Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Business Lessons from a Mechanic: How to Grow Without New Leads

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Business Lessons from a Mechanic: How to Grow Without New Leads · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Lots of Nigerian business people or Nigerian sales professionals
• 0:05
  always think of creative and new ideas about how to make money.
• 0:09
  Creative and new ideas about how to get customers.
• 0:13
  That is one of our most single obsessions every single day or
• 0:17
  at least every single week. But we forget that they're very
• 0:23
  simple ways to increase our revenues from existing deal
• 0:27
  flow. In other words, what I'm trying
• 0:30
  to say is a lot of us are waking up and obsessing about how we
• 0:34
  can find new customers today, find new market today, find new
• 0:41
  hustle today. Or we forget that there are
• 0:43
  simple ways to make money from the people that we already know
• 0:48
  now, not the people that will go and find tomorrow or next
• 0:52
  tomorrow. The people that we already know
• 0:55
  now, the people we did business with now, the people we did
• 0:59
  business with last week, the people we did business with last
• 1:04
  month. It's a gospel I'm not going to
• 1:06
  get tired of preaching. We just need to learn how to
• 1:11
  maximize customer lifetime value.
• 1:15
  The idea behind customer lifetime value is every single
• 1:18
  time a customer comes across our path, a potential customer comes
• 1:23
  across our path and then they drop money.
• 1:26
  They have now become a client. We hope that they will drop
• 1:29
  money again in two or three months or maybe six months or at
• 1:33
  the end of the year. And the plan is, we hope that as
• 1:38
  they're coming back in six months or next year, they're
• 1:41
  also bringing one or two people along with them.
• 1:45
  So if Nigerian business people and sales professionals learn
• 1:52
  how to do a better job of converting this existing
• 1:56
  customer into repeat purchase, then from repeat purchase you
• 2:01
  now convert and get referral. A lot of us to be happy of.
• 2:06
  Now, I'm not saying that we shouldn't run after new
• 2:09
  customers tomorrow. We should always be chasing Our
• 2:12
  Daily Bread. That's the reason why they call
• 2:14
  it daily bread. We wake up this day, we go chase
• 2:17
  AM, wake up tomorrow we go chase AM, next week we go chase AM.
• 2:21
  But we're losing opportunities for some good revenue flows
• 2:26
  because we're not paying attention to the people that
• 2:28
  we've done business with today. Now, the reason why we're
• 2:32
  looking at this today is because for those of you listening to
• 2:35
  the podcast, you know that this is my jalopy.
• 2:38
  The AC packed up like last month and I was in tight spot.
• 2:44
  When I went to go and see the mechanic, the guy said or guy
• 2:47
  compressor this. The moment he said compressor, I
• 2:50
  knew that man. This is a long story.
• 2:53
  So I just told him like how much he said compressor this, this,
• 2:55
  this what again condenser or something, something down the
• 3:00
  long will be like 250 in my mind.
• 3:01
  I just you know, OK, this is a long story.
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  I told the guy don't open it. Don't even open it.
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  Just leave the car. When I have money I'll face you.
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  That's how I left and that's how I was driving without AC.
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  Then my wife begin to frown because she said what kind of
• 3:17
  lifestyle is this? She said we're living in the
• 3:19
  ghetto. Then how can we be living life
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  without AC? One thing, one thing, one thing,
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  one thing. So eventually I decided, well,
• 3:26
  you know what, let me just go and get this thing done.
• 3:27
  Even one of my clients myself based in Lagos, the guy who is
• 3:32
  in solar sales, you know when the guy had my predicament, he
• 3:34
  was saying that guy, how can you live without ACI?
• 3:36
  Said man, I'll go rough. But anyway, I had to get this
• 3:39
  thing done. So I told the the guy now so
• 3:44
  that when Mumsy was around now Mumsy was staying with the kids.
• 3:47
  Then I was now able to run around, do a couple of things by
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  the time I finished. So I make candy come and carry
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  the car. That's how the guy carry the
• 3:54
  car. Carry the car and go.
• 3:57
  Remember in the beginning we say condenser and what's this thing
• 4:02
  called condenser and compressor 250K.
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  So nine they start work. Luckily the price had come down
• 4:12
  South condenser and something and I came up to 220 something.
• 4:15
  But the problem was the evaporator now had issue demo
• 4:19
  starts now had issue fungal growth now come enter the matter
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  on and on and on or more before you know it 400 and was 150
• 4:29
  something 450 something to fix this major loopy.
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  Now you guys will appreciate the reason why I come over here on
• 4:35
  the podcast and I keep keep on ranting about how I must buy a
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  brand new car. I can't keep on with this second
• 4:40
  hand crap because of all these headaches.
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  Some of you will wonder that we're supposed to be talking
• 4:47
  about how to increase revenues. I'm telling you about mechanic.
• 4:50
  That was the connection. Relax, relax just you.
• 4:52
  I'm going somewhere. I'm going somewhere.
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  If this your first time listening to the podcast, you
• 4:56
  know, don't please just hang on. I'm getting somewhere.
• 4:58
  Don't worry. I know I rat sometimes, but
• 5:01
  don't. I'm getting somewhere.
