Freelancing

Old School, Old Fool?

by Paul Strikwerda in Articles, Career, Freelancing, Personal 33 Comments

Kids listening to story tellerThe country I live in is built for the young.

The population however, is aging rapidly. 

It’s a huge problem, and a tremendous opportunity.

In as little as 15 years, the U.S. is expected to be home to 73 million people over the age of 65. That’s about 33 million more than today. 

The Baby boomers born between 1946 and 1964 are now between 51 and 69 years old. According to a 2011 Associated Press and LifeGoesStrong.com survey, 42% of those who are still working, are delaying retirement. 25% claim they will never retire.    

Behind these rather boring numbers are real people. They may be friends or members of your family. Or you may belong to that group yourself. If that’s the case, you could be part of the first generation that grew up with television. You know, the people who still remember Gilligan’s Island, and where they were the day John F. Kennedy was killed. 

MEMORY LANE

I’m not of that generation, but I remember my parents waking me up in the middle of the night to watch Neil Armstrong and Buzz Aldrin walk on the moon. I remember the end of the Vietnam war, the oil embargo, and the Berlin Wall coming down. I remember getting my first personal computer, a cordless phone, and an Internet connection.

I don’t feel like a dinosaur yet, but that’s only a matter of time. Imagine me in 1982. I was eighteen, and I presented my first show on national radio in the Netherlands. Since then I spent most of my days with a microphone eight inches from my nose. 

Every time people refer to me as a voice-over veteran I cringe in disbelief. Please don’t tell me I am that old! And every time I land a job I say to myself: “Thank goodness I’m still relevant!” It’s pathetic, and I know it. 

If Annie Lennox can rock the mic at the Grammys at age 60, I have no excuse or reason to feel sorry for myself. But how will I feel ten years from now, or twenty? Will I be one of the 42% that delays retirement… indefinitely? Will there still be a younger generation willing and able to pay for their elders? Will I still be relevant?

THE AGING VOICE ACTOR

When I look at my older voice-over colleagues, I wonder what it’s like to be them. How do they handle the pressure of being a professional in a fast-paced industry where technology is changing the name of the game? A game taken over by like youngsters who are like totally into virtual reality and stuff… like that.

One of my friends -let’s call her Lizzy- turned sixty-six this year. After she retired as headmistress at a private school, she just couldn’t sit still. People always said that she had a powerful, resonant voice, and she loved reading to children. So, when one of her teachers mentioned voice acting, she perked up. 

Thankfully, Lizzy had saved some money, and she hired a great voice-over coach. After twelve long months she converted a small guest room into a home studio, and even got herself a real Neumann microphone! A thousand dollars or so later, she had a demo she could pass around. With plenty of time on her hands, Lizzy was ready to break into the business!

Soon she discovered that having time, money, and a distinctive voice does not make a career. Finding work was hard, especially because Lizzy had never liked using a computer. “I don’t need a website,” she said. “That’s for the kids. I’ll do things the old-fashioned way. And forget about Facebook. I’m not going to waste my time chit-chatting about nothing.”

Her son convinced her to get a laptop, and helped her sign up for an online casting service. Once Lizzy became familiar with the inner workings of this service, she made a discovery that left her depressed for days.

BEING SIDETRACKED

“All the jobs on this site are for perky 20 to 40 year olds,” Lizzy said. “If you ever need an example of ageism, this is it. No one wants to hire an old headmistress. What am I supposed to do?”

But a week later her spirits were up. A client in Sweden needed a grandma for a number of English children’s stories, and he said Lizzy’s voice was perfect. “Can we set up a Skype session so I can give you some guidance?” he asked. Lizzy froze. She had heard of Skype, but had no idea what it was or how to use it.

“And,” said the producer, “once I have given you some pointers, I take it you can record the rest of the script without my help. We do expect you to deliver clean, edited audio that is ready to use. That’s not a problem, is it?”

“No, no, of course not,” mumbled Lizzy.

“Well, I’ll email you the script, and eh… can you send me the audio in let’s say.… four days? And shall we do our Skype session two days from now? Is ten o’clock your time okay?”

When Lizzy put the phone down she panicked because she realized she was not even close to being ready. What had she gotten herself into? That evening her son installed Skype on her computer, and showed her how to use it. He even took a morning off work, so he could be there when Sweden called.

MESSING UP BIG TIME

Once the connection was made and Lizzy started reading the script, everything was fine. Sven the producer seemed happy with her narration, and within the hour, Lizzy had recorded four three-minute stories. She even remembered how to edit the audio the way her coach had shown her. Things were looking up!

The next day she received a call from the client. He loved her storytelling, but he said they couldn’t use the audio. “Why not?” Lizzy wanted to know.

“Because of all the mouth noises,” Sven said. “I thought you would send me clean audio. That was our agreement.” 

“Let me see what I can do,” said Lizzy, and she went back to her studio. She must have listened to her stories four or five times, but she didn’t hear what the client was talking about. What on earth was going on?

She asked her son to come over and have a listen. After a few minutes he looked at her and said: “Mom, are you sure you didn’t hear all those clicks and smacks? They’re all over the place.”

“Not really,” answered Lizzy.

“Well, that explains why you have been talking louder lately. I think you should see an audiologist. Get your ears checked. And when’s the last time you’ve been to the dentist? I have a feeling you may need new dentures.”

“Ah, the joys of old age,” said Lizzy. “The joys of old age.”

A REVELATION

Two months and two hearing aids later, Lizzy missed being at school. A year ago, people still knew who she was. When she spoke, they listened to her. They even did what she told them to do. She missed being social.

In the world of voice acting, no one knew who she was, and no one cared. People were not polite. They expected her to drop whatever she was doing to record a demo. They never told her why she didn’t book a job she’d auditioned for. Whatever happened to patience and good manners?

When she called her coach, he wasn’t very supportive.

“Lizzy, clients don’t owe you an explanation,” he said. “We’ve talked about that. You may not have that young, hip voice everyone is looking for these days, but there are still jobs out there. It takes time to build up a network and a reputation. You’ve got to work at it. Every. Single. Day.”

He paused for a moment and said: “Lizzy are you listening?”

He continued:

“A client doesn’t work on your schedule. You work on his or hers. And if you want people to find you, you need to have an online presence. You need to be comfortable with technology. I know you don’t like computers, but clients don’t care about what you like or don’t like. If you want to play the game, you have to live by their rules, no matter how old or how young you are.”

Spring was in the air. Outside, kids were playing tag. They were obviously having a good time. “There’s nothing like the sound of children laughing,” Lizzy thought. It always made her happy.

“Now, Lizzy, dear, can I ask you a question?” said her coach.

“Go ahead,” said a distracted Lizzy.

“What is it that you really want? Why did you want to become a voice-over?”

The answer immediately popped into Lizzy’s mind.

“Because I love telling stories!”

“Then why don’t you go out and do that!” her coach said. “There’s no need to stay home and stare at a screen all day long, hoping to get the perfect part. If you have stories to tell, start telling them!”

FINDING A PURPOSE

Two weeks later, Lizzy invited me to come down to the library. Ten four-year olds sat in a semicircle around her. I’d never seen a group of kids being so attentive. And when Lizzy started telling her stories, you could hear a pin drop. The toddlers were mesmerized.

“Lizzy, they absolutely loved you!” I said after the kids were gone. “You were fantastic! Now, are we still on for tomorrow?”

“What’s tomorrow?” asked Lizzy.

“Tomorrow’s Friday.”

“In that case, I can’t make it,” she said. I’m going to the hospital.”

“Oh no, is something wrong?” I wanted to know.

“I’m fine,” said Lizzy. “I’m going to the children’s ward to tell some more stories.”

“But what about your voice-over career?” I asked. “Weren’t you going to set up a website, and do some more auditions?”

