Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Beyond the Broadcast: Building Relationships in Wealth Management

Transcript

Beyond the Broadcast: Building Relationships in Wealth Management · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Before we begin, the usual
• 0:04
  apologies. I am not going to be setting up
• 0:07
  the recording booth today, so let's expect to hear some noise
• 0:10
  in the background because the munchkins are home and it's a
• 0:13
  weekend. So.
• 0:15
  Yeah, Well, that's it. Oh yeah.
• 0:16
  Then also apologies for last night's episode because I think
• 0:21
  I was really tired and I'm not sure how much of that came
• 0:23
  across in my voice, but even though I was tired and and half
• 0:29
  asleep, I hope I was still able to make sense in yesterday's
• 0:34
  episode. Now today is also going to be
• 0:36
  another detour before we get back to the topic of things that
• 0:41
  are causing your sales team to not sell effectively or causing
• 0:44
  your sales, your sales efforts to go to spiral downwards.
• 0:50
  So after we're done with today's episode, then we'll get back to
• 0:52
  that. Now, the reason why I'm making
• 0:57
  the detour today is because I received, sorry, one moment.
• 1:04
  I'm looking at my device right now.
• 1:07
  I'm trying to pull up the message because what we're going
• 1:09
  to do today is going to be a tear down.
• 1:13
  Yeah. So I received a message from a
• 1:17
  from a vendor who is involved in the wealth management space.
• 1:22
  And once I got the message, I just, I figured out that there
• 1:26
  are probably a bunch of you who are trying to do business the
• 1:28
  same way by sending your customers or your previous
• 1:30
  customers this message. And so I figured, let me just
• 1:33
  make this episode real quick so that for those of you who are
• 1:36
  planning these sorts of campaigns, you know, you can
• 1:41
  take the helpful advice I'm about to dish out into take that
• 1:46
  into cognizance. So today's episode is going to
• 1:49
  be a messaging tear down. We're going to look at the
• 1:51
  message, what did the person do? What could they have done
• 1:54
  better? And then for those of us who are
• 1:56
  planning to do similar campaigns, whether on WhatsApp
• 1:59
  or e-mail, how can we do better? So like I said, I received this
• 2:03
  message from a vendor in the wealth management space.
• 2:07
  And that's because after the birth of my first son many years
• 2:11
  ago, my father-in-law and a bunch of other people, I mean,
• 2:15
  you know how it is now in Niger, you know, you have your child as
• 2:18
  your first child. Everybody's excited.
• 2:19
  And so people start to drop back, you know, and as people
• 2:23
  are dropping small, small, small, small, you know, all
• 2:25
  those amounts, they, they, they add up.
• 2:29
  Now in typical TG fashion, Well, TG, that's me, by the way, Tavi
• 2:35
  Schumer, George was on my initials.
• 2:37
  So in typical TG fashion, with all that money coming in, you
• 2:40
  know, I would have thought, oh, well, this is good.
• 2:43
  It means we can flex a bit. But then my wife recommended we
• 2:46
  put it in investments and that was a sensible idea.
• 2:50
  And that is why sometimes when people say that being married to
• 2:58
  your spouse is the most significant decision that you
• 3:02
  can make for wealth accumulation, I mean, sometimes
• 3:04
  those people are spot on because left to me would have just
• 3:09
  flexed it all up. But she says, put it in
• 3:10
  investments. Yeah, it makes sense.
• 3:12
  And so that's what we did many years ago when he was born.
• 3:15
  So that is how we began the journey with this current set of
• 3:21
  wealth managers. And some of you don't think much
• 3:25
  about it, but there are a bunch of us who are in this situation.
• 3:27
  You know, your first child is born, you know, people reach
• 3:30
  out, somebody sends you 10K20K, you know 50K.
• 3:33
  Before you know it, you add up everything.
• 3:35
  It's like, Oh my, this is 800 K, not bad.
• 3:38
  And then you go to GT Bank because GT Bank has the smart
• 3:43
  kids save account, or rather they used to have the smart kids
• 3:46
  save account, SKS, I'm not sure if they still have it.
