Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Approaching Strangers for Business: Tips and Tricks

Transcript

Approaching Strangers for Business: Tips and Tricks · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:02
Hello and welcome to the show. Today's an Art about episode.
0:05
So expect to hear some noise in the background, particularly the
0:07
generator that is, you know, rumbling in the distance.
0:10
But anyway, the windows are up, so hopefully we shouldn't have
0:13
too much noise bleeding into today's episode.
0:16
Now today we're going to be looking at cold calling for
0:19
growing your business. You know how to grow your
0:21
business by doing cold calling. Now, if you're not familiar with
0:24
the term cold calling, you don't know what that means.
0:26
Don't worry, just hang in here. We're going to get it there real
0:28
quick, but the reason why we're looking at cold calling today is
0:31
because for the for those of you who are just discovering the
0:36
show today, when you're done listening to this episode, you
0:39
know, skip back four or five episodes where we were looking
0:42
at how a baby lawyer. When I say baby lawyer, I don't
0:44
mean an actual baby. I just mean somebody who is
0:46
young as a lawyer, you know, coming into the business, trying
0:49
to start the business on their own.
0:51
We came up with a couple of episodes with ideas for how
0:56
people who are coming into the legal space or people who are
0:58
open their trying to open their consultancy practice or trying
1:01
to look for ways that people like that can get clients.
1:06
And I think we started off by prospecting, defining what
1:10
prospecting is. And then from there we moved
1:12
into networking, networking as a form of prospecting.
1:15
And the next one I was going to tackle was cold calling.
1:18
And then it occurred to me that there are a whole bunch of you
1:20
listening to this podcast right now who do not even know what
1:23
cold calling means, even though chances are some of you do it
1:28
every day or some of you have done it at some point in the
1:30
past. So today's episode is just
1:33
dedicated to cold calling. You know, what is cold calling?
1:36
Have you been doing it? How can you do it?
1:38
How can you use it to grow your business?
1:39
So that's what we're going to be doing.
1:41
So we're going to be ditching the baby lawyer example for now.
1:45
We might come back to that case study again, but for now, no
1:48
more baby lawyer. So cold calling for your
1:52
business. Before we continue, if you'd
1:55
love to connect for a strategy session for a business audit or
1:58
because you have a few questions that you want me to answer,
2:00
that's no problem. Reach out to me on WhatsApp.
2:03
The phone number is 08064662140. The country code is +234.
2:08
For those of you who are not Nigerian, I'm on LinkedIn as
2:11
Tavishima IED. That's my name.
2:13
I'm the host of the show. So now the definition of cold
2:16
calling. Cold calling just means you are
2:19
talking to total strangers. Now you see why I say some of
2:23
you have done it in the past even though you didn't know.
2:25
So if you're one of those people who likes to walk up on
2:27
strangers in, you know, a Kesha City mall, for those of you
2:30
based in Lagos, you know, maybe you have a travel agency and
2:34
you're trying to take advantage of the fact that people are
2:36
trying to Jack while they're trying to leave Nigeria.
2:38
So you just stroll up to Eketa City more.
2:41
You see a man with his kids, you just walk up to him and you
2:44
start trying to have a conversation about whether he
2:46
wants to Jack by. So if you've been doing that,
2:49
that is called calling. Cold calling is you just walk up
2:52
to a stranger cold. You don't know the person, the
2:56
person doesn't know you. The person has no preview of
2:59
context about you. You have made no prior contact
3:02
to that person. You guys have no emotional
3:04
connection. You guys have no existing
3:07
relationship. The thing is, you're just
3:10
guessing. The person might be interested
3:12
in your product or service. So you say, yeah, let me just
3:14
try my luck. So you walk up to people in the
3:16
street, that's called calling. You walk up to somebody at the
3:19
Kesha City Mall, that's called calling.
