Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Building a Client Base: Securing Engagements

Transcript

Building a Client Base: Securing Engagements · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show today.
0:03
I'm not in the audio booth, so I expect to hear interruptions in
0:06
the background. We are going to continue with
0:10
what I've been doing for the past 2-3 days and that is on
0:13
effective prospecting. Of course prospecting is just
0:16
looking for people who might be interested in your product or
0:19
your service. And of course, we're going to
0:22
continue with the case study. We've been using the fictional
0:24
case study of a 10 year post call lawyer can't remember what
0:31
we called her yesterday. So today let's call her Adenica
0:34
Obiajulu and yeah, so we're going to continue with that
0:38
today. Oh, by the way, yes, the reason
0:40
why I'm calling her Adenica Obiajulu is because I've been on
0:43
a high life kick recently on Spotify and I'm currently
0:46
listening to Celestin Uku and that's some really good stuff,
0:49
like correct Pami music. So if you'd like to try out
0:53
indigenous homegrown music, high life, this is before the civil
0:58
war, then Celestine Ogu and some real good stuff.
1:03
All right, so we're supposed to be talking about effective
1:08
prospecting. Also a shout out today, we're
1:11
going to shout out Sheriff. He is the owner of wise as he
1:16
the a tech and car sales company and he's been a listener of the
1:19
podcast since November of 2023 and he reached out to me on
1:24
WhatsApp. So we have a few conversations
1:25
going. So thank you very much Sharif,
1:27
for listening to the podcast and for and for reaching out.
1:32
And I do appreciate, you know, you guys, you know, you know,
1:35
the Ogs, those of you who've been listening for, you know,
1:38
well over a year at the very least, because because the
1:42
podcast is growing in popularity.
1:46
I'm getting I think on Spotify, I think I'm getting maybe like
1:51
40 or 50 new subscribers every single week.
1:56
So, yeah, there are a bunch of either just discovering the show
1:58
for the first time. But, you know, shout out to you
2:00
Ogs and shout out to Sheriff. Now, back to the topic of the
2:03
day, which is effective prospecting.
2:06
Now, we've defined prospecting in the past as just trying to
2:11
figure out who might be interested in your product or
2:14
your service. We need to know who are they?
2:17
We need to also figure out where are they, because if we figure
2:21
out where they are, we know how it is that we're going to go and
2:24
reach them. So where are they online?
2:25
Where are they offline? And then if we can do these two
2:28
things and we can come up with a plan for how to start the
2:31
conversations productively, we shall be fine.
2:34
So sales is a difficult yes, but The thing is if you start off on
2:37
the right note, which is prospecting who might be
2:41
interested in my product or my service, just use some common
2:43
sense, use some creativity, sit down, just brainstorm or use
2:46
these AI tools or go on Google, you know, talk to moms and popsy
2:49
talk to somebody Shah, you'll be able to drop a list and say, OK,
2:54
for this kind of business, the people that might be interested
2:56
might be 123456. Next thing you're trying to
3:00
figure out where these people where do they hang out online?
3:03
Where can I find them in the real world?
3:04
Where can I find them? So you know, it just makes
3:08
business a whole lot easier. So if you sit down and where do
3:12
they hang out online, you don't know, but in the real world, you
3:14
know that they attend Christian Mother Fellowship.
3:17
Then problem solved is a matter of trying to see how can I enter
3:20
into Christian Mother Fellowship so I can sell my goods.
3:23
It's that simple. Then, of course, you don't need
3:25
to come up with a plan for how to start the conversations
3:27
effectively and productively. All that is what we call
3:31
prospecting and that is how we should start off the sales
3:34
journey, no matter which business it is that we're trying
3:36
to build. And that is why we're
3:37
illustrating this with our fictional lawyer, our baby
3:42
lawyer at DNA Care, Obia Julu. That's all called her today.
3:45
She's been practicing law for 10 years and our guy has been
3:49
paying her, you know, like 120 K every month and she's fed up and
3:52
she thinks, look, this is absolute rubbish.
3:54
I've been in this firm for the last 10 years.
3:57
I have been the head of different groups or committees
4:01
that has listed four of our biggest clients on the Nigerian
4:06
Stock Exchange and have introduced different kinds of
4:09
investment products to the market.
