Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Spot a Million-Naira Customer in Your DMs

Transcript

How to Spot a Million-Naira Customer in Your DMs · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the High Table, the Oracle's Chamber.
0:05
This is the inner sanctuary, the conclave of elders, where we
0:09
talk about sales and marketing, money tactics, strategy,
0:14
business growth, and solving business problems.
0:18
Today I want us to talk some more about qualification.
0:23
For those of you who are new to the podcast, qualification just
0:26
means the process when we're trying to build a relationship
0:31
or when we're interacting with potential customers, potential
0:34
clients, potential stakeholders. And then we have a process or we
0:37
have a framework for trying to decide upon which people, which
0:43
interactions, which messages, which calls, which meetings are
0:47
worth spending time on because not everybody is worth spending
0:51
time on. Now everybody has equal dignity
0:54
as a child of God, and we're supposed to respect everybody.
0:58
But now money would be fine. So because of that, it makes
1:02
sense to prioritize the calls, the meetings, the interactions,
1:06
the DMS so that we spend time with the people where we have
1:10
the likeness, the all I say now, the highest likelihood of
1:15
closing a deal, the highest likelihood of making some money.
1:20
So that is what we're going to be talking about today.
1:22
How do you qualify people? How do you decide which
1:25
interactions with messages, which calls, which meetings,
1:28
which, which waka, which, whatever is worth spending time
1:32
on because we don't like dealing with time wasters.
1:37
However this is the problem because lots of Nigerian
1:41
business people, lots of Nigerian business owners, lots
1:44
of Nigerian salespeople who sell on behalf of someone else
1:47
because they don't have a process for dealing with these
1:50
sorts of things. People just do how I put it.
1:53
You just use got feel or you just do anyhow.
1:55
Anyhow, you know, somebody sends you Adm and the DM just looks
2:00
one kind. You just send the person back
2:01
your price list, a price list that you already, you know,
2:04
prepackaged. I propose I really pick up it.
2:06
You just send it like that with the attitude of any, if they're
2:09
interested, they will call me back and then they'll follow up.
2:13
So for a lot of people, that is how you are deciding that this
2:16
is the important person to deal with.
2:18
You don't have a process for interacting with people.
2:20
You don't have a process for figuring out who is this person
2:23
that is calling me? Who is this person that is D
2:25
Ming me? What do they want?
2:26
The thing is just that if somebody enters your DM, you
2:28
will now send them price list. If they're serious, they will
2:32
call you back. Then that's how you know that
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you're dealing with a serious person.
2:37
That's not a bad approach, but that approach only works when
2:41
you're dealing with low hanging fruit, when you're dealing with
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people who are already motivated and who already desperately want
2:49
what you need or Shah, they've decided that they want to work
2:51
with you. Those are the people that you're
2:52
going to work with. So if that's your approach,
2:55
people enter into your DM, you just throw down price list.
2:59
You're leaving a lot of money on the table.
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So you need to come up with a process of qualification.
3:05
You need to come up with a framework for how am I going to
3:10
interact with these people? How am I going to respond to
3:12
these messages? How am I going to respond to
3:14
these calls? How am I going to respond to
3:16
these meeting requests so that I can filter through and determine
3:21
these ones are worth my time. Let me pay attention to them.
3:23
These ones are not worth my time.
3:25
Let me disregard them. But Please remember that we
3:28
respect everyone, OK? Every human being has inherent
3:33
dignity. It's just that now money will
3:35
define. So we have to prioritize people.
3:38
They have the highest likelihood that at the end of the day, some
3:41
good money went to our accounts. At the end of the day, we'll
3:44
hear ping him, but still respect everyone.
3:48
Now before we get to the meet of the matter, if you'd love to
3:53
connect with me, you can call me, send me a text message or
3:56
send me a WhatsApp message on 0806466 2140.
