TRASCRIZIONE 🔗
WEBVTT
1
00:00:01.169 --> 00:00:04.030
Hey friends and fans, Billion Dollar Sales Coach Ryan Dorn
2
00:00:04.049 --> 00:00:07.830
here and welcome to another edition of the program. Let's
3
00:00:07.950 --> 00:00:14.070
get started. Here comes your quick sales tip of the week. Friends,
4
00:00:14.169 --> 00:00:15.849
one of the things that I teach and talk and
5
00:00:15.910 --> 00:00:20.329
coach about is understanding your sales math. So this is
6
00:00:20.390 --> 00:00:22.609
not the first time that we've talked about it, friends,
7
00:00:22.690 --> 00:00:25.929
but it's important for us all to recognize every one
8
00:00:25.969 --> 00:00:30.550
of us has sales math that we need to control. Now,
9
00:00:30.800 --> 00:00:33.539
some of the sales math our customers are gonna control, right?
10
00:00:33.880 --> 00:00:36.460
Because they may not reply as fast as they want,
11
00:00:36.520 --> 00:00:38.799
they may not get involved in one of the sequences
12
00:00:38.840 --> 00:00:42.689
we're sending or whatever that circumstance is. So there really
13
00:00:42.829 --> 00:00:46.329
are two pieces of sales math that you need to
14
00:00:46.350 --> 00:00:49.210
kind of wrap your head around, if you will. The
15
00:00:49.270 --> 00:00:55.990
first is, what is your prospecting booking meetings rate? So
16
00:00:56.070 --> 00:00:57.729
let's just say as an example, if you were to
17
00:00:57.770 --> 00:01:01.250
do 10 phone calls and send 10 emails, just as
18
00:01:01.289 --> 00:01:05.109
an example to one customer, keep in mind now, not
19
00:01:05.109 --> 00:01:09.519
10 and 10 total to various customers. Let's just say
20
00:01:09.599 --> 00:01:12.879
over the course of a prospecting cycle, you've done 10
21
00:01:12.879 --> 00:01:17.159
emails and you've left 10 voicemails. If you do that,
22
00:01:17.579 --> 00:01:21.060
how often do you actually book a meeting from that?
23
00:01:21.859 --> 00:01:24.859
So if you realize, Hey, I can send five emails.
24
00:01:25.540 --> 00:01:29.469
do five voicemails and two texts, and that gets me
25
00:01:29.500 --> 00:01:33.030
a meeting, then that's a process, a piece of math
26
00:01:33.390 --> 00:01:37.450
that you can potentially rinse and repeat. Now we do
27
00:01:37.469 --> 00:01:40.310
need to recognize that there's some scale in the numbers
28
00:01:40.430 --> 00:01:42.590
because a lot of you, as you're working through these
29
00:01:42.650 --> 00:01:46.189
scenarios with me, you'll say, ah, probably if I reach
30
00:01:46.269 --> 00:01:49.450
out to 10 people and do that pattern, I'll book
31
00:01:49.489 --> 00:01:51.719
a couple of meetings. Well, we don't want to live
32
00:01:51.760 --> 00:01:54.620
in the land of probably like we're probably going to
33
00:01:54.640 --> 00:01:58.780
be a success. Instead, we want to understand booking meetings.
34
00:01:59.299 --> 00:02:01.700
There's a little bit of science. It's a little bit
35
00:02:01.739 --> 00:02:04.620
of trust, a little bit of relationship building, but we
36
00:02:04.700 --> 00:02:09.689
do want to use our booking meeting rates to our advantage.
37
00:02:09.729 --> 00:02:13.110
So we can figure out how many emails, how many texts,
38
00:02:13.169 --> 00:02:15.729
how many phone calls, et cetera. Do I need to
39
00:02:15.870 --> 00:02:19.849
make or put on each customer? in an effort to
40
00:02:19.930 --> 00:02:23.090
get a response. So you'll need to do this across
41
00:02:23.210 --> 00:02:26.550
a larger number so that you can recognize, Hey, I'm
42
00:02:26.569 --> 00:02:30.169
going to use this piece of prospecting sales math to
43
00:02:30.210 --> 00:02:34.550
my advantage. Okay. The second piece of sales math is
44
00:02:34.590 --> 00:02:38.110
your closing rate. So we first figured out how much
45
00:02:38.150 --> 00:02:40.629
do we need to do to get a meeting? Now
46
00:02:40.669 --> 00:02:42.930
we need to figure out how many meetings do you
47
00:02:42.969 --> 00:02:46.340
need to host in total? to get a closed deal.
