This One Zoom Tip Can Change Every Sales Call

Hey friends, Ryan Dohrn here, Mr. Revenue, and welcome to the program this week. How you liking the new format? Be sure to go down in the comments and let me know. We're doing multiple topics fast and furious because that's what you said that you wanted. And so let's get into our quick sales tip of the week. Friends, one of the things that I very often see that goes wrong on sales calls, especially those that are held on Zoom or Teams, GoToMeeting, that kind of thing, is that once the sales call starts, the salesperson and the client are reduced to these 2 little boxes kind of in the corner at the top of the screen. And so what you want people to see is the presentation. Totally understand that, totally agree with that. But one of the best tips that I give my sellers is unshare often. When you're on Zoom or Teams or whatever, a video call, make sure you unshare often. So what I try to do is make sure that I unshare my screen at the end of every slide, or whenever the client and we're starting to engage in a conversation, unshare that screen. Now one of the things you're going to need to do— I'm kind of surprised at how many salespeople really don't intimately know how to work their sharing and the Zoom systems or Teams systems. Get good at it. There's really— I wouldn't say there's nothing worse, but it's kind of embarrassing when you're a salesperson, you're like, oh, where's that share button at? I can't get the sound to work. Hello, can you hear me over there? What's going on, friends? Get really good at your Zoom or your video technology and then unshare your screen often. Now, a lot of times sellers will only unshare their screen to say— unshare— all right, so do you have any questions? And then what is the customer going to say? I'm good, I'm good. And then you reshare your screen and off you go. Instead of saying any questions, unshare your screen And say things like, how am I doing? Am I explaining this well? You might say, well, how did I do? Can you see some value that might come from that? Or you could say, what value do you think might come if we partner on something like this? Asking those questions that aren't yes or no questions can also be really helpful. But I also want to find out— I want to ask, am I going too fast? Am I going too slow? If you're explaining digital marketing solutions or things that are technical, how am I doing on the technical front? Do I need to, you know, bring it down a little bit? Or maybe you're more advanced and I can talk higher level on these things as well. Seriously good sellers, friends, when they're doing video presentations, they know they need to unshare their screen often because that's the moment that your face is gonna come big, the presentation goes smaller. Just get really good at it, friends. And I think it'll take your sales game to the next level. Never forget, if sales was easy, like everybody'd be doing it, and they're not. We're not crazy, friends. This is a great career. Friends, it will feed your family for a lifetime. All right, moving on to your prospecting tip of the week. A lot of you know, and I talk about it on the show and in my blog and all those kinds of things, I'm a big fan of the power of 3. And the number 3 is a really strong power, or the most powerful number in the Chinese language. 三是最强的数字。 I try to prospect every 3 business days. I use 3 words in my subject lines, 3 sentences max. I'm the oldest of 3 kids. I mean, all kinds of different stuff— father, son, Holy Ghost, Goldilocks and the 3 Bears. So I try to make it simple for folks here in the sales business where we live. All right, so why do I prospect every 3 business days? Well, because there's 5 days in most business weeks A 3-on-5 pattern means that we're not going to send an email on the same day over the course of 2 weeks. So if you're doing what I do, and I typically have 6 prospecting templates— 3 divided by 2, right, or 3 times 2 rather— then I'm going to have 6 total templates. So that's almost 4 weeks of prospecting that I'm going to do on one individual client. So let's just say I start on a Monday. Voicemail, email, wait 3 business days. So I send it on Monday, nothing Tuesday, Wednesday, and then on Thursday I send a brand new email, brand new subject line, brand new point of relevance. Here's the thing about prospecting, friends. You need to prove to your prospect that you're not going to give up. You need to be highly relevant. We've talked about that in our outreaches, uh, in our past shows as well. Mass emailing folks typically doesn't work. You need personalized emails that are highly relevant. Now, if you're tasked obviously with prospecting, you know, 95 people a day, it's gonna be pretty tough to be personalized with every single email. So use your email templates, but recognize, friends, every 3 business days proves that you've got a pattern of polite persistence. And typically patterns of persistence produce profit. Say it with me, friends. Patterns of persistence produce profit. Pattern of persistence typically produces profit. And that's why you need to focus in and create patterns, friends, that typically will work and help you get further faster. All right, here comes your sales tech tip of the week. Friends, I am a huge fan of role-playing, but most of you don't like to role-play. So I came across a technology product that I absolutely love and highly endorse. It's called yoodli.ai. Y-O-O-D-L-I dot A-I. Look them up online. Here's what you can do. You can build business scenarios. You can practice your sales calls. You can practice objection handling. You can do