Consistent Client Flow with Social Selling: Your Guide to using DMs to build relationships and book calls.

In a world where digital interactions and social media are here to stay, social selling has come out as a key strategy for building lasting client relationships. Instagram, previously known solely as a visual platform, has now transformed into a focal point for meaningful business connections. The skill of starting conversations in direct messages (DMs) can result in booked calls and business growth. Let's dive into the steps to mastering social selling on Instagram.

Topics Covered In This Episode:

1. How to use DMs to build relationships and schedule more discovery calls without being spammy.
2. The importance of a pre DM strategy, including identifying the type of clients you want to work with and ensuring they are present on Instagram.
3. Why you should create a list of 100 potential clients to engage with, and make sure you are using hashtags and keywords to identify these accounts.
4. Optimize your Instagram profile, including bio and content, to address the pain points and desires of your target audience.
5. Interact with your identified potential clients’ content genuinely before initiating a DM conversation and then use questions over statements in DMs to foster genuine conversation and not come off as spammy.
6. Why posting consistently on Instagram can transform passive marketing to active relationship building.
7. Follow-up is so important in turning initial conversations into scheduled calls, and why manual scheduling over using schedulers.

Find the full show notes at:  https://brandimowles.com/246

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Transcript

246: Consistent Client Flow with Social Selling: Your Guide to using DMs to build relationships and book calls.

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Brandi: [00:00:00] Today's episode has you sliding into the DMs of potential clients so you can book your calendar full of calls. Sales calls, discovery calls, whatever you want to call them. We want to get your calendar book and it all starts with a DM. Now I know what you may be thinking like, Ooh, that sounds spammy.

That's not for me. Y'all, I don't do anything spammy. I'm like the anti spammy and so I promise the step by step plan I'm gonna give you today is not gonna include being scammy But how to come across as a real authentic person that really wants to help potential clients hit their goals

It's going to help you learn how to build relationships on a platform like Instagram. This is very, very, very specific to Instagram. You can take these tips and use them on LinkedIn too. But inside conversions for clients, we do give different strategies for LinkedIn. It's a different platform, different game.

Same [00:01:00] thing with Facebook. They all have their own rules to follow. So this episode is specifically for LinkedIn. For Instagram, and if you're ready to learn how to really show up authentically, not be spammy, but slide into the DMs and land more discovery calls on your books, this is the episode for you.

So let's jump on in my friend to this week's episode of the Serve Scale Soar podcast.

Welcome, welcome back to another episode of the Serve Scale Soar podcast. My name is Brandi Mowes. I am so stinking excited that you are here and hopefully today you are going to learn the tips and tricks of sending DMs in a way that really makes sense, that builds a relationship, that builds connections and gets you more discovery calls on your books.

And I'm excited to break this step by step [00:02:00] plan for you, but it's not going to be for everyone. One thing I want you to know is that inside of conversions for clients, we teach 10 different methods for landing clients. So this may not work for you because you don't want to be on Instagram and that's totally fine.

There's so many more episodes. Like we'll link up to last week's episode where we talked about landing clients in your backyard. So business is not cookie cutter. And if you're working with anyone who says this is the only best way to do something, Then that should be a red flag. That is a red flag in the coaching industry because there's never one only best way to do anything.

Business, you are not cookie cutter. And so your marketing plan shouldn't be cookie cutter either. And that's why I am dedicated to teaching y'all different ways to land clients.

So I know the DM strategy can really work. It's worked for several of our students inside Conversions for Clients Certified and Strategist Society. And then other [00:03:00] clients would never send a DM and that's okay. They use the different methods. So just because one method may not be your cup of tea, doesn't mean that you can't be an ad manager or a service provider.

I just always like to I'm going to throw that out there because just because one thing doesn't work for you doesn't mean you're not meant to be in this role or this position. So now that we understand that this is one of the 10 different ways that we teach inside of conversions for clients how to land.

Clients, let's get into this episode because I'm excited. I didn't even say like, welcome back y'all. If you're a listener, leave us a review, blah, blah, blah. I'm just ready to get into this week's content and really, really show you how to land clients in the DMs. So when we're talking about social selling that social selling could be on any platform so social selling is just in a manner of selling through social media and Usually through conversations on social media so [00:04:00] that can happen on LinkedIn that can happen in Facebook that can happen on Instagram I'm not on TikTok.

I don't know if they have a messenger, but maybe I don't know if Twitter has, or X has a messaging capability. But for the most part, we're going to be talking about Instagram for this episode. So with that being said, I know the biggest, biggest fear that people have when it comes to selling on Instagram through the DMs is one, they don't want to be spammy.

They don't want to come off like, Ooh, Hey girl messages that we've all received from some direct sales or network marketing person like, Hey girl. And I'll be the first to raise my hand that when I was in that industry, I definitely sent those messages. And now I look back and I'm like, Ooh, that was ick.

