Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Quick, Quick, Quick: The Competitive Advantage of Recency in Nigerian Sales

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Quick, Quick, Quick: The Competitive Advantage of Recency in Nigerian Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to continue with a
• 0:04
  listener question. And today's question is how to
• 0:07
  follow up with a contact. I repeat today's question, how
• 0:11
  to follow up with a contact. And I know we tackled something
• 0:14
  similar yesterday. I think in the real estate
• 0:16
  space, I think that was from Lucia in Abuja.
• 0:21
  But today we're going to be Abdul from China.
• 0:26
  He's based in China and he sells trucks.
• 0:28
  I believe. I've already spoken about his
• 0:30
  business in the past and even though I've tackled some
• 0:36
  questions from him, I'm not sure I've tackled this one.
• 0:39
  So let me just go ahead and do this real quick.
• 0:42
  Even if I have tackled it before, don't worry, there's
• 0:45
  going to be some different perspectives so you will learn
• 0:48
  something new. So how to follow up with a
• 0:50
  contact? And in this case we are no
• 0:52
  longer talking about real estate, we are talking about
• 0:55
  truck sales. So tractor heads, trucks,
• 0:57
  tractor beds, you know those sorts of things.
• 0:59
  You know people who are selling big, big things, making big, big
• 1:02
  money. Because the smallest amounts
• 1:05
  that any of these people are collecting is you know, 20M30M
• 1:09
  big, big money. These are the people that would
• 1:11
  like to hang out with. So if you like you know,
• 1:16
  thinking about these sorts of issues, how do we make money?
• 1:18
  How do we collecting 2020M5050M100100M from people?
• 1:23
  Then this is the podcast for you.
• 1:26
  So subscribe on Spotify, YouTube, Apple or any player of
• 1:30
  your choice. And if you'd like to connect
• 1:32
  with me, you can call send me a text message via WhatsApp
• 1:34
  message on 08064662140. Just like Abdul did and just
• 1:42
  like Lucia did. And yeah, let's see what we can
• 1:47
  make happen. Oh, by the way, my name is
• 1:49
  Tavishima Ayede. I'm the host of the show.
• 1:53
  Forgive me, I have a cold, just recovering.
• 1:56
  So like I said, now the question for today, how to follow up with
• 1:59
  a contact. Now some things to note for
• 2:02
  those of you who listened to yesterday's podcast, you already
• 2:05
  know that I've stressed the difference between follow up and
• 2:08
  follow through. So actually, his question should
• 2:11
  have been phrased follow through, but you don't let that
• 2:15
  one pass, you know, because he's a listener, a new listener, only
• 2:19
  started listening to the podcast not long ago.
• 2:22
  And then it's going to take a while for we Niger people to
• 2:25
  stop saying follow up and they say follow through.
• 2:28
  However, the difference is not just semantical.
• 2:30
  It's not just words for word's sake.
• 2:33
  When you're following up, excuse me, even you can't testify it
• 2:37
  yourself. Is it really pointless?
• 2:40
  You're just calling, no answer. You call for the sake of calling
• 2:44
  and then you call again. Maybe the guy picks and then you
• 2:47
  guys talk, but then the deal is not closing and then you're
• 2:51
  calling again. So that is what Neil Rackham in
• 2:54
  spin selling. I think I made reference to that
• 2:57
  book in yesterday's podcast episode.
• 2:58
  That is what Neil Rackham calls continuations.
• 3:01
  You're calling, you're talking, you know, as if you're friends,
• 3:05
  but you know, you're OK, you're pleasant, but this deal is not
• 3:09
  going forward. So you have 20 conversations
• 3:12
  with somebody. You know your wife is asking you
• 3:15
  how far because you know now if 20 million lands inside the
• 3:19
  house account is a good thing though.
