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Don't Be Annoying: Better Ways to Follow Up · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

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  Today I want us to look at a very common scenario that most
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  Nigerian business people, most Nigerian self-employed people,
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  most Nigerian salespeople or marketers face when they go
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  about trying to do their job every single day.
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  And that is situations where you call a prospect and then the
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  prospect doesn't answer. So I repeat today we're going to
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  look at what to do when you call the prospect and he or she
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  doesn't pick up the call. Now, for those of you who are
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  discovering the podcast brand new, let's define terms a little
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  bit. The prospect is just anybody who
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  might be interested in your product or might be interested
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  in your service. So at some point in trying to
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  grow your business or if you've been hired to be a salesperson
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  yourself on behalf of a company, at some point you just have to
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  be on that very common sense general path of, OK, I've
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  started work or OK, I've started the business.
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  Who who in this local government, who in this
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  whatever, like who could be possibly interested in my
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  product or service. So in the beginning he's going
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  to look like a shotgun approach and then later on you're going
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  to narrow down. But eventually we have to start
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  at that stage where we talk about when we're talking to
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  prospects who might be interested.
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  In fact, there are some sales trainers or some consultants who
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  prefer to say suspect at this stage because you're just
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  looking who'll be suspect, Who'll be suspect?
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  OK, this guy and a suspect, let me try him.
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  OK, she looks like a suspect. Let me try her.
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  But the journey starts at that stage, a prospect.
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  Then eventually we're able to get an introduction or we're
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  able to get some phone numbers. You know, we have a contact and
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  we try reaching out to those people.
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  Now that process as a whole in sales is called prospecting.
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  Who might be interested in my product or service?
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  Who is the suspect? OK, no problem.
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  Can I get some contact details I have.
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  Now how can I reach out to that person?
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  Did I get a phone number? Did I get an address?
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  Did I get a physical location? Do I have to go and talk to
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  somebody? You know, whatever.
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  So that whole process is what we call prospecting.
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  Now it's just normal that when you're able to find the phone
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  number and you call, it's just normal that lots of times people
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  are not going to pick up. And it depends on your industry
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  and who you're calling and things like that.
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  But the first question I want us to tackle is whether it's a bad
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  thing, whether it's something you ought to be discouraged
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  about because it happens. One of my coaching clients, OK,
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  well, she's not really my coaching client.
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  It is her Olga who is my client. But the Olga has paid me to
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  train the sales team. And so yesterday she had an
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  interesting day where she called 9 contacts and then 6 did not
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  even be called. And because of that, she was
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  feeling a little bit mellow. So that's the first question
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  we're going to look at. Is this such a bad thing that
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  for today your target was nine people, you bossed them, only
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  three answered, 6 didn't even send you nothing.
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  Is this such a bad thing? Actually, it is perfectly normal
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  and it's not something that you should get depressed about or
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  upset about. It's perfectly normal.
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  Just put yourself in the other person's shoes.
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  People have busy lives nowadays. Everybody, they hustle and
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  everybody has something that is on their mind.
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  Everybody has other priorities. And then apart from that, you
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  know that you listening to the podcast right now and then me,
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  you know, you know that, you know, for us, you know, this is
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  how we get Our Daily Bread. We pick up the phone, we call
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  people, we run to people's offices, we attend networking
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  sessions, you know, we go for meetings.
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  So now, so we, they also, both the people are different.
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  There are some people who don't want to talk to strangers.
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  Strange number, they don't answer.
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  For instance, my wife, my wife is in paid employment.
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  If this is a strange number I don't recognize, I'm not
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  calling. I'm not calling back.
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  I'm not answering. If the person to the you know,
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  boss, she might tell me, hey babe, please let me check this
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  number because I have true caller on my phone and then I'll
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  check. She now say, oh, is uncle so, so
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  and so then she'll call uncle back.
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  Oh, is chief so, so and so then she will call chief back.
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  But her she's not picking up strange numbers.
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  Same thing with my mom. My mom is retired.
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  If my mom sees a strange number, she's not answering.
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  Yeah, well, if it's important, it will get to me.
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  She know the answer. So people like you and I,
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  because we're the hustle for Our Daily Bread or self-employed or
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  were in business for us, we think it's a perfectly normal
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  expectation that OK, you see a strange number, you just speak.
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  But no, no, be like that for me. I kill what I eat.
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  So if I see a strange number could be a customer, I will
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  answer. Oh, OK, this one is not a
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  customer. It's village people.
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  OK, no problem. Let me block, you know, but me,
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  I'll pick up any call. You Ma, you're a salesperson,
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  you're a business owner. Any strange number you answer.
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  But for the rest of Nigeria, no be so.
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  So it's perfectly normal that people don't pick your call.
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  They have busy lives, they have other priorities and because of
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  security reasons, you know, personal space, blah, blah,
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  blah. I don't like talking to
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  strangers. I don't harassment, you know all
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  those excuses. It's perfectly normal that
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  people are not going to pick your call.
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  Then you should also know that sometimes it's up, sometimes
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  it's down. So for this lady in particular,
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  since when she started her job, everything was going smooth,
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  smooth, smooth, smooth. You know, call 10 people, 91
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  answer, you know, that kind of thing.
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  That's how every day was just going.
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  So for her, I was also shocked like kilo day, like what's
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  happening? Nobody's answering, nobody's
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  answering, nobody's answering. If I one person even called to
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  call her and say hello, but it's actually entering into the
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  person just got the for the the call.
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  Yeah. In fact, I think tomorrow we'll
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  do a podcast episode on that, what to do when, you know, you'd
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  also market. And then you call and they say,
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  hello, who is this? The minute you start, they just
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  got the call. So I think we'll look at that
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  tomorrow. So, but it's perfectly normal.
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  And then there's ups and there's down, you know, so sometimes it
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  just happens. It's just the randomness that's
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  in the game of sales and marketing.
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  So perfectly normal. So bottom line, what I'm trying
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  to say is do not be depressed. That you called 20 people
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  yesterday and 18 of them did not answer, do not be depressed.
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  So how do we get past this? There are lots of ways to look
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  at it. But today I want to look at one
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  way in particular. You bought somebody, didn't
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  answer. The mistake that most Nigerian
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  business people or salespeople make is they say, OK, no
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  problem, I'll try again. So you call today.
