Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / Why High Ticket Leads Ghost You After the First DM (5 Fixes) | Ep 6

Transcript

Why High Ticket Leads Ghost You After the First DM (5 Fixes) | Ep 6 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

• 0:00
  SPEAKER_00: They're not worth chasing.
• 0:01
  SPEAKER_00: They're not worth waiting on.
• 0:02
  SPEAKER_00: And you know why?
• 0:04
  SPEAKER_00: Even if it was the biggest, baddest, bestest plan I could ever fucking have, there's a thousand other people that want to pay me for my skills.
• 0:12
  SPEAKER_00: And same for you.
• 0:14
  SPEAKER_00: If your Instagram stories and your Instagram DMs aren't bringing you 16k hot and steamy leads, and you're not exactly at the sales school you want to be at for this quarter, I've got you.
• 0:26
  SPEAKER_00: Hey sales friends, I'm Alyssa, your cheap sales gal.
• 0:31
  SPEAKER_00: I've been in business for 11 years, and I currently run a Done For You Lead Generation and lead management agency with Instagram DMs.
• 0:39
  SPEAKER_00: I'm about to show you guys all of the juicy sales things on Instagram, Instagram stories to get new leads, and closing sales in the DM Sale and sales calls.
• 0:47
  SPEAKER_00: So let's get into all of the juicy details.
• 0:52
  SPEAKER_00: Hey guys, welcome to the DM Sales Cal podcast.
• 0:56
  SPEAKER_00: I'm so excited to chat with you all today.
• 0:58
  SPEAKER_00: We're gonna be talking everything about how the F to go from getting ghosted to actually closing sales ethically without being a sleazy, slimy, salesy insert S word here.
• 1:09
  SPEAKER_00: So I'm excited to tell you guys that we uh successfully moved across the fucking country.
• 1:15
  SPEAKER_00: We moved from Louisville to Kentucky.
• 1:17
  SPEAKER_00: I now have an office with walls and a door, which is awesome.
• 1:23
  SPEAKER_00: And because I have walls, I also have a window and I'm looking out my Denver window.
• 1:28
  SPEAKER_00: It's May 5th, Cingo de Mayo, and there is a snowstorm.
• 1:32
  SPEAKER_00: Yesterday it was 70 degrees.
• 1:35
  SPEAKER_00: Welcome to Denver.
• 1:36
  SPEAKER_00: But I'm so excited to chat with you guys.
• 1:38
  SPEAKER_00: I'm so excited to be in my office.
• 1:40
  SPEAKER_00: Marie, our podcast manager, is gonna be psyched because hopefully you all cannot hear like sirens, dogs, and people moving furniture around upstairs.
• 1:48
  SPEAKER_00: So super excited to chat with you guys today.
• 1:50
  SPEAKER_00: Alright, so we're gonna talk specifically about how to go from ghosted to ethical sales in three days.
• 1:57
  SPEAKER_00: Which means when you're talking to somebody in the DMs or if you're having a sales call, you can get them to close in three days.
• 2:06
  SPEAKER_00: Which also is to say, when you're doing sales, a no is as good as a fucking yes.
• 2:11
  SPEAKER_00: When I say you can close sales in three days, at least you can close the damn loop.
• 2:16
  SPEAKER_00: What drives me absolutely insane is these dudes who are in Colorado, actually, that have been negotiating a proposal with me for seven months now.
• 2:28
  SPEAKER_00: Like, I don't have time for this shit.
• 2:30
  SPEAKER_00: I don't have time for it once a month, I don't have time for it twice a month, I don't have time to rewrite your proposal four times.
• 2:36
  SPEAKER_00: Like, I just can't handle it.
• 2:37
  SPEAKER_00: I just want to know from people are you in, are you out now?
• 2:41
  SPEAKER_00: Are you ready to make a decision now?
• 2:43
  SPEAKER_00: Whether that's to start in a week, whether that's to start in six weeks, which is our booking timeline right now, is four to six weeks out.
• 2:50
  SPEAKER_00: All I want for me and for you all is to get an answer.
• 2:54
  SPEAKER_00: Just tell me yes, no, or maybe.
• 2:56
  SPEAKER_00: Yes, but I have questions, no, maybe in a little bit.
• 2:59
  SPEAKER_00: That's all I need to know.
• 3:01
  SPEAKER_00: So we're gonna talk about how to get you an answer.
• 3:03
  SPEAKER_00: And that answer is either gonna mean yes, you make money and you closed a sale, or no, don't fucking waste your time with that person for now.
• 3:10
  SPEAKER_00: They can come back when they're ready to get their credit card out.
• 3:14
  SPEAKER_00: So let's talk about it.
