Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Conquering Fear and Achieving Success in Law

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Conquering Fear and Achieving Success in Law · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Before we begin, the usual
0:04
apologies. Today is a weekend recording so
0:07
you will be hearing my children in the background.
0:09
Also, I'm still getting better with the whole chest nasal
0:13
thing, so there might be some sniffling on the episode.
0:18
Then today's recording is going to be a two-part thing because
0:23
I'm making comments on stuff that I've seen on link on
0:26
LinkedIn. One was a post about fear.
0:29
I'm going to give my comments on that.
0:31
I've already given some comments on that.
0:32
But I guess, you know, there are different perspectives that we
0:36
can always explore on these sorts of things.
0:37
So comments on that. And then there was a post on
0:40
career progression. We don't normally talk about
0:44
careers over here on the podcast, even though all the
0:46
things we talk about personal selling especially, you know,
0:49
these sorts of skills come in real handy when it comes to
0:52
career progression. But since the post was about
0:56
someone who had recently been elevated to the rank of San,
0:59
San, SAN, that's the senior advocate of Nigeria, is one of
1:03
the more prestigious awards that we have in this part of the
1:06
world. And the whole idea behind the
1:08
San award is the legal community gets together to say that this
1:14
person is totally legit. This person is a good advocate.
1:17
This person is a correct lawyer. This person knows what it is
1:20
that they're doing. And so some lawyers have been
1:23
able to leverage this award for, well, I guess you could call it
1:29
career progression, but it's also a form of business
1:32
advancement because when you attain the rank of SAN at a
1:35
senior advocate of Nigeria, again, you're going to be able
1:37
to use that to parlay it into your business and marketing
1:40
efforts. And so, yeah, the lady who came
1:44
up with this post was talking about career progression.
1:46
But of course, there are definitely stuff that we can
1:48
talk about from a business perspective.
1:50
So I'm going to be giving some comments about that.
1:55
Now, before I begin, let's head straight to the geek list or to
1:57
the nerd list. And so today on my playlist on
2:01
Spotify, I have scripture in song.
2:05
Now, the reason why I'm listening to that or the reason
2:07
why I got that my playlist was because I have this Bluetooth
2:14
thing. I'm sure you guys have really
2:16
seen it because they're real popular for some reason.
2:18
It happens to be with people who Dr. Toyotas, you know, I haven't
2:21
seen a Benz user. I mean like like for my friends
2:27
who drive different kinds of cars.
2:29
Yeah, I haven't seen those in a Mercedes-Benz, maybe because
2:31
Mercedes-Benz is already have Bluetooth sync on mobile phones
2:35
and stuff like that. Anyway, OK, I guess that's the
2:37
reason. So I got one of these Bluetooth
2:40
things so that we can listen to my wifey and I can listen to
2:43
good stuff when we're in traffic because radio stations are cool,
2:46
but the music doesn't always suit my fancy.
2:49
And Nigerian music right now is kind of lazy.
2:53
It's all Shyo bottles, models, you know, twerk on the you know
2:59
what and stuff like that. And it's nice stuff, but it's
3:05
just lazy. There's a limit to how much of
3:09
they call it Afrobeats. I don't agree with that name
3:12
anyway. There's a limit to how much Afro
3:14
beats, you know, Niger piano stuff that one can tolerate.
3:18
So once in a while that's good, but then listen to listening to
3:21
all that if that's your soul palette.
3:23
Monday, Tuesday, Wednesday, Thursday, Friday, I think that's
3:25
a bit much. So I got this Bluetooth thing so
3:27
that I'm listening to all kinds of stuff and maybe even once in
3:29
a while listening to podcasts because my wife listened to some
3:32
cool podcasts, you know, like Honest bunch.
3:34
And I said what I said, you know, but those are just
3:38
podcasts, you know, So you want to know what's up, what's going
3:41
on with celebrities or Nigerian millennial culture, stuff like
3:46
that. So anyway, yeah, that's why I
3:48
got that list because wifey likes hymns and things like
3:51
that. So scripture in song, you know,
3:54
nice stuff you can listen to, especially going to church.
3:57
So that's why that's on the on the list.
4:02
If you're going to try that out, just bear in mind that Scripture
4:05
in song is it's it's hymns. So it's not upbeat.
4:09
It's not, there's not that kind of music.
4:12
Then on Netflix. I'm currently on Jack Reacher,
4:17
Tom Cruise. You know, the movie's OK.
4:20
It's about a super detective, basically.
