Latest / The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies / How My Lead Gen Client Made $30K With ONLY 300 Followers | Ep 24

Transcript

How My Lead Gen Client Made $30K With ONLY 300 Followers | Ep 24 · The DM Sales Gal: Close Sales in DMs with Instagram Stories, Lead Generation & High-Ticket Sales Strategies

• 0:00
  SPEAKER_00: If you have a thousand, if you have 5,000 followers, please do not come to me saying I don't have enough, enough visibility, enough comments, enough likes, enough reels, enough engagement.
• 0:11
  SPEAKER_00: This is all bullshit.
• 0:13
  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 tool you want to be at for this quarter, I've got Hey sales friends, I'm Alyssa, your chief sales gal.
• 0:29
  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.
• 0:38
  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.
• 0:46
  SPEAKER_00: So let's get into all of the juicy details.
• 0:50
  SPEAKER_00: Hi guys, welcome back to the DM Sales Gal.
• 0:54
  SPEAKER_00: I'm recording this episode, alas, in the morning and have had a lot of coffee, so get ready.
• 1:00
  SPEAKER_00: It's gonna be as sassy as usual, or even more so.
• 1:05
  SPEAKER_00: So we're gonna talk about a bunch of baloney happening online about people thinking if I just get to 1k followers, 10k followers, 100k followers, then I'll make more high-ticket sales.
• 1:19
  SPEAKER_00: This is all absolute bullshit.
• 1:22
  SPEAKER_00: Total bullshit.
• 1:23
  SPEAKER_00: We are a hundred percent like combining what Callie McCallison says at a 10k, 20k, 100k followers level to get more brand deals versus what gets you high-ticket clients.
• 1:39
  SPEAKER_00: There's a big difference.
• 1:41
  SPEAKER_00: I have lots more content coming on this.
• 1:43
  SPEAKER_00: We have a new offer coming just for DM sales, not to get you leads.
• 1:49
  SPEAKER_00: You already have leads to convert people through the way that I'm gonna tell you about between email and Instagram DM sales.
• 1:57
  SPEAKER_00: I'm gonna tell you guys all about a free challenge I have coming too.
• 2:01
  SPEAKER_00: But the headline here is that people think if they just get more followers, make more reels, make more stories, make more threads, you know, hit X follower level, that they're gonna make more sales for high-ticket clients.
• 2:15
  SPEAKER_00: And it's bullshit.
• 2:16
  SPEAKER_00: So I'm gonna tell you guys everything that we're doing with our clients with group programs and agencies to utilize sales events, times, email, and Instagram DMs to drastically increase their sales.
• 2:32
  SPEAKER_00: Per the name of this episode, the part that's gonna drive you guys nuts.
• 2:37
  SPEAKER_00: My client with 300 followers is making drastically more sales than the client with 200,000 followers.
• 2:47
  SPEAKER_00: So call it 10% of the sales of the person or 10% of the followers as the person with 200,000 followers for easy math.
• 2:57
  SPEAKER_00: And the person with 300 followers is making almost two times the sales as the person with 200,000 followers.
• 3:03
  SPEAKER_00: If I said that right, that was a lot of math.
• 3:06
  SPEAKER_00: Two times the sales with about 10% of the followers.
• 3:10
  SPEAKER_00: So I'm gonna give it to you guys from the top to the bottom.
• 3:13
  SPEAKER_00: We're gonna talk about why I fucking love losing followers.
• 3:18
  SPEAKER_00: I love it.
• 3:19
  SPEAKER_00: The like I'm on the edge of 4,000 followers after 11 years, which is awesome.
• 3:24
  SPEAKER_00: People are calling me like a business icon and a business celebrity.
• 3:30
  SPEAKER_00: That's so sweet.
• 3:31
  SPEAKER_00: I will not, you know, not answer to that.
• 3:34
  SPEAKER_00: Like, I'm down with it.
• 3:35
  SPEAKER_00: That's fine.
• 3:36
  SPEAKER_00: I'm cool with it.
• 3:37
  SPEAKER_00: Also, my 4,000 followers means fucking nothing at all, besides the fact that I've been around a long time and pretty fucking smart and really good at sales.
• 3:46
  SPEAKER_00: But the number, if I had 400 or 4,000 or 400,000, I don't give a fuck either way, and I never have.
• 3:54
  SPEAKER_00: When I started my business and had 70 followers or 40 followers, I was making sales in the first month.
• 4:01
  SPEAKER_00: When we have 4,000 followers, we're making more sales.
• 4:05
  SPEAKER_00: But we're on the edge of 4,000 followers, and if I keep pissing people off and losing followers, that's fucking awesome.
• 4:12
  SPEAKER_00: I'm stoked because that means the people that are my right and ready clients that have fucking money to spend 9k, 18k, more than 18k, they're around.
• 4:24
  SPEAKER_00: Everybody else that just wanted to hang for you know two, three years, they're gone.
• 4:30
  SPEAKER_00: Anybody that I pissed off because I'm up in your face about sales in case we needed a refresher, business is actually to make money, it is.
• 4:39
  SPEAKER_00: There's a lot of other reasons.
