Hi podcast fam uh, today is going to be juicy. I always get asked about selling in the DMS, and we're going to break this down. We're going to dive into what's selling in the DMS actually is how to go about it verbiage and really the methodology behind selling with an online business. And before we dive in, I want to make something super clear. You do not have to sell in the DMS. There's literally no right or wrong way to sell. I have many clients that do sales calls. I have many clients that sell them the DMS there's no right or wrong way. And if anyone tells you that there is they're lying to you. And honestly, some people just prefer calls when they're screening people to come into their programs. And that's okay. And that's a may Zen. Let's keep it that way. But if you're somebody that's like, oh, you know, I really don't love sales calls. I don't have time to get on sales calls. I'd rather just be able to sell them the DMS all day, every day, then that's what we'll do. And so if that's you dive in with me today, I highly recommend having a notebook. If you're listening to me and you're walking, driving, moving around and you cannot physically, right. Be sure to come back to this episode because this can be so good. I'm going to be walking through walking youth. My exact sales process of selling the DMS with ease and more importantly, selling high ticket in the DMS. Um, and if you've been around in my world for a while, if you're new here, something you need to know is I love sales. I love sales and sales are what make us money in business. So we must master this. We must master selling. To make money at the end of the day. That's what it comes down to. And if we aren't selling, then we aren't making money. And I know if you're listening here, you're definitely someone that wants to make a lot of money in your business. You've got big goals. You want to pick out a big savings account and you want to feel taken care of, right. As okay to admit that you guys know that that's what we're here. Women making money. We're normalizing it. Right. So let's dive in. I want to have you guys know something as far as selling in general, especially when it comes to selling in the DMS. I do believe. That we have to have some kind of foundation of selling before just like selling in the DMS. And I want to preface this with, we're not just going to go ahead and openly give our prices when we start our businesses, meaning maybe you don't have a ton of clients right now. Navy sales have felt harder right now and people aren't converting. Whatever it might be. We want to look at the sales process and understand why it's not working, why it's not converting and, or. Y we're not really selling at all. Okay. And so when it comes to selling the DM, something, this is coming from a mentor perspective. And whenever I say mentor perspective, this is from my own perspective, what worked for me. Okay. And so what worked for me to be able to sell so easily in the DMS was mastering sales and sales calls before ever selling in the DMS, because that taught me. How to run a sales conversation. And when we think about selling in the DMS versus a sales call to really the same thing, it's really the same thing. It's just a different vibe. It's just a different feeling. But in the, in the DMD, you know, we have voice memo, we have audio and we have voice memo on audio are the same thing, right? Well, he's found the audio and video. And then of course we can text back and forth in the DMS sales calls is obviously all audio, whether you do them zoom and or on your phone, it doesn't really matter. But I will share from personal experience. I believe I got so good at selling in the DMS, especially selling high ticket in the DMS because I mastered selling high ticket on phone calls. And I'm going to say something. Selling in general, we have to become good at it. And so if you're listening to me right now and you're like, Michelle, I don't want to be salesy. I don't want to be slimy. I don't want to no, no, LA you guys know, you know, the drill. I love you, but I'm calling you out right now, because if you want to make more money, you got to sell, you've got to sell. And so we're gonna make it easy today. Okay. But I do believe some kind of foundation of. We'll allow you to master sales and of course, high ticket sales. And that's again, what made me better at selling the DMS. And I don't believe you have to do sales calls, but from my experience, this is what allowed me to get so comfortable with selling sales conversations, listening, and presenting my offer. I, for the first two years of my. Did sales calls and I'll be so transparent with you about that. I really didn't start selling in the DNS until the third year of my business. And that's when I felt comfortable to do so. And that's my, it was my choice. And this is where, like, in the beginning of this episode, I want it to be your choice. There's no right or wrong answer. The answer is you've got to sell. However you want to sell is up to you, but having a sales process and understanding sales and becoming good at sales and comfortable with. It's going to be the key. And then of course, mastering selling sales conversations, listening and presenting your offer. All super, super