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hey what's up it's ryan stewman here and it's no secret the way that we are operating our sales procedures has changed right we used to go from making cold calls to the gatekeeper popping by people's houses popping by offices knocking on doors all those things have changed because some of our states are still on lockdown they haven't made parole yet uh some of us are still quarantined uh people are scared to talk to you right now they're going north going their food like this is the world that we live in and so anytime when you see massive change happen like this you have to change and make adaptions yourself and so one of the things a lot of people are doing right now which has worked for me for years but people are just now starting to catch on to it is sending dms so i'm going to talk to you today about how to close sales with direct messages [Music] this works on linkedin facebook instagram uh your mother's email address it doesn't matter right this works across the board but here's the thing there's a proper way to send a dm and then there is the equivalent of a dick pic in sales way to send a dm right like listen in case you're uninformed gentlemen nobody wants a picture of your private parts all right just like nobody wants a direct message either so i'm gonna give you the benefit of the doubt that you know what you're doing it comes to sales you probably perfected your elevator pitch you probably know what you're talking about when you meet a person face to face and here's something that a lot of people don't understand or maybe they understand it but they don't think about it this way but social media is a mirror to how we do things in real life so if you were to pop by the front desk and you're just to say hi the front desk person that you're trying to get through the gatekeeper would look at you and probably tell you to go yourself right like you just walk in and you're like hi hello right that's got to be followed with something you can't just hit a with hello and leave them hanging that's not how it works in real life it's not how it works and direct messages on social media either okay the other thing is if you were to pop by a gatekeeper if you were to make a cold call to somebody you would say hey my name's ryan stewman i'm the president and ceo of phone sites and i just happen to wonder how you guys are generating your leads right now you're going to have some sort of pitch with a question here's why you got to ask a question when you have a pitch and some of you don't even know this you never even thought about this but questions elicit answers right if i'm like hey i'm writing assuming i can get you more leads and a lot of y'all think he who speaks first loses right so you're like hey i'm ryan stewart i can get you more leads cue jeopardy music in the background right you follow what i'm saying here so what you have to do is ask a question in your sales pitch hey i'm ryan stewman i'm president ceo of phonesites.com i was wondering how you guys are currently generating leads right because then we're having a dialogue then we're starting to have a conversation listen people are busy right now if you're making pitches to people chances are you're making a pitch to a gatekeeper gatekeepers are busy you're making a pitch to an executive an executive's busy you're making a pitch to a fellow salesperson a fellow salesperson is busy so we have to respect their time so you gotta get to the point okay there's no high hello what are you doing i hate it hate it when strangers show up in my dm box they're like yo stupid what's up if i want to talk about the weather i'm gonna talk about the weather with somebody that i know get to the point what do you want okay so it's not a shocker that you hit me with a sales pitch we're not homies we're not buddies we're not connected i know you're going to hit me with a sales pitch hit me with sales pitch i'm a buyer i'll buy the i buy all day every day but you have to come correct with your sales pitch the other day a gentleman slides in my dm he says hello my name is john smith and i sell insurance although i don't sell the cheapest insurance i stand behind every policy that i sell i thought what kind of pitch is that who the is okay so you're telling me you don't sell the cheapest you didn't say you sold the best either but you stand behind it well who the are you i don't know you right so we have to think how social media mirrors real life if you were in an elevator with somebody and they're like hey what's up and you were like hey my name is ryan stewman and i sell insurance it's not the cheapest but i stand behind every policy that i sell they'd be like god damn i can't wait for the doors on this elevator to open and i'ma punch this in the dick on the way out of here right like that's that like we have to think how we would handle things in real life is how we have to handle things on in the dm on social media here's what you and here's what a lot of people do this is where the disconnect is a lot of people they're not good typers okay they're not good on a keyboard they're they so they just fire off some real quick and hope that it starts a conversation that's the equivalent of spraying and praying that's the equivalent of walking into a room and being like good afternoon everybody i sell insurance it's not the cheapest but i'll stand behind it everybody in the room would be like get the out of here right like that's that's that's what you can expect from from that okay so what you have to do slide in the dm and here's here's let me just take a step back before you slide into the dm here's the best thing you can do i call this social reconnaissance right you can go to a person's facebook page or instagram page or wherever you're going to do this at their website however the hell and take a look at what they're talking about see what they post about see what they're interested in right so let's say