Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Get Seen, Get Liked, Get the Deal: The Ultimate Sales Roadmap

Transcript

Get Seen, Get Liked, Get the Deal: The Ultimate Sales Roadmap · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Taking today's episode from my
0:05
living room. So expect to hear some noise in
0:07
the background because my neighbor seems to be pounding
0:09
yam. Either that or he's smashing
0:12
somebody's head against the wall.
0:13
So either way, you're going to hear some noise.
0:15
Now, the goal of this show is free business education.
0:18
I'm not here to tell you about my neighbors.
0:20
So if you want to learn about sales and marketing and all
0:22
things business, then you're in the right place.
0:24
Just do me a favour. When you're done, please share,
0:27
promote and talk about the show so that your friends and family
0:29
members in Nigeria and abroad can benefit from the questions
0:33
that we tackle. They can do that by subscribing
0:36
on Spotify, YouTube, Apple, any player of their choice and you
0:40
in particular. If you have any sales and
0:42
marketing questions, bring them to me.
0:44
You can call, you can SMS, you can WhatsApp on 08064662140.
0:52
Now today on the show, I would like us to look at the sales
0:54
success formula. Now for those of you who've been
0:57
listening to the show for a while, you know that I would
1:00
never come up with any name that is not grandiose, but I was
1:05
invited to speak at an online event and you know, that was a
1:09
topic. So, you know, since they already
1:12
decided on everything, you know, printed flyer design, banner
1:16
design, every, every I say, man, there's no need.
1:18
Let me just go ahead and use their topic, the sales success
1:22
formula. But just so you know, you know,
1:24
I would never call any. I'll never come up with such a
1:27
name, you know, that grandiose, you know, because I don't
1:31
believe in any universal what's that thing called?
1:35
You know, there's no universal silver bullet, you know, the
1:39
principle to end all principles, the tactic to end all tactics,
1:42
the this to do this. You know, that's that's too big.
1:46
But anyway, so I was wanted to speak at that event and I just
1:49
want to share some of the stuff that I discussed with the
1:53
convener and with the other people over here on the show.
1:56
So that's what we're going to tackle Now before we do that,
2:00
the usual shout outs. So shout out to Elizabeth David
2:04
who reached out to me on LinkedIn so you guys can see
2:08
that when I say reach out, send me messages, actually do
2:10
respond, even if it takes me a few hours, you know, eventually
2:14
I get to everyone. So Elizabeth David reached out
2:17
on LinkedIn, you know, we're chatting back and forth on a few
2:19
things. She's a visual.
2:22
What did she say again? Visual brand identity consultant
2:26
or something like that anyway. And also Timothy, Caleb Obioma,
2:33
Jimothy Caleb Obioma, he's one of those boys that are making
2:36
millions and millions of naira in in pH because I hear that
2:40
business is doing well in pH. So I've been thinking of
2:43
relocating. Let me leave Abuja and let me go
2:44
to Port Arqua where all the money is.
2:46
You know, that's what I've been hearing.
2:47
So those of you who are pH boys and girls, if it's true that the
2:50
money is flowing there, please let me know so I can relocate.
2:54
Then Jim is a Calla Bobioma, he is with Trend Quest Media and
3:01
that's his own company. And then he reached out to me on
3:04
WhatsApp, you know, so correct guy, you know, we're just
3:06
exchanging a few messages. So that's shout out to you guys
3:10
now, just in case there's someone who's reached out and
3:12
you haven't heard me shouting you out, you know, apologies,
3:15
these things happen. You know, some messages fall
3:17
through the cracks. All you have to do is just, you
3:20
know, from our chat, just send another message, you know,
3:22
remind me because I'd love to shout out every single person
3:25
who reaches out to say hello to offer me support.
3:30
If nothing else, I want people to know that you've reached out
3:33
and this is what you do. And if there's anything you want
3:36
me to share about your business, let me know so I can put it up
3:39
here so that people can also find about you and your business
3:42
as well. So those are the shout outs.
3:45
Now let's get straight to the sales success formula.
3:50
And like I said, I will never name anything that grandiose
3:52
because there is no formula that you know.
3:55
Once you take that formula and apply, it will solve all your
3:58
problems. But anyway, let's head straight
4:01
into it. So there was some prelim
4:03
discussion and you know, set sales success formula and of
4:08
course the event is attended by people in different realms of
4:12
business. So I mean, you have me who is in
4:15
sales and business development. I started off as a wedding
4:17
photographer. I've done some small export and
4:21
then my academic background and my first professional stint was
4:27
in law and then in civil service.
4:29
So that's me, the person who's convening this thing is in real
4:32
estate. So I mean, you can see that
4:34
sharp people from different walks of life.
4:36
But I wanted everybody to know one thing that no matter where
4:39
you're coming from, whether it's real estate or law or export or
4:44
whatever, all of us were in sales should be the event is
4:48
called sales success Formula. So everybody is in sales because
4:53
the purpose of a business, the main, the main, the main thing
4:57
of a business is to create a customer.
4:59
That's according to Professor Peter Drucker, American business
5:06
consultant and academic. Yeah.
5:09
So Peter Drucker says that basically businesses have two
5:12
functions, marketing and sorry, business has one function that
5:16
is to create a customer. And the reason why he says so
5:19
and the reason why I agree is because if a business does not
5:21
create a customer, all those other benefits that you're
5:24
looking for in a business will not accrue to you.
5:27
So there are some of you like me who want to be in business so we
5:31
can make some cream money like creamy Muller, like correct
5:35
money. That's why people like me are
5:37
involved in business because I want nice things.
5:40
Like I was telling my mum, see earlier on today I told her,
5:42
look, mum, see, I'm tired. I want to have a house manager.
5:46
She said house manager. What is that?
5:47
And I say house manager now, like, you know, somebody that
5:51
makes sure that the house is clean, that, you know, food has
5:56
been cooked, everything is done, my schedule is properly managed.
6:01
What else? That somebody kind of just
6:03
maintains everything. And, you know, my mom can't ask
6:06
me questions, asking me questions, ask me questions.
6:09
And then she said, young man, you're not serious.
6:12
I'm like, I'm not serious. How like I just want to wake up
6:14
and I want somebody to do everything for me.
6:18
The only thing I want to do is I just want to wake up, have a
6:20
bath, the food is ready and then straight I roll into whatever it
6:24
is that I have to do for the day.
6:25
So for me, that's the kind of life I want to live.