And so I want to make sure that when we're doing this, we're doing it in a really authentic way that creates relationships and builds trust. So my promise to you is by the end of this episode, you'll know exactly how to use DMs to turn strangers into booked [00:05:00] calls without being weird. I don't want these conversations to be weird.

I want them to flow naturally. Because that's how they should. You're just having conversations. And my guess is you know how to have conversations with people. If you're in the grocery store, if you're out to dinner or you bump into someone, you know how to have conversations. You're having conversations in your everyday life.

It's no different doing them in the DMs. So, the first step when we start DMing is the pre DM strategy. Like we're not just going to go in and start DMing. We do have to have a plan. I want you to be successful. I don't want you to get frustrated with this. And the first thing we need to know is who do we want to work with?

Are we working with local businesses? Are we working with online coaches? Are we working with influencers? Are we working with med spas, plumbers? Like who are we working, wanting to work with? And are they even on Instagram? A med spa owner, maybe on Instagram. But a plumber probably [00:06:00] isn't on Instagram. So first, we want to make sure that Instagram is the right platform for the people that we want to work with.

Which means that we actually need to sit down and be like, Who do I want to work with? Are they on this platform? Are they using it? Then, Two, we want to start going through and looking for those hashtags that those clients are using, what they're posting, what accounts there are, and we're just going to start making like a whole bank of accounts.

So we're going to go, we're going to look for hashtags, we're going to go look for those accounts, and we're just going to start making a whole spreadsheet. It doesn't have to be a fancy spreadsheet, just name and link their Instagram account. And we're going to go and we're just going to start making this list.

And we want to get to a hundred people. Because 100 is going to give us good numbers to work with. And so we're going to go through and we're going to make our 100 chart. Our dream 100. These are the people that we're going to reach out to. Then, we have to do a few things before we start the DMs. We've made our list.

[00:07:00] We know that they're on Instagram. Now second, We need to make sure we have some posts on our Instagram. So we want to make sure that we have at least six to nine posts that are really talking to the pain points of that audience. So that could be if you're working with coaches, like, Hey, are your webinars not working like they used to be?

And something like that, or, Hey, trying to run webinars, but you don't have enough people there. Like those are struggles that they're having. Are your launches dead? Things that we see that they're talking about, they're frustrated with. Hey, is your organic post not getting any reach anymore? Are you not growing each month?

Like, we want to start tapping into those. And we want to create content around their struggles, their pain points that they're experiencing, and their wants and desires. And so we want to at least get six to nine. Of those posts up so that it looks like we know what we're talking about. And then we wanna [00:08:00] make sure our bio is really optimized to talk to that ideal audience.

So we wanna make sure that we have everything optimized before we actually jump into the DM process. To do that, it should take you less than four days. Like this is one thing I so many people, like they take so long to do anything and I get frustrated with . This when people take so long to do anything.

One day, maybe two, I'll give you two days to go through and find a hundred accounts, okay? It should take less than 30 minutes to optimize your bio. It should take maybe one hour to come up with six posts. Maybe two. So we're looking at four to five days for you to complete this pre DM strategy. And then after we start doing that, we're gonna start having conversations and putting content out regularly and content is just I mean you can pick what regularly means it could [00:09:00] be one post a week It could be three posts a week does not mean you need to be posting daily But we are going to start using that as a strategy.

We're going to post consistently so we can get in front of new people. And then we're going to have conversations. So it's posting and conversations, posting and conversations. The posting is the passive part of the marketing. The conversations is the active marketing. So now that we have the pre work done, we've made our list, we have our content going.

We have our bio optimized. Now we're actually going to start getting in and interacting and creating conversations. So the first thing we want to do is start working from that list of 100. And I would start with five touch points a day. We want to go and we want to start interacting with their content, not in a spammy way.

So if let's say you're working with a med spa, cause we have someone in conversions for clients. She works with med spa. I know she's really active on Instagram. So she would go [00:10:00] to, One of these med spas and maybe they have a facial that they're showing like the diamond facial or I saw the other day Someone was getting a glacier facial And maybe she comments and says like oh my gosh This looks so dreamy something like that like something that you would actually say to a business And you're interacting and then you're following them.

So that's step one. So she would go through That whole week and take five a day And interact and really connect with those people and she would be marking like I interacted on this day And so we're warming up these accounts. Some of them are going to follow you back. That's what we want. And maybe in the spreadsheet you have a place where you can mark if they followed you back.

Because then it makes it easier to get into their DMs. So we're engaging with their content. We're writing thoughtful comments. Not like just bland copy and paste. Like actual good comments. Then we're going to follow them. And then we're going to make note and we're going to come back [00:11:00] after the week's over and see who's followed us and we're going to check those off.

