Ryan Dohrn advises hitting your 40-call quota but warming up prospects first through LinkedIn engagement and research. Reference similar customers you've helped and keep your pitch concise and value-focused to reduce the stranger factor.
Hey friends and fans, Ryan Dohrn here answering your listener questions sent in to ryan@ryandohrn.com. If you're watching this on YouTube, be sure to subscribe down below, click the bell button, and you'll be alerted when new training tips are uploaded to YouTube. All right, next question comes from Travis in Nashville, and Travis is asking this question: Ryan, I'm having trouble with cold calling, yet my boss insists we cold call at least 40 people every single day. Please help. What should I do? Any advice is appreciated. So Travis, first, I wouldn't get lost in the number of 40. Now do what your boss says, right? I don't want you to get fired or something like that. Ryan Dohrn told me I don't need to do that. No, you definitely need some quantity behind your sales game. But if what you're having is a problem connecting on cold calls, it's probably because you haven't warmed up the clients. Now, in some sales circumstances, it's easier than others. But what do I mean about warming up a client? Have you connected on LinkedIn? Have you followed them on LinkedIn? Have you followed their company on LinkedIn? Do you like the things that they share on LinkedIn? Do you like the things and share the things that their company shares on LinkedIn? Are you liking and following their company Facebook page? Are you a subscriber to their e-newsletter? What do you know about them? See, all of these things help beat stranger danger. Remember, stranger danger is real even as adults. You've been programmed since birth not to talk to strangers. So when someone emails you, like you're emailing somebody out of the blue, first you've got stranger danger in play. Second piece, you need to be highly relatable to what they're doing. Third, you need to prove that you've worked with other customers like them. And then fourth is, are you warming them up? Do they know you in any way, shape, or form? Because of stranger danger, LinkedIn is one of the easiest ways to get to know people Connect with people, get involved with groups, like and share what they share, and really learn about them. So Travis from Nashville, I would encourage you to consider warming up those clients. Then the second piece is find and research information so when you do get a live one on the phone, you're not just a generic salesperson. You actually are relatable to what it is they're doing or what they're trying to do at their company. And then you briefly share some ways that you can potentially— you value them. What you can do to increase value for them as a particular company. Travis, reach back out to me. Let me know how that works. Friends, love to come and speak at your national sales meeting. Love to coach your team. Reach out to me over at ryandohrn.com. Never forget, if sales was easy, everybody'd be doing it, and they're not. We're not crazy. Well, maybe we're a little crazy, but this is a career, friends, that'll feed your family for a lifetime. All right, Travis, good luck. Everybody, we'll see you next week.