6:28
I want to have a house manager. My mom thinks that's ridiculous
6:31
because as far as my mom is concerned, like you're healthy,
6:35
you know, so what's the problem? You can take care of your own
6:38
crap if you want, get APA. But sharp, you're alive, so
6:42
what's the problem anyway? So that's some of us who has
6:46
reason why we're in business. Want correct money, creamy money
6:50
like good money like I want to travel whenever I want to travel
6:54
money like I'm tired of Napa and how to say Napa if you buy solar
6:59
panels everywhere, that kind of money.
7:02
So if you do not create a customer, you will not get that
7:07
kind of bastard money that you're looking for.
7:10
So the sole purpose of a business is to create a
7:12
customer. Some of you are in business for
7:14
social impact. You want to improve the
7:16
community, you want to improve the environment, you want to
7:19
leave a legacy, you want to do this, you want to do that.
7:22
Peter Rocker is saying that if you don't create a customer,
7:25
there will be no legacy, no environmental impact, no social
7:30
impact, no nothing. So even though when we went to
7:34
primary school, they told us that the main reasons why people
7:36
go into business is to either make money, societal impact,
7:39
personal fulfilment, blah blah, blah.
7:41
The truth of the matter is if you do not create a customer
7:44
first for that business, you will not get money.
7:47
You will not get social, sorry, social impact, personal
7:51
influence, whatever it is that you're looking for.
7:54
So every single business person, you listening to this podcast
7:59
right now, I don't care what you call yourself, you are in sales.
8:04
You are a sales person because your first purpose, your primary
8:09
purpose is to create a customer. You will not create a customer
8:13
without realizing and without accepting that.
8:16
OK, yes, I call myself visual brand Identity specialist, but
8:22
actually I'm in sales. If you don't like sales, then
8:25
just substitute sales and say you're in marketing, but I'm in
8:28
marketing. So Peter Docker says that the
8:32
primary, primary purpose of a business is to create a
8:37
customer. And you create customers by
8:39
doing 2 business functions. Number one, marketing and then
8:42
#2 innovation. Marketing is the business
8:45
function that tells the whole world, I am here, I exist, this
8:49
is me, this is what my product or service can do.
8:52
This is why you need me. All that is marketing.
8:54
The second business function is innovation.
8:56
Innovation is the process where you innovate on the product or
8:59
the service. So for those of us who started
9:01
off as wedding photographers, innovation is my photograph, my
9:05
style is correct, but sure, I want to make sure that my
9:07
editing is on point. I'm constantly evolving, you
9:10
know, things like that. So that is innovation on the
9:13
product. Then you also innovate on
9:15
service delivery. You know, I'm answering my phone
9:18
calls on time. What is turn around time?
9:21
What do the deliverables look like?
9:23
You know, things like that. So those are the business
9:26
functions. You innovate either on product
9:28
or innovate on service delivery. Now, I know that the whole world
9:32
already likes to talk about innovating on the product, how
9:34
can you make your product better or innovating on product and
9:38
sorry, innovating on service delivery, you know, how can we
9:42
improve customer service, you know, all those sorts of things.
9:44
So that's why I typically don't talk about these sorts of
9:46
things. So but you can see now that no
9:48
matter the business you're involved in, what you're
9:50
supposed to be doing is becoming very clear.
9:52
Marketing number one. Number two, sorry, 1 moment.
9:59
OK, sorry about that. Someone was at my door.
10:02
To be honest, I can't remember where I was, but I think I've
10:04
exhausted our whole sales thing because remember sales success
10:07
formula. So #1 everybody realize, wake
10:11
up, be honest with yourself. Stop being afraid you're in
10:14
sales if you don't like the term sales and say you're in
10:17
marketing. But we can't keep running away
10:19
from this thing. You know, we're not kids anymore
10:22
or I don't want to be in sales. I don't want to be sales.
10:24
I don't want to be this, I don't want to be that.
10:25
Look, it's not about you. You're in business now.
10:28
You don't have a choice. Just wake up.
10:30
You're already here. So you're in sales or in
10:33
marketing. The next is success.
10:36
So how do you define success? Well, you know, it's one of
10:39
those terms, but anyway, your own opinion, let me try.
10:43
And I believe that there's an objective definition of success,
10:46
but let me know go into that here because some of you were
10:48
with me. But so long as you have some
10:51
sort of fulfillment, some sort of purpose, some sort of
10:54
well-being, then lots of people would like to say you're
10:57
successful. But unfortunately, if you are
11:02
not able to achieve revenue or if you're not able to
11:06
successfully execute on the initiatives and the drives that
11:10
you're putting through in your personal life and your business
11:12
life, you won't feel like a success.
11:14
So either way, the skills that we're talking about when it
11:17
comes to sales and marketing are really important because that's
11:20
precisely what we do when we own up that we're in sales and we're
11:23
in marketing. We have revenue goals, we have
11:27
initiatives, we have agendas, we have drives.
11:30
We are trying to fulfill them. And that is the whole point of
11:32
being in sales. This is the goal.
11:35
Who do I have to talk to to advance this thing to the next
11:38
step and get it to the ultimate goal?
11:41
So that's it. So in other words, you want to
11:43
be successful, you better make sure that you're achieving the
11:46
goals of your business or else you are not going to be, you're
11:50
not going to feel successful because our emotional well-being
11:56
is tied into the progress that we make personally and the
11:59
progress that we make professionally.
12:02
So that's the success bit. Now the formula angle.
12:07
Can we say indeed that there is a formula?
12:09
Yes, there is a formula. It's just that there's no silver
12:13
bullet. There's no one formula that will
12:15
fix everything. But yes, there is a formula.
12:17
And yes, selling, marketing, whatever it is you want to call
12:21
it, is formulaic. Whenever you're dealing with
12:24
businesses, whenever you're dealing with people, whenever
12:28
you're dealing with markets, you are dealing with systems.
12:32
Let me repeat. When you're dealing with
12:34
business businesses, when you're dealing with people, when you're
12:37
dealing with markets, you are dealing with systems.
12:40
A system is when you have different elements, all of them
12:44
are interconnected, but they work together as a whole because
12:48
they have one single purpose. So as a business person, you
12:52
know, you're the CEO or the founder or the whoever.
12:56
You have a secretary in the office.
12:57
You have two or three sales people.
12:58
I mean, what all of you doing there?
13:00
You're different parts, you're interconnected, working together
13:03
as a whole to achieve a singular purpose whenever you're dealing
13:06
with people, whether you like it or not.
13:08
Let's say you're trying to sell something into my own household.
