Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From Spam to Success: How to Rewrite Your Outreach for Real Results

Transcript

From Spam to Success: How to Rewrite Your Outreach for Real Results · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. I'm taking today's episode at my
0:04
desk and my neighbor is still doing his renovations, although
0:08
the labourers haven't come. So maybe we might have some
0:11
quiet before all the banging and the drilling and everything
0:14
resumes. So the goal of this show is free
0:18
business education. If this is the first time you're
0:20
discovering the podcast, I'm not here to tell you about my
0:22
neighbors. We're here to discuss about all
0:24
things sales, marketing and generally business related
0:28
stuff. So if you're interested in these
0:31
sorts of things then share, promote and talk about the show
0:34
so that your friends and family members in Nigeria and abroad
0:36
can benefit from the questions that we tackle.
0:39
They can do that by subscribing on Spotify, YouTube, Apple or
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any player of their choice. And if you have any sales or
0:48
marketing questions then bring them to me.
0:50
You can call SMS or WhatsApp me on 08064662140.
0:58
Now today on the show, we're going to do something we haven't
1:00
done in a very long time and that is an outreach tear down.
1:04
Now the goal of doing all these outreach tear downs is very
1:08
simple. Or by then when I say outreach
1:10
tear down, this is what I mean. People are trying to do
1:12
outreach. Outreach just means you are
1:14
going outside, whether physically or doing things
1:18
online because you're trying to draw more business.
1:20
So that's what outreach means. So we're going to be looking at
1:23
examples of what people do for business outreach, and then
1:26
we're going to examine how other people are doing outreach
1:30
because lots of people are doing outreach and they're making lots
1:33
of mistakes. So the goal is we're going to
1:37
look at the outreach they're doing, the mistakes that they're
1:39
making so that we do not have to repeat those mistakes.
1:43
So that is the whole point of some of these episodes.
1:46
And yes, it is going to be another WhatsApp episode.
1:50
I know that some of you don't like it, but so long as people
1:53
keep using WhatsApp for business, I'm going to keep
1:55
doing some of these things. And by the way, those of you who
1:57
reach out to say I like the WhatsApp episodes, you know,
1:59
thank you very much. It's nice to see that some of
2:02
you are feeling me, like you understand where I'm coming
2:05
from. So let's see.
2:11
So there's a sample WhatsApp message I received.
2:14
Let me open it and read. OK, now this is what the message
2:19
said. I'm going to read everything
2:21
verbatim, then I'll start making comments.
2:24
So it starts off by saying good morning friend, Just wanted to
2:27
check on you and show you the one habit that has changed my
2:31
life holistically. As a matter of fact, I used to
2:34
be fearful quitting the job that helped me broke for 10 years.
2:38
This very one habit gave me the ground to start off my business.
2:43
This is the one very habit that all the ultra successful people
2:47
all over the world have in common.
2:49
I now inspire people on how to build this one habit in my
2:53
exclusive community, Ultra Success Book Foundation.
2:58
Our vision is to spark reading. Our vision is to spark a reading
3:01
revolution in Africa and raise ultra successful individuals in
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every walk of life through training, coaching and
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mentorship. Do you want to be a part of this
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project and turn great mess into greatness?
3:18
Sign up through the link below and join our exclusive community
3:21
www.youknow blah blah blah with the link.
3:25
So that was the message. Of course, I tried to stay away
3:30
from stuff that will give a hint as to who the person is or what
3:35
the NHR. You get the drift.
3:38
Now I'm not going to repeat this again.
3:41
If you want to hear what it is, just, you know, skip back 2
3:44
minutes and you're going to hear the whole message.
3:47
Now, the problem with this message, number one, if you've
3:51
been listening to this podcast for any length of time, you
3:53
already know what I'm going to say.
3:55
The message is too long. In fact, some of you listen to
3:59
the message and right now, if I ask you what is the guy selling?
4:04
What's the thing about? What was the point of the
4:06
message? To be frank, 99% of you
4:09
listening to the podcast right now, you don't even know what
4:11
the message is about. Thing is too long, people are
4:17
reading on their mobile devices. I keep saying it, it doesn't
4:23
make sense when people flip through sharply on their mobile
4:30
devices and you are sending messages that people have to
4:33
flick 3 or 4 times to read. In fact, let me go back, let me
4:38
see how many flicks is this? That's from my own phone screen.
4:40
I don't know how your phone screen is going to be.
4:43
Let's see. So one flick, 2 flick, 3 flick.
4:50
OK, so on my phone, this message is 3 flicks long.
4:56
Remember that for you, you love your business idea.
5:01
The person you're reaching out to does not give a hoot about
5:04
you or your business idea. They have their own problems.
5:08
They have school fees to pay. Or maybe you know the babe that
5:13
isn't listening to them, or maybe she has marriage issues,
5:19
or maybe they're planning for a trip, or maybe they have
5:23
business problems or career problems.
5:25
All kinds of things are going on in their mind.