key. Now, before we dive in. If you're like Michelle, I need all this stuff. You can DM me on Instagram at Michelle Hartman or Facebook. Um, and get in time, my program sold that is all on sale sales conversations, tonality. You're going to want to get inside of that offer because we break it down. You can DME for details on that. Now, when it comes to sales, my guests, most of you, if not, all of you listening today have been given some kind of sales script before. In your coaching experience, meaning you've hired a coach and someone somewhere at some point, give you a sales script to help guide you in your sales process. That's how I started. That's how I started. I've given my clients sales scripts before as well. I have sales scripts. If you want them there and included inside of sold as well. I don't believe you need to sell. I don't use them anymore, but I will say this, I do believe that they can be super helpful if you're somebody who struggles with selling and you, and you want an actual sales structure. And I wanted to just put this in here today because there's no fucking shame in that. And I think this industry shames people for wanting the sales structure, I see it everywhere. Like just be yourself and like, you don't need a sales script and sales scripts or this and this. And like, I think there are certain sales scripts that are like, no, like let's NEF, definitely not do that. But if you're somebody right now, that's not closing sales and you're struggling with sales, uh, structure and learning sales is going to help you so much. And so I wanted to just like give you that permission that that's okay. And there's nothing wrong with you. If you're learning sales, no matter what year or how long you've been in business, some people have been in business for years and still struggle with. Sales are so important and master, and that's why we're having this conversation today, because I want you to make money. The first thing when selling in the DMS okay. Is that we have to trust it's going to work. And here's what I mean by that. You can't like be doing sales calls and then all of a sudden decide you're going to do sales in the DMS. And then second. Selling and the DMS, like if you're going to switch from sales calls to signing in the DMZ, you've got to make it a decision that this is how I sell. Now. This is my sales process and I trust that it's going to work. We can't be wishy-washy if somebody doesn't close in the DMV and be like, oh, I should've gotten them on the sales call, I would have closed them. Like, oh my gosh, no, because you'll always be second guessing. And I'm going to give you guys an example. Okay. Cause I went through this when I first started telling him the DMS, it was really hard for me to let go of sales calls. I was very good at them. I don't mind them if someone's still to this day, I don't want to put this in here. If someone's still to this day wants to get on a sales call with me when they're inquiring about an offer. I always do. If somebody literally says, Hey Michelle, do you mind if we hop on a call and they already know the investment, they've what we've already been talking about the program. And they just want to talk to me. I. Honor that recently, actually I just got on two calls like that and they both came into coaching offers of mine. I will always do that. That's something I want to give you an example about is when I first went into selling in the DMS and my first I got my first couple nos, I had started second guessing. I was like, oh crap. Like, do I have to just do sales calls? Are people never going to buy from me? If I had just gotten on a call, I would have been able to close them all this, like bullshit. And so then I had gone back to sales calls and I'm so glad this happened because it was the lesson I needed. I then started doing sales call again. I went back on my word and then I got more notes and other, right, fuck this shit. Excuse my language. But I was like, okay, clearly it doesn't matter if I do a call or something. The BMS there's always going to be people that say now, always. And then there's always going to be people that say yes, it literally doesn't matter how I sell. I've just got to have a good sales process. I've got to be confident and I've got to flip in trusting. Okay. So that's the first thing. If you're deciding, you're going to tell him the DMS, that's your sales process, you're deciding it. So that's how you sell. Okay. Okay. Okay. Okay. Now a tip for selling in the DMS, and I said this earlier, voice memo in video, make it super personalized. You don't have to do this, but especially when there's new people that reach out to me, I always get my voice and, or send the video because they feel like, oh my God, It's really Michelle behind the scenes in her DMS. Like, I feel like she sees me, she hears me. She wants to have a conversation with me. It just goes really far, especially when people are just finding you and reaching out about your coaching just makes it so personalized. And I recently made another investment in my business and I was, you know, we were talking the DMS. I didn't need to get on a sales call with her. And she was sending video replies to me. And I was like, I flip in love this because I felt