TRANSCRIPTION 🔗
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Hey everybody, Billion Dollar Sales Coach Ryan Dorn here, and
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this is the Mr. Revenue Show. Let's get started, friends,
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with your quick sales tip of the week. Friends, one
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of the things I'm asked about on a very regular
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basis is, Ryan, what do I do to stop being
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ghosted after a very exceptional call with a customer? I
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think one of the first things you want to do
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is ask yourself this. If you're being ghosted after what
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you consider to be an exceptional client call, then you
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might want to be asking yourself this question. Was the
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call as exceptional as you thought it was? And it's
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possible that it was a great call. It's possible that
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they were giving you buying signals. There's so many things
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that potentially are in play. But I would tell you, friends,
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that there's two main reasons that I feel that most
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of you get ghosted out there. One is you're extremely nice.
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Most people do not like saying no to people like
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you that are extremely nice. So as much as I
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hate to say give them permission to say no, a
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little bit reluctant to say that, I would suggest though
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that you do mention to them if your answer is no,
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it's okay. I'm gonna be respectful of your answer. So
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just be careful about that. Sometimes you come across being
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so nice that you don't actually get the answer that
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you need. You leave the meeting feeling really positive. Now,
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I would probably suggest to you though, friends, that the
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main reason I see people getting ghosted is because you
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leave to create a proposal before you talk about money.
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So let me explain that. A lot of sales strategies
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out there, which I don't agree with, you don't talk
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money until the second call, when you present the proposal,
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if you can get a meeting to present the proposal. Now,
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let's just say you're doing something custom and you really
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do need to leave the meeting to go create a proposal.
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I totally get it. But you do need to get
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agreement on a ballpark figure because a lot of times
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proposals will get received. The client will look at it
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and go, holy cow, that's way more expensive than I
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thought it was going to be. Forget it. Then they
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don't want to tell you no because you're nice and
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it's just easier to delete you or ghost you. So
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how do you do this? A lot of times I'll say,
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because I sell marketing solutions, as a lot of you know,
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I might say, so we'd probably be talking somewhere around
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three to five grand a month. If I'm working with
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you in that kind of three to five grand a month,
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is that something that would make sense? And if they say, yeah, absolutely,
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then I can work within their budget. Now, you want
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to be careful, though, if you ask somebody, what's your budget,
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without some reference to reality, they may not give you
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a correct number. And then again, ghosting is going to occur.
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So in my business, what I like to do is
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I like to be able to explain to them the
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category that they're competing in, what does it cost to
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be competitive in that category? Now, if you're selling things
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that are different than my marketing solutions, no problem. You
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still wanna talk about other customers that you have solved
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problems for. And you wanna ask them, what would it
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be worth to you to potentially pay for us to
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solve that problem? So it's different than saying, what's your budget?
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What's your budget is their impression or their reality of
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what it's going to take to solve a problem or
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accomplish a marketing objective. We, though, we know the reality.
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The reality is it might be 10 times more expensive
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than the customer actually thinks. So there's their reality, then
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there's the reality, which is more like our reality. So
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I just want to be really clear. It's not as
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much about asking somebody's budget as finding out are they
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Load full transcript
realistic about how much money it's going to potentially take
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to solve the problem that they have in place. A
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problem that, friends, hopefully you can solve. All right, the
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third thing, I'm not being ghosted. I said two things.
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Bonus tip for everybody else. The third thing is set
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your follow-up meetings to be really, really short. On the calendar,
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I want that follow-up meeting to look like a little
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itty-bitty meeting so they're very unlikely to cancel it. Here's
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what I say to folks. If it looks like it's
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going to take more time to cancel the meeting than
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it's actually worth having, then a lot of times people
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will just cancel it and they won't show up for
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the meeting. I would be suggesting to you that the
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meeting looks so short on the calendar, it's itsy bitsy meeting,
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that more than likely it's going to take more effort
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for them to cancel it than just come and meet
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with me. So friends, try one of those three things.
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Recognize first, you might just be really, really nice. So
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you might need to give them permission to say no. Second,
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talk price without asking, what's your budget? Talk about reality,
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the spend level that it might realistically take to solve
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their problem. And then the third thing, just don't forget,
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you need the follow-up meetings to be really, really short.
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If you put a 60-minute follow-up meeting on people's calendars, friends,
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I'm just here to tell you more than likely, It's
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not going to work out. Also, friends, don't ever forget,
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if this was easy, if sales was an easy job,
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everybody would be doing it, and they're not, friends. We
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are getting ghosted out there now more than ever before,
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but I truly believe those three tips might be very
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helpful to all of you. Get out there and sell something.
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Make us all proud. All right, now it's time for
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your prospecting quick tip of the week. Friends, a lot
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of times we're working way too hard to get people
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--> 00:05:31.529
onto a Zoom call. What I want to do is
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I want to try to get them on a simple call,
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an introduction. It can almost always be done via phone. Now,
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of course, I'd love to meet with people in person,
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but a lot of times it's just not realistic. So
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what I'm doing is I'm saying things at the end
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of my prospecting emails, like what I'd love to do
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is jump on a very quick phone call and talk
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to you for like five minutes or less about this idea.
