WW 191: Answering Your Q's on DM Conversations, Sales, and Publishing Your Prices - Solo Show

I’ve been getting a lot of questions in my DMs lately, so I thought I’d answer these questions in depth in an episode so that everyone can get help on these. We’ll discuss everything from how to motivate other people with their money, a few tips on Instagram, following up with potential clients, and more. Loving this episode? Take a screenshot and share it on Instagram! Tag me so I can send you some love (@Tess_Wicks)

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Resources FROM THIS EPISODE

Apply for the waitlist to be one of the first to get more information about the Wealthy Coach Blueprint program, which will be opening enrollment again in November!
Want the Online Coach’s Pricing Workbook for free? Leave a review for the podcast on iTunes, take a screenshot and email it to me at tess@wanderwealthy.com and I’ll send you the workbook for free as a thank you!
Tag me on Instagram @tess_wicks to show yourself working through the pricing workbook. DM me your questions, thoughts, and feedback and I’ll send you a voice message with answers and so much love!

OTHER GREAT Resources

Feel frustrated with pricing your services? Grab the Online Coach’s Pricing Workbook to help you start charging the right price!
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A Quick Recap from this episode

I’ve been getting a lot of questions in my DMs lately, so I thought I’d answer these questions in depth in an episode so that everyone can get help on these. If you ever want to ask me a question, send me a DM on Instagram @tess_wicks. Let’s dive in!

Question: How do you motivate people to start caring about their money? I have friends/family that just aren’t bothered by it. They have a little money and don’t want to “spend so much time and energy” tracking every penny.

Answer: You have no control over how other people think or feel. While that stinks sometimes, it’s freeing to know that you aren’t responsible for those changes. This is important because this could come up for you in your coaching. You can only change your expectations and response, and it’s important to acknowledge that with your clients or if your client is dealing with this with a spouse or family member.

Think about how you or your client can crack open the conversation in a healthy way. Try to uncover what their goals, values, and priorities are and dig into how their financial situation is helping or hurting those goals. If you can create an experience where you help show them how money can be a catalyst for them, that’s when they’ll find that motivation.

Question: Do you recommend a business Instagram or just converting my personal Instagram to business? Should I delete any old pics before starting? Or just post the launch and change the bio/name?

Answer: Start in a way that you’re going to have the least amount of friction. That’s probably going to be using the Instagram account that you already have that has a few followers already. Yes, it can be a little bit weird converting a private/personal Instagram into a public business one, and some of those followers may not be your ideal audience. But you never know! Some of those people could still be an ideal client for you, and it’s going to be so much easier to start with something that already exists.

Don’t delete your old pictures. They’re in the past and they’re there. Most people aren’t going to scroll to the bottom of your Instagram anyway, and there’s no point in wasting time doing something that’s not going to either positively or negatively influence anything. Just update your name and bio to be clear about who you serve.

Question: Best practices for reaching out to potential clients through Instagram?

Answer: This really applies to any social media platform, and I highly recommend finding one platform that you really go all in on.

First, can you easily find your potential clients on Instagram? If not, you need to work on creating a specific ideal client profile that would make it easy for you to look at a profile and go “yep, that’s my person!

Remove the pressure and urgency to make a sale right away or even ask them to spill their guts on the first DM… that’s actually pretty icky and why we all hate the idea of “selling in the DMs”.

But do remember that business, especially service-based coaching businesses, is about building relationships and establishing trust, so just think about this as a relationship first - what would you do in a normal relationship scenario? Probably compliment them on their style or introduce yourself, ask them a question about something you see in their profile or a person they follow.

A good thing to remember is that your ideal clients may not even know that help, like you, exists in the world. So when you start to connect with them through following them, commenting on their posts, and eventually strike up a convo in the DMs, they’ll get curious and check out your profile which can naturally prompt a conversation about what you do.