48
00:02:46.919 --> 00:02:49.060
Here's the problem. A lot of us are like, well,
49
00:02:49.460 --> 00:02:51.879
I need to close 10 deals, so I better prospect
50
00:02:51.879 --> 00:02:56.180
10 people. Well, that only works if your closing rate, understandably,
51
00:02:56.199 --> 00:03:00.099
is 100%. And Jesus of Nazareth didn't have a closing
52
00:03:00.150 --> 00:03:02.629
rate of 100%. And he was really good at his job.
53
00:03:03.389 --> 00:03:06.729
So just ask yourself, how many meetings does it take? Now,
54
00:03:07.229 --> 00:03:11.569
I observe that typically I see about a 30% close
55
00:03:11.629 --> 00:03:14.069
rate with most of the customers I'm working with. So
56
00:03:14.629 --> 00:03:19.590
three qualified good meetings, okay, out of 10 typically close
57
00:03:19.729 --> 00:03:22.159
in a sale. Now, you might be saying, well, I
58
00:03:22.189 --> 00:03:24.819
need 50%. Well, I mean, that's fine, but just recognize,
59
00:03:25.000 --> 00:03:27.879
is that actually a close rate that actually makes sense
60
00:03:28.240 --> 00:03:30.979
for you? Is that just a pipe dream that you're
61
00:03:31.060 --> 00:03:35.430
trying to make happen? So how many outreaches do you
62
00:03:35.469 --> 00:03:38.509
need to book a meeting? Then use that math to
63
00:03:38.550 --> 00:03:41.949
get to the meetings, the number of meetings you need. Now,
64
00:03:42.169 --> 00:03:46.039
how many meetings do I need What's my closing rate
65
00:03:46.699 --> 00:03:49.500
so that I can be on enough meetings to close
66
00:03:49.560 --> 00:03:53.340
enough deals to potentially get to goal? Now, I just
67
00:03:53.379 --> 00:03:56.150
want to share with everybody. Friends, I am not a
68
00:03:56.169 --> 00:03:58.729
big fan of math. I mean, I love my commission checks.
69
00:03:58.770 --> 00:04:02.330
Don't get me wrong. But to me, math and processes
70
00:04:02.370 --> 00:04:04.389
and all that kind of stuff, that's just like really,
71
Load full transcript
00:04:04.430 --> 00:04:08.099
really boring. But I recognize that at every moment in
72
00:04:08.159 --> 00:04:11.819
my sales career where I've had some great sales success,
73
00:04:12.379 --> 00:04:15.800
I've had a process. It's been based upon relationships, but
74
00:04:15.860 --> 00:04:20.300
also math. And I need to work enough customers to
75
00:04:20.420 --> 00:04:23.639
book enough meetings, to get enough meetings and know my
76
00:04:23.740 --> 00:04:27.649
closing rate so that I will be over goal every
77
00:04:27.889 --> 00:04:31.110
single month. Sales math, it really is the spice of
78
00:04:31.149 --> 00:04:34.269
life in the sales business. And friends, I just want
79
00:04:34.310 --> 00:04:36.290
you to know that I'm having to do this exact
80
00:04:36.329 --> 00:04:41.319
same thing now too. Recognizing that amidst political and economic uncertainty,
81
00:04:41.779 --> 00:04:44.939
I'm having to prospect more, and book more meetings in
82
00:04:44.980 --> 00:04:47.199
order to get to goal or to get over goal
83
00:04:47.639 --> 00:04:51.850
each and every month. All right, now it's time for
84
00:04:51.870 --> 00:04:57.189
your prospecting tip of the week. Friends, time really does matter.
85
00:04:57.610 --> 00:04:59.910
In a previous video, I talked about you should be
86
00:05:00.029 --> 00:05:03.889
using delayed delivery and send later 20, 30, 40 times
87
00:05:03.949 --> 00:05:06.170
a day. Make sure your emails are going at a
88
00:05:06.269 --> 00:05:10.199
time that's great for your customers. Now, time of day
89
00:05:10.279 --> 00:05:14.569
really does matter, so let's talk about normal psychology, and
90
00:05:14.629 --> 00:05:18.379
a normal day of doing business, all right? So typically
91
00:05:18.439 --> 00:05:21.160
when someone gets to work, say eight o'clock, nine o'clock,
92
00:05:21.560 --> 00:05:24.300
the first thing they're doing is they are in delete mode.
