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Know Your Worth: How to Spot Great Clients and Avoid Time-Wasters · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Apologies because today's
• 0:04
  recording is an out and about episode so there's going to be
• 0:07
  noise in the background. Now what I want us to talk about
• 0:10
  today is what to do when a client insults you.
• 0:15
  OK yeah, so the reason why we're going to look at what to do when
• 0:18
  a client insults you is because I saw a post on LinkedIn
• 0:21
  recently where I'm a business owner.
• 0:25
  A Nigerian business owner was complaining that a a client
• 0:30
  insulted him and he took a screenshot of the interaction
• 0:34
  between them and then he put it all over on LinkedIn.
• 0:38
  So yeah, that's what I want us to look at today.
• 0:40
  When a client insults you, what do you do instead of taking
• 0:43
  things and copying and pasting it on social media and trying to
• 0:47
  air your dirty linen in public? Now, first of all, what we do
• 0:51
  from a sales and business development perspective is the
• 0:55
  first thing we do is we try and take responsibility.
• 0:57
  We try and empathize with the person.
• 0:59
  I know some of you will be saying empathize, care like am I
• 1:02
  mind? Like somebody's insulting me.
• 1:04
  Why am I empathizing with the person?
• 1:06
  Now, the reason why from a sales perspective we take this
• 1:09
  approach is because typically those of us who are sales
• 1:13
  professionals, when somebody begin the vex force the person
• 1:16
  begin the para anyhow, you understand, it's usually because
• 1:20
  something has gone wrong. There has been a difference in
• 1:24
  expectation. You know, things have not been
• 1:25
  communicated properly. Let's see what else it's
• 1:31
  usually, you know, breakdown in these sorts of things.
• 1:34
  Now, for those of us who are professional salespeople or for
• 1:38
  those of us who should consider ourselves to be professional
• 1:40
  salespeople, if we don't handle these things well, we end up,
• 1:44
  what's that expression poisoning the well exactly.
• 1:49
  So we end up poisoning the well and we could be tarnishing, I
• 1:55
  mean, we could be destroying any sources of potential revenue
• 1:59
  that could come from that particular contact, that
• 2:02
  particular human connection. So for those of us who view
• 2:08
  ourselves as professional salespeople, we want to be very,
• 2:10
  very sure that if we're going to engage in a fight and cut
• 2:13
  somebody off, if we're going to engage in a fight and break
• 2:16
  somebody's head or whatever, want to be sure that I want to
• 2:20
  put it, it was worth the effort. But either way, what we do is we
• 2:24
  take professional responsibility, try and figure
• 2:27
  out what it is that is going on. So we take responsibility, we
• 2:30
  try and empathize with the person, we try and de escalate
• 2:33
  the situation, we try and figure out the real problem, and then
• 2:36
  we come up with a counter proposal so that we can deal
• 2:39
  with it. So I repeat, your client insults
• 2:43
  you, you take responsibility or empathize, de escalate the
• 2:47
  situation, figure out the real problems, and then deal with it.
• 2:50
  Now, First off, take responsibility.
• 2:52
  There's some of you who will assume that when I say take
• 2:54
  responsibility, it means admit that you're at fault.
• 2:57
  No, taking responsibility doesn't mean you're going to
• 3:00
  admit you're at fault. All that you're going to do is
• 3:04
  to take responsibility. All you have to do is just to
• 3:06
  tell the client, the customer, or whoever it is just to tell
• 3:09
  the person. Yeah, calm down now.
• 3:10
  Relax. You know, we're both human
• 3:12
  beings. I understand that there's a
• 3:14
  problem now, so don't worry, I'm going to take responsibility.
• 3:18
  I'll make sure that we get to the bottom of this thing and
• 3:20
  then we'll figure it out. That's all I mean when I say
• 3:23
  take responsibility, de escalate the situation, calm things down,
• 3:28
  tell the person that relax, don't worry.
• 3:31
  I need to understand what was going on.
• 3:32
  I'll take responsibility for this thing and we'll figure out
• 3:34
  the way out of this impasse. Now for those of you who are
• 3:38
  long time listeners of the podcast, you remember the
• 3:40
  situation where as a wedding photographer, because I started
• 3:44
  off in legal, I'm a former lawyer, now business consultant,
• 3:49
  but in between I've engaged in events, wedding photography,
• 3:54
  media production, documentaries, you know those sorts of things.