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  Let's say your number ends in 556, you call today to get an
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  answer, You call tomorrow the answer, you call next tomorrow.
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  He didn't answer but the person has been seeing 556556556 every
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  single day. Don't you think at some point
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  this person will be thinking, homo this person an irritant?
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  You don't think so, you're becoming an irritant.
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  What you need to do is to stop blowing on people's phone, stop
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  the incessant calling. You call people, don't answer.
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  Next best practice. I tell this to every single
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  person that I coach, I train while I consult with.
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  Drop a message, send a text message, send a WhatsApp
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  message. I would have said send a text
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  message or a WhatsApp message. But to be honest, for me, I send
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  both because I don't really know, you know, is this person
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  an SMS person? Is this person a WhatsApp
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  person? I have no idea.
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  So I send both where the person responds, that is where I
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  continue the conversation. So I send a text message and I
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  send a WhatsApp message. It's the same message, you know,
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  just copy and paste If they respond on WhatsApp or will and
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  good conversation continue? If they respond on SMS or will
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  and good conversation continue but drop a text message.
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  Now, the purpose of the text message is this number one, it's
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  going to warm up. This lead is going to warm up
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  this interaction because before now you reaching out, you've
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  been, this thing is perfectly like it's totally, 100% cold.
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  It's a cold call. Now, a cold call is just a
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  situation where you're trying to reach out to someone, you're
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  trying to call the person, you're trying to enter their
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  office, you're trying to book a meeting, you're trying to do
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  whatever. But The thing is, you guys have
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  no prior context, no prior history.
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  You don't know them, they don't know you.
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  Nothing. Gomos, That is a cold call.
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  And of course people get nervous around that, that, that sort of
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  thing. That's the reason why, let's say
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  your number ends in 556. That's the reason why, Olga,
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  that you're trying to call you today, you'll just see 556
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  tomorrow, 556, next tomorrow, 556.
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  We start thinking, who's this irritant?
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  Who is this bloody irritant? Because now cold call, he
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  doesn't know who you are. You're just showing up at 556,
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  you self, honestly speaking, OK, you've done some research, but
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  you can't really say you know who he is.
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  There's no prior context. There's no prior relationship.
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  This is a cold call. Anything that you can do to warm
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  up this situation, to warm up, this context will be good.
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  Warm up just means, how do I put it?
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  Any extra, How do I put it now? Any extra information, any extra
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  context that you can lend who warm up the whole thing?
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  OK, like back to the example now with my wife, somebody calls her
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  556, ignore, 556, ignore 556, reject.
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  Eventually she will come home. She'll say, babe, this number
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  has been trying to call me. Please help me check on
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  Truecaller. By the time we check on
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  Truecaller, she sees that oh, it is Uncle, Uncle Hennatur.
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  She's like, oh, Uncle Hennatur. You see extra context, extra
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  information. The situation has now been
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  warmed up. So in the text message that
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  we're going to drop, we're going to try and warm up the lead.
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  We're going to try and introduce some extra content so that our
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  message is valuable. And then the point of the text
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  message is we're trying to move higher up in priority.
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  Because remember, people have busy lives.
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  They're doing all kind of things.
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  Let's say you're trying to sell to someone like my wife.
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  She has work hassles and then she's coming home and then she
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  has her husband and kids. So you know other hassles.
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  So in her mind now you know some teens day priority.
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  You total stranger 556. You're not priority.
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  But if you drop a text message that warms things up and shows
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  why this might be a priority, she can say, babe, wait, first
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  help me give the children carry. I'm coming.
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  I have to return this call. So we get past this whole thing
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  of people didn't pick up our call by dropping a message.
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  It's one of these things that should be obvious, but for some
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  reason people don't seem to get it.
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  And it's a gospel that I still keep preaching day after day
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  after day. Somebody will say, I've been
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  trying to reach chief here. Natural.
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  No problem. How many times did you call him
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  last week? Five times.
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  OK, let me see the messages that you said you sent.
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  I didn't send a message. And I'm like, seriously?
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  You bossed Chief five times last week.
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  He didn't answer. You didn't send a single
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  message. How is he supposed to know who
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  is trying to reach him? What is this thing about whether
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  it is important, whether it is worth his time?
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  How is he supposed to know anyway?
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  I know I'm sounding like a broken record on this, but I
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  can't overstate it and I'm going to say it again, especially if
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  you're catching this podcast for the very first time.
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  I want to drop this thing into your head.
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  You try they not be call. Next step immediate is to drop a
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  message. In fact, for me, the reflex is
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  so strong that when I call, you know how you call the dial tone,
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  you call popo, popo popo. By the time you think don't
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  enter 5-6 pull, in my mind, I'm already crafting the the text
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  message that I'm sending. No, I'm serious.
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  I dialed the number between 3:00 to 4:00.
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  You know, Popo, in my mind, I'm already crafting the message.
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  I won't cut. I'll let the thing ring out.
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  By the time the thing cuts on its own, I drop the message
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  instanta instantly. So there's some people that by
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  the time they try calling me back, that is when I'm just
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  about to send the message. As in that's how quick my
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  process is. PO PO PO PO.
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  The thing rang out, send message immediately.
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  By the time they're calling back, it's a matter of oh, I
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  already sent you a message. Well, I didn't see it, you know,
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  conversation just continue just like that.
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  So you should be reflex for you. They didn't answer the thing
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  rang out, drop a message. Even if they caught the call on
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  you, drop a message, the process is still the same.
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  Or drop in the message to warm up.
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  This interaction gave some extra context, give some extra
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  information. Hopefully we can move up in
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  priority. That is the scope.
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  So just like yesterday, let's come up with a case study.
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  So the case study for today is we're going to pretend that we
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  have someone whose name is Tunde Bakery, by the way, not the
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  pastor. But you know, I just came up
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  with the name Sharp. So 2 Day Bakery but not the
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  pastor. That's for those of you who are
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  Christians. And let's say that Two Day
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  Bakery is a Lagos based fintech consultant.
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  Let's say he's someone who used to work for KPMG.
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  Some of you say how would somebody who works in KPMG
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  resign? Say look, see here, I
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  understand, but honestly, these people resign all the time.
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  There's a friend of mine whose sister used to work in
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  Washington, DC, I can't remember whether it was World Bank or
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  something like that. She resigned.
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  I came back home that she wants to start bakery.
