Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / Instagram DM Sales: 5 Steps to Turn Followers Into Paying Clients | Ep 17

Transcript

Instagram DM Sales: 5 Steps to Turn Followers Into Paying Clients | Ep 17 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

0:00
SPEAKER_01: If your Instagram stories and your Instagram DMs are 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.
0:12
SPEAKER_01: Hey sales friends, I'm Alyssa, your cheap sales gal.
0:16
SPEAKER_01: 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.
0:24
SPEAKER_01: 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 sales sales calls.
0:33
SPEAKER_01: So let's get into all of the juicy details.
0:36
SPEAKER_00: Hey y'all, welcome to the DM Sales Gal.
0:39
SPEAKER_00: And if you're like, um, who is this?
0:40
SPEAKER_00: This is not Alyssa.
0:42
SPEAKER_00: That's right.
0:42
SPEAKER_00: I am Marie.
0:43
SPEAKER_00: I'm actually Alyssa's producer from Your Girl Media, and she's actually sick.
0:48
SPEAKER_00: And I was like, we still gotta get an episode out.
0:51
SPEAKER_00: So today we're actually gonna share a workshop that is usually private, but because y'all are the homies, we are gonna share with you guys, the listeners.
0:59
SPEAKER_00: So hope you enjoy.
1:00
SPEAKER_00: And Alyssa will be back very soon.
1:02
SPEAKER_00: She is just human and gets sick sometimes.
1:05
SPEAKER_00: So enjoy.
1:07
SPEAKER_01: I'm excited to present this to you guys today.
1:11
SPEAKER_01: Um, and I've been in business for 11 years.
1:14
SPEAKER_01: I've done absolutely every iteration of marketing and sales.
1:18
SPEAKER_01: Essentially, what I want is that mostly people market and think it's gonna make them money, and there's another step in there, which is the lead gen and sales piece that most of us aren't doing or doing consistently or doing as well as we would like and just need some questions answered on.
1:36
SPEAKER_01: So 24k months, we're going to 30 to 50k months in the next couple of months.
1:43
SPEAKER_01: I've really beeped out my team and infrastructure and sales team, and all of them are following my pretty simple DM sales formula.
1:51
SPEAKER_01: It's pretty easy.
1:53
SPEAKER_01: And in the last like five weeks or so, we've closed a bunch of high-ticket but also mid-ticket in the DMs without sales calls, which is exciting for people as well.
2:03
SPEAKER_01: So we're gonna be talking about the DM sales process.
2:05
SPEAKER_01: Whether you guys are selling high ticket for me is usually above 1500 to 2,000 a month.
2:11
SPEAKER_01: So if you're selling something like high ticket for me, it's like 1,500 to$10,000.
2:16
SPEAKER_01: If you're selling mid-ticket for me, that's usually like$500 to$1,500,$2,000-ish.
2:23
SPEAKER_01: And then low would be below that.
2:24
SPEAKER_01: So if you're selling mid-ticket or high ticket, this is the same steps that I use really for either one, with the caveat that for like DM sales closing, I'll close it in the DMs versus like a sales call and a proposal.
2:37
SPEAKER_01: All right, so we're gonna start off really sassy.
2:41
SPEAKER_01: I have had these conversations all morning.
2:43
SPEAKER_01: I have had these conversations every single day.
2:46
SPEAKER_01: People come to me and say they want more leads, and I say, Do you have a hundred Instagram followers?
2:52
SPEAKER_01: If you do, there are leads in there.
2:54
SPEAKER_01: If you're just not talking to them, all of those people clicked follow and they could have not.
3:00
SPEAKER_01: I also have people that we work with that have a hundred, five hundred, a thousand, five thousand, ten thousand followers, and a lot of them are like they're friends from middle school and they're business besties, and like all that is fine.
3:13
SPEAKER_01: But odds are you probably have people in your following, in your comments, in your likes, in your stories, viewers that are actually interested to work with you, but somebody has to start a conversation, and that could be them and it could be you.
3:27
SPEAKER_01: So most people come to me and say that they don't have any leads.
3:30
SPEAKER_01: And first of all, there are buried leads that they don't even know about.
3:34
SPEAKER_01: And second of all, you probably have current leads that you're unaware of.
3:38
SPEAKER_01: So we're gonna talk about where to find the buried ones, we're gonna talk about where to find new leads, we're gonna talk about what to say to them, we're gonna talk about what you want to have on your profile when any of them past current new leads come your way.
3:51
SPEAKER_01: Most of the people that are going to pay you guys, like within the next one week, two weeks, four weeks, probably already know you, or we're gonna want to be able to warm them up very quickly.
4:03
SPEAKER_01: I'll be really clear about this.
4:05
SPEAKER_01: These people do not have to come from Instagram.
4:08
SPEAKER_01: There are some of you here that are in Entrepreneista with me.
4:12
SPEAKER_01: There are people, Megan and Marie, where we've gone to conferences together.