• 3:58
  So you remember the story I told you guys about the potential,
• 4:01
  sorry, not a potential. An actual client of mine who
• 4:04
  after the wedding, I wanted to use photos on Instagram and the
• 4:07
  wife said she didn't want the photos on Instagram.
• 4:09
  So I told her, oh, Noah, Allah should be was seen later on.
• 4:12
  No, we'll talk about it now. Later on, her husband called me
• 4:18
  up. Sorry, he didn't call me.
• 4:19
  He sent me messages threatening to call the military,
• 4:24
  threatening to call lawyers, you know, because the guy is a
• 4:27
  military guy and all of that. And I saw the message and you
• 4:31
  know, I could have thought, you know, who the hell are these?
• 4:33
  Who the hell are these people? I don't talk how much in me
• 4:37
  like, you know, I'm a lawyer, so I was somebody come and be
• 4:40
  talking trash like this, you know, towards me.
• 4:42
  But I've taken that route. But then what I did was I picked
• 4:44
  up the phone and then I called the guy.
• 4:48
  You're trying to have difficult conversations.
• 4:49
  We must always call the people that were having that were
• 4:53
  having Quanta with. We always have to call the
• 4:55
  people because he's counterproductive and it's
• 4:58
  really hard to have difficult conversations over WhatsApp or
• 5:02
  over e-mail or over text message.
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  So I called the guy, luckily we had good rapport before the
• 5:07
  wedding. I said, but what's going on now?
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  Why the vex like this? And then I told you now look
• 5:14
  guys, let's calm down. I understand there's a problem
• 5:16
  going on here, but let's be real with you.
• 5:19
  You know that me, I studied law. So if you want to engage lawyer,
• 5:23
  how much are you going to pay them on top?
• 5:24
  How much? So guy, calm down, let's figure
• 5:27
  out what's going on and let's solve the solution.
• 5:29
  That's it. That was me taking
• 5:31
  responsibility for taking responsibility for the situation
• 5:36
  at hand. And with the situation
• 5:39
  deescalated, he was able to talk freely.
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  And from his own point of view, he didn't appreciate the the the
• 5:44
  fact that I was trying to ride his wife, that his wife had told
• 5:47
  me this is what me I want. I mean, I was thinking that
• 5:49
  maybe because I'm older than her or bigger than her, because me
• 5:52
  and the guy were of a similar age.
• 5:55
  And then his bride, his wife at the time, the age difference
• 5:59
  between them was almost like 20 years.
• 6:01
  So she's a much younger bride. So when I told her, oh, no, I
• 6:05
  had no problem, we'll talk about it should be I'm coming to the
• 6:07
  house later on. She just thought that OK, oh,
• 6:10
  this guy is looking at me as I'm a small girl.
• 6:13
  So he now wants to just write me and do whatever.
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  So she quickly called her husband and I see it was a very
• 6:18
  straightforward, simple something.
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  And I told the guy that abrasive is like this.
• 6:22
  You guys should have just told me.
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  Now, that is not the kind of thing that I reached up to this
• 6:26
  kind of level. And then of course, I made the
• 6:29
  kind of proposal. We finished and then that was
• 6:30
  the whole thing. We caught the conversation but
• 6:34
  if the guy responded, oh I'll call military, I'll call my
• 6:38
  boys, I'll call lawyer myself. I responded back, who the hell
• 6:41
  are you? Something something wanting
• 6:43
  wanting it would have blown up unnecessarily.
• 6:47
  So from a sales perspective, take responsibility, be
• 6:50
  proactive, calm the situation down, figure out what the real
• 6:53
  problem is and then deal with it.
• 6:55
  Then yes, we must always use assertive language because
• 6:59
  you're professional and that is how people will treat you as a
• 7:02
  professional when you use assertive language.
• 7:05
  So first of all, I called the guy.
• 7:07
  You can say that that's assertive behavior.
• 7:09
  I didn't hide behind the keyboard and begin to type
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  anything. I called the guy then.
• 7:14
  So assertive language, assertive pose.
• 7:17
  Let's see what else? Because you're a professional
• 7:19
  and then also you're a human being who is worthy of respect.
• 7:23
  Now, there are some situations where for some of you, you know,
• 7:26
  you're not the owner of the business, so eventually you
• 7:28
  might have to communicate with your line manager or communicate
• 7:30
  with your organ, you know, So these things are essential.
