Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Mass Messaging, Start Connecting: The Service Provider's WhatsApp Strategy

Transcript

Stop Mass Messaging, Start Connecting: The Service Provider's WhatsApp Strategy · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. This is one of those late night
• 0:04
  recordings, so let's expect to hear some interruptions in the
• 0:08
  background. I apologize in advance if
• 0:11
  anything happens to interrupt today's recording.
• 0:14
  Now today I want us to look at more interesting ways of doing
• 0:18
  WhatsApp outreach and then we're going to dissect and you know,
• 0:22
  come through with a couple of revisions that will make this
• 0:26
  WhatsApp much more workable. Now, some of you might be saying
• 0:29
  another WhatsApp episode, and my answer is yes, this is another
• 0:33
  WhatsApp episode. And I'm going to keep doing
• 0:35
  WhatsApp WhatsApp episodes because lots of people are still
• 0:39
  trying to do outreach on WhatsApp.
• 0:41
  I receive these things on a weekly basis and some ideas are
• 0:45
  good, some ideas are not. But either way, I know that if
• 0:49
  I'm receiving 2345 of these messages, then you know, there's
• 0:55
  a bunch of you on the podcast listening right now.
• 0:58
  We're definitely trying out these sorts of things.
• 1:01
  And it would be a shame if I'm aware that stuff like this is
• 1:06
  going on. And I'm not telling you guys
• 1:08
  that, look, this is bad, stop it or this is good, continue.
• 1:13
  So that's why these tear down episodes when I take a WhatsApp
• 1:17
  message, WhatsApp outreach, e-mail outreach, phone call
• 1:20
  outreach, whatever it is and dissect it over here.
• 1:24
  So I'm going to read the message below.
• 1:31
  Read the message right after this.
• 1:32
  I mean, let me see. Sorry, scrolling through.
• 1:37
  So the message went like this. This Instagram will highlight
• 1:41
  and then frowning emoji. So so this Instagram wahala
• 1:50
  frowny emoji. Most photographers and
• 1:53
  videographers spend hours responding to inquiries,
• 1:56
  negotiating prices and following up, yet clients still ghost
• 2:00
  them. A website helps you attract high
• 2:04
  paying clients and contracts, showcase your work
• 2:07
  professionally and secure bookings. 247 without the
• 2:10
  endless back and forth. At XYZ we help photographers and
• 2:15
  videographers set up an online booking system.
• 2:19
  Clients can book and pay hassle free.
• 2:22
  Attract corporate and premium clients, get discovered by
• 2:25
  brands, agencies and high budget clients.
• 2:29
  Rank on Google so clients find you first, not your competitors.
• 2:34
  More contracts, bigger deals, less stress.
• 2:37
  Ready to level up? Reply yes and I'll show you how.
• 2:42
  So that's the message. Of course, the typical thing
• 2:45
  that I say about this thing being too long, because
• 2:49
  remember, most people are reading these things on their
• 2:52
  mobile phones. If somebody has to flick two or
• 2:54
  three times, you've made this thing too long.
• 2:57
  So craft this thing, let it just be one flick tops, maybe 2.
• 3:02
  But let's not give people work because I suspect, I don't know
• 3:09
  if there's any research done in Nigeria, but in the West, it's
• 3:12
  terrible. It looks like the average
• 3:14
  person. In fact, it looks like most
• 3:16
  people if it's e-mail are just reading the subject line and
• 3:21
  deciding to delete based on subject line alone.
• 3:25
  So I'm surprised if the actual practice in Nigeria is close to
• 3:29
  the same thing or bottom line, you know, keep it short.
• 3:32
  Let people not be flicking 2-3 times.
• 3:34
  In fact, this kind of message that somebody's flicking 3 or 4
• 3:37
  times, I think you've really, you've really lost the game.
• 3:42
  However, there are some good things about this message.
• 3:45
  The opener isn't typical. When I saw it, it got me curious
• 3:49
  to see what the message was about, even though I didn't have
• 3:52
  the number stored on my phone. And I think that what this guy
• 3:56
  did was a good way to achieve pattern interruption.
• 3:59
  Now, pattern interruption is a all, I put it like a technique,
• 4:05
  OK, not really a technique. It's a state of mind.
• 4:07
  It's a principle that we're trying to achieve where we're
• 4:10
  trying to break people out of their typical behaviours, break
• 4:14
  people from the usual patterns and that gives us a chance to
• 4:18
  now just quickly drop our message in.
