Hello Podcast fam. Okay, we're diving into something really cool. I was recently having this conversation with a client and I'm like, You know what? Let's do a podcast on this, because I get asked all the time about how I sell. I get told all the time, I love how you sell. Um, what I'm gonna dive into today is the behind the scenes of how I sell. Like literally in the dms. Now I'm not gonna dive into like all my marketing of how I sell. There's definitely podcast episodes on that, but also that's honestly what we're covering inside of No Questions Asked, which is the live program we're running in October, which is all about. Like chill sales, easy sales, having your marketing sell everything for you. Literally, I was just asked yesterday in my dms, I posted on my stories that like my program at capacity was selling behind the scenes, and somebody messaged me and was like, Can you tell me what that means? Like when something sells behind the scenes for me, it means there's offers that I don't even talk about publicly that people reach out for to get inside of and buy. It happens. All the time in my world. And that's because my messaging is so good when I'm selling other things that people are like, Hey, I wanna work with you. Um, do you have anything for this? Or like, Hey, I'm in your Facebook group and I know that you did a program on UN launching. Is there any way I can get into that passively? Like my community always asks to get inside of things, and that's literally because of my messaging. No matter what I'm selling public. And it just happens all the time. And that's when I say everything sells everything, but things sell behind the scenes. And that's because of my messaging. And I'm teaching you this inside of no Questions asked. It's gonna be like there's a groundbreaking program if you wanna get inside of that. Message me on Instagram. And there is a V I P option to that program, the Audacious Mastermind, where if you'd wanna do this on a deep level, have me inside of your business doing this with you right alongside you. You can DM me for that, just ma message me, Audacious mastermind, or just message me and we will chat it through and decide what's best for you. So today we're gonna go a little bit behind the scenes. We're gonna pull back the curtain of how I sell in the dms, and I sell a hundred dollars programs, $700 programs, a thousand dollars programs, $20,000 programs, $15,000 programs, $30,000 programs with this same process. but the same pro says. Now what we're gonna dive into today is really my simple sales process for high ticket offers, because I do sell differently depending on the offer. Many don't do this when I say that many people don't do this, um, when it comes to selling and their selling isn't as effective, what happens? And I see this happen a lot in this, in the online space, and I actually see this when clients come into my world. I was just having this conversation with someone the other. we're talking about her sales process. She's like, you know, Michelle, I have a lot of people reaching out to me. They're saying, Give me the details. So I'm sending them the price and they're just ghosting me. And I'm like, Okay, I see the gap right there, and if that's happening, we wanna fix that. Um, what can happen when people say details and then like, we know nothing about them. We don't know if it's a good fit, especially for like a one to one, a mastermind, a higher ticket offer naturally, if they haven't been in your world for a while or there really isn't a connection. with you and them yet, or they were referred to you, most likely they're gonna wanna think about it, which is fine. Or they'll just kind of leave you on red and keep watching you, which is also fine. But my guess is if people are reaching out to you, you're really excited about that, and you're like, Well, I wanna be able to make the sale, right? Um, when it's a good fit, when they're, when they're the right fit for the thing that you're selling. If they're not a right fit, we're not gonna sell them, right? Because we're in integrity, right? Yes. I know. If you're in my world, you're. you're a good person, So when people messaging details or what's the, what's the price? In my philosophy, when I think about high ticket offers, and so for today, what I'm talking about is my one to one is high tickets. My masterminds, you know, they're, they're multiple four figure five figure investments. And so I wanna make sure. That I can help them. It's really cool if they can afford it, like I'm here for that. Um, but I don't wanna sell somebody into something that is maybe the wrong offer for them personally. Like that, that just doesn't feel good for me as a coach, that doesn't feel good as a mentor, that doesn't feel good for me, that doesn't feel good for them. They're gonna have a terrible experience. Um, so I'm very mindful of the conversations I have before. Having somebody invest in one of my masterminds, my intimate containers, even in intensive, um, I wanna make sure I can help them. At the end of the day, if somebody's reaching out and saying details, I wanna make sure I can help you. So personally for me, if, if I say DME for details and then somebody says details, my higher ticket offers. I wanna have a conversation with them prior to me just like shoving my details down their throat because I don't know if I can help them again. It's cool if they can invest, but that's only part of it. That's literally only part of it. So for me personally, if you're to DM me and say details, Michelle, if I