Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Calling Strangers Without Doing Your Homework First

Transcript

Stop Calling Strangers Without Doing Your Homework First · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the podcast.
0:03
Today what I want us to look at is I want us to look at some
0:06
different approaches for how you can start a cold call before we
0:11
continue. Apologies because I'm making
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today's recording outside. So you hear some traffic in the
0:17
background. It's a weekend, kids are cat
0:20
kissing classes. And so you want to hear some
0:22
children running about in the background, you know, people
0:24
having conversations, you know, that sort of thing.
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So OK, now to the topic. Today, we're going to look at
0:32
different ways for starting a cold call when you're doing your
0:36
business outreach. Now for those of you who are
0:39
listening to the podcast for the first time, we're going to
0:41
define a couple of terms. Well, by the way, if you're
0:43
listening to the broadcast for the first time, my name is
0:45
Tavishma Ayede. I'm a former lawyer turned the
0:48
business consultant. And yes, this is a Nigerian
0:50
podcast. No, I'm not Ghanaian.
0:53
No, I'm not half German, half Irish, half nothing, full
0:56
blooded Nigerian. This is a business podcast where
1:00
we solve business problems, especially from the sales
1:03
perspective. Sometimes we talk about
1:04
marketing. But anyway, Tricia, what we do
1:06
over here, business goodness, solving business problems.
1:10
And the problem that we're solving today is that people who
1:12
are trying to grow their businesses by making phone calls
1:15
to total strangers and they don't start the conversation out
1:19
right. So there is a OK, I was going to
1:25
say a right way and then the wrong way.
1:27
OK, I won't say there's a right way and there's a wrong way
1:29
because when we're talking about sales, we have methods,
1:32
principles, tactics, frameworks that are more effective given a
1:36
a particular circumstance and least effective.
1:41
So we should always be trying to look for what is most effective
1:44
for our contexts, our business, our industry, the kind of
1:49
customers we have, things like that.
1:51
We should always be looking for the most appropriate methods and
1:53
some of you are trying to start conversations with potential
1:56
customers in ways that are not effective.
2:00
So let's define a couple of terms for those of you who are
2:02
discovering the show for the first time.
2:05
Now, one of the things, one of the words that I used was
2:08
outreach. Now outreach just means any kind
2:11
of activity, any kind of philosophy, any kind of
2:14
strategy, any kind of one thing, one thing that you're trying to
2:17
do that forces you to reach out to customers.
2:21
That is why it is called out reach because now you, they
2:25
reach out. Now cold calling is a form of
2:30
business outreach because now you they take the initiative to
2:34
reach out. Now cold calling is when you
2:37
call someone, then this person that you're calling you people
2:41
have no prior context, no prior relationship, no prior knowledge
2:45
of each other. So you that you're calling this
2:48
person, you don't know this other person, not in Gomona
2:51
before, you will have not met. You don't know about each other.
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You people are total strangers, 100% strangers.
2:59
If you cross yourself in public, you will not even know that you
3:01
are crossing the person. That is a cold call.
3:05
As in you people do not know yourself at all, at all, at all.
3:09
Nothing that is a cold call. Some of you say, is that a good
3:15
way to drum up business? Well, I understand that some of
3:18
you will be afraid you might know how to try it.
3:19
But honestly speaking, let's let's be real, at some point,
3:23
everybody is a stranger. Your best customer of today who
3:27
is like your party reason it think, try and remember in the
3:30
beginning people are just strangers 100%.
3:33
So it's not for everybody. I believe that everybody can do
3:37
it. But anyway, everybody can do it.
3:42
Let me just let me just put it that way, whether it is right
3:44
for you now no, at, at this particular stage of your
3:47
business, no problem. But let's now talk to the people
3:49
who are actually trying to trying to do that.
3:52
Now, the reason why we're tackling this today is because
3:54
somebody just called me now, now, now, now, now as in like 5
3:58
minutes ago, as soon as the conversation ended, I said, no,
4:01
let me know overtink this thing. If I overtink it, let me come
4:03
and drop an outline, make it a proper podcast episode.
4:06
You know, I'll forget. So now, now, now.