“Oh forget that,” Lizzy responded. “There are so many places where I can make myself useful. This world needs more volunteers than voice actors, and I need to be around people. When I looked into the eyes of those children this morning, there was a connection. I felt I was doing something meaningful. I bet that’s not something you can find on Facebook.”

“Oh Lizzy,” I said, “when I’m your age, can I be you?”

“No way,” she answered. “I’m already taken!”

When we walked out of the library, she gave me a big hug and asked jokingly:

“Do you want to buy a microphone? It’s a Newman. It didn’t do me any good.”

“Hang on to it my friend,” I said. “Sweden might be calling back soon. Over there they know how to take care of senior citizens. They treat them with the respect they deserve.”

“Oh, stop it,” said Lizzy. I’m not ready for retirement.

I may be old school, but I am no old fool!”

Paul Strikwerda ©nethervoice

Be sweet. Please retweet.

photo credit: Kids and Library! via photopin (license)

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To Discount Or Not To Discount

by Paul Strikwerda in Articles, Freelancing, Money Matters 37 Comments

Famous Dave’s Signature Spicy Pickle SpearsA month or so ago it happened again.

One of my contacts sent me the following message:

“Paul, my client would like you to voice two animations. Both advertise the same product on the same platform, but each one appeals to a different audience. Both scripts are no longer than 125 words. Normally we’d pay you €250 per video, but the client was wondering if you’d record both videos for €250. After all, these things are very short, and this is for the same product on the same platform. Another option would be to offer the client a $150 discount. Let me know how you’d like to proceed.”

What do you think I should do? Should I voice these two videos for €250 or $350? Should I charge the full €500, or even more?

Well, the answer depends on your pricing strategy, and on how you position yourself in the market place.

Let me explain.

A TALE OF TWO PICKLES

In front of me I have two 24 ounce jars filled with pickle spears. One is a store brand retailing for about two dollars. The other is a jar of Famous Dave’s Signature Spicy Pickle Spears, selling for about five bucks. Both jars contain the same basic ingredient: crunchy cucumbers immersed in an acidic solution.

Why would people pay five dollars instead of two, for ten to twelve pickles, you may ask. The answer is simple. Dave’s spears are distinctly different. His spicy cucumbers tingle your tongue with a signature blend of sweet and heat. They are addictively delicious.

Last weekend I was entertaining guests, and I served Dave’s pickles without telling them. I just put them on a plate. After the first guest took a bite his whole face lit up and he said: “Wow, where did you get these pickles? They are incredible!” Two minutes later everyone in the room was crunching away, and wanted to know where they could buy these special spears.

Yesterday I talked to one of my friends who was with us that evening, and he said: “I had so much fun last weekend. And by the way… those pickles were amazing!”

So, let me ask you this:

Would you rather be an ordinary pickle, or one of Famous Dave’s Spicy Spears? 

MAKE A CHOICE

Are you a dime a dozen, or do you have something unique to offer? If you fall into the last category, in what way do you distinguish yourself, and how do you convey that to your clients? You see, believing that you’re special doesn’t get you anywhere. You need to prove it.

Famous Dave is a smart guy. He knows he’s got something awesome going, and that’s why he’s not competing on price. He is competing on added value. Added value can be defined as an improvement or addition to a product or service that makes it worth more.

As a voice-over, you add value to a video, a computer game, an ad campaign, an e-Learning program, a bestseller or a major brand. The right voice can bring credibility and authenticity to a message. That alone can be worth millions of dollars, and advertising agencies know it.

You will never see those millions, but I happen to think that you deserve to be well compensated for your contribution. That will only happen if and when YOU value what you have to offer in terms of your expertise, and your experience.

PRICE LIKE A PRO

One way to convince a client that what you’re offering is valuable, is by using the link between price and professionalism. I’ve said it before, and I’ll say it again: Your rate is more than a number. It is a powerful statement. It says: This is what I believe I’m worth. It is also a way to prequalify your clients.

My rate sheet tells them: I take my job seriously. Lowballers better stay away. Quality clients are welcome. I will treat you with respect, and I will do the best job I can. 

Like Famous Dave, I know that what I have to offer is different. My English has a European quality that adds a special flavor to a script. Those who like that flavor have no reason to haggle.

WHY COMPROMISE?

Now, let’s discuss that discount I talked about in the beginning of this blog post. Here’s my take on reducing a fee. 

1. Discounts are for people who compete on price only, and for clients for whom price is the determining factor.

Here’s a hint: price is rarely the sole determining factor in a purchasing decision.

If clients would buy based on price alone, it would be perfectly fine to take months to send them a poorly made product, right? They wouldn’t dare to complain because you were the cheapest. 

2. But Paul, didn’t the client say that these two jobs combined would be no more than 250 words? Why not give in a little? 

Well, there are two hidden assumptions behind that argument. One: This job is something I could record in a heartbeat. Two: Clients pay me for my time. Both assumptions are false.

We all know that most clients have no idea how long it takes to deliver any length of finished audio. Secondly, I don’t charge clients for my time. They pay for my talent, my skills, and for my experience. They pay me for the added value I bring to their production. 

3. If I were an on-camera actor, and I’d be featured in two videos targeting different audiences, wouldn’t I get paid in full for both? Then why should a voice actor accept a huge pay cut? Does that make any sense? Just because we’re invisible doesn’t mean people can take advantage of us. 

A MATTER OF TRUST

4. The client promised that both videos would be for the same platform, but how can I trust a claim made by someone I’ve never worked with? Clients will tell you anything to bring your price down. What guarantees do I have that these two videos won’t end up on different platforms? Who’s going to check that? 

5. In the beginning of a relationship with a new client you set the parameters. If you accept a certain fee for whatever reason, that becomes your going rate. Don’t blame it on the client. That’s what you’ve trained them to expect.

So, the next time you ask for more money, don’t be surprised if your client comes back with: “But last week you did a similar job for X amount of dollars. Why should we pay you a penny extra?” And you know what? They’re right!

6. If you accept doing two jobs for the price of one (or even less), you’ve just stabbed your colleagues in the back. We are not independent contractors. We’re interdependent contractors. We are connected. A going rate is nothing but the prevailing market price. Every individual pricing decision -big or small- impacts that market. Before you know it, you’re setting a downward trend.

Having said that, here’s where I’m willing to give a discount:

A. When a client commits to a long-term working relationship, and a high volume of jobs. 

B. As an incentive for a client to pay in full upon receipt of the invoice.

Some colleagues are in the habit of giving discounts to charities, but I make that determination on a case-by-case basis. More about voice-overs and charities in my article “Work For Free For Charity?

STICK TO YOUR GUNS

Listen carefully. You don’t have to agree with me when it comes to discounts. In fact, you don’t have to agree with anything I’m saying in this blog. It’s just my opinion. But if you haven’t thought about your value, your pricing, and about your position on discounts, simple questions like the one from my contact can get you in a pickle.

I decided to charge full price for those two animations, and I told my contact why. Taking a stance means taking a risk, and I ended up losing the animation job to a colleague who was willing to do it for less. But the story doesn’t end there. 

Two weeks later my contact called me again. Working with the cheaper voice-over had left a bitter taste in the mouth of the client, and they wanted me to step in.

“At full price?,” I asked.

“At full price,” he said.

Being cheap often costs more, but some people have to learn that lesson the hard way. I hope you’re not one of them.

That day I went to the post office to send my contact a small thank you gift.

“Does this parcel contain anything fragile, liquid, perishable, or potentially hazardous, including lithium batteries and perfume?” the woman behind the counter wanted to know.

“Yes it does,” I said.

“What’s in it?” she asked.

“It’s a jar of Famous Dave’s Signature Spicy Pickle Spears!”

“Oh, those are the best,” she said. “Not cheap, so worth it!”

