071 | What to Say in Your DMs to Sign Clients (5-Step Sales Conversation Framework)

Struggling to turn DM conversations into clients? In this episode, you’ll learn a simple 5-step sales conversation framework to confidently lead conversations, build trust, and start signing clients without feeling pushy or awkward.

You’ll learn:

•  What to say in DMs to sign clients 
•  The 5-step sales conversation flow 
•  How to build trust (KLT: know, like, trust) in real time 
•  Why your conversations aren’t converting 
•  Real examples of what to say vs what not to say 

This is actionable. Use it today and start better conversations immediately.

Transcript

(0:00) If you are having conversations in your DMs but they're not turning into clients, like, (0:07) you have people who are replying and you're just going back and forth and back and forth with no (0:15) point in the conversation where you feel like you could mention your offer and then the conversation (0:19) just kind of stops. It just dies off and you freeze and you start to wonder, oh no, like, (0:26) what happened? How you start to overthink it and you start to avoid the conversation and just you (0:32) don't know how to lead those conversations. If that is you, I want to teach you today how you (0:40) can lead those conversations and how you can show up confidently in those conversations and have (0:46) them turn into sales.Hi, I'm Courtney, your Christian Confidence Coach and Sales Mentor, (0:54) and if you're ready to stop holding back and start selling confidently in your business, (0:58) you're exactly where you need to be. I wanted to welcome you to the Faithfully Confident (1:04) Entrepreneur podcast where we talk about the real reason you're not making sales (1:08) and how to show up confidently in your sales conversations in a way that feels aligned. (1:14) Now, if you're ready, let's pray and let's tune in today's episode.(1:18) Lord, thank you for everyone listening right now. Thank you that you've placed something inside of (1:25) them, a calling, a vision, a desire to build something that actually matters. You see their (1:32) heart, Lord.You see their effort. You see the moments where they show up even when they feel (1:37) unsure. And God, I just lift up their confidence to you right now.Not confidence in their self, (1:43) but confidence in you working through them. Father, I pray over every fear that comes up (1:49) when it's time to sell, every hesitation, every moment where they feel awkward or unsure of what (1:55) to say. I just pray that you would quiet that voice and replace it with peace.Replace it with (2:01) clarity. Replace it with boldness. Remind them that they are not bothering people.(2:08) They're serving them. That they're not being pushy. They're just being obedient.If you've (2:14) given them something that can help someone, Lord, help them trust that they just need to speak (2:22) about it. Father, I pray you would give them discernment within their conversations. (2:28) Show them when to ask, when to listen, and when to lead.And I ask that even right now, (2:34) you would bring specific people to them in mind. People they're meant to reach out to. (2:41) Father, give them the courage to send that message.Give them the words that they feel (2:46) like they don't have within them. And remind them that their role is simply to be obedient (2:52) and steward their business, not the outcome. We trust you with the results, Lord.In Jesus' name, (3:01) we pray. Amen. I want to tell you a quick story because this is going to just make everything (3:09) click within this episode.So we all own a fridge. I would like to hope so. We all own a fridge.(3:19) And think of this. As a mom, you're not looking for anything fancy. You don't need all the gadgets.(3:26) You don't need all the upgrades. You just need simply something reliable and within your budget. (3:33) So here is the story that I love to share because it's just it's so relatable to everybody really.(3:41) So when you think of a salesperson, my brain instantly goes to a car salesman because (3:48) when people think of pushy sales, you think of a car salesman. So there is that example. But (3:55) we all have have we all have fridges.We all have appliances and they break from time to time. (4:02) So there's this woman who I'll just say Sarah as an example. I always love the name Sarah.I don't (4:08) know. Maybe I was meant to be a Sarah. Love you, mom.But Sarah walks in to buy a new fridge. (4:16) She needs this fridge. She doesn't need anything expensive.She doesn't need the future. She (4:21) doesn't need the upgrade. She just needs something reliable.And she walks into this place and (4:27) instantly the salesman approaches her and tries to sell her the biggest top of the line fridge (4:34) with so many things. She does not need that. But this salesperson did not take the time to (4:41) ask her what her needs were, what she's in there for today.How can he help her? Just instantly (4:48) went, hey, I have the fridge for you and brought her to like this super expensive fridge. So (4:53) there's that scenario. We've all had that scenario.Maybe not with fridges. Could have been with (4:57) something else. But we've all been in that situation where someone tries to sell us this (5:01) big thing and we're like, we don't need that.That does not meet my needs. You don't know what (5:05) I need because you didn't take the time to