VO-BB - 20 YEARS OLD!

Jeffrey Kafer · Posted: Thu Feb 21, 2008 1:44 pm Post subject: Cold-calling

So my email campaign to try to get reels into the hands of potential clients is waning. 95% of the time, I don't even get a reply to cold emails. So I'm gonna pick up the phone and start calling these people. Any strategies for cold-calling?
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Jeff
http://JeffreyKafer.com
Voice-overload Web comic: http://voice-overload.com

Rognog · Posted: Thu Feb 21, 2008 2:04 pm Post subject:

Having the name of a specific person to ask for will greatly increase your chances for success. Very often the receptionist won't have the slightest idea what you're talking about or what department to connect you to...
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Tom Dheere - The "H" is Silent, but I'm Not!
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todd ellis · Posted: Thu Feb 21, 2008 2:19 pm Post subject:

traditionally mass email will generate a return of 1% ... only slightly less than snail-mail.

so - you're doing pretty good.
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"i know philip banks": todd ellis
who's/on/1st?

todd ellis · Posted: Thu Feb 21, 2008 2:21 pm Post subject:

step one:

always start at the top - at the "C" level, CEO, COO, etc. that way you can be referred down.

for example if you ask ms. ceo: "i'm sorry to interrupt you - but who would i speak with regarding the placement/hiring/producing (you pick) for voiceover for your company?"

they can then tell you: "well, that's john slupkin".

and you can say - oh, thanks - i should give john a call then, right?

and she'll say - "yes - i just told you that." and you'll say "thanks"

an even better case is if you can get ms. ceo to transfer you to john's extension.

when you talk to john you'll say - "hi john, this is kafer, ms. ceo suggested i give you a call about your voiceover needs." i just wanted to let you know that i am available to talk about it when you have the time."

do you think john is going to talk to you? after you have been referred from his boss? you bet he is. now, you'll still have to deliver the goods - but you are now in the door.
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"i know philip banks": todd ellis
who's/on/1st?

mcm · Posted: Thu Feb 21, 2008 2:31 pm Post subject:

Do you follow up on your initial email? I send a brief follow-up 2 weeks later, with "I know you are very busy" sorts of sentiments. My response rate is around 30%.

When I call, I tell them my name and that I'm a voice artist specialising in [whatever] and ask if they use voice talent and if they keep a talent roster. If they do they nearly always give me the contact information for the appropriate person. I ask if they prefer a CD or a link to online demos & they usually prefer the latter.

I think one gets the best response if it's clear one is just asking to send demos, rather than to sell voice-over services. But if you have a specialty and mention it, you're slipping a bit of something in there to get them interested in you.

Just my experience.

imaginator · Posted: Thu Feb 21, 2008 2:48 pm Post subject:

i will anxiously await the release of "the book of todd" on this subject. so much of what i hear on the subject is either 'just do it', or 'find your target clients' without any 'how' or 'what to do/say when you get that far' attached.

the most helpful so far have been the thoughtful posts from connie, but i can always benefit from more information when it comes to this part of the business i detest the most (mainly because i'm so inept at it).
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rowell gormon
www.voices2go.com
"Mr. Warm & Friendly Voice...with Character!"
Rowell Gormon's Clogged Blog - http://voices2go.com/blog

bobsouer · Posted: Thu Feb 21, 2008 2:57 pm Post subject:

Rowell,

Oh yea? Well, I'm inepter. Laugh

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Be well,
Bob Souer (just think of lemons)
The second nicest guy in voiceover.
+1-724-613-2749
Source Connect, phone patch, pony express

imaginator · Posted: Thu Feb 21, 2008 3:15 pm Post subject:

maybe, good sir...but you have people calling YOU with work, so that doesn't count as much!
_________________
rowell gormon
www.voices2go.com
"Mr. Warm & Friendly Voice...with Character!"
Rowell Gormon's Clogged Blog - http://voices2go.com/blog

Dan-O · The Gates of Troy Joined: 17 Jan 2005 Posts: 1638

I have said this before, but your best leads come from current clients. Ask them if they can give you the names of three people who might also need your services. Most can name at least one. Then you have a referral for the new contact and an ice breaker, since you know someone in common. It works.

flaspots · Contributore Level V Joined: 14 Feb 2008 Posts: 191

flaspots · Contributore Level V Joined: 14 Feb 2008 Posts: 191

I try to make a minimum of twenty to fifty cold-calls a week, and a similar amount of follow up calls. Whether I get through to a receptionist or the CEO, the object of the call is the same. Find out who does the hiring, and ask for their e-mail to be able to send them your info. Once off the call, send a very brief e-mail with your website address, and answers to any specific issues that may have been discussed. Then remember to follow up regularly.

Philip Banks · Posted: Sun Feb 24, 2008 7:59 am Post subject:

The first rule of advocacy is to never ask a question to which you do not already know the answer. The second rule is that the most important question you ask is always the second as people seldom answer the first.

Cold calling in person or on the telephone works well if you have qualified your prospect. Know what they do, how they do it and who in the organisation does what - Go straight to the CEO! BOLLOCKS! Lovely English word and as you may guess it's not affirming. Go to the decision maker, in your case who hires voices.

1 - Do you use freelance voice overs in your productions?

2 - May I send you my voice demo ...(before they have a chance to respond add) By the way, you're allowed to say no.

That's it really.

So-called marketing ideas with little or no value. Spec emails, follow-up emails, newsletters (seriously, what do you do or have you done that is GENUINELY newsworthy?), buckshot approach CD mail shots, pop ups and banner ads, (for the majority) pay to play sites and blogs. Needless to say you need to approach my list with your common sense SWITCHED ON.

todd ellis · Posted: Sun Feb 24, 2008 8:27 am Post subject:

although i disagree with philip's "bollocks" comment, my forefathers did break away from a tyrannical foreign government for his right to say it. Bitchin

i will say this: no matter what i have sold; air time, print ads in a national magazine, voice & data networks - or my own services ... i have always had the best luck cold calling by starting at the top and working down. even if i know who the decision maker is (know the answer before you ask the question) i will start as high on the corporate ladder as i can to be referred down to that person. it is not a "tactic", it is not "manipulation" - it is a well thought out plan to bring two people who need each other together in the most expeditious way possible. also - NEVER lie to the gatekeeper - if the person answering the phone thinks you've lied to them - you will NEVER get through.
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"i know philip banks": todd ellis
who's/on/1st?

Deirdre · Posted: Sun Feb 24, 2008 8:42 am Post subject:

There are lots of very spiffy suggestions here. . .good things to try out.
In the end— you do what works for you.
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DBCooperVO.com
IMDB

Philip Banks · Posted: Sun Feb 24, 2008 8:51 am Post subject:

..........and that is the key. Test everything without wasting too much time and money then stick with what works. Remember we all claim to a degree that we are creative communicators, try it with your marketing and cold calling.