Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Fast Sales: How to Use Deadlines to Close Deals Faster

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Fast Sales: How to Use Deadlines to Close Deals Faster · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

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Today we're going to talk about timelines and urgency in
0:04
business. Now, the reason why this is
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important is because there are lots of you Nigerian
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self-employed people, Nigerian business business people,
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Nigerian founders, Nigerian entrepreneurs, mompreneurs, you
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know, whatever it is that you call yourself.
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There are lots of you who are in Business Today.
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And you don't realize that when you're having conversations with
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people, you should be trying to figure out what their timelines
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are and you should only be talking to people who have a
0:34
sense of urgency. So let's see how do we break
0:39
this down now? OK, timeline.
0:41
Now when you're having a conversation with someone who is
0:44
a potential customer, you want them to buy your product, you
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want them to buy your service, you want them to sign up for a
0:50
trial or you know, whatever. It's not as if the first time
0:54
you talk to them, they're going to just go ahead and you know,
0:57
transfer deposits, sign up by or whatever it is that you want
1:02
them to do. So you're going to have to make
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a couple of phone calls, you know, call them today, call them
1:07
next week, send text message, you know, send e-mail, you know,
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that kind of thing. But if you don't have a sense of
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what their timelines are, you won't know whether you are doing
1:18
a reasonable amount of follow up or follow through or you won't
1:22
know if you're being a pest. In other words, if you're trying
1:25
to get somebody to buy today, the person has the problem, but
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the person needs this problem solved in two weeks.
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But because you know, you deform, you don't have to follow
1:34
up too much. You don't have a sense of that
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timeline. You now call the person in one
1:38
month and person like, oh, sorry, I already went with this
1:41
or so. And so two weeks ago, I already
1:43
bought from someone else. I'm sure there are lots of us
1:46
who are listening to this podcast right now who have gone
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through that experience. You talk to somebody, you say,
1:52
let me give them space. By the time you call back and
1:55
say, oh, I went to somebody else and your mind, you're thinking,
1:57
I didn't know what sharp, sharp like that.
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Like I didn't know you needed this thing like quick, quick
2:02
like that. So you made an assumption.
2:04
You didn't ask any questions regarding the timelines.
2:07
And because of that, you didn't know what was a reasonable
2:09
amount of follow up or a reasonable amount of follow
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through to do so. We should be asking questions
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around people's timelines. It will determine whether we
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should be on their case like every single day or whether we
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should be on their case like every 3-3 days or whether we can
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just chill and call them maybe once a month.
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You won't know. So there are some selling
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situations where the length of the sales cycle will kind of
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give you a rough idea. Like if you're in the business
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of selling, let's say, let's say airplanes for instance, to
2:43
airlines. There's know how somebody wants
2:45
to buy an airplane. They'll talk to you today and
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then they'll buy the airplane next week.
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So of course, you know, obviously, you know that you
2:51
can't be giving somebody close marking, you know, in that kind
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of situation. But for the rest of us, we need
2:56
to know the sense of timelines. The people that we're talking
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to, what are their timelines? How soon do they want to move
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by? How soon do they want to get
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going? When would they like the
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installation done? How soon would they need
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delivery? We need to know.
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It will help us figure out how to plan and how to build the
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sales process. Now urgency, something that is
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related. Urgency just means, of course,
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urgency now like urgent. You think the urgent urgency
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just means that there is something objective.
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When we say objective, we mean, you know, nobody say with a
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guess. It's not nobody guess work like
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there's something that I have seen or there is something that
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I have heard or there's something that I can use to
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deduce that is not in my mind that would tell me that OK, this
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person looks like they're getting ready to take action
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soon. So back in my wedding
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photography examples, this one is obvious.
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You're talking to a bride and you ask her, oh, when is the
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wedding date? And she says, Oh no, he just
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proposed to me like 2 weeks ago. And I said yes, so but the
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families have not met. No, our families have not met
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yet. Oh, so there's no wedding date.