93
00:05:24.720 --> 00:05:27.500
They're going through their inbox and trying to tidy that
94
00:05:27.620 --> 00:05:29.800
up if they already haven't done it with their morning
95
00:05:29.860 --> 00:05:32.399
coffee or laying in bed with their cell phone first
96
00:05:32.459 --> 00:05:34.160
thing in the morning or sitting on the train or
97
00:05:34.480 --> 00:05:38.279
whatever the circumstance is. I don't wanna be the first
98
00:05:38.439 --> 00:05:41.569
email in somebody's inbox. And the reason is because of
99
00:05:41.589 --> 00:05:44.470
where their head is at. Typically, people first thing in
100
00:05:44.490 --> 00:05:47.709
the morning are in delete mode, so I typically don't
101
00:05:47.910 --> 00:05:51.829
use that time of day for prospecting. Now, in most cases,
102
00:05:51.829 --> 00:05:55.230
10 o'clock is very, very common meeting time for folks,
103
00:05:55.730 --> 00:05:58.250
so I don't use 10 o'clock to my advantage. The
104
00:05:58.269 --> 00:06:01.610
first time that I see most business owners kind of
105
00:06:01.689
--> 00:06:04.180
get their sort of ducks in a row for the
106
00:06:04.240 --> 00:06:07.639
beginning of the day is around 11 to 11.30. Now,
107
00:06:07.660 --> 00:06:10.899
I do wanna hit somebody before lunch because typically people
108
00:06:11.019 --> 00:06:14.100
don't book meetings Before lunch, because they don't want to
109
00:06:14.160 --> 00:06:19.470
interrupt lunch, right? So 11.15, 11.30 usually work for me
110
00:06:19.610 --> 00:06:22.910
in corporate America. All right, lunch occurs. Don't try to be,
111
00:06:23.110 --> 00:06:26.069
don't follow the stupid advice people give online. Be the
112
00:06:26.110 --> 00:06:28.560
first person in their inbox. Be the first person in
113
00:06:28.569 --> 00:06:32.279
the inbox advantage there when you've got the sandwich in
114
00:06:32.319 --> 00:06:34.860
hand and they're eating lunch. Like, what? It makes no sense.
115
00:06:35.339 --> 00:06:37.680
So the next time after lunch someone's going to have
116
00:06:37.720 --> 00:06:39.939
a meeting is typically going to be 1 or 2 o'clock.
117
00:06:40.790 --> 00:06:43.790
Most people don't book a lot of meetings at 3
118
00:06:43.790 --> 00:06:47.269
or 4 because they don't want to interrupt going home.
119
00:06:47.850 --> 00:06:49.490
So what I typically do is when I hit at
120
00:06:49.610 --> 00:06:54.589
non-meeting times, so that 3.15, 3.30, 4 o'clock, that afternoon
121
00:06:54.649 --> 00:06:58.129
segment is always really important to me. But bigger than
122
00:06:58.180 --> 00:07:02.240
better than that, watch your CRM. Watch when people reply
123
00:07:02.339 --> 00:07:04.959
to your emails. If you're in an industry, you might
124
00:07:05.040 --> 00:07:08.060
find there's an industry trend, that trend that you can follow,
125
00:07:08.740 --> 00:07:11.899
or you might need to personalize your outreach. I have
126
00:07:11.920 --> 00:07:13.920
a person I work with, his name is Mike, and
127
00:07:14.040 --> 00:07:17.259
Mike is always somebody that answers emails in the afternoons.
128
00:07:17.720 --> 00:07:19.740
So what I want to do is use delayed delivery
129
00:07:19.879 --> 00:07:22.730
or send later to make sure those emails hit at
130
00:07:22.750 --> 00:07:28.149
a perfect time for Mike. Friends, sales is all about strategy.