4:10
So I'm tired, I'm fed up. I have the expertise, I have the
4:13
skills. I'm going to go out and do
4:14
things on my own. And then Adeni Kelbia, Julie
4:17
just goes and submits a resignation letter.
4:18
Yeah. And then she wakes up on Monday
4:20
and then she's like, OK, So what do I do?
4:23
So if you're on your be a Julie situation, this is what you do,
4:26
effective prospecting. That's the first thing that you
4:28
need to do. So in yesterday's episode, in
4:33
answering the question who might be interested in the product or
4:35
the service, The answer that we came up with is obviously you
4:38
can start talking to fintech Bros and fintech sisters, people
4:41
who are in the startup space, investment banks, brokerages,
4:46
whether it's crypto brokerage or stock brokerage, you know,
4:48
brokerage are depending on what of your Julie's in interested in
4:52
identity is interested in. Then we also suggested that
4:55
identity of your Julie should also look start talking to
4:58
people who are as in asset management and in wealth
5:01
management. So yesterday that is how we
5:04
answered the question who might be interested in this protocol
5:06
service. Then again, excuse me, I also
5:10
mentioned on the podcast yesterday that even though my
5:13
first background was in law, I've been out of this place for
5:15
a very long time, to be honest. My wig and gown that's, you
5:19
know, that the black thing that makes us look like a masquerade
5:22
with the funny cap. Actually, it's a wig.
5:25
It's not a cap. I haven't worn that thing in I
5:28
think 20 years. I don't even know where my own
5:30
is actually. In fact, if you just graduated
5:33
law school recently and you and I are the same size because I'm
5:36
I'm about 6/1 and 130 kilograms. So if you're a fairly robust guy
5:42
like me then hit me up. My wig and gown is available.
5:45
Might as well come and buy my own.
5:47
Mine is an authentic EADS and Ravencroft was bought in the UK
5:50
so some nice good level stuff. So just hit me up.
5:54
I might as well just come and take my own instead of going to
5:57
go and buy a new one at these prices.
6:00
Especially since my own has been barely fairly used because I
6:06
think I used it while the whole year that I was in Kano.
6:09
But since I left camera I haven't used it.
6:12
So baby lawyers, especially if you're a big dude like me, hit
6:15
me up. Well if you're a big lady as
6:18
well, hit me up. You know the whole thing is
6:20
unisex, so no problem. Where was I?
6:24
So what I was trying to say is that so I was saying on the
6:26
podcast that look, I've been out of this world for a very long
6:28
time. So if you're a lawyer listening
6:30
to this podcast and you think that's some of the advice that
6:32
I'm giving identity care or be a Julu or anybody in this
6:35
circumstance is not correct. Like the kind of clashes you'll
6:37
be running after. Please hit me up, send me a
6:40
message, you know, let me know so I can come and you know, take
6:44
dressing address the thing over here on the podcast also,
6:48
because like I keep saying, sales is not a one person will
6:52
know everything, you know, So my specialty is in coming up with
6:58
the frameworks and the strategy when it comes to the
7:00
particulars, like trying to guess which kind of client is
7:02
the best person to run after. You know, I may be wrong because
7:05
nobody knows everything. So just let me know.
7:08
If you are a lawyer listening to this particular episode and
7:11
yesterday's episode and there's something that I've said that
7:13
you disagree, please join the conversation.
7:15
My contact details 08064662140. The country code is +234.
7:22
For those of you who are not Nigerian, that's my WhatsApp
7:24
number. You can reach out to me just
7:26
like Sharif did. Then I'm on LinkedIn as
7:30
Tavishima Aidi. You can also find some of my
7:32
stuff on YouTube as well. So that's what we did yesterday.
7:37
Then we also agreed yesterday that as part of prospecting now
7:40
as identity has drawn a list of companies, a list of fintechs,
7:44
list of startups, investment banks, brokerages, asset firms,
7:48
you know, Stanbic IBTC wealth management, you know, let's see
7:53
what else you know, like Access Bank, wealth managers and
7:56
pension something, something she has written down.
7:58
Now who list? Now the next thing she has to
8:00
figure out is, OK, in this big company, who am I going to go
8:03
and talk to? Because you can't prospect by,
8:06
you know, just addressing the whole building.