4:03
If you're interested in the 15 minutes, he'll audit WhatsApp me
4:06
on the same number 08064662140. Or you can join my WhatsApp
4:12
channel, just send me a message on the same number and we'll get
4:15
you started. Now today to discuss this, since
4:18
I've already made a prior podcast episode, you know, from
4:21
a theoretical perspective, today I said let me come up with a
4:25
case study. And today's case study is a
4:28
fictional case study. So if this company sounds like
4:33
yours, it's just a coincidence. If the name sounds like yours,
4:37
it is just a coincidence. Although I went to school with a
4:41
lady, for me, very brilliant young lady, I thought she was
4:48
going to end up in marketing or branding or something like that.
4:51
But I think she studied international jurisprudence and
4:54
she's currently in America right now.
4:56
I can't remember who she works with.
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But anyway, you know, she has taken the intellectual, the
5:02
intellectual path and put it like that.
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And so she's an international jurist.
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Jurisprudence just means legal philosophy.
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My first background is in law. So in a sense, you could say
5:13
that the case study today, the lady for me that I'm talking
5:17
about today is who I thought my classmate for me was going to
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become. So for me, if you're listening
5:24
and you went to school with a chap named Tave, you went to
5:26
school in over you. Yep, this character is loosely
5:29
based off of you, but everything else is purely fictional.
5:32
So this is a fictional case study.
5:35
Now, some of you say, what's with all these fictional case
5:37
studies? The whole point of the fictional
5:40
case studies is it's a story and it's made-up.
5:42
I'm trying to illustrate some principles.
5:46
I'm just trying to put some concrete circumstances on
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ground. And of course, not every single
5:51
case study that I come up with on the podcast is made-up.
5:54
But don't just work with me here.
5:56
But anyway, this is the reason why I give my phone number at
5:59
the beginning and at the end of every single episode.
6:00
If you think the case study doesn't make sense, call me.
6:05
Send me a text message or a WhatsApp message.
6:08
If there's something in the case study that doesn't quite hit you
6:11
right, call me. Send me a text message or a
6:13
WhatsApp message. If the case study seems to make
6:18
sense with you and you want to know how you can apply these
6:21
principles in your business, please call me.
6:23
Send me a text message. Send me a WhatsApp message.
6:26
That's why every single episode I say it 08064662140 now.
6:32
Let's get straight to it now, Fumi, now she's in the Nigerian
6:37
branding space, but she's not just an anyhow anyhow branding
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person. She's not just someone who
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designs logos. Unfortunately, most Nigerian
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branding people, their job is just logo.
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Honestly, don't say that. They are brand specialists at
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the end of the day now just logo you're paying for.
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So let's say for me, I take them.
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I say for me, for me has taken a different approach.
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She doesn't just design logos, but she's looking for dying
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brands that businesses that have existed before, that have had
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some customers before, people already know them, but maybe the
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brand is kind of on the decline. And so for me spiel, is that OK,
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hire me, we'll take this, your business that is stagnating, we
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go boost them, we'll give them life.
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Now this approach obviously is a smart one because a lot of you
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people in the branding space, all of you people are targeting
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people who are just starting out brand new.
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They'll be complaining that Nigerians don't value brand.
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You're targeting people who are starting off brand new.
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Somebody who's starting off brand new, does the person have
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all the millions that you're charging?
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They don't. So perhaps, perhaps this is just
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a guess. So perhaps those of you in the
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branding space in Niger, perhaps people should be taking this
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kind of approach. If you look for a business that
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has already been in existence, but they're kind of stagnating
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and you're selling a branding refresh or something, you know,
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it's a business that's already there.
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They're already used to this whole cycle of making money and
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spending money. Perhaps it might be easier to
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collect millions from those people than to try and collect
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millions from people that are just starting.
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It's just a thought For those of you in the branding space.
8:24
It's a thought. So let's say that that is Fumi's
8:29
approach. Now let's say Fumi has been
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doing OK. You know, business is OK, but
8:36
could be better, you know, now. And then now she's at the stage
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where her DM is always full, Instagram DM full, LinkedIn DM
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full, e-mail inbox full. But she's tired because you open
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the message, look through messages, blah, blah, blah.