• 3:21
  So your wife is asking how far? But in all honesty, yeah, all
• 3:24
  honesty, you've had 20 conversations with the person
• 3:26
  but you don't know whether you're making progress or you're
• 3:29
  stagnant. Now following through on the
• 3:32
  other hand is when is more focused is when you're talking
• 3:36
  to someone. Both of you agree this is the
• 3:38
  next step so that when you call, you're calling to say bro, how
• 3:41
  far? Now we agreed that the next
• 3:44
  stages, you and me was supposed to go to Umua here and go and do
• 3:47
  side visit. So how far are we travelling or
• 3:50
  not? When are we moving?
• 3:53
  Is he 8 or is he 10? That is follow through.
• 3:57
  Now follow through. On the other hand, when you're
• 4:02
  able to achieve a concrete follow through call, everybody's
• 4:07
  happy. Your wife will be happy because
• 4:09
  even though 20 million has not entered the house account, she
• 4:12
  can see that there's light at the end of the tunnel that one
• 4:16
  day the 20 M we do bring him inside the account.
• 4:20
  So that's the difference between follow up and follow through.
• 4:24
  Follow up is pointless. That's the reason why you're
• 4:26
  frustrated. That's the reason why Abdul is
• 4:28
  asking this question. That's the reason why Jackson
• 4:30
  asked me that question. The real estate professional who
• 4:32
  called on the radio show, and that's also the reason why Lucia
• 4:36
  asked me this question, because we're all frustrated.
• 4:38
  It was the call for the sake of calling.
• 4:40
  Are we going forward? We don't know.
• 4:41
  Are we going backward? You don't know.
• 4:43
  You check your call list. Last week you called the person
• 4:45
  6 times. This week you've already called
• 4:47
  the person 7 times. Where are we going?
• 4:51
  We don't know. That's follow up.
• 4:53
  Follow through is focused. At the last call, we agreed this
• 4:57
  is the next step. The reason why I'm calling you
• 4:59
  now is to pursue this next step. If you don't answer, excuse me.
• 5:03
  Sorry, Excuse me. So if a person doesn't answer, I
• 5:08
  will now drop a text message and the flow of the text message
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  will be simple, You know? Mr. Chukudi, what's up?
• 5:14
  Try calling number Busy. We agreed that we're supposed to
• 5:19
  move on Wednesday. So how far are we still good to
• 5:21
  go? That kind of thing.
• 5:24
  Besajukudu will respond. OK, well, we can't force anybody
• 5:28
  to respond, but Besajukudu will be likely to respond to that
• 5:31
  kind of thing. Ah, Bros.
• 5:33
  No Vex. Forgive me.
• 5:34
  My daughter is getting married. I totally forgot.
• 5:37
  I beg give me like 2 weeks. Let me arrange myself.
• 5:42
  So that kind of thing, it doesn't mean you will get the
• 5:46
  deal but you can see at least the next step forward.
• 5:50
  You can see you now know that you're going to enter into your
• 5:53
  CRM or enter into your calendar that OK bro Chukudi, Mazi
• 5:58
  Chukudi daughter is getting married.
• 6:00
  He asked for two weeks. You now schedule that.
• 6:02
  You call him back in three weeks time.
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  You know what the next step is? Mazi Chukudi knows what the next
• 6:07
  step is. That is what we call
• 6:09
  advancements. So Nigerians, let us stop
• 6:12
  playing this follow up game. You're frustrating yourself and
• 6:16
  you are annoying that person. In fact, the other person, after
• 6:20
  a while, the person feeling I'll block you straight, three weeks,
• 6:25
  you're buzzing somebody, the person is not answering.
• 6:27
  What do you think? At some point the person will
• 6:29
  block you. Now when the person blocks you,
• 6:31
  it's even worse for you because now your number will now be
• 6:35
  registering on Truecaller and what else?
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  You know all the telephone networks, you know, as if you're
• 6:42
  as if you're spam. That's the thing that leads to
• 6:46
  the situation where you call somebody and then they say 7
• 6:49
  people reported you as ma'am. Look, this thing happens.
• 6:51
  It's live. I know you should say it as a
• 6:54
  joke before on the podcast, but I've seen it happen.
• 6:57
  This year I was working with someone in the solar space.