8:07
You know, you guys go to the building and start talking to
8:09
one or two people. Or if you're going to look on
8:12
LinkedIn, you know, you have to start messaging one or two
8:15
people. So that's how you enter an
8:16
account. So the target people that we
8:18
came up with yesterday are the CEO, the CFO as the chief
8:23
financial officer, the general counsel.
8:25
General counsel is just a big lawyer.
8:28
Let me just put it with big lawyer in the in the in the
8:32
company who handles all the legal stuff, compliance officer.
8:36
Compliance officer is the internal person who is trying to
8:38
make sure that everything, all the legal matters are in check.
8:43
Even though people have internal compliance officers, it doesn't
8:46
stop them from hiring consultants from time to time.
8:48
So that is where you identical will come into the picture.
8:52
Then the head of the legal department, you know, blah,
8:54
blah, blah, you know, people like that.
8:56
Those are the kind of people that will be a jewelry should be
8:57
getting in touch with. So you write that down on a
9:00
sheet of paper. Now remember what I said at the
9:03
top of the episode, that effective prospecting, we're
9:05
trying to just tackle 3 main things.
9:07
Number one, who might be interested in my product or my
9:09
service and then he can be Ajulu, she said.
9:11
Now she wrote it. Yeah, where are they and, or
9:16
where are they or who are they? And she has also written name of
9:20
the organization and everything. And she has dropped a list of
9:24
officers and maybe she hasn't gone to LinkedIn self to now go
9:28
and look at specific people so she can start coming up with a
9:33
hit list, people that should tackle.
9:34
Because it's one thing to say, OK, I'm going to go and meet the
9:37
CFO of Stanbic IBTC. OK, that's a good goal.
9:42
But do you know who the fella is or who the baby is?
9:44
You have no idea. So that's where LinkedIn and all
9:46
these things come up. So you do LinkedIn, do some
9:48
small, small search. Well, first of all, you can do
9:50
Google who is the CFO of Stanley Guy BTC, a bunch of names will
9:54
show up. You know, from there, begin to
9:56
refine the search and then you enter LinkedIn and see.
9:59
Now this is the reason why I'm telling you guys that look, for
10:02
those of you who are selling to other businesses, I hope you're
10:04
beginning to see why you should be on LinkedIn 'cause I think
10:06
still it boggles my mind how I will meet somebody in Nigeria
10:11
who is selling business to business in 2025.
10:13
And some people have never even heard of LinkedIn.
10:15
One guy was even telling me the old was your linked as in linked
10:21
like the guy as in obviously he has never even heard of the
10:24
thing before. It is when I typed it and I sent
10:26
it to him. That was the first time of him
10:28
hearing it. Then when we're talking a word
10:30
for his, say you're linked, LinkedIn, please LINKED then IN.
10:36
If you're selling business to business, you need to be on this
10:39
thing. You don't have to.
10:40
It's a good, if nothing else, it's a good research tool.
10:45
If you do corporate hampers, these kinds of things, you're
10:47
based in Lagos or Abuja, you need to be on LinkedIn.
10:52
So if you want to target Access Bank for instance, in Ikeja or
10:57
something like that, from doing small Google search, you will
11:00
get some names. The names you can now be able to
11:03
look at LinkedIn, you know, be able to confirm one or two
11:05
things. That is how you can walk up to
11:07
the branch and say, oh, good morning, Mr. Adekuna around.
11:09
So yes, he is hopefully just tell him that Nikki is here to
11:14
see him. Nikki from so, so, so and so.
11:16
I mean, that's a bullshit approach.
11:17
I mean, yes, because nice if you call them ahead of time to fix a
11:20
meeting. But you know, with courage and
11:22
confidence now we pull some of these things off.
11:24
I mean, I've done it a few times.
11:26
Just walk up to the door saying, oh, hello, Colleen.
11:30
Oh, just tell him Tavishima is here to see him.
11:32
So he expecting you and say, oh, no, he's not.
11:34
But it's concerning the so, so, so, so, so, so, so matter.
11:36
I say, OK, security guard, open the gate.
11:39
You enter. You made progress, you've
11:41
entered the building Shah, you know, the rest is up to you.
11:43
So please, everybody, especially those of you who are selling
11:47
business to business, I beg you guys won't open the LinkedIn
11:50
profile. It's 2025, all right?
