How to get prospects to convince themselves (and you) that you're the person they need to hire
The best solutions came from the strangest place
Your DM sits unread for the 4th day.
"Hi Sarah! I noticed you're struggling with client retention. I have a proven 6-step framework..."
You stop.
You delete.
You start over.
You check that restaurant thread again. Something different catches your eye.
It's not just that people offered help. It's WHO offered help and HOW.
→ A competitor restaurant owner: "What if we share suppliers? Your quality, my distribution?"
→ A food blogger: "I've been writing about chains vs. local for years. You're the story I've been looking for."
→ A Raising Cane's employee: "I eat at your place. Here's what my manager doesn't understand about our customers..."
They weren't being sold to. They were being asked to contribute their expertise.
The owner had stopped trying to convince anyone.
Instead, he asked: "What would YOU do with a restaurant like mine?"
And everyone became an expert with a solution.
This is the shift you're missing in your DMs.
Today, we're reversing your DM conversations - making prospects convince you (and themselves) why working together makes sense. Namely:
• The "reverse sale" that makes them talk themselves into hiring you
• How to make their expertise the reason they need yours
• Why asking them to teach you leads to them paying you
Let's get road on the show…
3 Ways to Make Prospects Sell Themselves In The DMs
1️⃣ Make Them the Expert on Their Own Solution
❌ Before: "Here's how I solve your problem..."
You present. They evaluate. You're auditioning for them.
✅ After: "Your approach is interesting - why do you think it works better than the traditional way?"
"Saw your post about handling discovery calls differently. I've been teaching the old school method but yours seems smarter. What made you develop it that way?"
Now THEY'RE explaining. THEY'RE teaching. THEY'RE convincing.
And once they explain their genius approach, they realize they need help implementing it.
How to reverse the expertise:
Highlight something unique they're doing
Ask them to explain their reasoning
Position their way as potentially better
Let them teach you their method
Then offer to help them scale it
2️⃣ Challenge Them to Prove Their Point
❌ Before: You defend your methodology.
"My system works because of these 7 reasons..."
✅ After: You challenge them to defend theirs.
"You mentioned that templates don't work for high-ticket sales. Interesting. I've been teaching templates for years. What makes you think the personal approach converts better? I'm genuinely curious."
They start building the case for exactly what you offer. They convince themselves why templates don't work. They sell themselves on needing custom solutions.
You just guided them there with questions.
How to create productive challenges:
Question a common belief they hold
Ask them to prove their position
Share an opposing view casually
Let them argue themselves into your solution
Thank them for changing your perspective
3️⃣ Ask Them to Fix Your Problem
❌ Before: "I can fix your conversion problem."
✅ After: "I'm stuck on something similar - what would you try?"
"I'm working with a coach whose DMs get opened but never responded to. You mentioned you cracked this - what would you look at first?"
They diagnose the problem. They suggest solutions. They demonstrate their thinking.
Then you say: "That's brilliant. Want to apply that to your own situation together?"
They just sold themselves on the solution AND on working with you to implement it.
How to get them solving:
Present a client problem as your own
Ask for their diagnostic approach
Let them show their expertise
Connect their solution to their situation
Offer to implement their wisdom together
That’s It!
Here's what you learned today:
→ People trust solutions they create themselves
→ The best DM sale is the one they make to themselves
→ Your expertise is knowing what questions to ask
Start with this…
Next DM, instead of explaining your solution, ask them to explain why their current approach isn't working. Watch them sell themselves.
PS: Tomorrow I’ll deliver the final lesson from that dying restaurant - and the one DM change that makes everything else irrelevant.
Want to master the reverse sale in the DMs?
Today's paid members get:
✔ The Reverse Sale Formula
✔ 20 questions that make prospects convince themselves
✔ Word-for-word templates for reversing any DM conversation