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Podcast

Episode 127: How To Authentically Sell Through Conversations In Your DMs with Candace Chatman

Mar 11, 2021

In today’s episode, we meet Candace Chatman, a business launch strategist and direct messaging sales coach helping business owners authentically sell their high ticket services through their DMS without ever getting on a sales call. 

If you’re wondering how to close more sales in your DMs without feeling icky, listen up because Candace is breaking it all down for us. During our conversation, we talk about the danger zone of sales calls, strategies for handling common objections, the key to DM sales, and how to create content for your sales funnel that gets your audience to the point of purchase when they land in your DMs.

Listen on Apple Podcast

You’ll learn:

  • Why you need to incorporate Live videos into your sales funnel
  • How to avoid being friend-zoned in the DMs
  • Why asking questions will move the needle forward
  • How to handle common objections that come up
  • Three ways you can start using your DMs to sell today

Mentioned in this episode:

Instagram:  @candacechatman_
Website: candacechatman.com

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Episode Transcript

Candace

Contrary to belief, slowing it down, I think will speed it up in the long run because you get so good at that and then it becomes natural, right? And we got to shift the thought around like, Oh, how long is all this going to take? Well, if you're selling high- ticket, it's worth the effort because one client at 3000, 5000, 10000, whatever that's worth a conversation to me, right? Absolutely! So,

Serwaa

This also... This process is also working for 10K offers as well?

Candace

Yeah, I have one client, her highest package is $35,000

Candace

and she's selling in the DMs?

Yep. No sales calls!

Serwaa

Hi, Off-Scripters. It's your host, Serwaa Adjei-Pellé and welcome to Episode 1 27 of the She's Off Script podcast. This is a show where we hear and learn from women who have created unique blueprints for their business success. My hope is that you'll hear their stories and translate their gems into a unique path for yourself.

In today's episode, we meet Candace Chapman. She's a direct messaging sales coach who helps business owners sell their high ticket services through their DM, all without ever getting on a sales call if your business owner who's not messaging your followers, you're probably leaving money on the table. During our conversation, Candace gives us scripts and the different scenarios that will probably encounter as we D. M R followers.

After being laid off from her 9 to 5, she was able to use these strategies that she teaches to replace her own salary in just one month before we hear the rest of Candice's episode, I would love it if you could subscribe, rate and review our show on iTunes or anywhere you listen to podcasts. This will help to spread the word about our show so amazing Stories like Candace's can continue to inspire women looking to launch their own Off-Scripters journeys.

The She's Off Script podcast also has a membership community to help launch and grow your business with resources and coaching. Join our boss She's Off Script community today by going to Serwaa Adjei-Pellé dot com forward slash community

With that, let's go off script with direct messaging sales coach Candace Chatman.

Serwaa

Candace Chatman, thank you for being here!

Candace

I am so excited to be here.

Serwaa

So for any of our listeners who haven't come across you online or in their DMs could you share who you are and what you do?

Candace

Yes. So I am a business launch strategist and direct message sales coach

and I help people sell their high ticket services by launching through live video. And what that live video does is help people to funnel more leads into their DMS. And then I'm helping them with things like objection handling conversation skills and then closing directly in the DMs without sales calls.

Serwaa

And that is what I want to focus on today is how can we close more people more sales within our DMs.

But I also know that you were able to replace your 9 to 5 salary using the methods that you teach today and the thing I find amazing. You were able to do that just within the course of 28 days. So first of all, how was your transition from being in a 9 to 5 getting laid off and then starting your own business? And how did you do that? How did you replace your salary so quickly?