it with a man with a British accent, a woman with a Southern accent, however it makes your role-playing practice seem so much better. Practice your sales calls, practice your prospecting calls, your outbound reach. Udemy.ai, friends, it will help you set up these personas and examples. I'm using with one of my clients right now, and it has been hugely successful. High levels of customization, friends. You have to check it out. And just as a point of disclosure, I'm working with Udemy.ai, and I'm loving it. Absolutely loving it. So if you want to sound smarter, you want to be more confident, more prepared. Check out Udly.ai. Tell them Ryan Dorn sent you, and I'm sure they'll be willing to treat you very, very well and give you the very best deal possible. So our sales tech tip of the week this week, sponsored by our friends over at Udly.ai. And keep in mind, friends, I don't just get paid to promote products. That's not what I do. If I love a product, I'm gonna talk about it. So our sales tech tip of the week, Udly.ai. All right, up next, our retention idea of the week. Friends, retention is really important, and yet so many of us overlook it. We don't even schedule it into our day. Friends, you need a dedicated space each day on your calendar to retain your clients. Retention is key. It takes 5 times the money and 5 times the energy to get a brand new client. So, retain better. First, remember, customer service is expected. Retention, those are the things that you do beyond customer service to keep a client for a lifetime. So, I mentioned it on the last show, but I'm going to dig in a little bit more. I love to follow the national holiday calendar to give me ideas of things that we can potentially do. So, we just wrapped up the 4th of July weekend, which I hope you had A ton of fun with family and friends and fireworks and all that. And, uh, you know, happy birthday to America, 250 years. That is awesome. So what did you do around the 4th, before the 4th, now after the 4th? I mean, what are you doing from a retention perspective? Look, that gives you an opportunity to springboard ideas. So like St. Patty's Day, you might do something that's luck related or luck of the Irish kind of thing related. 4th of July would have been celebrating the 250. What did you do about that? Look forward to Thanksgiving. It's not— I guess it is. Is it a national holiday? It's Thanksgiving, Christmas. I think there's some national holidays that wouldn't make a lot of sense, like Memorial Day. You're probably not going to sell around that, but be looking for national holidays. Or you know how there's like donuts, like today is the National Day of the Donut or whatever? Look up those type of calendar as well. What I'm going to do is I'm going to use that information to spur some conversations. I might say, hey, Mr. Client, or hey, Mrs. Client, you might not be aware today is National Donut Day, so get out there and eat one for me because I'm on a diet. Or, you know, whatever you want to do, things that are fun that let people know that it's way more than sales when you reach out. It's all those kind of things to build relationships and have some fun. Now, if you're sitting there saying to yourself, my clients would never like something like that, Ryan, they, they're just all business all the time. This is what I say to you. Boo! Boo! Have some fun in your life. Build relationships with people. Not everything to retain people needs to be a gift that's going to cost you a fortune. Remember people's birthdays. Follow up on holidays. Come up with a promotional calendar to drive your ideas. Friends, I try to be a retention machine. One of my clients said to me, when asked by somebody else, Why do you still stick with Ryan Dohrn for all of these years? And that client said, well, I'm afraid Ryan won't send me any more leads if I'm not using his services. Oh, I love that. And I know retention works, friends, because amidst COVID— did you sell during COVID It sucked. It was bad during COVID I was one of the last media products or marketing solution providers canceled. Because I think people really liked me and I did a great job of retaining clients for a lifetime, friends, and you should as well. All right, one of your favorite parts of the show, or so you tell me, is when we answer your listener questions. Send them in to ryan@ryandohrn.com and drop me an email. If we don't reply to you, the email did not get received. I take great pride in responding to the emails or featuring them here. On YouTube, Spotify, iTunes, you name it. All right, this question comes from Lori in Savannah, Savannah, Georgia, not very far from where I live in Augusta, Georgia. All right, Lori's question: Ryan, my emails are not getting replies. I send them out, I wait, I follow up, nothing. What should I do? So Lori, because I haven't seen the emails that you're sending, I'm going to be speaking sort of in generalities, but Lori, you are welcome to send me a couple of emails and I'll be sure to dissect them for you. Here's the question I would ask you. The emails that you're sending, do they scream value? Does someone feel like they're going to get value by replying back to you? So in the world where I live, I sell marketing solutions, digital technology solutions, things like that. If I sent an email to somebody that just said, hey, I'm sure you're using a CRM product, I've got one too. Let's talk. I think I can save you some money. Well, everyone kind of says that. I think I can save you some money. So maybe there's a little value there, but I would probably say it's not valuable enough to get someone to reply. So what