In this YouTube Q&A, sales trainer Ryan Dohrn answers a listener’s request for a detailed follow‑up plan. He outlines his “Rule of 3s” framework: use three‑word subject lines, three‑sentence emails, and present three pricing options. He follows a cadence of every three business days (e.g., Monday outreach, Thursday follow‑up) to stay on a prospect’s radar without being annoying. Dohrn stresses sending fresh emails with new subject lines rather than replying in a thread, keeping messages ultra‑short and value‑focused (e.g., “How can I help?” or “Any more questions?”). He advises giving prospects permission to say no, which reduces ghosting. The video also includes a brief plug for his contact email and a call‑to‑action for team motivation requests.
Questions this video answers
Dohrn follows his Rule of 3s: three‑word subject lines, three‑sentence emails, three pricing options, and a cadence of every three business days. He starts with a phone call and email on day 1, then follows up on day 4 (Thursday) with a fresh email that doesn’t restate the original reason but asks “How can I help?” or “Any more questions?”. He repeats this pattern over several weeks, always using new subject lines and keeping messages short.
Chapters
What's going on, friends and fans? Ryan Dohrn here answering your listener questions sent in to ryan@ryandohrn.com. I love to get your questions. By the way, if we don't feature your questions on the podcast or here on the YouTube channel, or you don't get an email back from me, that means we did not receive your question. So send it again. Make sure you're sending it to ryan@ryandohrn.com. Subscribe to the channel and like everything and comment down below. Okay. All right, here we go. Alright, next listener question comes in from Robbie in Atlanta. Hey Robbie from Atlanta. Does everybody know I'm from Augusta, Georgia area? So we're real close, Robbie. Alright, question from Robbie: What does your follow-up plan look like? And if you could, please be very, very specific. How many days are you following up? What are you saying in these emails? Are you using the phone? Appreciate you, Ryan. Every help, any help is appreciated. Robbie. So Robbie, my follow-up plan follows that principle rules of 3 That I preach all the time. So I do 3 words on my subject line, 3 sentences in an email. I always do 3 pricing options, as we've mentioned in other videos. And then I also follow up every 3 business days. So let me be really clear on that. If I'm prospecting somebody on Monday, I'm gonna do phone call, email, wait 3 business days. So Monday, I'm not gonna follow up on Tuesday or Wednesday. My next follow-up is gonna be Thursday. So the reason I follow up on a pattern of 3 business days is because you're doing a pattern of 3 on 5, which means that 5 days of the business week. So you're not gonna come back to that person on the same day for about 5 different weeks. And more than likely, you're gonna need 5 different outreaches over the course of 5 different weeks, every 3 business days. The other thing is I just try to make it really simple, you know, as well. Everything follows the rule of 3s in nature, so why wouldn't it apply to sales? All right, so in specific of the follow-up, this is so different than everybody else, so I hope you really will appreciate this, Robbie. I don't mention what I'm following up about. I know down below in the comments people are gonna beat me up about that. You know, it's okay. Grant Cardone said it best, you're nobody unless you have at least 10 haters and been sued a couple times, right? So mad shout out to Grant because that makes— always makes me laugh when I think about that. He said that in one of his shows. When you think about it, friends, it's so important for us to recognize that what we say in our follow-ups doesn't have to be about what we're following up about. People know why you're emailing them. People know why you're calling them. So why not bring some value to every interaction? So instead of saying, checking in— I don't know why I'm doing air quotes— but checking in on you, I'll say, how can I help? I won't even mention why I'm following up. The subject line might be next steps together. The body of the email might be, hi Bonnie, hi Bob, hi Julie, whatever it is, you know, how can I be of help to you? What's a good next step? Together. I don't have to say about that proposal, following up about that plan. I don't have to mention that. How can I be of help? What's good next steps together? Do you need anything else from me? That's a really common follow-up that I use, Robby, and everybody, is I'll write an email that just says, you know, how can I help? What else can I give you? Subject line might be any more questions? Body of the email could be, hey, you know, what are you— in terms of questions, do you have any for me? Is there anything I can get to you or give to you to help me Help you with your decision. Now one of the things, Robby, I do in prospecting, and everybody, in prospecting and in follow-up is I always start a fresh email. Now I know people disagree with me, that's okay. Go to their channel if you like that information. What I wanna do is make sure that every subject line is different, every email is different, but I keep the emails super short. Friends, I'm just trying to get back on their radar or stay on their radar, be in front of them. They know why I'm following up. Now we're gonna talk in one of our next questions about people getting ghosted during the follow-up process, so I'll save that for another video. But in case you don't get there, one of the secrets in not getting ghosted is giving permission for people to say no if that's their answer. Now again, before you get down below and start burning up the comments on me, recognize that I always want to get a yes. But if you've been in sales as long as me, sometimes just give me a no. I mean, if it's a no, just give it to me. I can handle it, you know, if that's what the answer is. So sometimes my follow-up will be update question mark will be the subject line, and the body of the email is just any updates appreciated. It's keeping it simple. It's following up every 3 business days just to be persistent enough to keep their attention, but not so persistent that you're annoying out there. So Robbie up in Atlanta and everybody out there, I hope that is helpful to you. Just remember, following up every 3 business days, fresh subject lines, fresh emails, and really don't have to mention why you're following up. 'Cause they know why it is that you're following up. You're good in sales. Never forget, friends, if sales was easy, everybody'd be doing it, and they're not. We're not crazy. I used to say that a lot. We're crazy. We're not crazy. This is a great career. It'll feed your family for a lifetime. Keep those questions coming. ryan@ryandohrn.com. If you need me to come and motivate your team, reach out to me. I'm happy to help. We'll see you next week.
