Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Spot High-Value Clients Without Being Rude

Transcript

How to Spot High-Value Clients Without Being Rude · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
I have spoken a lot on the podcast about how to handle
0:04
business conversations and selling conversations because
0:08
lots of Nigerian business people don't realize that selling or
0:12
trying to promote your business is not about how well you pitch.
0:16
It's not about how well you toast, it's not about how well
0:19
you manufacture a presentation, but it's about the quality of
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conversations that you have. And it's about the quality of
0:26
questions that you ask. Because First off, if you're
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having a conversation with someone and it is question LED,
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the other person gets a chance to talk about themselves.
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They are seen to be heard, they are seen to be regarded, they
0:45
are seen to be understood. And this is the kind of thing
0:50
that creates likability in a conversation because you can't
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just come into a personal situation or a business
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situation and then start talking about yourself all the time and
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then expect that you're going to make a good impression on
1:01
people. So the example that I give is
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the fellow who shows up to a networking session because you
1:10
don't mentioned a long time ago when I signed up to Alumni UK
1:17
and the Alumni UK is this initiative by the by the British
1:21
government, by the UK government.
1:24
And it's an association. It's an alumni association
1:29
basically of everyone who has passed through a United Kingdom
1:33
institution of higher learning. And OK, well, for those of us
1:40
who join, it's good networking. But make no mistake, from the
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point of view of the United Kingdom, the UK government, it's
1:48
a way of promoting admissions in in the UK.
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Because if people who go to UK institutions have valuable, how
1:58
will I put it now, valuable graduate networks or
2:01
postgraduate networks, then lots of people will think, OK, it's a
2:04
good idea to go to Auk University, you know, so that
2:09
you can have access to these kinds of networks.
2:10
You know, the sort of thing that these people do already in
2:13
Niger. And that is the, say, Harvard,
2:16
Harvard Society of Nigeria or whatever it is that they're
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called, you know, all the people, all Nigerian people who
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went to Harvard, you know, they have their own small clique,
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their own small association. So if you attend enough of these
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institutions, I'm sorry, enough of these networking events,
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eventually you run into that guy who just won't shut up.
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The guy goes from place to place to place.
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Usually it's a guy, sometimes it's a girl, but they just won't
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shut up. This is me.
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I'm the best, I'm the brightest. This is my area of research.
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I graduated first class and five multinationals are trying to
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hire me and they spend the whole evening just going from table to
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table, from person to person, saying the same thing.
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This is me. This is my business idea.
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I was the best in my class. I graduated first class.
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I have so much promise. 10 multinationals are trying to
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hire me. So if trying to advance business
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conversations, if trying to advance business agenda,
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political agenda, you know, whatever it is that you're
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trying to advance, it was all a matter of toasting, pitching and
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boasting. These are the kinds of
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individuals who you would think would be most successful, but
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actually they turn out to be pretty odious when you're in the
3:29
room with them because they just won't shut up.
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They just won't stop talking about themselves.
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So this is the wrong way to try to grow your business.
3:38
This is the wrong way to try and do networking.
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This is the wrong way to try and advance your agenda.
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That's if you work as an employee and there's something
3:46
in the department that you want to, you know, put on the table
3:49
so that you know HOD, you know, so the head of department will
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back you and stuff like that. This is the wrong way to move
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your agenda. And so because of that, one of
4:00
the things I've been doing over here on the podcast is to talk
4:04
about how whenever you're in a selling situation, a business
4:08
situation, a whatever situation, so long as human beings are
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involved, you actually need to have a process for qualification
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and discovery. Now, qualification and
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discovery, for those of you who listened to the last episode,
4:18
just means you're at the stage in the business conversation or
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at the stage in the business relationship where you're trying
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to figure out who is this person that I'm talking to?
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Who are they, what they want, what are their needs?
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What are they aspiring to? What are they running away from?
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Is when you have a conversation on those terms that you're going
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to be able to figure out, this is what my product or my service
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can do for them. And if I'm going to make a sales
4:40
pitch or if I'm going to try and make a proposal or a
4:43
presentation or something, I should build it around these key
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terms. So having qualification and
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discovery, talking to people and trying to figure them out,
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trying to figure the problem out, trying to figure the
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context out is the best way that you have for trying to sell your
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product or for trying to sell your service.
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So I talk about that ad nauseam on the podcast and I'm not going
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to stop because it's something that Nigerian business people
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and Nigerian business owners need to know, qualification and
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discovery. So essentially this is what
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we're going to be talking about today on the podcast.
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Now I know that in the past I've spoken about it more from a
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very, what would I say, dry point of view.
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Maybe not, maybe not too many examples, but I was doing some
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cleaning, not cleaning per SE, you know, just going through my
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phone and then deleting stuff, throwing some old stuff.
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And I found a very old document, a client questionnaire that I
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used to use for qualification and discovery as a much younger
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wedding photographer. So I'm a former lawyer, now
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turned business consultant. But in between I have done event
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photography, producing documentary videos, and then
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also being in a family export business with my brother.
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So I've done a bunch of things. So I found the qualification, a
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client questionnaire that I would use when I was at wedding
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shows, bridal shows, wedding shows, bridal shows, bridal
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events, you know, those sorts of things that would help me to do
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qualification and discovery. When I was talking to potential
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customers, when I was talking to potential clients, potential
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brides and grooms that I was trying to corner so that they
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could be my client. I saw those a bunch of stuff
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that I used to talk to them about.
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So I figured, let's just be very, very practical.
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You know, I'm going to throw away the list because of course
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I don't need it anymore, but I'm sharing the list over here on
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the podcast would be a very good example for those of you who
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keep hearing me say qualification and discovery and
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you haven't seen or you haven't heard very concrete examples
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from me about how you know what the flavour of the conversation
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is supposed to be like. So that's what we're going to do
6:57
over here today. Now before we get into the meat
7:00
of the matter, if you'd love to connect with me, you can call
7:02
me, send me a text message or WhatsApp message on 08064662140.
7:10
If you're interested in the business audit 15 minute sale
7:13
audit, you can WhatsApp me on the same number 08064 662140.
7:20
And if you'd like to join my WhatsApp channel, you can hit me
7:23
up on the same number and I will hook you up.
7:27
So back to the meat of what we're doing today.
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This is just a set of sample questions that I used for
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qualification and discovery. And this is an old list, very
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old. So unfortunately, you know,
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based on when I created the note and stuff like that, I'm
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guessing that these are the sorts of things I used to use
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when talking to potential clients sometime after 2010.
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I'm not sure exactly when. Maybe this is like 2012, 2013 up
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until maybe like 2015. Oh, first of all, I think to
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note when it comes to qualification and discovery or
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when it comes to conversation frameworks, conversation
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outlines, that's also another way I like to describe it
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because some people don't like the heavy technical terms.
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So I just say conversation framework or conversation
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outlines whenever you're coming up with a conversation outline.
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Well, first of all, there's no such thing as a perfect
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conversation outline. There's no such thing as perfect
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qualification and discovery because number one, you change
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all the time. So your knowledge base changes,
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your experience changes, your confidence and level of comfort
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when dealing with strangers and being put in new situations, new
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context, you know that changes. And so because of that, the
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quality of the conversations that you have will change and
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the specific items that you have in your framework will change
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over time, you know, as you grow and as you improve and as you
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move into new circumstances. So there's no such thing as
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perfect list and there's no such thing as a final list.
