Dan Martell - How I Made $3M+ Using Instagram DMs

00:00:00.000 I personally sold over $3 million on Instagram DMs in seven months, and I'm going to show you

00:00:05.900 the entire blueprint on how you can do it. We're talking no funnels, no VSLs, no ads,

00:00:12.920 no sales calls. This is the simplest way to build an online business today. Here's how it works.

00:00:18.220 The first step is the content. Our goal on social media is to become the best version of ourselves,

00:00:23.840 to give ourselves to our audience, to share ourselves with the world, unfiltered, exactly

00:00:29.080 who we are, no constraints. And to do that, you need to understand the character diamond.

00:00:34.320 And I learned this a long time ago from my buddy, Ryan Dice. And essentially it's a process or

00:00:39.100 different components so that you can communicate the depth of a character. And I use this exact

00:00:45.720 strategy to build my personal brand so that people get to know me because what we want to do is we

00:00:50.000 want to break the trust barrier. So there's four components. The first one is understanding what

00:00:54.820 is your North Star? What are you uniquely known for? Think about people like Elon Musk. He wants

00:01:00.460 to colonize Mars. Gary V wants to buy the jets. Everybody that you follow online, you know what

00:01:06.180 their North Star is, but for a lot of content creators, they don't ever tell anybody what that

00:01:10.360 is. The other side of the character diamond is their kryptonite, right? It's the flaw. See,

00:01:14.580 some people are such perfectionists and experts. They don't want anybody to know that they have

00:01:18.820 any dark side or the shadow side. I mean, personally, my thing, and I'm a big fitness

00:01:22.980 person. I do Ironmans. I work out is I love chocolate and peanut butter. It is one of my

00:01:27.680 favorite things. I'm also a big fan of comedy. Kill Tony is one of my favorite shows on the

00:01:32.680 internet. It's what I watch to go to bed every night. And I mean, think about Elon. Elon's

00:01:36.140 favorite thing to do is memes. He's got some kryptonite, right? And then quirky. What is

00:01:40.880 something about you that you would share that would make the person feel, well, that's kind

00:01:44.160 of quirky. My personal one is I kind of have a secret addiction to real housewives. And I mean,

00:01:48.580 if you want to get into debate of which one's my favorite, I'd have to probably put New Jersey in

00:01:52.500 the hat, followed by a close Beverly Hills.

00:01:55.220 But that's my quirk.

00:01:56.260 What is your quirk?

00:01:57.100 I had a friend, his thing is he cooks himself

00:01:59.420 fresh made pasta every night.

00:02:01.340 It's just a little something

00:02:02.560 that makes somebody uniquely them.

00:02:04.480 And then finally, what are your passions?

00:02:06.440 What do you love to do?

00:02:07.740 For me, I love snowboarding.

00:02:09.180 I love mountain biking.

00:02:10.180 I share these things with the world.

00:02:11.940 Yes, I share stuff around content and business

00:02:15.260 and growth and strategies and all those things,

00:02:17.560 but I've given myself permission to share all aspects of me.

00:02:21.840 So if you're struggling on being you,

00:02:24.360 give yourself permission to be yourself.

00:02:26.960 And unlike anybody else, using the character diamond,

00:02:30.280 you'll be able to demonstrate who you truly are at your core

00:02:33.840 and have your audience trust you.

00:02:35.720 So a lot of people have these belief blockers

00:02:37.860 about content, I wanna break them apart.

00:02:39.600 These are the three biggest fears

00:02:41.260 and how to reframe them for you to take action.

00:02:43.580 The first one is your life isn't that interesting.

00:02:46.420 Here's the deal, is you've gone through some challenges,

00:02:48.800 some setbacks, and your best content

00:02:51.280 will be you sharing those transformation,

00:02:54.040 those moments where you overcame.

00:02:55.820 The second belief blocker

00:02:57.040 is that I don't have anything of value to share.

00:02:59.080 I'm just getting started.

00:03:00.040 I don't feel like I'm that smart.

00:03:01.660 I believe that every person

00:03:03.300 has done something impressive with their lives

00:03:05.240 and whatever you know is gonna help everybody

00:03:07.520 that's just behind you.

