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Transcript

Why Relationships Rule Nigerian Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Aide.
• 0:04
  I solve sales and marketing challenges and I'm making
• 0:06
  today's broadcast recording at home, so I expect to hear some
• 0:09
  noise in the background. Now, the goal of this podcast is
• 0:11
  business education. So if you're impressed by the
• 0:14
  time you're done, please spread the word so that your friends
• 0:17
  and family members at home in Nigeria and abroad can benefit
• 0:21
  from the questions that we tackle.
• 0:23
  They can do that by subscribing on Spotify, YouTube, Apple or
• 0:26
  any player of their choice. And if you would love to connect
• 0:29
  with me, you can call SMS or WhatsApp me on 08064662140.
• 0:38
  Now today on the show, I want to tackle a question.
• 0:41
  Well, I may have tackled it stylishly in one way before, but
• 0:45
  let's look at it again. And that is on whether
• 0:47
  relationship building is necessary in Nigeria because
• 0:52
  some people think, you know, it is Niger, we're always straight
• 0:55
  to the business, you know, no chitchat, go straight to the
• 0:58
  point. Relationship building, it's not
• 1:00
  necessary. Don't waste your time.
• 1:02
  That's what some people believe. However, it depends on what you
• 1:07
  mean by relationship. If you mean friendship, then
• 1:11
  yeah, in that case, I'll agree with you.
• 1:13
  Most Nigerians are not looking for friends.
• 1:15
  They just have a problem. They need a solution.
• 1:18
  They have a vision they're trying to achieve.
• 1:19
  They're not looking for for friends.
• 1:21
  So cut straight to the chase. Get this thing over and done and
• 1:24
  let's move on with our lives. So you sell cars.
• 1:29
  Don't try to make a friend. This person just wants a car.
• 1:32
  He's not looking for your best friend.
• 1:35
  Well, of course, if you take the person out for drinks, you buy
• 1:37
  them pepper soup, you buy them beer and or not, you know,
• 1:40
  they'll drink, you know, and they'll enjoy themselves.
• 1:43
  But really what they're looking for is a car.
• 1:45
  When they get the car, they will cut and they will go.
• 1:48
  I feel as if Nigerian self, you know.
• 1:51
  But The thing is, nobody's looking for new friends.
• 1:56
  They just have problems that they need solved.
• 1:59
  So if you're looking at relationship building, meaning
• 2:01
  you're going to look for friends, then I agree with you.
• 2:03
  Yeah, Nigerians, they're not looking for a relationship.
• 2:05
  So just get in, get out, get going.
• 2:09
  However, even though relationship doesn't mean
• 2:15
  friendship in this case, you do have to realise that before you
• 2:22
  sell something, or before you tell somebody something, or
• 2:29
  before you do something to someone or do something with
• 2:33
  someone, you do have to be in some kind of relationship.
• 2:38
  Or there has to be some kind of interrelationship,
• 2:41
  interdependence between both of you before you can sell, before
• 2:45
  you can influence, and before you can persuade.
• 2:49
  You can't just show up a total stranger and say, buy my car.
• 2:54
  That's not going to work if you sell cakes.
• 2:56
  You can't just walk up to a total stranger and say, buy my
• 3:00
  cake. That's not going to work if you
• 3:04
  sell. I don't know all I say
• 3:09
  performance enhancing products in quotes, if you understand
• 3:12
  what I mean. You can't just walk up and say
• 3:16
  by my thing, it's not going to work.
• 3:20
  There has to be some kind of relationship.
• 3:22
  There has to be some kind of interdependence.
• 3:24
  It's just the normal human dynamics that is involved.
• 3:28
  So if you look at it from the level of you're just recognizing
• 3:31
  that basic human thing that exists between people, that now
• 3:35
  I'm with you, we're together. And in that sense we do have to
• 3:40
  do relationship building. But remember, the focus is not
• 3:44
  friendship because nobody needs new friends.
• 3:47
  In fact, the average Nigerian has too many friends and is
• 3:50
  trying to reduce from some of the friends that they have
• 3:53
  because they feel as if the friends that I have now, they're
• 3:56
  giving me headache or they're not adding to my life.