13:11
Me and my wife, who are we? We're interconnected, working
13:14
together as a whole because we have a singular purpose for the
13:17
family. So whether you're trying to sell
13:19
us fridge or gas cooker or car or TV or diapers, OK, no, we
13:25
don't need diapers anymore. But you catch my drift.
13:28
You're dealing with interconnected people working
13:30
together as a whole to try and achieve A singular purpose.
13:34
It's the same thing with markets.
13:36
Buyers and sellers and different stakeholders converge, whether
13:41
in a physical location like your neighborhood market or whether
13:43
online. It is different people
13:45
interconnected, working together as a whole, all of them trying
13:49
to achieve a singular purpose. Now when you have systems like
13:56
this, definitely things are going to be formed Lake, because
14:03
things work together in a predictable pattern, in
14:06
predictable ratios. And that's the reason why I can
14:08
go to the doctor and say, look, doctor, my left leg is hurting,
14:11
my right ear is hurting and my back teeth are falling out.
14:17
And he can say, oh, OK, this is the problem.
14:19
You have cancer of the thyroid. The reason why he can do that is
14:22
because it's a system working together as a whole.
14:24
So if this is not working, that is not working.
14:27
And they're supposed to be working in this, in this ratio,
14:30
in this way and in that way, OK, these are the possible problems.
14:33
So it's also the same, the same thing when it comes to sales and
14:36
when it comes to marketing. Now people have come up with
14:40
different formulas over time, but the most popular one, at
14:46
least in this part of the world. So the reason why I keep
14:48
referring to it, not because it's the best, but because I
14:51
think lots of people in Nigeria know it.
14:52
So I keep referring to it. So one popular system that
14:55
everybody knows is KLT, that is know, like and trust.
14:59
I repeat, the formula that everybody talks about is KLT,
15:03
no, like and trust. There's another one, Aida,
15:07
Attention, interest, decision, and sorry, attention, interest,
15:12
desire and then action. Yeah.
15:15
So I think that's the one that I learned in business studies back
15:18
when I was in GSS like Naka and GSS 2, GSS 3IN CKC in Wapala.
15:24
But since then, it looks like most people know KLT, know like
15:28
and trust. Now, the idea behind KLT is
15:30
this, people have to know you first, first before they can do
15:34
business with you. They have to like you second of
15:37
all, because who does business with people that they hate?
15:40
I mean, there are times you can do business with someone that
15:41
you hate. Like one time, one of my
15:43
relatives, we need to see one cardiologist and they say this
15:46
cardiologist is the best in town, the best in hija,
15:49
graduated first class. You know this.
15:52
I went there and to be honest, the man was an absolute idiot.
15:55
Guy has no bedside manner. The guy's rude, he doesn't
15:58
answer questions. But how for do now they say he's
16:01
the best cardiologist in the country.
16:02
So, you know, we want our family member to survive.
16:06
So we just stood down. We still acted, but now we give
16:10
thanks to God and my family member is alive.
16:12
We have looked for another cardiologist like we are, We
16:15
have gone past the, the, the stage of, you know, we're afraid
16:19
and we have no hope. We're now alive.
16:21
And so for maintenance work, we've gone to another
16:22
cardiologist. So there are situations where
16:26
you will deal with somebody even though you think the person is a
16:29
bastard because you have no hope or you have no, you know,
16:32
because you're afraid or whatever.
16:35
But if you remove those emergency systems, nobody is
16:38
doing business with another person unless you like the
16:40
person or at least you're comfortable with the person.
16:43
Then finally, people have to trust you to do business with
16:46
you. Either they trust you even if
16:48
they don't trust you, they need to trust your product, they need
16:51
to trust your proposal, they need to trust your value
16:52
proposition, they need to trust something Sha before buying.
16:56
So in Nigeria, in this part of the world, this is what we have
16:59
commonly accepted as business wisdom.
17:02
KLT people have to know you, they have to like you.
17:07
They have to trust you or trust your product or trust your
17:10
unique value proposition, trust the proposal that you have on
17:12
the table before they do business with you, before they
17:17
buy. So that's how I broke down the
17:19
wholesale success thing. Sales, all of us were in sales
17:21
whether you like it or not. If you don't like sales, say
17:24
you're in marketing, then we need still need to master the
17:29
sales and the marketing game so that we can be successful.
17:32
We can run away from that. And yes, there's a formula.
17:36
The reason why I like to stress this whole formula thing is too
17:38
many people are freestyling. Will you stop trying to
17:41
freestyle when you go and see the doctor?
17:43
Does the doctor say let me freestyle and figure out what's
17:45
the problem? The doctor knows that he's
17:47
dealing with the system, so he will follow his training, he
17:50
will follow his professional judgement and he will go through
17:52
the system and diagnose what is going on.
17:56
That is the reason why the doctor will say give us blood
17:58
sample, give us stool sample, give us urine sample.
18:01
You know, when last did you, you know, blah, blah, blah.
18:05
Because he's looking at the system, he's doing these
18:08
analysis, he's asking question. Oh, sorry.
18:12
She because you know, lots of women are doctors too.
18:14
You know, she's trying to figure out what it is that is going on.
18:17
She's running through the system trying to see what's broken
18:19
before she makes a proposal to say that OK, you know what, we
18:22
need to amputate your left leg and then the problem will stop.
18:27
So now what is the sales success formula?
18:30
If we're going to look at this poll, if we're going to look at
18:33
it from this angle of know, like and trust, Oh, by the way, let
18:36
me 3 and one element which is close because lots of Nigerians
18:40
as well, we mess up. We don't know how to close.
18:42
Closing is just getting somebody to take action on this
18:46
particular thing that we are talking about.
18:49
Lots of us are good at the know, like and trust part.
18:51
They know us, they like us, correct relationship, we're
18:54
flowing, we're all good, everybody's happy.
18:57
And then you just slide over the proposal and then the person is
18:59
like, oh, thank you very much. It was a pleasure talking to
19:02
you. I'll be in touch.
19:04
And then you shake their hand. So look forward to hearing from
19:07
you. And then the person stands up
19:08
and then goes and then you call them next week and they don't
19:10
answer. And then in two weeks you're
19:12
like, this person is ghost to me.
19:13
I thought we had a good relationship.
19:16
Yeah, you had a good relationship, but you didn't
19:18
know how to close, how to make the person take action on the
19:22
proposal, on the initiative, on the agenda, on the whatever it
19:25
is that you are working on. And so because of that, the
19:27
person stood up and said, oh, thank you very much.
19:29
It's been fun. You know, let's hang out.
