Ryan Dohrn explains brain loops, the cognitive pull to complete unfinished thoughts. Subject lines like "Would you consider this?" leave loops open, forcing recipients to open the email to resolve them. He uses about 50 loop phrases to boost reply rates.
Hey friends and fans, Billion Dollar Sales Coach Ryan Dohrn here. And today we're talking about brain loops. And what does that actually mean? You hear me talk about it on the podcast and on my YouTube channel and things like that. So brain loops are actually pretty easy to explain. A brain loop is when you hear something and then your brain wants you to find a natural conclusion to what you just heard. So if someone was to say two and two is, then your brain naturally goes dee dee dee dee dee four. If someone was to send you a subject line and said, "Would you consider this?" Your brain goes dee dee dee dee dee. Would I consider what? And it forces you then to go into that email and look at that email. You ever been with a friend or your partner or whatever, your brother sister, and they're like, "You know what? I need to tell you something." And then they're like, okay, what is it? Nah, you know, never mind. Well, your brain is going tick, tick, tick, tick, tick. Wait a minute, you just said you need to tell me something. Now you don't want to tell me that. Your brain naturally needs to close that loop. If you think about it, it happens all of the time in our sales life, in our business life, in our personal life. And a lot of the problems we encounter is because we either don't close the loop or we don't utilize the loop to our advantage. I mentioned subject lines. The reason that I don't explain everything in detail in the subject line is because I know then somebody doesn't have to complete the loop. So my subject lines like, were you aware of this? Would you consider this? Your advice on this? Whatever the circumstances. I've got about 50 that I use regularly. We'll give you some more of those in a tip. They're all designed though to create the beginning of a brain loop, forces someone to read the email to complete that that loop. You think about your sales life, there's a lot of loops that are in play. What are you going to do to create and complete the loop, or at least put a teaser out there that'll force your customer to have to create the loop? And when they complete that loop— not create it— when they complete that loop, that's when they feel fulfilled. And you can use that to your advantage in the sales business. All right, get out there and sell something and make us all proud. All right, we'll see you on the next tip.
