Transcription
I've sent probably close to 100,000 DMs over LinkedIn, Instagram, and Facebook DMs for my agency, as well as dozens of other agency owners like this, this, this, this, this, this, this, this, this. And also coaching in several programs with hundreds of students like this one, this one, or the main one that most of you guys know when he says, "Here in my garage," this one.
Now, this isn't to impress you, but to express to you I have a lot of data. And data is how, and numbers is how business speaks. So, today I'm going to share with you all this data that I've learned over DM outreach and how to make it actually work and get you appointments for your agency to scale beyond 10K to 30K to 50K plus.
And to be transparent, some of them are very fundamental. Like the very first one I want to tell you is you must have a compelling offer. No matter how good your profile is, no matter how good your script is, if you don't have a compelling offer, no one's going to book an appointment with you and see how your service can help their business.
But truthfully, there's a lot of secret ways and tactics that I've learned in this day and age, in 2025 going to 2026 and in the future, that will help you still get more appointments and scale your agency. So, instead of sending tens of thousands of DMs like I did, I'm going to compile all this data into another 8 to 10 minute video for you to learn from my lessons and obviously get more appointments.
The whole reason I'm doing this is so that you don't fail in the DMs and ultimately build a successful business that actually helps real businesses out.
Okay, so starting with the first one, I already alluded to it, which is having a compelling offer. I'll make this one quick because I talk about this on a lot of different videos. On my LinkedIn videos, on my Instagram videos, on my paid ad videos. But essentially, you just need to have a compelling offer that speaks to your market and what they really want. And chances are, they want a variety of different things, but you just need to hit on one of their desired outcomes, which is generating more leads, getting higher quality leads, or helping them understand that, you know, they just need to nurture their leads and close better deals.
Now, if you're not doing lead generation, you know, like branding, obviously talk about how you can make them the go-to real estate agent or celebrity in their area, something that they desire. Something that can help you with that is actually adding in a risk reversal, such as saying, "Hey, if we don't achieve this in the time that we expect you to hit, then we'll work for free until we do." Or you can be more aggressive and actually say, "I'll actually give you a full refund, um, and 500 bucks back." I've seen a lot of agency owners do that. It really just shows the confidence and the tangible, uh, reward and outcome that they can get, which makes it more valuable. Hence why they would want to hop on a call with you.
Now, we probably have seen offers left and right, especially if you're at 10K, 50K already. You already have an offer, but it's still saturated. How do you separate yourself? And that brings me to my second thing, which is leverage a ton of case studies. That is something no one can take away from you unless they literally steal it from you. So embed that into your scripts. Have them check out resources like your, even your profile page, so that they can see that you've literally helped several car detailing companies or dentistries. Put that on your YouTube video, just like this, so that people can actually look at it and be like, "Wow, okay, he actually can walk the talk. He's not just making some random offer like an agency owner under their mom's basement, you know."
But having a strong compelling offer is just one piece of the foundation. The second piece of it is, of course, volume, right? We always say volume is king. I have some agency owners, believe it or not, thinking that 20 messages a day was is good right now. That's completely false. I used to do 100 DMs a day back in 2021 so I can get four to five new clients for my gym agency. All you simply need are more accounts. And there's obviously automations out there that you can leverage, such as ours for LinkedIn, which I won't go into, but it allows you to literally add as many accounts as you want. Someone literally is using 25 accounts on that software. So they can send virtually a thousand connections a day in their industry. Now, you can see over time, someone sending a thousand connections, for example, that's 30,000 in a month. They're probably going to get like 50 to 100 appointments in their industry respectively, versus someone who's just sending 20 connections or DMs a day. They're probably going to get four to five appointments a month, which is so low.
But then here's the real truth and what's really going to separate you in 2025 and again in the future is having personalization. So it's not enough to just spam people with the same messages over the pitch in the Instagram DMs, Facebook, or LinkedIn DMs. Custom tailor, even if it's just a couple of phrases, such as their name, their city, their business name. There's also tools like ours on LinkedIn where you can actually customize the entire first message or the first sentence of the first message where it says, "Hey, I see that you're in Seattle, Washington. If I'm ever there and swing by, I'll invite you out to Candless. Never been there, but I heard it's super delicious, a restaurant." You see, that really feels personal because it's in their specific area and it's a specific restaurant that is super popular and high-end. And then you just get straight into the pitch. But at the end of the day, that seems very personalized.