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The thing is, I know a lot of us want
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to get people on a Zoom where we can show
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slides and all that kind of stuff. I have just
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been observing lately, friends, that a lot of my clients,
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they don't want to get on a Zoom call. What
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they want to do is they want to get on
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a very brief phone call. Is there some level of interest?
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And then we can move it to something bigger than that.
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So I'm asking for only five minutes. I'm doing something simple,
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asking them to jump on a very quick phone call,
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and friends, I'm having a lot better luck. Now, the
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other thing that I'm doing to book meetings is I'm
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giving people a large swath of time to work with
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in setting these meetings on the phone. So let me
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explain that. I might say, Bob, I'm working with company A,
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company B. I see that I could help you potentially
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with this. Could I jump on a quick five-minute phone
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call Thursday, maybe Friday, sometime after two, for a quick
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five-minute phone call about this idea. I promise to be
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very brief. I'm trying to use something that's very non-threatening.
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The phone is a non-threatening tool. You don't have to
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prepare for the Zoom call. Be in a quiet place.
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Put all your makeup on. Make sure your hair is
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done right. You can take that phone call at the beach,
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on the bus, in the bathroom, whatever the circumstance is.
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Phone calls just are pretty easy. Friends, I think that
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a lot of times, because of technology, we're overlooking the
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simplest things. Get out there and prospect well and make
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us all proud. All right, now it's time for our
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sales tech tip of the week. Friends, do you know
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the reporting suite inside of your CRM tool? Are there
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reports that might be called missing revenue reports or issue-to-issue
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comparisons or month-to-month comparisons? The superstar sellers that I'm working
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with know how to get into the CRM reporting suite
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and identify how to pull custom reports that identify gaps
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in revenue, clients we might have overlooked, year-to-year spending, quarter-to-quarter spending.
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Your CRM is one of the most vibrant places, I mean,
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as long as you're using it correctly, to find hidden
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little honey holes of revenue. Last week, we were working
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on a quarter-to-quarter comparison, and there were four friends, count them, one, two, three,
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four accounts that were worth over $ 30, 000 that just by
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accident were being overlooked. If we can close even one
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of those friends, it's going to make our Q4 even better. Now,
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all of you use all kinds of different tools that
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are out there. Some of you have got some AI
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bots that are built in. If you do have an
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AI bot or an agent built into your CRM, ask
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it to help you run a report to identify those
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little honey holes of revenue, missing revenue gaps, things that
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you might have missed. My superstars, friends, they know how
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to run their CRM at an admin level. And I
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would encourage you to potentially do the exact same thing.
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All right, friends, now it's time for our retention idea
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of the week. Friends, a lot of times what we
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overlook is national holiday everyday kind of calendars. And those calendars,
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we've talked about it before. It's a great way to
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jumpstart your retention ideas. So we're getting ready to look
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towards Thanksgiving, friends, at the time of the recording of
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this video. It is a great
time of year, friends.
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to be thankful to people. See, I love Christmas, but
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I'm just one of those people that I feel like
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everybody sends gifts and offers of thanks around Christmas time.
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I am a big fan, friends, of using Thanksgiving for
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what it is, being thankful for the customers that you have.
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So think about Thanksgiving, friends. I believe it's a great
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time of year to reach out to customers. Also, for
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a lot of you, this is renewal season, so it's
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a wonderful time to be thanking people for their business. Also,
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you're going to stand out friends from everybody else. Now,
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I'm not suggesting that you don't wish people a Merry Christmas,
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Happy Kwanzaa, Happy Holidays, you know, Happy Hanukkah, all of
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those types of things around the Christmas holiday. I'm just
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suggesting probably you're getting lost in the mix. I don't
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think it's as much about... sending gifts to people as
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showing signs of gratitude. One of the things that I
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like to do each year around Christmas is we make
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a donation to the Golden Harvest Food Bank. One of
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our family's goals is we want to try to help people,
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make sure everybody has a turkey and the fixings for
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however they're going to celebrate around Thanksgiving. What you might
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decide to do is make a sizable donation to somebody
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like that locally and then reach out to your customers
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and say, on behalf of you, we donated X amount
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to feed this many families. We're thankful for your business.
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It's helped us be able to do this. I think
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those types of things are so much more special than
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the gifts that we could ever send. Never forget, friends,
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retention is something that very often salespeople overlook, unfortunately. They
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confuse it with customer service. Customer service is expected. Great
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customer service is expected. Retention are the things you do
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above and beyond customer service to keep those customers for
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a lifetime. All right, friends, now it's time for your
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listener question of the week. Love those listener questions. Keep
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them coming in to Ryan at RyanDorn.com, right there on
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your screen. Ryan at RyanDorn.com. All right, this listener question
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comes in from Sarah out in Las Vegas. Always enjoy
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going out to Las Vegas. Ryan, I'm selling to a
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lot of people that are far older than me. I
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feel like we have nothing in common. What do I do?