4:16
SPEAKER_01: I meet people from LinkedIn, from Facebook groups, from directories, from referrals.
4:20
SPEAKER_01: For me, they all go to my Instagram, but you guys really can practice this DM sales lead gen sales routine across all different platforms.
4:30
SPEAKER_01: So if it's email, Instagram, Facebook, LinkedIn, referrals, we're gonna be able to follow nearly the same process.
4:38
SPEAKER_01: And what I want us to think about as we go into this is are you having daily conversations in the DMs?
4:44
SPEAKER_01: And like I can talk to Megan and Katie and Marie all fucking day long.
4:48
SPEAKER_01: We could send each other 20 minutes of voice notes back and forth, but at this point, we're probably not going to be buying from each other.
4:55
SPEAKER_01: We probably already are buying from each other.
4:58
SPEAKER_01: Like I'm working with all three of them.
5:00
SPEAKER_01: So if you're looking for people that want to buy from you, we want to be having conversations in Instagram, but also in general across other platforms where they're actually sales conversations, meaning there's a potential that they can be a lead or they are a lead or they could become a sale.
5:15
SPEAKER_01: So we're gonna go into that.
5:18
SPEAKER_01: And I want you guys to think about and if you want to put in the chat, like when is the last time you had at least five sales conversations in the DMs?
5:28
SPEAKER_01: Is that gonna be today?
5:29
SPEAKER_01: Is it three days ago?
5:31
SPEAKER_01: Is it two weeks ago?
5:32
SPEAKER_01: Like, when is the last time in your direct messages on Instagram, maybe Facebook, maybe LinkedIn, maybe email that you're talking to at least five people that could buy from you.
5:44
SPEAKER_01: All right, so these are some places where your leads are buried and they need to go into a lead tracker.
5:52
SPEAKER_01: I would imagine most of us entrepreneurial ladies have a to-do list.
5:57
SPEAKER_01: Like, I have so much shit to get done each day.
5:59
SPEAKER_01: There's no way I could do it without some kind of list.
6:01
SPEAKER_01: Whether you write the list down, whether you have a sauna, clickup, trello, whatever.
6:05
SPEAKER_01: There's somewhere where you write down what you have to do each day.
6:08
SPEAKER_01: We want your lead gen to be on that list, non-negotiables.
6:13
SPEAKER_01: We want that lead gen to be on that list.
6:15
SPEAKER_01: I know it might not be feasible for everybody to spend 30 minutes each day in their direct messages.
6:21
SPEAKER_01: You could do it three days a week, you could do it four days a week, you can spend 15 minutes, 20 minutes.
6:26
SPEAKER_01: What matters, like any kind of like habit stacking, is that you build a habit, keep going, and then adjust as you will.
6:33
SPEAKER_01: So we want to have a little list of things to do each day, obviously.
6:36
SPEAKER_01: We want lead gen to be a part of that list most days.
6:39
SPEAKER_01: And then if you can make your lead generation like a task list, it gets a lot easier when we're busy, when we're tired, when we're distracted.
6:49
SPEAKER_01: If you put these people in a list and you have them prioritized of who to get to first, second, and third, then when you're actually doing it, you just go down the list.
6:58
SPEAKER_01: A lot of us have Honey Book, Dub Sado, uh email list signups, mini chat.
7:05
SPEAKER_01: A lot of you have people listed that asked for a freebie or people that inquired on a form or booked a sales call, but there's a whole world in between there.
7:16
SPEAKER_01: There's people that just find you, there's people warming up, there's people that skip the freebie, there's people that did a sales call and didn't come back.
7:23
SPEAKER_01: So a lead tracker that's customizable in Google Sheets, in ClickUp, wherever, wherever he can have a sheet, wherever he can have some kind of spreadsheet, or project management, Excel, Google Sheets, we can list these people off.
7:36
SPEAKER_01: So your past clients, your past sales calls and proposals that didn't sign but still could be a good fit or ask you to come back.
7:44
SPEAKER_01: All of the DM combos that you already might have, people viewing your stories, people engaging with your content, and there's some other ones on there.
7:52
SPEAKER_01: So all of these people I would put into a lead tracker, which I'm gonna give you guys.
7:58
SPEAKER_01: There's one at the end of this call.
7:59
SPEAKER_01: Uh, just ask that you open it.
8:02
SPEAKER_01: It's really like not super helpful if you never open it.
8:06
SPEAKER_01: I'm a chronic, like, get a freebie and never look at it person, but this doesn't do you any good if you don't actually open a thing.
8:13
SPEAKER_01: It's just a Google Sheet, it's not that scary.
8:15
SPEAKER_01: My creative director branded it, it's pretty.
8:18
SPEAKER_01: So just open the thing.
8:19
SPEAKER_01: So this is what you're going to put into your lead tracker.
8:22
SPEAKER_01: Ideally, we're putting people into the lead tracker that are a warm or hot lead.
8:28
SPEAKER_01: We're going to go through more of this process, but I want you guys to know the lead tracker first.