131
00:07:28.170 --> 00:07:30.410
I mean, sure, you need talent, you need some good
132
00:07:30.470 --> 00:07:32.980
charisma and hoots, but I get it. But friends, if
133
00:07:33.019 --> 00:07:36.540
you're not understanding sales strategy, you're kind of flying by
134
00:07:36.560 --> 00:07:38.579
the seat of your pants. And let me share something
135
00:07:38.610 --> 00:07:42.189
with you. Randomness, flying that way, friends, you're going to
136
00:07:42.209 --> 00:07:44.209
get tired and you're not going to be able to
137
00:07:44.329 --> 00:07:49.720
maximize your effectiveness. All right, now it's time for your
138
00:07:49.839 --> 00:07:53.800
sales tech tip of the week. As you know, I'm
139
00:07:53.839 --> 00:07:56.579
a really big fan of clients of mine using a
140
00:07:56.660 --> 00:08:01.620
customer relationship management tool, a good old CRM. Now you
141
00:08:01.639 --> 00:08:04.500
might be saying to me, Ryan, no salespeople like to
142
00:08:04.660 --> 00:08:06.639
use a CRM. And I'm just here to tell you
143
00:08:06.689 --> 00:08:10.790
that that is absolutely not true. My superstar sellers that
144
00:08:10.850 --> 00:08:16.009
I work with almost always know their CRM inside and out.
145
00:08:16.310 --> 00:08:19.709
They're like admin level experts. So one of the things
146
00:08:19.750 --> 00:08:22.350
that I'd like to share with you is understand how
147
00:08:22.389 --> 00:08:26.970
to work lists inside of your CRM. I have three
148
00:08:27.110 --> 00:08:31.220
primary lists that I work. I have a prospecting list,
149
00:08:31.959 --> 00:08:35.159
I have an in-progress list, then I have an active
150
00:08:35.299 --> 00:08:39.940
and retention list. Each day, I'm going to review that list.
151
00:08:40.039 --> 00:08:42.950
So I'm going to be using my prospecting list, mornings
152
00:08:42.990 --> 00:08:46.220
and afternoons, 11 and 4, I'm going to use my
153
00:08:46.299 --> 00:08:49.620
in-progress list. That's people I've already met with, but I
154
00:08:49.679 --> 00:08:52.730
haven't yet closed, right? I'm going to follow up with them,
155
00:08:52.769 --> 00:08:55.649
you know, maybe three-ish in the afternoon or maybe around
156
00:08:55.649 --> 00:08:58.289
11 o'clock in the morning. And then that third list
157
00:08:58.330 --> 00:09:01.590
is my money list, chain chain list. And that's my
158
00:09:01.629 --> 00:09:06.580
list of active customers that I need to retain. So
159
00:09:06.759 --> 00:09:09.059
every CRM out there, you can create lists. If you
160
00:09:09.100 --> 00:09:12.279
can't create lists in your CRM, you need a completely
161
00:09:12.340 --> 00:09:16.110
different CRM. So just ask yourself, friends, what can I
162
00:09:16.190 --> 00:09:19.850
do to work lists inside my CRM? And that will
163
00:09:19.909 --> 00:09:24.460
keep me very focused. I'm one of those people that's like, squirrel, where? Okay,
164
00:09:24.820 --> 00:09:27.759
I need focus. I need to work my lists. And
165
00:09:27.799 --> 00:09:30.519
if you work lists, and if you're managed from lists,
166
00:09:30.559 --> 00:09:34.559
all you managers out there, supervisors, in your one-on-one meetings,
167
00:09:35.059 --> 00:09:38.259
use the CRM to guide that meeting. Stay airtight, friends.
168
00:09:38.710 --> 00:09:41.559
Even though I don't really like a process, I realize
169
00:09:41.679 --> 00:09:43.580
every time in my life when I've made the most
170
00:09:43.659 --> 00:09:47.120
money in sales, it's because I've had strategy and process.
171
00:09:47.139 --> 00:09:51.610
I'm using it to my advantage. So use lists inside
172
00:09:51.649 --> 00:09:56.730
your CRM to maintain focus and expand your marketing
outreach.