19:32
Let me get back to you. Let me think about it, Let me
19:34
get back to you. So that's where a lot of us fall
19:35
short. Nigerians are very good at the
19:37
no part, the like part and the trust part.
19:40
We have problems with the close part.
19:41
Now let's go back to the sales success formula.
19:44
So First off, you guys remembered that I started off by
19:48
saying all of us were in sales. If you don't like sales, call it
19:51
marketing. So let's just call it the
19:53
marketing function. Now for people to know us, that
19:58
is precisely where the marketing function comes in.
20:01
Because remember how I define marketing?
20:03
Marketing is letting the whole world know I am here, I exist.
20:07
If you guys do not know that I exist, there is no way that you
20:11
will know that there is somebody called Tavishma that you should
20:13
be looking at, looking for on LinkedIn, on YouTube or this is
20:17
his phone number. Let me call him.
20:18
Let me see if he can solve some of my problems.
20:20
You guys need to know that I exist first of all.
20:22
So that's the marketing problem. You have to be doing something
20:25
as well to cure the marketing problem.
20:28
People have to know you first, right?
20:32
So from marketing, now there are different ways of breaking it
20:35
down, but let me just use the way that most modern people talk
20:38
about it nowadays. People talk about inbound
20:40
marketing and they talk about outbound marketing, outbound
20:42
motions, outbound, whatever. But this is just what it means.
20:46
Inbound means you're doing things to get people to chase
20:50
you. You want to sit down at the
20:52
comfort of your house in the chill AC, in your office, in
20:56
your wherever, and then people are sending you messages,
21:01
knocking on your office door or whatever.
21:04
But people are chasing you. That is inbound when you do
21:08
things to get people to chase you.
21:10
Outbound is when you do things and start running after people.
21:17
Some people ask me which one is best and I'm like, look, this
21:19
one is no matter of best or or not because it depends on the
21:25
context. But for most people, you should
21:27
be doing both. You should be doing something
21:29
that will get people to chase you, to pursue you.
21:32
And then you also should be doing things where you do pursue
21:35
people, you know. So any situation you even out,
21:39
you're trying to attract people, you're trying to chase them.
21:41
That's how it works for most businesses.
21:45
So traditionally now when you're doing inbound things for people
21:51
to chase you, the traditional offline stuff is you're trying
21:54
to do word of mouth. The idea is if you do a good job
21:57
and people are happy and you're able to get referrals.
22:01
In fact, what is the referral? What people calling you up,
22:04
sending you a message, coming to see you because somebody said
22:07
you did a good job in hooking up.
22:08
So can you do the same thing for me?
22:10
You can see that that is inbound.
22:12
You're chilling in the office under the cool AC.
22:15
Then somebody knocks on the door.
22:16
Bam, bam, bam. You tell your secretary, go and
22:19
open the door. The secretary opens the door and
22:21
oh, it's Alhaji. So, so, so that last project
22:23
that you did for senator, this and this and this and this and
22:26
that and that, and then the conversation starts that is
22:28
inbound. You are sitting in your office,
22:30
somebody came in, that is why The thing is called inbound.
22:33
Or you're holding your phone and then you hear ping, you open
22:36
your SMS, you open your WhatsApp, you open your
22:39
Instagram app, somebody's sending you a message.
22:42
Are you available for social? And so did how much do you cost?
22:45
Can you solve this problem that is inbound?
22:48
You're minding your business, things are coming in to you,
22:51
Then let's see what else. OK, giving out things like
22:56
brochures, pamphlets, yes, you're doing something, but it's
22:59
also a way of generating inbound traffic or generating leads
23:03
because if people see your brochures, your pamphlets, they
23:05
like what they see. You know they're going to call
23:08
out to you. Then there's also workshop and
23:11
seminars. This is also traditional old
23:13
school stuff, like people in the financial space, they do that a
23:16
lot. So you have a seminar on
23:18
retirement and you talk about retirement benefits, planning
23:22
for your retirement, blah, blah, blah.
23:23
And then before you wrap up the seminar and say, oh, by the way,
23:26
I'm going to work with social insurance.
23:28
And you see all these problems that we talked about.
23:30
We have financial products that actually solve for all of these
23:33
sorts of things. So if you're interested, by the
23:35
time we're done, come to the back of the hall.
23:37
You see me there and you will see my colleagues, The handsome
23:41
gentleman over there, his name is Chukudi.
23:43
The other lady there, her name is Chinasa.
23:45
So you speak to me, to Chukudi or to Chinasa and we should be
23:48
able to show you how our bank, our advisory firm, whatever,
23:54
whatever can help you solve all your retirement needs.
23:57
So you can see that that is inbound.
23:58
Yes, you've gone on stage, but The thing is, hopefully if you
24:01
did a good job, you should just be standing at the back of the
24:03
stage and people should come to meet you to say, OK, Chinasa,
24:07
Nothing like sorry, Madam Chinasa, nothing that you said
24:10
about this and this and this and this.
24:12
If we do this, how much will my children get?
24:14
How much will I get as living benefits, you know, blah, blah,
24:17
blah, all those sorts of things. Then let's see what else.
24:24
OK, I said workshop or six seminar.
24:27
I had then location storefront design like that.
24:30
My former client, the one who has a shop in Benin for his
24:34
gadget store. I mean, the the design is on
24:37
point. The first time you sent me
24:39
pictures, I'm like, is it been a city?
24:41
I mean, the thing looked like was made in the UK, correct?
24:44
Like real nice design that's also a part of inbound because
24:47
if your thing looks the bomb, if it looks like off the shelf, if
24:50
it looks like, I mean like it's solid that people just have to,
24:55
if nothing else, like which business is this?
24:58
Let me go and see what they're doing inside here, if nothing
25:01
else. So that's also a way that people
25:03
traditionally do inbound. Now, of course, you already know
25:07
about what people do, how people try and get her inbound in a
25:12
modern sense, you know, by doing content marketing like this
25:15
podcast. This is content marketing.
25:17
People try and do proactive social media engagement.
25:20
You know, you're commenting on people's posts.
25:21
People see that, OK, you're correct, guy, you know what
25:23
you're saying, you're correct, babe.
25:25
And maybe they click on your profile, they say, OK, this is
25:27
what she does. Then they send you Adm.
25:29
How much are you free? Are you available for this date?
