How to Sell in DMs After Posting Value
In the world of online marketing, direct messaging (DMs) has become one of the most powerful yet underutilized sales tools. When done well, selling in DMs feels like a natural continuation of the value you’ve already given in your content. But when done poorly, it can come across as desperate, spammy, or even manipulative.
The key to selling in DMs lies in one essential strategy: value-first engagement. You offer consistent, helpful, relevant content publicly, then guide people through a trust-based conversation privately. This method works especially well when you're targeting business owners, high-income professionals, or premium service buyers who don’t want to be “sold to.”
This blog post breaks down how to transition from posting value to selling in the DMs with clarity, confidence, and integrity. It also includes a detailed action plan to help you make this part of your daily marketing routine.
Why DMs Work (When Done Right)
Most purchases are emotional. People buy when they feel seen, understood, and supported. A well-executed DM strategy offers the most personalized version of your marketing funnel. Unlike ads or email, DMs allow for real-time human interaction.
But there's a catch. You cannot skip the trust-building process. That’s where your content comes in.
Before you even start messaging people, you need a solid foundation of value-driven content that positions you as:
Helpful
Knowledgeable
Consistent
Approachable
When people feel you’ve already helped them without asking for anything, they are more receptive to hearing your offer in a one-on-one setting.
What “Posting Value” Actually Means
Before you can sell in the DMs, your content needs to do the heavy lifting. You can't just show up in someone's inbox after posting memes and selfies.
Here’s what high-converting, value-packed content looks like:
It solves specific problems your ideal audience faces.
It offers clear takeaways, not vague motivational quotes.
It is visually clean, skimmable, and emotionally engaging.
It positions you as the guide, not the hero.
Examples of value content:
“Here’s how to fix your engagement drop in 3 steps.”
“5 mistakes business owners make when pricing their services.”
“A simple script you can use to follow up without feeling awkward.”
Once this type of content is posted consistently, your audience begins to associate you with real solutions. This is when the DMs become an extension of your public content, not a sales ambush.
How to Know When It’s Time to Sell in the DMs
A few signs tell you when someone is DM-ready:
They like, comment, or share your content repeatedly.
They watch your Stories consistently and react often.
They vote in your polls, quizzes, or engagement stickers.
They send you a message thanking you or asking questions.
Engagement = interest. And interest = permission to continue the conversation.
The goal is to treat DMs like a conversation, not a pitch deck.
The Flow of a DM Sale (Without Feeling Salesy)
Here’s the general order of how a DM conversation should go after you’ve posted value:
Engagement Trigger
This could be a story poll, a “drop a word” post, a comment on your value content, or someone replying to a reel.Open with Connection
Thank them, acknowledge their response, and ask an open-ended question that keeps the focus on them, not your offer.Qualify Softly
Ask a question that reveals their situation. For example:
“Curious — are you doing this on your own or working with someone already?”Pivot Based on Their Answer
If they show interest: ask permission to share a resource or offer.
If they seem unsure: offer more free guidance or let them know your inbox is open when they’re ready.
Present the Offer (With Permission)
Don’t launch into features. Frame it as a solution to a problem they shared.
“Would it help if I showed you how I help my clients with that?”Answer Questions & Handle Objections
Let them ask, and answer clearly. Be honest if it’s not a fit.Close Gently
Give them next steps.
“Here’s the link. Let me know if you have any questions.”
Or:
“We can get started Monday. Want me to send the invoice?”
The Mistakes to Avoid in DM Sales
Even seasoned business owners mess this part up. Here’s what not to do:
Don’t cold pitch right after someone follows you.
Don’t copy-paste robotic scripts. People can tell.
Don’t assume everyone who engages is ready to buy.
Don’t overload them with info. Keep it short and clear.
Don’t chase people. If they say they’ll think about it, give them space.
The DM Sales Action Plan
(To Be Used Weekly)
Step 1: Post Value Content
Aim for 3–5 feed posts per week that offer strategy, insight, or transformation.
Share 5–10 stories per day. Mix in behind-the-scenes, tips, polls, and screenshots of client results.
Include at least one clear “conversation starter” story (poll, slider, or question box).
Step 2: Engage With Engagers
Each day, look at:
Who voted in your poll
Who reacted to your stories
Who liked/commented multiple times
DM 5–10 of them a day. Your message should be personalized and match the tone of the interaction.
Example:
“I saw you voted for ‘Struggle with consistency’ on my poll. Happens way more than people admit. What do you think causes it for you?”
This doesn’t feel like a pitch. It feels like support.
Step 3: Qualify Quietly
Ask subtle questions that help you understand if they’re a potential client. You can say:
“Are you DIY-ing your content right now?”
“Have you tried anything that didn’t work?”
“What made you vote on that poll today?”
These build context. Don’t rush.
Step 4: Invite With Purpose
If their answers show they’re a fit, invite them into your offer.
Phrase it like this:
“Would it be helpful if I showed you what I normally recommend in this situation?”
“Want me to share the breakdown of how I help with this?”
“I’ve got a short walkthrough if you’d like to see what that looks like.”
This feels like help, not a pitch.
Step 5: Present Clearly
Once they say yes, deliver the offer in simple terms. Don’t overwhelm them with every detail.
Break it into three parts:
What’s included
How it solves their problem
How to start
Example:
“This is a 2-week marketing audit where I map out the gaps in your content and give you a roadmap. We’d start with a form and kickoff call. I have a slot open Monday if you’re interested.”
Step 6: Follow Up (The Right Way)
If they don’t reply:
Wait 24–48 hours before following up.
Say something like:
“Let me know if you need more time. No pressure at all.”
Keep the door open. Don’t guilt-trip them.
Step 7: Track the Conversations
Use a simple spreadsheet or CRM to track:
Who you messaged
What stage they’re in
What they said
When to follow up
Over time, you’ll see patterns that help you refine your process.
How to Sound Like a Person, Not a Salesbot
A big part of selling in DMs is tone. You want to sound like someone they’d talk to at a coffee shop, not a corporate brochure.
Tips:
Use voice notes or videos if it fits your personality
Mirror their tone (if they use emojis, you can too)
Be short, clear, and warm
Avoid jargon or technical terms unless they use them first
Closing Thoughts
Selling in the DMs is not about chasing people or being overly persuasive. It’s about connection, curiosity, and clarity. You’re not begging for a sale. You’re offering support in a more direct and personalized format.
When you show up with value publicly, and follow up with thoughtful questions privately, sales happen naturally. Your audience already trusts you. They just need to feel safe saying yes.
You don’t need to be pushy to be profitable. You just need a system, a rhythm, and the right tone.
