Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / You Have More Leads Than You Think: How to Track, Follow Up & Close More Sales | Ep 9

Transcript

You Have More Leads Than You Think: How to Track, Follow Up & Close More Sales | Ep 9 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

0:00
SPEAKER_00: I'm so here to tell you that fucking Dubsado and Honey Book are not your fucking lead tracker.
0:04
SPEAKER_00: I hate lead tracking.
0:06
SPEAKER_00: Why do you think it gives me nightmares?
0:08
SPEAKER_00: But it's also essential.
0:10
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.
0:21
SPEAKER_00: Hey sales friends, I'm Alyssa, your chief sales gal.
0:26
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.
0:34
SPEAKER_00: I'm about to show you guys all of the juicy sales things on Instagram, Instagram stories to get new leads, and closing sales in the DM sales sales calls.
0:43
SPEAKER_00: So let's get into all of the juicy details.
0:47
SPEAKER_00: Hi all, welcome back to the DM Sales Gal.
0:52
SPEAKER_00: I'm excited to do this episode today.
0:54
SPEAKER_00: We're going to be talking about a quote from me that I said to my client the other day, which is our ratchet lead tracker is literally haunting my dreams, like keeping me from sleeping at night.
1:07
SPEAKER_00: So this episode is gonna be all about behind the scenes of lead tracking.
1:12
SPEAKER_00: I have been in business for now 11th year, 11 years.
1:18
SPEAKER_00: I have yet to meet a client that was tracking the way that they should.
1:24
SPEAKER_00: We have a client that just started with us who I love so much, and their leads came from their list of people to talk to came from an Instagram export and email list and people who clicked on the emails and people in the LinkedIn DMs and people from past programs, and all of that is great, and all of that should be in your lead tracker, but it being in a million different places isn't helpful at all.
1:49
SPEAKER_00: And then we get to the really specific shit of like, what if you met Cassie on Entreprenista and she referred you to Molly and she gave you Molly's LinkedIn and you messaged Molly on LinkedIn, but Molly wanted to email you, so now she's over there and she also joined the email list and filled out a form.
2:05
SPEAKER_00: Like, it gets nuts.
2:07
SPEAKER_00: It gets nuts.
2:08
SPEAKER_00: And everybody wants sales to be simple.
2:11
SPEAKER_00: This doesn't mean that it's not simple, it means that you need to fucking keep track of shit because people usually don't talk to you in just one place forever, right?
2:20
SPEAKER_00: So we're gonna talk about lead tracking because I have in 11 years in a hundred hundreds of clients that I've worked with, I've yet to meet most people, I'd say 97, 98% aren't using a lead tracker and using it each week.
2:36
SPEAKER_00: They might have one and they might have opened it one month, three months, six months, two years ago, but it really doesn't do you any good if you don't open the fucking thing.
2:46
SPEAKER_00: So we're gonna talk about lead tracking.
2:47
SPEAKER_00: I'm gonna talk about behind the scenes of lead tracking and how you guys can get started with lead tracking.
2:53
SPEAKER_00: Um, or just some tips to help you do it even better.
2:57
SPEAKER_00: So wherever you're at, if you are using a Google Sheet or an Excel sheet or a Selena or Trello or Notion or Monday or Airtable or ClickUp, anything that's got a sheet in it that's digital is gonna work.
3:12
SPEAKER_00: I said digital, meaning you can't just write it down.
3:15
SPEAKER_00: Once you get five leads, ten leads, fifty leads, a hundred leads, your little piece of notepaper, it just can't take that.
3:21
SPEAKER_00: Bless its horror, as they would say.
3:23
SPEAKER_00: In Louisville, Kentucky.
3:25
SPEAKER_00: I'm so glad to be in Denver, Colorado, by the way.
3:28
SPEAKER_00: Someone was asking me about MAGA hats the other day, and I was like, whew, yeah, glad to not see those.
3:33
SPEAKER_00: Alrighty, so let's talk about lead tracking.
3:37
SPEAKER_00: So the first thing that I ever hear, and this is like reason number one for a lead tracker, is first thing I hear when I talk to some clients that are coming in for our lead gen sprints, which are now called the June lead gen splash.
3:52
SPEAKER_00: I've come up with that before I finish my coffee, so we're all just gonna have to live with it.
3:56
SPEAKER_00: But anyways, what I hear from clients that are wanting to approach 10k consistent months, and even clients that are at 25, 50k, 100k months, is when they're let's say like 10, 20k months, they'll say I don't have any leads.
4:14
SPEAKER_00: I mean people at 10k, 20k, 30k months tell me I don't have any leads, or really I don't have any leads that I know where to talk to them.
4:22
SPEAKER_00: I don't know who is a lead.
4:24
SPEAKER_00: I don't know where I chatted with them, I don't know what to say next because I don't know how the whole fucking conversation went.
4:30
SPEAKER_00: So the answer to 99.9% of you of I don't have any leads is yes you do.
4:38
SPEAKER_00: Yes, you certainly do.
4:39
SPEAKER_00: If you have ever had a client, there's leads there.
4:42
SPEAKER_00: If you've ever had a referral, there's leads there.