haven't had a conversation with you before, if I have no context around where your business is, I'm gonna have a conversation with you. It's a little bit different if maybe I've been in a mastermind with you. What happens often for me is if I'm in someone else's mastermind, people in there always hire me. It's not. I don't join them for that reason, but it just always happens. Um, it's like people find me and then they're like, My gosh, I love you and your vibe and what you do. Um, and so I have an idea of where their business is at because we've been in a program together, so I might not need to have this conversation. Right. So first and foremost, I wanna just like put that little disclaimer out there. If you're listening to this and you're like, Michelle, we didn't have this conversation, it's because we didn't need to, and I already knew you and I already had an idea of where you were and what would be a good fit for you. But most people that are new to my world, I don't know if I can help them. So I'm not gonna immediately just give them details. Um, and so, I wanna make sure that we're a really good fit, especially if they're inquiring for one to one or Mastermind because those like spaces are sacred to me and I will not put somebody in an offer that is not the right fit for them. I will not do that. Um, and I wanna make sure I can serve them to the best of my ability and they feel supported, um, in exactly what they want and desire. I do not take people investing thousands of dollars into me lightly. Like that is not something I joke around with. That is not something I take lightly. It is something that we are very much. in integrity with, and it's a big part of our business, therefore, it's, it's a part of my sales process, which is really simple. So we're gonna break that down for you. So here's the thing. If I just give them the price and they aren't the right fit, they're most likely going to just tell me no and, or that they're not able to invest and, or, um, like it's not the right time if I know nothing about them. And then, um, I just send them the pricing. I'm potentially lost out on selling them into something else that would've been a right fit. So that's also my philosophy and thought process behind this is if I don't know what's the right fit, and I just send you pricing for the thing that you reached out about, chances are if you're not a good fit, and I don't know that you're most likely turned off in some way, um, and or you're just like, Wow, I can't afford. Kind of see a never, or maybe I'll see you in a couple months, or I'm gonna save up to work with you. There's, you know, multiple things that could come up there, but, I maybe had something that would be a better fit for that person and I didn't find that out. Therefore, I don't have the option to say, Hey, based on this conversation where you're on your business, I know you reached out for one to one, but I actually think my audacious Mastermind would be a better fit for you for where you, where you're at, if you're interested in a mastermind, in a sisterhood, um, but also having proximity in me inside of your business. That's definitely an option we could talk about. Let me know how that. And I wanna really gauge that with them. Um, but if I just send them details, I don't know that, and I just send them the one to one. And some people that reach out for one-to-one are not the right fit. Like they're, they're just not in the place, in their business where they're able to invest it and or at the place in their business where they're ready to do the work that we're doing inside of one to one. And that's okay, But I wanna know that prior to giving them the details personally. Personally for me, you will hear different things in this industry. Um, of if somebody says, like if somebody reaches out and says details or tell them the price, just tell it to them. And I'm not here to hide my pricing. I will tell you the price of my coaching. If you ask, I will always tell you my pricing. But here's the thing, if you're just inquiring about, about the price, my, in my mind I'm like, you're probably not that interested in the work that we're actually going to do. I think if your only question is what's the price? You're asking the wrong questions. I think if, if you're asking like, How's this gonna transform my business, my life? What's the work we're going to do together? Those are the questions we wanna be asking when we're investing. Not just what's the price. Price is important, of course we wanna make sure we can afford it, um, et cetera. We've got the credit limit. However, you're investing to each their own here. We wanna make sure that, um, it's the right fit at the end of the day. So here's how my sales conversations typically go. Um, it's not this black and white. I'm not sending like, pasted messages. It's me and my dms. You're not talking to anybody else in my dms. Like if you DM me, um, you're talking to. I know my community, I know who you are. Um, a lot of us talk about really random stuff together. We talk about brownies, we talk about wedding stuff. That's a big thing that we're talking about. Lily, we talk about espresso coffee, we talk about clothing, fashion mom, jeans, Um, Colleen Hoover. We're talking, I'm reading her book. So like we, I feel like we have a book club here in my community right now. Um, we're talking about a lot of stuff. So like I know you guys, I know, um, a lot of people in my community. but I may not know where you're at in your business. And so just know that for me personally, you're