Working on garnering a new client? You’ll never even get a chance to send her/him a demo unless you get past your first audition.
Yeah, you know what I’m talking about. It goes back to the old saying…”You never get a second chance at a first impression”.
That first impression may be in an e-mail, but more than likely it’ll boil-down to a phone call.
Before you make the call, please consider:
Dave’s 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 website, ask friends who might know that person, talk to associates.
2) Think hard about what you’re going to say. Try out a few scenarios about where the conversation might go. How would you answer this question or that question?
3) If you’re initiating the call, immediately state your name, and why you are calling…perhaps even how you got their number, or who referred you.
4) Be businesslike, but friendly and cordial. Smile while you talk. Oh, 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) Don’t joke around with someone who does not yet know your humor.
7) Speak clearly. I don’t care what they say about there being a place for everybody’s voice in today’s market. You’re a voice-over talent, calling about a voice job…your prospect will expect you to talk well…that means being convincing while being extemporaneous, and off-the-cuff. I can’t overstate the importance of this tip.
8] Plan on your call being 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) Don’t appear too anxious or nervous…tough to do…but anxious + nervous = desperate, and you don’t want them to think that of you. Confident and composed is your goal.
11) Thank them for their time.
12) Offer to follow-up the call with a brief summary of your contact information in an e-mail.
Obviously these are nuts ‘n’ bolts suggestions about phone etiquette, not about how to structure your sales pitch, your marketing technique, or your career goals.
I”m 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.