Bibles, Babies, & Business · 2025-11-24 · 14 min
Key moments - from our scoring
Substance score
34 / 100
Five dimensions, 20 points each
Cami Wilkie tackles one of the most challenging aspects of high-ticket coaching sales: knowing when and how to shift DM conversations from friendly chat into sales mode. The core principle is deceptively simple - don't offer solutions until your prospect has revealed a problem. Rather than trying to force a pitch, ask strategic questions that prompt leads to articulate their pain points organically. For example, when someone downloads a freebie but doesn't book a call, a natural follow-up like "What specifically made you want to download it?" invites them to share their struggles. Once they've revealed the problem, presenting your offer as a solution feels natural, not salesy. Wilkie emphasizes that conversations aren't equations; there's gray area and fluidity in DMs. She encourages coaches to lean on communication skills they've already mastered - we've all been talking since childhood - rather than overthinking scripted responses. This episode will resonate with coaches who feel confident in closing sales once conversations turn formal but struggle with that crucial bridge from relationship-building to opportunity presentation.
Wait for the prospect to reveal a pain point by asking strategic questions like "What specifically made you want to download this?" Once they share their struggle, presenting your offer as a solution feels natural rather than salesy or forced.
The right time is after someone has revealed a specific problem or pain point in conversation. Mentioning your offer before they've identified a problem feels premature and awkward because you're offering a solution they haven't realized they need yet.
Fumbled conversations are normal and not failures - you don't need to close every DM conversation, and there are billions of potential leads out there, so focus on learning from each interaction rather than getting discouraged.
Ask open-ended questions about why they took an action, such as downloading a freebie or showing interest in your content, which naturally prompts them to share the underlying problem they're trying to solve.
Our reviewer’s read on each dimension, with quotes from the episode.
The core insight about waiting for pain points before pitching is solid and useful, but it's presented with considerable repetition and filler. The actual novel framework occupies roughly 3-4 minutes of a 14-minute episode; the rest is re-explanation, throat-clearing about how hard DMs are, and motivational padding about communicating since toddlerhood. A smart operator would extract the actionable principle quickly but would wade through significant padding.
Wait for them to reveal a pain point. People typically feel awkward in the DMs about shifting a conversation from casual into business because they're trying to shift it too early.
Your job is to ask questions to your lead in the DMs that would have them reveal to you a pain point.
The principle of identifying pain points before offering solutions is foundational sales doctrine, not novel. The pain-point-first framework has circulated in sales training for decades. While the application to DM-based high-ticket coaching is somewhat specific, the underlying thinking is orthodox and lacks counterintuitive insight or first-principles reasoning.
Wait for them to reveal a pain point.
Business is solving problems and our offers are the solutions to solving those problems.
This is a solo episode with no guest. Speaker A (Cami) is the host and coach, but the transcript provides no evidence of her operating at significant scale (no numbers, revenue figures, or client testimonials). She mentions closing $300k in sales and having a 'teeny tiny Instagram audience' but offers no verification, timeline, or context. She references Alyssa Scott as an influence but does not interview her. As a solo presenter, caliber cannot be assessed against the standard of having proven operators as guests.
I went from making $100 my very first month in business to closing over 300,000 in sales using a high ticket strategy and even with a teeny tiny Instagram audience.
she's such a, an amazing shark. Uh, in the DMs. I love it.
The episode provides one extended worked example (Sally Sue downloading a freebie and follow-up DM sequence) which is concrete and helpful. However, it lacks: specific numbers (conversion rates, deal sizes, timeline to close), named clients or case studies, data on DM effectiveness, or comparative metrics. The example is illustrative but not evidenced; no mention of whether it actually closes deals or at what rate. No specifics on what 'XYZ problem' or 'XYZ offer' are.
Let's say that somebody downloads one of your freebies and in your freebie you made a pitch for somebody to get on a call with you. And you see the Sally sue, she downloaded your freebie and you have her information
oh, my goodness. First off, thanks for sharing that with me. People tell me this all the time. Something that I typically offer, um, for people who are struggling specifically with xyz, is blank solution, blank offer.
This is a Q&A format, not a true conversation. Speaker A responds to a pre-recorded question from Speaker C with minimal back-and-forth. There are no follow-up challenges, no genuine disagreement, and no probing pushback. The host delivers a monologue rather than engaging in dialogue. No difficult questions are asked about the framework's limitations, failure rates, or edge cases. The tone is instructional and motivational rather than investigative.
Speaker C: Do it.
Speaker A: So I have my notes pulled up here to. To answer this question.