• 7:00
  Person was brand new. After one month of calling, he
• 7:05
  decided to call his younger sister.
• 7:07
  This is a Saha. What's happening to say was and
• 7:09
  what do you mean they said the number you're calling from it
• 7:12
  says seven people have reported as spam.
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  That is what happens. So let's stop playing this
• 7:17
  follow up game. Let us make sure we're securing
• 7:20
  advancements. People, either people who answer
• 7:25
  are more likely to answer us. Even if they want to ignore us,
• 7:30
  at the very least they won't mark us as spam.
• 7:32
  They won't do blocking. So that's first thing for Abdul.
• 7:37
  No follow up. In this podcasting family, we
• 7:41
  only follow through. All things I've agreed of
• 7:43
  before. Agreed about before.
• 7:46
  Now let's look at some best practices when it comes to
• 7:50
  follow up or follow through to keep things simple.
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  You know what, let me never say follow up at all.
• 7:57
  So let's look at best practices for following through #1 speed
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  to lead, Speed to lead. Yeah.
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  What this means is how will I put it all?
• 8:10
  I put this thing now. OK boys, while listening,
• 8:12
  remember how when we're in secondary school, you see a girl
• 8:16
  that you like a boss a day and then your friend Cooley also
• 8:19
  likes a boss a day. You know the competition is on
• 8:24
  at the end of the day, you know is who's going to make a first
• 8:27
  impression. It's a competition.
• 8:30
  So Cooley normally is your friend, but our boss a day is a
• 8:33
  correct babe, and you won't have to be your babe.
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  That's what speed to lead means. Quick, quick, quick, quick,
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  quick. The first man wins.
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  That is what speed the lead means.
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  When we have a contact, we're trying to see who is the fastest
• 8:49
  person to reach out and initiate contact with that person.
• 8:55
  The same in relationships, also the same in business.
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  What did they say? The oh, they say the patient dog
• 9:03
  is the fattest bone. That's not true.
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  It's a lie. You have to be a sharp dog,
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  whether in romance or whether in business, you have to be sharp
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  quick. Now, since I'm not a
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  relationship coach, I can't tell you why it works in
• 9:18
  relationships, but This is why it works in business.
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  There's a dynamic that is called peak interest.
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  Peak interest just means whenever people are thinking
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  about something, you know, there's a time when the desire
• 9:29
  is high. After a while, the desire just
• 9:32
  cools off. So remember last episode I was
• 9:36
  talking about how I've been looking at this beast, Tesla
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  Cybertruck beast of a car 200 M between 175,000,000 and 200
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  million. That's the that's the cost.
• 9:51
  So right now that thing is shaking me is in my blood now
• 9:55
  peak interest is high now. But first, I don't have money,
• 10:00
  but just assume that you know, I had money and maybe there are
• 10:05
  two or three dealers in Abuja that have Tesla cyber truck, the
• 10:11
  person that is on the case on the ball.
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  Quick, quick. Is the person who is most likely
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  to close the deal because of this dynamic of peak interest
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  because now body day hot body is hot cyber truck that's not want
• 10:28
  to drive all of you be driving Toyota and they are just pull up
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  in a futuristic looking car. AC tight tinted as hell.
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  You can't see my face electric very quiet zero to 100 in like 2
• 10:43
  seconds. You can't catch me on the road.
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  Once I press the throttle you won't hear anything.
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  I just pressed the couch. Just do I'll just be driving
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  like that. You see me moving like hot
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  butter slicing through a knife as if I'm just flying you now
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  being your Toyota looking at me be saying ha God when that's
• 11:05
  what we call peak interest body they hot now now now, now now
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  the person is interested. That is what peak interest
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  means. Now unfortunately peak interest
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  it goes down over time. So let's assume now that I have
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  cash 200 M and I'm ready to buy this car.
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  But then let's say my younger daughter is about to get married
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  and then my wife says, look, babe, instead of wasting 200 M
• 11:33
  on this car, let's focus on our daughter's wedding.