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And it just looks as if, man, people here are just wasting her
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time. And these are people who can't
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afford her. I look, it's normal.
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Like I give my phone number at the beginning, at the end of
9:08
every episode. And yeah, quite frankly, 80% of
9:12
the people who reach out to me cannot afford me.
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So that is just normal. That's just how business is.
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If things were different and you know 80% of the people who reach
9:23
out to you could afford, you would all be billionaires.
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Well, let's have the right expectation, right?
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A lot of the people who are going to reach out to you, you
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know, it would not be a good fit or they can't afford you or
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they're not ready to take action now, or priorities are
9:37
different. It's just a normal something.
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So we should not get discouraged because you open up your DMS,
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you open up your WhatsApp messages, you open up, you know,
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you take phone calls and it looks as if lots of people can
9:47
afford you. Don't get discouraged.
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It's just a part of the business.
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That's just how life is. That's just our businesses.
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Most of the people who come across your path are just
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walking through the just curious.
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Look, you never know. But don't get offended by these
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things and don't lose hope. So let's say now this is for me
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state of mind. Like what's the point?
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Open Instagram DMS, time wasters, open my e-mail, time
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wasters. Everybody does to waste my time
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so fuming will now come up with this idea which most Nigerian
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business owners do, which is if the message looks
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unprofessional, what she'll do is she'll just send them PDF
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price lists with our prices there.
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You know premium package 15,000, this package 10,000 so I say
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1000 millions. Premium package 15,000,000
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standard package you know 10 million, this package 5 million.
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The whole idea is by the time she send the price list, by time
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somebody sees 50 million, they'll say hey, and then
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they'll just evaporate to disappear.
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So there's only people who have 50 million that will call her
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again. This is not a bad approach at
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all. It's not a bad approach.
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This whole thing of create your price list, send it to them, the
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jokers will see it and run away. It's not a bad approach, but
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like I said, you're only going to be dealing with low hanging
11:15
fruit. There's still value to be had.
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So let's say for me now, one day you're just minding her business
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and then a WhatsApp message just comes in.
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You just say hello. She will see the profile
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picture. See, that is a small boy.
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You just say hello. Now, ordinarily for most people,
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and I've done this myself in the past, using this kind of
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message, the person looks like a small boy.
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The person looks like a small girl.
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They just say hello. You just signal.
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I'm ashamed to admit it, but yes, I've done it before.
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But The thing is, that person that you're ignoring, how do you
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know that a person is indeed a small boy?
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There's somebody that I was engaging with.
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That other person was quite young.
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By the time we chatted some more.
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It actually was her daughter's picture that she put up there.
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Hope you hope you feel me. I saw a picture of a small girl.
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Conversation started like persons and small girls, and no
12:16
problem, man. Following the yarn as we were
12:18
yawning, it's like, oh, actually he's a very senior woman.
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She now put her daughter's picture as the DPA.
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Lot of us are just blanking people like, oh, this one is
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unserious. This one is unprofessional.
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But you didn't know, You didn't have a process for interacting
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with people. You didn't have a process for
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screening people, you didn't have a process for filtering so
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that you can genuinely get down to the cocoa like who is a
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senior man? Who is a senior woman?
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Who is a correct person I should be talking to?
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And then who are the small boys, the small girls, the time
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wasters, the worker pass. Let me just send them.
12:58
Now. Let's pretend that Fermi I say
13:00
Fermi sorry, forgive me for me because my class were a couple
13:03
of Fermi used to. I went to a Bafemi at all
13:05
university, the greatest university on the African
13:08
continent, indeed the globe. Well, he's while I was there was
13:12
a very good school. I don't know about now.
13:15
So let's say Fumi now has been listening to my podcast.
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And then Fumi remembers that. OK, this guy Tara Shimani has
13:25
been talking about one or two things.
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Let me try this guy. Let me see if this advice works.
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So Fumi receives a message. Profile picture looks like he's
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a small boy. Person is even typing like a
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small boy, you know, No capital, no nothing.
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Person just types. Hello, Ma.
