How to Close High Ticket Deals In The DMs (Non-Spammy)

You may have heard people say “if you sell anything above $2k it needs to be done on a sales call.”

Sales trainers, business owners and coaches have been preaching this for years. So, I had my team taking sometimes more than 100 sales calls a week.

Now, I’m someone who likes to continuously optimize my systems and processes. So, I went back through Impact School’s 400 most recent calls and I looked at…

• Who became a client
• Who was set for a follow up meeting
• Who was a “no close.”

…Fortunately we have a very organized sales pipeline so pulling this data took my assistant a couple of minutes and I had it delivered to me in a super organized way.

First, I looked at the “closed deals.”

My aim was to spot the common trends between each and every one of those new clients of  Impact School… from occupation, to how they found us, to what they wanted help with, to their struggles, to whether or not they had another company they were getting business support with, to how many testimonials of ours they’d seen…

It was crazy.

I had a feeling that there were two or three factors which were “musts”...

…Never in my wildest dreams had I imagined it could have been EIGHT!

Whenever I looked into the “follow up scheduled” and the “no close” tabs, they missed one or more of these 8 variables.

So, I tested something.

I sent out an email to my list getting them to book a call with me and before the call I had someone from my team send over a quick video PDF showcasing what Impact School does as well as a couple of video testimonials.

I got on the call and didn’t treat it like the coaching industry has been taught - instead I jumped straight into “so which program are we getting you started on today?”

Closed. Paid in full. In 15 minutes.

I trained my team on how to do the same and how to do the pre-call process to allow for the super short sales calls…

And while they were doing that, I had a crazy thought…

What if it were possible to eliminate the call?

What if we could close high ticket deals inside messenger/DMs rather than just using them to set calls?

What if my team could do it all without pretending to be me? 

I called up my COO (Noor) and told her my ideas and she said to me…

“Mari and I have it under control, spend 2 weeks on this and report back to me at the end.”

…The next day, I closed 2 new clients from Instagram DMs (12k each, 1 paid in full and one on a payment plan).

…The next day was the same again, except both were payment plans.

…The day after that was 1x 52k deal and 1x 12k deal.

I thought this must be a fluke so I switched to LinkedIn instead.

…The first day there, I got no sales. Shoot.

The second day, no sales. But this day I was also having a few conversations on Instagram and managed to get one person to pay 12k in full.

Third day on LinkedIn, nothing…

Shoot, I realised I was being way too “posh” and formal. So I went back to sending messages the same way I was on Insta and FB.

On that fourth day I got 2 clients and both paid in full (12k)...

Interesting.

I was doing this all while my sales team were continuing their sales calls.

I pulled my weakest appointment setter (he was booking sales calls for my phone sales closers) to join me in this mission. I wanted to test something out…

Now - the process I was following inside these chat conversations was literally following a checklist while ensuring it remained extremely 1:1 and that the person I was speaking to felt special…

And my assumption was correct. The previously struggling Appointment Setter was now closing 12k deals, paid in full, all by themselves!

I asked him for feedback and he said he felt like he could finally take back control of his income and make as much as he really wanted to (previously his commission cheque was tied to whether or not the closer closed or not).

This was 2 months ago and we haven’t taken a single sales call since.

We will take them if we need to or if a prospect is asking.

But this is just evidence and proof that they’re not needed.

Now, I’ve been getting a lot of interest about this so I just dropped a 15 minute video going over the exact checklist I use and the 8 variables (including a special 7 minute video I send to them inside the DM conversation and how you can make one too).

My clients have been doing the same - Lotte is closing 30k deals inside the DMs and various of my clients who have B2C coaching/training companies are selling 2-5k packages inside messenger too.

Here's the video:

Grateful as always to serve you!

Lauren “making millions without sales calls” Tickner

PS…I’m about to blow my YouTube channel up so make sure you are following along. It’s gonna be fun. Direct link --> https://www.youtube.com/watch?v=Ce0oE3WmuUY