Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Outreach on WhatsApp: A Step-by-Step Guide to Getting Ignored

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Outreach on WhatsApp: A Step-by-Step Guide to Getting Ignored · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Apologies for the noise in the
• 0:03
  background because today I am out and about.
• 0:06
  Now today I want us to just run through some more thoughts about
• 0:11
  what not to do when trying to do out outreach on WhatsApp.
• 0:15
  Now some of you might say again, are we doing another WhatsApp
• 0:18
  episode? And yes, we are doing another
• 0:21
  WhatsApp episode, and it's because I keep coming across
• 0:24
  examples about how not to do WhatsApp outreach.
• 0:27
  And I'm well aware that some of you listening to the show right
• 0:30
  now are trying to do these very same tactics or trying out these
• 0:33
  very same strategies. So I'm going to make as many of
• 0:36
  these episodes as possible just to make sure that you guys
• 0:40
  figure out that there's a more effective way to go about using
• 0:44
  WhatsApp to do your business runs.
• 0:48
  Now the problem is the things I'm proposing will take more
• 0:52
  work, but I'm hoping that eventually some of you are going
• 0:56
  to come over to my end. I just realized that because
• 0:59
  it's easy for us to craft a message on WhatsApp and
• 1:05
  broadcast it to 2000 people at once does not mean we should be
• 1:10
  doing that. Because I prefer, and I think
• 1:14
  it's a much more common sense thing to do that instead of
• 1:17
  crafting these messages and sending it out to 2003 thousand
• 1:20
  people at once, and maybe we only get one client.
• 1:24
  Even if we end up getting one client because of the way things
• 1:27
  are going these days, I think it's doubtful that anybody is
• 1:29
  getting business from these things.
• 1:32
  So instead of sending the messages to 2000 people, pissing
• 1:37
  off 99% of them, and only doing business with one, I think it's
• 1:40
  better to do things the right way.
• 1:43
  The ways that I propose and other people propose that
• 1:46
  involve a lot more work. And maybe at the end of the day,
• 1:49
  who knows, maybe we'll reach out to 20 people and then we end up
• 1:52
  doing business with four. I really think it's better to do
• 1:57
  things that way. We end up pissing off a whole
• 2:02
  less number of people. We maintain our deliverability.
• 2:06
  It's something I'm going to explain later on in the episode
• 2:08
  because people don't pay attention to these things
• 2:11
  because you're doing things that are sending messages to the
• 2:13
  marketplace and sending messages to the algorithms that people
• 2:17
  should not be paying attention to our messaging.
• 2:20
  You don't realise that all these things we're doing have the
• 2:23
  short term benefit of, OK, yes, I send a message to 4000 people,
• 2:28
  but did you do business? No.
• 2:30
  Did they have negative consequences?
• 2:32
  Yes. So anyway, I'm going to keep on
• 2:34
  making these sorts of things. Now for those of you who this is
• 2:37
  the first time listening to your show, let's define sorry to the
• 2:40
  show. Let's define what outreach is.
• 2:42
  Now, outreach just means like it sounds, you are reaching out to
• 2:48
  people because you have an agenda you're trying to pursue
• 2:51
  and it's a normal part of doing business and it's required for
• 2:53
  anyone who wants to be successful in business because
• 2:56
  for most people, customers are not going to come and fall into
• 2:59
  your laps. For most people, that is not
• 3:01
  going to happen. And whenever we say things like
• 3:04
  that, somebody wants to come up with this example about how
• 3:06
  somebody came up with something, created this and then people
• 3:08
  started rushing to him and or her and stuff like that.
• 3:11
  Yes. So these things happen.
• 3:13
  There are cases where occasionally somebody makes
• 3:15
  something and then the market rushes to you.
• 3:17
  But just know that for most of human experience that has not
• 3:22
  been the case that the market rushes to you.
• 3:26
  So if you're listening to this show right now, just know that
• 3:29
  statistically speaking, chances are you will have to go out.
• 3:34
  You will have to do outreach, you will have to go and pursue
• 3:37
  the market. You will have to go and chase
• 3:39
  people down to do business with you.
• 3:42
  If you're one of those people that you invented your thing or
• 3:44
  you opened your office and then the market started rushing you,
• 3:46
  you know, we thank God for your life, you know, but that's just
• 3:49
  not how it happens for most people.
• 3:51
  So that is what outreach means. Now, an example of outreach that
• 3:54
  I received recently. Sorry, one moment, let me open
• 3:57
  this message because I want to read it exactly as it is.