4:45
SPEAKER_00: If you've ever gotten one Instagram follower, there's leads there.
4:48
SPEAKER_00: If you've ever been tagged in a threads post, leads there.
4:51
SPEAKER_00: Facebook group, leads there.
4:53
SPEAKER_00: Paid membership, leads there.
4:54
SPEAKER_00: You get the drift.
4:55
SPEAKER_00: Networking group, in-person event.
4:57
SPEAKER_00: If there are people around you that have a business, then you probably got some leads in the quote room, unquote.
5:04
SPEAKER_00: I have to stop using that phrase.
5:05
SPEAKER_00: It's driving me crazy.
5:06
SPEAKER_00: Alright, this will be fun for you guys.
5:08
SPEAKER_00: Let's talk about where the leads that you already have that you don't think you have actually are.
5:13
SPEAKER_00: This is where I would start.
5:15
SPEAKER_00: I would go to any current clients that might want an additional service.
5:20
SPEAKER_00: In the last business day, I had somebody ask us if we could do social media.
5:25
SPEAKER_00: I referred them to a team of mine to do social media who will probably give me a referral fee.
5:29
SPEAKER_00: We had somebody else ask if they could add another Weed Gen channel on.
5:33
SPEAKER_00: I answered that this morning and told them how much it would cost.
5:35
SPEAKER_00: Which is to say, if two of my 16 clients want to add on shit, other people probably do too.
5:42
SPEAKER_00: They just might not know it's an option or have time to think about it or haven't had the chance to ask.
5:47
SPEAKER_00: So that's something you can always offer to people.
5:50
SPEAKER_00: Hey, we're actually doing this, that, and the other for these people.
5:52
SPEAKER_00: I just wanted to let you know so everybody knows the same information in case that's something you're interested in.
5:57
SPEAKER_00: Just know we can talk about it.
5:58
SPEAKER_00: There's no pressure in that at all.
6:00
SPEAKER_00: This is like a side order.
6:02
SPEAKER_00: Literally, if I decide I want extra French fries at a restaurant, oh shit, I can get more fries on its own.
6:08
SPEAKER_00: Cool, let me get some more fries.
6:09
SPEAKER_00: That should be the name of this episode, probably.
6:11
SPEAKER_00: Let me get some more fucking fries.
6:13
SPEAKER_00: Hungry.
6:13
SPEAKER_00: Alright, so current clients first.
6:16
SPEAKER_00: If you have something else you could offer them that they would potentially want, go ask them.
6:20
SPEAKER_00: Hey, I have this thing.
6:21
SPEAKER_00: Would you be interested in it too?
6:23
SPEAKER_00: If you want, I'm happy to chat about it.
6:24
SPEAKER_00: That's number one, current clients.
6:26
SPEAKER_00: Number two, past clients.
6:28
SPEAKER_00: Go back to your past clients.
6:29
SPEAKER_00: Yo, what up?
6:30
SPEAKER_00: I'm still in business.
6:32
SPEAKER_00: Now I'm doing this.
6:33
SPEAKER_00: What are you doing?
6:34
SPEAKER_00: Let's see if there's a way that we could collaborate.
6:37
SPEAKER_00: I really hesitate on that word too.
6:39
SPEAKER_00: Just we get so like, we just win and down the jargon so much, and I don't know how else to say it, but like collaborate and network and the rooms.
6:48
SPEAKER_00: Like these phrases get so overused by such a broad amount of people, they just mean fucking nothing to me.
6:54
SPEAKER_00: Um, but anyways, can you all tell it's my first day back to work during a long weekend?
7:00
SPEAKER_00: Just let me live with it, okay?
7:02
SPEAKER_00: It's fine.
7:03
SPEAKER_00: Um, so that would be number two.
7:06
SPEAKER_00: We've got current clients, we've got past clients, we've got referrals.
7:10
SPEAKER_00: Then I would also tap into another word I just said I hate, networks though.
7:14
SPEAKER_00: If you know people in paid memberships or virtual networking or masterminds, like let those people know and offer to do something back for them.
7:23
SPEAKER_00: Those are all the things that you might know of.
7:25
SPEAKER_00: They should be in your lead tracker.
7:29
SPEAKER_00: Your current clients, my current clients right now are in my lead tracker.
7:32
SPEAKER_00: You want to know why?
7:34
SPEAKER_00: A, it shows me I've made money before and I can do it again.
7:36
SPEAKER_00: Always.
7:37
SPEAKER_00: Every single day when I open that, I know I can make money because I've done it again, because I have proof, because I've done it before, because I have proof, and it's literally sitting in the spreadsheet.
7:46
SPEAKER_00: You signed this person for this much, and this one, and that one, and this one all last week.
7:51
SPEAKER_00: Like I did it before, I can do it again, right?
7:54
SPEAKER_00: That's reason number one.
7:55
SPEAKER_00: Number two, they might be leads again.
7:57
SPEAKER_00: So, and three, they're already in the lead tracker.
8:00
SPEAKER_00: So it doesn't make much sense to delete people from your lead tracker unless they really piss you off.
8:04
SPEAKER_00: Then I delete them from my lead tracker.