00:03:08.800 You wanna share that.

00:03:09.720 You wanna literally give it all away.

00:03:11.720 If you're a consultant, share all your secrets.

00:03:14.280 I think information should be given away for free

00:03:17.280 and then people will pay for implementation.

00:03:19.840 The third blocker is what are other people gonna think?

00:03:22.700 Your high school friends, your coworkers, whatever it is.

00:03:25.960 Here's what I know.

00:03:26.800 If your ambitions to help people and create content

00:03:29.240 is bigger than your fears,

00:03:30.460 then your life will be way bigger than your dreams.

00:03:33.620 Do not hold back from sharing your true unique giftedness

00:03:37.040 with the world, because that's how we create connection.

00:03:39.540 The second step is what I call the opens.

00:03:42.320 I remember I was talking to a client of mine

00:03:44.300 and they were like,

00:03:45.140 you know, I don't have enough leads

00:03:46.140 and I need to do more marketing.

00:03:47.880 And I opened up their profile and I was like,

00:03:49.800 you literally have 6,000 followers.

00:03:52.960 I go, have you messaged every one of them?

00:03:56.000 No, why would I do that?

00:03:57.940 Every one of your followers are essentially an opt-in

00:04:01.000 for somebody who's shown interest

00:04:02.560 to wanna learn from you

00:04:03.940 and you haven't even started a conversation with them.

00:04:06.480 So here's how you turn those followers into leads.

00:04:09.120 This is the opener framework and it is awesome.

00:04:12.080 So there's two big strategies.

00:04:13.500 First, we start with inbound.

00:04:15.000 The inbound is a hand raiser.

00:04:17.280 On your social media account,

00:04:18.500 Ask people if they want something of value

00:04:20.920 that you've created.

00:04:21.840 It could be a template, a blueprint, a script,

00:04:25.280 any kind of playbook and saying,

00:04:26.660 if you want this, then just message me

00:04:28.820 and I'll send it to you.

00:04:29.740 That's the inbound, because they're messaging you.

00:04:31.920 Interact with those people and see if you can be helpful.

00:04:34.200 The second is outbound,

00:04:35.960 which is all about messaging every new follower.

00:04:38.580 First off, you say hello to them,

00:04:40.060 thanking them for the engagement.

00:04:41.420 Hey, Jane, thanks for the follower. 0.77

00:04:43.060 Thanks for the engagement.

00:04:44.060 And then asking them, are you here for the content?

00:04:46.380 are you looking to and get the results?

00:04:48.480 So whatever it is, for me, it's are you here for the vids?

00:04:50.840 Are you looking to grow your business?

00:04:52.320 Are you here for the content?

00:04:53.540 Are you looking for a new logo?

00:04:54.860 Whatever it is, it's a this or that,

00:04:56.880 but always end with the thing you want them to do.

00:04:59.180 I keep seeing people mix those up.

00:05:00.980 You don't go, are you here to grow your business

00:05:02.900 or you're just here for the videos?

00:05:03.940 Whatever is the thing that you can help people,

00:05:06.020 make that the second call to action.

00:05:07.740 And when they say both or the second or just the first one,

00:05:11.400 you can then engage with them.

00:05:12.860 The third step is to qualify.

00:05:14.680 So when you go to a doctor and you sit down with them,

00:05:16.640 they don't just say like, what do you want?

00:05:18.200 And then they give you a prescription

00:05:19.500 and then you walk out.

00:05:20.520 And the reason why is any prescription

00:05:22.140 without diagnosis is malpractice.

00:05:24.340 So for you to try to sell something to somebody

00:05:26.480 and you don't even know if it's really the right thing

00:05:28.240 for them or if you can actually help them,

00:05:30.200 it's not only wrong, it'll waste your time.

00:05:33.520 So I wanna teach you a framework

00:05:34.940 that's gonna help you get through it

00:05:36.080 so that you can move to the next step

00:05:37.540 only if the person is ready for you.

00:05:39.920 So there's four steps to qualifying somebody.