Computed from the transcript - who did the talking, and the words that came up most.
The DMs are where BIG MONEY is made. But knowing how to navigate DM conversations with leads & nudge them toward your offer WITHOUT being icky, sleazy, or salesy can be tricky. Inside this episode, I explain exactly how to transition a conversation from casual chit-chat into “let’s book a call” - WITHOUT the awkward. & when you implement this simple strategy, it will add THOU$AND$ to your bank account! Xoxo,Camie Have a question you want me to answer on the show? Use this link to submit it! [DOWNLOAD MY FREE TRAINING ⬇️] High-Ticket Content Blueprint Steal 5 of my SPICY content prompts, specifically designed to attract high-caliber leads to your high-ticket offer. CLICK THE LINK below TO UNLOCK THE FREE TRAINING ⬇️
Transcribed and scored by The B2B Podcast Index.
Speaker A: Welcome back to another episode of the Bible's Babies and Business podcast. We have another hot seat Q and a question to answer on the show. And this one is very specific, but I know that so many of you are going to relate to this. And it is a question. You'll hear it in a moment. You'll hear her phrase it, um, here in a moment in the audio. But how do I transition a DM conversation from. With somebody that I know is a lead to go from, like, casual conversation into actually telling them about my offer, particularly without it feeling awkward Now? I want to say this is such a fantastic question, and I'll reiterate this inside the episode more so. But I want you to know that this is one of the harder skills that I believe coaches can learn, and so it's not. So if you're struggling with this, please do not feel inadequate in any way because this was something that I really battled. And I'm not even gonna say that I'm completely past this. But, like, I, I really battled this for a long time. I would hear coaches say, like, DMs strategy or DMs. DMs. DMs. And then nobody would actually, like, explain what that means. And like, how do I transition a conversation? And because so many. Because I know that DMs are so important when it comes to closing high ticket sales and generating these really, really high quality leads. Like, we need to have some sort of formula that we're following here.
Speaker B: And.
Speaker A: But it's tricky because people aren't equations. Right? When I say something in a DM conversation, I don't know what somebody else is going to respond with. And so it's not, it's not like somebody can just say one plus one equals two here. A, A plus B equals C. Like there, there's some areas of gray here, because conversations, they're not equations.
Speaker B: Right?
Speaker A: So let's get into it. How do you know how to trans transition, how and when to transition a conversation when you're talking with a lead so that you can actually tell them that you can serve them inside of your high ticket offer?
Speaker C: Do it.
Speaker B: Are you an online coach who is sick and tired of, uh, working with wishy washy clients who never show up to do the work in your program and then are shocked when they don't get results? Are you beyond frustrated because you've been bending over backwards for your clients only to look at your bank account and think to yourself, uh, what the heck? I'm one of the best in the industry. I should be getting paid 10 times more than this. Do you feel stuck because you're doing all the quote unquote right marketing tactics like posting every day, showing up in your Instagram stories, providing value, but still, the only leads that ever slide into your DMs um, are the ones with never ending excuses like I want to
Speaker A: work with you but I can't afford it right now.
Speaker B: Maybe someday. Lame. Do you long to sign premium dreamy clients who don't even bat an eye at your high ticket prices and instead say send the invoice. Are you ready to set a new standard in your business of five figure cash months, mind blowing client transformations and a spacious calendar with tons of time for your babies? If so, then you are in the right place. Welcome to the Bible's Babies and Business podcast. I'm Cami, Christian wife, mom to our miracle baby and high ticket sales, mentor to coaches all around the world. I went from making $100 my very first month in business to closing over 300,000 in sales using a high ticket strategy and even with a teeny tiny Instagram audience. And I'm on a mission to teach you how to to do the same. You should know this isn't your average tickle your ear and make you feel good kind of show. I won't shy away from telling you exactly what you need to hear so you can become the powerhouse CEO you were always meant to be. I know you want to get paid like the brilliant coach that you are. Be a present, stay at home, mom to your kids, take your family on luxury vacations, enjoy the finer things in life and watch your clients life lives completely transformed by the work that you do. And I'm going to show you how
Speaker A: to have it all.
Speaker B: I'm looking for the coaches who are ready for consistent 10k cash months and beyond in their business. I'm looking for the trendsetters, the go getters, the early risers and the profit multipliers. I'm talking about the women who are setting a standard of becoming multiple six figure CEOs and building an empire that creates wealth for generations to come. Come get ready to tune into episodes, teaching you how to rewire your brain for success, master the art of high ticket sales, negotiate like a pro through any sort of client objection and apply biblical principles to your business. Because here we're all about Jesus.