Then once we start doing that, that becomes a habit. Once they start following you back, those are the first ones that we want to connect with because we know that it's going to be easier to get in their DMs because they've already followed us. It's not going to go into spam. And that's when we want to start opening up a conversation and we need to do it not in a copy or paste pitch type of thing.

We don't want to fake compliments or cold outreach without any like context context. Let me get that word out right. And I always like to start with a question versus statements, because questions get them to respond back. Statements don't. So, I always love to hear, like, start with some kind of, like, really powerful question that [00:12:00] and then you're going to say, Hey, I saw that you were following me and I'm following you and I see that you have a med spot and y'all are doing facials.

Is that something that customers are really interested in? Question mark. So see, then you're asking a question. Then they're probably going to say like, yes, blah, blah, blah. Then you can say, yeah, I just saw another. I was talking to another client, or another med spa when I was looking at ads, that they were also advertising this and it looks like their posts are getting really great engagement.

Have you tried using paid ads to get this in front of more people? And then, that's another question, then they'll either say yes or no and say, and then that's when we can create that conversation that's like, Oh, okay, so if they say no, they've never used paid ads, that, then you could always [00:13:00] say, have you ever used paid ads or just not for that specifically?

And then wait to see what they say and say, and then probably maybe they say, no, we've never used paid ads. And then you could say something like, Oh I know a lot of, I work with med spots specifically and we use ads to get enough people into the door, new bookings for people who don't even know about their spa.

And then you could say, is there a reason why you've never used ads? And then you're just asking questions. Like it's always just asking questions. I, I rarely, when I'm in the DMs, like make statements, it's always questions. I want to just ask them questions and they love talking about themselves. People love talking about themselves.

So we want to ask as many questions. But the whole goal is leading them towards a call. Where you could do something like a risk reversal method that we teach. Or you could do something that's more like, Hey, why don't we [00:14:00] just jump on a call? So a natural way to transition these chats into a call is saying things like, That's exactly what I help my clients with.

If you're open to it, I'd love to chat and see if I can help you. I love saying that give them an easy yes, making the call feel natural and like the next step, not a pressured decision. So it's just like, Oh, would you like to chat about this? And then wait, then here's where it comes up. There's always going to be objections in the DM about getting on a call and we don't need to send them our scheduler.

I know I tell y'all to have calendars, schedulers, all of that set up. But one of the things is we don't want to create any friction. So, what we can say instead is, great, so I have some time Thursday or Monday, which day works best for you? And then say, okay, I have this time or this time, which day, what time works best?

Great, what's your email and I'm going to send you over a calendar link right now with [00:15:00] a Zoom. Like, I know that we have Let's see what happens when we turn them on. And let's see what happens when we turn them off. Okay, and you know what? I have my watch on. I'm going to turn it off and let's talk about scheduling and how to do this.

What we're going to do is we're going to take two pages of scheduler in to our work with me page. And we're going to take these two schedulers, and you'll notice that I have these schedulers. What if they say, I need to think about it. Great. Say this. Totally get it. What's the biggest thing on your mind about it?

So or I like to be specific. So you could say, if they say, I need to think about it, say, totally get it. What's the biggest thing that's What, what do you think that you need to think about in order for us to jump on a call? And that way there, you're like finding out what the real objection is. I'm not sure I need this.[00:16:00] 

That could be something that comes up. No worries. Out of curiosity, what's your main goal for your business right now? So see, we're asking more questions. What if they say, 

I don't have time. I would say something like, I totally get that. I'm a busy business owner, a mom as well. If I could show you in 15 minutes how ads could grow your business, would that be worth your time? So see, when we bring it back to like, hey, it's only going to take 15 minutes. Hey, it's going to be short.

They may change their mind. They may not. But at least you're like, just not like sulking down and be like, okay, great talking to you. We have something to come back with. Then, what we're going to do is we're going to send them a Google invite, we're going to get it on our calendars, and then we can do a risk reversal, or we can do the proposed the risk reversal, or we can do our normal discovery call.

I think a lot of times with these, doing a risk reversal method actually really works to show them why they should use your [00:17:00] services. And then we also have to know That there has to be a follow up in nurturing. So, in the DMs, it's a conversation, but like, things come up. So, one of the things, if I'm in a conversation and all of a sudden they ghost, I'll wait for a few hours and then I just do a question mark.

Because chances are the last thing I ask was a question, so I'll just send another question mark. So, it just bumps it up to the top of the DM. Or you can say, like, just, I mean, you can follow up. We always want to follow up. The name of the game is follow up. In sales, follow up is key. So you can just do something that, like, pushes your DM back up to the top.