8:33
SPEAKER_01: Because if you're making content on Instagram, email, LinkedIn, all of you guys are.
8:39
SPEAKER_01: Anyone that's going to come your way, we want to be able to go back to them and not get lost.
8:44
SPEAKER_01: People will tell me in the DMs, like, I think I have leads.
8:47
SPEAKER_01: Okay, where are they?
8:49
SPEAKER_01: What did you say last?
8:50
SPEAKER_01: What's their status?
8:51
SPEAKER_01: What do they want to buy?
8:53
SPEAKER_01: We need to know that information to be able to do this systematically.
8:57
SPEAKER_01: Those of you who know me well will know, like, I'm not a systems person.
9:01
SPEAKER_01: I fucking hate lead tracking.
9:03
SPEAKER_01: Katie knows this.
9:04
SPEAKER_01: The whole team hates lead tracking.
9:06
SPEAKER_01: We all hate lead tracking.
9:07
SPEAKER_01: We're all sales girls.
9:08
SPEAKER_01: We want to sell, we want to talk to people, but we're gonna die in sales if we don't track the leads.
9:14
SPEAKER_01: It's all worth nothing if you don't have those people listed out.
9:18
SPEAKER_01: I looked for those trying to clean up my lead tracker the other day.
9:21
SPEAKER_01: There are probably from the last three, five years, 1,100 people I've disqualified.
9:27
SPEAKER_01: But they could be good fits again.
9:29
SPEAKER_01: And that also means I have even more that are still qualified leads or could be qualified.
9:35
SPEAKER_01: If you have a list that big as it accrues over days, weeks, months, you're not gonna like run out of leads.
9:41
SPEAKER_01: You could literally like, let's say one of your clients pauses, let's say one of your clients is at the end of term, and let's say you decide you can take a new client.
9:49
SPEAKER_01: If you have a hundred people that you can go through, or even 10, even 25, you have a pretty damn good chance of filling that spot.
9:58
SPEAKER_01: So we want to have them listed.
9:59
SPEAKER_01: And again, I'm not a systems person, but this is crucial.
10:02
SPEAKER_01: We can't not do it, which is why I say the boring thing first, because most of us don't have it, and then you don't think you have leads, and you probably actually do, but if we don't do this consistently, we miss out on them.
10:14
SPEAKER_01: So that's gonna be at the end.
10:15
SPEAKER_01: You guys will get a copy of the tracker.
10:18
SPEAKER_01: Oh, one more question too.
10:20
SPEAKER_01: Raise your hand if you have a lead tracker.
10:24
SPEAKER_01: Megan knows I've asked her this many times, but I remember she's doing it now and making a lot of fucking money too, and hopefully that's supporting with it.
10:32
SPEAKER_01: If you don't have a lead tracker yet, you're gonna get one.
10:36
SPEAKER_01: Again, it's just a Google Sheet.
10:38
SPEAKER_01: Should take you guys about a minute to enter a lead.
10:41
SPEAKER_01: You're gonna put their name, you're gonna put when you ask talk to them, you're gonna put notes on what you said, you're going to put a status.
10:48
SPEAKER_01: Let's say they're gonna book a sales call, or they did book a sales call, or you sent a proposal, or you're discussing the offer in the DMs.
10:57
SPEAKER_01: So you just put that in.
10:58
SPEAKER_01: Ideally, it takes a minute for me to track a lead.
11:01
SPEAKER_01: Alrighty.
11:02
SPEAKER_01: So those of you who know me also know that I have a whole like sales content philosophy, which is essentially that we give people the information they need to start making a buying decision.
11:15
SPEAKER_01: That doesn't mean that we make a whole wall of buy my thing, buy my thing, I have the best offer in the whole world.
11:21
SPEAKER_01: It does mean that when you're trying to make multiple sales on repeat, if you want a sale each week, if you want two sales each month, if you want three sales a day, your content should carry your sales process.
11:34
SPEAKER_01: And then your lead gen is less time intensive, which is crucial for me.
11:39
SPEAKER_01: I have people that buy within days, and I have people that buy within four weeks, four months, six months.
11:47
SPEAKER_01: I don't have time for the six months people until they come back, like literally like with their card in hand.
11:53
SPEAKER_01: Like until you're ready to spend, I don't need to be having an ongoing conversation with you for six months with like five iterations of your proposal.
12:01
SPEAKER_01: So if you can put out content that's actually going to qualify or disqualify, if you can help people self-qualify, that's awesome.
12:08
SPEAKER_01: And I tell people too, this content does not need to replace everything you've got.
12:13
SPEAKER_01: If I want to post about my cat and my coffee and my like fried rice breakfast, like I can do whatever the fuck I want, but I'm also gonna put content up on my feed that tells people that are interested what details they need to know to start making a buying decision.
12:29
SPEAKER_01: Also, I mean, these types of content can act, I mean, almost in place of or in addition to your website.