• 3:59
  So let me even remove some people from the queue now.
• 4:04
  This is the reason why we have to foster some kind of
• 4:07
  relationship, some kind of interdependence, some kind of,
• 4:11
  you know, whatever it is that you have to, whatever it is that
• 4:15
  we're going to call it. Because before you can sell
• 4:18
  effectively, before you can persuade effectively, before you
• 4:22
  can get some people on board, before you can be on the same
• 4:26
  page with someone, you know, whether it's politics or whether
• 4:29
  it's something that people are doing in the office together.
• 4:31
  Before you can get on the same page, you have to be able to
• 4:35
  make an effective proposal, a relevant proposal, a tailored
• 4:40
  proposal, a tailored sales page, or whatever it is that you're
• 4:46
  going to call it. You have to be effective.
• 4:48
  It has to be relevant, and it has to be tailored to them
• 4:53
  before it's going to carry any weight with them.
• 4:57
  And now The thing is, you cannot make this effective sales pitch
• 5:02
  or proposal. You can't be effective in it.
• 5:06
  It can't be relevant unless you know something about the person,
• 5:11
  about their context, about their situation, about their desires.
• 5:16
  Think about it. We're currently in 2025 and as
• 5:19
  usual, everywhere is hot now. You know, people are already
• 5:23
  talking about President Tinobu being single candidates and this
• 5:27
  and this and that. You know, people are beginning
• 5:28
  to strategize. We're going to make alliances.
• 5:31
  You can't just walk up to me and tell me vote for Tinobu, because
• 5:35
  Tinobu is the best thing since sliced bread.
• 5:37
  Unless you know something about me, about my context, my
• 5:43
  situation, my desires is unless you know that you may not be
• 5:48
  able to come and say vote for Tenable.
• 5:50
  He's the very guy. Because depending on who I am,
• 5:55
  the way I'm feeling, my situation, the things I'm
• 5:58
  desiring or the things that is pinching me, if you come and say
• 6:02
  vote for Tenable, he's the very guy.
• 6:04
  I might give you backhand. I'm not saying I'm against
• 6:09
  Inabu, I'm just saying that I'm just trying to show you how in
• 6:12
  other things, before you can deliver a sales pitch, before
• 6:16
  you can deliver your agenda, before you can deliver your
• 6:19
  proposal, you need to know something about that person,
• 6:25
  about their context, their situation, their desires, where
• 6:27
  they're running from, where are they heading to.
• 6:30
  So in politics, that's all determine whether you go and
• 6:32
  tell somebody that look, vote for Peter or be he's the very
• 6:35
  guy, or vote for article, article is the very guy, or vote
• 6:39
  for Tinabu. Tinabu is the very guy.
• 6:45
  So it's the same in business, it's the same as in politics and
• 6:50
  it's in the same as in normal, normal human relationships, even
• 6:54
  among families. Now, how do you get to know
• 6:57
  someone before you can make this your sales speech?
• 7:01
  You only get to know someone if you have established some kind
• 7:04
  of relationship. So the question now is what kind
• 7:07
  of relationship should we be building with our customers,
• 7:14
  with our potential clients, Whether you're in Nigeria or in
• 7:17
  America or Australia or Mogadishu or Afghanistan, The
• 7:23
  kind of relationship that we should, we should be pursuing,
• 7:26
  of course, should be 1 of respect.
• 7:27
  Make sure respect and make sure regard, which is the reason why
• 7:31
  when you talk to the old school people, especially, you know,
• 7:33
  Brian Tracy, Tom Hopkins, you know, all those people, 1970
• 7:38
  something, 1960 something, 1980 something people.
• 7:42
  That is one reason why they emphasize this whole thing of,
• 7:47
  of what's it called, you know, credibility, competence, you
• 7:54
  know, showing up appropriate to the context.
• 7:57
  That's why they emphasize all these things because it's the
• 8:00
  beginning of the relationship that is going to be established.