And then there's things that say, hey, just a friendly check in. And when it comes to follow up, I like to, one, we want to push that up so like that would be in a few hours or the next day. Let's say after that we still don't hear from them. I like to do the 3, 7, 14 day follow up where we're just like popping in. So one of the ways that you could do that [00:18:00] is, Hey Susie, totally random, but I thought about you when I was talking to one of my clients And I gave them this tip and I really think that it may help the problem that you mentioned that was going on So I could say this.

Hey Susie, totally random but I thought of you when I was on a call with one of my clients. She's also a med spa owner and she was having a really hard time with cancellations. And one of the things that she was able to do to solve that is X, Y, and Z. And I thought that may help you. So I just wanted to drop that tip there for you.

Let me know. If you need anything like you're just getting back in front of them or hey, I saw another client was another spa was advertising their glacial facial with ads and they were using this really cool strategy of using a messenger campaign and I thought it may be something. [00:19:00] So I just want to pop in here and say that Messenger campaigns are really working for booking facials.

Let me know if you want to talk about adding this to your business. So you're kind of just providing value and you're doing it in the 3, 7, 14 day. The 3 day is more of a follow up like, Hey! I just want to circle back around. I know how it is to get DMs lost. So, the last thing we were talking about was X, Y, and Z.

And then ask a question. The 7 day could be a tip. The 14 day could just be another follow up. So, there is so much power in the follow up and being consistent and also posting consistently. The more you post, you're going to show up in their feed. So it's not just a one and done type of thing. You have to be consistent.

Also, the other way to start these conversations is when you're posting on Instagram. So this one that I just gave you an example of is you're going, you're following, you're interacting, they're following you back and then [00:20:00] you're sliding into their DMs. The other way is when you're creating content and putting out your consistent content, anyone who likes, comments, shares, you want to reach out to them.

And it just starts with, Hey, I noticed that you shared, you like this post and then ask a question. About that post to them to get the conversation going and we're going to do the same thing or hey I saw that you commented on this post and I just wanted to And then once again, we're going to ask a question.

We're always asking questions because questions create conversations Or when you're putting out stories, which you could do one story a day. They don't always have to be you it could be A blank image, asking a question, sharing a tip, it could be you talking, there's so many different ways to do stories, but anyone who watches those, you're also going to reach out to them and be like, hey, I saw that you watched my story on X, Y, and Z, and I just had this question, and you're going to ask them a question.

So, there's two ways. One, we're reaching [00:21:00] out to them after we have engaged with their content, they followed us back. And then the other way is when we're creating content and putting it out there, Then we're going to turn those into conversations. So we're going from passive marketing to active marketing.

Passive is posting, active is conversations. So we're always playing with that. And in the beginning, you may not have many people that comment, like, share your posts. That's okay. You'll do more of it. And then you're also reaching out to your hundred lists and engaging that way. And so it's a, you're going to be tag teaming and then you'll see your account start to grow.

You'll get more followers. It's a compound effect, but you're also reaching out. So that's the steps that you can take today to start building conversations in the DMs. And then of course, there is always, always, always, you can run low cost ads and build up more people seeing your content. Like maybe you have a piece of [00:22:00] content that goes really, really well, and you just throw some money behind it, 5 a day, to get more likes, shares, comments on it.

And then that gives you more people to reach out to. So there's always the shortcut, and then there's always the free version. But either way. You are just really, really, really creating content and conversations, content conversations, and you're engaging with those accounts that are your ideal clients.

Because the more you engage with those accounts, the more of them that are going to pop up in your feet with the algorithm. So you can be growing your list. But if you're doing this method, I truly believe you need to have 100 conversations per month and track those conversations. And then we can make decisions based on your tracking.

Bye. It's a hundred conversations a month. And so many of you will say this doesn't work. And you'll reach out to like fifteen people. This doesn't work. You haven't worked the numbers. You gotta work the numbers for it to work. You gotta work the conversations for it to work. Five daily touch points, five days a week.

And you'll hit your hundred. So [00:23:00] that is your guide to sliding into the DMS to get more calls. And this is a skill that you can finesse and refine and help. But the big thing is ask questions, ask questions, and you will get better conversations. It's not about you. It's about them. So my friend, I hope this helps you slide into some DMS without being spammy, without getting people irritated.

But really to build relationships because we all know relationships equal revenue. So I hope to see you doing the dang thing and we have so many resources to help you. One, if you're listening to this right now and you're like, I don't even know how to land a client. I don't know what the risk reversal method is.

I'm going to encourage you to go to. Brandyandcompany. com slash booked. Grab our booked and banked course. It's only 37 or if you're like, heck, I'm ready to skip to the like the big girl party where we're going to teach you how 10 ways to land [00:24:00] clients, how to run your business and how to run ads for people.

Head to conversionsforclients. com and learn how to join us inside. But until next time, my friends. Go out, serve your client, scale your business, and soar into the success you deserve.