173
00:09:58.509 --> 00:10:02.679
Now it's time for your retention. tip of the week. Friends,
174
00:10:02.899 --> 00:10:05.279
for the last three, four, five years, I've been using
175
00:10:05.320 --> 00:10:09.629
a company called sugarwish.com. Now they are not paying to
176
00:10:09.669 --> 00:10:12.009
be a part of this video. I just really like
177
00:10:12.110 --> 00:10:14.950
the service a lot. So what you have the ability
178
00:10:15.009 --> 00:10:18.590
to do is log in to sugarwish.com, set up the
179
00:10:18.710 --> 00:10:22.220
cards that you want sent to people, choose the candy
180
00:10:22.250 --> 00:10:25.399
or cookies or coffee or wine that you want your
181
00:10:25.440 --> 00:10:29.600
client to choose, set a budget per client, and then
182
00:10:29.639 --> 00:10:33.019
an invite is sent to them. Then they can choose
183
00:10:33.100 --> 00:10:35.610
what it is that they want, dog treats or donate
184
00:10:35.620 --> 00:10:39.730
to charity or whatever, put in their mailing address, and
185
00:10:39.769 --> 00:10:42.210
then Sugar Wish will put together a nice little box
186
00:10:42.269 --> 00:10:44.590
for them that has cookies or treats, whatever it is
187
00:10:44.710 --> 00:10:48.490
they chose, and will automatically send to them with your
188
00:10:48.610 --> 00:10:52.250
customized note in that box. Now, this does lead me,
189
00:10:52.559 --> 00:10:57.360
especially this time of year, budget for retention, friends. I
190
00:10:57.379 --> 00:11:00.360
have no idea why companies are like, well, we'll reimburse things.
191
00:11:00.799 --> 00:11:04.740
Have a strategy for retention. And friends, I really think
192
00:11:04.779 --> 00:11:09.470
that you'll love the services offered by sugarwish.com. If you
193
00:11:09.570 --> 00:11:11.610
use the service, make sure you tell them that Ryan
194
00:11:11.629 --> 00:11:14.220
Dorn sent you I don't know that that'll mean anything,
195
00:11:14.240 --> 00:11:15.960
but at least it'll help me if I try to
196
00:11:16.000 --> 00:11:20.820
get them as a sponsor here of the program. So sugarwish.com, friends,
197
00:11:21.200 --> 00:11:23.559
I really enjoy them and use them on a very
198
00:11:23.700 --> 00:11:28.080
regular basis. All right, friends, now it's time for our
199
00:11:28.259 --> 00:11:31.919
listener question of the week. Keep those questions coming to
200
00:11:32.080 --> 00:11:35.980
ryan at ryandorn.com. If we don't answer your question here
201
00:11:36.039 --> 00:11:38.299
on the show or on the podcast, you're going to
202
00:11:38.320 --> 00:11:39.899
get an email back from me. If you send in
203
00:11:39.970 --> 00:11:42.259
a question, and you've not heard back from the team,
204
00:11:42.480 --> 00:11:46.360
resend it again. We take great pride in answering all
205
00:11:46.720 --> 00:11:50.600
of your questions. All right, this question comes from Renee
206
00:11:50.840 --> 00:11:54.990
in New Mexico. And she asked this question, Ryan, what is,
207
00:11:55.090 --> 00:11:58.610
or the course of your career, your favorite subject line
208
00:11:58.789 --> 00:12:02.809
and why is it your favorite subject line? So Renee,
209
00:12:03.169 --> 00:12:08.149
my favorite subject line is a date. Now not a D-A-T-E,
210
00:12:08.350 --> 00:12:10.500
a date. Like if I want to meet with somebody
211
00:12:10.539 --> 00:12:14.379
on December the 3rd, the subject line would be December
212
00:12:14.379 --> 00:12:17.279
3 question mark. The reason I think that it works
213
00:12:17.320 --> 00:12:20.500
is because it's a little startling to people like December
214
00:12:20.519 --> 00:12:23.139
the 2nd. Did I miss something? Do I have something
215
00:12:23.159 --> 00:12:25.100
coming up? And what I notice is I get a
216
00:12:25.279 --> 00:12:29.029
tremendous open rate. Now that does lead me to something else.
217
00:12:29.169 --> 00:12:31.549
I track all of my opens. I use a tool
218
00:12:31.570 --> 00:12:34.509
called Mail Suite and it tracks all of the opens
219
00:12:34.850 --> 00:12:37.049
and how many times people open that email. So I
220
00:12:37.110 --> 00:12:40.600
love to potentially see that as well. So I get
221
00:12:40.620 --> 00:12:42.759
a lot of opens and I get a tremendous amount
222
00:12:42.820 --> 00:12:45.519
of replies to that. But I think the replies are
223
00:12:45.580 --> 00:12:48.059
based upon the number of opens that I get, right?
224
00:12:48.539 --> 00:12:51.960
So I love that date, a date as a subject line.
