How To Sign Clients In The DMs (Without Being Creepy)

You can sign a ton of clients in the DMs if you stop doing it like every other on the internet. One of our clients, Jay, uses this exact system to take his business from $60,000 a month to $160,000 a month. And even today at $3 million a month, DM conversations is how he gets leads and converts them into clients. So in this video, I'm going to show exactly when to send the DM and exactly what to say so you can turn conversations into clients. So in this series of videos, we're breaking down the marketing map, exactly what we're doing right now to get leads and sign clients and the same strategies we're using with our clients in Black Belt to grow their businesses. Right now, we're talking about chat and it lives here in the nurture cycle. That's really important as you're about to discover. Because while I think DMs are a terrible cold lead gen strategy, I think they're amazing in here with people who've already raised their hand. So, nurture cycle, chat's where we're at, let's do this. I don't know who's still teaching this, but every single day I get 50 or 100 cold DMs from randos on the internet trying to pitch me on their video editing services, their coaching services, their agency, their whatever. And I send them the exact same message every single time. Four letters, one word, nope. I'm sure you've had the same thing. The only thing worse than receiving 50 of those messages a day is having to be the person sending 100 of those messages every day and getting rejected time after time after time. So there's nothing with chat in itself. The problem is when you're sending it and what you're saying. So the old way is to send cold DMs to strangers, asterisks, and in tiny letters, and get rejected a thousand times a day and it sucks. It sucks for them and it sucks for you. The problem is that you're door knocking. The way I like to do chat is to have them knock on my door and then I open it and answer and we have a conversation. I invite them inside. That's the magic. Knocking on strangers' doors sucks. Answering the door when somebody else knocks is awesome. So to get this right, the first thing we want to decide is when do we want to reach out to people? When do we want to send our first message? And if we look right here on the patented cold assault spectrum, At this end is people who are cold, and at this end is people who are already sold. If the first time you talk to a client is after they've already signed up, congratulations, welcome, join the club. That's That's my world, and I love this. The problem is that a lot of people are still sending messages to randos on the internet and getting rejected. So, I think we've got a decision to make about when is it good in your business to reach out to people? And the answer's going to be different for all of us. I think we can start with an agreement that cold isn't very fun. So, from there, what can we do? Well, when some we could start when somebody clicks like on a post. That's appropriate. Or when someone comments. Or when someone sends a keyword off the hand-raising post. Or when somebody drops you a follow. Or something else. All of those are appropriate, and depending on the stage of business you're at and your current lead flow, we're just going to decide, do I want to reach out here, or here, or here, or here, or wait until the very end. The only cold DM I like to get is from a legit gangster in my industry who I've looked up to and they're like, "Man, I love your content." That's a great cold DM to get. If you're just getting started and lead flow is really low, get some reps in right here. That's completely fine. But, as your business grows, I think we want, obviously, an automation when somebody messages a keyword or just a response when they ask for something. Certainly, every follow could get a message from you, and that'll be just fine. Which brings us to James. James is an amazing client. You're not meant to have favorites, but this guy's got an incredible beard and a great business, and he's just a good dude. When he saw what we were doing with Sell by Chat, he was like, "I love everything about this process, but it's got to be There's got to be an easier, quicker, more scalable way to have opportunities to message people." And so, he's discovered something that's now the backbone of a bunch of people's businesses. It's called boosting for followers. Super simple, create a piece of content, boost it in such a way that people follow your account. Tactically speaking, there's two objectives you can set on Instagram for this. Uh By the way, it's the same across all the platforms, but lately we've had a lot of luck boosting for a mix of engagement objectives. And that way, we've got lots of new people seeing our stuff and following our content. When they follow, as per the cold to salt spectrum, if you want to send people a DM, I think it's great. The first message you send is really, really important. Not, "Hey, thanks for the follow. Buy my stuff." That's lame. Jay's first message was, "Thanks for the follow. Do you have an e-com business you're looking to grow or are you just here for the content?" That's a really nice soft message. The cool thing was, he'd put a dollar in and then set up a simple spreadsheet where every day he could track how much money he spent, how many followers he got, how many chat starts happened, which led to how many conversations, which led to how many calls being booked, how many clients, and how much money. What's great about that is instead of being nervous about spending more money on a strategy, he could see what he called daily cause and effect. I put this in and that happens. And when the numbers start looking good, you just ramp up the spend. Daily cause and effect is amazing. That took him from 60k a month to 160k a month to $3 million a month with daily cause and effect. So, now we know we can get someone's attention and when it's appropriate to