Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / 6 MAJOR Sales Mistakes Keeping You From Closing More Sales in the DM's | Ep 23

Transcript

6 MAJOR Sales Mistakes Keeping You From Closing More Sales in the DM's | Ep 23 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

• 0:00
  SPEAKER_00: Our client has under 300 followers, and we made 30,000 together in her first five weeks.
• 0:06
  SPEAKER_00: She made over 42k in the first five weeks, so some of the sales, of course, coming from her too.
• 0:12
  SPEAKER_00: Then I have people who have 15,000 followers and cannot break a like 10k, 15k consistent month.
• 0:21
  SPEAKER_00: They literally do not believe that we have people with under a thousand followers that are making a fucking killing in sales.
• 0:30
  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 goal you want to be at for this quarter, I've got you.
• 0:42
  SPEAKER_00: Hey sales friends, I'm Alyssa, your cheap sales gal.
• 0:46
  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.
• 0:55
  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 DMs and with sales calls.
• 1:03
  SPEAKER_00: So let's get into all of the juicy details.
• 1:08
  SPEAKER_00: Hi guys, welcome back to the DM Sales Gal.
• 1:11
  SPEAKER_00: Clearly, I'm out of practice at recording these episodes solo because I just started it for the third fucking time.
• 1:17
  SPEAKER_00: Alright, I'm super excited to chat with you guys today about six September sales fuck-ups that could be stopping you from closing at least one to two plus high-ticket sales in the DMs each week.
• 1:30
  SPEAKER_00: Besides that, um, it has been an insane last couple of weeks.
• 1:34
  SPEAKER_00: I straight up truly cannot fucking believe that it is September 15th on the day of recording.
• 1:39
  SPEAKER_00: I honestly keep oscillating in like fucking like business and financial records and like talking to banks on if it's like August, September, or October, but I keep going for like either August or October, but it's September, like we're right in the middle, and I just cannot keep it in my head, which is embarrassing.
• 1:58
  SPEAKER_00: Like when you say that to like your bankers, you know, you gotta know what month it is.
• 2:02
  SPEAKER_00: So, anyways, I'm excited to chat with you guys all about these six September sales fuck-ups.
• 2:07
  SPEAKER_00: Honestly, I don't even remember where I got all this information, except oh no, I do remember.
• 2:12
  SPEAKER_00: I think I remember.
• 2:13
  SPEAKER_00: Um, it's between my clients and me, and going through like a threads binge.
• 2:19
  SPEAKER_00: Thanks, Taylor Lane.
• 2:20
  SPEAKER_00: You have me addicted to threads.
• 2:23
  SPEAKER_00: Um, but I was going through all these different things, looking at all the shit people are saying about sales and like what you all think versus what you want.
• 2:31
  SPEAKER_00: It just ain't it ain't matching.
• 2:33
  SPEAKER_00: So we're gonna talk about those things, especially because for the last couple of months, we've been making a fucking killing of sales for a number of our clients with group programs specifically.
• 2:46
  SPEAKER_00: We've been making sales for our clients that are solopreneurs and clients that are agencies and clients that also have group programs, but the group programs are moving the fastest.
• 2:57
  SPEAKER_00: So I say that because if you're trying to sign clients for a group program or a one-on-one coaching program, or you are providing services on your own, or you have an agency and you have other team members helping with client work as well, this is gonna pertain to all of those different situations.
• 3:13
  SPEAKER_00: Alright, let's get into it because I don't intend for this to be that long because I live in fucking Denver and I can see the sun shining, and it's 4.26, and I need to be by the geese at the park, obviously.
• 3:24
  SPEAKER_00: If you've listened to a single episode, I feel like we don't have a single episode that doesn't mention like geese, trees, mountains, dogs.
• 3:32
  SPEAKER_00: Probably not.
• 3:33
  SPEAKER_00: Someone correct me if I'm wrong though.
• 3:34
  SPEAKER_00: I love to be wrong.
• 3:35
  SPEAKER_00: Seriously.
• 3:36
  SPEAKER_00: Okay, I want to kill these fucking blasphemous misconceptions around sales, including like sales events to make sales, but I hear this shit all over the internet and it's just absolute baloney, and I have to shout about it.
• 3:50
  SPEAKER_00: So here is the perfect place.
• 3:52
  SPEAKER_00: Also, I'm looking at this as I say this, but I do have a carousel on this, so you can check out more there.
• 3:59
  SPEAKER_00: We'll make more content on it.
• 4:00
  SPEAKER_00: So I do have a carousel overviewing going over the episode.
• 4:04
  SPEAKER_00: And also, I made another reel that says this is some of the fucking dumbest sales advice on Instagram.
• 4:10
  SPEAKER_00: Check out those two.
• 4:11
  SPEAKER_00: You'll like them.
• 4:11
  SPEAKER_00: We can link them in the show notes.
• 4:13
  SPEAKER_00: Okay, here we go.
• 4:15
  SPEAKER_00: So, okay, number one of six.
• 4:19
  SPEAKER_00: If you're not converting at least one to two plus high-ticket sales in the DMs each week, and side note, because I'm distracted, I told my husband when I was like putting on my exercise here on the floor earlier today.