• 7:33
  But just remember, we're always trying to calm the thing down,
• 7:35
  figure out the problem, come up with a counter proposal, and
• 7:40
  then later on we're going to follow through with the proposal
• 7:43
  just to, you know, just to be sure that the solution was
• 7:46
  satisfactory. Yeah, let me put it that way.
• 7:48
  You know that way. Bro, what's up?
• 7:49
  How are you doing concerning our last convo?
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  So you know, I said this and this and this and that.
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  So what do you think? Are you cool with this, You're
• 7:56
  OK with that? You know, that kind of thing.
• 7:58
  Then this is where we need some mastery as professional
• 8:02
  salespeople. After that, after the quarrel,
• 8:06
  we now try and get a referral. So you'll be wondering like, did
• 8:10
  I hear you correctly? Yes, you heard me correctly.
• 8:13
  After this kind of thing, we try and get referrals.
• 8:15
  We try and get introductions because these kinds of
• 8:18
  situations are usually occasions where we create super fans.
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  The superfan is just somebody who like the person values you
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  die, the person respects you die.
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  So now, especially in the Nigerian context, if you handle
• 8:32
  yourself well, you're cool and calm under fire, your composure
• 8:36
  never wavering, you understand people see you and they know
• 8:40
  that oh, he's the correct guy or he's the correct babe and they
• 8:44
  can confidently refer you to anybody because they know this
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  person is a consummate professional and will always
• 8:50
  handle the situation with poison, with dignity.
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  So when your customer, when your client insults you, this is how
• 8:58
  you handle yourself. Now in case though, some of you
• 9:01
  listening to the podcast right now who have been in situations
• 9:05
  that are different from this and you think the rules that I've
• 9:07
  given here, the guidelines that I've given here don't apply,
• 9:10
  that's not a problem. Just reach out to me, call me,
• 9:13
  send me a text message or a WhatsApp message on 08064662140.
• 9:21
  So yeah, reach out to me, let me know.
• 9:23
  Let's look at your own circumstance and then we can use
• 9:25
  that as a case study in a future podcast episode.
• 9:30
  So in the summary, this is how you handle the things when a
• 9:35
  client insults you. Now, the matter at hand, this
• 9:41
  guy that was provoking all over LinkedIn, let's look at whether
• 9:45
  the situation was even an example of a customer insulting
• 9:49
  him. And I've said it before and I'll
• 9:51
  say it again for those of you who think I'm making these
• 9:53
  things up. Too many of us Nigerian business
• 9:56
  people and sales professionals, we have gotten into the habit of
• 9:59
  any small quarrel with our clients.
• 10:01
  We won't be posting it on social media.
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  Why? It's making us look petty.
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  It's making us look like children.
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  It makes us look unprofessional one day, one day somehow,
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  somehow the professional client or somebody, sorry, the the
• 10:16
  former client or somebody who knows the person who will see it
• 10:18
  and it now makes you look like a child.
• 10:21
  So we should stop doing this thing.
• 10:22
  I don't know if other people, I don't know if Australians do
• 10:25
  this, Americans do this. If people in the UK do it, you
• 10:28
  know, it's just since I came back to Niger, I've been seeing
• 10:30
  this rubbish and it's, it's madding.
• 10:33
  How are you quarrel with your customer And now with a share
• 10:36
  screenshot, Screenshot. The guy didn't just write about
• 10:40
  it. The guy took actual screenshots
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  as I put you on on LinkedIn. So even if somebody insults you,
• 10:47
  no screenshots please. It's not professional and it's
• 10:50
  very, very petty. So this is what the guy wrote on
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  LinkedIn. So the guy said that a client
• 10:55
  insulted him because the client sent his friend's message.
• 11:00
  OK, how will I put it now? OK, let's just say that the guy
• 11:05
  that the guy that put up this message, let's say his name is
• 11:10
  Coley and let's say that the client's name is Favor.
• 11:14
  So what Coley said was that he finished a job for Favor and
• 11:17
  then Favor now told Coley that hey, one of my guys want to do
• 11:22
  business with you. So call the guy.
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  Then Coley, the fashion design, sorry, the designer now said no,
• 11:31
  I can't call the person that. You should tell the person to
• 11:35
  call me then Fevo. That's the clients now said bro,
• 11:40
  you get pride. Oh and then that's when Coolin
• 11:42
  started to vex that. What do you mean I have pride?