225
00:12:52.299 --> 00:12:53.980
And then just as a little bonus for you, Renee
226
00:12:54.039 --> 00:12:57.620
and everybody else, I very often will put the name
227
00:12:58.059 --> 00:13:02.440
of a competitor of the client that I'm talking to
228
00:13:02.519 --> 00:13:05.460
or want to talk to in the subject line. And
229
00:13:05.500 --> 00:13:08.500
the reason, especially if I have that competitor as a customer,
230
00:13:09.120 --> 00:13:11.379
it's startling a little bit. When you see the name
231
00:13:11.419 --> 00:13:13.950
of your competitor pop up in a subject line, you're like,
232
00:13:13.970 --> 00:13:16.230
what is that? And it really forces you to open
233
00:13:16.269 --> 00:13:18.610
that email. Now, keep in mind, the reason I can
234
00:13:18.649 --> 00:13:22.110
get away with that is I'm big on recommendation-based selling.
235
00:13:22.210 --> 00:13:26.809
So I'll say, hey, John Deere, we're working with Kubota
236
00:13:26.870 --> 00:13:28.850
tractors and we'd love to work with you as well.
237
00:13:29.169 --> 00:13:31.740
So the subject line would be Kubota, as an example,
238
00:13:32.179 --> 00:13:35.690
a John Deere person, that's the orange tractor. A John
239
00:13:35.730 --> 00:13:38.850
Deere person, the green tractor sees that and goes, Hey,
240
00:13:38.909 --> 00:13:40.970
what is that? And so I get a really good
241
00:13:41.169 --> 00:13:43.690
open rate when I put the name of a competitor
242
00:13:44.250 -->
00:13:47.370
in the subject line. Now that second one takes a
243
00:13:47.389 --> 00:13:49.649
little more guts, right? The first one is a little
244
00:13:49.669 --> 00:13:52.159
bit easier for most people to absorb, but I can
245
00:13:52.200 --> 00:13:55.000
tell you Renee and everybody, a date has been the
246
00:13:55.120 --> 00:13:58.419
greatest subject line I've ever used. I've ever learned in
247
00:13:58.460 --> 00:14:02.220
my entire sales career. Now remember Renee and everybody, you
248
00:14:02.279 --> 00:14:05.340
can't use the same subject line over and over again
249
00:14:05.379 --> 00:14:07.320
on customers, right? You need to track it in your
250
00:14:07.340 --> 00:14:10.700
CRM and be a little bit careful about that. So Renee,
251
00:14:11.000 --> 00:14:12.750
thanks for your question. Thanks for your love and support.
252
00:14:12.779 --> 00:14:15.169
Keep listening and watching. If you've got a question you
253
00:14:15.210 --> 00:14:24.149
want answered, send it in. Ryan at ryandorn.com, D-O-H-R-N. All right, now,
254
00:14:24.710 --> 00:14:27.529
one of my favorite segments, all about brain works and
255
00:14:27.580 --> 00:14:31.470
what we can do to help our brains. Friends, helping
256
00:14:31.509 --> 00:14:35.690
your brain is about staying on task and staying on track.
257
00:14:36.110 --> 00:14:39.129
So whether you use G Suite, the Google suite of services,
258
00:14:39.629 --> 00:14:43.549
or you use Microsoft Outlook or the Office 360 suite
259
00:14:43.600 --> 00:14:46.860
of services, recognize that both of those tools have an
260
00:14:47.240 --> 00:14:51.460
app for tasks. So it is just called Tasks. The
261
00:14:51.539 --> 00:14:54.720
Google app is called Tasks. And then the Microsoft app
262
00:14:54.779 --> 00:14:58.299
is called Microsoft To Do. Both of them will sync
263
00:14:58.379 --> 00:15:01.220
up with your desktop, on your phone. It allows you
264
00:15:01.259 --> 00:15:05.549
to track birthdays, anniversaries, clients that are a pain, clients
265
00:15:05.590 --> 00:15:07.769
that need to be touched more often, folks that you
266
00:15:07.789 --> 00:15:09.889
need to reach out to, all of those kinds of
267
00:15:09.950 --> 00:15:13.070
things that might tend to slip your mind. I have
268
00:15:13.090 --> 00:15:16.090
a customer that I refer to as high touch. He's
269
00:15:16.129 --> 00:15:18.909
kind of a big whiny baby. But I do love
270
00:15:18.950 --> 00:15:20.769
him to death. I got to reach out to him often,
271
00:15:21.190 --> 00:15:23.850
but I kind of forget. And so he'll very often
272
00:15:23.909 --> 00:15:26.429
reach out to me, you know, Ryan, not feeling the
273
00:15:26.529 --> 00:15:29.159
love out there. And that's because I haven't done a
274
00:15:29.200 --> 00:15:32.519
great job of reaching out on a regular enough basis.