4:22
But I'm going to wonder, like Tom Cruise, you know, Akbar,
4:27
bro, is it everything you need to act in?
4:30
I mean, yeah, there's Mission Impossible and all that is still
4:34
popping off. But there's some things, there's
4:35
some projects that you can take and your name is behind it, but
4:39
then hire somebody else to do it.
4:40
Now, you don't have to be in every single thing.
4:42
That's my own take shot. So for those of you who know Tom
4:45
Cruise, just tell him that, you know, that's the message I'm I'm
4:49
sending in. Yeah.
4:50
So that's on the geek list. That's on the playlist.
4:53
Then I've also loaded up House of Georgia.
4:55
That is GAA. Mumsy watched it and Mumsy said
4:58
I should watch it. It's from, I think, Bonnelly,
5:02
Austin Peters. And so, you know, Mumsy doesn't
5:06
really, Mumsy doesn't really watch some kind of films.
5:10
So when Mumsy says check out this thing and I checked it,
5:13
it's like Niger film. OK, no problem, I'll give it a
5:16
go. So yeah, House of Guys loaded up
5:20
on the playlist. So now that we are done with the
5:23
geek list, let's get straight to business for the day.
5:28
Yeah, two posts. So the first one is about fear.
5:31
I am not going to read out the post, I'll just go straight into
5:35
summary of what the person said and what my comments are.
5:38
And so the lady said that the fear of unknown is keeping you
5:41
rooted to one spot. And that is absolutely true for
5:46
a whole host of you. The reason why you haven't made
5:48
progress is because you're scared.
5:50
You haven't applied to the new job because you're scared.
5:52
You haven't started talking to people on your prospecting list
5:55
because you're scared. You haven't attended the
5:58
business Expo because you're scared.
6:00
If I drop 50K for attendance fee, I'm going to make that 50K
6:03
back. You know, all sorts, all sorts
6:06
of things, you know, even on a personal note, you know, you're
6:09
a guy. You think the baby's cute.
6:10
You haven't said anything to her because you're scared.
6:12
What if she rejects me? You know?
6:13
So all that is keeping you in one spot is keeping you from the
6:15
woman of your dreams, the guy of your dreams, the job of your
6:18
dreams, or that business deal which might pop off or which may
6:22
not pop off. So the lady's recommendation was
6:25
basically do some research to conquer the fear.
6:27
And that is absolutely true because fear is about protecting
6:35
you, fear is about keeping you from loss, and fear is about
6:39
harm mitigation. So if these nasty things could
6:42
happen to me, then of course you wouldn't be afraid.
6:46
Like when I was a kid, I wanted to try an experiment.
6:49
I noticed a naked electric cable.
6:52
That's why I peed on it, because I wanted to see what effect that
6:54
would be. In my childish mind, I was
6:57
thinking that if I peed on the cable, the exposed cable, the
7:00
whole thing would catch catch fire.
7:03
But then I found out that pee is also a good conductor of
7:05
electric of electricity. And so by me peeing on the
7:08
cable, I ended up electrocuting myself in a very, very nasty
7:12
way. But The thing is, I learned the
7:14
lesson. And I swear to you guys, since
7:18
then, I have never, ever, ever peed on another naked electric
7:23
cable again. In fact, I've never peed on an,
7:25
an electric cable since that point.
7:28
You know, so now I only pee in toilets and I only pee in
7:30
bushes. So that's the role of fear.
7:32
Fear is to stop you from getting hurt, you know, physically,
7:34
financially, emotionally and whatever.
7:37
So fear actually is a very, very useful emotion to have.
7:40
So all these people that are going around talking about get
7:42
rid of fear, this, this, this relinquish as and all that is
7:45
just beers. It's just total beers.
7:47
We need fear. It's not about getting rid of
7:49
fear, it's about learning how to cope with it and using the
7:53
instincts you know to help us move forward.
7:56
And learning and research and validation are the things that
7:59
will now help us to go forward. So if you are afraid that if I
8:03
drop 50K to go for this Abuja business fair, am I going to get
8:07
my 50K back? Do some learning and some
8:09
research first? How do business expose work?
8:14
How can you guarantee that people will visit your booth?
8:17
What are the best ways to get people to sign up on your
8:20
contact list? How do you follow up with people
8:23
after the call? How do you make convincing
8:27
proposals or presentations? How do you effectively close the
8:30
deal? How do you follow up and how do
8:32
you get more business? So it's by doing all those
8:35
things that you can now see that or more is is kind of 5050.