• 3:16
  SPEAKER_00: What I've heard from so many people over 11 years as a sales expert, I get ghosted, I get ghosted, I get ghosted, first of all, with love, guys, and I get it, this is not a fucking personal attack.
• 3:27
  SPEAKER_00: And also, if you piss somebody off because you tried to offer them help, which is what sales is, you're trying to sell to them so you can help them.
• 3:35
  SPEAKER_00: If people get real pissed and get their panties in a twist, that wasn't intended to rhyme, it's like kind of getting late for me to make sentences.
• 3:44
  SPEAKER_00: If people get pissed and get their panties in a twist, which is a really good tagline for somebody about you selling to them so you can help them, that's such a them problem.
• 3:55
  SPEAKER_00: It's such a them problem.
• 3:57
  SPEAKER_00: And what you can do is analyze, audit your sales practices with lead tracking, with lead reporting, and see what you could have done better.
• 4:06
  SPEAKER_00: But if I piss someone off, occasionally there's a reason to apologize.
• 4:10
  SPEAKER_00: Maybe like one time out of a hundred.
• 4:12
  SPEAKER_00: Most of the time, if they get pissed off, it's because they weren't ready to work with you anyways, which is totally fine.
• 4:17
  SPEAKER_00: So I hear from people over and over and over again, I got ghosted.
• 4:21
  SPEAKER_00: First of all, it's not a personal attack.
• 4:23
  SPEAKER_00: Second of all, anyone who doesn't have time for you doesn't have time for you.
• 4:28
  SPEAKER_00: So if they don't have time to talk to you, they probably don't have time to work with you.
• 4:32
  SPEAKER_00: So, like, see you later.
• 4:34
  SPEAKER_00: They're in your lead tracker because you put them in your lead tracker, right?
• 4:39
  SPEAKER_00: Marie, we need to link the lead tracker here.
• 4:41
  SPEAKER_00: For anybody who doesn't have that yet, we have it in other episodes, I think, too.
• 4:44
  SPEAKER_00: It's also on my mailing list.
• 4:46
  SPEAKER_00: If you guys want to sign up for the mailing list, you can get your free lead tracker.
• 4:49
  SPEAKER_00: It's in Google Sheets.
• 4:50
  SPEAKER_00: But if somebody doesn't have time for you and they're not able to get back or they're seeing it and not responded, like then fuck them.
• 4:57
  SPEAKER_00: Because you need to show up for the people that will make time for you, that have time for the type of help you support, that are carving out time, even when it's hard, that see your messages and respond to them.
• 5:09
  SPEAKER_00: If they can't answer, they let you know that they're gonna get back, or approximately when they're gonna get back.
• 5:15
  SPEAKER_00: So, first of all, getting quote ghosted, like I said at the beginning, a no is as good as a yes.
• 5:21
  SPEAKER_00: Hearing nothing is a no.
• 5:23
  SPEAKER_00: If you guys look on my Instagram, there's a recent reel that says, if you piss me off, I'm gonna move you down on my lead tracker, which means don't fucking waste my time.
• 5:32
  SPEAKER_00: So it's not a personal attack, number one.
• 5:34
  SPEAKER_00: Number two, getting a no or no answer at all is as good as a yes, and no answer at all is a no.
• 5:41
  SPEAKER_00: So you just move them off the lead tracker down to turned down, or if they say they're gonna come back, you move them to cold or warm holding and let them come back.
• 5:50
  SPEAKER_00: But it's not a personal attack, and a no is as good as a yes, and if they are not a yes, then they weren't meant to be a yes.
• 5:58
  SPEAKER_00: I mean, really, like you do have to go back, and I'm a woman and I identif identify as a woman, but you know, you would do have to go back to this is business, it's not emotional.
• 6:09
  SPEAKER_00: Like, you know, my husband will get excited for me, my team will get excited for me about this big lead.
• 6:14
  SPEAKER_00: We just a little side note, we closed a$15,000 deal at the end third week of April.
• 6:22
  SPEAKER_00: And my husband was like, I hope you get it.
• 6:24
  SPEAKER_00: Do you think you're gonna get it?
• 6:25
  SPEAKER_00: And then like the next morning, like, how's it going?
• 6:27
  SPEAKER_00: You think you're gonna get it?
• 6:28
  SPEAKER_00: And I was like, You you gotta detach.
• 6:32
  SPEAKER_00: I really hope we do.
• 6:33
  SPEAKER_00: I would love to work with this person, and if not, I've done all I could and the best I could.
• 6:39
  SPEAKER_00: That's all I can do.
