In delving into techniques of marketing in the voice-over world, have you ever considered up-selling to your clients? In short, up-selling is a “while you’re at it” approach: once you’ve got someone on the line booking a session, offer them something else to go along with it as a package deal. This tactic is commonly used in fast food and retail spheres: “Would you like to super-size that?” “Guacamole is only 75 cents!” “How about a ball cap to go with your jersey?” “What else would you like with your tall frappuccino?”
Up-selling happens all the time, but you may wonder how to use it in the voiceover industry. Below are some tried-and-true methods to engage your clients in added value.
- Always ask your client how they feel, not what they think.
If you ask a client what they think, you’ll get an analytical answer. If you ask how they feel, you’ll receive an emotional response. Since approximately 85% of sales are based on emotions, you want to target that faculty.
- Happy clients = happy checkbooks.
Once you’ve got your client in a positive state of emotions, you’ll be more likely to glean an extra job from them. For instance, the conversation could go like this:
“John, how do you feel about that project? Oh good, I’m glad you’re thrilled with it. How about adding some music or effects to add a different dimension to what we’ve already created? And for consistency’s sake, what about using my voice for your on-hold messaging as well?”
Happy customers tend to come back for more, so once they see and approve your work, they’ll be willing to employ your services further.
- Give them options.
After they express interest in your up-sell proposal, offer several options to choose from. If you only provide one option and they don’t like it, the answer is no. However, by supplying several options, you are securing an automatic “yes” because the matter becomes a decision between A and B, not yes and no.
In setting up times to meet, don’t wait for them to call you, since it may never happen. Instead, suggest at least two specific appointments. Inquiring about “Wednesday at 10am or Thursday at 2pm?” will open up a conversation regarding availability.
And of course, don’t forget to ask for referrals!
Have a comment? Subscribe to my blog and then join the conversation…and if you have an idea for a blog, please email it to me David@DavidBrowerVO.com
Mission Statement : *To Build Lasting Mutually Beneficial Relationships By Delivering a Quality Audio Product With Exceptional Customer Service Locally, Nationally, Globally.
© 2015 David Brower –