Paul Strikwerda ©nethervoice

PS Be sweet. Please retweet!

PPS The word ‘pickle‘ comes from the Dutch word ‘pekel,’ meaning ‘something piquant,’ and originally referred to a spiced, salted vinegar that was used as a preservative (source.) You should know that I am in no way compensated to promote Famous Dave’s delicious pickles. 

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The Secret to Sustained Success

by Paul Strikwerda in Articles, Career, Freelancing, Money Matters 18 Comments

Soybeen sprouts“Seize the day,” “Carpe Diem,” “Maximize each moment.” 

In a society as hectic as ours, that seems to be sound advice. All of us are given a limited time on earth. The best thing is to use it wisely. Don’t worry too much about tomorrow. Get the most out of each day.

Go to any electronics expo, and you’ll find tons of smart gadgets designed to make us more productive. Here’s what I find ironic. They won’t give us any extra time off, but they will allow us to do even more with the time we have saved! Just thinking about that makes me tired. 

While some of these ingenious tools can be helpful, they are part of a trend that worries me:

Life is speeding up, and people are losing their patience. They are more focused on the short term, instead of thinking ahead.

Why? Because we crave certainty, and it’s easier to predict what will happen in the next moment as opposed to years from now. Instant gratification has never been more popular, and has never been more destructive.

A few examples. 

Politics doesn’t think in decades anymore. Voters have short memories, and demand quick results. Policies that lead to temporary gains are often favored over measures that may take years to implement and bear fruit. Let’s drill for energy today, and we’ll worry about the environment later!

We’re not interested in diets or exercise that lead to gradual, lasting weight loss. No, we demand results by the end of the week. And if that scale doesn’t give us a number we’re happy with, we blame it on the method and move on to something else. But everybody knows that losing pounds is the easy part. Keeping them off is much more challenging. That requires long-term commitment.

Makeover shows on television tell us that people can change their lives in a matter of days. It takes us a week to build an Extreme Home, five days to turn a failing restaurant around, and 48 hours to learn what not to wear. After that, we’ll never be the same again! Well, a few weeks later our dream home is leaking, the bistro is going bankrupt, and that fashion-challenged girl dresses like a slob again. 

I’m sorry to break it to you, but quick fixes rarely lead to lasting change

Short-term thinking is a big problem in the “industry” I’m a part of: the wonderful world of freelancing, in particular, the voice-over industry.

THE MYTH OF THE SHORTCUT

Thanks to false advertising, unrealistic expectations, and an attitude of entitlement and impatience, some people still believe they can rise to the top in very little time. Just read this book, take that seminar, and buy some equipment. Before you know it, you’re in business! No experience necessary. 

And when these people finally come to me for coaching because they’re not getting anywhere, they are shocked when I present a long-term plan without guarantees. 

“That can’t be,” they say. “This takes too long, and it’s too expensive. I don’t have the time, and I don’t have the money. I thought this would be easy.”

I tell them: 

“If you’re in this for the long run, a few simple steps won’t get you anywhere. Would you throw some seeds into the soil and expect a few trees to magically pop up the next morning? And would you expect these trees to bear fruit the day after? It may very well be a couple of years before you book your first job.”

One person responded: “If it takes that long, you’re probably not a very good coach.”

I replied: “If that’s what you believe, you probably won’t be a very good student.”

THE CASTING TRAP

Another example of short-term thinking is the way some people perceive the “membership” fee for online casting sites. They tell me: “If I book one nice job, this whole thing pays for itself.”

No, it doesn’t. It wouldn’t even be true if you only booked that one job. If you spend let’s say $395 on membership, and you make $395, what’s your profit? To see if that $395 would be a worthwhile investment, you’d have to look at an entire year of membership, and ask yourself:  “For all the time and money invested, how many dollars did I get in return?”

You’d have to add up all the money made through that Pay to Play in one year, and deduct the membership fee, taxes and other expenses. Then you divide your net profit by the total number of hours needed to generate that income. By hours I mean all the time spent looking at jobs on that site, doing auditions, communicating with clients, and recording/editing the audio.

When you finally look at how much you’ve made per hour in a year, is this still a good investment, or should you spend your time and money elsewhere?

A COMMON MISCONCEPTION

But don’t make the mistake that short-term thinking is just a problem for the newbie. I often encounter it when colleagues discuss the hot topic of pricing. People with a short-term view tend to charge lower rates than those who are in it for the long haul. 

“I’d rather make a hundred bucks now, than lose out on a job,” they say. “A bird in the hand is worth two in the bush.” A week later they complain that they can’t seem to make a living as a voice talent. 

No surprise there. 

Your rate is not just about money. It’s a sign of professionalism. It sends a signal to the client: “This is what I believe my time and talent are worth.”

It also sends a signal to the industry: “This is what I believe this job is worth.” 

By the way, it’s much easier to book a low-rate job than to land a well-paid gig. Any fool can undercut the competition (and go broke in the process).

If we devalue the work we do, don’t expect rates to rise. Low rates will become the new normal. 

Realize that short-term actions have long-term consequences. That’s not a popular message, and that’s why many people like to stick their head in the sand. 

If you don’t think about the long-term consequences of your actions, your life becomes inconsequential.

 A NEW FOCUS

If you wish to have sustainable success as a freelancer, you have to start thinking long-term, and big picture. You have to ask yourself:

“Where do I want to be, five years, ten years from now? How much do I need to minimally make in a year to get there? What do I have to invest? How much do I need to charge?” 

Of course you also need to factor in what people around you are charging, and what clients are willing to pay. But don’t let that limit you. Premium products command a premium price.

Even if you were to run a charity, numbers matter. That’s a hard lesson to learn for people with an attitude of “Money doesn’t motivate me. I’m just so happy to be able to do what I do. It’s such a blessing.”

You’ve got to snap out of the thrill of the moment, and plan ahead. 

Thinking big picture also means you have to think about the effect your actions may have on others, and on this planet (sometimes for generations). You don’t live on an island. It’s not just about you. What you do or don’t do may not seem earth-shattering, but it makes a difference. A tidal wave consists of many small drops. 

You can’t just go from job to job, and pick a number out of a hat, hoping for the best. You have to price for profit. You need to develop a pipeline of projects coming from different sources. And you need to save for when times are slow, or when you are sick.

Running a successful freelance business is a game of costs and benefits. It means planning for delayed gratification with all the tools you have at your disposal.

You’ve got to visualize your future.

Find allies and experts.

Dare to say no, and set new standards.

Be patient. Be open. Be humble.

And if you play your cards right,

it will pay off in the long run.

And it will be momentous!

Paul Strikwerda ©nethervoice

PS Be sweet. Please retweet.

photo credit: Soybean Sprouts During Early Growth via photopin (license)

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My Best Year Ever

by Paul Strikwerda in Articles, Book, Career, Freelancing, International, Internet, Journalism & Media, Money Matters, Pay-to-Play, Promotion, Social Media 11 Comments

The author, photographed by Kevin HornAt the beginning of 2014, I took a big risk with this blog.

I no longer wanted to write about things such as:

– What is the best acoustic foam money can buy?

– Should we record standing up or sitting down?

– ISDN. Disappearing when?

– Pay to Play, Yea or Nay?

… and all the other questions that come back ad infinitum on Facebook, LinkedIn and in other social media. In Spoon-feeding Blabbermouths I vented my frustration with being asked to answer the same basic questions over and over again. I wrote:

It’s not my job to do someone else’s homework. Those who wish to make it in this field have to be proactive, independent, and resourceful. If they can’t be bothered to do a simple Google search, why should I take time out of my busy day to do it for them?

I still wanted to write about voice-over related topics, but only if the subject matter would allow me to dig deeper. As an avid snorkeler, I know that things get much more interesting under the surface of the sea.

