Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Part 2 Crafting Winning Proposals: The Secret Lies in Client Questions

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Part 2 Crafting Winning Proposals: The Secret Lies in Client Questions · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  OK, I'm back. Sorry.
• 0:02
  I needed to go and clear my throat because it was becoming
• 0:04
  quite irritating. I'm sure it must have even been
• 0:07
  more irritating for you guys to listen to.
• 0:09
  So like I was saying, you also need to ask about the areas of
• 0:12
  concern if you're in the cleaning space because people
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  have different things that they are concerned about.
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  So houses in Abuja are really crap, apart from those houses
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  that were built by FCDA, that's the Federal Capital Development
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  Authority that these to handle lots of the constructions, you
• 0:26
  know, houses and bridges and those sorts of things.
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  So every single house that I enter into has mold and every
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  single mom that I know in Abuja does not like mold.
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  So every single mom including my wife always complaints about the
• 0:39
  mold. But unfortunately husbands or
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  people like me have kind of accepted that doesn't matter.
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  Jerry, any single house that you enter into in Abuja, the first
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  thing you do is you do painting, you do screening.
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  But after a while the mold will start to grow.
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  And in fact, those of you in the building industry, please, you
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  guys need to take this thing seriously because I really think
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  we're causing all kinds of health, health hazards, what
• 1:03
  else? You know, health hazards,
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  allergies and all kinds of things for our kids.
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  So please, you guys should be making your buildings up to spec
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  because even in places like the UK where it rains all the time,
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  I mean, the and buildings are made of wood.
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  I mean, think about it, the buildings are made of wood and
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  then it rains half the year and they don't grow mold.
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  But then in a place like Abuja that is dry half the year, every
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  single building has mold. I don't get it.
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  So you need to ask about people's area of concern.
• 1:31
  OK. So yeah, sure, we can do that.
• 1:33
  OK, It's commercial. But so like, what things are you
• 1:36
  concerned about there? Is it the mold in the building?
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  Do you have mold or are you worried about equipment?
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  What kind of equipment do you have at your office?
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  And then do you have high ceilings, low ceilings, you
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  know, all these sorts of things you need to ask because this
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  will determine the kind of equipment that you use, whether
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  you need to bring scaffolding onto the site because of the
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  people have high ceilings. OK.
• 1:59
  Just take for instance, the average Catholic Church in
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  Nigeria, the average Catholic Church in Nigeria has a very
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  high ceiling. So if you're going to do is that
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  commercial cleaning? No Catholic Church, can we call
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  that commercial? OK, Let's just call it
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  commercial cleaning in this case.
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  So you're doing commercial cleaning.
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  What you want to do commercial cleaning for the neighbourhood
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  store is not the same thing as you're going to do it for the
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  Catholic Church because Catholic Church would have high ceilings.
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  So you need to bring scaffolding in.
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  And if you're going to bring scaffolding in, you need to pay
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  for the scaffolding. You need to pay for equipment to
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  move the scaffolding in. You know, all these sorts of
• 2:30
  things. Because somebody just calls and
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  says, you know how much I say, OK, 10,000 per square meter.
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  And then you show up to the site and then you see that the site
• 2:37
  requires scaffolding and you now call the person back.
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  You know, it would lead to a nasty quarrel.
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  The person said, look, you told me it was 10,000 per square
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  meter. It is 50,000 square meters.
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  I have paid you 50,000, you know, times 10,000.
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  So go ahead and do the job and you will start getting back and
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  forth like no, I didn't realize that we need scaffolding and
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  blah, blah, blah. So you can see why you need to
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  be asking all these questions before you start delivering a
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  quote. So areas of concern.
• 3:01
  Then you also need to ask about the kind of cleaning.
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  Is it basic cleaning? You know, just sweep and mop.
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  Let's see, is it moving ready? Moving ready is when you clean
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  the place sharp, you clean it tight so that all the person has
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  to do is just carry their TV, carry their mattress, carry the
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  whatever and then just move into the place.
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  And then the showroom cleaning. Showroom cleaning, on the other
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  hand, is absolutely spotless. I mean, I walked into the
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  showroom of JC. JC is a Guangzhou, Guangzhou
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  automobiles. Now they have an office in
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  Gariki that is not far from where I live and they have some
• 3:37
  correct cars there. There's one car, 1 Jeep behind.
