Ryan Dohrn recommends prospecting at 11:15 am and 4:15 pm when decision-makers are at their desks. Use voicemails to reference a prior email rather than ask for a callback, and keep emails to three-word subject lines and three-sentence bodies. Mention the prospect's website, current initiative, or a competitor to show you've done your homework.
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Ryan recommends prospecting at 11:15 am and 4:15 pm because most people are at their desks before lunch or before heading home. He suggests using phone calls, leaving voicemails that reference a prior email rather than asking for a callback, being hyper‑specific about the prospect’s website or competitor, and following the Rule of 3 (three‑word subject line, three‑sentence email).
Chapters
Hey friends, Ryan Dohrn, your sales and marketing coach, here answering your listener questions. Today's question comes from Tiger, uh, from Las Vegas. I like that name, Tiger. Tiger from Las Vegas. Uh, Ryan, curious what the best times of day to prospect are and what you're doing to make your prospecting a lot more efficient. So Tiger, good question. My 2 favorite times of day to prospect are 11:15 and 4:15. I've talked about it quite a bit. And the reason I like 11:15 and 4:15, most people don't book meetings before lunch. So I like 11:15 because I catch them at their desk. 4:15, I like 4:15 because most people don't book meetings before going home. So at 11:15 and 4:15, most people, not everybody, are at their desk either getting ready for lunch or getting ready to go home. So I have a good opportunity there to connect with them. Now, I'm a big phone guy. I pick up the phone a lot. And Tiger from Vegas, you should pick up the phone too. If I do get a voicemail, what I'm doing is I'm not asking them to call me back because they're not going to call me back. So I use that voicemail to remind them of an email that I sent. I use the voicemail to drive a response. So that's one of my pieces of prospecting. The other is when I prospect, I'm very specific. So I'm going to say, hey Tiger, I saw on your website you're doing this. I've got an idea to help you with that. Or I might throw in a competitor. I might say, hey Tiger, love to chat with you about such and such. We're working with your competitor Bob Jones. He's really loving what we're doing. I think we can help both you guys. Things along those lines. I try to get really specific. And then like I've talked about before, that rule of 3 when I'm prospecting. So 3 words in the subject line, 3 sentences max, uh, in my email. So prospecting, Tiger, and everybody out there, a super important part of your everyday sales plan. 11:15, 4:15, keep it specific, keep it short, and follow the rule of 3 and 3. Good question, Tiger. All right, friends, keep your questions coming. Ryan@ryandohrn.com. And if I can be of help to you or your team, Check it out. Check me out online, ryandohrn.com. And the last name is D-O-H-R-N. All right, friends, we'll see you next time.