4:09
So I said, let me just make this broadcast episode.
4:11
So the guy called, I was just chilling right here in the
4:14
parking lot waiting for my kids to finish.
4:16
Cat is next thing. My phone rang Po po, I look
4:21
strange number. I don't have it.
4:23
And then of course, you know, I'm in business now.
4:25
So me, I'm always looking for money.
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So anytime I see a strange number, I answer.
4:33
By the way, for those of you who are in business who don't answer
4:36
strange numbers and you don't call numbers back, like what is
4:39
wrong with you people? How are you going to make money?
4:43
The reason why this thing is vexing me now is because one of
4:45
my clients is looking for salespeople.
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So some people have applied to be salespeople, and then I'm
4:50
helping the guy trying to sort through candidates.
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So once in a while, you know, I call somebody, they don't answer
4:55
the phone. I send a text message.
4:57
And I just realized I come, it's been like two or three days.
4:59
This person didn't call me back. I'm like, are these people
5:01
serious? You call yourself a professional
5:03
salesperson. You see a strange number on your
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phone. You don't call the person back.
5:08
Come on now. Somebody might be looking for
5:11
you to give you money. You're in business, you're in
5:15
sale. Any strange number, call the
5:17
person back. If the person turns out to be a
5:19
scammer, block the person. That's what you do.
5:21
But call everybody back. It's it's it's, it is ridiculous
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that some of you think you're business people or that you're
5:28
professional salespeople. You see a strange number, you
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won't call the person back. If I do give me some situations
5:33
where like I said, I call, they don't answer and then I leave a
5:37
text message because it's my default.
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I always leave a text message. So you even know that this
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person that was calling you is calling you concerning job
5:44
opportunity and then you don't call the person back.
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Do you think just Kai? The thing blows my, it blows my
5:52
mind, blows my brain. Like I'm confused.
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I'm confused. You say you're a salesperson,
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you're looking for work. You don't even know how to
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return phone calls. Anyway, I now understand why
6:05
people in human resources complain all the time.
6:07
You know people in human resources, they're the ones who
6:10
will typically handle the interview process, whatever a
6:12
company is trying to recruit. So now I understand why human,
6:15
human resource professionals, then they shout, then they shout
6:17
to complain, complain, complain that the quality of Labor force
6:21
in Nigeria is low. I'm beginning to see why they
6:23
are complaining because somebody's applying for sales
6:26
job. The person doesn't even know how
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to return phone call. Anyway, how did I get here?
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And I get here, so just chilling in the car now.
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So po po answer the phone. I said hello.
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The person said this is AIAD film or photography.
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And then I said yes, because like I said, I'm always looking
6:46
for money now. I don't look for photography
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jobs anymore. Yes, I know.
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I said I'm a former lawyer turned business consultant, but
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for a while I was in the events, in the events space.
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So photography, video, stuff like that.
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Now I have shut down that company, you know, deleted the
7:04
websites, destroyed the social, like I've deleted everything.
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But you know, once your information is out on Google,
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it's not you can take it down. I can't tell Google.
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Hey Google, every single thing that says I hate a film and
7:16
photography, please take that down.
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This business is no longer functioning.
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So The thing is still up there. So the guy called me says I hate
7:23
a film and photography. I say yes.
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The reason why I say yes is because you never know.
7:27
Somebody might be somebody, you know, it might be a job that
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might give me millions, you understand, Because some people
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want to do documentary and when it's time, when it's
7:34
documentary, you charge, you charge them well.
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So I say yes and I say yes. How can I help?
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And then he said, I've noticed that you don't have many reviews
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on Google. Do you have a website?
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So anyway, since I'm in sales, I decided to go straight to the
7:51
chase. So I said no, I don't have a
7:53
website. Are you selling websites, Web
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design services? He said yes.
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So I said thank you very much, I'm not interested.
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He said, oh, oh, OK, OK. Then he caught the call.
8:04
So we have to give these boys some marks because first of all,
8:08
he's going around and the guy is making phone calls, so that's
8:11
good. Eventually he will call somebody
8:13
who is interested. So it's good that he's doing it.