• 4:21
  So that is what, OK, let me not go too far, but basically
• 4:25
  pattern interruption is another way of getting people's
• 4:29
  attention so that you can now drop your message.
• 4:32
  So the way that the guy started the message by saying this
• 4:35
  Instagram will holler and then frowning emoji or crying emoji
• 4:41
  or sad emoji, whatever that emoji is called.
• 4:44
  So starting it off that way, I actually assumed that, OK, this
• 4:48
  is somebody I've been having a conversation with prior and then
• 4:51
  the person has replied. So that was my offering of mine.
• 4:54
  And then I clicked and of course, it turned out to be
• 4:56
  outreach. So let's give the guy props for
• 4:59
  that. He didn't use a typical opener
• 5:02
  and he achieved pattern interruption.
• 5:04
  So I was broken out of my typical behavior.
• 5:07
  I was broken out of my usual pattern.
• 5:09
  And that is the reason why I gave this message a chance.
• 5:13
  And it's the same sort of thing that could have worked on
• 5:15
  anyone, let's say like my wife or my mom or my brother.
• 5:20
  I mean, somebody responds and says somebody sends a message
• 5:22
  like, oh, this is so let me check again.
• 5:26
  This Instagram will have and it could be anybody, it could be 1
• 5:31
  of mumsy's classmates because my mumsy, she's on a WhatsApp group
• 5:34
  with a couple of her classmates. You know, they, that's how they
• 5:40
  keep in touch. You know, people make it seem as
• 5:43
  if old people don't adopt technology, but they actually
• 5:46
  do. In fact, they even adopted much
• 5:48
  better than some of us who are young.
• 5:50
  So yeah, it could be somebody from the group just replying,
• 5:56
  you know, anything. So part of interruption, that is
• 5:59
  something that we can try to use.
• 6:02
  And I think that this is one thing that the guy did well.
• 6:07
  Now the problem with the message, for those of you who've
• 6:09
  been listening to the podcast, you know the other problem,
• 6:12
  there are too many embedded conversations and questions
• 6:15
  within it and too many sections. So we're better off separating
• 6:19
  this thing into individual interactions so that one message
• 6:23
  will carry one point of view. If we keep writing these
• 6:26
  messages where, you know, you send your message and your
• 6:31
  message is talking about four things and each thing has, you
• 6:35
  know, 2 calls to action next to it.
• 6:38
  I mean, at the end of the day, like, what is the person going
• 6:40
  to respond to really? But if you send one message and
• 6:43
  one is 1 and that message has one point of view and the
• 6:46
  message has one question or one call to action, then the chances
• 6:50
  that people respond are higher. So a much more effective
• 6:57
  strategy, let me repeat again in case you guys are not getting
• 7:01
  it, The much more effective strategy is we should be sending
• 7:04
  these messages and trying to entice people into a
• 7:09
  conversation. So this guy did a good job.
• 7:13
  Pattern interruption broke me from my usual pattern.
• 7:17
  And then what did he do? He wasted it on his sales
• 7:19
  speech. It's not about how much you can
• 7:25
  talk at people. The goal is to try and have a
• 7:29
  conversation with someone. It's not about talking at
• 7:33
  someone and telling and telling and telling and pitching and
• 7:36
  pitching and pitching. It's about trying to lure
• 7:39
  somebody into a conversation. When we entice someone into a
• 7:46
  conversation, then we can do qualification and discovery.
• 7:51
  If you're new listening to this podcast, if it's your first
• 7:54
  episode, when you're done, go and listen to the episode that
• 7:57
  came prior to this one. I spoke about qualification and
• 8:00
  discovery. That is where you're finding out
• 8:02
  about people who are you? What are you about, What's the
• 8:06
  problem? What's the vision?
• 8:08
  Then you can now give them a tailored solution.
• 8:13
  So now you stop this little rubbish where you send this
• 8:14
  message and then you tell them we can do this, we can do this,
• 8:18
  we can do this. In fact, let me give you the
• 8:20
  same test I give everybody in each episode.
• 8:22
  As you're listening to this podcast episode right now, just
• 8:25
  stop, give yourself like 2 seconds.
• 8:27
  Try and remember what exactly is this guy selling?