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So you will start with, let's say you're getting new into
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Business Today and you're starting off as an architect,
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for instance, or you're starting off in solar cells, or you're
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starting off as, I don't know, an environmental consultant or
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something. So all these three people have
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to do qualification and discovery.
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The architect needs to figure out the client.
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Who is this client? What do they want?
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The building that they want to build?
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Is it residential? Is it a commercial?
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Is it industrial? What kind of project are they
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going to use it for? What kind of safety standards
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does it have to meet? What kind of occupational
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standards does it have to meet? You know, different things like
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that. The same thing with solar.
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Somebody wants to buy solar, What is it for?
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Is it for residential? Is it for their house or is it
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commercial? Is it for a factory?
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Is it for, you know, what are their power requirements?
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How many machines with a power, How many TV's, How many ACS?
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Is this person a family man or a family woman?
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OK, So how many children, you know, if you're trying to power
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a house and the man has, you know, 5 wives and 30 children,
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you know, definitely they need a different kind of system than a
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fellow who's just married to, you know, one wife, you know,
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the wife of his youth. And maybe they only have two
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kids. So it doesn't matter what kind
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of business you do, you will need to have a conversation
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framework, the conversation framework, a selling framework,
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A qualification and discovery framework, whatever framework,
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whatever guideline that you want to call it, but you will need
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it. But there won't be any perfect
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one because when you're a brand new architect, the list of
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questions that you have will be plenty because you know, you're
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scared, you're using this thing as a crutch.
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So you're going to ask a whole lot of questions, but then over
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time with the experience, you'll be able to cite some people and
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decode on all two things. Or you'll be able to ask a
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question in such a way that you ask one thing and then the
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question will give you like four or five bits of information.
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So your list will always change. Now, the reason why I'm pointing
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this out is I don't want anybody to listen to this thing I said,
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oh, this is my perfect recommendation for people who
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are in the wedding space or the event space.
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That is the ideal list of questions you have to ask at
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all. I'm not saying that.
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I'm not saying that at all. I'm not trying to show you that
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look as OK, I'm still a young man, but as a much younger man
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in 2010, 2012, 2015, these were the kinds of things that I used
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to say when I was talking to potential brides, talking to
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potential grooms, sorry, talking to brides and grooms who could
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be my potential client. So I'm not saying that this is a
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perfect list and I'm not saying that you should model anything
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after this. I'm just trying to show you a
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couple of questions and to talk to you some of the rationale
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about why I was asking these sorts of questions, right?
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So applying these principles are going to be tricky.
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So if you need me to look at your own particular
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circumstance, that's not a problem.
11:54
Remember, you can just connect with me.
11:56
You call me, send me a text message or WhatsApp message on
11:59
08064662140. If you're interested in the 15
12:04
minute sale audit or you want me to look over your business
12:07
processes, it's not a problem. Call me, send me a text message
12:10
or WhatsApp message on 08064662140.
12:16
Or if you want to join my WhatsApp channel, hit me up on
12:18
the same number and I'll hook you up.
12:20
So the sample questions. Now, first of all, on my list,
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my questionnaire that I had was the bride's name, the bride's
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number, and the bride's e-mail. Now let me point out one thing.
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If you listen to Brian Tracy's early stuff, psychology of
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selling the audio thing, the audio, the audio one, not the
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book. If I don't know why the book is
12:44
different from the audio material, I don't know why, but
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if you listen to the audio one, there's a part where Brian Tracy
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talks about how creativity is required.
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Creativity is essential when it comes to selling you guys to be
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a creative individual to get that money.
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The reason why I'm pointing this out is because because we're
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looking at the questionnaire or because we're looking at the
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framework or because we're looking at the checklist, some
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people just apply this thing in a very slavish manner 1234 like
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no creativity, no flair, no personality, no nothing.
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The checklist is there, the questionnaire is there, yes.
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So even if you didn't design it, Orga gave you questionnaire and
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Orga said go and sell no problem.
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The fact that 456 of you are working from the same sheet does
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not mean you need to sound the same.
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You got to bring your own self into this thing.
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You see it in the way that is comfortable, that is sweet in
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your mouth. That's how you do this thing.
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That's how you do it and you be conversational.
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Now the reason I'm pointing this out is because because on the
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questionnaire that org I gave you for instance, the thing says
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bride's name, number and e-mail. Some of you just hold the
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keyboard and then you now ask the babe, please, what's your
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name? She will say it, you know, say
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what's your phone number? She will say it should not, you
14:05
know, say what's your e-mail? You say by the time you keep
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asking her questions like this in a robotic fashion, like, what
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do you expect? How did you be like, ah, like,
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come, I didn't come here for interview.
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Like I'm looking for a wedding photographer.
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Do you do photography and video or not?
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I should go to X for you and reasonably so because you've
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turned this thing into a jam interview.
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What is your name? What is your phone number?
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What's your e-mail? That's not how you do it.
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On the checklist. You see name, you see phone
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number, you see e-mail. The way that you get this
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information is you keep it nice and conversational.
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So you hear her when I say here, you know, as in in Nigeria now
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greeting, you go greet them now. So sister, what's up?
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How are you doing? Or however it is that suit your
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personality. Oh, good afternoon, welcome to
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my stand. You know, how can I help you
15:01
today? Oh, congratulations.
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I noticed that you got proposed to recently.
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However it is you want to start the conversation, but eventually
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you get to the point where you say something like, oh, my name
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is Shukri. So your name is if that's who
15:15
direct for you, you say, oh, sorry, sister beg Novaks.
15:18
I don't want to keep calling your sister all the time.
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You know what should I call you? Any which wisher you're trying
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to find a name in a conversational way.
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Somebody doesn't pick up the phone and call you and then you
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say what's your name? It's not like that or you're the
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networking event. You say, what's your name?
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Be conversational about this thing.
15:38
So if on the checklist, there's bride's name, there's number,
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there's e-mail, it's not you. You won't ask it as if it's an
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interview. There's no interrogation.
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You're not you're not a member of the police.
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You ask, you know, engaging conversation and as you're
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getting information, just the note I'm down.
15:57
Now the way I have always put it is I always tell whoever it is
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that I'm talking to, like I beg Novix.
16:04
I don't forget any of the things that we're talking about really
16:06
important. So I'll be making notes from
16:08
time to time. I hope you don't mind.
16:10
Since I've been doing this thing, nobody has ever told me
16:12
no. Don't write anything down.
16:15
I know for some of you sounds scary or maybe you sound too
16:18
formal or about nobody has ever told me no.
16:21
In fact, there's some situations where what I do is as person is
16:24
talking and they say something, you know, I know my head, I say,
16:27
and then I write it down. So I didn't ask for permission,
16:30
But the fact that I say, OK, you don't mean it, and then I write
16:34
it down, they can tell that I'm trying to track with this
16:37
conversation. Nobody has ever stopped me to
16:39
say, Olga, put your barrel down. I beg.
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Listen to me as I'm talking to you.
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So don't worry. You can have your keyboard, you
16:47
can have your paper, you can have your whatever.
16:49
You know what? Just the SketchUp put something
16:52
down. The reason why is because as
16:56
you're talking to this potential customer now, later on, you, you
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know, you guys follow up with them or something.
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How will you follow up with somebody when you don't have any
17:08
background information on the person?
17:11
Do you know how awkward it is after a bridal show?
17:15
You want to call somebody? You only have the phone number,
17:18
you didn't collect the bride's name.
