Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Is Your Contact List a Goldmine or a Graveyard?!

Transcript

Is Your Contact List a Goldmine or a Graveyard?! · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the podcast.
• 0:03
  Today we are going to the question we're going to answer
• 0:06
  is or rather the issue we're going to tackle is how to decide
• 0:10
  who you're going to keep in touch with from last year.
• 0:14
  Now the reason why we're doing that is because I'm making
• 0:17
  today's recording towards the end of January 2026.
• 0:23
  And of course, in trying to grow our businesses, we've been in
• 0:26
  touch with people from 20/25/2024 and we're going
• 0:30
  through our contact lists. So people are trying to reach
• 0:33
  out to us again and we are wondering this guy, this girl,
• 0:37
  this babe, this guy, this Udogu, this Madame, this whatever.
• 0:41
  Is this a person who is worth keeping in touch with or should
• 0:44
  I just delete this phone number and move on with my life?
• 0:48
  Now, the reason why we're looking at that is because I
• 0:52
  called someone a couple of days ago who is a marketer and he
• 0:57
  works with a very popular radio chain in Nigeria.
• 1:04
  So the, the, the, they are headquartered in Lagos, but of
• 1:09
  course they have radio stations in Lagos and Abuja in certain
• 1:13
  parts of the East, you know. So it's, you know, radio
• 1:16
  stations that everybody knows and they have a really, really
• 1:20
  brilliant strategy because when they first started in Lagos, I
• 1:26
  think around that kind like Obasanjo era, you know, return
• 1:31
  to democracy after a batcha, they started off with 1 radio
• 1:35
  station and then they quickly figured out that they needed
• 1:38
  radio stations for different segments of the market.
• 1:41
  So they came out with another radio station that was aimed at
• 1:45
  more of a news. So the first one was more like
• 1:48
  music and lifestyle. The second one was more of like
• 1:51
  news and business. And then the third one was built
• 1:54
  around pitching English. And you know, they have a couple
• 1:57
  here and there. So like I say, it's it's a it's
• 1:59
  a chain of radio stations. And of course, for those of you
• 2:02
  who are listening to the podcast, you know that I'm
• 2:04
  already on radio and I've been looking for ways to expand my
• 2:08
  influence in traditional media. So my plans for ATV show didn't
• 2:14
  work out, but I'm trying to see how I can get on this, on this
• 2:18
  radio chain in particular because they don't have a
• 2:22
  business program. I mean, you know, radio stations
• 2:25
  have people trying to form like it's a business show.
• 2:27
  But really what it is is just, you know, find boys and find
• 2:30
  girls talking about entrepreneurship and giving you
• 2:32
  their own ideas. And at the end of the day, you
• 2:35
  know, they're not yawning anything particularly useful,
• 2:37
  which is the reason why, you know, that, you know, the flavor
• 2:41
  just comes and goes. Somebody comes and like, oh,
• 2:43
  this is interesting. And then, you know, after 1/4 or
• 2:47
  two quarters, you know, they fizzle out.
• 2:48
  And that's the reason why you don't have any solid standing
• 2:53
  business show in Niger today because a lot of those shows
• 2:57
  aren't being anchored by people who are solid business
• 3:01
  professionals or business consultants.
• 3:04
  So yeah, I think there's a gap in the market and I'm trying to
• 3:07
  see how I can be on other radio stations so that those of you in
• 3:11
  Lagos, you can feel me as well because so far right now,
• 3:14
  there's just people in Abuja who get to catch me on the radio
• 3:17
  show once in a while. That's for people who like
• 3:20
  radio. Oh, by the way, I forgot to
• 3:22
  introduce myself. For those of you who are old
• 3:26
  listeners, you already know, if you're new to the podcast, my
• 3:28
  name is Tavishima Ayede. I'm a former lawyer turned
• 3:31
  business consultant and every other day I come over here on
• 3:35
  the podcast and we try to solve business problems from a sales
• 3:38
  and business development perspective.
• 3:40
  So if you're having business problems, issues with customers,
• 3:44
  issue with customer service, money is tight, you know, all
• 3:46
  those sorts of things, then these are the kind of problems
• 3:49
  that I've tried to solve over here.
• 3:50
  So subscribe to the podcast on Spotify, on YouTube, on Apple,
• 3:54
  on any player of your choice. Also, if you'd love to connect
• 3:58
  with me, I'm a fairly open guy, so you can call, send me a text
• 4:02
  message or a WhatsApp message on 08064662140.
• 4:11
  You can call, you can send me a WhatsApp message.
• 4:13
  You can send me a text message if you want to connect.
• 4:17
  If you have questions, we have comments.
• 4:18
  If you have queries or if you want us to collaborate on
• 4:21
  something or you want a consulting session, then reach
• 4:24
  out. Or please profanity.
• 4:28
  I beg. You know, I'm reasonably chill,
• 4:32
  you know, and I keep saying it that, you know, you've been
• 4:35
  listening to the show for a while.
• 4:36
  So you feel like where guys are like you know me, but honestly
• 4:39
  speaking like I'm cool with everyone.
• 4:42
  Well, just know that the first time you call me, actually it's
• 4:46
  it's like it's the first time I'm meeting you so well, let's
• 4:52
  just say chill with the. Profanity.
• 4:53
  You know, some of you all I said, let me just leave it like
• 4:57
  that. Let's let's let's leave you in
• 4:59
  between the lines. So no profane language.
• 5:02
  I beg you know I'm cool and we can.
• 5:04
  Relate as as guys, you know, as homies, but watch you with the
• 5:08
  language. I beg you know I don't like
• 5:09
  profanity. So where was I?
• 5:15
  So who do you keep in touch with from last year now?
• 5:17
  So I said I called this guy now this marketer, I mean we've been
• 5:21
  in touch 2024-2025 and then he's 2026.
• 5:25
  So I started to holler the guy, especially now since I want to
• 5:27
  be on radio myself. Now How I Met the guy was two
• 5:33
  years ago I had one person, OK, this person didn't become a
• 5:39
  client because they came in through the radio show in Abuja.
• 5:44
  That's Radio Maria where I'm currently on, where I currently
• 5:46
  host the business booster show. So there was somebody who wanted
• 5:50
  to be on radio and I told him, now look, this is not going to
• 5:52
  work on Radio Maria, you know, for.
• 5:53
  One or two reasons. However, I can call someone up
• 5:57
  who has connects with this particular radio station, that
• 5:59
  particular radio station. Let's see how can get you a 15
• 6:03
  minutes segment every single week, unless if we can use that
• 6:07
  to drive your sales. And the guy thought it would be
• 6:09
  a good idea, but you know, later on he got cold feet.
• 6:11
  So that's how I got connected to this marketer for the radio
• 6:16
  chain. So I sent the guy, I hooked them
• 6:19
  up, but the deal didn't work out.
• 6:21
  And then in 2025, I sent somebody else and then the deal
• 6:24
  didn't work out. So neither of the referrals that
• 6:27
  I tried to hook up for this marketer, neither of them worked
• 6:31
  out. So it's generally 26 now.
• 6:34
  I decided to buzz the guy. So I hollered the guy.
• 6:36
  I'm like, oh, got to know what's up now.
• 6:38
  You did. And then from where he answered
• 6:40
  like I didn't find no, you know, the way he was hesitation.
