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  • - How do you scale a business through Instagram

  • when you have a struggling product or brand?

  • The man who helped create

  • some of the biggest names in fitness today

  • and one of the leading business coaches

  • for fitness professionals online, Vince Del Monte.

  • Dan Lok interviews Vince Del Monte on how he closes sales

  • through Instagram DMs and how he's helped dozens of clients

  • and business professionals scale their businesses

  • to six and even seven figures through Instagram.

  • - Talk to us maybe a little bit about,

  • 'cause I know you've got some creative ideas

  • about filling the Mastermind, selling high ticket.

  • Like when you told me about, oh, you're marketing

  • your Mastermind high ticket program through like Instagram,

  • I thought that was pretty interesting.

  • - Yeah, I built that entire Mastermind off of Instagram.

  • And I only started Instagram a year and a half ago.

  • - There you go.

  • - Like I didn't even have an account.

  • I didn't take it seriously at all.

  • - And your Mastermind group is now at 18,000?

  • - At 23.8.

  • - 23.8, so 23, 24k, right?

  • - A little less if they pay in full.

  • (Vince laughing)

  • - Okay, so now how do we do this?

  • Say someone has a high-ticket program,

  • they wanna utilize Instagram to sell them.

  • So what do you recommend?

  • - We found that conversions happen from conversations.

  • All right, and the most instantaneous place

  • to get those conversations started is in the DM

  • with people watching your stories.

  • Right now we're living in a golden era of Instagram stories.

  • You know, if you think about it compared to email,

  • what happens when you send someone an email?

  • Well, they opted in a long time ago.

  • They forget who you are.

  • You probably sent them some junk along the way.

  • Now you're not an invited guest but an unwanted guest.

  • - Like a spamming, like you're spamming, kind of.

  • - Yeah, but think about Instagram.

  • If you watch someone's story--

  • - You're there.

  • - Get your phone, you have to turn it on,

  • you have to scroll across, find them, press the button.

  • There's no distractions, you're going to them,

  • so it's a completely, knowing now who's on the other side,

  • people who want to follow you,

  • I think there's an opportunity to really connect

  • and every story I ever put out, well,

  • first of all, I did 90 second stories every single day.

  • I had a little simple framework.

  • Monday Motivation, Teaching Tuesday.

  • Wow Wednesday, which was featuring a success story.

  • Throwback Thursday, which was a lesson

  • I wish I learned many years ago.

  • Freedom Friday, which would be,

  • "Hey, look, I'm with Dan.

  • It's Friday and we're hanging out together

  • and this would never be possible

  • if I didn't invest in myself many years ago."

  • - Got it.

  • - Social Status Saturday, which was kinda something similar,

  • and then Sunday is Spiritual Sunday,

  • where I'm at church and I'll share

  • something that my pastor's sharing

  • and I'll kinda reframe the lesson.

  • - So that is second, kinda like your content calender.

  • Right, that is second. - Every day.

  • - Every single day. - Every day.

  • - A different theme, and then from there,

  • how do you transition into, like,

  • do you drive them to an application page?

  • Do you say swipe up?

  • - Initially, it was right to the counting link.

  • It was just, if you're ready to start

  • a successful and profitable online business,

  • you know, swipe up.

  • And we saw obviously change,

  • and now we're coming up with a quiz which is framed around,

  • "See if you're even cut out to be an entrepreneur,"

  • because really most people aren't, you know what I'm saying?

  • - Yeah, they don't have what it takes.

  • - No one has a clue what this whole world is about.

  • Right, everybody sees the car.

  • Everyone wants financial security.

  • This is the most insecure industry ever,

  • being an entrepreneur, the amount of risks you have to take.

  • - If you want financial security,

  • being an entrepreneur is not it.

  • - Yeah, yeah, right?

  • And personal trainers are the worst entrepreneurs

  • in the world because, you know,

  • they want to spend three hours in the gym,

  • they want to make their own meals,

  • they want to just be a big fish in a small pond.