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I saw your work. I saw your work with the old
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textile meal. I want you to build a brand.
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How much do you charge? Question mark.
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And of course, you know, I suspect the world over this is
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how it is. But in Nigeria, this is
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definitely how it happens. Hello.
14:02
Are you available? How much do you charge?
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The first message. That's how it is.
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Hello, do you deliver to Sokoto? How much do you charge?
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Some people just be like hello, how much do you charge?
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That's all. No other background then to save
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ourselves from our take, what a lot of us to do.
14:20
Like I said this, we don't send them price list option A
14:24
15,000,000 option B, 10 million option C5, sorry, the other way
14:29
around option C Abby and you get the point.
14:32
We don't send them price list 15,000,010 million 5 million if
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that's just will continue. So this is the kind of message
14:41
that normally for me will just delete a lot of you delete some
14:46
of you will just send price list because the picture looks like a
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small boy. No company name, no
14:53
introduction, no nothing, just hello, how to build a brand, how
14:57
much you charge. It is easy to assume that this
15:01
person is a student or let's say low budget somebody.
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The guy the also, you know, small boy, well, like I said,
15:09
for me, has been listening to my podcast.
15:10
So she remembers one or two things.
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And of course, what I advise everybody to do in this sort of
15:15
situation is to engage, engage with the person.
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I recommend you pick up the phone because when you pick up
15:28
the phone and you call honestly, within the first 2-3 minutes,
15:32
you'll know for sure whether this is a small word or whether
15:38
this is an opportunity worth pursuing.
15:40
Sorry for those of you who are non not Nigerians, I guess you
15:44
might misunderstand, might not understand.
15:46
When I say small boy, oh boy, all I put it OK.
15:52
I guess the best way I can explain when Nigerians say
15:54
somebody's a small boy would just mean that it's not just
15:57
that the person is young in age or small in stature.
15:59
It just means that the person is OK.
16:03
There's this English expression where you say somebody's a
16:05
person or straw, meaning that the person is not how I put it,
16:11
person. Let's just say the person not a
16:12
solid prospect to be talking to. Let me just put it that way.
16:15
Yes. So small boy, you know somebody
16:19
not worth talking to now, no good prospects are going to come
16:23
from this. So when we say small boy, we're
16:25
not talking about how young the person is or how small the
16:27
person is. So for me remembers that I
16:32
recommend you pick up the phone. So what she does is she will
16:35
send the guy a quick message saying, oh, thanks for reaching
16:41
out, this is for me. I have 5 minutes before my next
16:43
meeting. Are you OK?
16:45
Let's just have a quick phone call and talk you through.
16:49
And let's say the guy says yeah, Sharma.
16:51
And then she calls. Then from the process of talking
16:55
to the guy, she'll now realize that this small boy actually is
16:58
a 2626 year old boy. And maybe he's the child of a
17:01
northern industrialist. And let's say the family
17:04
business, let's say it's a, it's a, it's a beverage factory.
17:07
Maybe they produce a kuno geta or you know, yogurt with what do
17:14
you call this thing fura yogurt and fura kuno geta and then the
17:19
different kind of kuno and all these things.
17:21
Because you know, there's some family businesses like this in
17:24
the North where this is what they do, or northern businesses
17:28
that what do you call these things now?
17:30
Meals where they produce a Millet and things, you know,
17:33
where they make, you know, like Amala and all these things that
17:36
you turn, turn, turn, turn, you know, some of these businesses
17:39
around in this part of the world.
17:41
So let's just say it's that kind of situation.
17:43
So it's a 26 year old boy, you know, the guy got the guy.
17:46
Don't do as that. He has come back.
17:47
And then Popsy is saying, Oh yeah, it's your turn.
17:51
Some of you say, Tavishma, you're making things up.
17:54
Yeah, yeah, I made this one up. But honestly, these things
17:57
happen. When I was in Kano, one of our
18:00
biggest clients in the office that was I was working under
18:03
someone. The all I just know is that this
18:07
guy, Lebanese guy, the guy had plenty of money.