3:21
Although that kind of cold calling nowadays is called
3:23
canvassing. When you're using your two legs,
3:25
you walk up and down and you're talking to people, that's cold
3:28
calling. Although nowadays it's called
3:30
canvassing. So in most parts of the world,
3:34
Europe, whereas America, when they say cold calling, they like
3:38
to limit it, to limit it to when you actually pick up the phone
3:43
and call somebody who is a total stranger.
3:45
So the person that you're bossing, the guy doesn't know
3:47
you, the babe doesn't know you, no prayer context.
3:49
You guys don't know each other from Adam or Eve.
3:52
No prayer contact, no emotional connection, no existing
3:55
relationship, nothing. You just see the phone number
3:58
somewhere. You think this person might be
4:00
interested in my program and service?
4:01
Let me just buzz the person. Let me try my luck.
4:03
Let me see how far. So that is cold calling.
4:08
Yeah. So that's it.
4:10
Some people are going to get hung up on the fact of whether
4:12
it is phone call or not. But for the purposes of this
4:16
episode, I want you guys to know that the thing that makes a cold
4:19
call cold is this whole thing of prior context, prior contact,
4:26
prior knowledge, prior emotional relationship, all this prayer
4:30
thing. In cold calling, there's no
4:32
prior nothing. I do not know you before.
4:35
I know nothing about your context.
4:37
You know nothing about me. I've never contacted you before.
4:40
You've never contacted me before.
4:41
That's what makes it cold. So it's not the matter of the
4:44
technology. Now, the reason why I'm
4:47
stressing this is because in the old days, in the old and old and
4:51
old and old days, cold calling was when you will walk around
4:54
and go and knock on somebody's door, their office or their
4:57
house. You know, I met them before.
5:00
You're trying to do business with them like Jehovah's
5:02
Witness. So back in the 80s now in Niger,
5:05
Jehovah's Witnesses, they used to walk all over the place
5:07
knocking on people's doors. I think because of security
5:09
issues, maybe they don't do that again because you know how
5:12
Nigeria is now, you go and knock on somebody's door and you get
5:16
shot or maybe they'll set the dogs on you because everybody's,
5:20
you know, everybody's on, on red alert nowadays.
5:23
So they don't do it again. So that's cold calling.
5:25
You just walk up to a stranger's house, you knock on the door,
5:27
boom, boom, boom, hello is your daddy and tell him that so, so
5:32
so wants to see him. You go, you come out, your daddy
5:35
looks at the person. You know, they've never met each
5:38
other before. People are total strangers.
5:40
That is cold calling. So it's not about the
5:41
technology. It's not about whether you walk
5:44
into a Ketchup City mall or you knock on somebody's door or you
5:46
pick up the phone. The thing is just that you guys
5:49
are strangers. I don't know you.
5:50
You don't know me. I've never contacted you.
5:53
You've never contacted me. No emotional connection.
5:56
I don't feel you yourself. You don't feel me.
5:58
No prior relation, relation, no prior relationship.
6:01
I don't know who you are. You don't know who I am.
6:02
I don't know your brother, your mother, your sister.
6:05
You don't know me. So that's what makes it cold.
6:08
Now some of you are going to say, can this kind of thing work
6:12
for green business? Is this thing workable?
6:14
Is it possible? The answer is yes, it does work.
6:19
If it didn't work, nobody would be doing it.
6:23
Granted in the UK and in America, the flavour that people
6:28
prefer depends on the industries.
6:31
So in solar sales, for instance, in America, they do cold
6:33
calling, but that one is knocking on doors.
6:36
They called on door knocking. So all the people who are
6:39
selling solar now you jump inside the car, you drive to the
6:42
estate, maybe it's lucky phase two or something.
6:44
You park the van at the beginning of the estate.
6:47
You get inside. You will now go and start
6:48
knocking on doors. You say, why are you Kunle?
6:51
Start from door one and knock to door 10.
6:54
Cammy, you start from you go left, start from door 15, knock
6:59
on to door 25. You distribute yourself.
7:01
You just be knocking, knocking, knocking, talking to people,
7:03
handing out Flyers. So in America, solar sales, in
7:06
some parts of the country, that's how they run it.