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  It is not pride. I know my worth and I'm
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  professional. In fact, to hell with this
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  thing. I'm not interested in the job.
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  Is that an insult? Let me repeat in case you didn't
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  get it. A client, sorry a fashion.
• 11:59
  A graphic designer did a job for a client.
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  The client was happy. I said call this my guy.
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  The graphic designer now said no, no, be me.
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  Suppose column now your guys suppose call me, then the
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  client. Now say guy, you get pride.
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  Oh, and then the graphic designer now vex.
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  I say pride, how I know my worth.
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  In fact, I'm no longer interested in this job.
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  That's our core. I begin then the guy begin the
• 12:28
  poster for social media. So is this actually an insult or
• 12:33
  is it a lack of clear thinking around 3 main things #1 how to
• 12:38
  get and how to handle referrals #2 how to decide if an
• 12:42
  opportunity is worth pursuing, and then #3 how to start
• 12:46
  conversations without assuming lower social status?
• 12:50
  Let me repeat, this is not an insult.
• 12:54
  It's just that the business owner, in this case the graphic
• 12:57
  designer, hasn't thought about 3 main things.
• 12:59
  Number 1, he hasn't thought about a policy for getting
• 13:02
  referrals and handling referrals #2 he hasn't come up with a
• 13:06
  framework for deciding who is worth talking to, who is worth
• 13:09
  pursuing, and then #3 he hasn't figured out how to start a
• 13:17
  conversation without assuming a lower social status.
• 13:20
  That's because in this part of the world, in Niger, we're
• 13:22
  always worried that if I'm the one who speaks first, I assume,
• 13:26
  you know, that means I have lost or I'm lower or something like
• 13:30
  that. It's something that people worry
• 13:31
  about too much in this part of the world.
• 13:34
  The fact that you're the one that talks first does not mean
• 13:37
  you have lower social status. And hopefully by the time we're
• 13:41
  done with this podcast episode, I should be able to give you
• 13:45
  ideas for how to handle these sorts of situations.
• 13:49
  So First off, what's a referral? That's for those of you who are
• 13:53
  listening to the podcast for the first time.
• 13:54
  A referral just means when people make introductions,
• 13:57
  that's all. So for the graphic designer now
• 14:00
  that designs something for the client and the clients say, oh
• 14:03
  this my guy, the guy like your work.
• 14:05
  So call the guy that is a referral because you're trying
• 14:09
  to make an introduction. Now the reasons why referrals
• 14:12
  are important is because it's a way of getting repeat business
• 14:16
  and it's a way of maximizing customer lifetime value.
• 14:19
  Customer lifetime value just means this, that every single
• 14:22
  time you meet someone and you do business with someone, the
• 14:24
  person is not just worth the money you collect now, but the
• 14:28
  person is worth the amount of money that you can potentially
• 14:31
  collect from the person over repeatedly over the future.
• 14:37
  So let me go back to the car example.
• 14:39
  I think that's one of the oldest examples I've given because for
• 14:44
  my first car, OK, my brother-in-law bought a car from
• 14:47
  someone in Lagos. My brother saw the car and liked
• 14:50
  it and so my brother bought the car.
• 14:53
  Then I saw those two cars and I liked it.
• 14:55
  Then me, I went to go and buy one car.
• 14:58
  Then Mumsy saw the three cars. Obviously I liked it, so she
• 15:01
  went to go and buy again. Now maximizing customer lifetime
• 15:04
  value means that when my brother-in-law, Patrick bought
• 15:07
  the car from MU, you are the car guy.
• 15:10
  What Patrick was worth was not. By the way, then cars were
• 15:13
  cheap. So we bought all those cars.
• 15:15
  We bought them roughly, you know, 1.5 maximum 2M.
• 15:19
  So if you're a sharp business person, you realize that this
• 15:26
  person you're talking to, Patrick, is not just worth 1.2.
• 15:29
  The person is worth referrals that he can bring and other cars
• 15:32
  that he will buy later on. Because Patrick also went to go
• 15:35
  and buy two more cars from who you are over the course of, you
• 15:38
  know, another like 5-6 years. So if you're a car dealer, the
• 15:43
  person who is standing in front of you is not just OK now cars
• 15:46
  are more expensive. Cars are now like secondhand is
• 15:49
  now like maybe like 1620 M. So the person you're talking to
• 15:54
  right now is not just worth 20M, the person is 20 M plus cars
• 16:00
  that he will come back and buy in the future if you do a good
• 16:03
  job, plus other people that he can refer to.
