Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Track Your Customers on the Go, No Laptop Needed

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How to Track Your Customers on the Go, No Laptop Needed · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Today on the podcast, we're going to look at how to use your
• 0:04
  phone as ACRM tool. I repeat, how to use your phone
• 0:08
  as ACRM tool. So in a couple of minutes, I'm
• 0:12
  going to explain what the CRM is and why we are looking at this
• 0:16
  topic today. But before we proceed, I have to
• 0:19
  point out I'm making this recording at home.
• 0:22
  It's a late night recording. Well, everybody's asleep
• 0:26
  hopefully, but there should be some noise in the background.
• 0:28
  So when that happens, do not be disappointed.
• 0:32
  And then if you would love to connect, you can call, send me a
• 0:35
  text message or WhatsApp message on 08064662140.
• 0:43
  So today, how to use your phone as ACRM tool?
• 0:46
  Now CRM just means customer relationship management.
• 0:51
  Some people say client relationship management.
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  Whatever time it is that you come across or that you call it,
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  it's all good. The most important thing is not
• 1:00
  what The thing is called, but what we use the thing for.
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  Now, customer relationship tool. Excuse me, why?
• 1:08
  Client relationship management tool is just as it sounds.
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  It's a tool that helps us manage the relationship that we have
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  with all our clients and then of course with prospects as well.
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  Now remember, a prospect is someone.
• 1:26
  So excuse me, I've had a long day and you know, my son had a
• 1:31
  birthday party today and you know, it's really was for the
• 1:34
  kids. But at some point I say, Omar, I
• 1:36
  can't be darling myself like this now.
• 1:38
  So the host was offering us some drinks and the guy brought this
• 1:43
  nice whiskey. So I said, let me whip some
• 1:46
  whiskey and coke. And, you know, before you know
• 1:48
  it, now you know how alcohol can make you, you understand your
• 1:53
  your inhibitions will calm down small.
• 1:55
  So that's how we're just enjoying ourselves.
• 1:58
  I was shouting like an idiot. I said no, let me calm down.
• 2:01
  So I'll disgrace my son. Yeah.
• 2:04
  So that's it. Apart from that.
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  I had some coaching calls earlier.
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  Yeah, Where was I? So we need something that is
• 2:12
  going to help us manage relationships with our
• 2:14
  customers. So I was talking about the
• 2:16
  difference between customers, clients and their prospects.
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  Now, a prospect is somebody that you're talking to.
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  You hope that by the time we finish it, all this back and
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  forth the guy will give you some money or to be able to give you
• 2:27
  some money. That is a prospect.
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  A prospect is a potential customer.
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  I'm hoping that after all these long and short, all these back
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  and forth, money will come out of it.
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  That's a prospect. Now, a customer is somebody that
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  has given you money before and you hope the person will give
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  you money. Again.
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  A client is somebody who has given you money before.
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  Definitely the person has been coming back and forth.
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  You know, you have been doing business, you know, on the
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  steady, but usually when you say client usually mean much more
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  corporate or professional services.
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  So that's the reason why a Carpenter for instance, will say
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  a customer, you know, who greets customer, you know, but a lawyer
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  will say I have a client. So on this podcast I use
• 3:16
  customer or client interchangeably.
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  You know, I don't, I don't fuss about it and I don't think you
• 3:22
  should too. So the CRM tool, even though
• 3:26
  it's called a customer relationship management tool or
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  a client relationship management tool also is important for
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  managing relationships with prospects.
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  That is people that have not given us money now, but we are
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  hoping that we're praying that will give us money in the
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  future. We all have prospects.
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  Believe me. If I do want sweet deal I was
• 3:49
  working on that was last Week, 2 weeks ago with British High
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  Commission and I was praying that Father Lord let this thing
• 3:56
  click because you know school fees now we don't we don't pay
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  school fees unfortunately within being click.
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  So when you are toasting somebody and you can see invoice
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  at the end of the tunnel, that person is a prospect.
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  So this RM tool helps us to manage all these relationships.
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  Now what we say manage all these relationships.
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  What do we mean? We need something that will
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  remind us where we are. The stage in the relationship.
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  Is it the beginning? Are we at the fulfilment stage?
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  Fulfillment is we have agreed the paid money.
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  It's now time for me to do my own part.
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  Have we passed fulfilment? How long has this relationship
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  been going on? Is there anything I need to do
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  to further this relationship? Is there something that the
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  other person is owing me? These are the kind of things
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  that cost my relationship. Management tools help us with.
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  Now some of you will say, I beg, business is hard enough as it
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  is, why do I need another thing on my plate?
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  And the answer is simple. In the beginning, you'll be
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  talking to only one or two people.
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  That's normal. At that stage, you don't really
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  need CRM because you can't remember everything.
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  But one day, One day, I don't know what the threshold is,
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  whether it is five clients or 10 or 15 or 20, depending on who
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  you are. But one day, one day you'll find
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  yourself talking to a customer and this person is talking or as
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  the prospect is talking in your heart, you'll be like he I
• 5:27
  really do not know what the hell this person is talking about.
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  I know that we spoke about something that might be you
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  know, but honestly speaking, I can't remember.
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  And then you're fumbling through a conversation is because you
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  don't have acrm to the first time that this thing catch me
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  was was do my wedding photography days and I was
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  talking to two brides. You know how some names are like
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  pure water names, like one of them is Chemi.