12:37
SPEAKER_01: So people aren't gonna talk to you on your website, probably.
12:40
SPEAKER_01: You might have some kind of like AI chat, but mostly if the labs is sends people to her website, they're gonna come back and chat on Instagram or Facebook or LinkedIn.
12:50
SPEAKER_01: I mean, who who are we talking to on Facebook?
12:52
SPEAKER_01: But Instagram, LinkedIn, or email probably.
12:56
SPEAKER_01: So we can send people this content when they have follow-up questions.
13:00
SPEAKER_01: I'm gonna go through these.
13:01
SPEAKER_01: There's a shitload of them on my feed.
13:03
SPEAKER_01: There's examples of this content in the presentation too.
13:08
SPEAKER_01: But if, you know, Deanna comes to me and wants to buy something and she has four questions.
13:14
SPEAKER_01: People will tell me, I'm ready to buy, but I have two questions.
13:17
SPEAKER_01: I'm ready to buy, but I have three questions.
13:20
SPEAKER_01: I could send them my FAQ's carousel that covers all their questions and then some.
13:26
SPEAKER_01: So I don't have to voice note them on every fucking question.
13:29
SPEAKER_01: I've visually laid it out for the exact questions they're asking because they asked it.
13:35
SPEAKER_01: And then it just shortens your buying time.
13:38
SPEAKER_01: It gives them more information, it supports them and also means you can make sales faster and more sales faster.
13:46
SPEAKER_01: Um, so I'm really big on VM sales, and we're gonna go over this five-step process.
13:51
SPEAKER_01: Also, super big on Instagram stories.
13:54
SPEAKER_01: I've worked on hundreds of clients lean gen and sales over 11 years.
13:58
SPEAKER_01: The people that make face-to-camera talking head Instagram stories sign more clients more quickly, higher ticket, period.
14:06
SPEAKER_01: Every single fucking time, I'll die on this hill.
14:10
SPEAKER_01: In business, I'll die on this hill.
14:12
SPEAKER_01: If you're not doing Instagram stories, you're missing money, period.
14:16
SPEAKER_01: And there's a really easy reason like why this works.
14:21
SPEAKER_01: Because if I'm gonna work with beautiful Marie, I'm gonna know Marie, her face, her voice, what it's like to engage with her after I pay her.
14:31
SPEAKER_01: If I can know what she's like before I pay her, I'm gonna sign that much faster because I trust her.
14:38
SPEAKER_01: Our one-minute reels, face to camera, are awesome.
14:41
SPEAKER_01: My carousels are awesome.
14:43
SPEAKER_01: Your threads, Megan, are awesome.
14:45
SPEAKER_01: But we're also doing face-to-camera video content because that's the way that people get to know us the most.
14:53
SPEAKER_01: So we're gonna go over some ideas for that next.
14:58
SPEAKER_01: Anybody who is doing Instagram stories video content, I would say three, four, five times a week.
15:06
SPEAKER_01: Like I do it every day.
15:08
SPEAKER_01: There are days where I'm just reposting shit because I've gotten really busy.
15:11
SPEAKER_01: And if I'm gonna repost, like it's often gonna be like something that I've made that's pertinent to now.
15:17
SPEAKER_01: It's gonna be a carousel that Marie made for my podcast.
15:20
SPEAKER_01: It's gonna be an Instagram stories collab that I want to like promote again.
15:25
SPEAKER_01: It's going to be an upcoming, I said podcast, stories collab, article, offer content.
15:30
SPEAKER_01: But most of the time, like three or four days a week, I'm doing Instagram stories like face-to-camera content.
15:37
SPEAKER_01: Um, and the other thing too is that people post on like Instagram stories and their feed and don't actually look at the people that engage with it.
15:46
SPEAKER_01: A lot of them are gonna be Megan and Katie and Marie.
15:49
SPEAKER_01: A lot of these people that are engaging with my content are gonna be people I already know pretty well that at this moment probably aren't buying from me.
15:57
SPEAKER_01: But I can look for people I am following that came back.
16:00
SPEAKER_01: I can look for people I met at a virtual networking that I think might be interested.
16:05
SPEAKER_01: So we post content and then we'll get fatigued when we don't get inbound inquiries.
16:10
SPEAKER_01: But those people are hanging around.
16:12
SPEAKER_01: If you can start a conversation with them, you're gonna move things that much faster.
16:17
SPEAKER_01: Most of us will not like the corporate sales terms.
16:21
SPEAKER_01: We're not gonna love Legion, outbound, setter, closer, conversion rates.
16:27
SPEAKER_01: Most women I've known in 11 years are not like diehard fans of that kind of jargon, but you can say you're gonna go talk to people and snore a relationship.
16:36
SPEAKER_01: That feels like a lot more palatable to most of us.
16:41
SPEAKER_01: All right, these are the eight types of content that I have in my sales content recipe.
16:47
SPEAKER_01: I have worked on this for eight years.
16:49
SPEAKER_01: I'm considering like making it, you know, proprietary information legally.