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You now send as a total stranger because these guys know my
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contact list. You now send this kind of
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message. You really think somebody's
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going to be scrolling, scrolling, scrolling and consume
5:37
your message because you are who the message is too long.
5:43
In my own opinion, whenever we come up with these things that
5:46
we think are beautiful messages, always copy and paste, send it
5:50
to your phone, let the thing open on your phone and then you
5:54
will now see it will give you a sense of whether this thing is
5:57
too long or not. If you open this thing on the
6:00
desktop, I'm sure it'll be fine because everything will fit in
6:03
the screen. On a phone, my own screen ID 3
6:06
flicks. Depending on you know, how you
6:09
set up your own font size or some people's phone, it might be
6:12
5 flicks or more. Because for me, since I do
6:19
everything on my phone, I like to keep the font small because
6:22
I'm trying to squeeze as much as possible into my own messages.
6:27
So look at it on your phone first before you send.
6:30
If it is more than one flick, you have work to do.
6:33
Tone it down too long #2 don't pretend to be anybody's friend.
6:39
The guy started off the message by saying good morning friend or
6:42
something like that. Abby, let me scroll, let me
6:44
check. See, I have to scroll and scroll
6:47
and scroll to get to it. Yeah, good morning friend.
6:49
That's how we started off the message.
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In fact, in Niger, we all know that if somebody starts off the
6:55
message good morning friend, we know that they are not our
6:58
friend, especially when we don't have the person's number stored
7:02
on our phone. So don't pretend to be anybody's
7:05
friend. It is disingenuous and it is off
7:08
putting. It is also another reason for
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the potential customer not to read the message because you
7:15
listening to the podcast right now, the moment you see a
7:17
message that says good morning friend, you will hit delete
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because you know they are not your friend.
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The only reason why I read it is because I'm in sales and
7:24
business development and I'm always trying to keep an eye
7:26
out. What are people doing nowadays?
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What techniques are raining? Because for some reason it's
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like there's somebody who keeps teaching certain kinds of
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techniques. So one person learns it, another
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person learns it, and you know the next set of messages that I
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received like this, I'm surprised if they follow this
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template, good morning friend, blah, blah, blah.
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Because some influencer somewhere has said online that
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if you want to be effective, start off your message by saying
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good morning friend. Then everybody will start
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copying and be writing good morning friend.
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So if the message isn't tailored to me and unique to me or
8:04
relevant to me, when I say Mina, I mean all of you to the
8:08
potential customer. There's very little chance that
8:10
the potential customer or the potential client is going to
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read it. Don't pretend to be anybody's
8:15
friend. Let's be real with our messages
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then let's see. Aha.
8:20
He also said I'm just reaching out to check up on you now.
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Do not send messages to check up on anyone, especially if you're
8:28
a total stranger. It's creepy.
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You're checking up on me, asking who are you?
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How do I know you? You know, checking up on me, I
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do not prescribe to people sending check up messages
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because they don't add value. But however, even the course of
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doing business, we become friends.
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There's no problem in calling somebody up to say, hey man, I'm
8:48
busy. How how you doing?
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How are the children? It's been a while I ever heard
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from you. I just seem I agree to you.
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I just called to check up on you.
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So in the Nigerian context, I guess that's OK, but I still
8:59
don't think we should be doing that.
9:01
More on that in another podcast episode.
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Then the guy reached out. He said the goal is to check up
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on me, Abby. Next thing he goes into a sales
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pitch. That is very poor technique.
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You don't reach out to someone and say I just say may I greet
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you and the check up on you. Then you go in the sales pitch.
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If I come and I'm busy and I say Madam busy, how you day, blah,
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blah, blah, has the family, I just say may I greet you or oh,
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but I'm busy. By the way, 50% off.
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We have new products. We have new this, we have new
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that. How do you think Madam busy is
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going to feel? I got to say, I just seem I
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agree to you. Let me check up on you.
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Next thing I'm trying to say Madam BC bye now.
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That is not an effective way to sell.
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If you're going to check up, check up.
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If you understand conversations, there are more effective ways of
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starting sales conversations. You can't go from checking up
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and then go into a sales pitch. It is very poor sales technique.
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Before you give somebody a sales pitch, you need to warm the
9:58
person up. You need to finesse this thing.
10:00
It's the same as in any kind of relationship.
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You finesse, you smooth things over, you toast before you go in
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and ask for, you know, for your ask.
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So how do you want people up? I keep on talking about how to
10:13
warn people up all the time, and I keep talking about Tom
10:16
Hopkins. I know some of you are tired of
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hearing Tom Hopkins, but I'm not going to stop.
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Tom Hopkins, American real estate professional and sales
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trainer, currently retired. Yes, I know his stuff is from
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1976 or 1986, but it doesn't matter.
10:30
The principles of business and sales will always remain.
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The contextual application will change over time, but the
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principles will always be there. So pick a person.