Candace

Yes, so I mean, obviously it was a shock that I was going to be laid off and I got laid off during the pandemic, right at a time of uncertainty. So,

you know, it was a mini panic. At first I was like, Okay, what do I do? How am I going to navigate this? Am I going to go full time and take that leap or not? And I said, You know what? Like any entrepreneur, you have to really give your business a chance to thrive in a full time environment. And so I decided to go for it. And the way I was able to replace my income was

now that I knew I had so much extra time on my hands, I focused on selling. I focused on conversations because those are where the conversions happened and so being able to leverage more of my time and to getting more people to DM me, me doing more outreach because that is a thing. And just directing all of my content marketing to the DMs. Talk to me, talk to me. That's where we're gonna have a conversation that we're gonna convert prime in my audience to do that. That was really the success and just being able to magnify that because of the extra additional time that I had.

Serwaa

So where did you get the knowledge and the strategies from? Is this something you did in your 9-to-5 or something you've learned?

Candace

I have been closing the DMs since the beginning of my business when I was first a life coach. Niche down to mindset. Coach did a little bit of manifestation coaching business coaching. Here we are, DM. So DMs have followed me all throughout those different niches or pivots, right? And then, in terms of my 9 to 5 job, I did feel that I could enhance my selling skills. I come from a marketing social media background, so I know that world very well. And so I actually did get my last job was

directly in themselves primarily, you know, a lot of conversations on LinkedIn B-to-B. So I did get some experience there from a corporate standpoint, but my methods and strategies really come from being conversational and authentic and being able to do that over the life of my business and seeing what are the patterns, what type of intro messages really work right and collecting all that data and then coming up with some frameworks and methodologies for closing without sales calls. So I think it's a mixture, but I really pride myself on being successful because I've been able to do it while being different types of coaches.

Serwaa

Got it! So talk to me about why you prefer DMs instead of sales calls, and then are there times when sales calls are still appropriate.

Candace

So I don't do any sales calls. I just go into the DMs and start teaching people how to do DMs. One I think there's an expectation of so you're going to do sales calls still. But most importantly, I don't I don't like it. I don't think that it's necessary. I think closing on a sales call is really when people lack the know with all how to qualify properly and when there's sort of a fear that the sale won't close because you're so attached to it. I think that's a lot of reasons why we get on sales calls.

Also, like I feel like I need to. That's the best way to qualify people. I hear a lot of my clients say, and so the way I've been able to remove those sales calls is by looking at how can I improve the way that I qualify, which does come down to what type of content by putting out So you know, to share something at the audience. If you were to go look at my social media, you will see that most of my content is based on

shifting people's perspective so that they are in alignment with my program and they're ready to buy and overcoming any and all objections that I get. So that way, when people come in my DMs, they're more likely to buy and they're ready and they don't even feel like they need a sales call. They just need to talk to me

and then figure out how to enroll. And so I think when you shift your content from less educational and two more speaking to people's beliefs, their pains or desires and show, here's the solution. My program. It's going to be much easier to do it without sales calls. And then also I've noticed too, as well. I was doing a lot of launches and you know how launches go ups and downs and it's open and it's closed and launches can be kind of exhausting in my opinion, and I realized During that time, I had to add more calls to my calendar, and some of those calls were 30, 45 minutes.

I've even been on sales calls where I was like, Why is this two hours? What am I doing? Wow, they're just asking you to coach them. You know, that was way back in the day, but I realized there could be some danger zone and on sales calls and, quite frankly, taking up my calendar. And so how can I do this in the DMs? How can I get people excited to just ask your questions energetically and get to the point and then be able to provide them with the solutions? And here's how you enroll.

Serwaa

So could you map out what that sales funnel, or what that content funnel looks like to get people to the point where they are ready to purchase in the DMs?

Candace

So the first thing that people really need to be focusing on is live video, because oftentimes people lack the gap of how do I close or who are my ideal clients they don't know. And typically, posting content is not going to fully for us to say posting static pieces of content. Everything but live video is not really going to bring those warmest leads up out of the audience. You're just gonna get a bunch of likes. And you can't really tell who is warm or not right gonna go through every person and trying to talk to them. Maybe, and so live video.

What that really does is over time and consistency. Your ideal clients know you for going live up. They're going to show up. Those who are showing up are your warmest leads right then and there. And so, if you're posting this content, that's shifting beliefs, meaning, what do people need to believe to enroll?