getting me like I'm having an actual conversation with you and I actually wanna get to know you. And if you're reaching out for my offers, I wanna see what's the best fit for you. So I'm gonna ask you questions to decide what's the best fit for you. Cause I'm not just gonna sell you into something cuz I can't. That's just not how we work over here. That feels shitty. And when you can sell more I with more integrity, it will be way easier to make sales. I promise you this, your people can. It. So for example, let's say you reach out to me and you're like, Michelle, can you give me details on one to one? Or you're like, Can you, Michelle, I'd love details on your Fierce Mastermind, or Michelle, I'd love details on the Audacious Mastermind. Any one of those offers those three offers in particular for me. I'm gonna have a conversation with you. My response back to you is most like. Going to look something like this where I'm gonna say hi. Of course, we can chat through, um, my one to one and what would be best for you in this season of life and business. I'd love to know where you are desiring the most support right now in your business. I wanna know that. I wanna know what kind of support you desire, because that tells me if you're a one to one gal or you're a mastermind person, that also tells me what help you. Because you're not just gonna tell me what support you want, you're gonna go deeper than that. Every single time they tell me where they're at, what they're struggling, what they've experienced, what they don't want, and that paints a really clear picture of what might be the best offer for them from that one question, feel free to steal it and use it in your dms. It goes a long way. So when they reply, I'm gonna say something like my. I'm obsessed with this and I love, um, that you're wanting to do this. If they mention scaling, I'm gonna say it. I'm gonna say I love helping my clients with scaling. One of my favorite things to do. Um, I'm so excited for all that's coming for you. I'd love to know if there were no rules in your business right now, what would you want your business to look like and feel like? Like what do you actually want for your business? Think about the next six months, 12 months. Play in the realm of anything is possible. How would it look and feel? I personally want them to think bigger cuz I wanna see where they imagine themselves headed. I wanna know what kind of money they wanna make. I wanna know what kind of results they wanna have, because that's gonna tell me which offer is best suited for them based on what they wanna learn, based on what support they desire based on where they're headed. I wanna know cuz they, when they can picture it, that also tells me, um, where they believe they could be. And then I have a really good idea of what would best suit them. Those two questions and you can take them. It doesn't matter what Neha in, you don't need to be in business, uh, coaching or business mentorship to use this. It doesn't matter what Neha in. I work with clients in all different niches, All d. And so that's literally like those two questions I'll ask and then they'll respond and they'll tell me, and I'm like so excited. Like when people give me the response to this, like the things that they say are magic, and I'm so flipping excited for them because I know they just tapped into like, there's no fucking rules here. And you know, in my world, like there's no fucking rules. We do things so differently. And that's on purpose. Like we, we break all the rules. we defy the odds, and like when they can see that, and then I can see what comes from, They're like, I'm so fucking excited for where they're headed. And from that answer, I know what's best for them, like based on my offers and them inquiring. So that's where I'm like, Oh my gosh, this is just incredible. Like, I'm so fucking excited for you. I'm most likely not gonna curse in the dms depending on how close we are, but I'm just letting them know like, I'm so excited. for all that you're gonna create and bring to life in your business. Like this is just so dreamy. I'm, I'm ecstatic for you because I literally am, and then I just let them know. So like, based on our conversation, based where you're at, where you wanna go, I know you reached out for one to one, and I do think my one to one would be the best offer suited for you. Let me know if you want those details, and I'm gonna ask them if they want those details. Even though they inquired, I'm gonna ask them because in sales psychology, they said yes to me. And when somebody says yes to. and they're agreeing with you. They're most likely going to sign, they're most likely going to join in. Um, so I want them to say yes. I want them to give me permission to give them the details that they're asking for, and then I send them, I type 'em out. It's short and sweet, and I'll simply just send another message that says, How does that feel? It's simple. but it's within integrity. I know what they desire, I know what they want. I can sell them into the right offer. Um, sometimes I'll take it a step further and paint the picture for them when they let me know like what they, um, what support they desire or. Like playing in the realm of all the possibilities that they want, like what they actually want. I'll then say, Oh my gosh, like this is exactly what I have my clients with. I completely understand this. Um, sometimes our conversations go deeper. If they've got questions for me, I'm always here to answer them and I'll be very candid, like, I'll let you know. And