• 4:41
  SPEAKER_00: Women love to lean back and say we do this just to make an impact.
• 4:45
  SPEAKER_00: I do this to make fucking huge impact, and the only way I can make an impact is if I make a fuckload of sales and provide for my family and I'm not stressed about finances.
• 4:57
  SPEAKER_00: Then I can help my clients provide for their family, I can provide for mine, I can give back to my community, I can donate, I can volunteer, I can take care of my extended family, I can take time off to care for ailing relatives.
• 5:10
  SPEAKER_00: I can't do any of that shit if I don't make not just enough money, but more than enough money.
• 5:16
  SPEAKER_00: So I love losing followers and I love being able to make sales through those that remain.
• 5:21
  SPEAKER_00: I counted yesterday how many leads we have in Instagram DMs.
• 5:26
  SPEAKER_00: As a refresher, I have uh we lost one sales team person um who had to resign for personal reasons, and we have a another one joining next week and another one joining the week after that.
• 5:38
  SPEAKER_00: We'll have 10 or 11 by the beginning of October.
• 5:42
  SPEAKER_00: My DM sales team manages the primary side of my inbox, in which there's about 2,500 2500 DMs.
• 5:51
  SPEAKER_00: I manage one-tenth of that because I'm one person.
• 5:54
  SPEAKER_00: So I have hundreds of messages in my DMs.
• 5:58
  SPEAKER_00: I've been working fastidiously getting through the unreads, and I thought I had like 125 of 150 left.
• 6:07
  SPEAKER_00: No, no, no.
• 6:10
  SPEAKER_00: I have at count yesterday afternoon at the park 249 unreads left, and these are qualified leads.
• 6:18
  SPEAKER_00: The only people in my inbox are qualified leads, and then maybe like five collaborators and team members.
• 6:25
  SPEAKER_00: But let's say 245 of them plus are leads, and they're on my email list and they're in my DMs.
• 6:34
  SPEAKER_00: So if you guys are on threads, you should be.
• 6:37
  SPEAKER_00: The Stranger Ready Challenge starts today.
• 6:40
  SPEAKER_00: If you listen to this tomorrow, Wednesday the 23rd, it's still going for weeks.
• 6:44
  SPEAKER_00: After that, you guys should join because my client Emily Williams, who we're gonna talk about per usual, and who's incredible, and Taylor Lane, my close collaborator and friend, they're doing the Stranger Ready Challenge on positioning, authority, and threads.
• 6:59
  SPEAKER_00: So I'm gonna tell you guys that challenge, you guys should be in it.
• 7:02
  SPEAKER_00: I've told everyone I know they should be in it.
• 7:04
  SPEAKER_00: Like, seriously, like there's no reason to not be doing this.
• 7:08
  SPEAKER_00: Um, if you have like 15 to 20 minutes a day for this week and next week, you should be doing this.
• 7:13
  SPEAKER_00: Um, you know, there's people at six, seven plus figures that are in it because they know they should be doing this, because they know if Emily Williams and Taylor Lane are speaking, then they need to be around.
• 7:24
  SPEAKER_00: And that's just a fact.
• 7:26
  SPEAKER_00: That just is that it is.
• 7:28
  SPEAKER_00: But I'm gonna tell you guys about what we're doing for DM Sales times emails that has nothing to do with your motherfucking followers or your fucking subscribers at all.
• 7:38
  SPEAKER_00: And we're gonna talk about that, and then I have a free challenge and two new offers coming up.
• 7:44
  SPEAKER_00: Uh, one is$37 and one is$18,000.
• 7:47
  SPEAKER_00: So, like, totally normal offers the week.
• 7:50
  SPEAKER_00: I'm working on it, guys.
• 7:51
  SPEAKER_00: Working on it.
• 7:53
  SPEAKER_00: Okay.
• 7:54
  SPEAKER_00: So let's do numbers.
• 7:56
  SPEAKER_00: I'm gonna tell you guys about clients' numbers, and I'm gonna tell you about your numbers because someone needs to tell you.
• 8:02
  SPEAKER_00: Um, you know, even Claude fucking keeps catching me when we have clients come in and they fill out their onboarding form and it says, How much new revenue do you want to make?
• 8:12
  SPEAKER_00: Like monthly, like what what added MRR do you want to add?
• 8:16
  SPEAKER_00: And they'll say 10K or 20K or 30k.
• 8:18
  SPEAKER_00: Awesome.
• 8:19
  SPEAKER_00: And then Claudster will say, Okay, and how many sales do we need to get there?
• 8:24
  SPEAKER_00: Because we ask this of clients, and they often leave it out.
• 8:27
  SPEAKER_00: You know, when you plan your sales goals, there's a multi-step process here.
• 8:32
  SPEAKER_00: Number one, if you want to write this down or your numbers down, I highly recommend it.
• 8:37
  SPEAKER_00: You guys can come ask me about it in the DMs after you listen if you'd like.
• 8:41
  SPEAKER_00: Number one, what's your sales goal?
• 8:44
  SPEAKER_00: It's September 23rd.
• 8:45
  SPEAKER_00: We all know I'm gonna keep my making fucking sales until the you know end of the month, the 30th.
