Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / Less Sales Calls, More Sales: How I Made $29K in 13 Days on Instagram | Ep 27

Transcript

Less Sales Calls, More Sales: How I Made $29K in 13 Days on Instagram | Ep 27 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

• 0:00
  SPEAKER_00: Remember, your clients being supported won't be fucking supported if you can't make enough money to keep you and your business and your fucking family afloat.
• 0:10
  SPEAKER_00: So if you don't put your business first and your sales first above everything else, do sales for your business.
• 0:18
  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.
• 0:30
  SPEAKER_00: Hey sales friends, I'm Alyssa, your cheap sales gal.
• 0:35
  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.
• 0:43
  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.
• 0:51
  SPEAKER_00: So let's get into all of the juicy details.
• 0:55
  SPEAKER_00: Hi guys, welcome back to the DM Sales Gal.
• 1:00
  SPEAKER_00: I am going to tell you guys today all about my holiday sales prep that so far, as of October 15th on the date of recording, has made me$29,400 in sales in the last two weeks.
• 1:14
  SPEAKER_00: But to be very specific, it's been 13 days since those sales started happening.
• 1:19
  SPEAKER_00: So we're getting pretty close to my goals for end of year, which is 50k cash.
• 1:25
  SPEAKER_00: This is sales.
• 1:26
  SPEAKER_00: I'll tell you guys about cash by the end of the month, but I like to show you guys the messy middle because when you're making this much fucking money, the messy middle is pretty fucking fun.
• 1:34
  SPEAKER_00: And it's the busiest I have ever been in business in my whole life, but in a like pretty, I don't know, not super chaotic way.
• 1:45
  SPEAKER_00: So we're gonna talk all about what I did to get here.
• 1:48
  SPEAKER_00: I have so much in store for you guys.
• 1:50
  SPEAKER_00: This is a little bit of a ramble, but honestly, all my fucking content these days is trying to shove as much fucking shit into like the smallest holes as possible, even when I got really big holes.
• 2:00
  SPEAKER_00: A podcast is a big hole to fill.
• 2:01
  SPEAKER_00: There's a lot of shit I could say on here, and I have so much more to say.
• 2:05
  SPEAKER_00: And now I have people in my DMs saying, Why aren't you putting this into a book?
• 2:08
  SPEAKER_00: Girl, I am putting it into a motherfucking book.
• 2:10
  SPEAKER_00: You're gonna have to wait for that.
• 2:11
  SPEAKER_00: It's gonna take a little bit of time.
• 2:13
  SPEAKER_00: I'm gonna work on a book about sales that I started writing last year before I got sued because I'm anti-Donald Trump.
• 2:20
  SPEAKER_00: Um, yeah, yes, if you don't know that story, I think that's in some of the podcasts.
• 2:24
  SPEAKER_00: You can come ask me about it.
• 2:25
  SPEAKER_00: Yeah, I got sued for 10 grand because one of my clients saw me post probably for like the million and second time that I fucking hate Donald Trump.
• 2:33
  SPEAKER_00: I talk about it on here all the time.
• 2:35
  SPEAKER_00: Somehow she missed that because she's super narcissistic, but that's okay.
• 2:38
  SPEAKER_00: So I started writing this book last year, then fell into a deep depression.
• 2:42
  SPEAKER_00: This year, let's hope that that doesn't happen.
• 2:45
  SPEAKER_00: Alright, so I'm trying to show as much content into as many places as possible so I can get it literally off my to-do list, like off the content calendar.
• 2:54
  SPEAKER_00: So there's a lot that's gonna come in this podcast.
• 2:56
  SPEAKER_00: I've been putting it a lot out in carousels, but honestly, they take too much time, and I have so many topics to cover, and I can't go in depth on all of them.
• 3:03
  SPEAKER_00: So we have a reel series out now called October Sales Horror Stories, and all of the backdrop drops of the reels, like the covers are two of my favorite horror movies.
• 3:13
  SPEAKER_00: If you guys have a horror movie that you want me to use as inspiration, please let me know.
• 3:18
  SPEAKER_00: If you want to tell me your favorite gruesome horror movie scenes anyway, please tell me that.
• 3:22
  SPEAKER_00: I'm all fucking about it, and I'm a Halloween crazed lady.
• 3:27
  SPEAKER_00: Okay, so look out for the October Horror Stories reels.
• 3:30
  SPEAKER_00: I will link one at this podcast so you can see it.
• 3:35
  SPEAKER_00: And here we go.
• 3:36
  SPEAKER_00: So I have been speaking and speaking and speaking lately, and when I say speaking, I don't just mean like this podcast.
• 3:44
  SPEAKER_00: Like I've been speaking at a bunch of events and shit because my friends asked me, and I say yes.
• 3:50
  SPEAKER_00: Uh so um, over the last couple of weeks, months, years, over the last couple of weeks, I've spoken at the guest house.
• 4:00
  SPEAKER_00: Before that, I had my skip the sales call challenge.
• 4:03
  SPEAKER_00: In the middle of that, I had our sales on repeat challenge.
• 4:06
  SPEAKER_00: If you guys recognize a whole bunch of fucking S, the letter S alliteration, that's all this fucking shit I've been doing.
• 4:12
  SPEAKER_00: So Skip the Sales call with Taylor Lane was August, I think.
• 4:17
  SPEAKER_00: And then um, I was all up in the Stranger Ready challenge because Taylor Lane is my girl and Emily Williams is my client, and they were the collaborators.
• 4:24
  SPEAKER_00: And then right after that ended, and while it was still going on, I did my Sales on Repeat challenge with Sally Gulestinian.
• 4:31
  SPEAKER_00: In the middle of that, I launched a freebie called Threads Leads Machine.
• 4:34
  SPEAKER_00: Then this week I spoke at the guest house, and I also spoke in Christiana Garza's um obsessed program.
• 4:41
  SPEAKER_00: And without spilling too much of the beans, I think she's gonna be a client too.
• 4:45
  SPEAKER_00: And Christiana's fucking badass, so I'm pumped.
• 4:48
  SPEAKER_00: Okay, so we're gonna cover a lot of the shit that I've talked about in lots of these talks that is like more nuanced than me just like telling you guys about sales, things that uh Marie Walker, my lovely podcast strategist and manager who will be editing this pod, and Laura Haley, my email marketing revenue strategist, um, both told me that I had to talk about this, so I had to talk about it.