Speaker A: It's time to set a new standard
Speaker B: of success and completely shatter any limitations you thought you had. I'm Cami Wilkie and you're listening to the Bible's Babies and business partners podcast. Let's make some money, honey.
Speaker C: Hey, Cami. So one of my biggest struggles currently in my business is learning what it looks like to pivot DM conversations from, like, casual conversation, connection conversations, to sales conversations. Um, I feel really solid in, like, starting conversations, and I feel really good in converting people once we are in, like, a sales conversation. But that transition from just, like, casual conversations in the DMs to. To, um. Yeah, send me the link. Like, the final result of a sale, like, getting that sales conversation started is really, really difficult. So I would love to hear what you have to say, um, about that.
Speaker A: So I have my notes pulled up here to. To answer this question. And if you guys were to see my notes, you would literally see, like, such a small little section of what it is I'm about to share. And what I love about this is I'm going to give you an. A very, very, very simple answer and solution to a. To a pretty complicated question. And what I said in the intro is people aren't con. People aren't equations. Conversations aren't equations. It is challenging to know how to navigate the dms, which are so important, by the way, because when we're engaging with another human being, it's not like creating an Instagram post where I know that, like, okay, um, well, I know that these are really, really, really fantastic hooks. And, like, I can just plug and play these things here to some degree. Okay, maybe, yes. But, like, do you see what I mean? Where, like, it's not like a mathematical equation. Like, like talking to somebody in the DMs is. There's a fluidness there. There's areas of gray there. It's not black and white. It's. It can feel confusing, can feel complicated. I don't know how this person's going to respond. And are they going to hear my. My tone? If I'm sending a voice message or if I send a text message, are they going to think I'm being sarcastic? Or are they going to think I'm like, do you see what I mean? There's so many layers of complexity when we are talking to people in the DMs, and I don't want that to intimidate you. I don't want that to make you shy away from having conversations in the dms with your leads and to actually, like, even pitch people in the DMs. Please don't let your first. Your first DM be a pitch. I'm not telling you to cold pitch people in the DMs. But the DMs are such a profitable place and it's one of the more challenging skills to learn as a high ticket coach, I believe, at least it was for me because again, people aren't equations. I would hear people talk about, oh, DM strategy, DM strategy. But like, nobody ever really explained it to me until one of my really, really good friends, Alyssa Scott in the. She's one of my like best friends. She is a colleague of mine in this space until she like really taught me. And she's, she's such a, an amazing shark. Uh, in the DMs. I love it. Um, so I'm gonna give you guys kind of a very simple solution to a complicated question of how do I know when it is appropriate or even how to transition a conversation when I'm talking with somebody in. Somebody in the DMs that I know is a lead, but I don't want it to feel salesy or icky to pivot towards my offer. Okay, here's what you're going to do. You're going to wait for them to reveal a pain point. People typically feel awkward in the DMs about shifting a conversation from casual into business because they're trying to shift it too early. They're trying to offer solution to somebody who hasn't revealed a problem yet. Let's go back to the basics of what is business. Business is solving problems and our offers are the solutions to solving those problems. But if somebody has not revealed a problem yet in the dms, then it is premature for you to offer a solution. Do you see what I mean? And I hope that this feels really simple because I want this to. I don't want the DMs to feel complicated to you. I want them to feel simple. And so your job is to ask questions to your lead in the DMs that would have them reveal to you a pain point. Here's an example of this. Let's say that somebody downloads one of your freebies and in your freebie you made a pitch for somebody to get on a call with you. And you see the Sally sue, she downloaded your freebie and you have her information because she had to give you at least her name and email and probably hopefully even her Instagram handle when she downloaded your freebie. And you notice that Sally sue, she downloaded it about three days ago, but she didn't book a call with you yet. So what you're gonna do is you're gonna go dm, Sally Sue, Sally Sue. I saw that you got my XYZ freebie. Like, how are you liking it so far? And she's gonna be like, oh, my gosh, it's amazing. Or maybe she'll say, hey, I downloaded it. I haven't gotten to see it yet. But anyway, your next question that's gonna help reveal pain point is, hey, totally cool. I'm curious, like, what. What specifically made you want to download it in the first place? Now, do you see how that question, what made you want to download my XYZ freebie in the first place? Is going to, uh, She's. It's prompting her to reveal a problem. She's going to