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  I would say the surname, but Shark, there are some names that
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  if you check on Google, you see that there are plenty of them.
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  And was was, was one of those situations, Two different girls,
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  but the name is the same Chemi, Chemi, surname, surname.
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  They're not related. I was talking to 1 Chemi and in
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  my mind I was, you know, making mental notes in my mind and
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  digesting the conversation in my mind, but I didn't realize that
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  I was applying the information. Basically, I was getting the two
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  things mixed up. I spoke to 1 cami, understood
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  some things, and I was now in my mind applying that situation to
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  the other cami. That's how I got the wedding
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  dates mixed up. In case you didn't, you guys
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  didn't hear me. Let me repeat, because I didn't
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  have something that is a system of record to point out to me who
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  I'm talking to, what we discussed, what we agreed upon,
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  when is the wedding date? What am I supposed to deliver?
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  I got my wires crossed man Seriously crossed.
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  Luckily. The thing is I recover quick
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  quick. But it has less on to some
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  really really bad situations where like another friend of
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  mine was a wedding photographer back then, now she only does
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  children's photos. She ended up double booking
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  people on the same day, collect money from this person, collect
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  money from this person, two of them same day and then on
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  Tuesdays is now hyperventilating that, hey, what will I do?
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  You don't have I collected two people's money for work on the
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  same day. So I don't know whether is you
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  know, when you only have three clients or you've only spoken to
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  five people or 10. Look, but at some point you need
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  something, some sort of system of records, not just using your
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  head to help you manage these relationships and these
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  conversations. So the CRM tells you who am I
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  talking to or who should I be talking to?
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  What stage of this relationship are we?
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  Are we at? How far with this negotiation?
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  What are the things that we discussed?
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  What are the things that I need to do to advance the sale?
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  What are the things that the other person is supposed to do
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  for me? You need something to help you
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  manage all that information. That thing is called the CRM,
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  the customer relationship tool or a client relationship tool,
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  CRM. Now, ideally the kind of CRM
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  that you should have, it depends.
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  There's some dedicated tools like HubSpot for those of you
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  who you know, you hang around on LinkedIn, you read blogs or you
• 8:37
  listen to podcasts, your radio from, you know, HubSpot.
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  So there's HubSpot, you know, that one is not too bad,
• 8:44
  although in my opinion, anything complicated, small shark.
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  So you know, if you're new to this, I don't think you should
• 8:50
  go and rush and buy household. And there's Zoho, that's the one
• 8:55
  I use. There's another one Begin.
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  I got introduced to begin because one of my current
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  clients, that is what he uses and, and you know, in the
• 9:05
  beginning he wanted to know my opinion about it.
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  And quite frankly, I've never heard about it.
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  But as we were talking, he educated me now.
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  So I begin actually is from the same, the same company, the same
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  parent company, you know, so that's also another one.
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  Then there's audio. I mentioned audio a lot on the
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  podcast, not because you know, they're the best or anything,
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  but to be honest, I mentioned it just because as far as it's an
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  African CRM, I can't remember if he's headquartered in Kenya,
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  being Nigeria or wherever. Bushai is African, so that's why
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  I talk about them. Just so you guys know that all
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  the solutions don't have to be abroad, abroad solutions.
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  We have some home homegrown solutions.
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  And then of course, if you go and check your phone, your
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  Google Store app or your iPhone app, you should have the other
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  dedicated apps that you can use as the CRM.
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  So in other words, ideally options day, whether you pay for
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  them or whether they are free, their options.
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  You don't have to be left hanging.
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  But then there are some people who, you know, ideally you're
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  supposed to have ACRM, but now you just want manage.
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  That's OK, that's alright. So long as you're using
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  something that takes all that information out of your head and
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  puts it on paper or puts it on an app so they can be, excuse
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  me, So you can keep track of all the things that you guys are
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  talking about and all the people that you're talking to.
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  Because honestly, we all pray for business growth.
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  Honestly, by the time business picks up and you're now talking
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  to like let's say 1015 people every week, it will be too much.
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  You will talk to Pastor by on Monday and by the time Pastor
• 11:02
  Bio calls you in two weeks time, you would have forgotten half of
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  all the stuff that you know by about Pastor Bio spoke about.
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  And believe me, it doesn't make a good opinion impression.
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  It doesn't leave a good impression and it gives people a
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  bad opinion of you. They will say this guy is not
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  sharp. Every time I talk to him, he
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  sounds like a dollar. Things that we discussed.
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  I bring it up. A guy does not remember.
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  It's not a good impression. So shall I use something now
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  there are notes like Evernote. Evernote actually isn't is a
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  note taking app and I used to use it a while ago, back when
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  the thing was free. You know, now they ask, I can't
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  remember how much they charge. Anyway, there's a free version
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  and then there's a paid version. But back when everything was
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  totally free, I used to use Evernote.
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  What I would do is I would just make an app.
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  Sorry, I say app, I'll make a note in Evernote.
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  OK, let's let's go back to this chemy thing now.
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  So let's say I talked to Kemi Ogdingby.
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  By the time I finish, I will now create a note in Evernote saying
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  and I now titled Kemi Ogdingby. And then I will now say there
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  spoke to potential bride Kemi husband only wedding date 25th
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  of December in Abuja wedding hall blah blah blah.