• 4:00
  So the message, what's that message?
• 4:03
  It said good day. I trust your day is going great.
• 4:06
  My name is XYZ. Of course, I've removed the name
• 4:10
  to protect the identity of the person.
• 4:12
  So my name is XYZ, I'm an IT consultant at Tech XYZ Africa.
• 4:16
  Of course I changed the name of the company, you know, to
• 4:19
  protect the guys, you know, to give the guys some anonymity.
• 4:23
  We could even be a girl self. That's true.
• 4:25
  Anyway, to protect the identity of the guy or the girl.
• 4:28
  So good day. I trust your day is growing
• 4:29
  great. My name is XYZ, an IT consultant
• 4:32
  at Tech XYZ Africa. I'm inviting you and your loved
• 4:36
  ones to join our internship program designed to equip you
• 4:40
  with the most global in demand tech skills like data science,
• 4:44
  web development, cybersecurity, AI, machine learning, digital
• 4:49
  marketing, product design, UI, UX, video production,
• 4:54
  networking, CCNA, mobile app development, cloud computing,
• 4:59
  AWS, music production and more. Our training comes with
• 5:04
  international certifications, international job opportunities,
• 5:08
  internship opportunities, Excuse me, free CV revamp, job
• 5:13
  interview preparation. Let me know which course you're
• 5:17
  interested in. Call or WhatsApp 090 XYZ to kick
• 5:22
  start your journey. Today.
• 5:24
  We have both online and physical classes.
• 5:26
  Please don't keep this to yourself, share it with your
• 5:29
  friends and family. So that's it.
• 5:32
  That's the message. Now, problems with the outreach.
• 5:35
  If you've been listening to the show for any length of time, you
• 5:37
  already know #1 the message is too long.
• 5:41
  Most people are reading on their mobile phones.
• 5:43
  In fact, this is WhatsApp. So the average person is reading
• 5:47
  this thing on their phone. Now, for people like you and I
• 5:50
  who are trying to use WhatsApp for business, some of us might
• 5:53
  be opening it on what I think called WhatsApp desk, WhatsApp
• 5:57
  desktop, something, something. So it shows up on your laptop or
• 6:00
  it shows up on your desktop. But most people like Mumsy.
• 6:05
  Now, for instance, my Mumsy, she's not a business person.
• 6:08
  My wife is not doing any business moves, at least not
• 6:10
  now. So Mumsy and my wife, they're
• 6:13
  reading this thing on their phone.
• 6:15
  You send this message to them and well, first of all, they
• 6:18
  don't know who you are. So it is block, delete, ignore.
• 6:21
  But just assuming that they're curious and they open it, how
• 6:24
  many times you want somebody to scroll through all these things
• 6:27
  and read the whole thing? You really think when you send
• 6:29
  these kind of messages that people are reading everything.
• 6:32
  You guys should wake up. Let's be realistic here.
• 6:36
  Because you can broadcast 3000 people.
• 6:39
  This message doesn't mean you should.
• 6:41
  And if you must, there are more effective ways of going about
• 6:44
  this. I mean, for, for real, this guy
• 6:47
  actually thinks that people or, or this babe, they actually
• 6:49
  think that somebody's going to be scrolling and reading.
• 6:51
  And because you don't have anything to do with your life,
• 6:54
  you don't have anything else better to do.
• 6:57
  The only reason why I'm reading it is because this is my thing.
• 7:02
  I am in sales. So whenever I receive outreach,
• 7:06
  I always check it like OK, what's new?
• 7:09
  What are people doing in the market?
• 7:11
  Is there a more effective way than what I'm doing?
• 7:13
  So that's the reason why I read these things.
• 7:15
  What if I was an everyday, average, ordinary person?
• 7:17
  You think I would have read this thing anyway?
• 7:22
  So too long. People are reading on their
• 7:24
  phones. I always recommend to people, do
• 7:27
  you think that you want to send compose it first then send it to
• 7:30
  your phone. If on your phone you have to
• 7:32
  flip scroll, you know use your thumb and do scroll, scroll,
• 7:35
  scroll. If you have to do 3 times then
• 7:36
  forget The thing is too long. I don't.
• 7:40
  In fact I'm not even sure if the average person is even giving us
• 7:43
  2 flicks not to talk of three. I'll be surprised if the average
• 7:47
  person, like once the thing opens on the phone, they want to
• 7:50
  just look at that one screen and if they don't understand it, it
• 7:54
  is either delete, block, spam or, you know, ignore or
• 7:58
  whatever. So please, you're coming up with
• 8:00
  these messages. This thing is just too damn
• 8:02
  long. Use your brains here now.