00:05:42.580 The first step is asking them about their desire.

00:05:44.980 So you might say, where do you wanna be

00:05:46.740 by the end of the year?

00:05:47.720 Or what is your dream weight?

00:05:49.200 Or what is a ideal outcome for your new brand?

00:05:51.720 And they start telling you about it.

00:05:53.260 Then you wanna go to their current state, their reality

00:05:55.380 and ask them like, well, what does it look like today?

00:05:57.780 See, if you ask their desire first,

00:05:59.300 then you have the permission to ask about their today.

00:06:01.460 If you say, where is your goal for your revenues?

00:06:03.200 And you can say, well, what do revenues look like today?

00:06:05.360 Or what do your profit look like today?

00:06:06.660 You really wanna get descriptive.

00:06:08.320 So tell me about your situation.

00:06:09.720 How many people do you work with?

00:06:11.120 What have you tried so far?

00:06:12.920 That kind of stuff.

00:06:13.820 Then we wanna talk about impact.

00:06:15.700 So asking them questions like,

00:06:17.180 how does this impact your life today?

00:06:19.240 How does it impact your time?

00:06:20.920 How does it impact your emotions?

00:06:22.460 How does it impact other people in your family?

00:06:25.080 How does it impact people at your work?

00:06:27.240 But really understanding the pain

00:06:29.840 around their current state,

00:06:31.300 the reality helps the prospect

00:06:32.960 understand their current situation.

00:06:34.980 Then once you do that,

00:06:36.340 you then earn the permission

00:06:37.420 to ask them this beautiful question,

00:06:39.180 do you want my help?

00:06:40.840 And that is where we give the permission back

00:06:42.980 to the person to lean in or lean out.

00:06:45.600 They either say, yes, I'd love to learn more.

00:06:47.520 Or they'll say, I don't really know what you do

00:06:49.480 or I don't even know who you are,

00:06:51.140 which gives you an opportunity

00:06:52.320 to try to overcome that objection.

00:06:54.420 But you wanna get it out of the way upfront

00:06:56.280 so you qualify them, have them lean in,

00:06:58.780 and then you get to move to the next step.

00:07:00.620 That's when we use the buying zone.

00:07:02.760 Some people are either too far on the left

00:07:05.140 where they have no hope that they can solve the problem,

00:07:07.840 no confidence in themselves,

00:07:09.480 or they think that what you're selling

00:07:11.180 is maybe too advanced for them.

00:07:13.360 And then you have people on the other side of the spectrum

00:07:15.680 that have too much hope,

00:07:17.320 that feel that, hey, I can figure this out myself

00:07:19.240 or too much confidence, like I've done this,

00:07:21.860 I can do this myself,

00:07:22.860 or maybe think it's too simple

00:07:24.920 or too Fisher-Price for them.

00:07:26.580 And what you wanna do is you wanna use reframes,

00:07:28.720 I'm gonna teach you in a second,

00:07:30.040 to get them into the buying zone.

00:07:32.140 And the buying zone is this perfect place

00:07:34.200 where they have enough trust, they have enough hope,

00:07:37.020 they feel like it's a perfect fit for them.

00:07:39.320 So what do you do when you're on either side

00:07:41.180 of that spectrum?

00:07:42.380 These are the three reframes that I use

00:07:44.580 to get the prospect in the buying zone.

00:07:46.260 First off, a comparison reframe.

00:07:48.380 So some people will be like,

00:07:49.400 I don't know if I could ever be a millionaire.

00:07:51.140 And you might ask them, you say,

00:07:52.320 do you know what percentage of the entrepreneurs

00:07:54.080 are millionaires or how many millionaires are in the US?

00:07:56.960 And they go, no.

00:07:57.660 They go, there's actually 22 million millionaires

00:08:00.300 in the US.

00:08:00.940 Do you think it's possible

00:08:02.000 that maybe you could be one of them?

00:08:03.760 Wow, I didn't know there were so many.

00:08:05.420 That's a comparison reframe or a calculation reframe.

00:08:08.520 So some people, they might have a lot of confidence in what they're doing.

