Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Crafting Connections: Building Your Network for Hat and Fascinator Success

Transcript

Crafting Connections: Building Your Network for Hat and Fascinator Success · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. It's a wonderful Monday morning
• 0:04
  and I'm chilling outside somebody's office, so I expect
• 0:06
  to hear some noise in the background.
• 0:09
  In fact, the reason why I'm here is because, you know, I've been
• 0:12
  mentioning on the podcast that you know, there's some *** that
• 0:14
  owe me money basically, you know, some small M's, not enough
• 0:18
  to buy a brand new car or anything, but you know, still
• 0:21
  every single couple helps. So I have my bath today.
• 0:24
  I freshened up and I said to them, I'm going to come and Jack
• 0:26
  them. Let me raise some hell, you
• 0:28
  know, until I get my money. But yeah, we've had some
• 0:31
  fruitful conversations, you know, so hopefully something
• 0:33
  good will come out of it this week.
• 0:36
  So now that I've finished this meeting, basically I said, OK,
• 0:39
  let me just make one sharp recording and then I'll be on my
• 0:43
  way for other engagements. And there's somebody that I made
• 0:48
  a podcast episode for, I think maybe like two or three days
• 0:51
  ago. That was Bolu Tunji, the lady
• 0:53
  who's been who's involved in human resources and who wants to
• 0:56
  create a business in selling a business, selling hearts and
• 1:01
  fascinators in Lagos. So Bolotunji, you didn't reach
• 1:05
  out to me like I said you should because I put it there in the
• 1:07
  comments. But I made the podcast episode
• 1:09
  anyway. And I'm going to use you as a
• 1:11
  case study for today's episode just so that you can derive some
• 1:15
  more value out of it and also so that anybody who happens to be
• 1:18
  listening who is in a similar space.
• 1:21
  So whether you're trying to create a business in hearts and
• 1:23
  fascinators like Bolotunji or help you're trying to do
• 1:26
  something fashion related. Hopefully using has a case study
• 1:30
  is going to is going to be able to help you.
• 1:33
  How will I put it? Now you'll be able to realize,
• 1:37
  Abby, as you realize, you know, you'll be able to get the
• 1:41
  principles that we're discussing about here and then discern how
• 1:45
  we can apply to your own context.
• 1:47
  Yeah. So that's good for today.
• 1:48
  Now today, what I want to do now I'm Balu should be paying
• 1:51
  attention. If any of you know Balu Tunji
• 1:54
  and you're listening to this episode right now, as soon as
• 1:56
  you're don't listen to this episode, if you know any Balu
• 1:58
  Tunji who works in human resources, then she's definitely
• 2:02
  the one as soon as you're done with this episode, pick up the
• 2:04
  phone call Balu and tell her that hey, do you know so so so
• 2:07
  he made a podcast episode. It's about you.
• 2:09
  Here's the link, you know, send it so she can be aware.
• 2:12
  So today we're going to look at whether called calling and
• 2:15
  emailing is dead because people who want to get clicks on
• 2:20
  LinkedIn and on Instagram and all this, they keep on saying
• 2:24
  cold calling is dead, emailing is dead, this is dead.
• 2:27
  That is dead. Basically what they're trying to
• 2:29
  do. They're just trying to wind you
• 2:31
  up so that you will pay them to be their coach or be their
• 2:36
  consultant, and they will try and help you drum up business by
• 2:40
  doing other things apart from cold calling and apart from
• 2:43
  emailing. Because, yeah, emailing, you
• 2:46
  know, if you do it wrong, it can be ineffective.
• 2:48
  And then cold calling is hard. So lots of people don't like to
• 2:51
  do it. So this is one way that people
• 2:54
  just try to drop my business. They'll say this is that, this
• 2:57
  is that, you know, come and pay me instead to teach you how to
• 2:59
  do this. Pay me for my miracle system.
• 3:02
  So Balu and other people who are listening, please do not follow
• 3:07
  anybody who's promising you a miracle system.
• 3:10
  Because if the miracle system works, to be honest, the guy
• 3:13
  wouldn't be selling you the miracle system.
• 3:14
  He will be doing the miracle system by making billions off of
• 3:17
  that thing and he'll be enjoying his billions quietly.
• 3:20
  So there's no miracle system that works.
• 3:22
  Just remember that in case the next time you see cold calling
• 3:25
  is dead, emailing is dead, this is dead, that is dead.
• 3:29
  Pay me for my miracle system. Don't want to pay anybody for
• 3:31
  any rubbish miracle system. No, some of you are going to be
• 3:36
  listening. I'll be wondering, ah, cold
• 3:37
  calling is dead. e-mail is dead as in who died?
• 3:39
  What does emailing mean? What does cold calling mean?
• 3:41
  You know, no problem. Let's start defining a few
• 3:44
  things so that for those of you who some of these things sound
• 3:46
  strange, you will get into the flow of the thing.
• 3:49
  Now some of you also be wondering, ah, e-mail, is that
• 3:52
  cold calling? Is that what does have to do
• 3:54
  with Balu Tunji Balu, If you're listening to this episode, don't
• 3:56
  worry, You see how everything will join.
• 3:58
  Everything will make sense eventually.
• 3:59
  Don't worry, let's be going. So now let's define cold
• 4:02
  calling. Now cold calling is anything you
• 4:05
  do to draw more business where you don't have any formal
• 4:09
  context, no prior context, no prior relationship, no prior
• 4:14
  info, no mutually existing pre relationship.
• 4:18
  As in you people are total strangers.
• 4:21
  I don't know you, you don't know me.
• 4:23
  I don't send you, you don't send me what total strangers?
• 4:27
  I don't know you at all. But Sha, I want to talk to you
• 4:30
  so that there is hope of us doing business in the future.
• 4:33
  Anything I do to reach out to you, in this case, it's called a
• 4:38
  cold call. So if I show up at your house
• 4:41
  and I knock on the door, you say who is that?
• 4:43
  You say establish my who? I don't know anybody just come
• 4:49
  to do that. I will explain.
• 4:50
  You know, if I try doing something like that, that is
• 4:52
  cold calling. I don't know who is the person
• 4:54
  inside the house. The person said the house
• 4:56
  doesn't know me. That is cold calling.
• 4:58
  In the old days, they used to call the cold calling.
• 5:01
  Nowadays they call it canvassing because you're working from one
• 5:04
  place to another using your two left leg and you're knocking on
• 5:07
  people's doors. So nowadays they call that
• 5:09
  canvassing. But still you can also call it
• 5:11
  cold calling. If I pick up the phone because I
• 5:14
  found a phone number on Google and I'm thinking, OK, I can do
• 5:17
  some business with this guy, with this babe, maybe we can run
• 5:19
  some referral kind of business. So I just call up the phone
• 5:23
  number. The person doesn't know me.
• 5:25
  My number is not stored on their phone.
• 5:26
  Their own number is not stored on my own phone.
• 5:28
  This is the first time we're hearing of each other.
