TRANSCRIPTIE 🔗
WEBVTT
1
00:00:01.470 --> 00:00:04.309
Hey everybody, Billion Dollar Sales Coach Ryan Dorn here, and
2
00:00:04.370 --> 00:00:08.109
this is the Mr. Revenue Show. Let's get started, friends,
3
00:00:08.150 --> 00:00:13.730
with your quick sales tip of the week. Friends, one
4
00:00:13.750 --> 00:00:15.849
of the things I'm asked about on a very regular
5
00:00:15.910 --> 00:00:19.289
basis is, Ryan, what do I do to stop being
6
00:00:19.429 --> 00:00:24.449
ghosted after a very exceptional call with a customer? I
7
00:00:24.469 --> 00:00:25.870
think one of the first things you want to do
8
00:00:25.949 --> 00:00:29.339
is ask yourself this. If you're being ghosted after what
9
00:00:29.390 --> 00:00:33.500
you consider to be an exceptional client call, then you
10
00:00:33.520 --> 00:00:35.820
might want to be asking yourself this question. Was the
11
00:00:35.859 --> 00:00:38.420
call as exceptional as you thought it was? And it's
12
00:00:38.520 --> 00:00:41.439
possible that it was a great call. It's possible that
13
00:00:41.460 --> 00:00:44.179
they were giving you buying signals. There's so many things
14
00:00:44.579 --> 00:00:47.479
that potentially are in play. But I would tell you, friends,
15
00:00:47.500 --> 00:00:50.560
that there's two main reasons that I feel that most
16
00:00:50.600 --> 00:00:54.950
of you get ghosted out there. One is you're extremely nice.
17
00:00:55.549 --> 00:00:59.810
Most people do not like saying no to people like
18
00:00:59.850 --> 00:01:02.689
you that are extremely nice. So as much as I
19
00:01:02.750 --> 00:01:05.849
hate to say give them permission to say no, a
20
00:01:06.590 --> 00:01:09.650
little bit reluctant to say that, I would suggest though
21
00:01:09.670 --> 00:01:12.900
that you do mention to them if your answer is no,
22
00:01:13.180 --> 00:01:17.120
it's okay. I'm gonna be respectful of your answer. So
23
00:01:17.159 --> 00:01:19.420
just be careful about that. Sometimes you come across being
24
00:01:19.500 --> 00:01:23.079
so nice that you don't actually get the answer that
25
00:01:23.120 --> 00:01:26.040
you need. You leave the meeting feeling really positive. Now,
26
00:01:26.280 --> 00:01:28.700
I would probably suggest to you though, friends, that the
27
00:01:28.760 --> 00:01:31.900
main reason I see people getting ghosted is because you
28
00:01:31.980 --> 00:01:35.959
leave to create a proposal before you talk about money.
29
00:01:35.980 --> 00:01:39.219
So let me explain that. A lot of sales strategies
30
00:01:39.310 --> 00:01:41.670
out there, which I don't agree with, you don't talk
31
00:01:41.810 --> 00:01:45.950
money until the second call, when you present the proposal,
32
00:01:46.129 --> 00:01:49.829
if you can get a meeting to present the proposal. Now,
33
00:01:49.849 --> 00:01:52.189
let's just say you're doing something custom and you really
34
00:01:52.269 --> 00:01:55.150
do need to leave the meeting to go create a proposal.