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  Just trust me. So that's how shall foundering
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  and fixing something. That's how this thing just
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  evaporates, just disappear. I already had plans for that
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  450. But anyway, the way my wife, my
• 5:15
  wife likes to look at it, she says, you know, God provides
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  that, you know, God knew that the AC was going to back up.
• 5:19
  That's why this money just hit your account.
• 5:21
  So that would just use this money and then clear this thing.
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  And I have to agree with her. But sometimes I think, you know,
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  God, you know, can you give a *** a break?
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  So, so that's how 450 just evaporate.
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  But how we sorted it is he's doing fine.
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  My life is not squeezing her face anymore.
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  The kids are happy. We can play the podcast in the
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  car now. People are not choking on, you
• 5:45
  know, these trailers that drive up and down with all that black
• 5:47
  smoke. So we're living cool.
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  We live, we're living fine. We're living all right.
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  We're living good. Then yesterday now, as I was
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  just chilling, that's how my phone buzz.
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  I checked, I saw his mechanic. I thought I paid the guy
• 6:01
  everything so I just answered the call and then I was like
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  boss, how you doing? Now I'm like hey, I'm I'm good,
• 6:07
  I'm good. How Madam now sure baby is doing
• 6:09
  OK because he they just gave birth recently, you know, they
• 6:12
  were having issues conceiving, you know, stuff like that.
• 6:15
  But anyway, they're sorted now. So hi baby.
• 6:17
  Now baby is OK. I said I hope no problem that
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  the remaining money I don't transfer him now.
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  I said no and I understand now I saw, I saw it no problem, no
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  problem. So basically the mechanic just
• 6:27
  called me because number 1, he wanted to say thank you #2 he
• 6:31
  wanted to be sure that the AC share no problem.
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  Everything they cool everything they chew.
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  I said so far I think they chew OK, but you know, not only
• 6:39
  morning and evening, I don't the driver man, I never drive.
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  I miss high hot sun. The guy said OK, no problem, no
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  problem. When you use an entire hot sun,
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  just let me know just buzz me. I want to be sure that
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  everything is OK. So I said no Hannah, no problem.
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  Then he also mentioned that Bros that your car, they think they
• 6:56
  do have starting. I said yeah, I know they do have
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  start. I don't change the air pump, I
• 7:01
  don't do this. I don't do this, I don't do this
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  one, you know. And then the guy said no in a
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  simple matter. Now, now, now the fuel pump, I
• 7:07
  say I beg, I don't tire for fuel pump.
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  And the guy said no, I saw it when I opened it, I see seen a
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  new fuel pump. But in all these new fuel pump,
• 7:16
  you know, they know they last we suppose buy correct Belgium.
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  I say yeah, so we buy Belgium, we go you will solve the
• 7:23
  problem. And I say correct Belgium.
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  I say OK. I say OK, that Belgium.
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  I could be how much the guy called the price.
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  I say, you know what, just just chill.
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  First I want to arrange one or two things.
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  You know when I'm done now I'll call you guys say I know a Hala.
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  Then he ended the call. Now for those of you who are
• 7:44
  sales astute, you will see what that guy did.
• 7:48
  The rest of you, you don't see the connection yet.
• 7:50
  I repeat, I went to go and fix my car with his mechanic, ended
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  up spending 450 something. The guy called back to say bro,
• 8:01
  thanks, that's number one. Then #2 she everything there all
• 8:05
  right, The indeed she should be the chi OK, he's chilling, no
• 8:10
  problem. And when you use I miss a hot
• 8:13
  sun, just buzz and let me know. So OK, no problem.
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  Then next thing he said boss, you know, say that your car,
• 8:19
  they do half starting and say yes I know, I'm aware.
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  And then he's OK. This is what the solution is
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  going to be and this is how much you think it's going to cost and
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  that's OK no problem. In fact, when I was saying that
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  you know what, I don't have money right now, the guy was now
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  saying that look, this half starting, if we know cure this
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  half starting, the thing will kill your Kickstarter.
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  Say you say yes now and see what the Kickstarter be that.
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  So OK, no problem. When I arrange, I'll call you.
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  That's how we ended the call. This is what the guy was doing.
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  This is what a semi illiterate mechanic was doing that lots of
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  you who have business degrees and master's degrees and you're
• 9:01
  in business, you guys can't figure out for yourself.
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  In business, there's something that we call the customer
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  success function and the customer satisfaction function.
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  They're kind of like subsets of the selling function.
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  Oh, by the way, I'm a former lawyer.
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  I turned business consultant. I'm business consultant.
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  I'm also a sales coach. So this is my line of specialty
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  for those of you who are just discovering the podcast for the
• 9:24
  first time. So apart from the sales function
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  and the marketing function, we also have the customer success
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  function and the customer satisfaction function.
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  The summary of customer success and customer satisfaction just
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  means these people that we've done business with, are they
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  happy? Is everything cool?
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  Is everything pure? Are we on the same page?
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  Is everything smooth? Are we aligning?
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  Are we grooving? Well, that is customer success,
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  customer satisfaction. Customer satisfaction just means
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  are they happy? Customer satisfaction just means
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  the thing that I promised them, how they achieved the thing.
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  There are lots of you who finished dealing with customers
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  and you don't carry out the simple basic function of
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  customer, customer success, customer satisfaction, buzzing
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  somebody back to say thank you. Then customer success, the thing
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  that I promised you has the thing click is the thing moving?