• 8:51
  SPEAKER_00: I don't know which days are 30, 31, 28.
• 8:54
  SPEAKER_00: I know there's that thing you count on your fingers that you were taught in elementary school.
• 8:59
  SPEAKER_00: I wasn't taught that, so I don't fucking know how many days there are in the month.
• 9:02
  SPEAKER_00: But I know about how many there are.
• 9:05
  SPEAKER_00: I know next Wednesday is October 1st, with fairly solid certainty.
• 9:10
  SPEAKER_00: So I'm gonna keep fucking selling until the end of September.
• 9:13
  SPEAKER_00: But you guys have a week to sell.
• 9:14
  SPEAKER_00: If you can hit, you know, the remainder of your September sales goal in the next week, let's fucking do it.
• 9:19
  SPEAKER_00: And then if October you want to make it even more, or you're not quite at your goal and you want to get there, then also let's do it.
• 9:26
  SPEAKER_00: So, number one, you need a sales goal.
• 9:28
  SPEAKER_00: That's math piece one.
• 9:30
  SPEAKER_00: Number two, you need to know how many clients at which price point it takes to get there.
• 9:34
  SPEAKER_00: What's your signature offer at the top purchase like uh payment plan or like pricing amount, investment level, initial payment, whatever.
• 9:44
  SPEAKER_00: And you want to count to like you can have your monthly recurring revenue goal and you can have a sales goal, usually both, right?
• 9:51
  SPEAKER_00: Sales would be an injection of cash, multi-recurring revenue, you get cash, and then you get recurring cash.
• 9:57
  SPEAKER_00: So we want to know number one, what's our sales goal?
• 9:59
  SPEAKER_00: Number two, how many of our signature offer at our highest, most common price point do we need to get there?
• 10:05
  SPEAKER_00: And then number three, how many leads do you need to get there?
• 10:09
  SPEAKER_00: And you guys get stuck in this.
• 10:13
  SPEAKER_00: Look, when I say how many weeds you need to get there, I don't mean just your email subscribers.
• 10:18
  SPEAKER_00: I don't mean you getting more followers or more subscribers.
• 10:22
  SPEAKER_00: What about all the fucking people you already have?
• 10:25
  SPEAKER_00: Like, whoever taught you more, more, more, more, more, more, more, more, more, more, more, more is fucking bullshit.
• 10:33
  SPEAKER_00: It's bullshit.
• 10:34
  SPEAKER_00: It's not sustainable, it's stupid.
• 10:37
  SPEAKER_00: It's actually counterintuitive to you making more sales.
• 10:42
  SPEAKER_00: Think about that.
• 10:43
  SPEAKER_00: Cause everyone is gonna say, more visibility, more followers, more engagement, more threads, more reels.
• 10:51
  SPEAKER_00: Fucking great, fantastic.
• 10:53
  SPEAKER_00: What the fuck are you doing it for?
• 10:56
  SPEAKER_00: Why?
• 10:57
  SPEAKER_00: I asked this question at the Creative Growth Summit, my client Amber's Summit last week, and people were dumbfounded.
• 11:03
  SPEAKER_00: They were like, I just Instagram is so much work, then why the fuck are you on it?
• 11:08
  SPEAKER_00: What are we doing here?
• 11:10
  SPEAKER_00: Like, I'm 34, there's a number of years left.
• 11:14
  SPEAKER_00: I'm gonna make them count.
• 11:15
  SPEAKER_00: I'm using a little app on my little phone, but I live in Denver, Colorado, one of the prettiest places in the fucking country.
• 11:21
  SPEAKER_00: If I'm gonna be on my fucking phone, it's for a reason.
• 11:25
  SPEAKER_00: I'm gonna make bank from my fucking phone.
• 11:30
  SPEAKER_00: As I have, we're on track to hit at least 225 by the end of the year.
• 11:35
  SPEAKER_00: 225,000, which will be the highest year yet, because I'm making fucking money from Instagram.
• 11:41
  SPEAKER_00: Everything else is just bullshit.
• 11:43
  SPEAKER_00: Like, I don't care about the fucking rest.
• 11:45
  SPEAKER_00: And people are like visibility, connecting, coffee chats.
• 11:49
  SPEAKER_00: I've been in business 11 years, friends.
• 11:51
  SPEAKER_00: I don't need to know nobody else.
• 11:54
  SPEAKER_00: Occasionally, one of a hundred people I met meet becomes like one of my coolest, closest collaborators.
• 12:00
  SPEAKER_00: I'm not trying.
• 12:00
  SPEAKER_00: They we find each other.
• 12:02
  SPEAKER_00: There is like a pull, like attracts like, right?
• 12:06
  SPEAKER_00: Alright, that's your sales math.
• 12:08
  SPEAKER_00: Let's talk about sales math for my clients and then math, your math with the conversion rates piece of the followers you already have.
• 12:16
  SPEAKER_00: If you don't get a single other follower or a single other email subscriber for the rest of the year, you should still be making fucking money.
• 12:25
  SPEAKER_00: I'm talking to anyone that has a hundred people on their email list and a hundred people on their Instagram.