GROWING MY READERSHIP

There’s another reason for moving away from the road much traveled. Over the years, I discovered that only a part of my readers consisted of voice-over colleagues. Many frequent visitors were fellow freelancers, artists, directors, bloggers, and entrepreneurs. If I wanted to increase my readership, I had to make sure to keep it relevant for them.

The big question is: Did I make a huge mistake or did my efforts pay off?

Well, I’ll let the numbers do the talking. At the beginning of 2014 I had about 3,000 subscribers. At the last day of that year, I counted over 32,100!

PUBLISHING SUCCESS

One of the things that really helped me increase my readership was the publication of my book Making Money In Your PJs, freelancing for voice-overs and other solopreneurs which came out in May. With over 400 pages of practical information for about $10 (eBook) or about $17 for a paperback, it really is a steal. I say this in all honesty and humility. 

Another element in my “success formula” is the way I started using social proof. You can read about it in The Power of One. In this post I go over some of the main reasons why people buy.

A third reason for the growth of this blog (and my business) has to do with what I am willing to let go of, and how I handle problems. In Giving Up, I wrote about the things most people who want to be successful don’t wish to see or hear, and I concluded:

There is no success without setbacks, and when times are tough, you need to reconnect with what ultimately drives you.

YOUR LIFE. YOUR BUSINESS.

That is easier said than done. That’s why I wrote a series about four aspects that play a vital part in the way we live our lives, and the way we run our business. These aspects are Physical, Mental, Material and Spiritual.

The first article in this series entitled Mind Your Own Business, dealt with the physical aspect of our jobs. It inspired numerous colleagues to look at their unhealthy lifestyles, and even to go on a diet! Hundreds of pounds have been lost since then, and a number of Faffcon 7 participants received a copy of my book to celebrate those losses.

In part two, The Stuff Between Your Ears, I share 10 attributes I believe to be the trademark of any successful solopreneur. In part three –Call Me Materialistic– I explore the important relationship between having the right tools for the job, and a little thing called confidence.

On June 18th I published my most personal post to date. It’s a down to earth story about spirituality, and how it relates to the work we do. Here’s a quote:

To me, leading a spiritual life acknowledges the fact that we don’t live on an island. Whether we realize it or not, we’re all part of a larger whole. We’re all connected. Our individual choices and actions have the potential to influence other individuals.

DEALING WITH DISASTER

In July I wrote another very personal story after the shooting down of Malaysia Airlines Flight 17. 298 men, women, and children of various nationalities lost their lives. About two-thirds of them were from the Netherlands. It’s called Tears, Tragedy and an End to Conflict.

We often wonder why bad things happen to good people. This prompted me to write Life’s Unfair. Get used to it! In it, I try to come to terms with senseless tragedies. Of course there are no easy answers, but that doesn’t mean we shouldn’t ask the questions.

One of the reasons I publish an overview of past posts each year, is because even the most loyal Nethervoice-followers tend to miss stories, which they often regret. Speaking of regret, the following quote is taken from an article I published in September called Forget Regret:

It’s unfair and irrational to explain or judge the past using today’s standards. Present knowledge is unhelpful because it’s limited, and colored by personal ideas of how we think this world works or should work. Present knowledge doesn’t change the past one bit. It just changes our perspective.

CONTROVERSY

One thing I did not regret was publishing a series of articles on a new awards show for voice talent. The first story was called The Voice Arts™ Awards, The New Pay to Play? The follow-up, Paying For Your Prize broke all records. It was read over 3,000 times, and it prompted many heated discussions on this blog, and outside of it. People loved me for writing it, and they hated me for the same reason.

I responded with Partypooper Unleashes Sh*tstorm, and When the Manure hits the Fan. In my last response I quoted a reaction from one of the organizers of the Voice Arts™ Awards to my story. Here’s part of what he had to say:

The intention of the article (…) was to hurt, not inform. Brush it off. With success and recognition comes the unfortunate trail of parasites who, lacking the erudition to create anything truly inspired, seek their sustenance from sucking the life blood of others.

Well, this “parasite” went on to write a seven-part series on script delivery and performance. See for yourself if it lacked erudition and inspiration. You can read the introduction in The Funniest Joke of the Year. In it, I ask the question: 

What makes a good delivery? What’s involved; can it be learned or does it come naturally?

MASTERFUL SCRIPT DELIVERY

In The Worst Acting Advice Ever (part two), discuss something I must have heard a million times: “Just be you, and you’ll do just fine.” Here’s a quote:

Whether on stage, in front of a camera or in the recording studio, you’re not hired to “just be you.” You’re hired to be your best, most professional self, and to make it sound (and look) perfectly spontaneous.

In How to be Believable, I tackle the next aspect of masterful delivery. Once again I try to break seemingly simple concepts down into bitesize pieces. In this case, I discuss the concept of congruence.

The next article in this series (What Clients Hate the Most) proposes that delivery is about much more than the way we read our lines. As a solopreneur, we’re judged by the way we deliver a total package. The bottom line: If you advertise yourself as a pro, you have to present yourself as a pro on ALL levels.

In The Secret to Audio Book Success, I examine how great narrators such as Jim Dale, have the ability to stay in character, and then switch character and get back to the first character, while introducing a third. They do this for hours at a time in a space smaller than a prison cell. I also introduce you to Gary Catona, the voice builder.

This series continues with The Devil is in the Delivery, which focuses on mistakes narrators make every day that cause them to lose auditions. I conclude with a story about something that’s not for sale, and yet it is one of the most sought after things in the world: Charisma. Once again, it’s one of those things everyone is talking about, but very few people have taken the trouble to demystify it. That’s exactly what I attempt to do in Defining the IT-Factor.

ON STAGE

2014 was also the year I made my stage debut. Granted, it wasn’t Broadway, but a local historic production in which I played activist-philosopher Thomas Paine, author of Common Sense. You can read about it in my blog post Acting Out In Publicwhich inspired several colleagues to audition for plays in their neck of the woods. You’ll see that there’s a huge difference between the studio and the stage!

If you’ve been following this blog for a while, you know about my interest in sales and marketing. It’s something many freelancers know very little about. They always wonder: “Is there some secret way to make sure clients buy from me?” If that question interests you, I hope you will read How To Sell Without Selling.

One of the greatest obstacles to professional growth can be very close to home. Some people have a tendency to make their own life rather difficult. If that’s something you recognize, I invite you to read Getting In Our Own Way.

LOOKING AHEAD

At the start of a new year it’s not only good to look back, but also to plan for the future. Are you going to play it safe, or will it be a year in which you dare to take some risks? Perhaps it is time to ask yourself what your job really does for you. If you’re wondering about that, I encourage you to read A Means to an End which examines the question “Why am I doing what I am doing?”

And finally, if you’re looking at your motivation, you might wonder what has held you back all this time. What reasons, excuses and rationalizations do you need to let go of, before you allow yourself and your business to grow rapidly and organically. You may find some clues in What Is Holding You Back.

If you’ve enjoyed spending a small part of your Thursday with me (that’s the day I usually publish my blog), there’s no need to thank me. I just hope you’ll share your enthusiasm with someone else who -in turn- will become a regular reader.

As long as you do your part, I promise to treat you to more thought-provoking, controversial, and insightful articles in 2015.

Happy New Year!

May it be your best year ever!

Paul Strikwerda ©nethervoice

PS Be Sweet. Please retweet!

photo credit: Kevin Horn, http://www.blinkpix.net

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Paul’s Great Giveaway

by Paul Strikwerda in Articles, Book, Freelancing, Journalism & Media, Pay-to-Play, Promotion 15 Comments

The other day, one of my colleagues asked me an interesting question.

“Paul,” he said, “Why don’t you speak at voice-over conferences? I mean, we have a number of these events throughout the year, and you’re never on the program. Don’t you feel that you’re being ignored?”