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It doesn't matter if it's me or Tom Hopkins or Brian Tracy or
10:45
Grant Cardone or you know, whoever it is, just pick one
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person. Discern what the principles are,
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apply the principles to your context.
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So all these people that were talking sales and business
10:58
development in 1967, 197719871997 the principles
11:05
still apply today and will still apply in 2027.
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The application will change over time.
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Where are you, which country, which industry, what product,
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what service, what relationship do you have to the potential
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buyer? You know, what is the cost of
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the thing? Those are the things that will
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determine how it is that you apply these principles.
11:29
So Tom Hopkins, not a bad place to start, especially since for
11:33
Tom Hopkins, he says that whenever you're reaching out to
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a total stranger, their guard is up.
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Everybody just lock up. They don't want to talk to
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strangers. Nobody wants to be sold to.
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So the first thing you do is that level of resistance.
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You tap it down, get them cool, calm down that resistance first
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when they relax and then their casual with you, you now have an
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opportunity to sell. So that's one reason why I
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recommend Tom Hopkins because it's a, it's a realistic way of
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looking at things. So this is what Tom Hopkins
12:01
says. He says, first of all, you guys
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establish trust. You're a stranger.
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Nobody knows you. Why would I calm down and be
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signing up on your e-mail something or be listening to you
12:14
when you are a total stranger? I don't know you.
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So Tom Hopkins says establish trust first.
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From establishing trust, try and figure out their needs.
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In this process of establishing trust and figuring what people
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need, that is when people calm down and say, oh, OK, I'm
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dealing with a reasonable human being here.
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Then they're able to talk to you.
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It is then you can now show them this is how my product or
12:40
service can help and it is then you can enter into Sales Beach
12:44
and try to get them to take action.
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So Tom Hopkins, what he says is fast Fest, establish trust.
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After that, figure out their need.
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What do they need? Show them this is how they think
12:58
as a help and then bam, sales speech.
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Tom Hopkins frameworks. Go on YouTube.
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You know, you'll find more about his stuff.
13:08
His frameworks work best in situations where people are
13:11
having multiple conversations. Because the guy that sent me
13:14
this message, honestly, the guy thinks that he's going to send
13:17
this message to people and then people will just click and join
13:23
his group. Yes, some people will click.
13:25
But remember I keep saying that it's not about being efficient.
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As per I sent the message to 1,000,000 people.
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It's about being effective. How many people signed up or
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took the next step at the end of the day?
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So in my own opinion, the person that sent 1,000,000 messages and
13:42
only six people signed up, and then another person that sent 10
13:46
messages and six people signed up, in my own opinion, the
13:50
person who sent 10 messages and six people signed up, that
13:53
person is better. Because do the math, if the
13:56
person sends 10 messages and six people take action, by the time
14:00
he sends a million, how many people will take action?
14:04
Meanwhile, the person that is sending 1,000,000 and only six
14:07
people took action, You can see that the conversions, they are
14:10
very, very poor. So let us stop focusing on the
14:14
number of messages or the number of people we can reach, but let
14:18
us focus on how effective that we are for every five people
14:22
that we reach, for every 10 people that we reach, for every
14:25
20 that we reach, how many people take action.
14:29
It is not a matter of I sent 1,000,000 messages today.
14:31
It is for the for the message that I sent, how many people
14:36
took action and think of it in percentage terms.
14:39
So Tom Hopkins framework, it works best if you're having
14:43
multiple meetings, multiple conversations, but assuming that
14:46
you're like this guy and you want to get straight to the
14:48
point with your message, you want them to sign up, you want
14:50
them to join, no problem. The idea is this.
14:55
First off, you can't do this in one message if you want to be
14:58
effective. Perish the thought.
15:01
I almost sent him a message saying, you know, guy, what's up
15:04
Alpha, Is this thing actually working?
15:07
The guy laughed and he said, well, you know, you have to try
15:10
your luck. If you don't try, you never
15:13
know. And that's how me and the guy,
15:16
we left the conversation. So even him, he knows that this
15:19
thing is not working. I'll be surprised if that day I
15:22
was the only person who replied to him.
15:24
And even then, I didn't sign up. So where was I?
15:31
So if you insist, you want to get straight to the point and
15:32
you want to do this thing with messaging, first of all, just
15:36
perish the thought. One message will not do it.
15:38
The goal is to draw somebody into a conversation because
15:41
remember, you are a total stranger.
15:44
And what in the world makes you think you're going to send these
15:48
things to total strangers? And then lots of them will just
15:51
say, oh, let me go ahead and click on this link.
15:54
Even though I don't know who this person is, even though I
15:57
don't know if this is a virus, even though I don't know if this
16:00
is phishing or scam or spam or whatever, really, you guys
16:05
should wake up people who say business is hard.
16:10
It's not that business is hard. You're doing things in ways that
16:13
don't tally up, that don't measure up.
16:16
It doesn't measure up. It doesn't follow.