• 5:09
  SPEAKER_00: So here you guys go.
• 5:10
  SPEAKER_00: But we're gonna talk about behind the scenes of my sales a little bit.
• 5:13
  SPEAKER_00: I'm gonna talk about some of the things that I was uh requested slash forced to talk about on this podcast.
• 5:19
  SPEAKER_00: And then we're also gonna talk about behind the scenes of my leads and what it's actually looking like in terms of metrics to hit what I've hit so far.
• 5:27
  SPEAKER_00: Um, we're at 29k,$29,400 in sales for the month.
• 5:34
  SPEAKER_00: I'd like to hit 50 by the end of the month.
• 5:36
  SPEAKER_00: That's less than half of what I already done.
• 5:37
  SPEAKER_00: And honestly, I've not been working that hard at my own leads and sales.
• 5:41
  SPEAKER_00: My team, if you guys are listening, because my new team members said they listen to the podcast.
• 5:46
  SPEAKER_00: Sarah, you're so sweet.
• 5:47
  SPEAKER_00: We have a boy on the team now on the sales team and managing the sales team, like two boys, men.
• 5:54
  SPEAKER_00: Pretty fucking crazy.
• 5:55
  SPEAKER_00: Um, but anyways, the team has been working hard.
• 5:58
  SPEAKER_00: I've been working as hard as I can, but there's 11 of them, and there's one of me, so I'm doing the best I can.
• 6:04
  SPEAKER_00: Okay, here are some numbers slash rambles about sales in October.
• 6:09
  SPEAKER_00: So I'm gonna tell you guys where I'm at, I'm gonna tell you a little bit how I got there, I'm gonna tell you some of the things I've been requested to talk about, and I'm gonna tell you a little bit about behind the scenes of my numbers.
• 6:20
  SPEAKER_00: So,$29,400 in two weeks, a also known as 13 days.
• 6:27
  SPEAKER_00: Um, 17,700 of those sales came from a shitty Canvas sales page.
• 6:32
  SPEAKER_00: My creative director, Emily Hester, if you're listening, she hasn't found out yet, which is great for me, because like that's coming.
• 6:41
  SPEAKER_00: That she's gonna be like, what the fuck did you do while I was busy?
• 6:44
  SPEAKER_00: And like she she knows about it, I think.
• 6:46
  SPEAKER_00: Like it's on the internet.
• 6:48
  SPEAKER_00: But I wanted to keep productizing.
• 6:53
  SPEAKER_00: I want to make my offers as this is why I made this sales page and why I've made so much money from it, even though, like, I mean, it's like fucked up in a million ways.
• 7:02
  SPEAKER_00: It really is.
• 7:03
  SPEAKER_00: I am not a web designer, I do not know how to like put together the back end of a page.
• 7:08
  SPEAKER_00: I'll tell you the dumbest thing I did.
• 7:10
  SPEAKER_00: It's pretty dumb, solidly dumb.
• 7:13
  SPEAKER_00: So, anyways, I made this sales page because so, like, obviously, sales is not a problem.
• 7:19
  SPEAKER_00: We can make as much money as we fucking want to.
• 7:21
  SPEAKER_00: I have a team of 11 to be very clear, not to get me new leads.
• 7:25
  SPEAKER_00: I I actively tell them don't fucking do we gen, go through the list.
• 7:29
  SPEAKER_00: We have 2,500 people still in the DMs.
• 7:31
  SPEAKER_00: I keep telling them to delete people that are bitches or that aren't good fit.
• 7:35
  SPEAKER_00: We get some bitches sometimes.
• 7:36
  SPEAKER_00: Um, so I have them going through it, but we are not marketing or having an 11-person lead team or selling or making sales content and carousels and stories and this podcast, which is gonna get more sales-y about my offers because you guys want to learn sales, but also you need help with sales.
• 7:55
  SPEAKER_00: And you're gonna get to the point where you for sure need help with sales.
• 7:58
  SPEAKER_00: So, back to productizing the offer.
• 8:01
  SPEAKER_00: I productize my offer, which means it's streamlined, it's a pretty fixed offer.
• 8:05
  SPEAKER_00: If it changes at all, it's minor.
• 8:07
  SPEAKER_00: We don't do like big offsets, like big customizations from the offer.
• 8:12
  SPEAKER_00: The offers are the offers, and all five of them are up in a carousel on my feed, and I can link that for you guys too.
• 8:20
  SPEAKER_00: So I wanted to productize my offers, and now they're fixed offers, they don't change much.
• 8:26
  SPEAKER_00: But the other part of productization is that we have efficiency in sales.
• 8:30
  SPEAKER_00: And if you guys have listened to this podcast for a little or a while, we know that I've tried to make my sales process more efficient over and over and over again.
• 8:38
  SPEAKER_00: I mean, it's an ongoing battle, one could say.
• 8:42
  SPEAKER_00: So, like end of 2025, I was still doing a bunch of sales calls.
• 8:48
  SPEAKER_00: Really, end of 2024.
• 8:49
  SPEAKER_00: I was doing a lot of sales calls.
• 8:52
  SPEAKER_00: Last quarter of 2025, I didn't do much because I got sued and it's like a full fucking time job.
• 8:58
  SPEAKER_00: It's really like ask your lawyer friends, but like, it's not that much fun, it's pretty fucking stressful, truly.
• 9:03
  SPEAKER_00: If you guys have gone through that and you need support, feel free to reach out.
• 9:07
  SPEAKER_00: I can commiserate with you and listen.
• 9:09
  SPEAKER_00: Um, but anyways, so like from the last couple of years, I've tried doing sales calls with the most qualified people.
• 9:17
  SPEAKER_00: I've talked to them before, I got to know them, I like their vibe, I've qualified them, I re-qualify them on the intake form, I get on the call, it's a good call.
• 9:24
  SPEAKER_00: It's a fucking waste of time for me.
• 9:26
  SPEAKER_00: Unless you're like 99.99999% sure you're gonna spend 10 to 15 grand, we do not need to be on a fucking sales call.
• 9:34
  SPEAKER_00: That's a quote, Marie.