• 3:49
  And they put all the money there.
• 3:50
  So this is the sort of thing that I'm that I'm talking about.
• 3:55
  So, you know, this is how a lot of us enter into these sorts of
• 3:58
  arrangements. So anyway, this is how we got
• 4:00
  into the situation. This is how we started doing
• 4:02
  business with this wealth manager.
• 4:04
  I'm not going to say who the wealth manager is because I'm
• 4:08
  not trying to spoil the market. I'm just trying to use this as
• 4:10
  an example to show how we can do our business communications
• 4:14
  better, whatsapping our emailing or whatever.
• 4:18
  So the thing starts off, dear valued customer with all the
• 4:24
  tech that is available today and with all the things that you
• 4:27
  both can do with all these fancy stuff.
• 4:29
  You know, I don't do these sorts of things, but there are some of
• 4:32
  you who are e-mail marketing specialists and you know who
• 4:35
  have e-mail marketing specialists on your team and
• 4:36
  things like that. You know, there's the tech
• 4:39
  available that allows you, even though this is a broadcast, it
• 4:43
  allows it to show up in somebody's inbox as dear TGIED
• 4:48
  or dear Tavishima or no dear Mr. IED or dear whatever.
• 4:52
  But then dear valued customer, remember how I've been talking
• 4:56
  about on the podcast about how we should at least pretend that
• 5:00
  somebody is receiving a personalized and relevant image,
• 5:03
  Sorry, not image. What's the word message?
• 5:07
  Excuse me now someone is receiving a personalized
• 5:10
  message. So nothing says broadcast more
• 5:13
  than dear valued customer, especially since I got this over
• 5:19
  on WhatsApp. So with what I've been saying
• 5:23
  about personalization, I mean, just think about it.
• 5:25
  If you're going to send this sort of thing and you're in the
• 5:27
  wealth management space, can you at the very least get a
• 5:31
  Bluetooth keyboard? And then when you have this
• 5:34
  message ready, you click Control C that is copy.
• 5:40
  Then you start scrolling through your phone and then you click on
• 5:43
  somebody and then you click on Control V that is paste.
• 5:47
  Then you now delete valued customer and then you put the
• 5:50
  person's name there. In fact, if you've been flying
• 5:53
  with the person, if you have some rapport with the person,
• 5:55
  let's say every time you talk to the guy, you call him Adogu, or
• 5:59
  every time you talk to the girl, you call her Madam CC or
• 6:03
  something. Just remove valued customer and
• 6:05
  then just write Madam CC and then hit send.
• 6:10
  Now I know the reason why a lot of you don't want to do it
• 6:12
  because you guys will be thinking Omo I have 2000
• 6:16
  contacts on WhatsApp you want me to be doing control control
• 6:19
  paste on top 2000 contacts. The thing is we should be
• 6:25
  thinking about being effective not efficient.
• 6:27
  And this is the difference. Going to WhatsApp highlighting
• 6:32
  2000 contacts and then send broadcast message and it says
• 6:35
  dear valued customer, some people might respond, some
• 6:38
  people might not respond. But trust me, the response rate
• 6:41
  on the general broadcast is going to be low.
• 6:45
  If you want to increase the odds instead of saying you will send
• 6:49
  this thing to 2000 people in one night, how about giving yourself
• 6:53
  a brain and say that OK, a work day is Monday, Tuesday,
• 6:56
  Wednesday, Thursday, Friday. I have 2000 contacts 5 into 2000
• 7:02
  is is what is that 400? I think if I get the answer,
• 7:08
  sorry, excuse me. So if I got the answer wrong
• 7:12
  then I know that my old math teacher is going to be really
• 7:17
  angry with me. But anyway, let's just assume,
• 7:19
  Sorry, excuse me, sorry about that.
• 7:24
  Where was I? OK, yeah.
• 7:27
  So let's assume that that 400 is correct.
• 7:29
  If that 400 is not correct, then you know, no Allah.