16:18
I don't know you. I would like click on that link
16:21
anyway. So try and draw people into a
16:24
conversation. It is only when you drop people
16:26
into a conversation, remember, Tom Hopkins, that you will
16:29
establish trust that somebody was either.
16:32
Oh, OK, This person actually is a certified stockbroker who
16:37
knows what he's doing and seems intelligent and something,
16:40
something, something. It is only when you draw someone
16:43
into a conversation that that can happen.
16:46
Establish trust, figure out if there's a need, show them how
16:50
you can help. Then you now throw in your sales
16:53
speech. And even at that, it doesn't
16:55
mean this is 100%. Now everybody will feel you and
16:59
everybody will take action. So as I may want to use
17:03
messages, I want to get straight to the point.
17:05
Your first message is not to get them to click on the link or to
17:09
get them to buy. Your first message is to confirm
17:12
if they're interested or to confirm if they have a problem.
17:17
Lots of people will ignore the message.
17:19
That is just normal because nowadays everybody they spam and
17:23
broadcast up and down. So most people's default
17:27
response is to ignore or to delete the message.
17:29
So don't worry, now is just the future of our time.
17:33
So you send a message to see if they're interested or they have
17:36
a problem. Let's say to 80% of them ignore.
17:40
Yeah, no problem. For the ones that respond, good
17:43
news. You have now been able to draw
17:47
them into a conversation and now your prospects for closing the
17:52
deal are going up. For those people who are willing
17:57
to converse with you, you're supposed to go into need
18:00
analysis to try and figure out what they want, what they need.
18:03
Because there are some people who even though they are
18:06
interested your product or service cannot help them.
18:09
There is no point in telling the person, click on the link, join
18:12
the group by this thing if they will not get any good results,
18:18
because if they join and you're not matched, you're not properly
18:22
suited for each other, they don't get any results.
18:27
They will badmouth you or they will leave a negative review or
18:33
you know, all kinds of things. We don't want any of that drama.
18:35
Then nobody come and spoil our good reputation about working
18:38
hard to build. So First off, draw people into a
18:44
conversation, then going to need analysis.
18:49
When you've done that and looks like there's a match, then you
18:51
can now go into your call to action.
18:53
Join my online community. So with that now let me try and
18:55
rewrite these guys outreach. So in my own opinion, I will
18:59
start off by saying good morning.
19:01
None of that friends, none of that, whatever you know,
19:04
anybody's friend, do not pretend to be your friend.
19:07
And then for the average person at this stage, they're even
19:09
wondering who is this? How did you get my number?
19:12
So I keep saying on the podcast, it is one thing that we have to
19:14
tackle straight from the get. It doesn't matter whether how I
19:21
put it, it doesn't matter how satisfactory the answer is, but
19:27
the fact that we're trying to give an explanation is
19:30
something. But of course, the more relevant
19:34
or the more closer it is, the better.
19:37
OK, Put it this way, if I send a message saying hi, I got your
19:40
number from Auntie Sylvia, I mean, that's different.
19:44
The person is like, oh, OK, is my auntie.
19:46
That gives person the number. The person is cool and calm and
19:49
ready to talk to me. But you see that I started off
19:51
with answering those basic questions, who am I or where did
19:56
I get the number from? But in this case, you can't
20:00
realistically say I got your number from Anti Sylvia or I got
20:03
your number from Trukudi because clearly this is a broadcast
20:06
message. The guy wants to send this to
20:08
millions of people. So what you do is, good morning,
20:13
I got your number from an online business directory of people who
20:16
are possibly interested in starting or growing a business,
20:22
to be honest. I really think that's how this
20:24
guy got my phone number because I did my usual copy paste
20:29
Truecaller as in nothing gomos. There's no connection.
20:33
The guy clearly found my number from a business directory.
20:35
So that's the reason why I'm putting it here.
20:37
And remember about don't pretend to be anybody's friend like
20:41
we're adults here. Don't bullshit anybody.
20:43
Just be honest and go straight to the point.
20:45
If you must do this messaging thing, be honest and get
20:47
straight to the point. We're adults here.
20:50
Good morning. I got your number from an online
20:52
business directory of people who are possibly interested in
20:55
starting or growing your business.
20:57
Do you have, sorry, do you have a side hustle or are you
21:00
thinking of resigning your job? Question mark send.
21:05
By the way, I'm borrowing from the messaging that he used and
21:09
then you send. That is your first message.
21:12
Very simple. Can you say that this message is
21:15
not even 1 flick? It's half a flick because on my
21:18
own phone it is. This is 2 paragraphs.
21:22
It's never up to half of the screen.
21:24
So except if you're dealing with somebody who's a diary and who
21:27
is blind and who is using the biggest font possible, there's
21:30
nobody who will get this message that has to flick.
21:34
Once they open it, they can see, skim, digest and they know if
21:39
they're interested or not. The person who will ignore or
21:41
delete is good. Let him delete at this stage.