• 12:32
  SPEAKER_00: That's all you need.
• 12:33
  SPEAKER_00: If you have 200, 500, 5,000, 50,000, fuck yeah, dude.
• 12:38
  SPEAKER_00: We should be making a lot of fucking money.
• 12:40
  SPEAKER_00: But a hundred Instagram followers and a hundred subscribers on your email list per the math is plenty.
• 12:47
  SPEAKER_00: Plenty.
• 12:48
  SPEAKER_00: 300, 500, more than plenty.
• 12:50
  SPEAKER_00: That can be combined too.
• 12:52
  SPEAKER_00: That could be 100, 200, 300 on your Instagram and your email list.
• 12:57
  SPEAKER_00: Alright, here's the namesake of this episode.
• 13:02
  SPEAKER_00: Get ready! Okay, my client with at the time less than 300 followers.
• 13:08
  SPEAKER_00: I'd guess closer to 250 or so.
• 13:11
  SPEAKER_00: My client with less than 300 followers made two times the sales that my client did with 200,000 followers.
• 13:19
  SPEAKER_00: So about 10% as many followers for almost two times the sales, in about like 40% less time.
• 13:29
  SPEAKER_00: So like 60% faster, if I'm saying those correctly.
• 13:34
  SPEAKER_00: So client E, Emily, uh, with less than 300 followers made 30k in sales in five weeks.
• 13:44
  SPEAKER_00: Client M with 200,000 followers made 17 grand in eight weeks.
• 13:53
  SPEAKER_00: So again, less than 10% of the followers nearly double the sales.
• 13:58
  SPEAKER_00: And there's a massive reason, a bunch, that our client E is making double the sales as client M with 10% of the followers.
• 14:07
  SPEAKER_00: There's a whole lot of factors for our updated level 10 client.
• 14:12
  SPEAKER_00: One of them being you have a signature offer, another one being you're a master marketer, another one being you have leads, another one being you're they're in a lead tracker, and then number five, you're hosting a sales event.
• 14:27
  SPEAKER_00: I have multiple coming up starting next week for the challenge I'm gonna tell you guys about sales on repeat for email and Instagram sales, but sales events help close, they're not a savior for your sales.
• 14:44
  SPEAKER_00: Look, so many of you in all different words will tell me, Emily, you're the only one to ever say this because she's smart as shit.
• 14:55
  SPEAKER_00: Emily told me doing DM sales all the time is just boring.
• 14:58
  SPEAKER_00: I've never heard that one, and I love that because she is brilliant.
• 15:02
  SPEAKER_00: So, like, you know, we gotta do what lights us up, like what's stimulating.
• 15:07
  SPEAKER_00: And she is is brilliant and she knows her expertise better than anybody else, and it's just like, you know, it's like making spaghetti for the 89th time.
• 15:15
  SPEAKER_00: Like, she fucking got it covered, she knows what she's up to, right?
• 15:19
  SPEAKER_00: But people will tell me DM sales are boring, I love it.
• 15:24
  SPEAKER_00: People will tell me it's tedious, I don't have time, it's exhausting, I don't have the energy.
• 15:29
  SPEAKER_00: I agree with all of that.
• 15:31
  SPEAKER_00: Like, look, I'm like a solid DM procrastinator, but I also have ADHD and can be avoidant.
• 15:37
  SPEAKER_00: And when you're going into a fucking mountain of about 250 DMs to do 50 per day, it's a little daunting.
• 15:46
  SPEAKER_00: It's kind of a lot.
• 15:48
  SPEAKER_00: And that's with a team of 10 on my DM sales team, okay?
• 15:52
  SPEAKER_00: But here's the thing: no one ever told you sales were gonna be handed to you in perpetuity.
• 16:00
  SPEAKER_00: What I hear, I hear these two things on almost every sales conversation of every client that signs.
• 16:07
  SPEAKER_00: Number one, I've mostly lived off referrals.
• 16:10
  SPEAKER_00: Number two, I've hired someone for like engagement, DMs, lead gen before, and it didn't go well or didn't go as well as I wanted it to.
• 16:19
  SPEAKER_00: Number three, they don't have a lead tracker.
• 16:22
  SPEAKER_00: How you fucking hired someone for lead gen, but you don't have a lead tracker is a real mystery to me.
• 16:27
  SPEAKER_00: Anybody that's doing lead generation or DM management or DM sales or setting or closing has a fucking lead tracker.
• 16:34
  SPEAKER_00: But then you all will say, like, I have a lead tracker that just doesn't have up-to-date leads, or I haven't recently talked to them, or they weren't my ideal client, or they're mostly cold.
• 16:43
  SPEAKER_00: I got it.
• 16:43
  SPEAKER_00: Like, that's fine.
• 16:44
  SPEAKER_00: I get it.
• 16:45
  SPEAKER_00: But most of our clients will say, like, a lot of our clients will say, like, I've mostly been living off referrals.
• 16:50
  SPEAKER_00: Like, I get inbound, but I need to get more, and I know that they're there.