• 8:06
  OK, sorry, that was unprofessional.
• 8:08
  Sorry, I shouldn't get so heated about these things.
• 8:10
  Anyway, so problems neck problem with the outreach.
• 8:14
  If you're listening to the podcast, you already know the
• 8:17
  next thing. This is unsolicited.
• 8:20
  Unsolicited just means I don't know you, you don't know me.
• 8:23
  I know, send you, you know, send me.
• 8:25
  I didn't ask you. You didn't ask me.
• 8:27
  I'm just minding my business and this thing just shows up.
• 8:29
  That's what unsolicited means. So I haven't done anything that
• 8:34
  remotely gave the business owner the idea that I was interested.
• 8:37
  At least if I went to the guy's website and I put my phone
• 8:39
  number in somewhere, then the thing, you know, came, you know,
• 8:45
  we could say, OK, yeah, at least I did something that warranted
• 8:49
  the guy reaching out like that or the baby reaching out.
• 8:52
  But I haven't done anything that gives them the reason why I was
• 8:56
  interested in their business or in tech.
• 8:59
  So truth of the matter is the guy just probably scalped my
• 9:02
  contact details from the Internet.
• 9:03
  You know, you just go, you know, we have business directories
• 9:08
  online, you know, so businesses in Abuja, enter PAP, you know, a
• 9:12
  list of 2000 businesses will come up, you know, just take
• 9:15
  their phone numbers, you know, add to your WhatsApp and then
• 9:17
  just send message to all that kind of thing.
• 9:21
  Now, the problem on solicited messages like I've been saying
• 9:23
  is that if your messages are unsolicited, they're going to
• 9:25
  get ignored. Number one, that's why people
• 9:28
  like me because I don't want to damage anybody's business
• 9:32
  because look, they're trying to hustle me, I'm trying to hustle
• 9:34
  so I understand. But then the problem is we're
• 9:37
  dealing with everyday ordinary people like my wife, my mom,
• 9:41
  your mom, your husband, your wife, your whoever.
• 9:46
  Ordinary people who are not in business, they're not just
• 9:48
  ignore. Eventually they get tired, they
• 9:51
  start to report, report as scam. They try to block, they try to
• 9:57
  spam. Some people even go as far as
• 10:02
  trying to blacklist the number. So when you're sending out on
• 10:08
  solicit messages, it's having the unintended side effect of
• 10:11
  making your messages even more undeliverable.
• 10:14
  And that's what I was hinting at at the beginning.
• 10:17
  Think about it, you send this message to 3000 or 2000 people
• 10:22
  on WhatsApp just because you can.
• 10:25
  Let's say 50% of the people on WhatsApp who receive this OK, no
• 10:29
  50 is high. OK, let's just say 20% of the
• 10:31
  people who receive this number. Now click on mark number as
• 10:35
  spam. You don't think WhatsApp is
• 10:40
  getting the message in Zuckerberg headquarters that oh,
• 10:43
  OK, there are lots of people in Nigeria who think that every
• 10:47
  single time a message comes from this number, that this number is
• 10:50
  spam. You don't think Zuckerberg them
• 10:52
  are paying attention. And then later on, if your
• 10:56
  WhatsApp gets flagged or suspended, you know, you now
• 10:59
  wonder like now what did I do? Facebook is wicked.
• 11:03
  You know, Zuckerberg is wicked. Why are they blocking, blocking
• 11:06
  and why are they blacklisting some?
• 11:08
  This is the reason why. It's because of all these things
• 11:11
  that you're doing. If you send this in the 4000
• 11:14
  people, 20,000 people will click on block.
• 11:17
  So I 20% click on block, maybe 10% click on report as spam and
• 11:22
  then let's see what else I mean. But anyway, you get my point.
• 11:26
  It makes your messages more undeliverable in the future
• 11:29
  because the more messages you're now trying to send in the
• 11:32
  future, Facebook, Zuckerberg, them, they see that OK, this
• 11:37
  person has been flagged as a spam.
• 11:40
  Yes. Maybe we should block this
• 11:41
  account. Maybe we should flag this
• 11:42
  account or maybe we should do some place, some admin
• 11:46
  restrictions because there's some people that they place your
• 11:48
  number, some restrictions, you know, they limit the number of
• 11:50
  messages that you can send out. So you've been having issues
• 11:54
  with your WhatsApp. This is where some of your
• 11:56
  issues are coming from because you wake up in January just
• 12:00
  because you can. January 1st you blast the
• 12:03
  message to 2000 people in your contact just because you can.