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Oh, there's no wedding date In that case now urgency no day you
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get they just proposed to her brand new.
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So she's excited. So now she bores you.
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But it's not as if there's a wedding dating view.
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It's not as if, you know, we're working towards something.
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So right now, now Josh inquiry, she didn't inquire, so don't get
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too excited. So urgency is also important.
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Can we figure out something when we're talking to a customer,
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when we're talking to a potential client, when we're
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talking to a stakeholder, when we're talking to whoever, is
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there something that we can see that based on our thing, you
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know, that we have seen, we can now reason.
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I'm like, OK, there's a sense of urgency here.
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So people that have a sense of urgency, nice one.
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Now prospect be that premium prospect.
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They have a want, they have a need they can afford and oh, it
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looks as if they're ready to take action soon.
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OK, good. Now that kind of person, that's
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the kind of person that you'll not be close marking because you
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don't want to drop it because that kind, you know, that kind
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of situation, you relax small, your competition will just come
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and carry them. So urgency, timelines, urgency.
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We need to figure this out. Now, how do we figure this out?
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Are we mind readers? But obviously the way they're
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going to figure it out, if you've been listening to this
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podcast, it should come as no surprise.
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You'll figure it out by asking questions.
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If you got it, please clap for yourself is by asking somebody
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questions and engaging them in conversation.
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Now asking people how soon Are you ready to transfer the money?
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You know, might not be the best way to go about it.
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So sometimes we have to stylishly, stylishly ask some
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kind questions. But from the questions we're
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asking, we're trying to arrive at is there a timeline?
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Is there any sense of urgency? Once we figure out, OK, urgency
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day, OK, now know that it's a serious person.
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When we figure out timelines, no problem.
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We'll know how we will stagger this follow up, how we're going
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to pursue them. Now, the example that I'm going
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to use is this one is not a fictional case study today.
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This one is a real life something.
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I'm talking to someone, she's a salesperson.
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She works for my client. My client is in the solar
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industry and she's supposed to sell solar systems, solar and
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investor installations. I'm sorry, but every single time
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I say solar system, what comes to my mind is Mercury, Venus,
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Earth, Mars, Uranus, Neptune, Pluto, Saturn, blah blah blah.
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Oh, by the way, my son told me, and this was years ago, years
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ago, maybe like 10 years ago, the guy came home from school
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one day and I said, oh dad, they told us about the solar system.
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I was like, OK, cool, cool. And then he says he started
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talking recycles. I said, what about Pluto?
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He said Pluto is not a planet. I said, what do you mean?
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My son said, Dad, Pluto is not a planet.
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I said that is not possible that Pluto is a planet.
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And then my son started to educate me.
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He said, yeah, Dad, when you were in primary school, Pluto
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was regarded as a planet. But right now Pluto is not a
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planet. Pluto is an object within the
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Kuiper Belt. I say what the what?
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I said the Kuiper belt. Yes.
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I said, what's the Kuiper belt? He said it is a something,
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something, something, you know, asteroid wants.
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He wants to. I say, hey, anyway, I'm going to
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go and check. And he was right that Pluto is
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no longer a planet. So for those of you who, you
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know, you went to primary school, you know, 70s and 80s,
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Pluto is not the planet anymore. So when they say solar system,
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don't be adding Pluto. Pluto is not part of it anymore.
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And they don't mind me. That's just side talk.
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So, yeah. So she's responsible for selling
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solar and inverter systems installations.
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And we've been talking about how she should be filling out
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timelines and figuring out urgency because it's really,
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really important because you can't drop somebody a proposal
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today and then you go to close, mark them every day, every day,
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every day. Meanwhile, the project that they
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want to execute is next year in March.
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And then the converse, you can't drop proposal with somebody
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today, the project is next week. But you're just thinking, you
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know, most people on average like around that kind 2-3 weeks
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before they call me back. So let me just free it.