“Not really,” I said. “You seem to think they should invite me. Why is that?” 

“Well, for one, you’ve published a pretty unconventional voice-over book this year. They always invite authors to these events. Secondly, your blog has thirty thousand subscribers. I don’t think anyone in our small industry has as many followers. Doesn’t that mean anything?

But more importantly, many see you as one of the thought leaders of our community. Weren’t you the guy who kind of discovered Studiobricks and the CAD E100S microphone? These days, most colleagues have either heard about them or got one. I think that’s pretty amazing.”

“That may be true,” I said, “but that doesn’t make me (keynote) speaker material. You’d be surprised how many people still believe that I live and work in the Netherlands! They’re not going to fly a Dutchman in to speak at a conference in the States. Even though I’ve been here since 1999 and I’m a U.S. citizen, the myth persists that I reside in Holland with one of my fingers stuck in a dyke.

Secondly, some of these conferences are organized and frequented by people I have managed to piss off in the past. I don’t think voices.com or any other Pay to Play will ever ask me to say a few words, or even write a guest post for one of their online publications. They’re probably too afraid I will say something that is less than flattering. And you know what? They’re right!

I don’t play the game that everything is hunky-dory in voiceoverland. I consider myself to be a positive person, yet, when I feel my colleagues are being taken advantage of, I can’t help but raise my voice. That’s how I was brought up.

Having a minister for a father has taught me that so-called authority figures are ordinary people like you and me. They fail from time to time. They love the limelight. They enjoy being looked up to. And many of them can’t handle criticism very well. They take it way too personally. But there’s more.

Throughout the years I have blogged about increasing voice-over rates, and raising professional standards. I’ve talked about coming together as a professional group, and about ways to counter the erosion of quality and the influx of cheap, ignorant amateurism. Some have seen that as an attack on the free market. Others believe I enjoy belittling beginners. You know better than that.

The way I see it, many conferences want to create an atmosphere of We’re one happy family. Look how wonderful it is to be in voice-overs! Imagine this silly Dutch guy walking in on his wooden shoes, creating controversy. Why doesn’t he go back to Europe where he belongs?”

My colleague chuckled. I continued:

“Here’s the thing. On one hand, we have a very supportive community. If you need a new pop filter, tons of people will tell you which one to get. But if you wish to create a strong, non-profit, member-driven international association of voice actors such as the world voices organization, most colleagues look the other way. What are they afraid of? A little bit of solidarity? Socialism? You tell me!

World Voices is trying to do what I have been doing in my blog for years: Empower and educate people; give them tools to stand out from the crowd. I guess empowerment and critical thinking isn’t that popular anymore. But I digress, don’t I?”

“You could say that,” said my colleague. “I was just wondering why you don’t speak at voice-over conferences. I really think you could shake things up a little.”

I paused for a moment. Then I said: “A prominent voice actor opened up to me recently, and confessed:

‘I considered inviting you to my event, but I was afraid you’d be too critical.’

That surprised me a little. Is that really how people perceive me? 

When I look back at all the stories I have written, most of them were about the business of being in business. I’ve written about selling, marketing, and about communicating with clients and colleagues. I just finished a six-part series on improving voice-over performance. None of that stuff I would label as controversial.

Even if I’ve been critical in some of my writings, why would that be a bad thing? Are we that insecure? As they say: Feedback is the breakfast of champions. It helps us learn and grow. Getting a kick in the pants may hurt little, but any coach knows it’s sometimes necessary for a student to make progress.”

My colleague nodded approvingly. I leaned forward, and whispered: “Do you want to know the real reason why I don’t speak at conferences?”

“Absolutely,” he answered. “I’ve been waiting for that.”

“It’s actually very simple,” I said with a smile. “I’m too shy and too modest.”

“Get out of here,” he responded.

“You? Shy and modest? You must be joking!”

“Guilty as charged,” I said. “However, with thirty thousand blog subscribers and counting, I do feel I have built up quite an audience. It’s my way of public speaking. And I’m not even charging for it. My blog is a platform I’m very proud of, and thankful for. And that’s why I want to give something back to my community.

Here’s the plan, Stan.

I’m going to ask my readers to nominate someone who -in their opinion- could really benefit from my book Making Money In Your PJs. It could be someone who’s struggling at the moment. It could be a beginner. It could be someone with talent but without any business acumen. Perhaps it’s someone who needs a little encouragement.

To keep it confidential, I want my readers to use the contact form on this website to send me the name and the email address of the person they’re nominating. No one else needs to know about it. (Please don’t nominate yourself. This is about giving, and not about getting.)

To celebrate reaching thirty thousand subscribers (and almost 1,000 Facebook fans), I will send at least thirty nominees a PDF copy of my book. Remember, that’s the edition with ten bonus chapters. The person receiving the book will not learn the identity of the person who nominated him or her. It’s like a secret Santa thing.”

So, if you’re reading these words and you have someone in mind, please let me know before December 1st. I’ll make sure they get a complimentary copy (I will not use the email addresses for promotional purposes).

And should you consider having me speak at your conference, rest assured that my bark is bigger than my bite.

As long as you don’t call me Shirley, these two lips from Holland promise to be on their best behavior.

Happy Thanksgiving!

Paul Strikwerda ©nethervoice

PS Within a week I received over 50 nominations! It is no longer possible to enter a name. Everyone will receive a PDF copy before December 7th. Thank you!

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10 Simple Ways to Surprise Your Clients

by Paul Strikwerda in Articles, Career, Freelancing, Promotion 16 Comments

Surprise!“Clients don’t like surprises,” said one of my business mentors.

“In an unpredictable world, they need to know that they can depend on you. If you can live up to their expectations, you’re building a long-term relationship.”

Wise words from a wise man, and yet I only partially agree with him.

In order to live up to your client’s expectations, you first need to know what they are.

Many clients forget to tell you, and many freelancers don’t bother to ask. They just assume they know, and get burned in the end.

Thanks to the marvels of the internet, there’s often little or no direct contact between a client and a freelancer. You know how it goes. We respond to vague job postings with a vague budget, and simply hope for the best.

If we happen to land the job, we get straight to work so we can meet the deadline. But what to do when we’re not sure what to do?

Some freelancers will turn to their colleagues, and ask them for an uninformed opinion:

“Please help. Should I pronounce this strange name in this way or that way?”

“Do I read all the footnotes or shall I leave them out?”

“What kind of tone or accent would be best for this book?”

Sorry people, but you’re barking up the wrong tree! It doesn’t matter what your Facebook friends think you should do. Your client doesn’t care what you think either.

Go to the source and ask!

The only way to consistently satisfy your customers, is to meet and exceed their expectations. You’ve got to offer exceptional value that justifies your rate. That’s how you build your business.

Now to the first part of my mentor’s advice. The part about surprises.

I happen to think that clients are human, and humans like surprises. That is, as long as they are pleasant.

The first way to surprise your client has everything to do with what we just talked about:

1. Communicate

Unless it’s cut-and-dried, don’t just accept the job and get to work. Get in touch, and stay connected. Show some interest in the project you’re hired to do. Ask questions. Get details. Give updates. You’re not some speech-imitating computer program. You’re a real person, so show your client you care. 

You’d be surprised how much goodwill you create when you communicate. Time spent getting to know your client’s preferences will save you time in the end.

So, let me ask you this. If you could work with someone who is open, flexible, and communicative, or with someone who isn’t, who would you choose?

2. Appreciate

Even the most selfless individuals have an inner need for validation. We all want to know that what we do or have done, matters.

One way to surprise your clients, is to let them know how appreciative you are that they’ve entrusted their project to you. Find something specific you can compliment a client on. Perhaps they’ve provided you with a pronunciation guide. Perhaps you’re excited about the product you’re promoting. Maybe you fell in love with the story you’re about to read.