25:31
Can you also cover this then SEO on the website that is a search
25:37
engine optimization. Search engine optimization just
25:40
means are people finding me online and for now that means
25:44
are people finding me on Google. But please do not forget, I have
25:48
been saying it on the podcast that because of the changing
25:51
nature of the world, SEO is also going to mean are people finding
25:55
me on AI? Because if somebody searches on
26:00
ChatGPT or searches on Google Gemini, it's not going to be
26:03
like Google where a web page will come up and then on page
26:06
one, there are you know 12 or 15 alternatives.
26:10
When somebody searches on Gemini and they say give me the best
26:16
photographer in Abuja, Char GPT is going to give one answer.
26:21
We want to make sure that the answer Char GPT gives is us.
26:26
If you go and type in best Amala joint in Abuja, Gemini is going
26:31
to give one answer, OK, well a bunch of answers, maybe 3 or 4.
26:34
We want to be sure that we are the ones that Gemini that
26:37
copilot, that char GBT is going to recommend.
26:40
So SEO, since SEO means how people finding me online, SEO
26:45
has to now evolve beyond Google. Now some of you has asked me
26:49
before, you know, what's the way forward?
26:51
You know, I don't know, I'm not an SEO specialist.
26:54
So I don't know how we're going to tackle the AI game has been
27:00
found on AI engines. However, since my own personal
27:04
business philosophy is that I'm going to overwhelm the market
27:07
with value, I think I'll be all right because eventually I'll
27:11
get to a stage where you know, enough people know my podcast,
27:14
think it's a valuable resource, you know, stuff like that.
27:16
And based on all those other signals, Gemini and JGBT and you
27:20
know, all those people, you know, they'll begin to see, I
27:22
say people, all those AI tools, they'll begin to see that in
27:28
Abuja is actually there's one guy we guess is, yeah, that
27:30
guy's a valuable person. So the next time somebody has
27:33
problems with sales, the next time somebody has problems with
27:36
business development, let us give that as a solution to the
27:40
person's problem. So that's how me I'm tackling
27:43
it. But then of course, if you're in
27:44
this field, please SEO and you have some ideas about how the
27:49
average Nigerian business person is supposed to bridge this gap.
27:53
How do we go from SEO on Google to now SEO on the ChatGPT?
27:57
Please reach out to me. Let's have a chat.
27:59
So let me share your perspective over here on the podcast so
28:01
people can learn and grow. So anyway, when it comes to
28:07
marketing, the truth of matter is we can talk from now until
28:11
December and we still would not have finished it.
28:13
So let me just stop here. But I just, I hope that you guys
28:16
are, are seeing that regardless of your product, regardless of
28:19
your situation, the first thing you should try and sort is
28:22
marketing. People have to know that you
28:24
exist. They have to know you before
28:27
like and trust even enters the picture.
28:28
They have to know you. Unfortunately, lots of people
28:31
are not doing well in this no function.
28:33
I know someone who was frustrated that Nigerians, they
28:38
don't buy, Nigerians don't know value.
28:40
I'm fed up. I'm waiting for the
28:42
international market. I haven't told her yet, but I'm
28:46
going to tell her because I'm following her to talk small,
28:48
small, small, small. I'm going to tell her that look,
28:51
it's not really that Nigerians are no value.
28:53
The truth or matter is you haven't done enough on this no
28:56
front. Like people don't know you
28:58
because she has done a few things.
28:59
She has signed a few DMS. But honestly, if you DMS is not
29:03
going to get you anywhere, like who's going to know you after a
29:05
few DMS? If Dming is part of your
29:10
strategy, you have to go out and have a strategy.
29:14
You need to be deliberate about how you can be sending multiple
29:18
DMS every single day, and you better do that for a couple of
29:22
weeks, maybe 12-15 weeks before you decide that OK, this thing
29:25
is not working. So for those of you who you say
29:31
you've been in business, by the time I ask you a couple of
29:33
questions, you've told your girlfriend, yes, you've told
29:36
your parents, yes, you've told a few of your cousins, yes.
29:38
And then you've told people at the office, yes, and then
29:41
complain that business is not moving.
29:42
Like how will the business move? You only told the people around
29:46
you, how would the business move?
29:49
So yes, you've done well in telling Mumsy and Popsy and
29:51
telling them to tell their friends and telling your
29:53
girlfriend or your boyfriend that was good and telling people
29:56
that work. But then what's the plan?
29:57
How about people in your neighborhood?
29:59
How about people in church? How about joining some, you
30:06
know, Lagos Chamber of Commerce or something?
30:08
Like there has to be a plan. You need to tell people.
30:11
People need to know that you exist.
30:14
So it's not that business is hard, it's that nobody even
30:17
knows you exist. Trust me.
30:20
I'm speaking from experience because even with the podcast,
30:24
even with 30,000 downloads, even with me being on the radio, and
30:29
I mean, I run into people like this person is my guy, Surely
30:33
you should know what I do. And that person's asking me,
30:35
what do you do? I'm like, seriously, on top all
30:39
this activity that I'm doing, there are still people in my
30:41
circle who don't know what I do. So trust me, it's a problem.
30:45
Welfare people need to know that we exist.
30:47
Now let's move on to like and trust since we are at 30
30:50
minutes. So like and trust, how do we
30:53
define that? Like and trust just means people
30:55
are comfortable with you. They're comfortable, they're
30:57
casual, they're cool. You know, nobody's uptight
31:01
because just like relationships, if the guy is uptight and
31:04
forget, you're not closing that deal, you won't get a boyfriend.
31:06
If the baby's uptight, forget it.
31:08
You're not going anywhere. So we need to get them cool, get
31:11
them comfy, get them casual. It's the same thing in business
31:14
when people are coffee and casual with you and cool
31:16
everybody you know, step down and then you can now start
31:20
getting into conversations because remember, I keep talking
31:24
about need analysis on the podcast.
31:27
You can't do need analysis on to people like calm.
31:29
The people are uptight. They won't tell you anything.
31:32
When did the problem start? They won't tell you what is the
31:35
effect of the problem. They won't tell you what are you
31:38
trying to achieve? They won't tell you.
31:41
So for those of you who are fashion designers, you know
31:44
that's how you get some of those troublesome clients.
31:47
They say they want to do peplum, but they're not giving you any
31:51
more information. Now you as a fashion designer,
31:53
you need to know that OK, this peplum, is it for, is it for
31:59
50th wedding anniversary or is it for end of year office,
32:04
whatever, or is it because you're mother of the day at the
32:06
wedding? You know, you as a fashion
32:07
designer, you know that you need to ask all these things because
32:12
it will influence the way you design.