18:09
Plenty, plenty, plenty, plenty of money.
18:10
So when they asked my Oga that this chairman within the do self
18:15
and then my guardian blink, he just said bathroom slippers and
18:20
nylon. I said Sir and he said yes,
18:25
bathroom sleepers and nylon. Didn't you hear me?
18:28
I said, Sir, all this money that he's been giving us because back
18:32
then anytime we had to do something for the for the guy,
18:35
my guys to charge him 7,000,007 million 7.5.
18:38
So anytime we go and see the guy 7,000,007.5.
18:41
And I was just wondering, since I came to this office in Kano,
18:45
we've been to this guy's office like 5-6 times.
18:47
Every single time 7,000,007.57 million 7.5.
18:50
So I was curious. So I say, Sir, all this money,
18:54
he said yes, bathroom sleepers are nylon.
18:56
And I said how? He said, look, when your
19:01
bathroom sleepers spoils, do you fix it?
19:04
I said no. He said what do you do?
19:06
I said I buy another one. I said that's it.
19:10
The same thing with nylon bag. So all these Lebanese people who
19:16
are here in Kano who are producing bathroom sleepers and
19:19
nylon, their business model is they are collecting 11 naira, 55
19:25
naira, 10/10 naira on each item, but they're collecting it from,
19:30
you know, 10 million people or 20 million people or whatever.
19:36
That was the first time I saw a different way of making money
19:39
because growing up, because my mom was a marketing executive, I
19:45
was used to like you're going out, you did Porsche market, you
19:52
define hustle. And then what you're doing is
19:56
you're collecting 1,000,000 millions on top one, one person.
20:00
And then of course, you know, I went to law school.
20:04
And so that's kind of like the profit model from us for
20:07
lawyers. We collect 75 million from one
20:10
person, 100 million from another person, you know, 3 million from
20:15
another person. And then that's how we keep the
20:17
lights on, you know, big, big money.
20:21
From small people. So it's when I went to Kano and
20:24
also the, oh, the Nigerians who do things the other way, they're
20:28
collecting 11 naira from each customer, but then that one one,
20:33
they're collecting it from 10 million people.
20:38
So that's how the game works. So that's how I realized that oh
20:40
OK, there's a different way to making money Then I had gone for
20:47
my master's yet I was going to apply for my master's next.
20:50
Then this guy in Kano, this is our client, his own son had
20:54
finished was a Harvard or something.
20:57
The guy was now going to come back to Niger to now take over
21:01
this business. So yes, it's a made-up thing,
21:05
but it happens. There are 263628 year old boys
21:12
and girls who are finishing from Harvard, finishing from Oxford,
21:17
finishing from London School of Economics, finishing from
21:21
University of Hull, finishing from University of Hull is 1 in
21:27
Australia finishing from these schools and they're coming back
21:31
to take over the family businesses.
21:33
So even though I've made this thing up, it is happening.
21:35
The same thing with the gig. God is Good motors.
21:39
I always like God is good motors but then after a while I noticed
21:42
that they stopped calling themselves God is Good motors.
21:44
They rebranded next was gig. Then they had some brand new
21:48
vehicles and everything and say ah now wow that was happening
21:50
now. Then my wife told me now oh the
21:52
guy saw came back and took over at the company.
21:54
I say really? She said yes.
21:55
I went online and I checked out. Oh it was true.
21:59
So when the pop C started the business he called it God is
22:02
Good Motors. You know like any devout evil
22:06
man would do. And he ran his business well and
22:10
of course paid for his children to go and study abroad.
22:13
The boy went abroad and learnt one or two things about
22:16
business, one or two things about logistics, Came back,
22:18
rebranded the company. The company is now GIGGIG
22:23
Logistics. No longer God is good boss,
22:26
company is now GIG Logistics. Excuse me.
22:31
So even though this scenario is made-up, trust me, these things
22:35
happen, They happen a lot. So this scenario is realistic.