• 8:04
  Like I mentioned in a couple of podcast episodes ago, if you're
• 8:08
  looking for a cardiologist and they say Tavishma is a correct
• 8:11
  cardiologist who graduated first class, you know, blah, blah,
• 8:14
  blah. And then you show up to my
• 8:17
  office. I'm office looks like it's a
• 8:20
  shark or is a batcher. They enter inside and I went
• 8:23
  T-shirt and then I went on jeans.
• 8:28
  It's not going to inspire confidence in you because it is
• 8:32
  not appropriate to what you expect in that context when
• 8:36
  you're meeting a cardiologist for the first time and the
• 8:39
  relationship is going to be off to a wrong start.
• 8:43
  So that's why all these old school guys, that's why they
• 8:45
  emphasize these things a lot. It matters.
• 8:49
  So that's the kind of relationship we're going to
• 8:51
  build. 1 of mutual respect, one of mutual regard.
• 8:53
  So we're always going to show up appropriate to the situation.
• 8:58
  We will also try and establish some credibility and establish
• 9:01
  some competence on our own part because we want to look the part
• 9:05
  and we want to be able to inspire confidence in the other
• 9:07
  person that we can do what it is that we say we will do.
• 9:13
  So first, first, respect, regard, come correct, show up
• 9:18
  correct. Then next, we're going to be
• 9:22
  able to build from rapport. And I keep pointing out on the
• 9:25
  podcast, and I'm going to repeat it again.
• 9:28
  When we say rapport, remember how we started off today's
• 9:31
  podcast episode? We're not talking about
• 9:33
  friendship. It's not that you guys have to
• 9:35
  become five or six. No, no, no.
• 9:37
  We are just trying to establish some mutual similarity.
• 9:41
  I'm a correct guy, you're a correct guy.
• 9:44
  Or I'm a correct guy. You're a correct babe or the
• 9:47
  other way. I'm a correct babe, you're a
• 9:48
  correct guy. We're similar enough.
• 9:52
  We're good enough to hang around.
• 9:54
  We're reasonable people. We both have common sense.
• 9:57
  Because of that, we can chat, we can sit down, we can talk.
• 10:03
  That is just what rapport is to just establish some commonality
• 10:09
  and then move on. Don't dwell on the commonality.
• 10:13
  Like I explained for to one of my clients last week who is a
• 10:17
  music producer, you know, like I told him, you know, you
• 10:22
  establish some things 123 and then you move.
• 10:24
  If you dwell, it begins to become inappropriate because
• 10:29
  early on, he and I, we bonded about our family situation.
• 10:32
  You know them, they have a stepmother, stepmother
• 10:35
  situation. And in my own family, we have
• 10:38
  those kind of situations too. You know, I have siblings from I
• 10:44
  have siblings from another woman.
• 10:46
  But it's something we just touch based on, you know, sharp,
• 10:48
  sharp, like, oh, like you 2. And then we exchange one or two
• 10:52
  things. But then quickly we moved to the
• 10:55
  business of the day, which is how he can make money as a music
• 11:00
  producer using the frameworks that I provide.
• 11:06
  So if we had dwelt on that thing for 30 minutes, 45 minutes would
• 11:12
  have been going off point. Who is he helping?
• 11:15
  OK, you, you have stepmommy and you have daddy issues.
• 11:19
  Me, I have daddy issues and stepmommy issues and step
• 11:22
  issues. And then we dwell on that for 45
• 11:24
  minutes. To what end?
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  What was a simple something of established rapport like, oh,
• 11:30
  OK, your farm was like that, OK, even me to yourself, blah, blah,
• 11:34
  blah. You know, you should be shit.
• 11:36
  You just on the thing small and you know, eventually you focus
• 11:40
  again on business. So one point of similarity 123
• 11:47
  and then you move on to discuss business.
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  We're just trying to establish that look, we're similar.
• 11:54
  We're good enough to hang around.
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  Why? Reasonable people.
• 11:58
  What good to talk to. There's no Yawa here.
• 12:02
  You can let your guard down. You know, I'm not an evil
• 12:05
  spirit. That's just what we're trying to
• 12:07
  achieve when it comes to building robot.