reach out, what do we actually say? Well, there's a simple three-step process. You'll customize this for you, but big picture, the process looks like this. There are three stages we want everybody to go through in a chat conversation. We want to connect, then qualify, and then invite. And each of those, because I like threes, has three substeps. And because it's a DM conversation, we can just ping pong through these like table tennis backwards and forwards all the way up. First, we appear. Like a magician in a puff of smoke. The best opener is first name, last name, exclamation mark, because everyone loves the sound of their own name. Then, we have an opener. In this case, it's probably thanks for the follow. Then, we ask a this or that question. It's different for everybody, but the example I gave you before, do you have an e-commerce business you're looking to grow, or are you just here for the content, is great. Each one of these is super safe and easy for people to respond to, and the only job of connect is to have them respond back. When they respond back is when it goes from a chat start to an actual conversation. That brings us to step two, which is where we qualify. It's where we work out, does this person have a problem I can help them solve, or not. And it's a simple three-step process. First, we identify the gap between where they are and where they want to be. So, I used to ask, where's your monthly income up to right now, and where would you like it to be? And that gives me a range. If I know their income's this, I can tell if they're qualified or not just based on that. And when I know where they want to be, I understand that there's a gap. If someone's at $20,000 a month and they want to get to 40, well, that's a $20,000 a month gap. That's $240,000 over the course of the year. My program's super cheap compared to that. Then, we want to find out what they think they need to solve the gap. How do we find out what they need? We just ask. What do you need most right now? And they'll tell you. If they qualify and you can help solve those problems, let's ask them the most important question. We want to find out if they'd like some help with that. The easiest way to do that is to say, would you like some help? And they'll say, well, what have you got in mind? And guess what? Now, we're in the position to invite them to whatever the next step is. Super simple. You can invite people to a program or to a call. I used to invite lots of people to calls. We don't do that anymore cuz I don't have a sales team. We've been salesless for 18 months right now. Um so, if it was me, I would invite people to a program. I don't even do that cuz we don't have anyone to send the messages. But, it'd be something like, this month I'm working with a handful of coaches to help them go from six figures to seven figures. Would you like to join us? And they'll say, well, how does it work? And I've suggested a thing. It's like, well, uh I've got it all written down in a simple document that you can read. Have a read. Uh I'll drop the link if you like. You can have a read, and if it's for you, you can apply. They'll say, that sounds great. And I drop that link. If it's for a call, I might say, "I've got some ideas. Do you want to talk about it? Let's just jump on a a quick call, 10-15 minutes, zero pressure, and we can talk about how to go from here, you know, from 20 to 40,000 a month and solve the lead generation problem you've been talking about. Would you be up for that?" And they'll say, "Sure." So, I've suggested I offer it. Let me grab a link for my calendar. One sec. Wait a moment. Drop link. Click that and see if you can find a time that suits. Let me know when you found a time that's good, okay? I'll wait here. And they're like, "Okay." And once they've done the thing, either looked at the doc and applied or asked you some questions or said no thanks or booked a call, then we just confirm. Great. Come back to jam with you and come up with a plan together. Great to chat. I'll see you on Tuesday. Now you never get lost in a conversation ever again. We know the three steps. We're going to connect and then qualify and then invite. The worst thing in the world is all of these dudes pitching calls to people they've got no connection with, people who aren't qualified. That's why it's so frustrating for them and that's why people hate their ever-living guts. When I first learned sell by chat, I treated it like a video game and that made me get really good really fast because I didn't it took the pressure off and I treated it like a game. My character would spawn in Donkey Kong and I'd run a little bit and a barrel would drop down and kill me instantly and I'd respawn. Eventually, I figured out how to jump the first barrel. Then I'd get to a ladder and I'd climb up there. And I'd die there. This process is the same. The first skill to master isn't booking calls, it's connecting with people. How do we appear and open and ask them this or that question? Once we get through that level, guess what? We're at level two. And so, if you play this game, you'll learn to win each level. Eventually, you get master level good and you can have hundreds of these conversations at the same time and move people into calls or do doc if that's the game you want to play. Or hire somebody else to do it. The most important thing in the whole process is cold DMing strangers is hard and not very fun and pretty low yield, but getting people to knock on the door and you just answering it and welcoming them inside for a conversation, that game I could play that game all day. That's why for us, chat isn't a lead generation activity, it's a lead nurture activity. So, in this series, we've been jamming on the marketing map. Talk about lead generation, we're in the nurture cycle. If you want to see the next step, watch this video. I'll show you how to do it. And when you're ready, we'll talk about offer docs and appointment engines and getting the money.