35
00:01:55.430 --> 00:01:57.829
I totally get it. But you do need to get
36
00:01:57.870 --> 00:02:02.079
agreement on a ballpark figure because a lot of times
37
00:02:02.140 --> 00:02:04.980
proposals will get received. The client will look at it
38
00:02:05.000 --> 00:02:07.400
and go, holy cow, that's way more expensive than I
39
00:02:07.420 --> 00:02:09.659
thought it was going to be. Forget it. Then they
40
00:02:09.699 --> 00:02:11.560
don't want to tell you no because you're nice and
41
00:02:11.599 --> 00:02:15.990
it's just easier to delete you or ghost you. So
42
00:02:16.069 --> 00:02:18.159
how do you do this? A lot of times I'll say,
43
00:02:18.180 --> 00:02:20.849
because I sell marketing solutions, as a lot of you know,
44
00:02:21.370 --> 00:02:24.169
I might say, so we'd probably be talking somewhere around
45
00:02:24.289 --> 00:02:27.110
three to five grand a month. If I'm working with
46
00:02:27.129 --> 00:02:29.330
you in that kind of three to five grand a month,
47
00:02:29.770 --> 00:02:32.710
is that something that would make sense? And if they say, yeah, absolutely,
48
00:02:33.110 --> 00:02:35.449
then I can work within their budget. Now, you want
49
00:02:35.469 --> 00:02:38.330
to be careful, though, if you ask somebody, what's your budget,
50
00:02:38.710 --> 00:02:42.509
without some reference to reality, they may not give you
51
00:02:42.650 --> 00:02:45.830
a correct number. And then again, ghosting is going to occur.
52
00:02:46.409 --> 00:02:48.530
So in my business, what I like to do is
53
00:02:48.560 --> 00:02:50.689
I like to be able to explain to them the
54
00:02:50.789 --> 00:02:54.319
category that they're competing in, what does it cost to
55
00:02:54.360 --> 00:02:58.120
be competitive in that category? Now, if you're selling things
56
00:02:58.159 --> 00:03:01.379
that are different than my marketing solutions, no problem. You
57
00:03:01.419 --> 00:03:04.379
still wanna talk about other customers that you have solved
58
00:03:04.479 --> 00:03:07.599
problems for. And you wanna ask them, what would it
59
00:03:07.620 --> 00:03:10.669
be worth to you to potentially pay for us to
60
00:03:10.810 --> 00:03:14.969
solve that problem? So it's different than saying, what's your budget?
61
00:03:15.349 --> 00:03:19.909
What's your budget is their impression or their reality of
62
00:03:19.930 --> 00:03:21.900
what it's going to take to solve a problem or
63
00:03:21.960 --> 00:03:26.740
accomplish a marketing objective. We, though, we know the reality.
64
00:03:27.280 --> 00:03:30.960
The reality is it might be 10 times more expensive
65
00:03:31.340 --> 00:03:35.969
than the customer actually thinks. So there's their reality, then
66
00:03:36.009 --> 00:03:39.689
there's the reality, which is more like our reality. So
67
00:03:39.710 --> 00:03:41.889
I just want to be really clear. It's not as
68
00:03:41.969 --> 00:03:45.789
much about asking somebody's budget as finding out are they
69
00:03:45.889 --> 00:03:49.139
Load full transcript
realistic about how much money it's going to potentially take
70
00:03:49.620 --> 00:03:52.719
to solve the problem that they have in place. A
71
00:03:52.780 --> 00:03:56.750
problem that, friends, hopefully you can solve. All right, the
72
00:03:56.789 --> 00:03:58.949
third thing, I'm not being ghosted. I said two things.
73
00:03:59.050 --> 00:04:02.409
Bonus tip for everybody else. The third thing is set
74
00:04:02.430 --> 00:04:05.750
your follow-up meetings to be really, really short. On the calendar,
75
00:04:05.830 --> 00:04:07.789
I want that follow-up meeting to look like a little
76
00:04:07.930 --> 00:04:11.860
itty-bitty meeting so they're very unlikely to cancel it. Here's
77
00:04:11.879 --> 00:04:14.300
what I say to folks. If it looks like it's
78
00:04:14.319 --> 00:04:17.620
going to take more time to cancel the meeting than
79
00:04:17.660 --> 00:04:20.000
it's actually worth having, then a lot of times people
80
00:04:20.019 --> 00:04:21.910
will just cancel it and they won't show up for
81
00:04:21.949 --> 00:04:24.529
the meeting. I would be suggesting to you that the
82
00:04:24.550 --> 00:04:27.209
meeting looks so short on the calendar, it's itsy bitsy meeting,
83
00:04:27.629 --> 00:04:30.290
that more than likely it's going to take more effort
84
00:04:30.350 --> 00:04:32.779
for them to cancel it than just come and meet
85
00:04:32.819 --> 00:04:35.980
with me. So friends, try one of those three things.
