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Episode 14: The Secret Truth About Selling in the DM’s

Selling in the DM’s is a super sexy hot topic right now, and it’s something I’m seeing everywhere. In this episode of Passion to Profit Marketing we’ll talk about what it actually looks like (the secrets that the gurus aren’t telling you), why it feels so tempting to do, and whether it’s the right sales method for you.

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Full Episode Transcript
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Tiffany Barry (00:00):
Selling in the DMS is something that sounds really sexy right now. I am currently being flooded with ads and emails about it, about selling high ticket in the DMS without ever getting on a sales call. Now I’m not saying it’s not possible. It absolutely is when you’ve got the audience to support it. And you’ve mastered your sales process. But if your list with me today, I’m gonna guess that’s not you yet. So let’s shove the guru, speak to the side for a moment and talk about what selling in the DMS actually looks like, why it’s so appealing and whether it’s the right sales approach for you. Welcome to the passion of profit marketing podcast, where we talk about how, how women like you can scale your passionate business into a profitable empire that’s aligned and intentional. I’m Tiffany Barry, a marketing consultant and agency owner, helping creative entrepreneurs use modern marketing. That’s simple and actually feels good to reach their next level of success. Join me for 20 minutes or less to talk about how to market and scale your BI. So you can become the free and flexible CEO. You started your business to be, let’s get started.

Tiffany Barry (01:11):
Welcome to this week’s episode, where we’re talking about selling in the DMS. It’s something that sounds super sexy right now. It’s, it’s everywhere. I’ve seen numerous ads about it in my inbox is full of people telling me how they closed 5,030, 2000, even a hundred thousand in high ticket sales in the DMS without ever getting on a sales call. Now I’m not saying it’s not possible. It absolutely is when you’ve got the audience to support it. Many these people telling you that you can do this are spending thousands of dollars on Facebook ads, or they have massive social and email audiences to market to, and they’ve mastered their sales process. So yeah, if you’ve done those things you could realistically sell from anywhere using any method you’ll see, you know Marie Forleo has just landing page and she does authority building and kind of interview stuff.

Tiffany Barry (02:10):
When she’s launching be school enrollment periods you know, you have other, other big name coaches and consultants who, you know, really, really lean heavily into referral marketing and, and they do sales, but like that but you don’t really hear people like Marie Forleo or Amy Porterfield hopping on sales calls. You don’t, you just don’t hear about it because it’s not really how they grow their business now, but I’m gonna guess that you are not quite at that level yet. Okay. You’re not a, you know, on the stage speaker who is, you know booking out events and doing Ted talks and writing books. And, and if you are, and you’re still struggling with marketing, I want you to head to my website, it’s TiffanyEBarry.com. And I want you to book a call with me because there’s a disconnect there, and I wanna help you work through that.

Tiffany Barry (03:09):
But for the rest of you who are typically more in line with, with people who are typically listening to this podcast, I’m gonna guess that you Don have a giant audience that you are really working on scaling your business. You are really fr trying to figure out where in the sales and marketing process you need to work on. And so when somebody comes along and says, Hey, you can sell high ticket in the dams and you never have to get on a sales call. That sounds really right. But, but I’m gonna, I’m gonna share some, some secret truths about what selling in the DMS actually looks like. And we’re gonna talk about whether it’s right for you. So let’s shove that guru talk. Let’s shove it to the side for just a moment. Come hang out with me for the next 15 or 20 minutes or so.

Tiffany Barry (03:59):
And let talk about what, what selling in the DMS actually looks like, why it feels appealing to you. And then we’re gonna talk about some questions that you can ask yourself to figure out whether it’s the right sales approach for you. So, first of all, let’s jump into why you love the idea of selling in the DMS, because chances are, it comes from a place where you haven’t had great experiences with sales on the consumer side of things. Okay. Chances are you’ve been sold to before. You, if you are following along with me and you’re, and you’re kind of following along some of how, some of the recommendations I have about social marketing and social selling, you’re likely networking in Facebook groups and on Instagram and TikTok and LinkedIn. And so if you are active in those spaces, you have absolutely been sold to before, by somebody randomly dropping into your DMS and chances are, you didn’t love it, right?

Tiffany Barry (04:59):
You probably felt slimy and like you needed to take a shower afterwards, but here’s the thing. Most people who are bad at sales give the rest of us a bad name. They are either the ones who are not successful at all at it. And they’re just cold DMing, everybody. And I hope when they better, they will do better. But but there are also the ones that are, are bad at sales, but, but good at sales they’re, they’re kind of the ones that are pushy in your face. They’re, you know, trying to make a quick, quick buck. And, and they tend the, the ones who tend to be bad at sales, but successful in sales are success. Well, because they’re relentless. I worked with a marketing client once who had been on a coaching call with a well known coach who fell into this category and they taught not to let people get off the call until a payment had been made until someone had said, yes, I agree.