• 4:34
  SPEAKER_00: I was like, yeah, I like want to be closing, like getting paid through Stripe, like at least every other day, if not daily, which we are.
• 4:44
  SPEAKER_00: But I want even more.
• 4:45
  SPEAKER_00: I'm trying to like, you know, put it all away like a fat squirrel for November and December so we can fucking chill.
• 4:52
  SPEAKER_00: So, like, that's the plan, truly.
• 4:54
  SPEAKER_00: I just want to be like a fat squirrel on a pile of money drinking pumpkin spice with my husband naked in bed with our cat playing Mario Kart.
• 5:02
  SPEAKER_00: If you really want all the details, there they are.
• 5:05
  SPEAKER_00: Alright, so if you're not converting one to two plus high-ticket sales in the DMs each week, and you guys know I love DM sales, if you want to do sales calls, all for it too.
• 5:14
  SPEAKER_00: 100%.
• 5:15
  SPEAKER_00: I don't want to ever do a fucking sales call.
• 5:17
  SPEAKER_00: I just asked our team members this morning if they're this afternoon, if they're ready to do sales calls for my business too, but sometimes it's warranted.
• 5:24
  SPEAKER_00: My rule of thumb, if it's a deal bigger than 10 grand and or it's super customized, that warrants a sales call.
• 5:31
  SPEAKER_00: Or you have multiple co-founders, or the founders bringing their team, all of those.
• 5:35
  SPEAKER_00: Over 10K, 10k, super customized, multiple co-founders, me the team there, all those situations.
• 5:41
  SPEAKER_00: But I want you guys closing at least one to two high-ticket sales in the DMs or sales call each week so we can all get paid all the damn time.
• 5:49
  SPEAKER_00: So here's issue number one with that.
• 5:52
  SPEAKER_00: You have to know your fucking conversion rates.
• 5:55
  SPEAKER_00: This is like this is not shit people like I woke up in the morning and someone was like, oh, there's your conversion rate.
• 6:02
  SPEAKER_00: You have to fucking track it.
• 6:04
  SPEAKER_00: It's not gonna happen to you.
• 6:06
  SPEAKER_00: Your your conversion rates aren't gonna like show up like an airplane, they're not gonna magically improve all those people that you're like, yeah, I see like millionaires talking about this.
• 6:16
  SPEAKER_00: This crushed me.
• 6:17
  SPEAKER_00: And I told her this from Thres, the DM.
• 6:20
  SPEAKER_00: She was like, Yeah, I realize that, you know, as a business owner, you're gonna get ghosted and ghosted and ghosted.
• 6:25
  SPEAKER_00: Yes, and fuck those people.
• 6:28
  SPEAKER_00: Who gives a fuck?
• 6:30
  SPEAKER_00: They either don't or can't make you a priority.
• 6:33
  SPEAKER_00: They're either not making you a priority or they can't at this time, which is what happens with most successful, nice women.
• 6:40
  SPEAKER_00: If they're successful bitches, can't speak to that.
• 6:43
  SPEAKER_00: I can, but we won't right now.
• 6:46
  SPEAKER_00: But most women that are nice and successful just get busy and need you to follow up.
• 6:51
  SPEAKER_00: They're not like ghosting you, they just like also have a fucking life.
• 6:55
  SPEAKER_00: So follow up my rule of thumb two times, three if you think they're really, really, really worth it.
• 7:01
  SPEAKER_00: Sometimes they're not, which I told our client in the D in Slack today.
• 7:06
  SPEAKER_00: Two of them actually.
• 7:07
  SPEAKER_00: I was like, we do not need to follow up with this person a fourth, sixth, or seventh time because they don't give a shit.
• 7:13
  SPEAKER_00: So we need to let it go and go to the people that do give a shit.
• 7:17
  SPEAKER_00: So your conversion rate, you gotta know your numbers.
• 7:21
  SPEAKER_00: If we want to plan for the rest of September, October, November, a whole fucking quarter of sales, I can tell you how much money you will make if you know how many leads you can need to get to a sale.
• 7:34
  SPEAKER_00: That's all a conversion rate is, okay?
• 7:36
  SPEAKER_00: I can tell you mine because literally on the screen behind me.
• 7:40
  SPEAKER_00: In the last month that I was tracking for conversion rates that I have up right now, I was looking at like July into August.
• 7:49
  SPEAKER_00: There were 10 leads, and I closed seven of them.
• 7:52
  SPEAKER_00: So 70% were closing.
• 7:54
  SPEAKER_00: It would be a little bit higher, I'd say 70 to 80%.
• 7:58
  SPEAKER_00: Usually, yeah, okay, I'm looking at my lead tracker now behind the scene.
• 8:03
  SPEAKER_00: Um, the screen, the screen behind the scenes behind the screen.
• 8:07
  SPEAKER_00: This is such a weird month.
• 8:09
  SPEAKER_00: July was just weird, like something was in the air.
• 8:12
  SPEAKER_00: Basically, we had two contracts out that didn't get signed.
• 8:18
  SPEAKER_00: This don't happen to me.
• 8:19
  SPEAKER_00: You know why?