• 7:32
  So long as I'm not trying to teach you guys math, there's no
• 7:34
  problem. So if it is for 400, then that
• 7:38
  is doable for you to wake up and say, let me give myself one hour
• 7:42
  and then do control, copy, control paste for 400 contacts.
• 7:48
  And then each time instead of their value customer, I remove
• 7:51
  their value customer. And then I put Adogo or I put
• 7:54
  Madam CC or I put sister and KG or whatever.
• 7:59
  You see that the response rate on that is going to be a whole
• 8:01
  lot higher. If you're tired of this kind of
• 8:04
  work, by the way, you're working in a wealth management firm.
• 8:08
  I'm sure your boys in IT department, they have some
• 8:10
  e-mail program that they can set the whole thing right.
• 8:13
  That's assuming you must broadcast this 2000 people in
• 8:17
  one day. I'm sure they have the software
• 8:20
  that, excuse me, that would allow it so that when the thing
• 8:23
  shows up in my own inbox, it'll be dear Tavish my IED.
• 8:27
  And then if he shows up in my wife's inbox, it'll be dear, you
• 8:30
  know, wifey's name. I don't like using her name on
• 8:32
  on the podcast. And then if he shows up in my
• 8:34
  mom's inbox, it'll be dear my mom's name instead of all of us
• 8:39
  receiving dear valued customer. So we should be focused on being
• 8:45
  effective and not on efficiency. We're getting carried away with
• 8:49
  efficiency, efficiency, efficiency.
• 8:52
  Because you can broadcast 5000 people in one day now does not
• 8:58
  mean that you should. What's the whole point of
• 9:01
  spamming, spamming, spamming, broadcasting, spamming,
• 9:04
  broadcasting, and then by the end of the year people are fed
• 9:07
  up of your messages and then half your people block you.
• 9:09
  What's the whole point? Just give yourself a brain when
• 9:12
  you have these campaigns and then slow things down.
• 9:14
  OK, yes, I have 5000 contacts, but I want to get this thing
• 9:19
  done right? So instead of me doing 5000
• 9:21
  contacts in one day, let me focus on the 2/5 the month of
• 9:25
  January, 25, the month of February.
• 9:27
  And then you walk it down to a weekly target and then to a
• 9:30
  daily target. And then it's still copy paste.
• 9:33
  It's still faster than having to type messages out all the time,
• 9:38
  but you can actually get conversations going.
• 9:44
  So any OK, ready 10 minutes. OK, let me hurry it up.
• 9:49
  Basically let me read out the rest of the message.
• 9:51
  What the problems that we're going to go through are things
• 9:53
  that for those of you who've been listening for, for a long
• 9:58
  period of time, you already are familiar with.
• 10:00
  We're going to look at the length of the message.
• 10:02
  We're going to look at the relevance of the message.
• 10:04
  We're going to look at how impersonal it is, OK?
• 10:06
  We've already talked about how personal or impersonal the
• 10:08
  message is. And then we're going to go
• 10:10
  through this whole thing that I complain about, which is when
• 10:12
  you are talking at people in business instead of being
• 10:15
  conversational, especially for people who are in the complex
• 10:19
  sale, you don't increase your sales by talking at people.
• 10:22
  You increase yourselves by being more conversational.
• 10:26
  If you're selling TomTom which is 10/10 naira, then you can
• 10:32
  afford to talk at people and then just broadcast and say
• 10:35
  brand new flavor of TomTom in the market.
• 10:39
  Buy 2 bags now, save 20% whatever.
• 10:42
  If it is TomTom you can broadcast from now to tomorrow.
• 10:45
  You're not disturbing anybody. People who love, OK, well, so
• 10:48
  long as you're targeting TomTom lovers, people who love the
• 10:51
  TomTom will take advantage of the offer.
• 10:53
  But this is you're trying to do wealth management.
• 10:55
  Somebody has saved 500K, somebody has saved one M,
• 10:58
  somebody has saved 10 M You're trying to get that money into
• 11:01
  your business. This high volume approach any
• 11:03
  let me stop complaining. Let me just read the message.
• 11:06
  So dear valued customer, we've already spoken about valued
• 11:10
  customer. Pretend, try and personalize it.