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Meanwhile, the person is ready to move next week.
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So you ask and we come up with a couple of yeah, anyway, so we
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had that conversation, but then she was having some
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difficulties. And so it's OK, no problem.
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Let's let's revisit this whole thing again.
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Let's say we can come up with some, some alternatives.
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And so I'm going to run through some alternatives that we used
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to try and figure out timeline and to try and figure out
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urgency. Now obviously all the questions
8:59
that we're going to do here today are related to solar and
9:03
inverter. So I don't want you to think
9:10
that because it's solar and inverter related that it doesn't
9:14
apply to your business. Just try and distill, try and
9:18
understand the principle. Where would you push if you can
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understand the principle, if you can get the scope all right, if
9:26
you can get the angle that we're trying to come from, you see how
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you can do something similar in your business, no matter what it
9:31
is that you do, whether startup, you know or whatever.
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All right, so just track with me.
9:38
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take good care of you. All right, so now let's get back
12:36
to this whole timelines and urgency matter.
12:40
So this is what I told the sales lady.
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Let's call her. What should we call her now?
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Let's call her Snow White. Yeah, Snow White.
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Yeah. So I told her, look, Snow White,
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this is what you can tell them is another way you can tell the
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person. Look, based on these challenges,
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when would you like to install your system?
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Based on these challenges, when would you like to install your
13:01
system? Now this kind of question
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assumes that we did a good job in qualification and discovery
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and we have figured out what their main problem is.
13:10
So if you do a good job of building rapport with somebody
13:12
and they talk about how NEPA, they show them Shaggy as in like
13:16
you're in band A, but Napa is only given like one hour of
13:19
flight a week. And you know, on top of that,
13:22
you're paying, you know, 350,000 naira a month in electricity
13:26
bills. And you know, there's an
13:27
absolute Horror Story. A way of sliding into this thing
13:32
is not to ask them. Oh, like, Are you ready to pay,
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you know, 20 million now just OK.
13:36
Also based on these challenges now with this kind load
13:41
shedding, when did they do? Now, why would you like to
13:43
install your system? So you see that that kind of
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question, you give a sense of timeline, we give you a sense of
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urgency. If somebody says, look, I don't
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tire. In fact, your engineer can come
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tomorrow, tomorrow, let's come and do inspection itself.
13:56
Let's, let's see how quick we're going to get started.
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You see, like that's the way of just figuring out people's
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timelines, figuring out people's urgencies.
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So sense of urgency based on these challenges, when would you
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like to install your system? So Please remember I'm talking
14:11
about solar, but take the principle and apply it to your
14:14
own business. Just try and decode the spirit,
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you know, the scope that we're using in the question, decode it
14:21
and then you can do something similar in your business.
14:24
Then another way of trying to get timeline and urgencies.
14:28
I told Snow White that you can also tell customers we usually
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do a comprehensive audit, a comprehensive inspection before
14:38
all I put it now we usually do a comprehensive inspection just to
14:42
make sure that we design the system well for you.
14:45
How soon can we call for what come for a technical audit?
14:50
Somebody who is saying technical audit, can you come like next
14:54
month? You can see that that thing is
14:56
not urgent. Somebody who says, oh, yeah,
14:58
yeah, of course. Yeah, I'm aware.
14:59
Technical audit, yeah. Come around.
15:02
My site manager will be around tomorrow.
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You see, there might be a sense of urgency there.
15:07
Of course, you don't assume, you know, we press some more like I
15:10
would even say if I was to say something like we usually do a
15:12
comprehensive inspection before we usually do a comprehensive
15:18
inspection, you know, to make sure we design a system that is
15:20
best for you. How soon can we come from a
15:21
technical for a technical visit? And then the person says like,
15:25
oh, that kind next month, I will now say, oh, next month.
15:28
So this is not something you're thinking about doing in the next
15:31
quarter. I will ask like that person will
15:34
say, ah, no, no, no, no, no, no, no.