• 12:07
  Then February 1st you blast another one.
• 12:10
  February 14th, you blast another one, International Women's Day.
• 12:14
  In March, you blast another one. Then after International Women's
• 12:19
  Day, what comes next? April Fools, you blast another
• 12:22
  one. After April Fools, there's what
• 12:24
  else? I think there's a Children's
• 12:26
  Day, you blast another one. So I'm like, after a while,
• 12:28
  people have just had enough. But then you've been messing up
• 12:32
  people's lines from January all the way through through to July.
• 12:35
  No surprises. Out of those 2000 people, some
• 12:37
  people who just people who are being kind like me will click on
• 12:44
  what's nothing called Archive. We'll click on archive so we
• 12:47
  don't see the messages coming up from you, but the average
• 12:50
  everyday, ordinary person is going to block you, spam you or
• 12:54
  report you. And when that happens,
• 12:57
  Zuckerberg, them, WhatsApp people, them, they're getting
• 12:59
  old, you know, they're seeing everything.
• 13:02
  The algorithm is picking up on the fact that, oh, OK, this
• 13:04
  number spammer, let's make life difficult for these people.
• 13:10
  Anyway, another problem with the message apart from me being
• 13:13
  unsolicited, is that this guy is trying to say too many things in
• 13:17
  the message. What exactly am I supposed to
• 13:19
  respond to in this message? There are several call to
• 13:23
  actions in the message. Sorry, one moment.
• 13:26
  Let me pull up the message again.
• 13:28
  OK, so the calls to action, there's select the course that
• 13:32
  you're interested in. Sorry, one moment.
• 13:34
  This my thing is hanging now. Wow, The devil is a liar.
• 13:39
  In the middle of recording my my tablet.
• 13:42
  Now they hang. OK, it's moving now.
• 13:46
  Yeah, like I said, the devil is a liar.
• 13:48
  So the course action now. OK, select the course you're
• 13:52
  interested in. By the way, I never told the guy
• 13:55
  I had any problems. You're asking me to select the
• 13:57
  course I'm interested in. Another call to action share
• 13:59
  with my friends and my family. Why should I do that?
• 14:02
  Like, I don't know you. Then I should let him know which
• 14:05
  other benefits we're interested in, International
• 14:07
  certifications, job opportunities, internship, CV
• 14:11
  revamp, job interview, blah, blah, blah.
• 14:13
  And then of course, remember when I was reading all the
• 14:15
  courses, all the things that the guy has available?
• 14:18
  In fact, this is a test right now.
• 14:20
  If you're listening to this podcast right now, and I bet you
• 14:24
  that 99.9% of you listening to this podcast now, you can't even
• 14:28
  tell me what it is that this guy offers.
• 14:29
  I mean, think about it. Do you even remember what it is
• 14:32
  that the guy offers? Think about it.
• 14:37
  Anyway, let's let's continue. That itself is a problem with
• 14:39
  message. This is why I keep telling you
• 14:41
  people that if you're trying to preach to everyone, trying to
• 14:45
  sell everything, try to throw everything in like nothing is
• 14:48
  standing out. The guy threw everything in.
• 14:51
  And I bet you, you listening to the show right now, you can't
• 14:54
  tell me one thing that this person does.
• 14:56
  You cannot tell me anyway. So my typical recommendations
• 15:02
  for those of you listening to this show, you're not going to
• 15:04
  be surprised. I usually say, look, this is
• 15:06
  what we need to do. The message, the message on
• 15:08
  itself is fine, is good. The problem is it's ineffective.
• 15:13
  I'll be ineffective, you know, for today.
• 15:16
  So break down the message into several outreach motions instead
• 15:19
  of just doing 1 message where you throw everything and you
• 15:23
  blanket in. Let's have the mindset that
• 15:25
  we're trying to engage people in a conversation and we're going
• 15:28
  to try and break this thing and into several smaller messages.
• 15:32
  Then let's also start with the problem based opener and figure
• 15:35
  out if people are interested. It is when people are interested
• 15:40
  that you can now continue with the other aspects of the
• 15:45
  conversation. So good day, I trust your day is
• 15:48
  going great. In my own opinion, this part is
• 15:50
  unnecessary. Delete because you are an
• 15:54
  intrusion at this point. So don't pretend to be familiar,
• 15:57
  don't pretend to be concerned. So good day, I trust your day is
• 16:01
  going great. All that is on is unnecessary.
