Ryan Dohrn argues that brevity wins in sales. His email formula: three-word subject line, three-sentence body with social proof, value proposition, and ask. Keep meetings and voicemails short too, and use Calendly so prospects self-schedule.
Hey friends, Ryan Dohrn here, your friendly neighborhood sales coach. How you doing this week? Doing okay out there in sales land? Hey, I recognize that we're dealing with a lot of economic uncertainty, and one of the things that I like to really do is fine-tune my sales process. I mean, step up my activity, but fine-tune my sales process. And one of the most important pieces of your sales process is emails. Here's the thing that I noticed though, most salespeople that email me, your emails are way too dang long. I mean, what are you doing out there? Are you trying to fire hose me? I don't even want to be spritzed, much less be fire hosed. But here's the reason why. The reason people send such long emails. Your grandmother, your aunt, your mom, somebody taught you you only have one chance to make a first impression. So make it really, really good. I would actually say that advice does not apply to sales. My Uncle Ryan's advice to all of you would be, if you could do one thing in sales, be brief. Your meetings should be shorter. Your emails should be a lot more brief. They should be shorter. Your voicemails should be a lot more brief. Brevity helps people win out there in sales land. Now, you know me, I like to use the format of writing emails: 3 words in the subject line, 3 sentences max in that email. First sentence is social proof. Second sentence is my value proposition. Make it short. Third is whatever my ask is. Make it brief and make it easy on people. So for example, one of the things I do to make it easy when I'm prospecting for clients to book time with me is I use a Calendly link. Now you might have HubSpot links or Outlook links. I use a system called Calendly. It saves me so much time. It allows my clients to come, or prospects, to look at my calendar and find a time that works for them. Anything I can do to make it easy for them to connect with me. And when you establish credibility by being brief, friends, you will be a winner out there in sales land. Brevity, the spice of life out there in the sales business. All right, friends, get out there if you would. Help me with my charitable, charitable cause for the Golden Harvest Food Bank. Get the book Selling Forward over on amazon.com. And if I can be of help to you, reach out to me over at ryandohrn.com, D-O-H-R-N. Friends, never forget, if sales was easy, everybody'd be doing it, and they're not. We're the crazy ones out there. We're the chosen few. This is a career, friends, that'll feed your family for a lifetime. All right, we'll see you next week. Get out there and sell something, would you?