Question: How to navigate a conversation with a potential client when you feel you might have been put in the “friend zone”? Will this just be a never ending DM conversation that never ends with the desired result?

Answer: So, having DM conversations is quite funny because I just told you to keep it casual and don’t feel pressure to sell, but there is a line between being friendly and becoming “friends”.

What’s important is to determine who is driving the conversation - if you notice yourself creeping into the “friend zone” it might be a result of you losing your authority seat in the conversation.

Now that this person likely knows you and what you’re about, and it sounds like you’ve been communicating with them for some time now, it’s probably warranted for you to work on moving the conversation into the realm of discussing the problem you solve and how that might be appearing in their lives.

It’s also important to note that sometimes conversations just need some breathing room. The person knows about you, you’ve developed a relationship, it’s okay to leave it as is and come back and check in at a later date. Focus on new relationships and conversations - AND create killer content so that person can see what you’re creating and feel open to reach out to you if something you post really resonates.

You can maintain “control” of a conversation by asking questions AND making sure those questions warrant a direct answer.

Learning how to do this will be a skill you will develop and can take forward into future conversations.

Question: I followed your advice and nurtured a couple relationships to the point where they asked about my offer! So I sent them the link to my offer page and now… crickets! No one is responding - what should I do?

Answer: First, remember: High Intention, Low Attachment! It’s easy to spiral into despair after making your offer and not hearing a “YES, SIGN ME UP!” right away. This doesn’t mean anything really.

It doesn’t mean that you’re being sales-y or pushing - you have the highest intentions of showing someone you have something that can truly help them out, and you have low attachment - if it’s not the right time or they’re just not interested whatsoever - THAT’S OKAY! We don’t force anyone into anything - that’s uncomfortable for everyone involved.

This also doesn’t mean that the person isn’t interested - people need a beat to think. They also need a beat to even look into what you just sent their way - heck, they might have just forgot!

And even if they aren’t interested - High Intention, Low Attachment - you’re intention is to help and serve, but if it’s not the right time or the right person, that’s OKAY! There’s plenty more where that came from!

If instead, they really did forget… that leads me to my next point:

The Fortune is in The Follow Up!

Seriously, most people are just plain busy - or they aren’t used to checking their DMs, or any other thing… follow up within 1-2 days of sending your offer.

In every thing you do - and ESPECIALLY when following up - ask DIRECT questions that warrant a response and lead to decisiveness! (This is good for YOU as a business person, but also good to provide this practice of decisiveness for your potential client - it’s a really strong thing as a coach!)

Stay away from: “what do you think?” or “let me know if you want to get on a call!” Instead ask: “did you get a chance to check out my offer?” or “are you free tomorrow to jump on a call at 7AM or 6PM?”

We stay away from asking direct questions because… We’re terrified of rejection! Instead have your motto be: “Fail Fast to Succeed Faster!” When you get a “no” you’re able to move on to the next person, but when you don’t get any response, it leaves you hanging and it’s uncomfortable!

Question: Should I publish my prices or tell someone my prices before a sales call?

Answer: It definitely depends on your ideal clients and how they might react (if they will be completely shocked) with your pricing.

Remember, even if they don’t think they can afford the price or they don’t want to spend that money, initially, by giving them a reason to say “no” before getting on a call with you, they’ll have no idea what you can do for them and how you can actually provide a return on that investment and even help them see a way they can cashflow your price point.

Of course, if you choose to publish your price, that means anyone who does decide to book a sales call likely won’t have any pricing objections and are probably ready to buy right then or there (this means you’ll have a “higher close rate” for your sales calls).

If, instead, you choose to keep pricing private until the sales call, you’ll likely book more sales calls, but then have a higher likelihood that these potential clients will have price objections and might end up walking away without purchasing (this means you’ll have a “lower close rate” on your sales calls).

Don’t forget that if you’re ready to feel confident about your pricing and get some help making more sales, then it’s time for you to grab the Online Coach’s Pricing Workbook below!