8:16
But The thing is, if you're going to engage in this kind of
8:18
activity, you need to do it in a way that will increase the odds
8:21
that you will be successful. So I've spoken about on the
8:25
podcast lots of times about how you need to do your research
8:29
right before you reach out to people.
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Now, even though there's no website, there's no Instagram,
8:34
there's no Facebook, there's no nothing.
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If the guy had looked at the Google My Business profile where
8:40
he found my details, the guy would have seen that I have not
8:44
updated a single photo, not a single one photo in the last
8:49
like 10 years. Now reason should kind of let
8:53
you know that if somebody has not updated their something in
8:56
the last 10 years, it might be reasonable to understand that
9:01
maybe they're not in business anymore.
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At least that's what the average Nigerian things.
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Because I remember like my wife for instance, whenever we're
9:09
trying to buy stuff for the kids, I'm like, oh, this one
9:12
looks good. Call.
9:13
This person should say no, I won't call this person.
9:14
I say why say the person hasn't updated their Instagram in the
9:17
last three months? Maybe it means maybe they're out
9:20
of business. I say, is it that they're out of
9:23
business or they're lazy? She said, no, leave me, I'm not
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calling. So because, you know, I know
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that, well, things can be one kind, one kind.
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It doesn't mean that they're out of business.
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But the average person just assumes that, OK, this person
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has updated in six months, this person is out of business.
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So chances are you're doing cold calling.
9:45
You're trying to see if somebody's interested in your
9:47
product or service, but the person hasn't done anything in
9:50
the last decade to indicate that they might be interested in your
9:53
product or service. Please, my brother, I do not
9:56
think that this might be the person to call to try and sell
9:59
your market. So small research small.
10:05
You don't just use a web crawler.
10:07
Sorry. Web crawler.
10:08
Yeah, crawler. You know, because I've been
10:10
having some tech clients these days and all these tech boys
10:13
like you all are crazy. You come up with some script,
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you come up with some something, the thing just goes and crawls
10:19
the Internet and then you just be getting people's names and
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people's phone numbers and addresses and occupation.
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And I say hi all this computer computer thing is wonderful.
10:30
So why was I? So it's not just a matter of
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using web crawler. The web crawler comes and gives
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you 150 names and then you just assume that all those 150 names
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and phone numbers are good and then you start calling.
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So First off, do proper research.
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So that's where the guy go. First of all, he has not been
10:47
doing proper research and I know that I am not the only company
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that he's going to call this week, that the company is out of
10:55
business or the company doesn't, you know, he's not interested in
10:58
this product or service. So that's the first thing.
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Then the second thing was how he led into the phone call.
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He said, oh, I've noticed that you don't have any reviews and I
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noticed that you don't have a website.
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Now news flash for those of you who are doing outreach by
11:16
calling to reach out to people, when you call a total stranger,
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the stranger is thinking a couple of things.
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The stranger is thinking #1 now who be this?
11:25
Who is this guy or who is this babe #2 how did this person get
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my phone number? And then #3 why the hell is this
11:32
person calling me? I repeat, whether you're in
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America, in the UK, in Australia, in Afghanistan, in
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Iran, in Mogadishu, in wherever you call somebody and the person
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sees strange number, the person answers, The person is thinking
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any of 1-2, three things. Number one, who is this guy #2
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how did they get my phone number #3 why are they calling me?
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Any way that you start the conversation that does not
12:01
involve answering any of these questions, you are wrong.
12:04
You are losing the plot and you are getting people to be
12:07
impatient. Now, because I am in sales, you
12:11
know, it's not a problem. I took the initiative and I just
12:13
asked the guy straight up. She been a web design with the
12:16
cell. The guy said, yes, that's OK,
12:17
thank you very much. I'm not interested.
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And then he just said, oh, oh, oh.
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And then I said thank you very much, Enjoy the rest of your
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day. And then I caught the call.
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The guy didn't even think of a dismount.
12:28
He thought of how he would start the conversation.
12:30
He didn't think of how he would finish the conversation.
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In fact, that is step #2 if you're going to be doing
12:35
business outreach, you suppose you reason the whole step from
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start to finish. This is how I start the call.