  • So like, you're likely not cut out for this,

  • so why don't you take this quiz and find out

  • if you are, and if you're cut from the right cloth,

  • if you got the right DNA, then we'll set up a call,

  • and yeah, we do everything over the phone.

  • Everything's done on the phone, so.

  • - So from there, and so they fill out a little form

  • and then you get them on the phone.

  • - Yup, count on the app to on the phone,

  • and I did it for a year, longer than I should have,

  • and that was a part of the reason we connected.

  • You know, find a phone closer.

  • We've got a full-time phone closer now

  • and yeah, he's writing himself some great paychecks,

  • and we're mastering this.

  • It's incredible, Dan, how much money you can make

  • when you get good at this one thing.

  • My closer just text me

  • the other day for his side business.

  • He sells a $7,000 course which teaches people

  • how to get their first 100,000 Instagram followers,

  • and he's just mastered the ability

  • to take someone at rock bottom and overcome objections,

  • and just like, every coaching call is just a rope play.

  • It's getting better at that one skill.

  • Like, we're not building new funnels

  • and automation sequences,

  • and just like he's getting better at selling

  • and his income's going up.

  • It's almost too easy.

  • To just get better at one thing, that's it?

  • And that's what I did for a year and a half.

  • - So with talking about with DM,

  • with getting people on the phone,

  • with closing, which is awesome.

  • Like, I think that makes a lot of sense.

  • In terms of Instagram, swipe up,

  • they go to a page, they book a call, and you close them.

  • It's, again, like you say,

  • it almost sounds too simple, right?

  • It cannot be that simple!

  • Give me a 10 step funnel, you know?

  • Upsell, downsell, right?

  • - I'm not a complicated guy.

  • I build a seven figure business off the words no nonsense.

  • I thought I always aced my exams in high school.

  • 97's, 98's, I'd call home, I'd tell my mom,

  • and she'd go, "Awesome, son!"

  • I'd get my mark back, 62, 63, and I'm a simple guy.

  • I'm a simple guy, and I've discovered,

  • to multiply, you need to simplify,

  • and I feel like there's a lot of opportunity here

  • to skim a ton of cream off the top.

  • And yes, do you want to evolve beyond that?

  • But what's happened is now I have a full-time guy

  • that does the chat for me and from that,

  • I discovered the six C's to effective chat,

  • so we have a very specific way to take somebody

  • from top to bottom, increase trust,

  • qualify better, before we get on the phone.

  • So we kinda triage them off in a 10 minute conversation,

  • and now that's one of our most profitable places of ROI,

  • 'cause I get a guy in there who's DMing.

  • He builds them up, they're ready,

  • we get them to watch a ton of stuff, move 'em over,

  • phone closer closes, it's simple.

  • And because what I do is coach fitness business coaches

  • on how to have a high ticket coaching program themself,

  • when they see us do it on them,

  • they're like, "This works!"

  • And then we're basically teaching them how to do that

  • so that they can create some capital,

  • because people don't understand,

  • you can't build a business on credit cards.

  • - No, no, no.

  • - You know what I mean?

  • - That's not good.

  • - You gotta get some cash going,

  • but they don't have the funds,

  • so we have to show them these non-paid ways,

  • and we've discovered that virtually everyone

  • has about six figures in their ether.

  • Everybody has access to about, you know,

  • 25 to 50 people who will pay them

  • a couple hundred bucks a month,

  • which is immediately a six figure income,

  • so you don't have to do all these complicated strategies.

  • It's almost too simple, what we do, Dan.

  • You know, do a free give-away

  • and then boost it and then get people to raise their hand

  • who try and win it and then bring 'em into the DM, or, uh--

  • - So from the DM, then you kinda have the conversation.

  • We're not talking about spamming people, by the way.

  • - No.

  • - You have that conversation, asking them questions, right?

  • - The first question would be, "Hey Dan!"

  • And then wait for you to reply.

  • And then you come back and say,

  • "Hey, Vince, how's it going?"

  • "Hey, what kind of clients do you coach, Dan?"