00:08:12.160 And I might ask them a question like, well, what are your profits at?

00:08:14.920 And they'll go like, oh, we haven't made any profit.

00:08:17.340 So that's somebody had too much hope and you want to bring them back a little bit to get

00:08:21.000 them into the buying zone.

00:08:22.300 Or you might ask them to like talk about revenue numbers.

00:08:24.700 So it's like, what's your goal?

00:08:26.120 How many units would you have to sell to hit your goal?

00:08:28.920 When people start running the numbers in their head, they go from not enough confidence to

00:08:33.020 confidence because we say, hey, that's only like five more units per month.

00:08:36.620 So that's a calculation reframe.

00:08:38.520 And then another one that I love using is a correlation reframe.

00:08:41.900 And that's like, for example, with business coaching or people that hire agencies or other

00:08:46.560 experts to help them, you might say like, wouldn't it be weird if you met an athlete

00:08:51.280 at the Olympics that said they didn't have a coach?

00:08:54.440 They go, yeah, that'd be pretty weird.

00:08:56.340 Well, do you want to be somebody that performs at the highest level or at the lowest level?

00:09:00.780 And that helps somebody going from too much confidence to just perfect to allow them to

00:09:05.840 make the decision to purchase.

00:09:08.500 The fourth step is make the offer.

00:09:10.760 Most people get stalled at this level

00:09:13.060 because they don't feel like what they can do

00:09:14.860 to help somebody is valuable enough

00:09:16.800 or it's need to be packaged

00:09:17.900 and all this whiz bang marketing site and copy

00:09:21.000 and it's gotta have a video and all these things.

00:09:23.160 I will tell you, every one of my software companies,

00:09:25.900 all my coaching companies, everything I've ever sold,

00:09:28.520 I sold it before I ever designed it or built it.

00:09:31.540 Over time, you can develop it.

00:09:33.400 Over time, you can add all the bells and whistles,

00:09:35.720 but you just wanna go out there

00:09:37.300 and have people lean in, make an offer,

00:09:40.460 validate that what you have is valuable to them

00:09:42.960 by them transacting, and then from there, keep going.

00:09:46.220 When I launched this new coaching program,

00:09:48.300 I didn't even have the call scheduled.

00:09:50.380 I didn't have a payment link on Stripe.

00:09:52.060 All I had was an outline of something

00:09:54.040 that I was thinking of doing.

00:09:55.360 I copied and pasted, I sent it, people said I'm in.

00:09:58.340 Then I had to go call my team, create a link,

00:10:00.520 send it to them, and then we got it going.

00:10:02.300 These are the two things that are needed

00:10:04.000 to create a great offer.

00:10:05.620 First off is you have to map to pain.

00:10:07.520 Whatever the conversation you've had with them

00:10:09.400 and all the pain points that they're saying

00:10:11.000 is a struggle from my team doesn't listen

00:10:13.020 to I don't have clear vision or I feel unmotivated

00:10:15.580 or I don't feel consistent, whatever the pain is,

00:10:17.840 your offer needs to map to the pain

00:10:19.860 and overcome those concerns, overcomes those objections

00:10:22.740 so that they feel like this is a killer offer.

00:10:26.220 So once you have an offer outline,

00:10:27.940 I'll give you a template below

00:10:29.020 that you can just copy and paste and play with.

00:10:30.960 Keep it simple.

00:10:31.940 I wanna make this simple

00:10:32.900 because I think complexity fails simple scales.

00:10:36.440 That's number one.

00:10:37.640 Number two is you either win,

00:10:39.160 the person decides to buy from you,

00:10:40.800 or you follow up

00:10:42.160 because fortunes are made in the follow-up.

00:10:44.740 Probably 50% of the revenue that I have

00:10:46.880 is because I kept them on a list on my phone

00:10:49.480 and I kept following up.

00:10:50.960 I kept showing up.

00:10:52.060 I kept adding value.

00:10:53.140 I kept doing hand raisers.

00:10:54.440 I kept sharing wins.