• 8:21
  SPEAKER_00: I pay my team to prepare a contract.
• 8:25
  SPEAKER_00: We ain't preparing shit unless you're fucking signing.
• 8:28
  SPEAKER_00: Why would I get all those details for you to make you a motherfucking contract if you're not actually gonna work with us?
• 8:34
  SPEAKER_00: This is ridiculous.
• 8:35
  SPEAKER_00: And it's because, like, I don't know, one of them got too busy and I was like, well mm, this warrant's an apology, but because you're not self-aware enough to know that, like, I there's no point in me pointing it out.
• 8:48
  SPEAKER_00: I'm not gonna educate you on how you should be more self-aware when you're not self-aware.
• 8:51
  SPEAKER_00: Like, what am I supposed to do about that?
• 8:53
  SPEAKER_00: The other one, uh, we pissed off because there was an issue, like an error in the contract, and I sent seven minutes apologizing and it wasn't enough.
• 9:04
  SPEAKER_00: So, anyways, those were those issues.
• 9:06
  SPEAKER_00: I can go into them more at a later date.
• 9:07
  SPEAKER_00: You can come ask me, but I know my conversion rates.
• 9:10
  SPEAKER_00: I know we're at 70 to 80% once we have X pool of leads.
• 9:14
  SPEAKER_00: So that means if we use easy numbers, if I have 10 leads, I can sign seven of them.
• 9:20
  SPEAKER_00: Can you guys tell me that math?
• 9:22
  SPEAKER_00: Because I want to know and you should DM it to me.
• 9:26
  SPEAKER_00: Okay, that's number one.
• 9:28
  SPEAKER_00: We need to know our conversion rates.
• 9:29
  SPEAKER_00: So you're not converting one to two plus high-ticket sales per week via DMs or sales calls.
• 9:34
  SPEAKER_00: We need to know what your conversion rate is.
• 9:35
  SPEAKER_00: This is a little note too.
• 9:37
  SPEAKER_00: People don't talk about this shit.
• 9:39
  SPEAKER_00: I couldn't tell you why.
• 9:41
  SPEAKER_00: You know what?
• 9:42
  SPEAKER_00: Take that back.
• 9:43
  SPEAKER_00: They probably talk about it in their paid program.
• 9:46
  SPEAKER_00: That's so great, but this is fucking common sense.
• 9:49
  SPEAKER_00: This is common sense, and women making seven plus figures should not hold it in their 10k, 50k fucking mastermind.
• 9:56
  SPEAKER_00: This is basics, but no one talks about it, so you don't feel bad if you don't know this.
• 10:01
  SPEAKER_00: Conversion rates, there are multiple.
• 10:04
  SPEAKER_00: There are a range of conversion rates.
• 10:06
  SPEAKER_00: I'm not talking about how good it should be, we can go into that at a later date.
• 10:10
  SPEAKER_00: I'm saying people come to me and say, What's your conversion rate?
• 10:15
  SPEAKER_00: Which one?
• 10:16
  SPEAKER_00: So you have a cold to warm conversion rate.
• 10:20
  SPEAKER_00: That's from, you know, let's say I DM somebody on threads that's talking about Instagram stories, we start a conversation, she starts asking about my offer.
• 10:28
  SPEAKER_00: That's cold to warm.
• 10:30
  SPEAKER_00: Warm to hot means the person who started asking me about what I do, who I help, how we do it, now says, oh, okay, well, what's that cost?
• 10:39
  SPEAKER_00: Well, what do you do to get new leads?
• 10:42
  SPEAKER_00: Well, how do you help me convert them?
• 10:43
  SPEAKER_00: When do you pull me into the conversation?
• 10:46
  SPEAKER_00: That's a hot lead, right?
• 10:47
  SPEAKER_00: So we're going from cold, we have something in common.
• 10:51
  SPEAKER_00: Warm, they're interested in the stuff that I do.
• 10:53
  SPEAKER_00: Hot, they're interested in the offer and how they can purchase it and how it'll get them results.
• 10:58
  SPEAKER_00: Those are conversion rates, each on their own.
• 11:01
  SPEAKER_00: Cold to warm is one.
• 11:03
  SPEAKER_00: Warm to hot is another.
• 11:04
  SPEAKER_00: Hot to close is another.
• 11:07
  SPEAKER_00: Then instill that whole trajectory once again when we go from DM sales to sales calls closing.
• 11:13
  SPEAKER_00: I track in my lead tracker who closed in a DM and who closed via sales call.
• 11:18
  SPEAKER_00: When we get incredibly granular in a couple more months this year, I'll track conversion rate by sales call closing versus DM closing.
• 11:26
  SPEAKER_00: I can tell you that our sales call closing rate is fucking higher.
• 11:29
  SPEAKER_00: It's probably 80 or 90%.
• 11:31
  SPEAKER_00: That's because I'm not getting on those fucking calls to sell to them, and this is a really important point.
• 11:35
  SPEAKER_00: And Taylor Wayne never shuts the fuck up about this.
• 11:37
  SPEAKER_00: Your sales calls are not a fucking like lead magnet.
