Ep53: How To Find Leads On Social Media & Sell by DM

What's going on? Team Matt here. Another epic podcast episode, PT Profit, leverage and lifestyle show. Hope you guys are having an amazing day. As always, been a super hectic week for me this week. My ads finally went bonkers about like 20 people book in to, you know, potentially work with me this week, which is, which is awesome, awesome to see. Got some new clients, some people to follow up with once they're, once they're qualified, which is super exciting. A lot of new people joining, joining the team and joining the fitness industry for the first time. So very exciting times. But I got a super, super juicy topic for us today. I'm actually going to go through one of our pillars for our marketing blueprint. So we've got five pillars that we, we use here at PT Mastery for both face to face and online coaches. And I'm going to go through one of them which is Sell by dm. Now, this has a bit of a bad rap or a bad name for itself with a variety of different people, but I literally built my entire business coaching business through Sell by dm. Our strategy. This is obviously what I teach for online coaches, plus also face to face who want to grow online. I always suggest starting with this strategy and not go straight into ads. The reason why I just pause blames onto. Oh, sorry, it just pause or it just gives you extra flames on an existing fire. So if you don't have any fire at all and you just pour gasoline on it, it's not going to do much. But if you've already got some organic marketing strategies, you've got content flowing and then you put ads on it, then it really takes off. So you'll see a lot of coaches out there that you know only do ads, which is fine, you'll eventually get the results. But in my experience, you get much better results if you start with organic first and use ads to amplify what you already doing. So, yeah, it's got a bit of a bad name for some reason. People obviously don't like to sell in the dm, but I'm going to show you a way. Camera's gone a bit. There we go. I'm going to show you a way that it's not as such, it's not selling, but you can, you can avoid having to do like sales calls or consults over the phone or on zoom, depending on how much you charge, of course. Like if your program's anywhere under 3K, then you should be able to sell completely via DM. You shouldn't have to jump on sales calls or Health assessment, consults or whatever. But you know, for me I'm sold like stuff over 10k through DM, but I've been doing it a long time as well. So let's get stuck into some content. I'm going to share my screen in a second and I'm going to go through the framework that we use and then I'll give you a couple of examples on how you can actually do this type of stuff as well. Because it's one thing to be able to sell through dm, but you've also got to attract and find those type of people to have these types of conversations with. There's no point having the conversation with people that, that are not your ideal client. So that's the first thing actually which we should really cover is how do you actually find your ideal client? And there's a couple of frameworks that you can use to go around this. But firstly, where does your client or where does your ideal client hang out? Is it Facebook, Is it Facebook groups? Is it Instagram, is it Snapchat? TikTok? I don't even use Snapchat. I'm too old for Snapchat. I'm. What am I, 31 this year? And I don't think I've opened Snapchat in seven or eight years. I've still got it, still got an account, but I don't think I've opened it. Same with Twitter. I'm not really a big fan of Twitter or X. Sorry. But anyway, so how do you actually find leads? So let's just say, for example, one of our strategies, and I won't go through everything because that's a whole different episode, but if you know your client avatar, you should be able to find them in a variety of different Facebook groups. A lot of people hang out in groups because it's, it's a private community and you want to find private groups, right? You don't want to find public because anyone can go in there. Private groups need to be approved in there. So they're, they're most likely pre qualified to be in that group. So for example, you might work with, you might work with mums as an example. I can guarantee you there is hundreds and hundreds of mum groups on Facebook. There's so many of them and literally there's so much value for you guys here today, literally telling you how to find all your, all your clients, go into the Facebook group, get approved in there. And by the way, if you, if you're not a mum, you might have some issues getting approved in there. But if you are a mum, it's perfect because you'll get approved and you literally just add people, Add people, follow them on Instagram, follow them, add them on Facebook and wait for them to accept your request. Don't just cold outreach people, because if you've got your, your Facebook and your Instagram set up correctly and people accept your request, guess what that tells me? That tells me that they're somewhat curious or interested, not so much interested in your service that might be, but they see value in connecting with you. So connect with them, simple as that. And I'll go through the framework on how to connect with them in a second. But just getting, just going, going through the, the strategy in terms of, you know, finding the leads on social media. This is so simple. But it's a no brainer. And I've been doing this consistently for 12 months to 24 months. Social media has grown significantly, clientele has grown significantly. But just connecting with more people as well. So Facebook groups is a really good one. Instagram, of course you can search hashtags as well. But also go, go to your, go to your competitors as well that serve the same client avatar and go see who follows them, go see who likes them on Facebook. Do they have a Facebook group that you could possibly look at? So that's a couple of