Candace

What are people need to hear to be able to make the decision? What gets in the way of people enrolling? Why do they, you know, delay, action? What are their fears? All the things around selling your service and getting them to make the decision. When you create that content, it's not necessarily what your buyers want to hear, but it's what they need to hear. And so what you will find is people are leaving

much more in depth comments instead of just I see a lot of comments that say, Oh, you're inspirational. This is so amazing. Great post

that doesn't tell you they want to buy, right? And so when you create content that goes much deeper on a psychological level, you get comments like, Wow, that's exactly what I needed to hear today. I am struggling with this, and you are, you know, you hit the nail on the head. Now you know that if they haven't DM'd you first already. Those are people you need to go have a conversation with, and so that live video helps funnel more leads into your DMs. Makes it much more clear who you're warm leads are. And that's the first point to being able to successfully close. You need to know they're ready. They're interested on some shape or form right after that again. Most of the time. This gets people to DM you first. When you're doing this. Well,

really, the next thing you need to go right into us to qualify of getting in the friend zone, I'm going to keep it casual at the beginning. No, no, no, no, no. You're here to sell your service and get paid for that and transform lives. So right away. The first question I ask people when they DM me is

I'm super excited to tell you a little bit more about my program. Is it okay if I ask you some questions about it to see if this is a good fit for you?

That question alone will move the needle forward. And so that mitigates any of that. I get friends. I don't know to say I don't know how to start the conversation.

Right now. We're talking business from the beginning.

And after that, it's really about understanding. What information do you need to know about your prospect? To be able to say that they're a good fit, right? Sort of like, What would you be asking on a sales call? It's very similar,

right? So assessing their needs Is this something they really need? Why do they need it? Why are they interested where they get in their life or their business or whatever? You know, you're trying to sell to them

what may be preventing them from getting those results. So the questions are very similar to a sales call. But what you're doing in the DMZ is your being able to ask it. I think in a way that's less pressure for both of you. All right, between your sales call is varied in the moment. There's this energy of like we've got to close the sale, which

sometimes isn't helpful to either party. A lot of people, when they feel that they're under pressure the prospect they like, I don't know. I just need time to think I'm stressed because I think that's also

Serwaa

How long are...or over what span of time is this DM conversation taking place?

Candace

So my clients, when they come to me, typically months, I'm telling, nurturing like it could take forever.

But when you know what questions to ask and you know how to guide the conversation authority a week,

two weeks, maybe a few days the same day. So we're really trying to shorten it, shorten it from I need to nurture for months and months and slowly come back and eat. This is a conversation. So how can we close this or get the prospect to make a decision whether they buy or not right away? The goal is like right away, really,

And so I think it's about an energy and especially because we're not on sales calls.

The one risk that people may get into is that they don't have enough urgency with the questions are asking and being straightforward and direct because people can then just leave beyond red. So there's some things we need to overcome when it comes to DMs. And so one of the ways that

a lot of times I'm telling clients to overcome people who leave them on red or ghost them is by being up front and saying, Hey, it's OK If this is not a decision for you or this is not a program that you're interested in, you can totally just let me know right now so that we don't waste each other's time.

We can say things like this, right?

And so back to the qualifying. That's really about understanding, like the need, the urgency. Are they interested now or later? And then oftentimes the financial investment right? A lot of my clients on their application form, they will ask about that, and that gives them some information about their quality, their ability to invest.

But this is a question. I don't think it's off-limits and it should be said in the DMs right. Let's talk a little bit more about your ability to invest. What does that look like?