• 16:06
  So those are the things that we talk about when we talk when we
• 16:09
  mean maximizing customer lifetime value.
• 16:12
  So that's why referrals are important because it is
• 16:14
  referrals or introductions that unlock this key benefit, this
• 16:18
  big money, because trust me, this is where the good money is
• 16:21
  from. Remember what I said, Patrick
• 16:24
  bought a car from who you are 1.3 My brother saw the car and
• 16:29
  liked it and then bought 1.5 I saw the two cars and I liked it
• 16:34
  and I bought it. 1.3 Mumsy saw the three cars and liked it and
• 16:39
  she bought 2 point something. If you're smart you see that
• 16:44
  that is where the good money comes from.
• 16:46
  That is where the big money comes from.
• 16:48
  So I advise people we don't mess with this, we try and prime it
• 16:53
  well. If you have like 1020 Patricks
• 16:58
  in your business, your life will change.
• 17:00
  You hear me? If you have up to 10/15/20
• 17:05
  clients like a Patrick in your life, your business life will
• 17:09
  change. The goal is to see how many
• 17:11
  Patricks you can manufacture, not be going and be causing
• 17:15
  query with people up and down. Now how do you get referrals?
• 17:20
  The best way to get referrals is to ask how to be proactive.
• 17:25
  That is where you get the best results over time because not
• 17:27
  everybody gives referrals. So if you do business with 20
• 17:31
  people, you ask 20 of them for referrals.
• 17:33
  You know, if you're lucky, maybe 5 or 6, we give you referrals.
• 17:36
  You know, we're on our way. But the best way to get
• 17:39
  referrals is to ask. Now, for those of you who are
• 17:41
  not brave enough, you can rely on unsolicited referrals.
• 17:44
  Unsolicited referrals are situations where a customer
• 17:48
  reaches out without you asking and then they say, call this my
• 17:53
  guy. Now, here's one thing that all
• 17:55
  of you need to appreciate, especially in the Nigerian
• 17:57
  context. If anybody give you a referral
• 18:02
  in most cases here, it's a compliment in Niger, Understand.
• 18:06
  Now at first, a referral in Nigeria is a compliment except
• 18:10
  for situations where you know, you are dirt cheap and you know,
• 18:13
  things like that. Then in that case, a referral
• 18:15
  just means like, ah, I saw a massive deal, go and call this
• 18:19
  guy because it's a massive deal. But assuming you're not the
• 18:22
  cheapest in your industry and stuff like that, you try to be
• 18:24
  professional. If somebody says call this my
• 18:27
  guy, it's a compliment that I'm paying you.
• 18:30
  It's a compliment. It's not an insult.
• 18:35
  So what you should do now, if you have specific ways that you
• 18:41
  want people to interact with you in your business, you need to
• 18:44
  come up with a policy for how to handle referrals.
• 18:47
  But you need to discuss this thing with your business
• 18:49
  partner, with your wife, with your mom, see, with your POPSY,
• 18:51
  with your board of directors, with your whatever ahead of
• 18:54
  time. Then you also need to
• 18:56
  communicate these things to your clients who you seek to refer.
• 19:01
  You communicated to them in a very nice, respectful way.
• 19:04
  So in the present case study now this is how you could have
• 19:06
  solved the problem. First of all, pick up the phone.
• 19:08
  Instead of texting back and forth.
• 19:10
  Like I said, when you're trying to have difficult conversations,
• 19:13
  pick up the phone. The reason why we pick up the
• 19:15
  phone for difficult conversations is this.
• 19:18
  Whenever you are phone, phone to phone with somebody or you're
• 19:22
  face to face with somebody, it is the smoothest way to
• 19:24
  communicate because number one, it is short and fast and quick.
• 19:28
  If you guys are texting, you'll be texting back and forth for
• 19:31
  3-4 days and with each message you will are getting angrier and
• 19:34
  angrier. The situation is escalating.
• 19:36
  If you're face to face you, you know you will shout 10 minutes,
• 19:41
  everything will calm down. Then also you're able to
• 19:46
  communicate better phone to phone or face to face you're
• 19:50
  able to communicate new ones better and then stuff like that.