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  Now, the reason why that is important is because it's what
• 12:14
  allows us to go into needs analysis.
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  Needs analysis is when we have conversations around the
• 12:20
  people's wants, around their needs, around their desires, you
• 12:24
  know, all those sorts of things. Oh, sorry, 1 moment.
• 12:29
  OK, supposed to have a meeting in 5 minutes.
• 12:32
  So let me wrap this up quick. Anyway, so all this rapport
• 12:35
  building is what allows us to go into needs analysis.
• 12:37
  When you sit down with somebody for the first time and you're
• 12:40
  like, oh, OK, we went to the same school.
• 12:42
  OK, you know, by your myself, I know by oh, OK, you know this
• 12:45
  set, I know this set, blah blah, blah, blah, blah.
• 12:48
  Even your popsy to blah blah blah.
• 12:49
  Oh, you're from this part of the country.
• 12:51
  You know, that small, small, whatever, by the time you slide
• 12:54
  into business, you know people can relax more.
• 12:56
  OK, this is the correct guy and they're ready and willing to
• 12:59
  answer your questions around their business.
• 13:02
  Now let's do a quick example again with the fellow who is
• 13:06
  doing, who has the CV, the business around CV building and
• 13:12
  he builds CVS for people that's curriculum Vt and he audits
• 13:15
  their CVS. Currently, he's targeting people
• 13:18
  who are doing NYSE and maybe possibly people find
• 13:23
  underground. I say underground undergrad,
• 13:25
  undergraduate system. So let's use him again as an
• 13:29
  example. Hopefully, I should be able to
• 13:32
  air his episode tomorrow. That's when he spoke on his own
• 13:35
  audio. That's the podcast episodes that
• 13:37
  he found insightful, the things that he applied from the episode
• 13:41
  and how that has helped him to grow his business.
• 13:43
  So hopefully I'll be able to put his own audio up tomorrow.
• 13:48
  Then after that, you know, I'll move on.
• 13:49
  I'll use somebody else as a case study.
• 13:52
  But the reason why I use these case studies and from different
• 13:54
  walks of life, whether I CV building, whether it's export,
• 13:58
  whether it's architecture, whether it's selling Catfish,
• 14:00
  whether I selling a Gucci or selling cars, is I'm just trying
• 14:03
  to show you how these principles that we talk about are
• 14:07
  applicable in any kind of business that you are doing
• 14:13
  except human trafficking. We shouldn't be involved in
• 14:15
  human trafficking and things like that.
• 14:18
  So if you have all the human trafficking, what you're doing
• 14:20
  is illegal. You need to repent.
• 14:23
  And if they catch you, you will serve jail time.
• 14:27
  So where was I? OK now?
• 14:30
  So for example, in DC building something now.
• 14:33
  So First off, as the guy is showing up on the NYC camp while
• 14:37
  he's talking to undergrads, he has to show appropriate to the
• 14:42
  situation. So you can't show up in singlet
• 14:45
  and boxers. I don't think he should be able
• 14:48
  to. He should show up in T-shirt and
• 14:53
  torn jeans. I don't think so since he's
• 14:55
  still in NYC. Now if he shows up in khaki, Oh
• 14:58
  well I'm good. Since they're supposed to
• 15:00
  discuss careers. At the very least you should
• 15:02
  show up smart casual. I don't know if a tie is
• 15:04
  necessary, but at the very least we're aiming for smart casual.
• 15:08
  Whatever it is. A smart casual means to be
• 15:12
  wearing a suit in this. OK, we're rainy season now, so
• 15:15
  the weather might not be that harsh.
• 15:18
  You know what? Let me not make any specific
• 15:20
  recommend recommendations. But since he's in the business
• 15:24
  of building and auditing TV's and you guys are going to be
• 15:27
  discussing things like career, at the very least he should be
• 15:31
  dressed formal. Sorry, at most he should be
• 15:34
  dressed formal. Then at the least he should be
• 15:37
  dressed smart casual. So well enough we'll be able to
• 15:42
  figure out what that means in this case.