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  And then the next question, now that everything don't smooth,
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  are you happy? It doesn't matter what line of
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  business we're in. Consultant, mechanic, Carpenter,
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  plumber, brain surgeon. What else?
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  OK, police officer? No, anyway, let's forget police.
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  But it doesn't matter what line of business we're in, even self,
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  what kind of career that we're in, customer sex, customer
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  success, customer satisfaction, make sure that everybody is
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  happy. Everything cool, everything
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  smooth, everything fine. It is when everything is smooth
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  and fine that we will now be able to get repeat business,
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  especially in Nigeria today where most business people just
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  collect money and then go. Some of you hearing me narrate
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  this conversation, you guys be surprised and say hey mechanic,
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  my mechanic has never done this thing that I've been driving car
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  in Niger 30 years. No mechanic has ever done this
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  kind of thing to me before. There are some of you who does
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  your testimony that you've never had this kind of treatment from
• 11:33
  a mechanic. So customer success, customer
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  satisfaction, is everybody happy, everything good,
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  everything is working OK, good. The next thing, repeat business,
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  you try to get them back in the door again.
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  If you get them back into the door again eventually you will
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  try and get referrals from having from exercising the
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  customer success and the customer satisfaction function.
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  You'll be able to upsell something and cross sell
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  something. Remember I told you that the
• 12:06
  mechanic said Bros this your half starting.
• 12:12
  He said the problem go be fuel pump anyhow shy no go past that
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  fuel line. And I told him that look I'm
• 12:21
  tired. What we did is we put new pump.
• 12:25
  They say yes, confirm. I don't see him and a new pump
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  be that. But his new pump they know they
• 12:30
  last we suppose do correct Belgium.
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  And then he also moved into the implication.
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  That's why I talk about spin selling from Neil Rackham 1970
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  something or 80 something, I can't remember 8676 spin selling
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  by Neil Rackham. If you go on YouTube and just
• 12:53
  Google spin selling, you see lots of people talking about
• 12:55
  that guy's sales methodology. So spin selling situation
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  questions, problem questions, implication questions need
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  payoff questions. So you ask questions to
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  understand what the situation is.
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  Then you ask questions about the problem so that you you are
• 13:11
  aware. Implication problem is just
• 13:13
  where you make the other person aware that look bro, this is a
• 13:17
  serious problem. In this case, implication
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  question was Bros say you know this half starting nine day kill
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  Kickstarter, that is an implication question.
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  You let the other person know that look this problem that
• 13:31
  you're seeing is not just ordinary.
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  This not the implication. That is the reason why Neil
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  Rakam. Neil Rakam is not a Nigerian by
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  the way. That's the reason why Neil
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  Rakam. That's the reason why the guy
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  called him implication question. When the other person feel the
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  implication, then it becomes a much more serious issue because
• 13:49
  I didn't know that before. He said, that's one that kills
• 13:53
  Kickstarter. Matthews, like for real?
• 13:55
  The guy said yes, no. Then the guy explained, then
• 14:02
  from there, need payoff. Need payoff just means if we go
• 14:05
  ahead and we do this, this is the benefit that we'll have for
• 14:07
  you. And then we had that
• 14:09
  conversation as well. This is how much it will cost.
• 14:11
  But if you do this now, you're going to forestall problems that
• 14:14
  will happen if we kill the Kickstarter and the Kickstarter
• 14:17
  cost this amount, this amount, this amount.
• 14:20
  Semi literate mechanic. But the guy, I don't figure him
• 14:23
  out. Some of you educated people, you
• 14:26
  never clock him yet. These are some of the simple
• 14:31
  ways that we can make money from the people that we already know,
• 14:35
  that we did business with today, that we did business with last
• 14:38
  last week, that we did business with last month.
• 14:41
  Simple ways to increase revenues from existing deal flows.
• 14:46
  Now, I won't tell you whether I go back to him or not, but he
• 14:50
  made one phone call. He figured out I was OK.
• 14:52
  He figured out I was happy. He said current advancement.
• 14:56
  We're still going to talk later on.
• 14:57
  Now by the time I test it in the hot, hot sun to be sure that AC
• 15:00
  is OK, then you try to do an upsell or cross sell.
• 15:05
  Is the upsell I be cross sell. OK, well, there's the difference
• 15:07
  between upsell and cross sell. An upsell is when you try and
• 15:10
  get somebody to buy a much more expensive item.
• 15:15
  Then a cross sell is when you get somebody to buy something
• 15:19
  else, but that's something else is going to help somebody get
• 15:22
  more value from what it is that the person has bought right now,
• 15:26
  bought today. So in this particular, is it an
• 15:33
  upsell or a cross sell? You know what, you guys figure
• 15:35
  it out. What he tried to do to me,
• 15:37
  figure out whether that is an upsell or a cross sell, figure
• 15:39
  it out. Let me know, oh, by the way, if
• 15:42
  you'd love to connect with me, you can call me, send me a text
• 15:44
  message or a WhatsApp message on 08064662140.