• 11:41
  SPEAKER_00: My sales call, if you want me one-on-one in my office, not outdoors, then you best be ready to purchase.
• 11:49
  SPEAKER_00: And I'm not wondering if they're ready to purchase.
• 11:52
  SPEAKER_00: I ask them in the DMs, they confirm it again in their like call booking form, and then we talk about it again on the call, and they have a deadline, deadline of when they have to make a decision.
• 12:04
  SPEAKER_00: Yes, no.
• 12:04
  SPEAKER_00: Honestly, I don't give a fuck either way.
• 12:06
  SPEAKER_00: I just need you to say yes or no, so I can tell the whole team what to do.
• 12:10
  SPEAKER_00: I care if you're ready and want our help, I'm ready.
• 12:12
  SPEAKER_00: If you're not ready, that's okay too.
• 12:14
  SPEAKER_00: I just need an answer.
• 12:16
  SPEAKER_00: So the team, right now, my team in Slack, Audrey and Zoe are like, okay, but but what about this person?
• 12:22
  SPEAKER_00: We said they were signing, we sent them this.
• 12:25
  SPEAKER_00: When are they gonna get back?
• 12:26
  SPEAKER_00: They're two days late.
• 12:27
  SPEAKER_00: Yeah, I don't fucking know when she's gonna get back, but she should because she made a commitment that we agreed upon.
• 12:33
  SPEAKER_00: Right?
• 12:34
  SPEAKER_00: So, that's number one.
• 12:35
  SPEAKER_00: That was enough detail on that one.
• 12:38
  SPEAKER_00: Okay, nobody's gonna be surprised here.
• 12:40
  SPEAKER_00: I'm gonna slip it in, okay?
• 12:43
  SPEAKER_00: Lead tracker.
• 12:44
  SPEAKER_00: You cannot close more leads if you don't know where your leads are.
• 12:49
  SPEAKER_00: Let me tell you all the things as a refresher that are not a lead tracker.
• 12:53
  SPEAKER_00: Your Instagram DMs on their own are not a lead tracker.
• 12:58
  SPEAKER_00: But Alyssa, I labeled them, not a lead tracker.
• 13:01
  SPEAKER_00: But Alyssa, they're in the general tab, not a lead tracker.
• 13:05
  SPEAKER_00: A lead tracker tells me when did I first of all, what status are they?
• 13:11
  SPEAKER_00: Your Instagram can't really do that.
• 13:13
  SPEAKER_00: We fucked with using their fucking e-commerce labels of like shipped, ordered, paid, I'm not shipping anybody's shit.
• 13:20
  SPEAKER_00: So it doesn't fucking pertain to our leads, then we have to use the labels Instagram gives us, name them something different in our SOPs, explain them to the client, explain them to the team, and use labels that don't actually pertain to what the fuck you're doing.
• 13:34
  SPEAKER_00: Unless you guys are doing e-commerce, in which case you shouldn't be listening to this podcast because I know fucking nothing.
• 13:40
  SPEAKER_00: Straight up, you need a lead tracker.
• 13:42
  SPEAKER_00: So your lead tracker should tell you who's hot, warm, cold.
• 13:45
  SPEAKER_00: That's a base, that's basis, basics.
• 13:48
  SPEAKER_00: That's where we start.
• 13:49
  SPEAKER_00: There's lots of other statuses, but hot, warm, cold is a start.
• 13:52
  SPEAKER_00: You need to know if they're hot, warm, cold.
• 13:54
  SPEAKER_00: Instagram alone can't do that.
• 13:55
  SPEAKER_00: Your labels and Instagram even can't do that.
• 13:57
  SPEAKER_00: Separating in two different inboxes can't do that.
• 14:00
  SPEAKER_00: In your head, don't do that.
• 14:01
  SPEAKER_00: Written down, don't do that.
• 14:03
  SPEAKER_00: None of those things work.
• 14:05
  SPEAKER_00: No exceptions.
• 14:06
  SPEAKER_00: So your lead tracker should tell you who's hot, who's warm, who's cold.
• 14:10
  SPEAKER_00: That's the status.
• 14:11
  SPEAKER_00: It should tell you when you last talk to them, date last contacted.
• 14:14
  SPEAKER_00: It should tell you date to follow up, happily labeled date for follow-up.
• 14:18
  SPEAKER_00: It should tell you your Instagram handle, in case they fucking change it also, or if they have multiple, it should tell you notes on them.
• 14:26
  SPEAKER_00: And that's about it.
• 14:27
  SPEAKER_00: You need their status, you need the date last contacted and when to follow up, you need their name, their business name, their Instagram handle, and you need notes.
• 14:35
  SPEAKER_00: Instagram ain't doing none of that for you.
• 14:37
  SPEAKER_00: A spreadsheet will work, and those of you who've listened to this podcast know I never shut up about this.
• 14:42
  SPEAKER_00: We will link the Freely Tracker again in the show notes.
• 14:46
  SPEAKER_00: And Laura Haley, Marie, my podcast manager, our bestie, Laura Haley, is doing my emails now with me.
• 14:53
  SPEAKER_00: So we are emailing like three times a week.
• 14:55
  SPEAKER_00: So you guys will get emails.
