How To Sell Your Voice Over Services ...
Without Selling Your Voice Over Services
February 1, 2017
By David Tyler
Voice Actor & Coach
Well, it’s safe to assume that not every voice over artist is a great salesperson. But I think one of the reasons I’ve been able to be successful doing voice over is that I’ve learned to sell myself without "selling” myself.
About a year ago I read an article online written by Lee McIntyre at the website getmoremomentum.com and everything he wrote rang true with what I’d been doing all along.
So to help you toward becoming a successful voice over entrepreneur, here are his three steps to selling yourself and landing that new client.
I’m going to explain each one of these below:
OK, so number 1, listen more and talk less.
It may sound counter-intuitive for a voice person to talk less at this stage of your sales process, but being quiet and listening in order to understand what the client needs is the first thing to do.
So don’t talk…listen.
The only reason you’d need to talk at this first stage is to ask questions, to clarify those answers, and to parrot back what the other person is telling you to show that you "get it.”
This is what we call the "feedback only stage.”
The client will invariably perceive you as being very attentive - which you are - and will then be ready to get your input.
2. DIAGNOSE BEFORE YOU PRESCRIBE
Like for every good doctor, the next step is to diagnose the client’s situation. Hold it up to a mirror to them, to help them see what’s really going on with their project and what their goals really are.
Diagnose or define the reason they got in touch with you in the first place.
You can help them bridge where they are with their project and where they want to be.
As a side effect of this step, you are creating value in the prospect’s mind, that you are more than just a voice person, but also a partner in their success.
3. DON'T WORRY ABOUT RESULTS
Finally, stop being attached to the results. Rejection is a terrible thing, and as voice over artists, we’ve learned to do our best when auditioning yet understand that we won’t get every job we try out for.
Well, the same thing goes for selling.
Whether the prospect at this point sounds like he’s sold on hiring you, or that he wants to think about it and get back to you, the natural reaction in both cases is to start pushing in your favor.
However, the more you push, the more your prospects will resist.
So stay relaxed, positive, calm and detached. Let the prospect make the connection between his needs - which you’ve defined earlier - and what you can offer.
What I’ve learned and what Lee points out in his article is that the more you resist them, the more they’ll come to you! It sounds kind of crazy, but more often than not this is true.
BOTTOM LINE: Selling isn’t the easiest thing to do, but if you follow these three steps I believe that you’ll find it easier to close more sales.
David Tyler has been helping companies communicate ideas as a voice over artist for 30+ years, and recently began teaching everything he knows about building and running a successful voice over business through his website.
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