• 6:40
  SPEAKER_00: At that point, after you make a proposal, after you discuss it in the DMs, after you answer questions, and we're gonna get to this, when you give an ethical sales timeline for them to make a decision, then it's on them.
• 6:51
  SPEAKER_00: Your job as a salesperson is to guide them to the extent that they want to be guided to the best of your abilities.
• 6:59
  SPEAKER_00: That's it.
• 7:00
  SPEAKER_00: It's about them.
• 7:01
  SPEAKER_00: It's their decision.
• 7:03
  SPEAKER_00: You're there to help them make it if they want help making it.
• 7:07
  SPEAKER_00: So, without further ado, let's get into the five steps of how we can actually have you guys making ethical sales via the DMs or DMs to a sales call and not waiting forever on someone.
• 7:20
  SPEAKER_00: Stop waiting.
• 7:21
  SPEAKER_00: Stop waiting.
• 7:23
  SPEAKER_00: I don't chase people, there's a few, and you know what?
• 7:26
  SPEAKER_00: They weren't worth chasing.
• 7:28
  SPEAKER_00: Love you guys, but these dudes in Colorado, it wasn't worth me chasing them.
• 7:32
  SPEAKER_00: When they're ready, they know where I am, they fucking know where I live.
• 7:36
  SPEAKER_00: Literally.
• 7:37
  SPEAKER_00: I can show up, I'll be here, either a mountain or here, but I'll be around in the city.
• 7:43
  SPEAKER_00: But they're not worth chasing.
• 7:45
  SPEAKER_00: They're not worth waiting on.
• 7:46
  SPEAKER_00: And you know why?
• 7:47
  SPEAKER_00: Even if it was the biggest, baddest, bestest client I could ever fucking have, there's a thousand other people that want to pay me for my skills.
• 7:56
  SPEAKER_00: And same for you.
• 7:57
  SPEAKER_00: If they're not ready, on to the next one.
• 8:00
  SPEAKER_00: That's not being like bitchy or pissy or cold.
• 8:04
  SPEAKER_00: It's taken me years to learn that.
• 8:06
  SPEAKER_00: That's business.
• 8:08
  SPEAKER_00: That's how we help people.
• 8:09
  SPEAKER_00: We help the people that are ready, and if they won't say if they're ready, then they're not ready.
• 8:14
  SPEAKER_00: If they say yes, it's a yes.
• 8:15
  SPEAKER_00: If they don't answer, it's a no until they come back.
• 8:18
  SPEAKER_00: They say no, it's a no until they might come back.
• 8:21
  SPEAKER_00: But don't wait.
• 8:23
  SPEAKER_00: Don't wait, and don't fucking leave it up to them.
• 8:25
  SPEAKER_00: It usually takes two to make a decision that's going to affect two people, and then some like teams and etc.
• 8:33
  SPEAKER_00: Anyways.
• 8:34
  SPEAKER_00: Let's go into the five steps for ethical sales so you guys actually get decisions whether that's a sale and you get the sale or a no which frees you up to go to the next person.
• 8:44
  SPEAKER_00: And once again, you need a fucking lead list.
• 8:47
  SPEAKER_00: You need a lead tracker.
• 8:48
  SPEAKER_00: If Molly and Sarah and Cassie all turn me down, that's fine.
• 8:54
  SPEAKER_00: I got Brianna and Brenda and I can't think of another B name.
• 8:59
  SPEAKER_00: Bethy to go to next.
• 9:02
  SPEAKER_00: Literally down the list.
• 9:03
  SPEAKER_00: Three people turn me down, that's cool.
• 9:06
  SPEAKER_00: You're three of hundreds in a list.
• 9:08
  SPEAKER_00: That doesn't mean I don't care for you.
• 9:10
  SPEAKER_00: That doesn't mean I wouldn't love to help you.
• 9:12
  SPEAKER_00: That doesn't mean you're not the pick of the litter.
• 9:14
  SPEAKER_00: Maybe you're the number one client I'd want to help out of 25.
• 9:18
  SPEAKER_00: Guess what?
• 9:19
  SPEAKER_00: There's 24 other people waiting to take that spot.
• 9:22
  SPEAKER_00: So, lead tracking.
• 9:23
  SPEAKER_00: Okay, five steps to closing ethical sales in just a few days.
• 9:28
  SPEAKER_00: Number one, come fight me on this.
• 9:30
  SPEAKER_00: Put your fucking prices on your fucking website.
• 9:33
  SPEAKER_00: Period.
• 9:34
  SPEAKER_00: There's no ands, there's no buts, there's no justification to a starting range.
• 9:41
  SPEAKER_00: Starting range means if you have a suite of done-for-you offers, if you're providing, let's just go with simple categories.