• 14:57
  SPEAKER_00: If you sign up for that list, I gotta tell you, like they're coming.
• 15:02
  SPEAKER_00: It's pretty fucking crazy.
• 15:04
  SPEAKER_00: Uh Laura's fucking awesome.
• 15:05
  SPEAKER_00: We shall link her below too.
• 15:07
  SPEAKER_00: Uh, I keep sending people to her and they get excited.
• 15:09
  SPEAKER_00: So you're welcome in the advance.
• 15:12
  SPEAKER_00: Okay, number one, you gotta know your sales numbers and you have to know your conversion rates.
• 15:16
  SPEAKER_00: This is really easy.
• 15:17
  SPEAKER_00: How many people did you have a sales combo with in the DMs?
• 15:21
  SPEAKER_00: How many people did you do a sales call with?
• 15:23
  SPEAKER_00: How many signed?
• 15:24
  SPEAKER_00: That's your that's a serious, like easy conversion rate for starting.
• 15:28
  SPEAKER_00: Number two, you gotta have a lead tracker.
• 15:30
  SPEAKER_00: Many chat is not your lead tracker.
• 15:32
  SPEAKER_00: I know lots of ladies who use many chat.
• 15:35
  SPEAKER_00: We have lots of ladies selling group programs or an agency model coming to us who use many chat.
• 15:40
  SPEAKER_00: You know what they say when I ask them how many hot leads they have?
• 15:43
  SPEAKER_00: No fucking idea.
• 15:44
  SPEAKER_00: How many warm leads they have?
• 15:46
  SPEAKER_00: No fucking idea.
• 15:47
  SPEAKER_00: Their conversion rate, no fucking idea.
• 15:49
  SPEAKER_00: These are not helpful.
• 15:50
  SPEAKER_00: Actually, if you're not tracking, if you guys want to close in the DMs like me and my team do for us and our clients, tracking your sales call conversion rate is way easier.
• 16:00
  SPEAKER_00: But tracking your DM closing rate, you have to track.
• 16:03
  SPEAKER_00: If I did four sales calls in August and I know two signed, I that's easy.
• 16:08
  SPEAKER_00: I don't have to do much to figure that out.
• 16:10
  SPEAKER_00: But there's people in your DMs that are hot too, even if they haven't made it to a sales call, we need to track the whole situation there.
• 16:18
  SPEAKER_00: Number three, you guys are mass-blasting your events to people.
• 16:24
  SPEAKER_00: If you're doing a launch and you have an event, God, we have to fucking clean this shit up all the time.
• 16:29
  SPEAKER_00: My team is so sweet and sassy about it.
• 16:33
  SPEAKER_00: I wonder where they get that from.
• 16:35
  SPEAKER_00: Uh, but we come in for a lot of clients who have had a launch before.
• 16:39
  SPEAKER_00: If you or or sold something in some way before the offer, okay?
• 16:43
  SPEAKER_00: If you've had a podcast funnel, which we are making too, if you have a freebie, if you have a digital product, if you have a past sales event, if you were a panelist at a summit, I'd speak in Creative Growth Summit, is what I was speaking at today.
• 16:59
  SPEAKER_00: Any of those things you invited people to come, right?
• 17:03
  SPEAKER_00: In the DMs.
• 17:04
  SPEAKER_00: I would think that you did, hopefully, or talk to people who did come potentially or did opt in, blah blah blah blah blah.
• 17:12
  SPEAKER_00: What our clients have done when they have 47 people that sign up for a webinar or 500 people that sign up for a webinar.
• 17:20
  SPEAKER_00: This is just outrageous, guys.
• 17:23
  SPEAKER_00: I mean, we're so much smarter than this.
• 17:25
  SPEAKER_00: Seriously.
• 17:26
  SPEAKER_00: Like, no nothing funny about it.
• 17:28
  SPEAKER_00: They will DM one-on-one each of the 54 people that RSVP'd, each of the 200 people that opted into the freebie.
• 17:39
  SPEAKER_00: This one kills me and it's okay.
• 17:42
  SPEAKER_00: She knows, it crushes me.
• 17:44
  SPEAKER_00: We had somebody where they would get 50, 100 link clicks per day and email each person one-on-one with the same template.
• 17:52
  SPEAKER_00: Guys, it's 2026.
• 17:54
  SPEAKER_00: We're living in a world of AI.
• 17:56
  SPEAKER_00: If you wanna fucking blast shit, like the same shit to a bunch of people, there's ways for that.
• 18:02
  SPEAKER_00: You can mini-chat that shit for everybody who opts in for email.
• 18:06
  SPEAKER_00: That's an automated email sequence.
• 18:08
  SPEAKER_00: A human being don't need to do any of this shit.
• 18:11
  SPEAKER_00: Instead, if you're gonna spend any one-on-one time talking to someone in the DMs, I'm not blasting them a fucking copy and paste template.
• 18:20
  SPEAKER_00: You need to be asking people why they were interested in what they're interested in.
• 18:25
  SPEAKER_00: For our client Emily, for example, will ask them why they were interested in Authority Anchor and what their score was.
• 18:31
  SPEAKER_00: It's a diagnostic quiz.