• 5:30
  There's no pre-existing relationship, no background
• 5:33
  info, no prior context. That is a cold call because I'm
• 5:37
  reaching out to a total stranger.
• 5:40
  So that's a cold call. When I'm using the phone, If I'm
• 5:43
  sending WhatsApp messages, I'm just blanket messaging people on
• 5:47
  WhatsApp. I don't have their number
• 5:48
  stored. They don't know me.
• 5:50
  We're not friends, we're not cool.
• 5:51
  I don't know you from anywhere. You don't know who my father is,
• 5:54
  I don't know who your mother is. You know all of that, all that
• 5:57
  messaging on WhatsApp, that is a cold call.
• 6:01
  Now, the reason why I'm taking time to stress what a cold call
• 6:04
  is, because some people will say cold calling is only when you
• 6:06
  pick up the phone. That is a lie, all right?
• 6:12
  Because some of you say, oh, I don't like cold calling.
• 6:14
  But you don't know that you you're doing cold calling
• 6:17
  because you're not picking up the phone and calling people.
• 6:18
  You say, no, what I'm doing is not cold call, but you've been
• 6:21
  sending WhatsApp messages to total strangers.
• 6:23
  That is cold calling. When you hear cold call, it's
• 6:27
  not the phone call that makes the thing cold.
• 6:29
  Because remember that back in the days when there was no phone
• 6:33
  and people were going from house to house knocking on people's
• 6:36
  doors? Because who is this guy?
• 6:39
  This guy again, what's his name? Uncle Tony Antonio Lumelu.
• 6:42
  So he used to sell photocopies, if I remember correctly, I think
• 6:45
  used to sell photocopying machines in the 60s and 70s.
• 6:48
  So people like Uncle Tony, now Uncle Tony, them they would have
• 6:51
  had to have been going around, although he's a billionaire now,
• 6:53
  so it has worked out for him. So we thank God for his life we
• 6:56
  serve would be billionaires one day.
• 6:58
  So back in the day now Uncle Tony would have been going from
• 7:00
  office to office knocking on peoples doors because he's
• 7:03
  trying to sell photocopier, whether it's Rico photocopier or
• 7:09
  I don't know whichever photocopier.
• 7:11
  So that was back then, they used to call it cold call because
• 7:15
  it's not as if everybody in Nigeria had a phone number that
• 7:17
  you can pick and call. So you would have to wake up, go
• 7:20
  to Marina on Lagos Island and start going from office to
• 7:23
  office and knocking on the door. Hello, is Ed here?
• 7:25
  Is GM here who is head of procurement.
• 7:28
  I'm selling photocopier. Can I talk to you?
• 7:31
  So that is also cold calling. So cold calling, the thing that
• 7:34
  makes it cold, it's not that it's a phone call, it's that
• 7:37
  there's no prior context, there's no prior relationship.
• 7:41
  We do not know ourselves from Adam and Eve.
• 7:43
  Like we don't know each other like we are total strangers and
• 7:47
  we don't have information about each other.
• 7:49
  That is what makes it a cold call.
• 7:50
  All right, so you'll find that most of us are making cold
• 7:55
  calls. We just don't know.
• 7:57
  It's just that some of you, you're doing all your cold
• 7:59
  calling on. What's it called on WhatsApp or
• 8:03
  on Telegram? What's up?
• 8:04
  Most of us are doing cold calling.
• 8:06
  So the next time somebody asks you do you do cold calling, I
• 8:10
  say no, no, no, I don't do cold calling.
• 8:12
  But you're sending e-mail to strangers.
• 8:13
  It is also cold calling. Go and learn your craft.
• 8:16
  So that is what cold calling means.
• 8:19
  Now let us define emailing, OK? e-mail just means you're sending
• 8:22
  letters over e-mail. If I just sent some emails to my
• 8:27
  sons this morning. In fact, those who are parents,
• 8:30
  I think it's a good idea to be sending your children e-mail
• 8:32
  because I remember back in the day, you know, when I entered
• 8:36
  CKC, that was in the 90s, that was my first secondary school,
• 8:39
  junior secondary school. So I remember back then, you
• 8:41
  know, you're broke now you send, you send a letter to Mumsy and
• 8:44
  Popsy like, oh, I'm broke. Provisions has finished, no,
• 8:47
  blah, blah, blah. So, you know, was, was a good
• 8:49
  thing to do. Now that Popsy is late going
• 8:52
  through some of your stuff, you know, I found some of those
• 8:54
  letters and you know, it brings me joy.
• 8:56
  Just seen some of the interactions that we had.
• 8:58
  So for those of you who have kids, please be sending emails
• 9:02
  to your kids. It's, it's good fun.
• 9:05
  Now for those of you who don't have kids now, but you have kids
• 9:07
  later on when the children come, please send them emails.
• 9:10
  So e-mail is just sending a letter over digital.
• 9:14
  That's it. The purpose of sending e-mail
• 9:17
  over digital is for different reasons.
• 9:20
  We can be sending emails so that we can do prospecting.
• 9:23
  We can be sending emails so that we can be doing marketing.
• 9:26
  We can be sending emails so that we can be doing relationship
• 9:29
  nurturing. Now e-mail prospecting is this
• 9:33
  e-mail prospecting is just cold calling strangers.
• 9:37
  Remember what I said, cold calling is I don't know you, you
• 9:40
  don't know me. I don't send you, you don't send
• 9:42
  me. But I have to make money.
• 9:45
  Sure. So I have to move my product.
• 9:46
  I have to sell my merchandise. So sure, I'll reach out to you
• 9:51
  to see if you're interested. If you happen to be interested,
• 9:54
  I will gauge the level of your interest or I will try and
• 9:57
  figure out the nature of the problem before I can make a
• 9:59
  proposal and then try and close the deal.
• 10:02
  So there are people who try and do all of this through e-mail.
• 10:04
  That is e-mail prospecting. Then there is e-mail marketing.
• 10:11
  e-mail marketing is more of a mass market kind of thing, like
• 10:14
  is a blanket strategy. You're sending emails to
• 10:16
  everybody in the whole wide world because you're trying to
• 10:19
  generate ADA. Again, ADA is attention,
• 10:23
  interest, desire, and then action.
• 10:26
  Aida attention, interest, desire, action.
• 10:31
  You are trying to send emails to generate attention for you, your
• 10:35
  business, your product, your service.
• 10:37
  You're trying to use e-mail to generate interest in whatever it
• 10:40
  is that you do. You are trying to use e-mail to
• 10:43
  create a desire in your product or your service.
• 10:46
  And then you're trying to get people to take action and buy
• 10:50
  your product or your service and then you close the deal.
• 10:53
  So you see, we're now using e-mail for mass, for e-mail
• 10:56
  marketing or mass marketing. So when people say cold calling
• 11:01
  is dead e-mail, e-mail is dead, what they're saying is that
• 11:05
  don't pick up the phone, don't reach out to strangers, don't
• 11:08
  send emails, or none of these tactics work.