• 9:36
  SPEAKER_00: Um, but seriously, and I have content on this too.
• 9:39
  SPEAKER_00: We are signing multiple 9K offers within three days.
• 9:42
  SPEAKER_00: They've never even thought about doing a sales call.
• 9:45
  SPEAKER_00: We've never even talked about doing a sales call.
• 9:47
  SPEAKER_00: Yeah, they might know that I've like vehemently blast to the internet that I'm like not really all about it, but also they don't fucking need it.
• 9:54
  SPEAKER_00: Like my leads are signing 9k deals while they're like they're driving in the car, or like, you know, their cat got ran away on their roof.
• 10:02
  SPEAKER_00: That's me.
• 10:03
  SPEAKER_00: Or like their kid is stuck under the bed, or their baby is super sick.
• 10:06
  SPEAKER_00: Like, they don't want to be on a fucking call with me.
• 10:09
  SPEAKER_00: That's like outlandish for me to think that that's a possibility.
• 10:12
  SPEAKER_00: So I've tried sales calls, that was a fun chapter, and I will still do them if it's necessary.
• 10:17
  SPEAKER_00: I also have a team that can do them for me.
• 10:20
  SPEAKER_00: So that's that piece.
• 10:22
  SPEAKER_00: Then we've also done DM sales, but the way I was doing DM sales is we have 2,500 DMs, the team talks to hundreds, I'm managing about a hundred myself, they're managing thousands.
• 10:33
  SPEAKER_00: They talk to hundreds about each day.
• 10:37
  SPEAKER_00: Um, but we don't like need, you know, when somebody in the DM says they want to buy, like that's great, but then we have to get back to them, and then we have to finalize the date, and then we have to get their email.
• 10:46
  SPEAKER_00: Like, even when there are people in the DMs and my team is so fucking like sassy about this, and I love them to it, like for this.
• 10:53
  SPEAKER_00: They hold me to it.
• 10:55
  SPEAKER_00: Like Masha and Sarah and Farah and Allie are like, girl, she wants to sign.
• 11:01
  SPEAKER_00: When are you gonna fucking answer?
• 11:03
  SPEAKER_00: And my team doesn't talk to me like that.
• 11:04
  SPEAKER_00: They could, I'd be fine with it, but like I'm their boss, so like they don't say it like that, but they'll ping me like seven times, like, girl, you said you'd be you said you'd get back this morning, now it's noon, girl.
• 11:14
  SPEAKER_00: It's five o'clock.
• 11:15
  SPEAKER_00: Girl, you said you'd do this yesterday, Alistair.
• 11:18
  SPEAKER_00: So we were still, I was still bottlenecking our sales, and like you can't.
• 11:24
  SPEAKER_00: You you can't.
• 11:25
  SPEAKER_00: And my husband is like, you can only go as fast as you can go.
• 11:28
  SPEAKER_00: Yeah, but I have a team of 11, and they can go a lot faster if I didn't hold them up.
• 11:34
  SPEAKER_00: It's not like I need to do it all.
• 11:35
  SPEAKER_00: It's like my team has tens of thousands of dollars ready to close, and like they need me to pop in and answer two questions, and like we're all over it.
• 11:44
  SPEAKER_00: So I just made a fucking checkout page, and then when my team, which I haven't said this yet publicly, and it's fun too, my sales team, the 11 of them are in Brandon, is in Austria.
• 11:55
  SPEAKER_00: Uh, we have Anita in the UK, we have others in Denmark, all together, we've got US, Canada, Austria, Australia, Philippines, Denmark, Japan, IDK.
• 12:13
  SPEAKER_00: There's more than that.
• 12:14
  SPEAKER_00: There's a lot of fucking countries, which is to say they're working when I'm not.
• 12:18
  SPEAKER_00: If, you know, Sarah wants to sign a lead at 4 a.m.
• 12:23
  SPEAKER_00: my time, and that person wants to sign and then they're gonna be busy for a few days or they're going on a long weekend, I don't want Sarah to have to wait to make the sale.
• 12:32
  SPEAKER_00: I don't want the lead to have to wait to purchase, and I don't want my team to have to wait to fucking get commission.
• 12:37
  SPEAKER_00: Like, it doesn't make sense for anybody.
• 12:39
  SPEAKER_00: I want to get paid, the lead wants to pay, my team wants to close the deal, that's what they do, they fucking love it, and they deserve a fucking commission.
• 12:45
  SPEAKER_00: So, like, I was just holding everyone up, but like not on purpose, like I couldn't go any fucking faster.
• 12:51
  SPEAKER_00: So I made a checkout page that answered all the questions they have and they can pay.
• 12:54
  SPEAKER_00: Once they pay, they get an onboard email the next day.
• 12:57
  SPEAKER_00: So that's the whole like checkout page situation, and to be clear, because everyone's like, my website's not beautiful.
• 13:04
  SPEAKER_00: Well, like hopefully it doesn't look like a burning piece of shit, but really it needs to have the information on it.
• 13:10
  SPEAKER_00: I have like cute branding pictures of like me in a leopard coat and like there's snow in the background, so like cool, that's a fucking sales page.
• 13:18
  SPEAKER_00: It is.
• 13:18
  SPEAKER_00: I'll just write some text on it.
• 13:20
  SPEAKER_00: At the end of the day, if you want to pay me for sales, like you don't care how magnificently beautiful the sales page is if you want to check out within 10 minutes.
• 13:30
  SPEAKER_00: Like, yeah, it's impressive.
• 13:32
  SPEAKER_00: I want my fucking like creative to be as cool as Emily will make it when I let her, and Tanya's and Nastasia's and Sasha's, like, they're all fucking really cool.
• 13:42
  SPEAKER_00: But in the meantime, when I'm trying to close 30 grand in like two weeks, I just need a literal, like, you need to be able to pay.
• 13:49
  SPEAKER_00: That's what they want.
• 13:50
  SPEAKER_00: They want me, they want my expertise, me, my team's sales support.
• 13:55
  SPEAKER_00: Doesn't have to be fucking beautiful.
• 13:56
  SPEAKER_00: So I did that, and it went over really well, and I did what Taylor Lane did, and whatever Taylor does, if I do it, it usually goes pretty fucking well.