11:54
Where was I? So who am I interested where
11:58
they might be? So now what we're going to
12:00
tackle today. Now the main thing I'm going to
12:02
tackle today is how to start these conversations, because now
12:05
we have a list, we have like 1015 companies on that list.
12:09
Each of those companies have like 2233 people that want to
12:13
start having conversations with. The main thing we're trying to
12:16
figure out today is as part of effective prospecting, how are
12:19
we going to start this conversation now before we start
12:22
this conversation, we also need to do small brainstorming again.
12:25
We also need to sit down again. If before you sat down with
12:28
momsy, popsy husband, boyfriend. If I remove boyfriend from the
12:33
picture, discuss your husband only.
12:34
Your boyfriend's out of this for now.
12:36
Maybe when he has proposed and he has taken his uncles to go
12:39
and see your father, then you cannot start consulting him on
12:42
these things. So you've now come up with a
12:46
list of talking points. The first thing we need to do is
12:50
now come up with a list of talking points or conversational
12:53
frameworks. Because the problem is lots of
12:55
us heading to networking scenarios or walking into
12:57
somebody's office or meeting them for the first time and then
13:00
we're just freestyling. We're just talking about things
13:03
cold. Don't wait until you're face to
13:06
face with the prospect or with the stakeholder.
13:08
And then you now start thinking about what to say on the spot.
13:11
I have done it myself and we all do it.
13:13
But it's not good because and it Iraq's your brain.
13:16
That's the reason why sometimes you go for small networking
13:18
session one hour and then you're tired.
13:20
Of course you're tired 'cause you didn't go there with your
13:23
framework. You spoke to 10 people.
13:25
With each person you have to think of everything to safe or
13:27
fresh. It's mentally tasking now.
13:29
It's hard. So we need to agree on some of
13:32
these talking points ahead of time before we meet these
13:35
people, before we go for the networking, before we go into
13:37
the office. It makes it easy for us.
13:40
We're relaxed, we already know two or three things we could
13:43
talk about and the conversation will just be flowing naturally.
13:46
So don't wait until you're face to face with these people.
13:51
Call with some talking points ahead of time.
13:54
So all I put it now and what we need to do there is not anything
14:02
too complicated. You just need broad strokes or
14:05
bullet points or conversation starters, you know, per person
14:10
or per groups of people. So you don't have to come with a
14:13
list to say when I am in front of the CFO for access, this is
14:17
what we'll discuss. Then when I'm with the CFO for
14:20
Stambic IBTC, this is what we'll discuss.
14:23
Just give some broad strokes cause chances are whatever it is
14:27
that you find to talk to that is relevant to one CFO, that's
14:31
chief financial officer will probably be applicable for all
14:35
chief financial officers that you meet.
14:37
The order of the conversation will change.
14:39
The turn of the conversation will change, but the broad
14:42
should still be there. So these are some things that I
14:45
came up with. So #1 navigating complex
14:48
regulations. What that just means is you're
14:51
thinking of starting a business. What does the Investment and
14:54
Securities Act say? What does CBN regulations say?
14:58
What of Ministry of Finance regulations?
15:01
These are good conversations that Identity Care or Be a Julu
15:05
can be having with people who are in the fintech space and who
15:07
are in the startup space. So if she goes networking, like
15:10
there's this thing in Abuja that they call Founders Friday or
15:13
something like that in Lagos, Abuja, I think in Kaduna, I
15:18
think it's called Founders Friday, where people who have
15:21
startup ideas and then people who are looking to invest and
15:25
things like that, people go for those meetings so badly.
15:27
She can go for that meeting and at the back of her head, she
15:31
just knows navigating complex regulations, that's what's
15:34
ringing in her head. So that by the time she's
15:36
talking with somebody and the person says this is my startup
15:39
idea, blah, blah, blah, blah, blah, she's like, oh, that
15:41
sounds really interesting. Tell me about this, Tell me
15:43
about this, tell me about this. And the person talks and talks
15:46
and talks and talks and talks. And then in her mind, the thing
15:49
just clicks. Navigating complex regulations.
15:52
Oh, this aspect of what you want to do.
15:54
Have you thought about the fact that you might have to apply to
15:59
the CBN for this particular license or that particular
16:01
license? The person would say, really,
16:04
what do you mean to say? Yes, CBN regulation section,
16:07
this section, not people who provide this and that and that
16:10
need to something something this and this and this person be
16:12
like, wow, OK, I never heard that before.