• 9:50
  SPEAKER_00: If you're a service provider, maybe you have a one-on-one call, maybe you have a two-week sprint, maybe you have a three-month retainer.
• 9:59
  SPEAKER_00: So you have multiple iterations of your service-based offer suite, right?
• 10:04
  SPEAKER_00: You can put a starting range or average starting investment.
• 10:09
  SPEAKER_00: Let's say that my offers cost 500, 1500, and 2500 times three is 7,500.
• 10:17
  SPEAKER_00: I can say, like I do on my Instagram bio in the bio.
• 10:22
  SPEAKER_00: My starting range for investments is 1500 to 2500 because most people aren't getting the 500.
• 10:28
  SPEAKER_00: It'd be a little misleading for me to tell people that.
• 10:31
  SPEAKER_00: Most of them are spending 1500.
• 10:33
  SPEAKER_00: These days, most are in the 2500 a month range.
• 10:36
  SPEAKER_00: But we have both.
• 10:37
  SPEAKER_00: There's an option for both.
• 10:38
  SPEAKER_00: So if you have one service or if you have multiple services, you can put your starting range or your average starting range.
• 10:46
  SPEAKER_00: Investments usually range from this, or most investments start at this.
• 10:52
  SPEAKER_00: It doesn't mean you gave somebody a quote.
• 10:54
  SPEAKER_00: It doesn't mean you're promising that price.
• 10:56
  SPEAKER_00: It doesn't even mean the price hasn't changed.
• 10:58
  SPEAKER_00: It means when I said this, this is about what most people paid.
• 11:02
  SPEAKER_00: So that would be if you have one service or multiple services.
• 11:06
  SPEAKER_00: If you have an offer suite that includes maybe a course, maybe a membership or a community or group program, maybe one-on-one, maybe a VIP day.
• 11:15
  SPEAKER_00: Even so, I could say group offerings start at$100 a month.
• 11:21
  SPEAKER_00: My services start at$1,000 to$2,000 plus.
• 11:26
  SPEAKER_00: That's an idea.
• 11:27
  SPEAKER_00: Then I know if you're around in my budget.
• 11:31
  SPEAKER_00: So we want to put our prices publicly on the site.
• 11:34
  SPEAKER_00: The fucking work, like one of the worst things that my clients do in the DMs is someone says, what's your offer?
• 11:40
  SPEAKER_00: and they spill out like, I don't know what else to call this.
• 11:43
  SPEAKER_00: Let's call your let's call your phone a wall, okay?
• 11:47
  SPEAKER_00: Imagine you're in the DMs and I send you messages and it's the length of your phone.
• 11:51
  SPEAKER_00: Let's call that a wall.
• 11:53
  SPEAKER_00: I've got clients right now who have sent three walls of Instagram messages, meaning each message is the length of your entire fucking phone screen.
• 12:04
  SPEAKER_00: And what they do is get pumped because someone said, let's say that's to me.
• 12:09
  SPEAKER_00: Like, let's say somebody's like, let's say I want help with sales.
• 12:12
  SPEAKER_00: And I hear the word sales and I write them three phone-length messages describing who I work with, every detail of my offer, the process that will go through, every investment option, every different offer iteration besides that.
• 12:28
  SPEAKER_00: Like it's it's too much.
• 12:31
  SPEAKER_00: But when people hear that someone's interested, a lot of times without my sales expertise, they either go straight to getting them on a call.
• 12:40
  SPEAKER_00: Guess what?
• 12:40
  SPEAKER_00: That person, you don't know that they know your pricing until you know that you're on the same page.
• 12:47
  SPEAKER_00: There's really no sense in getting on a call from my perspective.
• 12:51
  SPEAKER_00: Most people do one of two things when someone inquires.
• 12:54
  SPEAKER_00: Number one, they go straight to getting them on a call.
• 12:57
  SPEAKER_00: Actually, there's three.
• 12:58
  SPEAKER_00: Number one, they go straight to getting them on a call.
• 13:00
  SPEAKER_00: Number two, they have you fill out a fucking application form that once makes me want to pull my eyeballs out with a spoon.
• 13:06
  SPEAKER_00: I just explained to someone that my podcast manager and I know why it's taken me three weeks to complete her form.
• 13:13
  SPEAKER_00: Because, as important as what we're doing, maybe, if I have to fill out a form, regardless of its length, it ain't happening.
• 13:21
  SPEAKER_00: I don't have time, period.
• 13:23
  SPEAKER_00: And I hate it.
• 13:24
  SPEAKER_00: I just hate it also.
• 13:25
  SPEAKER_00: So, number one, they go straight to getting you on a call.
