conversation might go.
How would you answer this question or that question?
3. Are you initiating the call? Immediately state your name, and why you are calling.
Perhaps even tell how you got their number, or who referred you.
4. Be businesslike, but friendly and cordial. Smile while you talk.
And use a land-line! Never a speaker phone.
5. Have your facts straight - about your rates, your ability to deliver, and your experience.
6. Joke around? No, not with someone who does not yet know your humor.
7. Speak clearly. I donít care what they say about there being a place for everybodyís voice in todayís market.
Youíre a voice-over talent, calling about a voice job. Your prospect will expect you to talk well. And that means being convincing, while also extemporaneous and off-the-cuff. I canít over-state the importance of this tip.
8. Plan on making your call short - unless the caller leads you into a deeper, longer conversation.
9. Be succinct in all your answers. This is not the time to wax eloquent about the intricacies of your audio chain.
10. Donít appear too anxious or nervous. That's tough to do. But anxious + nervous = desperate, and you donít want them to think that of you.
Confident and composed is your goal.
11. Thank them for their time.
12. Follow up! Offer to email a brief summary of your contact information.
Obviously, these are nuts Ďní bolts suggestions about phone etiquette, not about how to structure your sales pitch, your marketing technique, or your career goals.
IĒm constantly amazed at how many people forgo the basics of decent phone manners, especially with client prospects.
You may not get the job, but the impression should be so positive, that the prospect will be happy to take another call from you in the future.
ABOUT DAVE ...
Dave Courvoisier (ďpronounced just like the fine cognac, only no relationĒ) is an Emmy Award-winning broadcaster, writer, producer, voice actor, and the main weeknight news anchor on KLAS-TV, Channel 8, the Las Vegas CBS affiliate. He also writes Voice-Acting in Vegas, a daily blog of adventures and observations in a style thatís true to his friendly Midwestern farm roots.
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