Ryan Dohrn says contact prospects every three business days: voicemail and email on day one, then wait until day three to repeat. He applies the "group of three" across sales communication—three-word subject lines, three-sentence emails, three-minute videos—a rhythm he's refined over 30 years that increases touches without annoying people.
Hey friends, Ryan Dohrn here, your global sales and marketing coach, and here comes your sales tip of the week. You ready for it? Polite persistence produces positive profit. You want to jot that down? Polite persistence produces positive profit. Here's what I found. Calling somebody back every day, especially prospecting, boy, that's annoying. Every other day is just still too pretty, pretty darn aggressive. And I'm not suggesting that you shouldn't be aggressive in your sales approach, but here's what I found. Every 3 business days is pretty much perfect. Now I'm going to be politely persistent to produce positive profit, but I want to be just annoying enough to get a response, but not so annoying that it makes people cranky. That's why I believe every 3 business days works out. Now let me be clear, if I reach out to somebody on Monday with a voicemail and an email, I'm not going to call them Tuesday, Wednesday. My next outreach is going to be Thursday— voicemail, email. Nothing on Friday. Or Monday, the next outreach is going to be on Tuesday. See, a lot of times in sales, it's just increasing total touches, but I believe anything in life worth doing happens in groupings of 3. That's why there's 3 words in the subject line, 3 sentences max, videos should never be more than 3 minutes long, and you should reach out to people every 3 business days. I know, friends, it's a little bit of a fine line to figure out exactly what works for your industry or your business, but I've been doing this 30 years. And trust me that every three business days increasing those total touches really works. All right, if you're watching on YouTube, click below and subscribe or get over to YouTube and subscribe to our YouTube channel. Check me out on Facebook, Ryan Dorn Live. And if I can help you or your company with sales meetings, virtual training, live training, reach out to me, RyanDorn.com. Don't forget friends, if sales was easy, everybody be doing it and they're not. So we're either crazy. Or we found a career that'll feed our families for a lifetime. All right, friends, we'll see you next week. Okay.
