Let’s talk about how the conversation goes (or should ideally go) when you’re enrolling someone over DM for a high-ticket program (5k-25k+) without a phone call.
Lately I’ve gotten a few requests to break this down, from folks who are amazed at how many times I’ve done these kinds of enrollments over DM (and helped others to do them) and want to know more about how and why it works.
And I’m happy to do so!
Before I dive in, let me note that what I’m going to share may sound unbelievable to some.
Specifically, the way the conversation unfolds before somebody buys is probably going to sound really simple – maybe even too simple to really be true.
Like, maybe you’d think that the conversation would need to be longer and more complicated before somebody would agree to pay this much money and ask to be invoiced.
But it only sounds (and is) this simple because of everything that happens BEFORE that DM conversation begins.
Specifically, it’s because of what the prospect already knows about us and our work and our offer, owing to the free content that we put out.
So keep that in mind. 🙂
Without further ado – here is a sample DM conversation leading to a sale of a high-ticket program:
Prospect: “Hey [coach’s name]! I’m interested in that 8-week intensive that you wrote about in your post yesterday. Here are the answers to the qualifying questions: [LISTS ANSWERS IN BULLET POINTS] And what I most want to get out of working with you is __.”
(note: in my post-writing method, we regularly write posts pitching our offer, and we include qualifying questions at the end, the last of which is usually some version of “what do you want to get out of working with me?” – so that’s why DMs from prospects often start out in the way outlined above)
Coach or service pro: “Hey [prospect’s name]! Great to hear from you. This all looks great! I just have one question about your answer to question #1. [ASKS QUESTION]”
Prospect: [ANSWERS QUESTION]
Coach or service pro: “Oh, great! In that case, your situation would fit well for this program. I also think that you’ll get [WHAT THEY SAID THEY MOST WANTED TO GET FROM WORKING WITH THE COACH] because one of the very first things we do is to assess how you’re doing with that and apply my __ method to get it figured out.”
Prospect: “Oh, awesome. I was hoping you’d say that. Okay, then! I’d love to do the program… I just have one question. [ASKS A QUESTION – SUCH AS “WHEN ARE THE CALLS,” “CAN MY BUSINESS PARTNER JOIN,” “DO I HAVE LIFETIME ACCESS TO THE FACEBOOK GROUP,” ETC.]
Coach: [ANSWERS QUESTION]
Prospect: “Great! Well, that was all I wanted to know. When can we get started?”
Coach: “As soon as Monday if you like. Really any day next week would be fine.”
Prospect: “Great, Monday works! Please send me your invoice and the next steps.”
Coach: “Great, I’ll do that this afternoon! Talk soon!”
(note that there is no asking/giving of the price because in my method, we mention the price publicly in our offer descriptions as well – so they already know it before sending us a DM)
And that’s pretty much it in a nutshell!
There are only a couple of other alternate ways that these conversations tend to go (besides what you just read).
One variation is when the prospect’s answers to the qualifying questions reveal that they are not a good fit.
This is rare in my method because our content does such a good job describing who’s a good fit, that people who aren’t a good fit tend to self-filter away long before the sales conversation happens.
But if a not-great-fit person does manage to sneak through, we would simply say “Ah, based on your answer to #2 I think this would not be a great fit for you at this time because of ____reason.”
And the prospect would say “okay, thanks for letting me know” and the conversation would end.
Another variation is when the prospect is DMing about the program but has not seen the post that lays it all out and includes the qualifying questions.
(because we do pitch the program in our value content, but that often doesn’t include as many details as the “offer by itself” post)
In that case, their initial message would sound like “Hey [coach’s name]! I’m interested in your 8-week intensive. What do you need to know from me?”
And the coach would reply, “Sure, so here’s a link to a post with more information about the intensive. [LINKS TO A RECENT “OFFER BY ITSELF” POST] If you’re interested, I would just need the answers to the qualifying questions at the bottom.”
And then the prospect would send back the answers, and the conversation would proceed as above.
(or they’d ghost because after reading the full offer for the first time, they decide they don’t like what it includes, or don’t like the price, or something else)
Another variation is when their answer to “what I want to get out of working with you” includes something that our program doesn’t actually include.
In that case we’d reply, “Just to be clear, [THING THEY SAID THEY WANTED OUT OF THE PROGRAM] is actually not included. [FURTHER EXPLANATION]”
And then they’d either reply, “That’s actually okay, I was just wondering – I’d still like to do the program, it’s okay that that’s not included.”
…OR…
“Thanks for letting me know – I guess it is not as good a fit as I thought. Have a good day”
(A side note: asking the “what do you want out of this” question and being honest with them about whether “what they want” is actually included prevents sooooo many misunderstandings and unhappiness down the road – I wish I could get all “gurus” to start using this question in their sales process!)
And sometimes, rather than saying, “I want to start right away, please invoice me,” they’ll let us know that they want to start at some future date.
But otherwise, that’s about it!
Note that there was no objection-handling section – as folks really don’t tend to have objections when your content does as much filtering as this method does.
Also no super-long section where they describe their problem and we agitate it (high-ticket buyers will buy without agitation, and they don’t even need to do much description of their problem because our offer was described as solving a specific problem, so if they’re interested, they likely have that problem!).
And no section where we describe what the program is all about or how it works, nor what our expertise is or why our methods work – because we already described all of that in posts that they have already read before even contacting us.
High-ticket sales (without a phone call) get to be this simple when your marketing does 99% of the filtering and educating, and sales is simply a quick confirmation that this is indeed the right person for the offer.
Sooo… want to know how I recommend writing your content and crafting your offer to make sales this simple? 🙂
One type of written post describes your EXPERTISE and METHODS and how they solve problems.
Another type of written post describes your OFFER, what transformation it gets and what micro-transformations are worked on to get there, and how it’s set up and what it includes.
I’ve got a couple of video trainings and a TON of written posts that lay out for you how to write these two kinds of content.
If you’re somebody who wants fast results and expert help, you don’t even really need to watch/read too much of my content because if we work together 1:1 in my 30-day intensive, I’ll walk you through exactly how to apply the frameworks to your own business and offer. You can DM me on Facebook if you’re interested in working together.
(more information on that program can be found here)
For folks who want to peep the frameworks first (or instead), you can find trainings at these links:
And I also have many posts that go more into the details of how to write these. You can find them in an organized way on this website in the “client-attracting content” section and the “direct offer posts” section.
Do you have questions about anything? I’m happy to answer via Facebook DM. 🙂