like she cared. And you guys that goes a really long way in your sales process. So voice memo and video work really, really well, especially if you're still somebody that's like, I really love sales calls and you want that personal touch. It also invites the prospect of client, a voice memo, you, which allows you to get to know them again. You don't have to do that. You can literally type out your whole sales process and make it so easy to something that I love. So let's get into the day DM sales conversation. Uh, what conversations could look like. This is where you're going to want your notebooks. Okay. And I recommend coming back to this episode before your next couple DM sales conversations, you'll only get better at selling. That's the thing, just like reps in the gym. The more times you do something, the better you are at it. But what we tend to do is say. As we avoid them, we avoid them. We're like, we're so scared of them. And that we make them mean something about us, but in order to make money, we've got to sell. You know, so one thing I want to preface with this before we go into like a DM sales conversation, you do not need to follow this. You can literally also use some of your old sales scripts that you've been given. That's really what I would recommend if you're just starting to sell on the DMS or if you're selling the mediums and it's not really working, look at any sales scripts you've been given. If you need some or want some desire, some get inside of soul, you can DM me. Um, but with. The sales scripts that you have, it's literally just running the same sales conversation, but in the DMS, right? We're not just going to like, someone's going to message us and be like, Hey, can you tell me about your coaching? And then you're just going to go right into your coaching. If it's the first time I'm ever speaking to them, I want to know about them. I want to know what their goals are, where are they at in business? How much money are they currently making? Where do they desire to go? Because I've got multiple offers and I'm not about to just sell them into something. That's not a good fit for them. Integrity is huge. And this is where you guys having a sales conversation is so. I'll give you one more example and we'll get into the DM sales conversation right now. I'm currently selling the fierce mastermind and we have one spot left and I've had multiple women reach out for this offer, especially within the last week. And many of them haven't been the exact fit for the fierce mastermind. And that doesn't mean anything about them. It just means out of integrity. I can't sell them this offer because I know they'll get better results inside of different offers where they're at in their. And that's why sales conversations are so important. And to ask questions back, because I'm not just going to sell them something, that's not going to yield the best results for them and the same holds true for you. So having sales conversations is huge. So. Whether you're using what I'm going to share with you today and, or pulling out your sales scripts and getting to know those potential clients digging deep, where do they want to go? Having an actual sales conversation with them is going to be really powerful. And again, I'm going to reiterate this as like, you guys need to know. If you're, if you struggle with tonality sales conversations, don't understand the power of yes. The power of we inside your sales conversations. You might've just heard me say that and been like what Michelle highly recommend you message meet again inside of sold. Um, we dive into that. So, so deep, and that honestly mastering, like all of those things behind sales and selling have changed the game for me now, less that in. To DMS. And the last thing I'll say before I get into this is make it sound like you make it sound like you because we get these scripts and we can be really automated, but make it sound like you talk the way in which you would talk, say the things in which you would say how you would say them. And then lastly, make it direct Le the less fluff the better. Okay. So for example, let's say you reached out to me and. You say, Hey Michelle, how can we work together? Hey Michelle, can you tell me about the fierce mastermind? Hey Michelle, how can I get insult? I will simply reply back and be like, hi, I'm so excited that you reached out. I'm so excited to have a conversation with you about my programs sold. I would love to know a little bit more about you and where your business is at income wise and where you're really craving the most support. That's what I'm going to say, because right now I have no idea where you're at and I'm so glad that you reached out for this specific offer, but I want to make sure it's the best fit for you. And then they'll repeat. And I'll say something like, oh my goodness, I love all of this. And I'll usually voice memo this because I do love all of it. And I'm like in my fields with them, Ooh, I love all of this. Thank you so much for sharing and yes, to whatever goals they set in that moment, I'm going to use their words back with them. And then I'm going to let them know which one of my favorite things to support clients with. And then I'm going to ask them, what is your idea of