• 11:12
  Try and put the person's name there somewhere.
• 11:14
  Happy new month We hope this new month brings you prosperity and
• 11:18
  success in all your endeavours. Thank you for choosing XYZ as
• 11:23
  your trusted partner. We are grateful for your
• 11:25
  continued support and we are committed to providing you with
• 11:28
  exceptional service opportunities.
• 11:31
  There are remarkable growth in the equity market as well as
• 11:35
  treasury bill space as investment offers over 26%
• 11:39
  interest rate. Speculations have been made
• 11:42
  about reducing the interest rate, however, clients are
• 11:45
  advised to take advantage of this opportunity before
• 11:48
  reduction. Wishing you a successful and
• 11:51
  rewarding month ahead. And then of course, you know the
• 11:54
  usual signed. So that was the message summary.
• 11:59
  The message says happy new month.
• 12:01
  I hope you guys are doing well. Thank you very much for choosing
• 12:03
  XYZ as your trusted partner. We're grateful for your
• 12:06
  continued support. There's this opportunity in the
• 12:08
  market is now 26%. The 26% may go away soon.
• 12:12
  So please try and take action on this.
• 12:14
  Now that's the summary as I'll say what my own summary of the
• 12:16
  e-mail is. So now let's go over this
• 12:19
  message and come up with ideas about how to improve it for
• 12:22
  those of you who are doing similar tactics who want to send
• 12:24
  out these sorts of messages. So First off, lengthy, I'm sure
• 12:27
  you guys noticed that the message is a mouthful as a
• 12:29
  whole. The message is, is is plenty.
• 12:32
  It's too much. So this is the way things work
• 12:37
  now in the year 2000 and whatever, lots of people are
• 12:41
  doing business on their phone. Even people that have laptops
• 12:45
  spend more time with their phone, not their laptops.
• 12:48
  So The thing is, lots of people are reading these sorts of
• 12:51
  WhatsApp messages or emails on their phone.
• 12:56
  There are some people who have their computer on 247, like
• 13:02
  people in the e-mail marketing space, people in the web
• 13:04
  development space. Those people, yes, steady their
• 13:07
  own laptop is on and they've connected WhatsApp to WhatsApp
• 13:10
  web and everything. So for those people, yes, the
• 13:13
  message will show in one window pane before the average person
• 13:16
  like me. And for you listening to this
• 13:18
  podcast, that message will show up on your phone and you have to
• 13:21
  flip, flip, flip, flip, flip. You have to flip five or six
• 13:24
  times to get through the whole message.
• 13:27
  People are reading on mobile, people on everyone reading
• 13:30
  stuff, they're skimming. So the length, what I recommend
• 13:33
  people is that the length should be one or two flicks.
• 13:35
  Let the person open this thing, see a block of text, and
• 13:38
  understand, OK, this is what the person is saying.
• 13:40
  This is what you want me to do next.
• 13:42
  You'd have to flick. Let them flick two or three
• 13:43
  times. By the time somebody's flicking
• 13:45
  5-6 times, they're not seeing all the important stuff that
• 13:48
  you're putting in the message. So lengthy.
• 13:50
  This thing is too long. Needs to be short.
• 13:53
  Then #2 conversational. And I'll keep on stressing this
• 13:57
  as long as this podcast is here. This thing is supposed to be
• 14:02
  conversational. Instead of sending 1 long
• 14:07
  message, you should be sending several shorter messages and you
• 14:13
  should be trying to get people into a conversation.
• 14:17
  This is a situation where you're trying to collect people's
• 14:20
  money. 5050K500K1M2M10M No matter how big or small you're
• 14:25
  trying to collect money from people, you should be trying to
• 14:28
  draw people into a conversation where you will convince them
• 14:32
  that they're better off keeping their 50K in your bank instead
• 14:37
  of keeping it in their regular GTB bank account.
• 14:41
  Or for the person who is a big boy who has 50 M lying around.