21:44
But for the person who is interested, you see where I
21:47
ended it, how I ended it. Do you have a side horse or are
21:49
you thinking of resigning your job?
21:51
The person who is willing to be drawn into the conversation, the
21:53
person will take it up from here.
21:56
So this is your number one message in a sequence.
22:03
So for those of you who must keep doing this thing, start
22:05
thinking in terms of sequences. It is not one message that you
22:09
will send and then the person will buy or that you will send
22:12
and the person will join your group, but rather you will be
22:15
sending a sequence of messages, 23456 messages, one after the
22:22
other. And the whole point is to engage
22:25
people in a conversation or to move them along certain steps,
22:29
certain stages. Stop thinking in terms of one
22:33
message. Think in terms of sequences.
22:39
The goal of this number one message is you're trying to see
22:41
who is interested. You're also trying to start a
22:44
conversation instead of just broadcasting or talking at
22:48
people. Some people will ignore no
22:52
problem. Some people respond.
22:55
For the people that respond, the next step will now be something
22:58
like, oh, by the way, whatever they say, engage with it.
23:03
If you don't engage, don't now feel as if they're talking to a
23:05
bot. And in Nigeria in 2025, for now,
23:09
the whole bot thing hasn't really caught on.
23:11
Lots of people don't like talking to bots.
23:14
When I reach out to GTB and they start that, the whole bot,
23:17
whatever, I just closed it down and I said, look, I'm going into
23:20
the bank tomorrow. Same thing with my wife.
23:21
I and you know, my other family members.
23:23
I haven't met any Nigerian who likes chatting with the bot.
23:27
Maybe you guys exist. If you do, I've given my phone
23:30
number at the beginning of the podcast.
23:31
I'll give it again at the end. Reach out to me, let me know why
23:35
do you like talking to bots. And for those of us who don't,
23:37
who don't like talking to bots, let me know why do you think
23:40
we're backward or we're behind the times?
23:44
So engage whatever they say. After you engage, the next step
23:48
will now be this. My partners and I have a free
23:52
community of entrepreneurs in Africa who are in the same
23:56
situation as you are, and they support the willing to support
23:59
themselves every day to find a way out.
24:02
Would you be interested in learning more?
24:04
Question mark send Can you see that this message is not even A1
24:08
flicker. It is 1/2 a flicker on my own
24:11
phone. It is also two paragraphs and it
24:15
is is this, should I say quarter the third?
24:21
Maybe it's a third of the screen.
24:24
The person that will ignore, let him ignore and delete.
24:27
But for the person who gets it and who is willing to engage in
24:30
the conversation, we're drawing them in one step more.
24:35
Remember, we are thinking in terms of a sequence.
24:38
There is no one master message that will close the deal.
24:43
I mean, of course you will get there.
24:45
You always be lucky and get one or two.
24:48
But remember, the goal is let us not send 1,000,000 messages and
24:51
get 6 people. Let us try and send 20 messages
24:56
and get 6 people. The conversion on that is
24:58
better. It means you will make money
25:01
with less effort. So some people are going to get
25:06
drawn into the conversation. They're also beginning to be be
25:09
drawn into a relationship. They are beginning to feel you,
25:12
to flow with you, to trust you. You're beginning to get an
25:17
opportunity to show expertise. So for the people who respond,
25:21
engage with what they say so that they know that you're not a
25:25
bot as you're engaging. The next step is now this.
25:29
This is where you will now try the buy now, the sign up to the
25:31
community. So the next step will now be our
25:34
vision is to spark a reading revolution in Africa.
25:37
By the way, I'm using his own words, so if it was me, I would
25:40
word things differently. So our vision is to spark a
25:43
reading revolution in Africa to raise ultra successful
25:46
individuals in every walk of life through training, coaching
25:50
and mentorship. If you'd like to be a part of
25:52
this project, you can sign up through our link prop and you
25:56
now put the link there. This is how you stand the chance
26:01
of getting people to download your book, buy now, join your
26:06
community, take advantage of 50% discount, you know, blah, blah,
26:10
blah. Think in terms of sequences.
26:13
You are trying to get people to be engaged in a conversation.
26:17
Through the conversation, we are trying to establish some trust,
26:21
establish some credit, some credibility.
26:24
We want people to know that we are the very guy or we are the
26:27
very babe, that when we talk about XYZ, we know what we are
26:31
saying. And again, I am not endorsing
26:37
this guy's approach. For those of you who listen to
26:40
the show, you know I'm not a fan of all this kind of behaviour
26:43
because I think outreach can be done more effectively.
26:46
I'm just saying that if you must do it this way, that is how you
26:49
should do it. Stop looking for this master
26:52
message. In fact, this is one thing that
26:54
if I ask people. So for those of you who are
26:56
looking for this master message that you send once in January
26:59
and then your millions will now flow, you're trying to save
27:02
time, you're trying to be effective.
27:04
No problem, I agree. But The thing is right now, how
27:06
busy are you anyway? It's not as if you're busy, you
27:12
don't have time, blah, blah, blah.