86
00:04:36.360 --> 00:04:38.939
Recognize first, you might just be really, really nice. So
87
00:04:39.220 --> 00:04:41.920
you might need to give them permission to say no. Second,
88
00:04:42.220 --> 00:04:45.939
talk price without asking, what's your budget? Talk about reality,
89
00:04:46.060 --> 00:04:49.420
the spend level that it might realistically take to solve
90
00:04:49.459 --> 00:04:52.600
their problem. And then the third thing, just don't forget,
91
00:04:52.699 --> 00:04:54.839
you need the follow-up meetings to be really, really short.
92
00:04:55.160 --> 00:04:58.100
If you put a 60-minute follow-up meeting on people's calendars, friends,
93
00:04:58.519 --> 00:05:00.720
I'm just here to tell you more than likely, It's
94
00:05:00.839 --> 00:05:03.399
not going to work out. Also, friends, don't ever forget,
95
00:05:03.420 --> 00:05:06.079
if this was easy, if sales was an easy job,
96
00:05:06.579 --> 00:05:09.120
everybody would be doing it, and they're not, friends. We
97
00:05:09.160 --> 00:05:11.459
are getting ghosted out there now more than ever before,
98
00:05:11.500 --> 00:05:14.529
but I truly believe those three tips might be very
99
00:05:14.589 --> 00:05:17.610
helpful to all of you. Get out there and sell something.
100
00:05:18.089 --> 00:05:21.550
Make us all proud. All right, now it's time for
101
00:05:21.610 --> 00:05:26.189
your prospecting quick tip of the week. Friends, a lot
102
00:05:26.209 --> 00:05:28.889
of times we're working way too hard to get people
103
00:05:29.050
--> 00:05:31.529
onto a Zoom call. What I want to do is
104
00:05:31.589 --> 00:05:33.870
I want to try to get them on a simple call,
105
00:05:34.269 --> 00:05:38.089
an introduction. It can almost always be done via phone. Now,
106
00:05:38.110 --> 00:05:39.829
of course, I'd love to meet with people in person,
107
00:05:39.889 --> 00:05:42.689
but a lot of times it's just not realistic. So
108
00:05:42.709 --> 00:05:44.949
what I'm doing is I'm saying things at the end
109
00:05:44.990 --> 00:05:48.209
of my prospecting emails, like what I'd love to do
110
00:05:48.389 --> 00:05:51.310
is jump on a very quick phone call and talk
111
00:05:51.329 --> 00:05:54.519
to you for like five minutes or less about this idea.
112
00:05:55.069 --> 00:05:56.389
The thing is, I know a lot of us want
113
00:05:56.410 --> 00:05:58.209
to get people on a Zoom where we can show
114
00:05:58.389 --> 00:06:01.389
slides and all that kind of stuff. I have just
115
00:06:01.430 --> 00:06:03.870
been observing lately, friends, that a lot of my clients,
116
00:06:04.620 --> 00:06:05.939
they don't want to get on a Zoom call. What
117
00:06:05.980 --> 00:06:07.759
they want to do is they want to get on
118
00:06:07.779 --> 00:06:10.540
a very brief phone call. Is there some level of interest?
119
00:06:10.879 --> 00:06:12.879
And then we can move it to something bigger than that.