• 14:46
  That kind of person. You definitely need to engage
• 14:48
  that kind of guy, that kind of girl into a conversation to see
• 14:52
  why they should carry their fifty M and give it to you
• 14:55
  rather than just keeping it in a simple savings account or
• 14:59
  treasury bill or investment product or whatever.
• 15:02
  That one. You definitely need to have a
• 15:04
  conversation because 50M20M5M, whatever it is, that money is
• 15:10
  not beans. So people don't just throw
• 15:12
  around money like that. You need to be engaging people
• 15:14
  in conversation. It's a complex product.
• 15:17
  You need to have plenty small conversation.
• 15:20
  So small conversation today, small, next week small again in
• 15:24
  two days, small, small, small, small, small.
• 15:26
  That is the scope. Instead of drafting 1 long
• 15:30
  message, you put everything in the long message and then you
• 15:32
  hit send and you think that somebody's going to read and
• 15:34
  say, oh, you know what that five M that is in my account that I
• 15:37
  don't have anything to do with. Let me just send it to this guy
• 15:39
  or let me send it to this guy. That's not how it work.
• 15:43
  There's no magic message that will get people to buy and if
• 15:47
  people respond to your magic message, it's not because you're
• 15:49
  good or it's just because the person was already set and your
• 15:53
  message just happened to come in at the right time.
• 15:55
  That one is just lock. It doesn't mean you're good.
• 15:58
  So this is how I would have recommended that this wealth
• 16:02
  manager should chop this message up.
• 16:05
  One message would have been happy new month.
• 16:08
  How are things going with with your business?
• 16:11
  That one is just one message on WhatsApp send or one e-mail
• 16:15
  send. Of course, in there, throw in
• 16:18
  some how is wifey and that your boy, how is he now?
• 16:21
  Oh, you should be in like primary 6 now.
• 16:23
  But I was like, you know, that kind of message that one should
• 16:26
  just be one message send. Just leave it.
• 16:30
  If you're in the wealth management space and you don't
• 16:32
  have this information, you are not doing your job, correct.
• 16:35
  If I'm a wealth manager and I'm managing Madam in case she's
• 16:40
  money best believe I will know who her husband is.
• 16:45
  I will know the number of her children.
• 16:46
  I will know their children's names.
• 16:47
  I will have it stored on my phone.
• 16:50
  So now I'm calling her to talk to her before we get down to
• 16:52
  business of which product this product just simple niceties,
• 16:56
  but I'm ketchi How now how you do?
• 16:59
  I saw your boy on Instagram. I want the guy on the big was
• 17:02
  like the guy is eating all the food in your house.
• 17:04
  How is to cool yourself? OK, he's like 13 years old now.
• 17:07
  I'll be I will thank God for good health.
• 17:09
  You know, all these small, small talk, but I'm surprised that a
• 17:13
  lot of people who are wealth managers, in fact, this person
• 17:15
  who is my own wealth manager, my former because we don't do
• 17:20
  business with them anymore who don't even know this
• 17:23
  information. So you should know this
• 17:24
  information. So that's message number one.
• 17:27
  Happy new month. How is business?
• 17:29
  How is wifey became them? How are they?
• 17:31
  That should be the first message send and then you wait.
• 17:36
  Some people respond, some people that will not respond.
• 17:38
  For the people who don't respond, don't worry, that's a
• 17:40
  podcast episode for another time.
• 17:41
  But for those who respond, you will continue.
• 17:44
  Then the next message will now be that whole thing of thank you
• 17:46
  very much for choosing us. We really appreciate it.
• 17:48
  We really appreciate you. You know, you're one of our best
• 17:51
  clients. You know, something, something,
• 17:52
  something and blah, blah, blah. Send.
• 17:55
  Now there's one message, of course, people who reply.
• 17:59
  Some people will reply, some people won't reply.
• 18:00
  For those who don't reply, no problem.
• 18:02
  That's a podcast episode for another day for the people who
• 18:04
  reply, let's continue with the conversation.
• 18:07
  Can you see that now we are establishing a conversation,
• 18:11
  Small, small cadence. We're getting into the habit.
• 18:13
  I say A, the person says B, we're having a conversation.