Your client cannot read your mind. They can’t see your excitement. You’ve got to tell them!

In a society where we usually point out what’s wrong, it is time for some positive reinforcement. Compliments don’t cost a dime, and they give people wings!

3. Involve

A percentage of my clients has never worked with a voice-over before, or they’ve had a bad experience. By telling them about how you work, you are putting their minds at ease. You are managing their expectations. An informed client has learned what he or she is paying you for, and is less likely to complain about an invoice.

Some clients have no idea to what extent they can be involved. I always let them know they can listen in, and direct me during the recording session. Believe it or not, some customers still act surprised when they find out how much input they can have. The more involved they are, the greater the chance that they’ll be happy with the end product.

4. Reward

On the topic of positive reinforcement, I like to reward returning- and extra generous customers by occasionally throwing in freebies. One of my long-term translation clients recently asked me to translate two or three words. Even though I minimally charge $30 regardless of the length of the text, I told them it was on the house.

Never nickel-and-dime a client with a big budget. 

Another return-client sent me a Dutch script that was translated from English. Even though they’re not paying me to proofread it, I always do. As usual, I found a few mistakes, and I suggested some changes. Free of charge. Mind you, I’m not operating a pro bono translation service. I just use my fine-toothed comb to make sure the end result won’t embarrass my client (and the person who’s reading the text).

Also think of rewarding clients who pay within ten days after invoice. Offer a percentage off the bill as an incentive. Reward clients by absorbing the fee for money transfer. Give them 20% off the next project just to say thank you for being loyal customers. It’s an investment in the relationship.

5. Add value

All of us have many talents, but clients won’t make use of them unless they know what we’re capable of. A female colleague recently surprised a client by telling him she also sang in a jazz band. The next day she was hired to record ten jingles.

Another colleague has extensive on-camera experience. After finishing a voice-over job, she told the producer she had to go to a photo shoot. That afternoon he looked at her online portfolio, and booked her for a TV commercial.

A VO-friend of mine can do many voices. One day he was recording a rather serious e-Learning script. During a break he started reading the text in some of his silly voices. The producer was standing outside, and thought some new actors had entered the studio. When he saw it was my friend, he was impressed. Two weeks later, my friend started his career in cartoons.

Some of my clients are actually surprised to learn that Dutch is my mother tongue, and that I can handle translations too. Every once in a while I translate a script, and record the same project in different languages.

6. Refer

No matter how talented you are, you’re not always a good fit. Surprise a client by recommending a few colleagues who could get the job done. You’ve just saved your client a ton of time, and you’re likely to make a colleague happy.

If you don’t know anyone, refer your client to your agent who does.

7. Beat the deadline

As long as quality doesn’t suffer, delight your client by sending in your work early. This will make the person you’re working with look good. And if that person looks good, you look good. Everybody wins.

8. Speak your client’s language

I mean this literally and figuratively. It’s important that you can explain what you’re doing in terms your clients can understand. Too often, I hear people use jargon, and they don’t even have a clue they’re using it.

Clients won’t always admit that they have no idea what you’re talking about. Look your client in the eye, and/or listen carefully. Are they still with you? Do they have questions? Don’t expect them to sign off on something they don’t yet understand.

If you’re dealing with a foreign client, find out how to say “thank you very much” in their language, or a simple word like “goodbye.” It doesn’t take much effort, and it’s always appreciated. Show your client that you’re not one of those people who expects the rest of the world to speak English. And -getting back to number 2- let your client know how much you appreciate the fact that they’re communicating with you in English.

9. Send a card or make a call

It’s so easy and convenient to send someone a quick email. But never underestimate the power of the personal touch.

Rather than sending a quick, obligatory thank you note, why not make a call? Why not send a card? Some colleagues have designed special cards for that purpose that includes info on how they can be reached.

I once came to a studio to record a voice-over, and I saw my own card on my producer’s cork board. I had sent that card over a year ago!

“Do these small gestures really matter?” you may ask.

The only actions that have no impact, are the ones you don’t take. 

10. Stay in touch

I know quite a few colleagues who go from job to job. Once the script has been recorded, and the invoice has been paid, they forget about it. They also forget about the client who hired them. Big mistake.

You don’t need an introduction to a client you’ve once worked with. As long as they were happy with your work, there’s an increased chance that they will hire you again. That is, if you manage to stay on their radar screen.

I’m not asking you to cyberstalk customers, or to bombard them with bi-weekly newsletters they never signed up for. Find an appropriate and relevant moment to connect. The key is to keep it personal, and to keep it short.

One of the producers I’ve worked with just won an award. I called her, and congratulated on her win. Her first words:

“Paul, what a nice surprise!”

One last but very important thing.

All these different ways to surprise your clients can backfire when used as manipulative tricks.

Whatever you decide to do, it has to be genuine. It has to be sincere. Don’t even try to fake it, because you will fail.

Your intention will determine your results.

That, my friends, should come as no surprise!

Paul Strikwerda ©nethervoice

PS Be Sweet. Please Retweet!

photo credit: Jesse Draper via photopin cc

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One Girl. Many Voices. Perdita Lawton.

by Paul Strikwerda in Articles, Book, Career, Freelancing, Journalism & Media 4 Comments
Perdita Lawton with "Making Money In Your PJs, Freelancing for Voice-Overs and other Solopreneurs," by Paul Strikwerda

Perdita Lawton

To celebrate the release of Making Money In Your PJs, freelancing for voice-overs and other solopreneurs, I organized a  “Who-wants-to pick-Paul’s-brains contest.”

Today, I’m excited to introduce one of the winners. Her name is Perdita Lawton from the UK. She’s been a professional (voice) actor since June 2006. The photo she sent me immediately stood out, and I had to know the story behind the picture. Perdita:

“The picture was taken on my first scuba diving holiday in Malta. One of the dives was near the set of the 1980’s film Popeye starring Robin Williams. It was taken during a surface interval (to allow residual nitrogen to be absorbed). I thought it was a perfect setting, and time to read your book while taking a picture.”

When and how did you know that you wanted to become a (voice) actor? Who inspired you?

“I guess it was in training at drama school that I realised it was an equal option to theatre, television and film acting. My tutors often told me my vocal work was very strong, and a tutor and mentor Pal Aron (a professional actor) told me to get a demo done as it’s another string to an actors bow. Pal was an inspiration as well as the late Daws Butler, Nancy Cartwright, and Michael Winslow (Larvelle Jones in Police Academy). As a child I watched that series in awe of Michael’s talent!”

A lot of VO artists have a radio background. What’s yours? What kind of training did you have?

“My radio background was limited. I did a few weeks of work experience when I was 15 at a hospital radio station, and then a local radio station respectively. I really loved radio work but focused more on stage acting as I’d got the bug. I went to University where I studied English and Drama, and then I went to drama school. Vocal training involved accent, and general voice classes where you focus on breathing, pitch, tone, resonance, and projection for the stage.”

Do you have a niche, and if so, how would you describe it?

“I think a niche of mine is definitely character and animation voices, I especially enjoy doing eccentric and comedic characters. My range gets wider the more I practice and it seems to be scoring jobs in that market.”

What came first for you: voice acting or on-camera/stage acting?

“Professional stage and screen acting came first, then voice acting came due to circumstances. My late father invested money in some amazing equipment for me so I could set up my own studio in the house, while caring for him as I couldn’t commit to work away from home.”

Do you think on-camera/stage actors have a tendency to underestimate voice-over work? If so, why do you think that is?

“I think most drama schools teach vocal work, so for a lot of actors, the training is already there, and they appreciate how hard it is to convey a message and character just through the medium of voice without a physical form. They do however underestimate us being a ‘one man band’ as described in your book. They certainly underestimate the cost, marketing, business skills and technical knowledge required for a professional home set up (without paying a professional).”