• 8:31
  You don't know. You would have to pause this
• 8:37
  thing, rewind back, listen again for you to remember what this
• 8:41
  guy is selling. I'm asking you now, be honest
• 8:43
  with yourself. What is this guy selling?
• 8:45
  You don't know because it's a bit much.
• 8:49
  A funny thing is some of you are sending messages like this guy
• 8:53
  and you know, you wake up, you send you blast it to 2000 people
• 8:57
  on your phone and you, you pat yourself on the back.
• 9:00
  You say, oh self, I've done work today which can't work.
• 9:03
  You send a message to 4000 people and out of that 4000
• 9:07
  people, 3999 of them ignored only one person read.
• 9:13
  What kind of work is that? What kind of progress is that?
• 9:19
  So try and entice people into a conversation, figure out what
• 9:24
  they're about, figure out what the problem is.
• 9:26
  Then you'll now be able to make a tailored solution that oh, for
• 9:29
  this problem that you're solving.
• 9:31
  We can now, so you know what, let me just scroll up, I'll see
• 9:35
  again. What is it that this guy is
• 9:37
  offering? OK, so he's selling websites
• 9:40
  basically so they can say we can set up online booking system,
• 9:44
  attract corporate and premium clients, rank on Google, blah,
• 9:48
  blah, blah, blah, and the usual. But this is what I'm trying to
• 9:51
  say. If you entice somebody into a
• 9:53
  conversation, there's somebody that the problem that they need
• 9:57
  to solve right now is that you don't have online booking
• 10:00
  system. You will now be able to make a
• 10:02
  sales pitch for online booking system only and ignore that
• 10:07
  whole thing of attracting corporate and premium ranking on
• 10:10
  Google and blah, blah, blah. That is how you make an
• 10:15
  impression on someone. That is how somebody will know
• 10:17
  that oh, OK, this is what it is that this person is selling.
• 10:23
  So where was I? I lost my train of thought and
• 10:27
  in some Risha, we're trying to entice people into a
• 10:28
  conversation. It's not about talking at
• 10:30
  people. Then when we're in the
• 10:32
  conversation with them, it's about qualification and
• 10:34
  discovery. Who is this person?
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  What are they about? Do they have a business?
• 10:38
  Don't they have a business? What business problems are they
• 10:40
  solve, trying to solve, blah, blah, blah?
• 10:42
  Was the vision OK based on what it is that I have for sale?
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  This is the tailored solution I can give them.
• 10:49
  Now, when you also engage people like this, it makes them feel
• 10:55
  like they are not being mass, mass marketed to or being
• 10:58
  spammed to. Nobody likes being spammed to.
• 11:02
  Nobody does. Because we were in the business
• 11:06
  space, we've gotten into the habit of sending spam messages
• 11:08
  every day. You broadcast to 4000 people
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  every day. So for us, it's become a nasty
• 11:13
  habit. But The thing is, the people on
• 11:15
  the receiving end, they don't like it.
• 11:18
  If you don't believe me, next time you go home, go and check
• 11:21
  your home CS phone. You'll see now all these spam
• 11:24
  messages there. Suddenly your mum see.
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  Your mum sees no iPhone reading it.
• 11:27
  Pop sees no iPhone reading it. Your baby is not reading it,
• 11:30
  your boyfriend is not reading it.
• 11:32
  Even the people who love you, they're tired of being spammed
• 11:34
  with all these messages. Nobody likes being spammed, but
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  if there's an individual one-on-one conversation, you
• 11:43
  know most people dig that kind of thing.
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  So my recommendation is the same one I gave when talking about
• 11:50
  the other guy. Let's use a problem based
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  opener. Now, based on what this guy
• 11:58
  said, this message, let's let's use the original text in the
• 12:02
  message. I'm not saying I agree with the
• 12:06
  words, but I'm just trying to show you how even if I'm going
• 12:09
  to use his his words, let's just see how we can reframe this
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  thing. So problem based opener.
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  So it is what the guy should have done.
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  My recommendation? The first blast that you sent to
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  everybody is are you a photographer or videographer who
• 12:24
  spends hours responding to inquiries, negotiating prices
• 12:28
  and following up, but clients are still ghosting you?
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  Question mark send. Can you see that this message is
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  short? You don't even have to flick
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  once you open it, everything will just be on the screen like
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  that. Bam.
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  And people get the point, people who somebody now who is a
• 12:48
  hairstylist or whatever, the person will just ignore.