8:06
SPEAKER_00: But otherwise, if you would want them to potentially come back, they should stay on there.
8:11
SPEAKER_00: So current clients, past clients, referrals, networks, referrers slash referrals.
8:17
SPEAKER_00: But then also, who's in your DMs on Instagram, Facebook, LinkedIn?
8:24
SPEAKER_00: Who's in your comments on threads on Instagram, on LinkedIn?
8:28
SPEAKER_00: Let's keep it to Instagram just for now.
8:29
SPEAKER_00: But who's in your DMs?
8:31
SPEAKER_00: Who's in your comments?
8:32
SPEAKER_00: Who's in your likes?
8:34
SPEAKER_00: When's the last time you looked at the 12 people that liked your post?
8:38
SPEAKER_00: Because if you have a 7% conversion rate, one of those could be your leads.
8:43
SPEAKER_00: I just, you know, made up that number roughly.
8:46
SPEAKER_00: 10% would be one out of 10.
8:48
SPEAKER_00: Let's say you have 10% or a little lower than 10%.
8:51
SPEAKER_00: Most people can achieve that.
8:52
SPEAKER_00: There could be a lead in there for you.
8:54
SPEAKER_00: So I want you guys to look at past DMs that went cold.
8:59
SPEAKER_00: I want you to look at past sales calls that didn't sign.
9:02
SPEAKER_00: I want you to look at proposals that didn't sign.
9:04
SPEAKER_00: I want you to look at who's in your DMs now, who just followed you, who tagged you, and why did they tag you?
9:11
SPEAKER_00: And are you talking to that person who is liking and commenting on your post, who's viewing your Instagram stories?
9:18
SPEAKER_00: If you guys get through adding current clients, past clients, referrals, paid memberships, free networking, in-person events, if you add all that to your tracker, then and take notes, please.
9:31
SPEAKER_00: Then after that, I would go through in this order, literally, because I am type A with sales shit, even if you all don't know that.
9:39
SPEAKER_00: Like, my I'm on another podcast that actually just came out that I'll link to this one too.
9:45
SPEAKER_00: It's Joe and Lyndon's podcast, my friends and colleagues, and Lyndon was like, tell us about your like IP, like, tell us about your processes and formulas.
9:54
SPEAKER_00: And I was like, Oh yeah, here's this one, that one, and the other one.
9:57
SPEAKER_00: Because we have a sales content recipe.
10:00
SPEAKER_00: Sales content recipe.
10:02
SPEAKER_00: We have a five-step DM sales flow.
10:04
SPEAKER_00: That was on the last episode, and I have a daily um sales routine.
10:10
SPEAKER_00: So all of those things together go into this, and I say that because I really talk like really fucking fucking formulaically.
10:20
SPEAKER_00: Fucking formulaically.
10:21
SPEAKER_00: Who else has said that phrase?
10:23
SPEAKER_00: I really talk like really formulaically about sales because once you have, I mean, formula process, let's call it a process.
10:31
SPEAKER_00: I like recipe, I like to eat a lot.
10:34
SPEAKER_00: This is why I've said I'm hungry twice on this podcast Capcast episode.
10:38
SPEAKER_00: I am drinking an energy drink, which is Odyssey, by the way.
10:41
SPEAKER_00: This is not a plug.
10:43
SPEAKER_00: I don't even know them, but the energy drinks are fucking awesome.
10:45
SPEAKER_00: If you guys are sick of all the rest of your favorites, it's really good.
10:49
SPEAKER_00: But, anyways, so having those processes is what allows me to be so free in sales.
10:56
SPEAKER_00: I keep thinking how weird it is that like we keep getting like daily inbound leads.
11:00
SPEAKER_00: Like, if I answer Instagram, email, LinkedIn, one of those, a combination of them, I'm gonna find people coming back, I'm gonna find people referring to me, I'm gonna find inbound leads, which is really fun.
11:13
SPEAKER_00: Uh, I mean, I worked for 11 years to get there, and I don't want you guys to have to work as long.
11:18
SPEAKER_00: So, in order, if you're looking for leads, look to the people who look at your Instagram stories, which I hate to tell you, means you have to fucking make some Instagram stories each day, folks.
11:30
SPEAKER_00: Each day.
11:32
SPEAKER_00: Pick a topic and you talk on it for five minutes and put some titles on there.
11:36
SPEAKER_00: And you do need people ideally to like look at it too, which means you're gonna have to go out and pull people to your page, unless you want to run like ads or boosted ads, which is fine.
11:47
SPEAKER_00: I have somebody really good for that too.
11:49
SPEAKER_00: She's a client of ours, her name is Ashley.
11:51
SPEAKER_00: But you're either gonna have to go out and like and comment or go comment and engage with people on threads and follow them on threads and follow them on Instagram and start a conversation there.
12:02
SPEAKER_00: But you're if you're making Instagram stories and you don't have viewers, then you need to go engage.
12:06
SPEAKER_00: You can use hashtags, I'm not seeing it work that well anymore, but you can use what I call buried hashtags, you can go engage on Instagram feed, you can go engage on ICA accounts, you could go and engage on threads.