So, if you can couple having a compelling offer, high volume, and personalization, that is the key for the foundation right there.
So, here's the fourth strategy, and this really has doubled the amount of appointments I got. So, pay close attention. Follow up with your leads. That's it. Look, you and I know that we are not living in the DMs. In fact, if you try to reach out to me right now, like I have ZenScreen. I'm not a paid partner of them, by the way. But like, it stops me from going on social media because I want to stay focused making videos for you. So, you obviously want to get in front of them as fast as you can, right? Speed to lead. Once they reply back, reply back to them ASAP. But, um, sometimes they're just not going to be there because they're busy taking care of a client, a patient, a job on the roof. So make sure you have follow-up strategies in place for literally 7 to 14 days, right? Simple stuff though. Don't be salesy. Uh, just say, "Hey, what's up? Hope everything's all right." You know, yesterday, as I'm making this video, it was 4th of July. So sometimes you can just simply wish people, "Hey, happy 4th, man. When you're back on the laptop, just let me know when's a good time to have a quick chat with you." Right? If you guys, if he was interested, he or she was interested in your service.
You know, personally, I haven't really done a lot of gifts. I don't really see that working or haven't seen that working in my industry. But I will say what has caught me personally as an agency owner who does DM outreach and people who do DM outreach to me, um, is a simple Canva graphic of like a "wanted" photo. Like this is so funny. And he just puts my face that says, uh, "Wanted dead or alive," for being ignorant in the DMs. And I thought that was hilarious. But, uh, essentially, you know, you can do whatever. Just keep testing and just keep following up. The worst thing you can do is just letting an interested lead die out, um, and then they lose interest over time.
Now, let's say that you actually booked an appointment. This is actually for show-up rate and increasing because at the end of the day, it's not about how many booked appointments we get. It's also about how many appointments are shown, right? So, one thing I like to do once someone says, "Yeah, I'm interested. Show me how this works." You know, we figure out a time, earliest time and availability, we go ahead, book that in. What I like to say is, "Hey, did you get our text and email confirmation? Just making sure you got that right?" Make sure that they actually receive the email so that they can put it on their calendar and the text message reminders. They just simply say, "Yep, got it. Sounds good. Looking forward to it."
And the second thing I like to do on top of that is say, "Awesome. I know we just reached out to you. You're probably wondering who we are. Go ahead, check us out, who we are, uh, and see if, of course, this is the right thing for you. But, you know, again, this is just a quick call, right?" They'll do their diligence. They want to know if this call is going to be worth their time. Sure, they raised their hand and, you know, the DMs and said, "Yeah, this is interesting, but who the heck is Marcus? What did they do? Is this helpful? Should I just cancel this meeting?" Right? And so, that's where you want to give them proof that, hey, this was and validate that this was the right decision. Let me show you what we do and how we've helped similar businesses like yourself.
Now, this is just a more of a mental tip for you guys, especially in home services. But once someone gives you a positive reply, speed to lead is ultra important. These guys are working on the jobs daily. And this goes again for any niche, but specifically with home services, we once had an agency owner who, I will seriously tell you, had a 40% show-up rate on the booked appointments we brought. And, you know, was it some people who were just not interested? Sure. But mainly it was because he was not speed to lead to the calls. We had someone else in the same industry who literally would get on the phone once we booked someone in. Even if it was, you know, booked appointments for tomorrow, he would call them and say, "Hey, this is Marcus, owner PK Media. I saw that you had a call with one or you talked to one of my team members over the DMs. I was just curious if you have 5 to 10 minutes right now to chat." And the person's like, "Yeah, I was actually just texting your lady or your team member just a moment ago. Yeah, I'm sitting in my car. What's up?" And then you go straight into the actual intro call.