examples that you can use for finding leads. Now let's go through the actual framework that I use for Sell by dm. So as you can see here, and I know some people listen to this podcast, so if you're not, if you're only listening, I apologize, I will try and do my best to describe my picture in front of me. Basically you can either book a, you can sell by a chat, to sell by dm, sorry to book a call or to buy an actual program. So the framework is pretty similar. You've got either a post or a prompt to engage the conversation. So for example, you might do a call to action post or a reel that says, hey, comment the word fat loss and I'll show you, I'll send you our free program to lose 5 kilos of fat in 12 weeks as in the end. Or the prompt might be they've accepted your friend request or they've followed you back. This is the conversation starter. Then you go a qualifier and then you go offer and then you confirm. So let's go through this little framework and usually I'll actually write some stuff here. Actually let's, let's write some stuff. Draw. Actually not draw, it's. You don't want to see me drawing, let's put it that way. Alrighty, so let's write some stuff in here. Accepted your request or call to action post on socials. There are two things there now that's going to be pretty much the same. But if you're booking a call or buying a program that's going to be exactly the same, a lot of the stuff will be repetitive. If it's booking a call or buying a program, it's going to be the same framework. Now to qualify, I'm going to go through a couple of examples here on how to actually start the conversation first and then how to actually go into some pre, qualified, pre, pre qualifying questions. So let's, let's just say for example and I'm going to give you a example here of what I do and you can relate it to your own stuff. So I'm just going to go on to Facebook, I'm just going to click on some person's random profile and I'm going to show you what I would do. So let's just go, let me change that, let me just find someone. I'm just going to use Ashley as an example. It specifically says pt. So you might go to a person profile and be like okay cool, let's just quickly have a look what they got. So coaching moms to gain confidence in the gym and getting results while eating food they love. Beautiful. So personal trainer or fitness cartel? Cool, cool, cool. Obviously a pt. So you just basically scroll through and you'll see, you'll see that what they've been posting and basically you want to basically pick something that they've posted recently to talk about. So you might, I might say something like for me if I was talking to Ashley I'd be like hi Ashley, it's Matt. Great to connect with you. Just seen that you are a personal trainer. Are you a face to face trainer or online? So this or that question and you can do the same thing. If I go back to here when you're actually doing the qualification part, you're trying to, when you're talking about health and fitness. If you want your, if you want to sell health and fitness through dm. Right. So this is the perfect time. So it's obviously started here. You can just be simply being like hey John, it's not here. Great to connect with you. Hope you're having a great day. Send next message. I just see, I just saw you. Were you to try and find something to relate to them with. Just saw your manager at McDonald's have you been working there for a while or you just started? Nice little opener. And then what you need to do, you need to find the time that is right to transition to talking about health and fitness. And there's a couple of good scripts that Alex Formosa uses, actually, that I might get up for you, just so we can use that as a bit of an example. Let me just quickly show you. All right, I just got a couple of examples for you. So, for example, let's just say that they had a picture of their dog in one of their posts recently. Prime example of what you could say. You're trying to discover what their goal is. So you might say, yeah, awesome. This is after you've said, you know, how are you doing today? And they might say, yeah, that's great to hear. I'm doing pretty well, thanks. And you might say, by the way, your dog is adorable. And then they're going to say, you know, whatever. And then you're going to say, my client has a dog, like, just like that. Helps them get their steps in. Best way to lose weight. So you've immediately shifted the conversation to health and fitness. And then I might say again, are there any big fitness goals you're trying to tick off this year? That is how you transition the conversation. So let's go back to our framework here in terms of the qualification. So this is where you're so find something in common to talk about and then you're going to relate it back to health and fitness. So now we're at the stage where we're getting them talking about their goals. And now this is just the. Now, basically what you're going to do is you're going to probe a little bit to find out if they actually need some help or how serious they are. So let's just say, for example, they might say, yeah, I take my dog for a walk a couple of days a week, but I'm. I'm not losing any weight. They say, oh, okay, that's. That's pretty common. Are you going to the gym as well or just doing walking? And you try to find out exactly where they're at and apologies, I haven't been sharing my screen. Here we go. You might say, cool. A lot of people experience the same thing. Are you going to the gym as well or just doing walking? And they might say, oh, yeah, I've just been doing walking. I'm not really comfortable in the gym. Oh, okay, that's cool. Have you had a bad experience in the gym before? Again, this is just being Curious. You can go back and forth for this type of stuff and then eventually what you're going to say is, one of my clients was in a similar situation and we were able to achieve X, Y, Z results. Would you like help getting similar results to XYZ pre qualify? And then if they