Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Don't Call Twice a Day: How to Get Prospects to Commit by Agreeing on the Next Step (Part 2)

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Don't Call Twice a Day: How to Get Prospects to Commit by Agreeing on the Next Step (Part 2) · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello, I'm back. Sorry about that.
• 0:03
  I accidentally caught the recording and of course I don't
• 0:07
  know how to stitch 2 audio files together.
• 0:09
  So this is a Part 2. Yeah, this is a Part 2.
• 0:13
  Yep. So I'm the host of the podcast.
• 0:15
  My name is Tavishma Ayed. If you'd love to connect and
• 0:17
  everything is making sense then hit me up.
• 0:20
  Call, send a text message or a WhatsApp message on 0806466
• 0:24
  2140. In the first part of the
• 0:27
  recording, we're talking about whether it's a good idea to be
• 0:29
  following up on somebody by buzzing the person two times in
• 0:32
  a day. And this was a question from
• 0:35
  Lucia, who is a real estate agent with Rolling Stone Realty.
• 0:40
  And the answer to the question was no.
• 0:42
  And in the first recording, I had explained why it is no,
• 0:47
  because one of the reasons why you're following up with people
• 0:50
  endlessly is because you're not getting advancements.
• 0:53
  An advancement is an agreement between you and the person that
• 0:56
  you spoke to on what the next step is, because you're not
• 1:00
  agreeing on next clear steps. That is why you're stuck in this
• 1:03
  cycle of following up with somebody for the sake of
• 1:06
  following up and calling and calling and calling.
• 1:09
  And the person is ignoring busy your call, ghosting you and all
• 1:14
  kinds of things. So we should be gaining
• 1:17
  advancements that way. When we call somebody, we're
• 1:21
  calling not to follow up. We're calling to follow through
• 1:24
  on something. Follow through just means you
• 1:27
  and I agreed on something. So now that I'm calling, I'm
• 1:31
  calling to say how far we agreed on XYZ.
• 1:33
  Have you done the XYZ or last time we spoke, we agreed on XYZI
• 1:39
  have done the XYZ. So I'm calling to update you.
• 1:43
  So sales professionals, we should be following through.
• 1:45
  We should be gaining advancements.
• 1:47
  If you're following up, it's because you are not gaining
• 1:50
  advancements in the sales process.
• 1:51
  So that's part of what we discussed in the first video.
• 1:54
  I say video, the first audio before I accidentally caught
• 1:58
  this, before I accidentally caught that recording.
• 2:00
  And now I'm making a Part 2. So if any of these things is
• 2:05
  making sense and it's your first time listening to the podcast,
• 2:09
  just know that this is a 2 parter.
• 2:10
  So once you're done with this, go and listen to the other
• 2:14
  episodes so that you get caught up speed.
• 2:18
  So I had been talking about what did I say again yourself?
• 2:26
  OK, sorry, forgive me. I'm out and about.
• 2:28
  And so that's why you're going to hear lots of noise in the
• 2:31
  background. So I had been talking about how
• 2:38
  selling real estate is a complex sales scenario.
• 2:40
  Sorry, 1 moment. OK, sorry about that.
• 2:46
  The call was coming through on my phone.
• 2:47
  Yeah, I make the podcast recordings on my phone.
• 2:49
  So I had been talking about how when you're in a complex hill
• 2:52
  scenario, you need to form as if you're a doctor or pretend as if
• 2:54
  you're a doctor. You need to be consultative in
• 2:56
  your approach and people are not going to make decisions anytime
• 2:59
  soon, so you can't just keep chasing up hollering people
• 3:04
  anyhow. And making 2345 calls a day is
• 3:09
  not going to work. Oh, sorry.
• 3:10
  One moment my attention is required.
• 3:13
  I'll be back. OK, All right, I am back.
• 3:27
  Sorry about that. So I'm out and about and, you
• 3:29
  know, because of where I'm parked, you know, there are
• 3:32
  times that, you know, people might need my attention.
• 3:37
  OK. So yeah, like I said, calling
• 3:39
  twice a day was not realistic because it's not an emergency
• 3:42
  and people are not going to make a decision anytime soon.
• 3:45
  So you should not be calling them twice in the day.
• 3:49
  So what is the right amount of space that you need to give
• 3:53
  people? It depends.
• 3:56
  So now we know that when we're calling people, we need to give
• 3:59
  them some space. Like I said, be consultative.
• 4:02
  Pretend you're a cardiothoracic surgeon, you know, or present
• 4:06
  you're some kind of doctor. You need to give people space.