if you, your client of mine, you. You've most likely heard me say this to you, where I'll say like, Well, we're just gonna have an open conversation here and decide together what feels best for you. So if you've gotten questions for me, I'm happy to answer them. I'm like, I'm not here to be a boss when we're having a sales conversation. I want this to feel as good for you as it does for me. I want it to feel easy. I want it to feel exciting. Maybe it's gonna stretch you, maybe it's gonna feel edgy, um, because it's an investment. That's all. Okay. But I want you to feel really good about the conversation that we're. So that's on purpose, and I wanna invite you to do this with your clients. Like you have the power to do this. You have the power to create how people buy from you. I said this on the previous podcast, and so you set the intention of how people buy and if you want them to stop ghosting you. Um, personally, my personal opinion, people will tell you different, but my personal thing is stop shoving information down their throat. Personally. Pera, No, Lee. Um, and last thing with. What this does is it just like allows your sales to increase, um, but it also allows you to build relationships with people even if they don't join in. Like, I have people that don't join in when we have conversations like this and they're like, It's just not the right time. Or like, it's higher an investment than I thought. And I'm like, Cool. Like I completely understand. Like, here when you're ready, that's fine. That's like how I leave it. But then they're in my world and nine times outta 10 they. Maybe they're gonna join. No questions asked. People that are reaching out right now for offers, um, I had somebody reach out for Voxer coaching last week, and it's not the right fit right now, and that's cool, but maybe she'll join. No questions asked or a different offer, like most likely that's gonna happen because of the conversation we had and I made them feel really safe in my world. I made them feel really seen. Because you're a human being and I want that to, I want you to feel that because I care about you, whether you're my client or never my. And I want to invite you to do that same thing in your sales conversations. It will take you and your business such a long way and you'll stand out amongst other people. It is what will set you apart. I promise you This last thing I wanna just kind of highlight here. For my micro offers, like no question to ask, which is coming, I cannot wait. Um, at capacity, which we ran in the spring, I, you guys know, I don't do a ton of micro offers per year. I really do that when I get the nudge to do so. And I have something new to teach you in, um, a very teacher style way. So with that, I sell those a little bit different because the way in which we market those, it's really simple for you to decide if you wanna learn that or not. It's really simple for you to decide if you wanna master that or not. It's really simple for you to say, I need that, or I don't need that. I already know that. I don't need that. Really, really simple. So it's a different sales process for those offers in my own business than it is for one to one. Like if you reach out for no questions asked and say, Send me details. I'm literally just gonna send you the details because those offers for right now, no questions asked is under a thousand dollars. I don't feel the need to have a huge sales conversation to make sure it's the right fit for you. I trust that if you are reaching out, you've consumed the messaging of that offer. You know that it's the right fit for you personally. For me, I trust that you, you know, And it's really easy. It's really clear for you to say, Yep, I need that. Nope, I don't. Um, and I'm just gonna send you those details. You say, Yep, send me the link, or you say, Nope, I'm good. Um, or I can't afford it, or whatever it might be. And I'm like, Awesome. But here's the thing, if you have questions about it, I'm always here to answer them. I have people that ask questions, I will answer them. I'm here for it. Yes, I'm creating and running a program that's no questions asked. I barely have people that ask questions, but people do ask questions. I expect you to have them, but they're normally like, What's the structure? It's like something so simple. We're not like going around for days and days and days and days where I'm answering eons of questions. It's like normally the day of, they're still investing in. and so I just don't feel the need to screen them. I just want it to be clear on that is like you get to sell your offers in different ways, and I think it's really important to find your own unique sales process with this. Make it simpler. I think so often in this industry, we get taught how to sell or market or launch or whatever it might be, and then we feel like that's like Bible and you can't do it any other way. I wanna invite you to do it different. If you want it to be easier, it can, If you wanna be, want it to be simpler. It. I'm teaching you all of this inside of no questions asked. I cannot wait. Like I literally cannot wait to bring this program to life. I wish I could run it sooner, but our, our, our weddings come in and I'm taking some time off and so, um, does not happening until, um, October 18th is when we're starting and I cannot wait. If you're inside, I cannot wait to see you and pour this into you. It's gonna be so good. Again, if you want those details, DM you over on Instagram. I love you, you wealthy woman. You, I'll see you in the next episode.