Serwaa

Wait...at what point are they going into your application form? Because I thought this was going to be more of like a live video to DM type of

Candace

So sometimes and apologies If I confused and didn't mention that, sometimes

clients will have them fill out an application first

so that that also will can shorten the DMs. So let's say Come from your life and they're in your DMs. I'm super excited. You're interested in working with me. I have a short application for you. That's one option, right? And so what I like to do is give clients options on how to enroll people. But it typically all comes back down to the DMs, and people always have questions,

so they come back in the DM, and that's typically where you send them links and roll. But again, some people have sales pages out or application pages, and they might fill that out and again that would then give them more information. To then say, I noticed, you said you're wanting to get your 1st 10 K months, but you're really struggling to get there and you've been doing everything. What does everything look like,

right? That's something we'd say in the DMs, right? And then from there, walk me through that. What's not working?

And typically when it comes to them, qualifying like to sum it up? I have my clients do a three part little summary. It sounds to me like you're struggling with X, Y and Z naming those, like, three things that they mentioned. Is that correct? Does that sound like where you're at in business, right? They're like, Oh, yeah, or life wherever, right? Of course it sounds right. You've just summed it up. And then from there, it's okay, great. Let's talk about you getting help.

Candace

There's a program,

right? Here's the offer. Here's how much it costs. Are you interested? Are you ready to roll?

Right? The time is now. You've already addressed that you have a challenge and I can help. You saw that that's what the pitch sort of looks like, and then they either decide or they don't and sometimes their objections. But the goal is to handle these objections before they get in the DM. This is why

it comes back to knowing your ideal client. If you don't know your ideal clients potential objections,

you risk getting them all in the DMs. And then it's a It's way too much. But

Serwaa

what are some potential objections that could come up

Candace

in the DMs?

Serwaa

And how would you

Candace

recommend we address them? Of course, I don't have the money, but I always say to clients, Let's go deeper. What does that mean? So that's a question I asked. I know investing can be hard,

Candace

so tell me a little bit more about your financial situation. When you say you don't have the money, what does that mean? What does that look like for you?

Candace

Because that could mean they don't have the money. They got to figure it out. Oftentimes, prospects realize they're spending too much money and other things. Sometimes they don't have the money because they just invested in the program and not getting results. So it's not necessarily that I don't have the money, it's I'm in another program and I'm not getting results. And that's like the challenge. So I always say, when in doubt

Candace

When Whenever you get any objection,

Candace

tell me more about that. What does that look like? Because most of the time

Candace

prospects

Candace

or the client doesn't actually understand the prospect's objection. Another objection around time. I don't have the time. A lot of people in the DMs will say, Okay, I understand. No, you don't

Candace

What do they have? Kids? What does that look like? So you just ask them, Tell me a little bit more about your time constraints. What does that look like? Right, if again, if you already know they have kids, I know you have three kids. Is that part of the problem? What, you need to know a little bit more about their situation, leverage to come back and respond. And so objection handling is less about

Candace

knocking it out the park and having the perfect objection. But talking through their challenges and seeing if there's a place where you still fit in. And I think that's a mindset shift. Even on sales calls right, we're so quick to try to just overcome it and be right to get them enroll. And I think that was what leads to sales feeling icky and you know all of that?

Candace

Another objection that I hear is

Candace

this is sort of around time, but it's just not the right fit. I'm just not sure this typically means that the prospect doesn't have clarity on what the heck is in the program.

Candace

They're really not sure if you're a good fit for them, what the results are gonna be. And so I always say,

Candace

You know, I'm having a hard time understanding some of your challenges around your You being unsure, Can you walk me through a little bit of what you're thinking? What's the process? What are your gaps, your challenges? I'm not really understanding that right? And that is going to be

Candace

telling as to why they're not sure. And then from there you can again. I think it's almost like a cycle sum up like Okay, so it sounds like you're saying to me the reason you're really not sure is that you're not sure what results are going to get. So let's talk a little bit more about that

Candace

sound good, right? Or Okay. You're telling me you're working a 9 to 5

Candace

and you have two kids, so you're just not sure how this fits into your time, right? Let's talk a little bit more about how you can enroll in the program with only two hours a week. Whatever. Right. So you got to really think about what's the objection? And then how does your program solve it? If it does? If it doesn't need to be honest.