get to know me. So there's that scenario.The second (5:10) scenario is Sarah walks in and the salesman gives her a few minutes to walk around. Notice (5:20) her patterns. Notice what she's looking at.Notice what fridge she stays longer at and then approaches (5:27) her. Hey, I'm so-and-so. I noticed you're looking at a few fridges here.What caught your (5:33) eye about that fridge? He's asking questions. He's observing what her patterns are. He's getting (5:40) to know her.He's getting to know her needs. He's not jumping in just to get a big commission (5:46) off a big sale. He wants to get a future sale.He wants to build that trust with this potential (5:52) customer. He's getting to know Sarah. He is literally helping her find the perfect thing (6:02) that she needs based off of what she is telling him, not what he is telling her.Think about that (6:09) in your conversations. There's a you conversation and then there's a me conversation. (6:15) You need to, like the person, so let me try to simplify this a little bit more for you guys.(6:23) The person who is going to get the sale is the one who is talking the most. If it is your customer (6:30) who is talking the most, chances are you are listening. They're going to end up getting, (6:37) you're going to end up getting a sale from them because you are listening.You're being a good (6:41) listener and that is so important in sales. You are taking the time to actually stop talking, (6:48) stop blabbing. No one cares about your offer yet because you haven't gotten the time to know them.(6:54) That no like trust factor is something that so many people skip over and it's so important. (7:00) Long story short, Sarah went and bought the fridge from the second salesperson who was (7:06) getting to know her and she trusted him and trusted what his recommendation was. You know (7:13) what? Down the road she needed a new couch.Guess who she called? Down the road she needed a new (7:19) washer and dryer. Who did she call? So it's so important that you get to know your customers. (7:25) They need to know you, they need to like you and they need to trust you.People need to know, like (7:31) and trust you before they buy and those conversations, that's where that's going to (7:36) happen. But most people skip that step. They either stay stuck in that small talk or they jump (7:42) straight into selling and neither of those build trust.In fact, in my situation it drives me (7:49) crazy when people try to sell to me right away. It's like, hey, like buy me a coffee first dude. (7:55) I want to get to know you.Like maybe I do need your offer but now you're kind of just, (8:00) you're getting on my nerves because I might need what you're offering but I don't know because you (8:06) haven't taken the time to get to know me and what my needs are and I don't even know anything about (8:10) your offer because you're just blabbing and blabbing and blabbing. You're word vomiting (8:15) as they say. Anyways, I'm starting to word vomit now here.So this is where I want to bring God (8:22) into this, this situation is because some of you are not only holding back in your conversations, (8:28) not because you don't know what to say but because you're afraid of how it's going to (8:33) come across. You don't want to be pushy but there's a difference between being pushy and (8:38) being obedient and God has given you this, this gift, this, this business to help others and (8:46) bless others but you need to trust that you have what it is that they need. You need to trust that (8:54) God has put this person in your life because they're praying for something that you have, (8:59) that you created, that you are literally about to give to them but you have to trust.So anyways, (9:07) there is a five-step sales conversation flow that I kind of want to share with you today. (9:12) So there's connection, clarification, expanding on the problem, creating that vision and the gap (9:21) and then there's the invitation. It's simple, it's powerful but all it really is is it just (9:28) leads you through the conversation.So connection, common sense, treat them like a human being, (9:36) not a pitch, not someone who's going to be a potential sale. (9:41) Hey, I saw your post that you're feeling stuck in your business. How's that been going for you? (9:46) What's going on? Why do you feel stuck? You're talking to them, you're starting a conversation.(9:51) Yes, it's about business but you're not saying, hey, I noticed that you feel stuck in your (9:56) business. I would love to share this with you. Okay, I saw your post, you're feeling stuck in (10:02) your business.I think I have what you need and send them a link right away. No, start a (10:08) conversation about it, dig deeper. So step two, clarification.Get curious about what it is that (10:16) they're struggling with. Get curious about what they're feeling stuck with in their business. (10:20) So what are you struggling with the most right now when it comes to XYZ? (10:27) Simple but very powerful and they are going to give you the answer.They might even (10:34) expand and go deeper. So step three is expand the problem. Always go deeper.How is that affecting (10:41) your business right now? What have you tried so far? What has worked for you? What hasn't worked (10:47) for you? But figure out what is going on in their business just to get a bigger picture of what is (10:53) happening so you know