Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / My Group Program Launch Formula That Generated $65K on Instagram | Ep 22

Transcript

My Group Program Launch Formula That Generated $65K on Instagram | Ep 22 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

• 0:00
  SPEAKER_00: We made close to$65,000 across three Done For You DM sales clients group launches, and I'm gonna give you guys all of the tea.
• 0:11
  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.
• 0:23
  SPEAKER_00: Hey sales friends, I'm Alyssa, your cheap sales gal.
• 0:27
  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.
• 0:36
  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.
• 0:44
  SPEAKER_00: So let's get into all of the juicy details.
• 0:48
  SPEAKER_00: Hey guys, welcome back to the DM Sales Gal.
• 0:52
  SPEAKER_00: It seems like it's been forever since I recorded a solo episode.
• 0:56
  SPEAKER_00: Uh, just know that August was insane for our clients.
• 1:00
  SPEAKER_00: We made close to$65,000 across three Done For You DM Sales clients group launches, and I'm gonna give you guys all of the tea.
• 1:12
  SPEAKER_00: It is a super simple process that I don't know anyone else who is doing that, and they should be doing it.
• 1:19
  SPEAKER_00: So we're gonna get into the details.
• 1:21
  SPEAKER_00: I will give you guys the quick and dirty details.
• 1:23
  SPEAKER_00: It's almost my dinner time past it, and so I'm gonna give you guys some of the details, and then you can come ask me all about it in the DMs.
• 1:32
  SPEAKER_00: And we have a wonderful email list of email content going out from behind the scenes of this podcast.
• 1:39
  SPEAKER_00: So if you guys aren't on the email list, you definitely want to be on there.
• 1:42
  SPEAKER_00: We're doing behind the scenes of each episode, and we're doing podcasts every single month with even more details from me.
• 1:49
  SPEAKER_00: So here are the dirty deets, and get on the email list if you want even more from here.
• 1:55
  SPEAKER_00: Okay, so most of my career in DM sales, most of the time, of the 11 years I've been in business, the last four years that I've made DM Sale to focus, we have focused on done for you service providers.
• 2:09
  SPEAKER_00: What I hadn't focused on quite as much is people that had group programs also, or as their main focus.
• 2:16
  SPEAKER_00: A lot of the people that I helped were trying to reach their first 7, 10k plus recurring months.
• 2:25
  SPEAKER_00: And now the people that we're helping for clients are more like at their 15 to 25 recurring rent months and want to go up from there, which is to say, yes, they have a one-on-one offer, but they've also productized, and they either have an agency model where them and their team can help lots of clients, or they have a group program.
• 2:46
  SPEAKER_00: So we're working with both, and the one that's been really fun lately, the agencies are fun, but specifically in this episode, I want to talk about those selling group programs because, like I said, we have a really specific formula for this that is totally obvious to me and apparently not quite as obvious to all.
• 3:06
  SPEAKER_00: So, one of the issues that has happened when people come to us for a launch is that they're coming too late.
• 3:13
  SPEAKER_00: Right now, we're booking about one month out, and we need at least four to six weeks before your launch to be able to warm people up.
• 3:21
  SPEAKER_00: So if you're hearing this and you want to make 15, 17, 30k plus in new sales within a couple of months from launching together with us doing your DM sales, just know that we need to know about it two months before.
• 3:35
  SPEAKER_00: So, those of you coming to me and it's September 8th today, and you're like, yeah, yeah, my launch is until October.
• 3:42
  SPEAKER_00: Ladies, we we all know standard launch timelines are at least a month, right?
• 3:48
  SPEAKER_00: I mean, everybody here knows that buying timelines and the trust recession and all of that, like you need to be able to build trust and have them understand your offer without rushing into the actual logistics of a launch, like a sales event, like a challenge, all those sorts of things.
• 4:06
  SPEAKER_00: So, one of the biggest issues we have with people launching group programs, or they want to make a lot of sales for their agency, is they're coming to us too late.
• 4:14
  SPEAKER_00: So, I'm just gonna say that as a side note from the beginning.
• 4:18
  SPEAKER_00: And honestly, most of these clients came in too late, but we still worked the fuck out of those launches with me in the DM sales team.
• 4:28
  SPEAKER_00: You guys have been asking me in the DMs.
• 4:30
  SPEAKER_00: Our DM sales team is now 10 ladies strong, and we shall add some more later in the month, but not this week and not last week, which I'm stoked about because uh your girl gets tired of hiring.
• 4:43
  SPEAKER_00: Uh and I'm not even doing most of the hiring.
• 4:45
  SPEAKER_00: I don't have to find candidates, I don't have to interview them, I don't have to score them, I don't have to onboard them, I don't have to train them, I have to manage them a little bit, but I'm happy for us to stay the size that we are for the current period.
• 4:58
  SPEAKER_00: Okay, so we're going to get into all of the different group program details.
• 5:04
  SPEAKER_00: So I'm gonna talk about three different clients.
