Ryan Dohrn tells Dale from Galesburg, Illinois that proposal volume drops when meeting volume drops. Keep outreach emails brief to land meetings, bring proposals to every meeting, and use templates you can customize on the spot.
Questions this video answers
Increase meeting volume through effective prospecting—keep outreach emails short to secure meetings. Take a proposal to every meeting when possible, especially virtual ones, and prepare proposal templates in advance that can be quickly customized during the meeting.
Chapters
Hey friends, Ryan Dohrn here answering your questions. Drop them in my email if you want me to answer them for you, ryan@ryandohrn.com. Galesburg, Illinois. Dale, how's it going in Galesburg? My proposal volume is way down. My boss is not happy. Some thoughts on getting my proposal volume up. Dale, it's an interesting question, and I don't know all the intimate details of how your operation is set up, but proposal volume is directly indicative of meeting volume. So typically, if you prospect correctly, you've got the right meeting volume, you're going to get to the right proposal volume. So one of the things you might consider is during the prospecting phase, are you doing a great job of getting people to meetings? A lot of times people try to sell during the prospecting phase rather than just try to get a meeting with somebody. So remember, keep your emails really short to get a meeting with somebody. Then I would actually consider taking proposals to every meeting that you're having. So if it's possible, in some cases it's not, but if you're having a meeting on Zoom or video Like we're doing now, make sure that you've got a process in place so that when you say to someone, what's a good next step, a proposal is always a good natural step. Now what I do is I try to write some of those proposals in advance, have them really ready to go, and kind of tweak them on the fly. And that might be potentially of help to you as well. I mean, remember, friends, if sales was easy, everybody'd be doing it, and they're not. So we're either crazy, Or we found a career that will feed our families for a lifetime. Great question from Dale in Galesburg. Got a question you want to ask? Happy to answer it. Drop me an email, ryan@ryandohrn.com. You can find out more about me and what I do online over at ryandohrn.com. We'll see you next time.