• 6:44
  I could tell that he didn't know who he was.
• 6:45
  So eventually he confessed like, Bro Novex, I didn't store your
• 6:49
  phone number. So I laughed.
• 6:52
  I said, so is it because the small business I tried to send
• 6:56
  to you last year, the thing didn't click.
• 6:57
  That's why I didn't stop my number.
• 6:58
  You deleted my phone number. The guy laughed and then he
• 7:01
  confessed. They say, ah, that there's no
• 7:02
  time for wasting time or like last year, that he's not in the
• 7:05
  mood for wasting time this year. And of course, you know, I can't
• 7:08
  begrudge the guy. I understand because you can't
• 7:10
  just be keeping contact on your phone anyhow because if it's
• 7:13
  like that, I mean check it like you probably have about two 3000
• 7:17
  contacts on your phone as it is. So if you don't even go to the
• 7:21
  hassle of, you know, deleting people and stuff like that, you
• 7:24
  know, you just be having contact upon contact though that you
• 7:27
  don't even need. But anyway, he was a gracious
• 7:30
  guy. So we continued the
• 7:31
  conversation. We did some, did some needs
• 7:33
  analysis. He tried to figure out the
• 7:36
  concept of the business radio show that I want to do.
• 7:38
  He suggested two of the stations that he could work.
• 7:41
  We started discussing numbers and of course when we hit the
• 7:44
  numbers, I realized that man, this impasse, my power because
• 7:49
  these are the radio stations that he represents are really,
• 7:52
  really popular. And so far for me to be on the
• 7:55
  air for a 15 minute segment, I'd be even a 30 minute segment, not
• 7:59
  even the full one hour that I like to do on Radio Maria.
• 8:04
  It's going to cost me about 2.7 million a month.
• 8:07
  And then of course, this is an experiment I want to run for one
• 8:09
  year. So I'm watching need 24.8
• 8:13
  million for the whole year. And you know, I told the guy
• 8:17
  because I like to be frank with people, I don't like to lead
• 8:19
  people on anyhow. So I told together, look, we run
• 8:22
  the numbers and honestly speaking, I don't have 25 mil
• 8:26
  right now. And even if I had the other
• 8:28
  things that I would do with it. So I don't think I'm going to be
• 8:30
  going ahead now. He tried to propose a quarterly
• 8:33
  thing so that we could test the idea.
• 8:35
  I was like, oh, OK, so it actually does make sense.
• 8:38
  So I don't have to come up with 24M on the spot.
• 8:41
  But I still told him that, look, it's kind of pricey for me, but
• 8:45
  I definitely will be in touch if anything.
• 8:48
  And then that's how the conversation ended.
• 8:50
  And of course, I know that the guy is not going to store my
• 8:53
  number this time because as he said that he has no time for
• 8:58
  wasting time this year in 20/20/2026.
• 9:03
  So you know, if it's not a sure thing, he's just going to X you
• 9:07
  one time. And I don't blame the guy
• 9:10
  because we actually do need to manage our bandwidth, you know,
• 9:13
  in in business. So, you know, you can't just be
• 9:16
  keeping numbers for the sake of keeping numbers and following up
• 9:18
  for the sake of following up. Now it got me thinking and
• 9:23
  that's the reason why we're doing today's podcast episode.
• 9:27
  There are some of you who are currently listening to the
• 9:28
  podcast right now who are in that mind frame.
• 9:31
  Like you've woken up, like your eyes are red, like this is 2026
• 9:35
  and you don't have time to waste time.
• 9:37
  Anybody who's going to be a time waster this year, you just want
• 9:40
  to tell them to F off. You know, you just like if
• 9:46
  you're not doing get out of my sight, you know like that is
• 9:48
  your mind frame right now, like you don't vex.
• 9:53
  You don't want anybody to waste your time if.
• 9:56
  This thing is not moving forward.
• 9:57
  Sit down and get behind me like that's your mind frame so I
• 10:00
  understand. What I want to do now is to give
• 10:02
  you guys a. Proper framework for thinking
• 10:06
  through these things. Who should I keep on my phone?
• 10:10
  Who should be that? Who should I be buzzing once in
• 10:12
  a while from my phone? Who should I delete?
• 10:16
  Entirely. And then who are people that I
• 10:19
  should block them first before I won't delete them so that they
• 10:22
  can never ever reach me again? Only give you a framework for
• 10:25
  doing it because from what this marketer is doing, I get the
• 10:30
  impression. That he, like most people, is
• 10:33
  doing this on an individual basis, you know, based on
• 10:36
  feeling. And trust me, your feelings are
• 10:39
  not always correct because there are people in the past as a
• 10:43
  wedding photographer that people in the past that I said, you
• 10:45
  know what this babe, she's useless.
• 10:48
  And I deleted a number. But then business came later on
• 10:51
  through it because the Babe reached back out again as.
• 10:54
  Far I didn't cover her wedding, but she supplied me good
• 10:57
  business later on. There's also another person that
• 11:03
  needed something done and wanted to call in a favor.
• 11:07
  I said OK, no problem I'll do it for you on a favor.
• 11:10
  But then. As she started to price now as
• 11:13
  if he's pricing groundnuts, I say.
• 11:15
  I start feeling insulted. Like see this girl why she
• 11:18
  looked me on my she looked me down.
• 11:19
  She's thinking that this is the level that we are when a based
• 11:24
  on past history. I just went ahead and did the
• 11:27
  whole thing for her. Later on, she apologized, you
• 11:29
  know, that she was in a really rough spot and stuff like that,
• 11:33
  that she didn't mean to do that and everything.
• 11:35
  And from her, actually, I got some like I got my best client
• 11:39
  ever, you know, through her. So what I'm just trying to say
• 11:42
  basically is that if. You leave it based on individual
• 11:46
  feeling. There are some people that
• 11:47
  you're deleting from your contacts that you know prospects
• 11:50
  Day, like business can actually come from that.
• 11:55
  And if you leave it based on feelings, there's some people
• 11:56
  that you keep in that. Honestly speaking, you suppose
• 11:59
  yours delete them now because our feelings are not.
• 12:03
  A very good. All I say now, another very good
• 12:07
  way of determining what is right or what is wrong, objectively
• 12:10
  determining what it is that we should do.
• 12:12
  So don't be looking on this thing based on individual
• 12:15
  something based on feeling based on, you know, like we spoke on
• 12:19
  the phone. This is the vibe I'm getting
• 12:20
  there for. Let me ask this person, No, no,
• 12:22
  no, it's not like that. You have to think through things
• 12:25
  very carefully and the good thing is sales have some tools
• 12:29
  that we can used to think through that.
• 12:33
  So basically, before we delete somebody, before we block
• 12:37
  somebody, or before we block and delete the person and before we
• 12:41
  consign them to the. Peace of hell.
• 12:44
  And yes, I'm not being dramatic. Yesterday I parked somewhere
• 12:48
  because I need to make a quick phone call.
• 12:50
  And then this woman, she walked up to a roadside POS person.
• 12:54
  So you get credit. The guys say yes.
• 12:56
  And then she told her, I give me MCN.
• 12:59
  She bought like empty and warned one key and she loaded on her
• 13:02
  phone. And then she'd even wait to get
• 13:04
  back into her office because because her spirit was peppered,
• 13:08
  her spirit was troubled out there in the middle of the road.