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  And I say, my dear, you know what?
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  You actually are correct. You know, it makes sense.
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  You can see now that from peak interest, the desire is
• 11:46
  beginning to go down. The desire is waning.
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  This is what happens in business context.
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  This peak interest over time it goes down if you respond.
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  Quick, quick. You stand the chance of catching
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  the person and keeping the priority on course and closing
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  the deal. So if I have 200 M lying around
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  now and there are five dealers of Teslas in Abuja, 2 of them
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  are responding quick, quick and they're on my case, they stand a
• 12:16
  higher chance of keeping this a priority.
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  And then for my daughter's wedding, the 200 million I need,
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  I'll say, you know what? I'll find it another way.
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  By the way, I don't have 200 million, so none of you should
• 12:28
  come out and ask me for money. If I have 200 them, I'll be
• 12:30
  making this podcast. So where was I?
• 12:34
  So that is one of the dynamics when it comes to speed to lead.
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  So I never checked the time. Yeah.
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  Because I have to be out of here soon.
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  Where was I? So that's one of the best
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  practices when it comes to follow up speed to lead.
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  Quick, quick, quick. One of the dynamics is peak
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  interest. Peak interest goes down over
• 12:53
  time. Now, another reason why it's a
• 12:55
  good idea to call people sharp, sharp is because when people
• 12:58
  reach out to you online or send you Adm or they come to the
• 13:02
  shop, you know the interaction is still fresh in their mind and
• 13:05
  it makes it easy for you to carry on the conversation.
• 13:08
  Picture this back to the Tesla something the person who calls
• 13:14
  me, let's say in one hour, let's say I go to one shop.
• 13:18
  I look at the Tesla, I sit inside, I Rev it and I say I
• 13:21
  don't like you quiet and I put it on noise more directly.
• 13:24
  Boom, boom, boom. I say, you know, I feel in the
• 13:27
  car and then I say I want to buy.
• 13:29
  Where's your gas or guys not around.
• 13:31
  I say, what's the price? You know, we talk blah, blah
• 13:33
  blah. And I say, OK, you know what,
• 13:35
  I'll come back. I just leave.
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  Now, of course, if the salesperson is shop, they'll
• 13:38
  collect my phone number and keep so that when our guy comes back,
• 13:41
  they'll say, ah, OK. There was one guy that came,
• 13:45
  fine boy, skin looking smooth, Potbelly, you know, guy looks
• 13:49
  large, looks as if the guy has money.
• 13:51
  OK, let's call this guy. I think this guy's ready to buy.
• 13:54
  So if the dealer now calls me and says hello, my name is
• 13:59
  Conley, He just left the Coley automobile and I'll be saying
• 14:03
  Coley, Coley, Coley. Yeah, 5 minutes ago you just
• 14:06
  came to try the Tesla say, Oh yes, I heard that Tesla shopping
• 14:09
  would say to Abby. So yes, yes, Sir.
• 14:12
  You see how that conversation goes?
• 14:14
  Because he called me within like 5 minutes and let's pretend he
• 14:18
  calls back in two months. Say hello, this is Kole.
• 14:23
  Kole who Kole Automobiles based in Abuja, based anywhere.
• 14:27
  I've never had that company before.
• 14:29
  You came and tried out the Tesla.
• 14:31
  Is it me? I tried out Tesla.
• 14:33
  Yes Sir, you did. And I said oh OK.
• 14:35
  Well you know, a few months ago I tried out some Teslas, but I
• 14:39
  think I tried it like four or five, I can't really remember
• 14:41
  which one. Which of those companies are
• 14:43
  you? Can you see that the
• 14:45
  conversation is starting off on a not too good note?
• 14:48
  So that's also another reason why I speed the lead.
• 14:51
  It's important. Sharp, sharp.
• 14:52
  The memory is still there. You can pick up the conversation
• 14:57
  on a very good note and say, hey, this is so, so and so You
• 15:01
  came by my store. You went by my website 2 days
• 15:04
  ago concerning blah, blah, blah. Do you remember?
