Welcome to The Rachel Kurzyp Show
You’re listening to episode 12.
Today I want to talk about how to sell in the DMs because it’s clear this is where most of the action is happening on Instagram right now.
I sell in the DMs and I think it’s a great way to personally connect with people who may interested in working with you, overcome common objections that stop people from taking the next step like joining a waitlist and it’s an easy and affordable sales tool that most of us are already using in some capacity.
I know lots of you are interested in creating your own DM sales strategy but aren’t sure where to start OR are afraid of coming off sleazy and salesy.
And this fear is completely justified.
I’m sold to in the DMs daily by coaches I don’t know, using generic sales scripts who clearly see me as being one step closer to banking a $10k month.
BUT this doesn’t have to be you.
Like with any platform or sales tool, you can choose how you want to use it and show up in a way that feels good for you and serves your customers and dream clients.
I won’t be sharing DM sales scripts today because this is how we got to the place of unsolicited ‘hey girl you’re on fire messages’
What I’m going to do instead is share the ways that I start genuine conversations in the DMS and how I respond to sales enquires.
My hope is by sharing how I approach selling in the DMS you will be able to make decisions that work for you and your business.
Let’s first look at how I build relationships through DMs.
As you heard in episode 1, I respond to everyone who sends me an emoji or shares my post on their stories. When people respond on an IG story with an emoji I usually reply with a quick question or statement.
For example, if someone shares a love heart emoji in response to a plant picture I’ve shared (most of my DMs are about my plant babies) I might respond with something like: I can’t stop staring at the new foliage, I’ve turned into a crazy plant mum. Are you a plant mum too?
Most people reply and we chat about plants and build a relationship from there.
I do the same with people who share my content. I always thank them and ask them a question related to it like “do love creating colour -coded lists in Asana too? and our conversation develops from there.
Things to note about what I’m doing here. I’m responding and reaching out to people who have shown an interest and reached out to me first.
I’m not cold DMing or sending unsolicited messages.
I’m also responding genuinely and inviting my followers to chat in the same way as I would if we met at a networking event or a friends BBQ. I’m connecting with them on a personal level and often business has nothing to do with it.
I use this same approach when I respond to comments on my posts, thank people for participating in my polls and attending my IG Lives. I want my followers to feel seen and heard and more importantly empowered to reach out to me if they would like to be supported in some way.
Yes, I may lead the conversation as we talk about how we can work together but I always ask for permission or wait for permission before I take the conversation there.
Which is a great segue to my second point around how I respond to sales enquires.
I’m rarely the one initiating sales conversations. Most of my community come to me and say they’re interested in an offer I have.
For example, if doors are open and I’m currently taking enrolments for TCFM. People will DM me and say they are interested in applying or that they have a few questions they’d love me to answer e.g. are their payments plans.
I always approach these conversations with the mindset of how can I serve? And I detach myself from the outcome which helps me to focus on the person in front of me not the sale.
I see so many people focusing on the dollar amount in their bank account and by doing so, they alienate the person standing in front of them.
We can tell if someone genuinely cares about our success and wellbeing verse someone who sees us a number.
So, my advice here is to always answer questions honestly and clearly. And if you can, provide context and seek clarification.
For example, if someone asks me when I’m running the next round of TCFM I tell them, but I also add that I think the program will be able to support them now based on our previous conversations and ask if there is a reason why they want to wait 3 months.
I approach sales conversations this way because I see it as my job to understand my dream client so I can meet them where they are at and provide them with the information they need to make a decision.
When I’m met with common objections that is I don’t have the time, money and I’m not sure if the program is right for me, I always acknowledge this objection and thank them for sharing their concerns with me.
I then go on to address it and ask follow up questions e.g. how much client work have you got on right now so I can help the person determine the right course of action for them.
If they decide not enrol, I let them know that’s OK and ask if I can let them know when the next enrolment is. Often they ask to be put on the waitlist or how they can keep chatting in the meantime.
If they are keen to enrol, I always let them know what the next steps are and invite them to act e.g. enrol.
It’s important to remember that your job isn’t to convince someone to buy but to enable them to make an informed decision.
And this applies on DMs, emails, calls and every other medium where you’re having sales conversations.
When you approach selling as serving everything flows naturally and there isn’t any awkwardness or need for DM sales scripts.
To wrap up this episode, here are some actions I’d love you to take if you’re thinking about selling in the DMs
- Start genuine -sales free conversations with people in your community who are engaging with you and your content
- Invite your community to speak with you in the DMS by using the DM Me button on stories and asking people to DM you at the bottom of your posts
- Practise leading the sales conversation in the DMS and always ask permission before going into your sales spiel
- Not matter the outcome of your sales conversations, keep the relationship going by providing ways to keep chatting and learning from you
Selling in the DMS doesn’t have to be something only ‘biz coaches selling $10k months’ do. It’s a strategy you can implement in your business too.
And if you’re ready to build an authentic and purpose-led brand, learn how to craft content that converts and create a content plan you’ll actually stick to then, then my signature course Create Content with Confidence may be for you.
Head to rachelkurzyp.com.au/ccwc to sign up.
Thanks so much for tuning into today’s episode.
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