• 15:45
  Then when you show up on camp, when you're talking to people
• 15:48
  appropriate, you know, give appropriate dress, show up
• 15:52
  appropriate addressing people, appropriate, appropriate
• 15:56
  greeting, all of that. Eventually he has to slide into
• 15:59
  conversations with people around their intentions, around their
• 16:03
  interests or around, you know, career, Nigerian job markets,
• 16:07
  you know, things like that. You know, post graduation and
• 16:10
  post passing out. The only way somebody is going
• 16:14
  to be able to start talking about these sorts of things is
• 16:16
  if he's able to quickly establish some rapport.
• 16:21
  Now on the podcast, I've always, I've mentioned my own simple
• 16:24
  formula. It's not even a formula.
• 16:27
  It's just the basic pattern that has always been with me because
• 16:29
  right from when I was small, people have always asked, oh,
• 16:32
  Tavish my what does that mean? And I quickly clocked that in
• 16:38
  this part of the world, everybody's name has a meaning.
• 16:41
  Everybody's name has some significance.
• 16:44
  I mean, apart from Nigerian kids of maybe like 10 years ago who,
• 16:48
  you know, they used to name them things like Kanye or Jayden or
• 16:51
  things like that. So if you all know those kids
• 16:54
  that was born, you know, 10 years ago, 15 years ago and your
• 16:58
  name is Kanye or her name is Jayden, then well, I guess your
• 17:03
  mom or your dad just named you after their favorite music
• 17:06
  artist or favorite celebrity or whatever.
• 17:09
  But outside of those group of Nigerians, the rest of us have
• 17:11
  names that mean something. So for me, I've always found it
• 17:15
  easy to build rapport around what people's names mean.
• 17:21
  Hey, bro, what's up? Hiding up?
• 17:22
  My name is establishment and you are oh, my name is Ogadenbee.
• 17:26
  So wow, Ogadenbee. Have never heard that name
• 17:28
  before. Where are you from?
• 17:30
  Wow, from Niger Delta and from so, so, so and so blah, blah,
• 17:33
  blah. I've never heard of that.
• 17:34
  Tried before, like, yeah. But really, you know, OK, I know
• 17:40
  uncle who stayed here and here, but, you know, like, really,
• 17:43
  tell me, tell me some more. As in all, I put it like, I
• 17:47
  always, for me, it's very easy to start off on that basis of,
• 17:51
  you know, where are you from? You know, what does your name
• 17:56
  mean? I'm not recommending that you do
• 17:58
  that. Well, I'm just, I've just
• 17:59
  noticed that for me, those are typical patterns that I fall
• 18:02
  into that allow us to have a simple conversation for the
• 18:06
  people to see that. Oh, OK, this guy that is talking
• 18:08
  to me, he's not an evil spirit. He's a Nigerian just like me.
• 18:13
  He's a calm guy. He's a correct guy.
• 18:15
  He has a good head on his shoulders.
• 18:18
  There's nothing in this conversation that I need to be
• 18:20
  afraid about. So typically, that's why I start
• 18:24
  with name, tribe, state of origin, what else?
• 18:30
  The course that people studied in school, you know, personal
• 18:34
  goals, you know, 5 minutes, small, small chat.
• 18:38
  Especially in this case, since the person we're using for case
• 18:42
  studies in the business of building CVS and auditing CVS is
• 18:47
  the kind of thing that not only gets people to relax, but also
• 18:49
  starts giving you a sense of who this person is.
• 18:53
  Because there's some people that when you talk to them, you will
• 18:56
  know that, OK, based on the vibe that I'm receiving from this
• 18:59
  person, I should be very formal or I should be very informal, or
• 19:07
  the CV document should be semi formal, or it should be like
• 19:10
  this or it should be like that. So all these things are really,
• 19:14
  really, really, really important.
• 19:18
  But remember, the whole point is not to get the person's family
• 19:22
  history or the history of their education or whatever.
• 19:28
  We're just looking for common commonality, common areas of
• 19:33
  interest, common areas of history, common areas of hobby,
• 19:36
  common, you know, whatever between us.