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  Interested in three albums? 12 by 24 inches.
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  Also interested in seven frames, 12 by 12 by 8 inches.
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  Let's see, what else? Bridal train, 6 girls, 4 guys,
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  you know, as in right, Everything like that.
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  And then I'll now put the date of the conversation.
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  So let's use today's date. OK, I'm making this recording on
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  13th, excuse me, 13th of September 2025.
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  If you're listening, listening to this sometime in the future,
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  then you know, of course, you know, the date has passed by
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  far. So, so excuse me.
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  So I will now type everything out in Evernote like that.
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  Now Evernote had a scheduling calendar and scheduling
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  capability. I'll now go to Evernote.
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  Everyone had three dots. I'll click on three dots, top
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  right corner. I will now set reminder or set
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  calendar something. So let's say like now I spoke to
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  Kevin today, everything was good.
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  Or maybe Kim, he said, you know that she wants to travel for
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  grandma's burial. You know, that kind of thing
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  should be back in like one week. So I will now set and now click
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  in Evernote, those three dots, top right hand corner.
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  I click select calendar. I will now tap the calendar
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  'cause you should show up like a box or now tap from warm.
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  So let's say OK, today is Saturday and now tap the
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  calendar. The calendar will just show the
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  Saturday that is immediately under this Saturday that I'm
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  talking about. Now I will just click on it prep
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  and then I'll click on done. Then that's it.
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  Reminder has been set. I'll just go about my business.
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  Then that's how next week Saturday, no matter what I'm
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  doing my phone just do zip, zip and I'll look and the thing will
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  now say Cami or getting bill. OK Cami by the time I click on
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  it they can open prep and now I see everything there now.
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  Oh last week I spoke to a lady who is Cami who could be a
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  potential client getting married at this date.
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  Husband is like this. These are the things that she
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  wants blah, blah, blah, blah. She went from Mumsey's burial.
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  She should be back by now. I now quickly call.
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  I say, Cami, what's up? How you doing?
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  Is the team guide I spoke to last week.
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  Do you Remember Me? The photographer?
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  Oh, yeah. Welcome back.
• 14:51
  Are you back in town? Yeah.
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  Well, house. House.
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  Grandma's burial. Yeah.
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  Sorry. Oh, sorry.
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  Oh, God. To grant God to grant you with
• 15:01
  the grace to to to bear the loss.
• 15:03
  Sorry. Bad news will not come my way
• 15:05
  again this year. Yeah, well, I remember how these
• 15:09
  things can be even me to when my dream, my own grandma's is
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  burial like this, like this, like that, like that.
• 15:14
  You understand? Small talk, small talk, small
• 15:16
  talk, and then from there, eventually we'll get back to the
• 15:19
  matter at hand. So the last time that we spoke
• 15:22
  coming, you said you and Bio want to have a look at samples,
• 15:29
  and if you're cool and rested, I think we can do it this week.
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  What does Wednesday look like now?
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  You see, the reason why I can have that kind of conversation,
• 15:39
  or anybody can have that kind of conversation, Yeah, is because
• 15:42
  they're using something as a CRM tool.
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  Now, Evernote in this case is not ACRM tool because Evernote
• 15:50
  is designed for making notes. As far as you go, lecture your
• 15:54
  lecturer, say one or two things, you think that's interesting,
• 15:56
  you pour it down. Or you attend the meeting, they
• 16:00
  say you should do secretary work, You put it down.
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  That's what Evernote is designed for.
• 16:04
  But you can see how I and hundreds of thousands of other
• 16:10
  people were using this thing as a CRM tool.
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  You can do the same thing, too. So Evernote, not just Evernote,
• 16:22
  Trello. OK.
• 16:23
  Trello is a project management one.
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  What else? Yeah.
• 16:27
  So Evernote, Trello, project management software, you look
• 16:32
  with some creativity, can use anything as a synonym tool.
• 16:35
  It was important. I think we should.
• 16:36
  There should be something that will remind you that you spoke
• 16:39
  to somebody. Cameo getting bail last week and
• 16:43
  you're supposed to call her this week and when you call her this
• 16:46
  week, these are the things you're supposed to discuss so
• 16:48
  that you can move the business deal forward.
• 16:51
  You need something like that in your business.
• 16:54
  You do, we all do because as a certain point, when you crush
• 16:59
  that magic threshold, whether it's 3 customer or five
• 17:01
  customer, 10 customer, 15 customer, at some point you
• 17:04
  can't remember all the people you've spoken to, all the things
• 17:08
  you've spoken about when you're supposed to call them back, what
• 17:11
  you're supposed to do next. You just can't remember.
• 17:14
  So you need some sort of tool now.
• 17:17
  So there's some guys who amaze me who use Excel, to be honest,
• 17:21
  I don't know how that works. I don't know.
• 17:24
  But The thing is, you know, since XL has multiple fields,
• 17:26
  there's some people that do that.
• 17:28
  You know, field one will be the person's name, field 2 will be
• 17:33
  date, field 3 will be description and you know, on and
• 17:37
  on and on and on. And they just put it there prep.
• 17:40
  So I don't know how you do the date function like how you get
• 17:44
  Excel to remind you on, you know, October 15th that you're
• 17:49
  supposed to call Cameo Gadenbe. So I don't know how, but I've
• 17:53
  seen some people that use it that use Excel.