say, they say yes, like, cool. And then you go to the office stage of the framework which is going to be, we just need to find out how much help you need with a free health assessment and then we can make a game plan to achieve XYZ result. Sound okay, question mark? They're going to say, yep, sounds good. And then for the confirm part, you're going to say, let me just find the link to book in dot do dot and then you say, here is the link. I'll keep the chat open so I can approve the booking straight away. You good with that? It's the conversation. Okay, however you want to say that, but that's essentially what you want to do. Now this is exactly the same for buying a program, except instead of the offer being to book in a free health assessment, you say, would you like to learn how we actually help people achieve XYZ result? And what you're going to essentially do, you're going to have a PDF going through the exact steps and I'm not going to go through this exact training. This is going to go into a different episode. You're going to have a PDF which basically or a loom video with you explaining how the program works, what the costs are, what the bonuses are, what they get right now and essentially everything that they need to know to make an informed decision. You basically send them the link and say, look, here's the PDF, just reply, I'm in or I'm out. And then I'll get you started from there. Sound okay, beautiful. You know, give them shown to be like a five minute video or you know, five minutes to read the PDF, wait five minutes and then you do a follow up. I did the link work or did the video load? Oh yes, cool, I'm in. Perfect. Then you go on the confirm side. Want me to drop the link to get you onboarded? Question mark yes, perfect. All right, let me go find the link. Here's a link. I'll keep the chat open so I can approve you into the community straight away. Are you all good with that? Very, very similar. So this is how you're going to sell by dm. Just to recap, booking a call and buying a program, very similar, except for the offer and the confirmation. The Offer instead of offering to book a call is going to be to send a link to a video to watch or a link to a PDF explaining everything in detail for them to make an informed decision. Once they have done that, then the confirmation either becomes hey, cool. I'll send the link and I'll keep the chat open for you to book a time and then I'll approve it straight away as soon as it comes through. Is that okay with you buying a program? Hey, let's respond I'm in or I'm out and I'll send you through the link to get started. Sound good? Perfect. They respond with I'm in. Then you say, cool, here's the link to get started. I'll keep the chat open so I can approve your request straight away. That are good. If you do it now and that's it, that's all you got to do. So remember to generate the leads, find your client avatar on social media, connect with them, send them a message. When you send them a message, find something that they've done recently that you can talk about that you can relate to. And then when the time is right, which is the hardest part, when the time is right, you relate it back to health and fitness. Super easy time right now to do this because everyone's talking about the new year, new me goals. Everyone's got goals for this year. Everyone's got something that they want to work on. Let's talk about it another. Just, just as another example as well, and I don't know, I'm not rambling, but I want to give you a couple of other examples that you can use. So for example, let's just say you've got someone that use the manager example. Let's say you help busy professionals lose weight. Let's say they're the hire manager or even a CEO or entrepreneur. Oh, I see your. You own XYZ business. That's super exciting. Congratulations to you. How long have you been in business for? Oh, you know, I've been in business for 10 years. Oh, amazing. That's, that's amazing. Well done for the longevity of the, of the company. Does that, does that enable you to. Sorry. Let's recap what I'm thinking here. You could say something like, does that type of business allow you to work on your, your own goals as well? Or are you completely consumed by the business? This or that question. They might say, oh yeah, I'm super, super busy, but I try and fill out some training when I can, or I try and fit in some stuff for myself when I can. Oh, beautiful. That's awesome that you, that you get to do that. What stuff are you planning to work on for 2025 for your health and fitness? You know, I wanted to definitely get back into the gym a bit more. I haven't gone for the last three months, so I just need to get back into the gym. Oh, beautiful. Beautiful. John, what's been the roadblock to get you back into the gym? What's been holding you back, et cetera, et cetera. So that's how you can relate the conversation back to health and fitness and start the conversation to pre qualify them. That could mean that they're a potential client. So hope that makes sense. That's sell by dm. As I said, it's very underrated, but it does, it does take a lot of volume and it takes a lot of time to do this. But the benefit is it's obviously free advertising and you have a lot of conversations on, on the go. But then also because you're pre qualifying so many people, your sales conversions when you book in the health assessments should be really high because you would have done all the pre qualification beforehand and they would have already. You've already built some rapport and trust during this conversation. Whereas if you're just doing ads, booking straight, booking people straight in for a call, there's no rapport, there's no trust, there's no likability. So it's harder to convert them on the spot. So hope that gives you some insights into how to sell by dm. Often that if you got some value from this episode, send me a message, send me a dm, give us a tag. And I look forward to seeing you in the next podcast episode.