16:55
SPEAKER_01: But this is the shorthand details of what's in there.
16:58
SPEAKER_01: And there's some examples over here too.
17:00
SPEAKER_01: So this is a post on my offer.
17:03
SPEAKER_01: When people ask me, like, how can I work with you?
17:05
SPEAKER_01: I straight up send them that post.
17:07
SPEAKER_01: Like, woman, it's at the top of the page.
17:09
SPEAKER_01: You you can't miss it.
17:11
SPEAKER_01: It says everything about my offer.
17:14
SPEAKER_01: So you can go check that out first, and then you can come back and ask me questions.
17:18
SPEAKER_01: And you guys can go to the Instagram and flip through these.
17:20
SPEAKER_01: Most of them are at the top.
17:21
SPEAKER_01: I actually replace this one with May.
17:23
SPEAKER_01: I'll make a new offer post each May.
17:26
SPEAKER_01: It's the same template.
17:27
SPEAKER_01: I just fill in new details.
17:29
SPEAKER_01: I actually have it for you all at the end.
17:31
SPEAKER_01: It's a little different than this one, but it still has all the core information in it.
17:35
SPEAKER_01: So that's the offer post.
17:37
SPEAKER_01: FAQs is super important.
17:39
SPEAKER_01: I would say most people these days who've been in like a mastermind, a group program, a membership have caught on to I need to have some pinned content.
17:49
SPEAKER_01: It could be reels, it could be carousels, it could be a graphic, have caught on to like I should have pinned content, everybody else does.
17:57
SPEAKER_01: I'm gonna have something up on ways to work with me, I'm gonna have something up on about me, and I'm probably gonna have an article or a podcast pinned at the top.
18:06
SPEAKER_01: Those are all great.
18:07
SPEAKER_01: And I'd also recommend that you rotate them, depending on like where my buyers are, like what stage, I'll pin different content to the top of my feed.
18:17
SPEAKER_01: So like I had different content pinned when I was selling or$1,500 sprint than I am when I'm selling like a$3,000 to$5,000 a month done-for you offer.
18:26
SPEAKER_01: So I'll switch the offer post, I'll switch the FAQs post, I'll switch my client testimonials.
18:32
SPEAKER_01: If I'm talking about clients that made$8K, 10K,$12K a month, that's below what my like done-for-you retainer clients want to make.
18:41
SPEAKER_01: If I can talk about clients that made$20K,$100K a month at the top of my feed, that's more pertinent.
18:47
SPEAKER_01: So I'll switch the offer post, I'll switch the client stories, I'll switch the FAQs, and they're all still there.
18:52
SPEAKER_01: I just rotate which ones I pin.
18:55
SPEAKER_01: So the offer post, and these are all carousels.
18:58
SPEAKER_01: Offer post for me is like non-negotiable.
19:00
SPEAKER_01: I always have an offer post for my top offer or offers every single month.
19:05
SPEAKER_01: I just update the same template.
19:06
SPEAKER_01: I almost always have FAQs up there because pretty much no one understands what the fuck we do.
19:12
SPEAKER_01: Um, most of the like done-free Legion women agencies kind of died out over the last few years because they went through what I went through, which is either if you're like a sole provider helping people do lead gen, you can take three, four, six clients.
19:29
SPEAKER_01: Katie knows, like Katie and I can each manage like six to seven clients.
19:33
SPEAKER_01: That's like three, four hours a day of high energy work.
19:37
SPEAKER_01: After that, you need a team.
19:38
SPEAKER_01: So most of the other people that did what I do died out of doing like services and switched to like DM sales coaching.
19:45
SPEAKER_01: So there's not that many people doing what we do.
19:48
SPEAKER_01: If they are, they're mostly like out of the country and mostly men and pretty like bro sales-y and using a lot of AI.
19:57
SPEAKER_01: Everybody that I've found that's really good at DM sales, we hire.
20:00
SPEAKER_01: So if you know anybody who's really good at DM sales, we will hire them.
20:04
SPEAKER_01: Um, but offer post FAQs because people don't understand what we do, client stories, multiple client stories, multiple client testimonials, when to start is like this one up here.
20:16
SPEAKER_01: Like, when am I ready to work with you?
20:18
SPEAKER_01: Like Megan would get like, when am I ready for a CFO?
20:22
SPEAKER_01: I don't, I don't know.
20:23
SPEAKER_01: How much money do I have to be making?
20:25
SPEAKER_01: How many team members do I have to have?
20:27
SPEAKER_01: How fucked up or not do my financials need to be?
20:30
SPEAKER_01: What should my profit margins be?
20:32
SPEAKER_01: All of those are a combination of questions that can go into like FAQs and when am I ready?
20:38
SPEAKER_01: These are big topics that are very pertinent to you.
20:42
SPEAKER_01: If you do ops, if you do marketing, if you do podcasting, like Marie could be working with people that first want to start podcasts.
20:50
SPEAKER_01: She started my podcast.
