Sell By Chat Playbook

NOTE: This document is part of my Elite Coaching Program.

This SOP can help you generate sales directly through Instagram DMs
without the need for traditional digital marketing strategies like funnels,
VSLs, ads, or sales calls.

Our approach is building an authentic online presence by sharing

unfiltered, genuine content that reflects your personality, interests, and
values.

The objective is to break down trust barriers with the audience, turning
followers into leads and ultimately into customers through a strategic
sequence of steps:

● Creating impactful content

● Initiating conversations (opens)
● Qualifying leads
● Making tailored offers
● Employing a systematic follow-up process

The method prioritizes personal interaction and relationship-building over

traditional sales techniques.

This process is not just about selling but creating meaningful connections
and demonstrating expertise that feels authentic and relatable to the
audience, ultimately leading to sales without more invasive or costly
marketing strategies.

That's exactly what my Elite Coaching Program offers!

Message me “Coach” on Instagram if you’re interested in learning more.

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 Sell By Chat Playbook

OPENING
Your role as an Elite Opener consists of 3 core responsibilities:

1. Generate a pipeline by reaching out to all new engagements within

the social platform(s) that you’re managing.

2. Utilize the opener script to warm up and qualify prospective clients.

3. Once qualified, quickly pass the conversation to your Closer and

ensure no conversations slip through the cracks.

Opens & Followups examples are here [Insert here]

Sourcing Opportunities
Openers are responsible for finding qualified opportunities using your social
media accounts.

1. Notifications
● New followers/connections
● Story views
● Comments
● Likes

2. Inbox messages/requests

3. Mentions / Tags

Note
Opportunities To Look Out For:

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● If people message about speaking:

○ Share the speaker map and ask…
○ Which dates were you thinking? Exact location?

Pre-Qualifying

1. Determine if the lead is a potential fit (CEO, Founders, Business

owners doing over [Insert here])

- Avoid opening inactive accounts.

- Look for business links
- Look at LinkedIn profile
- Google name/business name
- Check social bio for “Entrepreneur” and/or link to their business

2. Verify they’re not already a customer / already in communication on a

different channel:
- [Insert here]

Starting the Conversation

IMPORTANT: We always read the entire conversation to seek

understanding, and we never repeat ourselves.

Always use short sentences, minimal punctuation, react with/use emojis

when appropriate, and end with a question.

WE SEEK TO UNDERSTAND RATHER THAN SELL THEM.

The most effective opens are personal (say something about their profile
that a chatbot wouldn’t or couldn’t).

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- [Name]!
- Appreciate the [action taken] ex: follow, share, like, etc.
- [Personalized comment] ←These work best
- What’s up?

ONE QUESTION “either-or” (Always end with the question you want a
Yes)

- Are you here for the vids or looking to grow your business?

Qualifying & Relationship Building

World-class questions show interest in the prospect while gathering
information that will help us facilitate an effective sales conversation.

- Tell me a bit about the business. Team size?

- How long have you been building?
- How big is it currently?
- What do you love most about it?
- How long have you been following my stuff?
- What are you struggling with?
- Want to dig in a bit and see if I can help?

Using the A — B Method stretches the gap.

Building urgency and conditioning for the sale is critical early in the
conversation.

We can utilize the A — B Method to consistently and effectively move the

client from prospect -> interested -> committed.

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The A—B Method is a sales tactic that requires the seller to collect three
simple pieces of information in order to quickly uncover pain points that we
can later use to close the deal.

1. Where is the business now? (Point A, Current State)

2. Where would you like to be in 12 months? Or… Where SHOULD you

be? (Point B, Ideal State)

3. What is the primary roadblock between Point A and Point B? (Biggest

challenge)

4. \What are 2-3 things missing to get to [Desire result]?

5. What do you need most so you’re able to get to {outcome}?

Core Principal

Reward/praise the client for answering back throughout the conversation,

especially when they give answers that move the conversation closer to the
sale.

(Any headache/challenge within the biz, admission of not having the

answers or expertise to reach their goals, etc.)

Leave an emoji (heart, flex, thumbs up, eyes) on any response that leads
closer to the sale and follow it with an immediate response.

- Appreciate that [Name]

- Got it [Name] or Understood or 100%
- Ok, so making progress
- Checked out your site

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- Looks interesting
- Love it
- I hear you
- I’ll take a look
- Struggle is real…
- Sounds like you’ve been busy…
- That sucks
- What I’ve found is…

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CLOSING
Your role as a closer consists of 6 core responsibilities:

1. Quickly and seamlessly take ownership of conversations passed to

you by the opener.

2. Ask direct questions to gain crystal clear understanding of:

a. Where they are in the business now
b. Where they’d like the business to be in the future (usually 12
months from now)
c. What’s stopping them from being there?