17:20
Are you going to start that conversation?
17:22
How at least if you have the name and you remember some
17:27
background information like you know how her fiance's name, her
17:31
boyfriend's name and you know how they met.
17:34
You know you are noting us all those things you can call and
17:36
say Ching here. How are you doing now?
17:39
Of course she doesn't know who it is.
17:40
Should be like, I'm fine. You know that all you
17:45
understand, like she's answering, but she doesn't want
17:47
to be rude. She doesn't want to come out and
17:48
say who is this? And then that's why we say, oh,
17:53
sorry, forgive me. I'm sure you probably don't
17:55
remember. You know, this is the dude that
17:57
you spoke to at last week, brides and babies bridal affair.
18:02
She'll say, OK, sorry, please don't be annoyed.
18:05
I spoke to like 5 different photographers that day.
18:07
I'm sorry, I can't remember you saying no, it's me, the Benway
18:10
boy. And that's the reason why, you
18:12
know, I talk about building rapport and that's the reason
18:14
why I ask people, you know where they're from because no, how, no
18:16
how if I say where are you from? One state.
18:19
And luckily for me, my name is my name is different.
18:22
Well, at least most people think my name is unique.
18:24
But The thing is, if you come to my states, you know, everybody
18:26
has my name when in other parts of Niger, people think my name
18:30
is unique. So I'm know how know how.
18:32
I always ask that question. Oh, what does your name mean?
18:34
Where are you from? Eventually the thing comes back
18:36
to me. I said, oh, I'm thief.
18:38
I'm from Ben Roy State. Oh, really?
18:40
Tavishima, How do you pronounce your name?
18:42
Yeah, you tried Tavishima. You're sure it's not German?
18:45
You're sure it's not this? You know, we always end up
18:46
having that conversation and then I'll sleep in there.
18:50
That, you know, I'm a binary boy that don't worry, I'm the first
18:53
one you're meeting. You know, I'm sure you'll
18:54
probably meet another one soon. And then conversation continues.
18:59
So when I'm calling the follow up on the lady next time and she
19:04
says OK, sorry, sorry. Who's this?
19:08
Oh sorry. Don't be annoyed.
19:09
I spoke to 4 photographers that day.
19:11
They say Oh yeah, it's OK, don't worry.
19:13
I get that a lot that happens. My name is establishment.
19:16
I'm the binary board. I spoke to say, oh, oh, Ben Ray
19:18
boy, can you see from building rapport now conversation, they
19:23
continue rapport, they flow. That's how you do it.
19:28
You don't just hold your keyboard and say sister, your
19:31
name or your phone number or e-mail.
19:34
No conversational because they're trying to build some
19:37
rapport here, right? And then you throw in something
19:42
like, oh, that by the way, how's, how's Shakudi?
19:46
You know, because of course you'd have asked and you know
19:48
that, you know, her fiance, her husband to be that name is
19:51
Shukudi. So how's Shukudi?
19:53
By the way, how's he doing? You know, rapport conversation,
19:56
they move. So wasn't my questionnaire the
19:59
bride's name, however, I won't do him.
20:01
I guys get the name. It doesn't have to be name and
20:04
surname. If I have to keep things
20:05
informal, I will just just go for first name.
20:09
So first name, I put it down a phone number, collect it, e-mail
20:13
address, I put it down. Although for me I used to
20:16
privatize phone number. Because back then in 2010, 2012,
20:22
2013 people know they respond to e-mail not to talk of now 2026
20:29
even then e-mail address the frustrators like you will send
20:33
e-mail to the bride die should not go respond you being spam.
20:41
So sorry, one moment. I will be back with you all
20:47
shortly. OK, I'm back.
20:51
Sorry about that. I should have mentioned I
20:54
forgot, you know, the usual warning that I'm making today's
20:56
recording at home and everybody's home and my wife
20:59
needed my attention for something because she has to
21:04
travel soon. She has to be in Lagos for work.
21:08
So anyway, private stuff shop, but I'm back.
21:11
So I think I had spoken about how I'd get the bride's name,
21:14
the bride's number, the e-mail address.
21:17
And I think I had spoken about how you ought, you have to keep
21:19
this thing conversational. It is not an interrogation.
21:23
I think also spoke about how it's OK to ask people for
21:26
permission. You say Bro Novaks or you know,
21:28
Madam, if you don't mind, I'm just writing down a few things
21:32
so I can stay on top of this conversation.
21:34
Or, you know, you've been saying some very important details
21:36
around ABCXYZ and I don't want to forget.
21:39
So like for those of you who are in the solar space, for
21:42
instance, or who are selling technical installations,
21:45
physical installations, you actually should be writing down
21:48
these requirements. In fact, somebody can be looking
21:50
at you and be saying this guy's an airhead because you are not
21:53
writing down in the the requirements.
21:56
So if you're working on, you know, installing some power
21:58
plants on something, something, you know, it is part of the
22:01
whole process. You have to be doing the power
22:03
audit. How many ceiling fans, how many
22:05
dis, how many that, how many DB, how many circuit breaker?
22:08
How many of these asking them questions need to confirm
22:11
something before you may even need to calculate something and
22:13
say, oh God, look, you said your machine is 2500 watts.
22:17
But based on this and this and this, if my understanding is
22:20
correct, actually we should be looking at a rating of 3800
22:24
watts. You know, you should be asking
22:27
questions, you should be writing these things down, Then let's
22:31
see what else? OK, well, I can't remember what
22:34
else I mentioned, but from the point of view of those of you
22:37
who are listening to the podcast, you know, you already
22:38
heard everything anyway. So, yeah.
22:42
So back to the context of wedding photography.
22:45
So I would get the bride's name. I get her phone number.
22:48
I get her e-mail. Then of course, I would also get
22:51
the groom's name as well because, you know, this is how
22:53
we build rapport. You know, you get the people to
22:55
talk about themselves, you know, So I also need to know the kind
23:00
of person that the groom is because sometimes at these
23:02
events, you'd be talking to the bride only.
23:04
But, you know, on the wedding day now you'd have to coordinate
23:09
both of them, coaching them through their photos, you know,
23:12
things like that. So it always helps if you had a
23:15
little bit of background knowledge on the groom ahead of
23:17
time. And in fact, I used to get their
23:19
phone numbers so that I will call the guy.
23:22
I say, you know, what's up? This is Chukudi.
23:24
They say, yeah, who am I speaking with?
23:26
So I spoke with your wife earlier.
23:28
She came to social so bad event. I'm one of the wedding
23:32
photographers that she's considering.
23:33
And I thought it would be a good idea for me to reach out to you,
23:36
you know, just get acquainted, you know, won't be nice for the
23:41
first time we're seen is on the wedding day, you know, be
23:43
somehow now. So I just said, let me just
23:44
reach out and say what's up, Goblet?
23:46
Yeah, yeah, that's true. So what's up?
23:47
Congratulations, man. So I'm sure you're excited.
23:50
Say my brother would spend money anyhow, I say I understand
23:54
that's how these things is. That's how it is.
23:56
But don't worry, this they will come and pass in Jesus name, say
23:58
Amen. And then from there,
23:59
conversation just the flow. Build up all the gang.
24:04
Build up all the babe this I will be moving the, the, the
24:08
relationship forward, the personal relationship.
24:11
Could they move on forward one step at a time business
24:13
relationship, would they move on forward one step at a time, one
24:16
call at a time, 1 visitor time. That's the way forward.