• 13:11
  I was thinking, Madam, is this necessary?
• 13:14
  Like this is a bit much like you're standing in your in your
• 13:18
  high heels looking all corporate and everything looking sweet
• 13:21
  powder on your face. Skin is nice and smooth and she
• 13:24
  begin the vex as in the way she was.
• 13:28
  The way, oh the the way she was on the phone, Kai, I could not
• 13:33
  believe it. I could not believe that a
• 13:34
  respectable person could be this worktop.
• 13:37
  She picked up the phone. How are you?
• 13:39
  How is business? And then, out of nowhere, she
• 13:42
  began to unleash. That it will not be good for you
• 13:46
  this year, in Jesus name that shut up.
• 13:48
  I say say Amen. You will not be well for you,
• 13:51
  You will not be well for your children, will not be well for
• 13:53
  your husband, blah blah blah. I say say Amen, say Amen.
• 13:56
  If you not say Amen, I will say, I will say Amen will not be well
• 13:59
  for you and for your children and for your destiny in Jesus
• 14:03
  name. You want to ruin somebody's
• 14:05
  business, You want to rubbish me, You want to do this to me,
• 14:08
  You want to da da da da da da. I bind you, I cast you and
• 14:11
  something, something, something in Jesus name.
• 14:14
  And of course the person on the other phone refuses to say Amen.
• 14:17
  So she started supplying the Amen, the Amen, Amen.
• 14:21
  Disaster for you, disaster for your husband, disaster for your
• 14:24
  children. I was just there quietly just
• 14:26
  wanting Madam like, like, like what?
• 14:31
  What's happening? That is, you know, it's just,
• 14:35
  it's just business, is it? Anyway, I had to mind my
• 14:40
  business. I just waited for her to finish
• 14:43
  her her session then so she can walk with me.
• 14:47
  I can make my own phone call. But almost that's the weirdest
• 14:50
  stuff I've heard I've seen so far for January 2026.
• 14:55
  So what am I saying? Forgive me, I can't remember how
• 15:00
  I got here. Anyway, sure there are some
• 15:04
  people who are who you know you have some contacts on your phone
• 15:08
  and it's not just a matter of deleting or blocking the person
• 15:11
  you actually want to send that person straight to hell with
• 15:14
  your prayers. By the way, for those of you who
• 15:16
  are Christians, I don't think it's a good idea that you should
• 15:20
  be using Jesus name to pray that kind of prayer.
• 15:22
  That will not be well for you, won't be well for your husband,
• 15:24
  won't be well for your children. Like, relax.
• 15:26
  Now what did the children do? You won't be well for your
• 15:29
  children. Oh, go.
• 15:32
  People. The Vex.
• 15:33
  Go when, you know, when money is involved, you know, that's what
• 15:35
  happens. Our passion really get the best
• 15:38
  of us and see this thing. I'm saying I did not make this
• 15:41
  thing up. I witnessed this thing
• 15:43
  yesterday. I would have even recorded
• 15:45
  itself to show my wife. It's just that the way the one
• 15:47
  was vibrating, even though she was dressed corporate, if you
• 15:50
  saw me, she would have slapped the hell out of me.
• 15:54
  You know, you know this Nigerian now if you slap me and I want to
• 15:58
  defend myself, you know, everybody will now be holding me
• 16:01
  back. So the only thing I'll be able
• 16:02
  to do is just stand there and then be chopping a slap on top
• 16:05
  of that. I don't know.
• 16:05
  So anyway, aside the mind my business.
• 16:08
  So we now have to come up with objective, objective systems,
• 16:12
  processes, frameworks, some sound principles for to, to
• 16:17
  decide when are we going to keep this number on my phone, When am
• 16:20
  I going to delete this person? When will I block this person
• 16:23
  and when will I? Even if you don't want to wish
• 16:27
  somebody well, I'll put it anyway.
• 16:31
  Let me leave the whole thing. All right, So what are the
• 16:35
  rules? It's very simple.
• 16:37
  In sales, we have something that is called lead management.
• 16:41
  Lead management, of course, you already know what management
• 16:43
  means. I mean, management is just the
• 16:45
  idea that, you know, nothing is plentiful, nothing is abundant.
• 16:49
  So because of that, you could manage small, small, you could
• 16:52
  economize, you know, you will determine how to use the
• 16:55
  resources that you have. So not everybody has all the
• 16:59
  leads you want in the world. If we had all the leads you want
• 17:02
  in the world, we can, we can be anyhow, like me, if I have all
• 17:04
  the leads I want in all the leads I had in the world, you
• 17:06
  know, I can be telling people, you know, get away to hell with
• 17:09
  you, blah, blah, blah, you know, because if you go, another
• 17:12
  person will come, Abby. So you guys manage the leads
• 17:16
  that you have. Now a lead is somebody who has
• 17:20
  done something visible, done something that you can see, done
• 17:24
  something objective, done something outside of you, done
• 17:27
  something that everybody can see that shows that maybe this
• 17:31
  person is interested in my product or my service.
• 17:34
  Now I'm trying to define this very, very clearly because some
• 17:38
  people think they have leads, but actually what they have is a
• 17:40
  contact. A contact just means you have
• 17:42
  somebody's house address, somebody's phone number,
• 17:44
  somebody's e-mail address, and you know any which which you
• 17:48
  want to go and find out where there's room there.
• 17:51
  Now at that stage, that's just a contact.
• 17:55
  Honestly speaking, that's just a contact.
• 17:57
  There's not every single phone number on your phone that is a
• 17:59
  lead. Some phone numbers on your phone
• 18:01
  is just contact. You are thinking that you have
• 18:04
  1000 leads. There's no 1000 leads you have
• 18:07
  on your phone. It is 1000 contacts.
• 18:10
  Now when the other person does something to show that they
• 18:12
  might be interested in your product or your service, Now
• 18:15
  this person is a lead. All right, This person is a
• 18:19
  lead. So back to my wedding
• 18:21
  photography days. When I jam somebody on the
• 18:24
  business Expo floor and we are just talking, that person is a
• 18:28
  contact. If I collect the phone number or
• 18:31
  that person is just a contact. But then when the person does
• 18:34
  something that gives me reason to believe that they might be
• 18:37
  interested in wedding photography or video, which is
• 18:39
  what I used to do back then, now this person is a lead.
• 18:44
  So in sales, we now have principles.
• 18:47
  We now have rules. We now have guidelines for how
• 18:51
  we deal with leads. Now the first thing we have to
• 18:56
  understand when we're dealing with leads is not all leads are
• 18:59
  created equal. There are some people that will
• 19:02
  do something that shows that they might be interested in your
• 19:04
  product or your service. Like that guy that I keep
• 19:07
  talking about who was outside my son's school giving out Flyers.
• 19:11
  The reason why I'm still using him over and over again is
• 19:14
  because I like the guys spirit. Their website is real fancy.
• 19:18
  The Instagram handle is real fancy.
• 19:20
  You know everything on point. Clearly this is an upscale
• 19:22
  something, but still it didn't stop that guy from going and
• 19:25
  dropping Flyers. You know you never know.
• 19:27
  This is sales. You attack it from every single
• 19:30
  angle. The one that works, double down
• 19:32
  on it and do some more. The one that does not work,
• 19:35
  discontinue and then do not do it again.