12:20
SPEAKER_00: What I mostly do is talk to the hundreds of people already in my DMs.
12:23
SPEAKER_00: Or if you don't have 10 people on your DMs, then go start fucking messaging your followers.
12:28
SPEAKER_00: Like, goodness guys, why do we think these people are around?
12:31
SPEAKER_00: It's a business.
12:32
SPEAKER_00: Go talk to them.
12:32
SPEAKER_00: Like, for real, go talk to them.
12:34
SPEAKER_00: How's business going this May 26th?
12:37
SPEAKER_00: So I would look at my stories viewers first, which means you've got to be making near daily Instagram stories.
12:42
SPEAKER_00: At least, I would say, really five weekdays.
12:45
SPEAKER_00: Like, if you can't find something in business to talk about for five minutes, like please come ask me.
12:49
SPEAKER_00: I just told somebody this the other day.
12:51
SPEAKER_00: Like, I can make you your five Instagram stories topics in one minute.
12:56
SPEAKER_00: So I would look at your stories viewers first, then I would look at the people that are liking and commenting on your last nine post, then I look at your new followers, then I would look at all followers.
13:08
SPEAKER_00: So there are leads in there.
13:09
SPEAKER_00: So that's the answer to number one is that if we can find people from clients, past clients, referrals, in-person events, virtual networking events, paid masterminds, networking groups, whatever, as well as people that have done a sales call but didn't sign, DM uh inquiries that ghosted, proposals that didn't sign, and then you have all these new people on your Instagram.
13:33
SPEAKER_00: So that's where we can find them.
13:36
SPEAKER_00: Number one.
13:37
SPEAKER_00: Why people aren't lead tracking is number two of five.
13:41
SPEAKER_00: Guys, why people aren't lead tracking, one of my first sales coaching clients told me we asked her for feedback at the end of her term.
13:49
SPEAKER_00: This was when I was in my sales coaching days, and Ray, who's still a friend and colleague, we've been on numerous projects together since for the last six years.
13:58
SPEAKER_00: I asked Ray to start lead tracking with a Google Sheet.
14:02
SPEAKER_00: Mind you, this is like the beginning of like the early stages of my lead tracking days.
14:07
SPEAKER_00: I was like, here's this spreadsheet.
14:09
SPEAKER_00: Can we put some stuff in it?
14:11
SPEAKER_00: And then at the end of six weeks, when she had been making money, Ray was like, I asked her for feedback and she was like, honestly, the lead tracker was one of the biggest steps to increase my revenue, which is crazy.
14:24
SPEAKER_00: Like all of the work, but like Ray works in development and she knows the power of systems.
14:31
SPEAKER_00: So it was really fun to hear that back from from her.
14:35
SPEAKER_00: Okay, but let's get to why you're not lead tracking, which is I don't know.
14:40
SPEAKER_00: You guys tell me, please DM me.
14:42
SPEAKER_00: Like, I love when people give me like solid excuses.
14:45
SPEAKER_00: I'm gonna blow that shit way out of the water.
14:48
SPEAKER_00: If you like, I I hate lead tracking.
14:51
SPEAKER_00: I wish that was the beginning of this episode.
14:53
SPEAKER_00: I fucking hate lead tracking.
14:55
SPEAKER_00: Why do you think it gives me nightmares?
14:57
SPEAKER_00: But it's also essential.
14:58
SPEAKER_00: I mean, really, like, it's just a Google Sheet, much like a Google Doc.
15:02
SPEAKER_00: I don't love those either.
15:03
SPEAKER_00: I'm so tired of the fucking computer, truly.
15:06
SPEAKER_00: I am, but you know, just like you guys have like a tax software and I use Winab as a budgeting software, just cause we got systems to hold our data together, like shit ain't really happening without it, right?
15:20
SPEAKER_00: How are we gonna send contracts and invoices without for me it's Dep's Auto and Stripe?
15:25
SPEAKER_00: How are we gonna manage a whole 16, 17 clients without ClickUp?
15:30
SPEAKER_00: You're not.
15:30
SPEAKER_00: How are we gonna manage a team of 10 without Slack?
15:33
SPEAKER_00: You're not.
15:33
SPEAKER_00: How are you gonna handle your budget, your taxes, right?
15:36
SPEAKER_00: Like, we have systems because it's 2026.
15:38
SPEAKER_00: So like we have fucking systems.
15:40
SPEAKER_00: And I don't know.
15:41
SPEAKER_00: I don't know why the reason you guys aren't tracking.
15:44
SPEAKER_00: I think for me, some of them were these systems seem really complicated, in which I go back to I'm gonna, you guys have a Google sheet.
15:52
SPEAKER_00: Most of you listening to this podcast have already listened, I think.
15:55
SPEAKER_00: And this isn't your first episode, and we link the like in our show notes, we link my email list called the sales party, where there is a free lead tracker, but again, this we're talking about Google Sheets.
16:07
SPEAKER_00: So if anybody's ever like, oh Lord, if anyone's ever done the like go high level speech to you, fuck like I don't fucking care.
16:15
SPEAKER_00: That's not what I'm talking about.
16:17
SPEAKER_00: Flywheel.