• 11:11
  And then the solution will be come and pay me for my magic
• 11:13
  system, whatever that magic system is.
• 11:16
  And I'm repeating again, do not fall for this scam.
• 11:18
  Do not go and pay anybody for their magic system.
• 11:24
  Cold calling is alive. e-mail is alive.
• 11:26
  It's all a matter of trying to figure out how does cold calling
• 11:30
  work? What is the best way to make a
• 11:32
  cold call? If I'm knocking on a stranger's
• 11:35
  door, what is the best way to start the conversation?
• 11:37
  How do I introduce myself? How do I introduce my product?
• 11:40
  How do I introduce my service? It's the same thing with e-mail.
• 11:43
  Just go and learn. How do I send e-mail for
• 11:48
  business purposes? What are the best e-mail writing
• 11:50
  tips? Blah blah blah.
• 11:51
  That is what you should be spending your time doing.
• 11:53
  I repeat, do not go and pay anybody for any magic system.
• 11:56
  Anybody who is shouting cold calling is dead.
• 11:58
  Emailing is dead. So, but to answer the question,
• 12:03
  Shaq, when people say that cold calling is that e-mail is dead,
• 12:05
  what they're trying to say is that is ineffective.
• 12:08
  So the answer to the question is cold calling dead and is
• 12:11
  emailing dead? Oh, sorry about that.
• 12:13
  One massive stick just fell in through the window because you
• 12:16
  know, I parked under a tree. Now Abuja Heath is, you know,
• 12:19
  killing. So anyway, I was like, and those
• 12:23
  are the joys of just doing podcasting live.
• 12:26
  What were we? Some people are saying that cold
• 12:29
  calling and emailing, is that what they're trying to say is
• 12:31
  that if you're cold calling, it is ineffective.
• 12:34
  Now, if you have to do like Uncle Tony back in the day,
• 12:36
  that's Tony Lumelu, who is not a billionaire big boy, one of a
• 12:40
  bank owner of Hilton Hotels. So they're saying that if that
• 12:44
  may be in the 70s, Uncle Tony had no choice.
• 12:46
  He had to wake up, go to Marina, start knocking on people's
• 12:48
  doors, say hello. It's all around the office for
• 12:50
  the copying machine. So they're saying that maybe
• 12:53
  Uncle Tony had to call, call, but now he's 2025 or whenever
• 13:00
  you're listening to this podcast.
• 13:01
  If you're listening to this podcast in 2072, I hope I'm
• 13:05
  still alive then. How long is that?
• 13:07
  And I hope I'm still alive in 2072.
• 13:09
  So if you're listening in 2072, maybe they're saying that yes,
• 13:12
  Uncle Tony had to go and call, call in 1960 something.
• 13:15
  But you don't have to do that now in 2072 or in 2025 or in
• 13:18
  2032. So that's what they're saying.
• 13:22
  It is now ineffective or that maybe people had to send emails
• 13:26
  for prospecting, for marketing and for relationship nurturing.
• 13:29
  So you don't have to send it in 2062, maybe in 2062 at the time
• 13:34
  you were listening to this. Maybe by then they have cracked
• 13:37
  this whole, what's it called? The metaverse thing.
• 13:40
  And you guys are working around using metaverse Googles and, you
• 13:45
  know, interacting virtual reality.
• 13:47
  So they're saying no, don't send emails again.
• 13:50
  So truth of the matter is, yeah, if you're going to take cold
• 13:53
  calling alone or emailing alone, then yes, you can say it is dead
• 13:58
  because when you do these things alone, you're not going to
• 14:01
  achieve any significant results. Now let me repeat.
• 14:05
  If all you do is sit behind your keyboard and send messages all
• 14:08
  day, you are not going to get any significant results by doing
• 14:12
  that on its own. If all you do is by going to go
• 14:16
  and knock on one door after another, then you will not get
• 14:19
  any significant results. And if all you do is pick up the
• 14:22
  phone and call strangers, you know, every single day, you will
• 14:24
  not get any significant result. You get the most results when
• 14:28
  you do things multimodal. Let me repeat, multimodal.
• 14:33
  Multimodal just means different modes, different means different
• 14:37
  ways of doing something. And I think that is the biggest
• 14:41
  danger for those of us who have grown up in this day and age and
• 14:44
  who are trying to do business. When I say this day and age, I
• 14:46
  mean you know, like now that I'm recording this thing 2025, I'm
• 14:50
  not talking to those of you who are listening in 2082.
• 14:53
  So we have grown up in a time where people just pick the one
• 14:57
  that they like and then they will sit there, somebody will
• 14:59
  say me, I like Instagram and then they only do Instagram and
• 15:01
  try and grow their business through Instagram.
• 15:03
  They won't make phone call, they won't do WhatsApp, they won't go
• 15:06
  to somebody's office, they won't do TikTok, they won't attend
• 15:09
  networking section. They really think that they can
• 15:12
  just sit there in Instagram and then build a massive business.
• 15:15
  It happens for some people, but that's not how it works.
• 15:18
  So it's not about picking what it is that you like.
• 15:22
  It is about being multimodal and using everything and trying to
• 15:26
  target the approach. Depending to who it is that you
• 15:29
  are talking to, you might be an Instagram person.
• 15:31
  But if you're trying to reach out to me, I don't have
• 15:34
  Instagram anymore. I deleted my account so you
• 15:38
  can't get me on Instagram. I'm a face to face and a phone
• 15:41
  call person, so chances are you want to get my attention.
• 15:44
  You're better off just picking the phone.
• 15:47
  If you send the e-mail, well, it will get through.
• 15:50
  But we all know that everybody opens up their e-mail and then
• 15:53
  they have 200 emails every day. And So what every what they're
• 15:56
  trying to do is to delete as many emails as possible, you
• 15:59
  know, so that is why you do things multimodal.
• 16:02
  So if you're trying to reach out to me, you try a phone call and
• 16:05
  then you try e-mail and then you try LinkedIn and maybe you try
• 16:09
  some networking session where you think I'm going to be there.
• 16:11
  Eventually something will click. That is the scope.
• 16:14
  That is how I was supposed to be thinking about our clients as
• 16:16
  well. I was supposed to be thinking
• 16:17
  multimodal or those people American multi multi modal.
• 16:24
  So don't say you're going to do cold calling alone or then say
• 16:29
  you're going to do e-mail alone, but rather add everything
• 16:33
  together. Do phone call, do SMS, do in
• 16:37
  person visit, do networking, do gifting, do videos, do if you're
• 16:44
  listening to this at the time when virtual reality is a thing,
• 16:46
  do virtual reality, excuse me, do everything together and then
• 16:50
  the chances of you closing the deal is going to go up.
• 16:54
  So just remember, if you're trying to do only one thing on
• 16:58
  its own, then yes, it will be ineffective.