24:20
So the groom, I'll get his name from the bride, I'll get his
24:26
number. I also get his e-mail address.
24:28
But again, my own personal personal preference is phone
24:32
number. Anytime I need a phone number,
24:35
that e-mail is just, you know, backup as per, you know,
24:39
sometimes the bride will drop her phone number, but then you
24:43
look at this and say what did this girl write?
24:45
Did she write 5-6? I mean, did she write 55?
24:48
You know, all those kind of things.
24:49
So sometimes the e-mail address will be backup.
24:53
You know, you never know. Then of course, wedding date
24:55
also need to get their wedding date because I have told you
24:58
guys before that timelines and urgency are really, really
25:01
important. If you're talking to somebody
25:03
who is interested in your product or your service and it
25:06
looks like they have a need, but they don't have any sense of
25:09
urgency, they don't have any timeline.
25:11
It doesn't matter how sweet the conversation with, I say with
25:15
the conversation was, you don't have a deal on your hands
25:19
because there is no sense of urgency.
25:21
There is nothing that you can point to objectively outside of
25:24
both of you to show that this person is ready to take action
25:27
anytime soon. Those of you who are listening
25:29
to the podcast last week, you remember the time that I spoke
25:32
about my friend, let's just call her other and I said, how far do
25:37
you shoot weddings in the East? And then because she's my
25:39
friend, I forgot I abandoned my process.
25:42
I said finally the Lord has done it.
25:44
She started laughing because I've been teasing her.
25:46
You know other you're a fine girl.
25:47
When are you going to marry? There is no good.
25:49
You're just in the market like this is no good.
25:51
Now they suppose marry if I if I miss if I was not married, I for
25:56
don't propose. You know, just used to tease her
25:58
like that. So when she said, how far do you
26:00
cover weddings, weddings in the East, I said, the Lord has done
26:03
it. And then we laughed and then I
26:06
started, you know, asking her questions what she has planned
26:09
about this that of course I asked her, who is the guy?
26:11
I just like, I beg your just leave that matter and then we'll
26:15
continue talking. But I didn't ask her when is the
26:18
wedding date. So me another.
26:20
We spoke for one hour. Then by the time we finished and
26:26
I said no, but seriously, I thought though, like what's
26:28
like, what's his name? Who's the guy?
26:29
When am I going to meet him? And he said, Oh no, he hasn't
26:32
proposed yet. I felt like an idiot.
26:36
I have spoken for 45 minutes, one hour.
26:42
I did not ask some very, very simple questions, wedding date,
26:47
dates and timelines. They give you a sense of
26:49
urgency. You now know whether you have a
26:50
deal or not. It doesn't matter how well I
26:53
handle that conversation with other, the very fact that well,
26:57
she's interested and well, there's a guy, but you know the
27:03
guy never proposed. She's just doing her research
27:05
just in case. No matter how sweet the
27:10
conversation was. Excuse me, I did not have a deal
27:13
on my hands. I didn't.
27:17
And there's the reason why in the beginning it's important
27:18
that you have a process and you follow your process.
27:21
So simple slip UPS like this. You didn't ask when his wedding
27:24
date. You assume that you have a good
27:26
deal because the person is the president's goddaughter or
27:30
something and because they have money and blah blah blah, only
27:33
to find out that she's just doing research or the guy
27:36
proposed. But because election is around
27:39
the corner, the wedding is not going to be until after
27:41
election. See, I'm currently making this
27:43
broadcast recording now in April of 2026.
27:48
Election is going to be in roughly a year's time, you know,
27:50
into 2027. If she's the president
27:54
goddaughter, yes, congratulate yourself that you're in the
27:57
running because if you close this deal, the money will be
28:00
good. The money will be sweet, sweet
28:03
money. But The thing is president's
28:07
daughter-in-law. So because of that, everything
28:10
will be based off election. And you know how these things
28:12
are now. So the president's goddaughter,
28:15
of course, be marrying Senate President something something,
28:18
you know how they marry themselves now.
28:20
So everything is based on election.
28:22
So it doesn't matter how sweet the conversation we had today
28:24
was now because nothing they happen until after election,
28:31
even the election itself until after inauguration.
28:34
So you can have a sweet conversation with her today.
28:37
But The thing is election is early on in the year.
28:39
Inauguration will be around that kind like May 2930.
28:44
So inauguration will be like May into May June Abbey like May
28:49
into June inauguration all those everything before the families
28:53
will now settle down to now start discussing the wedding
28:56
date. So this thing about timelines
28:59
very, very important. You sell solar you by discussing
29:03
installations. You just ask how soon do you
29:06
want this up and running by simple.
29:10
If the person starts dropping some days or some months that
29:14
sounds favorable. You know that you have a deal on
29:16
your hands. Oh, how soon would you like this
29:18
up and running? I'm hoping that I should have
29:22
found a solar vendor in over two months and just ask 02 months.
29:27
Wow, that's very specific. How come?
29:29
Is there any particular project you're going you're working
29:32
towards? You ask the person says, well,
29:36
those are part of the things we showed our investors.
29:38
We show our board, you know, to keep us on track for.
29:40
So, you know, as the person is talking about the timeline, you
29:43
are now getting a sense of how serious is this timeline.
29:47
So you sell solar or you're selling other power things.
29:50
You're not asking people how soon do you want this done by
29:54
just simple question like that, just to test sense of urgency,
29:59
test timelines. You're not asking how the hell
30:02
will you know if you have a correct deal or not.
30:05
It's not just a matter of you're talking to somebody.
30:07
The person's skin is smooth, the person talks well, and you know,
30:10
the person drives a G wagon. It's not just that, yes, they
30:15
have all the money and they look right, they sound right, but is
30:18
there a sense of urgency? Do they have a timeline?
30:21
What is that timeline? Find a way, figure it out.
30:26
Now this is wrong area that I was lucky or kind of spoiled
30:30
because as a wedding photographer, you know, it's
30:32
right there, the wedding date. So we didn't have to be too
30:35
creative. You just ask them what's the
30:36
wedding date? So if you sell something else,
30:39
you know, you have to look for stylish ways of asking.
30:41
So for solar asking them how soon would you like this done
30:44
by? If you're an architect, you
30:48
know, I guess how would you ask as an architect?
30:52
OK, I guess for an architect, if you wanted to get a sense of the
30:55
timelines, maybe you'd have to tie it to the substantial thing
30:58
on ground. So if the people that you're
31:02
talking to are property developers and they want you to
31:04
do to draw design for them for, you know, semi detached duplex
31:09
something something that that's how all the houses in their
31:14
state are going to be just asking them now as an ask eater,
31:17
as an architect, just asking them now.
31:18
Oh, cool. OK, so when is groundbreaking
31:20
ceremony? You see simple question like
31:22
that. When is groundbreaking ceremony?
31:25
We already been need to get some idea, some sense, you know,
31:31
getting some sense of that timelines at least people
31:33
serious or not. If you're saying when is
31:36
groundbreaking ceremony, you're talking to them in 2026 and
31:39
they're saying, well, we're thinking of green lighting the
31:43
project sometime in 20-30. In your mind, you now know that
31:46
OK, you know what, may I follow them?
31:49
The young let me continue talking to these people, but
31:51
this is not a deal because I'm asking them in 2026.
31:55
I say when it's groundbreaking ceremony and they're saying,
31:57
well, we're thinking of something, something maybe
32:01
20-30. I mean, as in four years time.