12:41
This is how I carry the conversation.
12:43
This is how I end the call. You suppose, get some
12:46
rudimentary plans. How are you going to end the
12:50
call? The guy didn't think, you know,
12:54
he the guy didn't think like, OK, if somebody's not
12:56
interested, how do I end the call?
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What do I do next? See, that's the reason why for
13:00
those of you who listen to this podcast regularly, that is the
13:04
reason why I'm always giving you this playbook for when people
13:07
are not interested you. Thank you very much.
13:09
Next thing, you ask for a referral.
13:11
OK, since you're not interested, do you know anybody, any
13:16
photographer, anybody who is still in the game who might need
13:20
web design services? You ask if the person say yes,
13:25
good, then we'll try and say we can get that phone number.
13:28
If the person says no, we say thank you very much for your
13:32
time. Then that is the stage where you
13:36
now say if you're face to face that, OK, you leave your flyer
13:39
or you leave your business card, or, you know, you do this, you
13:43
do this, you do. I mean, shall you leave
13:44
something? Because you never know because
13:47
really, really, really, you never know.
13:49
Sometimes somebody collects a flyer and then circumstances
13:52
change and then they call you up and they're interested.
13:54
You never know. And then you say thank you very
13:59
much, you enjoy the rest of your day and then you end it there.
14:02
So there's a reason why I say I use this basic, this rudimentary
14:07
script when I'm giving an example over here on the podcast
14:10
is because I don't want any of you to be in that situation
14:13
where you go to talk to somebody, the person says, no,
14:16
I'm not interested. And then you're left in the
14:18
situation where you say, oh, no, no, no, no, no.
14:23
We're professionals here. So you don't have to agree with
14:26
my own what I have suggested, but you need to have your own
14:30
dismount. You understand?
14:33
Then you practice it in your role plays so that The thing is
14:35
stuck in your brain. So you're never in that
14:37
situation where somebody says not interested and then you're
14:40
like, we're sales professionals here, we're business people.
14:45
We should never be in no, we should never be in a situation.
14:51
No, no, we think things through. We plan ahead small.
14:56
OK, so where was I? Where was I?
15:01
So have an idea for how you want this conversation to flow, then
15:08
let's see. I've lost my train of thoughts.
15:11
OK, so he started off by saying I've noticed you don't have many
15:13
reviews and I noticed you don't have a website.
15:15
Then I'm the one who got straight to the chase.
15:17
OK, now since he did not start off by answering either of these
15:21
questions, who is he? How did he get my number or why
15:27
is he calling? In fact, let's rewind a bit in
15:31
this kind of situation. Now, since you are selling
15:33
something, it might not be a bad idea to say my name is Chukwudi
15:37
Hai Natural. I got your number from a
15:40
business directory online. And the reason why I'm calling
15:44
is you understand, you see now you see how the team flow,
15:49
right? My name is, by the way, for me,
15:52
I tell people that people are not really interested in your
15:54
name. So there's no point in saying
15:55
your name. But The thing is why in Nigeria,
15:57
and it's like since primary school, we have always been
15:59
taught to introduce ourselves. So you can't stop in Nigeria
16:02
from saying my name is what left Tunisia.
16:04
Scrap the my name is I'll prefer you just head straight to the
16:09
point. Hello, is this Hello, is this.
16:12
Let me see what name should I use now?
16:15
Genevieve. Hello, is this Genevieve
16:17
Okorafor? Yes.
16:20
Who is speaking? I got your number from an online
16:23
business directory. And the reason why I'm calling
16:25
is because blah blah blah. See straight because right now
16:29
they don't care that your name is Kingsley Henetraw and you're
16:32
calling from Model Model Enterprises Limited.
16:37
They don't care that your name is Kingsley Henadro.
16:40
They have never heard of Mode Mode Enterprises.
16:43
They don't care. So cut out the my name is and
16:47
the whatever and just go straight to it.
16:49
I got your number from a business directory online.
16:52
And the reason why I'm calling is because then you slide into
16:55
it or if you got your number, their number from somebody else.