8:39
I might get the 50K back. I might not get the 50K back,
8:42
but you feel more comfortable that OK, entrance fee is 50K or
8:45
entrance fee is 150 K. But if I drop this money, at
8:48
least this is a plan that I can follow through one to make sure
8:51
that things go my way small. So it's from the learning or
8:56
from the research that you're going to be able to do that.
8:58
And then it's the same thing. On the personal note, you want
9:02
to approach the girl. You don't know what's up, Ask
9:04
around, kind of figure out who she is.
9:07
It might give you a sense about how to start an interesting
9:10
conversation. And it's also the same thing,
9:13
you know, the other way. If you're a girl and you're
9:14
thinking about the guy, I know that in this part of the world,
9:17
it's not. It's somehow for you to make the
9:20
first move. But at the very least, if you do
9:23
some research, I know who he is, you'll be able to end up in
9:25
interesting situations where he always is.
9:28
And that might lead to opportunities for the
9:30
conversation to pop off. But by the way, this is not a
9:34
relationship show, so do not take any of my advice here when
9:38
it comes to relationship things. So if I talk about business,
9:42
especially sales, pay attention. I'm talking about relationships.
9:46
Just take it with a grain of salt because I'm no Casanova.
9:51
What was that? So learning research, that is
9:55
what is going to mitigate. It's going to reduce the
10:00
occurrence of loss, mitigate the amount of harm that is going to
10:04
come to you. And then that's why I talk about
10:05
validation, especially people who are talking thinking of
10:08
about starting a brand new business and I talk about market
10:11
validation. You know, go out, talk to
10:13
people, try and sell one or two items first.
10:15
Be sure that there's market demand for this sort of thing
10:18
before you now throw your life savings into the whole thing.
10:22
If you have two M in life savings and you throw 2M in
10:25
sweet. And then the whole business
10:25
crash Walhalla for you, serious Walhalla.
10:28
If you're married and that is yours, will hala between you and
10:31
your wife or between you and your husband because your
10:33
husband is going to be pissed. Then you took 2M4M5 M and you
10:37
flushed it down the toilet and the other way around too.
10:41
You have a lot to answer to for your wife, you know, because
10:45
school fees next time, this and this and that and that.
10:47
And then you took two M and just blew it behind one of your odd
10:52
business ideas again because plenty of quarrel.
10:55
So validation is the key, you know, research, research the
10:59
project. Small, small, online, offline,
11:01
We'll talk to people, see if people are going to buy one or
11:04
two items. If it looks like there's some
11:05
demand, then you now know that you can throw small money behind
11:08
it, small money behind it, small money behind it.
11:10
So you actually take out, I don't know, 5-10 K, buy a few
11:14
items. If people buy, the thing moves.
11:17
It didn't stay too long. You can now be increasing small,
11:21
small. So that's the whole idea behind
11:23
validation. So yes, the lady who wrote that
11:25
post absolutely correct. Fear getting rounded.
11:29
That is how learning, research, well, she said learning and
11:32
research and one who added the thing about validation.
11:35
So that is what will help you get through it because it's
11:37
limiting the amount of loss that can occur.
11:41
Then when it comes to this whole fear thing, I like to let people
11:43
know, especially from a business perspective, the right
11:46
expectation to have is there will be losses.
11:50
It is inevitable. There is no business person that
11:54
has not experienced a loss. So knowing that you have a much
11:59
more realistic expectation going in.
12:03
That is not that I'm going to avoid loss, it's just that I'm
12:05
going to make sure that the losses I suffer will not be
12:08
catastrophic and that I'll be able to learn good stuff from it
12:11
and then parlay that into my next endeavour or trying to move
12:14
this business forward. But just know it, it has not
12:16
happened yet. There is no business owner that
12:20
has not suffered a loss. That person does not exist.
12:26
And if you happen to know that person who exists, maybe it's
12:29
you or Mumsy or Popsy, please let me know.
12:32
I would like to interview the person for the podcast and trust
12:35
me, it's going to be a world exclusive.
12:37
Everybody want to hear from this business owner who has gone
12:40
five, 10/15/20, how many years long and the person has not
12:43
experienced one single loss. So it's not possible.
12:47
So just know there'll be losses. Let's just make sure they're not
12:50
catastrophic. Let's make sure that we learn
12:51
from them and let's find out how we can mitigate those losses
12:55
then. So that's the lady of Korea.
13:04
OK, before I get to Korea, one more thing.