32:05
But as an architect now, especially as a young architect,
32:07
you know, you just finished school, you know, body, they're
32:10
hot, you need money, you need cash, you need good cash.
32:13
You're talking to somebody and you say, oh, when is ground
32:15
breaking ceremony and they're saying that, ha, we just confirm
32:20
from the governor, Governor say he's going to be available.
32:24
He's going to be available February of 2027.
32:29
Now you know you're dealing with somebody that's serious because
32:31
this is March of sorry, this is April of 2026.
32:35
The person is giving you for ground breaking ceremony, pest
32:39
is giving you a date that is like 10 months ahead.
32:42
OK, good. Now since the ground breaking
32:45
ceremony, the date is 10 months ahead.
32:47
That means definitely you must have finished the designs for
32:51
the building or for the factory, you know, the month before.
32:54
Like you can now see that you have a sense of the timeline,
32:57
how you can be planning yourself, the follow up where
33:00
you would follow up, how you chase them, whether you go cross
33:03
mark them or you give them space in your mind, you can begin to
33:07
see everything you see. So This is why I was saying that
33:13
even though this is my qualification and discovery list
33:18
as a wedding photographer, you can see that the principle is
33:20
the same. No matter your field, the
33:23
principle is the same. So of course, I would ask the
33:25
bird what's the wedding date? If they haven't proposed to her,
33:28
then now there's nothing there. You would have proposed to her
33:31
and the wedding date is in four months time.
33:32
Good, good, good, good. Making progress.
33:36
When the one thing that I figured out, anybody who reached
33:39
out to me and the wedding date was one week, one week from the
33:42
time we're talking or more, that is a bad sign.
33:44
No, because we're for wedding photography.
33:47
Anyway, you're talking to somebody.
33:50
Now, what's today's date itself? So hold on.
33:55
OK, 6th of April, you're talking to somebody 6th of April and
34:00
then you say when is the wedding date?
34:02
And then the lady says it's 13th of April.
34:04
Usually it's a bad sign because when the date is close, close
34:07
like that, they're in a rush. They don't care.
34:10
The only they just need somebody, anybody quick, quick,
34:13
quick, quick, quick and usually the cheapest person.
34:15
So those ones, I didn't like having that kind of conversation
34:17
at all. Why is the person tell me that
34:20
oh that their wedding date is next week was in two weeks or
34:22
more? I just lose more heart because I
34:25
know that this won't be a fight. But anyway, trying to figure out
34:29
wedding date. Then I would also ask questions
34:32
about the style or theme of the wedding because you'd have to
34:38
prepare yourself. And I put it like mentally you
34:42
suppose prepare yourself, you suppose a gauge.
34:45
And then of course, you discuss with your crew some of the ideas
34:47
that you try for the photographs or for the video or for the kind
34:52
of questions. So you ask about style or themes
34:55
of the wedding, then what else? OK, how do you want to feel on
34:59
your wedding day? That's something that is
35:00
particular to those of us in the event space then let me see.
35:07
So around money, I had some stylistic ways that I tried to
35:11
bring up the money conversation. And one of them was around this
35:14
thing of DIY that's do it yourself.
35:17
I don't know about now, but back then, you know, 20101215, you
35:22
know, there was this thing in Niger, this DIY culture was
35:26
there. You know, somebody insists that
35:28
they want to handle some things themselves.
35:30
And whenever you're with a DIY bride is either they are
35:34
incredibly sophisticated, meaning, you know, they have
35:38
taste so they want to close mark some things or they are
35:41
incredibly broke. So they're trying to, you
35:45
understand, trying to save money.
35:46
So that's why they want to do some things themselves.
35:49
So there was something in my checklist, you know, and asked
35:52
that, Oh, OK, so are you guys ADIY couple?
35:55
They say are you a do it yourself couple?
35:57
Sorry, what does that mean? Like are you going to let the
36:00
plan the wedding planner handle everything or there's some
36:02
things you want to do yourself? We'll say oh, yes, yes, yes,
36:05
yes, yes. Actually my auntie's a very good
36:07
cook. So my auntie's going to handle
36:08
the this and this person will handle the that as the bride is
36:11
talking in my mind. And I was like, OK, this is this
36:15
is a person with the money conscious.
36:17
So I now know that OK, this money conversation go hard.
36:20
So you know, things like that. So those are some ways that I
36:22
used to stylishly ask about the money thing.
36:25
So asking are you a do it yourself DIY couple?
36:29
That was just me really. I was just trying to find out
36:31
how how they are when it comes to money.
36:33
So for your own product, for your own service, you need to
36:37
try and figure out ways to ask the money conversations.
36:40
Then another question that I used to use to try and figure
36:44
out money, but also because it was a practical question as per
36:47
our logistics, was I'd ask about the house, I'd ask about the
36:51
hotel and ask about the church and ask about the reception, I'd
36:54
ask about all the venues. So it's a very practical
36:58
question because you know there'll be lots of running
37:00
around 'cause you know you start from the house, then you move to
37:05
the church. You need to know how far away
37:07
the church is so you can plan your movement.
37:11
So back then for some, if the events are too far, I'll just if
37:14
the venues are too far, I'll just hire a driver for that day
37:18
so that, you know, movement can be fast, you know, just come
37:22
outside again inside the car, the driver just drives while
37:24
he's looking for a place to park.
37:25
And I just jump down, move to the next venue.
37:27
You understand? So I ask those questions just so
37:30
that I know how plan my movement.
37:32
So you ask them. Oh, OK, you're getting dressed
37:34
in Popsy's house. OK cool.
37:35
Where's Popsy's house? OK, I'll meet summer.
37:37
Cool. Then from there, the hotel.
37:39
Where's the hotel? Oh, OK, Hotel Maitama.
37:42
OK, the church. OK, it's the Catholic Church in
37:44
Maitama. Oh, OK, right, no problem.
37:46
Then where is the reception? Oh, the reception is our dunes
37:49
in Maitama. Oh, OK, cool, cool, cool.
37:51
So in my mind now I now know one thing that OK running around
37:54
won't be too harsh on that day because everything they the same
37:57
local governments, you know the same local.
37:59
So movements go not too poor us, you know moving around to be OK.
38:04
But then like I said was the way that used to kind of cheat and
38:07
see whether they have money. If you say our father's house is
38:10
in Metama, the hotel Metama is upscale part in Abuja.
38:14
So if her father's house is in Metama, the hotel is in Metama.
38:20
They're using dunes that has helipad.
38:22
Abby doesn't have a helipad. Abby has a swimming pools
38:25
anyway, but she's mentioning all those places.
38:28
I will now know that OK, I'm talking to some people that have
38:31
cereals bar. So therefore we might be able to
38:36
make a good one on this wedding. So this is how I used one of the
38:41
ways I used to cheat to talk about money.
38:43
Now I'm much more direct when it comes to the money thing.
38:46
I ask people straight up, how much have you budgeted for this?
38:49
Well, I tell them straight up now look for what the things
38:52
I've talked about so far executing this kind of project
38:56
could cost anything between this and anything between that, you
38:58
know, is this something you budgeted for?
39:00
So now I just ask directly, but back then this, I used to cheat.
39:05
Are you a DIY couple? I'm cheating.
39:07
I'm trying to see whether their hand is AKA GOM.
39:10
They don't like spending money or yeah, we're at the venues.