120
00:06:13.259 --> 00:06:16.420
So I'm asking for only five minutes. I'm doing something simple,
121
00:06:16.879 --> 00:06:19.850
asking them to jump on a very quick phone call,
122
00:06:20.189 --> 00:06:22.550
and friends, I'm having a lot better luck. Now, the
123
00:06:22.709 --> 00:06:25.029
other thing that I'm doing to book meetings is I'm
124
00:06:25.069 --> 00:06:28.310
giving people a large swath of time to work with
125
00:06:28.829 --> 00:06:31.490
in setting these meetings on the phone. So let me
126
00:06:31.529 --> 00:06:34.910
explain that. I might say, Bob, I'm working with company A,
127
00:06:35.009 --> 00:06:37.430
company B. I see that I could help you potentially
128
00:06:37.449 --> 00:06:40.329
with this. Could I jump on a quick five-minute phone
129
00:06:40.370 --> 00:06:44.980
call Thursday, maybe Friday, sometime after two, for a quick
130
00:06:45.040 --> 00:06:48.160
five-minute phone call about this idea. I promise to be
131
00:06:48.220 --> 00:06:51.540
very brief. I'm trying to use something that's very non-threatening.
132
00:06:51.579 --> 00:06:54.230
The phone is a non-threatening tool. You don't have to
133
00:06:54.250 --> 00:06:56.459
prepare for the Zoom call. Be in a quiet place.
134
00:06:56.750 --> 00:06:58.550
Put all your makeup on. Make sure your hair is
135
00:06:58.569 --> 00:07:01.689
done right. You can take that phone call at the beach,
136
00:07:01.790 --> 00:07:04.740
on the bus, in the bathroom, whatever the circumstance is.
137
00:07:05.240 --> 00:07:07.920
Phone calls just are pretty easy. Friends, I think that
138
00:07:07.939 --> 00:07:10.680
a lot of times, because of technology, we're overlooking the
139
00:07:10.779 --> 00:07:14.110
simplest things. Get out there and prospect well and make
140
00:07:14.149 --> 00:07:17.350
us all proud. All right, now it's time for our
141
00:07:17.490 --> 00:07:21.810
sales tech tip of the week. Friends, do you know
142
00:07:21.850 --> 00:07:25.730
the reporting suite inside of your CRM tool? Are there
143
00:07:25.750 --> 00:07:29.939
reports that might be called missing revenue reports or issue-to-issue
144
00:07:30.000 --> 00:07:35.709
comparisons or month-to-month comparisons? The superstar sellers that I'm working
145
00:07:35.750 --> 00:07:39.990
with know how to get into the CRM reporting suite
146
00:07:40.509 --> 00:07:45.750
and identify how to pull custom reports that identify gaps
147
00:07:45.829 --> 00:07:52.170
in revenue, clients we might have overlooked, year-to-year spending, quarter-to-quarter spending.
148
00:07:52.550 --> 00:07:55.750
Your CRM is one of the most vibrant places, I mean,
149
00:07:55.769 --> 00:07:58.600
as long as you're using it correctly, to find hidden
150
00:07:58.660 --> 00:08:02.290
little honey holes of revenue. Last week, we were working
151
00:08:02.350 --> 00:08:06.800
on a quarter-to-quarter comparison, and there were four friends, count them, one, two, three,
152
00:08:06.939 --> 00:08:10.959
four accounts that were worth over $ 30, 000 that just by
153
00:08:11.290 --> 00:08:14.889
accident were being overlooked. If we can close even one
154
00:08:14.930 --> 00:08:18.470
of those friends, it's going to make our Q4 even better. Now,
155
00:08:18.649 --> 00:08:21.360
all of you use all kinds of different tools that
156
00:08:21.420 --> 00:08:23.550
are out there. Some of you have got some AI
157
00:08:23.589 --> 00:08:25.910
bots that are built in. If you do have an
158
00:08:26.069 --> 00:08:29.449
AI bot or an agent built into your CRM, ask
159
00:08:29.509 --> 00:08:32.240
it to help you run a report to identify those
160
00:08:32.259 --> 00:08:36.500
little honey holes of revenue, missing revenue gaps, things that
161
00:08:36.559 --> 00:08:40.159
you might have missed. My superstars, friends, they know how
162
00:08:40.179 --> 00:08:43.740
to run their CRM at an admin level. And I
163
00:08:43.759 --> 00:08:47.730
would encourage you to potentially do the exact same thing.