you want to do is make sure the value is really clear. For example, hi, Mr. or Mrs. Client, I have an idea that potentially could save your customer service reps 25 hours a month. I'd love to get just 5 minutes to show you what I've got. That's pretty darn valuable. What if you reached out, Mr. or Mrs. Client, I've got some research I think that will change the way that you market your business in 2027. I'd love just 5 minutes to share those ideas with you. Now we're talking value. See, friends, generic outreaches, or Lori more specifically, Lori, I just want you to be looking at your emails. Are you trying to set up meetings for you, or are you trying to set up meetings that are valuable for your customers? Every email exchange needs to be extremely valuable. Now, it doesn't have to be dripping in gold chains, Lori, but if there's not value that's really clear, most people are just going to move on. When I look at why it is that, you know, I outsell some of my competitors I think it's because I pitch value at every turn, from prospecting to retaining that client for a lifetime. I'm always trying to be dripping in value. I should probably have a gold chain for my drip that says value on it. I mean, if you make those kind of things, send me one. I'll wear it on the show. Value is everything, friends, in this business. And Lori, I hope that you'll look at your emails and figure out, are you doing a val— are you writing value-based emails? Or you're writing generic sales outreach emails. Drip in value, Lori, and I think you'll have even better success. All right, keep those questions coming to ryan@ryandohrn.com. Love to get your viewer and listener questions. All right, now it's time for one of my favorite segments of the show. We call it Brain Work and your Tip of the Week. Now, a lot of you know that I spend a significant amount of time talking to salespeople and leaders about happiness because it's been very well documented that as of recently, 6 to 7 out of 10 Americans— humans, if you will— that we work with are unhappy. And I think one of the reasons that people are unhappy is there's just a lot of stuff that's going on. People seem to be pretty overwhelmed. We're distracted. There's digital everywhere. I mean, we're surrounded by computer screens. I mean, you name it. So one of the things that I like to do is I like to start each day and get my brain framed right. I like to start each day by thinking and declaring out loud three things that I am grateful for, and what I want I do that because I want my brain to charge up in a positive way. Now very often I might do this while I'm taking a shower, getting ready in the morning. I might even do it as I'm as I'm laying in bed, but I might say things like you know I'm really grateful to have a wife. That wakes up basically every morning in a really good mood. I mean, that's, that's awesome. Number 2, I'm really grateful that I woke up this morning and I can try to make a difference in somebody's life by producing these shows and trying to be helpful to all of you. The 3rd thing that might be that I'm super fortunate, I just paid off my car, which is awesome. If you've done that, you're like, yeah, I'm probably going to get another one, but I paid off the car. So I'm super grateful. That I made my final payment on my car. It's when you start your day, friends. See, a lot of you, you wake up and you're like, oh, I can't believe I gotta do this again today. Well, there may be something in that, but even if you're doing a job that you don't like, dig deep, find things that you're grateful for. Because friends, never forget, somebody tomorrow morning is going to wake up in a way worse position than you, and you've never known— never want to forget that. Don't forget, happiness and your mental health, friends, it's a journey. It's not a destination. If you're waiting to be happy, like you're waiting to get to that finish line to be happy, friends, that's why people are so unhappy. Look and think about happiness as a chain, a link, and link happy moments together. That good cup of coffee in the morning. Ooh, that makes me happy. The dogs go out and do their business successfully in the morning. That makes me happy. I don't sit there and yell at them, you know, first thing in the morning. I try not to start my day watching the news, although I fall victim to it regularly because I want to see the weather. What I'm trying to help you understand, friends, is you can frame your brain for success. You can train your brain for success. Happiness, friends, it's not a destination. It's a journey. You might consider starting out your day Hey, what are 3 things that I am grateful for today? All right, friends, that's your show for this week. I hope you like the updates every week. We'll do our very best to keep them coming other than those national holidays that I mentioned. And I would love to come and motivate your sales team. Love to come to your national sales conference, jump around on stage and get everybody really, really pumped up. Hey, do me a favor, go down in the comments, let me know what you think about the new format. Be sure to engage and share together as well. Never forget, friends, I say it all the time, if sales was easy, everybody'd be doing it, and they're not, friends. You're not crazy. I used to say that. You're not crazy. We're the chosen few, friends. Get out there and sell something. I promise you, sales will successfully feed your family. We're just here to give you some tips to get you there a lot faster. All right, God bless y'all. Get out there and sell something. Make us all proud. We'll see you next week.