  • "Oh, cool, cool, hey, yeah, awesome, good stuff.

  • "We coach lots of guys just like you.

  • "So what's the vision for your business?"

  • "Oh yeah, I'm trying to do this."

  • "Awesome, awesome, really good stuff.

  • "What's working, what's not working right now?"

  • So it's a real conversation.

  • "Oh, right on, right on.

  • "Anything you're struggling with?"

  • "Ah, yeah, I'm kinda struggling with that."

  • "Okay, good, good, yeah.

  • "We've got a lot of guys struggling with that.

  • "Okay, would like you some help?"

  • "Yeah, yeah, yeah, what do you guys do?"

  • "Well, we've got, you know..."

  • So we're just, it's literally like one sentence questions.

  • It's like the same thing on a phone call.

  • - Yeah, yeah, but you do it on a DM.

  • - Like, if you look at the conversations, it's like this.

  • - But this is not happening, like,

  • it could be a few days over, right?

  • - Yeah, sometimes it will, because we go back and forth

  • because our final question is after,

  • we've asked them, "Would you like some help?"

  • We say, "What would you like some help with?"

  • And they'll tell you two or three things

  • and that's how we start kinda sliding in our IP,

  • and the way I teach guys is

  • that you've gotta prescribe pills.

  • So if you're not sleeping well, I'm a doctor,

  • I'm gonna say, "You gotta get some magnesium threonate."

  • "Oh, magnesium threonate, that's my problem."

  • So every solution, just like you asked me

  • how do you make the money, we have a course

  • called Converting From Chat.

  • Oh, name your IP, right?

  • So we own everything that we teach,

  • and then, you know, someone says,

  • "Ah, I can't scale my coaching program.

  • "I don't know how, I can't increase my retention."

  • "Okay, we have to teach you how to unpack your IP."

  • "Oh, how do you do that?"

  • "We teach you coach-directed curriculum,

  • "not client-dictated chaos."

  • "Oh, what's that, what's that?"

  • "Oh, it's a module we have, you know..."

  • So we're peaking curiosity, we're naming our IP,

  • and we're letting them know we've got pills.

  • You're sick here, here, and here,

  • and just like a doctor, so we position ourselves

  • as a doctor and a leader, not as salesman.

  • So, hey, yeah, a doctor would say you need this pill,

  • you need this pill, and you need this pill.

  • And then our final question in that convo is like,

  • "Would you like some help?"

  • And if they say yes, then we say, "Cool, let's do this."

  • And then it's, "Let me introduce you to my..."

  • Yeah, well, sorry?

  • - Then try to call them.

  • - Yeah, and then we say, "Let's do this."

  • And then the way you frame the call, Dan,

  • this is what everyone screws up,

  • and this is why people don't show up for the call,

  • because it's not positioned properly.

  • So one of the things that we really set up is that,

  • "Hey, on this call, we're going to

  • "brainstorm a game plan for you.

  • "We're gonna find out what your vision is

  • "for your business and what's possible."

  • That word possible is a game changer.

  • "We're just gonna see what's possible.

  • "Let's find out what's possible."

  • "All right, and then we're going to figure out

  • "what's working, what's not working,

  • "and what you're struggling with most."

  • And what we say, this is the money.

  • "At the end of the call, you'll leave clear and confident."

  • So we're future-pacing positive emotions that they want.

  • So there's a reason now for them to show up on the call.

  • In fact, I had one guy, I actually did an Instagram story

  • about Mark Haven today.

  • He's flying in, he joined our Mastermind a month ago,

  • and I gave him some tips on how to structure his pricing,

  • how to do paid-in-fulls at a discount

  • at six months and 12 months.

  • He was doing month-to-month.

  • He applied, and I told him, "Name your friggin' program

  • "and give your program a tagline

  • "with a unique mechanism at the start

  • "so that you've got a process that stands out,

  • "so you're not making the claim

  • "that you've got a way to support

  • "how you're fulfilling that promise."

  • He made these three little tweaks.