• 15:06
  Oh, yes, yes, yes, yes, I do. So concerning this that that
• 15:10
  that we have a meeting. Can I come over to your shop?
• 15:12
  Would you like to look at samples, the conversation with
• 15:14
  your flow because speed to lead. Quick, quick, quick.
• 15:20
  Then speed lead, it also gives you a competitive advantage.
• 15:25
  You know, because of all these dynamics, the person who calls 5
• 15:29
  minutes, remember the Tesla example, and then the person who
• 15:32
  calls two months, who do you think has the advantage?
• 15:36
  The guy that called 5 minutes, The guy is still fresh, fresh in
• 15:38
  mind. The one that called after two
• 15:41
  months. I mean, you guys reason it now.
• 15:45
  So there's also another reason why when it comes to following
• 15:48
  through. Quick, quick, quick.
• 15:50
  Speed to lead is giving you a competitive advantage.
• 15:54
  This is dynamic. That is called recency as in the
• 15:56
  one that happened recently, you remember.
• 15:58
  So for those of you who have boyfriend and girlfriend or
• 16:01
  wife, if I ask you was the query you had with your wife last
• 16:03
  week, you can remember. Was the query you had with your
• 16:05
  wife two years ago, you have absolutely no idea because now I
• 16:09
  don't pass. But the recent one, you remember
• 16:13
  the slap I give you today, you remember it.
• 16:14
  The slap that I gave you six months ago, you won't remember.
• 16:17
  It is one of those things accepted one I gave you 6 months
• 16:20
  ago as a destiny changing slap. Yeah.
• 16:23
  Then you remember that one. By the way, on this podcast, we
• 16:26
  don't slap anybody. We're all gentlemen here.
• 16:29
  So it gives you a competitive advantage when you do speed to
• 16:31
  lead because of recency. And The funny thing is for
• 16:35
  people who respond quick, quick, especially since we're in
• 16:39
  Nigeria, people who respond quick, they just say, ah, this
• 16:42
  guy, they're responsive, they're reliable, they are professional.
• 16:48
  So, especially in the Nigerian context, I beg.
• 16:51
  Quick, quick. Quick, people will think you are
• 16:54
  professional. Now some of you want to quarrel.
• 16:59
  I'm ready for you. For those of you who disagree,
• 17:01
  let's look at some statistics and then I will stop here
• 17:05
  because I really got to leave. My wife will call me now
• 17:07
  because, yeah, I was supposed to go somewhere in the West, you
• 17:12
  know, North America, UK, you know, different people.
• 17:15
  But this is just some averages. Anyway, verify this information
• 17:19
  by yourself. So these are the stats in the
• 17:24
  West. They say that people who respond
• 17:26
  within 5 minutes are 21% more likely to make the final cut.
• 17:32
  I repeat, if you call within 5 minutes, you're 21% more likely
• 17:37
  to make the final cut. This is what it means,
• 17:40
  especially in Niger. Anybody who calls you is talking
• 17:43
  to two or three people. If I'm ready to buy Tesla
• 17:47
  Cybertruck, I can assure you I'm not just going to go and buy the
• 17:50
  first Cybertruck that I see. How am I mad?
• 17:54
  I will contact two or three dealers, maybe even four or five
• 17:59
  and be doing my research and be playing them off against each
• 18:02
  other by the end of the day. When the time now comes for me
• 18:06
  to transfer that 200 M, you know, I'll have a court.
• 18:10
  I'll, you know, there'll be like 2-2 people that I'll be looking
• 18:13
  at like, you know, these are the top contenders.
• 18:16
  So to enter that top contender list is usually people who call
• 18:19
  within the 1st 5 minutes. For those of you who still want
• 18:24
  to quarrel, well, you can go ahead and quarrel, but you know,
• 18:27
  that's, that's at your own peril.
• 18:30
  We're talking about human behavior here.
• 18:32
  Unfortunately, this is just how it works.