• 17:01
  For greater progress, for greater chance of closing the
• 17:04
  deals was supposed to be multimodal or multimodal, then
• 17:08
  our chances go up. Now, Bola Tunji, the HR
• 17:13
  professional who wants to do fascinating and hard business,
• 17:16
  this is where you come in. In case you've been listening
• 17:18
  for the last 15 minutes wondering, OK, what does this
• 17:20
  have to do with me? Don't cut the podcast yet.
• 17:23
  This is where you come in. I'm going to use you or I say
• 17:27
  Bola, sorry, forgive me. I was thinking of Tino.
• 17:30
  I'm trying to see who can connect me with Chino because
• 17:33
  I'll try to inside this government so that you know, I
• 17:35
  can become like those G boys. You know me self.
• 17:37
  Let me be driving bra boss, you know, living that big life.
• 17:40
  Also, I need to buy solar cause NEPA is really messing my life
• 17:44
  up. I moved from old house to a new
• 17:46
  house. I thought I had run away from
• 17:47
  NEPA, but NEPA, they're really, really testing my testing, my
• 17:52
  patience. Yeah, my inverter is still
• 17:55
  working, but I really think the way forward is just the gasoline
• 17:58
  just just caught off from Nepal once and for all.
• 18:01
  I know that you're done with this abusive relationship.
• 18:04
  So yeah, that's why I called you Bola.
• 18:06
  So sorry about that. So Bolu Tunji, this is where you
• 18:08
  come in now, because you are the last person that I use as a case
• 18:12
  study. I'm going to use you and
• 18:13
  continue as a case study until I don't know, I get bored or until
• 18:18
  somebody else says they can use me as a case study instead.
• 18:21
  So now we're going to use Bolu to see how we can use cold
• 18:26
  calling or to see how we can use emailing to now drum up some
• 18:30
  business. And like I said, cold calling or
• 18:34
  cold emailing or whatever. Shall we're going to consider
• 18:38
  people that I guess are strangers to Balu.
• 18:42
  And definitely Balu is definitely a stranger to those
• 18:45
  people for now since she hasn't started the business.
• 18:49
  So if we want to use cold calling and emailing, sorry, I
• 18:56
  just have to chase an insect that I was buzzing.
• 19:00
  So if we're going to do cold calling or emailing now to build
• 19:04
  a business for Balu, based on that last episode that I made, I
• 19:09
  can't remember, it was yesterday or the day before, I can't
• 19:14
  remember anyway. But when you don't listen to
• 19:15
  this episode, just skip back two or three episodes.
• 19:17
  It's also related to Bulu as well.
• 19:19
  So based on all the gist that we agreed on in the last message,
• 19:23
  if we're going to do a same message podcast, if we're going
• 19:26
  to do cold calling and e-mail now, my guess is we should try
• 19:30
  and reach out to event planners and to reach out to wedding
• 19:33
  coordinators and to reach out to people who own fashion
• 19:36
  boutiques. So remember, that's why I said
• 19:38
  in the last episode that those are some things that Bulu can do
• 19:41
  to try and move this business forward.
• 19:43
  So to do that now all you have to do is just get your phone.
• 19:47
  And of course, for those of us who have Android phones, you
• 19:50
  open up Google. For those of you who have
• 19:52
  iPhones, you type in www.google.com or just any
• 19:57
  whatever search engine is on your phone, whether it's if you
• 20:01
  have iPhone, what search engine do you use?
• 20:03
  A busy Bing and I can't remember what use your search engine.
• 20:07
  And we're going to try and find event planners.
• 20:11
  Wedding coordinators and people who run fashion boutiques.
• 20:14
  Now, can you see Balu, where the cold calling aspect comes in?
• 20:18
  Because some names will come up. And my guess is that half the
• 20:21
  people that you see on the list, in fact 99% of them, you see
• 20:25
  that you don't know these people from Adam or Eve.
• 20:27
  You're not related to any of them.
• 20:29
  You haven't toasted them before. They haven't toasted you.
• 20:32
  You don't know them. They don't know you.
• 20:33
  You don't care about them. Well, now that you want to make
• 20:36
  some money, you care about them but quite frankly, they don't
• 20:39
  care about you and knowing Lagos professionals, they won't give
• 20:42
  an F about you until it becomes clear that you can help them
• 20:45
  make money. So this is where cold calling
• 20:48
  comes in and This is why I talk about cold calling and This is
• 20:51
  why I make podcasts episode about talking to strangers
• 20:54
  because at some point all of us will have to talk to strangers.
• 20:58
  We cannot avoid it, but we can avoid it for a while, but
• 21:02
  eventually we will have to talk to a stranger.
• 21:05
  So let's just be a big boy about it, be a big girl about it, Put
• 21:09
  on your big girl pants, put on your big boy pants and let's do
• 21:12
  what needs to be done. The only thing to do is just do
• 21:15
  some research ahead of time and find out, OK, this thing that I
• 21:18
  want to do, what is the best way to go about it?
• 21:20
  When you have that background info, you'll make it a whole lot
• 21:22
  more comfortable for you to move ahead.
• 21:26
  So from all these moves that will now do on Google or
• 21:29
  whatever search engine that you'll find, you will now come
• 21:32
  up with a list. Because when it comes to
• 21:36
  prospecting, when it comes to cold calling, when it comes to
• 21:39
  meeting total strangers, we need a list.
• 21:43
  If you go and Google luxury wedding planners in Lagos and a
• 21:46
  list of 20 people comes up. If you don't take that thing and
• 21:50
  write it down on the list or take that thing and print it out
• 21:52
  on a list to wake up every day and try and prospect to wake up
• 21:58
  every day and try and make a phone call or go to somebody's
• 22:02
  office or send an e-mail off of memory.
• 22:04
  It's, it's somehow. And if you're going to wake up
• 22:07
  every day and run that search again, Luxury wedding planners
• 22:10
  in Lagos, it's just somehow. So to save yourself the stress,
• 22:15
  don't say I'm not the writing kind or I don't like pencil and
• 22:17
  paper. Go and write it out.
• 22:20
  Go and print it out. Don't argue.
• 22:23
  That's just the way we've been doing it since the beginning of
• 22:25
  the world and it's not going to change anytime soon.
• 22:29
  Even for those of you listening to this in 2092, you who live in
• 22:33
  the matter of us, in the matter of us, you still have to make a
• 22:36
  list so that you can follow that list.
• 22:39
  All right? Eventually, when we start going
• 22:43
  strong on e-mail game, we're going to have to build a contact
• 22:45
  list. You know, an e-mail list of
• 22:48
  people that you can be sending messages to from time to time or
• 22:51
  and then a WhatsApp broadcast list where you can be sending
• 22:53
  messages to people from time to time.