• 15:50
  If you're interested in the 15 minute sale audit, you want me
• 15:53
  to look at some of your processes, you can WhatsApp me
• 15:55
  on the same number 08064662140. If you'd like to join my
• 16:01
  WhatsApp channel, send me a WhatsApp message and I will hook
• 16:04
  you up. Or if you just want to say
• 16:05
  hello, that's not a problem. Call me, send me a text message
• 16:07
  or a WhatsApp message. Let's have a chat because I like
• 16:10
  meeting people who listen to my podcast.
• 16:12
  I'd like to know how'd you find the podcast?
• 16:14
  What kind of problems are you working on at the moment?
• 16:17
  And then if there's any way that I can be of help.
• 16:22
  But Shah, I trust that you guys have gotten the point that I'm
• 16:25
  trying to make that you can make more money from people that you
• 16:28
  already know just by calling people and having in mind the
• 16:32
  customer success satisfaction. The thing that I promised you,
• 16:36
  the thing that I did for you, is it working?
• 16:41
  Problem solved, problem achieved.
• 16:42
  Then customer satisfaction. Are you happy?
• 16:44
  Because sometimes you can deliver what it is that you
• 16:48
  promised and it works, but they're still not happy because
• 16:50
  there's one or two unrelated issues.
• 16:52
  It is best that you know that thing now and try to resolve it
• 16:56
  now because it is only when people are happy that you can
• 16:59
  call them again to say, boss, how far it's been a while.
• 17:02
  We know they see your face again.
• 17:03
  We know they see your brake lights.
• 17:05
  You can't have that conversation of a what's up?
• 17:07
  We haven't seen you in a while, you know, blah, blah, blah.
• 17:09
  You can't have that conversation as people are happy because
• 17:12
  somebody's angry and say Bros, have fun.
• 17:13
  I will notice your brake light again.
• 17:16
  You know, some people, most Nigerians be polite and they'll
• 17:18
  just, you know, laugh it off blah, blah, blah and then just
• 17:20
  leave it. But there's some people that's
• 17:22
  when they will give you a tongue lashing.
• 17:23
  They say, you know, they see my brake light how you see my brake
• 17:25
  light the last time I was there. Simple.
• 17:27
  So, so, so and so did you sort it out this and you say Bob
• 17:31
  Bros, you know, tell me now you take responsibility for your
• 17:39
  customers, for your clients, you try and figure out exactly what
• 17:41
  it is that is going on and let's make this money.
• 17:46
  All right. So this whole thing, when people
• 17:50
  talk about the customer experience or the user
• 17:51
  experience, it's not just an academic something or the
• 17:55
  customer experience, the user experience, it can enhance your
• 17:58
  top line. You can get more money from
• 18:00
  that. So should pay attention to these
• 18:02
  sorts of things. So applying these principles can
• 18:06
  be tricky. So if you need me to look at
• 18:08
  your particular circumstance, that's not a problem.
• 18:10
  Call me, send me a text message or a WhatsApp message again, the
• 18:13
  number 08064662140. Now before we leave in usual
• 18:21
  fashion, I've come up with a case study that I want us to
• 18:24
  look at because the example that I gave now mechanic and is a
• 18:28
  real life something. But some of you will say I'm not
• 18:32
  a mechanic now So what does it have to do with me?
• 18:34
  No problem. Some of you will say I'm not an
• 18:37
  illiterate, So what does this have to do with me?
• 18:39
  No problem. Some of you will say I'm in a
• 18:42
  premium. Something something, something,
• 18:43
  something, something, something. No problem.
• 18:45
  I've come up with a case study to try and show you how.
• 18:48
  Now this case study is not going to apply to every single person.
• 18:50
  So I expect you to use some creativity.
• 18:53
  Just listen, try and see how it applies to your own particular
• 18:56
  circumstance and then apply accordingly and all shall be
• 19:00
  well. So let's pretend now that
• 19:03
  there's a business person and her name is Amaka.
• 19:07
  And let's say Amaka runs a business called Second Life
• 19:10
  Species. Now this our business now Second
• 19:12
  Life Spaces is into premium upholstery.
• 19:16
  So what they do is if your chair spoil, they'll fix it up nice
• 19:21
  for you. You know, put new form inside,
• 19:25
  put new leather, put new, you know, every, every if your
• 19:28
  office chair spoil Amaka or just come in, collect your stuff and
• 19:33
  then just cook it up real nice. That's why she called her
• 19:35
  business Second Life Spaces. As per any furniture that's you
• 19:42
  know, residential furniture, office furniture, any furniture
• 19:46
  weight damage for your house or for your office, just call Amaka
• 19:49
  and she will sort you out. So now she call her business
• 19:52
  Second Life Spaces. By the way, this is not real.
• 19:57
  But just in case there's an America out there who happens to
• 19:59
  run a business called Second Life Spaces, I beg.
• 20:01
  You know, it's just, it's just a random something, you know,
• 20:06
  nobody said they troll you or anything now.
• 20:09
  So let's say America. Now she positions herself in a
• 20:13
  premium market so her workshop can be in motion.
• 20:17
  You know, affordable rent, you know, that kind of thing.
• 20:19
  But then she will have a showroom in Leki, you
• 20:22
  understand, in a nice mall, you light it well, you know, all the
• 20:27
  light could be shine on everything.
• 20:29
  You know, look, you know, you know that look now now five star
• 20:32
  kind of look. That's how you sort yourself up.
• 20:35
  So workshop emotion, low rent, then the showroom in Leki.
