VO-BB - 20 YEARS OLD!

[Mike Harrison]

One of my biggest fears - second only to cold calling - is being considered an annoyance when contacting existing and prospective clients more often than they would like.

While Maxine Dunn's recent article on voiceoverxtra.com really made me see the light on cold calling, the last thing I want to do is annoy those with whom I hope to maintain or establish a relationship.

So... what are your thoughts on how often one should check in with clients, whether by email or phone... especially after the initial contact?
_________________
Mike
Male Voice Over Talent
I have taken leave of my sensors.

[Nikki]

Hey Mike,

I'm new here, but not new to the business world or that particular question. While I'm not sure what the particulars of the VO contact would be, I know I try to avoid the 'hey, how are you phone call' and I contact people when I have something to say or address what's of interest to them.

In most cases, it's a matter of knowing your client/customer/prospect. Did they just recently win an award? Merge? Put out a new product? Open up a line of business?

Do you have a piece of information they might be interested in? Did something new happen with you? Maybe you want to make a new contact at the company (different departments, different people, have different needs) and if you do deals with Bob maybe Danielle has just been too busy to take notice.

If the point of 'cold calling' is to have a good conversation, why wouldn't a follow up have the same goal? The same preparation? Whether it's a phone call or an email, try to always have a point and don't waste their time (or yours) with nothing really to say.

As to how often that might be? I'd think at least once or twice a month? My line of work is a little different currently, so excuses to call are abundant.


Nikki

[Rob Ellis]

I agree. Always have a reason. IMO "Just checking in" is annoying and counter-productive.

At the same time, coming up with legitimate reasons to call can be a challenge to be sure. But if your database is big enough, then you won't be able to overdo the calls on any one prospect.

[Philip Banks]

Relevance is the key. A cold call is about telling a prospective client something they don't know. You know they use Voice Over people and you are telling them that you are Voice Over People....Simples.

Keeping in contact could be because the client or prospective client has given you the clear indication that they want you to keep in touch. Ignoring the Saleman's greatest anenome "call shyness", if you do not know why you are calling then don't call. We all know that the call is really about them giving you work but you need to make the call about what is of value to THEM. If I gave you a $10,000 watch to give to one of your favourite prospects as a prize for being on your database how reluctant would you be to call them? Find a "$10,000 watch reason to call"; it's won't easy but it'll be worth it.

[Rob Ellis]

Yes, and while it's good to be proactive, I doubt that we can "annoy" anyone into hiring us. And if we do, it most likely will be a one-shot deal just to get rid of us.

[Mike Harrison]

Ahh... all excellent advice.

But damn: I hope I haven't already shot myself in the foot many times over by following what was apparently outdated and/or bad advice from a couple of years ago: "shoot them an email every couple of months briefly saying you're just saying hello or checking in." I guess the mindset was only to be brief and nonintrusive.

I just sent a couple of those emails yesterday.

Do I now follow-up with candy?

Oy.
_________________
Mike
Male Voice Over Talent
I have taken leave of my sensors.

[Whit]

Definitely good advice. I have it easy right now, because I have a ton of people to tell that I've gone full time. But once that initial email wave is over, I'll need to find another to ride. Love the advice here for that. Thanks!

[imaginator]

[whalewtchr]

It really does depend on the client IMHO, but it is always important to have something of value to offer. It could be a 10,000 dollar watch but it also could be a great creative marketing idea, an interesting story from a trade magazine (their trade), a giant carrot cake with cream cheese frosting and a happy birthday wish or a congratulatory note on a business accomplishment or recent award. Keeping it simple, brief and of value to the client keeps you top of mind even when there is no new work available. When it's fun, creative and unusual-even better. When everyone else is sending e-mail, send a wrapped package with a bow on it, include with your message some sort of goodie you know your client appreciates or likes...chocolate almost always works!
_________________
jonahcummings

[Jeffrey Kafer]

[Mike Harrison]

Thank you, one and all, for the great advice. Now it's on to bridge building and repair.

Wonder if I can get any of that stimulus money.
_________________
Mike
Male Voice Over Talent
I have taken leave of my sensors.

[Mikenj3]

Hey, Mike...

Maxine's piece made a lot of sense. Personally, I'm always reluctant to cold call, whereas many agents/potential clients specify "please do not call!" This has made me gun shy, which is probably not a good thing.

Anyway, I agree with the others in that it depends on the client, and on what you have to offer. Having a specific agenda is probably better than the disguised "Hey, remember me?" call, which I'm sure the recipient can pick up within 5 seconds.

Best of luck!!

Mike Forbes
_________________
848-219-1936
Mikenj3@comcast.net