7:10
I think it would be a good idea and I think it might work in
7:11
Nigeria, I think, but I don't, I've never, the solar client
7:17
that I had, they didn't have a massive sales team, was just a
7:21
four person sales team. So that's why I didn't bring it
7:24
up because if you have only four sales people and you send your 4
7:28
sales people out into the field doing that, it's time intensive.
7:31
It means no work is going to get done at the office.
7:34
But I suspect that it might work if you're into solar, that you
7:37
drive to an estate, let's say like Sun City in Abuja for
7:41
instance, you drive to Sun City, you park your van, you will just
7:44
be going from door to door. It's time intensive, but I think
7:46
you can work anyway. So yes, it's workable.
7:50
People do it in different parts of the world in different
7:52
industries. So for solar and for insurance,
7:55
they do door knocking, roof insurance, they do door to door.
8:00
But that's America in the UK cold calling.
8:05
Now on this phone call, you'll just be minding your business.
8:08
Now you know you're just chilling trying to watch Netflix
8:10
or something. Some number will call you say
8:12
who is this or no number maybe just answer.
8:15
You answer. Then the person says hello, is
8:17
this Tavashima? I say yes, this is Tavashima.
8:18
Who am I speaking with? Ohio Tavashima, we're calling
8:21
you because we have won 5 lbs Something, something something
8:25
to qualify for this. Click on this and send your
8:27
personal information to that, that I will just cut the call
8:30
prep, said the idiots. That's cold calling.
8:33
They're trying to sell you something.
8:35
So in the UK, that's how lots of people cold call.
8:37
Now in Nigeria, cold calling by phone, lots of people don't do
8:41
it. I've only received a cold call
8:43
once and funny enough was from the government.
8:46
They were trying to get what were they trying to do?
8:50
So they were trying to get opinions about the African Free
8:54
Trade Continental Treaty, I think that was under when Buhari
8:58
was still in government. And I thought, OK, that was
9:01
interesting because I don't think you should be calling
9:03
people up cold like that because it's a highly specific law and
9:06
you can't expect the average man to know what's up and to even
9:09
understand the law in the 1st place.
9:10
So I know what's up because I'm a lawyer and I know some people
9:13
who have been following, sorry, I used to be a lawyer.
9:15
I know some people who follow and that sort of thing.
9:18
So cold calling by picking up the phone in Nigeria, not very
9:21
popular, but I expect more of that to happen because people
9:23
are already sending cold texts. So you're minding your business,
9:27
you're trying to watch Netflix. Next thing a text message will
9:30
come in, bring him. Are you thinking of travelling
9:32
to South Africa soon? If so, text 405 to 990 to
9:37
qualify for 10% off something, something.
9:39
So those, those are cold texts, Those are promotional texts.
9:44
They're sending the text to the stranger me that I'm receiving
9:47
the, the text message. I don't know the person sending
9:50
it. The person that is even sending
9:51
the text message to me, the person doesn't even know it,
9:54
doesn't know me, have no prior context.
9:56
I don't know you before, no prior contact, I've never
9:59
contacted you before, no relationship, nothing.
10:03
Those are cold texts. So in Nigeria, we've already
10:05
started doing cold texting. Even if we haven't started doing
10:08
cold calling, then let's see what else.
10:12
By the way, the point I'm just trying to make is I see it can't
10:14
work. It depends which part of the
10:17
world are you in, which country, which culture, you know, all
10:21
those sorts of things. What are the business
10:23
conventions going on? So yes, it can't work.
10:25
But for the thing to work best, it requires that you do some
10:30
research and some targeting ahead of time.
10:34
I repeat, especially for those of you who like to walk into a
10:38
Ketchup City mall. You say a man with his children,
10:40
you have a travel agency. You go and walk up to the guy
10:43
and say, oh, Sir, are you thinking of travelling to Saudi
10:45
Arabia soon or do you want to Jack back?
10:48
If you want this thing to work, walking up to total strangers or
10:53
sending text messages to total strangers, sending emails to
10:56
total strangers, knocking on the door of total strangers.