• 19:39
  So just small stock. Sorry, I say stock, small talk.
• 19:46
  And then, apart from rapport building, you get some
• 19:50
  information that is going to be necessary for crafting the
• 19:54
  perfect CV or crafting A purposefully built CV.
• 20:00
  Most importantly, like I said, it is from establishing some
• 20:04
  level of rapport that the person will now be comfortable
• 20:08
  answering some questions. Because if you just roll up to
• 20:10
  somebody, I say, well, yeah, did you graduate?
• 20:13
  I mean, the average Niger will be thinking is my excuse me?
• 20:16
  Like who are you now for good reason.
• 20:19
  Like I don't know you, you can't just roll up on me and ask me
• 20:21
  what year did you graduate? By the time you build some
• 20:25
  rapport, you should do shit a little bit, you know?
• 20:28
  Oh yeah. Did you graduate?
• 20:29
  It's reasonable for somebody to answer, especially if in the
• 20:35
  rapport building phase you have been dropping some stuff about
• 20:38
  yourself. Oh, you went to uni jobs?
• 20:41
  Oh, OK. I always wanted to go to uni
• 20:43
  jobs but my jam, I didn't make it, so I went to Maiduguri
• 20:47
  instead. Ended up studying hockey.
• 20:50
  What is? Oh, you study engineering?
• 20:52
  Oh ha ha ha. When did you graduate?
• 20:56
  We can just roll up to somebody and say what year did you
• 20:59
  graduate? OK, anyway, so since I have to
• 21:03
  be out of here in 5 minutes, let me just go straight into sorry,
• 21:09
  excuse me, have a small cold preferred means of building
• 21:14
  rapport. So the best way to build rapport
• 21:18
  is face to face or in person. So like this guy now who does
• 21:23
  CVS, he has come up with a plan to go to camp to talk to people
• 21:28
  face to face. That is the best.
• 21:30
  You're on the campground, you're talking to somebody face to face
• 21:33
  that is the best or in person that is the best.
• 21:36
  But face to face or in person is not always possible.
• 21:39
  In that case, the next best thing is audio.
• 21:43
  Phone call, WhatsApp call, Telegram call.
• 21:50
  You can make phone calls on Instagram too, Instagram call.
• 21:53
  You can also make LinkedIn audio calls.
• 21:56
  So face to face is not possible. Audio is best after audio is
• 22:03
  video. I know some of you will think
• 22:04
  video should come first, but just trust me, audio is higher
• 22:08
  than video. Because for now anyway, in 2025,
• 22:13
  there's still a bunch of people who are very nervous about being
• 22:16
  on video. So if you force somebody to put
• 22:18
  on their video camera for a WhatsApp call or a Zoom call,
• 22:21
  lots of people will clamp down. They will freeze.
• 22:24
  So for now just know that audio is higher than video.
• 22:29
  So after audio calls, next is video.
• 22:33
  So WhatsApp video, Zoom call, Microsoft Office, Telegram
• 22:37
  video. You can also do video over
• 22:40
  LinkedIn, over Instagram. After that, text based forms of
• 22:46
  communication, WhatsApp text, SMS, you know, all these sorts
• 22:50
  of things. Then the last on the scale is
• 22:54
  e-mail. It is hard to build rapport over
• 22:56
  e-mail because e-mail is excessively formal.
• 23:00
  Excessively formal. So by the time you send e-mail
• 23:04
  back and forth and you know, one e-mail, you're like, oh,
• 23:08
  interesting name, what does your name mean?
• 23:11
  And then from there, the next e-mail you're not asking them or
• 23:14
  what part of the country are you from?
• 23:16
  E-mail is a, is a very, it's a formal, it's a formal medium.
• 23:21
  The person is thinking, look, can you get to the point?
• 23:24
  What are you asking me about my name and my state of origin for?
• 23:28
  You're sending me an e-mail. Get to the point of what you're
• 23:30
  asking for. So if you're trying to build
• 23:32
  rapport through e-mail, it is not uncommon for somebody to
• 23:35
  just not reply the e-mail because as far as they're
• 23:38
  concerned, you're a total stranger.