• 14:04
  SPEAKER_00: So I made that sales page right now, it has one offer on it.
• 14:07
  SPEAKER_00: My carousel post has five offers.
• 14:10
  SPEAKER_00: I need to figure out a way for people to be able to check out for all of these things, which I'm working on, but I'm gonna put our two main offers on this checkout page in the meantime.
• 14:20
  SPEAKER_00: But I'm telling you all of this because Q4 is a different buying period than the rest of the year.
• 14:27
  SPEAKER_00: And if you want to make sales fast, faster, if you want more sales, if you want the sale to go from inquiry to purchase quicker, you need to make your sales process more efficient.
• 14:39
  SPEAKER_00: I'm not perfect, okay?
• 14:41
  SPEAKER_00: I still have uh two more clients to tell my operations manager that she needs to send an onboarding email to tomorrow.
• 14:50
  SPEAKER_00: They already purchased, like there's still a gap.
• 14:52
  SPEAKER_00: I still have to relay the info to her, I could just fucking forward the email to her, but there's still a little gap that's me.
• 14:58
  SPEAKER_00: But basically, if you want to make it easier, like sales calls, application forms, hear me.
• 15:04
  SPEAKER_00: This is generalized advice.
• 15:06
  SPEAKER_00: You might need those things, but I would advise you to think if I already know this person is right and ready, I don't want them to have to wait two hours, ten hours, twelve hours, thirty-six hours for me to be able to get back and answer three questions so they can purchase.
• 15:20
  SPEAKER_00: Make a fucking resource that does that shit for you.
• 15:23
  SPEAKER_00: You're smart enough to do that for sure.
• 15:25
  SPEAKER_00: If you're listening to this podcast, do they need a sales call?
• 15:29
  SPEAKER_00: Do they need an application form?
• 15:31
  SPEAKER_00: Do they need a custom proposal?
• 15:33
  SPEAKER_00: Or can you make a checkout page?
• 15:35
  SPEAKER_00: Can you make a carousel that links to a literal like stripe payment link?
• 15:39
  SPEAKER_00: Like, make it easier.
• 15:41
  SPEAKER_00: If you want to make high volume sales, if you guys are doing a group program, cool, I can check out at checkout on the sales page.
• 15:47
  SPEAKER_00: But if you productize your one-on-one offer, they can also fucking check out on a sales page.
• 15:52
  SPEAKER_00: That's number one.
• 15:53
  SPEAKER_00: So I have five offers, the done with you lead gen and the done for you lead gen.
• 15:57
  SPEAKER_00: I need to put both of them in this shitty checkout page.
• 15:59
  SPEAKER_00: Right now, just the$750 a month done with you lead gen is there.
• 16:03
  SPEAKER_00: I need to put the$1,500 a month lead management where we actually close sales for you, in there too.
• 16:09
  SPEAKER_00: But I have five offers in a carousel, and I'm telling you that because that could be an easier path to purchase for you guys, too.
• 16:15
  SPEAKER_00: So I would recommend like on your offer that you have an offer post up and then you have a way to check out, ideally without you.
• 16:22
  SPEAKER_00: And you guys should know this.
• 16:23
  SPEAKER_00: I'm not talking about your like hundred dollar thing.
• 16:26
  SPEAKER_00: Obviously, anyone should be able to pay for that whenever they want.
• 16:29
  SPEAKER_00: My checkout page is 3k, and then I'll add the 9k.
• 16:33
  SPEAKER_00: It's not like cheap per se.
• 16:35
  SPEAKER_00: It doesn't matter.
• 16:36
  SPEAKER_00: I've built enough trust through the DMs, through my team in the DMs, through my stories, my emails, my podcasts, my carousels, my reels, my collabs, my speaking, my threads, blah blah blah blah blah blah blah.
• 16:48
  SPEAKER_00: Referrals.
• 16:49
  SPEAKER_00: When they want to buy, they want to buy.
• 16:50
  SPEAKER_00: So let them buy.
• 16:51
  SPEAKER_00: Don't hold the people back from paying you.
• 16:53
  SPEAKER_00: That's unfortunate.
• 16:54
  SPEAKER_00: So I would put an offer post up, I would have a checkout page up.
• 16:57
  SPEAKER_00: If you want to do what I'm doing, it's working really well.
• 16:59
  SPEAKER_00: And I did what Taylor's doing, and it's working really fucking well for Taylor, too.
• 17:04
  SPEAKER_00: Taylor told me how many clients that she wants next year, and it's like an like fucking crazy town number, and she'll definitely hit it.
• 17:12
  SPEAKER_00: As will I.
• 17:13
  SPEAKER_00: We will both get there.
• 17:15
  SPEAKER_00: Okay.
• 17:16
  SPEAKER_00: Behind the scenes of my sales and the shitty sales page success.
• 17:19
  SPEAKER_00: Uh, the five offers, which is also fucking insane.
• 17:22
  SPEAKER_00: We have a done with you lead gen, we have a done for you lead management, we have a done for you dm sales, we have a done for you carousels offer, and we have a skip the sales call uh paid masterclass offer.
• 17:35
  SPEAKER_00: I know you guys want this to start as soon as possible.
• 17:37
  SPEAKER_00: Trust me, we get your DMs all day, every day.
• 17:39
  SPEAKER_00: I can't go any faster.
• 17:41
  SPEAKER_00: The sales page will be up next week, the week of the 19th, and the calls will start end of the week of the 19th or the 27th.
• 17:47
  SPEAKER_00: And obviously, we all know I've delayed this for months, and that's just what it is.
• 17:52
  SPEAKER_00: My priorities right now have to be mostly focused on the 3K to 9k sales, because that's what I need and my family needs, and that's what I owe my team.
• 18:01
  SPEAKER_00: But we are working on the final sales page.
• 18:04
  SPEAKER_00: Really, it's not the sales page, it's the fucking setup and circle to make sure that you guys get access to everything that you need.
• 18:10
  SPEAKER_00: So those are my five offers.
• 18:11
  SPEAKER_00: We have a team of 18 now, so that's that's fine.
• 18:15
  SPEAKER_00: And my computer just uh froze.
• 18:19
  SPEAKER_00: And then the October horror stories I covered.