10:59
It requires some researching and it requires some targeting.
11:04
OK, so research the opportunity. Research the prospect before you
11:08
knock on that door, before you send a text message, before you
11:13
approach them. In fact, for this, you can just
11:16
see more people. And yes, I have been approached
11:18
at the Kercher City Mall. That's back when I was in Lagos.
11:21
But then I didn't have kids, you know, so was my, my, my younger
11:24
brother. He had kids that he started
11:25
early, by the way, starting early man, it's a huge benefit
11:29
because like now my younger brother, his kids are now 15 and
11:33
13. So for him, he's at a very
11:36
chilled stage in life. If I, if you call my brother by
11:40
8:00 in the morning, he'll answer because he has already
11:42
started work, because everybody has left the house, wifey has
11:45
left the house. Children are in secondary
11:47
school. 8:00 AM sharp. He's ready at his desk.
11:50
He has started work. In fact, sometimes by 8:00 AM,
11:52
he has already been working for one hour, unlike me, 8:00 AM I'm
11:56
still doing primary school runs. So if you have the choice, I
11:59
have your kids early. Yeah.
12:01
What was I? So I'm not chilling at Ikeja
12:04
City Mall now with my brother's kids.
12:07
You know, me and my, my wife, she was my girlfriend at the
12:12
time. You know, we'll take the kids
12:13
just so that my brother and his wife can, you know, spend some
12:15
quality time now and people just roll up on us and then start
12:18
talking about travel and jackpot and everything.
12:21
So I am one of those people who say cold calling Eketa City Mall
12:28
Capital. NO, don't do that.
12:31
Do not do that because it is too cold, too cold.
12:36
You haven't done any research. You haven't done any targeting.
12:41
You don't have any reason to suspect that this person might
12:44
need your product or your service.
12:47
So do some prior research before you start approaching total
12:50
strangers just to give you a small hint or a small leg up
12:55
that they might need your product or your service.
13:00
Then also when you're going to do cold calling it, you need to
13:05
have a simple conversation built around the problem statement
13:09
because lots of people who do cold calling like the Jehovah's
13:12
Witness back in the 80s, who just roll up and say start
13:17
talking about how Jesus Christ is your Lord and Savior and
13:19
everything. You know, don't just roll up on
13:21
someone and say Jesus Christ is your Lord and Savior.
13:23
You know, ask the person first. You know, I heard about Jesus.
13:28
Would you be interested in having him as your personal Lord
13:30
and Savior as he asked a question?
13:32
A person says, oh, no thank you, I'm already a Christian.
13:34
They say, oh, OK, oh bless you. And then you have a small prayer
13:38
and then you leave because you're looking for people who
13:41
have not heard about Jesus Christ.
13:43
So it's the same thing. They Jack by person.
13:46
You don't just roll up and then start trying to sell me jackpot
13:48
services and travel services at least start a simple
13:51
conversation built around your problem statement because the
13:55
goal is you're trying to figure out is the person interested and
13:58
does the person want to learn more?
14:01
Because when you show up called to someone, or you send a text
14:05
message called to someone, or an e-mail called to someone, or you
14:09
knock on somebody's door called, you start trying to sell.
14:12
You are a complete pest. You're a total nuisance and
14:15
nobody wants to deal with you. See this reason why people say
14:19
cold calling doesn't work? It works.
14:22
You're just doing it wrong. You're rolling up on people, no
14:26
research, no targeting, and you're trying to sell them
14:29
immediately. So of course you're a pest.
14:33
Now my wife, she will just ignore and start walking away.
14:38
I try to be a little bit more polite.
14:40
You know, I'll collect the flyer and say thank you, I'm not
14:42
interested. But some of you don't take the
14:44
hint. You continue to talk and to talk
14:46
and to talk and what's the point?
14:53
The wife is walking away. The husband is trying to be
14:55
polite about it. You're still trying to talk in
14:57
front of you. You will see the husband roll up
15:00
your flyer and throw it in the dustbin.
