Ryan Dohrn argues salespeople should push harder when competitors go quiet around holidays. Send emails at 11:30 am in the prospect's time zone, reach out the week of major holidays when owners are still working, and skip direct calls on the actual holiday.
Hey friends and fans, Ryan Dohrn here. And this week we are talking about getting loud when others go quiet. What do you mean by that, Ryan? I'm talking about getting loud when others go quiet, especially around the holidays and times of year when a lot of salespeople are like, you know what? Nobody's making decisions. I'm gonna go on vacation or I'm gonna go quiet. And it is a problem, friends. It happens all the time in the sales business. Okay, so think with me for a second. When are times of year That most salespeople tend to go quiet. Typically around holidays, typically towards the end of the year, and the end of the year is when we should be ramping up, right? But people tend to think, well, nobody's making decisions before Thanksgiving, nobody's making decisions around Christmas, nobody's making decisions around the 4th of July. And so salespeople at various times throughout the year, and every industry is different, they tend to go quiet. So what I do is I strategize around those dates, and I figured that I might as well get loud when others are quiet. And guess what? I'm closing more deals. I'm building relationships. I'm having great success. So think about it from a strategic perspective. Sales, really a lot of it is having some good charisma and some good chutzpah. I get that. But a lot of it is about being really strategic with what you do to be successful. I want you to consider being loud when others are quiet. Now, I'm not suggesting that you call people on New Year's Eve or Christmas Eve or Thanksgiving Day or something like that. Although they probably will pick their phone up wondering what's going on. But don't do that. It's not my philosophy. I'm not saying that. I'm suggesting to you though, you want to be strategic. Like for example, I know that most people don't book meetings at 11:30 because they don't want to interrupt their lunch. So from a strategic perspective, I reach out in my email at 11:30 in their time zone. What I've seen is I get a much better reply. Same thing that week of Christmas, week around Thanksgiving, the extended days around the 4th of July and things like that. Business owners are typically sitting at their computer and a lot of times that they're working. Now of course, there's always wrinkles in time with retail and if you're doing retail sales and local sales and things like that. But my encouragement to you is be more strategic in your thinking. Those salespeople that are highly strategic, those marketers that are highly strategic, typically those are the folks that are gonna get further faster. Love to answer your sales questions. Keep 'em coming in. Love to train your sales team. Friends, just never forget, if this job was easy, everybody'd be doing it, and they're not. So we're not the crazy ones. I used to say that. We're the chosen few. It's a great career, friends. It's gonna feed your family for a lifetime. Love to motivate your team. Love to speak at your national sales meeting. Reach out to me over at ryandohrn.com. And whether you're watching videos or listening to the podcast, be sure to subscribe down below so we can keep you updated whenever new information is put out. All right, friends, make us all proud. Get out there and sell something. We'll see you next week.