22:41
So for me now realizes that she actually is talking to one of
22:44
these I just got back boys and the popsy is saying that look,
22:51
I'm old, I'm tired. So my son, here's the key of the
22:54
factory over to you. And the boy wants to start with
23:00
a brand overhaul now because he be small boy that's young in
23:04
age. That's the reason why he's
23:06
informal just because he's Gen. Z.
23:08
So he doesn't really know. He doesn't really know, you
23:11
know, business tradition, business, you understand, he
23:16
doesn't know business packaging yet.
23:18
So it's not that the guy was broke.
23:20
It's just that he be small boy. But the money day and this is a
23:24
worthwhile opportunity. You will never know that if you
23:29
just look and say now small boy delete or now small boy, you
23:32
know, same price list. Of course you'll keep the ice
23:35
list and digest it. But The thing is, anybody that
23:37
shows him some modicum of respect and has the conversation
23:40
with him, I know what not. I mean, at the end of the day,
23:42
who do you think you will go with?
23:44
The people that he actually had a conversation with?
23:47
So you have no idea of knowing whether this is a small boy.
23:50
Let me fashion him. This is a small girl.
23:52
This is work up as you know, this is cherry where they let me
23:55
just leave this whole thing. You will not know until you
23:58
engage. So you need to come up with the
24:01
process for how it is. They're going to engage in
24:03
people. I say engaging, engage with
24:07
people, even me. That's happened to me last year.
24:14
Somebody reached out. Obviously he's a small boy.
24:18
But by the time we had the conversation and we didn't end
24:20
up working together by the time we had the conversation, yeah,
24:23
he's a small boy. But the family business has been
24:27
around for a while. They sell tires and they sell
24:31
tires for, not tires for normal cars, tires for, you know, heavy
24:35
duty machinery, you know, tractors, oil tankers, blah,
24:38
blah, blah, blah, blah. You know, that's, that's family
24:40
business. The young boy has come back
24:43
after his studies and as far as he's concerned, Pop C, you know,
24:46
they do like there are one or two things Pop C can improve.
24:49
So therefore, the young boy wants to improve on one or two
24:51
things. So we didn't end up working
24:55
together. But honestly speaking, some of
24:57
you just disregard small boy, small girl, but you don't know
25:00
who it is you're disregarding. You don't know.
25:03
That's why you need to come up with the process.
25:05
Now, let's say for me also remembered that on this podcast,
25:08
I talk about having money conversations early and money
25:12
conversations often. I repeat, have money
25:17
conversations early and have money conversations often.
25:21
It's not the same thing as sending somebody a price list,
25:26
Sending somebody the price list to scare away time wasters.
25:29
It's a good idea. It's a good idea, but it is
25:32
better to actually talk to someone or chat with someone and
25:36
then fill them out, throw some figures and fill them out.
25:43
So instead of for me sending over a price list or working on
25:46
a formal proposal, let's say for me use the technique that I
25:49
propose, which is you come up with a range or somebody like
25:53
for me has to say as well, typically for a factory level
25:57
rebrand turn around, our consulting packages are usually
26:01
between 25,000,000 to 15,000,000.
26:04
Is that something within the range of what you budgeted for
26:07
this product? Sorry for this project.
26:09
You just put it out like that. That's what I mean when I say I
26:12
give a range. You just tell the person that,
26:14
oh, OK, Based on what we've spoken about so far, it's
26:17
looking like we could fall between here and between here.
26:20
How does that sound before? Like between here, between
26:22
there? Is that something you're
26:24
comfortable investing in at the moment?
26:26
It looks like you can fall in between this and fall in between
26:29
that. Does either of these scenarios
26:31
look like like they're realistic for you at this moment?
26:35
You ask and you hear the answer. The body language will now tell
26:41
you who you're dealing with. Some people say 50 million in
26:45
this economy. Did I tell you my father is a
26:48
governor? That's why you now say, OK, this
26:51
one is a small boy and then you free him.
26:53
Some people say 25,000,015 million.
26:57
The lower, the lower range of 15, is that negotiable?