16:58
Good, because that's also another mistake people make in
17:02
cold outreach. You get your number from
17:05
somebody you call, you get number from someone else, you
17:09
call the the person as a referral and you don't even
17:11
bother to state. And then you wonder why the
17:14
conversation gets off to a cold start.
17:17
If you got the number as a referral, state it.
17:20
You call somebody and you say hello, is this Genevieve or or
17:24
Karacha say yes. Who is he speaking?
17:27
So Madam, I got your number from your classmate Tina here.
17:33
Natural. Oh, Tina I've spoken to in like
17:37
1 year. How is she?
17:38
Tina is fine. Martina is very, very fine.
17:40
OK, so how can I help you? You see, it was a referral you
17:44
got the number from somebody else stated.
17:47
But I hope you guys are beginning to get the gist that
17:49
you call somebody who's a total stranger for the first time.
17:52
Really, you're trying to answer these questions in the first few
17:55
seconds. Who are you?
17:57
How did you get my number? Why are you calling me?
18:02
If you ask my own preference? There's no need to state your
18:04
name and state your company. If it's a referral, make sure
18:07
you include the referral name there, the person who gave the
18:11
phone number, so that the conversation will be off to a
18:13
nice warm start. Because think of it, let's say
18:17
you're calling me for the first time.
18:18
We're total strangers. And let's say it's my wife who
18:21
gave you the phone number. All right?
18:23
And then the moment you call, I say hello, Who is this?
18:26
So, Oh, sorry, Sir, I got your number from I got a number from
18:29
your wife. She's actually I call you
18:31
concerning blah, blah, blah. I might do calm down because
18:33
it's my sweetie that gave you my phone number or one of my
18:39
classmates or my brother or maybe a chairman that I respect
18:43
in church or you know, something like that.
18:45
You know, so you just made the conversation or calm.
18:47
All right, now back to the beginning.
18:52
If you're not going to start off by saying by answering those
18:56
questions, who are you? Why are you calling?
19:00
How did you get my phone number? If you're not going to answer
19:02
those questions, I want to go straight to the issue.
19:04
No problem. Don't scare the issue in this
19:07
case, this whole thing of I noticed that you don't have
19:09
review. I noticed that you don't have
19:11
website. Go straight to the matter.
19:15
One way of doing it. There are lots of ways.
19:18
Well, let me just talk about two ways that I tell lots of my
19:21
clients because I think they're easy to do, you know, not too
19:24
not too fancy. So one way is just trying to
19:28
figure out straight up if they're interested.
19:31
If they're interested, we'll try and continue the conversation.
19:33
If they're not interested, then remember the dismounts that I
19:37
taught you guys. It will be a simple matter of
19:39
thank you very much for your time.
19:41
Do you know anybody else who's interested in XYZ person will
19:44
either say yes or the person will say no.
19:45
If they say yes, they say OK, can I get a phone number please?
19:50
If they say no, Thank you very much, Ma.
19:53
Thank you very much for your time.
19:56
I like OK, this is phone call. I mean, OK, So you say OK, thank
20:02
you very much for your time, Ma. I hope you don't mind.
20:04
I'm going to send you a link to our website just in case you
20:08
happen to know someone in the future who might be interested
20:10
in so, so, so and so or in case you change your mind.
20:13
Of course the person will say yes.
20:15
Then you now end the call. That's how it is Mount.
20:18
So First off, we need to figure out if they are interested.
20:22
So in this case, it would be a matter of hello, is this IED
20:25
film or photography? Yes, this is your name please.
20:30
And how can I help? My name is Kingsley NHR and I'm
20:33
calling from so to so and so and so web design services.
20:37
The reason why I'm calling is honored to know if you're
20:39
interested in having a website for your business, you can see
20:43
that that one is straight to the point.
20:45
I know some of you might think it's too abrupt and I put it so
20:50
you might think it's too abrupt to one kind.
20:53
But how I put it, this is business and I think people
20:58
appreciate it when when when somebody cuts, when they cut to
21:01
the chase, when you're going around around, around, around,
21:06
around, you're making the other person more annoyed and you're
21:11
making the person more tense. Like, OK, who is this wise
21:14
person calling? Because I've seen some people do
21:15
that. Hello, is this also?