164
00:08:49.639 --> 00:08:52.940
All right, friends, now it's time for our retention idea
165
00:08:53.440 --> 00:08:55.639
of the week. Friends, a lot of times what we
166
00:08:55.779 --> 00:09:00.610
overlook is national holiday everyday kind of calendars. And those calendars,
167
00:09:00.649 --> 00:09:03.049
we've talked about it before. It's a great way to
168
00:09:03.169 --> 00:09:07.100
jumpstart your retention ideas. So we're getting ready to look
169
00:09:07.139 --> 00:09:10.059
towards Thanksgiving, friends, at the time of the recording of
170
00:09:10.100 --> 00:09:13.000
this video. It is a great
time of year, friends.
171
00:09:13.379 --> 00:09:16.700
to be thankful to people. See, I love Christmas, but
172
00:09:16.779 --> 00:09:18.539
I'm just one of those people that I feel like
173
00:09:18.860 --> 00:09:23.220
everybody sends gifts and offers of thanks around Christmas time.
174
00:09:23.879 --> 00:09:27.000
I am a big fan, friends, of using Thanksgiving for
175
00:09:27.039 --> 00:09:30.179
what it is, being thankful for the customers that you have.
176
00:09:30.659 --> 00:09:33.980
So think about Thanksgiving, friends. I believe it's a great
177
00:09:34.059 --> 00:09:37.120
time of year to reach out to customers. Also, for
178
00:09:37.139 --> 00:09:40.019
a lot of you, this is renewal season, so it's
179
00:09:40.059 --> 00:09:43.419
a wonderful time to be thanking people for their business. Also,
180
00:09:43.490 --> 00:09:46.649
you're going to stand out friends from everybody else. Now,
181
00:09:46.690 --> 00:09:49.289
I'm not suggesting that you don't wish people a Merry Christmas,
182
00:09:49.610 --> 00:09:52.389
Happy Kwanzaa, Happy Holidays, you know, Happy Hanukkah, all of
183
00:09:52.429 --> 00:09:55.450
those types of things around the Christmas holiday. I'm just
184
00:09:55.470 --> 00:09:58.629
suggesting probably you're getting lost in the mix. I don't
185
00:09:58.669 --> 00:10:01.929
think it's as much about... sending gifts to people as
186
00:10:02.070 --> 00:10:05.429
showing signs of gratitude. One of the things that I
187
00:10:05.450 --> 00:10:07.789
like to do each year around Christmas is we make
188
00:10:07.830 --> 00:10:10.620
a donation to the Golden Harvest Food Bank. One of
189
00:10:10.700 --> 00:10:13.240
our family's goals is we want to try to help people,
190
00:10:13.269 --> 00:10:16.759
make sure everybody has a turkey and the fixings for
191
00:10:16.820 --> 00:10:19.980
however they're going to celebrate around Thanksgiving. What you might
192
00:10:20.039 --> 00:10:23.470
decide to do is make a sizable donation to somebody
193
00:10:23.519 --> 00:10:26.289
like that locally and then reach out to your customers
194
00:10:26.350 --> 00:10:30.029
and say, on behalf of you, we donated X amount
195
00:10:30.070 --> 00:10:33.950
to feed this many families. We're thankful for your business.