• 4:08
  You need to give people breathing room.
• 4:09
  Now, what is the appropriate level of space that you need to
• 4:12
  give people? It depends, honestly, you have
• 4:21
  to experiment. This is one of those things, you
• 4:24
  know, where I say sales is a matter of trial and error
• 4:26
  because some people ask me and they expect that there's a magic
• 4:29
  answer. But The thing is, there isn't,
• 4:31
  it depends on the context, it depends on the industry, it
• 4:34
  depends on where you are. It depends, you know, there are
• 4:36
  different traditions. So it depends.
• 4:40
  So for me, as a default, as a default, normally I give it like
• 4:44
  2-3 days before I holler somebody back.
• 4:46
  So in other words, I call somebody on Monday, the person
• 4:48
  doesn't pick. I send a text message and you
• 4:51
  know, I leave it Tuesday, Wednesday, then maybe I buzz the
• 4:53
  person up again on Thursday. That is just my default because
• 4:57
  I'm trying to gauge the situation and based on how
• 5:02
  people respond, I will now know that, oh, OK, when it's a Chief
• 5:06
  Ian Archer, you know, no point in like no point in harassing
• 5:11
  the guy. Like you respond in one week's
• 5:13
  time. Or if it's for this kind of
• 5:16
  product or for this kind of service or for this scenario or
• 5:19
  for that scenario, you know, then every day might be
• 5:21
  appropriate. But as a default.
• 5:23
  And what I would recommend to someone who is in Lucia's
• 5:25
  position is don't blow up somebody's phone twice in a day.
• 5:28
  Just relax. Twice a week, I think it's OK.
• 5:30
  You call the person by Monday, they didn't answer, send a text
• 5:33
  message, send an e-mail and just read.
• 5:36
  Wednesday you can reach out again.
• 5:38
  Thursday you can reach out again.
• 5:40
  Friday you can reach out again, provided you were able to secure
• 5:44
  an advancement at the last conversation.
• 5:47
  If you didn't secure an advancement, if you and the
• 5:50
  prospect didn't agree that this is what we're supposed to do
• 5:52
  next, those are the reasons why the guy is not answering your
• 5:57
  call. Because the reason why you're
• 5:58
  reaching out is unclear. So it's not just a matter of how
• 6:06
  often should I be calling somebody back.
• 6:08
  Do you even have a good reason for calling the person back?
• 6:11
  Ask yourself, if you don't have a good reason, therein lies the
• 6:15
  problem. Now that you want to call, what
• 6:18
  do you want to propose? You don't know if the person
• 6:21
  answers, what will you guys talk about?
• 6:23
  You don't know, By the way, how far is not a good reason to
• 6:26
  call? Oh Chief, we had a good
• 6:30
  conversation last week. So because of that I was calling
• 6:33
  just to hear how far. That is not a good reason to
• 6:36
  call. That is not a good follow up
• 6:37
  call. Remember the example that I gave
• 6:40
  in the beginning. If you call to say, good
• 6:43
  afternoon, Chief, after our last meeting, remember that we said
• 6:47
  the next step was we're going to review soil samples.
• 6:50
  I reviewed some of the samples in the lab and me and the boys,
• 6:53
  we think that yes, we can now go and do site inspection.
• 6:57
  So if you're OK with it, we should schedule a trip to to
• 7:00
  Umua here in the next two weeks. Me and the boys who are
• 7:05
  available then you can see that that call, there is a goal to
• 7:11
  the call. There's a reason to the call and
• 7:14
  because both of you agreed the last time, if at all Chief
• 7:22
  Henacho is really, really interested, you know he will be
• 7:26
  expecting the call. There's a reason for him to pick
• 7:28
  up the call. If Chief Henacho is not
• 7:30
  answering, it's because you guys did not secure an advancement at
• 7:34
  the last call. So if you can't think of a good
• 7:40
  reason to call, honestly, perhaps you shouldn't even be
• 7:45
  making this call. There's some more fundamental
• 7:47
  problems than the guys not answering my call.
• 7:54
  So the ultimate solution to this problem is this.
• 8:00
  If you want to stop playing this game or follow up, you're
• 8:03
  calling somebody, they're not answering.
• 8:05
  You call somebody the busy to call.
• 8:09
  You see their car outside. When you go to the office, they
• 8:11
  say all guys, no seats. You know all guys will see
• 8:14
  because you saw the car outside. You want to stop this game, Just
• 8:19
  get good at securing advancements at the meeting that
• 8:24
  you are at now. Don't leave that place until you
• 8:27
  have the conversation. OK Chief.