• 5:08
  SPEAKER_00: Um, some of them I'm going to just disclose as an initial, and some of them I'll name by name, uh, just depending on like our contracts and the details.
• 5:17
  SPEAKER_00: So one of our clients, H, they were at almost$18,000 in sales from in two and a half months from 13 sales for their group program, which was$1,500.
• 5:32
  SPEAKER_00: Then I have another client that was just shy of 17,000 sales in sales in two months from 17 sales for a thousand dollar offer.
• 5:43
  SPEAKER_00: Then I have an and that client was M.
• 5:45
  SPEAKER_00: And then we have our client E, aka Emily, who's probably listening to this, who made$30,000 from in about five weeks from five new sales, and she made more sales on top of that, and that's gonna lead into Emily, our level 10 client, and who it's easiest to make sales for.
• 6:06
  SPEAKER_00: So if you guys are in this position where you're already making sales and you want to make more, you're a prime candidate, and I'm gonna talk about everything that helps us get there.
• 6:15
  SPEAKER_00: And there's a big difference between H and M making 17 or 18 grand versus Emily making 30 grand.
• 6:23
  SPEAKER_00: And the person who made the most, E, Emily, her offer was four to six times the cost of the others.
• 6:33
  SPEAKER_00: So, like, riddle me that one.
• 6:35
  SPEAKER_00: Like, how you know, this is such a such a misconception that you're going to have a you know higher sales launch if your offer is 1,000, 1500, 2000.
• 6:47
  SPEAKER_00: And I'm talking about group programs, but this could also be an agency where you're selling four spots for September or whatever it is.
• 6:55
  SPEAKER_00: But I've always said this, I'll die on this hill as I will on Mini.
• 6:59
  SPEAKER_00: It's way easier for us to sell higher ticket than it is mid-ticket.
• 7:03
  SPEAKER_00: For me, mid-ticket would go up to 2000, 3,000.
• 7:07
  SPEAKER_00: High ticket is 3, 5, 10, 15, 20 plus.
• 7:12
  SPEAKER_00: Um, so, anyways, one client H 18,000 in sales from 13 sales in two and a half months, another client M 17,000 in sales from 17 sales in two months, and then E for Emily 30,000 in sales from five sales in five weeks.
• 7:32
  SPEAKER_00: Altogether, it's just shy of$65,000 across 35 sales.
• 7:38
  SPEAKER_00: So I'm gonna break it down even more for you guys, and then I'm gonna tell you exactly how we did it.
• 7:44
  SPEAKER_00: Just like one note too before we get into what makes it easier to sell for these clients and exactly how we did it.
• 7:52
  SPEAKER_00: A big piece of why the higher ticket is easier to sell is that the positioning is there.
• 7:58
  SPEAKER_00: There is a super like high in-demand offer that's positioned very, very well with the data to back it up.
• 8:06
  SPEAKER_00: And we're gonna get into all those things, but if you have that, the price starts to not fucking matter.
• 8:13
  SPEAKER_00: If you're making like rock solid, super high quality content based on data-backed client stories, your shit is going to do really, really well.
• 8:24
  SPEAKER_00: So, this is the formula that we're using that is allowing us to make those sales for these group programs, but you could apply this to your agency too.
• 8:34
  SPEAKER_00: And then I'm gonna tell you everything that people are doing this for have in common.
• 8:39
  SPEAKER_00: So, this is like the$30,000 tip, kids, and it'll take you approximately three minutes.
• 8:47
  SPEAKER_00: Um, or you can go hire my podcast manager, Marie, you can go hire our partners and they can do it for you.
• 8:54
  SPEAKER_00: Laura, that's you.
• 8:55
  SPEAKER_00: This is an email marketing hack, okay?
• 8:58
  SPEAKER_00: It's so fucking easy.
• 9:01
  SPEAKER_00: When you have people sign up for anything in your emails, if I come to a challenge, if I come to a sales event, a webinar, a masterclass, a free networking, a free co-working, a digital product, a paid digital product, a freebie, a free recorded training, a podcast funnel.
• 9:20
  SPEAKER_00: If anyone gives you their email at any moment in time, in the past, but also now and in the future, get their fucking Instagram in a form field in your opt-in form.
• 9:34
  SPEAKER_00: Why?
• 9:35
  SPEAKER_00: Because there's a like massive ongoing debate across the Instagram world about you own your email list, you don't own your Instagram.
• 9:44
  SPEAKER_00: Whoa, shucks, really?
• 9:45
  SPEAKER_00: I started hearing that in 2020.
• 9:48
  SPEAKER_00: It's been six years.
• 9:49
  SPEAKER_00: Thanks for the revelation.
• 9:50
  SPEAKER_00: But also what people are missing, because we'd rather rather like get on threads and fucking battle about who's right.
• 9:57
  SPEAKER_00: Who's right based on who makes the most money, and that means that they're right.