• 22:55
  The whole point of building a contact list is so that you can
• 22:58
  do relationship nurturing. Relationship nurturing is when
• 23:02
  you're sending out valuable content to people so that you
• 23:06
  can stay top of mind. So in the future, we'll move
• 23:09
  forward small, small as when you build relationships with some of
• 23:11
  these wedding planners. But I hope you're paying
• 23:13
  attention. We'll be writing these things
• 23:14
  down. Eventually we'll have to build
• 23:16
  contact lists over e-mail and then WhatsApp broadcast list.
• 23:21
  And then of course, we segment them so that the messages that
• 23:24
  you're sending to wedding planners will be different from
• 23:27
  the one that you're sending to wedding coordinators.
• 23:30
  I know some of you don't think there's a difference, but trust
• 23:32
  me, there's a difference. I was in the field before, so I
• 23:34
  know that there's a difference. So the messages that will go to
• 23:36
  wedding planners will be different.
• 23:37
  The messages that will go to wedding coordinators will be
• 23:39
  different. The messages that will go to
• 23:41
  people who own fashion boutiques will be different.
• 23:46
  Now we need to take a personalized approach when we're
• 23:49
  trying to reach out to these people.
• 23:51
  Because these people are total strangers doesn't mean we should
• 23:53
  approach them as strangers. We should try and soften the
• 23:55
  approach, humanize the approach. You know, we need to take a
• 23:59
  common sense approach to try and build relationships with these
• 24:03
  people or try and get some business.
• 24:04
  You don't just show up as a stranger and then try and close
• 24:08
  business like that. So we need a personalized
• 24:09
  approach. Now, unfortunately for you guys,
• 24:12
  when you go online, you'll find lots of approaches that say
• 24:15
  things like introduce yourself on your business, state your
• 24:19
  product, state your unique qualities, offer to schedule a
• 24:22
  meeting, and then send a catalogue.
• 24:25
  If you've been listening to this podcast for any length of time,
• 24:27
  I hope by now you are convinced and you know why sending a
• 24:30
  catalogue is a very bad idea. Sending a catalogue, sending
• 24:35
  proposal, sending presentation is not your first salvo, is not
• 24:38
  your first shot. You can send the catalogue or
• 24:41
  catalogue presentation, proposal, price list.
• 24:44
  All those things should be sent at the end, not at the beginning
• 24:48
  of your sales process. When you send the catalogue
• 24:51
  proposal, price lists, presentation, whatever at the
• 24:55
  beginning, that is where you will get Oh, OK, thanks for the
• 24:59
  information. Sounds interesting.
• 25:00
  Let me get through this and I'll get back to you.
• 25:02
  Let me think about it and then I'll get back to you.
• 25:05
  Or can you send me more information on whatever and then
• 25:07
  I'll get back to you. So please, catalogue
• 25:11
  presentation, proposal, price lists, all those things send at
• 25:15
  the end of the process, not at the beginning.
• 25:18
  If you're not convinced, keep listening to podcast episodes.
• 25:21
  Hopefully one day I'll be able to convince you.
• 25:22
  I mean, when you get tired of people ghosting you, you will
• 25:26
  try things my way. So it's not a matter of
• 25:28
  introduce yourself, your business state, your
• 25:30
  inequalities. Have you noticed that it's all
• 25:33
  about you, you, you, you, you. And I have told you how
• 25:35
  everybody is busy. Like right now I'm backed
• 25:38
  outside somebody's office. I came here because I need to
• 25:40
  Jack somebody on the neck to say pay me my effing money.
• 25:44
  You think in this state of mind, you're sending me emails to do
• 25:47
  business, but you really think I'm open to doing business with
• 25:52
  you? Like I have lots of things on my
• 25:54
  mind right now and the person I'm trying to reach out to, they
• 25:56
  have lots of things on their mind as well.
• 25:58
  It's like if you try and do business with Bolu, like Bolu's
• 26:00
  in the middle of some stuff. She's trying to build ahr
• 26:02
  career. She's trying to start this
• 26:04
  business selling fascinators. And then maybe, you know, maybe
• 26:09
  her baby just pooped and scattered the diapers in the
• 26:13
  morning so, you know, they weren't able to get out of the
• 26:16
  house on time. You know, things happen.
• 26:19
  Summary What I'm trying to say is nobody cares about you.
• 26:21
  Nobody cares about your business.
• 26:23
  So don't start all your communications with this is me.
• 26:26
  This is my business, this is what I do.
• 26:27
  This is how I'm the greatest, this I'm the best.
• 26:29
  No, nobody cares about you. Start your e-mail, start your
• 26:33
  phone call, start your whatever with the other person and your
• 26:36
  own understanding about them. If you send me an e-mail that
• 26:40
  says, oh, Tavi Sharma, thank you very much, you're the greatest
• 26:42
  at what you do is that, I mean, of course, I'll start reading.
• 26:44
  I mean, who doesn't like themselves?
• 26:46
  I'll start reading. The fact that I'm reading now,
• 26:49
  you know, gives you a chance to smuggle something in.
• 26:52
  So started off with the other person with your understanding
• 26:57
  about them. So all these people now the
• 27:00
  wedding planners that we're going to find online, don't
• 27:03
  start your e-mail or don't start your phone call by saying this
• 27:06
  is me. I'm Balu Tunji, I'm an
• 27:08
  experienced human resources professional.
• 27:10
  I'm sophisticated. I'm this dot dot dot dot.
• 27:12
  I've started this business called Balu Tunji fascinators.
• 27:16
  We make state-of-the-art, unique, personalized, glamorous
• 27:20
  something something like you're just wasting valuable time.
• 27:24
  If you call, I'm one of these people answers and that's how
• 27:26
  you start your phone conversation.
• 27:27
  You are wasting valuable time because they all have things
• 27:31
  that you know they're paying attention to.
• 27:33
  So when you start off this phone call, when you start off this
• 27:35
  e-mail or when you get into the office, it is not about you
• 27:38
  start with them, your understanding about them.
• 27:41
  So when you find these wedding planners and you call, call, you
• 27:43
  go to the office. Start with your understanding
• 27:45
  about them. When you pick up the phone and
• 27:48
  you call, if they answer, start with your understanding about
• 27:50
  them. If you're sending this e-mail,
• 27:53
  start with your understanding about them.
• 27:55
  All right about them then slide into interests, their interests,
• 28:01
  do some need analysis or figure out what their clients needs
• 28:03
  are. Because remember, if you listen
• 28:05
  to yesterday's episode or day before yesterday's episode when
• 28:08
  I was talking about Ballu Tunji and the hard business, the scope
• 28:11
  here is that you should be able to partner with these people so
• 28:14
  you can sell some of their own clients.
• 28:16
  You know, that's how you're going to get to do some business
• 28:18
  with them. So that's why I'm saying after
• 28:19
  you're done listening to this episode, please skip back
• 28:22
  yesterday's episode or maybe day before yesterday's episode.
• 28:24
  Listen to the first Ballu Tunji episode.
• 28:26
  I didn't put her name there. Well, I should have, but anyway,
• 28:30
  just skip listen to each other. So it's only after you've done
• 28:34
  interests need analysis, client needs, things like that, that
• 28:37
  you now schedule a meeting to discuss some more in detail.