16:15
So yeah, it's actually a very fascinating topic and it's
16:17
something that would help with your with your startup.
16:21
You know what, can I have your business card?
16:24
Oh, I don't have business card. I give you my phone number.
16:26
OK, Sure. No problem.
16:27
Take my phone number. OK, So will you be free?
16:30
Tuesday morning, 10:00. I can come by office so that we
16:34
can discuss this particular aspects some more and see how
16:37
the thing affects your startup. If you've had that kind of
16:40
conversation, don't you think that guy will say, Oh yeah,
16:43
sure, no problem, come by the office.
16:45
And what do you think? It's a no brainer because he's
16:47
been going around at this networking event talking to
16:50
everybody about his brilliant startup idea or her brilliant
16:53
startup idea and everybody has been saying, wow, fantastic,
16:56
wow, fantastic, clapping for him.
16:58
And you are the first person who said, oh, this is fantastic.
17:00
But for this particular thing, have you thought about CBN
17:03
regulation, blah, blah, blah that you have to comply with and
17:06
these are the after effects and this is how we put you at risk
17:09
or this is what you need to do, comply.
17:12
As far as he's concerned, you're the only person that has made
17:14
sense this whole evening because everybody has been glad for him
17:17
saying, wow, great idea, wow, great idea.
17:19
But for you, you've given him something concrete, valuable and
17:22
insightful. Of course you would take that
17:24
meeting. So that's the beginning of how
17:26
we begin to enter small, small, small.
17:28
By the way, baby lawyers, all we can see now how you can be
17:34
entering the market and your distinguishing factor does not
17:37
have to be price. For some people, that is the
17:41
only value proposition they can think of.
17:42
If you're going with a senior advocate, senior advocate, the
17:45
senior advocate will charge you 20 million.
17:47
Me, I'm willing to do this thing for you for 8 million.
17:49
Look, it's a no brainer and I'll pick me.
17:51
You can see how now you can start entering accounts small,
17:54
small, small. And you're coming with a greater
17:56
value proposition than price than price.
18:00
This is the reason why I say because when people keep saying,
18:02
oh, price, price, price, price, price, price.
18:04
This is the reason why I say like you are the person who is
18:06
causing the problem. You're not adding any insight
18:09
into the situation, you're not adding any value into the
18:11
situation. So the only way that the person
18:13
can judge you is just on price alone.
18:17
So if this guy everybody has been clapping for, he meets 3 or
18:21
4 lawyers at that event and at that networking event none of
18:24
the lawyers say anything that makes sense.
18:26
Of course you rank all of you the same and just pick the
18:28
cheapest. But if he meets 5 lawyers that
18:32
day and he's only identical by Ajulu, that says something like
18:35
this. Of course you think well now you
18:40
know she will now stand apart in his mind now, OK, there was that
18:44
brilliant female lawyer that I met that day.
18:46
What's her name? I can't remember.
18:47
I can't remember. I hope she calls me and then you
18:50
happen to call and it's like, oh fantastic, I've been waiting for
18:52
your call. Sorry I didn't store your number
18:54
and maybe we'll not have a fruitful conversation.
18:57
Anyway, let me move on. So #1 navigating complex
19:02
regulations, that is what I came up with.
19:05
So that as Obia Julu Athenica is going around networking or
19:09
walking into people's offices, she's always thinking about
19:11
those things that people in the startup space, she's thinking
19:14
investment and securities as ACT, CBN regulation, Ministry of
19:19
Finance regulation, any other regulation.
19:21
That is one conversation point, Another conversation point that
19:25
I came up with. Oh, by the way, like I said,
19:27
lawyers, because you know, now we're talking technical.
19:29
Those of you who are practicing lawyers, if there's anything
19:31
here that I'm saying that doesn't make sense, I beg reach
19:34
out to me. Contact number 08064662140.
19:40
Country code is +234. That's my WhatsApp number.
19:43
There's anything that I'm saying that doesn't make sense or is
19:46
outdated or has been superseded by a new law, Let me know so I
19:50
can come over here and tell people that look, please, dear
19:53
listeners, what I said in episodes, this is also is no
19:55
longer correct because of 123 and 456.