• 18:22
  SPEAKER_00: If you guys want to hear all of the insane shit that people are telling me about sales, that's in the October horror stories, um, sales horror stories in my reels for all of October.
• 18:31
  SPEAKER_00: I've done five reels and I'm shooting for 50.
• 18:34
  SPEAKER_00: I have 93 um saved content ideas for it.
• 18:38
  SPEAKER_00: So again, cranking it, cranking it out.
• 18:40
  SPEAKER_00: All of this to say uh this is what fucking growth looks like.
• 18:45
  SPEAKER_00: Growth looks like I'm paying my podcast manager, my email marketer, my creative director, my COO, my CRO, my ops manager.
• 18:53
  SPEAKER_00: I'm paying them for services and I'm getting us one day, two days behind.
• 18:58
  SPEAKER_00: And that's okay.
• 18:59
  SPEAKER_00: That's okay, because we're still growing and they understand.
• 19:03
  SPEAKER_00: But here's a couple of notes about growth that I got asked um while I was speaking the last couple of months, and then I'll go over an overview of behind the scenes of my sales and lead metrics a little more granularly.
• 19:17
  SPEAKER_00: So this is to Marie, my podcast strategist, and Laura Haley, my email marketer, and a bunch of my clients.
• 19:25
  SPEAKER_00: Put yourself first in your business.
• 19:29
  SPEAKER_00: My husband gave me like a talk at the food hall that we went to last night.
• 19:34
  SPEAKER_00: He was like, and if you don't put yourself first, none of this happens.
• 19:38
  SPEAKER_00: 100%.
• 19:39
  SPEAKER_00: And to make it into the business side, if you don't put your sales first, sales likely won't happen.
• 19:47
  SPEAKER_00: Unless you have us, then sales are obviously gonna fucking happen.
• 19:52
  SPEAKER_00: But if you don't put yourself first and you're doing your own sales, like put sales first for your business, for the sustainability of your fucking company in the morning, you're probably fucked.
• 20:04
  SPEAKER_00: And you might feel like you're fucked, or you might feel like you're gonna be fucked, and that's probably why most of you that talk to me know what you should be doing.
• 20:13
  SPEAKER_00: Even if you don't feel that confident, even if you haven't done it consistently, even if the results weren't as good as you wanted them to be, even if you know we could do it better, you still know what should be done, which is really simple if I'm really, really, really simple.
• 20:30
  SPEAKER_00: Make five minutes of Instagram stories in the morning, post on threads and engage on there for five to ten minutes, and then answer DMs for five to like for about ten minutes.
• 20:38
  SPEAKER_00: Altogether, Instagram stories five minutes, threads ten minutes to fifteen minutes, ten to fifteen minutes on your DM should be thirty minutes.
• 20:46
  SPEAKER_00: We have to be able to carve out thirty minutes in the morning for your business.
• 20:50
  SPEAKER_00: Remember, your clients being supported won't be fucking supported if you can't make enough money to keep you and your business and your fucking family afloat.
• 21:02
  SPEAKER_00: So if you don't put your business first and your sales first above everything else, I was still putting my team first, then my sales, then my clients.
• 21:11
  SPEAKER_00: I have a team of 18.
• 21:12
  SPEAKER_00: I could put up residence in Slack.
• 21:15
  SPEAKER_00: I need like a fucking hammock or like a tent or a cabin.
• 21:18
  SPEAKER_00: Like it's a second residence for me.
• 21:21
  SPEAKER_00: I don't love this fact, as we can tell from the tone of my voice.
• 21:24
  SPEAKER_00: I have a team of 18.
• 21:26
  SPEAKER_00: We're hiring more managers.
• 21:27
  SPEAKER_00: Right now I'm in Slack for some time each day.
• 21:30
  SPEAKER_00: I stopped tracking it at least an hour, hour and a half minimum, in there, and that's okay.
• 21:35
  SPEAKER_00: We're making a fuckload of money.
• 21:36
  SPEAKER_00: My people are amazing, my team is amazing, my clients are amazing, everybody's doing their job.
• 21:41
  SPEAKER_00: It's fine.
• 21:41
  SPEAKER_00: I've made peace with it.
• 21:43
  SPEAKER_00: But before you do even your team stuff, even your few client messages, do sales for your business.
• 21:51
  SPEAKER_00: Make your five minutes of Instagram stories, go on threads for 10 to 15 minutes, answer DMs for 10 to 15 minutes, answer the ones you have.
• 22:00
  SPEAKER_00: If you wake up and you're me and you're playing fucking Heidi Montag being a dumb bitch on the hills in the background with all of your Halloween candles lit and your cat purring next to you and you're into your DMs and you're just thinking like Alyssa told me to answer my DMs, but I don't have any DMs.
• 22:17
  SPEAKER_00: Them's be when we start DMs, ladies.
• 22:20
  SPEAKER_00: That's when you fucking send a DM.
• 22:23
  SPEAKER_00: Okay?
• 22:23
  SPEAKER_00: And I'm really a sassy bitch about this, but I just know you guys have started a conversation before.
• 22:30
  SPEAKER_00: I've seen all of you done it.
• 22:31
  SPEAKER_00: I know you can do it.
• 22:32
  SPEAKER_00: So now we gonna do it again.
• 22:34
  SPEAKER_00: And then again and again and again and again and again.
• 22:37
  SPEAKER_00: Until you stopped giving, like doing yourself the massive disservice of thinking you can't hold a conversation to show up and see if you can help someone.
• 22:46
  SPEAKER_00: Because that's so unfair to you.
• 22:49
  SPEAKER_00: You're obviously capable of helping someone.
• 22:52
  SPEAKER_00: You're obviously capable of starting a conversation under the lens and intention of, I think maybe I could help them.
• 22:59
  SPEAKER_00: Let me get to know them and see if they'd like that.
• 23:02
  SPEAKER_00: I know you guys can do it.
• 23:04
  SPEAKER_00: You know you can do it.
• 23:05
  SPEAKER_00: You're just maybe not doing it or as confidently as you'd like or as consistently as you would like.
• 23:11
  SPEAKER_00: But please put your sales first.
• 23:13
  SPEAKER_00: It's like revelatory when I say this to people.