• 18:16
  It actually gives me a chance later on to enter into that
• 18:19
  whole 26%. This is the reason why I should
• 18:21
  act now. This is how it works people when
• 18:25
  you are selling complex products.
• 18:27
  So any The funny thing is I don't have this person's client.
• 18:31
  So it means that they even have a problem with utilizing their
• 18:34
  CRM. What she should have done he or
• 18:38
  she, they will not betray the person's sex.
• 18:41
  They should have actually checked the CRM 1st to see who
• 18:44
  is still who are we still doing business with and blah, blah,
• 18:46
  blah, because it's important. So this message that I received,
• 18:50
  assuming I was a client, I should not have received it
• 18:53
  because I am no longer a climate a client.
• 18:55
  The e-mail they should have sent to me should have been a
• 18:57
  different sorry. The WhatsApp you should have
• 18:58
  sent to me should have been a different one.
• 19:00
  And the angle should have been something of regret losing your
• 19:03
  business, blah blah blah. Before trying to make this
• 19:05
  picture of we have 26% let's have a talk and blah blah blah.
• 19:11
  So check your CRM tool, check your Excel sheet, check your
• 19:15
  phone, check your whatever you, your receipts, your WhatsApp
• 19:19
  messages. Get a sense this person's still
• 19:22
  a customer or not that determines the kind of message
• 19:24
  they are supposed to send. So let's pretend that we're
• 19:28
  still a, a client and I'm still a client of these people.
• 19:31
  So message number one, happy new month.
• 19:33
  How is wife, you know how the children, how is your business?
• 19:36
  Send after I respond message #2 Thank you very much for choosing
• 19:40
  us. You're one of our real important
• 19:42
  clients. Glad that you've been with us
• 19:45
  for so many years. Send and now respond.
• 19:49
  Then message number three will now be where the person will now
• 19:52
  start entering into the cocoa, which is I'm sure you've been
• 19:56
  seeing what's up on the news because of NPR meeting wanting,
• 20:00
  wanting, wanting. We now have a product that is
• 20:03
  offering you 26% instead of 8% that is in treasury market.
• 20:11
  I'll be how do you see it? Are you interested in that sort
• 20:13
  of thing? Send.
• 20:16
  Some people will not reply. Don't worry, that's a podcast
• 20:18
  episode for another day. For the people that respond,
• 20:21
  you're going to be able to now continue the conversation.
• 20:24
  There's some people that would say, you know, you don't mean
• 20:26
  it's 26%. How my savings account, they're
• 20:29
  only giving Me 2%. These other people only give me
• 20:32
  the what, what magic are you doing to give me the 26%?
• 20:35
  And then you'll be able to enter into a conversation.
• 20:37
  You know how see how since it's WhatsApp, I received this
• 20:41
  message on you. Now see how as a WhatsApp
• 20:43
  message you think will be flowing, you don't have a chance
• 20:45
  to say something, to convince someone, to educate someone and
• 20:49
  to entice someone to actually take that money, whether it's
• 20:52
  50K or whether it's five M and remove it from their GTB bank
• 20:56
  account and send it to you as the money manager.
• 21:01
  It will also give you a sense to be able to build some urgency
• 21:05
  into it because in that message that I read out the first time,
• 21:10
  you can't really put a sense of urgency inside.
• 21:12
  But if we are chatting back and forth, you can put some urgency
• 21:14
  in it. So that look, boss, that this
• 21:17
  26%, it's not as if it's going to be there forever because NPR
• 21:21
  does. Is it monetary MPR?
• 21:23
  Is it monetary money policy? Something, something.
• 21:27
  And it basically that's, you know, attainable And his cabinet
• 21:29
  meeting to decide on money matters, you know, where they
• 21:33
  tackle inflation rate and interest rate and everything.
• 21:36
  So you can build urgency. Like look, Chenubu Dam, the next
• 21:39
  meeting that they're going to do is going to be September.
• 21:40
  So even this 26%, we can't guarantee you to because
• 21:43
  September, the changes and the change that we can't give you
• 21:46
  26% again. So even this deal that I'm even
• 21:50
  bringing, bringing up to you now last last August ending, we
• 21:55
  suppose, we suppose no move because I can't guarantee you
• 21:59
  see, you can build a sense of urgency there.