• 19:54
  Because sometimes somebody will type something you think is an
• 19:57
  insult meanwhile not being insult.
• 19:59
  The thing even happened to me, I think like 2-3 weeks ago I typed
• 20:03
  something to my wife. By the time I came to pick up in
• 20:06
  the evening, she was thoroughly vexed, seriously vexed.
• 20:09
  I said I beat what happened. She said, how you be giving me
• 20:11
  instruction as if I'm your secretary?
• 20:13
  I said. I said calm down.
• 20:15
  And then by the time we discussed, it was a very simple
• 20:17
  something. Meanwhile, from the text
• 20:20
  message, my wife saw it and she's like, what the hell am I
• 20:22
  this guy's secretary? So is it normal something even
• 20:26
  between husband and wife? You can see how complication can
• 20:28
  arise now, not to talk about clients who like you will just
• 20:33
  meet yourself for the first time.
• 20:36
  So through typing something that is not insult can look like
• 20:38
  insult. But if it's face to face or
• 20:41
  phone to phone, you'll be able to smooth over these things
• 20:44
  very, very easy because you can get more nuanced conversations.
• 20:50
  So what you guys should have done first of all is pick up the
• 20:53
  phone. That's the graphic designer.
• 20:56
  Then you should have told the client, say boss, thank you for
• 21:01
  the referral. I truly appreciate it.
• 21:03
  The reason why you say thank you for referrals is because in this
• 21:05
  part of the world, remember, the referral is a compliment.
• 21:08
  They're saying that you are the very guy.
• 21:10
  OK? Trust me, I've received a few.
• 21:13
  It's a good thing when somebody says, oh, Mr. Heidi, OK, I've
• 21:17
  heard a lot about you, so you are the guy.
• 21:19
  I can see why you came highly recommended.
• 21:22
  So it's a compliment. If you haven't received it yet,
• 21:25
  by the time you receive two or three, you understand what I'm
• 21:28
  saying. So first of all, you call the
• 21:30
  guy, you say bro, thanks for the referral.
• 21:34
  I really, really appreciate the next thing you communicate your
• 21:37
  policy Bros, I beg no vex sometimes then you don't say
• 21:40
  that Niger we did when sometimes in this kind of situation, if
• 21:47
  now you boss the person first, then we'll rate you.
• 21:51
  That's your concern and then I'll continue.
• 21:53
  I hope see you're going to be that kind of person.
• 21:56
  You understand you're communicating to the guy that
• 21:58
  look, this is my fear. I don't want to call somebody
• 22:00
  and then the person, now would you understand person, would
• 22:03
  they rape me as if I'd be houseboy or something.
• 22:07
  You tell him he's your client, he's your guy.
• 22:13
  Then you're now telling that boss Aberg Novak's next time
• 22:16
  I'll prefer it if your guy is the one that calls me.
• 22:20
  You communicate it simple. And then you end the
• 22:22
  conversation and say, boss, I really, really appreciate your
• 22:25
  patronage. In fact, this referral that you
• 22:27
  brought, I will do you well, any referral continue today.
• 22:30
  Bring our bring our call, bring our call, bring our call.
• 22:32
  I'm ready for you. You understand with that kind of
• 22:35
  attitude, you see how one simple phone call, 10 minutes you
• 22:38
  smooth over everything instead sending messages back and forth
• 22:42
  with a screenshot put on social media like what the hell is
• 22:45
  this? Why are we why are we messing
• 22:47
  with our money? This is Money we're messing
• 22:49
  with. Remember I said that if you have
• 22:54
  some people where they refer you 510, you will feel the
• 23:00
  difference in your bank account. You will feel it.
• 23:03
  I'm telling you, this is not an insult.
• 23:07
  This is not the kind of thing that should have blown up the
• 23:09
  way did on social and on social media.
• 23:11
  Of course, you know how social media is now.
• 23:12
  This is the kind of thing that are now trained.
• 23:16
  Eventually the client will see it and then what?
• 23:19
  You now start looking at the graphic designers and like or
• 23:22
  more day small boy. This guy is a child when he sees
• 23:28
  you think he's going to refer in the future anyway, So the oh,
• 23:34
  sorry, hold on. I need to turn off an alarm on
• 23:37
  my phone. OK, because I'm actually
• 23:41
  supposed to leave where I am and be someplace next because I'm
• 23:47
  actually on the move. OK, so let me wrap this up
• 23:50
  quickly now. So the final thing is this guy,
• 23:53
  the graphic designer, he also doesn't know how to determine if
• 23:56
  an opportunity is worth pursuing, if a person is worth
• 23:58
  pursuing. And this is how you do it.