196
00:10:34.110 --> 00:10:37.289
It's helped us be able to do this. I think
197
00:10:37.330 --> 00:10:40.340
those types of things are so much more special than
198
00:10:40.360 --> 00:10:43.429
the gifts that we could ever send. Never forget, friends,
199
00:10:43.870 --> 00:10:48.809
retention is something that very often salespeople overlook, unfortunately. They
200
00:10:48.850 --> 00:10:53.830
confuse it with customer service. Customer service is expected. Great
201
00:10:53.929 --> 00:10:58.070
customer service is expected. Retention are the things you do
202
00:10:58.210 --> 00:11:02.629
above and beyond customer service to keep those customers for
203
00:11:03.039 --> 00:11:06.759
a lifetime. All right, friends, now it's time for your
204
00:11:06.919 --> 00:11:10.559
listener question of the week. Love those listener questions. Keep
205
00:11:10.580 --> 00:11:15.240
them coming in to Ryan at RyanDorn.com, right there on
206
00:11:15.259 --> 00:11:19.710
your screen. Ryan at RyanDorn.com. All right, this listener question
207
00:11:19.750 --> 00:11:23.309
comes in from Sarah out in Las Vegas. Always enjoy
208
00:11:23.350 --> 00:11:26.110
going out to Las Vegas. Ryan, I'm selling to a
209
00:11:26.149 --> 00:11:29.159
lot of people that are far older than me. I
210
00:11:29.200 --> 00:11:32.779
feel like we have nothing in common. What do I do?
211
00:11:33.210 --> 00:11:36.029
So Sarah, as somebody that sits probably older than you,
212
00:11:36.070 --> 00:11:38.330
if you're considering that folks are older than you, just
213
00:11:38.350 --> 00:11:41.549
never forget friends. There's two groups of people, young people
214
00:11:41.649 --> 00:11:43.990
and old people. If you don't know which group you're in,
215
00:11:44.889 --> 00:11:48.690
you're old and it's okay. It's okay. So Sarah, what
216
00:11:48.710 --> 00:11:51.769
you're dealing with is a common generational problem that happens
217
00:11:52.049 --> 00:11:54.149
all the time. So one of the things I want
218
00:11:54.169 --> 00:11:57.639
to share with you is be your authentic self. Because
219
00:11:57.759 --> 00:12:00.009
when you try to be somebody that you're not, just
220
00:12:00.090 --> 00:12:04.330
like me being, let's just say, over the age of 45,
221
00:12:04.330 --> 00:12:06.929
if I try to be somebody that I'm not, you're
222
00:12:06.950 --> 00:12:09.970
going to find that to be unauthentic as well. So
223
00:12:10.009 --> 00:12:12.730
because you're probably not going to have lifestyle things to
224
00:12:12.789 --> 00:12:15.820
talk about, your movies are going to be different, your
225
00:12:15.840 --> 00:12:18.759
musical choices are going to be different, focus in on
226
00:12:18.799 --> 00:12:22.720
the business, the business that you both know. Maybe there's
227
00:12:22.759 --> 00:12:26.039
a mentoring opportunity that's there. Maybe you can focus on AI,
228
00:12:26.720 --> 00:12:28.879
which is something that maybe one of your older customers
229
00:12:29.259 --> 00:12:32.740
may potentially not know about. Show to them, prove to
230
00:12:32.840 --> 00:12:36.950
them that you've spent time doing homework. You've watched videos
231
00:12:36.990 --> 00:12:40.730
about things happening in the industry. You read newsletters about
232
00:12:40.789 --> 00:12:43.830
things that are happening in the industry. Always show that
233
00:12:43.850 --> 00:12:47.870
you're striving really hard, Sarah, to know a lot about
234
00:12:47.990 --> 00:12:51.230
the industry. And then the other thing is humbling yourself
235
00:12:51.610 --> 00:12:54.580
and telling them to teach you. It is highly possible
236
00:12:54.620 --> 00:12:56.860
that you meet with somebody and you
say, you know what,
237
00:12:56.940 --> 00:12:59.440
I've only been in this business for three years. I
238
00:12:59.500 --> 00:13:01.519
clearly don't know as much as you. Tell me about
239
00:13:01.659 --> 00:13:05.679
this or tell me about that. Most of the time, people, again,
240
00:13:05.720 --> 00:13:09.240
let's just say over the age of 45, love to
241
00:13:09.279 --> 00:13:12.399
make sure that they are mentoring and teaching those that
242
00:13:12.450 --> 00:13:16.250
are coming up throughout the industry. I just think, though,
243
00:13:16.330 --> 00:13:19.029
that you want to prove to them you are doing
244
00:13:19.070 --> 00:13:21.779
your homework And you're not just asking them to take
245
00:13:21.879 --> 00:13:24.840
you under their wing. Sarah, I think there's so many
246
00:13:24.899 --> 00:13:28.600
ways business-wise that you can be connecting with them. Another
247
00:13:28.620 --> 00:13:31.240
thing you consider though is look on their LinkedIn profile.