• 23:16
  SPEAKER_00: It's not revelatory to me, obviously, but that doesn't mean it's easy.
• 23:21
  SPEAKER_00: But you you have to.
• 23:23
  SPEAKER_00: Like, I'm like giving you homework.
• 23:24
  SPEAKER_00: Like, you got to do it.
• 23:26
  SPEAKER_00: If you want your business to do better last year than this, then this year, we need to keep doing the reps, as Steph Rubio said on The Guest House Today.
• 23:35
  SPEAKER_00: Like, keep putting in the reps.
• 23:37
  SPEAKER_00: I love when people talk about that.
• 23:39
  SPEAKER_00: This is a it's a I almost said a hobby.
• 23:42
  SPEAKER_00: It's a habit, it's a practice.
• 23:45
  SPEAKER_00: Like sales is not one more thing on your to-do list.
• 23:50
  SPEAKER_00: You need to get to the point where this is part of your business's life.
• 23:56
  SPEAKER_00: You always gonna have to do it, babe.
• 23:58
  SPEAKER_00: You're always gonna have to do it.
• 24:00
  SPEAKER_00: Always.
• 24:01
  SPEAKER_00: You're not gonna get out of sales.
• 24:03
  SPEAKER_00: You always have to do it, or you gotta pay someone else to do it.
• 24:06
  SPEAKER_00: That's the only answer.
• 24:08
  SPEAKER_00: So either you make peace with the fact that you're your own salesperson, and if you're not selling each day, then no one's selling for you.
• 24:15
  SPEAKER_00: And if you guys want to make content and hope for sales, then make content and hope for sales.
• 24:19
  SPEAKER_00: And if it's not working for you, then you also need to do sales.
• 24:23
  SPEAKER_00: That was first.
• 24:24
  SPEAKER_00: In terms of like how where we actually literally go to make sales is a massive conundrum for me.
• 24:31
  SPEAKER_00: We have a two-bedroom apartment now in Denver where we've been for five and a half months now, and like my husband and I were stoked that we were gonna have like walls, which sounds ridiculous, unless you've lived in a studio apartment with someone.
• 24:45
  SPEAKER_00: Now we're talking.
• 24:47
  SPEAKER_00: Now you understand the like invaluableness of having fucking walls and doors.
• 24:52
  SPEAKER_00: I love walls and doors, just love it.
• 24:55
  SPEAKER_00: And they're fucking soundproofed, unlike our old apartment where you could hear everything coming out of the bathroom.
• 25:02
  SPEAKER_00: When I say everything coming out of the bathroom, I mean the noises that one's male partner, in this case my husband, would make in the bathroom.
• 25:14
  SPEAKER_00: He's gonna kill me.
• 25:15
  SPEAKER_00: He's not home though, and he couldn't fucking hear me anyway, because now we have soundproof walls.
• 25:21
  SPEAKER_00: Oh my god.
• 25:22
  SPEAKER_00: I would be on a sales call in my office, in our studio apartment.
• 25:30
  SPEAKER_00: I'm slap happy.
• 25:31
  SPEAKER_00: I would be in our office, in our studio apartment in Lloydville, Kentucky, and the studio was like pretty, I think pretty classic.
• 25:38
  SPEAKER_00: All of the like amenities are in the center, and everything else is around it.
• 25:44
  SPEAKER_00: There was some of those in New York when I was living there, and at Brooklyn, some of them.
• 25:48
  SPEAKER_00: It's just an old warehouse.
• 25:49
  SPEAKER_00: So basically, everything that needed electricity is centralized in the middle.
• 25:53
  SPEAKER_00: So bathroom on one side and kitchen on the other side at the center of the apartment.
• 25:57
  SPEAKER_00: My loft office, which had a really cute wrought iron stuff spiral staircase.
• 26:01
  SPEAKER_00: There are reels on that if you guys want to see them.
• 26:04
  SPEAKER_00: But the really cute loft office was above the kitchen and the bathroom.
• 26:09
  SPEAKER_00: The one bathroom, studio apartment, one bathroom.
• 26:12
  SPEAKER_00: So I can be on a sales call.
• 26:18
  SPEAKER_00: And not even like when I started the call, headphones are not, like, he wasn't awake.
• 26:23
  SPEAKER_00: And then I like be on the sales call and you just hear like giant poop noises.
• 26:31
  SPEAKER_00: Like, what are you supposed to say to your lead in this instance?
• 26:34
  SPEAKER_00: Anyways, sometimes finding the literal space or mental space to do this can be challenging.
• 26:40
  SPEAKER_00: In my case, the literal space.
• 26:42
  SPEAKER_00: But if you have a porch, if you have a backyard, if you can go take a walk around the block in the morning, I would do that.
• 26:49
  SPEAKER_00: Maybe for you this has to be the evening.
• 26:51
  SPEAKER_00: Maybe that's the only choice.
• 26:53
  SPEAKER_00: I really don't recommend it.
• 26:55
  SPEAKER_00: I really, really, really, really, really don't recommend that you're doing your like focused DM sales times time in the evenings each day of the week.
• 27:07
  SPEAKER_00: But if it really works for you, then do it.
• 27:09
  SPEAKER_00: But if it doesn't, then don't.
• 27:11
  SPEAKER_00: And then I'm gonna get a bunch of shit from you guys that are like, I have kids.
• 27:15
  SPEAKER_00: I actually like I do have a life too.
• 27:17
  SPEAKER_00: I don't have children.
• 27:18
  SPEAKER_00: I have a lot of fucking responsibilities, like a lot of them, even though I don't have kids, and I can still carve out time to do this.
• 27:27
  SPEAKER_00: So that's that.
• 27:28
  SPEAKER_00: The other one that I was to do your sales first was one thing I was asked to talk about.
• 27:33
  SPEAKER_00: The other thing I was asked to talk about was that you're hurting your leads if you don't sell to them.
• 27:40
  SPEAKER_00: And we talked about this on the guest house on the panel that I was on too, and basically we were talking about like not you like going and cold pitching people.
• 27:51
  SPEAKER_00: I'm told my sales team this.
• 27:53
  SPEAKER_00: I told our beautiful, brilliant sales team member Anita this, and then the whole team this, that a lot of the way sales is taught is either scripted, do step one, do step two, go through this scripted flow, or a lot of rapport, rapport, rapport, rapport building.