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  My mind, I'm thinking Baker. What?
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  But anyway, the thing seems to be going on, OK.
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  But yeah, people resign for all kinds of reasons.
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  And then in my wife's office, there was someone who actually
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  used to be with KPMG, but because he wanted the chance to
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  work in a government, he wanted to be exposed to government
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  regulatory sector, you know, he resigned, although by the time,
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  you know, internal politics, you know, do harm 1 two things.
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  The guy ran back. So he's he's back with KPMG now.
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  So, yeah, people actually do resign those sorts of companies
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  because they have other all I say other ambitions that that
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  they want to that they want to pursue.
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  So let's pretend now that Tony Bakery used to work with KPMG
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  and because of his experience in KPMG working in finance, you
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  know, being a consultant and all that, he has an idea, a
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  brilliant idea, you know, for an app or for processes or for
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  whatever that can help banks improve cross-border payments.
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  You know, when they transfer money to, you know, Gambia or
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  Ghana or the UK or Afghanistan or Australia or whatever, you
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  know, now everything get protocols and, you know,
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  protocols and tech standards and, you know, things like that,
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  you know, just to make sure that payments are secure.
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  So let's say, yeah, that's the world that Tunde Bakery again,
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  not the pastor, that's the world that he's coming from.
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  So now let's pretend that Tunde is trying to secure a multi
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  million naira contract with one of these banks, you know, big,
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  big banks, you know, access Zenith, Stambick, IBTCGTB, you
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  know, one of those banks, top tier banks.
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  And the whole scope is, you know, hire me and with my
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  knowledge base or with my app or with my whatever, I will help
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  you to overhaul cross-border payment security.
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  So that would be the scope. Now, let's say that Tunde is
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  trying to reach the orga at the top, and the orga's name is
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  Haruna, or as you would like to say, Haruno.
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  So I'm sorry about that. The call was coming in, but then
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  I'll call the person later. So yeah.
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  By the way, I record this podcast using my phone, so from
• 17:03
  time to time, you know, these interruptions happen.
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  So where was I now? So I lost my train of thought.
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  OK, so let's say that today is trying to reach a Haruna.
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  And Haruna is the CIO, that's the chief information officer.
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  He's trying to reach the CIA, the CIO chief information
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  officer of the bank. And let's say the bank has been
• 17:25
  in the news recently. And of course, these things
• 17:27
  happen. For those of you who were in the
• 17:30
  country, you know, in Niger during, during what was I think
• 17:35
  called now lockdown. Yeah, lockdown.
• 17:37
  That was COVID, Yeah, during COVID time, because I think it
• 17:40
  was during COVID that the banks are trying to do, are trying to
• 17:44
  increase online transactions, you know, and then the, the
• 17:48
  currency, the sorry, not the current, the CBN governor at the
• 17:51
  time was talking about cashless, cashless society and wanted to
• 17:55
  be doing everything cashless, cashless, man, that time was
• 17:58
  rough, really rough. So anyway, there are lots of
• 18:01
  banks that were in use that time because transaction just, they
• 18:03
  fail anyhow. Transaction just they fail up
• 18:06
  and down, you know, we go to Para, we go to veg should call
• 18:11
  customer service, go on Twitter, go on rant, go on days, go on
• 18:14
  dad like that time was rough anyway.
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  So whenever these sorts of things happen that banks are
• 18:20
  having these sorts of issues, you know, sometimes national
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  dailies pick it up, you know, Guardian this day, you know,
• 18:25
  business day, stuff like that. They write about these sorts of
• 18:27
  things. So because of that, today he's
• 18:30
  trying to reach Haruna, the chief information officer, you
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  know, just give a phone call, secure a meeting, you know,
• 18:36
  just, you know, Shah, get inside the bank, you understand?
• 18:40
  So Karuna, I say Haruna tone bakery will now call Haruna Popo
• 18:46
  Popo, this thing will ring down our pick.
• 18:50
  Maybe next tomorrow you try again.
• 18:51
  Popo Popo secretary will answer. I say, oh, he's in a meeting,
• 18:55
  I'll let you know he called or something like that or, you
• 18:58
  know, whatever Shah, but in that way guy not to go through.
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  So what next? Remember what I said in the
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  beginning? That isn't really a bad thing.
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  They are trying to call the Olga at the top and Olga know the
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  answer. OK, Now Lagos corporate world,
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  everybody, they're busy. Everybody get their own priority
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  in that world. It was like my wife, like I
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  said, you know, she, she, she's in bad employment.
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  I'm not in that world, you know, a million things pulling for
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  their attention and for them, silence is just not personal.
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  It's not personal at all. They not answer your call.
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  It's not a matter of oh, we don't read you.
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  No, it's not personal. They don't even know you.
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  It's just that look or more. I have 5 files on my desk where
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  I never touch, you know, So I suppose clear one or two of
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  these things before I do anything else.
• 20:02
  So it's normal. It's nothing personal.
• 20:06
  Yoga does not know you. So if you are today backer in
• 20:10
  this situation, just remind yourself that look ain't none
• 20:13
  personal, nothing personal at all at all, at all at all.
• 20:17
  Everybody has busy lives. The guy is the CIO Chief of
• 20:20
  formation officer. He is a big boy within the bank.
• 20:23
  First of all, there's all this traffic, the commute, you know,
• 20:27
  to enter Leki. So the guy, you know, since 4:00
• 20:31
  AM, the guy don't wake up, don't bath, he's been on the road.
• 20:34
  Then once you enter the bank, you know, back-to-back meeting,
• 20:38
  board meeting these days, one thing, one thing, one thing, you
• 20:40
  know, all these kind of things now.
• 20:42
  So it's just normal. So don't take it personal.
• 20:47
  Guy has other priorities at work.
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  Then like I said, you know, security issues and all whatnot,
• 20:52
  you know, Yahoo, Yahoo boys are on the rise.
• 20:54
  Then also on solicited marketing calls ahead.
• 20:58
  This thing is also making our job very difficult just be
• 21:00
  minding your business. You see a number you answer the
• 21:03
  person is trying to sell you something is even the robot
• 21:06
  calls those are the ones that are annoying me the most.
• 21:09
  I just answer, I say hello, the thing will now start its build,
• 21:12
  say thank you for talking to you.