20:51
SPEAKER_01: Then we have people like my my client Heidi, who will only work with people when they have established podcasts.
20:58
SPEAKER_01: If your bio says podcast manager, I don't fucking know like when am I the right fit for you or not, like spell it out for them.
21:07
SPEAKER_01: And we expect people to go to our websites and read seven pages, but they may or may not.
21:12
SPEAKER_01: But if you can give a like little quick note of that information on your feed, stuff's gonna move a lot faster for you for sales.
21:19
SPEAKER_01: I still have about you on here.
21:21
SPEAKER_01: Client process is super important too, especially if you have a process like I do that isn't super well known to like what other people are doing.
21:30
SPEAKER_01: Like I don't know that many people that talk about their weed generation process in terms of you're gonna get a content plan, you're gonna make these carousels, we're gonna get into your DMs.
21:40
SPEAKER_01: It's gonna be two or three people.
21:41
SPEAKER_01: Here's the process we go through in the DMs, here's how we track, here's reporting.
21:45
SPEAKER_01: Like, that's new information to most people.
21:48
SPEAKER_01: If you're getting a lot of basic questions from high intent qualified buyers, then you need these pieces of content.
21:55
SPEAKER_01: You need when am I ready for Sam versus Josie?
21:58
SPEAKER_01: You need questions on.
22:00
SPEAKER_01: How you do it differently.
22:01
SPEAKER_01: So these are really important content.
22:04
SPEAKER_01: I like doing them in carousels because you can give a lot of information in a way that's like visually pleasing, that I try to be accessible with content, which means if people are reading it that are busy with kids, if people are hard of hearing, if people are squiggly brains, then they can consume this content in a way that's best for them, which is why I have stories that people listen to, like a podcast, why I have a podcast, why I have carousels, reels, threats, etc.
22:32
SPEAKER_01: All right, I'm gonna speed it up so we can get through the rest of these in like five minutes so you guys can ask questions.
22:38
SPEAKER_01: Five to seven minutes.
22:39
SPEAKER_01: So this is the like juicy peas.
22:42
SPEAKER_01: This is the five-step DM sales process.
22:45
SPEAKER_01: This is what I've done every single day, every weekday for the last 11 years.
22:51
SPEAKER_01: It's intrinsic to me.
22:53
SPEAKER_01: I was raised by a family of entrepreneurs.
22:55
SPEAKER_01: I have a dad that can talk to a brick wall.
22:58
SPEAKER_01: My dad hits on every single like female waitress I've ever been in with a restaurant, like every single time.
23:05
SPEAKER_01: She could be 16, she could be 30.
23:07
SPEAKER_01: He's always hitting on her in front of the whole family.
23:10
SPEAKER_01: But I say that because my dad taught me, like by example, how to be a people person, how to have conversations.
23:16
SPEAKER_01: And this is just like, you know, my nature, but it's not for everyone.
23:20
SPEAKER_01: And we can get stuck at different steps.
23:23
SPEAKER_01: So the first step is that we do want to like build rapport.
23:26
SPEAKER_01: I would call this in like my own language like, do you like them?
23:30
SPEAKER_01: There are like vibes.
23:31
SPEAKER_01: Women know vibes.
23:32
SPEAKER_01: Like, am I gonna vibe with this person or not?
23:35
SPEAKER_01: Especially if you're sending voice notes.
23:38
SPEAKER_01: Like I got a voice note back from a lead today and it was like 16 seconds, and she sounded like stressed and dismissive and didn't like respond to anything I said in the voice note that she asked for.
23:48
SPEAKER_01: That's not an ideal client for me.
23:50
SPEAKER_01: So, do I like them?
23:52
SPEAKER_01: Do I like what I see on their content, on their website?
23:55
SPEAKER_01: Can I read like what their values are?
23:57
SPEAKER_01: Can I see what's important to them?
24:00
SPEAKER_01: So that would be the rapport building piece.
24:02
SPEAKER_01: We're gonna find something that you can relate to and start talking about it and ask a question.
24:07
SPEAKER_01: It really is that simple.
24:08
SPEAKER_01: I would imagine most of you guys have done this intending to or not intending to.
24:13
SPEAKER_01: If you've ever started a conversation with another woman, you've done rapport building.
24:17
SPEAKER_01: So like we should have that step pretty well down.
24:20
SPEAKER_01: If you've ever been to an in-person networking event, you have to chit-chat with eight people at a table you've never met, you're doing rapport building.
24:27
SPEAKER_01: The second piece in the DMs is we want to get to like, what are they focused on right now?
24:33
SPEAKER_01: What matters to them?
24:34
SPEAKER_01: Are they trying to grow a team?
24:36
SPEAKER_01: Are they trying to sell more offers?
24:38
SPEAKER_01: Are they trying to get on more podcasts?
24:40
SPEAKER_01: Are they trying to fix their fucking back end systems because they cannot make any more money?
24:44
SPEAKER_01: Are they struggling with all of their funnels being broken?