27:13
So like, what's all the shortcut, shortcut, shortcut,
27:16
Stop with this shortcut thing. Eventually business will grow.
27:21
You become very busy and then it'll be important to hire APA
27:24
or start looking for ways to be efficient, efficient.
27:27
And you're like, for now, just sit down and do the work.
27:29
You want to just send one message January 1st and January
27:33
31st you become a millionaire. Like how?
27:35
Calm down. I have given you a three message
27:40
sequence out of this. So instead of sending the
27:43
message to 1,000,000 people on January 1st, why not just calm
27:45
down? It's a three message, a three
27:47
person sequence. Why not take your time, start
27:50
copying and pasting and you know, sending like that, You
27:53
don't have to send a message to 1,000,000 people January 1st.
27:57
You send a message to 50 or 100 people January 1st, the next
28:01
day, another 50 or 20 the next day is still OK, but we should
28:07
put in the work and make sure that we are converting.
28:10
If you send a message to 50 and then 20 people ignore, sorry, 20
28:14
people respond. It's good.
28:17
From the ones that respond, you know you continue to convert,
28:19
continue to convert. So stop all this busy thing.
28:22
It's not as if you know your, your time is not valuable right
28:27
now. This is the beginning of your
28:28
journey. Actually, you have nothing to
28:30
do, you have nothing to do, so just sit down and do the work
28:36
anyway. So if you have to go about
28:40
things this way, remember we're trying to start conversations.
28:44
The goal is not to broadcast. It's not about how many thousand
28:47
people you send the message to. It's about how many people read
28:50
and how many people take action, conversions.
28:53
That's the main thing. Action, that's the main thing.
28:57
Then stop looking for the easy button.
28:59
Please do the hard work. If there was a way to broadcast
29:02
and to make millions, we would all be billionaires by now.
29:05
Because even me too, I would have broadcast January 1st I
29:08
made a million, broadcast February 1st, made a million,
29:12
broadcast March 1st, get a million.
29:16
And by the way, as I'm getting this million, I'll take them and
29:18
put them in open market funds earning 13% each, so that by the
29:23
end of the year I probably would have put 10 million in these
29:25
instruments and get, you know, get 1013% on that.
29:33
If I was not even January 1st, I'll do, I'll do it.
29:35
January 1st, January 7th, January 21st, January.
29:38
I mean, you catch my drift? If this thing could work, we'll
29:41
all be billionaires by now. Sometimes you have to slow
29:45
things down to make financial progress quickly.
29:48
Don't rush. Take this masterful message that
29:50
you've come up with. Break it down.
29:53
Think in terms of a sequence. Send the sequence, buy yourself
29:56
a Bluetooth keyboard, do copy and paste, copy and paste, copy
29:59
and paste, be typing, be engaging with people or do what
30:03
most people do, which is do what's it called WhatsApp,
30:07
WhatsApp desktop or something. So you can be typing from your
30:10
computer screen from your desktop.
30:13
All right, so that's it with the with the WhatsApp tear down.
30:17
But before we go, I want to do another movie review because I
30:20
had fun. I don't know if you guys had fun
30:22
with the last one where we're going to look at the Netflix
30:24
movie and then see what lessons we can get from sales and
30:27
business development. So the from a sales and business
30:30
development perspective. Sorry.
30:32
Oh yeah, my neighborhood and they started work.
30:34
That's the banking that is going on there.
30:36
So when I say banking, I mean hammer banking.
30:39
I don't mean the other, you understand, if you thought about
30:42
the other one, they need Jesus. So so the movie to review now.
30:47
So it's called Kandisamy's the baby.
30:50
Kandisamy's Kan DAS AM Y apostrophe S can the sammies the
30:57
baby. Now this is the outline for
30:59
those of you who watch Part 1. You already know about me.
31:02
I didn't know there was a Part 1 is by the time I finished the
31:04
movie, I realized that OK so this Part 1 OK let me go and
31:07
watch part one too. So I watched Part 1 later.
31:10
So this movie is the Part 2. So here a young Indian couple is
31:14
about to have a baby. They are based in Mauritius.
31:16
That's where they live, that's where they work.
31:18
Now their mothers, the mom sees now are coming for omugo.
31:23
The mum sees that's now grandparents, they're coming for
31:25
omugo. Omugo is all I put is hi, how I
31:31
just define omugo. OK.
31:33
It's like a omugo is an evil word, but it's a tradition.
31:37
Not all cultures have it so surprised to see the Indian
31:39
people do omugo. So basically the wife has given
31:41
birth and then the mothers come and they colonize the house to
31:46
help with the with the wife, with the raising the babies.
31:50
So the cultures are different. Some people come for a few weeks
31:53
and go. I've heard in some places that
31:56
moms you move in for like 3-4 years.
31:58
You know what? Anyway, different cultures,
32:01
different strokes, different folks.