• 17:57
  To be honest, I think it looks clumsy, but I'm just telling
• 17:59
  you, I have seen it done. Wedding professionals, event
• 18:04
  professionals are funny enough, both of them actually are
• 18:08
  wedding planners and I see them using Excel.
• 18:11
  The thing blows my mind, but I've seen people do it.
• 18:14
  But you see the main point I'm trying to pass across.
• 18:17
  There is something that is not in your head that somebody can
• 18:21
  refer to that will remind you, who have I spoken to?
• 18:26
  Who should I be spoken to? Who should I be speaking to?
• 18:29
  Where are we? What did we decide?
• 18:31
  What am I supposed to do? When are they supposed to do it?
• 18:34
  When am I supposed to be at work?
• 18:36
  When am I supposed to send boys into the field?
• 18:38
  When are this? When is this person supposed to
• 18:40
  pay me? When am I supposed to give
• 18:42
  somebody balance? You see something that is
• 18:44
  keeping us on track. We need something.
• 18:50
  So that's the manage level. Evernote, Trello, project
• 18:54
  management software, Excel. For those of you who use Excel,
• 18:58
  you know, reach out to me, you know, let me know what's up.
• 19:00
  Let me try and understand this thing because to be honest, I
• 19:02
  think looks messy. I know you open it.
• 19:04
  It's just you just see information as it is
• 19:08
  overwhelming. So you guys, you try, you really
• 19:11
  try those of you Excel people. Then of course, there's the old
• 19:16
  school way before computers. So those of us who our first
• 19:21
  careers were in law back in the day, you know, before computers
• 19:25
  were everywhere, you know, everything was old school diary.
• 19:28
  As a baby lawyer, you have your own diary.
• 19:30
  You go and see the customer or you go to court.
• 19:33
  You come back while you're outside, you are notating your
• 19:36
  diary. By the time you come back, the
• 19:38
  office itself has its own diary. You now annotate have you now
• 19:43
  copy the main things into the office diary.
• 19:46
  Then the practice manager. Practice manager is sort of like
• 19:49
  the the admin, how would I put it, like the old guy in the
• 19:54
  office, but it's not really your guy.
• 19:57
  But you are the person who manages the workflow, the
• 20:03
  practice manager. If I can't remember these terms,
• 20:06
  forgive me, but the person that says Tavishima, you, you go to
• 20:08
  court Kulia you, you go and say Mrs. Kabir, you, you go to Lanza
• 20:15
  Registry, you know that kind of thing.
• 20:18
  So. Diary.
• 20:21
  Yes. And then what else?
• 20:24
  Office and file cabinet. I know some of you say office of
• 20:28
  our cabinet, and I'll say yeah, office of our cabinet.
• 20:32
  One of my good friends no longer in the event space also happens
• 20:35
  to be a wedding planner. That was how they ran their own.
• 20:38
  It was filing cabinet. They would talk, notes will be
• 20:44
  made longhand will be put in the file, and they'll be put in the
• 20:47
  filing cabinet, and anybody could go and check it.
• 20:51
  Her assistance, you know, anybody could go and check it.
• 20:56
  Now, how you remember to check the file cabinet?
• 21:01
  No, I don't know. Maybe you'd have to use a diary.
• 21:03
  But The thing is, you can see that there's some sort of system
• 21:07
  that lives outside your brain that you can refer to and get a
• 21:11
  sense of who am I talking to? Who should I be talking to?
• 21:14
  When should I get back to them? Who is supposed to get back to
• 21:17
  me? What am I supposed to do next?
• 21:19
  What are they supposed to do next?
• 21:20
  How are we going to move this deal forward?
• 21:23
  So even if his office our file cabinet, although I haven't seen
• 21:28
  office our file cabinet in the last, I don't know, I don't
• 21:33
  think I've seen in the last 10 years, but it can't be done.
• 21:36
  I've seen it done at least last decade.
• 21:38
  I saw it done. So anyhow.
• 21:41
  Anyhow, Sha, what I'm trying to say is there are options that
• 21:47
  nowadays in 2025, you can't see that you can't come up with a
• 21:54
  system. They'll help you keep track of
• 21:56
  all these things. You can't see it, it's not
• 22:00
  possible. It can't be done.
• 22:03
  Now in old episodes that I've made about CRM tools because my
• 22:08
  relationship management tools, I was talking about how you can
• 22:10
  use your phone itself as ACRM tool.
• 22:16
  I was talking about how you can use note taking apps like
• 22:19
  Evernote and all that. And then you combine it with
• 22:24
  Google Calendar and you can use your phone as a note taking
• 22:26
  tool. In fact, again, we use Google
• 22:29
  Calendar itself. I was talking to a baby lawyer I
• 22:34
  think like 2 weeks ago. OK, well, not really a baby
• 22:38
  lawyer. Of course, she's in year 3,
• 22:41
  happy year 4, so she should be graduating next year.
• 22:45
  But her business, that side hustle that she's doing is the
• 22:48
  perfume business. And I had to tell her, look, you
• 22:50
  know what, trying to be managing all these things, excuse me,
• 22:55
  from memory of what's I'm in box is not really the best.
• 23:00
  I told her you cannot use Google Calendar.