Candace

So I'm always looking at where they're here. How can I get them here with my program?

Candace

So people give me the time Objection all the time. And I'm like, actually, you only need about X amount of hours per week to enroll in this program.

Candace

I can walk you through that a little bit more. Does that make sense?

Candace

Soon as you feel like you've answered their objection. Well, it sounds like we've covered everything. Sounds like I've handled all your objections. You have clarity, you know that. This is a good fit. Your super excited. Would you like to proceed from here? Would you like to enroll? Are you ready to get this show on the road? Whatever you want to say. However your languages. But I think the key to DM sales is, one, voice memos.

Candace

We're not doing a lot of texting because people need to hear you or see you. I do videos some time, especially in the beginning, or when I'm answering an objection and being yourself guys.

Candace

The way I say it may not be the way you say it. I'm very I'm a challenger. I'm a natural pusher, not like push to sell, but push to think differently, push to see a different way, a new reality. So I come across very bold in that way, some people a little more reserved, and that's okay. So I think it's about understanding your personality related to

Candace

what are people saying, What are the challenges? What are their objections? So if people give me objections, I'll say, like

Candace

with respect, I call BS on that.

Candace

They're not believing in yourself right now, and this is not really coaching. Let me give you the answers. But I'm going to tell you this is part of the reason why you need help,

Candace

because you're you know, you don't even believe you can make money right or whatever the objection is, So I'm really I call it like the Challenger mindset is by. It's a famous book called The Challenger but really about

Candace

being able to predict

Candace

how prospects will act and thank their motives. And when you understand that that's like that sales psychology, you can

Candace

you can respond accordingly. You can

Candace

again do the thinking for them, and then they're gonna be like, How did you know? Right and then that leads us. Closing the sale.

Candace

Got it. So earlier

Serwaa

you mentioned

Serwaa

getting people's permission to move to the next step, and I believe that's called permission based

Candace

marketing. So could

Serwaa

you explain a little bit more about that and how we can use that to kind of move the conversation

Candace

along? So

Candace

one if someone's messaging first is already that subtle permission because they're coming to your DMs. So right there, you've got more leverage right away. I still always say, like, Hey, I want to I'm going to ask you a bunch of questions related to my program. Is that cool? Make sure you're comfortable with that, right? So just

Candace

kind of like a pulse. Check your comfortable Everything sounding good. Is this resonating? Those are all forms of like, hey, permission or checking in right, so I kind of use them interchangeably. So especially when I'm summing up or I just snatch someone's edges when I just, like, overcame their objection. Like I know that was a lot. You probably weren't prepared for that, but are you okay? It's just resonating.

Candace

So just checking it, right? If your messaging people first, which the beginning of my business. I did mostly cold messaging to close my clients. You definitely got to be checking in. You know, you definitely ought to be asking for permission. And so it doesn't have to be cold messaging in the terms of you Never met the person and like you just literally found them. But someone in your audience that hasn't message you first. I still call that a cold message. I I

Candace

infuse it into my conversation. Hey, I know I'm coming out of the blue and I just messaged you first. I hope that's totally okay. I love to chat about X, Y and Z. Is that okay?

Candace

Is that are you interested? Does that sound good? Those are the typical questions I'm asking again. I am always saying in your stories in your live video, you need to be exhausting the phrase like message me DM me so that you can get more people to DM you first. Because there's where that permission comes in. And as soon as someone comes in my DM, I am going to go in, right? You came to me

Candace

and I would say like, Hey, and when people started like, I don't know, I just want to remind you you came to me, and so that indicates that you need some support.

Candace

Oh, you somehow is

Serwaa

that often well

Candace

received? Yep.

Candace

You know, I would say people like who is cheap? I don't because some some women are like, Okay, what is the attitude? But I see a voice memo like, if you type that out, how does that sound? They don't know how it sounds. Yeah, that's true.