15:04
And you still want to continue with that.
15:07
Just simple researching, simple targeting around the
15:10
opportunities, around the prospects, around the context.
15:14
Start off the conversation with a simple problem statement and
15:19
try to figure out if they're interested, if they want to
15:22
learn more. That's all you need to do when
15:24
you're trying to do cold. So let's go back to this Jaguar
15:29
Agency travel agency thing, Ikeja City Mall, for those of
15:32
you who are in Lagos, by the way, I don't know if the place
15:34
is still called the Kerja City Mall 'cause I haven't been in
15:36
Lagos in a very long time. So if the name has changed, you
15:38
know, pardon me, but when I was in Lagos, it used to be called
15:41
the Kerja City Mall. It was next to Alausa and they
15:44
had, you know, some nice pizza places, you know, clothes shops,
15:48
what else, You know, some nice, nice, nice, good stuff, good
15:51
stuff. I think they even had the cinema
15:54
then, you know, then it was brand new.
15:56
So it was all the rage. Ikeja City Mall.
16:00
So if you just roll up on strangers like that, the result
16:05
is you're going to get plenty of rejection.
16:08
I'm trying to be polite, but most people are not me.
16:10
Like I said, my wife will just turn and walk away.
16:13
There's some people who even hiss and walk away at you.
16:16
There's going to be plenty of rejection, plenty of snubbery.
16:20
Some people might even insult you.
16:23
Like ah, you seem like an educated person.
16:25
Why can't you go and get a real job Now?
16:27
That one hasn't happened to me, but I've heard it happened to
16:29
some people. Somebody would say you're,
16:31
you're very articulate for a young man.
16:33
You seem well educated, you know.
16:35
Now did you go where, where did you go to school?
16:36
I went to OAU. How OAU, That's a very, very
16:39
good university. How can't, why can't you get a
16:41
proper job instead of walking around up and down like this in,
16:46
in traffic, You know, have you thought about that?
16:48
I've had, I've had those sorts of things say to some people,
16:50
but nobody has told me that. And of course people are
16:53
rejecting you, snobbing you anyhow, insulting you up and
16:55
down. Of course, next thing is low
16:57
morale. When your morale is low, it's
16:59
just journal disenchantment. So that's how you wake up one
17:03
day and be like, whoa, I don't have time for insult today, Let
17:07
me just relax, I beg. And of course, by doing that,
17:11
your business is not going to grow.
17:14
And then you wake up the next day and you're even under more
17:16
pressure because you didn't do any prospecting yesterday.
17:19
You didn't talk to any potential client yesterday.
17:22
You've wasted one month. You're closer to the you're
17:27
closer to the end of the month, you're closer to school fees,
17:29
you're closer to house rent, you're closer to, you know,
17:31
whatever, but you haven't done any business activity.
17:35
So that's a result if you just roll up on people code like
17:37
that. So instead you should be heading
17:41
to wherever it is you head. If you own a jackpot or a travel
17:44
agency, a travel agency and you're trying to take advantage
17:48
of this old jackpot thing. By the way, in case you haven't
17:52
figured out jackpot is not new. It's just that it, it comes in
17:57
waves. It comes in waves, you know, So
18:03
like, I remember when I was in, I think I was in GSS, maybe I
18:10
was like when I was in GSS 2 and when I was in GSS 2 here, you
18:15
know, we just resumed. And then, you know, some people
18:17
are not there. Where's Chukuma?
18:18
Oh, Chukuma is in Philippines. Hey, where is Nana?
18:21
OK, Nana is in America. OK, where is Michael?
18:24
OK, Michael is in Italy. Where is this?
18:26
Where is that? You know, so the thing just
18:28
comes in waves. So like all my addresses to some
18:30
people just evaporated like that.
18:32
People just miss because, you know, military, government's
18:35
country was hot, you know, things like that.
18:37
And then I think like towards my senior secondary school, I think
18:41
that was when like medical doctors started to just
18:43
disappear. Where is doctor Susan?