How do you land jobs in this very competitive industry?

“I started getting jobs on a Pay-to-Play site. This got me a body of work built up which lead to an agent, and now I’ve got returning clients as well as new ones from the Pay-to-Play site. I’m also recently scoring some big auditions from my agent.”

Perdita Lawton headshotWhat project or projects are you most proud of and why?

“I’m actually very proud of what I did Tuesday. It’s the biggest step on the ladder so far. It’s an award-winning Polish animation that’s being dubbed into English, and I’ve voiced the lead female role along with a few smaller roles.

I spent the day with a great audio engineer directing me, and we had great fun doing so, the ‘Auntie Hen’ character I play is hilarious as are the storylines. Animation voice acting is similar to pantomime. You have to go as large as possible, and I really like that.”

What has been your greatest obstacle/challenge in your career, and how did you overcome it?

“My greatest obstacle was getting work initially. It’s the catch 22, that I’m sure many have experienced. Without experience you aren’t offered work which prevents you from getting experience. I overcame it by getting local experience voicing newspapers, and magazines for the blind. I also make my own clips when I have time, and post them on SoundCloud, social media and my website. It allows me to be creative, whilst keeping my tools sharp, and lets people see I’m active. The dating.com girls are probably my creative highlight.”

How do you approach your auditions, and how do you deal with not being selected?

“I approach auditions making sure I’ve done everything in my control to get the job: I’ve warmed up, stayed away from dairy products, and done my research on the production/company/writer or whatever may be useful to know. Failing to prepare is preparing to fail. I also never take rejection personally. What is for you will not pass by you, and just because you weren’t right for one voice over job doesn’t mean you won’t be right for another. The world is subjective, and it would be a boring place if we all liked the same thing!”

Tell me about your ambition. What would you really love to do, professionally speaking, and how are you working toward that goal?

“My voice acting ambition is to be England’s answer to Nancy Cartwright. I’m working towards that by getting my cartoon video seen by as many people as possible. It’s already attracted clients as well as making people laugh which is awesome.”

And lastly, back to Making Money In Your PJs. What has been your biggest take-away? Why should colleagues read it?

“There are several take-aways. It was so good, I re-read it to answer these questions to the best of my ability!

My primary light switch moment was about asking for a testimonial at the same time as agreeing to the job. I’ve been chasing after testimonials for ages with no joy. As soon as I’d read that chapter I had a job come through, and I put it in my terms of agreement, and they were happy to oblige.

Also customizing each and every demo, and not playing safe with demos too, knowing my worth and value, how to chase clients that haven’t paid and asking for a raise. I may get the Freelance Creed printed to keep in my studio.

Colleagues should read this because it’s seasoned advice from a professional, mixed with an amazingly positive attitude, and with tips that really work!”

Many thanks, Perdita!

You can follow Perdita on Twitter @LittleMissVO, and on her website at www.perditalawton.com.

Paul Strikwerda ©nethervoice

PS Be Sweet. Please retweet!

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Confessions of a Self-Published Author

by Paul Strikwerda in Articles, Book, Freelancing, Journalism & Media, Promotion, Social Media 8 Comments
Debby Barnes with Making Money In Your PJs

Debby Barnes

“Brilliant.”

“Paul nails it!”

“Required reading.”

“Straight talk with heart.”

“Filled with wisdom and passion.”

“Be prepared to have your mind blown.”

“The book this industry has been waiting for.”

“Strikwerda’s writing is razor sharp and always engaging.”

These are just a few superlatives readers have used to describe my new book Making Money In Your PJs: freelancing for voice-overs and other solopreneurs. I couldn’t be more thrilled! Seriously.

I’ve always believed that what other people have to say about your work is way more powerful than what you have to say about it yourself. I guess these quotes prove my point, and I want to thank every contributor for all the accolades bestowed upon me. And you know what?

You guys are sweet but crazy!

I rarely have bad days, but should I ever have one, all I need to do is go to Amazon.com, and read the rave reviews. Nothing is more gratifying or inspiring. And nothing goes to my head faster!

In fact, it would probably be better for my ego if someone were to give my book four stars instead of five. One person will do, if only to convince shoppers that I didn’t bribe my whole tribe to say nice things about me.

Here’s one thing you need to know: being a published author has some strange side-effects.

AUTHOR AGONY

People I’ve always wanted to connect with, suddenly seem to realize that I exist. They even want to be my Facebook friends! I’m flattered that they’re falling for my innocent scheme, and I intend to milk my new status for all it’s worth.

Fame is fickle. Today you’re the toast of the town. Tomorrow you’re yesterday’s news. So, if you’re anywhere near famous in the voice-over scene, please get in touch with me now, before I disappear into oblivion.

April Karys holding Making Money In Your PJs, freelancing for voice-overs and other solopreneurs by Paul Strikwerda

April Karys

Some people believe that my book has made me an overnight millionaire, and want me to sponsor their event, or give away hundreds of copies. News flash: sales are going really well, but I have yet to break even. Publishing a book is much easier than selling it. You should try it some day.

There may be a sexy man on the cover, but Making Money In Your PJs ain’t no Fifty Shades of Grey. Otherwise I would have called it The Naked Voice Over, and Don Johnson’s daughter would be starring in the movie version. I do have one thing in common with E.L. James. We both like dishing out a heavy dose of tough love. I’m just not into spanking and handcuffs. In my book, SM still stands for Social Media.

SLEEPWEAR

There’s one last side-effect I can only blame myself for:

Everybody wants to know about my PJs.

“Are you wearing your PJs yet?”

“Do you go shopping in your PJs?”

“Where can I buy your PJs?”

It never stops.

Enough already!

As if you didn’t know, the title of my book is just a gimmick. I wanted something slightly more interesting than A Voice Actor’s Guide to a Freelance Career. Something catchy. Just don’t expect me to show up in my PJs at every social event. And no, my pajamas are not for sale. Yet.

Now, on to the big news.

THE CONTEST

A while ago, I launched a “Who-wants-to pick-Paul’s-brains-contest.” The idea was to invite readers to take a picture with a copy of my book which I could use for shameless self-promotion.

Well, I’m happy to say that we have three wonderful winners for three equally wonderful prizes.

Debby Barnes will get to grill me during a 45-minute ask-me-anything session. April Karys receives a signed copy of the paperback, and I will interview Perdita Lawton for this blog. Colleague Colin McLean receives an honorable mention because he’s honorable, and I’d like to mention him.

So, what’s the next stop on my book’s journey to conquer the hearts and minds of colleagues and fellow-freelancers?

I’m so glad you asked!

The core of my very humble and altruistic promotional campaign can be summed up in one word:

Perdita Lawton with "Making Money In Your PJs, Freelancing for Voice-Overs and other Solopreneurs," by Paul Strikwerda

Perdita Lawton

WOMAN

This -of course- stands for Word Of Mouth And Narration.

The voice-over community happens to be very good at spreading the word. Some people even get paid for it. At this point, word of mouth has been generating most of my sales, which is pretty exciting.

The other day I was contacted by a VO-coach whose name you’d immediately recognize. One of her students had mentioned my book, and now she wanted a copy. A studio organizing workshops for voice actors ordered a whole stack of books for their students. Voice-over meetup groups are reading and discussing Making Money In Your PJs together. Copies are reaching Spain, Brazil, the UK and the Netherlands. Yes, I am truly going global!

In a few weeks, I’ll finish up recording the audio version of the eBook, which has ten additional chapters

With all of that going on, here’s the big question:

Is Making Money In Your PJs really “the book this industry has been waiting for,” and “a refreshing mix of common sense, business acumen and great storytelling”?

Well, that’s up to you to decide. Don’t believe your colleagues or the author.