• 16:04
  Start by letting the prospect know who you are and how you got
• 16:06
  their phone number and the reason why you're reaching out.
• 16:09
  That's just head straight into the whatever.
• 16:13
  So none of that finds funny pleasantries in the beginning
• 16:16
  of, you know, your day is going great.
• 16:18
  Your family members and loved ones like forget all that.
• 16:20
  You're an intrusion and they know you're an intrusion.
• 16:23
  You know you're an intrusion. So let's go straight to the
• 16:26
  point. This is me.
• 16:27
  This how I got your phone number.
• 16:28
  This is why I'm reaching out. Then my name is XYZ.
• 16:33
  I'm an IT consultant at Tex XYZ Nigeria Delete because at this
• 16:38
  point, nobody cares who you are. You're an intrusion and like I
• 16:42
  said, you're taking up plenty space when you should just be
• 16:45
  getting straight to your point. Then next, I'm inviting you and
• 16:48
  your loved ones to join our internship program designed to
• 16:50
  equip you with the most global in demand tech skills like data
• 16:54
  science, web management, cybersecurity, AI, machine
• 16:58
  learning, digital marketing, product design, UIUX, video
• 17:03
  production, networking, CCNA, mobile app development, cloud
• 17:07
  computing, AWS, music production and more.
• 17:13
  Like I say, man, like this, this is much, this is really, really
• 17:17
  much. Like what exactly do you do?
• 17:21
  How is the average person supposed to read this whole
• 17:23
  thing and get a clear sense of, oh, OK, this is how this is what
• 17:25
  you do. This is how you can solve my
• 17:26
  life. In my own opinion, you could
• 17:30
  have taken any of these things and used it to have a problem
• 17:34
  based opener to start the conversation.
• 17:37
  Then the message continues. Our training programs come with
• 17:39
  international certification, international certifications,
• 17:43
  international job opportunities, internship opportunities, free
• 17:46
  CV revamp, join in sorry, job interview preparation.
• 17:51
  Now these, this part doesn't have to be in this message
• 17:54
  because these are things that you can emphasize after you are
• 17:57
  now having a conversation one-on-one with somebody where
• 17:59
  you have built rapport and where you have shown where you've been
• 18:02
  able to figure out that they're interested.
• 18:04
  These are the things that you you stress to try and sweeten
• 18:06
  the deal is when somebody is interested, you can now start
• 18:09
  talking about, oh, by the way, if you go with us, we have
• 18:11
  certifications. We can help you hook up job
• 18:13
  opportunities and this and this and that and that.
• 18:17
  So this doesn't have to be in this message.
• 18:18
  Now this one is, you know, the when you're trying to sweeten
• 18:22
  the deal after you on the phone with somebody, after you build a
• 18:25
  relationship, then let me know which course you're interested
• 18:28
  in call or WhatsApp 090 blah, blah blah at kick off your
• 18:31
  business journey today. Let's see.
• 18:35
  OK, OK, anyway, so basically, how would you write this
• 18:38
  message? I would just say first message,
• 18:40
  actually the one that you now broadcast to 2000 people should
• 18:43
  be good day. Use the person's name.
• 18:45
  So this this can't even be a broadcast because remember when
• 18:49
  we personalized messages, the chances of people opening the
• 18:53
  messages go up because at least the people think that, OK, we
• 18:57
  know something about them. So first of all, I wouldn't even
• 18:59
  recommend that you do this in broadcast.
• 19:02
  And this is where some of you begin to quarrel with me because
• 19:04
  you'll be saying, what do you mean that I should be doing cut
• 19:06
  and paste, Cut and paste, Cut and paste, cut and paste for
• 19:08
  every single person. And the answer is yes, because
• 19:12
  the cut and paste is more work, but the cut and paste stands
• 19:16
  more chance of being read. Think about it.
• 19:22
  This message shipped my phone and the way that the thing
• 19:25
  started. Sorry, hold on, where's my
• 19:26
  tablet? Let me scroll up again.
• 19:29
  One moment. This message is long.
• 19:31
  You can see the problem with this message I'm having to
• 19:34
  scroll to get to the top of my head.
• 19:35
  So good day, trust your day is going great.
• 19:38
  Now think about it, if the message started good day
• 19:42
  Tavishima or tavishima how you did, Even though it's a number I
• 19:45
  don't recognize, think about it, you know, I would at least open
• 19:49
  it and say, OK, who is sending me this message because at least
• 19:53
  it was personalized or customized.