• 16:56
  SPEAKER_00: And the people that are living off referrals, which Emily and Taylor talk about a lot in this hurried challenge, so to clarify, uh, Stranger Ready is my client Emily Williams challenge with my colleague and friend Taylor Lane, and it's running this week and then ongoing after that for I think one or two weeks after look at the dates.
• 17:18
  SPEAKER_00: And then uh my challenge is starting next week on September 28th on email and Instagram sales together, just for clarity.
• 17:26
  SPEAKER_00: And I'll put a link in our show notes, and you guys can come DM me about it too.
• 17:31
  SPEAKER_00: But people that are living off referrals, it's probably because you're not yet a master marketer, or you are a fucking master marketer like Sally Golestinian, but you know you need to be sharing more of your expertise, which she now is.
• 17:47
  SPEAKER_00: She's my collaborator for the Sales on Repeat challenge.
• 17:51
  SPEAKER_00: So let's fix it.
• 17:52
  SPEAKER_00: If you want more sales, you need to know how to market.
• 17:56
  SPEAKER_00: I was at a conference last week and another woman spoke on sales, and she's lovely, and she was basically alluding to the fact that she does zero marketing.
• 18:07
  SPEAKER_00: She speaks at events and she does zero marketing.
• 18:10
  SPEAKER_00: Not Instagram, not ads, not email, not SMS, not PR.
• 18:14
  SPEAKER_00: I mean, I guess events are PR, etc.
• 18:17
  SPEAKER_00: etc.
• 18:17
  SPEAKER_00: etc.
• 18:17
  SPEAKER_00: Not SEO, not threads, not blog, not podcast, Instagram, Facebook, LinkedIn, email, Pinterest, none of the above.
• 18:24
  SPEAKER_00: Ads, okay?
• 18:27
  SPEAKER_00: But what if I don't want to fucking work for a while?
• 18:30
  SPEAKER_00: Like, we're planning to go international traveling next year, my husband and I, which we have to do before we get a dog, and he will not fucking budge on this fucking topic.
• 18:41
  SPEAKER_00: I want a dog.
• 18:42
  SPEAKER_00: Everybody in Denver has multiple dogs.
• 18:44
  SPEAKER_00: I don't want any children.
• 18:46
  SPEAKER_00: I just want a lot of dogs.
• 18:48
  SPEAKER_00: But we have to wait.
• 18:49
  SPEAKER_00: But we're going traveling internationally next year.
• 18:51
  SPEAKER_00: Already when I took off for the conference last week, my there were no emergencies.
• 18:56
  SPEAKER_00: The team didn't need me.
• 18:58
  SPEAKER_00: They're set up.
• 18:59
  SPEAKER_00: They got it covered.
• 19:00
  SPEAKER_00: When we go abroad next year, I tend to t I intend to take off for six to eight weeks.
• 19:05
  SPEAKER_00: We'll be fucking fine.
• 19:07
  SPEAKER_00: We'll make money, we'll make new$9,000,$18,000 sales while I'm out of office.
• 19:12
  SPEAKER_00: Because I know how to fucking market.
• 19:14
  SPEAKER_00: No one ever told you, no one told you, but they also didn't not tell you that to be a business owner you have to know how to market and you have to know how to sell.
• 19:24
  SPEAKER_00: I know, they didn't tell us that.
• 19:26
  SPEAKER_00: Also, I don't know about you, I didn't fucking consult with anyone before I started my business.
• 19:30
  SPEAKER_00: Like, I was in my early 20s, 22, and I was like, let's start a business on Instagram.
• 19:40
  SPEAKER_00: But I was naturally a really good marketer from the start.
• 19:43
  SPEAKER_00: I'm really smart, I know how to be very articulate, I'm persuasive, even though I don't love that word.
• 19:50
  SPEAKER_00: I'm like comforting.
• 19:51
  SPEAKER_00: I can hear what people are saying, ask the right questions, and help them decide if working together is the right decision or not.
• 19:57
  SPEAKER_00: I'm lucky, I was born this way.
• 20:00
  SPEAKER_00: But for those of you that aren't, you need to fucking work at it.
• 20:03
  SPEAKER_00: Because no one ever said that you didn't need to market, and no one ever said you don't have to do any work for sales.
• 20:08
  SPEAKER_00: You have to market and you have to sell, and they're two separate things, and they go together, but they are two separate tasks every day.
• 20:19
  SPEAKER_00: Every day.
• 20:21
  SPEAKER_00: And if you want to hit six, seven, eight figures, you need to be a master marketer in some one, two plus platforms, and you need to know how to fucking sell.
• 20:31
  SPEAKER_00: And those listening mostly are going to know how to sell, but they don't want to spend all the time on it.
• 20:37
  SPEAKER_00: And you have to earn that.
• 20:40
  SPEAKER_00: You have to earn that.
• 20:41
  SPEAKER_00: You either have to have the finances to be able to pay someone to generate leads, which is our done for you leads offer, or you've already because you know you're not spending that much time on sales, or you don't want to, or you're not that confident, then you need the finances and to be at 10 to 15k months to be able to invest in lead generation.
• 20:58
  SPEAKER_00: If you're already really good at sales and you have put in the time and you have lots of leads, those are our done for you DM sales clients.