• 24:00
  You do it through qualification and discovery.
• 24:04
  Qualification and discovery is the part of the business
• 24:07
  relationship or the part of the conversation between two people
• 24:11
  where you're trying to ask questions to figure out who is
• 24:13
  this person, what do they want? What is this business
• 24:16
  opportunity about? Is it worth my time or not?
• 24:19
  We all need to have a process for qualification and discovery
• 24:21
  in your business. If you've never heard about this
• 24:23
  before, call me, send me a text message or a WhatsApp message on
• 24:27
  08064662140. So we need to have a process for
• 24:38
  qualification and discovery. And it's very about the noise in
• 24:41
  the background, you know, like I said, I'm in a public place, so
• 24:43
  people are walking by, you know. So where was I?
• 24:48
  So who starts the conversation is not really important.
• 24:50
  What is important is how professional and how thorough
• 24:53
  the conversation is handled. So you are the 1.
• 24:56
  You could be the second person. I mean, how I put it, you can be
• 24:58
  the one that starts the conversation.
• 25:01
  But even if you handle the conversation very well, you're
• 25:03
  very professional, very thorough.
• 25:05
  People look at you and they will rate you.
• 25:08
  I call up people all the time. You say call my guy, no problem.
• 25:11
  I'll call the guy. And by the time people are done
• 25:14
  with our conversation, they reach me because I'm a consumer
• 25:19
  professional. I know what it is I'm doing.
• 25:22
  So it doesn't matter if I'm the first person to initiate the
• 25:25
  call. So we should stop being afraid.
• 25:30
  Now, what you need to have in your business is you need to
• 25:32
  have a qualification and discovery framework or a script
• 25:35
  or a guideline. And that's the problem with the
• 25:37
  guy on LinkedIn. He doesn't have a guideline.
• 25:39
  He doesn't have principles to guide how he's going to reach
• 25:41
  out to people. Now, the reason why
• 25:46
  qualification and discovery is important, having conversations
• 25:49
  with the person to try and figure out who this person is,
• 25:54
  what they want, how big is the problem?
• 25:58
  Is this problem worth investing time or money in?
• 26:01
  If you don't have a framework for doing qualification and
• 26:04
  discovery, what will happen is you end up saying no to people
• 26:08
  like down with. By the way, when I say down
• 26:11
  with, I'm just being hyperbolic here.
• 26:13
  You can end up saying no to somebody like down with or any
• 26:16
  other valuable client or any other choice client because you
• 26:19
  never even had a conversation with the person in the 1st
• 26:21
  place. You tell the person, I know I'm
• 26:24
  not going to call. I'm too big for that.
• 26:25
  Tell the person to call me. Meanwhile, you don't know that
• 26:27
  it's not going to on the other end of the line.
• 26:29
  You don't know that it's billions that is running after
• 26:31
  you, but you want to be proud. You say no, I won't call first.
• 26:35
  Tell the other person to call me.
• 26:38
  So this is the reason why for me, I pursue every single
• 26:40
  opportunity. I really don't know who's on the
• 26:42
  other end of the line. I will call.
• 26:45
  I run everybody through qualification and discovery
• 26:48
  processes because I'm trying to figure out who's this person,
• 26:51
  What is the business opportunity?
• 26:52
  Is it worth my time? If I call the person and I find
• 26:56
  out that this is a serious opportunity, Good.
• 26:58
  I'll pursue this person. I'll pursue it well because I'm
• 27:01
  looking for creepsy money. I need money.
• 27:06
  If the person is a worker pass, I will ignore the person.
• 27:09
  It happens. You can't be in business and not
• 27:12
  be calling worker pass every now and then.
• 27:14
  It happens. Now for those of us who are
• 27:16
  married, think about it now, will you say you toasted 1 babe
• 27:20
  or if you're a girl, that one boy toasted you and he didn't
• 27:23
  turn out to be a time waster, He didn't turn out to be a Walker
• 27:25
  pass, He didn't turn out to be a destiny destroyer.
