In this Q&A video, Ryan Dohrn responds to a listener, Bob from Michigan, who asks why Ryan advises against the common sales practice of simply "checking in" with prospects. Ryan explains that generic check‑ins add little value and are overused by salespeople, making them ineffective for standing out. He argues that every sales interaction—voicemails, emails, proposals—must deliver tangible value to the prospect. To differentiate, he suggests using personalized video messages (via Vidyard or Loom), sharing relevant industry trend reports, or otherwise providing helpful content. Ryan encourages sales reps to be better than generic check‑ins, to stay on prospects’ radars through value‑added outreach, and reinforces a long‑term, family‑supporting sales mindset, reminding listeners that sales is challenging but rewarding.
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Hey friends and fans, Ryan Dohrn here answering your listener questions sent in to ryan@ryandohrn.com. Next question comes from Bob in Michigan. Bob in Michigan said, Ryan, in a previous video you mentioned stop checking in with people. I feel this is one of my best strategies. Why do you disagree? So Bob from Michigan, I've got family up in Michigan. Hey, Michigan people, Michigan Dohrns. I don't disagree per se. I just think you can be better than that. Now, Bob, you and I don't know each other, but I know you can be better than just quote unquote checking in with people. What I said in the previous video was that you need to provide value in every interaction. Just like these videos. If I don't give you value, Bob, you're not gonna watch them, right? So every interaction, whether it's a voicemail, whether it's an email, whether it's a proposal, everything needs to contain value. And checking in with somebody, there's no value to that other than you're showing, okay, I'm checking in with you. Here's the other thing, Bob. Everybody checks in. That's what salespeople do. Everyone's like, I'm checking in with you. I'm checking in with you. Checking in with you. So you want to sound different, you want to be better, you want to be different, you want to be unique, and you want to provide value. So it's a lot of times following up with people is more than anything staying on their radar. Could you send them a video that would be helpful? Could you send them a video you record on Vidyard or Loom to be helpful? Could you send them an industry trend report? There's all kinds of different ways to engage with people beyond just checking in. I just feel like, Bob, you're better than that, and that's what every other sales rep does. So Bob from Michigan. Get out there and be the best that you can be. Keep your questions coming to ryan@ryandohrn.com. Love to answer those questions on the podcast or here on the video tips as well. Never forget, friends, if sales was easy, everybody would be doing it. Okay? They're not. We're not crazy. This is a great career that'll feed your family for a lifetime. All right. See you next week.