16:18
SPEAKER_00: Like, I so don't give a shit.
16:20
SPEAKER_00: I cannot explain it.
16:22
SPEAKER_00: And also, I do think people selling people, and this is not to like target any program, it's just general atmosphere, trying to sell people into Salesforce or HubSpot or go high level without anyone understanding what it is, and then getting no support to start using it, so they don't use it, they pay for it anyway, and they don't get it, and it does like it's just there's not much positive coming out of it.
16:45
SPEAKER_00: So again, we go back to Google Sheet.
16:47
SPEAKER_00: I think number one why people don't track is seems like a chore, it is, but it's a really lucrative chore.
16:53
SPEAKER_00: Um, seems like a chore, or the system seemed too complex, or I don't know, no one's ever like taught you about it ever, in which like enter me, hello.
17:04
SPEAKER_00: If someone who absolutely hates spreadsheets and tracking can get it sorted, then you guys can too.
17:10
SPEAKER_00: So I think those are some of the reasons.
17:11
SPEAKER_00: The systems seem complex, it seems tedious, you don't know where to start, so like I got you covered.
17:17
SPEAKER_00: Number two, also under number two, I think people think that their callbooking, like Calendly or Acuity, or their what, project management, client signing, whatever Dub Sato or Honey Book is your lead tracker.
17:32
SPEAKER_00: I'm so here to tell you that fucking Dubs Auto and Honey Book are not your fucking lead tracker.
17:37
SPEAKER_00: Your sales call booking thing, also not your lead tracker, your cute like forum you made through that form platform for an application form still isn't your lead tracker.
17:47
SPEAKER_00: A lead tracker is where you can add any lead from anywhere.
17:51
SPEAKER_00: If somebody, you know, texts me a referral, somebody nice that I gave my phone number to, at like an in-person event or something.
17:59
SPEAKER_00: Somebody texts me a referral, somebody emails me a referral, somebody sends me someone else on LinkedIn, if I meet someone at a networking event, if they DM me on Instagram, if we find each other in a Facebook group, notice how Dub Sado Honeybook, your email list, your call booking, your like your applications forms don't catch any of that shit.
18:20
SPEAKER_00: None of it at all.
18:21
SPEAKER_00: How much fucking money are you missing?
18:23
SPEAKER_00: Like, straight up.
18:25
SPEAKER_00: Oh my god, guys.
18:26
SPEAKER_00: My husband isn't the worst.
18:28
SPEAKER_00: He is sitting outside in front of the window reading Harry Potter while my cat rolls on the catio.
18:33
SPEAKER_00: Like, could not be more distracting.
18:35
SPEAKER_00: They're both so cute.
18:36
SPEAKER_00: It's the worst, I'm telling you.
18:39
SPEAKER_00: Okay, so none of those are your lead tracker.
18:42
SPEAKER_00: They all can be pulled into your lead tracker, but they do not include the full journey, right?
18:47
SPEAKER_00: If somebody DMs me, hey Alyssa, I think I want a lead gent's print, how is that making it to my tracking?
18:52
SPEAKER_00: Ever.
18:53
SPEAKER_00: It's not unless you pull it in there.
18:55
SPEAKER_00: So you need to have stuff before they join your email list, before they sell out an application form, before they book a sales call, before you send them a proposal.
19:06
SPEAKER_00: There's a whole camp of people.
19:08
SPEAKER_00: There's a lot of people for me that are never gonna go through any of those places.
19:11
SPEAKER_00: I did then episode what?
19:13
SPEAKER_00: The one before last episode seven about closing like nine grand or eleven or something.
19:19
SPEAKER_00: And the DMs, I forgave the count by the time I made that episode.
19:22
SPEAKER_00: But I closed it fuckloading the DMs.
19:24
SPEAKER_00: Those people didn't make it to any of those places.
19:26
SPEAKER_00: They're maybe or maybe not on my email list.
19:29
SPEAKER_00: I don't think most of them are.
19:30
SPEAKER_00: They won't found me on Instagram, we talked in the DMs, they wanted to buy, they bought the DMs.
19:34
SPEAKER_00: They didn't make it to my email list, they didn't make it to my application form, my call booking, my proposal.
19:39
SPEAKER_00: I put them in Dubs Auto with my team when they said, hey, let's I'm gonna pay you.
19:43
SPEAKER_00: Okay, so I want you guys to catch people before that.
19:48
SPEAKER_00: And then let's talk about how to use the tracker.
19:52
SPEAKER_00: So you're gonna have a free lead tracker in the show notes.
19:55
SPEAKER_00: Put your email in, you'll get a lead tracker back in your email.
19:58
SPEAKER_00: After you have that, you can use, you know, there's a Google Sheets one, we have a Canva one, it looks really pretty, but I like people to use systems they're already using.
20:09
SPEAKER_00: For the most part, you can do this in ClickUp, Osana, Trello, Notion, Monday, Airtable.
20:15
SPEAKER_00: I don't care.
20:16
SPEAKER_00: Wherever you like to sheet, pick that place and we're gonna sheet or write them out place.
20:21
SPEAKER_00: So you need at least these five form fields.
20:26
SPEAKER_00: Write this down if you aren't yet noting things or on your phone.