Tiffany Barry (06:00):
I wanna work with you. Here’s my credit card information. And they actually took the credit card number themselves and processed it manually on their end. Now I’m not saying that’s always a bad thing. I’m there are certainly circumstances and industries where that is a little more the norm, but in the B2B space, that is definitely a side step from the norm. Okay. And, and just because some grew is out there saying that this is what worked for me, and this is how you can do it. That doesn’t mean that’s the only way to sell. In fact, those type of aggressive sales tactics are thankfully dying because people don’t wanna be treated like a transaction. So when someone is hard selling you on a sales call or your most recent experience with a salesperson was similar to that stereotypical kind of like pushy car salesman type thing.

Tiffany Barry (06:54):
The idea of selling in the DMS can sound way more appealing to you, but the truth is selling can be respectful. It can be empowering. It can even be fun. And this is coming from someone who literally spent 10 years running freelance businesses, refusing to get on sales calls. So, so it can, it can actually be fun. And I do look forward to my sales calls because no matter where you’re selling, whether that’s the sales calls or whether that’s in the DMS, it really all comes down to your relationship with money and sales and how confident you are talking about your offer and how it transforms the lives of your clients. Now, the key to actually selling in the DMS or anywhere else for that matter is understanding that you’re not actually selling. You’re not trying to convince or persuade anyone to do anything that they don’t want to do.

Tiffany Barry (07:52):
You’re simply having a conversation with someone who has already expressed interest in what you offer and you’re seeing if is a fit, it’s all about that alignment. Okay. So think about it this way. If someone came up to you on the street and they said, Hey, I see you’re wearing a wedding ring. You married, would that be sales? No, it wouldn’t. It would be greatly. It would be an uncomfortable conversation at best and harassment at worst. Okay. But if someone you were interested in dating came up to you and asked what the ring on your finger meant, you’d be far more willing to share that it’s a fairly air family heirloom. And when they have that information and they feel confident asking you out for a date, you’ll probably say, yes. Do you see the difference in that approach? We’re still talking about going on a date and, and a ring being on somebody’s finger, right?

Tiffany Barry (08:53):
But the context and the way the conversation is happening and the respect that you’re giving one another is key. The first step to falling in love with selling in your business is to change your perception of what selling actually is. And then the next step is to create conversations where you have the need to build rapport and ask questions that will allow you to see if someone is interested in working with you or needs what you have to offer. The goal is to learn more about what they do, what you have in common and where they may be struggling so that you can then share how your offer is a good solution to help them. And I always like to say that your offers should, should have this great, beautiful balance between helping them resolve a pain point, a struggle of a frustration in their life and helping them move forward toward their ultimate goal.

Tiffany Barry (09:51):
Now, whether you are hoping to sell in the DMS, or whether you interested in learning how to run better sales calls, social selling is actually the, the foundational thing that’s going to make those sales calls and those sales DMS easier to do and convert better. Social selling is the process of marrying marketing and sales together. It’s been growing in popularity, but the concept isn’t actually that old, it’s essentially all about finding the right people to talk, to building a relationship with them and positioning your offer or service as a solution to the problem. And like I said, just a little bit ago, stepping stone toward their goals. You wanna have that, that balance right now, social selling makes sales calls and selling in the DMS easier and convert better. Like I said, because you’re not trying to sell people that you don’t have a relationship with.

Tiffany Barry (10:47):
You’re not pitching to cold leads. It’s, it’s, it’s no secret that warm leads convert better than cold leads. So think about the last time you brought something that was advertised to you, did you see the advertisement and then go and make that purchase immediately? Or did you reach out to the company or call a friend who, you know, bought it last year? Or did you read the 314 reviews online about that product? All right. Social sales is kind of like you in a B2B space or even B2C really it’s about you kind of walking along that process with the person it’s, it’s giving them the chance to talk to you. It’s giving them the chance to ask questions and have a relationship with you. You know, maybe you’re gonna direct them to a testimonials page or a case studies page. I talked about case studies lately in the podcast and on the blog.

Tiffany Barry (11:54):
And, and so maybe you’re gonna do something like that, right? So social sales gives you the opportunity to, to build that relationship with your, your potential clients, right? And it also gives you the op opportunity to learn more about where your ideal clients are struggling and how they talk about those struggles before they jump on a sales call. For example, by the time a struggling parent coach got on the phone with me sometime last year, I think in the spring, she already knew exactly why she wanted to hire a marketer. She knew who I was. We had been introduced by a friend you know, but I had also had a bit of a relationship with her on social media before. And we had kind of exchanged some comments in Facebook groups and, and, you know, I knew she was working with my friend on, you know, systems and operations.