• 12:51
  So now it's not a problem. But The thing is, it's short,
• 12:54
  straight to the point. It's targeted.
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  Those people who are photographers or videographers,
• 12:59
  they will read on, especially those who have a problem with
• 13:02
  ghosting. Now, like I mentioned in
• 13:06
  previous episodes, some people will ignore, some people
• 13:10
  respond. The people that ignore, no
• 13:11
  problem, ignore them. We will get to that problem
• 13:15
  later, but for those that respond, that is where the gold
• 13:21
  is and that is what we're going to make progress.
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  So for those people now, you are now going to be involved in an
• 13:28
  individual conversation and is the reason why people prefer to
• 13:31
  spam because they think, man, this is work.
• 13:34
  Of course this thing is work. Where do you think the money
• 13:37
  comes from? Yes, now Zuckerberg, them and
• 13:41
  all these people are spamming people up.
• 13:42
  And now by the beginning, do you think Zuckerberg was spamming
• 13:45
  everybody in the beginning when Facebook was fresh, wasn't a
• 13:49
  matter of talking to people one-on-one.
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  Hey boy, how far now I have this website, blah, blah, blah, blah.
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  The hottest chicks on Harvard are on it.
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  So, you know, just Join Now, come and see what's up.
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  In the beginning is a one-on-one something.
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  Later on things get traction and you can now do automating and
• 14:06
  everything. But too many of you guys want to
• 14:10
  rush and start automating from beginning.
• 14:11
  Like what are you automating? Take your time do this thing on
• 14:15
  a one-on-one basis. First figure out exactly what it
• 14:18
  is is going on. Establish the workbook,
• 14:21
  establish the playbook, establish the framework.
• 14:23
  After that you can use AI chat bot, whatever and now be
• 14:27
  automating automating automating.
• 14:29
  Too many of you are rushing to automation in the beginning.
• 14:32
  What are you automating anyway? So that's the first message IA
• 14:37
  photographer or videographer who spends hours responding to
• 14:41
  inquiries, negotiating black prices are following up, yet
• 14:45
  clients are ghosting. You send some people will
• 14:48
  respond and then you will now build your future messages
• 14:53
  around that whole thing of using websites.
• 14:55
  You can attract high paying clients and you can show your
• 14:58
  work and you can secure bookings.
• 15:01
  So all that extra things that is, that's the subject of
• 15:04
  future, future, future conversations when you now know
• 15:08
  who they are, what stage of business they're at, the kind of
• 15:11
  clients that they want to attract, all those sorts of
• 15:13
  things. But you know what?
• 15:17
  There's one issue. And hey, I remember, that's the
• 15:19
  reason why I wanted to make this episode.
• 15:22
  There's one issue that I think we should consider.
• 15:25
  The thing is, this guy that is sending this message, he has
• 15:28
  this mistaken belief that a website can sell for you without
• 15:33
  you doing anything. Yeah, that's even the main
• 15:36
  reason why I wanted to make this episode.
• 15:38
  There's some of you that think you set up a website and the
• 15:41
  website is going to sell for you without you doing anything.
• 15:47
  It's not possible that if you set up a website, all your
• 15:50
  problems will be solved. The answer is it depends.
• 15:55
  There are some people that, yes, if you set up a website, the
• 15:58
  website will solve all your problems because it will sell
• 16:00
  for you. Now this is the bad news.
• 16:03
  It does not apply to people who are professional service
• 16:07
  providers. Let me repeat, there are some
• 16:11
  people that if you set up a website, the website will sell
• 16:14
  for you and you don't have to do a thing and the business will
• 16:19
  work well. However, it does not apply to
• 16:22
  people who are professional service providers.
• 16:27
  An example, Amazon is good for selling anything and everything.
• 16:34
  So if you set up your website right, like Amazon, yeah, you
• 16:39
  might be able to go to sleep and not have to talk to a single
• 16:42
  customer and the website will sell fine for you and you'll be
• 16:46
  rich. But have you noticed that you
• 16:49
  can sell anything on Amazon, but you can't sell professional
• 16:53
  services on Amazon? Painters cannot sell their
• 16:56
  services on Amazon. Wedding photographers cannot
• 17:00
  sell their services on Amazon. Lawyer, accountant, architect,
• 17:04
  those people cannot sell their services on Amazon.