20:30
SPEAKER_00: You need their name.
20:31
SPEAKER_00: Okay, name slash business name.
20:33
SPEAKER_00: Usually we'll put both in the same form field so we kind of like get used to it, I guess.
20:38
SPEAKER_00: I don't know.
20:39
SPEAKER_00: Uh, name first.
20:40
SPEAKER_00: You want the date when I was contacted and a date to follow up.
20:45
SPEAKER_00: So the first one is who, the second one is when, the third one is what slash details, and the fourth one is where.
20:56
SPEAKER_00: So we want to put their name slash business name.
20:59
SPEAKER_00: That could be one field or two.
21:00
SPEAKER_00: Then after that, we want to have a date last contacted, and we want to have a date to follow up.
21:06
SPEAKER_00: Date to follow up would be like, you know, Sabina says that she's busy for the next six weeks.
21:11
SPEAKER_00: Can I follow up with her then?
21:12
SPEAKER_00: Because she's busy and she wants to make sure she gets back to it.
21:15
SPEAKER_00: And I will for like a client I really want.
21:18
SPEAKER_00: I will follow up when they ask me to.
21:20
SPEAKER_00: A lot of times I'll hear from them first, but just in case I know that's when she's available again.
21:25
SPEAKER_00: So nan business name is number one.
21:28
SPEAKER_00: Number two, date last contacted.
21:30
SPEAKER_00: Number three, date to follow up.
21:32
SPEAKER_00: Number four, what's their status?
21:35
SPEAKER_00: Is it a, you know, someone you just contacted?
21:38
SPEAKER_00: Is it an inquiry where they've mentioned your services?
21:41
SPEAKER_00: Are they someone you're nurturing?
21:43
SPEAKER_00: Have they booked a sales call?
21:44
SPEAKER_00: Have they had a sales call?
21:46
SPEAKER_00: Have they gotten a proposal?
21:47
SPEAKER_00: Are you discussing working together on the DMs and you're gonna close them in the DMs?
21:51
SPEAKER_00: In which I made a new um option and status that says like DM negotiation, um, just like I would that says like preparation.
22:00
SPEAKER_00: Proposal negotiation.
22:01
SPEAKER_00: Um, notes on them and then where you're talking to them.
22:04
SPEAKER_00: So really name/slash business name, date, last contacted, date to follow up, what's their status, what are any notes on them, and then where are you talking to them, which would be like email, Instagram, LinkedIn, entrepreneurs, and like their platform info.
22:19
SPEAKER_00: Um, so that's that.
22:21
SPEAKER_00: For statuses, I will put warm if they're talking about a goal pretty like heavily, very detailed, if they're talking about a goal that we can help with and they want our input on it.
22:35
SPEAKER_00: Most people, after I've been in a business 11 years, aren't really trying to pick my brain.
22:39
SPEAKER_00: Um, I was on a call this morning with someone and I was like, she's not asking me for anything, I'm not asking her for anything, and eventually, way more nicely than I am saying it now, I was like, well, what are we doing here then?
22:52
SPEAKER_00: But most people aren't sharing shit with me just to share shit with me.
22:55
SPEAKER_00: Like they're busy women.
22:56
SPEAKER_00: If they're telling me all their problems, it's because they want me to solve them, which I usually can't, if they're about sales.
23:03
SPEAKER_00: So warm is for people telling me all about their goals and their challenges to get there and wanting my support and us really implicitly knowing, like, I'm not giving you my support for free.
23:14
SPEAKER_00: Um, you know, if you're this interested this far down the line, it's probably because we want to work together and and they're aware of my offers and we're talking about maybe how it could help.
23:22
SPEAKER_00: Once we really get into like offer negotiations, like, okay, how long are we gonna work together?
23:28
SPEAKER_00: What are the results gonna be?
23:30
SPEAKER_00: When should I start seeing results?
23:32
SPEAKER_00: What's the cost?
23:32
SPEAKER_00: What are the payment plans?
23:34
SPEAKER_00: What are the start dates?
23:35
SPEAKER_00: How many people will be on my team?
23:37
SPEAKER_00: Are you guys gonna voice note?
23:38
SPEAKER_00: How many leads will you talk to each day?
23:40
SPEAKER_00: Where will you find them?
23:41
SPEAKER_00: I can keep going.
23:41
SPEAKER_00: I got a carousel up on that.
23:43
SPEAKER_00: Once people get into that shit, that's nitty gritty details of the offer.
23:47
SPEAKER_00: That's when I put them as hot.
23:49
SPEAKER_00: And then number four, so we've gone over number one, where your buried leads are, that you don't not have leads, you just need to know where to find them.
23:59
SPEAKER_00: Number two, why you're not lead tracking.
24:02
SPEAKER_00: Number three, how to lead track.
24:04
SPEAKER_00: Now we're gonna go over number four, which is my daily sales routine.
24:08
SPEAKER_00: Um, and I will reiterate too about the other podcast I was on where I went over like all of my processes.
24:14
SPEAKER_00: We have one on my eight ingredients sales content recipe.
24:18
SPEAKER_00: It's about carousels, you can check and Instagram stories.