32:14
But if the person is uptight and guarded, maybe they don't want
32:18
to let you know because they think if they mentioned that is,
32:22
you know, corporate event or something, you will now start
32:24
charging high and they keep quiet and they're guarded.
32:28
You design something, then they don't like it and then they
32:30
squirrel back and forth is because why not?
32:33
You? You aren't able to do a good job
32:34
when it comes to the like and trust.
32:35
Get somebody to be comfy, get somebody to be casual so the
32:38
person will start talking freely.
32:39
Oh yes, I want a peplum design. And yeah, my husband was
32:43
celebrating 50 years being married.
32:45
You know, something, something, blah, blah, blah, blah.
32:47
You know, you know, just talk freely and then you'll be able
32:49
to design the kind of thing that they need.
32:52
So like and trust, get people to be comfortable, get people to be
32:55
cool, get people to be casual, get everybody to relax so you
32:57
can have a conversation. By the way, please, for those of
33:01
you who think selling is toasting is not toasting.
33:04
Selling is having a conversation with someone because it's from
33:08
the conversation, you'll be able to understand where are they
33:11
coming from? Where are they going to this my
33:13
product or my service? Can it help them?
33:17
By the way, it's implicit there that if your product or your
33:19
service can help refer them to somebody else.
33:22
I do that those Alzheimer's severely broke, really, really
33:26
broke, broke as help. And then somebody reached out.
33:29
She's in a construction space. You know, we spoke, we spoke, we
33:33
spoke. I was like, well, you know, I
33:34
figured I could do it. And I think it was back was I
33:39
mean like 4 years ago. And so it was going to be 600 K
33:44
and I was looking forward to the money.
33:46
But deep down, deep down, deep down, I knew she needed
33:48
something else. So I was oh, you know, what's
33:49
up? Are you in the office?
33:51
OK, I'm coming, I'll be around. Let me just pass through.
33:53
So I started down, I had a conversation.
33:54
I look this your money to be honest, you know, I don't mind.
33:57
It will come in handy now. But to be honest, based on all
33:59
the things that you've been talking about so far, yes, I
34:02
have some knowledge in it. But we need a dedicated
34:04
marketing specialist who's going to be able to help in this and
34:06
this and this and that. And she was happy like, oh, OK,
34:09
thank you very much for being frank with me.
34:12
Is there anybody you can recommend?
34:13
And I recommended her to somebody else, even though it
34:16
was painful because I really need a 600K.
34:18
At that time, A600K would have helped me because, you know,
34:21
back then we didn't have a fuel prices like we do right now.
34:27
You know, back then I used to fill my car with 5K.
34:29
That's what I used to fill my car.
34:30
Think about it. I fill my whole car with 5K and
34:33
then I go for a job and I get 600 grand.
34:36
Oh man, that would have been good money anyway.
34:38
So yeah, be honest with people if you can help them.
34:42
Yeah, help. If you can't, just tell them
34:45
that. Look, yeah, we had the convo.
34:47
Honest. All you're trying to do.
34:48
To be honest, I don't think I can get you those results.
34:51
This person might so startling as a conversation.
34:55
You're having conversations about the person, about the
34:58
problem, about your product or your service.
35:01
Keep the conversation open-ended, be professional, try
35:03
and build rapport. Don't be a robot here.
35:06
Relax. So that's the whole like and the
35:08
trust. Now, of course, there are too
35:10
many things that we can talk about when it comes to liking
35:13
and trusting. So I'm not going to bother
35:14
trying to achieve that in today's episode, especially
35:17
since we're over 35 minutes. Then the final part of the sales
35:22
success formula, which is closed because in Nigeria, we're bad at
35:25
closing In Nigeria, we make sure that people know us.
35:28
You know, we can be. What's that word?
35:30
What did my friend call it? And my friend, one of my
35:32
friends, a podcaster as well, he called, He said he's a nuisance,
35:35
like he's a professional nuisance.
35:37
So yeah, Nigerians, we can't be nuisance.
35:39
We'll get on LinkedIn and we will broadcast to the whole
35:42
world. We'll get on WhatsApp, we'll
35:43
broadcast to the whole world. Then we'll go to church, we'll
35:46
share fly everywhere. We'll go to Moscow, put fly
35:49
everywhere. We will, you know, pay for it.
35:51
As in yeah, we can be a nuisance.
35:53
Yeah, we do the no part very well.
35:54
We do the like and trust part very well as well.
35:57
Nice conversation. Oh, you're from Malaria.
35:59
Me, I'm also from Malaria as well.
36:00
My grandfather is from here. You know all that conversation.
36:03
I went to the school that and you like to know, how can you
36:06
not like to know? In all those conversations we do
36:08
very well, but then close. That's the problem.
36:14
We need to know how to get people to take action.
36:17
Now, the very first scene, the very first Cardinal scene, the
36:20
very first thing that people do wrong when it comes to closing
36:22
is people think closing is the other person's responsibility.
36:25
The average Nigerian just assumes that if they're
36:26
interested, they will buy. Like what the hell is that?
36:29
What do you mean? If they're interested, they will
36:31
buy. If they knew exactly what it is
36:34
that they wanted and how to solve their own problem, they
36:36
won't come and meet you. They'll go and sort themselves
36:38
out. You are the professional here.
36:40
You are the one that should take the initiative.
36:43
What do you mean? If they like it, they'll buy.
36:45
No, take the initiative and move this conversation forward.
36:49
If they're not interested, then, you know, free it.
36:53
Or if they're interested and like I said, you figure out at
36:56
the end of the day, you can't help them, you know, still be a
36:58
helpful resource. Send them somewhere else so you
37:00
are the one to take the initiative.
37:02
Stop waiting for the person to say I'm interested.
37:05
That is the reason why a lot of you who complain about ghosting
37:09
and complain about let me call you back, send me a proposal.
37:12
So you're the one that caused the problem.
37:14
You didn't ask for anything, you didn't try to close.
37:17
So of course they'll say let me think about it.
37:19
Let me call you later. It's a very logical response if
37:22
I'm there and I'm unsure and I know that if I mess up, you know
37:26
my wife is going to abuse the hell out of me by the time I get
37:29
home. Of course, I'll say, let me
37:29
think about it. I want to talk to my wife.
37:32
So it's your fault. You're the one not taking the
37:35
initiative. Take the initiative.
37:38
What you're trying to do is just to gain advancements.
37:41
Advancements mean you get somebody to take the next
37:44
logical, smallest step in the relationship.
37:47
Some of you try too hard. The package you're putting on
37:49
the table is worth 2.5 S from the first meeting.