32:03
So the parents are coming now, Yes, my daughter has given
32:06
birth, my son, they've given birth, don't come and see their
32:09
grandchild. But as they land, no, there's
32:14
yawa everywhere because everybody has different ideas.
32:17
One person says are you breastfeeding the baby?
32:20
Why are you doing breast? You should do breast and bottle.
32:23
Another person will say no, no breast.
32:25
You should do exclusive. Another person will say
32:27
exclusive Bao has it Jaws anyhow shot the thing was just cause
32:31
all kinds of issues. People had different ideas.
32:33
How do you feed a baby? How do you raise a baby?
32:36
Are you pampering the baby? What about hospital issues?
32:39
What about religious? As in all kinds of issues were
32:42
coming up. So it was interesting to see
32:45
that in the movie because I didn't realize that what happens
32:47
here in Niger. I didn't realize it happens
32:49
everywhere because that's what happens here.
32:51
You know, we had five pregnancies, but two children.
32:55
So, you know, you give birth, people descend on the House, and
32:59
then voila, everybody has a point of view about what you're
33:02
doing well, what you're not doing well.
33:04
So in my own opinion, I think it's a wonderful movie about
33:12
family and how to move on from making mistakes.
33:14
Because to be honest, everybody, we all make mistakes.
33:17
And everybody was annoying everybody.
33:19
The father of the child, the guy was vexed.
33:22
The monster who had given birth, she was vexed if actually he was
33:26
even suffering from excuse me, excuse me, have a little cold.
33:33
He was suffering from prenatal was a prenatal depression or
33:36
something like that be post Natal.
33:38
Some kind of depression shot the grandparents.
33:40
They realized, OK, they were being too Ford, so they had to
33:42
calm down. And it was a wonderful movie
33:45
because it shows how, you know, our children embody our hopes
33:49
and they embody our dreams. So the grandparents, you know,
33:52
they're vibrating. They're vibrating, but really,
33:54
really they just want you to be all right.
33:55
Don't want you to not make mistakes and don't want the baby
33:58
to be OK. So excuse me.
34:03
So it's hard, you know, when you've had a baby, everybody
34:05
descends on your house and everybody's putting out and
34:07
everybody has an opinion. But really everybody just wants
34:09
you to be all right. Don't want the baby to be all
34:11
right. And because of that, I think so,
34:14
excuse me, because of that, I think was a good movie.
34:19
Now some of you are asking, what's the business angle?
34:22
I don't have a child, I'm not married, blah, blah.
34:24
This is the business angle. There was a succession plot in
34:29
the movie. Succession just means I have a
34:30
business. The business is doing OK.
34:32
I'm old, I'm going to die one day.
34:34
I want somebody else to take over the business for me.
34:37
So now the mother of the wife and the husband, they run a
34:43
multi $1,000,000 round Abby, multi million round company in
34:48
South Africa because the parents are based in South Africa.
34:52
So what they want to do is they want to give as a gift like, OK,
34:55
you're a mommy now. We were old, you know, we're
34:59
we're retiring, remain small, we'll die.
35:02
So now this big, big company international that we have built
35:06
or I take this company around with it.
35:07
This is our gift to you. But then it was clear that the
35:12
mother of the child and her husband, they had different
35:15
ideas. They like Mauritius, they want
35:17
to continue living in Mauritius. They don't want to go back to
35:21
South Africa. They are, it's an Indian family,
35:23
but they built a life in South Africa, They want to continue
35:28
living in Mauritius. The problem was they never
35:31
discussed succession with the children.
35:33
They just assumed that, look, you're my oldest daughter, when
35:36
I die, you take over the business.
35:38
And funny enough, it is the same thing that Nigerian parents
35:40
would do. I'm an ADOCO, I built a big
35:43
business. I have seven sons.
35:45
What are you telling me that none of you would take over this
35:47
business? All of you mad after all my
35:49
work, sweat and tears, none of you take this over this business
35:52
from me. You know, the same sort of thing
35:53
that happens in Nigeria. So I want to give some thoughts
35:57
on how to deal with succession planning because about 3% of you
36:01
who listen to this podcast are between the ages of 45 to 60
36:06
and, and you know, it's practical because some of you
36:09
between 45 and 60 already getting to that stage, like my
36:12
cousin who is a senior advocate, you know, you put a lot of
36:16
effort into it. One day.
36:17
What just Justin, I was talking about when the boys take over
36:21
and I was like, calm down, calm down, Jerry, calm down.
36:23
Like when they take over how? And my cousin was like, what do
36:27
you mean? After all this suffering, you're
36:29
telling me that none of them will get involved in this
36:31
business? You must be joking.
36:33
Whether they like it or not, they will run this business.
36:36
I'm like, Jerry, calm down now. Can't you see as they like
36:40
computer, computer, maybe they might want to say, Terry, forget
36:43
that thing. They will take over this
36:45
business. They'll become lawyers anyways.
36:46
So that's how we left the conversation.