• 19:58
  So these are some of the things that you do.
• 20:01
  That make it easier for people to open the message and at least
• 20:05
  read small because the way that the guy just blasted it,
• 20:10
  everybody receiving it knows that it's a broadcast.
• 20:12
  But at least if you try and customize it, people that you
• 20:15
  send it to will assume that you're talking to them and that
• 20:18
  you're giving them personalized attention and that is meant for
• 20:20
  them. So copy and paste and then
• 20:25
  change copy and paste. For the one that's supposed to
• 20:28
  come to me, put Tava Shima there, copy and paste.
• 20:31
  For the one that's supposed to go to Madam patients, copy and
• 20:36
  paste, put Madam patients in there.
• 20:38
  For the one that's supposed to go to Rafael Adebc, copy and
• 20:44
  paste and then put it there. Good day, Mr. Rafael.
• 20:50
  And that's why I recommend that you guys either get yourself a
• 20:53
  Bluetooth keyboard or do that thing of sync your WhatsApp to
• 20:56
  your computer or to your desktop.
• 20:58
  So that copy and paste is a lot easier.
• 21:00
  So this is a whole lot more work, but trust me, it's more
• 21:03
  effective. But some of you are going to do
• 21:05
  the lazy thing of copy and paste.
• 21:07
  Send 4000 contacts. So the way I would craft this
• 21:14
  good day. Put the person's name.
• 21:16
  I got your number from XYZ business directory.
• 21:20
  Are you or any of your loved ones interested in acquiring
• 21:23
  tech skills Question mark send That is your first message.
• 21:30
  Let me repeat. Good day.
• 21:34
  Put the person's name. I got your number from XYZ
• 21:37
  business directory. You or any of your loved ones
• 21:40
  interested in acquiring tech skills send.
• 21:43
  By the way, I don't I think that loved ones is unnecessary, but
• 21:46
  I'm trying to preserve as much of the original message as
• 21:48
  possible to show you how you know, like we can still run it
• 21:54
  using as many of his words. So that's your first message
• 21:56
  send now this was going to happen.
• 22:00
  Some people are going to ignore and won't reply.
• 22:02
  That is not your problem. But The thing is a short message
• 22:05
  like this, some people will reply the first message that he
• 22:10
  crafted the long epistle. I can assure you 99.999999999%
• 22:17
  won't reply and you can see that this is the reason why I'm
• 22:20
  saying that is it better to broadcast to 4000 people and
• 22:24
  99.99999% ignore or should we take this personalized approach
• 22:29
  and maybe on Monday we're only able to send 100 messages but
• 22:33
  out of the 100, you know, at least 15 replied.
• 22:35
  Which one is better? You guys think about it.
• 22:39
  So I know if you or loved ones interested in acquiring tech
• 22:42
  skills, this message is short to go straight to the point, it's a
• 22:45
  problem. It's sort of like a problem
• 22:47
  based opener for the people that respond.
• 22:50
  We are now going to be able to engage in a conversation and
• 22:53
  it's in the conversation that we make the sale.
• 22:56
  So people stop assuming that a broadcast message is going to
• 23:01
  sell on your behalf. Stop being lazy.
• 23:05
  Selling is something that we do when we're engaging and having a
• 23:08
  conversation with people one-on-one.
• 23:11
  So when we send these messages, the goal is not to send.
• 23:14
  And then hopefully they will now send us money.
• 23:16
  I mean, what, what, what planet do you think we're living on?
• 23:18
  They send a message. We will just send you money.
• 23:20
  Like, who are you? Maybe Oprah Winfrey can get away
• 23:24
  with stuff like that. You know, broadcast a message
• 23:26
  and say, OK, send your donation. So and so.
• 23:28
  And then people love opera. Then they will send a message,
• 23:30
  but you're not there yet. The goal is we're trying to get
• 23:34
  somebody to engage in a conversation.
• 23:35
  So if you send that message, I got your number from this
• 23:37
  business directory. Are you interested in acquiring
• 23:40
  tech skills? The people who respond and say
• 23:42
  yes, or the people who respond and say tech skills?
• 23:45
  Like what kind of tech skills? You are now engaged in a
• 23:48
  conversation and in the conversation, the goal is to try
• 23:52
  and do qualification and discovery.
• 23:54
  That just means ask questions about them.
