[151] How to Finally Stop Wasting Time in the DMs with New Potential Clients
We’ve all gotten the dreaded DM that says, “Balayage, how much?” And, after todays training you’re going to know step-by-step how to vet potential clients in the DMs easily (and without quoting them or giving them hair advice AKA no free labor)!
This is for you if…
You feel like you attract discount buyers
You want to book clients that you know are the right fit
You keep getting new clients who only come one time and then don’t come again
I’m excited to talk about this today because DMS are truly the wild west in business. And they leave a lot of room for miscommunication and misunderstandings.
****A lil disclaimer before we dive in - always give people the benefit of the doubt. So much is automated nowadays that when you get those short messages without a hi-hello-you’re amazing, please remember that people can assume they’re not talking to a real person. Be careful not to jump to judgements and dismiss people who can be truly amazing clients!
HERE ARE 5 WAYS TO STOP WASTING TIME IN THE DMS!
There’s a reason why those messages like, “Balayage how much,” don’t turn into booked appointments - and it has nothing to do with how they were started - it’s that we DON’T KNOW how to have a sales conversation and get to the heart of the matter! We put ourselves into a REACT vs LEAD role and so I’m going to show you how to flip that totally on it’s head!
1 - Express Gratitude
No matter what the message sounds like or if we “love” the approach - we have to remember that a real live heartbeat is on the other side of that screen! And that heartbeat has taken time out of their busy life to find your profile, go through your work and reach out to you. So every response to a new message should start with - “THANK YOU so much for reaching out to me!! I’m so happy to hear from you”
2 - Go from RESPONDER to LEADER
The next step is going to be to take back control of the conversation. Whatever the reached out for or asked about (unless it’s directions or hours) we are going to turn the tables a little bit and turn this from interviewing YOU… to them being interviewed.
Ask them, “Is it cool if I ask you a couple q’s to make sure we’re the right fit for each other?”
3 - Ask Questions vs. Judge
Look, I’ll be honest. I’m in the Hair Stylist Facebook groups - I see what you all say and think about messages that come in. If someone says they have a budget, you judge them as being “cheap.” If someone doesn’t start the conversation out with, “Hello, how are you,” you dismiss them as rude and inconsiderate. We jump to all kinds of conclusions based on ONE sentence.
Instead, I want you to actually find out if you’re a good fit to work together. If you’re not - I’m going to share how to decline, too.
Put together 3 questions you think are important for example…
…. do you take your hair health seriously?
… tell me a lil about your hair routine
… what kind of maintenance are you looking for?
There’s no RIGHT answer - it’s just getting to know them and feeling them out.
Notice - you’re NOT asking them for pictures, starting to formulate in your head, price quoting, etc. This is NOT a consultation. This is about discovering their commitment and desire.
4 - If You’re NOT a Match
Kindly decline in a “it’s me, not you” way.
For example… if they say they don’t take care of their hair health you can say, “Totally understand that!! Right now I’m only accepting new clients who are serious about their hair health because I know that we can get them where they want to be. I share tons of free tips on my page here though for you to enjoy and I’m so happy we connected!! Let me know if anything changes in the future!!”
5 - If You ARE a Match
Invite them in. “I really think we would be an amazing match!! I’d love to see your hair in person and talk through what you’re looking for - are you free TUESDAY OR WEDNESDAY?”
If you're new here, welcome!! I'm Ren Lopa, the CEO and Founder of Wolf and Rabbit Inc Salon Marketing! I'm obsessed with helping hairstylists and estheticians make more money doing what they love!!
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