Attracting and keeping attention can be challenging for online service business owners. 😬
Your clients have infinite amounts of content to scroll through, all of which are highly curated by extremely clever algorithms.
So how do you stand out and be seen in this crowd, let alone sell?
If leads aren’t coming to you and messaging you, then you might need to go to them…
It’s not about being spammy or annoying. It’s about getting the attention of potential clients who could love and deeply benefit from your services. But they just don’t know you exist yet because they have a million other things vying for their attention.
So if your DMs are more of a sales desert than a sales goldmine where every message can unlock a new client opportunity, then you need to read this post!
Drawing insights from Candace Chatman a DM Sales Coach, we’re about to guide you through a proven, step-by-step strategy with examples you can copy-paste right away so you have no excuse not to talk to strangers off the internet!
Make sure you watch the full video podcast with Candace here and then get ready to revolutionise your DM approach and watch your client list grow.
1. Attracting Leads Through Live Video
Aim: Use the power of live video to draw in your audience and funnel them into your DMs.
Approach: Regularly host live sessions, or post video content of you discussing common pain points and solutions. Encourage viewers to continue the conversation in your DMs.
Why It Works: Live videos offer a personal touch, making viewers feel connected and more likely to reach out to you directly.
2. Engaging Potential Leads Lurking in Stories
Aim: Identify and engage with potential leads who are consistently viewing your Instagram stories.
Approach: Send a friendly message to these viewers, like “Hey there! I’ve noticed you’ve been checking out my stories. Is there something in my content that’s speaking to you?”
Why It Works:
This proactive approach shows you’re attentive and interested in your audience, making them feel valued and more open to a conversation.
3. Reaching out Directly to Potential Leads
Aim: Proactively engage with potential leads you identify
Approach: “Hey X name, I know I’m coming out of the blue and I just messaged you first, I hope that’s okay. I came across your profile and … [insert genuine connection or point of interest related to your business]. Would you be interested in hearing some advice or insights related to Y or Z?”
Why It Works: This approach stands out in the sea of DMs. By being upfront about reaching out directly, you respect the unwritten rules of social media engagement, building trust from the outset. Tailoring your message to the lead’s interests or needs demonstrates genuine intent to add value, not just sell. It’s a strategy that shifts from transactional to relational, encouraging a more positive response.
4. Initiating Conversations with Enthusiasm
Aim: Begin the DM conversation with excitement and a willingness to learn more about the potential client.
Approach: “I’m super excited to tell you a little bit more about my program. Is it okay if I ask you some questions about it to see if this is a good fit for you?”
Why It Works: This approach sets a positive tone and indicates a genuine interest in understanding and helping the potential client.
5. Qualifying the Lead
Aim: Identify if the potential client’s needs align with your services.
Approach: “It sounds to me like you’re struggling with X, Y, and Z. Is that correct? Does that sound like where you’re at in your business or life?”
Why It Works: By pinpointing their struggles, you’re demonstrating your understanding of their situation and positioning yourself as a solution provider.
6. Handling Financial Objections
Aim: Address concerns about investment and affordability.
Approach: “Tell me a little bit more about your financial situation. When you say you don’t have the money, what does that look like for you?”
Why It Works: This empathetic approach allows you to explore their budget constraints and potentially offer flexible solutions.
7. Addressing Time Constraints
Aim: Understand and work around the client’s time limitations or perceived time limitations.
Approach: “Tell me a little bit more about your time constraints. What does that look like?”
Why It Works: Showing flexibility and a willingness to accommodate their schedule can be a deciding factor for busy clients.
8. Encouraging Commitment and closing the sale
Aim: Clearly present your program and its costs to guide them towards making a decision.
Approach: “Let’s talk about you getting help. Here’s the program, here’s the offer, here’s how much it costs… Sounds like we’ve covered everything and you’re clear on how this can benefit you. Would you like to proceed from here? Would you like to enroll?”
Why It Works: Transparency and directness can help in reducing hesitation and moving the conversation towards a commitment. Of course, you can always offer the invitation to jump on a call as well to more easily allay any fears or concerns that your client may have.
Now go do it!
In the world of online service business, mastering DMs is about building relationships, understanding individual needs, and providing value. Each step in this strategy is designed to engage, qualify, and convert potential clients, turning your DMs into a powerful tool for business growth.
For bonus points, use voice messages as well as written text messages as your voice is more personable and personalised and shows that you are willing to take the time to build a meaningful relationship, understand their perspective and not just view the interaction as a cold transaction. Remember, every message is an opportunity to connect and convert!