• 20:39
  So when I customer enter, they will say wow, then they will
• 20:43
  cough up that good money now be dropping millions and millions
• 20:47
  and millions of naira. Some of you will say Bros this
• 20:49
  your example is far fetched. See this thing not be far
• 20:52
  fetched at all because when I used to live in legislative
• 20:58
  quarters in in Apple yeah Apple legislative quarters when I was
• 21:04
  there when we were packing from one zone to another zone there
• 21:09
  was this guy. I can't remember the guy's name.
• 21:11
  I should even check my phone self because I want to interview
• 21:14
  him and then there's a way for me to interview him and put you
• 21:17
  on the podcast so you guys can hear because at the time that I
• 21:20
  met this guy is a long time ago, Sha.
• 21:22
  You don't reach like up to like 11 years now 11-12, maybe 113
• 21:29
  years off. So I got this guy's digits
• 21:34
  because I was looking for a Carpenter.
• 21:37
  So I called him the way he answered the phone.
• 21:40
  I don't say Amor this Carpenter now.
• 21:42
  Why? Because he sounded like a
• 21:44
  Carpenter that has master's degree.
• 21:46
  The more we were talking, I realized that, OK, that this is
• 21:50
  not the kind of Carpenter that I was looking for.
• 21:54
  So he referred me to one of his boys who came to come and sort
• 21:57
  me out because he is not the kind of Carpenter who carries
• 21:59
  hammer. What they do is bespoke, you
• 22:03
  know. In fact, they've even gone past
• 22:05
  carpentry. Dawn is now that like I interior
• 22:08
  design levels, you know they come in they designed that whole
• 22:12
  thing where you hang your TV and then the center table and the
• 22:15
  every like all your carpentry needs, but by the time they
• 22:17
  finish your house go resemble hotel.
• 22:19
  You know that kind of carpentry badass carpentry and like I
• 22:24
  thought yes, master's degree holder.
• 22:25
  You know this is this dance of business certifications.
• 22:28
  I know what not so premium carpentry until I met that guy I
• 22:31
  thought all carpenters were just you know, roadside computer.
• 22:34
  I didn't know that there's some carpenters down and not that
• 22:37
  level. So when I say America as an
• 22:42
  example running the business, Second Life Spaces and she's
• 22:45
  doing premium upholstery, don't say that this is far fetched
• 22:47
  that it can happen in Nigeria. It can happen in Nigeria.
• 22:51
  I have met one of these boys and that's the reason why I'm going
• 22:54
  to put this example. But you know, I just say, let me
• 22:56
  just put Amaka because you know, it doesn't always have to be a
• 22:59
  guy that I use as examples. So for this case, Amaka.
• 23:04
  Now let's say that in our business, Amaka always has a
• 23:06
  problem. Maca is always looking for new
• 23:09
  leads, always looking for new people.
• 23:11
  You go and do this install for Chief, you know, Chief will, you
• 23:14
  know, transfer like 30-40 million and you know, then next
• 23:18
  week, she's now looking for a new lead, a new lead, a new
• 23:21
  lead, another premium install, another premium install.
• 23:24
  So that's some of you that that's how you believe.
• 23:25
  Live your live your life. You collect good money from
• 23:28
  somebody's day and then on to the next one or yeah, tomorrow
• 23:32
  who is next? Next week, who is next, next
• 23:33
  month, who is next? The solution is now Amaka can
• 23:38
  come up with how would I call it now?
• 23:43
  How would I call it now? Let's just say post fulfillment,
• 23:47
  you know, remember that I say in business there is the marketing
• 23:51
  function. Marketing is the function that
• 23:53
  tells the whole world that Oh yeah, now maybe it is I exist
• 23:57
  that is marketing. Then there is the selling
• 24:00
  function. The sales function is when
• 24:03
  you're talking to somebody one-on-one and you're trying to
• 24:06
  get the person, boss, Madam, buy from me.
• 24:08
  That's the selling function. OK, marketing.
• 24:12
  Now maybe this, I'm over here, I exist, then selling, boss,
• 24:17
  follow me, come by. That is sales.
• 24:20
  In the selling, you will make a number of promises to people who
• 24:24
  do this, will do this, will do this.
• 24:26
  Like in America's case, you know, we'll do this, we'll do
• 24:29
  this, we'll do marble, we'll use this kind of wood, we'll use
• 24:33
  this kind of thing. You know, we'll use this kind of
• 24:35
  finishing. All that is the promises.
• 24:37
  Now fulfillment is the business function of where you actually
• 24:40
  go and do the thing. Because for some of you, this
• 24:43
  way you mess up. Your marketing is super.
• 24:46
  I'm over here, I exist, You shout.
• 24:49
  Well, you make noise. People know that you exist.
• 24:51
  Good. Then your selling is super.
• 24:54
  Follow me. Come by.
• 24:55
  You do that one very well. But then your fulfillment now is
• 24:58
  rubbish, Rubbish, some of you. That's where the thing fails.
• 25:06
  There's one usually like that, no, When they were launching in
• 25:09
  Abuja, they made plenty of noise.
• 25:12
  That's how me, my wife and a couple of our friends, we
• 25:14
  decided to just invade the place or more the food.
• 25:19
  After all that marketing, the food was now second rate.