3. Challenge limiting beliefs and their commitment to accomplishing

their goals.

4. Draw out and pre-handle objections before making the offer.

5. Make the offer.

6. Follow up relentlessly until confirmation of enrollment.

● Note: Chats should be passed along only after the Opener has
confirmed qualification, established a relationship, and found (at
least) the tip of the iceberg of the client’s pain point. Now, we dig
deeper.

Current State

- Where are you at today on those dimensions?

- How many customers would you need to acquire?
- How big of a team would you need?
- How do you generate leads now?
- What do you think you need to move faster?
- What have you tried so far?

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- What do you think you need most to [solve x]?

● Note: Make them feel seen and heard by mirroring their pain/goals
back to them.

- I get that… but growth doesn’t have to mean more hours

- Working on building better systems… I see
- Need funding… ok
- Working on scaling… 100%
- Building authority… yup
- Uh oh
- Oh no

Desired State
Determine where they want to be / what their goals are and suggest we can
help.
- What’s the big goal with it?
- 12-month vision
- Need a vision to build towards…
- In 12 months, what kind of life would you like to create?
- Income? Team? Lifestyle?
- I need specifics
- What’s the big goal with it?
- What kind of lifestyle would that allow you?
- How will you spend your time?
- How would your family benefit from that?

Challenges
- What’s missing to reach [insert goal]
- What else?
- What have you tried?
- How long has that been going on?

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- What’s holding you back or getting in the way of building that? Top 3?
- What are the top 3 things getting in the way or slowing you down?
- What's been stealing your focus from making X your priority right
now?
- How will you feel if you’re in the same place a year from now?
- How much money have you missed out on because of that?

Leaning out
The fastest way to lose a sale is to oversell. We must lean out when
prospects are leaning out.

- All good dude

- Can only help people swimming toward me
- Only working with the doers
- Here, when you’re ready to level up
- Circle back when you want to move faster
- Typically only work with those who are 110% committed to their vision
- Let me know if you get stuck or want to move faster

Solution

- Totally. ^ Those are my jam/help companies all the time

- These are areas I explicitly work on when coaching clients
- This is what I do at the highest levels.

- Are you working with a business coach

- Are you working w/ a biz coach?
- Have you ever worked w/ a biz coach?

- Do you want help so you can [outcome]?

- Just launched a new coaching program for the book… weekly calls
with me / playbooks/support
- Help accelerate + accountability
- Working with some of the best in the [insert their industry] space

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- Unpacking how I scaled to $50M in 5 years

- Small curated group by invite only
- Only working with the winners
- Interested?

If they show interest, we set the stage for the offer.

Core Principal

If a lead becomes unresponsive, you must follow up shamelessly and

relentlessly.

Time is the killer of all momentum.

The most effective conversations take place over the course of a single day
from start to finish.
- Get my note?
- Ping^ ;)
- [Name]?
- Sorry, I got busy (play dumb)

● Note: Tailor your solution to their specific needs & challenges

- [Insert need] to ramp up to [goal] is right up my alley

- Have helped tons of clients:
- Move out of overwhelm and into clear action
- Quickly build a reliable customer acquisition engine
- Dial into their perfect customers and nail their messaging
- Build consistent lead flow so they can feel more stable in
their revenue
- Get clear on their data to be able to make confident
business decisions

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- Buy back their time so they can focus on growing the

business
- Achieve their perfect exit
- Build a life they never have to retire from

- Last year on average, I helped my clients reduce their churn by

32% and multiply conversions by 9x
- I’ve helped my clients raise over $600M
- Provide the sequencing to scale
- This is right up my alley
- Do you want help with solving X?

Testing Commitment

- I could help you crush it…

- But I need you to be committed
- How important is this to you on a scale of 1-10?
- Is this a now or a later thing?
- I only work with action-takers. The clients that hit their targets are
committed. Are you ready to commit or would you rather settle?
- Good enough is the thief of incredible
- Is this a NICE to have or a MUST-have?
- Is it a new thing?

● Note: A chat should have at least 9 messages before moving to the

solution or offer.

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OFFER
Send the following messages in rapid succession immediately, followed by
the full offer below.

- Here’s what I got… 2 options.

- Regardless you get weekly calls with me
- Helping you become the person who can effortlessly achieve
next-level outcomes
- Teaching you the frameworks from my book
- Once you read just let me know if you are IN, or have any question

Offer Template

[Private Program Name]:

- [Insert Time] private call once a month
- [Insert level of engagement] chat support
- [Insert Network Access] to experts
- + Includes everything in my [Group Program Name] Below

[60% of 12-month price] for 6 months or [Insert Price] for 12 months

Or…

[Basic Program Name]:

- [Insert Time] group call per week with me & group
- [Insert Name] Tasks
- Implementation Support
- 24/7 with my private all-access group
- [Insert Bonuses] ex: AI Prompts, SOPs, Process

** [20% of 12-month price] per Month, or [80% of 12-month price] for 6

months or [Insert Price] for 12 months.

