Ryan Shank's startup is at $3,922 MRR in Techstars NYC. The team made 250 cold calls this week, landed seven small sales, and John closed a deal on the first call. Ryan describes hand-delivering a custom one-pager via FedEx and Postmates as a sales trick that works.
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What is your current MRR? $3,922. We're almost at $4K. Good morning guys, welcome to the vlog. It is July 27th. Welcome Wagoners. Today is gonna be an amazing day. We have like 8 demos on the calendar. We got Nick already making cold calls. It's only 8 AM too, it's super, super early. I'm about to do a demo with this massive customer who's paying $3,000 a month with their current provider. It's gonna be awesome. If you guys are new here, my name is Ryan Shank. We're building this company from the ground up, no outside funding. We're going through Techstars in New York City. Hope you guys are out there working hard, being pioneers, being Wagoneers. Welcome to the vlog. What it up? Wait, you don't watch the vlog? Every single episode? Are you subscribed? Someone just said they could like the vlog more. I don't understand. I don't understand how. Yo! How are you?
Let me lock in that trade right now and get back to you with my secretary with an exact confirmation.
Sound good, John? That's awesome. How'd you fucking do that? Internet. This is what we're doing. I just did a demo with this girl. She's currently paying $3,000 a month for her current call tracking solution. She's looking to leave them because they're too expensive and difficult to use. I quoted her $1,000 a month and she said we're like gonna— she's gonna make a decision by next Tuesday. So what we're doing right now is I told her I'd send her a one-pager, but like everyone just emails it, so I'm having it hand-delivered to her office and we're creating a custom front page that says her logo plus our logo equals heart emojis. We're gonna put it up here. We're gonna put it up here. We're gonna pop it up here. So that's what we're sending to her right now. We're gonna have it hand-delivered there in less than 2 hours. We're getting it printed in a FedEx local print store in Calabasas, California, and then we're gonna get a Postmates to pick it up and hand-deliver it into her office. It's 4:07 Eastern time. It'll be there by 3 PM Pacific time. So basically, we want to pick up this bag. What's the in-store price? Get a, then we have something being printed out at FedEx, and then we want that all to then get delivered to this other place. So I'll change the destination on Uber. So what I was thinking Is that Euroguy? $54 to buy in the store. Oh, it's a small wagon. It's like a— it's a small wagon. One of his little toy red wagon is $68.
Like a tented thing.
I just need a doll red wagon. So this is what happens when you're at work. Unbelievable.
Unbelievable.
Yeah, wait, you should have just had me do it, man. It's not even framed right. Here, hold up, let me make this a whole segment. Don't think I won't. He doesn't even know how to— Ryan, this is my job. Stop, stop doing— There's a pyramid on slide communication. You start with the answer person all the time. When you're communicating with folks and you don't start with the main point or the answer, you start rambling, you don't seem as persuasive, right? So people will be like, why are they telling me all this garbage? I just want to know. What do you want me to do? Our big rock was $600 in MRR, monthly recurring revenue. Got it. Came in at $300 in monthly recurring revenue. However, we had the most number of sales sales ever this week. We had 7 sales, they were all just tiny ass sales. Big rock for next week is $1,000 in MRR. What is your current MRR? $3,922, we're almost at $4K. John, AE, had his first sale today, one call close on a demo, which was awesome. Oh, and then she even happy almost Friday'd me. Yo, if this closes, this could be— this is gonna be our biggest sale. It's gonna put us over $5K in MRR. It's gonna start next week real hot. So, how was the day?
It was good. Really pounded the phones. Just kind of leaving general, vague sort of voicemails to say I want to partner. I don't know, people think it could be anything, so people tend to call back. So, made about 100 calls today. 126. Yeah, a little bit more. And got, I just counted, I think it was like about 11 calls back.
Damn, Nick. So 110, 136, so we hit like 250 calls today. That's awesome. So the dude that you, the demo dude. Oh wait, wait, wait, by the way, how were the leads? So we uploaded new leads.
Yeah, I don't know, it was tough getting to like real people today. I don't know why.
All right, so.
I think Nick sort of was feeling the same thing.
Like what percentage of dials to like, ultimately decision-making, but dials to like person to person, to decision maker, it was probably like 10%.
And I don't know if it's because it's the end of the month.
So like 10 to 12 decision makers?
Yeah, maybe.
Let's call it 10.
And of the decision makers who picked up, it was like, yeah, kind of like that, shoot me over information, I'm not gonna—
Did you set— how many did you set today?
Uh, none. Yeah, um, I was like not as aggressive in setting demos just because of our no-show rate, so kind of trying a different approach than just sending them emails.
I mean, that's interesting. Seems like a lot of tiles for no sets. But alright, so the demo though, so that guy got it though?
Well, I asked him in the beginning like, what are you looking to get out of this meeting? And what he answered was exactly what we offer. He was like, well, you know, I just want to see the full picture. I want to see the calls I'm getting, where they're coming from, and I want to be able to show that to my clients.
That's awesome.
It's like perfect.
You know, that's a perfect way. I actually know this kid who's really good at sales. He would like hit you up and then you would like agree to meet with him. He was like, so how can I help you? Like, motherfucker, you hit me up. Mia, but I think that's actually a good way to phrase this. John got his first sale, so we're all super pumped about that. A lot of dials. We're like all just saying laser, laser focused right now. They actually just said it in the Techstars meeting, like Techstars is only 60, like 3, 62, 63 more days. So we're all going like heads down. We're gonna hire SDRs. I've been saying that forever, but it's hard to get good SDRs in here. I'm being kind of picky, valuing quality over quantity right now. I want to make sure that the person is like the right person to come in. Thank you guys for joining the journey. We're doing this 7 days a week. Thanks for following us around, following along. Hopefully you guys can learn something. We do this every single day. We're out here building the company from the ground up. Hope you guys are out there working hard, being pioneers, being wagoners. Peace! Plot twist, Ryan, I'm ending the video.