39:15
So this was a way to cheat. Now I also asked questions about
39:18
the wedding party. When we say wedding party, we
39:22
just mean the number of people that are going to be there, you
39:25
know, number of bridesmaids, groomsmates with our grandma is
39:28
coming, grandfather. We're again mother of the groom,
39:32
mother of the bride, you know, maid of honor, bridesmaids,
39:35
flower girl, ring bearer. OK, that was also another way of
39:41
me cheating because the bigger the wedding party, sometimes,
39:45
you know, the more money these people have, you understand?
39:47
So I know some of you will be laughing or you're not
39:50
impressed. I was asking how stylishly
39:53
trying to figure out how much money these people have.
39:55
But look, it's something, it is important.
40:00
You need to know people can afford your product or service
40:04
before you continue to invest time in them.
40:07
It's not as if people that don't have money are now worthy of
40:10
your time and attention. It's just that there's no point
40:14
in spending one month building relationship with someone only
40:17
for the person to say you're too expensive.
40:20
If anything is going to die because of money, it's best to
40:22
kill it within two or three days.
40:24
Talk to the person on Monday. By Wednesday, people will decide
40:27
that OK, now Monday is going to be an issue, then end it.
40:30
Instead of you talk to somebody on the 1st of January, you're
40:33
doing relationship building, you're bouncing around issues.
40:36
Then on February 28th, the person now tells you that, oh, I
40:39
don't have money and believe me, I've been in that situation
40:42
before. The fact that I felt like an
40:43
idiot. I felt like an idiot.
40:46
I won't lie, I really felt like an idiot for showing somebody
40:50
three months. Then they now say that you know
40:52
you're too expensive. Anyway, I was angry at them.
40:55
I was angry at myself. I said I'm ICOSA, I should have
40:58
brought up the money thing earlier.
41:01
So yeah, about the wedding party.
41:05
Oh, then also it had some implications on how many people
41:10
would need to to shoot. If we're if we need, if we're
41:13
having a very large bridal party, then we might need some
41:17
assistance, you know, second shooters, somebody to hold the
41:20
light stands, you know, and stuff like that.
41:22
So these are also questions that things that you should be
41:27
mindful of in your qualification and in your discovery process.
41:30
You're trying to figure out what is the scope of the job, What
41:34
are the factors of the job that are going to affect affect your
41:39
manpower, How many people you need, how much equipment you
41:42
need, how much resources you need, how much raw materials
41:46
that you need. You see, this is the reason why
41:47
I say do not issue a quote unless you've done qualification
41:51
and discovery because now you have all the information that
41:54
you need so that you can give a valid quote.
42:00
Because it sucks to tell somebody that look Bros your
42:02
money now 2.5. Then when you start going
42:05
forward, you now realize that oh, if this is going to be
42:07
profitable, I should have collected 3.6.
42:10
It really sucks to have those sorts of conversations.
42:15
So in the qualification and discovery process, you should be
42:18
asking these questions early. Sorry, 1 moment.
42:22
I'll be back. OK, Sorry about that.
42:26
I am back. And yes, you guess right.
42:29
Was my wife again. She named my attention for
42:31
something. By the way, if you're a young
42:33
man, this is the reason why it's nice to marry a woman that loves
42:35
you because you know she loves you.
42:37
You know she would feel you, if you understand what I'm saying.
42:40
All right, So, OK, I think I spoke about.
42:45
Yeah, I think I stopped on the size of wedding party as a
42:47
wedding photographer because I was trying to figure out
42:51
stylishly figure out how much money they have.
42:54
Also, I was also trying to figure out the aspects, the
42:57
different aspects of the event that will determine how I can
43:03
give an accurate cost. Because I guess on weddings we,
43:06
because it's a small something, you can shoot it by yourself no
43:08
problem. Just you, no problem.
43:10
But there's some weddings, excuse me, because some weddings
43:13
are huge. You will need, you will need
43:15
boys, like four or five boys, you know, 2 of you at the
43:18
bride's place, two of you at the groom's place.
43:21
Then maybe somebody will be at the event ahead of time, maybe
43:23
like two people, They have one person stationed that red carpet
43:28
to be capturing all the dignitaries that are coming.
43:30
You know, President, Governor, you know, Deputy Speaker,
43:35
somebody permanent like that. So you ask all these questions
43:39
because if maybe because it's the president's goddaughter, you
43:46
know, out of the top of your head, you just call the biggest
43:48
number you can think of. Maybe you say 25,000,000 and
43:52
they agree and then they transfer 20 million.
43:54
First they said we give you the balance of 5 million at the end.
43:58
But then by the time you start looking at everything, number of
44:01
days that you should go on different venues and maybe the
44:05
traditional now for instance, OK, Tinibu is a Lugosha, so
44:08
maybe the traditional will be in Lagos.
44:11
You know, you didn't, you didn't factor in cost of flight, cost
44:16
of hotel, all those things. By the time you now calculate
44:19
everything you say, oh boy, if I don't charge them, like 40 M
44:23
down is too late. Is somehow you now look
44:26
unprofessional and you have to go back because you know how you
44:30
do this thing. If at the end of the day, now 40
44:33
M, you need now 40 M. It's just that you be a very,
44:35
you look like a very unserious somebody to go back to start
44:38
saying, sister, you know, you know, we agreed on 25, but you
44:45
know, based on logistics, based on this, based on that, you
44:48
know, we have to go up to 40. You now see me somehow.
44:52
So have a proper qualification and discovery process and thrash
44:56
out all these things early so that by the time you give them a
44:59
quote, your quote is 11 is 1. Your quote has accounted for
45:03
everything. You know how many cameras you
45:05
need? You know how many boys you need?
45:07
That's what events. You know how many photo books
45:11
you're making. If it is solar, you know, how
45:14
many panels you need, how many rooftops you're covering, how
45:17
many batteries you need, what kind of battery, whether lithium
45:20
or this or this or that or that. Also, one moment.
45:24
Yeah, my attention is needed. I'll be back.
45:28
OK. Sorry about that.
45:29
I'm back. This time was my boys.
45:32
You know, like I said, holidays are on and they'll be making
45:36
friends with some of the neighborhood kids.
45:38
And anyway, you know, now when boys are playing, definitely do
45:44
1 issue another. So where was I?
45:49
OK, no, I think I was talking about how qualification and
45:52
discovery is really important because it gives you the
45:54
information that you need so you can make an accurate quote.
45:57
Very good. Then another question I used to
45:59
ask as a young as a younger, because I'm silly young man.
46:03
I'm silly fine boy. I used to ask about family
46:06
challenges because after a while I realized that sometimes you
46:11
step into some kind dynamics because of this wedding.
46:14
I remember now we noticed that all the bridesmaids, all of
46:18
them, all of them do coalesce one side and those one
46:22
particular bride maid that like she was always on her own, like
46:25
they didn't really like her. And I was trying to, you know,
46:29
for the purpose of picture. Now you suppose how I put it
46:34
like if you take picture and then like everybody clearly make
46:37
one click one side, then one click is in another side, you'll
46:40
be somehow you know, because when you are an event live and
46:46
people they form clicks. You know, it's not a problem
46:48
because clicks form and then clicks dissolve.
46:51
But The thing is a photograph is is is is permanent.
46:55
So when you take a picture like that, you know those that click
46:58
is frozen in time. So I was trying to get her to
47:02
blend with the group. But then later on now I
47:05
overheard some people talking and I realized what was going on
47:08
because what happened was the girls epoxy, you know now the
47:13
Niger we do so polygamy know you know Omar matter.