• 25:26
  This is the reason why folks like Brian Tracy talk about
• 25:30
  subject matter expertise. You guys to be the expert.
• 25:32
  It's not if you have to be the best chef in town, but you know,
• 25:36
  you suppose, I'll put it, suppose get some level of
• 25:40
  competence, you understand some basic things so that people
• 25:45
  won't interact with you and be like Kai, this guy's a novice or
• 25:47
  this guy's an idiot. So I have fulfillment.
• 25:52
  Now the deal, some of the business functions.
• 25:55
  So marketing, then sales, sales, make promises, then fulfillment,
• 26:00
  that's how you fulfill on the promise.
• 26:02
  Then now post fulfillment. So Amaka should now start doing
• 26:04
  some post fulfillment in her business, post fulfillment,
• 26:07
  follow up. So let's say she now delivers to
• 26:09
  Chief, install everything, bam. And now of course, maybe Chief
• 26:14
  was not around because you know, Chief is a busy man now or Madam
• 26:18
  is a busy chief of Madam. So don't always be in the house.
• 26:21
  Maybe the house boys, the person who opened the door, they did
• 26:23
  all the work. Then part of delivery should
• 26:27
  include maybe like a photo confirmation or video
• 26:30
  confirmation. Because nowadays, especially for
• 26:32
  those of you who do physical things that you deliver, you
• 26:35
  know, it's part of your social media planning and everything
• 26:37
  that you record the thing, you make some videos, you know, you
• 26:39
  do stuff like that. So Amaka, if you're well, OK,
• 26:43
  amaka is not real. But if you're in this kind of
• 26:46
  situation, you're in a similar kind of business like this, what
• 26:51
  you should be doing afterwards is, you know, you do some, some
• 26:53
  kind photos, some kind of video, everything like that.
• 26:56
  Then you sent to Chief or sent to Madam.
• 27:00
  It serves 2 purposes #1 you have stuff for social media #2 It's
• 27:03
  kind of like marking register to say we have delivered and this
• 27:07
  is what we delivered. This is how we left the house,
• 27:09
  this is how we left the office. Send video, you know, that kind
• 27:15
  of thing or if I ever do online gallery.
• 27:19
  So if you know, there's some people that do online galleries
• 27:21
  for every single installment and then you send them, you know,
• 27:25
  they watch, they see the picture.
• 27:26
  Obviously everything is is cool, everything is good.
• 27:29
  So that's the first one deliver and then collect stuff from
• 27:32
  social media and then send pictures, you know, blah, blah,
• 27:35
  blah. This is what we've just done.
• 27:37
  Then Amaka Canal boss maybe like 3 days later just to check in
• 27:42
  say chief, we came in on so so so so we did the work.
• 27:44
  We left, didn't You are not in town.
• 27:47
  I hope you're happy. I hope everything looks good.
• 27:50
  What about the field? You sat in the chair.
• 27:52
  How does it feel? Feels good.
• 27:53
  You watch your UEFA insider be. How are you feeling it All the
• 27:57
  boys even came around, they were complimenting it.
• 27:59
  Everything is good. We thank God Sir.
• 28:01
  We thank God, Sir. We do our best.
• 28:03
  We try to keep our customers happy.
• 28:04
  What about Madam? Or Madam is liking the thing
• 28:07
  too. She likes it happy.
• 28:10
  Oh, she don't eat popcorn on top the chair.
• 28:12
  And so now, you know, and so that's how it is, you know, we
• 28:16
  women, I would like to enjoy ourselves, enjoy comfort, blah
• 28:18
  blah, you know, small talk, blah blah blah blah, blah, blah,
• 28:20
  blah. But shy.
• 28:21
  The whole point is, is everybody happy?
• 28:23
  Good. Now there's only way you finish
• 28:25
  having a conversation with chief to have that conversation with
• 28:27
  Madam that then you can now try a referral page.
• 28:32
  Now, Oh chief, by the way, do you know anybody else any of
• 28:36
  your friends like those guys who came to watch you ever with you?
• 28:40
  Is is any of them thinking of doing upholstery upholstery
• 28:44
  renewal for for their house? You just ask, you're trying to
• 28:50
  get referrals, you see you call to see is everything good?
• 28:59
  Are you happy? Are we good?
• 29:01
  OK, we're good. Then next day OK, since you are
• 29:04
  happy. Do you happen to know anyone
• 29:07
  else who XYZ state your line of business?
• 29:13
  Or you can even say oh chief, because remember this mechanic,
• 29:17
  right? The mechanic told me that this
• 29:21
  your car they do have starting. You can also point out that Oh
• 29:23
  Chief, while we were there and we finished the upholstery, I
• 29:28
  noticed that your curtains, some of the rings are missing.
• 29:32
  Or you know, I think some of the curtains might do with a bit of
• 29:35
  an overhaul. I'm sure Madam won't mind Chief
• 29:39
  of love, I say ha ha ha maka, you call me again.
• 29:41
  He said no Chief, nothing like that.
• 29:43
  I just want to make sure that everything blend.
• 29:45
  You see, as we have done the upholstery in the living room
• 29:48
  and everything now is smooth. Everything blend, the cotton
• 29:53
  suppose blend too. I'll be chief.
• 29:55
  How you see him? When are you going to be around?