00:10:55.480 I kept doing the things

00:10:56.600 that proved to the people following me

00:10:58.800 that I was able to deliver on the thing

00:11:00.860 that we had chatted about

00:11:01.840 and eventually say, I'm ready, let's do this.

00:11:04.920 These are the three things

00:11:05.920 that actually hold people back from selling. 0.66

00:11:08.040 The first one is they're too transactional.

00:11:10.360 There's no empathy.

00:11:11.420 It's almost like back and forth without conversation.

00:11:13.920 The key there is to echo the feelings.

00:11:16.300 Whatever the person says to you,

00:11:17.920 you wanna acknowledge that, send it back.

00:11:19.940 So what I hear is this, did I get it right?

00:11:21.820 Yes, perfect, and move on.

00:11:24.000 The second one is you don't have the proper expert frame

00:11:28.140 and what you get is you get put in the friend zone.

00:11:30.520 So when you're chatting with somebody,

00:11:32.160 you might ask them what their goals are and they go,

00:11:33.640 what are your goals?

00:11:34.640 That is the friend zone.

00:11:35.820 You don't wanna be put there.

00:11:36.840 Instead, you wanna lead the conversation.

00:11:39.060 You wanna take control of it.

00:11:40.520 It is actually perfectly okay

00:11:42.080 to not even acknowledge a question

00:11:44.160 and just keep moving the conversation

00:11:45.900 to the next level of qualifying

00:11:47.540 so you can get the person to a place

00:11:49.180 where you can maybe be of help.

00:11:50.940 The third is just being lazy.

00:11:52.460 I see people all the time, they're like in momentum

00:11:54.820 and they're chatting and they're making revenue

00:11:56.700 and then they get busy with the business

00:11:58.120 and then they get non-responsive

00:12:00.000 and they drop the ball and they don't follow up.

00:12:02.960 And that is probably the biggest killer of revenue.

00:12:05.940 And that's why in the next step,

00:12:07.220 I'm gonna teach you the process

00:12:08.300 you gotta follow to make this easy.

00:12:10.000 The fifth step is process.

00:12:12.180 See, the secret that no one else talks about

00:12:14.600 is that sequencing equals success.

00:12:17.400 So when we're doing chat,

00:12:19.000 when we're having sales conversations,

00:12:20.520 you just can't just go all over the place

00:12:22.240 and talk to the hottest qualified lead

00:12:24.600 and try to move that forward and skip all around.

00:12:26.700 You need a process.

00:12:27.880 And for me, I do the reverse of what most people do.

00:12:31.260 See, most people do their opens,

00:12:33.100 then they qualify, and then they make offers.

00:12:35.760 My nuance here is to go from offers.

00:12:38.460 So what I do is I start with everybody

00:12:39.820 I've made an offer for in the past,

00:12:41.840 maybe yesterday, the day before,

00:12:43.180 and I process from the bottom,

00:12:44.600 the oldest, all the way up to the top.

00:12:46.600 Then I go to qualified.

00:12:48.000 So these are people that have already qualified,

00:12:49.880 and I start at the bottom, and I go the way up top.

00:12:51.560 And then I go and I do my opens, and I do my leads.

00:12:54.120 That way, I'm always moving

00:12:55.480 the most qualified pipeline forward to increase revenue if i only have 45 minutes on chat that's

00:13:01.560 what i'm doing now instagram actually makes this really easy if you go into your business account

00:13:06.680 they have these things called tags or labels and the way i do it is that if i find somebody leaning

00:13:12.040 in i tag them as a lead then if i qualify them i tag them as booked then if i make the offer i tag

00:13:18.920 them as ordered and if eventually by i change it to paid that's way they're green and i put them

00:13:24.040 in my primary inbox in my Instagram

00:13:26.160 because now they're a client.

00:13:27.620 So if they chat with me,

00:13:28.720 I know to prioritize those messages.

00:13:30.700 That's how I made 3 million on Instagram DMs.

00:13:33.100 If you wanna learn the only four skills

00:13:34.720 you need to build a billion dollar company,

00:13:36.440 click the link and I'll see you on the other side.

Dan Martell - February 23, 2024

How I Made $3M+ Using Instagram DMs

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