• 23:03
  It's straightforward. When you talk to somebody, let's
• 23:07
  say let's see Kevin. So when you talk to Kevin, Kevin
• 23:11
  wants to order 5 bottles of Easy Miyake, you know, maybe 3 for
• 23:16
  himself and then maybe two for his girlfriend.
• 23:20
  So he talked to Kevin. Today you go into Google
• 23:25
  Calendar and you create an event.
• 23:30
  It will give you subject on the subject.
• 23:32
  You just put Cool Kevin, let's say that's how you stored the
• 23:38
  number on your phone. Call Kevin.
• 23:39
  You just call Kevin as a subject so that whenever you set the
• 23:43
  reminder, your phone does zip, zip or your phone does bring
• 23:46
  him. When you look and you see call
• 23:47
  Kevin, you don't remember that. Oh, I suppose call Cool Kevin or
• 23:52
  I suppose send WhatsApp message to Cool Kevin.
• 23:56
  So that's in subject. Then there's I think it's called
• 24:02
  details or something, either details or description on that
• 24:05
  details or description. That's where you now start
• 24:07
  putting all the details. So you now put it there first.
• 24:10
  September 2025, spoke to Kevin, made inquiries.
• 24:15
  Isimiaki, 5 bottles, 3 bottles 500ML for him, 2 bottles 150ML
• 24:24
  female for his girlfriend Babe's birthday, December 25th.
• 24:32
  He's interested in probably buying buying his own in the
• 24:35
  next two weeks. He says he needs time to gather
• 24:40
  himself. We should talk again in two
• 24:43
  weeks. You now put, you now put full
• 24:45
  stop there. That's it.
• 24:47
  One entry. Then since cool Kevin say people
• 24:54
  are supposed to talk in like 2 weeks.
• 24:56
  What you now do is you now go up on that subject.
• 25:01
  You will see. I can't remember what it's
• 25:04
  called anyway, but you see the place where it's where you can
• 25:07
  schedule day of the weekend time.
• 25:09
  Click on nothing. The thing will drop down.
• 25:12
  You know, I'm going to select two weeks from today.
• 25:15
  So let's say today is September 1st. 2 weeks should be that kind
• 25:19
  of September 14th if September, yeah, let's say that kind of
• 25:23
  September 14th, if today is September 1st, first click on
• 25:26
  that. Now if you want to be a stickler
• 25:29
  and schedule a particular time, then put it there where you want
• 25:33
  to call him 12:00 or 1:00 or whatever.
• 25:36
  But he had to be honest. Between you and me, this is a
• 25:38
  secret. Don't tell anybody.
• 25:39
  I do this because as a sales coach is is kind of untidy.
• 25:44
  But let me just be honest with you.
• 25:47
  For me when I said those ones, I just leave it.
• 25:49
  I leave the time blank. I leave the time blank, but I
• 25:55
  set the day so that in the morning, by the time I'm
• 26:00
  checking my calendar, I'll see that oh, these are the list of
• 26:04
  activities that I have scheduled for today, I suppose call Madam
• 26:09
  H Orga Daniel Deaconess Akubiro Malam Abdul Kadir.
• 26:21
  You know, I'll see it all there. Then I will now use my common
• 26:24
  sense will now say, OK, who should I call first?
• 26:26
  Who should I call next? But don't tell anybody I told
• 26:29
  you this. So ideally you should be setting
• 26:33
  a time for when you call these people back.
• 26:36
  All right, So when you do that now and you now click on save,
• 26:42
  when that day comes, Google will do zip, zip on your phone.
• 26:48
  You will be notified or if you don't set a notification, but
• 26:54
  you just put the day like I do, you wake up that day.
• 26:57
  Once you tap Google Calendar, all the things you listed for
• 27:00
  today will jaws open out like that?
• 27:04
  Then that is your workflow for today.
• 27:06
  Those are the people you have to call for the day.
• 27:09
  Those are your phone calls. Those are your meetings for the
• 27:11
  day. So you can see how even just
• 27:15
  using Google Calendar itself or Apple Calendar or you know, if
• 27:22
  you use techno and this techno calendar whatever shall just use
• 27:26
  it. Now the reason why for baby
• 27:28
  lawyer I recommend a Google Calendar is this a lot of us use
• 27:33
  Android phones. And of course, if you're using
• 27:37
  an Android phone, the default is Google.
• 27:41
  We all sign in through Google. So what that means is if
• 27:45
  something happens to your phone now, if your child takes your
• 27:48
  phone now, flushes it down the toilet after you spanking, you
• 27:52
  now go and buy a new one. The moment you buy a new one and
• 27:56
  you sign in using your e-mail address, all the appointments,
• 27:59
  all the reminders, all the everything, all the everything
• 28:02
  you scheduled, you will just show up there on this brand new
• 28:05
  phone. Or if you use an iPhone and you
• 28:11
  do Apple calendar and then you quarrel with your babe, she's
• 28:16
  angry. She carries your phone and then
• 28:19
  she smashes it with a hammer after you break up with her and
• 28:24
  you go and buy a new phone. By the time you sign in with
• 28:28
  your Apple account, all the reminders, all the everything
• 28:32
  that you scheduled will show up there.
• 28:34
  Your calendar. Or let's say your boyfriend is
• 28:38
  paranoid. He thinks you're cheating on
• 28:41
  you, Abby. No, he thinks you are cheating
• 28:45
  on him and her. So he decides to steal your
• 28:47
  iPhone 'cause he wants to check it.