• 21:05
  SPEAKER_00: They also are great at sales, so they have the finances because they've had the sales to invest in making more sales, and they are master marketers.
• 21:14
  SPEAKER_00: So let's math your numbers now that we've established that you do not need more fucking followers.
• 21:20
  SPEAKER_00: I would love for you guys to stop trying to get followers and engagement and more reels and shit for like the rest of the year.
• 21:27
  SPEAKER_00: Instead, pull up the hottest people you already have, which means I'm really sorry to break this bad news.
• 21:35
  SPEAKER_00: You're gonna have to talk to people.
• 21:37
  SPEAKER_00: I know it's so rough.
• 21:40
  SPEAKER_00: But like, you guys do go out in the world and like speak to people, right?
• 21:45
  SPEAKER_00: You leave your house, we get the fuck out of the office, and you like go outside and have conversations with people, friends, family, coffee shop, restaurant, waiter.
• 21:53
  SPEAKER_00: You can speak.
• 21:54
  SPEAKER_00: You know how to hold a conversation, so you know how to have a sales conversation.
• 21:58
  SPEAKER_00: It really is that simple.
• 22:00
  SPEAKER_00: You get to know someone, you see if you like them, you see if you can help them, and ask if they want the help.
• 22:05
  SPEAKER_00: Everything else is just way overcomplicating this shit.
• 22:09
  SPEAKER_00: So let's do your math.
• 22:10
  SPEAKER_00: Let's start with a 5% conversion rate.
• 22:13
  SPEAKER_00: That's pretty modest for like cold followers to leads that are warm to hot to sales.
• 22:21
  SPEAKER_00: It's pretty modest.
• 22:22
  SPEAKER_00: You could go lower.
• 22:23
  SPEAKER_00: I mean, ads can be my ads, people who listen, Ashley, Annie, you guys can correct me.
• 22:28
  SPEAKER_00: Ads could be what one three plus percent from cold audiences, but let's go with five, because I already wrote the math down.
• 22:37
  SPEAKER_00: For a hundred followers, and again, call this like followers and email subscribers, okay?
• 22:44
  SPEAKER_00: If that like is more palatable for you, because that's what the challenge is going to be on both.
• 22:49
  SPEAKER_00: If you have a hundred followers at a five percent conversion rate, you should sign five new high-ticket sales, high-ticket sales, high-ticket clients this month.
• 22:58
  SPEAKER_00: Have you done that?
• 23:00
  SPEAKER_00: If you have 500 followers, you could be signing 25 high-ticket clients in a month.
• 23:08
  SPEAKER_00: I don't need 25 clients in a month.
• 23:10
  SPEAKER_00: We're sticking at about six to eight added clients per month.
• 23:16
  SPEAKER_00: It's easy.
• 23:17
  SPEAKER_00: I swear to fuck, I'm not working for it.
• 23:19
  SPEAKER_00: I wish I could do so much more and we're redoing the back-end infrastructure of the business again.
• 23:25
  SPEAKER_00: In come October, I will be able to do lots more sales work with the team for my own leads, but I'm serious and you this can piss you off, and I'm fine with it because I worked for it for 11 years.
• 23:37
  SPEAKER_00: Me signing six to eight clients a month is not difficult.
• 23:40
  SPEAKER_00: We could sign 10, I could sign 12, I could be signing two or three clients a week.
• 23:45
  SPEAKER_00: Like, obviously.
• 23:46
  SPEAKER_00: Seriously.
• 23:48
  SPEAKER_00: But if you have more than 500 client, 500 followers, and a 5% conversion rate is 25 clients, I bet you guys don't need 25 clients for the rest of the fucking year.
• 24:00
  SPEAKER_00: If you have a group program, maybe we want 5, 10 in each month.
• 24:05
  SPEAKER_00: October, November, December, maybe you want 30 new clients in.
• 24:08
  SPEAKER_00: Okay, if you have 500 followers and a little bit higher, because that's so conservative, 5% conversion rate.
• 24:14
  SPEAKER_00: If you have five, if you have 7%, then you're good to hit that, right?
• 24:18
  SPEAKER_00: If you have a thousand, if you have 5,000 followers, please do not come to me saying I don't have enough, enough visibility, enough comments, enough likes, enough reels, enough engagement.
• 24:29
  SPEAKER_00: This is all bullshit.
• 24:31
  SPEAKER_00: When people come to me with 50, 100, 100,000 followers and say I want more sales, I have the same question.
• 24:40
  SPEAKER_00: Have you talked to every single follower?
• 24:44
  SPEAKER_00: Have you talked to every single follower?
• 24:47
  SPEAKER_00: If not, you're missing your leads, and that's your fault.
• 24:50
  SPEAKER_00: I mean, these people already quote bought in unquote.
• 24:53
  SPEAKER_00: They followed you when they could not have.
• 24:55
  SPEAKER_00: They commented when they didn't need to.
• 24:57
  SPEAKER_00: They liked your shit when there's six million other fucking entrepreneurs.
• 25:01
  SPEAKER_00: They keep coming around to your stories, to your comments, and your comments, and your likes, and your threads, your carousels, your DMs.
• 25:09
  SPEAKER_00: They send replies to your stories.
