Having a coaching business in 2022 requires you to know how to sell in the DMs. In this video, I’m going to be doing some sales coaching to help you improve the sales in your LinkedIn, Instagram and Facebook direct messages. I’ll be sharing the common sales sales mistakes women coaches make in the DMs and how to fix them.
Sales Coaching Moment: “But Amanda, I don’t want to do outreach.”
Then you don’t want to have a business. Sales is the only force on the planet that makes money move. Sustainable companies use both inbound strategies (leads come to them) and outbound strategies (they go and find opportunities in the marketplace). The truth is sales is a necessary skill if you want to make money. Period.
The good is sales can be learned. I’ve taken people who where terrified of doing sales and trained them up into being professional sales people. They can fill their own pipeline, they can solve problems and they can close.
Now that we got that out of the way, let’s get into these common mistakes people make in the DMs when they are trying to sell.
Mistake Number One: Going In For the Sale Too Soon
By far the biggest mistake I see women coaches making when selling in the DMs is going in for the sale too soon. The truth is the first point of contact isn’t necessarily to close a deal. The first point of contact is to get attention and then move them to the next part of the sales process: qualifying the lead.
Rather than going in for a pitch right away you’re better off using one of these strategies:
- Offering some sort of tool or diagnostic
- Polling your social media followers
- Inviting the lead to something like a webinar or livestream.
I’ve compiled together a couple of free scripts you can use in your messaging efforts. Click on the button below to download them for free.
Mistake Number Two: Not asking good or enough questions.
Sales is a lot about asking questions and listening to the answers. The problem is most people don’t know how to ask good questions, typically because they aren’t actually listening to what people are saying.
You need to get clear on what kinds of questions you need answers to in order to determine two things:
- Does this person have a problem I can solve?
- Can they pay me?
In addition, if you’re not sure what a prospect means when they say something – ask for clarification. It shows that you are listening and that you care. It actually builds trust.
Mistake Number Three: You don’t assume the sale.
Why would you be doing all of these activities and assume you’re not going to get something out of it? Unfortunately, that is what most people do when going into their sales tasks for the day is the following:
- Begrudgingly doing the work. Hey, I know it’s repetitive and boring so it’s not like I don’t understand. However, prospects can feel that. I recommend putting on some hype music when you’re doing your sales activities to keep your enthusiasm up.
- Thinkings things like “Who is going to want to talk to me?” “This isn’t going to work” “I can never get a sale.” Well, if you think that, then that’s pretty much exactly what you are going to get.
Really be mindful of your thoughts, energy and beliefs when doing sales. Rather than assuming it won’t work, assume that it will. It works wonders and you become more confident. When you are more confident, people buy.
Sales Coaching End Notes
These are just three of the common sales mistakes coaches make in the DMs. Once again, this can all be avoided with the right scripts. We’ve compiled them for you for free so you don’t even have to think about them. Click the button below to grab them