• 21:14
  So, so, so and so did you know that in Nigeria something blah,
• 21:17
  blah, blah, blah. I say, what the hell is this
• 21:19
  automated call in Niger? Any.
• 21:22
  So these are the reasons why people are not answering their
• 21:25
  calls. So in this kind of world,
• 21:31
  whether in Lagos or Abuja or Port Accord or Kano, when your
• 21:35
  call is an unscheduled call, people are seeing you as an
• 21:39
  intrusion. Who is this guy?
• 21:40
  They're not seeing you as an opportunity like, oh, thank you
• 21:44
  very much for calling my phone. No, this year as an intrusion.
• 21:48
  So like I said, first thing we need to do, first thing to the
• 21:50
  bakery needs to do is stop blowing up her owner's phone.
• 21:54
  Stop blowing up his phone. Send a message.
• 22:00
  Send a WhatsApp message or an SMS. Or if you want to be like
• 22:03
  me, send both. You send it as WhatsApp first
• 22:08
  because WhatsApp is conversational.
• 22:10
  Let down 1 land first, you know, since the conversational channel
• 22:13
  might give the person a chance to, you know, respond.
• 22:15
  You might even be chatting there, you know, so it's not a
• 22:18
  problem. But that WhatsApp send the 1st
• 22:20
  as you send it. You now copy and then paste.
• 22:23
  Now send the SMS too. Then the structure of your
• 22:28
  message is going to be the message framework that I keep
• 22:34
  saying over and over on the podcast.
• 22:36
  But because I know that some of you are newbies listening to the
• 22:38
  podcast just today, let's go through that.
• 22:41
  So the structure of the message is going to be greeting,
• 22:44
  intention, question, proposal, and then close.
• 22:49
  By the way, this framework is not original to me.
• 22:51
  I can't remember if I heard it first from Grant Cardone or if I
• 22:55
  heard it first from Brian Tracy. I can't remember.
• 22:59
  But I'm just letting you know, like I did not invent this
• 23:01
  thing. I met it and I'm continuing with
• 23:04
  it. And The thing is such a useful
• 23:07
  tool, and I will continue to talk about it.
• 23:09
  I will sing his praises. So for meetings, for phone
• 23:13
  calls, for emails, for whatever, this is just one general
• 23:18
  framework that I just fall into one general pattern.
• 23:23
  So I'm trying to call somebody, you know, Popo, Popo, Popo
• 23:26
  didn't answer. In my mind, I'm already
• 23:29
  structuring it like that. Greetings, intentions, question,
• 23:36
  proposal, and then close. Oh, by the way, applying all
• 23:41
  these principles can be tricky. So if you need me to look into
• 23:44
  your own particular circumstances with your own
• 23:46
  business or if you sell on behalf of someone else, that's
• 23:50
  not a problem. You can call me, send me a text
• 23:52
  message or a WhatsApp message on 08064662140.
• 24:01
  And yeah, let's see if I can help you find some solutions.
• 24:04
  Now, if you're interested in a 15 minute sales audit or you
• 24:07
  want me to look at some of your business processes or your
• 24:11
  internal frameworks, that's not a problem.
• 24:12
  You can call me, send me a text message or a WhatsApp message on
• 24:15
  the same number, 08064662140. But if you're afraid of talking
• 24:23
  to strangers and you just want to join my WhatsApp channel,
• 24:25
  that's not a problem. WhatsApp me on the same number
• 24:28
  if you don't have any issues, you just want to reach out and
• 24:30
  say what's up. You just want to say hi.
• 24:31
  And I appreciate it when you guys do.
• 24:33
  It really makes my day when somebody says, I discovered the
• 24:35
  podcast, I can't believe this thing is here.
• 24:38
  I really like the value. You deserve five stars, blah,
• 24:40
  blah, blah, blah, blah. You're my favorite dish.
• 24:42
  You're my favorite that that thing really makes my day.
• 24:44
  And then plus I can use it to boast, you know, to my wife.
• 24:47
  I say, babe, see, can you see this message?
• 24:51
  People rate me on the outside and they don't mind me.
• 24:55
  So this is not about my marital affairs.
• 24:58
  Sorry. I didn't mean marital affairs.
• 25:00
  Like I don't have affairs. I'm a loyal husband.
• 25:03
  I'm not committing affair anywhere.
• 25:05
  So where was I anyway? So that's the general framework.
• 25:10
  Greetings, Intentions, question, proposal, clues.
• 25:13
  Greetings. Because you suppose heal the guy
• 25:16
  or the girl, the lady, whatever it is you're talking to.
• 25:19
  Intentions. People need to know who is this
• 25:22
  person? Why are you buzzing my phone?
• 25:25
  It is there that they will know whether you are a priority or
• 25:28
  not then. Oh, OK.
• 25:31
  Well, questions in this case might not apply, might not
• 25:34
  apply. Whenever I'm talking to people
• 25:37
  face to face, the question stage is where I learn some more about
• 25:41
  them, about their problems, about the, the vision that they
• 25:45
  are trying to attain, you know, so that from there I can drop a
• 25:51
  proposal. Proposal is just where we say,
• 25:53
  OK, this is what we should do next or this is how we should
• 25:55
  move forward. And then from there, close.
• 25:57
  close just means you get people to commit, put something on the
• 26:04
  calendar, take a next clear step.
• 26:06
  So that's just general framework, greetings,
• 26:08
  intentions, questions, proposal and then close.
• 26:12
  So in this case now this is the kind of text message that I
• 26:14
  would send, assuming I was to the bakery, I would say good
• 26:17
  afternoon Sir, so I know good afternoon Sir.
• 26:20
  I would use the guy's, you know, full name, you know 'cause just
• 26:23
  to show that like I know you. So good afternoon.
• 26:26
  Good afternoon Mr. Harona. OK, I didn't think of his
• 26:30
  surname anyway, let me just continue.
• 26:33
  So good afternoon Mr. Harona. This is Tunde Bakery and now put
• 26:38
  in bracket XKPMG. You know, because the guy
• 26:42
  supposed to know that you know me self, you know, like how do I
• 26:47
  put it? I know you understand what I'm
• 26:48
  saying. So good afternoon Sir, this is
• 26:50
  Tony Bakery. XKPMGI tried calling earlier to
• 26:54
  discuss the payment lag issues that you and your team faced
• 26:58
  last week Tuesday. It was as it was written about
• 27:01
  in the Disney newspaper. I'll give you a call again
• 27:06
  tomorrow at 9:00 AM to discuss this issue.