• 19:37
  So I like the guys drive. I like his VM.
• 19:39
  So as a guy, they drop flyer now up and down, put it on people's
• 19:43
  car, give it to daddies, give it to mommies.
• 19:47
  There's some people who will call into the shop.
• 19:51
  Now the person who calls into the shop is a lead because the
• 19:54
  person has done something that you and I can see that shows
• 19:58
  they might be interested in the product or service.
• 20:01
  So if somebody calls in. And says, oh, hello, I got your
• 20:04
  number from the flyer. You also have my son's school.
• 20:06
  Do you have Ben 10 school bag, Ben 10 flask and Ben 10.
• 20:11
  You know, whatever. Sorry, forgive me.
• 20:13
  I don't know what's raining these days.
• 20:15
  So let me just use a Ben 10 because when my little one was
• 20:21
  little, very, very little, those are the kind of things are
• 20:23
  raining back then. So if somebody calls in now,
• 20:26
  that person is now a lead. They have now done something to
• 20:29
  show that they might be interested in your product or
• 20:31
  service. So it means that there might be
• 20:33
  room for business growth here. It means that this is the kind
• 20:38
  of person that you can follow up with.
• 20:41
  However, not all leads are created equal.
• 20:43
  There are some leads that are warm and there are some leads
• 20:48
  that are hot, and there's some leads that are cold.
• 20:54
  I repeat. And by the way, this is a
• 20:56
  metaphor. I'm not talking about body
• 20:58
  temperature, but don't go and be touching people to feel their
• 21:01
  temperature. Which reminds me, during one of
• 21:03
  the bridal Expos, my business partner at the time checking, he
• 21:08
  brought in one guy to come and help us on the floor, one of his
• 21:11
  interns and the intern, you know, the guy that you feel like
• 21:14
  say, you know, in a fine boy, you know, and I understand, you
• 21:16
  know, I know that type now, you know, 6 foot 2, you know, yellow
• 21:19
  skin, shaving, carving on points, you know, slim guys,
• 21:24
  slim jeans. You know that hole?
• 21:26
  Whatever. And then so I already warned him
• 21:28
  when we got there. I looked, I behave yourself.
• 21:30
  Oh, I know you think you're God's gift to women, but you
• 21:33
  know, this is a wedding Expo. Any woman that you see here is
• 21:36
  spoken for any they're either married or they're about to
• 21:39
  marry. So when you when you come here,
• 21:41
  please respect yourself. I really want him because when
• 21:44
  you come for these things, you will see them all.
• 21:46
  You see them big, you see them small.
• 21:48
  You see all robot. You see slim, you will see bomb
• 21:51
  shots, you will see hijab dress. You will see halter neck, you
• 21:55
  see backless. You will see that you will see.
• 21:58
  Everything there. So I had to warn him that look
• 22:00
  control yourself. I understand me too.
• 22:03
  In the beginning when I entered, I had never seen so many babes
• 22:06
  in my life. I say what is going on here?
• 22:08
  If only I was single. So I told him control yourself.
• 22:12
  He said no problem. That's our one point.
• 22:15
  He was talking to a lady and he now touched on the hand the girl
• 22:19
  was given back backhand. So I went and I intervened and
• 22:23
  after that I told him that look, we already had this
• 22:25
  conversation. You're trying to attract
• 22:28
  people's attention. You're trying to bring them to
• 22:30
  the booth. Do not touch anybody.
• 22:33
  Like who are you touching? Why is she your wife?
• 22:36
  Is she your sister? Is she your daughter?
• 22:38
  Is he your mother? So he said ambos also also
• 22:42
  touch. I say that one is different.
• 22:46
  You see us, we are men. All the other vendors here,
• 22:48
  they're women. A woman can walk up to another
• 22:50
  woman and touch the woman on the hand and say, sister, come to my
• 22:53
  stand. No one is different.
• 22:54
  The woman touching woman is different, but a total stranger.
• 22:57
  You don't know anybody here. You walk up to a woman, you now
• 22:59
  touch a hand and say sister, come to my stand.
• 23:02
  So you're lucky down money tell you like proper slap.
• 23:06
  So I told him and just in case there's some young men who are
• 23:10
  listening now please, you go for a business exhibition.
• 23:13
  You're trying to get people to your booth.
• 23:17
  How did I get here? OK, I was talking about
• 23:20
  temperature, warm, hot or cold. And I was saying that don't
• 23:22
  touch people to feel that temperature.
• 23:24
  So for Business Expose, please, those of us who are young men,
• 23:30
  you will notice at Business Expose because it is tight and
• 23:33
  we're trying to get people's attention.
• 23:35
  You'll notice that some women actually walk up to other women
• 23:38
  and touch the woman on her shoulder or or on her.
• 23:43
  What do you call the parts that is between the shoulder and the
• 23:45
  elbow? And then get their attention and
• 23:48
  then from there direct them to the sand.
• 23:50
  Yes, that is something women can do because they're women.
• 23:55
  We were men. Don't try that.
• 23:58
  It is perceived differently. So please, young men, take
• 24:02
  dressing. It's not everything that you see
• 24:03
  female salespeople do that you feel, oh, OK, if a woman
• 24:06
  salesperson can do it, me as a man salesperson, I can do it.
• 24:09
  It's not the same. The rules are different for
• 24:12
  women than men. I'm not the one who made the
• 24:15
  rules. It just is.
• 24:18
  We are perceived differently when we're on the floor while on
• 24:21
  the sales floor. Sorry, I'm exhibition floor.
• 24:26
  OK, then let's see what else. So these are either warm, hot or
• 24:32
  cold. Now when we say warm, hot or
• 24:34
  cold and we don't need physical temperature, we're just using
• 24:36
  temperature as a metaphor because there are some
• 24:41
  situations where people are warm towards you, then there are some
• 24:44
  situations where people are hot towards you, and then there's
• 24:47
  some situations where people are cold towards you.
• 24:50
  So remember back to our university days, we young men,
• 24:54
  all of us would have gone through it.
• 24:56
  You remember that time in uni where there was somebody that
• 24:59
  you wanted to die for, you wanted to die on?
• 25:02
  These girls matter. You are ready to shed blood.
• 25:06
  You are ready to sacrifice your life.
• 25:09
  Bodies. Babe no send you at all.
• 25:11
  She no send you. It didn't matter what you did.
• 25:14
  She no send you, She no rate you.
• 25:15
  She can't see you. You're invisible to her.
• 25:18
  You're dead to her. You're like her.
• 25:20
  You're like her toenail. In fact, her toenail is even
• 25:24
  better because at least her toenails, you wash her leg and
• 25:26
  she will Polish her toenail like she can't even see you, like you
• 25:29
  don't exist. So all of us, we've all been
• 25:32
  there. That is, when somebody is cold,
• 25:35
  there's no room. Cold, absolutely cold.
• 25:40
  The light is red. Don't move forward, don't pass.
• 25:42
  Go. Then we all know that situation
• 25:46
  where maybe after small heartbreak, now you find another
• 25:50
  guy. Sorry, another girl and then you
• 25:54
  think she's kind of cute. She thinks you're kind of OK.
• 25:56
  There's some there's some warmth there, you know, you guys talk,
• 26:01
  you know, she's nice. There's some warmth.
