Booking Work is Great, But Repeat Clients Are Event Better
Every time a job comes in for a voiceover actor it is a good day! Jobs for us come from many different sources, but it can be simplified by saying a job is either from a new client or from a repeat client. For me, about 70% of my work is from repeat business. I’m not sure how this compares to the rest of the industry, but I am delighted that folks keep coming back! When a new client sends me work, it is my hope that it is just the beginning of our work together and I do everything that I can to make them happy. So, what are some of the tips and tricks to keeping my voiceover clients coming back for more?
Case Study of Now Foods
I thought to best way to understand what works, is by doing a case study of a client I have had the pleasure of working with a lot in the past year. Let’s look at my work with NOW Foods. Above is just one of quite a few projects I have done for them. Initially I booked the gig from a cattle call audition on Voices123. A video production company hired me. I loved their team and the project went well. There were no revisions or pickups and they were great to work with. I followed up with a thank you not and that was that.
A few months later that same producer reached out and said the company wanted to work with me directly and asked if I minded. I said I was happy to do whatever was easy for them. To my delight the company reached out and I have had the opportunity to work with them several times. I have made it a point to be:
- responsive
- have fast turnarounds
- friendly
- appreciative of the work
I think the combination of all of these factors is critical to building lasting client relationships.
Quality of Work
Do a good job! Every job that you do must be outstanding. Whether the job pays a small amount or a small fortune, treat them all the same. You never know which client with the small job today will have a years worth of work tomorrow. Every bit of audio you send out should have the same audio quality: pristine. Do not ever cut corners with your equipment and software. At the end of the day, if does not matter how sweet you are, you are only as good as you sound and if you don’t sound great your clients will never be happy and they will never call again, even if you are the nicest person on the planet.
Relationship Building
You actually have to put effort into building relationships. Some folks in the industry are friendlier than others. I have made an effort to visit clients when I travel. For example, I had a chance to see a regular eLearning client at DevLearn in Las Vegas this past fall. Since they are based in the MidWest, it meant so much to me to be able to catch up in person. I went to visit another client that I do regular narration work for when I went to Orlando for an eLearning Guild conference last year. I spend time talking to my clients, whether it is at the start of a guided session or during an actual phone call. Put simply, if you don’t talk to them, you can’t possibly get to know them.
It has also helped me to get to know my clients by reading their “about” sections on their websites. These are often even more personal than what they might share on LinkedIn and I am often amazed by how much we have in common. For instance, it is not only amazing how many of my clients have dogs, but how many of them bring their dogs to work! This makes it so easy to genuinely connect with the people I work with. I also always send both follow up emails and follow up notes. I believe it is essential that your clients know how invested you are in their project and that you are there for them to the end!
Be A Talent they Can Count On…
If you want to be a client’s go to talent, then you need to be someone they know they can count on all the way through the project! Revisions, pickups, and turnaround time all matter! They matter a lot because we all know that folks make script changes. Their teams just change their minds. It has nothing to do with us, most of the time, it just happens. And then sometimes they have no flexibly and need those new recordings right away. So, if we want to make them happy, we will take care of all of this in a jiffy. We will do it with a smile, and we will make it easy for them. And when you are this “Angel of Voiceover,” i promise they will fall in love!