• 25:10
  SPEAKER_00: Like, they're there waiting for you to nurture the conversation.
• 25:17
  SPEAKER_00: You need to be talking to them.
• 25:19
  SPEAKER_00: Alright, here's where it gets juicy, you guys.
• 25:23
  SPEAKER_00: All of the big wig business influencers, and we love them, okay?
• 25:29
  SPEAKER_00: We do.
• 25:29
  SPEAKER_00: If they have 10k, 20k, 50k, 200k, 500k followers, they're gonna tell you for your group program, usually, but it could be your one-on-one coaching or your done for you services or agency offer, they're gonna tell you host a sales event, a webinar, a workshop, a masterclass, email, email, email, email, email, email, email some more, and that's gonna sell people.
• 25:56
  SPEAKER_00: Fuck yeah, it's gonna sell people.
• 25:59
  SPEAKER_00: You know what would sell way more people, way more quickly, way higher volume of sales, like higher number of sales, way more easily for you, and the lead would be if you do what I do and help all my clients do, which is put an Instagram form field in every sign up for your email list, especially your sales event.
• 26:25
  SPEAKER_00: We have clients that come to us and their sales event is one week, two weeks, six weeks plus out.
• 26:30
  SPEAKER_00: The first thing I tell them before they sign, if you have any intention of working with me and or you want to make more money, go add the Instagram form field to your like sales event opt-in immediately.
• 26:41
  SPEAKER_00: Take you three seconds.
• 26:42
  SPEAKER_00: Go put the field in, put it required, people are gonna write some baloney in there, people will like write an A or 612 or 69, whatever, that's fine.
• 26:52
  SPEAKER_00: You don't want to be contacted, you don't want to be contacted.
• 26:54
  SPEAKER_00: You're probably not my people.
• 26:56
  SPEAKER_00: If you're giving me your Instagram handle, it's because I'm going to follow up and get to know you better.
• 27:01
  SPEAKER_00: If that's not good for you, then don't do it.
• 27:04
  SPEAKER_00: I don't give a shit.
• 27:05
  SPEAKER_00: We have plenty of other fucking people in the sea.
• 27:08
  SPEAKER_00: Fish in the sea.
• 27:09
  SPEAKER_00: All I'm eating lately is fish.
• 27:11
  SPEAKER_00: We had the best fish tacos from Cook Unity yesterday.
• 27:14
  SPEAKER_00: Really, I should be a fucking Cook Unity affiliate.
• 27:16
  SPEAKER_00: And we kind of are.
• 27:17
  SPEAKER_00: If anybody wants really solid meal kits, they're the best.
• 27:20
  SPEAKER_00: We've been doing it for like two years.
• 27:22
  SPEAKER_00: It's like 30 bucks for your first box or something.
• 27:25
  SPEAKER_00: I'm not an affiliate though.
• 27:27
  SPEAKER_00: I just really like their fucking fish.
• 27:29
  SPEAKER_00: I love it.
• 27:31
  SPEAKER_00: Okay, so you want to add your Instagram form field to your sign-up.
• 27:35
  SPEAKER_00: Not a fucking phone number.
• 27:38
  SPEAKER_00: I know and I love these people.
• 27:39
  SPEAKER_00: Like, they're great.
• 27:40
  SPEAKER_00: I know like Stu McLaren and you know the people from FlowChat and the people from acquisition.com and quote every fucking big time independent business that you've known wants your fucking phone number.
• 27:54
  SPEAKER_00: Honestly, if I go to sign up for a sales event and you want my phone number, if I still do it, I'm gonna immediately like type stop and turn off the text messages.
• 28:04
  SPEAKER_00: Like, I have a life.
• 28:05
  SPEAKER_00: My email is for business.
• 28:07
  SPEAKER_00: My texts are for friends and family and close friends and colleagues that are like in my area or that I've known for years.
• 28:15
  SPEAKER_00: So forget the fucking SMS.
• 28:17
  SPEAKER_00: I'm I know there are people that like it.
• 28:19
  SPEAKER_00: I know there are people like in 40s, 50s plus that like it more than emails or Instagram.
• 28:27
  SPEAKER_00: I'm not gonna do it.
• 28:28
  SPEAKER_00: I'm not gonna annoy people on their fucking text messages.
• 28:31
  SPEAKER_00: I just think it's bullshit.
• 28:33
  SPEAKER_00: Okay, so I have never had anybody selling to me the way we're selling to other people.
• 28:41
  SPEAKER_00: And you know what people say when we get their Instagram form field and then follow up.
• 28:46
  SPEAKER_00: If I take Emily, if I take Saline, if I take Charlotte as examples, hi guys, those are McClans.
• 28:54
  SPEAKER_00: If I take those examples of Charlotte's freebie, Emily's Diagnostic Opt-in, Emily's sales event, Saline sales event, we have an Instagram form field for every one of them.
• 29:05
  SPEAKER_00: We contact every single person that gives their Instagram form field and ask them, you know, say that we want to get to know them, saw that they opted into this thing, ask them how it's going, ask if they have questions, and start it from there.