Tiffany Barry (12:52):
But because we had been in gay aging on social media, prior to that sales call, I got to see some interesting things that I, that she didn’t bring forward in the sales call itself later. So two weeks prior to our call, she was posting in a Facebook group about not generating enough sales from a recent live launch. All right. That wasn’t something that she brought to the table when we had a sales call, but because I had had a relationship with her because I had kind of been watching what she was doing. And we had had a few conversations very casually. It was a problem. It was more context to the problem that she was having. So when we had the sales call is way easier to close her, because I knew the secrets I knew. I knew the, the extra things that she was struggling with, that she maybe didn’t know to, to talk about on the sales call or know how to bring up.

Tiffany Barry (13:48):
And because, you know, from my end running the sales call, I can only ask the questions I can ask. You know, I, I don’t, you can’t magically come up with questions that are going to be super targeted. If you don’t have that information right. There, there are a lot of general questions. And, and based on their answers, you can dig in, but, but social selling gives you a leg up, right? It gives you more information and that information helps you read, dig into their pain points and how you can help them. Right? That’s the shift in what sales actually is, how you help and serve. It also gives you the words that you can use to help them unlock your potential together when you’re working together. And then actually get started, like, like turning a key in, in, in their heads. And all of this helps you convert more leads into sales, no matter where you’re having those conversations.

Tiffany Barry (14:45):
Okay. So let’s reign this back into selling in the DMS only. All right. It’s easier to say that selling this way or that way is better. You know, like I can say I sell in the, you know, on a sales call, way better. I convert way higher on a sales call than DM. So that’s, that’s, that’s the best way. Right. But that’s all subjective, right? Because you might not feel confident on a sales call, but you might feel confident selling in a DM or vice versa. All right. So if you don’t feel confident selling in a chat conversation or on a sales page or on a sales call, the sales aren’t gonna happen. It, it doesn’t matter what method you’re using. If you don’t feel confident using that method, if you don’t feel confident with sales period, no matter what the data says about what way is best.

Tiffany Barry (15:43):
It’s not gonna matter if you aren’t really tuning in to sales as a general concept. Okay. So what’s a method is best for you. Do you need some work? Do you need to learn to run better sales call better sales calls or is selling in the DMS really gonna be the thing that helps you get to the next level? So the answer is simple and also admittedly, a little frustrating. It depends, it depends on your business, on your goals, on what you’re willing to put in the work to learn if social selling and then leading that conversation in the DMS feels like it could help you reach your goals. Then it probably is gonna be the right thing for you. But if social selling to a sales call feels like something that could help reach your goals, then that’s probably it, you know, see, see what I mean?

Tiffany Barry (16:37):
Like it, you can’t compare selling in the DMS to taking sales calls. If you’re not doing the sales part in a way that’s aligned with you, just like you can’t compare, which one will convert better for you. If you’re not doing the sales process, right. The comparison isn’t apples to apples. Right. And, and I wanna back up here just a second. I, I say, right, like doing sales, right. In the sense of selling in a way that’s confident and powered you’re handling objections. You’re, you’re running a optimized sales process. Right. So if you’re wondering whether you’ll be able to sell better in the DMS or on sales calls, and I’ll tell you kind of my take on this cause I do a little bit of both. But if you’re wondering these, I would recommend asking yourself a few questions, right? One, do you have your sales process super dialed in?

Tiffany Barry (17:32):
Do you feel confident handling the sales objections by text three? Do you have a history of being ghosted in the DMS when the conversations turns to sales? Cuz if you do, that’s a good indicator that maybe that’s not a strength of yours. And the same thing goes for sales calls if for, if your offer really is tuned in to the struggles and desires of your ideal clients, like is your offer really tuned into them? And finally, do you feel confident in your ability to keep someone engaged in a conversation by text, right. That kind of goes back to the ghosting thing, you know, like, do you feel confident that you could keep someone engaged and having a conversation with you and they won’t feel like the answer is to ghost you? Okay. So, so for me, I do some selling in the DMS.

Tiffany Barry (18:25):
Typically this is just for my lower ticket offers. If some, you know, really needs a brainstorming session with an expert marketer, I can typically have that conversation in the dams. You know, those brainstorming sessions, it’s, it’s an hour of, of our time. It’s a lower investment and the best clients for that typically don’t have a lot of objections or internal drama to work through are they’re really ready to go. Okay. They have, they have a clearly defined problem. I can’t get clients or I can’t do this, or my content sucks. They just need you know, a really low, low entry, low barrier to entry way to get in front of an expert who knows what the hell they’re talking about. That would be me. And, and so, you know, they’re ready to go. That’s that’s easy. However I do not sell any of my higher ticket offers in the DMS.