• 10:01
  SPEAKER_00: But actually, your fucking email and your Instagram should go together, and they don't just marry one another without you marrying them together.
• 10:10
  SPEAKER_00: Your email should be you selling one to many.
• 10:14
  SPEAKER_00: Your Instagram is where you sell one-to-one.
• 10:17
  SPEAKER_00: Any lead I have, like those of you listening that you want me to make sales for you, you all are gonna get on my email list or you're already on there, and we're going to chat in the DMs, me or my sales team and I.
• 10:31
  SPEAKER_00: So this is a really five or six step process.
• 10:35
  SPEAKER_00: I just added a note in the notes for this podcast like six minutes ago.
• 10:39
  SPEAKER_00: So, step one, add an Instagram form field into your opt-ins for anything.
• 10:46
  SPEAKER_00: Anytime someone gives you their email, add it in, make it required.
• 10:49
  SPEAKER_00: You're gonna get based on the data, let's say five, 10% of people write a zero, write in a write, I fucking hate Instagram as their fake Instagram handle.
• 11:00
  SPEAKER_00: All that's fine.
• 11:01
  SPEAKER_00: Like that we'll just, those are outliers, okay?
• 11:04
  SPEAKER_00: But anybody who gives you their Instagram, now they're not only on your email list, but you can also have a one-on-one conversation.
• 11:11
  SPEAKER_00: And in case you guys have made a sale before, we know that a one-on-one conversation for something thousands of dollars plus, if it's 1,000, 5,000, 10,000, is going to come from a one-on-one conversation.
• 11:27
  SPEAKER_00: That is not to say, Sally, don't kill me.
• 11:30
  SPEAKER_00: That is not to say you cannot have a one-on-one conversation in email.
• 11:33
  SPEAKER_00: It is to say when we're emailing, we're emailing a list of people.
• 11:38
  SPEAKER_00: We're emailing multiple people at once.
• 11:40
  SPEAKER_00: We cannot say to all of them the exact same thing, but what we are.
• 11:44
  SPEAKER_00: We're saying the thing that can apply to most people, but everyone is gonna come back with their own situation.
• 11:50
  SPEAKER_00: So, yes, we can sell one-to-many via an email newsletter, email marketing, and then get a one-on-one email back and have a sales conversation there.
• 12:00
  SPEAKER_00: Again, one-to-mini emails going out, one-to-one emails coming back.
• 12:05
  SPEAKER_00: But you can also sell one-to-many emails going out and one-on-one through the Instagram DMs if you get the form field.
• 12:15
  SPEAKER_00: As far as, well, I already have 100, 500, 50,000 people on my email list, and we don't have their Instagram form field, tough titties, okay?
• 12:25
  SPEAKER_00: We can't go back and change the past.
• 12:27
  SPEAKER_00: What you can do is give a call to action towards an Instagram DM and either give them a post, or sometimes if I make an email the same day, I'll link it to my Instagram stories.
• 12:37
  SPEAKER_00: Like grab the link, not your Instagram handle, your Instagram stories link.
• 12:42
  SPEAKER_00: DM me if you can't find it, it's really easy.
• 12:44
  SPEAKER_00: Um, but we can send people back to your Instagram to get the hottest leads to raise their hand.
• 12:50
  SPEAKER_00: Arguably, if I have five people, a hundred people, ten thousand people on my email list, I don't want all of their Instagram handles, I want the hottest ones.
• 13:00
  SPEAKER_00: Instagram handles.
• 13:01
  SPEAKER_00: So, step one, you guys want to add the Instagram form field to anywhere people are opting in.
• 13:06
  SPEAKER_00: If you already have an email list that is engaged, I would also ask them to DM you about something in the email for what I would call a free mini offer, which is, for example, for this, let's say, I don't know if I can make one up on the spot.
• 13:24
  SPEAKER_00: I mean, ones I've done before would be like DM me three for your next three Instagram stories ideas, which I'm happy to do that.
• 13:31
  SPEAKER_00: You guys can ask me for that if you want to.
• 13:34
  SPEAKER_00: But number one would be add an Instagram form field.
• 13:37
  SPEAKER_00: You can also do a call to action to your Instagram for a free mini lover to get their Instagrams that way.
• 13:43
  SPEAKER_00: Number two, all those Instagrams need to be added to a lead tracker, which means you have to have a lead tracker.
• 13:49
  SPEAKER_00: This can be clickup.
• 13:51
  SPEAKER_00: Emily Williams is a fucking data freak and somehow has built her own lead tracker in like three minutes, which I could not do in the last 11 years.
• 14:01
  SPEAKER_00: But that's because we have different and overlapping skill sets.
• 14:04
  SPEAKER_00: So if you're using a Google Sheet, if you're using ClickUp, Asana, Notion, Trello, Monday, Airtable, or Go High Level, the Big Bad Beast itself, any of those will work.
• 14:16
  SPEAKER_00: What I'm telling you is everybody knew you need an Instagram form field.