• 27:10
  If this time doesn't work for you, please let me know when you
• 27:13
  will be available to talk. Then Proop send.
• 27:18
  I will send that first on WhatsApp.
• 27:21
  As soon as I'm done, I'll copy and paste it and then send it in
• 27:25
  SMS so you can see. Nothing complicated, nothing too
• 27:32
  hard, nothing too long, straight to the point, appropriate
• 27:37
  greeting. Good afternoon Mr. Aruna.
• 27:39
  Personalize it. Let the guy know that you know
• 27:42
  how I put it. Any personalization greetings.
• 27:46
  The next is intention. The intention part is where if
• 27:50
  you want you say who you are and why you're calling, it's very,
• 27:53
  very important. That is what will help people
• 27:55
  determine whether you are priority or not.
• 28:00
  So intention, this is Tony Bakery Tri called earlier to
• 28:04
  discuss payment like issues that your bank faced last week
• 28:08
  Tuesday I saw it in news. So that's intention, then
• 28:14
  proposal because because I can't really do question because I'm
• 28:16
  not in a conversation proposal. That's next step.
• 28:20
  I'll give you a ring tomorrow, 9:00 AM to discuss this.
• 28:24
  If this time doesn't work for you, please let me know when
• 28:26
  you'll be available to talk. But leave them like that.
• 28:29
  We can't really close because we're not in a conversation yet.
• 28:33
  But you can see how this simple framework works, whether it's a
• 28:37
  live conversation or you know, a text message or an e-mail or
• 28:40
  whatever. You just take the stages as
• 28:44
  appropriate and then apply to your situation.
• 28:47
  Again, greeting, intention, question, proposal, close.
• 28:52
  Don't worry, if you're driving, you can write this down.
• 28:54
  No biggie. I create show notes.
• 28:57
  So I'll try and make sure that it's in the show notes so you
• 29:00
  can see it there. So to access the show notes,
• 29:05
  whatever podcast player you're listening to, if you some of
• 29:08
  them say info, some of them say details, some of them say
• 29:11
  description, some of them say more.
• 29:13
  So if you have that tab info, description more, you know, you
• 29:18
  just click on that and the show notes will be there.
• 29:21
  So you send that as a message. So the goal here is we're trying
• 29:26
  to elevate ourselves as a priority.
• 29:29
  In this case, we've mentioned a specific pinpoint, which is the
• 29:33
  payment issues that they faced last week Tuesday, because you
• 29:38
  know that that's the kind of thing that a CIO like you
• 29:41
  really, really Pepe, the CIO became a big issue.
• 29:47
  Now, this is also another reason why on the podcast I talk about
• 29:50
  data enrichment. Now, data enrichment is just
• 29:54
  when you try to get some extra information, some extra context
• 30:00
  on the person, on the contact, on the prospect that you are
• 30:03
  trying to reach out to. The more information that you
• 30:07
  have, the easier and the sweeter the call is going to be and the
• 30:12
  more ideas that you have for how to navigate this conversation.
• 30:15
  So back to this lady who I'm currently coaching that we spoke
• 30:19
  yesterday. She called one client.
• 30:23
  It didn't go too well. You know, I know what?
• 30:25
  No size. OK, you know what?
• 30:26
  Who's the next person you want to call?
• 30:27
  She gave me the number and I said, should I call?
• 30:30
  I say calm down. No, not yet.
• 30:32
  We suppose do data enrichment. You remember I said Oh yes, yes,
• 30:37
  yes, I remember. I said good.
• 30:38
  So now let's work through the process.
• 30:40
  By the way, when I'm talking about data enrichment, I only
• 30:42
  use free tools. The reason why I use free tools
• 30:45
  is because I don't like people saying I don't have money.
• 30:49
  So I talk about tools that are free currently on your phone and
• 30:55
  easy to use. So I said, right, give me that
• 30:59
  phone number. We took it.
• 31:00
  We put it in Truecaller. From Truecaller, a name came up.
• 31:06
  The name matched the name that we had on the paper.
• 31:07
  We say good, at least we know that the name is the name.
• 31:11
  Then we took that name and we pasted it in Google.
• 31:14
  And then lo and behold, this salesperson sells solar.
• 31:18
  Lo and behold, we saw a plethora of information, plenty info.
• 31:24
  We saw the guy's name. We saw the guy's business, we
• 31:28
  saw the guy's business location, we saw what it what it is that
• 31:32
  they are involved in because it's one of those small shops
• 31:37
  grills and you know something something about.
• 31:39
  So as we saw the information in her mind, wheels started turning
• 31:43
  because she is a salesperson who sells solar.
• 31:46
  Before the call, you already know that the person runs this
• 31:51
  kind joint. If you do small research again
• 31:54
  using Google Gemini, you will have a sense of which kind
• 31:57
  machines the guy, the power for that kind joint.
• 32:01
  Do you not think it will make the call sweeter if you catch
• 32:05
  this guy on the phone? You feel me?
• 32:09
  The questions I'll be asking will be pertinent to be relevant
• 32:14
  because no big guesswork. Again, you now know that this is
• 32:17
  the person I'm calling. This is what he is that he's
• 32:20
  involved in. But of course I told her, you
• 32:21
  know, we no suppose assume so we'll start off the conversation
• 32:24
  saying, you know, you responded to the ad.
• 32:26
  That's the reason why we're calling.
• 32:28
  Is this private or residential? That's why.
• 32:31
  So I say private means the same thing.
• 32:34
  Is this a residential or business?
• 32:38
  If the guys say no business, good.
• 32:39
  All this extra information that we don't gather will come in
• 32:42
  handy who help us to funnel this call to guide this conversation.
• 32:46
  All people are feeling me, especially if you delete you,
• 32:49
  you just discover this podcast brand new.
• 32:51
  Hope you're following hope you're coping.
• 32:53
  If you're not coping, if you still don't understand you want
• 32:56
  me to break some things down, that's not a problem.
• 32:58
  Connect with me, call me, send me a text message or WhatsApp
• 33:01
  message on 08064662140 and don't worry.
• 33:08
  I talk to strangers because now money I define.
• 33:10
  I don't know where my daily bread is coming from.
