In this solo video, sales and marketing coach Ryan Dohrn argues that building repeatable processes for every sales‑related task is the key to “retraining” the brain for consistent success. He walks through concrete examples of his own processes: using Loom to record a personalized welcome video for each new lead, automatically enrolling leads in a CRM drip‑email sequence, leveraging video and audio in virtually all outbound communications, researching prospects’ online presence to craft highly relevant outreach, and insisting on professional, quiet meeting environments (typically via Zoom) to convey value. Dohrn admits he isn’t naturally process‑oriented, but stresses that disciplined processes dramatically improve outcomes. He closes with a call to action to visit his website, subscribe, and reach out for coaching, emphasizing that sales is hard work that rewards those who systematize their efforts.
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What's going on, friends and fans? Ryan Dohrn here, your friendly neighborhood sales and marketing coach. Hope you're having a great week out there in sales and marketing land. All right, this week we're going to be talking about creating a process for everything that you do. And I know that that sounds pretty basic, but do you actually have a process for everything that's important in your sales and marketing life? And the answer for the most part is sort of. There's a lot of 50% processes out there. Creating a process for everything that you do trains your brain to understand that it doesn't have to recreate the wheel every time a particular task or duty pops up on your calendar. Let me just give you a brief example. Sales leads. So when a sales lead comes into me, I have a process. So the first thing that I do is I use the tool Loom. It's a Chrome extension, L-O-O-M, Loom. And I record a little welcome video for the lead that has been brought into me. So let's just say that the lead's name was Julie. I record a little Loom video just like I'm recording this video here. Hey Julie, my name is Ryan Dorn. It's so great to meet you. I'm going to be the person that's going to be here to help you. I wanted you to be able to put a face with the name, et cetera, et cetera. So as a part of my process, the first thing I do is record a video for them because I know a lot of people don't read, but they'll watch videos. Okay. The second thing is from my CRM, they are automatically, as I add them into the CRM, they're automatically gonna be given a drip campaign of emails. So they're gonna get an email on day 1, day 5, day 15, day 20, day 30, etc. And I've got that set up inside of my CRM. So I have a form on the website that promises them pricing. They submit the form, it's run through my CRM, it's gonna automatically start a drip campaign to them. Now if they respond to me, I'm gonna go stop that campaign. But recognize, friends, that's a part of my process. Now, another part of my process is I use videos for everything you're watching. A lot of you are watching a video or listening to the podcast. I use video and audio for almost everything that I do because 90-some percent of people are visual learners. So I use video when I reply to emails a lot of times. I use video as I'm trying to promote and market. I mean, I use a video as a part of almost everything that I do. It's another part of my process. Another process that I'd love to share with you is my prospecting process. I'm all about relevance. So before I prospect somebody, I go to their website, I go to their Facebook page, and I like to mention something that they're doing. If you want to sell to me and get further faster, what you need to do is be mentioning things that are relevant. I don't like generic salespeople. Most people don't like generic anything. They want you to prove to them that you're relevant. They want you to prove to them that you're not AI. They want you to prove to them that you're a human, and that's a part of the total process. Another process is I don't host meetings in places that are noisy. As part of my sales process, when someone wants to host a meeting, I make sure I do it on my platform. I use Zoom typically. I want to make sure I'm in a quiet place. I want to make sure that I can have my good microphone with me and things like that. It's a part of my professional process because I feel like if somebody's going to be paying me big money for something, I should treat it like a big-time sales call. That's why when someone wants me to spend $10,000 on software and they're hosting a sales call with me from a coffee shop where 9,000 people are talking and clanking and they're like, can you hear me? Can you hear me now? And you've got craziness going on in the background. It's bothersome to me because I feel like it's pretty unprofessional. You should have figured it out. Am I important enough to you to set time aside to find a quiet place? Now, Of course, there's always circumstances where you're at an event or you're out of town or something like that. But for the most part, that's a part of my process. Now, the way that my DNA is designed, I'm not a process person. I'm just not. I don't like processes. I'm kind of, woo, let's have a good time kind of person. But I recognize when I've got great processes in place, guess what, friends? I almost always have more success in the sales business. Love to train your tail sales teams. Love to coach you up on things like that. Reach out to me over at RyanDorn.com and never forget, friends. If ad sales was easy, if sales was easy, if marketing was easy, if leadership was easy, everybody be doing it and they're not. Friends, this is a great career. It's going to feed your family for a lifetime, but get your processes in order. If there's something I can do for you, get you pumped up, speak to your team, reach out to me over at RyanDorn.com and don't forget whether you're watching this or listening, be sure to subscribe down below. Leave us some comments and let us know what. you're thinking out there. All right, friends, get out there and make us all proud. We'll see you next week.
