Nurturing Business with Your Existing Clients

A solid voice-over career is built not only on acquiring clients but also retaining them.  A significant amount of repeat work can be had in this industry if you are easy to work with and can reliably deliver only your best performance. In order to stay relevant to your clients though, you need to keep in touch with them. But how do you accomplish that without pestering them?

Marketing To Your Clients

Sending a Handwritten Thank You Note

These days everyone’s inboxes are jammed with useless emails and newsletters. Many of which we don’t recall ever having signed up for. On the flip side, unless it’s Christmas or a Birthday, we don’t get much personal “snail mail” anymore. With these things combined, nothing is quite as nice as receiving a handwritten note of thanks. So instead of emailing your client to thank them for the work, send them a written thank you card. They will genuinely appreciate it and they’ll remember you for it.

Staying in Touch through Social Media

If you are social media savvy, connect with brands and their creative department heads. Just make sure you know how to use social media effectively. They are more likely to stay connected with you if you post updates that are relevant to their industry and that are not strictly self-serving. Be sure to avoid posting about work you’ve done with a particular client unless you know for certain that you’re allowed to talk about the job.

Using Newsletters Effectively

As with social media, the content of your newsletters should reflect the industry your client is in. Have a separate contact list for those clients in Audiobook Production, Video Games, etc. so that you can adjust the tone and relevancy of each newsletter. Only the most relevant material will reach their overloaded inboxes. Ensure that you include an opt-out in each newsletter.

Sending Special Offers

You’re beyond the “getting to know you” phase of marketing with repeat clients. Instead, your goal is to remind them that you are there and that you care about their business. One excellent method of showing them how much you value their business is to send them periodic special offers, such as $50 off your next voice-over.

While you don’t want to be omnipresent in their lives, you do want to create a fairly steady stream of awareness to remind them of your services and that you enjoyed working together.

 

Keeping Your Contacts Organized

As you build your roster of clients, it will become more and more necessary to have a way of managing all your contacts.

You might consider putting a CRM (customer relationship management system) to good use. You can organize your contacts into separate lists to fit a genre or the type of client they are from casting directors, to individual business owners to people you would like to introduce yourself to. You make create a host of personalized emails or newsletters which can be sent en masse or individually.

A CRM is a software system that manages potential and current clients. It’s an excellent way to organize your business and contacts in one place. You can track:

  • Client names, addresses, and contact information
  • Tasks and events
  • Marketing activities
  • Sales and invoicing
  • Documents and other media

 

Many CRMs can be installed right on your personal computer but the thing with operating one from a single device is that you cannot access it when you’re away which presents big problems if you don’t regularly back up your computer on disk. If your computer gets a virus or is otherwise compromised, then all of that information is lost.

Enter cloud-based systems. Working ‘in the cloud’ means that you can access your software from anywhere in the world at anytime. We’re talking web-based software.

One of the greatest benefits of working with a web-hosted CRM, other than the convenience, is that the providers backup your data every single day and are like Fort Knox, storing your data on bank-level secure servers. 

Some good ones on the market include Salesforce, NetSuite, Sugar CRM, Zoho Office, and HighRise. Each offer their own unique set of benefits, so it’s a good idea to do a little research and see which one would suit your own needs best.

A good CRM will allow you to keep your contacts organized, measure your marketing efforts, and track the work you’ve completed so that you can take a look at the year in review to see what’s working and what’s not.