Take your business to the next level, and use these buttons to order your copy:

 

Happy reading!

Paul Strikwerda ©nethervoice

PS Be sweet. Please retweet!

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The Stuff Between Your Ears

by Paul Strikwerda in Articles, Career, Freelancing 19 Comments

brainBefore I get to part two of my mini-series “Mind Your Own Business,” I want to give a shout-out to all my Faffcon friends.

They really embraced the main message of last week’s blog post, which was all about health. Inspired by my words on weight loss, some Faffers began challenging each other. A number of them have vowed to lose thirty pounds by Faffcon 7, which starts on September 18th. That’s tremendous!

Incidentally, this voice-over unconference will be held in Tuscon, AZ, and it’s sold out. I’m pretty sure that the risks of a sedentary lifestyle and ways to deal with that, will be the topic of at least one breakout session.

FOUR ASPECTS

Last week I mentioned four aspects that play a vital part in the way we live our lives, and the way we run our business. These aspects are Physical, Mental, Material and Spiritual.

Today I’d like to talk about what goes on between our ears. You can be in great physical health, and have extraordinary talent, but fail as a freelancer. I think it takes a special type of personality to run your own business. The best equipment is of no use if you don’t have the right mindset.

Allow me to share a number of attributes that I believe to be the trademark of any successful solopreneur. If you want to make it on your own, you have to be…

CREATIVE

I don’t necessarily mean “artistic” when I say “creative.” I’m thinking more in terms of the ability to create opportunities. Being your own boss means coming up with a concept for your business, and turning that idea into reality. No one will tell you what to do or how to do it. As the Chief Creative Officer, you have to take responsibility for every part of the process. It’s a daunting, never-ending task, and the outcome is by no means guaranteed. That’s why successful solopreneurs have to be…

OPTIMISTIC

Go to any bank for a loan, tell them you’re self-employed and wait for the reaction. I bet you’ll see some raised eyebrows. Freelancers are considered to be unstable which is often mistaken for being unreliable. If you don’t have a hopeful and positive outlook, you’re going to have a tough time dealing with rejection and uncertainty. Without optimism, it’s easy to give in to recession depression, and eventually hang up your hat. You’ve got to believe that your business has a future, and that clients will come. Even if other people don’t see potential, you have to have vision. You also have to be…

NURTURING

A business is like a flower bed. If you don’t give it the proper care and attention, it has no potential for growth. You cannot approach it as a hobby because it will bankrupt you. You’ve got to be “All in, all the time.” People who are transitioning from a corporate nine-to-five job are often not ready for that. Because a business can easily eat up all your time, it’s important that you nurture yourself too. You are the goose with the golden eggs. You can only take good care of business if you take good care of yourself. One way of doing that, is by being…

FLEXIBLE

The final measure of fitness is flexibility. It’s the ability to move muscles and joints through a whole range of motions. Psychologically speaking, the most flexible person will have the most choices and will be able to achieve more. Huge corporations find it almost impossible to change course. Flexible freelancers adapt, change and can bend without breaking. They also have to keep on…

INVESTING

Next week I’ll be talking about the material aspect every business has to deal with. Your product will only be as good as the tools you use to make it. You are one of those tools. That’s why it is essential to keep on investing in yourself. Sign up for trainings. Participate in meetup groups. Read the latest literature. Invest in building a supportive social network. A successful solopreneur never stops investing. He or she is also…

DISCIPLINED

The freedom of owning your own business can easily become a trap. With no one to hold you accountable, it is very tempting to spend a lot of time doing the things you like whenever you want. Those who run a successful business often start the day by doing the things they don’t like but that need to be done anyway. They delegate things they’re not good at, and that take up too much time. Being disciplined also applies to the way you manage your money. Successful solopreneurs have a strong work ethic and they…

EXCEL

In a saturated market, one of the best strategies for success is to excel in what you do. However, it is not enough to be good at what you do. You have to express yourself in ways in which you are heard. You’ve got to master marketing to reach customers and colleagues. They’ll be more open to your message if you have a clear…

NICHE

Find a specific area that defines you, but that does not limit you. Your niche is the raison d’être for your business (the reason your business exists). It’s the focus of your attention. If you’re not clear what your focus should be, you’re like a ship, drifting at sea. Clients will have a hard time differentiating what you have to offer from your competitors. You’ll have a hard time selling it to them (and to yourself). In essence, you need…

CONTROL

As a solopreneur, you control the course of your business. You control your professional standards, your services, your rates, the hours you’re willing to work, the flow of money, and the way you communicate. Are you ready for that responsibility? Not only that, is it something you would embrace and enjoy? All of this points to the last attribute I’d like to bring up. It’s having an…

ENTREPRENEUR MENTALITY

Some have described it as the “ability to see something in nothing.” It’s the urge to take matters into your own hands and to take calculated risks. It’s about being proactive, passionate, patient, and persistent. Entrepreneurs have to overcome obstacles, absorb losses, and gradually grow their business. If you don’t treat it like a true business, it will never be one.

And finally, all of these attributes will make very little difference if you lack one specific mental quality.

Take the first letter of each attribute, and you’ll know exactly what I mean!

What mindset has been instrumental in your success as a freelancer?

What has been your greatest challenge, and how did you overcome it?

Pass on the knowledge, and allow us to learn from your experience!

Paul Strikwerda ©nethervoice

PS Be sweet. Please retweet.

PPS The Making Money In Your PJs Contest has been extended to Wednesday, June 18th!

photo credit: LukePDQ via photopin cc

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The EWABS Interview

by Paul Strikwerda in Articles, Book, Career, Freelancing, Gear, Internet, Journalism & Media, Promotion, Social Media, Studio 2 Comments

Paul Strikwerda, author of "Making Money In Your PJs."East-West Audio Body Shop or EWABS, is a weekly interactive online talk show modeled after NPR’s popular “Car Talk.”

Hosted by Dan Lenard on the East Coast and George Whittam on the West, the duo answers questions about home studios, and they give tech tips on gear, soundproofing, best recording practices, and more.

Every week they also interview guests from celebrity voice actors to agents. During the show the chat room is open where colleagues comment on the topics of the day, and pose questions to the featured experts.

Every Monday evening (6PT/9EST) EWABS goes live, and you can find an archive of 144 previous programs on YouTube.

This Monday I had a chance to sit down with Dan and George, and talk about my new book, my personal background, the state of the voice-over industry, and my voice-over studio. I also read part of my story “The Most Obnoxious Man in Voice-Overs.”

The segment starts at 30:10.

Enjoy the show!

CONTEST

To celebrate the release of my new book, I invite you to enter a picture of yourself reading a copy of “Making Money In Your PJs.” You can use the paperback edition or a digital version, as long as the cover of the book is visible in the picture.

I’ll leave it up to you to make sure your photo stands out, as long as you are using the real book, or your eReader with an upload of the book. Only one entry per person, please.

You can either post your picture on the Making Money In Your PJs-Facebook page (www.facebook.com/moneyinyourpjs), or you can tweet it to @MoneyInYourPJs. If you really feel inspired, post it on both platforms.

IMPORTANT: By sending me your picture, I will assume that you give me permission to share it with my social networks, and that it’s okay with you to post it on this blog as well. You will remain the proud owner of the photo.

You have until Wednesday, June 18th at 1:00 PM EST, to enter your photo. The three winners will be revealed on Thursday, June 19th.

PRIZES

The third prize -a signed paperback of the book- will go to someone who already owns the digital version.

If you’re the winner of the second prize, I will interview you for this blog, and your story will reach 11,000+ subscribers, as well as many other readers.

The first prize is a 45-minute Skype session with me, where you can literally ask me anything about voice-overs, freelancing and self-publishing.

Paul Strikwerda ©nethervoice

Be Sweet. Please retweet!

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