13:07
So for those of us who are on the business journey, OK, I've
13:11
already spoken about that. Anyway, that's for those people
13:13
on the business journey, there will be losses.
13:15
So we're trying to chase the upside.
13:17
We're just trying to mitigate losses.
13:18
And so we have to come up with a plan for dealing with that.
13:21
So now let's move on to the lady on Korea because we've already
13:24
done 13 minutes so far. So like I said, that post was
13:29
about someone, a lawyer who had been elevated to the rank of San
13:33
SAN Senior Advocate of Nigeria. That is the pinnacle of success
13:37
for those lawyers who choose to be advocates.
13:42
Advocates are people who go to court and argue cases basically.
13:46
So I've explained already why that's a prestigious award.
13:49
So there's no need for me to go into that in detail.
13:53
Now. The lady attributed the success
13:56
of this particular candidate who just got awarded or rather who
13:59
just got elevated to the rank of Senior Advocate of Nigeria.
14:03
She attributed it to a CARS model.
14:07
Cars model. And by the way, those of you who
14:09
keep coming up with these models, I'm like, I salute you
14:12
guys. Like I carry bum, bum for you
14:13
guys. You guys are really, really good
14:15
at coming up with models that people can remember.
14:17
So it's a CARS model, and the model that Lady came up with
14:24
seized for competence. Basically.
14:25
That means just get good at what you do.
14:28
So if you are a badass lawyer, then the chances of you becoming
14:32
SAN, you know, go up. So #1 competence #2 agility.
14:36
That's our whole thing of being flexible.
14:38
And you know, stuff like that #3 resilience.
14:41
That basically means you have to be able to take a punch and keep
14:44
moving. In fact, if you tie it back to
14:46
the first one about fear, I mean, losses will happen.
14:48
We just have to be able to be resilient.
14:50
And then the final thing that Lady spoke about was sponsorship
14:53
because this particular candidate happened to be a
14:55
deputy managing partner at a very, very prestigious leading
15:00
law firm in Nigeria. And so that was the sponsorship
15:03
element. So CARS, the cars model
15:06
competence, you have to be competent.
15:08
Agility, we got to be flexible. Then resilience, we should be
15:13
able to take a punch and keep on going.
15:14
And then sponsorship, we need sponsors to get us to where it
15:18
is that we're moving to. So this is just an overtly brief
15:23
summary of the whole post. Now, are these things truly
15:27
attributable to SAN success? If you're a baby lawyer now, you
15:31
graduate from the best university on the African
15:34
continent. And that's about for me at
15:35
Wolliwell University, in case you guys don't know what's up.
15:38
So if you're just your baby lawyer, just graduated from
15:40
where you are, you want to be signed in the next, you know, 15
15:43
years, Is this truly what you have to look forward to
15:47
competence. Is this what you have to plan
15:49
for competence, agility, resilience, and then sponsorship
15:52
really is that is what we're going to take you to the
15:54
pinnacle of legal success. The answer is sure, definitely
16:01
capital, yes. However, these things that
16:06
people study sometimes when they're talking about progress
16:08
and career progression and everything are not the main
16:11
causes of success, but rather they are the artifacts.
16:14
You know, the artifacts are the the observable things that we
16:18
can see that go with the whole journey, but are not necessarily
16:23
the cause. So for everybody who is a son,
16:28
you will see that there's competence that they are badass.
16:31
They know the law inside and out and they know how to argue the
16:35
law. You will also notice that
16:37
there's agility, agility, flexibility, creativity, those
16:41
things are necessary when it comes to reasoning, the legal
16:44
brief, arguing the brief, all these sorts of things.
16:46
Definitely there's going to be resilience because you can't
16:50
even qualify unless you've been 10 years post call and you've
16:52
met a couple of requirements. Appeared in a certain number of
16:55
cases at the High Court of Records, the High Court, the
17:00
Court of Appeal, at the Supreme Court, you know, those sorts of
17:02
things. And you know, it's not beans.
17:03
It requires, you know, resilience.
17:05
And then, you know, there will be sponsorship for some people.
17:09
Yes, there will be sponsorship because one of my classmates
17:11
just recently made SAN and he came out from the law firm of
17:17
guy. What's this guy based in Lagos
17:19
now? I can't remember his name
17:21
anyway, but you know, my classmate was a smart guy.
17:24
So even when he was leaving the firm, he made sure that he was
17:27
in contact with his with his boss.
17:29
And in fact, till today, he still calls the guy my boss even
17:32
though he doesn't work for a boss anymore.