24:21
SPEAKER_00: You can check that episode out.
24:22
SPEAKER_00: We have another one on my five-step DM sales process.
24:26
SPEAKER_00: That was episode eight.
24:27
SPEAKER_00: And then this one also includes the daily sales routine.
24:32
SPEAKER_00: Alright, so daily sales routine.
24:34
SPEAKER_00: This is what I try to do when I wake up in the morning.
24:37
SPEAKER_00: This is what I try to do when I wake up in the morning, and I'm trying to kind of go back to doing this outside too.
24:43
SPEAKER_00: We'll see how it goes.
24:44
SPEAKER_00: At least on our rooftop pool or at the lake.
24:47
SPEAKER_00: Um, the problem is you kind of need like a lead tracker with you, but that doesn't mean it has to be on my giant monitor.
24:54
SPEAKER_00: So, what I'm trying to do in the morning in my ideal routine is wake up and check my, I mean, do all my other stuff.
25:02
SPEAKER_00: I'm gonna stretch and eat and lay on the patio with my husband and my cat, maybe go for a walk, etc.
25:08
SPEAKER_00: When I have had enough caffeine to think about actually being productive with work, then I will look at my Instagram stories viewers on the first slide and the last slide.
25:19
SPEAKER_00: The first slide tells me anybody that I know is a warm lead that's circling around, anybody that's come back, and anybody new that could be a lead.
25:27
SPEAKER_00: Um, and go check out their profile.
25:29
SPEAKER_00: The last slide of my stories tells me who made it to the end, which is usually my most interested buyers.
25:35
SPEAKER_00: So that's what I do first.
25:36
SPEAKER_00: I check my Instagram stories viewers because they expire, and I'm just curious in the morning, like who else watched this while I was not watching it, um, watching the viewers.
25:46
SPEAKER_00: Number two, I'm gonna try to check my DM replies.
25:50
SPEAKER_00: I get a lot of DMs, guys, not like bullshit DMs, like not even stuff where I'm being sold to or like come to my free blah blah blah, like real DMs from people talking to me about sales.
26:00
SPEAKER_00: But Instagram stories first, then I'll check like my top DMs, as many as I can, which might be like three, five, ten at the most, depending on what time I have, and I'll come back to it later.
26:10
SPEAKER_00: But I want to make sure anyone who's in like an active negotiation in the DMs, like Danny the other day, where I thought she, you know, we thought we'd come to a no, and then she came back and said yes, and same with Jess.
26:21
SPEAKER_00: I thought it wasn't gonna work because her audience wasn't that big is what she was thinking, and then she came back and paid before she said yes and then said yes.
26:29
SPEAKER_00: So I want to check on those people for sure that are like asking me for my guidance to make the best decision for them.
26:35
SPEAKER_00: Like I want to make sure I'm there for those people that need me most quickly, right?
26:40
SPEAKER_00: So Instagram stories viewers, first and last slide I check first, or else they expire, and because it's kind of timely, you know, they're gonna expire and I want to be able to reference what we're talking about.
26:50
SPEAKER_00: Then I check my top DMs, especially for people I'm in an active negotiation with, and then I'll look at my lead tracker for anyone that needs an email Instagram uh follow-up.
26:59
SPEAKER_00: Usually it's via Instagram.
27:00
SPEAKER_00: Even when I have people like where I make them proposals, they still come voice note me on Instagram.
27:05
SPEAKER_00: People know I love a fucking Instagram voice note.
27:07
SPEAKER_00: Everybody knows I'm outside all the time and like never wearing a bra or underwear.
27:12
SPEAKER_00: At this point, that's just like part of the brand, like whatever.
27:15
SPEAKER_00: It's the truth.
27:16
SPEAKER_00: And that like I don't want to write out long essays and the DMs.
27:21
SPEAKER_00: I want to be like eating a homemade ice cream pop while I talk to you, so can't do that, you know, with your fingers.
27:27
SPEAKER_00: Need the voice notes.
27:28
SPEAKER_00: So that's what I do in the morning.
27:30
SPEAKER_00: Instagram stories, viewers, first and last slide, then top DMs.
27:34
SPEAKER_00: If you can get through all your DMs in the morning, you are a hero in my eyes.
27:38
SPEAKER_00: I cannot, even with the sales team, but I'm managing like one side of my inbox and they're managing the other.
27:44
SPEAKER_00: Then I look at my lead tracker.
27:45
SPEAKER_00: Then that's what I do in the morning, then in the afternoon, once I've done all the computer shit that I don't want to do, then I walk around the park or usually go lay in the grass on a beach towel after I've walked to that point at the lake slash park, and we'll answer more people laying face down on a towel.
28:04
SPEAKER_00: Okay, and then I would say to Thursday or Friday is when me and I'm teaching my team this too.
28:11
SPEAKER_00: Thursday and Friday is when I would say we clean house.
28:15
SPEAKER_00: I've got so many good quotes from this, I swear.
28:18
SPEAKER_00: But Thursdays or Fridays, whenever is the end of your week, and when I say I'm teaching my team this, I mean I'm gonna teach them the term that I use for it, because they know damn well how to do this.