• 28:49
  So the first thing you do is you go and do that online.
• 28:53
  Is it a report iPhone stolen? Go and do report iPhone stolen
• 28:58
  first. First so that your boyfriend can
• 28:59
  enter your phone. The next thing you do is you go
• 29:02
  and report to the police that is idiot has taken your phone.
• 29:06
  So you know. So police go and harass him and
• 29:08
  then he goes to jail. But in the meantime, you buy
• 29:11
  yourself a new iPhone by time you sign in, so long as you have
• 29:15
  been using your Apple calendar, your I calendar, every single
• 29:22
  note, every single meeting that you scheduled, every single
• 29:25
  whatever, everything will just be there.
• 29:27
  So that's the reason why I recommend these calendar tools.
• 29:31
  You know, you lose 1 phone, you buy another one, you know his
• 29:34
  name. Well, of course the problem is,
• 29:36
  you know, if you're doing Android, Android, Android, and
• 29:39
  then you now go and buy iPhone, migrating the data is a problem.
• 29:43
  And then the other way around. So in my opinion, just pick 1.
• 29:46
  So that's the reason why I'm on this Android level now because I
• 29:50
  just got tired of OK, I'm using iPhone and I want to switch to
• 29:53
  Android. How will I move all this data or
• 29:59
  you know, the other way around. So now I'm going to be Android
• 30:02
  for life when if you dash me an iPhone, honey, let's let's see
• 30:07
  across that level when we get to it.
• 30:09
  OK, 30 minutes. Let me try to wrap this thing
• 30:11
  up. So yeah, that's it.
• 30:15
  You can see here the options, even your Google Calendar or
• 30:20
  your icalendar, your Apple calendar, your techno calendar,
• 30:23
  your whatever calendar can cut it.
• 30:26
  It can't work. But the main reason why I'm
• 30:32
  making today's episode is this. I remembered I think maybe like
• 30:39
  2 weeks ago, 2-3 weeks ago during the coaching session, I
• 30:43
  was telling one of my clients because they have a dedicated
• 30:46
  CRM tool, but to be honest, they hardly use it.
• 30:52
  Trying to get them to use these things is like pulling teeth.
• 30:54
  I have to keep reminding them that look, we're talking to
• 30:57
  multiple people. If we are not scheduling these
• 31:00
  things, we will drop the ball. If Madam BC says call me by
• 31:05
  10:00 AM on the 16th, we'll be ready to talk.
• 31:09
  If you don't schedule this thing down, you wake up one day, it
• 31:12
  will be the 25th of the month. And then you remember, ah, I
• 31:16
  didn't call Madam. Maybe say, oh God, it is not
• 31:21
  God's fault. You did not schedule the thing,
• 31:24
  so you forgot. And that is how people miss out
• 31:28
  on deals. You now call her and she will
• 31:31
  say, Oh, my dear, I'm sorry. I couldn't remember how I stored
• 31:38
  your number on my phone. And my husband said this.
• 31:41
  My husband said that my son recommended somebody else.
• 31:46
  Sorry. Don't be annoyed.
• 31:47
  We've already done it. That is how deals get lost.
• 31:51
  It is your first time listening to the podcast.
• 31:52
  I've spoken about this story many times.
• 31:55
  For me, I picked up the phone and I called the bride.
• 31:59
  You know, just say how far shows like, ah, I lost my phone.
• 32:06
  I didn't know how to record numbers and I had been thinking
• 32:09
  about you. I didn't know how to reach you.
• 32:11
  I said, yeah. I said no problem, now we can
• 32:13
  just pick up from where we left off.
• 32:15
  He said, today is my wedding day.
• 32:19
  I'm not lying. It has happened to me.
• 32:22
  I didn't schedule nothing. By the time I called the baby,
• 32:24
  it was her wedding morning. The only thing I could do was to
• 32:27
  pray for her. I say, you know that marriage go
• 32:30
  where everything will go well. And then by the time I ended
• 32:33
  that call, I was thinking to myself, if you understand, as if
• 32:38
  you like, what the hell? Now see how money escaped my
• 32:43
  hand just like that because I was lazy.
• 32:48
  So I'm inquiring this my client now you know what, we have to.
• 32:54
  I know it's boring. I know it's tiring.
• 32:56
  I know it seems like extra work, but we have to.
• 32:59
  This is how we lose deals. In fact, in this particular
• 33:02
  case, I was angry with the guy because Madame said we should
• 33:06
  call Tuesday at 10. It was already 1230 something.
• 33:14
  And I said you can see how we are losing this deal.
• 33:18
  Let us call Madame now. I don't think she'll pick up the
• 33:21
  phone because she told us 10 for a reason.
• 33:24
  Let us call. We called.
• 33:27
  Lo and behold, Madame did not answer.
• 33:31
  She sent a text message saying she's in a crucial meeting and I
• 33:37
  should get back to us. Now we're now trying to
• 33:44
  reschedule a meeting that should have been a fixed meeting for
• 33:49
  10:00. But because we didn't schedule
• 33:51
  and we're lazy. I just happened to remember that
• 33:54
  oh, we're having a coaching session today, but it's as if
• 33:58
  there's somebody we should be calling.