• 14:20
  SPEAKER_00: That's step one.
• 14:21
  SPEAKER_00: And also, we can get their Instagram by having them DM you from your emails.
• 14:26
  SPEAKER_00: Number two, those data points, both the email and the Instagram, need to go into your lead tracker, whether it's a Google Sheet or a project management system or go high level, any of those.
• 14:38
  SPEAKER_00: Your honeybook, your Dubsado don't count because you cannot put this in there in a meaningful way and go through them and update it to what we need to do.
• 14:47
  SPEAKER_00: Then, once we have that, we're leading up to getting people to a sales event.
• 14:53
  SPEAKER_00: So we do this, this is kind of those like two steps together here.
• 14:58
  SPEAKER_00: While we are promoting the sales event, I want you guys to be doing Instagram stories, I want you to be doing carousels, and I want you to be doing threads and reels.
• 15:06
  SPEAKER_00: But a lot of us like to skip the stories, we like to skip the carousels, we like to skip threads that actually has strategy behind it.
• 15:13
  SPEAKER_00: That's a total Taylor Lane question.
• 15:15
  SPEAKER_00: Emily Williams, my friend and client, and Taylor Lane, my friend and collaborator, and literally everything I'm doing, she's a part of in some way.
• 15:25
  SPEAKER_00: Um, have a challenge on Fred's right now.
• 15:28
  SPEAKER_00: So I will put the link in the show notes so you guys can go sign up.
• 15:32
  SPEAKER_00: It's free, it's called Stranger Things.
• 15:34
  SPEAKER_00: I'm hoping that they're going to put some like Stranger Things iconography in it, like the show.
• 15:39
  SPEAKER_00: We'll see.
• 15:40
  SPEAKER_00: You never know what those two are planning.
• 15:41
  SPEAKER_00: It's uh, you just never know.
• 15:43
  SPEAKER_00: Uh who knows what's coming, but it's gonna be awesome.
• 15:46
  SPEAKER_00: So if we want to make these kind of group program sales, sales 17, 18, 30k within one month or a couple months of our launch, you need an Instagram form field in every opt-in.
• 15:58
  SPEAKER_00: You need to put that into a lead tracker, step two, emails and their Instagram.
• 16:03
  SPEAKER_00: Number three, in the midst of this, you need to be making carousels, reels, stories, and threads.
• 16:09
  SPEAKER_00: And you guys can go get the three free threads and authority offer challenge called Stranger Things that we'll put in the show notes.
• 16:16
  SPEAKER_00: Number four, our team comes in and we'll DM them an invite to the webinar, or if they've already signed up for the sales event, masterclass, webinar, call it what you will, I'll say sales event.
• 16:28
  SPEAKER_00: They've already signed up, we're gonna ask them what they're most excited for.
• 16:31
  SPEAKER_00: Why did they join?
• 16:32
  SPEAKER_00: What are they pumped about?
• 16:33
  SPEAKER_00: What questions do they have?
• 16:34
  SPEAKER_00: Can you give us any questions you'd like to answer, like us to answer live on the masterclass?
• 16:40
  SPEAKER_00: Dot dot dot.
• 16:41
  SPEAKER_00: And then they have a reason to show up just for them, their specific situation, and it's a gold market research and prime for more content.
• 16:52
  SPEAKER_00: Then at the actual webinar, we this would be step five, at the actual webinar, we cold a transcript, pull it through it with Claude for all of the questions people ask, and then we make content on that.
• 17:06
  SPEAKER_00: The content that's going on through a launch period is my sales content recipe, right?
• 17:12
  SPEAKER_00: I mean, what else?
• 17:14
  SPEAKER_00: I'm tired, but straight up, what else?
• 17:17
  SPEAKER_00: You know, I had one male client once and he was like, Yeah, Alyssa has a podcast, she just talks about the same thing every day.
• 17:23
  SPEAKER_00: Thanks, John.
• 17:24
  SPEAKER_00: Yeah, you know what?
• 17:25
  SPEAKER_00: Makes it a fuck load of money.
• 17:27
  SPEAKER_00: Also, I appreciate that.
• 17:28
  SPEAKER_00: He didn't mean it as an insult either.
• 17:30
  SPEAKER_00: I love John.
• 17:30
  SPEAKER_00: He was just very straight to the point about it in a conversation.
• 17:35
  SPEAKER_00: So, sales content recipe through this launch, but especially from the webinar for this step, we're pulling what they say and we're pulling it into questions.
• 17:44
  SPEAKER_00: You guys need to like go back to elementary school when our third grade teachers taught us like how to turn up clause into a question versus a sentence.
• 17:53
  SPEAKER_00: If I say, I don't know what I want for dinner, because I'm pretty sure we have no food in the house.
• 17:59
  SPEAKER_00: Uh obviously is the current situation, then you can change that if this were a webinar question too.
• 18:06
  SPEAKER_00: I don't think I have any food in the house.