• 29:58
  OK, you'll be back in Lagos on Thursday.
• 30:00
  No problem, Sir, I can come Saturday morning with some what
• 30:05
  do you call these things? Now you go in the business.
• 30:06
  I can't remember because my guy that does curtains for me, he
• 30:09
  does the same thing. It's like a book.
• 30:11
  But by the time you open the good, you'll be seeing different
• 30:13
  textures there of curtains. They just cut a small strip.
• 30:16
  So you'll be seeing the cotton. You now feel it.
• 30:18
  You now feel it see some people their sales games on another
• 30:22
  level. This is my cotton, fellow guys,
• 30:26
  an idiot. I went to your shop.
• 30:27
  I decided on the cotton that I me, I wanted.
• 30:30
  He said what about Madam? I said no, don't worry, that I'm
• 30:34
  the one who is in charge, I'm the one who's going to sort it
• 30:36
  out because I knew that if my wife should put her hand there
• 30:39
  within the story will now enter another level.
• 30:41
  He said no problem, we had agreed.
• 30:44
  Then he picked a day that was going to measure and he made
• 30:50
  sure that he came during the week when my wife was around.
• 30:53
  Then he asked, OK, hey Madam, we're coming for the curtains or
• 30:56
  gas selected. Gas selected this and she said
• 30:58
  well what do you mean or gas selected?
• 31:00
  Let me see what is selected out of nowhere.
• 31:03
  The guy just opened his bag. He has a bag.
• 31:07
  This, you know this bag that you carry on your bag now like
• 31:10
  primary school kids. He opened it.
• 31:13
  He brought out this book. I said, what's this book doing
• 31:15
  here? By the time he opened it, I said
• 31:17
  I am finished each. On each page, pick like
• 31:22
  cardboard. There will be strips of strips
• 31:25
  of texture, so you can only see it.
• 31:28
  You can even touch it like that, smooth like that.
• 31:30
  They can even remove it. So that's what him and wife were
• 31:32
  doing. So this one matched the chair.
• 31:34
  This all matched the disc. We want this one to be white
• 31:37
  because I say, hey, I am finished anyway, that's, that's
• 31:42
  a long story. So Amaka can do the same thing.
• 31:45
  You'll be around. I'll be over by Saturday when
• 31:47
  mommy is there. Amaka will come with the book.
• 31:49
  Then we'll start looking at different strips, different
• 31:51
  textures, you know, stuff like that.
• 31:52
  And they say, Chief, you know what?
• 31:54
  Because you're a loyal customer, don't worry, All these things
• 31:57
  that when I'm selecting, we'll just give you a 10% discount
• 31:59
  because we've already done living room.
• 32:02
  So 10% discount on anything here.
• 32:05
  Just let the drapes, let the match the chair, let everything
• 32:08
  just blend. So you can see that even though
• 32:14
  it was a mechanic, semi literate person, by using this technique,
• 32:20
  you can see that you can be a master's holder.
• 32:24
  You've gone to Harvard, you're in the premium or upholstery
• 32:27
  business, your showroom is in Lucky you're dealing with
• 32:31
  millionaire and billionaire. The same thing applies for you.
• 32:35
  Like I said, if you're in consulting, same thing.
• 32:39
  If you're a cardiologist, the same thing.
• 32:41
  If you're an architect, same principles.
• 32:45
  If you're a real estate developer, same principles
• 32:49
  apply. With a little bit of creativity,
• 32:51
  you will see how you can call people customer success,
• 32:54
  customer satisfaction. Is everybody happy?
• 32:57
  Did I deliver on the promises that I made to you?
• 32:59
  OK, since we are so happy, when are we going to see you again?
• 33:08
  How about you buy this? How about you buy that Any of
• 33:11
  your friends interested in doing this?
• 33:12
  And if your friends interested in doing that?
• 33:16
  Now, remember what I said in the previous podcast episode that
• 33:20
  not everything works 100% of the time.
• 33:23
  The reason why I'm saying this is the first time you try it,
• 33:26
  Let's say you talk to 10 people, only two people say, all right,
• 33:28
  no problem, come to the house, let's talk.
• 33:31
  Maybe out of those two, come to the house, let's talk.
• 33:33
  No business comes on it. Some of you say this is rubbish.
• 33:37
  No, no, no, no, it's not rubbish.
• 33:39
  Not everything works 100% of the time.
• 33:42
  Sometimes it's that you're not executing correctly.
• 33:44
  You just need to find your your pace, find your tone, find your
• 33:47
  style. So it takes a while before you
• 33:49
  get better. But The thing is, eventually you
• 33:52
  get to the point where you talk to 10 people, one person will
• 33:54
  agree that one person will agree.
• 33:56
  That is extra margin, extra profit that you didn't plan for
• 34:01
  and that you didn't have to go on a horse because it is
• 34:04
  somebody that you've done business with today or yesterday
• 34:07
  or last month or last quarter or last six months.
• 34:13
  If it's been a year and you haven't called any of your
• 34:15
  former clients, shame on you. Repeat if it has.
• 34:18
  Been one whole year since you delivered something to somebody.
• 34:22
  You have not called any of them. Shame on you, OK?