• 34:00
  The thing has been nagging in my head was supposed to be calling
• 34:03
  somebody today. Who is that person?
• 34:05
  Then we now started, you know, freestyle in our head.
• 34:07
  Is it Madam? This is it Orgadis, who is Madam
• 34:10
  so, so, so and so we now check is it I was supposed to is
• 34:15
  supposed to have been 10. Did you schedule it?
• 34:20
  No, this is how we are losing out on deals.
• 34:26
  Anyway, let me overflow it wish I this whole thing is really,
• 34:30
  really important. So with that, Madam, now we're
• 34:33
  now back in that game of war free this day.
• 34:36
  When are you free? When are you free?
• 34:37
  When are you free? I'm free like this.
• 34:39
  When are you free? And and you know how that that
• 34:42
  one sucks. So the reason why I remembered
• 34:46
  to make this episode today is because of that episode.
• 34:49
  And also because I also told my client frankly that look, you
• 34:53
  know what, we're human. So we make mistakes.
• 34:57
  We forget to show you some things.
• 35:00
  But there is one thing that has been helping me to remember or
• 35:05
  to keep on track in a way, which is I have this habit of sending
• 35:09
  text messages after every single event, after every single
• 35:14
  interaction, so that even if I don't update my CRM, I go and
• 35:19
  make all my notes and everything from time to time.
• 35:23
  Eventually by the time I open my text messages, I see the whole
• 35:27
  history there and I can now update my CRM.
• 35:33
  Or at the very least, even if I don't update my CRM, I send a
• 35:36
  text message. And then from there, I just
• 35:39
  schedule reminders in my Google Calendar.
• 35:44
  These things will help me stay on top.
• 35:47
  So I've tried to tell. Now look, even if you're not
• 35:51
  going to be using the CRM, I beg, at least be sending text
• 35:55
  messages after every interaction.
• 35:57
  Then when you're done, go and set a reminder in Google.
• 36:01
  So at least when you're looking through your text messages, the
• 36:05
  text messages will be like notes in the CRM reminding you,
• 36:08
  because the text messages will show you that.
• 36:10
  Oh, January 1st, I spoke to Madam Mogadingbir.
• 36:14
  We spoke again on the 8th and then we spoke again on the 27th.
• 36:18
  Based on the text matches are there.
• 36:19
  You see that on the first, this is what we discussed.
• 36:22
  On the 8th, this is what we discussed.
• 36:24
  On the 26th, this is what we discussed.
• 36:28
  So let's say you're an architect.
• 36:32
  Somebody referred you, one of your clients referred you to
• 36:36
  somebody, Madam, let's say Montserrat, but I'm also rat
• 36:43
  because you guys go to the same mosque.
• 36:45
  Unless you tried calling her January 1st, she didn't answer.
• 36:49
  Some people will just leave it there.
• 36:50
  That's a big mistake. I've said it on this podcast
• 36:52
  before, I'm saying it again. You call Madam Monsourat, she
• 36:55
  didn't answer. What you do is you send a text
• 36:57
  message saying good afternoon Madam Monsourat.
• 37:00
  I got your number from Alhaja at ABCI.
• 37:06
  Tried calling you earlier, your number was unavailable.
• 37:10
  It's concerning your interest in looking for an architect.
• 37:15
  Let me know when you're available to call and I'll call
• 37:17
  you back. You send that message.
• 37:20
  Now, The thing is, Madam Montserrat might reply, she
• 37:23
  might not, but definitely she will see your message, because
• 37:26
  text messages currently, at least in the West anyway, you
• 37:30
  know, Western Europe, North America, text messages have a
• 37:36
  98% open rate. So better than e-mail, better
• 37:42
  than whatever it is you try to do.
• 37:43
  So we know for sure that she would have seen it.
• 37:48
  So but The thing is, by the time you send that text message,
• 37:52
  let's say you set from a reminder, by the time next week
• 37:56
  the thing comes up again and you refer to your phone, you will
• 37:59
  say that oh is true. When I called Madame Mosul rat,
• 38:03
  she did not answer. The reason why you know she
• 38:05
  didn't answer is because of that message on your phone that sort
• 38:07
  of like serves as a summary. So let's say you try and call
• 38:11
  her as you say. Yes.
• 38:12
  Who is it? So, Madam, this is architect
• 38:17
  adequately. I got your number from Elijah at
• 38:21
  ABC. Oh, you're the best now.
• 38:22
  Called me last week. Yes.
• 38:24
  I'm the person that called you. Oh, OK, OK, OK.
• 38:27
  OK. I don't like to talk on the
• 38:29
  phone. How soon can you come to my
• 38:30
  office? And then maybe you guys agree on
• 38:32
  appointment. As soon as you end that phone
• 38:35
  call, you send Madam Moss write a message.
• 38:38
  Was a pleasure talking to you, Ma.
• 38:41
  I'm looking forward to our meeting on December 13th at your
• 38:46
  office for 10 AM. Enjoy the rest of your weekend,
• 38:49
  Ma bam. So you can see that with you
• 38:54
  sending text messages at the end of all these things, you can see
• 38:58
  that by the time you open your SMS inbox, you can see that it
• 39:01
  serves as a kind of record of activities.