• 28:42
  And then it is then that you can now start dropping proposals and
• 28:45
  catalogue. Can you see the proposal and
• 28:47
  catalogue will come at the end because now they are interested
• 28:51
  and now they will definitely look at it because you look and
• 28:54
  you sound like a reasonable somebody in the beginning when
• 28:58
  you just send the proposal and Balutunji is just thinking I got
• 29:02
  to work late 45 minutes even if my baby didn't poop like that,
• 29:06
  you know, blah, blah, blah. You know, in that frame of mind,
• 29:09
  your e-mail is there should be like not another person.
• 29:11
  So you just select and delete, right?
• 29:15
  And then the same thing with me. I'm thinking, where will these
• 29:17
  damn people pay my money? I'm still angry, blah, blah,
• 29:20
  blah. I wish I had slapped that
• 29:21
  person. Is this this not that that your
• 29:23
  message comes in. I'll just select and then
• 29:26
  delete. So catalogue price list, all of
• 29:32
  that will come last. The approach now that I'm trying
• 29:35
  to advocate and I hope that you guys get and follow me on, is
• 29:39
  that the goal is to be a helpful resource to whoever it is that
• 29:41
  you're reaching out to. Let me repeat, the common sense
• 29:45
  approach that you guys have been learning online is about how to
• 29:48
  introduce yourself, introduce your business, say why you're
• 29:51
  good, say why you're the best and blah, blah, blah.
• 29:54
  No, flip the approach. The goal now is to be a helpful
• 29:57
  resource to whoever it is that you are going to meet because
• 30:01
  people are busy and people will only want to pay attention to
• 30:04
  someone who is a helpful resource, especially those of
• 30:08
  you who are in Lagos. You know Balutunji, those of you
• 30:11
  who are in Lagos, you're trying to do business with somebody
• 30:13
  else. The person is only going to pay
• 30:14
  attention to you if they think that they can, if they think
• 30:19
  dealing with you is going to give them more profits, more
• 30:22
  customers or what else? Yeah, more profits or more
• 30:25
  customers. So you have to be a helpful
• 30:26
  resource. Now let's make this thing
• 30:29
  practical. So Balu, let's pretend we have
• 30:31
  done luxury wedding planners. I just went on Google and then I
• 30:34
  did a quick Google search and then some names come came up.
• 30:39
  So since it's been a while, I don't know half the names on
• 30:41
  this list but I know some people shall.
• 30:42
  So there's guys weddings and events, I don't know about them.
• 30:45
  Then there's Omu or below luxury.
• 30:48
  OK, I heard about Omu, I never worked with her.
• 30:51
  Then there's wedding Guru. OK so I heard about wedding
• 30:55
  guru. They also have a place in Abuja,
• 30:58
  never did some work with them, although they called me once or
• 31:00
  twice to consider some of their clients, but that didn't work.
• 31:05
  And there was solely TSOULE. I've seen the name Sharp, but
• 31:09
  never done some work with them. Sapphire events, I heard about
• 31:12
  them, did some work with Sapphire, but we're not like the
• 31:15
  main vendors was photo booths that we we ended up doing for
• 31:19
  them. So I don't know anybody within
• 31:20
  the organization. Now there's 2706 events, I don't
• 31:25
  know anybody there. I've never heard of them.
• 31:27
  La La Harrah's weddings, OK, I know about them.
• 31:30
  Royal spices, never heard about them.
• 31:32
  Sharon Carter events, never heard about them.
• 31:35
  And then more events, never heard about them.
• 31:37
  And then so it's been a while. So, yeah, you can see half the
• 31:40
  people on this list I don't know and I haven't worked with.
• 31:44
  So now you do this in Lodger Wedding Planner.
• 31:46
  These are the names that comes up.
• 31:47
  Oh, by the way, have you noticed something about the names in
• 31:50
  Andos? Gave me some ideas for some, you
• 31:51
  know, some Yorubastes because some of these names have that
• 31:54
  Yoruba cities about them. So I was thinking maybe I should
• 31:57
  have called my business name George Roberts Business
• 32:00
  Consulting, you know, because it sounds cool, you know, using the
• 32:02
  Yoruba formula. Anyway, what was I?
• 32:06
  So now that we have found these people, now that we're going to
• 32:08
  reach out to them before we send any particular e-mail, before we
• 32:14
  even decide whose office we're going to go to or before we make
• 32:17
  a single phone call, we need to try and figure out some key
• 32:20
  themes that are important to these people.
• 32:22
  Because that will guide how we're going to have this
• 32:24
  conversation. Because remember what I said in
• 32:26
  the beginning that when you reach out to these people, the
• 32:29
  goal is to start talking about them and their business and
• 32:32
  stuff like that. So we have to speak, speak in
• 32:34
  terms of key themes, key themes that they are already familiar
• 32:38
  with, that they already know and that they make part of their
• 32:42
  their brand promise. So I did some research around
• 32:46
  them. All these research I'm talking
• 32:48
  about is my phone. I used nothing fancy.
• 32:50
  I just used Google at most Gemini.
• 32:54
  So I didn't have to go anywhere. I didn't have to pay for
• 32:56
  anything. But of course there are tools
• 32:58
  that you can pay for. This guy that I did some work
• 33:01
  for Julian, who runs a Crimson Solar power, he told me about
• 33:06
  some pretty cool paid tools. I'll talk about these things
• 33:10
  later. I still have a list some of the
• 33:11
  tools that I learnt about while working with him and that's the
• 33:15
  best part I like about consulting gigs.
• 33:17
  You know, you're imparting to people and then people are also
• 33:19
  imparting to you. So as you're teaching and
• 33:21
  executing, you're also learning. So key themes that are around
• 33:26
  all these people now, all these wedding planners are luxury
• 33:30
  because they like to be luxurious.
• 33:32
  You know, they're trying to make that Lagos money, you know,
• 33:34
  charging millions and millions and millions then exclusive.
• 33:38
  Exclusive just means you know, me and you, I'm giving you
• 33:41
  one-on-one attention. Personalized, yes, personalized
• 33:44
  attention, custom as another key term, bespoke.
• 33:48
  Bespoke means you and only you. You will not go and see this
• 33:51
  design on somebody else because you know, when you reach a
• 33:54
  certain level, people like their things to be bespoke.
• 33:57
  So if you design A fascinator for Bolu, pay attention.
• 34:04
  If you design A fascinator for talking Machino, Talker
• 34:07
  Mackinwell will not like that you designed that fascinator for
• 34:11
  her and then she goes somewhere and then she sees Juliet
• 34:15
  Ibrahim. When the same fascinator you
• 34:17
  know, Talker will not like that Talker will want to be one in
• 34:20
  town, you know, single class like her herself.
• 34:23
  I didn't want Juliet Ibrahim, so she might she would be some
• 34:26
  should be feeling someone like I thought this design was only me.