• 33:12
  So anybody who buzz, I peek. If it's village people, I block.
• 33:16
  If it's potential money, I continue.
• 33:20
  If you want us to have a sales audit, that's not a problem.
• 33:23
  Just call me, send me a text message or WhatsApp message
• 33:25
  08064662140. Or if you're shy, you just want
• 33:32
  to join the WhatsApp channel while you're trying to pluck up
• 33:34
  courage because some people are shy.
• 33:35
  See, Why are you shy? Why are you shy?
• 33:41
  Shyness, not the airport shyness, not the help at all.
• 33:44
  So don't be shy, but just in case you are no problem, join my
• 33:47
  WhatsApp channel, be seeing the updates.
• 33:49
  One day when you pick up courage, you know you can call,
• 33:52
  or if you're too afraid, you can send a text message or WhatsApp
• 33:55
  message. That's not a problem.
• 33:59
  So for this lady that I'm coaching now, data enrichment,
• 34:03
  before we call the guy, we have already known the whole setup.
• 34:07
  You can see now that if you just have a phone number to call 080,
• 34:12
  blah, blah, blah, blah, blah, blah, and a name Chukudi, it is
• 34:16
  hard to make that call. If the person if one answer, how
• 34:18
  will you direct that call? But then if you do small data
• 34:22
  enrichment and you know, OK, this is Chukudi, this is all
• 34:25
  background this or something, you can make this thing a very
• 34:28
  valuable call. In fact, in the example that I
• 34:32
  chose of today Bakery, calling somebody after they had payment
• 34:37
  issues that was written about in the press, you'd be surprised
• 34:40
  how much you can discover by just doing a simple search,
• 34:43
  maybe using Google Gemini. In fact, that's one of the
• 34:49
  reasons why I'm going ahead with the scenario, because there's
• 34:51
  another planet of mine. What they do is they sell ad
• 34:54
  tech and software, advertising software that is supposed to be
• 34:58
  more effective than Google and Meta.
• 35:02
  Yeah, Google and Meta advertising and TikTok
• 35:05
  advertising and during one of our coaching sessions, that is
• 35:10
  all we did basically with this phone number.
• 35:12
  Is it correct? Let's just be sure.
• 35:14
  True color. OK, the team blend.
• 35:16
  You correlate. OK, no problem.
• 35:18
  Search is personal on Google. OK, Yeah.
• 35:23
  The the not only is the name OK, the office is OK.
• 35:26
  Yes, this is currently what the lady currently does.
• 35:29
  Then, just for the sake of it, search in Google Gemini to see
• 35:33
  what their priorities might be relating to advertising and
• 35:36
  customer acquisition. Google Gemini started giving us
• 35:39
  specific apps that the bank had and possible challenges that
• 35:45
  they might be having. Small search, 3 minutes, 5
• 35:51
  minutes just before you call somebody.
• 35:56
  If they don't answer, we send a message.
• 35:58
  But if they answer because you have done data enrichment,
• 36:00
  because you've done some small background search before you
• 36:03
  call options day. And then apart from that, even
• 36:07
  for you on a psychological front, confidence day.
• 36:13
  So these things are important. So data enrichment, just, you
• 36:18
  know, simple searches, true color, Google Gemini SHA GPT,
• 36:23
  you know, small, small searches using all these online, you
• 36:27
  know, AI tools, simple things like that.
• 36:31
  Who is this person? What are their possible
• 36:32
  priorities? You know, how does it relate to
• 36:34
  your software? How does it relate to your idea?
• 36:36
  How does it relate to your this, your, you know, whatever all
• 36:39
  these small, small searches gather some extra information so
• 36:42
  that if the person peak by the time you handle that call,
• 36:46
  you're not just a stranger like you know, you will sound like an
• 36:50
  expert. You understand you didn't move
• 36:52
  up in priority. If they don't answer, you drop a
• 36:55
  text message. The quality of this text message
• 36:57
  that you drop because let's face it, other people in your space
• 37:01
  who are trying to sell similar products or services are not
• 37:04
  doing these things. Your message will stand out.
• 37:09
  You're clearly the expert. Your message is dropping a
• 37:12
  reason for the call. Hopefully it will move us up in
• 37:16
  priority. I'm saying hopefully because not
• 37:20
  everything is guaranteed. Nothing in this life is
• 37:23
  guaranteed nothing. So the result we are hoping for
• 37:30
  is that we call today, let's say your number ends in 665.
• 37:33
  We call today Haruna see 665. Later on, Haruna see WhatsApp
• 37:39
  message. Haruna see text message ending
• 37:45
  in 665. The text message kind of makes
• 37:48
  sense, but I don't have no reply because it's normal.
• 37:52
  The hope is in two or three days when we call them back, the guy
• 37:56
  got recognized, 6650, she'll be another guy.
• 38:00
  May you answer or even if he doesn't recognize, but he
• 38:03
  manages to answer and say, oh, he will remember the text
• 38:05
  message. That is our hope and our prayer.
• 38:11
  And it does work because this client of mine, they're trying
• 38:15
  to reach out to somebody in Echo Bank, OK, I won't say who
• 38:19
  exactly in Echo Bank anyway. And we ran the same process.
• 38:24
  We took the number, true colour, OK, everything matches.
• 38:28
  We got the information from Apollo.
• 38:30
  That's also another data enrichment tool.
• 38:33
  Then from there, small Gemini search customer.
• 38:37
  I use Gemini for everything because it's free and it's
• 38:40
  already on my phone and then it's part of the Google suite.
• 38:42
  So if anything ever happens to my phone, my phone gets stolen.
• 38:45
  My children throw it down the balcony, they flush my phone
• 38:48
  down the toilet. I just go and buy a brand new
• 38:50
  phone. By the time I log in one time,
• 38:52
  my Google ID, everything is there, my history, everything is
• 38:57
  there. I just continue.
• 38:58
  Life was normal of course after I knocked my children on the
• 39:02
  head. So did a search, saw some
• 39:08
  specific priorities on specific apps.
• 39:11
  Buzz the guy that's one who buzz because I was trying to lead by
• 39:13
  example. I buzzed the guy in no answer.
• 39:16
  I drop message and then we continue with the meeting.
• 39:19
  By the time we finish the meeting 303045 minutes later
• 39:24
  when I had the call, I checked my phone.