• 39:06
  What's been going on? So sometimes you get lazy and
• 39:12
  sometimes you forget. But at least by the time I see
• 39:15
  Google Reminder and I check my text message and say, oh, it's
• 39:18
  true. With Madame Montserrat, these
• 39:21
  are the things we've been discussing.
• 39:24
  I now know I can go and put these key bits of information,
• 39:27
  you know, in my CRM. So we get sloppy, but these are
• 39:29
  some of the ways that we cope. Don't tell anybody that I get
• 39:32
  sloppy. You know, as well, between you
• 39:34
  and me, I'm just being realistic here.
• 39:36
  I'm human, so, you know, things fall through the cracks.
• 39:41
  It happens. Anyway, there's been 14 minutes.
• 39:47
  I think I've gone on for too long.
• 39:48
  I probably should get some sleep because it's already shy.
• 39:51
  It's already 11:30. Yeah.
• 39:54
  Tomorrow is Sunday, so we have to be up early.
• 40:00
  OK. Anyway, bottom line, you get the
• 40:03
  gist. We all need the CRM tool.
• 40:07
  We all need something. Outside of our head, that will
• 40:12
  tell us who am I talking to? Who should I be talking to?
• 40:16
  When should I be talking to them?
• 40:18
  What are the things we have discussed?
• 40:20
  What are the things we should discuss?
• 40:22
  What are the deadlines we are supposed to be looking at?
• 40:25
  What are the yardsticks? What are the milestones are
• 40:28
  supposed to be looking forward to?
• 40:29
  You know, what do I need to do next?
• 40:31
  What do they have to do for me? We need to look for something to
• 40:35
  be tracking all this, and I've spoken about a number of
• 40:39
  alternatives here. So if you want to use a
• 40:42
  dedicated CRM tool, I think I've said enough for you to start
• 40:44
  doing some research. If you say I beg, I'm tired of
• 40:49
  downloading new apps, no problem, I've told you how you
• 40:52
  can manage. We're just using your calendar
• 40:56
  on your phone. If you see you're tired of
• 40:59
  taking notes, I understand perfectly well.
• 41:02
  I've showed you how you can just be sending text messages after
• 41:05
  every single interaction or every single failed interaction,
• 41:10
  and those notes will help you keep on track so long as you
• 41:14
  keep with your SMSS, your text messages or your all time
• 41:18
  messages and you continue using the calendar.
• 41:21
  But either way, at some point, if we want to grow our revenue,
• 41:27
  we need some sort of system to be able to track these multiple
• 41:32
  conversations that we're having with prospects.
• 41:35
  Remember, those are people that we are praying we send us good
• 41:38
  money. That's a prospect with
• 41:41
  customers. Customers is somebody that has
• 41:43
  given you custom. Custom just means business.
• 41:47
  So customers we would have given us money in the past and then
• 41:50
  clients, people who are giving us money on a steady.
• 41:55
  In fact, for those of you who have clients, people are giving
• 41:58
  you money on a steady. It is you would even in CRM the
• 42:01
  most the person has been giving money on the study.
• 42:05
  You need something to be able to remember what is important to
• 42:09
  them, what are their timelines, what are the weekly commitments,
• 42:14
  the monthly commitments, the bimonthly commitments that you
• 42:17
  will have set. And then on a soft note, on a
• 42:21
  soft, very soft note, as per rapport building, something
• 42:25
  where you can record the small soft stuff, you know, wifey's
• 42:29
  name, children's name, birthdays, things like that.
• 42:34
  So that once in a while you can remember to call up the guy or
• 42:38
  call up the babe to say, oh, Madam Monserrate, I don't seem I
• 42:41
  agree to you. Is your husband back from Saudi
• 42:45
  yet? I remember this time last year
• 42:47
  you were saying that you will go for a minor Hajj.
• 42:50
  Oh, I'll come. Daily life, we bless God.
• 42:51
  We bless God. What about your children?
• 42:55
  I heard that a DBC should be entering their GSS 1RB or is GSS
• 43:00
  2O OK? Sorry Ma, as you say that you
• 43:03
  write it down on your sheet of paper.
• 43:04
  GSS 2. They now go and amend your CRM
• 43:07
  so that next time you won't give the wrong class.
• 43:12
  Oh which school? Why?
• 43:13
  He has a very good school, Mighty graduated from law
• 43:15
  school, blah blah blah blah blah.
• 43:17
  We bless God, we bless, go for our lives.
• 43:19
  I handed a lie. I handed a lie.
• 43:21
  Sorry. Forgive me.
• 43:22
  I'm not a Muslim, so I don't know what that means.
• 43:26
  Then by the time you finish that phone call, you're going to
• 43:29
  update your CRM. And I'm.
• 43:32
  But I'm most rather be thinking this establishment is a very
• 43:36
  caring fellow. Very caring fellow.
• 43:37
  He remembers about me. He remembers about my family.
• 43:39
  Meanwhile, I don't remember. Nothing is CRM that's keeping me
• 43:43
  on track. Anyway, let me add it here.
• 43:48
  I really hope my Muslim neighbors didn't hear me.
• 43:50
  I want to go squirrel, especially since I'm surrounded
• 43:53
  on every side. All right, so if you love to
• 43:58
  connect, you can call, send a text message or a WhatsApp
• 44:00
  message on 08064662140. Thank you for your time and
• 44:07
  attention. I will catch you at the next
• 44:10
  episode.