say, oh, well, well, I've been struggling with blank, and, you know, I've been trying to, you know, find a solution for. For a while, and I did XYZ program, and then I saw your freebie. I thought, ooh, this could maybe help me. And so I decided to download it. Do you see how at that point, I asked a question. What made you want to download it in the. She. It prompted her to reveal a pain point. She revealed a problem, and now it is no longer awkward for me to offer solution. Okay, that is an example. And I could say back to her, oh, my goodness. First off, thanks for sharing that with me. People tell me this all the time. Something that I typically offer, um, for people who are struggling specifically with xyz, is blank solution, blank offer. You know, here's why this sounds like it could be a really good fit for you because of boom, boom, boom. I'd love to hear your thoughts around that. Do you see. See how once they reveal a problem, it's no longer awkward for you to reveal the solution, which is, of course, your offer. Now, like I said, this is one of the harder skills to learn, in my opinion, when it comes to sales, because people are not equations. So practice this and realize that, like, it's okay for you not to be perfect in the dms. That doesn't mean that, like, you don't have to be perfect in order for a conversation to convert. You don't have to be. You don't have to close every single conversation or DM that you have. And if. And if you realize, ooh, I kind of fumbled the ball in that conversation, no worries, because there are 7 billion people on this planet. Just go find another person with the problem. There is when we have a mentality of lack of, like, oh, I'm going to, like, you know, there's not enough leads, then. Then that can also add to the anxiety I also want to leave you with this convert. Conversations is all that DMS are. DMs, um, are just a way for us to communicate. And you have been communicating since you were a toddler. My 17 month old baby, she communicates with me. So I want you to think about that and be encouraged by that because how long, how old are you and how long have you been communicating? You are an expert at, uh, communicating. You've been talking to people for a long time. When you go into a coffee shop and you bump into somebody and you really like their shoes and you tell them you really like your shoes, their shoes, and you ask them where they got them, like, do you panic and like, like run the script through your mind first? No, you just speak. So a lot of times people will overcomplicate the DMs because they'll, they'll try to put, put, uh, they'll overthink how to do something that they've been doing on autopilot for so long. Now, I'm not saying that there aren't areas of improvement that we can model in order to increase the conversions in our dms, but I also want you to be confident in the fact that you've been communicating for a long time. You know how to communicate, and this little principle can help you communicate even more effectively. Of how do I transition a conversation? Wait for them to reveal a pain point and ask questions that would prompt them to reveal a pain point, AKA a problem that your offer is the solution to. I love you guys. Go ahead and go down in the show notes, click a link and submit a question of your own that you want to hear answered on the show, and I'll see you next time.
Speaker B: I know you're working hard, running your coaching business, raising those babies, serving your clients, and if you're anything like me, coffee is your love language. So tell you what, if you found value in today's episode and you'd like your next coffee run to be on me, listen up. I want you to take a screenshot of this episode on your phone, share it to your Instagram stories, tag me, and I'll send you $5 for a 3 free coffee as a thank you for helping me get the show out to other powerhouse coaches just like you. Thank you so much for tuning in to the Bible's Babies and Business podcast, and I'll meet you back here for the next juicy episode.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How Salesforce Used Trailhead to Build a Marketing EmpireProduct Marketing with Fexingo · on Lead qualification78 / 100
Classic Sales Tactics That Still WorkMerchant Sales Podcast · on Sales Psychology76 / 100
Implement AI Podcast #87 - Why Businesses Need AI Teams, Not AI ToolsImplement AI Podcast · on Lead qualification73 / 100
Special Guest: Dave Rose from bolt says "GO FOR IT"Insurance After Dark · on Lead qualification73 / 100
How One Rep Won by Asking the Buyer to Fund the LaunchClosing the Deal with Fexingo · on Sales Psychology72 / 100
Watch this if you want way more leads than you can handle in 2026B2B Sales Game w/ Leon Matschke · on Lead qualification72 / 100292 \\ Client Case Study | This SAHM of 4 Joined My High-Ticket Sales Machine, Works 10-15 Hours Per Week, and Hit 3 Five-Figure Months Without Instagram! With Elizabeth Andreyevskiy.41 / 100291 \\ HOT SEAT Q&A | The Ultimate Niche Test: How to Know If Your Ideal Client Is Right for High-Ticket Sales40 / 100290 \\ 3 Traits My Most Successful Coaching Clients Usually Have In Common37 / 100288 \\ How to Achieve High Level Branding So You Can Attract Qualified Leads to Your High-Ticket Coaching Offer With Carlee McKee57 / 100287 \\ HOT SEAT Q&A | The Money-Making Tasks to Close More High-Ticket Sales as an Online Coach and SAHM