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So Sarah, as somebody that sits probably older than you,
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if you're considering that folks are older than you, just
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never forget friends. There's two groups of people, young people
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and old people. If you don't know which group you're in,
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you're old and it's okay. It's okay. So Sarah, what
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you're dealing with is a common generational problem that happens
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all the time. So one of the things I want
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to share with you is be your authentic self. Because
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when you try to be somebody that you're not, just
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like me being, let's just say, over the age of 45,
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if I try to be somebody that I'm not, you're
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going to find that to be unauthentic as well. So
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because you're probably not going to have lifestyle things to
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talk about, your movies are going to be different, your
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musical choices are going to be different, focus in on
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the business, the business that you both know. Maybe there's
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a mentoring opportunity that's there. Maybe you can focus on AI,
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which is something that maybe one of your older customers
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may potentially not know about. Show to them, prove to
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them that you've spent time doing homework. You've watched videos
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about things happening in the industry. You read newsletters about
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things that are happening in the industry. Always show that
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you're striving really hard, Sarah, to know a lot about
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the industry. And then the other thing is humbling yourself
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and telling them to teach you. It is highly possible
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that you meet with somebody and you
say, you know what,
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I've only been in this business for three years. I
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clearly don't know as much as you. Tell me about
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this or tell me about that. Most of the time, people, again,
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let's just say over the age of 45, love to
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make sure that they are mentoring and teaching those that
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are coming up throughout the industry. I just think, though,
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that you want to prove to them you are doing
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your homework And you're not just asking them to take
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you under their wing. Sarah, I think there's so many
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ways business-wise that you can be connecting with them. Another
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thing you consider though is look on their LinkedIn profile.
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Do you have a college in common? Do you have
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places where they've worked and you've worked that are in common?
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Cities that you've both lived in that you have in common?
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All of those different types of things can play into
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that rapport building process. So Sarah, I've got a ton
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of faith in you because you're going to know just
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by the question you asked I know that you know
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how to use AI and LinkedIn to do some deep
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dive research. So use your chat GPT, perplexity, or whatever,
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and ask it to build a personality profile on the
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person that you're going to be meeting with. You will
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be amazed at what it potentially comes up with. Keep
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your listener questions. Thanks, Sarah. Keep your listener questions coming
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to Ryan at ryandorn.com. All right, friends and fans, it's
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time for my favorite part of the show, BrainWorks. What
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can we do to stay finely tuned up here between
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our two ears? And one of the things I want
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you to consider is this. Don't do the hardest things first.
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I know people have been saying it to us for
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years and years. Do the hardest thing for your day.
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Do it first. I'm just telling you, I just don't
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think that's the best advice. Instead, when are you at
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your best? When are you firing on all cylinders? See,
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by about 11 o'clock, 11 o'clock in the morning, I'm
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ready to rock it. Three o'clock, I'm starting to fade out.
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But any time between 11 and three is normally when
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I'm going to record these videos. I'm going to do
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the things that require me to be really pumped up
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and really paying attention. So if I did these first
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thing in the morning, first of all, my face would
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be a little bit puffy. The other thing would be
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my voice would sound tired. And the other thing is
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it's not a good time of day for me to
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be vibrant and be charismatic. So I'm going to do
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these tasks that are harder at times that make more
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sense to me. Now, you do need to structure your day, though,
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so that you're sending emails at the proper time for
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your clients, right? So you might say, Ryan, I answer
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my best emails at 6 o'clock at night. All right, well,
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that's not a great time to send emails to your customers, right?
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So what you might wanna do then is use delayed
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delivery or send later within your email program to write
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those emails at a time that's when you feel like
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you're at your best and then have them send out
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and be received at times that are great for your customers.
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I'm just one of those people. I need you to
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be thinking about, when am I at my best? Do
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the hardest things when you're at your best. Do the
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things that require massive amounts of brain work when you're
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at your best. I just know when my optimal times
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are between 11 and 3. And friends, you've got to
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be asking yourself, maybe you're the same. Maybe you're a
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5 a.m. kind of person. Rock on with your bad self.
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Just recognize not everybody is going to be up at
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5 a.m. Friends, get your brain trained and guess what?
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You're always going to be much further on the road
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to sales success. Friends, that's our show for this week.
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I hope you like the new format. You certainly have
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been leaving some comments down below and I appreciate that.
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Love your comments down below on the podcast or the
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video and love to reply to those. Tell us what
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you're thinking, kind of what's going on out there, and
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we're always happy to be helpful to you. All right,
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as we come up on the end of the year,
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maybe you need to get your team pumped up. Invite
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me to come into your office. Invite me to come
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to your fall sales planning meeting. I am there to
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be helpful. You can find out more about that and
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everything we do over at ryandorn.com. All right, friends, we
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got more shows on prospecting coming up next, so stick around,
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stay close for that. It's just right around the corner. Otherwise,
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don't forget, if sales was easy, everybody would be doing it,
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and they're not. We're not crazy, friends. This is a
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great career. It'll feed your family for a lifetime. All right,
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we'll see you on the next episode.