21:17
And so yes, this is who am I speaking with?
21:20
Oh, my name is Chukudi here. Nature.
21:22
I'm calling from mode mode web design services.
21:26
Happy New year, Ma. I hope everything is going all
21:28
well with the family. Like I've told you, like I don't
21:33
like put it the Madam you're calling or the guy that you're
21:36
calling when you get them on the phone, the primary concern is
21:39
who is this person? How did they get my phone
21:41
number? Why are you calling?
21:43
By the time you move into that whole happy new week, happy new
21:45
month. I hope the family is doing OK.
21:48
You Nah, that's not it. So interest.
21:54
Hello, Kinkley here. Nature mode mode web design
21:58
services. The reason why I'm calling is I
22:00
was wondering if you're interested in having a website
22:04
design for your business. Ma'am.
22:05
That's it. They're either interested or
22:07
they're not. We'll be able to block the
22:08
conversation from there. You figure out your dismount so
22:11
that if they say we're not interested, you will now know
22:13
how you will. You know when you say dismount,
22:15
you know, like when you're, when you're driving bicycle or
22:19
driving or kada or riding a horse, you know, you mount, you
22:21
jump on, then dismount, you jump off.
22:23
So you need to figure out your dismount from the conversation.
22:27
So, yeah, so that's one. Just go straight.
22:31
Are you interested in XYZ now? The second one is the Challenger
22:35
approach. Now the Challenger approach, the
22:37
Challenger sale based on the book, I can't remember the guy
22:42
that wrote it. You know what, I should make a
22:45
podcast episode on Challenger sale.
22:46
Now the idea behind the Challenger approach is when
22:49
you're in front of a prospective customer, in front of a
22:50
prospective client, what you do is you use insights to lead the
22:55
conversation. And the insights that you drop
22:57
are supposed to generate interest in the person that
23:00
you're talking to. So let me repeat, the whole
23:04
point of the of the Challenger sale method is you are supposed
23:11
to start off the conversation by giving some deep insights so
23:14
that when the person hears it, the person black.
23:16
OK, OK, OK. And then the person will start
23:19
thinking and that's how the conversation will continue.
23:22
So like now in this case, your name is Kingsley here Natural.
23:24
By the way, I just made that name up because I think the name
23:27
here, Natural is the coolest IBO name I've heard because I never
23:31
heard it when I was a kid and I heard it recently.
23:34
I'm like natural natural because I've heard of you know, if I and
23:39
you know all the Chuku names and you know, I've not heard of an
23:44
ihe name before Ihe natural. I think it's good.
23:47
I should even find out the meanings of let me not be
23:50
calling the name that the meaning is a bad meaning, you
23:53
understand, because there's some names like that.
23:56
OK, so challengers here will now be more like any insights that
24:02
you've gained in running your business.
24:03
So like this guy now Kingsley in Azure, let's say he's been in
24:06
web design for the last lesson like 15 years.
24:09
And let's say that for the last 15 years, he has specialized in
24:12
making websites for for photographers and maybe for
24:19
graphic designers. And let us say he has noticed
24:22
that of all the clients that he has been serving in the last
24:25
1520 years that most of them are able to double their profits
24:30
within nine months. Now you see that is insight that
24:33
he has. So that's how you start off the
24:35
call. So hello, my name is Kingsley
24:38
here nature from mode mode web design services.
24:44
How? OK, how will I slide now?
24:48
So my name is Kingsley here nature from mode mode Web design
24:51
services. The reason why I'm calling is
24:54
most people in your profession and some of the happiest clients
24:58
that I've worked with over the last 20 years have noticed that
25:04
by implementing. Sorry about the noise in the
25:07
background. Hold on, let me just pause until
25:10
they leave. OK, Sorry about that.
25:13
I'm back Some IBO boys who are power right next to me and they
25:17
are talking very loudly and you know now when IBO boys when they
25:20
they young, they can get very loud.
25:22
So those know how I was going to be able to sharp more than sharp
25:26
more than them. You know, they would have
25:27
corrupted the audio. And of course, you know that
25:29
when able boys are gisting and their gist can be very sweet.
