In 2025, this is truer than ever, with the rise of direct messaging (DM) as a powerful tool for building relationships, establishing trust, and closing sales – right in your inbox.

DM selling isn’t just about casual conversations; it’s a strategic art that, when done right, can skyrocket your revenue. From low-ticket offers to high-ticket transformations, it’s intimate, efficient, and scalable. Unlike ads or emails, DMs allow you to build trust quickly by personalising interactions, eliminate objections through real-time dialogue and conversation, and shorten the sales cycle by delivering tailored solutions.

But not all DMs are created equal. To convert effectively, you must adapt your messaging based on the type of offer you’re selling. Let’s dive into some of the most effective strategies.

1. Ask qualifying questions from the get-go

Asking specific and intentional questions upfront helps you get to know your potential client and filter out people just browsing and focus on the action-takers. Try simple but specific questions like: ‘What’s your biggest goal right now? How are you ready to make it happen? Explore their goals and challenges, with questions that look to the future. “Tell me more about your goals for the next 6-12 months. What’s stopping you from getting there?”

2. Take the lead

Stop the lengthy explanations and focus on outcomes and emotions. Swap reeling off features and instead focus on how they’ll feel after working with you. Clients buy transformation and emotion. Not logic. Here’s an example sales phrase you could use: “Based on what you’ve shared, [offer name] is perfect for you. It includes [three key features] to help you [desired outcome] without [pain point].”

3. Showcase social proof

When clients see others achieving the results they want, it builds trust and speeds up sales. So use your current client’s successes!

4. Start with selling low-ticket offers in your DMs

Low-ticket offers are ideal for introducing new clients to your world. The focus here is simplicity, clarity, and excitement. Keep the tone light and celebratory, minimising friction and making it effortless for them to say yes. For example, try: “Thanks so much for requesting access to [offer]! This is going to help you get [desired result], and I’m so excited for you to dive in. You’re going to love it!” From here, you can choose to leave the conversation, allowing them to enjoy the offer, or then open up the dialogue, learning more about their needs and nudging them toward more mid- or high-ticket offers.

5. Keep the pressure off

If you’re selling something higher-ticket, then you’ll need highly personalised, solutions-oriented, and non-pressurised conversations, and you can absolutely do this in your Instagram DMs! The key is to listen deeply: The best DM salespeople ask great questions and truly hear their potential buyers. Make sure to respect the relationship: Stay conversational, avoid pressure, and always leave room for follow-ups.

Moving into 2025, selling in the DMs isn’t just a skill; it’s a superpower. By mastering tiered DM scripts and tailoring your approach to the unique needs of each potential buyer or client, you’ll create meaningful connections and conversions that transform your sales and business.