• 18:09
  SPEAKER_00: What should I make for fucking dinner?
• 18:11
  SPEAKER_00: Should be the fucking title of this podcast episode, probably.
• 18:14
  SPEAKER_00: I am tired.
• 18:15
  SPEAKER_00: I just did a bunch of stuff I didn't expect would take so long, which was a really great day, and then sometimes things take longer than I wish that they would.
• 18:25
  SPEAKER_00: So that would be that next step is during a launch, we are making content on FAQs, like questions asked during the webinar.
• 18:33
  SPEAKER_00: If you have a past webinar, you can use those.
• 18:36
  SPEAKER_00: If you have past sales calls, you can use those.
• 18:38
  SPEAKER_00: If you have past DM conversations that became a sale, you can use those.
• 18:42
  SPEAKER_00: If you have client calls, you can use those.
• 18:45
  SPEAKER_00: I have more in that list where that came from.
• 18:48
  SPEAKER_00: But sales content recipe during the launch, and then from the webinar, we want to be using case studies, we want to be using FAQs, and we want to be using thought leadership, all those things together and more.
• 19:00
  SPEAKER_00: From the webinar specifically, we're collecting FAQs, and if we can answer an FAQ with a client story, now that I say that or case study, I kind of use them interchangeably, just client stories using the case study data in more of a storytelling way.
• 19:16
  SPEAKER_00: Now that I say it out loud, it's probably how I've closed a fuckload of clients.
• 19:19
  SPEAKER_00: If you guys want to use that.
• 19:21
  SPEAKER_00: If someone comes to me and they're like, well, you know, I have a whole lot of leads, but I just can't get through them, and I really don't know if they're qualified.
• 19:30
  SPEAKER_00: I'm using an example of a lead right now.
• 19:33
  SPEAKER_00: I really don't know if my leads are qualified or not, because I don't have enough time to check through them.
• 19:36
  SPEAKER_00: So if you guys were like, if I was gonna pay you to go through them, I don't know what you would find.
• 19:40
  SPEAKER_00: And I can answer that with a client story, aka case study of someone I've helped, where we had a client who had 50 plus DMs every single day and hundreds more that were unqualified that we had to sift through, put through a sales system, etc.
• 19:57
  SPEAKER_00: etc.
• 19:58
  SPEAKER_00: If you can answer an FAQ with a client story/slash case study, that's gonna go really well.
• 20:04
  SPEAKER_00: And then we're going to either close them in the DMs or book a sales call for our clients to complete.
• 20:10
  SPEAKER_00: Two of these clients, both M and H, did zero calls.
• 20:15
  SPEAKER_00: They did a webinar and then H did a follow-up call to the webinar two times.
• 20:22
  SPEAKER_00: Uh, but if you have really solid positioning for a group offering or an agency model, you often don't slash shouldn't need sales calls.
• 20:35
  SPEAKER_00: The point of having a scalable, productized, streamlined offer like an agency model, hey at me, like a group program like Emily Williams sold out services, is that you do less fucking work.
• 20:49
  SPEAKER_00: If someone has to do sales calls, it's either you, the founder, or it's our sales team.
• 20:54
  SPEAKER_00: We don't charge extra for it, but it's a whole lot of fucking work.
• 20:57
  SPEAKER_00: It's a whole lot of fucking work.
• 20:59
  SPEAKER_00: Our client Donisha, we've done four sales calls.
• 21:02
  SPEAKER_00: Um, either she and I, or she and I and my or she and a team member of mine, or now just my team member.
• 21:09
  SPEAKER_00: We have to collect all the information from them and or get it in a form, then prep the call notes, then do the call, then review the call notes, pull the recording, prep a proposal, send the proposal, go back and forth, like raise your hand if you've been through this before because I am like a sales fucking mogul and I hate it.
• 21:29
  SPEAKER_00: We're actually hiring someone just to do our proposals.
• 21:32
  SPEAKER_00: I fucking hate it.
• 21:34
  SPEAKER_00: My husband on like uh what day is it?
• 21:38
  SPEAKER_00: Mm-hmm, Tuesday?
• 21:40
  SPEAKER_00: My husband on like Sunday and Monday would like come in and out from being at work and be like, You done yet?
• 21:45
  SPEAKER_00: Let's eat, let's do this, let's do that.
• 21:47
  SPEAKER_00: And I'm sending$36,000 of contracts to my team to actually like send them out.
• 21:54
  SPEAKER_00: Like I tell them the details here's the name, here's the offer, here's any adjustments, if any, that need to.
• 22:00
  SPEAKER_00: We made if the date has changed, blah blah blah.
• 22:02
  SPEAKER_00: But I was pulling from the proposals the details to give to my ops team to send$36,000 of proposals to three new clients in one day, and I still fucking hate it so much.
• 22:16
  SPEAKER_00: So, if and when applicable, you can cut that fucking shit out.
• 22:21
  SPEAKER_00: Um, it makes my life a lot easier.