17:35
So you know that whole thing, you're in Lagos, you know, go
17:37
and greet him like oh God, I don't know how you did blah,
17:39
blah, blah, you know, hang out that whole thing.
17:42
So yes, I know someone who has used the small social elements.
17:46
All these things are going to be there, but however, these are
17:49
not the real causes of success. The real cause for SAN success,
17:55
if you're a baby lawyer coming out from OAU, coming out from
17:58
UNILAG, coming out from UNIBEN, coming out from Abu, coming out
18:03
from, you know, wherever uniport you want to be SAN, the real
18:10
reason for SAN success. Senior Advocate of Nigeria is
18:15
basically around sales and marketing, full final stop.
18:21
That is the reason why some lawyers in Nigeria say son, I
18:24
will never be a son because all those people are, they're just
18:27
fine boys and fine girls and they know how to sell and they
18:30
know how to market. It doesn't mean that they're
18:31
smart. There are some lawyers who say
18:34
that that look son, I will never bother.
18:35
They're just fine boys, fine girls in order to talk.
18:38
They know how to hobnob. That's why they're sound.
18:40
So there's even a reverse sound thing that is going on in
18:43
Nigerian market where some people avoid the title.
18:47
And yeah, there's some truth to that.
18:49
It's primarily sales and marketing success because First
18:52
off, you're starting off as a baby lawyer.
18:54
You need to be very clear from the beginning who your ICP is.
18:58
The goal is to have a certain number of cases in the High
19:00
Court, in the Supreme Court, in the Court of Appeal, you know,
19:03
the upper courts. So from the beginning, you need
19:05
to be very, very clear about the kind of clients that are going
19:07
to get you there. It's not by doing charge and
19:10
Bill Cherry weather and doing tenancy agreement and all you
19:16
know, that's not the thing that's going to get you the sun.
19:19
So people who become sans are people who are very, very clear
19:22
from the beginning. Like this is my ideal customer
19:24
and from day one, let me start chasing them.
19:26
That's how people finish from OAU, UNILAG, Guwalada, Abuja,
19:32
you know, wherever Benoit State University and then that's how
19:34
they make sand in a decade. Well, and by the way, all these
19:38
schools that I'm calling, they have produced senior advocates
19:41
of Nigeria. So don't say that because you
19:43
went to University of Akon Baoko that you can't become a son.
19:48
It doesn't mean Sans have come from every single university in
19:51
the country. I don't know of any university
19:54
that has not produced a son. Well, so long as they have an
20:01
accredited law faculty. So it is possible, OK, maybe the
20:07
newer universities because those ones are young because anybody
20:10
that has to be a son must have been I think at least 10 years
20:13
post called so. All these new universities that
20:16
opened up in the last, you know, five, maybe 10 years, you know,
20:19
they, I don't think they would have produced any sound because
20:21
their graduates have to be at least 10 years in the field to
20:24
qualify. But your school is not going to
20:27
be a limiting factor. So even if you don't go to the
20:30
best university on the African continent, which is, I repeat
20:33
again, Obafa me, I won the war University for those of you who
20:36
don't know what's up. So even if you don't go to Obafa
20:39
ME or university, even if you go to a second rate school like
20:41
UNILAG, you can still become a senior advocate of Nigeria.
20:44
And yes, I'm taking shots at you, you know, like folk.
20:47
It's my podcast. It's not like you can reply.
20:50
Where was I? Uh huh.
20:51
So yeah, they're very good deciding what the ICP is from
20:55
day one and they have to come up with a plan.
20:57
Am I going to attract the right client?
20:59
Because it's not by chasing tenancy agreement that you're
21:01
going to end up at High Court, Supreme Court, Court of Appeal.
21:05
Then they also need to be able to figure out what are the wants
21:07
and the needs of these kinds of clientele and then people who
21:10
can afford their services because it's not being.
21:13
So if you're going to pursue a matter from High Court all the
21:15
way to Supreme Court, the litigation is going to last
21:17
several years and you're not going to ask somebody like me,
21:20
for instance, to pay for litigation that is going to last
21:22
five years because I'm I'm just not going to do it.
21:26
Exactly. The thing is really, really high
21:27
stakes. I would just think about it and
21:29
say like this thing we always going to call for two years.
21:32
Like is it worth the hassle? I will pay lawyer.
21:35
You do this, you do that, you mobilize police.
21:37
I beg, let me just flash it. So you have to look for, so
21:44
excuse me, folks who can't afford.