• 18:33
  SPEAKER_00: That's one of the easiest things, Dana.
• 18:35
  SPEAKER_00: If you're listening, uh we're talking about this in the DMs too, that's one of the easiest things to follow up on.
• 18:40
  SPEAKER_00: You took the quiz to get the results from an expert?
• 18:43
  SPEAKER_00: Cool.
• 18:43
  SPEAKER_00: Follow up and ask them if they understood the quiz results and if they have any questions and if you can point them towards their next step.
• 18:50
  SPEAKER_00: That's so easy, and it is nothing like mass blasting everyone the same fucking message.
• 18:56
  SPEAKER_00: Same thing if they come to an event.
• 18:58
  SPEAKER_00: I'd follow up after one-on-one.
• 19:01
  SPEAKER_00: Okay, so that is number three.
• 19:03
  SPEAKER_00: Number four is that you're selling way too late.
• 19:08
  SPEAKER_00: Just way too late.
• 19:10
  SPEAKER_00: I think, you know, we still have this sense of, I don't know, entitlement where we think that like we don't like, I'm gonna make it dirty.
• 19:20
  SPEAKER_00: We don't think we gotta preheat the fucking oven, okay?
• 19:24
  SPEAKER_00: We wanna show up, sell the thing, and make sales tomorrow.
• 19:27
  SPEAKER_00: Or expect that every lead we've ever spoken to will immediately be purchasing.
• 19:31
  SPEAKER_00: Like, y'all gotta preheat the oven.
• 19:34
  SPEAKER_00: I know we got a lot of ladies listening.
• 19:36
  SPEAKER_00: If you're feeling the double entendre here, that's what I fucking meant.
• 19:41
  SPEAKER_00: You need to warm people up.
• 19:43
  SPEAKER_00: You need to show an interest, talk to them, understand where they're at.
• 19:47
  SPEAKER_00: And we were just talking about this with the team too.
• 19:49
  SPEAKER_00: Like, I could have a hundred leads in my lead tracker, and I could have 25 of them be hot leads.
• 19:56
  SPEAKER_00: If I haven't talked to those leads within the last week, I don't know if they're hot or not.
• 20:04
  SPEAKER_00: And you gotta go check and resort the whole list.
• 20:06
  SPEAKER_00: We do this Thursday and Friday across the board for all our clients.
• 20:09
  SPEAKER_00: We go through the entire fucking lead tracker and resort everyone based on changes.
• 20:14
  SPEAKER_00: So, especially just for all sorts of reasons.
• 20:17
  SPEAKER_00: So if you're expecting sales in September, you need to be talking to the people you expect to buy within a week and consistently, probably for a month or a couple of months on a basis.
• 20:29
  SPEAKER_00: I can close sales sometimes in a few days, our offer price keeps getting bigger and bigger, so it takes a little bit longer and it's a little bit more complex just for them to go over the nuances of what we do for DM sales, but start like a month sooner than you think.
• 20:45
  SPEAKER_00: But this is so stupid and it needs to be eradicated from the industry that if I want to make sales by mid-October, I need to be selling now.
• 20:55
  SPEAKER_00: Especially if I want to hit more than two, three, five, ten, and I don't think I have leads.
• 21:01
  SPEAKER_00: You do.
• 21:01
  SPEAKER_00: You just need to go back to the episode online to find them.
• 21:04
  SPEAKER_00: Or I haven't talked to them in weeks or months.
• 21:06
  SPEAKER_00: We've had clients give us lists of like a hundred people that booked sales calls over the last three years.
• 21:12
  SPEAKER_00: You know what the people said from three years ago?
• 21:15
  SPEAKER_00: I hired someone else a month after you, and I've been with them ever since.
• 21:19
  SPEAKER_00: You have to stay in touch with them.
• 21:21
  SPEAKER_00: People who want to buy something will buy it.
• 21:24
  SPEAKER_00: And if you're not around to talk to, they're gonna buy from somebody else.
• 21:28
  SPEAKER_00: Okay, and then we did number one, two, three, four.
• 21:32
  SPEAKER_00: One was sales math and conversion rates, two was lead tracking, three was mass blasting your event or your freebie or your podcast to everybody.
• 21:41
  SPEAKER_00: Um, four would be selling way too late.
• 21:44
  SPEAKER_00: You need at least a month to sell if you want, especially more than a couple, or if your leads aren't hot, or if you haven't talked to them in a while.
• 21:51
  SPEAKER_00: And we book one month out.
• 21:52
  SPEAKER_00: So just know that if you're considering working with us, our current next start date is October 6th.
• 21:58
  SPEAKER_00: But those people would have to sign like.
• 22:00
  SPEAKER_00: They'd have to make a decision this week, like by the 18th.
• 22:04
  SPEAKER_00: Um, so we still have at least three weeks to actually onboard them is the minimum.
• 22:09
  SPEAKER_00: Okay, number five.
• 22:11
  SPEAKER_00: People think that they even our new wondrous client who just came in, who've had like 225 people signed up for her event when I started talking to her about it a few days ago.
• 22:22
  SPEAKER_00: But people think that more RSVPs equals more sales.