• 39:26
  Lo and behold the yoga from Echo bank in reply.
• 39:30
  Now we didn't enter into the account within closer.
• 39:33
  Need you. That's why I say remember
• 39:35
  nothing is guaranteed but in reply strange number in no peak
• 39:41
  drop message in reply we try our lock between no click.
• 39:45
  But remember what Brian Tracy says.
• 39:47
  Brian Tracy talks about I'm increasing the probabilities,
• 39:51
  increasing the odds in your favor.
• 39:53
  That is just what it's about, trying to increase the odds in
• 39:56
  my favor. If I'm not dropping text
• 39:59
  message, nobody's picking, nobody's replying are the odds
• 40:03
  in my favor. But if I'm dropping text message
• 40:06
  and a couple more people at least begin their reply, am I
• 40:09
  not putting the odds in my favor?
• 40:11
  Please just know that nothing works for 100%.
• 40:16
  So do not be discouraged that let's say yesterday you called
• 40:19
  nine people, 6 did not answer. OK, next tomorrow you call those
• 40:25
  nine people the same 6 did not answer.
• 40:28
  This time you drop message. If you drop message out of six,
• 40:31
  only two reply. Do not feel discouraged.
• 40:34
  It's better than nothing. You never know, maybe the push
• 40:40
  up, let's continue, let's keep moving it.
• 40:42
  You never know, Small small. Like Brian Tracy says.
• 40:47
  We're just trying to put the odds in our favour, but the
• 40:50
  result we're looking for is that hopefully it still won't click.
• 40:54
  Our girl recognize us from before, Hopefully.
• 40:59
  But just know that nothing works all the time.
• 41:01
  Sorry if I'm stressing this thing.
• 41:03
  The reason why I'm stressing this thing is because there's
• 41:04
  another plant of mine in the branding space.
• 41:09
  They do brand strategy, that's ideation and then also
• 41:14
  execution. You know, when I was talking to
• 41:16
  them, I was talking to major confidence self and I think I
• 41:22
  over I think I over motivated them.
• 41:25
  Let me just put it that way. And so do I ready like all more
• 41:28
  will take over the world. We are on fire, you know, that
• 41:31
  kind of attitude. And then within one week of all
• 41:35
  the moves that they made, they didn't secure any single
• 41:37
  meeting. That's our depression setting.
• 41:40
  I now had to become a psychologist to say to now start
• 41:43
  talking to the young ladies, My dear, no Vex was my own fault.
• 41:48
  I didn't give you realistic expectations.
• 41:50
  So that's the reason why I'm giving expectations now, just in
• 41:52
  case there's anybody who's listening.
• 41:54
  By the time they finish this broadcast, we're on fire.
• 41:56
  We'll take over the world, blah, blah, blah, unstoppable.
• 41:59
  You know, you'll be on the move and then drop message.
• 42:03
  Nobody reply. So, you know, don't be
• 42:05
  depressed. Not everything works.
• 42:07
  Nothing works all the time. Then another thing concerning
• 42:14
  expectations or the right way to look at this thing, we should be
• 42:18
  multi modal whenever we're trying to reach into trying to
• 42:22
  sell to people or trying to sell into accounts.
• 42:24
  If you're on the situation of Tunde Bakery or you're trying to
• 42:27
  sell into a Nigerian bank, you should be multi modal.
• 42:32
  Multi modal just means you are using different forms of
• 42:36
  communication, different forms of communication.
• 42:41
  So you can't call today nobody answers, then tomorrow phone
• 42:46
  call, next tomorrow phone call, phone call, phone call phone.
• 42:49
  If phone call is not working or you suppose switch them up, try
• 42:53
  text message, try WhatsApp message, try e-mail, try going
• 42:56
  to the office, try you know try or try look for personal
• 43:00
  introduction, more time model, different modes.
• 43:04
  We can't stay stuck on the same thing.
• 43:06
  I had to cancel one of my clients based on that she's a
• 43:09
  correct bit. But every time she resend
• 43:11
  e-mail, you know how to tell that You know I get it, you love
• 43:15
  emails. But so far this e-mail nobody
• 43:18
  did respond. You know when are you going to
• 43:21
  pick up the phone now can't just be doing e-mail, e-mail, e-mail,
• 43:26
  e-mail, e-mail, e-mail do not respond.
• 43:28
  OK, no problem I'll pick the phone.
• 43:30
  Now let's pick up the phone. Let's try so multi model.
• 43:35
  There are different other ways to communicate with people then
• 43:38
  multi threading. Multi threading just means
• 43:41
  you're trying to sell into an account.
• 43:42
  You should not just be talking to one person.
• 43:45
  That's also another mistake that most people make.
• 43:48
  I've had to caution all my clients on that before that OK,
• 43:51
  you're trying to reach this person is one of those seems to
• 43:53
  be going through no problem. We go run this process like
• 43:56
  that. But then again, within that
• 43:58
  organization, who else have we been trying?
• 44:00
  We can just be trying one person.
• 44:02
  You never know where this thing is going to click.
• 44:04
  So you try that is multi threatening.
• 44:07
  So for today bakery now again, not the pastor in this case.
• 44:13
  In our scenario, the person who is now a consultant and is
• 44:17
  trying to help banks, you know, with cross-border payment
• 44:20
  issues, you know, with his business idea or with his app or
• 44:23
  with his whatever. Who else should he be trying?
• 44:26
  If you're trying Haruna, as you would like to say Haroon, or if
• 44:31
  they boss Haroon or Haroon or they pick or Haroon or not they
• 44:35
  respond, then will you just stop there?
• 44:41
  Have you tried the head of digital banking?
• 44:44
  Try that person. Head of products, try that
• 44:47
  person. Of course, we're looking for
• 44:49
  people who might be related to the problem that we're trying to
• 44:51
  solve. Chief Risk Officer, try that
• 44:54
  person. Head of cybersecurity, try that
• 44:57
  person. Head of strategy, OK, head of
• 45:00
  strategy, that might be a stretch.
• 45:02
  You know, you never know. Try that person.
• 45:04
  CFO, chief final, OK, no CFO that might be a stretch.
• 45:08
  When we you, you, you hear what I'm saying?
• 45:10
  If they have head of infrastructure, try that person
• 45:13
  because cross-border payments, if is an infrastructure issue,
• 45:16
  you know, websites, payment protocol, all those things.