• 26:04
  You might make progress. Sometimes it looks like you're
• 26:06
  making progress. Sometimes you look like you're
• 26:08
  not making progress, you know, is warm.
• 26:10
  There's there's room for growth. And then there are times when
• 26:15
  we're lucky that you find someone and then this one is a
• 26:18
  hot opportunity. Like she's the one that is now
• 26:22
  saying if it's not you, I will kill myself.
• 26:25
  That one is a hot opportunity. And then of course, you know,
• 26:29
  it's the same for ladies as well.
• 26:31
  There's a situation where especially in this part of the
• 26:33
  world where where at least during my time when I was in
• 26:35
  university, you know, was not considered the some, you know,
• 26:39
  and shall I say, I don't know what the word is, wasn't
• 26:42
  considered the classy thing for woman to take the initiative.
• 26:47
  So back in those unique days now if you saw one fine boy that
• 26:50
  you're liking, but then the guy doesn't know that you exist.
• 26:54
  Maybe you're a Mary Amaka. And then the guy is his eyes is
• 26:57
  up, up, up. He's only looking at club
• 26:58
  chicks, you know. And so that one is a cold
• 27:01
  situation. You like the guy, you try to say
• 27:03
  hello, but situation cold because his eyes is outside,
• 27:07
  he's looking at something else. He's not looking at it.
• 27:09
  He's not looking at the churches.
• 27:10
  That like you. Cold.
• 27:14
  Then it's another person. You think maybe he's fine.
• 27:17
  Maybe you're, you know, you kind of get along your hair as a warm
• 27:20
  situation. And then those situations where
• 27:23
  sometimes you know, you're the one who's just minding your
• 27:26
  business and then the guy wants to die on top of your head.
• 27:29
  He says you're the best thing since sliced bread.
• 27:31
  He said after God and my father and mother is you before anybody
• 27:36
  else. So that kind of situation and
• 27:38
  that is a hot situation. That guy is hot for you.
• 27:41
  That's why, you know, back then they would say that this guy has
• 27:43
  the hots for you because the situation is HOT, hot.
• 27:48
  Now, just like in business, the temperature, I say just like in
• 27:53
  personal relationships, this temperature also is there when
• 27:57
  it comes to business. But then this is how you
• 28:01
  determine in business whether a lead is hot, whether a lead is
• 28:04
  warm or whether a lead is cold. Because in relationships, you
• 28:08
  know, if you see it, you know you, you will, you will know.
• 28:11
  OK, well, not necessarily because there was this girl that
• 28:14
  I liked in my year 1 and I thought that this was a warm
• 28:17
  opportunity, although she disqualified me because she said
• 28:19
  she was older than me, but no problem, let's be friends.
• 28:22
  So I thought it was a warm opportunity to you.
• 28:25
  I thought age was the problem. And I found out like 20 years
• 28:29
  later when some mores were some of our friends were hanging out.
• 28:34
  And then one of my friends, Beola Beola asked me.
• 28:37
  They said come, come, come, come.
• 28:39
  Terry, I've always wanted to ask you that period between you and
• 28:42
  like, what was that about? And then I told her the honest
• 28:45
  truth from my own end. I said, you know, I liking each
• 28:48
  other, but she disqualified me. She said that you know, she
• 28:51
  she's senior me. So it's not it's not a good
• 28:54
  something. And then that's how be Allah
• 28:56
  told me be Allah said laughing says now what she told you.
• 28:58
  I said yeah, She said no. She said that she could not
• 29:00
  stand you that she was irritated by you.
• 29:02
  I said I was shocked. I said really?
• 29:05
  Then that's how the other girls who else was there could be
• 29:09
  could be even put math. I said now you didn't know.
• 29:12
  I said he I did not know. That's when I found out the
• 29:15
  truth two decades later, that somebody that I thought was a
• 29:18
  warm opportunity was actually dead cold.
• 29:22
  By the way, women listening to this podcast, if you don't like
• 29:27
  this guy, please just tell him, cut him loose.
• 29:29
  You'll be hard now, but just tell him no now.
• 29:32
  He will go and cry after he cries waiting on me, and then
• 29:36
  he'll go and play PlayStation with his boys.
• 29:38
  Give him two weeks, he'll be fine.
• 29:42
  Just tell him no now instead of dragging it out for two years.
• 29:45
  The guy is irritating you, coming to visit you every single
• 29:47
  day for two years. You're giving yourself a
• 29:50
  necessary headache. Just look the boy straight in
• 29:53
  the face. And anyway, let me not be giving
• 29:58
  relationship advice here. After all, my mother says if
• 30:00
  anybody listens to my relationship advice, that to go
• 30:02
  and hang. All right, where was I?
• 30:07
  So in business. Now, how do you tell the
• 30:09
  difference between a warm lead, a cold lead and a hot lead?
• 30:12
  Now? It's very simple.
• 30:14
  Remember, temperature is just a metaphor.
• 30:17
  We're looking at two things here.
• 30:19
  Number one, prior context or prior information.
• 30:23
  And then #2 we're looking at qualification.
• 30:25
  I'll explain. But in sales, whether somebody's
• 30:29
  a warm lead, a cold lead, or a hot lead depends on #1 prior
• 30:35
  context or prior information. And then #2 is the person
• 30:39
  qualified or qualification? Now, when we say prior, prior
• 30:45
  just means before. So prior context or prior
• 30:49
  information means I know you before you.
• 30:55
  And I, we've been there, relate small, small.
• 30:59
  Like I kind of know you. You kind of know me.
• 31:03
  There is some previous history, some previous backgrounds, some
• 31:08
  previous, you know, we are not total strangers.
• 31:12
  So if you're total strangers, total, total, total strangers.
• 31:17
  This is a cold situation. If you've been hearing of them,
• 31:21
  they've been hearing of you. You're kind of in the same
• 31:23
  circles and hair, this is warm. If somebody absolutely knows
• 31:30
  you, in fact, you're the one that they've been looking for.
• 31:33
  This is hot. So excuse me, I'm recovering
• 31:37
  from a cold. Anyway, the hot lead thing has
• 31:40
  only happened to me once and man, I can tell you it is the
• 31:43
  best feeling in the world. I was at what was it called
• 31:48
  again? I can't remember the name of
• 31:49
  this bird, Osho. It was a while back then I was
• 31:54
  at the stand and then this lady walked up to me, northern lady.
• 31:59
  And then she said, Hey, Tavishma aide.
• 32:02
  I said, yes. I feel like, oh, my gosh, you're
• 32:05
  the one that I came here to see. Hey, I felt on top of the world.
• 32:08
  I say, hey, I say, I'm A Celebrity photographer.
• 32:12
  I say I felt on top of the world.
• 32:14
  When you meet a hot lead, it is sweet.
• 32:18
  It is very, very sweet. She said she came to that show
• 32:21
  because she wanted to see me. And we had a chat, you know,
• 32:27
  about everything. And the wedding was going to be
• 32:29
  in two years and that, you know, it has to be me and that she
• 32:34
  knows that I'm expensive and she can't afford me.
• 32:36
  But any which wish her that we must make this thing happened.
• 32:41
  That's the only time that I had a hot lead as in our minding my
• 32:47
  business and then the client, the customer dying to pursue me.
• 32:52
  Oh, that was a good feeling. But then he has only happened to
• 32:56
  me once. For those of you who happen, it
• 32:57
  happens to you all the time. Don't take it for granted or
• 32:59
  take it for granted and we haven't experienced it.