• 22:27
  SPEAKER_00: Guys, I know Stu McLaren and all the big dogs talk about this shit, but their numbers are not your numbers.
• 22:34
  SPEAKER_00: I could get a thousand RSVPs and have no sales.
• 22:38
  SPEAKER_00: Be pretty fucking hard for me, but then where there's you know, there's a possibility.
• 22:42
  SPEAKER_00: You could get a hundred signups.
• 22:44
  SPEAKER_00: Your RSVPs do not mean you'll make sales.
• 22:47
  SPEAKER_00: Your attendee rate or number, your RSVP count doesn't mean how many sales you'll make.
• 22:53
  SPEAKER_00: Your show rate doesn't tell us how many sales you're gonna rate make.
• 22:57
  SPEAKER_00: What does tell us how many sales you're gonna make is if you've done this before and we know how many RSVP'd, how many showed, how many were hot, how many closed, then we can predict the future and predict to do even better, 25% better, 50% better, 100% better.
• 23:14
  SPEAKER_00: But we have to know those numbers, which goes back to number one.
• 23:17
  SPEAKER_00: But in general, the fucking like numbers, numbers, numbers, numbers, numbers, numbers, numbers, vanity numbers across the board that people think on threads is fucking hocus pocus.
• 23:28
  SPEAKER_00: It's so fucking stupid.
• 23:31
  SPEAKER_00: No one else's numbers are your numbers.
• 23:34
  SPEAKER_00: Somebody else could have a, you know, 90% close rate, but it's not mine.
• 23:39
  SPEAKER_00: Someone else could have five people come to their webinar and make$50,000.
• 23:44
  SPEAKER_00: Someone else could have 500 people come and make$20,000.
• 23:48
  SPEAKER_00: None of this shit matters.
• 23:49
  SPEAKER_00: How many Instagram stories viewers you have doesn't matter.
• 23:52
  SPEAKER_00: How many followers you have, it doesn't matter.
• 23:54
  SPEAKER_00: How many comments you have, doesn't matter, how many likes you have, doesn't matter.
• 23:57
  SPEAKER_00: Your thread's followers doesn't matter, your thread's comments doesn't matter, your threads likes doesn't matter, your email list size doesn't matter.
• 24:04
  SPEAKER_00: This is all fucking bullshit.
• 24:06
  SPEAKER_00: And whoever is telling you otherwise, please send them to me, because I will speak with them about how we have clients with a hundred to three hundred fucking followers making like ten times that amount in sales.
• 24:20
  SPEAKER_00: Okay, like 300 followers to$30,000 in sales.
• 24:25
  SPEAKER_00: So I don't know where like they think those vanity metrics come into play, but it really just doesn't.
• 24:31
  SPEAKER_00: Okay, and then last but not least, hold on, let me get here.
• 24:36
  SPEAKER_00: That the event is going to do the selling for you.
• 24:39
  SPEAKER_00: And these are this is getting launchy down here.
• 24:42
  SPEAKER_00: Um, but where we're talking about RSVPs and where we're talking about inviting people to an event and where we're talking about um like the event doing the selling or not, but you could take this as like a sales event or a freebie or a sales call.
• 24:57
  SPEAKER_00: A lot of this goes together.
• 24:59
  SPEAKER_00: The event doesn't do the selling for you, it's a booking moment when people can come and culminate everything that they've thought about working with you, learn more, and then buy, but you need to be selling before that and you need to be selling after that.
• 25:14
  SPEAKER_00: If you think that because you get people to come to a webinar, they're gonna buy.
• 25:19
  SPEAKER_00: If your own past data tells you that every single person that signs up without you speaking to them is gonna buy, that's fucking awesome and we should work together because I can get you even more of that with talking to people.
• 25:33
  SPEAKER_00: Otherwise, you're gonna need to talk to them before and you're gonna need to talk to them after if you have a sales event.
• 25:39
  SPEAKER_00: And you need to pull the transcript from people who came, get the topics, get the questions asked, and turn it into FAQs content in your stories, on a podcast, in an email, in a carousel, on threads.
• 25:52
  SPEAKER_00: Then you guys be like, I know you guys so well because I talk to you all the time.
• 25:57
  SPEAKER_00: Then you guys are like, well, 93,000 people came to my webinar, nobody asked a single goddamn question.
• 26:03
  SPEAKER_00: I know that you're wrong is is the situation.
• 26:06
  SPEAKER_00: I know that you're wrong.
• 26:08
  SPEAKER_00: Number one, you have to stop and ask questions and then stop and wait for them to answer.
• 26:12
  SPEAKER_00: This is a trick I learned from like someone I spoke with in Loybale, Kentucky.
• 26:16
  SPEAKER_00: But she was like, Look, I hate to tell you guys, I'm gonna get up here and speak, and I'm gonna ask you a question, and I know you're college students, and I know you don't know me, but if you don't answer, we're all gonna sit here.
• 26:27
  SPEAKER_00: Somebody is gonna have to ask something.
• 26:28
  SPEAKER_00: And if you think it's the dumbest question ever, sweet, ask it anyway.
• 26:33
  SPEAKER_00: That's what I will do when I talk, and I won't speak otherwise if I have any other option, unless it's like a pre-confirmed format.