• 13:28
  SPEAKER_00: Number two, they have you fill out an application form.
• 13:31
  SPEAKER_00: Or number three, you send them a diatribe that's three phone lengths long.
• 13:35
  SPEAKER_00: None of that shit needs to happen if you're ethical in your sales practices, meaning people know your starting range.
• 13:44
  SPEAKER_00: People need to know from you details on who you help, details on your offer, details on your pricing, your starting rate, etc.
• 13:53
  SPEAKER_00: So putting it on the website is just the start.
• 13:57
  SPEAKER_00: Just the start.
• 13:58
  SPEAKER_00: And when it's on your website, we're gonna get through, we're gonna get through all these.
• 14:02
  SPEAKER_00: But website is number one.
• 14:03
  SPEAKER_00: That's number one for you guys to be making ethical sales.
• 14:07
  SPEAKER_00: Number two, in your Instagram post, in your Instagram reels, in your stories, in your whatever.
• 14:13
  SPEAKER_00: If it's on Instagram, besides threads, prices, like we're not, I'm not really like usually selling an offer with the direct price in threads.
• 14:22
  SPEAKER_00: But post reels stories, I'm going to also mention my pricing because I want people that inquire, I want people working, I want people that are my warm leads in my DMs to know exactly what they're gonna pay me and have that exact amount allotted in their bank account with my name on it.
• 14:41
  SPEAKER_00: That's what I want, because we can't fucking do business if they can't afford me.
• 14:46
  SPEAKER_00: And I know what you all are gonna say.
• 14:48
  SPEAKER_00: I'm scared.
• 14:49
  SPEAKER_00: I'm scared that they won't know the value if they don't do a call first.
• 14:55
  SPEAKER_00: Your content should be your value.
• 14:57
  SPEAKER_00: If I look at your Instagram and can't tell that you're worth me paying you lots of fucking money, then we need to fix that.
• 15:05
  SPEAKER_00: Because getting you on a call and they cannot afford it and have no idea when they could, because you wouldn't tell them the price.
• 15:14
  SPEAKER_00: Because you wouldn't.
• 15:16
  SPEAKER_00: Getting them on a call when they don't know the price is a waste of your time, right?
• 15:20
  SPEAKER_00: Because you can't help them because they can't afford you.
• 15:23
  SPEAKER_00: Or we do something that's also stupid as shit, which is get people on a sales call and downsell them to a$50 membership.
• 15:31
  SPEAKER_00: That did not need to be a sales call.
• 15:32
  SPEAKER_00: That could have been an asynchronous DM conversation.
• 15:35
  SPEAKER_00: So, number one, doing sales calls with people that can't afford you, you know, you've wasted your time because you can't help them because they can't pay for it.
• 15:44
  SPEAKER_00: Oftentimes, if they didn't have any idea of the price, they can't even afford a payment plan.
• 15:48
  SPEAKER_00: So you can't help them.
• 15:50
  SPEAKER_00: And you've wasted your time with someone you can't help.
• 15:53
  SPEAKER_00: But also, even worse, if you don't care about that, care about this, you've wasted their time.
• 16:01
  SPEAKER_00: You've got their hopes up, thinking that you're someone that could solve their problem when actually you can't, because they don't have what you have to have as an adult human business owner to fund your life, your business.
• 16:13
  SPEAKER_00: So that's number two.
• 16:15
  SPEAKER_00: We don't want to waste their time or your time on a sales call, especially for service providers or a high-ticket group program.
• 16:22
  SPEAKER_00: And this is specific to that.
• 16:25
  SPEAKER_00: These are specific to that, especially really all of it.
• 16:28
  SPEAKER_00: But we want it on your website so that the people who are inquiring know that they can feasibly afford you.
• 16:34
  SPEAKER_00: We want it in your posts, your reels, your stories.
• 16:36
  SPEAKER_00: If you guys watch my Instagram stories, I mean, there's not a day that goes by that I don't talk about pricing.
• 16:43
  SPEAKER_00: I always talk about pricing.
• 16:45
  SPEAKER_00: Because I also hear people say over and over and over again, I can't afford it, I can't afford it, I can't afford it, I can't afford it.
• 16:51
  SPEAKER_00: But you know what?
• 16:52
  SPEAKER_00: They know what it fucking costs.
• 16:54
  SPEAKER_00: So when they can't afford it, they beeline back to me.
• 16:58
  SPEAKER_00: And I do the same fucking thing.
• 17:00
  SPEAKER_00: I know exactly what my fractional CRO costs, my chief revenue officer, which is hefty.
• 17:06
  SPEAKER_00: I know exactly what I needed to pay Zoe like six weeks before, and I told her the second I hit X mark I need to be able to make this investment, I'll be at your DM door.