21:47
And then you also have to be good at figuring out the kind of
21:51
clientele that have a sense of urgency around what they're
21:53
trying to do. Because like I said, if you
21:55
approach someone like me and I do the math in my head, lawyers
21:58
fees, how much for two years? Mobilize police, how much for
22:02
two years, once in a while, mobilize bailiff, once in a
22:05
while, settle this person, settle that person.
22:07
Administrative things, credit all that.
22:10
I'll be like, I beg, it's not that deep.
22:13
Let me just flash you. So you need someone who has a
22:15
sense of urgency so you can see that to get the SAND, Senior
22:19
Advocate of Nigeria, people are sitting down, people are doing
22:21
their homework and then they're hitting you from day one and
22:24
they're being very clear about these sorts of things.
22:27
Then of course, to be sand, you also need to be very, very good
22:29
at needs analysis. Lots of us don't pay attention
22:33
to that back when we're in university, but by the time we
22:36
get to law school and what there's this course on
22:39
professional ethics, lots of people don't pay attention to
22:42
professional ethics because, you know, the course is easy to
22:45
pass. You know, after all these
22:46
ethics, they're just talking grammar, blah, blah, blah.
22:48
This is how you should be professional.
22:50
But there's a part of the course where they're going to talk
22:53
about client engagements. How do you conduct your customer
22:57
meeting, you know, these sorts of things.
22:59
So if you're a baby lawyer right now, you're still in OAU, you're
23:02
still in UNILAG, you know, you're able to graduate first
23:05
class, you know, congratulations.
23:06
You know, by the time you get to law school, actually you should
23:09
be paying attention to the parts of the curriculum that are
23:11
business oriented. And one of those courses is
23:14
professional ethics. Pay attention to professional
23:16
ethics. If you have a lecturer that has
23:20
been out in the field, all those stories that they're telling
23:23
you, you're paying attention. It's good, good, good, good,
23:26
good. Nuggets there about how you find
23:29
the right clients, how you conduct the meeting, how you
23:31
draw the proposal, how you build them properly, how you make sure
23:34
you collect your bill. Because billing clients is one
23:37
thing, collecting the money is another all together.
23:39
So pay attention to professional ethics.
23:41
Please baby lawyers, pay attention to professional
23:44
ethics. Yes, you must pass your criminal
23:47
procedure. You must also pass your Civil
23:51
Procedure. What else?
23:53
Was there a course on evidence? I can't remember because it's
23:56
it's been a while since I passed through the system.
23:58
But please pay attention to that legal ethics class.
24:02
If the woman or the man who is teaching is telling you plenty
24:05
of stories, open your ears. You're going to learn a lot
24:08
about how you run the business side.
24:11
So yes, the courses to pass to make sure you graduate will be
24:13
Civil Procedure, criminal procedure, the course on
24:16
evidence, and I can't remember what else.
24:19
Besides, that was 20 years ago, so I don't know, the courses
24:21
might have even changed then. Let's see what else.
24:27
So those are the main things. Those are the cocoa sales and
24:30
marketing basically. Who is the ICP?
24:32
Who are you chasing? What are the people that will
24:34
get you the High Court, Supreme Court, Court of Appeal?
24:37
What what are the ones and the needs of that client base?
24:40
What are the people that can afford so I don't go wasting my
24:42
time? What are the people that have a
24:44
sense of urgency and I ready for this grind?
24:46
Because it'll be a grind. Some courses can take 3 years.
24:49
That's why I say courses. Some cases in court can take,
24:52
you know, 123-4567, ten years. There's some cases that have
24:56
gone 20 years still have not been resolved.
24:58
So it's going to be a grind. Then what's your bedside manner
25:04
when you're talking to clients? I'd be able to carry on the
25:08
conversation. You know what else, You know,
25:10
client relationship, all these sorts of things.
25:13
Then you also have to be able to get repeat business and
25:15
referrals, you know, from the people because if they're a good
25:17
client, you also want to work with other people in that
25:20
network. So these are the things that get
25:21
you to Senior Advocate of Nigeria and these are also the
25:26
things that are going to be responsible for career success
25:31
in other kinds of fields. But for those of us who grew up
25:34
lawyer, accountants, architects, you know, blah, blah, blah,
25:37
these kinds of fields where you finish and you might work for a
25:41
senior, but at the end of the day, the option always is there
25:45
and it's kind of expected that you will set up your own
25:47
practice. That's the way forward.