• 22:23
  SPEAKER_00: I love it when people want to close in the DMs, but we're also selling offers now that are$18,000 and up, so it makes sense that they're needed.
• 22:31
  SPEAKER_00: I just fucking hate proposals.
• 22:33
  SPEAKER_00: I'm so good at it.
• 22:34
  SPEAKER_00: I'm so good at like I wouldn't even say negotiating.
• 22:38
  SPEAKER_00: I'm just answering their questions, and I mean sometimes we're negotiating on like different points, but really they're just asking questions and I'm clarifying.
• 22:46
  SPEAKER_00: Mostly we're not negotiating.
• 22:49
  SPEAKER_00: Also, I don't mostly negotiate anymore.
• 22:51
  SPEAKER_00: We have a standardized offer, and if it don't work for you, then go find someone else, except you can't because no one's doing what we're doing.
• 22:58
  SPEAKER_00: So really good luck.
• 23:00
  SPEAKER_00: Best of luck to you is my answer to any negotiation questions.
• 23:04
  SPEAKER_00: Can we change this, that?
• 23:06
  SPEAKER_00: No, no, we can't.
• 23:07
  SPEAKER_00: But thank you so much for taking the time to ask the fucking question.
• 23:10
  SPEAKER_00: No, I don't have fucking time for this.
• 23:12
  SPEAKER_00: So, anyways, the formula to try to narrow down this ramble is the six steps that we're doing to actually get this level of group sales results would be add an Instagram form field.
• 23:26
  SPEAKER_00: Everybody who signs up for the sales event, we get it.
• 23:28
  SPEAKER_00: All of that goes into a lead tracker, it is like synced into there, should be automated.
• 23:34
  SPEAKER_00: So either something like a project management system or Emily's beautiful, brilliant, clotted lead tracker she built from her own magic that still blows my mind.
• 23:44
  SPEAKER_00: I have no idea how she did it, and I fucking love her for that.
• 23:47
  SPEAKER_00: Um, or something like go high level that's more robust.
• 23:50
  SPEAKER_00: All of those form fields for all those Instagrams in the form field and the emails go into a lead tracker.
• 23:55
  SPEAKER_00: That's step two.
• 23:56
  SPEAKER_00: Number three, you're making fucking high quality content through the launch.
• 24:00
  SPEAKER_00: If not, you shouldn't be launching.
• 24:03
  SPEAKER_00: Like we're wasting our energy if the content isn't high quality.
• 24:06
  SPEAKER_00: So Instagram stories, carousels, threads, reels.
• 24:10
  SPEAKER_00: Then step four, we're DMing people who have signed up for the webinar, or personally inviting them to the webinar and following up with them along the way, asking why they joined, asking any specific questions they want us to answer, following up, making sure they're coming.
• 24:25
  SPEAKER_00: This takes work.
• 24:27
  SPEAKER_00: Most people don't want to do it.
• 24:28
  SPEAKER_00: That's why they pay us, but it gets fucking results, obviously.
• 24:33
  SPEAKER_00: To use some Emily fun stats, I think it's like 73 or so percent of people that came to the webinar, like 73% of the sales that came to the webinar or more.
• 24:45
  SPEAKER_00: I think it's closer to 80 now because the sales keep growing, and we'll see after what happens in September as well.
• 24:51
  SPEAKER_00: But it works.
• 24:52
  SPEAKER_00: Actually, we were just talking about that in Slack.
• 24:55
  SPEAKER_00: Then we're grabbing their questions from the webinar, we're making more content, and then step six, we are closing in the DMs or booking a sales call if needed.
• 25:03
  SPEAKER_00: So get the Instagram form field, number one.
• 25:05
  SPEAKER_00: Number two, put it in the lead tracker.
• 25:07
  SPEAKER_00: Number three, high quality content.
• 25:09
  SPEAKER_00: Number four, DMing them asking why they want to come, making sure we get their questions to answer on the webinar.
• 25:14
  SPEAKER_00: Number five, we get those questions asked and we make content out of it.
• 25:18
  SPEAKER_00: Number six, we close in the DMs or book a sales call if we absolutely must.
• 25:24
  SPEAKER_00: And last but not least, what Emily asked me in Instagram earlier today, and what my lovely colleague Sally asked me, what makes your best clients your best clients?
• 25:36
  SPEAKER_00: Which for you guys means, from my experience with group program sales, even just this year, because we've tested a lot, believe me, it wasn't always going this well.
• 25:47
  SPEAKER_00: It wasn't.
• 25:48
  SPEAKER_00: Although, although I will say the group programs have been a sweet spot for us in terms of like other industries, program types.
• 25:55
  SPEAKER_00: I've sold fucking, like, I mean, I've sold stuff for web developers.
• 26:00
  SPEAKER_00: Don't repeat this, because I'll never take clients like this again, even though it's the public podcast.
• 26:05
  SPEAKER_00: But I've taken clients that have events, like in-person events, never fucking selling event tickets ever again.