• 33:01
  Don't worry. When you experience it, Oh, it
• 33:03
  is the biggest high in the world.
• 33:05
  It's the biggest high in the world.
• 33:06
  Anyway, we went through the whole thing.
• 33:09
  We ended up becoming quite cool, you know, friendly, you know, on
• 33:12
  a personal basis. And then she also sent a couple
• 33:15
  of people my way. So when you have a hot lead, it
• 33:20
  is a beautiful thing. It is a very, very beautiful
• 33:22
  thing. All right, so prior context.
• 33:26
  If there's no prior context, you people are total strangers.
• 33:29
  I don't know you. You don't know me.
• 33:30
  Nothing. Commerce that's cold.
• 33:33
  If we have one or two personal connections, we kind of know
• 33:37
  each other. Maybe they've seen you on social
• 33:39
  media. It's somebody else who's
• 33:41
  referring you. OK, this is warm.
• 33:44
  Well, then hot is like they know you, they desire you, they are
• 33:48
  chasing you. They say it must be you.
• 33:52
  That is totally, totally hot. So you can see prior context.
• 33:58
  There are some leads on your phone that you have a prior
• 34:00
  context. There's some leads on your phone
• 34:03
  that you don't have any prior context at all.
• 34:06
  But let's hold that one now. The number 2 is like the main
• 34:08
  one, qualification. Are they qualified or not?
• 34:13
  It is not everybody who's qualified to have your time.
• 34:17
  And that is the reason why in sales we've come up with
• 34:19
  qualification and discovery frameworks.
• 34:22
  Qualification and discovery frameworks are how I put it.
• 34:27
  Now, first of all, there are conversation frameworks or
• 34:30
  question frameworks. So there are a series of
• 34:32
  questions that you'll be asking people so that you can figure
• 34:35
  out whether this is the right kind of person to spend your
• 34:39
  time with. So the first time I was exposed
• 34:43
  to this idea of qualification was when my brother sent me
• 34:47
  Brian Tracy, the The Psychology of Sales, the audio track, not
• 34:50
  the book. And when Tracy was talking about
• 34:54
  people who want your product, who need your product, who can
• 34:58
  afford your product. And Omar for me was an eye
• 35:01
  opener because on to that point, I was treating everybody as
• 35:04
  equal. I was chasing every, every,
• 35:06
  every single person. But there are some people who
• 35:09
  are not interested in your product or service.
• 35:10
  Why are you wasting time with them?
• 35:12
  They're clearly not interested. Delete that person and move on.
• 35:17
  There are some people who are interested and maybe they don't
• 35:20
  have money now. OK, those are some people that
• 35:22
  we can be hanging on to. Then there's some people who are
• 35:25
  interested and they have they have the, the, the, the money,
• 35:29
  but maybe they don't trust you or they don't like you or they
• 35:32
  don't, whatever. Now it's going to be a hard
• 35:34
  sell. But you see that with
• 35:37
  qualification frameworks, we can start thinking this through
• 35:39
  through these things rationally. So we what Brian Tracy said now
• 35:42
  want, need, afford. If you're always talking to
• 35:46
  somebody and in your mind you're thinking want, need afford, want
• 35:49
  need afford, you can quickly grade the person in your mind,
• 35:52
  whether is 1 / 3 or 2 / 3 or 3 / 3.
• 35:56
  If it is a 3 / 3, then what are we talking?
• 35:59
  This person is qualified. Begin the pursue.
• 36:02
  It doesn't mean you close the deal, but at least objectively
• 36:05
  speaking, you have seen three things out of three or two
• 36:09
  things out of three start to pursue.
• 36:14
  But then if you're talking to somebody, and so far we've had
• 36:17
  three meetings and it's 0 / 3, do they want this thing?
• 36:20
  I can tell. Do they need this thing?
• 36:22
  I can't tell. Are they interested?
• 36:24
  I can't tell. Can they afford this thing?
• 36:26
  I can't tell. Why am I wasting my time?
• 36:32
  So qualification frameworks really, really important.
• 36:35
  And that's why I keep talking about them over here on the
• 36:37
  podcast. So want, need, afford, very
• 36:39
  simple. Anybody can roll with that.
• 36:43
  Some people take it a step further and they add urgency.
• 36:46
  Urgency just means the person has a reasonable there's
• 36:50
  reasonable chance that this person wants to take action
• 36:52
  anytime soon. So want, need afford urgency.
• 36:57
  If they want it, they need it. Looks like they're interested.
• 37:00
  Looks like they can afford it, and it looks like they're about
• 37:02
  to take action next month. OK, out now in this case until
• 37:06
  they sell me. No, because this one is looking
• 37:10
  hot. So it's not really a
• 37:15
  qualification framework per SE, but for those of you who are
• 37:18
  hearing these kinds of things for the first time, it's an easy
• 37:20
  way that I want to expose you guys to these sorts of things.
• 37:24
  Now, another popular qualification framework.
• 37:25
  People don't like it, but sharp, I talk about it because, you
• 37:28
  know, it's easy. It's only four letters.
• 37:30
  That is band. BANTB stands for budget, A
• 37:34
  stands for authority, NI say need, N stands for need, and
• 37:40
  then TT stands for timelines. And this is what band means.
• 37:46
  Sorry for my sniffling. B is budget.
• 37:50
  Budget just means money conversations.
• 37:52
  We need to have all those money conversations because we want to
• 37:56
  know whether this person can afford it or not.
• 37:58
  And that is why I have these conversations early.
• 38:00
  In fact, with this radio guy, I mentioned to people that in less
• 38:04
  than 3 minutes, I quickly went straight into the money thing
• 38:07
  because I don't have about I don't want to waste this time.
• 38:09
  I don't want to waste my time. I want this program to run for
• 38:12
  one year. So I wanted to know the annual
• 38:13
  budget. By the time we run the math and
• 38:16
  I can see that it's 24.8 million.
• 38:18
  I tell the guy that look, you know what I can't, I can't do it
• 38:24
  on the other end. If you're a salesperson and then
• 38:26
  your product is is is 24.8 million, you better bring up
• 38:32
  this money conversation quick instead of waiting 3 weeks and
• 38:35
  talking to the person only to find out that their own budget
• 38:38
  is 16.5. The gap between 16.5 million and
• 38:41
  24.8 million is too big. There's no room.
• 38:46
  OK, well in this case, since this radio, this room, it just
• 38:48
  means you won't sell the person an annual package.
• 38:51
  You'd be looking at some kind, you know, quarterly, you know
• 38:53
  something, you know, two quarters, 3/4, you know,
• 38:55
  something like that. We need to have these
• 38:59
  conversations early. That is what B is for budget.
• 39:05
  Have this conversation early. Oh Madam, it's been nice meeting
• 39:08
  you, it's nice talk to you, blah, blah, blah.
• 39:10
  Our typical products or happiest clients usually spend anything
• 39:13
  between 3:00 to 5 million for us to achieve this.
• 39:16
  Other than that, is that an investment you're willing to
• 39:18
  make? Say it.
• 39:22
  Some people will say that 5 million is kind of steep, but
• 39:25
  can we talk some more? Let me see what it is you have
• 39:27
  to offer. When somebody talks like that,
• 39:30
  you know that there's room. Some people will say 3,000,000.