18:45
So he has moved to Saudi Arabia. Where is, you know, so he has
18:49
moved to Cuba. Where is doctor this?
18:50
Where is doctor that He has moved to America, He has moved
18:53
here. So he's just waves.
18:55
He comes and goes and comes and goes.
18:56
But Jackpot has always been a thing.
18:57
But you know, the name Jackpot is just new.
19:00
So where was I now? So instead of just going to
19:03
Eketa City Mall and then rolling up on total strangers, do some
19:07
research. Remember I said if you want cold
19:09
calling to work, do some research.
19:12
Do some targeting around the opportunities and around the
19:14
prospects. So ask yourself who might be
19:17
interested in the product or the service.
19:22
The answer to the question will determine where you're supposed
19:24
to go to talk to strangers, The kind of opportunities that you
19:28
will talk about when you talk to strangers, and the kind of
19:31
conversations that you will engage in when you talk to
19:33
strangers. So in my own opinion, if you
19:37
want a travel agency, instead of going to Ketchup City Mall, wake
19:40
up and ask yourself who might be interested.
19:41
One answer that I can give right now is that visa applicants
19:44
might be interested in your product or your service.
19:48
People who have actually gone to go and do something to show that
19:52
they're trying to check out, that they're trying to escape
19:55
from Niger. You should be looking for visa
19:58
applicants. So be running your Instagram
20:01
advertisements and targeting people.
20:04
Who have recently applied for a visa or who might want to apply
20:08
for a visa or who have visited a visa office or you know,
20:12
something like that. The people who respond to those
20:17
adverts, you have now generated leads that you can now start
20:22
reaching out to. OK, well in those cases that's
20:23
not really cold calling because they have done something true
20:26
that they might be interested. But you get my point.
20:29
The first question should always be who might be interested.
20:32
So visa applicants, how are we going to capture visa applicants
20:35
online? Then physically in Abuja, you
20:39
can go to visa application offices because since in Nigeria
20:46
everybody's trying to escape and nobody respects us, what they do
20:49
is that they make all of us queue outside.
20:51
I mean, it's the most degrading crap that you can go through.
20:55
But I know you have to, well, you can pay for what's it
20:58
called. Is it expedited or something
21:00
where they let you into the building?
21:01
But bottom line is, I don't know how it works in Lagos now, but
21:03
if you go to Abuja, like in Central area, if you're in
21:08
Central district and you go past what's this place called?
21:12
It's before, before Access Bank, before Chelsea Hotel and Access
21:16
Bank. There's one of those visa
21:17
places. Every time you go there, every
21:20
time in the morning, in the afternoon, people are just
21:22
queuing outside under the sun or in the rain because we're all
21:25
trying to escape Niger. So whether it's a Schengen visa
21:30
or UK visa or this visa or that visa, you know, everybody's
21:33
trying to cut out. If you go to those places,
21:37
presumably those people might be interested in your jackpot or
21:41
your travel services. And it would not be strange for
21:46
you to roll up on somebody who is there with his children and
21:50
start these conversations. Because at least now the person
21:53
is in front of a travel visa something office, he's trying to
21:58
pursue Schengen visa. The person might be open to a
22:01
conversation. Now remember what I said for
22:05
call calling. You don't just show up and then
22:07
try to sell. So don't go outside these Visa
22:09
offices and then start trying to sell your travel services, your
22:12
jackpot services. We should try and figure out if
22:16
they're interested. Your messaging should be nice
22:18
and simple and straight to the point.
22:20
And remember, I keep saying it on the podcast that sales or
22:23
selling is a conversation. So we should be engaging them in
22:27
conversation. Is this your first time applying
22:31
for a Visa, Sir? Or Ma or mummy or daddy, if
22:36
they're an elderly person. That is an OK way to start the
22:40
conversation. Now they know that you're there
22:43
trying to sell them something. But this is not, and this is not
22:47
too intrusive to just walk up and say this is your first time
22:50
applying for a visa. The person will say yes or the
22:54
person will say no. Another question is OK, Sir, Are
22:56
you sure you have all your visa documents with you?