• 23:40
  You reached out by e-mail, they did the decent thing, they
• 23:43
  responded. Next thing you're asking me
• 23:45
  questions about me because you are who and why are you asking
• 23:48
  me questions about me? And then they will ignore.
• 23:51
  So for building rapport, start with face to face or in person
• 23:54
  if you can afford to, because you need transport money to
• 23:57
  travel to somebody's office, to travel to campground to you
• 24:03
  know, you need money like you need time.
• 24:06
  So if face to face or in person is not possible, then audio,
• 24:09
  audio is not possible. Then video.
• 24:12
  Hold on, hold on. OK, if audio is possible, you
• 24:16
  might as well do anyway. Face to face, audio after audio,
• 24:20
  video after video, text. The worst thing you can do for
• 24:23
  building rapport is e-mail. But if you have no choice, well,
• 24:27
  just manage because there are some people who they are e-mail
• 24:30
  people only. It's weird but those Nigerians
• 24:34
  exist. So yeah, sure, send me an
• 24:36
  e-mail. They won't talk to you.
• 24:39
  They don't receive a phone call. It must be e-mail.
• 24:43
  So it is the same for follow up or follow through as I like to
• 24:47
  call it. I'll explain why later on.
• 24:49
  It's the same process, but as a guiding principle, we should
• 24:54
  always be multimodal. Multimodal means we should be
• 24:57
  open to pursue whichever one presents itself, and we should
• 25:01
  always prioritise whatever the customer or the client prefers.
• 25:05
  So if somebody's a face to face person, but you are not a face
• 25:09
  to face person, my advice is come on, suck it up.
• 25:11
  You're a big boy, you're a big girl.
• 25:13
  It's time to make some money. You have to learn someday.
• 25:17
  I mean, Dangote says come and see me in my office, Will you
• 25:20
  say? Oh no, I'm not a face to face
• 25:22
  person. Dangote, can you call me
• 25:24
  instead? That's ridiculous.
• 25:27
  If you're looking for something from Dangote and Dangote says,
• 25:29
  Oh yes, come to my office, 9:00 AM, the answer is sure, no
• 25:35
  problem, I'll be there. Can I have your PS number so I
• 25:38
  can call to confirm the meeting? It's as simple as that.
• 25:44
  So be multimodal, but prioritize whatever the client prefers.
• 25:49
  If you prefer face to face but the person prefers phone calls,
• 25:52
  look, don't push it. They've already said they prefer
• 25:54
  phone calls. So The thing is, Oh, sure, no
• 25:58
  problem. Can I get your phone number
• 26:00
  right away so that I'll call you tomorrow?
• 26:03
  OK, I've collected the phone number.
• 26:05
  I'm going to send you a text message right now just so that
• 26:09
  you have my phone number as well.
• 26:10
  And you know that it's me when I call you tomorrow.
• 26:14
  That's simple. If you're someone who they
• 26:18
  prefer the video thing because they are those people.
• 26:21
  There are some people who are in love with their Zoom and I'm
• 26:24
  wondering like, why are you like, I don't get it.
• 26:26
  You people that love Zoom. I really don't get it.
• 26:29
  But there's some people that are Zoom people.
• 26:31
  If it's a Zoom person, sure, no problem.
• 26:33
  I'll be I can make myself available for the Zoom meeting.
• 26:37
  So what time do you have in mind?
• 26:39
  OK, 10:00 tomorrow morning. OK, that's another problem.
• 26:43
  Will you be sending the Zoom link or should I send it to you?
• 26:47
  So be multimodal or be open, prioritize whatever the customer
• 26:51
  or the client prefers. So let me run off on my meeting
• 26:54
  now, let me not keep people waiting for too long.
• 26:56
  So that's it. And that's all for today.
• 26:58
  Remember, if you'd love to connect, then you can call SMS
• 27:01
  or WhatsApp me on 08064662140. Thank you very much for your
• 27:07
  time and attention. I'll catch you same time, same
• 27:10
  place in your headphones or in your speakers.