• 17:19
  SPEAKER_00: And I did.
• 17:20
  SPEAKER_00: People do the same for me.
• 17:22
  SPEAKER_00: They're not wondering what she's gonna charge me, what's her average investment, what are the offers, are their payment plans?
• 17:29
  SPEAKER_00: They know, even if they can't afford me then, they know what it's gonna cost and what it's gonna take to be able to.
• 17:34
  SPEAKER_00: And then they can also say, rather than getting on a sales call for something they can't fucking afford, they can say, I can't afford that.
• 17:42
  SPEAKER_00: Do you have a course?
• 17:43
  SPEAKER_00: Fuck no, but do you have a course?
• 17:45
  SPEAKER_00: Do you have a membership?
• 17:46
  SPEAKER_00: Can we do a paid consult?
• 17:47
  SPEAKER_00: And I can offer them something else and tell them the price for that so we can find a way to work together.
• 17:52
  SPEAKER_00: Or if they know our$1,500 lead gen sprint is out of their budget, but they want to make it work.
• 17:57
  SPEAKER_00: I can offer them a payment plan, but they they know.
• 18:01
  SPEAKER_00: So public prices on your site is number one.
• 18:04
  SPEAKER_00: Public prices in your post, reels, stories on your Instagram is number two.
• 18:08
  SPEAKER_00: And again, as to reiterate, this can be your starting range.
• 18:12
  SPEAKER_00: Then number three in the DMs.
• 18:15
  SPEAKER_00: I'll also share my pricing there.
• 18:17
  SPEAKER_00: Number four, when somebody books a sales call, which right now we only do sales calls for, like not for our$1,500 lead gen sprints.
• 18:25
  SPEAKER_00: Me and my sales team do sales calls for people that are gonna spend at least$7,500 to$10,000.
• 18:31
  SPEAKER_00: So I need to make fucking damn sure that they know what the cost is.
• 18:36
  SPEAKER_00: I'm not getting on a call for a$10,000 offer to find out you don't have$500.
• 18:41
  SPEAKER_00: You wasted all of my team's time.
• 18:45
  SPEAKER_00: All my team that prepped for it, all of my team that attended, me paying them for that time, your time, your team's time.
• 18:51
  SPEAKER_00: I've had people come to calls with three team members to tell me that they couldn't afford$1,000, which was in, guess what?
• 18:59
  SPEAKER_00: My website, my Instagram post reels and stories, RDM conversations, and the confirmation form.
• 19:06
  SPEAKER_00: Like, girl, I ain't know how you fucking missing this shit, but you definitely ain't reading nothing.
• 19:11
  SPEAKER_00: So that's number four would be the confirmation form, which is to say, sorry, like your call booking form.
• 19:17
  SPEAKER_00: That's what I should have called it.
• 19:19
  SPEAKER_00: And then on the call, we're going to talk about at the beginning what's going to be covered.
• 19:24
  SPEAKER_00: And at the end, we're going to talk about as an intro.
• 19:27
  SPEAKER_00: Here's what we're going to cover.
• 19:29
  SPEAKER_00: And if at the end you're interested, then we'll go over that.
• 19:32
  SPEAKER_00: I go over that at the beginning to let them know everything that's coming.
• 19:36
  SPEAKER_00: At the end of the call, I'm going to reiterate what that investment is.
• 19:40
  SPEAKER_00: Or most of the time for me, I'm going to come back and say, I need to chat with my team so we can finalize your estimate and proposal, and we'll send it to you within one business day.
• 19:50
  SPEAKER_00: Those are the five places that I would put your pricing in order to give people the information they need to make a buying decision.
• 19:58
  SPEAKER_00: I'll fucking die on this one.
• 20:00
  SPEAKER_00: I'll die on this hill.
• 20:01
  SPEAKER_00: There's too many people sitting around wondering why they're not making money, because no one fucking knows what you fucking charge.
• 20:08
  SPEAKER_00: That's why you're not making money, because you haven't told anyone the price.
• 20:12
  SPEAKER_00: I can't leave this podcast episode without giving you all this analogy because I love it and I don't use it enough.
• 20:19
  SPEAKER_00: Uh, I have to pick up like different grocery stores because we're in a different area.
• 20:24
  SPEAKER_00: But if you know Kroger's, which now in Denver for us is called King Soupers, uh, we call it King Soup Soups in my house.
• 20:32
  SPEAKER_00: But if you compare Costco, which is national, to King Soup Soups, which is a grocery, Kroger, King Soup Soups, call it what you will, Publix.
• 20:42
  SPEAKER_00: A grocery where you walk in and the aisles are labeled.