• 22:02
  That one is another message sent.
• 22:05
  You guys will chat back and forth, back and forth, back and
• 22:06
  forth. Then what I always advocate on
• 22:09
  the podcast, you try and get them to take action on
• 22:13
  something, try and get an advancement.
• 22:15
  Let there be a clear call to action.
• 22:16
  Move things forward one step at a time.
• 22:19
  So Bros or Madame Cecilia, will you be available Monday 10:00
• 22:23
  AM. So that Uche, you remember that
• 22:26
  guy now Uche the accounts officer.
• 22:28
  So if you are available Monday, 10:00 AM, let Uche just call you
• 22:31
  so that you guys can discuss how we'll do this thing.
• 22:34
  You know, if you're interested, you've made a specific proposal,
• 22:38
  you know, Bros. Madam Kitchi, are you available
• 22:42
  Monday, 10:00 AM. No, I'm not available.
• 22:45
  I'm doing this. I'm doing, I'm doing OK.
• 22:46
  No problem. How about Tuesday?
• 22:48
  OK, Tuesday works. I will be able to come to your
• 22:50
  office and no problem, Uche will come to the house.
• 22:52
  Is that OK? OK, you have that thing on.
• 22:55
  You now have it. Firmly agreed.
• 22:58
  Of course, you now write it in your CRM.
• 23:01
  So customer relationship management tool.
• 23:03
  If you're using your phone as your CRM tool, you now schedule
• 23:05
  a reminder so that on Monday you will now call the Bros or you
• 23:09
  now call Madam Cecilia to remind them that don't forget to Uche
• 23:13
  is coming to the house at 10:00 AM so you guys can discuss.
• 23:17
  Also don't assume that Uche is a correct guy and he won't forget.
• 23:22
  Also call Uche to remind him that Uche, I have set up this
• 23:25
  meeting. You better show for that
• 23:26
  meeting. If you don't show for that
• 23:28
  meeting, I will knock you on the head because the account for
• 23:32
  these people is 2 M. Our Commission is so so so and
• 23:35
  so Uche don't wanna pause hand in my Gary show up for that
• 23:39
  meeting. So you call everybody so that
• 23:41
  the meeting goes. So let me stop here with all the
• 23:44
  fiction that I've come up with so far, but I hope you guys can
• 23:48
  now appreciate that this thing would have been better,
• 23:52
  especially since this babe sent it to me on WhatsApp.
• 23:55
  Would I be better if this was a series of conversations over
• 23:58
  WhatsApp? Small message sent.
• 24:00
  Small message sent back and forth, back and forth.
• 24:03
  Send reply. I say A, you say B Gives you a
• 24:06
  chance to actually sell and to do something rather than
• 24:09
  thinking there's this one magic message that you will that you
• 24:14
  compose. Trust me that you compose magic
• 24:17
  message because I see these things on Instagram all the
• 24:20
  time. Use this e-mail template now to
• 24:23
  boost your business by 500%. Use these magic words to
• 24:28
  something something get someone to buy now this dot dot dot dot
• 24:31
  you should stop looking for magic.
• 24:34
  Stop this whole magic e-mail magic whatever thing.
• 24:38
  But I I confess and I agree one thing that this process is work.
• 24:45
  I agree this thing is tedious. I agree.
• 24:50
  Especially if you have 2000 WhatsApp contacts on your phone
• 24:53
  to be saying that you're going to message, message, reply.
• 24:56
  I say, hey, you say be on top 2000 people.
• 24:59
  I agree. Yeah, I agree it's tedious.
• 25:02
  There's too much brainpower. But this is the reason why we
• 25:06
  should do it. Even though it's longer and even
• 25:09
  though it is harder, it is more effective in the long run.
• 25:16
  You're better off taking this approach and how 40% of your
• 25:20
  contacts respond rather than doing the magic e-mail blasting
• 25:25
  and then only 2% of your people respond.