• 34:26
  No sorry, no shame on you. But Shah, you need to repent and
• 34:30
  change your ways. So we can guess what I good
• 34:35
  morning. So even if it's only one out of
• 34:40
  10. It's somebody that you didn't
• 34:42
  have to go out. Also, it's an.
• 34:44
  Easier business to close than. Going to go and look to people
• 34:47
  totally fresh and over time you start getting 2 out of 10, three
• 34:52
  out of 10. In fact, by the time you start
• 34:54
  hitting three out of 10, especially for those of you who
• 34:56
  are in premium spaces, you will see the difference.
• 35:00
  So back when I used to talk was trying to talk exclusively to
• 35:03
  wedding photographers. I kept trying to stress this
• 35:05
  kind of thing to them. Now look this kind of hassle is
• 35:08
  worth it because if you're able to go from you're doing one
• 35:13
  wedding every single month that's back in the day when I
• 35:16
  was in the business we're doing one wedding every single month
• 35:19
  maybe 303100K every single month then maybe a profit from each
• 35:23
  wedding is 130. So even if you're able to
• 35:25
  increase your conversion small just by one one extra client, it
• 35:31
  doesn't look like. Much but.
• 35:33
  Because we're dealing with healthy margins here, you will
• 35:35
  see that your monthly take home has gone from 150K to 300K every
• 35:40
  single month just because you close one extra person.
• 35:44
  So every single month you're talking to 10 brights, 10
• 35:47
  brights, 10 brights. You're only closing 11111.
• 35:51
  The day you become good at this game and you increase your
• 35:54
  closing from one to two, two out of 10 doesn't sound like it's
• 35:58
  much. But for those of you who have
• 36:00
  high margins, high margins, remember you go from closing one
• 36:04
  out of 10 to 2 out of 10. You will feel it in your pocket
• 36:07
  overnight. You will feel it.
• 36:12
  Let me not sing because my wife tells me I Can't Sing.
• 36:16
  So let me just stop it there. Anyway, it's been 36 minutes, so
• 36:19
  let me bring it to a close. So that's all for today.
• 36:23
  If you've gotten value from today's episode and you'd love
• 36:25
  to connect with me, call me, send me a text message, Send me
• 36:27
  a WhatsApp message on 0806466 2140.
• 36:33
  Remember 15 minutes. He'll audit WhatsApp me same
• 36:36
  number 08064662140. For those of you who are shy,
• 36:42
  it's not a problem. Send me a message, say hello.
• 36:45
  I say you want to be on the WhatsApp channel.
• 36:46
  I'll put you there. When you have a bit of courage
• 36:49
  and you finally want to ask, you know, what's been on your mind,
• 36:52
  you know, that's no problem. You can do that.
• 36:54
  So in the meantime, you can sleep on my WhatsApp channel,
• 36:56
  send me a number on WhatsApp and I will hook you up or before I
• 37:02
  leave, just a little bit. There's something I used to do
• 37:07
  on the podcast a long time ago, but I stopped.
• 37:09
  So let me just start doing it again.
• 37:11
  And basically that's just, you know, what am I reading, sorry,
• 37:13
  not reading. What am I watching or what am I
• 37:15
  listening to? So currently I'm listening to
• 37:17
  Linkin Park. That's because, you know, since
• 37:21
  their lead singer committed suicide like 2-3 years ago, I
• 37:26
  didn't know that they were continuing Anyway, so I heard
• 37:28
  that they I've hired a babe to be their front man.
• 37:32
  You know, was a guy before that guy chat.
• 37:34
  You know that that his voice. So I just heard the G.
• 37:38
  So I said, OK, no problem. Let me listen to Linkin Park.
• 37:40
  So I've been listening to that recently, listen to some of the
• 37:42
  good stuff. So yeah, if you like that kind
• 37:44
  of music, Linkin Park, that is correct.
• 37:48
  That's a nice one. Well, then what I'm currently
• 37:49
  watching, I'm watching Rebel Moon on Spotify.
• 37:53
  That's Part 1, the director's cut with Zack Snyder.
• 37:56
  Snyder is a correct guy. In fact, after watching the
• 37:59
  director's cut, because I watched Part 1 before, I'm
• 38:02
  wondering that was what's what's wrong with these people?
• 38:05
  It's like Zack Snyder goes ahead, he makes a good movie but
• 38:08
  they never released it in full. But this time you now see his
• 38:11
  own cuts. The fool something but like this
• 38:12
  thing makes sense. Why did they cut it short?
• 38:16
  I guess there's a lesson to. Be learned here for those of us
• 38:18
  who create content because there's some people who say your
• 38:20
  content must be 15 minutes, or it must be one hour or it must
• 38:23
  be 45 minutes. You know your content can be as
• 38:26
  long or short as it needs to be. Just make sure you drop all the
• 38:29
  value that you need to drop if you put.
• 38:32
  All the value there the. People who are going to listen
• 38:34
  will listen, and that's the reason why sometimes I do on our
• 38:36
  episode. But you guys still listen
• 38:38
  because you think it's valuable. Anyway, so yeah, that's it.
• 38:43
  Linkin Park. Rebel Moon never watched any of
• 38:46
  them before or listened to them before.
• 38:47
  Just give it a try and let me know.
• 38:49
  So that's it, thanks for your time and attention.
• 38:51
  I'll catch you all some other time.