28:27
SPEAKER_00: Thursday or Friday, whatever is the last day of your work week, is when I'm trying to get back to doing what I call clean house.
28:34
SPEAKER_00: Which is everybody that I've talked to this week or in the last six months, however many fucking ones I can get to that said they wanted to buy something, yo, what up?
28:44
SPEAKER_00: Is now the time?
28:46
SPEAKER_00: Because I've got six eight and six fifteen open.
28:50
SPEAKER_00: If you're interested, let me know.
28:51
SPEAKER_00: We're gonna fill those spots by next week.
28:54
SPEAKER_00: And that and that's it.
28:55
SPEAKER_00: That's like transparently me letting people know my availability.
28:58
SPEAKER_00: If you want to take 10 clients next month, then I would say what start dates you want.
29:04
SPEAKER_00: Hey, I have two, I have two different start dates available for you know June 8th or June 15th.
29:09
SPEAKER_00: I just wanted to pass that by you as I know you were interested before.
29:12
SPEAKER_00: Let me know if you're, you know, interested to come back and chat about it again.
29:16
SPEAKER_00: Something like that.
29:16
SPEAKER_00: You don't have to lead with the start date, but like, I mean, people come back to me for six months and she, woman, you know who you are, keeps telling me I'm ready, I'm ready, I'm ready, I'm ready, I'm ready.
29:29
SPEAKER_00: I can't tell you how many iterations of proposals that I've made.
29:32
SPEAKER_00: Like, I don't know.
29:34
SPEAKER_00: If people keep coming back to me saying I want to work together, I'm gonna like semi-take you at your word until you like give me your debit credit card information.
29:42
SPEAKER_00: I'm gonna try to take you at your word because I want to trust the people that are ideal clients that are gonna become clients.
29:48
SPEAKER_00: Because ideally I can fucking trust you when you are a client.
29:52
SPEAKER_00: So I'm gonna go back to all the people that said, oh, I think I'm almost there.
29:56
SPEAKER_00: Maybe in two weeks, four weeks, six weeks, eight weeks.
29:59
SPEAKER_00: Well, now it's been two weeks, four weeks, six weeks, eight weeks, honey.
30:03
SPEAKER_00: Are we ready or not?
30:05
SPEAKER_00: And that's usually where I'll leave it.
30:06
SPEAKER_00: Like I'll follow up once, maybe twice if I really want to work with them, and then it's on them.
30:11
SPEAKER_00: But they're in your lead tracker.
30:12
SPEAKER_00: I can roll down a list because I made a list, and that's my advice for you guys.
30:20
SPEAKER_00: Um, anybody that needs to be followed up with, I like order them under hot and even like order them within the hot status.
30:28
SPEAKER_00: So, like if I have seven hot leads, maybe I can only get to three or four today.
30:31
SPEAKER_00: I'm gonna like flag those ones to get to first.
30:35
SPEAKER_00: But I will mark anybody that needs a follow-up today.
30:38
SPEAKER_00: If you're not doing any more lead gen that Thursday or Friday, mark it for Monday or Tuesday.
30:42
SPEAKER_00: The next day you're gonna come back for it and put for you date to follow up there.
30:47
SPEAKER_00: You can close out any cold leads, people that have been talking to me for two months, three months, six months, two years.
30:53
SPEAKER_00: Like, I'm either gonna put them in cold or I'm gonna take them off the list.
30:56
SPEAKER_00: You can update anybody that moved.
30:58
SPEAKER_00: Katerina just booked a sales call, so I moved her from hot to hot with a sales call booked, like her status has changed.
31:05
SPEAKER_00: Um, but the lead tracking, like saves lives.
31:11
SPEAKER_00: Basically.
31:12
SPEAKER_00: Alright, I'm gonna stop talking before I think of anything else goofy to say.
31:16
SPEAKER_00: My husband just like has to deal with it all the time.
31:19
SPEAKER_00: Marie and Laura, I hope you're listening.
31:22
SPEAKER_00: Like Laura once told me that I was the funniest person in the world, which is probably the best compliment I've ever received.
31:27
SPEAKER_00: So thank you, Laura.
31:29
SPEAKER_00: Fucking adore you.
31:30
SPEAKER_00: Um, and you, Marie.
31:32
SPEAKER_00: And I think that's all I got.
31:33
SPEAKER_00: Come ask me questions.
31:35
SPEAKER_00: Ooh, I really want to know your excuse for not lead tracking.
31:37
SPEAKER_00: Like, for real.
31:38
SPEAKER_00: Like, please come give me a really solid excuse, and then I'll tell people that, and they'll be like, so and so just died.
31:45
SPEAKER_00: That's a legit reason, okay?
31:48
SPEAKER_00: I'm saying, like, very fucking legitimate, but like if you have like some really solid excuses, like come tell me because I love hearing that shit.
31:56
SPEAKER_00: All right, I'll be waiting in the DMs.
31:59
SPEAKER_00: Uh, if you find me through this podcast, like, write lead tracking, like lead tracking pod.
32:03
SPEAKER_00: So I know you came from here, and that's it.
32:06
SPEAKER_00: Alright, guys, I'll talk to you next week.