• 25:28
  You're better off doing the longer, harder thing.
• 25:31
  And then again, it is hard. It is tedious.
• 25:33
  But let me ask you one question. What are you using with your
• 25:36
  time anyway? The whole point of us being in
• 25:39
  business is we are trying to build our customer base.
• 25:43
  This is the work. So what are we trying to get rid
• 25:46
  of the work for? If you're in money management,
• 25:49
  it is your job. You are meant to be talking to
• 25:52
  people every day to try and convince them to move their
• 25:55
  deposits. Instead, you're trying to come
• 25:57
  up with the magic e-mail that you will send one time and it
• 26:01
  will save you time. Save you time to do what?
• 26:04
  That is your job. Talking to people is your job.
• 26:08
  You should wake up and be prepared that Monday 9:00, I
• 26:12
  will be talking, typing, texting, video calling, zooming
• 26:17
  from 9 all the way until maybe 3.
• 26:20
  Then after 3:00, I'll now stop and then do the clerical stuff
• 26:23
  between 3:00 to 5:00 and all. So it's your job.
• 26:27
  Stop trying to be efficient. Yeah, stop trying to come up
• 26:31
  with all these magic things that will save you time.
• 26:34
  Don't be saving any time. Talking to people is your job.
• 26:37
  That's why we're in sales. So let's stop running away from
• 26:40
  it. Let's talk to people.
• 26:42
  So whether we like it or not, we can't run away from this fact
• 26:47
  that when it comes to complex sales scenarios, or I didn't say
• 26:51
  simple sales, for simple sales like Agusi and TomTom, all you
• 26:55
  have to do is just put out your flyer, your whatever, 50% off.
• 26:59
  Now if I ever saw it on news today, because the protests are
• 27:02
  still on. So some people are advertising
• 27:04
  that government is selling rice at one bag 40,000.
• 27:08
  You know, something like that. See that kind of thing, you just
• 27:10
  blast it on channels, TV. People would be interested.
• 27:12
  Somebody would say one bag of rice, 40K instead of me spending
• 27:16
  120K in the open market. Where is this whole thing?
• 27:18
  And then they will rush down. You know, that one is different.
• 27:21
  That's a simple sale. That's a commodity when it comes
• 27:24
  to complex sales scenario. Like in this case, wealth
• 27:27
  management, a man and a woman with a small family, they've
• 27:32
  managed to raise like 800 K. You want them to move it from
• 27:35
  their GCB bank. And I'll put it in your own,
• 27:38
  whatever. You think that you can send some
• 27:39
  magic message like that and they will just move their money like
• 27:44
  that. It doesn't work that way.
• 27:45
  Please, if you're dealing with complex sales scenarios, you
• 27:48
  should be having small small conversations over a long period
• 27:52
  of time increase the chances of you closing closing the deal.
• 27:57
  Because anyway, I've spoken too much.
• 28:00
  So that's all for today. Connect with me on WhatsApp.
• 28:02
  Number is 08064662140. Country code is +234.
• 28:08
  For those of you who are not Nigerian then connect with me on
• 28:10
  LinkedIn. The name is Tava Shima Ayede can
• 28:13
  confirm the spelling of my name. So you know who to search for
• 28:16
  and connect with the right person because I'm not the only
• 28:18
  tavishima. I know that for you guys
• 28:20
  Tavishima sounds exotic, but truth is where I come from, my
• 28:24
  part of the world, Benoit states Karaba and Nasawa, you know we
• 28:28
  Tavishima as we are plenty so we're not that unique.
• 28:32
  So I connect with the right Tavishima.
• 28:34
  You can get the spelling of my name and e-mail address from the
• 28:37
  episode where you're listening from the link.
• 28:39
  We're currently listening to this episode.
• 28:41
  So thank you very much for your time and attention.
• 28:43
  Hopefully there'll be no detour tomorrow and I'll move back to
• 28:46
  what we were discussing before. Now.
• 28:50
  This is your first time listening to the show.
• 28:52
  I really would love to hear from you guys.
• 28:53
  So I'll catch you guys at the next episode.