275
00:15:32.879 --> 00:15:35.500
So I put that joker in my task app to
276
00:15:35.600 --> 00:15:37.799
remind me. Now, a lot of you, you like to
277
00:15:37.879 --> 00:15:41.240
use a written to-do list. I'm not against written to-do lists.
278
00:15:41.759 --> 00:15:44.220
But that device, your phone, it goes with you to
279
00:15:44.240 --> 00:15:46.740
the bathroom, to the bus, to the beach, to the bar,
280
00:15:46.799 --> 00:15:49.620
to the bedroom, wherever it is, it goes with you.
281
00:15:50.059 --> 00:15:52.039
And that written to-do list is not going to go
282
00:15:52.080 --> 00:15:54.570
with you. So I do, if I'm being honest, I
283
00:15:54.659 --> 00:15:56.529
use both. I've got my app and then I've got
284
00:15:56.549 --> 00:15:58.690
my sort of today, here's my list of things right
285
00:15:58.710 --> 00:16:00.610
here in front of me. But I love the fact
286
00:16:00.669 --> 00:16:03.970
that that task app will pop up right next to
287
00:16:03.990 --> 00:16:07.370
my email. So it's always friends right there forward in
288
00:16:07.529 --> 00:16:10.710
front of my face. Because in order to keep my
289
00:16:10.750 --> 00:16:13.889
brain sharp, I've got to stay on task. And staying
290
00:16:13.970 --> 00:16:17.409
on task, why not use the technology that's out there? Now,
291
00:16:17.440 --> 00:16:21.059
there's all kinds of productivity apps. I just like these
292
00:16:21.179 --> 00:16:24.179
two because they sync up with my email, my calendar,
293
00:16:24.460 --> 00:16:26.549
and I can kind of keep it all really in
294
00:16:26.909 --> 00:16:30.399
one place. Friends, I hope that this show and these
295
00:16:30.460 --> 00:16:32.600
programs are helpful to you. What I'd love for you
296
00:16:32.620 --> 00:16:34.899
to do is go down in the comments. Of course, like,
297
00:16:34.950 --> 00:16:36.850
give me a thumbs up, and subscribe, but go down
298
00:16:36.889 --> 00:16:39.350
in the comments and let me know. You might disagree.
299
00:16:39.370 --> 00:16:42.730
I love that. That's okay. Disagree in the comments. Let's
300
00:16:42.789 --> 00:16:45.590
talk about it. Let's become friends. Let's build a community
301
00:16:45.929 --> 00:16:49.049
of sellers that are looking to be better each and
302
00:16:49.250 --> 00:16:53.470
every day. Friends, never forget, if sales was easy, everybody
303
00:16:53.490 --> 00:16:56.240
would be doing it, and they're not. We're not crazy.
304
00:16:56.299 --> 00:16:58.779
I mean, we're a little crazy, right? But this is
305
00:16:58.820 --> 00:17:04.160
a great career, friends. It'll feed your family for a lifetime. Hey,
306
00:17:04.180 --> 00:17:07.890
head over to ryandorn.com. Find the podcast. Find all this
307
00:17:07.910 --> 00:17:10.970
helpful information we put online each week for you. And
308
00:17:11.009 --> 00:17:13.130
I'd love to come to your national sales meeting and
309
00:17:13.150 --> 00:17:16.150
get your team all pumped up. I speak about 40
310
00:17:16.150 --> 00:17:19.509
times a year and I love it. So please, friends,
311
00:17:19.690 --> 00:17:21.990
invite me to your meeting and let me be the
312
00:17:22.029 --> 00:17:26.299
person that motivates your team to success. All right, stick
313
00:17:26.339 --> 00:17:29.680
around and stay close. We've got another show that's coming
314
00:17:29.720 --> 00:17:31.799
up here next if you stick around. And it's all
315
00:17:31.859 --> 00:17:35.720
about what we can do to reevaluate our elevator pitch.
316
00:17:36.039 --> 00:17:38.619
That's coming up next. We'll see you next week.