• 28:10
  SPEAKER_00: We really do like we've hybridized that.
• 28:13
  SPEAKER_00: So we've hybridized it, meaning like we're starting with rapport building.
• 28:17
  SPEAKER_00: I build rapport and get to know them the entire time through the process, and I ask them questions I need to know to see if they're a good fit, ask them consent on if they're interested, and then answer the questions about the offer after they say yes and want to hear about it.
• 28:32
  SPEAKER_00: But I had some of my team members and a lot of our clients stuck in the rapport phase, and you guys tell me this all the time, and we talked about this in this whole panel of how do I make this bridge, this jump from being like, you know, Laura Haley, the super fucking cool revenue-focused email marketing, also human being, to let me pitch you.
• 28:57
  SPEAKER_00: Like, you you're not like Jekyll and hiding it.
• 29:00
  SPEAKER_00: I don't need to like go put on my Batman mask and pretend to be like Batman Sales Alyssa to ask you if you're interested in my offer.
• 29:09
  SPEAKER_00: I know very clearly if I talk to two or three people, I know with fair good amount of certainty if my offer will help you or not, and if you would want it or not.
• 29:22
  SPEAKER_00: I know that because I'm talking to people about what they're working on.
• 29:26
  SPEAKER_00: I'm talking to people about where they want to go, I'm talking to people about where they're at, what they're doing to get where they want to go, what's holding them back from getting there from their eyes.
• 29:35
  SPEAKER_00: What do they think I think is holding them back from getting where they want to go towards their goals?
• 29:40
  SPEAKER_00: So, what I told the sales team, and that I've told some of my clients and community members and challenge goers, is you're still tiptoeing after we've given a fuckload of like free support, free advice, free education.
• 29:55
  SPEAKER_00: We're still tiptoeing around, do you want to do it or not?
• 29:59
  SPEAKER_00: Like, do you want to do it or not?
• 30:02
  SPEAKER_00: And I told my team this too.
• 30:04
  SPEAKER_00: I was like, you we think that we're being softer, kinder, more patient by by what?
• 30:14
  SPEAKER_00: By us waiting to ask if they're interested.
• 30:18
  SPEAKER_00: But if you've been having a conversation back and forth about the topic that you help with for three, four, five plus message exchanges, we don't need to necessarily know.
• 30:28
  SPEAKER_00: Like, do you know like how much it would help you if you did this?
• 30:32
  SPEAKER_00: Like, you just need to ask them.
• 30:34
  SPEAKER_00: Hey, Marie, it looks like you are having way too many fucking leads.
• 30:39
  SPEAKER_00: Marie, that's you.
• 30:40
  SPEAKER_00: It looks like you have way too many fucking leads and it's stressing us the fuck out to not be able to get through them.
• 30:46
  SPEAKER_00: Like, hey, I'm raising my hand, me, OSA, even though you can't see me.
• 30:50
  SPEAKER_00: I'm raising my hand, that's me.
• 30:51
  SPEAKER_00: Why do we think I ended up with a team of 11 people on my DMs team?
• 30:55
  SPEAKER_00: Hey, it sounds like you have way too many motherfucking leads and you can't handle them all, and you want to help these people.
• 31:02
  SPEAKER_00: I'd love to help.
• 31:04
  SPEAKER_00: I feel like I could help you in this way with this offer.
• 31:07
  SPEAKER_00: Do you want to hear about that?
• 31:08
  SPEAKER_00: Like, look, and then my team will tell me like every five days, like, well, Sarah, we were talking to this girl, Sarah, and like I asked her if she would want help with this, and she said she did not appreciate being pitched.
• 31:23
  SPEAKER_00: Cool, now Sarah's off my list.
• 31:25
  SPEAKER_00: See a bitch.
• 31:26
  SPEAKER_00: Like, why the fuck would I care?
• 31:29
  SPEAKER_00: I did nothing wrong.
• 31:31
  SPEAKER_00: I have been there talking to you, listening to you, supporting you, educating you, giving you free resources.
• 31:40
  SPEAKER_00: Hey, if nothing else, remind yourself, you can like sit on top of a fucking pile of content you've made your whole life, and that's your free education.
• 31:50
  SPEAKER_00: I'm not talking even about your freebie.
• 31:54
  SPEAKER_00: Anything you've ever put out there to help people is educational.
• 31:58
  SPEAKER_00: My reels, my posts, my emails, my threads, my podcasts, my collabs, I've done so many fucking unpaid speaking engagements I couldn't even tell you.
• 32:06
  SPEAKER_00: My love, Christiana, to her group program, I gave them two hours of my time.
• 32:11
  SPEAKER_00: Okay?
• 32:11
  SPEAKER_00: Like, I've helped.
• 32:13
  SPEAKER_00: I've helped.
• 32:14
  SPEAKER_00: And I think we just get scared.
• 32:17
  SPEAKER_00: But if somebody is talking about what I can help with and they're asking for my advice, and I give them support and I give them more resources on top of my content, on top of my time, on top of the time that I pay my team for, and they get pissed off when I ask their consent to tell them about how I think I could help them.
• 32:39
  SPEAKER_00: That's such a them problem.
• 32:41
  SPEAKER_00: I don't give a fuck.
• 32:42
  SPEAKER_00: I'm not here to make friends.
• 32:44
  SPEAKER_00: If you're insulted by someone offering your can their consent to help you, then you're probably just a bitch.
• 32:52
  SPEAKER_00: That's what I told my team.
• 32:53
  SPEAKER_00: My team member Masha today was like, Yeah, I think we really pissed off this girl.
• 32:57
  SPEAKER_00: Like, I don't know, I was being super nice, and then I told her it was me, and she was like instantly a bitch.
• 33:02
  SPEAKER_00: And I was like, cool, what's her handle?
• 33:04
  SPEAKER_00: I'll go yell at her.
• 33:05
  SPEAKER_00: I love that shit.
• 33:06
  SPEAKER_00: Like, we need to be educated in this regard.
• 33:10
  SPEAKER_00: So I said on this panel, if you're not making the offer, you're hurting them because if they actually do indeed want your help by you not asking straight up, hey, we've been talking about this goal forever.