if you can help them or if you can't help them, you may have someone that (10:59) can help them and you can bring them their way. So step number four is creating that vision (11:06) and that gap. So you want to shift them to the next step.You want to shift them forward. (11:12) So you want to create that space within them where they're starting to not think of their flaws (11:18) or think of things that are not working. You want them to think of how it's possible.You want them (11:24) to think of what it could look like. But in order to get there, we have to create that vision with (11:29) them. So what would you love your business to look like right now? What do you want your (11:40) sales to look like right now? What do you feel is missing to get there right now? So just start (11:44) asking them a whole bunch of questions to lead them through that and you're eventually going (11:49) to be able to create that invitation where again that's step five is invitation where it's not (11:54) not it's no longer a pitch.It's now an invitation. You're not pitching them. I hate I absolutely (12:02) hate the word pitch.I don't know about you guys, but I cannot stand that word. It just (12:05) it feels weird. It feels like it's that that word and that lingo within the coaching industry of (12:12) pitch pitch pitch.I don't know. I just don't like it anyways, but invitation. So based on (12:19) what you shared today, you know, I actually have something that that could really support you in (12:24) that area.Do you want me to share? Do you want me to share? And most of the time, I don't I don't (12:37) teach my clients to give yes or to ask yes or no questions. But in this scenario, you want it open (12:43) towards them so that they can either say yes or no. Do you want me to share? That's it.Super simple, (12:54) super powerful. So going even deeper into this like here's just a very basic conversation. I (13:02) can give you as an example.So there's the the you conversation. So this is where you're focused on (13:10) as a business owner. You want the sale.You need the sale. Maybe your finances are tight and you're (13:15) like I need I need I need so you want the sale. You're you're pushing it on people.You're you're (13:21) suddenly pitching. So hey girl. I say hey girl because that's just so common.I saw you're a (13:27) business owner. What do you do? And they say I'm a coach or I do this or I do that. And then you (13:33) reply with that's amazing.I help coaches sign clients in the DMs. I have a program. Do you want (13:37) the details? I don't say that but that is where you're like instantly there's no connection.(13:44) There's no depth. There's no trust built. You just jump right into I have what you need.Here's the (13:49) details. So the other spectrum of that conversation is the me focus. So you're focusing on them.(13:58) Hey I saw your post about feeling inconsistent. You know what's what's going on there. How's that (14:03) how's that feeling? And oh it's been so frustrating.Well what are you struggling (14:08) with the most right now? Oh my sales. I'm inconsistent in my sales and I'm not getting (14:14) any sales and I just don't know what's going on. I don't understand why I'm not getting sales.(14:18) Yada yada yada. Well what happens in those conversations? I don't know. They just they (14:24) just die off.We don't stop. We don't continue. There's no sales.Like it's just how like you (14:29) you keep getting closer and closer and closer. Like why? Why? Why? Why is this happening? Why is (14:36) this happening? How is this affecting you? And you are repeating their language. So anything that (14:42) they're saying you want to repeat back to them.So if they're saying you know what do you I'm not (14:52) making any consistent income. Well what would you want and what would you want instead of consistent (14:59) income? Like what would consistent income income look like to you? And they'd say well I'd want to (15:05) have the confidence to sell and have consistent clients. Okay well what do you feel is missing (15:12) with the confidence and having consistent clients? Like you're repeating back to them so that feels (15:17) like you're listening to them.Well you are listening but they feel heard. They feel understood (15:22) and that's the difference is there you're building that know like trust factor in real time in your (15:27) conversations. So here's what I want you to do today.I want you to ask God who can I reach out (15:35) to today? And then go start three conversations. Just three. Follow those steps.Connection, (15:43) clarification, expand, vision, and invitation. Because the people you're meant to serve they're (15:50) already in your world. They just need you to lead the conversation.And if you want help doing this (15:57) refining those conversations, knowing what to say, and confidently inviting people into your offers (16:02) that's exactly what I help you do inside my DM with Confidence course. And right now it's (16:08) completely free so you can go to facebook.com forward slash wait hold up I don't have it open (16:16) right now. Oh Courtney you know what it's in the show notes.Go check out the show notes. (16:23) We are not perfect here. We are not perfect.We do this messy. So anyways but for now go send (16:30) those three messages and I will either see you in the course or I will see you for the next episode. (16:35) Bye guys.God bless.