25:52
So of course, from the CARS model, the first one,
25:55
competence. We cannot get around competence
25:58
because it doesn't matter. The sales trainer that you meet,
26:00
they will tell you that subject matter expertise is the
26:03
cornerstone and is the building block and the beginning of a
26:06
successful sales career. Because if you're selling
26:10
exercise bikes, exercise equipment, but inside your head
26:14
exercise is 0, you will be a terrible salesperson.
26:19
If you're selling exercise bikes, you need to be subject
26:23
matter expert. You need to know cardio exercise
26:28
versus aerobic versus resistance versus dead weight versus
26:33
machines. You need to know all these
26:35
things inside out so that when somebody comes to your shop,
26:38
you'll be able to have that conversation.
26:39
Oh, Madam, thank you very much, blah, blah.
26:41
What are your goals? You're trying to lose weight
26:43
now. What's the problem?
26:44
OK, You think your bum bum is too big?
26:45
Or is it your stomach or your Christian water arm?
26:47
OK, to get rid of Christian modern arms, Ma, you actually
26:50
need to do these kinds of exercises and these kinds and
26:52
these kinds. And so because of that, even
26:55
though you came here thinking that treadmill is the right
26:57
thing for you, actually, Ma, you should buy kettlebell free
27:00
weight and exercise bike that's not be able to work for you, ma.
27:04
And then, of course, also try and sell her an upsell to let
27:08
her know that you're available to come to the house to be
27:10
coaching her so that she achieves her goal of limiting
27:14
her Christian modern arms. Or if he's a man, maybe a
27:18
wealthy politician, but his potbelly is too big.
27:20
He wants to look nice on trim like Tino Woo.
27:23
Yeah. You also have that conversation
27:25
like, oh, OK, OK, no problem. Belly.
27:27
That is what you want to reduce your thinking that you need a
27:30
treadmill. But based on what you said,
27:32
based on your age, based on your lifestyle, based on what you
27:34
eat, I'm recommending that you do this, do this, do this, do
27:36
this. And you should buy this machine
27:38
instead of that. That is what will make you an
27:40
expert salesperson. You have subject matter
27:43
expertise and that is how you're going to be able to successfully
27:46
move your equipment in your exercise shop.
27:51
And for those of you who own exercise equipment, this is the
27:54
real reason why your market is not moving.
27:58
It's not because of the Nigerian economy.
27:59
You think these people didn't go online and know beforehand that
28:03
the treadmill actually cost 1.5. The person already knows that it
28:06
cost 1.5 before they came into your shop.
28:09
But because there's no subject matter expert there, you just
28:12
put all the equipment there, you put a fine girl there, and you
28:15
expect that somebody's going to come look at the treadmill and
28:18
then just buy the treadmill and then leave.
28:20
So even if you put a fine girl in the shop, make sure that it's
28:23
a fine girl that has subject matter expertise that can ask
28:26
the questions to figure out who is this person?
28:29
How old are they? What are their health
28:31
conditions? What goal are they trying to
28:33
achieve? Is it strength?
28:34
Is it muscle mass? Is this slim body?
28:36
Is it big bom bom? Is it removed the stomach?
28:39
Is it removed? Christian mother arms, whatever
28:43
it is, put somebody there who's a subject matter expertise, who
28:46
has subject matter expertise, and then your equipment will
28:49
start moving. Because right now they come in,
28:53
they look around, they see the fine girl and they just think,
28:57
let me think about it. And then they leave.
29:00
So excuse me. In fact, for some of you, you
29:01
put your relatives in trouble because if the fine girl happens
29:04
to be your niece or whatever, you know, that's how long story
29:08
might start. Politician comes in, sees her,
29:10
they start talking younger. Let me have your phone number.
29:13
The person came in to buy treadmill.
29:15
Next thing he's toasting your niece.
29:17
So you know, things to consider when you want to staff your shop
29:23
anyway, so summary of what I'm saying here in this episode
29:27
today is be careful who you follow on LinkedIn.
29:31
People who come up with fancy business models and stuff like
29:34
that, you know they're pretty good, really interesting.
29:36
Let's pay attention to them. But people who are talking about
29:39
business and who are ignoring the customer side of things, the
29:44
marketing side of things, the sales side of things, that
29:47
person is only telling you half the truth.
29:50
So well then this person is only telling you the easy things to
29:54
do. It's easy to just say
29:55
competence, agility, resilience and then sponsorship.