• 23:57
  Ask questions about the opportunities that they're
• 23:59
  running after. Ask questions around the things
• 24:02
  that they're worried about. It is then that you will now
• 24:04
  know which of these other things that you can now mention.
• 24:09
  It is from there that you now know that, OK, this particular
• 24:12
  person, I should only talk about data science.
• 24:15
  This person, I should only pitch to him web development.
• 24:18
  This person is interested in cybersecurity.
• 24:20
  Let me tell him about our cybersecurity courses.
• 24:23
  This person seems to like AI and machine learning.
• 24:26
  Let me now emphasize the AI course.
• 24:28
  This person is interested in digital marketing.
• 24:31
  Let me go ahead and talk digital market.
• 24:32
  I mean, can you see how it works?
• 24:34
  Now is when you engage in a conversation, you know what
• 24:36
  they're interested in. You now know which of your
• 24:39
  things that you're now going to start toasting them about that
• 24:43
  you're going to start preaching to them about what is whole
• 24:45
  thing of throwing everything into in everything into one
• 24:48
  message. Data science, web development,
• 24:50
  cybersecurity, AI, machine learning, digital marketing,
• 24:53
  product design, video production, networking, mobile
• 24:56
  app development, cloud computing, music production.
• 24:58
  Man, it's too broad. You're trying to talk to
• 25:00
  everyone and when you talk to everyone, you're not resonating
• 25:03
  with anybody in particular. Send the first message, see who
• 25:06
  is interested from the people that are interested.
• 25:08
  Ask them certain questions. What kind of tech skills do you
• 25:11
  have in mind? Oh, OK, it's not you, but it's
• 25:14
  your children. Your children are still in
• 25:15
  primary school. Oh, OK.
• 25:17
  You want your children to be much more competitive in the
• 25:20
  global workspace. So what kind of skills do you
• 25:22
  have in mind? Oh, OK.
• 25:24
  Well, yes, AI. Yes, AI is the future.
• 25:26
  Oh, yes. And OK, sure, no problem.
• 25:28
  We have some of those modules where we introduce children in
• 25:31
  primary school to AI and machine learning concepts in this and
• 25:33
  this and that and that. Should I send you some material
• 25:36
  on that? Would you like to learn more?
• 25:37
  Let me send you a link to the website, let you see how this
• 25:40
  thing is supposed to continue as a conversation.
• 25:42
  And it's from there that you can't close the deal anyway.
• 25:46
  So remember we are now in conversation.
• 25:47
  So the conversation thrust #2 sorry about that.
• 25:51
  Some idiots are fighting outside.
• 25:52
  That's where this extra noise is coming from then anyway, as long
• 25:59
  as they don't start breaking bottle I think.
• 26:03
  Anyway, where are we? Let me continue.
• 26:06
  So yeah, we're supposed to be in conversation now.
• 26:09
  So conversation from the thrust of conversation now is after
• 26:14
  you've done qualification and done discovery, you know who
• 26:17
  they are. You have already figured out
• 26:18
  what they're interested in, whether some people want to
• 26:20
  learn IT skills because, you know, just for personal reasons,
• 26:23
  they want to know what's up. Or some people want to learn all
• 26:26
  these skills because they think you can boost their business.
• 26:28
  Or some people want to learn some of these skills because
• 26:30
  they think you can boost their career.
• 26:32
  It is then remember those things are called deal sweeteners.
• 26:35
  They can now start throwing in the deal sweeteners.
• 26:37
  You now start telling them that, oh, if you go with us, we have
• 26:40
  international certifications or if you go with us, we will
• 26:43
  expose you to international job opportunities.
• 26:45
  Or if you go with us, we have internal opportunities.
• 26:47
  We can do your free CV revamp, you can do job interview, you
• 26:51
  know, so all these other things. So you can see why I said this
• 26:54
  shouldn't be a part of the first message.
• 26:56
  Now, if I continue like this, we'll go on and on and on.
• 26:59
  I've already done 30 minutes. Let me bring this to a close
• 27:02
  summary. What I'm trying to say is this.
• 27:04
  Because we can broadcast messages today, business owners
• 27:07
  are getting lazy and you're hoping that one broadcast
• 27:09
  message is going to get business for you.
• 27:11
  Stop trying to do what is easy, but try and do what is the most
• 27:15
  effective way to get the deal done.
• 27:18
  What I'm recommending is going to be a lot more work, but is it
• 27:21
  worth the effort? In my opinion, the answer is
• 27:24
  yes, because you'll be able to convert at a greater deal.