27:02
The person that is talking like that, the lower range of 15 is
27:05
not negotiable. You know the OK, this or more
27:09
may I follow on the young because maybe do not have 15,
27:13
but can we land at 13? Can we land at 12, maybe 10?
27:20
That's why I say don't just throw out price list through our
27:23
proposal. Talk to this person, put the
27:26
figure out there. The way they shake, the way they
27:29
move their body language, whether the base in their voice
27:33
will reduce or not. You will now know that OK, I
27:36
know who I'm dealing with. So from talking to this small
27:43
boy now and getting more details and throwing out the range, if
27:47
the guy doesn't flinch, she now knows that OK, correct, let's
27:51
continue. If the guy flinches, she now is
27:54
OK to literally he's a small boy.
27:57
But either way, for me, remembers what I say, which is
28:02
we should always be a helpful resource.
28:03
We should not be a snob. Don't be a snob should be a
28:06
helpful resource. So if this person truly, truly
28:13
is a small boy, but because for me have for me has been in
28:16
business for a while. Let's say for me has you know,
28:19
proteges, you know, people that have passed through her and
28:22
maybe those ones that are starting off.
28:24
It's not a bad idea for me to just say, OK, you know what the
28:28
your current budget is way below what is that we have in mind.
28:31
You know, however, I have a couple of people who pass
28:34
through me that trusted hands. You can have a conversation with
28:38
them. I can vouch to them.
28:40
I trust them. They're going to take good care
28:41
of you. Pass this thing on to your
28:43
petition. You're going to be building a
28:48
valuable referral network. Because The thing is, when you
28:51
have people that pass through you once in a while, you send us
28:54
all these small, small jobs. They are very loyal, very, very
28:57
loyal. That my cousin that I spoke
28:59
about last year who became son last year, he's been very, very
29:03
loyal to his Oga because he passed through another son,
29:07
another senior advocate of Nigeria.
29:08
And when he was leaving, he went to go and approach.
29:11
He didn't do almost Juno as the witches.
29:13
You just disappeared. When I told his Ogata Ogar,
29:16
thank you very much. I appreciate everything.
29:17
I'm starting off on my own and everything and the Ogar gave
29:21
him, I can't remember how many volumes of books that started
29:24
his law library. That's how we started.
29:26
So he's been very, very loyal to that his Ogar very, very loyal
29:32
because his Ogar said, oh, no problem, you're starting off.
29:35
Take these books uses 1 and start your library.
29:38
So later on when my cousin got involved in some electoral
29:44
matter cases, so I can't remember, it was election sharp,
29:47
but he got involved in something and you know, he needed some
29:51
star power. You understand because as he's a
29:53
young lawyer, he called up his OGA and of course his OGA came
29:57
willingly. So you see how these things have
30:02
benefits. This thing is too small for you.
30:05
But I know some of my, my boys are passed through me.
30:08
Let me hand it over to them. The same way when your boys,
30:12
your juniors, your protegees, when something comes that The
30:14
thing is big and they need help, do not call you and say, boss, I
30:18
beg. You know, we need you on this
30:20
one. And then of course, you have a
30:22
court. That's how this thing works.
30:23
This is what we call referral network.
30:27
That's how they call referral. We they refer back and forth.
30:30
It comes to me, this thing is too small.
30:32
I refer it down, it comes to them.
30:34
It seems a bit big. We need help.
30:35
We will refer it up as our works.
30:40
So the next time Homey is in the office and then another small
30:42
boy just says hello, no problem, she will engage.
30:46
She finds out there is only two 100K that the person has.
30:48
And of course Homey is not willing to do anything that less
30:50
than 15,000,000. The same scope is the same.
30:54
Yeah, I'd love to help, but currently what we do is for
30:57
medium to large scale firms, but I have a formal protege.
31:01
They're really, really excellent dealing with startups.
31:04
So this is her contact detail. Her name is Nika.
31:08
Call Nika and tell her that Madam Fumi said you should, you
31:11
should call to take good care of you.