29:58
It will keep you jazzed up and you know you'll be motivated
30:02
from day-to-day. But the hard stuff actually is
30:05
really waking up in the morning, you after you eat your hair bath
30:08
for breakfast and then you sit down and start thinking, OK,
30:11
yes, I finally graduated law school.
30:14
I got my first class ahead if I wanted me the degree.
30:17
So now what's the way forward that I want to be son.
30:19
OK, now that I want to be son, who are the kind of people that
30:21
I should start chasing instead of just waking up and taking
30:24
every single case that comes your way?
30:26
So sit down and do the hard work.
30:28
That is what is responsible for career progression and for
30:31
business growth. There are baby lawyers with any
30:34
of you listening to this podcast.
30:36
Yeah, take this advice. So competence, agility,
30:38
resilience and sponsorship, yes, really important.
30:41
But Coco, the main thing actually is the sales and the
30:43
marketing side. Who is your ideal customer?
30:46
How are you going to attract them?
30:47
What do they want? What do they need?
30:49
Who can afford your services? Who has a sense of urgency?
30:52
Who's going to be able to pay you for the three or four years
30:54
while you're pursuing this case? Are you going to figure out what
30:57
it is that they want? Are you going to make an
30:58
effective proposal? Are you going to convince
31:00
people? Are you going to get them to
31:04
introduce you to the network? Because if you're able to nab
31:09
Wiki, Wiki is the current, what's it called, Administrator
31:13
for the FCC, Federal Capital Territory in Abuja.
31:16
So, so excuse me. So if you're able to get Wiki as
31:20
a client, but then you don't, you're unable to get Wiki to
31:23
introduce you to his boys or to his godfather or to whoever,
31:28
then yeah, you might have made some millions from knowing Wiki.
31:33
But the real, real benefit will be if Wiki hooks you up with a
31:36
couple of people. So that at least if we can, if
31:38
you handle Wiki's case this year and he pays you 7M, but then
31:41
next year he introduces you to a couple of other people, each of
31:43
those people paying you 77 M. And let's say this year he paid
31:47
you 7 M, now went to your pocket.
31:49
Next year he introduces you to four or five people, and then
31:53
those five people, each person on average also paying you 7 M.
31:56
Can you see the math? Can you see how it works out?
31:58
So that's where all the juices repeat.
32:00
Business referrals. So that is going to be the real
32:04
reason how you're going to become senior advocate of
32:07
Nigeria. It's hard work.
32:08
Put your head down, start doing the work and see what else.
32:14
OK. And then if you do your
32:15
research, so if you're afraid before you set out to do your
32:19
law firm or to sell your exercise equipment or whatever,
32:22
do your research. When you do your research, you
32:27
try and validate your business idea, you're going to be able to
32:30
mitigate the amount of losses that will occur.
32:32
And remember, everybody suffers business losses.
32:36
In fact, since we're talking about senior advocates now, go
32:38
out and talk to any senior advocate.
32:40
You know, if you're a baby lawyer, they will all tell you
32:42
the losses that they've suffered.
32:44
They will all tell you of the time when they thought this was
32:45
the correct client and they took the case and then the client
32:49
maybe dropped, you know, plenty of money in the beginning and
32:52
then they kept on financing the whole thing.
32:55
And then eventually, you know, the client ghosted them or
32:58
whatever, or they lost the case or something.
33:01
You know, everybody has question mark.
33:03
Accountants have it, lawyers have it, people who sell bread
33:06
have it. People who sell groundnut have
33:09
it. People who sell, I mean,
33:11
Dangote, you know, people who have refineries having everybody
33:13
suffers a loss. So the goal is not to avoid the
33:18
loss and stay rooted in your fear.
33:20
It's about mitigating the losses.
33:22
Make sure that the losses don't cripple you.
33:24
So you do that, you're going to be cool.
33:26
So thanks for your time and attention.
33:28
I'll get you guys at the next episode.
33:30
Then for those of you who want to reach out connecting with me
33:33
on WhatsApp, the number is O 806-466-2140 and the country
33:40
code is +234. For those of you who are not
33:42
Nigerian, then connect with me Tavishimayudhi.
33:44
I'm the host of the show. If you're worried about the
33:47
spelling of my name, just look at the link where you're
33:48
listening to this episode. Highlight it, copy it, paste it
33:51
and LinkedIn, you see my handsome face.
33:53
And then, yeah, send the connection request and I'll
33:58
definitely respond in 24 to 48 hours.
34:01
So thank you very much for your time and your attention.
34:03
I'll catch you guys at the next episode.