• 26:41
  SPEAKER_00: So you need to do that.
• 26:43
  SPEAKER_00: And then if you get people speaking, period, which like people learn better when they engage, is my belief when they're like talked to, right?
• 26:54
  SPEAKER_00: Like in a QA session.
• 26:56
  SPEAKER_00: If you don't think you got fucking questions, you just go third school, like third grade, elementary school, third school, let's hope not.
• 27:05
  SPEAKER_00: You just go elementary school on this situation and flip the clause into a different type of clause.
• 27:11
  SPEAKER_00: Instead of a statement, make it a question.
• 27:14
  SPEAKER_00: Somebody said on our panel today, and then we talked about it in Creative Growth Summit, which is my client, Amber Roosh, it's her summit, and now she's a client, and we're selling for her on the back of her summit for her CFO and bookkeeping services.
• 27:27
  SPEAKER_00: But somebody said at the summit, I just don't know what to do.
• 27:30
  SPEAKER_00: I need to be more visible on social media, I think, but it feels like it's gonna be a whole nother full-time job and I don't have time.
• 27:37
  SPEAKER_00: That's not a question with a question mark at the end.
• 27:41
  SPEAKER_00: It is a fucking question.
• 27:42
  SPEAKER_00: And we talked about that from like 1020 to 1047 a.m.
• 27:47
  SPEAKER_00: There was not a question mark in there, but I made it into a question, as did everybody else, because they know how to take what people are thinking and answer it and share on it.
• 27:59
  SPEAKER_00: Okay, uh my husband is beating dragons up on the TV in the living room, and I'm going to go see if we can get him to put headphones on.
• 28:08
  SPEAKER_00: But please come ask me any questions on the 6th September sales fuck-ups.
• 28:13
  SPEAKER_00: Um I know I was real sassy in here.
• 28:15
  SPEAKER_00: I'm sure you guys are not surprised.
• 28:16
  SPEAKER_00: But to recap, real quick, number one, you gotta know your conversion rates so we can make sales maths so we can predict your sales future.
• 28:24
  SPEAKER_00: That could be how many sales calls to a close.
• 28:26
  SPEAKER_00: That could be I had five hot DM conversations and two closed.
• 28:29
  SPEAKER_00: All that goes.
• 28:30
  SPEAKER_00: If you guys know that asked me about it, come and DM me about it.
• 28:33
  SPEAKER_00: Number two, you have to have a lead tracker.
• 28:35
  SPEAKER_00: Mini Chai is not your lead tracker, but we do have a free lead tracker for you.
• 28:39
  SPEAKER_00: We will link it again in the show notes, and you can get it through my emails, which we are now sending, like three of them a week, and a new weekly newsletter.
• 28:46
  SPEAKER_00: So be pumped about that.
• 28:47
  SPEAKER_00: We are.
• 28:48
  SPEAKER_00: Then number three, that we're mass blasting our event out, like promo promo, bro promo, bro promo, and we need to actually be talking to people, not at people.
• 28:57
  SPEAKER_00: Number four would be that you're selling way too late.
• 29:00
  SPEAKER_00: You need at least a month out from when you're predicting sales and to go through that lead tracker and actually resort and see if they're in the right status.
• 29:09
  SPEAKER_00: Number five is that we want to turn these questions people are asking, yeah, at a sales event, but also in the DMs, into FAQs content in Instagram stories, in carriage cells, in reels, in threads, in emails, all of those go.
• 29:23
  SPEAKER_00: And then number six uh would be there's like seven of these.
• 29:28
  SPEAKER_00: So I got lost, I think.
• 29:31
  SPEAKER_00: Um, that your numbers mean more sales.
• 29:34
  SPEAKER_00: Your conversion rate do mean sales.
• 29:37
  SPEAKER_00: All the rest of it is fucking baloney.
• 29:40
  SPEAKER_00: Like, just I just cannot see this fucking nonsense anymore online because I'll end here.
• 29:49
  SPEAKER_00: Our client has under 300 followers and we made 30,000 together in her first five weeks.
• 29:55
  SPEAKER_00: She made over 42k in the first five weeks, so some of the sales, of course, coming from her too.
• 30:01
  SPEAKER_00: Then I have people who have 15,000 followers and cannot break a like 10k, 15k consistent month.
• 30:10
  SPEAKER_00: They literally do not believe that we have people with under a thousand followers that are making a fucking killing in sales.
• 30:19
  SPEAKER_00: And I can go over all the details of why, and I put a lot of that in the group program episode, but just know that please, all this shit doesn't matter.
• 30:28
  SPEAKER_00: And to go back to what I always say, talking to people matters.
• 30:32
  SPEAKER_00: The fucking numbers, the vanity metrics are all fucking baloney, and your conversion rate at the people you talk to that want your help that go from interested to closing, that number matters.
• 30:43
  SPEAKER_00: All the rest, really not, not so much.
• 30:45
  SPEAKER_00: Okay, come DM me if you guys want to figure out or share your conversion rate maths with me, and I will talk to you soon.
• 30:52
  SPEAKER_00: Bye guys.