TRANSCRIPT 🔗
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Hey, they're friends and fans. Welcome to this week's episode.
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This is the Mister Revenue Show, where we talk all
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things sales and marketing to hopefully give you some tips
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that'll make you more successful in your sales life. All right,
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let's kick things off with our quick sales tip of
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the week. Friends. One of the areas of strategy that
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I focus on with my teams a lot is email sequencing.
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And we've talked about email strategies here on the show before,
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but not specifically about sequences. So there's tools out there
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to create these sequences, some of your CRM tools. I
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have sequencing marketing built into the CRM tool. But let's
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kind of just back up briefly, not spend a lot
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of time on it, but backup briefly. What is the
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reason for an email sequence and what is it? So
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an email sequence in my life is typically six emails,
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a total of six emails, and then what I typically
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do is I send those emails every three business days. Now. Typically,
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typically I'm using sequences on new customers. I'm trying to
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set meetings with people. But then sometimes I use sequences
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to warm people up when I start getting into renewal
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season as well. Now, what you do is you use
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a tool, whether it's in your CRM, you use a
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tool like mail Suite, or you might use a tool
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like MIXMAS. I like also like the tool Apollo AI.
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And what you can do then is you can set
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up those six emails, pre build them in advance, and
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then you can set them up that the system will
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automatically deliver those emails every three business days. Now why
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every three business days, Well, there's five business days in
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a week. If you use every three business days as
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a general rule, then you're typically not going to be
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sending an email on the exact same day of the
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week until about four weeks have gone through the process.
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So after your fourth or fifth email, that's when you're
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finally getting back on the same day. I just like
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the three on five a little bit of deliverability there.
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But then also I'm real big on the power of three.
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As you know, three words in my subject line, three sentences, Max,
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I'm going to follow up every three business days. I
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send my sequence every three business days. I give three
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pricing options. I'm the oldest of three kids, father son,
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holy ghost. I mean, we could go on and on
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about the power of three. Through little Pigs, through Musketeers,
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three blind mice, Gouldilocks, and the three Bears. I mean,
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the power three is real, right, So that's why I
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tend to use it that way. Now, whatever sequencing tool
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you're actually using is completely up to you, but just
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recognize that you want to use a tool that allows
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you to add a certain level of relevance or customization
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to the emails. Now, what I don't like this is
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just me. What I don't like is when AI writes
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the emails because a lot of times they'll get facts, figures, relationship,
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they'll get that stuff wrong. Like for example, I received
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mail three email three of a sequence from someone selling software,
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and it made references to Augusta, Georgia, where I reside.
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It made references to some restaurants that were actually not
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very good. It just made a lot of references that
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you could tell that it was written by AI. I
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like to keep it a little bit simpler than that,
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and I find that if the email is direct to
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the point, but I can put in a company name,
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I want to make sure I personalize it. But more
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than anything, I don't want it to look like a letter.
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So emails and sequences that work well. Are not like
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dear Ryan, Comma enter enter. How are you question mark
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enter enter? You know it looks like a letter. Instead,
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I want the conversation to appear to be a little
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bit more casual. So think about email sequencing. Some people
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call it drip marketing. Think
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about how your tool sets work.
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But just don't forget if you like to do email sequences, friends,
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if you're doing it correctly, you can't just start emailing
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seven hundred people a day. I mean you can. It's
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not smart to do that because you're really going to
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be seen as a spammer and you're gonna get yourself
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in some trouble. So you do want to choose a
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tool set that will help you warm up your emails
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so that you're not just boom sending out seven hundred
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and then you become a spammer. You get blocked, your
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deliver libilities terrible and things like that. So the main
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sequencing tools that I use, either through my CRM, Mixmax, Apollo,
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and mail Suite are the three main ones that I use.
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And by the way, all three of you should be
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sponsors of the program. So friends, use email sequences. I
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wouldn't do everything through an email sequence. But use email
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sequences effectively, friends, and you'll find that you're going to
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get further faster when it comes to booking sales meetings.
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All right, hope that helps. Now it's time for your
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prospecting tip of the week. Well, friends, I guess we
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just talked about prospecting, didn't we. But let me give
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you another tip. If you're not using delayed delivery at
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least twenty times a day, I would be suggesting to
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you that you're prospecting or emailing at times that are
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good for you and not necessarily good for your customer.