• 17:09
  In fact, service providers, where do they sell their
• 17:11
  services in the West? It's not on that, is it?
• 17:14
  Upwork, Abbey, Upwork, what is on the website now?
• 17:19
  Upwork 5, you know them them all these places and what happens on
• 17:23
  the website? A client has a look at your
• 17:26
  profile and then they send you Adm.
• 17:29
  You guys now start to be DM ING back and forth because when it
• 17:33
  comes to selling professional services, there is no automating
• 17:37
  nothing. You have to talk to someone if
• 17:41
  you're a professional service provider.
• 17:45
  So perish the thought. If you're a service provider
• 17:48
  that you set up a website and your problems are solved, it is
• 17:56
  not going to happen. Now let us look at the criteria
• 18:01
  for products that sell easily, that sell well online without
• 18:07
  human interaction. Remember what I said, can a
• 18:11
  website solve all your problems? You just set up the website and
• 18:15
  go to sleep. The website will be selling for
• 18:17
  you. The answer is it depends.
• 18:19
  There are some products that yes, you can do that.
• 18:22
  If you're a service provider is not going to work.
• 18:25
  So for easy online sales where no human is involved, the thing
• 18:30
  has to be standardised and easy to describe.
• 18:34
  So the product should be clear and have consistent
• 18:38
  specifications. Let's go back to this wedding
• 18:42
  photographer and videographer thing.
• 18:44
  So wedding photography services, you can't standardise it, you
• 18:49
  can't. But to sell the camera, the
• 18:53
  camera can be standardised, which is the reason why we have
• 18:57
  websites like B&H. That's for those of you who buy
• 19:01
  video equipment or photo equipment, you know, we all know
• 19:05
  B&H. You go to B&H, you see the thing
• 19:07
  there, You see the specifications there.
• 19:11
  This is the size of the lens, this is the aperture for the
• 19:17
  body, is it full frame or not? This is the size of the sensor.
• 19:23
  These are the megapixels. This is the aspect ratio.
• 19:27
  You see it everything there because it is standardized and
• 19:30
  it is easy to describe. You can just do bullet point,
• 19:34
  describe it, bullet point, describe it.
• 19:38
  Customers will easily understand what it is that they're buying
• 19:41
  based on the detailed description, based on the
• 19:44
  images, based on the videos. In these sorts of case, some
• 19:49
  people say there's no need for personalized explanation,
• 19:53
  although my opinion, sure it would help, it would help.
• 20:00
  So you want to be in the kind of business where you set up your
• 20:03
  website and the website does everything for you.
• 20:06
  My brother, my sister, go and look for a business or go and
• 20:10
  look for a product that is standardized.
• 20:11
  Sorry, standardized and easy to describe.
• 20:15
  Don't go and sell services. A website cannot sell services
• 20:18
  for you then. It also has to be goods that
• 20:22
  have high visual appeal and clear presentation.
• 20:25
  That's why I keep going back to our sisters who sell human hair,
• 20:29
  you know, 57 inches, 100 inches or however long the human hair
• 20:34
  is going to be. You know, you get a nice model.
• 20:41
  You put the thing on her head. She does that shaking thing so
• 20:45
  they can see that the human hair has a body and bounce.
• 20:48
  She walk back. She walk front, so you see that
• 20:51
  all 56 inches. The hair goes from the top of
• 20:53
  our head all the way to the middle of our calf.
• 20:57
  You can see it. The lighting is good.
• 20:59
  The light is bouncing off of the human hair, so you can see the
• 21:03
  waves reflecting and everything. So that kind of thing, yes, you
• 21:08
  can set up your website, set up your Instagram and then go and
• 21:11
  sleep. And then people will look at the
• 21:13
  visual appeal, They will see the clear presentation, they'll see
• 21:17
  the sharp video and they'll be like this human hair is off the
• 21:22
  chain. Then they will now start pinging
• 21:24
  you that we like this one though, but I don't have money
• 21:29
  for 57 inches, 32 inches. How much will it cost?
• 21:32
  Or we saw the one that comes from Mogadishu, but we don't
• 21:36
  have money. So the one that the human hair
• 21:38
  that comes from Benin Republic, how much is it?
• 21:42
  You can see that that sort of thing.
• 21:44
  You can set up your website, set up your whatever, and then go
• 21:49
  and sleep for services. Then let's see what else.