• 27:28
  I mean, think about it. If you send 4000 messages and
• 27:31
  you close one deal, or you send 500 messages and you close 10
• 27:35
  deals, which one converted more? For those of you who know math,
• 27:39
  you know, go ahead and do the math.
• 27:40
  Which one has a greater conversion so you're converting
• 27:44
  more. You will also be able to convert
• 27:46
  at larger amounts because when you send messages like this and
• 27:51
  people opt in, typically they're not spending big box.
• 27:54
  Nobody spends big box on broadcast messages.
• 27:57
  But when you have a conversation with someone, that's the
• 27:59
  difference between somebody booking a 10,000 naira package
• 28:01
  with you and a 350,000 naira course for them and their family
• 28:05
  because you said them and their loved ones.
• 28:08
  That is the difference. That is how you're going to be
• 28:10
  able to get somebody to actually, sorry, let me scroll
• 28:13
  up now where, where are all the things I found them?
• 28:17
  So let's say the person is an ordinary guy like me, but the
• 28:20
  person is interested in AI and machine learning.
• 28:24
  But then OK, no, no, let me see. OK, we said AI for the kids.
• 28:27
  OK, so that's how you get the person to maybe take a course on
• 28:31
  digital marketing for him. And then for the children, maybe
• 28:34
  book a course for AI, machine learning, and then maybe for
• 28:40
  wifey. OK, my own wife right now, she's
• 28:43
  studying for CFA. So OK, let's say cybersecurity,
• 28:48
  OK, let's say cybersecurity so that she can make sure that her
• 28:52
  clients are paying attention to cybersecurity matters, you know,
• 28:56
  when they're transferring money and stuff like that.
• 28:58
  So that is the difference between somebody spending 10,000
• 29:03
  naira with you and the person sending 300,400 thousand
• 29:06
  500,000. This is the difference.
• 29:11
  So the longer way it's worth the effort, you'll be able to
• 29:16
  convert greater, you'll be able to convert at larger amounts.
• 29:20
  Most importantly, you'll be able to build trust and rapport with
• 29:24
  the person. Because remember what I keep
• 29:27
  stressing on this podcast, the goal here is not to collect
• 29:30
  10,001 time or to collect 500,001 time.
• 29:33
  The goal is repeat business and referrals.
• 29:37
  What does it profit me if I close a deal?
• 29:39
  Today somebody gave me 500 Ki go and pay my tithe and then I
• 29:42
  thank God, yes. But then that's the only money I
• 29:44
  get from the person. What does it profit me?
• 29:46
  The goal is the person spent 500K with me in January, Good.
• 29:50
  Maybe in September the person should drop 300K Good.
• 29:54
  Then next year maybe the person spends 100K in February and then
• 29:58
  maybe next year in September the person again spends maybe like
• 30:02
  700 grand. I mean that is the goal.
• 30:05
  Repeat business. People should buy now and keep
• 30:08
  coming back. That is the goal.
• 30:10
  You're not going to be getting repeat business and referrals
• 30:12
  off of this spamming tactics. You are not because there's no
• 30:16
  there's no relationship, there's no trust, there's no rapport.
• 30:21
  So please ignore all these easy tactics because they're easy and
• 30:27
  because we can do them doesn't mean that we should.
• 30:30
  The older way, the harder way actually is the better way for
• 30:35
  now. There's a time for spamming and
• 30:38
  broadcasting and everything, but the time is not now.
• 30:41
  When we're beginning. The time is not now.
• 30:44
  If I should do a broadcast episode about when we should not
• 30:47
  worry about automation, The time for automating things is not in
• 30:49
  the beginning. It's not in the beginning.
• 30:54
  We should be paying attention to the fundamentals and doing the
• 30:56
  hard work. Anyway, it's 30 minutes.
• 30:59
  Let me overdo it. So if you'd like to connect with
• 31:02
  me for strategy session, business audit, or you have
• 31:05
  questions you'd like me to answer, then the number to call
• 31:09
  or to WhatsApp is 08064662140, country code +234.
• 31:15
  If you're not Nigerian, then connect with me on LinkedIn.
• 31:18
  The name is Tavishima Aidi. I also have a YouTube channel
• 31:22
  with the same name. So thank you very much for your
• 31:23
  time and attention. Forgive me if I sounded heated
• 31:26
  or disrespectful at some points cause this is one of these
• 31:29
  things that just if you can't tell the thing really.
• 31:33
  Anyway, I'll catch you guys tomorrow.
• 31:35
  Bye.