24:47
SPEAKER_01: So we want to figure out like what's important to them.
24:50
SPEAKER_01: I do this by reciprocity.
24:52
SPEAKER_01: So I'm not gonna expect Ivana to open up to me and tell me behind the scenes for business if I don't tell her behind the scenes of mine.
25:00
SPEAKER_01: So I'm gonna ask them what their goals are for the week, for the month, for the quarter, and also share a little bit about mine.
25:07
SPEAKER_01: There's always potential that you can help each other, but I also know what I need and I don't need.
25:12
SPEAKER_01: I might be asking about like what are their goals and here's mine, if there's a way that we can support each other, great.
25:18
SPEAKER_01: But mostly I'm asking about their goals to see if it's someone like something I can help with because I already established that I like them, that we like build rapport and I like them.
25:27
SPEAKER_01: The second or the third one would be what kinds of actions are they taking to get where they're going?
25:33
SPEAKER_01: People will share an exorbitant amount of information because you give a shit, because you've asked a question.
25:39
SPEAKER_01: So they will usually tell you what they're doing to get to those goals.
25:42
SPEAKER_01: Like, I'm trying to launch this group program, we're making a page, we're doing these ads, blah, blah, blah, blah, blah.
25:48
SPEAKER_01: If it's something that you can help with, then we can ask consent to offer.
25:54
SPEAKER_01: Women are really good at saying what they want for the most part.
25:58
SPEAKER_01: If I ask Natalia, like, hey, if you're looking to launch your group program, this is actually something that we do inside of our Lee Gen Services.
26:07
SPEAKER_01: I'm curious if that's something that you would want to hear about.
26:10
SPEAKER_01: If it's someone that you want to help, my sales ethos is selling is helping.
26:15
SPEAKER_01: If they've never found someone like you that can support them the way that they can, like, tell them you'd like to help.
26:22
SPEAKER_01: That doesn't mean that you'd like to help so badly, you'll do it for free.
26:25
SPEAKER_01: It does mean that you would like to help if they're interested and are looking for that type of paid support.
26:32
SPEAKER_01: And then we can offer the offer, we can discuss questions, we can discuss concerns, we can get on a call, and then I want you all to track it so you can follow up.
26:42
SPEAKER_01: If you're going through this process and there's still a potential lead for you, we want to put their name, their notes, their contact info in the tracker so you can go back to them or getting through it.
26:52
SPEAKER_01: Most of this is just resources at the end.
26:58
SPEAKER_01: Okay.
26:58
SPEAKER_01: These are more places where leads are waiting for you.
27:03
SPEAKER_01: Pretty much most of my leads that are going to close or the point of sale right before they close are gonna be Instagram stories.
27:11
SPEAKER_01: That's where I've made 99% of my income over the last 11 years.
27:15
SPEAKER_01: That's where I had my first 20K launch.
27:18
SPEAKER_01: The first like 20K launch that I had in 2020 for sales coaching when I took 10 fucking clients, which is absolutely an egregious mistake, and I hated it, but I still made a lot of money and I learned a good lesson.
27:31
SPEAKER_01: I think I made one post, like one graphic, not a carousel that wasn't like a huge thing back then, but I made one post and most of it was from my Instagram stories, and it was just answering the questions that the people that I was dealing with were like asking me.
27:47
SPEAKER_01: That's all I did.
27:48
SPEAKER_01: I listened to what they were asking and I made content answering those questions.
27:52
SPEAKER_01: That's where most of my like clients come from.
27:55
SPEAKER_01: Either I find them in Instagram stories and they start or I start a conversation, or like our client Samantha, like our client Kirsten that signed on Friday.
28:06
SPEAKER_01: We have they've come from somewhere.
28:08
SPEAKER_01: They've come from Facebook, like I know where they came from, but they might have come from Threads, Facebook, LinkedIn, Entrepreneista, Referral.
28:15
SPEAKER_01: But I direct people to my Instagram and those people are watching my stories each day.
28:20
SPEAKER_01: I know if I'm having an active conversation with Jess, with Andrea, with Kara, I usually know that they're gonna buy before they know they're gonna buy.
28:30
SPEAKER_01: Like, A, it's a fucking feeling.
28:32
SPEAKER_01: B, if you're watching my shit every single day, unless you're like Mackenzie from middle school, you're watching for a reason.
28:39
SPEAKER_01: You give a shit about what I'm talking about, and you want that, like you want to be in that world, you want to know that information, you want to get that kind of support.
28:47
SPEAKER_01: Not everybody, but a lot of them.
28:50
SPEAKER_01: So I'll look at my stories viewers, the first slide and the last slide each day.
28:55
SPEAKER_01: And I mean like the viewers like the people, to be really clear.
28:58
SPEAKER_01: I'm not talking about did you get seven Instagram stories viewers or 7300?
29:03
SPEAKER_01: I'm talking about what are the people that watch.
29:07
SPEAKER_01: This goes the same as back to followers.