that i slide in your dms i go do some social recon and i see that you just went on a family trip to florida right so i'm gonna slide in your dms like hey man i enjoy what you're doing i love reading your posts i saw that you guys just went to florida looks like you had a great time by the way i love what your company stands for and i'd like to have a conversation with you if it's okay about how maybe we can beneficially help each other out and make some more money in the process are you open to that see then all of a sudden i've showed them because see nobody's interested in you they're interested in themselves so then i've showed that i have interested in you too your favorite subject then i have interest in your company probably your second favorite subject then i talked about how i follow you enough to know where you've just recently been so again i'm showing interest in you and then i ended that that dm with a question you see you could send out 500 direct messages a day that say hi hello how are you what's good whatever the right and maybe some of them hit you back maybe some of them won't but if you take just a second and you take a calculated second to look at their social media then type out a message that might take you two to five minutes to type out you're gonna be able to have a more meaningful dialogue it's just like if you walk in and you spray and pray a room like it's not gonna work for you that's the equivalent of copying and pasting messages into messenger and by the way if you copy and paste more than 25 messages a day into messenger you could risk getting kicked off of facebook because they know you're copying and pasting messages however if you tailor different messages to every single person you can write as many as you want because facebook knows that you actually typed them in and you're actually trying to connect with people as opposed to spraying and praying on folks so when you slide slot slide into them dms all right what you want to do is you want to do a little social reconnaissance you want to talk about them and you want to close your offer or your sales pitch with a question but i don't think you should pitch them on the first go around again i didn't pitch you i just said hey i like your company i like what you stand for i think we could be mutually beneficial to each other possibly make some money would you be open to talking about that that's called a hook right i'm hooking you in right oh yeah i like more money i like my business he's paying attention to me he probably knows what's going on with my business because he's following me and seeing me talk about it oh i'll entertain him yeah what's up what do you got in mind then you can say that well i notice you guys are generating leads online right now what are you using to generate leads and we start having that conversation which ultimately just like in real life leads to me explaining what phone sites is and how i can help them generate leads easier faster and cheaper that ladies and gentlemen is how you close sales via dm it's not a hi hello some short how's the weather what you would do in real life that successfully worked for you needs to be mirrored in the social media world because that's all it is is a mirror it's another alternate universe where the same things and the same universal principles that work in real life also work in this alternate universe as well you wouldn't just walk into a random business and be like hey what's good you wouldn't do that you would say hi i'm ryan stewman nice to meet you i understand that you're executive assistant for john smith the ceo of this company i'm a big fan of john's i think this company is a great place to work i noticed that you guys are doing online lead generation and using xyz software i'd like to speak with you guys how i can save you some money make you more money and have a more efficient process when it comes to online generating leads do you think that's something john would be interested in or should i talk to you about it first so that you can uh make sure that it's something you would be interested in see then we're having the real conversation the same thing needs to take place online so stop with the dms stop with the tire kicking weather wasting and start mirroring what you do successfully in real life online that's where the real sales are made and look after this election we may or may not go back to a normal life people might be social i kind of like social distance nothing like taking a piss and a urinal and a not in the urinal right next to you right nothing like standing at a bar and some person that doesn't understand personal space rubbing their nuts against you trying to get a drink from the other bartender right i kind of like social distancing and i'm pretty sure a lot of other people are going to like social distancing too so we may not go back i kind of like working from home i bet a bunch of people like working from home too we may not go back my office building's still empty that i work in so if you don't make the adaption and you don't do it right guess what's going to happen to you come july 21st of this year oh it's already passed july 31st of this year when the unemployment benefits run out ain't nobody got no goddamn money anymore and then all of a sudden you don't have a job and you can't get the stimulus checks or unemployment money no more you're gonna have to make some changes you're gonna have to get better at them dms and i just gave you the tip of the game if you'd like to learn more stuff like this how to make sales how to run a business how to have your best life mindset marketing and more you can apply to become one of our coaching clients in our apex coaching program by going to join the apex.com thanks for watching make sure you share this with somebody else who needs to hear it maybe next time somebody slides in your dm with a pitch you just send them this video and say step your game up son get them numbers up later