31:16
So if you take that approach, you now find that, you know, at
31:22
the end of the month, at the end of the quarter, you'll be
31:25
closing some big, big deals from people that you thought were
31:27
small boys. You will also find that there
31:31
are some people who you thought were correct, big boys, big
31:35
girls, mature people. You thought they were mature
31:38
people. But then by the time you talk to
31:40
them in a few minutes, you see that this one is nothing.
31:43
You know, you now refer it to somebody else, you give it to
31:46
some of your juniors. But what I'm trying to say is
31:53
every single business you need to come up with a framework for
31:55
how you're going to sort through these things.
31:58
You can't just be using guess work.
32:01
Now, OK, the DP is a small boy. The message only said hello,
32:06
this one, let me just send them price list and leave them.
32:09
So come with a process for qualification in your business.
32:12
Qualification just means you're engaging with people and you're
32:15
trying to figure out who is a valuable prospect here, who is
32:18
worth having a conversation with?
32:21
Do they have a want? They have a need?
32:23
What kind of budget do they have?
32:24
Come up with a process, whether it's going to be a spoken
32:27
process where you pick up the phone or a written process where
32:31
you'd be typing into your keypad or typing into your DMS or
32:35
whatever, but shall come up with the process.
32:38
So this whole thing of treating every lead, every inquiry with
32:42
respect is not just a matter of being nice.
32:45
It also is business strategy for long term scaling.
32:49
But shall make sure you have a process so you can start sorting
32:53
out these interactions from the start instead of doing guesswork
32:59
because I'm telling you, guess what can lead people astray.
33:02
I remember one guy who reached out.
33:04
I didn't want to answer him because to be honest, I'm sorry.
33:06
You, I know some of you might be offended, but you know, whenever
33:10
you're watching Nigerian movies and there's a houseboy in the
33:12
film and the houseboy is from, you know, Rivers or Cross
33:16
Rivers, you know that side of the country and you know that
33:19
they usually give the houseboy that particular name, the
33:21
particular name. It's not me, it's Nigerian movie
33:24
makers that do that. The guy reached out to me and I
33:27
swear the guy's name was, it was a very houseboy name.
33:32
I was like, now, wow, if this is not the houseboy's name, then
33:36
what is it? By the time I called the guy,
33:39
he's a very mature fellow, very, very mature fellow.
33:44
Good business. But meanwhile, first time the
33:49
name show up as, ah, isn't this the houseboy in so, so, so and
33:53
so? Meanwhile, I'm not sure fellow.
33:55
So we need to come up with a, we come up with a process for
34:02
sorting through and having these sorts of interactions.
34:05
So applying these principles can be tricky.
34:08
So if you need me to look at your particular circumstances,
34:10
it's not a problem. Call me, Send me a text message
34:13
or a WhatsApp message on 08064662140.
34:19
If you're interested in a sale audit or you want me to look at
34:21
some of your business processes, just call me.
34:24
Send me a text message or a WhatsApp message on 08064662140.
34:31
Or if you're shy, you don't want to talk to me, that's not a
34:33
problem. Join my WhatsApp channel.
34:35
Stay up to date on things I'm working on when podcast episodes
34:38
drop and then things like that. And when you're brave enough, we
34:41
can talk later. So that's it.
34:43
And that's all for today. Oh, by the way, apologies.
34:45
You know, if I did some ethnic tropes, you know, today on the
34:49
show, but you know now manager. So you know, that's how we are.
34:52
If we don't abuse ourselves like this, you know, abuse this
34:55
tribe, abuse that tribe. You know, it's just it's just
34:57
it's just normal. No vex.
34:58
It's just just want to do things.
35:00
Don't take it to heart, you know, because me, I'm thief and
35:02
I'm used to it. People say, Oh, you're TV,
35:04
you're that tribe, that they do. I get that thing all the time.
35:08
So I have to educate people that hey, stop it, that thing is
35:10
rubbish, it's not real. And anyway, it's just one of
35:14
those things. So if you felt offended by any
35:16
of this, I beg Novix. I was trying to offend you.
35:18
All right, so I'll catch you on at the next episode.