• 8:29
  If it looks like we're interested and if it looks like
• 8:31
  this, if it looks like that, this is what I would recommend.
• 8:34
  The next step is I think we should do this.
• 8:36
  I'll be Chief. What do you think?
• 8:38
  You get some feedback. If Chief says, OK, good, you
• 8:42
  have an advancement. But there'll be some situations
• 8:45
  where Chief will say, no, no, no, we're running too fast.
• 8:47
  What about this? What about that?
• 8:49
  And they say, oh, sorry, it's true, Chief.
• 8:51
  That actually makes a lot of sense.
• 8:53
  And there you have it. You have your next advancement.
• 8:58
  So in case you haven't figured it out, that is how you get an
• 9:00
  advancement. You either propose the next step
• 9:02
  or you ask the person Chief what do you think the next step would
• 9:05
  be? What would you like to do next?
• 9:10
  Simple summary though, those are how you secure advancements.
• 9:15
  You either propose the next step.
• 9:17
  Remember my friend Shegu who used to do my videos, his own
• 9:22
  formula was OK. If we're all good, the next step
• 9:26
  is we need to transfer a deposit of 80% to the amount of 420 K so
• 9:33
  that we can book your wedding date.
• 9:36
  That was his simple formula. It was always the same, always
• 9:41
  the same. That was the structure.
• 9:43
  Not always word for word, but that was the structure
• 9:45
  basically. OK, it looks like we're good to
• 9:49
  go on this and this and that and that.
• 9:51
  So the next step is you need to make a deposit, Mummy, 80%
• 9:56
  deposit. He will now give a specific
• 9:58
  amount to the amount of 325,000 naira so that we can secure your
• 10:04
  wedding date for So, so, so, so, so I can mobilize the boys.
• 10:10
  You can see he has proposed the next step for some of you who
• 10:14
  say that's too direct. OK, you don't want to be too
• 10:17
  direct. Now ask the person.
• 10:18
  OK, Mommy, it looks like we're making progress and it looks
• 10:20
  like we're in agreement in this and this.
• 10:22
  And then so mommy, what would you like us to do next?
• 10:26
  The reason why I don't like throwing it to the person is
• 10:28
  because mommy can actually say, you know what, let me think
• 10:30
  about it. I think mommy says that or more
• 10:34
  Chai. That's why we now start doing
• 10:37
  follow up for the sake of follow up because mommy said, let me
• 10:40
  think about it. It is because me, I'm afraid of
• 10:42
  let me think about it. That is why me, I propose the
• 10:44
  next step and I say, what do you think?
• 10:47
  Or are we cool with that? So that the person will object.
• 10:51
  And now let me know that, OK, we're rushing too fast or that
• 10:55
  there is something that I fail to bring up.
• 11:01
  So you know what, let's just stop here so that this, excuse
• 11:05
  me, this podcast episode doesn't get too long.
• 11:07
  I think what I'll do next is this.
• 11:09
  I'm going to try, I'm going to come up with, well, actually The
• 11:12
  thing is I have to leave right now.
• 11:14
  So I'm going to try and come up with what I think the typical
• 11:18
  buying cycle is in real estate, and then we'll come up with
• 11:22
  ideas about how we can secure advancements at every single
• 11:27
  stage so that people like Lucia and then Jackson, who called on
• 11:32
  the radio show Jackson and what was the other guy's name?
• 11:35
  I can't remember. Come to think of you real estate
• 11:38
  professionals, you guys have some very correct names.
• 11:40
  Jackson Lucia, so that Lucia and Jackson, we can now have much
• 11:45
  more concrete examples about how you can be getting advancements
• 11:48
  in the sales process. Because trust me, once you start
• 11:51
  having advancements, it's not as if your problem of ghosting will
• 11:54
  go away, but less and less people will be ghosting you.
• 11:59
  So that's it. And that's all for today.
• 12:02
  Remember, if you like these sorts of issues, you know this
• 12:06
  is your job. You want to see how to build
• 12:08
  your business. You want to see how to move
• 12:09
  relationships forward with potential customers, then call,
• 12:13
  send me a text message or a WhatsApp message on 08064662140.
• 12:19
  Then also subscribe Spotify, YouTube, Apple, or any player of
• 12:22
  your choice. Keep on listening.
• 12:23
  There's over 1200 resources on this very feed where you're
• 12:27
  listening to this podcast from. So that's it.
• 12:31
  Thanks for your time and attention.
• 12:32
  I will catch you some other time, but I really have to run
• 12:35
  right now.