• 21:58
  OK, low risk, low complexity. So basically you just want the
• 22:03
  product that the chances of it being damaged is very, very
• 22:09
  small, or the chances of returns are very, very small.
• 22:12
  So simple products that straightforward functionality
• 22:17
  basically like my earphones. I bought the earphones from
• 22:21
  Amazon. I mean, it's really serious
• 22:23
  straightforward. That's my Bluetooth, my wireless
• 22:28
  headphones with microphone. I'm sorry about that noise.
• 22:32
  Never just took light. So that's the inverter just
• 22:35
  kicking off. Where was I?
• 22:40
  Oh, OK, that's my alarm. OK, 11:00 I should be going to
• 22:44
  beds off because of how school runs in the morning.
• 22:49
  There's a problem with waiting when you're old to have kids.
• 22:53
  So I'm telling you guys, I mean the earlier you have your
• 22:56
  children the better. If you can start when you're
• 22:59
  2530, it helps so you don't end up being my own age and then
• 23:06
  you're now worrying that tomorrow morning I have school
• 23:08
  runs. So what is enough otherwise, if
• 23:11
  I actually make a podcast episode because so many young
• 23:14
  men are afraid of marriage these days, I don't know what's going
• 23:16
  on. It's like a pandemic of
• 23:17
  marriage. Anyway, that's another podcast
• 23:20
  episode then let's see, OK. We also want something with
• 23:24
  established market demand. Those kind of things you can
• 23:27
  sell easily on the website, something that you can ship it
• 23:31
  easily or do digital delivery. Those things, they sell well on
• 23:34
  websites. Something that has clear pricing
• 23:38
  or clear payment options, you can sell that thing on the
• 23:40
  website. I see.
• 23:41
  This is the problem with selling services.
• 23:44
  If you want to book an accountant to come and do
• 23:47
  forensic accounting for your firm, it's not something you can
• 23:50
  put on the website that for one accountant pay this, for two
• 23:54
  accountants pay that, for five accountants pay this.
• 23:57
  That's not how it works. It's going to depend what are
• 24:00
  you trying to do? How many documents is the person
• 24:03
  going to look at? How many years worth of
• 24:05
  documents is the person going to look at to try and figure out
• 24:08
  who is stealing your money? Those are the things that the
• 24:11
  forensic accountant will have to have a conversation with you.
• 24:13
  What kind of business are you doing?
• 24:15
  How long have you been doing the business?
• 24:17
  How many employees do you have? How many records have you been
• 24:20
  keeping? OK, you've been in business for
• 24:22
  12 years. You only have records for 8:00.
• 24:25
  What kind of records do you have?
• 24:28
  You know, all these sorts of things, all these back and
• 24:30
  forth. So your question is necessary.
• 24:32
  So you can't just set up a website as an accountant and say
• 24:35
  you go and sleep. The website will sell for you.
• 24:38
  It's not going to work then let's see.
• 24:43
  So those are the factors. That's the reason why I say the
• 24:46
  things that sell easily online. You don't need human
• 24:50
  interaction, digital products, ebooks, set up your website to
• 24:53
  sell your ebook. Go and sleep website will sell
• 24:55
  your ebook for you software. You can do that music videos,
• 25:00
  online courses, stock photos, your website will sell it for
• 25:04
  you. Set up the website go and sleep
• 25:06
  your market to be moving if you did a good job, physical
• 25:10
  products, so books, DVD camera, video game, what else you get
• 25:18
  the whole idea shot content that you can download yeah your
• 25:22
  website can sell for you templates, digital arts, all
• 25:27
  these kind of things. So excuse me so the reason why
• 25:35
  some of these things you can sell them very easily online is
• 25:37
  because basically customer knows what to expect and they can make
• 25:41
  an informed decision without talking to someone.
• 25:46
  So excuse me also because the process is more or less is
• 25:51
  streamlined and then delivery is easy.
• 25:55
  You can easily search the product and then you can
• 25:57
  compare. So like for my headphones that I
• 25:59
  bought, I opened it, I put it in one tab, I opened another one.
• 26:04
  I put in another tab. I was now checking back and
• 26:06
  forth. OK, this one is so, so, so and
• 26:09
  so pounds. This one is so, so, so and so
• 26:10
  pounds. Which one is more cheaper, easy
• 26:14
  pounds or dollars? OK, dollars.
• 26:16
  Let me close this tab. Open this one.
• 26:18
  This one is so, so, so, so dollar.