Candace

So challenging, being real, snatching edges. All of that video and voice memo. Okay, then they receive it like, yeah, she's right. And I will also say that some people this is why you do live video one. Because your personality comes through so people know what they're getting. When I'm in their demise, they know how I talk.

Candace

I talk a lot very in your face,

Candace

so you can assume I'm probably gonna be like that in the DMs. I'm not going to be like, you know, not shy. However you show up on video is also what you're going to get in the DMs. And this is why that's the best way to also show up. So people know what to kind of expect

Candace

again, right? We all have perceptions of people. And so it's not stead like I expect Candace to be in my face, but they're going to just know that energy, right? This is why also people when they DM me first when they're actually

Candace

sort of caveat, maybe trying to pitch me, but they'll be like, I know you're a DMsales coach. You're probably gonna tear this apart, but I want to tell you about my program, right. So they already know they come to my DM. Are they going to act? Right, Right. But I would just say you guys can't be afraid to

Candace

pause for a second because I know we want the sale and go deeper

Candace

and deeper doesn't S.E.O. I mean coaching for hours, but say your point and say it concisely. And so I think a big gap where people don't go deeper is as soon as it starts to get a little tough,

Candace

they back off, they give up, they just go sleep people in red

Candace

and so again, knowing that it may get tough, right? The, you're not sure how to overcome the objection. You feel awkward. Whatever the emotion is, just breathe in, breathe out. But also say to that person Hey, I know this is getting I want to say heated, but whatever you want to express to the person I know this is probably a lot and you're not used to this type of conversation in the DM. Because most people aren't.

Candace

But I want to be authentic. I wanna be I wanna be transparent with you I want to be real with you I want to x y and z set the tone for how you want the conversation to be.

Candace

So these are things that really come out my mouth Truly.

Candace

I'll say, I know I just sent you three messages back to back. That was probably a lot. I'm gonna give you a moment to respond, but I do want this conversation to continue. I think we're on a good path.

Candace

You've been resonating. I know I can help you, right?

Candace

And so the person feels less afraid to come back or less like they're just going to ghost. But the mistake that most people make is

Candace

it's almost like they want to just hit it and quit it. Like, let me just write Sign. The client didn't work. I tried. No, you didn't. You

Serwaa

go into hot because if anyone approaches me too hot, I'm just like, No, you're not going to force me into a decision.

Candace

And

Candace

contrary to believe, slowing it down, I think we'll speed it up in the long run because you get so good at that and then becomes natural, right? And we got to shift the thought around like, Oh, how long is all this going to take? Well, if you're selling high ticket, it's worth the effort because one client at 8010 Whatever

Candace

is that? That's worth a conversation to me, right? You're trying to get absolutely

Serwaa

so this Also, this process is also working for 10-K offers as

Candace

well. Yeah, I have one client. Her highest packages 35,000,

Candace

and

Serwaa

she's selling in the DMZ.

Candace

No sales calls. Did 100 and 50 k launch got people in right? And so the what's required of you is in stealing that trust in connection people hearing your voice and again she's not. It's not even taking her weeks

Candace

one, because their content is speaking to those people.

Candace

And then to she's like, Hey, you ready to roll or not? But I think that's the power of social media working so fast, wrong, fast paced. Lean into that people. The prospects want immediate sort of satisfaction. They want results typically for coaching. So I'm going to lean into that sort of fast paced energy and be like, Let's get this show on the road, You ready or not?

Candace

If not, that's okay.

Candace

But like, let's make no mistake around wasting our time right. We're not going to waste time here. And so I'll even say to some people, sometimes when it's been a while, they haven't responded back. Hey, I'm sensing some resistance around the conversation, or maybe a little lack of urgency or responding, which is totally fine. You can just let me know if this is not the best

Candace

time for you to have this conversation and you're not interested anymore,

Candace

so I can close it out and move on. Guys,

Candace

the key, I think, to successful damn closing is to be able to move out the stuff that's not working or else you just have a bunch of half tempted messages. So those are just some tips that I give you guys. What

Serwaa

kind of clothes rate can we expect if we follow

Candace

your methods? Oh, that is.