• 34:30
  Why Stocker wearing this thing so bespoke?
• 34:34
  Then they also emphasis, they also talk about years of
• 34:37
  experience cause like wedding guru, I think wedding guru
• 34:40
  definitely does more like 20 years now I think she's more
• 34:42
  than 20 years in the business. Let's see who else Wedding guru
• 34:46
  should be like 20 years Zephire. Well, Zephire, Zephire a decade.
• 34:53
  If they're young, I'll say a decade.
• 34:55
  So they also stress years of experience.
• 34:57
  Then they also stress their creativity and innovation.
• 35:00
  So when we're going in to now talk to these people or are
• 35:03
  trying to send the e-mail or are trying to make a phone call,
• 35:06
  those are the themes that we're going to be talking about.
• 35:08
  So, you know, pay attention. So our letters will stress, you
• 35:13
  know, how we like them or we caught their attention, Abby, we
• 35:17
  caught their attention. No, they caught our attention
• 35:20
  because of, you know, the luxury brand promise, because of how
• 35:23
  exclusive they are, how personalized they are, the
• 35:26
  custom bespoke, you know, and also because you're inspired by
• 35:30
  the decades of experience in the business and the creativity and
• 35:33
  innovation that they bring to the business.
• 35:35
  You know, you start that kind of e-mail like that, excuse me, or
• 35:39
  that kind of phone call like that, of course person will pay
• 35:41
  attention. Imagine you reaching out to me,
• 35:43
  say, oh, Mr. you did that. Oh, that we like your exclusive,
• 35:49
  this dot dot dot dot with your decades of experience and the
• 35:51
  creativity and innovation that you bring to the business
• 35:53
  consulting space. I mean, of course I'll be
• 35:55
  listening. I mean, nodding my head like,
• 35:57
  yeah, that's me, that's me. So that's the scope.
• 36:00
  So you can see that it's not about you saying this is me,
• 36:03
  this is my business, this is what I produce.
• 36:05
  This is my no, no, no, it's not me, me, me.
• 36:07
  Start off with them. Now the key themes that you
• 36:11
  should be paying attention to based on what we have, the
• 36:14
  research we have, we've done now that's Balu if you're in the in
• 36:19
  the hats and in the fascinator space.
• 36:21
  So you also will be trying to emphasize how your stuff is
• 36:23
  luxurious. You talk about how you know the
• 36:25
  luxurious handcrafting, how also you do something bespoke and
• 36:29
  elegant and customized and personalized and unique and how
• 36:31
  you only work with premium materials.
• 36:34
  So you see now this is how things are going to tie
• 36:37
  together. All right, you'll be reaching
• 36:40
  out to any of these event wedding planners and the scope
• 36:42
  will be OK. Like if you walk into the
• 36:46
  office. Oh, finally, it's nice to
• 36:47
  finally meet you, Madam wedding guru.
• 36:49
  I can't remember the ladies, the woman's name, the woman who is
• 36:51
  in charge, one very fine, fine babe like this.
• 36:55
  Well, fine woman. Let me not say babe because you
• 36:57
  know, she's older than me. Let me respect my elders.
• 37:00
  So when you finally have that meeting with her, like, oh, nice
• 37:03
  to meet you, Ma that blah, blah, blah.
• 37:05
  Been seeing you for the last 15 years.
• 37:07
  I really admire, you know, the personalized, the creativity and
• 37:10
  attention, the luxury that you bring to this dot, dot, dot,
• 37:12
  dot. And gosh, you've been able to
• 37:15
  pull this off for close to 25 years.
• 37:18
  I'm really inspired by how do you do this?
• 37:21
  And then keep quiet and then let her talk.
• 37:23
  Yes, flattery will get you everywhere.
• 37:26
  All right. So don't be ashamed of doing the
• 37:28
  whole flattery thing. So whether it's e-mail or phone
• 37:30
  call, that's the approach. We enter there and we are going
• 37:33
  to be overwhelmed and gushing over them and start talking
• 37:36
  about them. If you enter there, she's a busy
• 37:40
  woman and you go there saying, this is me, I'm Bolo Trinji,
• 37:44
  hearts and fascinators are my passion.
• 37:46
  I've been doing this for the last 35 years.
• 37:49
  I'm extremely skilled. I studied in Italy.
• 37:51
  And it's like you're wasting her time.
• 37:53
  She's a busy woman. She has other things to do.
• 37:56
  All right, So we come in, we pay attention to them.
• 38:01
  Do this research ahead of you. See why I say now that your
• 38:04
  phone, Google and Gemini and all these free tools, they have to
• 38:07
  be your best friend going forward.
• 38:09
  Before you'd have to sit down with someone to brainstorm all
• 38:12
  these things. But now you can brainstorm these
• 38:14
  things, you know, shop, shop using your phone for free.
• 38:18
  Just make sure you load up your phone with 1509 credit.
• 38:22
  That will buy you a four point something gig on 9 mobile.
• 38:27
  Yeah, that's enough to do your research for the month.
• 38:31
  Don't use it on watching Netflix.
• 38:33
  By the way, there's a cool movie on Netflix, The most beautiful
• 38:35
  girl in the world. You guys should watch it.
• 38:36
  Correct him even. Just tell my boys about it this
• 38:38
  morning. Then what was that?
• 38:42
  No, it is after you have gushed over them and started talking
• 38:46
  about them in your phone call, in your e-mail, in your the
• 38:51
  office visit. By the way, you see this is how
• 38:53
  we talk to strangers now. You see how we get strangers to
• 38:55
  listen to us now. It's only after you gush after
• 38:57
  them that you can now introduce yourself into the equation,
• 39:02
  talking also in terms of these key themes that humor that this
• 39:06
  is what you do. And you also align yourself with
• 39:09
  the philosophy of wedding guru and how they do things.
• 39:12
  And you also take a luxurious handcrafted bespoke elements to
• 39:18
  all your designs for fascinators and stuff like that.
• 39:20
  You like to keep things customized, personalized,
• 39:23
  elegant, unique and you only work with premium materials, you
• 39:27
  see. So use them first.
• 39:29
  You now introduce yourself next. After that, the call to action
• 39:34
  would be to see if they are interested in exploring how.
• 39:38
  Then there's different call to actions, whether they're
• 39:40
  interested in exploring how you can enhance the wedding
• 39:43
  experience for their clients. OK, so hold on incoming call,
• 39:51
  but I'll call the person back later.
• 39:53
  So how you can enhance the experience for their wedding
• 39:58
  clients? It's not about you going there
• 40:01
  and trying to say how can we work together or how can you
• 40:04
  refer clients to me? If you go there and say how can
• 40:06
  you refer clients to me? You sounded like you sound like
• 40:08
  a selfish person. Nobody wants to do business with
• 40:11
  a selfish person. So the end is the same.
• 40:14
  But the scope is, you say, how can we enhance the wedding
• 40:17
  experience for your clients or how can we create unforgettable
• 40:23
  moments? For your clients.