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What we do that no other group does:

[Insert 3 to 4 benefits that is exclusive to your program]

Social Proof

- [Insert Here]

Payment Links

- [Insert Here]

- Click the link ^ fill it out (takes ten seconds)

- Lmk when it’s done
- Standing by
- Got some goodies to send ya ;)

Post Close

After they send a screenshot, commend them for their decision.

Reinforce that they’ve made the best possible move for themselves and
their business, and set the expectation.

- Super pumped to work with you!!

- How ya feeling? Nervous? Excited? Ready?

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WAIT FOR ANSWER

- Hahaha, all good emotions.

- Here's the deal
- Calls are every Wednesday
- Lock in your calendar
- Get into the app and complete the onboarding checklist
- You are going to be part of a community that are givers and creators
- Just show up to weekly calls
- I don’t care what comes up commit
- If you commit I’ll make sure you don’t fail
- Let’s rock it!

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FOLLOW-UP
If you are in the conversation and the client ghosts you for an hour, here is
what you need to do:

Step 1

After 30 minutes, go into the conversation and LIKE one of the messages
they’ve sent you or genuinely engage with their profile.

Step 2

After 60 minutes, ping them using one of the following bumps:

- Get my note?
- Ping^ ;)
- [Name]?
- Sorry I got busy (play dumb)
- Sorry if I offended you…

Step 3

If the client has not responded to any of the above messages, do not follow
up again that day. Follow up the NEXT day and say “Morning!”

● Note: Follow up sequence afterwards should be 24 hours, 3 days, 7

days, 14 days, 21 days.

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OBJECTION HANDLING

1. Money Objection

“Too expensive, can’t afford it”

Message 1: Totally get it. Finances aside, what do you think about the
program?

I love it, blah blah.

2. Time Objection

“Don’t have the time”

Message 1: Totally get it! You want to make sure you have time to
implement

Message 2: Some of our best clients see results with as little as 2 hours a
week

Message 3: Do you think you could find 2 hours to “get to your goal?”

If they say yes…

Message 1: One of my mentors said “If you don’t sacrifice for what you
want, then what you want becomes the sacrifice”

Message 2: Are you willing to sacrifice a bit of leisure and downtime to

build your business, so you never have to work another job again?

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If they say yes

Message 1: It sounds like you’re ready to get started. What about the
program stood out the most for you?

3. I want to do it on my own objection

Message 1: Totally get that! And I respect your hustle. Is that the only thing
holding you back, is that you want to try it on your own?

If they say yes….

Message 1: Okay awesome. Let me ask you a question… Is that what

you’d advise your potential clients to do?

Message 2: If you try and do it on your own, in the process you could waste
months when you could just get the result faster

Message 3: I mean that’s why your clients hire you, to get their results
faster. Would you rather spend 3-6 months trying to figure it out on your
own? Or would you rather start with me today and I guarantee you that you
will sign clients in the first 30 days?

If they say yes….

Message 1: It sounds like you’re ready to get started. What about the
program stood out the most for you?

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4. I don’t want the big 12-month commitment objection

Message 1: Totally understand! Is the 12-month commitment the only thing

holding you back?

If they say yes…

Message 1: Tell you what… why don’t we do this?

Message 2: Start with the monthly and I will let you upgrade after we get
some quick wins.

Message 3: And if you’re not satisfied with those results and are not happy,
you can just cancel no questions asked

Message 4: Would that make it possible for you to get started today?

If they say yes…

Message 1: It sounds like you’re ready to get started. What about the
program stood out the most for you?

5. If they say they’d like to start next week

Message 1: Amazing! I love it! What’s holding you back from getting started
today?

They say blah blah

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Message 2: The truth is that 99% of the time when people say “next week”
it really means “ne-ver.” So instead of doing that, why don’t we get started
right now, and together we can start building your dream business together.

Message 3: As a coach, if I let you off the hook, I let you down, and I’m not
prepared to do that. Don’t you think it’s time to fully commit to your goals
and dreams?

Once they say yes…

Message 1: It sounds like you’re ready to get started. What about the
program stood out the most for you?

THEM: If they say something along the lines of

“Give it to me for free and then I’ll pay you back with the money I make in
the program”

Message 1: I have to honour my other clients’ investments + when you pay,

you pay attention!!

6. Hail Mary Objection

You’ll never receive one penny more than you think you deserve

Your self-worth is everything

It’s not about working more

It’s about increasing you’re internal value

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Right now, you don’t believe you deserve my coaching … or that YOU will
take advantage of that.

That’s internal self-worth

So my question to you is… are you ready to make an investment in YOU?

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