Candace

That's a good question. I'm like you see my face because it depends on how many leads you have. It depends on if you're moving the message forward. You know some of my clients

Candace

50% some of them 80 90. Yeah, it depends on your skills. In the beginning, you can expect to close rate lower because you just may not be good at it. But that's the reality of business. When you're mastering a skill,

Candace

right, once you get much better. But I think some of it is also volume as well, too. So, like, maybe you're close rate is lower, and that sounds, Oh, not so great. But how many people are coming in through that door? So it's different scenarios and different variations for different people. But to make people

Candace

successful, we look at, well, how many people are you trying to enroll? Then let's reverse engineer that math. So if you're trying to hit five a month, right, typically about how many people do you need to be talking to right? How many of those people need to be warm again? Live video. You need to be going to live or posting some sort of video X amount of times. That's really different for each person's business.

Candace

But I will tell you as the stakes go up for how much your price point right, close rate matters just a little less because you're bringing more and more money. And so my client was like, I just want to work with eight people in the next six months that is so attainable,

Candace

so attainable. But again outside of 35 K package, Whereas some people to K, it's different. What I can tell you is my close rate has been higher than the DMs in the sales calls. I think that's part of my energy, though, because I just hated sales calls. So there's something about getting on as, uh,

Candace

but it all comes down to qualifying again. If in spotting a good lead

Candace

there are people, I won't entertain their messages. Hey, you're not going to be a good fit. Don't tell them why. Maybe I look at their content profile to new whatever. I really wish you the best of luck, right? A lot of people there close rate suffers, I think, because they hold onto messages for so long

Candace

or they are. They have no business talking to some of these people or someone who you know is not going to buy