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Now I've mentioned this before to folks, and a lot
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of times people give me a little challenge. That's fine.
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I don't mind being challenged at all. Just remember, if
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you're gonna do a test, make sure you do a
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complete test. What do I mean by that? If you're
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going to try a new subject line, if you're gonna
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try sending emails at a certain time of day, make
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sure you do a good quality test like thirty forty emails.
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Don't send out four emails five emails and say oh,
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or don't it didn't work. Okay, that's
not a very
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big test. Make sure when you're testing things, you actually
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do thoroughly test it, because friends, I would tell you
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that all too often people try a couple of times,
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they don't get the result that they want, and they're like, oh,
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I'm scared, I don't know that I want to keep
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doing this. Be proud of yourself, Be confident in yourself.
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Give yourself a good test and a good try. Just remember, friends,
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if you're not using delayed delivery yourself and later, probably
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like twenty times a day, probably you're sending emails at
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times that are good for you and not necessarily for
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your customers. So just make sure that you think about
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that as a part of your sales strategy. All right, friends,
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Up next, here comes your sales tech tip of the week. Now, friends,
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here's something we haven't talked about. As you know, I'm
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a big lover of AI, use chat, GPT all the time,
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claude all the time. But one of the reasons that
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I get such good results, not one of the reasons,
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but one of the many reasons I get such good
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results from chat, GPT and the other tools that I
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use is because I've trained it and I've given it rules.
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Now let's just say that you use chat GPT on
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a regular basis and you're doing research and things like that,
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and what you find is that it's not giving you
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exactly what you kind of want. Well, that's because you're
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letting it do it the way it wants to do it. Now,
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one of the cool things about AI is that you
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can train it. So what I've done is I've written
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in a word document my rules that I want AI
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to follow. Let me give you a couple of examples.
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If it can't find an email, I don't want it
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to make that email up. So I tell it, if
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you can't find an email, tell me what you think
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it is, and then put not verified to the right
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right next to it. Put not verified. That way I'll
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know that it's not hallucinating. You just couldn't find the
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right information. Another rule is I like all the files
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that I'm going to be pushing out of chat GPT.
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I like them to be CSV files Comma separated files
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rather than Excel files. And the reason is because I mean,
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I can go into Excel and convert it. It's not
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a big deal, but I like CSVS because of the formatting,
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and then I can use it in other tools and
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at least it's a little bit easier as a CSV file.
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The other thing that I put in my rules is
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I don't ever want it to give me more than
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about ten results, because it's just going to think too long.
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So everything that you kind of want from AI, what
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you want to be thinking about, is okay, what are
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my rules? Now here's a huge mistake. Don't say to
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chat GPT, hey I need to create some rules for you.
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What rules should I create? I mean, that's silly. That's
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like going to your kid and saying, what time do
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you want your bedtime to be? I want it to
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be midnight? Dad? Okay, good luck with that one. So
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recognize the rules that you create are going to guide
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the chatbot or the bot further, the AI model further,
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And then you want to make sure you tell it
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to remember the rules. Now, you might have rules for prospecting, great.
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You might have rules for how you want graphics created. Great.
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So get those rules going, make sure you know what
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they are, where they are, put them in a word file,
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copy and paste them, tell chat GPT or whatever you're
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using to remember it. But an AI tool without any
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rules is normally not going to give you as good
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of results as when you're clearly defined what you want
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back from it. Now, some people have kind of challenged
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me on this, Well, what are the rules you give
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restrict it and then it can't do what it does best.
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I haven't found that necessarily to be the case. So, friends,
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create rules for AI, and you're almost always going to
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get more done in the way that you actually want
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it done. All right, up next, here comes your retention
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idea of the week. Friends. One of the things that
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I pump out is I try to pump out a
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monthly E newsletter for my clients. Now, my clients are
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gonna watch this and go, oh, you don't personally write
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all that stuff. I've built a project inside chat, GPT
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and inside of Claude for this duty. And so what
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I'm looking for it to do is I look each
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month for it to find three or four marketing tips,
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depending on the industry that I'm serving. I look for facts, figures,
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stats and things like that. So specifically inside of Claude,
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because it's real good with design and kind of writing.