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  It's called the GS8. That car is fire.
• 3:42
  You need to check it. The grill is something else.
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  Keyless entry now fingerprint entry.
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  You see the dash. The dash of the cars is is like
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  iPad. I mean, it's just, I don't know,
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  it's just something else. Independent controls on the
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  seats. Let's see what else not 4 wheel
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  drives us in. Each of the wheels can spin
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  independently on their own. It's a fuel car.
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  But as in this car is just die used to die for.
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  I know people don't like Chinese cars, but as I'm concerned, man,
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  that GS 8 sweet, sweet car. And if I get some cool pepper
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  right now, I want to buy me AGS 8A star flexion.
• 4:22
  What was that? Yeah.
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  So the showroom. The showroom was spotless, as in
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  as I entered into the showroom, I could see my own reflection on
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  the ground. That was the level of cleaning
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  and buffering and shining and whatever that they did to that
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  floor. So there are different kinds of
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  cleaning because the way you will clean my house is not the
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  same way that you will clean a church, is not the same way that
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  you will clean a construction site is not the same way that
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  you will clean the showroom. So you also need to ask people
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  these kinds of conversations if you are in the cleaning space
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  and you're trying to do qualification and discovery.
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  So I hope you guys can see the reason why this whole thing is
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  important. And this is one of the reasons
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  why lots of you are suffering in your business.
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  You don't do qualification, you don't do discovery.
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  You go straight to a proposal, you go straight to a price.
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  And of course your proposal is not tailored, is not accurate
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  because you are telling somebody 10,000 per square meters.
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  I mean, that's all the person needs to go on.
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  But if you just go through this simple process of what this
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  woman did, now, now that I'm saying this thing, it sounds
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  like it's long. But actually it was a sharp
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  conversation. The woman was on the phone.
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  If she stayed long, I think it was 10 minutes.
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  And these were the kind of questions she was asking.
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  Is it residential? Is it commercial?
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  Is it industrial? OK, When did you guys finish
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  cleaning? OK, What kind of equipment do
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  you have there? So ceiling height.
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  What do you think? Do you guys, what kind of paint
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  did you use? Is mold going to be a problem?
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  We can do more treatment if that's and that's important.
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  OK. What's the level of cleaning
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  that we need here? OK, is it showroom level or?
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  OK, I understand that you don't know all this information.
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  You know what, just take a WhatsApp video real quick.
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  Just pan from left to right, send it to me, let me have a
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  look at it, and then if there's any other question, I'll call
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  you back from there. We'll now be able to discuss
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  pricing and timelines. That is this long process I'm
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  talking about was just 10 minutes, sharp, sharp, sharp.
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  And you should be doing something like that for your
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  business as well. Whether you're a Baker, whether
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  you're a lawyer, whether you're an architect, whether you sell
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  catfish or let me see, even if you're a housing agent, even if
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  you're a housing agent, because right now we're looking for a
• 6:29
  place to move into. You'd be surprised the number of
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  housing agents that you call up and the only thing they ask is
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  how many bedrooms. That's the only question they
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  ask. They don't even ask any more
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  questions outside that. You need to ask questions so you
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  can show people the suitable house.
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  Like there's one guy that asked me a couple of questions about
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  the kids, about wifey, about, you know, this and you know
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  different things about us. And there was one house that he
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  wanted to that he said, well, it's within your price range,
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  but a guy you won't like it. And then he started showing me
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  expensive stuff. I thought he was trying to be,
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  you know, somehow, somehow. But I told him no problem.
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  Let me, let me see it. And then we went there and true,
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  true, I didn't like it because the interior of the house was
• 7:07
  nice. But based on the things that me
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  and wifey had said about our kids, I know what not isolated
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  environment, plenty of dust, no neighbors.
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  You think the house was built against the back of a Bush?
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  So, you know, boys can just fly over at night and operate before
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  you call police now, you know, all these sorts of things.
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  And as we're leaving, I realized that that was possible because
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  of the quality of questions, the quality of qualification and
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  discovery that the guy had done. So he didn't even need to take
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  me to the place because he knew based on what me and this guy
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  have been yawning and questions about him, his wife, the kids
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  and everything, I know they will not like this place.