Candace

because they're not serious. They're asking for free help there, under everybody's comments, asking for free help, you got to really pay attention to who you're talking to. This is why it's quality over quantity. Always another tip. I can say around something to get people to some more leads right now. Clubhouse. Have you been using it to enroll people in my programs? Literally. What it looks like is I have been in January. I think I did like 35 rooms. It was a little obsessive, but I wanted to test it and some were partnered with other people somewhere by myself. So I really recommend to grow your following. Do it with some awesome people. But then also some on your own where you can talk about your programming, your whatever you're selling and again mindset types of content. So five shifts you need to make to sell High ticket was a room. I did write how to leverage d. M s and live video three mistakes you're making but honestly teaching them how to do it. But like the mindset around it, a client case study one I did. And so then I'm getting on these clubhouses and throughout the whole conversation, not just at the end. I'm pitching my program to apply into DME if they're interested and it's been phenomenal. And you know, the people have that I've enrolled. They found me. And then within the same week, they've enrolled. So most people the same day or the next day. But here's the thing, though people mistake or once you get to a certain level of business, people think, Oh, you're not. I don't have to do DM. Why should I have to reach out to people All except two. I have directly reached out to them right away because they came on my clubhouse, A lot of challenges, a lot of pains. I was like, I go client, I can help them I did say hey DME after. But I'm aggressive I d m the same night And here we are and then boom there in the program, right? So my my advice is whether the clubhouse Facebook Instagram if you know you can help someone by what they're saying to you, you see their content, whatever their page what? They're not doing what they should be doing reach out and and talk about that. And so I think that sort of goes into that cold messaging. But I've always said like Hey, I found you on X, Y and z wherever I found you. Maybe we connected over this. This is what something you said that resonated. I want to talk more about that because I think I can help you with that or have some great pieces of some words of wisdom for you related to X, Y and Z Do you want to hear? It starts the conversation, but I think people are really missing out on reaching out first still in their business because that leads do these to the sales. That is such good advice. And so for anyone listening, who's like Okay, I know I haven't been using DNS to their fullest potential In my business. Everything you say resonates. Where should they start? What's the first thing they should take away and do today? They should look at their current conversations. Everyone has some sort of conversation going on their DMS. What looks like potential, you know, flag, my flag, all my leads that I'm in conversations with related to my program delete ones that are trash like clear out your dms, organize your DMS and then as soon as you have, like a list a short list of the people that are you need to follow up with. You need to go deeper. You know, you really need to pitch them. You're afraid. Do it. Do whatever you need to do. Start there after you've moved that forward. When you're just waiting for responses to the next place is your last like 56 posts. A lot of people are not responding to their post. And if you haven't talked to those people and you go look at your comments, those people need a DM, especially if you see their face multiple times that in stories. I'd say you can start between those two. It just depends where you have your most frequent people again. People always think they need to grow their audience and they need more people. I need to get more followers. No, you need to go deeper with the followers. You haven't closed them. So stories are huge. Because if you don't know how to convert the people you have, what are you gonna do with more people? So then check your stories and go messages. People, I say typically. Hey, name. I see you've been watching my stories. There's nothing creepy about. That's the truth. I really appreciate your engagement. I'm assuming that means you're really interested in DM cells. Maybe you're trying to get into it. Maybe you're doing it. This is what we have to talk on. A voice memo. I love to hear more about that. Tell me more. What? What's your D M strategy game looking like? That's very conversational flowing fun. You hear how I'm speaking? The words people are gonna respond to that Also, ask people how they found me too, because that's very telling And like Oh, by the way, also, do you remember how you found me? I'm very interested in knowing that's great data for me again. If it's hashtag, explore page, whatever, it's just it's important. So again, those are three places you can start. You're going to have more than enough things to do and to get together your current GM because people have so many people in red they don't know what to say. Quick tip. If it's been like months again, I lead with just stating what the facts are. Hey, Nee, Oh my gosh, It's been months since we talked to each other. I literally haven't been clear in my DMZ. Shame on me. I'd say that whatever. I don't have no problem throwing myself under the bus. Whatever you want to say, I would probably look at the page. First. I noticed I noticed you've been doing X, y and Z. I noticed you've changed your branding whatever you notice or I noticed you haven't been showing up what's going on, and I know we haven't talked in a while. You're good. I don't want a pandemic. Start a conversation boom now you got a conversation going, so it's easier if you just think outside of like, let me make money. What can you connect to? We're literally in a pandemic. I'm always bringing that up. I'm checking in on you because I know we're in a pandemic. It's really hard out here like Are you good? So that's that's my tips. Go follow up with people. Go message your warmest leads. People watching your stories time and time again, people always say, But Candace, I think they're another coach. You may be coaching other coaches. That's your help, Coach. You can coach, coaches your mindset, Coach. You can catch other coaches, right? Don't assume you know their business or what they're doing. Go message them anyway because I've made that mistake. I'm like, Oh, they have more followers in me. They look like they're making more than me, and then they end up enrolling them because they need my help. So you just gotta do it. You don't know what is actually going on until you ask. Exactly. So after we do those first three things you suggested, how can people follow up with you? Maybe even enrolling your program Yes, so you can slide in my DMS. But first, look at my content. Make sure you know, like it's a lot of information on my page about the program. So do a little bit of research, but most importantly, you can click the link in my bio. Candace Chapman underscore on instagram sure to be in the show notes, and I have a apply to direct message to profit application page. I'm typically gonna make you feel that application because that just gives me a bunch of information to start a juicy conversation. And then, boom, we'll go from there. Thank you so much, Candace. I think you've given a lot of people some homework, some homework that's actually going to yield some good revenue for them. Thank you so much for having me on the show. I really appreciate it. This is so much fun. Hi, Off-Scripters. I'm so glad you made it to the end of this episode. If you enjoy listening to our show, please pay it forward by sharing us with your network. Between episodes you can find me on Instagram are handle is at She's Off Script, or you can catch up on past episodes at She's Off Script dot com. See you on the next one

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