47:16
So the bride and her friends, all of them one side, but then
47:21
the other wife now the younger wife on the bridal train that
47:25
was her daughter. The second wife wanted her
47:29
daughter to be on the bridal train by force by force.
47:32
You know the quarrel the whole team was shot as a no problem
47:34
should be on the bridal train. But that was now the awkward
47:39
situation. The bride and her friends were
47:41
forming clique on their own and of course they didn't want
47:44
nothing to do with the other one because he's the other woman's
47:47
daughter. And of course the other girl
47:49
knew that. Look, nobody even wants me
47:51
herself this wedding. I didn't even want to come for
47:53
this wedding. I have my own barrels.
47:55
They forced me by force. By force.
47:56
Which can politics be this? You should have just left me in
47:59
my own life. So after a while I started
48:03
asking people beforehand so I know what it is that I'm
48:06
stepping to. But of course, I didn't used to
48:09
just come out and say the popsy married to wife, no, or the
48:13
popsy have children outside. No.
48:15
I just used to bring it up conversationally, just talking
48:17
about their family. But I was just trying to figure
48:19
out, you know, are the parents divorced?
48:22
Do they have step siblings? Or I'll ask about these
48:25
relatives because sometimes it's a nice idea to, you know, maybe,
48:30
you know, Popsy don't die. Might not be a bad idea to
48:33
honour Popsy during the ceremony and if that thing kind of thing
48:36
is going to happen as a photo crew and as a video crew, you
48:39
want to be aware so you capture all those kind of things.
48:42
So yeah, it's ask those sorts of questions, but not that I was
48:45
carrying a keyboard and asking them, you know, the policy.
48:48
Enter Bush. You know, just see our children
48:50
outside. No, just conversational, just
48:52
try and figure things out. Especially since even myself,
48:55
you know, my whole family, you know, we get those kind of
48:57
issues. So as even good self as a world
48:59
building rapport that Oh, really?
49:01
Even you, my sister, that's ABO like even me to even in my
49:05
family, we get this kind of issue too and they will just
49:07
laugh and then you bond over the whole thing.
49:10
So yeah, things about like that. Oh, then also back then I used
49:15
to ask them, how did you hear about us?
49:18
That's me and my whole crew. That's me.
49:19
I used to handle photos. My brothers used to handle
49:22
videos. My brother-in-law used to do
49:24
editing. Known as a bunch of other guys.
49:26
One guy was a drone pilot, you know and you know sharp.
49:30
So how do you hear about us now? The reason why I used to ask
49:32
that one is just so I know about marketing like which one is
49:36
working? What do you need to double down
49:38
on? So you know, if somebody says
49:40
Instagram, if you talk to 50 breads, 49 of them say they saw
49:43
you on Instagram. You now know that OK, this year,
49:46
I guess double down on Instagram.
49:49
I need to run more Instagram ads, you know things like that.
49:51
So how do you hear about us? So this is not an exhaustive
49:58
list, but other things. So, but back in 2010, 2013,
50:05
2015, these are the sorts of things that I was asking my
50:09
potential clients about, my potential customers about.
50:13
And from some of the issues that we've spoken about now stemming
50:16
from these questions, I hope you guys can see why you need to
50:20
have this thing as a process that you do every single time.
50:26
Because if you don't follow it, you'll miss out on some
50:29
important information. Your quote will not be reliable.
50:33
You won't have all the information that you need to do
50:36
an effective job, and you will not have opportunities for
50:39
building rapport. Because the more you get people
50:42
talking about themselves, the more they like you, the more
50:44
they feel you, the more they trust you and the more they
50:47
talk, the more it gives you opportunities to build rapport.
50:52
So if somebody says, Oh yeah, his name is Chukudi, we met back
50:56
when we're in uni. So we should you go to say I
50:58
want to University of Aberdeen. So for real, You want University
51:01
of Aberdeen? I went to Aberdeen as well.
51:03
So are you serious? I didn't see your face.
51:05
When did you graduate? Oh, I left there in 2008, 2009,
51:09
OK. Where did you go?
51:10
Oh, I went then 2020. So OK, that means you guys are
51:13
on the Youngish. And then I say, well, yeah,
51:15
actually, yeah, we're quite young.
51:16
I'm 20 days, he's 20. You see conversation, they flow
51:21
because she was talking about herself.
51:23
We now is that uncovered an element of commonality that we
51:27
both went to the same uni. So get people talking is not
51:34
about showing up and saying I'm the best, I'm the brightest, I'm
51:37
the cheapest, I'm the fastest, I'm the this, I'm the this, I'm
51:41
the that, no. So after getting all this
51:46
information in my qualification and discovery process, my next
51:50
step was after this sweet convo, all this conversation, I will
51:55
try and call the person after the bread of her and I will try
51:57
and set a meeting so that they can come to my studio and look
52:02
at sample albums. Because back then my darling
52:05
wife, she really designed my studio was real nice.
52:07
I had mirrors in my studio from the top all the way to the
52:12
bottom. At first I thought was excessive
52:14
but my wife said #1 to create illusional space.
52:16
At least your studio is small, but with this mirror studio look
52:19
big. I didn't understand.
52:20
But when I saw it, I say, wow, OK, OK, I see what I I see it
52:25
makes sense. And the Maher also said plus
52:27
women like to look at themselves in the full length mirror.
52:29
I say, yeah, OK. And she said it, it came to
52:32
pass. So last part of the design of my
52:38
studio mirrors from ceiling all the way to the floor.
52:42
Then we also had plush carpeting, like blue or so.
52:46
Yeah, blue carpeting, then wooden shelves.
52:49
Sorry. One moment I will be right back.
52:55
OK, I'm back. And don't worry, this is going
52:58
to be the last time. So this time was the kids.
53:00
My younger son got into a misunderstanding, let's just put
53:04
it that way, with one of the other children.
53:08
So where was I? OK, so I was saying now that all
53:12
these questions that I was asking these potential clients
53:16
of mine, you know, the brides, sometimes the groom when the
53:19
groom is there, but even if the groom is there, the process will
53:21
be the same, you know, and I'll get the information for the
53:25
bride and I'll reach out to the girl eventually.
53:27
Because in my opinion, both parties who are integral to
53:33
making the choice, so always liked to be in touch with both
53:36
the bride and the groom to try and close the deal.
53:40
That way if there are multiple parties who are required to
53:45
close the deal, make sure that you're in touch with us, many of
53:47
them as possible. So excuse me.
53:50
So I believe I was saying that all this information that I was
53:52
gathering on the cover, I wasn't gathering you just for gathering
53:55
sake. I was gathering this information
53:58
because it would help me to give an accurate quote.
54:00
It will give me opportunities to build rapport.
54:04
Also, I didn't just stop here. So it's not just about gathering
54:10
information after the bread affair, after the bridal Expo,
54:15
whenever it is that we got, we got introduced, I would try to
54:20
book a meeting so that they would come to my studio.
54:23
And the whole point of them coming to the studio was just we
54:26
needed a much more quiet environment so that we can talk.