  • He text me before he signed the 12 month contract,

  • and he said, "I've already made three grand

  • "just on the last call I did."

  • And this guy's made 15 grand

  • in a month of being in the coaching program,

  • just by using some of these really simple things, so.

  • - And when you say, what's possible,

  • and leave with clear and confidence,

  • do you say that on the sales page or say that in a DM?

  • - We repeat it over and over.

  • I say it in my IG stories, we say it in the triage chat,

  • we say it on, now we have a formal application page.

  • We say it on the pay-off page.

  • The thank-you page where there's a video of me

  • and we give 'em instructions on what to do next.

  • So we say that over and over.

  • So in the pre-frame and in the post there,

  • and when we get on the call.

  • "Hey, okay, so the intent of the call

  • "is to find out where you're at, where you wanna go,

  • "what's working, what's not working, right?"

  • So want to find out what the results are,

  • what's the reality of their situation,

  • and what's the roadblocks?

  • All right, the 3 R's, all right?

  • And then we also say, "By the way, this call's for you.

  • "If you wanna take this call

  • "in any direction, you let us know."

  • And it truly is.

  • They can take the call in any direction,

  • and at the end of the call,

  • if you'd like to talk about coaching, just let us know.

  • So as we go through the call,

  • we ask a lot of really simple questions.

  • Like, "Hey, so where do you wanna go from here?

  • "Is that making sense to you?

  • "Hey, what's been most helpful for you so far?"

  • And we just kinda let them pace the call

  • until it comes up to where they wanna know--

  • - What can you help me with, right?

  • - Yeah, well, if we could do that, you know,

  • would that be a sooner thing or later thing?

  • Why's that a sooner thing?

  • So we really just take our time,

  • and I think one of the biggest things

  • that I've learned from you, Dan, like, the tonality.

  • It really is coming from a place of care, and just like--

  • - Yeah, service.

  • - Yeah, yeah, so great.

  • So, by the way, why did you reach out to us today?

  • You know, why not push this off

  • for another month or two months?

  • You know, is there any specific reason?

  • So we just really unpack the conversation

  • and we just keep letting them guide it,

  • and what we're really doing is

  • we're teaching them how to sell by the way we sell them,

  • and I mean, I can't tell you how many people

  • I've helped make the decision

  • when I simply reframe the question back to them

  • and they say, "Aw man, this is really expensive."

  • And I'm like, "What do you think somebody

  • "would do in your situation that you look up to?

  • "And their type, do you think they would make the leap?"

  • And they go, "Aw, I see what you're saying.

  • "I see what you're doing,

  • "so what do you think we should do next?"

  • So we just let people make the decision,

  • because I don't wanna push somebody

  • into something that they're not prepared for.

  • They're gonna be a horrible client.

  • We need to teach them that, hey, this is the exact reason

  • you need to do this. - And they need to have,

  • they need to be emotionally invested into the decision.

  • That they own the decision, right?

  • - Yes, and I tell them, "Hey, listen, you know,

  • "there's only three reasons you shouldn't do this today."

  • "Uh, you know, there's actually more,

  • "but, you know, you're not prepared to be decisive.

  • "You're not committed and prepared

  • "to back this commitment with time and money,

  • "because that's what a true commitment is,

  • "and you're not prepared to resolve,

  • "because there's gonna be battles.

  • "And every battle's gonna get bigger,

  • "but the rewards will get better."

  • So we're just very transparent about what's coming, right?

  • And we tell people, we're not looking for clients.

  • I'm not, I don't want another client,

  • I want a success story.

  • I wanna feature them on a show, becoming an entrepreneur.

  • We've got an awesome show.

  • This has been what's driving our coaching program.

  • We have better case studies than anybody else.

  • - I love it.

  • I mean, we could talk closing, marketing, all day.

- How do you scale a business through Instagram

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如何利用Instagram DMs賺錢 (How To Make Money With Instagram DMs)

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    林宜悉 發佈於 2021 年 01 月 14 日
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