Tiffany Barry (19:20):
Right. I find that the ideal clients for those services just typically aren’t ready to invest at that level. If they haven’t had a face to based conversation with me, they need to spend some time with me. So we can talk about how my process will help them and what it would look like for their business. Right. I just booked a V I P date with someone who we were actually on a connect call. We were on a, a quick, you know, 20 minute get to know you kind of call. And she had been over my website and she knew I did VIP days. And she asked me about ’em and I was like, yeah, you know, that’s definitely something I can do. You know, I’ll send you a quick follow up email after our call and I’ll send you some more information about what, what, what I do, what, what that is right.

Tiffany Barry (20:06):
What’s included. And she was like, great, that’s awesome. This was at the very end of our call. So it, we didn’t really have extra time to kind of explore that. So I sent her, the email, sent her the information, and then I asked her, you know, is that something that you would you know, like to consider doing you know, between us for your business and I gave her an out, or would you like to maybe schedule another time to talk about what it would look like for you? Alright. So I kind of gave her two options. I gave her the option of, you know, Hey, this is the information you can get started. If you’re feeling frisky, you can, you can just go fill out the application and go, or we can schedule some more time to talk. So even, even a person who already, you know, kind of was getting to know me, had some face to face time, still needed some extra time to talk about a higher investment.

Tiffany Barry (21:01):
All right. So for me and my clients, that is kind of how things work, my lower ticket investments. Yeah. I can do some selling in the DMS. But my higher ticket stuff, my clients just really aren’t ready. And that brings me to kind of like the final point that I wanna wrap this, this whole topic up about that I wanna wrap up, you know, put a bow on selling in the DMS. And, and that is, is that you have to go beyond thinking how what’s best for you and how you’ll best sell. And you’ve gotta start thinking about what type of sales process does your ideal client need do, are they decision makers? And they’re ready to go on, pull out their credit card and go, and, and you can sell them in the DMS or are they less decisive or, you know, maybe they are, you know, investing a really high dollar amount with you. What, what sales process, what sales method is gonna be the best for them? Because sales is a partnership like a dance. One person leads a dance, that’s it for this. But if you’re both, if you found insightful or just entertaining, not gonna be a very subscribe wherever you listen to your favorite podcast. And if you’re ready to scale your business from passion to six figure profits, don’t forget to watch the free masterclass at http://tiffanyebarry.Com/Masterclass.

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The Secret Truth About Selling in the DM’s
The Secret Truth About Selling in the DM’s

Episode Title
The Secret Truth About Selling in the DM’s
Teaser Intro
Selling in the DM’s is something that sounds really sexy right now. I’m currently being flooded with ads and emails about it selling high-ticket in the DM’s without ever getting on a sales call.

Now, I’m not saying it isn’t possible. It absolutely is… When you’ve got the audience to support it and you’ve mastered your sales process.

But if you’re listening in with me today, I’m going to guess that’s not quite you yet.

So let’s shove the guru speak to the side for a moment and talk about what selling in the DM’s actually looks like, why it’s so appealing, and whether it’s the right sales approach for you.
Description (Buzzsprout)
Selling in the DM’s sounds really sexy, and it’s a topic I’m seeing everywhere right now. Join me for this episode where we’ll talk about what it actually looks like (the secrets that the gurus aren’t telling you, if you will), why it seems so appealing, and whether it’s the right sales method for you.
Bottom of Description Promo
>> Enjoy the show? Don’t forget to watch the free masterclass at tiffanyebarry.com/masterclass/
Description (Shownotes)
Selling in the DM’s is a super sexy hot topic right now, and it’s something I’m seeing everywhere. In this episode of Passion to Profit Marketing we’ll talk about what it actually looks like (the secrets that the gurus aren’t telling you), why it feels so tempting to do, and whether it’s the right sales method for you.
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Selling in the DM’s is something that sounds really sexy right now. I’m currently being flooded with ads and emails about it selling high-ticket in the DM’s without ever getting on a sales call.

Now, I’m not saying it isn’t possible. It absolutely is… When you’ve got the audience for it and you’ve mastered your sales process.

That’s why you don’t hear about people like Marie Forleo hopping on sales calls to promote her B-School enrollment.

But I’m going to guess that you’re not quite at that level yet.

So let’s shove the guru speak to the side for a moment and talk about what selling in the DM’s actually looks like, why it’s so appealing, and whether it’s the right sales approach for you.
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