• 18:34
  Back to that example that I gave in the beginning, you like
• 18:37
  Abbasidi. Kelly likes a boss a day whether
• 18:40
  you like it or not. If you sleep on it and Kelly
• 18:43
  moves 1st and Kelly is more persistent, they will invite you
• 18:47
  for their wedding and you'll be crying and you'll be saying but
• 18:49
  I'm a better guy than Kelly. How will a boss a day know?
• 18:52
  She didn't know that Kelly is the one that expressed interest.
• 18:55
  He's the one that moved quickly. He's the one that stayed on the
• 18:57
  case. He will marry her.
• 18:59
  Do we even call you to come and do godfather for one of the
• 19:01
  children inside you? You'll be crying, you'll be
• 19:03
  saying hi, this could have been my kids.
• 19:07
  Excuse me. All right, so another statistic.
• 19:14
  Remember, please verify these statistics.
• 19:16
  Don't just take it because you know I said it as gospel truth.
• 19:19
  And also remember that these are statistics in the West.
• 19:21
  Unfortunately, in Niger, we don't keep statistics on
• 19:25
  anything. So up to 78% of people buy from
• 19:30
  this first responder. So this is what it means.
• 19:33
  So let's say there are 100 of us in Abuja right now, the half 200
• 19:37
  M are ready to buy Cybertruck. The truth of the matter is this,
• 19:41
  78% of us who end up buying that Cybertruck will buy from the
• 19:45
  first person who responds. So if there are five dealers in
• 19:49
  Abuja, dealer ABCD but dealer A IS.
• 19:52
  Quick, quick, quick. The guy they move sharp sharp,
• 19:56
  78% of these deals are going to him.
• 20:00
  I don't have to be a prophet to tell you, that's just how it
• 20:03
  works. But if delay A is sleeping and
• 20:07
  delay E is the one who wouldn't move quick, quick, quick, sharp,
• 20:10
  sharp, sharp, 78% of those deals will go to him.
• 20:16
  So this is the difference that speed to lead makes.
• 20:19
  So if you will please stop sleeping, stop sleeping.
• 20:24
  If a contact comes within your purview today, within your sight
• 20:28
  today, please be on the ball move.
• 20:34
  If you're a car dealer, you come back.
• 20:37
  Your second said while you are away, 10 people came.
• 20:43
  You say I'm coming at the comp, go and buy fufu for me.
• 20:45
  Let me eat first. Don't eat that fufu.
• 20:49
  Let them buy the fufu and put it in the microwave.
• 20:52
  What you do is first of all, you tell your second that thank you
• 20:55
  very much, you're a very good sales associate and God bless
• 20:57
  you. Then you collect those numbers.
• 21:00
  You start calling those people back immediately as soon as you
• 21:03
  get in, after you've made those calls, you cannot wash your
• 21:06
  hand, IE fufu. So that's it.
• 21:10
  Like I said, I have to run because my wife and I have to go
• 21:13
  somewhere. So I will try and make a follow
• 21:18
  up episode later on in the day because there's still other
• 21:20
  things that we need to talk about for Abdul's question on
• 21:24
  how best to follow up or follow through with a contact.
• 21:28
  So if you've been having fun, you like these sorts of things,
• 21:30
  you like these sorts of issues, Remember, subscribe, Spotify,
• 21:34
  YouTube, Apple, I'm your host, Tavishy Mahagiri.
• 21:37
  To get in touch with me, call, send me a text message via
• 21:39
  WhatsApp message on 08064662140. Let me and my wife go and do our
• 21:46
  pearls. When we get back, I'll see if I
• 21:48
  can record one more episode today.
• 21:51
  Excuse me, so that we can finish answering Abdul's question.
• 21:55
  And hopefully no matter what it is that you sell, whether you
• 21:58
  sell Teslas or you sell truck heads or you sell real estate or
• 22:01
  you sell Ankara or you're waiting photographer or you do
• 22:04
  video or you're an export, hopefully you learn one or two
• 22:08
  things to move your business forward.
• 22:09
  So thanks for listening. I'll catch you guys soon.