54:30
Because the problem with bridal Expos or any kind of business
54:34
Expo like Abuja Trade Fair, Lagos Trade Fair, you know,
54:38
Nassau Agricultural Expo or whatever, the problem is that
54:42
these places are allowed. There are lots of other vendors
54:45
there. Everybody's trying to do
54:46
business. There are four or five DJs
54:48
playing music. You can't really have good
54:50
conversations with people. So this is where you get the in
54:52
depth conversation. And then if you want to show
54:56
people samples and start discussing particular proposals,
55:01
you need a nice quiet, calm atmosphere that you control.
55:06
Maybe we can have a conversation even if you can't control it,
55:09
but share maybe like you're going to the office.
55:12
No problem, so long as it's a nice cool, quiet, calm
55:15
atmosphere where you can have your conversation and start
55:17
going in depth. So it was when I was not on the
55:22
bridal floor, but it was now in my studio that I would now try
55:28
to get them to look at albums. Have a look at this album.
55:31
This one is glossy. This one is Matt.
55:33
Which one do you like? OK, this one is 100 pages.
55:36
This one is about 50 something pages.
55:38
Which one do you like? This one is wooden cover.
55:43
This one is padded leather cover.
55:46
Which one do you like? You see, we're now presenting
55:49
specific options. We're not looking at specific
55:53
features. I'm trying to gain their
55:56
feedback. They are buying all the
55:58
different features that I'm showing them because you know,
56:00
this ultimately is what is going to determine what I showed a
56:03
couple. Because lots of you make the
56:05
mistake of somebody shows up, you now start giving them
56:08
presentation given their proposal based on what you like,
56:11
not be like that because like in the wedding photography space.
56:14
Now for instance, one of my guys Shogun.
56:17
In fact that's his real name Shogun.
56:18
That's how the guy to pedo one of my deals, I was talking to
56:20
one of the babes and she wanted back then they used to call it a
56:26
synthetic. Now I didn't like synthetic
56:28
because I thought synthetic was cheap.
56:31
I the look was cheap. Shogun also thought the look was
56:33
cheap. But you know, I know that is not
56:35
about me. She said that's what she likes
56:38
No problem. That's what she likes is even
56:40
good ma because the production cost was actually lower.
56:43
So that means I'll make a higher profit margin on it.
56:45
She had decided that that's what she wanted Oliver, she going to
56:49
now show up later on like babe, now this one you want that No,
56:53
now this thing is kind of cheap. Now be what do you think that's
56:57
how the debate begin. The second guess.
56:59
That's when she realized what he had done.
57:02
Then after the baby left the meeting, she was started
57:04
apologizing. Say guy, I beg.
57:06
No vets, let me fuck up. I know.
57:08
Say let me fuck up. I beg.
57:09
No Vex, no Vex. But anyway, doubt had been
57:12
introduced, so it's not about you.
57:16
You don't want to show somebody something based on what you you
57:20
like. That's not how it works.
57:24
It's not based on what you like. It's based on what they like.
57:30
When it comes to solar, for instance, you might think that
57:34
lithium is the best thing since sliced bread.
57:37
But if somebody says that lithium isn't no new technology,
57:40
you say yes, it's the newest on the market.
57:41
That person says I don't trust anything.
57:44
You give me old battery. It's not about you.
57:48
You have told the person the pros and the cons.
57:49
You are giving the person. You show the person here.
57:51
You show the person B. The person say version A is the
57:55
new one. I don't like anything new.
57:57
Give me something that is old. Give them the thing that is old.
58:01
Build them accordingly. That is your presentation, that
58:04
is your proposal. So it's not based on you.
58:06
So that is also part of the reason why we're doing all this
58:08
grammar, all these questions. It's just so that when the time
58:12
comes, if you're an architect, the house that you design is the
58:14
kind of house that they like. If you're in the solar space,
58:18
the kind of installation, the kind of setup that you propose
58:21
that you issue invoice for them is the kind of one that they're
58:24
looking for. If you're in the photography and
58:27
video space, you know the video, the film that you shoot, the,
58:32
the photo that you shoot, the book that you design, the
58:35
wedding video that you edit is according to their tastes.
58:39
Because all these questions that we've been asking, how do you
58:43
want to feel your wedding day? How did you guys meet?
58:46
How you introduced, Oh, tell me more about the groom, blah,
58:49
blah. What's the style of your wedding
58:50
love? You know all these things.
58:52
You will now know how it is that you edit because honestly
58:55
speaking, yes, wedding videos, wedding video, but the way that
58:59
you will edit the video for a redeemed chick is not the same
59:06
way that you shoot the video for let's say house on the rock
59:09
House on the rock babe. It's different.
59:12
It's very, very different the way that you will shoot and edit
59:16
photos or videos for a Yoruba or 1 bear, you know person, you
59:21
know how they can be. Now it's not the same that you
59:23
shoot a photo and video for let's say she comes from, you
59:29
know, one of these tribes in the in the middle birth, like some
59:34
of these tribes in Plateau states that are very
59:36
conservative. Maybe they go to Aqua church,
59:38
they go to cooking, cooking church.
59:41
You know, the way you shoot an Aqua cocaine wedding, the way
59:45
you do their video is not the same way that you do a what's
59:47
up, what's up, Yoruba Owambe, you know, jump up and down kind
59:51
of wedding. So this is the reason why you
59:55
ask all these kinds of questions.
59:59
The next step is to sit somebody down and start looking at
1:00:02
specific proposals. And you're making a proposal or
1:00:05
a presentation or an offer or whatever it is based on all the
1:00:09
information that you've gotten so far.
1:00:11
After that, you have to start discussing pricing and specific
1:00:16
options based on all these convo.
1:00:18
And of course, for those who've been listening for any length of
1:00:22
time, you know that my recommendation is always put 3
1:00:26
proposals on the table. OK, Mummy.
1:00:29
Olga, Sister Brother. Based on what we discussed, this
1:00:32
option A option B Option C Option A These are the
1:00:35
advantage. Option B, this is the advantage.
1:00:38
Option C this is the advantage. Option A is this amount.
1:00:41
B This amount C this amount. So which are you interested in?
1:00:46
Interested in which one catches your fancy?
1:00:48
Which one reflects A realistic budget for you?
1:00:51
You know, whichever we shall put the options on the table and
1:00:54
then you stay in the pocket, stay in the game, and then you
1:00:57
see how you can advance the conversation forward.
1:00:59
Now, the reason why I say 3 proposals is because if you only
1:01:01
have one proposal on the table, the answer is either yes or no.
1:01:05
Let me think about it. Yes is good, no is also good
1:01:10
because it means they're not interested.
1:01:13
Let me think about it. No down is bad.
1:01:15
That's a bad answer. But The thing is, we're trying
1:01:18
to stay in the conversation. So give yourself options.
1:01:20
Don't just make one proposal, you know, make 3.
1:01:24
So that's it for today because I think I've spoken about a lot.
1:01:29
So if you've gotten value from the episode and you'd love to
1:01:31
connect with me, you can call me, send me a text message or a
1:01:33
WhatsApp message on 08064662140. If you're interested in the 15
1:01:40
minute sale audit or to audit any of your business processes,
1:01:44
you can WhatsApp me on the same number 0806466 2140 and you can
1:01:51
join my WhatsApp channel by just sending me a WhatsApp message on
1:01:56
the same number and I will hook you up.
1:01:58
So thank you very much for your time and attention.
1:02:01
Sorry for the multiple interruptions and sorry for the
1:02:04
very, excuse me, very long episode today.
1:02:06
So make sure the next episode is shorter and hopefully quieter
1:02:11
with less interruptions. So I'll catch you all some other
1:02:14
time.