• 26:11
  SPEAKER_00: No one asked me like in-person events, won't ever do it, not for six million dollars, ever.
• 26:16
  SPEAKER_00: Fucking hate it.
• 26:17
  SPEAKER_00: Not doing in-person event sales, we're not doing in-person event sponsorship sales, we're not selling like a software, we're not selling.
• 26:25
  SPEAKER_00: This guy asked me if I would sell his vending machines.
• 26:29
  SPEAKER_00: Also, no, group programs and vending machines are just so much different these days, you know, than it used to be.
• 26:37
  SPEAKER_00: I've done nonprofits, I've done restaurants, all this different shit.
• 26:41
  SPEAKER_00: There's been a learning curve for most of them.
• 26:44
  SPEAKER_00: Group programs weren't a hard learning curve, really.
• 26:47
  SPEAKER_00: We've just gotten lots better at it in the last few months from doing so much of it.
• 26:52
  SPEAKER_00: Of doing, what was it?
• 26:54
  SPEAKER_00: Um, 35 sales for these three, and we have more, and I'll share more on those case studies too.
• 27:00
  SPEAKER_00: And hopefully I'll be a little less tired, and I'm sorry, but I still wanted to get you guys this information.
• 27:06
  SPEAKER_00: But these people have something in common, and the ones that did the best have this going even well, even more well for them.
• 27:17
  SPEAKER_00: Um, so here's a couple of things that make launching for a group program or an agency go the very best so you guys can know what you can do to do it the very best for you, or come and get our help with it.
• 27:30
  SPEAKER_00: We are now booking end of September and then all through October and beyond.
• 27:35
  SPEAKER_00: We're booking at least three weeks in advance, which means like from the date that you say yes, that's three weeks out.
• 27:42
  SPEAKER_00: Okay, what makes them a level 10 client to use an elite language?
• 27:47
  SPEAKER_00: Number one, you already have an in-demand offer with positioning and authority to back it up.
• 27:53
  SPEAKER_00: So, for example, if I were to say like web design, you gotta be more specific than that.
• 28:01
  SPEAKER_00: What if I'm like a web designer for horse trainers?
• 28:04
  SPEAKER_00: That's specificity, okay?
• 28:06
  SPEAKER_00: And there needs to be specificity and there needs to be demand and there needs to be positioning and authority behind it.
• 28:13
  SPEAKER_00: The clients we work with already know all this shit.
• 28:16
  SPEAKER_00: They know that they have a very like unique expert skill set.
• 28:20
  SPEAKER_00: They have put it into a package and they know how to show that it's the biggest, fucking baddest thing.
• 28:26
  SPEAKER_00: Okay, so then number two, of already having an on in-demand offer, strong as fuck positioning, authority, confidence.
• 28:35
  SPEAKER_00: Number two, they're master marketers, they know how to create demand and they already have like they have case studies to back it up of people that have been through their program because they have an in-demand offer, because they have case studies and are master marketers and are utilizing whatever platform they're on pretty much to the fullest extent.
• 28:58
  SPEAKER_00: Which means if you're on Instagram, you have carousels, you have reels, you have stories.
• 29:04
  SPEAKER_00: Because those are the three core tenets of fucking content.
• 29:07
  SPEAKER_00: And if you're not using them, then you're missing them.
• 29:10
  SPEAKER_00: Look, I was not a it's not like a jump on the bandwagon thing.
• 29:13
  SPEAKER_00: It's like these are a legitimate, documented, strategic path to purchase.
• 29:20
  SPEAKER_00: And if you're not using all three, you're missing the mark.
• 29:22
  SPEAKER_00: I'm not even mentioning threads yet on purpose.
• 29:24
  SPEAKER_00: Threads, it's also its own thing.
• 29:26
  SPEAKER_00: If you're gonna use threads, you have to have strategic threads.
• 29:30
  SPEAKER_00: Another reason to do the Emily and Taylor Lane challenge, and then it goes over to your Instagram where you need carousels, reels, and Instagram stories.
• 29:39
  SPEAKER_00: So number one, they have an in-demand offer.
• 29:41
  SPEAKER_00: Number two, they're master marketers and they're utilizing all of the opportunities available to them on the platform, on Instagram, on threads, both.
• 29:50
  SPEAKER_00: All of them are using both, or the ones that are doing the best are using both.
• 29:55
  SPEAKER_00: Number three, because they have an in-demand offer, and because they're master marketers, they already have leads.
• 30:01
  SPEAKER_00: They know they have leads.
• 30:02
  SPEAKER_00: They get new followers, they get comments, they get likes, they have DMs, they just can't go through it all by themselves.
• 30:09
  SPEAKER_00: Number four, they have a sales event.
• 30:11
  SPEAKER_00: These people are not launching every motherfucking month.
• 30:15
  SPEAKER_00: They don't have seven sales event per month, they have one event maybe every couple of months.