25:32
So for those of you who understand Ebo is of listening
25:35
to my voice. You'll now be listening to the
25:36
gist that they're having in the background.
25:37
So that's why I pause the recording.
25:39
All right, so I was I challenge yourself leading with insights.
25:44
So hello, my name is Kingsley Henna from model model web
25:47
design services. The reason why I'm calling
25:49
today, Sir, is because I've noticed that clients have
25:54
noticed that customers like you who come up with a good web
25:57
design strategy for the business can double their profits in as
26:02
little as nine months. Is that something you would be
26:07
interested in learning more about?
26:11
So you can see that in this case, you are starting with an
26:15
insight or you're starting with a benefit that might end up
26:19
piquing the curiosity, catching the curiosity of the person that
26:23
you're calling. Because some people, maybe some
26:26
people just think about websites like and a website, you know,
26:29
they've not really thought much about it.
26:31
But then for those kinds of people when they're now here,
26:34
double profit in nine months is the kind of thing that can peak
26:38
catch somebody's curiosity, security curiosity.
26:42
Sorry, forgive me. So that is much more the
26:47
Challenger, Challenger still approach.
26:51
Yeah, starting off with insights.
26:53
And then there's also another approach.
26:55
OK, I combine the two of them together, either starting the
26:58
conversation off with insights or starting the conversations
27:01
with, with your, your USB, your unique selling proposition or
27:06
the main benefits. The main reason why people do
27:08
business with with you. OK, what I did was I combined 2
27:11
methods into one, but actually they're separate methods #1
27:14
start with an insight or then #2 start with the chief benefit
27:18
that somebody's going to enjoy if they end up doing business
27:19
with you. And the whole point is, I was
27:21
supposed we're trying to spark interest.
27:25
So it's close to 30 minutes. So I think I'll just bring
27:30
today's episode to a close. But I hope I've been able to
27:37
bring you guys up to speed. Those of you who want to try
27:40
cold calling, by the way, I think everybody should try cold
27:43
calling. At least just try it.
27:46
Try see whether you like it or not, see whether it's effective
27:49
or not. You might never know.
27:51
But the reason why I say everybody should try these kinds
27:53
of outreach methods that involve you putting yourself out there
27:56
is because when you do this kind of outreach, you learn some some
28:01
good, good skills that come in handy later on.
28:04
So if you're the shy type and you try this kind of thing and
28:07
you receive some bass bills, you know, from customer and it will
28:11
help later on when you become a pastor or later on when you
28:14
become an imam or later on when you become a politician or later
28:17
on when you're running for governor or you know, whatever.
28:24
All the ways that these kinds of outreach forces you to stretch
28:27
yourselves. You're learning new skills.
28:30
You're learning ways of applying your house in different
28:32
situations and they think will help.
28:34
That is the reason why when people call me and they say,
28:36
Tavi Shimmer, come and be our president.
28:38
That's the reason why I'm going to have a very, very good
28:40
campaign because I've been practicing because I've been
28:43
talking to strangers because people have shouted to me on,
28:46
you know, over the phone before you know, I've had to check
28:49
myself that OK, how do I start this conversation?
28:51
Where did I form I go recover. You know, you get it.
28:55
Well, by the way, when they call me to run for president, I hope
28:57
you're going to vote for me. You will listen to this podcast.
28:59
You are better vote for me. I'm giving you all this free
29:01
advice and then when I'm running for president, you will vote for
29:04
me. Yeah.
29:06
If not because I'm a Christian for.
29:09
So just vote for me when the time comes.
29:13
Where was that? So yeah, I've been able, I hope
29:15
I've been able to convince you guys and not confuse you guys
29:17
that cold outreach. It's not a bad idea.
29:20
You can reach out to strangers. But when you're reaching out to
29:23
strangers, Please remember that the main thing is people don't
29:28
know who you are, why you're calling, how you got the number.
29:31
So get straight to the point and I'll start your conversation by
29:35
answering those three main questions, who you are, how you
29:38
got the phone number and why you're calling or just trying to
29:41
figure out straight up if they're interested.