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  So he said it. Now all guy, I told you I knew
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  you not like this place, that it was a young man who is just
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  starting off is just him. He's not married, you know,
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  naughty, nothing. He just needs a pad, you know,
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  crashing here every once in a while.
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  I would have showed the guy before you.
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  I know that this was not good for you.
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  So this is the reason why we have to do qualification and
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  discovery and this is how it helps our business is improved
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  and this is how it helps us to close more deals.
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  If you do qualification and discovery, your proposal is
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  going to be spot on, Your quotation is going to be a
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  realistic, your proposal, your everything is going to be
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  relevant to the client. But the most important thing
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  about qualification and discovery is that it sets you
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  apart as the professional. Because think about it, this guy
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  that called this woman when she was in Makudi, you know why
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  Nigel now, So definitely, I'm sure this guy has called 3 or 4
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  people before her. And I bet you the four people
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  that you called before her, what they said was OK Sir, yes, we
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  can do it. It is 10,000 naira per square
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  meter. And then he said thank you very
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  much. And then he caught the call.
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  I'll call you back. And then he wrote that number
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  down on a sheet of paper out of the five people, the way this
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  woman responded, even if it's you, who do you think is The Who
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  you think is the is the professional?
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  Everybody else just says 10,000 hyper square meter.
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  The way the woman handle the conversation, you drop the
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  phone. It's like, ah, this one, she
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  knows her stuff. OK, It's unusual that the woman
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  is the one that is doing the cleaning, but you know, she
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  knows her stuff. This one is a professional.
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  Let me go to the office or let me check out their website.
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  Let me whatever that is the added advantage of doing good
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  qualification and discovery. It sets us apart as a
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  professional. We should be doing it,
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  especially now that Nigerians are not doing qualifications and
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  discovery at all. Now.
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  I hope you guys are seeing how when I say on the podcast that
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  having a sales process will set you apart from the competition,
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  will distinguish you from the competition, qualification and
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  discovery phone game, how you handle conversations.
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  These small, small things set you apart so that they'll look
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  at you as the professional and they'll look at everybody else
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  as the the wheat and the chef. So anyway, let me bring this to
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  a close. If you'd like to connect with me
• 9:58
  to explore opportunities. The phone number is 08064662140.
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  The country code is +234. For those of you who are not
• 10:06
  Nigerian, that's my WhatsApp number.
• 10:09
  Please don't send me any links or pictures or PDFs or anything
• 10:13
  like that. I don't know you yet.
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  So I'm not going to click on any strange thing.
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  After we have a relationship and if there is a need for us to
• 10:21
  explore more things in detail, then yeah, sure, you can send me
• 10:24
  the extra stuff. So thank you very much for your
• 10:26
  time and attention. I also promise you guys that
• 10:28
  we're going to do a book review by Jeremy Hurowitz, the title of
• 10:33
  the book. Sorry.
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  Let me look at my notes. OK, Sell like a spy.
• 10:37
  Sell like a spy. The art of persuasion from the
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  world of espionage. So basically what we can learn
• 10:42
  about selling from spies and people in the diplomatic
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  service. So we're going to go into the
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  book review maybe tomorrow. OK, Tomorrow kids are going back
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  to school. And then I also have some houses
• 10:54
  to view because I have to move from this current place where we
• 10:58
  live because wifey is fed up and what else I'm robots keep
• 11:04
  tackling our transformer anyhow. Anyhow.
• 11:06
  Anyhow, anyhow, so you know NEPA Wahala and the usual stuff that
• 11:11
  all of us in Nigeria are used to.
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  So let me stop complaining. It's nice if you are not dealing
• 11:15
  with it too. So anyway, if I don't do, if I'm
• 11:18
  not on the roads too much tomorrow and then looking at
• 11:21
  houses and doing repairs and moving and stuff like that, then
• 11:24
  we will go into the book review by Jeremy Hirowitz.
• 11:28
  Sound like a spy, The art of persuasion.
• 11:30
  So thanks for the time and attention.
• 11:31
  I'll catch you guys at the next episode.