• 39:34
  What for this thing that if I go to Balogun, I will see it for
• 39:38
  1.5 that kind of person. Why are you still talking to
• 39:42
  that person? The gap between both of you is
• 39:45
  just too far. So be budget.
• 39:49
  Next is authority. Authority is about the decision
• 39:55
  making process. You want to be sure that you're
• 39:57
  talking to somebody who can pull the trigger.
• 40:00
  I keep saying it. No disrespect to people who are
• 40:02
  domestic health, but you know, I keep saying it.
• 40:05
  If you're talking to the houseboy, you are wasting your
• 40:07
  time because the houseboy cannot decide on anything.
• 40:09
  The houseboy always has to talk to Olga or Madame first before a
• 40:13
  decision is made, so you have to stylishly be able to figure out
• 40:17
  who it is that you are talking to.
• 40:21
  If the person is far from the decision making matrix, you're
• 40:24
  kind of wasting your time. Well, you know, it depends.
• 40:28
  Let's say you're talking to the houseboy and the houseboy
• 40:30
  happens to be Tony Illumilus houseboy Antonio Lumilu has
• 40:34
  given him authority to decide on this and this and that and that
• 40:37
  you know Bob Sharp, we need to know what it who it is that
• 40:40
  we're talking to so that is a authority then N need that is
• 40:46
  where you're trying to figure out what are they trying to
• 40:48
  achieve what the problem is, because you're trying to figure
• 40:50
  out if they actually like your products or your service, if
• 40:54
  they actually need your product or service and then the final
• 40:56
  one is TT. What is T again?
• 40:59
  Timelines. Yes, timelines.
• 41:01
  We're trying to get a sense of whether they're ready to take
• 41:04
  action anytime soon. And for me, this is where I say
• 41:07
  I'm lucky that I started off my solo career as a wedding
• 41:11
  photographer because as a photographer is the first thing
• 41:14
  that we learn. We learn it.
• 41:18
  Nobody will teach you but you, you will learn it by the time
• 41:21
  you talk to four or five brides. The bride that says my wedding
• 41:25
  is next month, that's good. The bride that says maybe we're
• 41:29
  getting married in two years done already.
• 41:34
  The browser says it could be this year, it could be next
• 41:37
  year. Those ones done already.
• 41:40
  The brand that has a specific date, she already has fixed
• 41:43
  timeline. Good.
• 41:44
  We know that we can we can follow down and be talking.
• 41:48
  So this is a qualification framework.
• 41:51
  But anybody who passes these questions, these yardsticks is
• 41:57
  somebody that you should be spending time with.
• 42:00
  So before you delete somebody's contact on your phone, it's not
• 42:04
  based on the feeling that you have.
• 42:05
  It's a rational something you ask yourself, is this person
• 42:09
  warm? Is this person hot or is this
• 42:11
  person cold? Do we have a prior contacts, the
• 42:13
  prior history, a prior, you know something?
• 42:16
  The only thing gone was before then is this person qualified
• 42:21
  for me to be hanging around with?
• 42:23
  If there's a prior context and this person, this person is
• 42:28
  qualified for me to be spending time with.
• 42:30
  OK, despite your feelings, hang on, be disciplined.
• 42:33
  Keep this contact on your phone. You can't pursue.
• 42:36
  By the way, I'm not saying this guy should not delete my phone
• 42:38
  number. No, no, I'm not saying that the
• 42:40
  decision is up to you. And also speaking if he deletes
• 42:44
  the phone number, you know, you know, everybody has their own
• 42:46
  criteria. I try to send to customers and
• 42:49
  then I called myself. So so far we have yarned 3 times
• 42:53
  and the three times nothing clicked.
• 42:54
  So if based on his own parameter he says let me delete this guy
• 42:57
  deletes no problem. But I'm not saying we can be
• 42:59
  objective about this. So that is how you think of it.
• 43:03
  Now let us look at it. In this case this guy when we
• 43:08
  started our relationship he didn't find me.
• 43:10
  I'm the one that found him and the reason why I found him was
• 43:13
  because his GM said call my guy, let's what we can do for you.
• 43:17
  So there's an introduction. Therefore, when it comes to
• 43:21
  prior context, is there a prior context?
• 43:23
  There actually is. Then let's see there's a prior
• 43:28
  history. I sent two people to him but
• 43:31
  neither are we clicked. So there's a prior context is a
• 43:34
  prior history. Get on is good then am I
• 43:40
  qualified? OK, I have a want and a need.
• 43:43
  I definitely am interested, even though I can't afford it at the
• 43:46
  moment. And not only that, I've been
• 43:48
  trying. I've tried twice to send this
• 43:50
  guy business in the last two years.
• 43:56
  Some of you will say doesn't mean they're qualified, but me,
• 43:59
  I think I'm kind of qualified. I mean, you never know, one of
• 44:04
  you might be impressed with this podcast and say, oh, Tavish, and
• 44:06
  how much do you need? You say is is 24.8 you need to
• 44:10
  be or give me your bank account. Let me why are you 26 M?
• 44:14
  That can happen or my consulting practice might take off really,
• 44:18
  really, really, really well this year.
• 44:21
  And then because of that, I say, you know what?
• 44:23
  I've settled school fees, I've settled house, I've bought
• 44:25
  myself a brand new car. I've done this, I've done this
• 44:27
  where this extra 25 M Let me call Tunde and let's make this
• 44:33
  thing happen with the radio show.
• 44:37
  You never know. We have to look for an objective
• 44:39
  way to look at this thing. But what I would advise you guys
• 44:44
  is this, if there's a prior context, there's been an
• 44:49
  introduction, there's been a referral.
• 44:51
  And if it looks as if in good faith, this person has been
• 44:53
  trying to send you business in the past, although nothing has
• 44:57
  clicked, you will have even spoken about doing business
• 45:01
  one-on-one. But so far it looks like money
• 45:03
  is the barrier. I really don't think that
• 45:06
  somebody that issue XI really don't think about it.
• 45:15
  If you had dealt with let's say 100 people last year and out of
• 45:23
  140 of them each tried to send two people your way to do
• 45:29
  business or let's say even 10, I think that might be a valuable
• 45:34
  asset to keep around Basha. This is the more objective way
• 45:40
  to think through things. This lead that I have here, this
• 45:44
  person that I'm talking with, this meeting that I'm taking,
• 45:47
  this WhatsApp that I'm whatsapping, this is a hot lead.
• 45:50
  This is a warm lead. This is a cold lead.
• 45:53
  If it is a hot lead, Chase. Now in this case, am IA hot
• 45:57
  lead. Oh, I'm definitely not a hot
• 45:59
  lead. There's a prior context.
• 46:01
  There's some prior information. We know each other.
• 46:03
  I'm the one that reached out, so that's good.
• 46:06
  But on qualification, am I qualified?
• 46:10
  Not really. There's a one, there's a need,
• 46:12
  there's an interest, but right now I can't afford so I'm not
• 46:14
  fully qualified. So at best maybe I'm a warm
• 46:17
  lead. So warm leads.
• 46:19
  What you do is you engage in nurture, activity, marketing
• 46:24
  people. You guys like to say
• 46:25
  relationship nurturing. You engage in relationship
• 46:27
  nurturing. You stay top of mind once in a
• 46:30
  while you accidentally jam each other, but you know it's not an
• 46:33
  accident. You know you plan it.