37:52
You're trying to collect 2.5 million from them.
37:54
No, that's too big. Break it down into small, small
37:56
commitments. Those are called advancements.
37:58
So back to my wedding photography days.
38:01
Somebody showed up at the bridal fair.
38:03
The bridal fair is like a business Expo.
38:05
It's just that it's brides and grooms who are there and their
38:08
parents and then wedding vendors.
38:10
So some of you are trying to collect your, let's say, a
38:12
wedding planner. Some of you are trying to
38:13
collect your 10 million, you know, down on the spot.
38:15
No, no, no, that's too big. It's too much. 10 million is a
38:19
huge amount. Not too many people can go and
38:21
drop 10 M like that. So you break this thing down
38:23
into small steps. Congratulations, blah, blah,
38:27
blah. How did you guys meet?
38:28
When are you getting married? Oh, mommy, congratulations.
38:30
My are you looking forward to being a grand grandmother's?
38:33
And ha, ha, ha, ha. You laughed.
38:34
Oh, sorry, Mommy, sit down. You tell your sister to go and
38:36
bring some some small stout, you know, so that mommy can be
38:40
sleeping. And then people are talking.
38:42
What are your wedding plans? What is this?
38:43
What is that? You get enough information
38:45
trying to see if they're interested because the goal is
38:49
if they're interested, they should drop their number and
38:52
e-mail address. So that's the first close.
38:54
That's the first advancement. Let me get their contact
38:56
details. Next advancement is you call
39:00
them a buffet, the event next day, two days later, I'm sure
39:03
that they remember you catch up, get familiar, and then we book a
39:07
meeting. When will you come to my studio?
39:09
When will I go to your house? Can I come and see you in the
39:13
office? You know that kind of thing.
39:14
Next step, book a meeting from the meeting, OK, if I understood
39:19
correctly, this is what you're aiming for, blah, blah, blah,
39:20
blah, blah. So it'll be nice for us to look
39:22
at samples. Where can we look at samples?
39:24
That's the next thing. That's the next advancement.
39:26
We're looking at samples now. Can you see how you're moving
39:29
things forward? One step, one step, one step,
39:31
one step. At each stage you're confirming.
39:34
Is this person interested? If they're interested, does it
39:38
look as if I have ideas that can solve this problem?
39:40
If it looks as if we have some ideas and they're willing to
39:42
explore some more than book the next step.
39:45
So advancements small, small, small.
39:47
In fact, in the sales community, excuse me, they have a saying.
39:50
The saying is book a meeting from a meeting.
39:52
What that means is at this current meeting that we're
39:54
having now, I should use, I should not end this meeting
39:57
unless I have booked the next meeting or booked the next
40:00
appointment or booked the next thing that me I'm going to do
40:03
for them or that they will do for me or that we will do
40:05
together. Advancements.
40:08
That's the first step in closing.
40:11
So have that mind frame. You should never give somebody a
40:14
proposal no matter how wonderful the conversation is.
40:17
And then they say, oh, thank you very much, Cami was wonderful
40:20
having a conversation with you. I'll look over this proposal and
40:23
then I'll get back to you. No, that is 0.
40:29
You can hand over the proposal and say, oh Sir, in my typical
40:33
experience, whenever we hand over proposals to clients, they
40:35
usually take about 3 or 4 days to think things over.
40:37
Do you think that's OK with you? Oh, oh, of course.
40:39
Yes. I would have finished looking at
40:41
this proposal. Yeah.
40:42
Two days is is more than enough. OK, Sir.
40:44
So if that is OK, would it be OK for me to call you next week
40:48
Wednesday to see what you and Madam have decided?
40:50
Oh, yes. Wednesday is fine.
40:51
Oh, OK, Sir. All right, Sir, can I go in the
40:53
morning or in the afternoon or morning is fine.
40:55
OK. All right.
40:56
No problem. So, Sir, I'll call you Wednesday
40:58
morning at 10 AM to tell you and Madam have decided about the
41:02
proposal. Oh, yes, that's fine.
41:04
And then you leave the meeting. You can see now that in this
41:06
case at least you got an advancement.
41:10
You have agreed, excuse me, that the next thing is you're going
41:14
to call Olga on Wednesday morning to find out how far.
41:18
Because you have determined this in advance.
41:20
And because organ now knows and our guy is now expecting he is
41:24
most likely the chances of him ghosting or fading have gone
41:29
down because at least you guys have agreed to a game plan.
41:33
Lots of people ghost because there's no game plan and it's a
41:37
hassle and they don't really know why you're calling and you
41:40
know something else important is happening and I'd rather not
41:43
deal with this right now. So advancements, we need that.
41:49
In closing, that is part of your sales success formula
41:52
Advancements. Book a meeting from a meeting at
41:55
this current meeting, at this current phone call.
41:58
Let us decide. This is the next step.
42:00
This is what I'm doing next. This is what you will do next or
42:02
this is what we will do together.
42:05
Then also you need to learn how to use trial closes.
42:09
Your trial close is just anything that you do that checks
42:12
the emotional temperature of the people.
42:14
Are they feeling me because you know, like and trust you?
42:17
They're not feeling you then. Well, I did this problem.
42:21
So are they feeling me? Are they feeling my service?
42:25
Are they feeling my solution? Are they interested in this
42:28
thing? We need to ask questions about
42:32
it. If I had the last podcast I told
42:34
you about one of the sales associates for my former client
42:38
who sells gadgets and for her her benefit clothes was oak this
42:43
this what'd she say again was the power bank.
42:47
So this power bank is something something 1000 AMH.
42:50
Because of that, if you're charging this phone, this thing
42:52
will last you 16 hours straight and then see, look at this
42:55
thing. You don't even have to buy extra
42:57
cable because the thing has three cables heads that are
42:59
inbuilt. You pull it out like this, if
43:01
you will just roll back so you can charge any kind of phone and
43:04
if he even has torch light so you can even use it to, you
43:08
know, you something falls in the car, you can use it to check
43:10
something like that. So how you see him, you see,
43:14
that's a trial close. How you see him is a trial
43:16
close. Remember, these things don't
43:18
have to be fancy. They just have to be simple,
43:20
conversational, the kind of thing that you would normally
43:22
say given the context and given the relationship, so that some
43:26
of you who say I would never say how you see him, it's
43:29
unprofessional. OK, Yeah.
43:30
If you would never say how you see him, you can ask in a
43:33
different way. Does this look like this will
43:36
work for you? Are you interested in this?