• 20:46
  SPEAKER_00: You all are gonna be like, what the fuck?
• 20:47
  SPEAKER_00: Of course a grocery store has like labeled aisles.
• 20:50
  SPEAKER_00: Like this one has mac and cheese, beefaroni, and pasta, whatever, right?
• 20:55
  SPEAKER_00: I'm hungry.
• 20:56
  SPEAKER_00: But if you go into a grocery store where you're gonna buy something, you're gonna know the price of what you're buying.
• 21:01
  SPEAKER_00: Even if you don't give a fuck what the price is, you still know that there are prices and you see them and they kind of sort of register, right?
• 21:09
  SPEAKER_00: So that's your experience when you go somewhere where you want to buy something, food, at a grocery store, and you buy it and you know the price, and then you pay the price, right?
• 21:19
  SPEAKER_00: Now, compare it to Costco.
• 21:21
  SPEAKER_00: You go in Costco, can't fucking find what you're looking for.
• 21:24
  SPEAKER_00: Also, I love Costco, and my husband love, love, loves Costco.
• 21:28
  SPEAKER_00: Nothing against Costco.
• 21:30
  SPEAKER_00: But if you go into Kroger, King Supers, Publix, Meyer, whatever, you go in, the aisles are labeled, they have prices, you find what you're looking for.
• 21:38
  SPEAKER_00: Even if you don't care, like I can pay for whatever, awesome.
• 21:41
  SPEAKER_00: Even if you could do that, you're still gonna look at like, ooh, which one has a deal?
• 21:44
  SPEAKER_00: Which one has a two for five?
• 21:46
  SPEAKER_00: Like, whatever.
• 21:46
  SPEAKER_00: You're looking at it, right?
• 21:48
  SPEAKER_00: You see it.
• 21:49
  SPEAKER_00: You go to Costco, you can't find anything, and when you do find it, it's really fucking hard to find the price.
• 21:54
  SPEAKER_00: And it's frustrating.
• 21:56
  SPEAKER_00: And what we don't want, which I will do, and many buyers.
• 22:00
  SPEAKER_00: Buyers that are in my position will too.
• 22:02
  SPEAKER_00: If I can't see anything about your pricing and I don't know if if I'm gonna need to pay you a hundred bucks or ten thousand bucks, I'm out because I have ADHD and I'm very busy, but also it's a you problem.
• 22:16
  SPEAKER_00: You weren't willing to share an idea of my investment when I wanted to invest in you.
• 22:22
  SPEAKER_00: That's just how I feel about it.
• 22:23
  SPEAKER_00: And I will die on that hill, and I've helped hundreds of clients do this.
• 22:27
  SPEAKER_00: And the people that are turned away because you cost a thousand bucks or ten thousand bucks probably weren't the right client anyway.
• 22:35
  SPEAKER_00: Like, how many of us love working with like price shoppers?
• 22:39
  SPEAKER_00: Like, not really.
• 22:41
  SPEAKER_00: The people that come to me and are like, oh my god, it's fifteen hundred dollars, but Sarah said she'd do it for 200 bucks.
• 22:47
  SPEAKER_00: Cool, get a deal, girl.
• 22:49
  SPEAKER_00: Go fucking hire Sarah.
• 22:50
  SPEAKER_00: And when it doesn't work out, because you didn't pay her what she was worth, or she didn't have the skills and therefore wasn't charging for those skills that we do have, then I'll see you back in a little while.
• 23:01
  SPEAKER_00: But like, I don't like price shoppers.
• 23:03
  SPEAKER_00: Like, I'm worth more than just the price.
• 23:05
  SPEAKER_00: What we need to know is that you value the price and you can afford it.
• 23:10
  SPEAKER_00: So those are my five.
• 23:12
  SPEAKER_00: Oh, and then the last big important piece is when I've shared all of these pricing information so people have the info they need to make an ethical buying decision.
• 23:23
  SPEAKER_00: Once I know someone is interested, be it in the DMs, be it on a sales call, then I'm gonna tell them either they're already gonna have the price in the DMs or on a sales call, let's say I give it to them the next day.
• 23:35
  SPEAKER_00: Once they have the price, and actually on the sales call before that, let me do both in the DMs.
• 23:41
  SPEAKER_00: If somebody has the price, I'm gonna tell them, hey, Cassie, we take clients each Monday of each week of the month.
• 23:50
  SPEAKER_00: At present, we've booked out for May 4th.
• 23:52
  SPEAKER_00: It's it's past May 4th.
• 23:53
  SPEAKER_00: We've booked out for May 4th and May 11th.
• 23:56
  SPEAKER_00: We have a new client who just took the spot on May 18th.