• 45:19
  Head of IT, head of operations, try that person.
• 45:23
  Then again, this is Nigeria. If you can't reach Orga PA
• 45:27
  Encore executive assistant, personal assistant try that
• 45:30
  person. You can get an introduction at
• 45:34
  all You ask around. Oh, I don't know this person,
• 45:36
  but I know his Pennsylvania is good.
• 45:37
  Collect PA's phone number and then try try multimodal
• 45:41
  different modes then multi threaten different option,
• 45:44
  different people. How are you going to get
• 45:47
  different ideas? Well, what you will do is Google
• 45:52
  or Google Gemini or your favorite AI tool or LinkedIn or
• 45:57
  OK, well, Apollo is paid, so let me not talk about that one.
• 46:00
  So let's just stay with Google Gemini and let's stay with
• 46:03
  LinkedIn. If you try Herono within no
• 46:08
  click, yeah, you can trust Google, who is the chief risk
• 46:11
  officer of Social Bank. The name will pop up will be
• 46:14
  private info. OK, at least now we have a name.
• 46:17
  We can start planning who is the head of infrastructure for
• 46:20
  Social Bank. It will come up.
• 46:22
  No be Google. OK, we have another name.
• 46:25
  OK, we have some ideas. We can keep trying.
• 46:27
  We can keep moving. Now that you have your name.
• 46:31
  OK, LinkedIn. You open LinkedIn, you search
• 46:35
  the personal profile, say connection request.
• 46:37
  Now you never know. Press my answer.
• 46:39
  OK, no problem. At least now we're connected.
• 46:42
  We never know. We do push up.
• 46:43
  Small, small. Or you might even do LinkedIn.
• 46:50
  See the person's detail. You send connection requests.
• 46:52
  By the time the person accepts, you now see that you have some
• 46:54
  connections in common. Oh, well.
• 46:56
  And good. Is that not the opportunity for
• 46:58
  introduction that we're looking for?
• 47:00
  You call the person who is your contact and say, hey, bro, Abe,
• 47:03
  I saw that, you know, Chief Dan Landy, the one we work for,
• 47:07
  Zenith Bank. I say, ah, not my guy.
• 47:09
  Now say Abe. Hey, gotta try another account.
• 47:12
  Abe, introduce me. That's a good setup.
• 47:17
  Also one of the reasons why I say if you're a professional
• 47:19
  salesperson or a business owner, you suppose they're on LinkedIn
• 47:24
  because it's a social media where the focus is business
• 47:28
  development, personal development, career development.
• 47:32
  Now people know they respond for LinkedIn to quick, quick, quick
• 47:35
  because, you know, LinkedIn is not like Instagram where people
• 47:37
  come every day and things like that.
• 47:39
  But it's, it's better than nothing.
• 47:45
  So that's how you get more data. That's how you get more ideas.
• 47:47
  That's how you get more contacts.
• 47:50
  Anyway, we've been talking for about one hour.
• 47:51
  So let me bring it to a close somewhere.
• 47:53
  What I'm just trying to say is you call people, they don't
• 47:55
  pick, don't worry, don't give up.
• 47:57
  There are other avenues. One of them is leave a message.
• 48:01
  The point of leaving a message is we're trying to warm things
• 48:03
  up or trying to move up in priority.
• 48:07
  Then remember that in our approach, we should be
• 48:09
  multimodal. If you they send e-mail, e-mail,
• 48:12
  e-mail, e-mail, nobody's picking up.
• 48:13
  Pick up the phone if you did call, call, call, call, call.
• 48:17
  Nobody's answering. OK send text message, send
• 48:19
  WhatsApp, send e-mail or you know where the office is.
• 48:22
  Try your lock. Now enter the building.
• 48:25
  What's the worst that can happen?
• 48:27
  Try then multi threatening. OK, you did try call Haruno.
• 48:34
  Haruno. Not a big no problem.
• 48:36
  Who else is in this bank that I can call?
• 48:41
  Then Apart from that, make sure that you have other contacts on
• 48:45
  your prospecting list. What I'm just trying to say is
• 48:49
  make sure you have options. If you only try to talk to one
• 48:53
  bank and if you only have one person on your list, then you'll
• 48:56
  be desperate. You'll be like, I must call her
• 48:58
  ruler by force, by fire. But if it's that there are five,
• 49:04
  six banks, you're trying to break into each of those banks,
• 49:07
  you have four or five people that you're trying to target and
• 49:09
  it's OK. You know, you won't be
• 49:11
  pressured. You try her or not today, you
• 49:12
  know, answer no problem. Tomorrow we move.
• 49:15
  Tomorrow we'll move to the next bank or the next person on the
• 49:18
  list, you know, options. It gives us some security.
• 49:21
  No desperation because when somebody picked the call and you
• 49:24
  now sound like a desperate salesperson.
• 49:27
  No, you, you shoot yourself in the foot, they answer the phone
• 49:32
  call. You now sound like a beggar or
• 49:33
  you now sound like a regular any day anyhow.
• 49:36
  Anyhow, salesperson, you sound like A55K salesperson.
• 49:40
  No, no, no, no, no, no, no, no, no.
• 49:42
  So that's another reason why we need a healthy prospecting list.
• 49:46
  You know, options, you know, so won't be too, you know, they
• 49:51
  call it what people call it Commission breath.
• 49:54
  They'll say from the smell in your mouth, they'll say, ah,
• 49:56
  this one is desperate. So you won't have Commission
• 49:58
  breath anyway. So that's all for today.
• 50:03
  And if you've got value from today's episode and you'd love
• 50:06
  to connect with me, then call me, send me a text message or a
• 50:08
  WhatsApp message on 08064662140. You want a sale audit?
• 50:15
  You want me to look at some of your processes?
• 50:17
  Call me. Send me a text message or a
• 50:18
  WhatsApp message on the same number 08064662140.
• 50:24
  If you're shy, no problem. Just hit me up on the same
• 50:28
  number and I'll hook you up on my WhatsApp channel.
• 50:33
  Maybe one day you block up the courage and then you reach out
• 50:36
  if you want to say hi. You know, you just want greets
• 50:38
  and that's not a problem too. I like it.
• 50:40
  So yeah, that's it. Yeah.
• 50:45
  So let me let you guys be off and I'll catch you some other
• 50:47
  time.