248
00:13:31.740 --> 00:13:33.679
Do you have a college in common? Do you have
249
00:13:33.779 --> 00:13:37.220
places where they've worked and you've worked that are in common?
250
00:13:37.399 --> 00:13:39.940
Cities that you've both lived in that you have in common?
251
00:13:40.159 --> 00:13:43.100
All of those different types of things can play into
252
00:13:43.139 --> 00:13:46.740
that rapport building process. So Sarah, I've got a ton
253
00:13:46.759 --> 00:13:48.710
of faith in you because you're going to know just
254
00:13:48.730 --> 00:13:50.870
by the question you asked I know that you know
255
00:13:50.889 --> 00:13:53.629
how to use AI and LinkedIn to do some deep
256
00:13:53.750 --> 00:13:57.389
dive research. So use your chat GPT, perplexity, or whatever,
257
00:13:57.769 --> 00:14:01.460
and ask it to build a personality profile on the
258
00:14:01.509 --> 00:14:03.700
person that you're going to be meeting with. You will
259
00:14:03.720 --> 00:14:07.500
be amazed at what it potentially comes up with. Keep
260
00:14:07.519 --> 00:14:10.379
your listener questions. Thanks, Sarah. Keep your listener questions coming
261
00:14:10.399 --> 00:14:16.059
to Ryan at ryandorn.com. All right, friends and fans, it's
262
00:14:16.080 --> 00:14:18.940
time for my favorite part of the show, BrainWorks. What
263
00:14:18.980 --> 00:14:22.149
can we do to stay finely tuned up here between
264
00:14:22.210 --> 00:14:24.490
our two ears? And one of the things I want
265
00:14:24.509 --> 00:14:27.649
you to consider is this. Don't do the hardest things first.
266
00:14:27.970 --> 00:14:29.809
I know people have been saying it to us for
267
00:14:29.870 --> 00:14:32.360
years and years. Do the hardest thing for your day.
268
00:14:32.389 --> 00:14:34.779
Do it first. I'm just telling you, I just don't
269
00:14:34.799 --> 00:14:38.799
think that's the best advice. Instead, when are you at
270
00:14:38.879 --> 00:14:42.830
your best? When are you firing on all cylinders? See,
271
00:14:42.850 --> 00:14:45.789
by about 11 o'clock, 11 o'clock in the morning, I'm
272
00:14:45.889 --> 00:14:48.850
ready to rock it. Three o'clock, I'm starting to fade out.
273
00:14:48.889 --> 00:14:51.529
But any time between 11 and three is normally when
274
00:14:51.549 --> 00:14:53.580
I'm going to record these videos. I'm going to do
275
00:14:53.620 --> 00:14:56.080
the things that require me to be really pumped up
276
00:14:56.440 --> 00:14:59.720
and really paying attention. So if I did these first
277
00:14:59.779 --> 00:15:01.960
thing in the morning, first of all, my face would
278
00:15:01.980 --> 00:15:04.860
be a little bit puffy. The other thing would be
279
00:15:04.889 --> 00:15:07.320
my voice would sound tired. And the other thing is
280
00:15:07.379 --> 00:15:09.500
it's not a good time of day for me to
281
00:15:09.539 --> 00:15:12.120
be vibrant and be charismatic. So I'm going to do
282
00:15:12.159 --> 00:15:15.399
these tasks that are harder at times that make more
283
00:15:15.500 --> 00:15:18.539
sense to me. Now, you do need to structure your day, though,
284
00:15:18.740 --> 00:15:20.919
so that you're sending emails at the proper time for
285
00:15:20.960 --> 00:15:24.139
your clients, right? So you might say, Ryan, I answer
286
00:15:24.179 --> 00:15:27.259
my best emails at 6 o'clock at night. All right, well,
287
00:15:27.279 --> 00:15:30.179
that's not a great time to send emails to your customers, right?