19:59
So. Another talking point and I I
20:01
put down was mitigation risk when raising capital because
20:05
people who are in brokerage firms and who are in wealth
20:09
management who who manage other people's money, you know,
20:14
sometimes you don't know that you try and do something one way
20:17
and you now put yourself in immediate biggie.
20:19
You put yourself in immediate yower.
20:20
You do something that you didn't that looks like is common sense,
20:23
but you didn't know that it was illegal.
20:25
So when Obiajulu Adenica is going around and talking to
20:29
people who are in the banking space or the brokerage space,
20:32
especially you people who are coming up with crypto brokerages
20:34
because a lot of you are doing stuff that you don't know is
20:37
illegal or you don't know is allowed or you don't know that
20:40
might be unethical. She can be having conversations
20:43
with these people while networking or while doing
20:45
content marketing. Content marketing, you know,
20:47
putting up stuff on LinkedIn, making videos or maybe appearing
20:50
on podcast. So mitigating risk is something
20:53
she could be talking about now. Oh, yes.
20:55
Oh, your wealth management products, blah, blah, blah.
20:58
I saw on I saw on this blog on this, this on that, not this new
21:04
product that you're rolling out on.
21:06
Something, something, something. Oh, by the way, I'm just
21:08
curious, have you complied with regulation?
21:12
This, this is not basically a regulation.
21:14
What? Tell me more.
21:15
Say, yes, there's regulations also, so it's not really known,
21:19
but it's something that while I was in legal practice under my
21:22
Olga, this last 10 years is something that we came up time
21:25
and time again when we're packaging the products for this
21:28
bank, for this bank, for this bank.
21:30
See, this is a way of you showing credibility now that
21:33
even though you might look like a baby lawyer, that you know,
21:35
you don't stay in the field. You've been 10 years and you've
21:38
worked on 4 prominent cases. You know, I'm not a fan of name
21:43
dropping and stuff like that, but you know, there are times
21:45
where you can do it class in a very classy manner and this is
21:48
one of those times. So you can bring it up.
21:53
Mitigating risk. Yes, you're putting together
21:55
this product, putting together this offering, putting together
21:59
this, whatever. But you know, have you paid
22:02
attention to this and this? If you don't pay attention to
22:04
this and this, these are the liabilities that might crop up
22:07
later. You can say that is also a very
22:09
insightful thing to do. And of course, that kind of
22:13
thing, just like I said with the first example now, Oh, like, by
22:16
the way, I'd love to hear some more about this product.
22:18
You know, see if there's any way that my friend, can be of value
22:22
to you and your clients. You know, will you be available
22:24
Friday morning? I'm going to be around the
22:26
catcher around that time. You know, can I just drop in for
22:29
a chat? You see, this is how you now
22:31
secure meetings. All right, then #3 OK, I now
22:37
wrote evolving, understanding the evolving regulatory
22:42
landscape. OK, that's big ground.
22:44
What? It's just what it means.
22:47
Nigeria is part of something called the Commonwealth.
22:49
The Commonwealth are a group of countries that used to be that
22:53
have been colonized by Great Britain.
22:56
So Commonwealth involves countries like Niger, Canada,
23:01
Ghana, India. I don't know if America is part
23:05
of the Commonwealth. Akt if you're listening, please
23:07
Fact Check me. Let me know if America is part
23:10
of the Commonwealth. Malaysia, you know, you know all
23:14
these countries now. So those are Commonwealth
23:17
countries. Now.
23:18
The thing that we Commonwealth countries have in common is
23:20
this, since our colonial overlord used to be Great
23:23
Britain, certain aspects of our laws flow from derive from legal
23:31
principles and practices that used to happen in the UK.
23:34
So sometimes you have broad similarities between what
23:37
happens in Nigeria and what happens in India, whether it's
23:40
our business law or our criminal law.
23:44
In principle you have some, I mean the actual laws itself, you
23:48
know, might be different, but in principle you have some
23:53
correlation as in they flow together and put it that way.
23:58
So that's one reason why sometimes some financial
24:03
developments start in America. Before you know it, people in UK
24:07
will copy it. Before you know it, people in
24:09
Niger will copy it. Or some developments might start
24:13
off in India, excuse me, Before you know it, Bangladesh, them
24:17
they will copy it. Before you know it, Malaysia
24:20
will copy it. Before you know it, Niger will
24:22
copy it or some developments will start in Niger and before
24:27
you know it Ghana, them they will copy it.