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I've created a skill inside of Claude and it's called
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my Monthly E NEUWS. Using the advice that I just
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gave you, during the sales tech tip. What I also
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do is create rules so it knows exactly what I'm
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looking for each month. Now, I don't want to ruin
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it for everybody or spoil it or jinx it or whatever.
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But when I run that project every month, and I've
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got it set up to run in the first of
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the month, I don't usually have to do anything. It
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usually is formatted correctly, it's in HTML. I drag it
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across over to my CRM and able to launch it
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from there. I don't actually create much of anything now.
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I read it, but I try to keep it pretty short.
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But I read it to make sure it's accurate and
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it makes sense. I want to click on the sources
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make sure the sources work. But quite honestly, I mean
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Claude is doing all of the work in the background
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for me. So why is it a retention idea? It's
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just another touch point to stay in front of your
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customers on a regular basis and position yourself as being
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a person of authority. I position myself as being a
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thought leader, and it seems to have worked out. I've
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got a lot to share and I think that you
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can do the exact same thing for your industry as well.
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All Right, now, my favorite time of the show is
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i'men we get to answer your listener questions sent in
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to ryanat or Ryandorn dot com. If you don't get
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a reply from his friends we didn't receive it, We'll
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always give you a reply. I take a lot of
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pride in that. So all right, here comes the question. Then,
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Barb from Florida. Hey, Barb down in Florida. She asks Ryan,
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how many questions do you actually ask on a sales call.
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I'm being told that I need to ask six or
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eight questions. I'm not asking enough questions? How many do
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you ask on any call? So, Barb from Florida, I
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think the answer is not going to be exactly what
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you're looking for, because the answer is it depends. Now.
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I just did a video which I'd love for you
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to check out, Barbara if you didn't, that's entitled stop
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asking what's your budget? Okay, So that's one of the
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questions I don't ask, and that video really will explain
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why real briefly for those that missed it. I don't
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ask people what their budget is because if they're unrealistic,
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then everything I say after that point is going to
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sound expensive, right, So I've got another way to handle that.
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So go check out that video for that, Barb. But
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it really does depend. I don't ask questions just to
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create a conversation. I used to, and that was very
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good sales advice back in the day. But now I've
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got so much to talk about. I really don't need
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to ask questions that I already know the answer to.
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That's how we used to be taught. Never ask a
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question like a lawyer, Never ask a question that you
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don't know the answer to, right, And I find now that,
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for the most part, it's a waste of time. The
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other thing is, remember younger buyers, they don't like this
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whole inquisition thing, like asking a thousand questions, especially if
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the questions that you ask can be found online, if
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those answers can be found online. Now, Barb, I imagine
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the reason your boss is saying you need to ask
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more questions is potentially because you're not closing a high
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enough rate or something like that, or the supervisor of
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yours is telling you that because they're listening or watching
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your sales calls and you're not digging deep enough with
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the customer. So I ask questions. If I need to
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ask questions, I don't ask questions, Barb, just to get
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the conversation going. And when I do ask questions, I
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try to make them super relevant to that moment in time.
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Some of the questions that I love to ask. When
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you granted me this meeting, I'm sure it wasn't out
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of pure curiosity. I'm sure you've had some specific questions
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or problems that you'd like to pose to me. So
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let's start there. How can I be of the most
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help to you today? Right? And that's a great conversation starter,
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and it will really identify the things that they're trying
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to try to ask. So, Barb, I would ask my supervisor.
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I would say, hey, why do you want me to
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ask this many questions? That I would say, what questions
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might you suggest that I ask? Review the questions that
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you do ask, and make sure that the best they
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are the best questions out there. So, Barbo, I really
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can't say always ask ten questions, always ask eight questions.
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It just really does depend upon the circumstance and the situation.
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All right, last section of the show, one of my
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favorites also is called brain works, and here comes your
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brain work tip of the week. How many breaks do
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you take a day? I mean, is it a lot?
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Maybe it is a lot. If you work remote, maybe
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you need to get back to work. But if you're
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like me, once these lights come on, once I sit
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in front of the keyboard, once the email starts flowing,
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I don't get up enough. I don't take enough breaks,
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and actually was causing me physical harm. I was having
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to go to the chiropractor more frequently. My hips were
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locking up, kind of all kinds of problems. Now you've
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heard me talk about the Pomadoro technique before. That's where
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you work on a task for twenty five minutes and
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then you take a five minute break. You come off
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of task. If you follow that, you know that philosophy good.
