Ryan Dohrn explains why contacting prospects every three business days works better than random outreach. A client named Tom split his list by weekday so he'd never call the same person on the same day twice, avoiding the appearance of desperation. Polite persistence, not timidity, separates successful salespeople from the rest.
Let's say you reach out every 2 business days. Well, okay, that's showing a pattern of persistence, but I like to reach out every 3 business days, and there's really a secret behind it. Because we've got 5 business days in a week, we're reaching out every 3 business days. If you do that successfully over 3 or 4 weeks, business days, every 3 business days, you're not gonna end up on the same day because of the mathematics of 3, every 3 days on a 5-day work week. So it's gonna take you basically 4 to 5 weeks to end up back on the same day. I just was working with a great client. His name is Tom. He's awesome, newer to sales, doing a really great job. And what we did is we actually broke his prospects into several groups so we could really focus, like Monday Group A, Tuesday Group B, Wednesday Group C. Then when he gets on Thursday, he's gonna be re-reaching out to Group A. And then he's also got another group that afternoon. So being organized is never fun for folks, but just recognize, friends, that your patterns of polite persistence, they are what are going to separate you from everybody else out there in sales land that quite honestly is just being weak, just being shy, quite honestly just being a little chicken out there. Let's not be sales wimps out there. Let's not be brash, but let's be bold.