29:09
SPEAKER_01: If you have 50 followers or 100 or 1,000 or 10,000, there are buyers in there.
29:16
SPEAKER_01: If you want them, like go start a conversation.
29:19
SPEAKER_01: Not everybody has time to do it, not everyone thinks to do it.
29:22
SPEAKER_01: Like a lot of women, as Megan said in a post or a thread, you just need to open the door.
29:28
SPEAKER_01: Like, hey, I'm here.
29:29
SPEAKER_01: I have time for you.
29:30
SPEAKER_01: So that's Instagram stories and threads.
29:33
SPEAKER_01: Uh, paid memberships, entrepreneurista has been the biggest sales funnel for me.
29:38
SPEAKER_01: I have mixed thoughts about the quality of leads, but I have gotten lots of leads, calls booked from there.
29:44
SPEAKER_01: Paid-in-person events is another good one, especially if you get people's like contact info when you're at the event and send them a message while you're there and then follow up afterwards.
29:54
SPEAKER_01: LinkedIn, email, referrals.
29:56
SPEAKER_01: Um, I've been doing these Instagram stories collabs that pretty much bring in inbound leads every single time I do them.
30:02
SPEAKER_01: You guys are welcome to book one of those with me.
30:04
SPEAKER_01: I picked one this morning if you want an example.
30:06
SPEAKER_01: There's a whole highlight at the top of uh top left of my Instagram on that as well.
30:12
SPEAKER_01: Okay, this is details on the podcast.
30:15
SPEAKER_01: A lot of you guys have listened.
30:16
SPEAKER_01: Marie produces the podcast, but I go over lots and lots of these topics on the podcast.
30:21
SPEAKER_01: Uh, you guys graciously have said that it's very helpful to you.
30:25
SPEAKER_01: So feel free to check that out.
30:28
SPEAKER_01: And then resources in here.
30:30
SPEAKER_01: These are the steps, and the resources are on the next page.
30:33
SPEAKER_01: So you're gonna get a free lead tracker.
30:35
SPEAKER_01: I want you guys to go look through any DM, like any leads you might already have.
30:40
SPEAKER_01: So pass proposals that didn't sign, pass sales calls where it wasn't the right time, past DM people, that girl Sally, like I remember people's like profile colors and sometimes their Instagram handle.
30:53
SPEAKER_01: A lot of people know, like Megan by the Hot Girl CFO.
30:56
SPEAKER_01: People will like call you that to me.
30:58
SPEAKER_01: And I'm like, she also has a name in addition to her business name.
31:02
SPEAKER_01: But go look through your past proposals, your past sales calls, the DMs that went quiet.
31:07
SPEAKER_01: They're probably not in a lead tracker yet.
31:09
SPEAKER_01: That's okay.
31:10
SPEAKER_01: Just scroll down the list.
31:11
SPEAKER_01: You're gonna probably find conversations, or we need to go find some new ones.
31:16
SPEAKER_01: That's where the daily sales routine comes in, where I want you guys to be looking through your Instagram stories viewers, your posts, your carousel, your reels, likes, and comments, your followers, your new followers.
31:30
SPEAKER_01: Then we can also branch out, of course, to threads, to networking events, to paid memberships, to ICA accounts.
31:39
SPEAKER_01: If you know someone where you guys have crossover of the same ideal client, but your services are totally different, that's a good place to go engage.
31:47
SPEAKER_01: I look for people that are engaging with content or that, you know, are making consistent content on their page.
31:54
SPEAKER_01: We do lots of lead gen and a lot of lead gen is down to people that don't see the messages, like they don't see the messages for three days, three weeks, et cetera, which isn't a great use of your time.
32:04
SPEAKER_01: So check if people are like using Instagram, ideally, before you message them.
32:07
SPEAKER_01: Like have them need a content piece in the last week or they have stories up as a good indication there.
32:13
SPEAKER_00: All right, that was a little taste of one of her workshops that she actually hosted in my networking community, Cocktails and Clothes.
32:20
SPEAKER_00: And after this, we actually did QA.
32:22
SPEAKER_00: So everyone in my community could actually ask her direct and personal questions for their business.
32:27
SPEAKER_00: So go ahead and snag that free lead tracker down below in the show notes because there is no reason you should not be tracking your leads.
32:35
SPEAKER_00: And if you are on episode like 12 of this podcast, you know you have to be tracking your leads or Alyssa will yell at you.
32:41
SPEAKER_00: So if you don't have one, go ahead and snag Alyssa's free lead tracker.
32:45
SPEAKER_00: It's so good, and it's the one that I use personally.
32:48
SPEAKER_00: And definitely follow Alyssa on Instagram at Alyssa L Moorehead if you actually want daily and actual tips on her stories because this is just the beginning of what she shares with everyone.
33:00
SPEAKER_00: So um, Alyssa, if you're listening to this, I hope you feel better and she will be back next week with some episodes.
33:06
SPEAKER_00: And cheers, y'all