288
00:15:30.730 --> 00:15:32.789
So what you might wanna do then is use delayed
289
00:15:32.830 --> 00:15:37.110
delivery or send later within your email program to write
290
00:15:37.169 --> 00:15:39.210
those emails at a time that's when you feel like
291
00:15:39.250 --> 00:15:42.529
you're at your best and then have them send out
292
00:15:42.710 --> 00:15:46.480
and be received at times that are great for your customers.
293
00:15:47.019 --> 00:15:48.779
I'm just one of those people. I need you to
294
00:15:48.799 --> 00:15:51.799
be thinking about, when am I at my best? Do
295
00:15:51.840 --> 00:15:54.700
the hardest things when you're at your best. Do the
296
00:15:54.759 --> 00:15:57.639
things that require massive amounts of brain work when you're
297
00:15:57.840 --> 00:16:01.039
at your best. I just know when my optimal times
298
00:16:01.120 --> 00:16:03.730
are between 11 and 3. And friends, you've got to
299
00:16:03.759 --> 00:16:05.629
be asking yourself, maybe you're the same. Maybe you're a
300
00:16:05.610 --> 00:16:09.509
5 a.m. kind of person. Rock on with your bad self.
301
00:16:09.889 --> 00:16:12.470
Just recognize not everybody is going to be up at
302
00:16:12.470 --> 00:16:16.179
5 a.m. Friends, get your brain trained and guess what?
303
00:16:16.480 --> 00:16:18.860
You're always going to be much further on the road
304
00:16:19.279 --> 00:16:22.840
to sales success. Friends, that's our show for this week.
305
00:16:22.860 --> 00:16:24.440
I hope you like the new format. You certainly have
306
00:16:24.460 --> 00:16:27.019
been leaving some comments down below and I appreciate that.
307
00:16:27.320 --> 00:16:29.679
Love your comments down below on the podcast or the
308
00:16:29.720 --> 00:16:32.029
video and love to reply to those. Tell us what
309
00:16:32.049 --> 00:16:34.250
you're thinking, kind of what's going on out there, and
310
00:16:34.269 --> 00:16:36.659
we're always happy to be helpful to you. All right,
311
00:16:36.700 --> 00:16:37.840
as we come up on the end of the year,
312
00:16:38.139 --> 00:16:40.399
maybe you need to get your team pumped up. Invite
313
00:16:40.419 --> 00:16:42.419
me to come into your office. Invite me to come
314
00:16:42.440 --> 00:16:45.080
to your fall sales planning meeting. I am there to
315
00:16:45.120 --> 00:16:47.250
be helpful. You can find out more about that and
316
00:16:47.490 --> 00:16:52.269
everything we do over at ryandorn.com. All right, friends, we
317
00:16:52.289 --> 00:16:55.129
got more shows on prospecting coming up next, so stick around,
318
00:16:55.169 --> 00:16:58.230
stay close for that. It's just right around the corner. Otherwise,
319
00:16:58.570 --> 00:17:00.889
don't forget, if sales was easy, everybody would be doing it,
320
00:17:01.149 --> 00:17:03.440
and they're not. We're not crazy, friends. This is a
321
00:17:03.460 --> 00:17:07.230
great career. It'll feed your family for a lifetime. All right,
322
00:17:07.250 --> 00:17:08.230
we'll see you on the next episode.