Podcast Summary: Shiny New Clients! —

Episode: The Best DM Strategy to Get Clients in 2026
Host: Jenna Harding
Date: December 8, 2025
Duration: ~15 minutes (excluding intro/outro and ads)

Episode Overview

In this episode, host Jenna Harding shares her proven framework for effectively selling through Instagram DMs, focusing on a strategy that centers integrity, deep listening, and client satisfaction. Jenna emphasizes why DMs are a low-pressure, strategic space for ethical sales conversations, outlining actionable steps for closing more warm leads without sleazy tactics. The discussion is particularly targeted at entrepreneurs, women-owned businesses, and anyone using social media and digital marketing to grow their client base.

Key Discussion Points & Insights

1. Why DMs Are the Best Sales Playground

• Low-pressure environment: You can take time to thoughtfully respond.
• Warm leads: Conversations typically start with already-engaged followers.
• Versatility: The strategy is applicable beyond DMs – to email, calls, and beyond.
• Quote:

  “If you're learning how to sell and you value doing it with integrity and not just using slimy tactics, DMs are really a perfect playground... you have time to be thoughtful as well as intentional and strategic with what you're saying.” (02:36, Jenna)

2. Selling with Integrity vs. The “Expert Trap”

• Understand, don’t project: Identify what the client really wants, not just what you believe they need.
• Dress Store Analogy:
  Jenna illustrates with a story—don’t sell someone sneakers when they asked for a cocktail dress!

  “They're here for the dress. Sell them the dress. You can talk to them about the sneakers at a later moment... but if they're here for the dress, please sell them the dress.” (05:31, Jenna)

• Client satisfaction starts with listening: Over-delivering on unrelated things leads to disappointment and poor referrals.

3. Practical Framework: The Two Steps That Change Everything

• Step 1: Discover Their True Goal
  • Ask open questions and listen closely.
  • Internally verify: Can my offer genuinely help this person reach their goal? If not, don’t proceed with selling.
• Step 2: Restate Their Goal Using Their Language
  • Rephrase their goal to ensure alignment and clarity.
  • This isn’t a “manipulation tactic;” it’s clear communication.
  • Allows the client to correct you if you’ve misunderstood, strengthening trust.

  “You're only selling them a solution if it's actually the solution they walked in here for today.” (08:30, Jenna)

4. Memorable Stories: Lessons From Real-Life Coaching & Operations Management

• Mindset Coach Experience:
  • Jenna wanted a simple solution, but was offered a bloated package filled with irrelevant bonuses (“I came here for bread and eggs. Why are you selling me an ice cream cake?” (06:59, Jenna)), which made her second-guess the purchase.
• Operations Manager Experience:
  • Needed help with project management, but received unrelated “value adds.”
  • Ultimately, the engagement ended in frustration because her core ask went unmet.

  “If you sell someone a bag of lies, you're not getting the positive testimonial and the referral, right?” (11:24, Jenna)

5. Scripts & Real-World Example for Closing in DMs

• Closing Loop:
  • After clarifying and offering, reconfirm the client’s goal at the end using their own words.
  • Example sales close for “Melissa”:

    “All right, Melissa, you came to me today because you want to get more followers on Instagram, but more importantly, you want those people actually booking your tarot readings with you... Did I get that right?” (13:03, Jenna)

  • Only after confirmation, present your offer as the tailored solution.
• Don’t Overwhelm With Extras:
  • Focus on their stated problem and only introduce additional benefits once they’re committed.

  “I'm not going to overload Melissa in this moment with all of this other stuff. I'm going to focus on what she said to me and why she is here, and then I'm going to deliver the heck out of my program.” (14:17, Jenna)

6. Universality of the Method

• The process works just as well via email, live sales calls, your website, and beyond.

Notable Quotes & Memorable Moments

• On avoiding sleazy sales tactics:

  “We're not doing this because it's going to psychologically trick them. We're doing this because this is how you talk to someone and get them into the right room if that room is right for them.” (08:11, Jenna)

• Re: Client’s Frame of Mind:

  “Instead of thinking about yourself as the person who's selling right now, think of yourself as the person who's buying.” (07:07, Jenna)

• On the value of DMs:

  “DMs are such a great place to practice this stuff because you get to think before you talk or type. But all of this will work everywhere.” (15:02, Jenna)

Key Timestamps

• 00:34 – 03:20 | Why DMs are ideal for sales and how Jenna learned their value
• 04:02 – 06:20 | “Dress store” analogy & the importance of selling what people ask for
• 06:27 – 10:18 | Coaching & ops manager stories—why listening is crucial for satisfaction
• 11:15 – 13:30 | Jenna’s core two-step DM sales process
• 13:30 – 15:30 | Live example sales close and why not to overstuff your offer

Actionable Takeaways

• Always begin your client conversations by uncovering their core goal.
• Restate the goal to them for absolute clarity before proposing your offer.
• Practice this in DMs where you have time to reflect and refine.
• Resist the urge to upsell or “overdeliver” on irrelevant extras.
• This approach leads to more sales and greater client satisfaction.

Closing Thoughts

Jenna wraps up by affirming that mastering sales in the DMs—by listening first and selling with integrity—will be the cornerstone DM strategy for the years ahead. The tactics discussed aren’t just for Instagram DMs, but universal principles for selling with authenticity. For more nuggets, Jenna invites listeners to join her on Instagram or inside her Magic Marketing Machine community.