• 40:25
  So it's not about me, me, me, me, me.
• 40:29
  It's not how can we refer business?
• 40:30
  If I, if you're going to talk to all these luxury people and say,
• 40:33
  how can we refer business to each other?
• 40:35
  It sounds, it sounds tacky, Especially people like Wedding
• 40:38
  Guru and Sapphire people who have been a decade, 2 decades,
• 40:43
  they might won't feel like you refer me business.
• 40:44
  Like what kind of business were you sent to me?
• 40:46
  Like I'm an OG, I've been here for a while.
• 40:48
  Like who are you to send me business, You know?
• 40:50
  So what was that anyway? So this is 40 minutes.
• 40:55
  Let me just bring it to a close, but I hope you guys have been
• 40:57
  getting the scope. The summary of what I've been
• 40:59
  trying to say basically is just that talking to strangers is not
• 41:01
  dead. Whether you knock on the door,
• 41:03
  you go to the office for the first time, you pick up the
• 41:04
  phone for the first time, or you send an e-mail for the first
• 41:08
  time, it's not dead. The challenge is just to learn
• 41:10
  how to do it so they can be effective.
• 41:13
  Today I just remember that it's not about you, so don't pick the
• 41:16
  one that you like best. Be multimodal.
• 41:19
  You're trying to do everything at the same time.
• 41:21
  So try and go to the office to try and see Omo, Omo below.
• 41:25
  If by the time you went there, maybe she travelled to France
• 41:30
  and so she's still, you know, having holidays in France with
• 41:33
  the children or whatever, no problem.
• 41:34
  You try to visit, it didn't work, no problem.
• 41:37
  The other avenues, there's WhatsApp, there's SMS, there's
• 41:41
  Instagram, there's all kinds of things.
• 41:43
  And by the way, you will still try and go to office again
• 41:45
  another day. Maybe if you're there, you end
• 41:48
  up collecting the number of the PA.
• 41:49
  It's still something. At least now you have Direct
• 41:52
  Line with the PA so you can be talking to PA to find out.
• 41:54
  OK, when is Madam Omo in the office then?
• 41:59
  Oh, by the way, it just occurred to me that I'm assuming Omobilo
• 42:02
  is a woman because my memory is fuzzy.
• 42:04
  I hope it's not a geisha. But any usher, it's all joint.
• 42:08
  The the principle is still the same.
• 42:11
  So it's multimodal. You're going to do everything.
• 42:13
  You're going to go and visit. You're going to go and pick up
• 42:15
  the phone. You're going to send an SMS,
• 42:17
  You're going to do networking sessions where you think any of
• 42:20
  these people will be. You also might send gifts to
• 42:24
  them once in a while or you might send personalized videos
• 42:27
  or whatever, but shall all join multimodal so that the chances
• 42:30
  go up. Then use your phone, do some
• 42:34
  research, come up with a prospecting list that is for
• 42:37
  bulletin and those who are like who are trying to start up a
• 42:39
  business in fashion green, then a personalized approach.
• 42:44
  When we say personalized approach, it's not about you
• 42:47
  don't want to talk about you and how you went to fashion
• 42:50
  institute in Paris and why you're the greatest and why
• 42:52
  you're the best. Make it personalized to them.
• 42:56
  Come and talk about them, flatter them.
• 42:59
  Talk to them about why they're the best, whether the this
• 43:02
  whether the best thing since sliced bread.
• 43:04
  It is then after that the next paragraph in your e-mail, you
• 43:06
  now took yourself into the agenda saying how you might you
• 43:10
  also align to some of these principles that they hold to be
• 43:13
  cardinal for their businesses. And then the call to action will
• 43:16
  be whether they're interested in exploring how to enhance the
• 43:21
  wedding experience or how to create unforgettable moments for
• 43:24
  the the clients or how to create bespoke customized one in town
• 43:32
  events for the customer or, you know, just sit down.
• 43:36
  Shall you be able to think of something?
• 43:39
  It is at that next meeting that you can now start exchanging
• 43:43
  catalogue, exchanging price list, looking at this, looking
• 43:47
  at that. So it's my hope, my prayer that
• 43:49
  by the time we go through all of this wahala, we're going to be
• 43:51
  able to drum up some good business or please have a
• 43:55
  healthy sense of expectations around these things.
• 43:58
  Some people assume that if you go and you check Google and you
• 44:01
  pull up a list of 20 people that you end up doing business with
• 44:04
  20. That is unrealistic, especially
• 44:06
  if this is your first time. If you pull up a list of 20, you
• 44:09
  end up doing business with two or three.
• 44:11
  My own opinion, I think you did good.
• 44:13
  The challenge now will be to learn, OK, these things that the
• 44:16
  things that I did right, what are they so I can repeat them.
• 44:19
  The things that I did wrong, what are they?
• 44:21
  So I can never do that again. So that in the next set of 20
• 44:25
  people that I pull up, maybe out of talking to 20, I can do
• 44:28
  business with four. And you repeat the whole process
• 44:34
  and iterate and learn. And then maybe you can do
• 44:36
  business with five and maybe next time with eight, with 10,
• 44:40
  with 12. But know that you will never get
• 44:43
  to 100 / 100. A 100 / 100 is not possible
• 44:46
  because like Brian Tracy says that you don't have a chance in
• 44:50
  hell or where he didn't put it that way.
• 44:51
  But there's no way that every single person that you talks to,
• 44:54
  that you talk to is interested in your product or service or
• 44:58
  wants your product or service or needs your product or service or
• 45:01
  can afford your product or service.
• 45:03
  That is not going to happen. So 100 / 100 only exist in
• 45:07
  school work. It doesn't exist in business
• 45:08
  because not everybody wants or needs or can afford what it is
• 45:13
  that we sell. So that's it.
• 45:15
  Thank you very much for your time and attention.
• 45:19
  Yeah, if you've been finding value from this, please leave
• 45:22
  comments on the show just like Bulu Tunji did and others before
• 45:25
  her. If you'd like to call me, reach
• 45:28
  out for a strategy session for a business audit, or you have
• 45:31
  questions. The number is 08064662140.
• 45:36
  The country code is +234. Thank you very much for your
• 45:40
  time and attention. Also connect with me on the
• 45:42
  LinkedIn, the name to look for establishing my IED or on
• 45:45
  YouTube tarvishing my IED. You find my stuff or sales for
• 45:49
  the Nigerian business person On YouTube, you find a bunch of my
• 45:51
  stuff as well. So thank you very much for your
• 45:53
  time and attention. I'll catch you guys in the next
• 45:55
  episode, and hopefully by the next episode I should have been
• 46:00
  paid so I can go and relax. Maybe I, you know, buy some suya
• 46:03
  and shawarma or something. Yeah, I'm a meat person, even
• 46:06
  though the doctor says it's not good for me.
• 46:08
  Well, anyway, what can you do? You only live once.
• 46:10
  All right, So later.