• 26:20
  Open this one. This one is so, so, so dollar.
• 26:22
  OK, this one, it lasts for 100 hours.
• 26:26
  This one, it lasts for 200 hours.
• 26:28
  This one, the impedance is this. The resistance is this.
• 26:33
  This one the color is black. This one, the color is this, the
• 26:36
  microphone is in noise cancelling.
• 26:38
  This one is not noise cancelling.
• 26:39
  You see you open and just be doing it back and forth, back
• 26:41
  and forth, back and forth. But for services, you can't open
• 26:45
  one tab and then start comparing 2 accountants that way.
• 26:49
  Doesn't work that way. So basically, if you're a
• 26:52
  service professional, you're a photographer, you're a video
• 26:55
  person, you're a lawyer, accounting medicine.
• 26:59
  Don't believe what this guy is telling you.
• 27:02
  And just in case this guy sent you this message that he sent me
• 27:05
  and you call him to go and do website for you, the website
• 27:09
  will not do all the setting for you.
• 27:12
  At some point you will have to pick up the phone.
• 27:15
  You will have to e-mail somebody, you have to SMS
• 27:17
  somebody, you have to visit somebody, you have to get
• 27:21
  somebody to visit you, you have to book an appointment.
• 27:24
  You will have to do something to close this deal.
• 27:30
  So if somebody's sending you this kind of WhatsApp message,
• 27:32
  don't believe them. There's no website that is going
• 27:36
  to solve all your problems. None.
• 27:40
  If you sell human hair. Yes, with the right website,
• 27:44
  with the right promotional copy, with the right video, with the
• 27:47
  right lighting, with the right everything, you can set this
• 27:50
  thing up and then go and sleep and your market will move.
• 27:54
  But if you're a service provider, no way at all.
• 27:59
  Maybe when we get to heaven. But on earth, the way earth is
• 28:02
  no way. Because if you're a service
• 28:06
  provider, the things that you sell are not standardized.
• 28:10
  You can't open up two websites and then be comparing business
• 28:14
  consultants like that. Eventually you want to talk to
• 28:18
  one or two business consultants and decide from among them
• 28:25
  because your solutions. That's from the point of view of
• 28:29
  the service provider. The solutions have to be
• 28:31
  customized to the individual, so it even makes sense for you to
• 28:34
  even pick up the phone and talk to them or ping them back and
• 28:37
  forth. For service providers, customers
• 28:43
  don't really know what it is that they're buying back.
• 28:46
  This whole thing of a forensic accountant or an architect, the
• 28:50
  customer doesn't really know what they're buying.
• 28:51
  It's until they talk to you and you people talk back and forth.
• 28:55
  They now start to understand exactly what it is that they're
• 28:58
  buying. Then on this thing of risk and
• 29:02
  complexity, when it comes to service providers, the level of
• 29:05
  risk is high because nobody wants to pay 1M for a wedding
• 29:11
  photography and video. Only if you discover that this
• 29:14
  photograph himself is an idiot. I don't like him.
• 29:17
  Nobody wants to do that. It's high risk.
• 29:21
  That's the reason why they would like to talk to someone and
• 29:24
  that's the reason why you should talk to someone.
• 29:27
  Because imagine collecting somebody's money, 1M, you want
• 29:31
  to provide photography and video for them.
• 29:33
  You mobilize the boys and then they squirrel.
• 29:37
  But you know, school fees was due this and this and that and
• 29:41
  that. So to be honest, you collected
• 29:43
  the one M, you've already spent 800 K, So you know that refund
• 29:49
  is out of the question because of course you've already
• 29:52
  mobilized boys. Anyway, on the talk of spending
• 29:56
  half the money, more than half the money, you can see that
• 29:59
  these kind of things is high risk and high complexity.
• 30:03
  That is why no website is going to sell for you.
• 30:06
  If you're a service provider. The only thing of pricing and
• 30:11
  payment options, you can't price your photography service or your
• 30:17
  accounting service the way that you price.
• 30:19
  You price fish in the market. You can't work that way or that
• 30:22
  you buy a price human hair that if it's Bangladeshi human hair,
• 30:28
  57 inches, you know, 700K. But then if you buy 2, we give
• 30:33
  you 25% on the second one. I mean, that's not how it works.