36:48
So these things happen. So 45 to 60 and you're thinking
36:53
you want the children to take over from you.
36:54
When you're running the business, this is what you do #1
36:57
start early, plan systematically.
36:59
It's a process. It's not an event.
37:01
You can't just wake up one day when somebody's now 28, 3035
37:06
years old. I now tell the person or I'll
37:08
come around the business. It doesn't work that way.
37:10
It's a process. It's a stressful process.
37:13
So begin planning decades in advance so that we can make a
37:18
gradual trade adjustment. So First off, you need to think
37:27
of a timeline. When do you want this thing to
37:29
happen? Figure out roles and
37:30
responsibilities. You have to figure out ownership
37:32
transfer. This is something that you have
37:34
to talk with the lawyers about. Is it gift?
37:36
Is it selling shares or you're going to create a trust.
37:41
I mean, for those of us who studied law, these are some of
37:43
the practicalities I'll be looking at.
37:46
So make sure you get professional advice.
37:49
Start talking to your accountant about it early.
37:52
To your lawyer, you know, your financial advisors, they're the
37:55
ones that will be giving you ideas of, OK, this is how we
37:57
start, this is how we go about it.
38:00
Then you have to prepare the next generation.
38:03
Don't make it look like it's by force, by force.
38:04
If it is by force, by force, especially the boys.
38:07
The boys begin to resist. Like, what do you mean like
38:10
pops, you can come and oppress me.
38:12
Just make it look like an option.
38:14
Let their mind be open. Let let them be flexible.
38:20
So the goal is 1. To make sure your children, are
38:23
they interested. They don't want to lead the
38:26
business. Don't force somebody to come and
38:28
take over the business and they're resentful.
38:30
That can lead to poor performance and eventually the
38:33
business will fail. Then also start exposing people
38:36
early to the business, introduce you to them from a young age,
38:40
like my father when he was building his because he used to
38:45
build houses and sell and he used to sell cement once in a
38:48
while I used to follow him to depot.
38:49
Once in a while likes to follow him to sight.
38:51
Small, small, small, small, small.
38:53
That's I get people interested. So one of my pubs, his friends,
38:55
that is how his daughter got involved in construction is from
38:58
all these small small things. You enter depot from depot you
39:02
enter site from site. You go to client house.
39:05
That is how small, small, small the girl now enter construction.
39:10
So expose them early internships, holiday jobs,
39:15
meetings, you're going to go and meet clients, you know, stuff
39:17
like that. Carry the children along,
39:19
informal discussions when you get home.
39:21
We're talking about one or two things right from when they're
39:23
small. That's how you begin to
39:27
introduce them. You know, small, small, small,
39:29
small, small. You can also be doing formal
39:32
trainings, some mentorships, you know, all kinds of things, hands
39:36
on experience. Let them work in the business.
39:38
Let them come and do one or two things.
39:41
It's how you start getting them interested.
39:42
You can see that it's a process, it's not an event.
39:47
So this whole thing of waiting until you're 70 and then you now
39:51
gather all your children. I say children old in years.
39:56
The Bible says that we have two scores and 10.
40:02
If we are strong it is 4 scores and I'm currently 70.
40:06
So if I'm healthy I'll be here until I'm 80 something.
40:09
So it is time for my children. The business is yours.
40:12
You have the the shock of your life.
40:14
So this is how you start preparing people.
40:15
Small, small, small, small. So summaries don't spring
40:20
surprises on anyone. It's not good in any part of
40:22
business. Also, like I said yesterday,
40:25
when you're watching movies, keep an eye out.
40:28
What's the business problem here?
40:29
How would I solve this business problem?
40:31
Are there any principles that we should be looking at to solve
40:33
these kinds of problems? Those are the sort of things we
40:35
should be looking at. But then back to the first guy
40:37
who now sent me that. What's that message?
40:40
If you've been trying to draw more business that way, please
40:44
just know that this thing is not going to work.
40:47
There's no magic message. Think of a sequence of messages
40:51
that I aimed to draw people in the car into conversation.
40:54
When you draw people into conversation, it will give you
40:56
an opportunity to display your credibility, your
41:00
professionalism. It will give you an opportunity
41:03
to build some trust that will allow you to ask questions,
41:06
figure out what their needs are. If you have something that meets
41:09
their needs, you'll be able to propose it to them.
41:11
Make yourself speech. Get them to sign up, get them to
41:14
download your book, get them to whatever.
41:16
Or Please remember, the focus is we're not trying to broadcast to
41:20
as many people as possible. We're trying to send some
41:22
messages and we're trying to get people to take action and join
41:27
our community or buy our ebook or buy our product or attend our
41:33
webinar or whatever it is you're trying to get people to do.
41:35
So that's all for today, folks. And remember, if you have any
41:38
sales and marketing questions, bring them to me.
41:40
You can call, you can SMS, you can WhatsApp me on 08064662140.
41:46
Thank you very much for your time and attention.
41:48
I'll catch you, dear listener, at the next episode.