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I do it all the time. One of the things
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you need to remember to do is get up, Like,
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don't just come off of task. Come off of task
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and get up, go do something. So one of the
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things is kind of kind of sound a little crazy,
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but a couple times of day I cleared a space
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here in my studio in front of my desk where
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I can actually lay on the floor and stretch out.
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I can stretch my back I can stretch my neck,
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I can lay and cross my legs and stretch my hips.
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I physically get up and block out time for an
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afternoon break where I go and take a walk. I've
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actually altered my schedule coming up here in the next
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few weeks because of travel. I've altered my schedule to
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make sure that I'm walking more than in the airport,
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and I'm looking at my steps and things like that.
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But friends, when you don't take breaks, you do cause
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your self physical harm. Your brain heats up, it doesn't
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have a chance to cool down. Now, I'm not a psychologist,
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I'm not a psychiatrist, and I'm not a neuroscientist or
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a neurosurgeon or anything like that. I'm just telling you
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my observation, my observation of the clients that I work
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with and myself. Those that schedule breaks and actually come
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off task and actually take breaks, those are the people
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that are still vibrant in the afternoon. Those that are
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just like literally just powering through and never taking a
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break by two or three o'clock in the afternoon, they
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are exhausted and are kind of worthless later on in
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the day. So, of course sleep matters. What you eat matters,
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Getting to the gym and working out, are taking a
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walk matter, all of those things, Meditating matters, All of
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those things matter. But from a brain perspective, I would
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just ask you this, do you understand what burnout really is?
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Burnout is a psychological phenomenon, if you will, not a
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fat phenomenon, but a psychological situation, if you will, where
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your brain gets so hot and so overwhelmed that it
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just says, Hey, Ryan, you're not gonna shut yourself down,
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So now I'm gonna shut you down. And that's when
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those breaks occur. You can prevent them big time, dramatically.
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If you've got a problem that you need to talk
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to a doctor about, make sure you do that. But
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I'm just telling you right now, one of the secrets
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really is taking a lot more breaks. Now. What's interesting,
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kind of funny about this is I used to work
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in an office where one of my good friends was
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a smoker, and so he would take a lot of
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breaks and he would say, Hey, Ryan, you want to
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come with me? Oh no, no, no, I'm good. I'm good.
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I'm good. I realized in the afternoons he was a
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lot happier. Maybe it's because he was smoking, I don't know,
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but in the afternoon he was a lot happier, and
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so I realized, you know, wanted me to do for
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a couple of weeks, I'm gonna take breaks and just
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visit with him, And so I did. I took breaks,
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I visited with him, and you know, obviously the smoke
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is blown that way or whatever, and I found myself
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being better off in the afternoon because I was giving
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my brain a little bit of a break. So, if
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you're like a clinical psychologist, I'm just a sales guy.
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A guy if you're a clinical psychologist or a neuroscientist
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or whatever, but give us some comments down below. I'm
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pretty sure that I'm pretty accurate that you do need
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to give your brain a break, because if you don't,
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your brain will give you the break that needs to
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be successful. Friends. You know, sales really isn't that complicated,
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but it is pretty tough these days. I've never been
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in an environment, well, I guess I've been in a few,
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you know, when it comes to like COVID and the
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Great Resignation and things like that. I've never sold in
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a time where I've had so much extra work I'm
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doing to sell these customers. So if you're feeling that way,
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you are not alone. Stay trained up out their friends.
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That's vividly important. And never forget if sales was easy,
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everybody be doing it and they're not. You're not crazy, friends,
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This is a great career. It'll feed your family for
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a lifetime. Hey, I'm out on the road a lot.
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Love to come to your sales meeting, your national sales meeting,
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and yet your team all pumped up. My coaching schedule
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is pretty full, but I got plenty of time to
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get out on the road and get to your sales meetings.
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I've got four of them coming up, and I'm super
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stoked to pump up your teams and really get you
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set on records for success here this fall. All right,
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God bless you get out there and sell something, make
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its all proud. We'll see you on the next episode,
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and be sure to go back and watch the one
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about what's not asking what's your budget? Why that's such
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a crazy question? Back up one video. You'll see that
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one as well. All right, take care of friends, and
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we'll see you next week.