So, Alex Emozi talked about it very well, but honestly, some business owners just will go with some, uh, agency owner or marketing company or someone for their service just strictly based off convenience, right? So, you know, you just got to be the first one to it. And you can also speed up the process and say, "Hey, we can make that second call or that call tomorrow, a Zoom call, and see if it works." Rather than pushing that call out weeks later.
Now, this goes without saying, you know, if you're already at 10 to 20K a month, just make sure to keep track of your KPIs. That's another thing that I want to share with you here is I just track messages sent, replies, and you honestly can track non-interested replies and then positive replies. Those two together, uh, so that you can see the ratio of like how many people message you back negative, like, "No thanks, I'm not interested, get out of my DMs," or the third being like, "I'm interested, show me how this works, let's have a chat," and then booked appointments, right? And then from booked appointments, of course, the bookings shown, shown intro calls if you're doing two-call close, to demos, and then of course demos to offers, you know, where you actually show the price, and then price to close. So those are the actual KPIs that I track, um, on a daily, daily basis or have a virtual assistant tracking it for our clients.
Now, this will be an interesting one, but specifically for LinkedIn, you know, because it's a B2B platform, most likely you're using your own profile to do this, but make sure you optimize your profile to who you're helping, right? A lot of people just say, "I'm a marketing company helping marketing, uh, helping business owners generate leads." That's so vague. Who are you targeting? Right? When you connect with someone, your client avatar, you want to speak directly to them. So, I'll, you know, you can check out my, um, LinkedIn profile. I'll try to drop it somewhere here in the descriptions, but I literally say, you know, when I was working with, uh, lawyers, I used to say, "Helping lawyers and law firms get more pre-qualified MVA cases on a pay-per-lead basis." So, you can kind of see I had who I'm helping, how I help them, what I actually specifically get them, not just like slip and falls. That's not what they want. They want MVA cases, motor vehicle accident. And then, um, on my pay-per-lead basis, which is a nice risk reversal, really shows confidence and honestly it draws a lot of people's attention. And then again, in my About Me, I kind of talk about who I'm going after, why is this helpful, why do I develop this system? Again, why is this beneficial to you? What you should do if you're interested, uh, is just simply DM me. And I had a couple of people actually DM me that were lawyers and seeing how this works.
Now, here's the last thing I want to share with you, and this is very mental. It's just being consistent. To be transparent, this tip is probably the most important one because nothing matters if you're not consistent in the DMs, right? If you've done cold calling, done cold email, done anything cold outreach, or even stopped your paid ads for a while, you'll realize the results will just tank really fast. So now, this is a great book written by the author Jeb Blunt called Fanatical Prospecting. And there's a framework called the 90-day rule where essentially, if you stop, for example, one week during Christmas doing DM outreach, you might not feel it the first week of January. You might not feel it all of January, but in February, you're going to realize, huh, I don't have a lot of leads. I don't have a lot of people on my calendar. It's probably because you actually stopped prospecting for a full 7 days where you usually hit up say 1,400 people if you did 200 DMs a day. And now there you have less people to follow up. You have less people coming back to you, and it starts to actually, you're going to feel the effects, you know, 60 days, 90 days down the road. So do it for your future self to actually go ahead and keep doing it consistently.
Now, as agency owners, if you're already at 10K plus, chances are you're not trying to do this yourself. You're not trying to bog yourself down and doing the DMs for hours like I did mistakenly. You can either hire a VA, you can find an automation, but usually, you know, you got to train them up. You got to build out SOPs still. And you don't want to obviously come off spammy with automation. So, that's why I have a DM outreach system. And that's why we've been sending hundreds of, uh, DMs for other agency owners, a lot of them doing local service-based businesses.
Now, this isn't a pitch, but if you are genuinely someone who's already at scale and want to keep scaling, but not build out their own system and try to go through the weeds and test everything out, just check out this video below. It'll show you exactly how we're doing this for other agency owners and if it's the right fit to help you get more appointments through DMs. Appreciate you listening. If you did find this valuable, implement the tips, just like, subscribe. Always trying to help more agency owners out so you guys can continue scaling and becoming successful. Peace.