In this concise sales coaching monologue, Ryan Dohrn emphasizes the heightened importance of customer retention amid shifting buyer behavior. He challenges service providers and advertisers to develop concrete retention plans that outline daily, weekly, monthly, and yearly actions to keep clients for a lifetime. Dohrn explains a psychological shift from the traditional Fear of Missing Out (FOMO) to a newer Fear of Not Obeying (FONO), where prospects worry about deviating from industry trends that appear to be cutting marketing and services. He advises salespeople to counter this fear by empathizing, reassuring, and demonstrating the value of continued partnership. Dohrn also urges businesses to create strategic forecasts for the next weeks, months, and years, reinforcing the need for proactive planning. The video concludes with a call to visit ryandohrn.com for further resources.
Chapters
Hey friends, Ryan Dohrn here, your sales coach. And now more than ever before, it's time to retain customers. Retain, retain, retain, retain. What is your client retention plan? What, what is your advertiser retention plan? What is your service— if you're a service provider, what is your service provider retention plan? What are the 3 or 4 things that you're gonna do daily, weekly, monthly, yearly to retain customers for a lifetime? Now more than ever before, people are looking to change their buying habits. They're looking to make changes because they feel like if they don't make changes, they're doing something wrong. People have moved from FOMO to FONO. FOMO, we could sell to them because of the fear of missing out. FOMO. Now they've moved to FONO. F-O-N-O. Fear of not obeying. Meaning they think everybody's making changes, everybody's cutting marketing, everything's cut, everybody's cutting service providers. Friends, that's the fear of not obeying. What you need to do to comfort them is share with them, hey, whoa, whoa, not everybody's making changes. Let's talk through this. What are the implications of making changes? So I say to people all the time, so what is your strategic plan to be in business 3 weeks from now, 3 months from now, 3 years from now? What is your strategic plan to be in business 1 day from now, 1 week from now, 1 month from now, 1 year from now? Friends, that FOMO fear is real. People feel like they have to do something. They have to cancel something. Otherwise, they're not running a good business. It's our jobs as salespeople to empathize, to comfort, to make them feel like they're making some really good decisions by continuing to do business with us. I'm Ryan Dohrn, your sales coach. You can find out more, read the blog, etc., over at ryandohrn.com. My last name is D-O-H-R-N. Don't forget that H in there. ryandohrn.com. Stay healthy out there, friends, and be well.