• 46:35
  You're posting on social media. Let them see you once in a
• 46:38
  while. There's that phone call, like.
• 46:39
  Oh bro. I just remembered I have your
• 46:42
  contact detail on my phone. Oh, I said, let me just say
• 46:45
  what's up. That's exactly what I did
• 46:47
  actually, because before I called him, I called the GM
• 46:50
  because the GM that I know and then GM said I should talk to
• 46:53
  him. So I does it like that GM, how
• 46:56
  far now? It's been a while.
• 46:57
  Oh, I didn't know. I said I have your contact
• 46:59
  detail. I was playing on my phone.
• 47:00
  I just saw your number. I say, I say what's up?
• 47:02
  Happy New Year. How's the family?
• 47:03
  How's carrier going done is nurturing activity.
• 47:10
  That's what marketing people like to say relationship
• 47:12
  nurturing. So when somebody is a warm lead,
• 47:15
  that's what you do because one day the the the part we're not
• 47:20
  qualified before can accidentally qualify.
• 47:24
  You never know if Tinabo calls me and says Tavi Sharma, your
• 47:26
  shop guy, come and be a part of my cabinet, then I now have
• 47:30
  that, excuse me, 24.8 mil to go ahead.
• 47:35
  So our best number one lead, when somebody is a warm lead,
• 47:38
  what you do is not sure, relationship, not sure.
• 47:44
  Then when you have a cold lead, those are the people that you
• 47:47
  ignore. There's no prior context.
• 47:50
  There's no prior whatever. In fact, the person is even kind
• 47:53
  of rude person is giving you a headache when it comes to
• 47:58
  qualification. You can't even see anything.
• 48:00
  Are they interested in your product or service?
• 48:02
  You can't tell. Do they have money?
• 48:04
  You can't tell. Do they have a timeline?
• 48:06
  You can't tell. What are you wasting time with
• 48:07
  this person for? So yes, for all those cold
• 48:10
  people, block them, ignore them. However, this is what I teach
• 48:17
  anyway. When you have cold people, in my
• 48:24
  own opinion, what you do is leave them.
• 48:27
  You don't waste your time on them but drop something with
• 48:30
  them and then go. So for a real estate person, I
• 48:37
  was based in Abuja who I counselled a bit.
• 48:41
  I told her, OK, this person is called.
• 48:43
  What you do is you just tell the person thank you very much for
• 48:45
  your time. Would it be OK if I leave a
• 48:48
  flyer with you? Most people say, yes, leave the
• 48:50
  flyer and then go, you have the person again, but you have some
• 48:55
  material. Leave the material behind and
• 48:56
  then go some people who throw it.
• 48:58
  And it does mean no allies, part of the risk of the game.
• 49:00
  But you never know from all that.
• 49:02
  OK, thank you very much for your time.
• 49:07
  Don't bother you again. Can I just drop a flyer?
• 49:09
  I mean, you never know. You might drop 100 Flyers and
• 49:12
  then two people call and then that's business.
• 49:15
  So even when somebody's cold, leave something behind.
• 49:18
  And that, ladies and gentlemen, is the reason, one of the
• 49:21
  reasons why I started this podcast, because I wanted to be
• 49:24
  in the situation where I'll be talking to someone.
• 49:27
  I'd be like, look, you know what?
• 49:28
  You can't afford me right now. And quite frankly, I'm not even
• 49:32
  sure if I can deliver value to you.
• 49:35
  But however, I have this podcast, it's totally free.
• 49:37
  Just keep on listening. It's a way for you to get value
• 49:40
  from me for free. So what do you think?
• 49:45
  Are you interested? OK, cool.
• 49:46
  What do you listen to? Do you use YouTube?
• 49:49
  Do you use Spotify? Do you use a podcast?
• 49:53
  What's it called? Pod Maniac.
• 49:55
  Whatever. OK, use Pod Maniac.
• 49:57
  No problem. I will send you the Pod Maniac
• 49:59
  link right now. So it's been a pleasure talking
• 50:03
  to you. Have fun.
• 50:04
  You know, I'll be in touch. Meanwhile, I'm not going to be
• 50:06
  in touch at all because I know that that's a cold audience, but
• 50:09
  there's something that I can leave behind so that at least
• 50:13
  for them, I can be staying top of mind.
• 50:14
  Because you never know, somebody might listen to the podcast for
• 50:19
  1 1/2 years and say, you know what, perhaps I was a bit hasty.
• 50:22
  Let me call that guy back. And then when the guy is calling
• 50:27
  back now, guess what? Is there now a prior context?
• 50:30
  Yes, there is. And I will go into my process.
• 50:33
  Is this person qualified? If they are, then guess what?
• 50:38
  This will now be a warm lead that used to be cold before, and
• 50:44
  I will now start engaging in relationship nurturing activity.
• 50:50
  So this is how you decide. Sorry, it's taking me 15 minutes
• 50:54
  to get to the point. But yeah, I just wanted to let
• 50:58
  you guys know that it's not based on feelings.
• 51:00
  It's not these guys are annoying me.
• 51:01
  These babies are annoying me. Therefore, delete.
• 51:05
  So yes, we have started 2026 as at the time of this recording.
• 51:09
  If you're listening to this podcast in Euro 2042, you know
• 51:13
  the principle is still the same. If you have started 2042 on a
• 51:16
  high note, yes, very good was not an emotional something.
• 51:20
  Be rational and then calm down and swallow your pride a bit.
• 51:26
  You have to ask yourself, is this person a warm lead, a cold
• 51:29
  lead or a hot lead? This person is cold.
• 51:32
  OK, Consign them to the pizza of hell.
• 51:34
  This person is warm. OK, engage in some relationship
• 51:38
  nurturing activity. This person is a hot lead.
• 51:41
  Good. Begin the pursue and pursue
• 51:44
  until the very end, until you close the deal, until the person
• 51:48
  says get away from my side. So that's it.
• 51:53
  That's a long and short of how you decide who you're going to
• 51:55
  keep in touch with from last year.
• 51:58
  So let's see, OK, nothing else. Let me let you guys be on your
• 52:03
  merry way. So thank you very much for
• 52:05
  listening again. If you'd like to get in touch,
• 52:07
  you can call, send me a text message or WhatsApp message on
• 52:10
  08064662140. If you have questions, you have
• 52:16
  comments, you have queries or you want to, you want me to
• 52:19
  consult with you on something, please reach out.
• 52:22
  Also subscribe Spotify, YouTube, Apple or any player of your
• 52:26
  choice. And also let your friends, your
• 52:27
  family members know and your enemies as well.
• 52:31
  Don't concern your enemies to the peace of hell.
• 52:33
  Yeah. It's not nice.
• 52:35
  You know, it's not good that people will look at us, they'll
• 52:36
  say we're Christians, and then they'll see us dressing
• 52:39
  corporate, looking like a reasonable somebody.
• 52:41
  And then you're swearing for somebody that will not be well
• 52:44
  with your husband, will not be well with the children because
• 52:47
  of what you know as Christians. Please.
• 52:48
  You know, that's not how he's not a Christian.
• 52:53
  Anyway, Let me stop there. Let me stop there.
• 52:55
  You, you get the point. So that's it.
• 52:57
  I'll catch you all some other time.