23:00
The reason why I'm giving you this one is because somebody has
23:02
actually rolled up to me and asked me these kind of questions
23:05
before and the person turned out to be a very helpful individual.
23:08
I told the guy that you know, look, I don't need your services
23:11
and everything, but I really appreciate all you've done.
23:14
And guys like, hey, no Allah, no problem.
23:16
Just collect my phone number. This is my flyer, you know,
23:19
anybody just connect them to me. And the way I take care of you
23:24
is the same way I take care of them.
23:25
And I said OK, no Allah, no problem.
23:27
And I have the guys contact details.
23:29
So you see how it works. The guy didn't come off as a
23:32
nuisance. They say, oh, hello, Sir.
23:34
This is your first time applying for a visa.
23:37
So no. I've applied for a visa in the
23:39
past, but that was a decade ago. So yeah, I'm out of touch.
23:42
Do you have all your visa documents?
23:44
Say yes, I complied with all these things I printed out.
23:47
Or see the e-mail that they send you, the e-mail that is labeled
23:50
something, something VN. So, so, so, So I say yes.
23:53
I say, OK, that's some things that they didn't put in that
23:55
e-mail say. Really.
23:57
Yes, when you go inside, they will ask you to do this, they'll
23:59
ask you to do this, ask you to do that.
24:01
Oh, but I don't have this. That is not a problem, Sir.
24:03
You can just go to that cyber cafe over there, sign in on your
24:06
phone, and then you will print whatever the document you need
24:10
and say, oh, really say yes, it's not a problem, Sir.
24:12
The print out is just 29 per copy.
24:14
That's the Cyber Cafe over here. So let's just go.
24:18
I'll talk to the security guard so you don't miss your space on
24:20
the queue. You know, that kind of thing.
24:22
You can see now helpful conversation.
24:26
I remember the episodes that we spoke about elicitation and
24:29
qualification. From having all these
24:30
conversations, you're now going to be able to be getting small,
24:33
small things about where this person is applying to, whether
24:37
they're travelling for business, whether they're trying to cut
24:40
out of the country, whether they're travelling for pleasure,
24:43
you know, And it's from there that you'll be able to make a
24:45
proposal about, oh, we have this package for business class, We
24:49
have this package for family class.
24:51
We have this package for one way jackpot never come back because
24:56
some of these jackpot people, what they do is I think you need
24:59
to have a certain kind of balance in your bank account.
25:03
I can't remember how much it was, but it was one of my
25:05
classmates. I was travelling and the gist I
25:07
had was that he had like 35. Was it 85 M or 35 MI?
25:10
Can't remember. Sure.
25:12
By my own opinion, I was thinking if you can raise like
25:14
between 35 and 85 M, like why are you running away now?
25:17
Like you can stay back and do something.
25:19
But that's just my own opinion. So there's some people who say,
25:23
sure, no problem, you don't have that 35 M, No problem.
25:26
We have guarantors who will put that 35 M in your account, but
25:31
you must return it to us. And of course, when you jackpot
25:34
and you get to the UK and you start working, you owe us a
25:36
certain percentage of your salary or, you know, whatever
25:39
you have to pay us back, that sort of thing.
25:42
So it's from all these conversations.
25:43
Is this your first time travelling, applying for a visa,
25:45
Sir? Are you sure you have all your
25:47
visa requirements? Oh, by the way, I noticed it's a
25:49
Schengen visa, you know, business or pleasure or
25:52
something. It's from all those
25:53
conversations, you'll be able to figure out all these things and
25:56
you'll know which of your services to now propose to the
25:59
person. And you have to engage in all
26:02
these conversations because there's some people who are
26:05
trying to Jack back. But that 35 M, they have the 35
26:08
M, so they don't need your money.
26:09
They have the money complete in their bank account, but they
26:12
might need you for something else, you know, maybe they don't
26:15
know how to, I don't know, the most efficient way to fly, I
26:21
guess because there's some people who don't like like
26:24
layover, you know, you know, me and my, my family were not at
26:27
that level yet where we can just do, you know, fly like big boys.