• 27:28
  It's normal. What you just do is you chalk it
• 27:31
  up to the game, like OK, this is how these kind of people are and
• 27:34
  then you don't do business with them again.
• 27:36
  That's all. So if it's a serious person, I
• 27:39
  will call. If it's a serious person, I'll
• 27:41
  pursue. If it's Walker pass, I will
• 27:43
  ignore. If the person is just curious,
• 27:45
  I'll put them into my relationship building and
• 27:47
  nurturing scheme. You need to have one.
• 27:50
  Relationship building and nurturing just means you put
• 27:52
  them somewhere either in your WhatsApp blast or your e-mail
• 27:56
  blast or you know, you call them once in a while.
• 27:58
  Their whole idea with relationship building,
• 28:00
  relationship nurturing is that people should be seeing your
• 28:02
  face from time to time. So that's just the goal.
• 28:07
  Every once in a while, they suppose they see you, we'll see
• 28:12
  your updates, we'll see your profile.
• 28:14
  The good to see your missed call, the good to see your
• 28:16
  message. You know, you understand because
• 28:18
  there's some people who are just curious now, but later on they
• 28:20
  can become mature business opportunities later on.
• 28:25
  So that is also one thing that this guy had missing in his
• 28:28
  business. He probably doesn't have a good
• 28:30
  qualification process, qualification and discovery
• 28:33
  process. And it's something that he
• 28:34
  should have. But honestly speaking, this is
• 28:37
  not something that should have been considered an insult.
• 28:40
  And please, whether you agree with my methods or not, please
• 28:43
  stop this Nigerian thing of any small quarrel.
• 28:46
  Would you just be posting and sharing this thing on social
• 28:48
  media? The goal here is to make money
• 28:52
  all right. The goal is not a trend and the
• 28:53
  goal is not to be to to vindicate ourselves and to feel
• 28:57
  emotionally superior. The goal is to make money a big
• 29:00
  is to make money, to make money nicely, to make money quietly,
• 29:04
  to make money smoothly, to make money easy.
• 29:07
  So therefore, those of us who have children who acquire
• 29:09
  something substantial so that when our time is up can leave
• 29:13
  something nice for the people behind, right?
• 29:17
  OK, so let me leave it like that.
• 29:19
  Now, if you have some ideas that you've heard here, you're
• 29:22
  hearing it for the first time, You've never heard of
• 29:23
  qualification and discovery. You don't have a framework for
• 29:26
  how to get referrals. Let's see what else.
• 29:30
  And then you don't know how to handle some customer service
• 29:32
  issues. Then reach out to me, call me,
• 29:34
  send me a text message or WhatsApp message on 0806466
• 29:38
  2140. Let's have a chat.
• 29:41
  Let's see if I can help you grow your business and overcome some
• 29:44
  of these challenges. Some of you are hearing me and
• 29:47
  you'll be saying that man, this *** sounds like it's expensive.
• 29:51
  Well, I think I'm fairly priced, but if you think I'm expensive,
• 29:53
  that's not a problem. I'm OK with giving free coaching
• 29:56
  and free consulting. So what you do is when you call
• 29:59
  me, you send me a text message or a WhatsApp message on
• 30:02
  08064662140. Just tell me that you're looking
• 30:07
  for free coaching, free consulting.
• 30:09
  It's not a problem. I will answer your question, but
• 30:12
  I will answer one question only. If we need to go any deeper,
• 30:15
  then we'll have to book a proper consulting session.
• 30:18
  The hourly sessions available daily sessions, weekly sessions,
• 30:23
  monthly sessions or quarterly sessions.
• 30:26
  For most people that I deal with, I rarely have to do a
• 30:28
  quarterly thing because so far I think it's just two clients that
• 30:32
  we've had quarterly sessions for.
• 30:33
  But bottom line, what I'm trying to say is don't be afraid if I
• 30:39
  sound expensive, Yeah, don't worry, don't be afraid.
• 30:41
  Just reach out. I'll answer one question.
• 30:44
  I had to make sure I deliver value to everybody who comes
• 30:46
  across my path. So thank you very much for your
• 30:48
  time and attention. I really appreciate you
• 30:50
  listening to the podcast. And be sure to share the podcast
• 30:53
  with other people who might get value from it as well.
• 30:56
  So thanks for your time and attention.
• 30:58
  Let me run because I'm late for a meeting.
• 31:00
  I'll catch you guys some other time.