• 33:25
  SPEAKER_00: Marie, like, you know, let's say it's Marie's lead.
• 33:28
  SPEAKER_00: Hey, so we've been talking about, like, if you want help to grow your podcast for the last 83 years, it sounds like you know exactly where you want to go, and it sounds like you know that this part, that part, and the other part you really don't want to do.
• 33:41
  SPEAKER_00: I actually really like that shit.
• 33:43
  SPEAKER_00: If you want, we could talk about how I could help you with it.
• 33:46
  SPEAKER_00: Do you want to do that?
• 33:47
  SPEAKER_00: Yes, no, or fuck you.
• 33:49
  SPEAKER_00: All of those answers are totally fine.
• 33:51
  SPEAKER_00: Fuck you is probably a no too, but I also have people who get like pissed off that I pitch them and then come back.
• 33:58
  SPEAKER_00: They think I pitch them.
• 33:59
  SPEAKER_00: I ask their consent.
• 34:00
  SPEAKER_00: I have my team ask their consent.
• 34:02
  SPEAKER_00: So, anyways, that's another one.
• 34:04
  SPEAKER_00: Number one was to put your sales first.
• 34:06
  SPEAKER_00: Number two, you're hurting people if you're not making an offer and asking consent to make the offer.
• 34:15
  SPEAKER_00: I also highly recommend that you guys have a scalable productized offer that you're selling for Q4.
• 34:21
  SPEAKER_00: If you don't know what that is, you can come ask me and then I'll send you over to Emily Williams and she can answer that for you in about two and a half minutes.
• 34:28
  SPEAKER_00: I also recommend you guys have an offer post up.
• 34:31
  SPEAKER_00: If you're focused on one offer, it should be focused on one offer, not ways to work with me.
• 34:36
  SPEAKER_00: It would be ways to work with me through funnel in a day for KD, for example.
• 34:41
  SPEAKER_00: So, offer post for one productized offer or multiple.
• 34:46
  SPEAKER_00: And then I also recommend that you guys are integrating your Instagram and your email opt-ins together.
• 34:51
  SPEAKER_00: I have a whole resource for you that I can share on that that my client made and I can send to you if you want to pull in your email opt-ins from Emily Williams.
• 35:02
  SPEAKER_00: If you want to pull your email opt-ins into your Instagram DMs together in your lead tracker, that's been super helpful for us for sales.
• 35:10
  SPEAKER_00: And then you can always make a shitty sales page in Canberra, or you can make an actually pretty sales page, or you could pay someone to make a sales page.
• 35:18
  SPEAKER_00: But I've gotten to the point where we're doing it quick and dirty, and I've kind of forgiven myself for that.
• 35:25
  SPEAKER_00: I mean, I we have people coming in that want to start the next day because they have a sales event.
• 35:29
  SPEAKER_00: I have somebody wonderful, Haley, whose sales event is on Tuesday and wants to start tomorrow, and we just can't.
• 35:35
  SPEAKER_00: We we just can't.
• 35:37
  SPEAKER_00: I can't go any faster, can't sacrifice more time with my family, can't sacrifice getting a fucking jog on because goodness knows I need to shake off a little jiggle before the holidays.
• 35:47
  SPEAKER_00: True, truly, that's not like self-deprecating.
• 35:49
  SPEAKER_00: Like the jiggle is a little annoying.
• 35:51
  SPEAKER_00: I'd like to just walk and not feel things like rolling around.
• 35:55
  SPEAKER_00: You know, like that that sounds cool.
• 35:57
  SPEAKER_00: I just want my body to be like kind of like solidified.
• 36:01
  SPEAKER_00: So, anyways, those are some of my tips would be put your sales first, ideally in the morning.
• 36:06
  SPEAKER_00: You're hurting people if you're not asking consent and making the motherfucking offer.
• 36:10
  SPEAKER_00: You want to have a productized offer for Q4, you want to have an offer post ideally on the main one offer or a couple if you have really serious, like really valid options for people that are gonna want a lot of people are gonna want either thing one, two, or three.
• 36:26
  SPEAKER_00: You could definitely be integrating your email opt-ins that have an Instagram handle in the form field with your leads from Instagram, from emails, from LinkedIn, in-person events, wherever, and make a sales page and make it efficient for people to check out when you're not around.
• 36:41
  SPEAKER_00: Those are my tips.
• 36:43
  SPEAKER_00: I did intend for us to go through an overview of behind the scenes of my sales, but it's going to have to wait for next time.
• 36:49
  SPEAKER_00: Because I'm actually going to go outside in the darkness and run around the lake.
• 36:55
  SPEAKER_00: Okay, you guys are awesome.
• 36:57
  SPEAKER_00: Thank you for listening.
• 36:58
  SPEAKER_00: I honestly can't believe how many people listen to this podcast.
• 37:02
  SPEAKER_00: Marie tells me how many people listen.
• 37:03
  SPEAKER_00: I just don't believe her, but like the numbers don't lie.
• 37:07
  SPEAKER_00: I am going to link in the show notes our done with you lead generation service, which by the time you guys get to listen to this in the next day or two on the 16th or 17th, it'll probably have our done for you lead management and our done with you lead generation.
• 37:22
  SPEAKER_00: So lead gen is$750 a month, lead management is$1,500 a month, and we close in the DMs for you.
• 37:28
  SPEAKER_00: I'll link both of those.
• 37:29
  SPEAKER_00: I'll link our October sales horror stories, reels series, and um some other goodies.
• 37:37
  SPEAKER_00: So stay tuned for all of that.
• 37:39
  SPEAKER_00: Thank you all for listening.
• 37:40
  SPEAKER_00: It truly blows my mind that this many people want to listen to me like just rant and basically say like sales fuck, sales fuck, say like what else am I talking about?
• 37:50
  SPEAKER_00: Um, but anyways, thank you guys for listening.
• 37:52
  SPEAKER_00: Please come DM me.
• 37:53
  SPEAKER_00: Please make sure you're on the email list.
• 37:55
  SPEAKER_00: Uh, we have really, really incredible email marketing pal Laura actually sending great emails now.
• 38:01
  SPEAKER_00: And I will talk to you guys soon through DMs emails or somewhere else.
• 38:06
  SPEAKER_00: Okay, bye guys.