a perfect business look like in. I think if I can stop my fingers and run my business like this today, what would it be? I want them to imagine. I want them to think bigger. I want them to look into their future and how they want to feel. And the reason I asked that question is because they'll literally tell me, and then I'm going to be able to take that. And paint the picture for them of what that could look like. And that's really important in sales and selling sales are results-based. We buy based off of a feeling. Therefore, if you can take what that prospective client is saying, and then respond it back to them with what they actually desire and want, you're going to close the sale. And then there were, we're applying. And I will say something here like, oh my gosh, this is so incredible. All there's so much coming for you. And then I will say what they said back to me, I'll say, oh my goodness, like hitting 5k months and having more time with your kids and travel and working less than dream clients coming to work with you all the time, launching less like I'm. So here for this. Yes. And then from this information, literally it's a short conversation. Most of the time I have a pretty good idea of which offer would be best for them. So then I'll let them know. And it's usually the one that they reached out with 99% of the time. It's the one that they reached out with. If it's not, then I will let them know. And so that's where I'll say, I'm so excited for you and I'll repeat back what they just said to me, their results, their desires. I will use their. And I will say, oh my goodness, like you would be perfect for my fierce mastermind. We have one spot left. We're starting in November. I would definitely recommend that offering for where you're at desiring to go, let me know if that feels good. And if you want me to send over the details and I purposefully asked them if they want me to send over the details because they'll reply. Yes. And the power of yes, in a sales conversation is really powerful because when your perspective is constantly saying yes to you, and you're saying we two things. We here's what we would do. Here's what we would do together. And here's what would happen in the mastermind. Here's, here's what we would do to get those results. When you say we, the power, if we, they start to picture what it's like to work with you. So that's number one, number two, when you have them saying yes. It's much easier for them to say yes to you at the end of the sales conversation, because they've already said yes to you before, and that's a sales psychology thing. And if you want to learn more about that, again, that's in sold, we dive super deep, but this sales conversation is something I use everyday. You guys, people say yes to this all of the time. And this is me. If you really listened to what I said, this is not a DM cell. This is me just having a conversation. And then of course, I cater this to the human. I'm doing voice memos. I'm doing video. I'm being myself. When your community and your people can feel you on the other end of the sales conversation, it will convert so much higher. Allow yourself to have emotion and be you and get excited for where they're at. And then the last thing with that sales conversation, what I do when they reply, yes. Send me the details. I always type out the program details because I think it's so much better when they can actually see it in front of them. It's so much better when they can actually. So I will type out here's the fierce mastermind here's what's included the investment is this paid in full, and then I'll put out the payment plans and I'll let them know whatever programs they'll get, immediate access to whatever bonuses they get. And then I'll say, how does that feel? It's my favorite way to say, how does that feel? Or I will say, let me know if that helps and if you have any questions. I will end it either way. I want to end it with a question because then they'll respond back to me. And 95% of the time they won't leave you on red 95. There's that 5% 95% they won't leave you on red. So then they'll reply how it makes them feel. And or if they have additional questions and then you'll have the same. After you listened to this episode, I would love for you to reach out to me on social. And let me know if this is helpful, because as I was just sharing this with you guys, I'm like sitting here, like there's so much more, we can dive into a sales and I want to know from you. If you want that in upcoming episodes, the like nitty-gritty behind sales as I was talking, I'm like, oh my gosh, this stuff is so important. So if you want more of that, just DM me and let me know on social, because your feedback is so amazing. And I value it. So. Flipping much when I create every single episode, every episode is created with you in mind and helping you grow and scale a business the way in which you desire. So your feedback is so helpful. And then lastly, the giveaway is still happening. I always sing on here, so to get entered, share, and tag me on Instagram, on your stories, and you'll be entered in to win a free coaching call with. Oh, it's going to be so good from here. I will see you in the next episode, heart to heart. Can we see you guys soon?