• 30:38
  People need to sit down. OK, back to the wedding
• 30:41
  videography thing or AK track. The price would depend on other
• 30:45
  factors. How many people, how large is
• 30:48
  the crowd? What kind of dishes is it?
• 30:52
  Is it continental dish or local dish?
• 30:56
  How many servings, what else You know, those of you who are
• 31:02
  caterers, you know the kind of things that you you have to
• 31:05
  consider. And then if it's a destination
• 31:07
  wedding, where is the destination?
• 31:09
  You have to figure in your costs because if they get you to cater
• 31:16
  to the wedding, it's an Abuja wedding.
• 31:18
  You're based in Abuja, No problem.
• 31:21
  What do they call you? The wedding is in is a
• 31:24
  destination wedding maybe on a fancy beach in Ghana.
• 31:28
  I want to have Ghana has beaches.
• 31:30
  I mean Ghana landlocked. We have Niger here then next is
• 31:36
  Benny OK No, Cameroon is on one side then Benny Republic, then
• 31:41
  Ghana and in my geography teacher, I know if you're
• 31:45
  listening to this podcast now you'd be crying that I didn't
• 31:48
  learn anything. I'm really sorry I passed the
• 31:52
  exam, you know, back when I was in school, but I haven't read
• 31:56
  geography since, so I've forgotten a few things.
• 32:00
  Any but what online is you have to be considering all these
• 32:02
  things. So summary of what I'm trying to
• 32:05
  say is if you're a service provider and somebody send you
• 32:08
  this kind of message saying that come with us, let us make your
• 32:12
  website, your website will solve all your problems.
• 32:14
  Please ignore that message. It's not going to work for you.
• 32:17
  But if you sell diapers and if you sell human hair or if you
• 32:20
  sell palm slippers or you sell things like that, we are then
• 32:23
  fine. Call this guy back.
• 32:25
  I said, oh, I saw your message. So this is your miracle website.
• 32:29
  How's this thing going to work? And then continue the
• 32:31
  conversation with the person. So for the rest of us who are
• 32:35
  service providers, you're better off learning how to sell.
• 32:39
  You're better off learning how to have conversations with
• 32:41
  people so that people ghost you less.
• 32:45
  After all, that's where this guy was coming from that if you come
• 32:48
  up with this magic website, people will stop ghosting you.
• 32:51
  If you sell diapers on human hair, yes, can lead to less
• 32:54
  ghosting. But if you sell, if you're a
• 32:57
  professional service provider, no.
• 32:59
  Learn how to have better conversations and then people
• 33:01
  will ghost you less. Learn how to get better at
• 33:04
  conversions. Conversions just means you're
• 33:06
  getting people to take the next step with you.
• 33:09
  If you're better at conversions, then people ghost you less.
• 33:12
  So that's the challenge for service providers for some
• 33:15
  reason. If you must do WhatsApp outreach
• 33:18
  like this guy, I've already given you the pointers about how
• 33:20
  you should shrink down the message, how you should use a
• 33:23
  problem based opener, and how you should think of engaging
• 33:26
  people in the conversation instead of sending 1 long
• 33:30
  message that requires plenty scrolling.
• 33:32
  And you think that that is going to close the deal for you?
• 33:35
  Sales is a conversation. Let us learn to start talking to
• 33:39
  people instead of broadcasting at them.
• 33:44
  Please. I'm begging you guys, sales is a
• 33:46
  conversation. Let us learn to start talking to
• 33:50
  people instead of broadcasting app.
• 33:53
  Even when we send the broadcast, the goal is to get somebody to
• 33:58
  reply so that we can start a conversation.
• 34:02
  So that's all for today. If you'd love to connect for a
• 34:05
  strategy session, a business audit, or you have some
• 34:09
  questions you want me to answer, the number to call on WhatsApp
• 34:12
  is 0806466 2140. The country code is +234.
• 34:18
  For those of you who are not Nigerian, then can connect with
• 34:22
  me on LinkedIn, the name to look for is Tavishima Taede.
• 34:26
  I have a YouTube channel the same name as well.
• 34:29
  Thank you very much for your time and attention.
• 34:31
  I'll catch you guys at the next recording.
• 34:33
  But a warning though, Spotify sent me a message that their
• 34:39
  service is going to be undergoing maintenance on March
• 34:42
  11th. So March 11th, you guys might
• 34:45
  not hear from me, but apart from that, I'll catch you guys in the
• 34:50
  next episode.