24:30
And before you know it Botswana, them they will copy it.
24:33
So it's like that. So that's how it happens, that's
24:35
how it rose. So when you're talking, when
24:38
Adenica Obia Julie is now talking to people in the, in
24:43
the, what are they called now? The regulatory, the regulators,
24:48
If she's meeting with people from Securities and Exchange
24:50
Commission or she meets somebody who happens to work in CBN or
24:54
she meets somebody who happens to work in Ministry of Finance,
24:56
these are the kind of things that they can be talking about
24:58
how the regulatory landscape is changing.
25:02
So also, so you work in CBN. Oh, that's fantastic.
25:05
What department? OK, you're in charge of this and
25:06
this and that and that. Oh, please tell me more.
25:09
And then you listen to what the guy or the girl has to say.
25:12
They say, oh, that sounds really, really fascinating.
25:14
But have you thought about this in America, the landscape is
25:18
changing. They are now be doing this,
25:19
this, this and that that that the person will say, hey, tell
25:22
me more. We say yes.
25:24
It's something that we came up with back when I was working
25:26
with my law, my under my yoga the last 10 years that I was
25:30
there. And we face it in this case and
25:32
in that case, and I think it's something that Nigerian
25:35
regulators you should be paying attention to.
25:38
You leave that kind of networking session, You leave
25:41
that kind of interaction with the person.
25:42
The person will say this babe is bright, This babe is for
25:46
thinking this babe should go school.
25:49
This babe is very correct. In fact, in some other
25:51
situation, the regulator is the person that will say, oh Madame,
25:54
I hope you don't mind. Can I have your number?
25:58
So baby lawyers in particular, if I know just baby lawyers,
26:03
baby lawyers, baby accountants, who else?
26:08
Baby architects, all the guys that we need to see.
26:10
You know how we start distinguishing ourselves,
26:13
setting ourselves apart. And you see why I keep saying on
26:18
the on the podcast that those of you who are worried about
26:22
distinguishing yourself from the competition, if you want to do
26:27
it, just make sure you have a rock solid sales process.
26:30
The solid sales process in itself is going to distinguish
26:34
you from all the competition that is out there.
26:37
So prospecting, we've looked at who might be interested for
26:43
Adenica. We figured out where they are.
26:45
We've got a place of the people and we now come up with a broad
26:48
framework for cycling the conversations.
26:52
So since we have done close to 30 minutes, let me just bring it
26:56
to a close here and then we'll pick up from here tomorrow.
26:59
That's how to start the conversations.
27:01
Just be in mind that when I said conversations, I was thinking of
27:04
sometimes networking session, sometimes putting things on
27:08
social media, sometimes walking into somebody's office to have a
27:12
meeting. So we'll flesh it out from there
27:14
tomorrow. So if you'd love to connect just
27:16
like Sheriff did, the phone number is 08064662140.
27:22
The country code is +234. And that's my WhatsApp number as
27:25
well. Please don't send me Telegram.
27:27
I don't. I checked out there maybe like
27:29
once every three months. Then the name to look for on
27:33
LinkedIn if you want to connect. And please, my Nigel brothers
27:36
and sisters is not linked. All right, so you want to
27:39
connect on LinkedIn. The name is Tavishima IED.
27:42
You can also find my stuff on YouTube in case you don't buy
27:45
the podcast because this is where thing like my brother, for
27:50
instance, my brother likes podcasts, but he will not listen
27:53
to a podcast on a podcast player.
27:55
He will always go to YouTube. And then I tell the guy that,
27:57
look, you open this thing on YouTube and you don't even watch
28:00
the video. You just leave it playing in the
28:01
background. Like what's the point?
28:03
Just go and subscribe on the podcast.
28:05
And he keeps telling me that no, YouTube is best.
28:06
YouTube is best. Now my wife does that thing too.
28:08
So you people that listen to podcasts on YouTube, I don't
28:11
understand you because unless if you pulled up the video and you
28:13
sit down, you're watching the video, you put the video and
28:16
then you now want to start watching clothes or doing
28:18
something else and you'll be listening to the audio.
28:19
You might as well just listen to the podcast.
28:21
But anyway, that's a quarrel for another day.
28:23
So thanks for your time and attention.
28:24
I'll catch you guys at the next episode.