43:40
Is this feature something that you admire?
43:43
Is this the kind of feature you would use?
43:45
You know, come up with your own way, But it was something as
43:47
simple as how you see them. Is your trial close?
43:50
You will say how you see them. And person says, ah, correct,
43:52
correct. You see, you now know the
43:55
emotional temperature. This person is feeling me or
43:59
this person is feeling the product or this person is
44:01
feeling the service. It means I can now go ahead and
44:04
I'll do closing techniques. Closing techniques is where you
44:07
ask the person to buy. Now you just like to use urgency
44:11
closes. OK.
44:12
I already made a podcast yesterday about that, so I'm not
44:14
going to repeat myself because we're already at chat for the
44:18
four minutes. OK, let me wrap up.
44:19
So yeah, urgency. OK, Yeah, Nigerians do urgency.
44:24
So let me use urgency. That is not the point where I
44:26
now say, OK, so boss, since you're feeling this thing, to be
44:29
honest, we only have three of these charges left and I'm
44:32
chatting with Instagram now, 5 people and all five of them, it
44:36
looks like they want to buy this kind of charger since you only
44:38
have 3 left. You know, Bros, if you really
44:40
want this thing, you have to buy this thing.
44:41
Now that is urgency clothes. That's the typical thing that
44:46
Nigerians would like to do. You know, the promo is ending
44:50
soon. I only have one copy left, you
44:52
know, so that's the whole urgency thing.
44:54
Act now to take advantage of this thing.
44:56
So different kind of clothes. If this is your first time
44:59
listening to the podcast, listen to yesterday's episode.
45:00
I already talked about assumptive closes.
45:03
That's why you assume that the sale is going to close and then
45:05
you do that evil boy thing of how many?
45:10
Because one thing I noticed when I was living in Lagos, well, I
45:12
don't know if these trends change, but something I lose
45:14
among evil boys at the time. When you're having a
45:16
conversation with them, it's not a matter of you know you're
45:18
doing or you're not doing. They just assume you're doing.
45:20
And then they just ask you how many.
45:22
So are you buying 3 or 4? They are assuming.
45:25
That is the disclosing. They're not assuming the they're
45:28
not assuming that you're not interested.
45:30
They're only just, you know, how many are you taking alternative
45:33
choice clothes? You know, do you want it in
45:35
black or white? Do you want it in this specs or
45:37
that spec? We have China made or we have
45:39
juice made, You know which one do you want?
45:41
And then benefits closed, different kinds of closing.
45:43
So I went in details about that yesterday.
45:45
So if it's your first time listening to the podcast, you
45:47
have small homework, just hit rewind.
45:50
Listen to the one that I did before and you get caught up to
45:53
speed on some closing techniques.
45:54
But Please remember that the episode I did on closing
45:57
techniques is contextual to that particular business.
46:01
It doesn't mean it's going to work for you or for your context
46:03
or for your situation. But anyway, there's more
46:07
explaining that later on. I'm sorry, there's more
46:10
explaining in that earlier episode.
46:13
So summary, this is just some of the stuff that we spoke about
46:17
when I was invited to talk about the sales success formula.
46:21
But remember, there's no universal formula that will
46:24
solve all your problems. Anytime you hear somebody
46:26
talking about this perfect clothes, this perfect e-book,
46:29
this perfect formula, this person perfect whatever, like
46:32
please, like just ignore everything is free.
46:36
Go ahead and read it. You will learn some valuable
46:38
things from it, but ignore the person, the person can solve
46:42
solve your your problems. There's no universal formula,
46:45
but just know that all of us are in sales and marketing.
46:49
So no matter what you think about sales and marketing need
46:52
to become a big boy. You need to become a big girl.
46:54
You know, we're grown-ups now. We're trying to make money now.
46:57
And you know, this thing is not guaranteed.
46:59
People are not just going to dash us money.
47:00
They're going to dash us money. I'll be a billionaire already,
47:04
right? So all in sales, all in
47:05
marketing. So just own it then.
47:10
Yes, there is a formula. What you have to do now is you
47:14
try and figure out that formula. When you figure out the formula
47:18
or when you find someone who gives you a formula that you
47:21
think the formula can work, apply the hell out of that
47:23
formula. Too many of you find something
47:27
or this thing looks OK. You try one or two times.
47:29
This thing did not work. Like what the hell, no, two or
47:33
two or three times is not enough.
47:35
There's one of my guys. I remember back when we're doing
47:36
wedding photography, The guy was good, like really, really,
47:40
really, really good shooting style, on point, editing
47:43
everything. That was a correct Baba.
47:45
And I told him that look, go hard on this Facebook thing
47:49
because I was before Instagram, go hard on this Facebook thing.
47:53
So I know I tried the Facebook doesn't work.
47:54
And I asked him and honestly, you know, he posted a few times
47:58
for two weeks and then say Facebook doesn't work.
48:01
Like, what are you expecting? That you post things on Facebook
48:04
in two weeks and then people will rush and start dashing your
48:06
money? It was like that all of us will
48:08
be billionaires. Now.
48:12
There's no tactic that exists that if you do it for only one
48:15
week or two weeks, you know, then the thing will you think
48:18
we'll start bringing in millions of naira or millions of dollars?
48:21
So please wake up, once you find the formula, apply the hell out
48:26
of this thing. Give yourself some brain, give
48:27
yourself some time. I'll try this thing two months,
48:29
three months, you know, don't try something two or three times
48:32
and say this thing doesn't work. So anyway, that's just a
48:35
challenge for you. So basically, no matter what it
48:38
is that you do, medicine, accounting, wedding photography,
48:41
architecture, selling chicken, selling catfish, you're a chef,
48:47
you're a content creator, you know, whatever.
48:48
This is the sales success formula.
48:52
Recognise that you're in sales. Get people to know that you
48:55
exist first of all. When they know that you exist,
48:57
get them to like and trust you. The like and trusting is only
49:00
going to happen when you're in conversation with people.
49:04
And then when you have conversations with people,
49:06
please learn how to close. Learn how to get people to take
49:09
the next step, one more step at a time.
49:13
If we learn how to do this well, over time, the results should
49:21
start adding up in our favour anyway.
49:25
So 15 minutes, let me just bring it to a close here.
49:27
So that's all for today folks. If you have any sales or
49:30
marketing questions, bring them to me.
49:31
You can call, you can SMS, you can WhatsApp me on 08064662140.
49:37
Thank you very much for your time and attention.
49:39
I'll catch you there, listener, at the next episode.