• 30:21
  SPEAKER_00: What's been working really fucking well for me and my closest colleagues, like Marie, like Taylor, like Emily, like Laura, is we're teaming up.
• 30:31
  SPEAKER_00: And like, look, I love you, Marie and Laura and Taylor, but like we're not just teaming up for funsies.
• 30:38
  SPEAKER_00: We're teaming up because our offers directly overlap.
• 30:41
  SPEAKER_00: We're doing a fucking challenge with our offers at the tail end of it.
• 30:45
  SPEAKER_00: Or if you're as smart as Taylor and Emily, you've combined your offers.
• 30:48
  SPEAKER_00: Not literally like you're selling them together, but you get a uh like deal if you buy both.
• 30:54
  SPEAKER_00: That works really, really, really, really well.
• 30:58
  SPEAKER_00: Taylor and I did it, we made a fuckload of sales, there's a whole episode on it.
• 31:01
  SPEAKER_00: Emily and Taylor are about to do it, newsflash, sneak preview, they're gonna make a fuckload of sales.
• 31:08
  SPEAKER_00: We are planning to at least two to three times Emily's sales in our second month together, and we can, so we should do that.
• 31:18
  SPEAKER_00: So those would be the first four qualities, uh, will be in-demand offer, then master marketers, then already have leads, then have a sales event, and even better if it's with a fucking master marketer colleague of yours, and they also have a sales system set up, they have a lead tracker.
• 31:37
  SPEAKER_00: We're not building anything here from scratch.
• 31:40
  SPEAKER_00: We're coming into someone who has a crazy good fucking offer, marketing with case studies to back it up.
• 31:46
  SPEAKER_00: They've been getting leads, they have a sales event where we can push a fuckload of people to one place, make sure they all get there.
• 31:54
  SPEAKER_00: The founder, our client does a badass job on the webinar, we go in and close right after.
• 32:00
  SPEAKER_00: It really is that easy.
• 32:03
  SPEAKER_00: Most people are missing the DM piece.
• 32:06
  SPEAKER_00: Who's shocked?
• 32:07
  SPEAKER_00: That's why I have a job, right?
• 32:09
  SPEAKER_00: I mean, you get a million people to a webinar and then you hope everyone buys.
• 32:13
  SPEAKER_00: And there's more to it than that.
• 32:15
  SPEAKER_00: And this is why we merge the email and get the Instagram when they're emailing, and then we can email one to many and answer one-on-one questions in the DMs.
• 32:24
  SPEAKER_00: Actually, now that I say this, there's literally so many co-ops coming up.
• 32:29
  SPEAKER_00: I cannot tell you all unless I look at my click up and I'm tired.
• 32:32
  SPEAKER_00: But Sally Golstinian and I are going to do a challenge on emails and Instagram sales combined.
• 32:40
  SPEAKER_00: Not one, not the other, both of them together.
• 32:44
  SPEAKER_00: How to do exactly this, how to use email and Instagram to a sales event to make a shitload of sales.
• 32:52
  SPEAKER_00: So I will put some stuff that you guys can sign up for below in the show notes.
• 32:56
  SPEAKER_00: If you're not on my email list, you should get on there.
• 32:58
  SPEAKER_00: Laura is actually sending like multiple emails a week and blowing my mind.
• 33:02
  SPEAKER_00: So you guys are actually gonna get like multiple emails a week, which is fun for you and for us to be able to give that information.
• 33:10
  SPEAKER_00: And then Emily and Taylor have their Stranger Things challenge that's starting up in just a couple of weeks, and you can sign up.
• 33:16
  SPEAKER_00: And Sally and I also have a challenge on email and Instagram sales with a sales event.
• 33:23
  SPEAKER_00: Um, and we will have that link up soon.
• 33:26
  SPEAKER_00: So stay tuned on my Instagram and in the podcast and in the email.
• 33:31
  SPEAKER_00: Now I'm going to go find something to eat in the city of Denver, and I will chat with you guys later.
• 33:38
  SPEAKER_00: Also, I had a really good day until Claude froze when I put like a fuckload of data into it, and she just she just couldn't handle it.
• 33:46
  SPEAKER_00: She was tired.
• 33:48
  SPEAKER_00: I'm tired.
• 33:49
  SPEAKER_00: I don't know if I'm allowed to say this or not.
• 33:51
  SPEAKER_00: Who the fuck cares?
• 33:52
  SPEAKER_00: I'm gonna go find something to eat and smoke some weed until my food arrives.
• 33:56
  SPEAKER_00: So I'll talk to you guys soon.
• 33:58
  SPEAKER_00: Happy Tuesday.
• 33:59
  SPEAKER_00: Come find me in the DMs.
• 34:01
  SPEAKER_00: Tell me if you listened to episode 21 of The Pod, and I can't wait to see you guys in the DMs and hopefully have you in the challenge with Sally and I.
• 34:09
  SPEAKER_00: Okay, bye guys.