Ryan Dohrn explains how to book more meetings: contact each prospect every three business days over 30 days using phone, voicemail, email, LinkedIn, and text. Make yourself "undeletable" by staying relevant and problem-focused, not generic. Consistency and variation in timing are what separate top performers.
Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions sent in to ryan@ryandohrn.com. All right, first question comes from Brenda in Lancaster, PA. Hey Brenda. Hey Ryan, trying to get more meetings and just plain struggling. What can I do? So Brenda, there is a multitude of things that you can do. To get more meetings. But one of the things that I think is very important is to have predictable patterns of sales prospecting. So predictable prospecting patterns, 3 Ps, predictable prospecting patterns. When I'm reaching out to folks, phone calls, emails, LinkedIn, text messages, I'm doing it every 3 business days, and I'm doing that over a period of a 30-day period of time. What I'm trying to do is I'm trying to be undeletable. I'm trying to be memorable. See, when you reach out to somebody, say, once a week or once a month or something like that, that's not really a predictable pattern of prospecting success. Every 3 business days, because it's the number 3, because there's 7 days in a week, it's going to allow you to kind of fall on a different day when I'm reaching out. So I try phone call first, then I'm going to leave a voicemail. That voicemail is going to reference the email that I sent And again, I don't ask people to call me back, but we'll talk about that in another tip coming up here in a couple. So for me, it's more about a predictable pattern. Now the other piece of that is be highly relevant. Don't be generic. In everything that you do, you want to try to solve people's problems, offer a lot of help. But predictable patterns of prospecting I find to be one of my biggest secrets in the sales business. Don't be random in how you prospect. Be a lot more predictable. Make sure you have a pattern. And I like every 3 business days just because of the way the math works out. And I'm typically going to be calling them on a different day every other week. And I think that's an important piece of the puzzle as well. All right, Brenda, don't forget, if ad sales was easy, if sales was easy, everybody'd be doing it. If software sales was easy, everybody'd be doing it. And they're not. I mean, we are the chosen few and we found careers, friends, that'll feed our families for a lifetime. For more about what I can do to help you and your company, Check out ryandohrn.com, D-O-H-R-N, ryan@ryandohrn.com. All right, friends, we'll see you next week.