• 23:59
  SPEAKER_00: If you're interested, our next spots are May 25th or June 8th.
• 24:04
  SPEAKER_00: If you want one of those spots, I need you to let me know within three business days so that we can get you onboarded with enough time to prep for you to get started.
• 24:13
  SPEAKER_00: That's just logistics.
• 24:15
  SPEAKER_00: Same as a lead needs to go figure out do I have time for this?
• 24:18
  SPEAKER_00: Can I afford it?
• 24:19
  SPEAKER_00: Does it fit into my budget?
• 24:21
  SPEAKER_00: I have to go tell my whole fucking team that we're prepping for a new client.
• 24:24
  SPEAKER_00: So it can't be the day before.
• 24:27
  SPEAKER_00: It can't be, oh, I think I didn't want to, but now I know and it's three days out, so can I start?
• 24:32
  SPEAKER_00: No, we've already filled that spot.
• 24:34
  SPEAKER_00: No, you can't.
• 24:35
  SPEAKER_00: If you want spot A, B, or C, I need to know by this date.
• 24:40
  SPEAKER_00: If not, totally fine.
• 24:42
  SPEAKER_00: When you come back, we'll give you the next availability.
• 24:44
  SPEAKER_00: If it's a no, also totally fine.
• 24:46
  SPEAKER_00: This is what we can do for you on our timeline because we are the ones providing the work.
• 24:53
  SPEAKER_00: And if you want to work together, then that's the timeline that you need you to meet.
• 24:56
  SPEAKER_00: And if someone's like, oh shit, I'm traveling or I'm busy or somebody's in the hospital, okay, totally understand.
• 25:03
  SPEAKER_00: Let me know when would be a good time for to you know hear back from you and we'll look out for that message then.
• 25:10
  SPEAKER_00: But there's gotta be a timeline, and that's how we close them within three days.
• 25:14
  SPEAKER_00: So in the DMs, I would tell somebody, and I did just tell somebody, so like for our spot on May 25th, I would tell somebody, like, hey, we just booked how it the 11th and the 18th yesterday.
• 25:26
  SPEAKER_00: So when I told you those are available yesterday, they now got booked.
• 25:30
  SPEAKER_00: If you're still interested, I would need to know in the remaining two business days.
• 25:34
  SPEAKER_00: So by you know, let's say it's Thursday.
• 25:37
  SPEAKER_00: I'll need to know by Thursday if you want the spot for May 25th.
• 25:40
  SPEAKER_00: If you need more time for that, fine.
• 25:42
  SPEAKER_00: But that's when we're going to be booking that spot by.
• 25:45
  SPEAKER_00: And that's just how it is.
• 25:47
  SPEAKER_00: That's just how it is.
• 25:48
  SPEAKER_00: But don't leave it open-ended.
• 25:52
  SPEAKER_00: Don't not give people the details that they need.
• 25:55
  SPEAKER_00: We want to share the pricing.
• 25:56
  SPEAKER_00: We want to share your availability.
• 25:58
  SPEAKER_00: Once someone knows your pricing, your availability, and when they have to give you a decision to get that availability, then you're golden.
• 26:08
  SPEAKER_00: They have everything they need to know.
• 26:10
  SPEAKER_00: You did your job.
• 26:11
  SPEAKER_00: They're either gonna say yes and ask questions, or they're gonna say no and I'll come back later if I want you.
• 26:17
  SPEAKER_00: That's my talk on ethical sales.
• 26:19
  SPEAKER_00: Um, please come ask me questions in the DMs, like you guys keep doing.
• 26:24
  SPEAKER_00: I fucking love hearing from you all.
• 26:26
  SPEAKER_00: Even if it takes me a couple days to get back, know that we will.
• 26:30
  SPEAKER_00: And happy snowy Tuesday, even though it was 70 degrees yesterday.
• 26:36
  SPEAKER_00: I see more snow falling outside.
• 26:38
  SPEAKER_00: Honestly, I kind of feel like it's fucking like Christmas in May, which is what I put on my Instagram stories earlier, and now I gotta stop this podcast because it's making me tear up.
• 26:48
  SPEAKER_00: I'm uh really, really grateful that we made this move that we planned for three years, and that me and Hubs and Kitty are all safe, and just really grateful and grateful to you guys.
• 26:59
  SPEAKER_00: And I'm getting old and sappy.
• 27:02
  unknown: Okay.
• 27:03
  SPEAKER_00: I'll talk to you guys soon.
• 27:04
  SPEAKER_00: Look out for another episode next week and come find me on Instagram.
• 27:07
  SPEAKER_00: And Instagram stories, and ask me or share with me anything you want.