26:31
So we still do that whole layover thing.
26:32
You know, you go and land in London and you wait like 7 hours
26:35
for the next flight, you know, blah, blah.
26:37
So some people have the money and they don't like that 7 hour
26:39
wait or that 2 hour wait. The one is look, how can you
26:42
just connect me to the sharpest whatever?
26:45
So I go there the most direct way as possible.
26:47
I don't care about the money. And then of course the big, big
26:50
boys like Dan, go to them. They'll just chatter the flights
26:52
direct, you know, just take me to Australia straight.
26:55
Don't do any layaway, don't do any anything.
26:59
So where was I? So yes, cold calling works, but
27:06
if you're going to roll up on strangers, do some researching,
27:09
do some targeting around the opportunities, around the
27:11
prospects. Don't just walk up the people
27:13
around them. If you walk up the people around
27:15
them, they will insult your life, they will snub you, you
27:17
know, low morale. So who might be interested in my
27:22
product or my service? Where might they be?
27:24
Go there. Start trying to call there.
27:26
So for you people who are trying to sell travel, stop going to
27:29
the Keja City Mall, stop going to Grand Square, stop going to,
27:34
you know, whatever mall it is in whichever part of the city, go
27:38
to all those places where visa applicants already are
27:40
confirmed. Try and have simple
27:42
conversations with them. If you don't know how to start.
27:45
The one that somebody used on me, This is a good way.
27:47
Is this your first time applying for a visa?
27:48
Sir, it's not a bad way. Are you sure you have all your
27:52
documents, All your visa documents?
27:55
These are very good conversation starters and you're trying to
27:59
show yourself to be a helpful resource.
28:01
Make sure you have all your contact information ready.
28:04
Make sure you have your flyer, your everything, your business
28:06
card, and you have your simple sales pitch.
28:08
Once you've figured out what it is that the person needs, that
28:12
way you're going to be able to generate leads that you can
28:16
pursue that you can chase later, or you might be able to build
28:20
some useful contacts, some youthful relationships later on
28:23
so that you might end up doing business with the person later
28:28
on. Because like I said, the guy was
28:30
a very helpful chap. And you know, it's not as if I'm
28:33
going to refer him to everybody. But I mean, to be honest, if any
28:37
of my friends call me to say, hey, what's up?
28:40
I beg, I'm here, I'm here, I'm here.
28:41
I'm in the binds. Like, do you know anybody?
28:44
He seemed to be a helpful resource.
28:45
I said, OK, look, I don't know this guy personally, but the
28:48
last time I was there, this is how he helped me and this and
28:50
this and this. So I don't know.
28:51
Just call the geisha. If he's around, just call him up
28:54
and see. So you never know.
28:56
Call, call him. You can work for your business.
28:59
It can help you grow your business.
29:01
It's tough. So it's not for everyone, but
29:05
don't be like all those people who say cold calling never
29:08
works. It can work.
29:10
Just make sure you do small research, apply some common
29:13
sense. Meet people where they might
29:16
already be interested in your product or your service.
29:19
Meet them at the right context. Start up with a general
29:22
conversation. Don't start up trying to sell
29:24
them something immediately. So that's it.
29:27
That's how I can get cold. Cold calling to work for your
29:29
business. So I spoke about Jehovah's
29:31
Witnesses. Yeah, that's not a business.
29:32
And I spoke about a Japan travel agencies.
29:36
But you know, whatever it is you do, I'm sure there's a way that
29:39
you can make it work. Remember, if you'd love to
29:41
connect for a strategy session or for a business audit or you
29:44
have a bunch of questions, then reach out to me on WhatsApp.
29:48
The phone number is 08064662140. The country code is +234.
29:55
Then I'm on LinkedIn and Establishima Ayede, thank you
29:58
very much for your time and attention.
29:59
I'll catch you guys at the next episode.
30:01
And until then, May God continue to bless the work of your hands.
30:05
I'll catch you guys.