29:43
If they're not interested, let them be.
29:45
Drop your brochure, drop your website, drop your phone number,
29:48
drop your whatever, and then thank them for their day and
29:51
then move on. Or you can start off the
29:54
conversation using the USP. The reason why I'm calling is
29:57
because I've been able to help my happiest customers in 2025
30:02
triple their business in as many as six months.
30:05
Would you be interested in learning how we do that?
30:08
You see, you're catching somebody's interest or you're
30:11
starting off with some insights. The reason why I'm calling is
30:15
because most businesses in your situation find that when they
30:19
implement A robust website strategy, they're able to grow
30:22
their business. We able to double their business
30:26
within nine months. Have you heard of that before?
30:30
Is that something you're willing to hear about?
30:33
Would you be curious to see how this can apply to your business?
30:35
You know, something like that? So these are much more
30:37
productive ways of having or starting the cold call.
30:42
So that's it and that is all. If you want to use cold calls as
30:48
a way of growing your business, then feel free, reach out to me.
30:51
You can call, send me a text message or send me a WhatsApp
30:54
message on 08064 662140 and let's have a chat.
31:01
Perhaps you're already doing cold outreach, whether you're
31:03
sending cold emails or you're, or you're sending cold, making
31:07
cold calls, cold phone calls, or maybe you're even showing up in
31:11
people's houses. You know, we're from estates
31:13
door to door to knock and to talk about your service.
31:15
And yes, people do that because in my old house, somebody came,
31:19
sorry, not my old, I don't have a house.
31:21
I mean, like, you know, I'm a renter for now.
31:23
So in the last place I stayed, somebody came there to sell
31:26
fiber optic services, Internet, fireball optics.
31:29
And then currently where we stay now, somebody also came to do
31:32
fiber optics, but the guy didn't meet me in the house.
31:34
So he dropped a, a, a letter just in front of the door.
31:38
So people still try to grow up their business like that.
31:41
So you're pursuing any one of these strategies and they're
31:43
not, they'd also be working out for you.
31:45
Call me, send me a text message or a WhatsApp message on 0806466
31:51
2140. Let's have a chat.
31:52
Let's see how we can improve your strategy and get you more
31:55
effective. If you they fear because you
31:58
think I sound, I sound expensive.
32:01
Maybe you think base in my mouth is too much.
32:03
Maybe you think I'm used to collecting thousands of dollars
32:05
and dollars of dollars. Don't worry, I don't charge in
32:07
dollars yet and I'm not going to charge thousands of dollars yet.
32:13
I'm still on the come up. So you're lucky you're going to
32:15
catch me at this point where my price is still very, very
32:18
reasonable. However, I'm OK with giving free
32:22
coaching and free advice. So if that's what you want, let
32:25
me know in the first phone call or let me know in the first
32:27
message that you're looking for free coaching, free advice.
32:31
That's not a problem. In that case, I will answer one
32:34
question only. So I think very hard and fast
32:37
about what you want your one question to be.
32:42
So in the process of answering one question, if you want us to
32:44
now start delving into other issues, then we'll not have to
32:47
schedule a consulting, proper consulting session, whether
32:51
hourly session, whether daily session, whether weekly session,
32:54
whether monthly session, whether quarterly session.
32:56
We'll have to start discussing something.
32:59
Because no, Yoruba people say that when the handshake starts
33:02
reaching the elbow that there's a problem.
33:04
So I said I want to answer one question.
33:07
That's the handshake. When the handshake is now
33:08
reaching the elbow, when you don't begin the overstretch,
33:11
your limits will be a matter of you know, guy.
33:14
But I told you now, we suppose negotiate something and then
33:18
we'll get to the negotiation stage anyway.
33:21
Yeah, reach out, even if you just want to say hello.
33:23
I like hearing from people who say hello.
33:26
I love the podcast. I find it useful.
33:30
Yeah, even that conversation will be nice as well.
33:32
So thank you very much for listening.
33:33
Thanks for your time and attention.
33:34
I'll catch you all some other time and enjoy the rest of your
33:38
weekend, if you still happen to be during your weekend.
33:41
All right.