• 29:19
  SPEAKER_00: And these people are so thankful that we took an extra five minutes to reach out to them one-on-one as opposed to just one-on-mini via email.
• 29:32
  SPEAKER_00: Because if you guys know me at all, I'm not lazy.
• 29:37
  SPEAKER_00: I'm really not.
• 29:38
  SPEAKER_00: I've worked very hard to get where I am.
• 29:40
  SPEAKER_00: I am all about efficiency and sales efficiency, but I am not lazy.
• 29:45
  SPEAKER_00: I will do what it takes for the people that I promised to support.
• 29:50
  SPEAKER_00: And if you opted in to my shit on my email list, then I'm making like an understanding, a promise to support you.
• 29:58
  SPEAKER_00: You want my help, I want to make sure that I'm there.
• 30:01
  SPEAKER_00: And all of the people that say they can't be there because they're too busy, if you're too busy to show up for your leads, then you be best be making a fuckload of money.
• 30:12
  SPEAKER_00: And then you need to hire a DM team.
• 30:15
  SPEAKER_00: When I like message the big wigs, like, I looked at one, you guys know this person, you'll all know this person.
• 30:23
  SPEAKER_00: I asked explicitly to buy something from another salesperson.
• 30:28
  SPEAKER_00: In 2024, explicit.
• 30:33
  SPEAKER_00: They saw it, they didn't answer.
• 30:36
  SPEAKER_00: This is not like a custom situation, okay?
• 30:38
  SPEAKER_00: It was like a group program.
• 30:39
  SPEAKER_00: It's not like they're like, I don't know about her.
• 30:41
  SPEAKER_00: I mean, like, they didn't speak to me, so you uh how much do you know about me, okay?
• 30:46
  SPEAKER_00: And if I wasn't a good fit, then you tell someone they're not a good fit.
• 30:50
  SPEAKER_00: Not answering is like it's not okay.
• 30:53
  SPEAKER_00: And look, pot calling the kettle.
• 30:55
  SPEAKER_00: I know I have 240 249 DMs.
• 30:58
  SPEAKER_00: I've also scaled my DM team to 10 and fastidiously go through these every single day.
• 31:02
  SPEAKER_00: So, like, no one can say that I'm not trying.
• 31:05
  SPEAKER_00: And also, side note, we're booking sales calls now for people that are interested, because I don't want you guys to have to wait weeks for us to get back, literally as fast as we fucking can.
• 31:15
  SPEAKER_00: But not answering a DM for two years after you saw it when someone wants to buy something ain't cool.
• 31:22
  SPEAKER_00: And if you're a salesperson, then not answering your leads ain't cool.
• 31:28
  SPEAKER_00: But if you guys want to make sales, period, you need to be answering your leads.
• 31:32
  SPEAKER_00: And then we get, well, no one's like asking to buy.
• 31:35
  SPEAKER_00: Yeah, because you or someone you hire like us has to nurture the conversation.
• 31:41
  SPEAKER_00: Not everyone is me and gonna get people in their DMs like, hey, I want to sign a$16,000 contract.
• 31:48
  SPEAKER_00: Hey, I want to do this$96,000 deal.
• 31:51
  SPEAKER_00: I worked for it, and it's obvious that I did.
• 31:56
  SPEAKER_00: So I hope that this lights a fire under you.
• 31:59
  SPEAKER_00: You guys should come join the challenge with Sally, who listinian and I.
• 32:03
  SPEAKER_00: It starts next week on the 28th.
• 32:05
  SPEAKER_00: We're gonna teach you exactly how to sell through email one to mini.
• 32:09
  SPEAKER_00: That's Sally's expertise.
• 32:11
  SPEAKER_00: Uh, not mine, Sally's.
• 32:13
  SPEAKER_00: And then I'll help you learn also how to increase your conversions in Instagram DMs to sales or sales calls, if you want to book sales calls too, like I now am.
• 32:24
  SPEAKER_00: So I'll put that in the show notes so you can sign up.
• 32:26
  SPEAKER_00: There's a shitload of content on it on my feed.
• 32:28
  SPEAKER_00: There's stories, there's carousels, there's threads, etc.
• 32:32
  SPEAKER_00: So check all of that out.
• 32:33
  SPEAKER_00: And if you're looking for help with DM sales, we're taking our next spots for October 13th and onward.
• 32:40
  SPEAKER_00: So if you guys are looking for help with getting sales in the DMs or DMs to sales calls, we would love to help.
• 32:48
  SPEAKER_00: Okay, um, I will let you guys check out everything in the challenge through the show notes.
• 32:52
  SPEAKER_00: But there's four live calls, there's replays, you get my lead tracker, I'll show you more in depth how to use it.
• 32:57
  SPEAKER_00: You get three sales content carousel posts, you get my sales content plan, um, and there's a bonus for$22 for a live DM audit with me.
• 33:09
  SPEAKER_00: And some people have already purchased that.
• 33:11
  SPEAKER_00: So check out the link, DM me with questions.
• 33:14
  SPEAKER_00: I'm excited for the challenge, and I hope to see you guys there.
• 33:17
  SPEAKER_00: Until next time.
• 33:18
  SPEAKER_00: Bye guys.