15:35
I'm thinking, you know, maybe like around that kind six
15:37
months. I'm still saving now because the
15:40
person has said that I now have timeline, OK, we're talking in
15:45
March. The person says six months, OK,
15:47
that means like around that kind of September if all is well and
15:51
the person saying he's still trying to save and make a mental
15:54
note of that. We'll still talk money later on,
15:57
you see. So from asking like that and
15:59
asking follow up questions to these kinds of questions, you're
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getting a sense of timeline, you're getting a sense of
16:03
urgency. You now know how quickly to
16:06
follow up with somebody. Excuse me, You know, we sales
16:10
professionals, we don't say follow up, we say follow through
16:12
also, we can follow through with someone.
16:15
Then another question that she can that I told, you know what
16:18
she can ask, especially when talking to businesses.
16:22
And this one is even tricky when it's business because if it's a
16:24
residential person, like let's say you're talking to me trying
16:27
to sell me solar, you know that at the end of the day, decision
16:30
is my own. You know, the worst case
16:32
scenario, I'll talk to Madam Basha.
16:34
If you're talking to me, we good.
16:36
Or if you're talking to the Madam, you're good.
16:39
She'll talk to a guy, you know, and you know, to get things
16:41
going. But if it's a business, now
16:44
there are going to be multiple stakeholders that are involved.
16:47
You know, CEO might need to sign off accounting might need to
16:50
sign off people in the in the maintenance team will have to be
16:54
on ground. You know, things like that.
16:56
You know, different, different, different things.
16:58
Because you remember the other sales associate no longer with
17:02
this firm who was talking to one of these Canadian schools in
17:06
Lagos. And you know, I was telling him
17:08
about asking questions, you know, about the decision making
17:12
process and things like that. And he assumed that all was well
17:15
because he was talking to the principal, only to find out when
17:18
the proposal landed on her table, she said, I have to talk
17:20
to the board. So I told him, see, this is the
17:22
reason why I was telling you to ask these questions.
17:24
Now, the thing has come as a surprise.
17:26
You've been blowing off her phone because you thought there
17:29
was hope. Meanwhile, Principal Guy Olga
17:32
and your guy is the board. She has to present it to the
17:34
board. So you now know that OK, we step
17:36
this thing down, try and figure out when the next board meeting
17:38
is and then, you know, we'll continue from there.
17:41
So one question that you can ask, I told, you know, why they
17:44
can ask is do you need any approval processes for projects
17:48
like this? And they ask, you never know is
17:52
what I'm talking, that you might now discover that, oh, the
17:54
person you're talking to is not the only CEO.
17:56
You assume the CEO, the person is actually facilities manager
18:00
and say, yes, I have to talk to organ Mike, I have to talk to
18:03
this, but I have to talk. You know, you're now getting an
18:05
idea of who else might be needed to approve this thing and stuff
18:10
like that. And in this case, now you're
18:12
getting a clear sense of their timelines.
18:14
You now know that, OK, this is not something that this guy can
18:16
approve today or can approve solo, that to approve you need
18:23
to liaise with one or two people.
18:25
So we haven't really gotten a sense of timeline here, but you
18:28
can see that we're now getting ideas about how long this might
18:32
take because there are a couple of other people involved.
18:36
Then another question I told Snow, what you can ask is, is
18:39
there anything special you're planning towards for this
18:42
installation? Ask because you never know.
18:46
One salesperson who tried this also for solar sales found out
18:52
that the guy was was the situation of a reverse Japan.
18:57
You know that there's some people that when things are
18:59
getting hot, they just pack up and you know, they evacuate,
19:02
they leave the country. But now as they go outside now
19:04
they realize that all more things are hot outside.
19:06
So it's as if Niger is even better.
19:10
So the guy was now doing reverse Jabba.
19:11
So he was bringing the family back.
19:14
So before he sent everybody else say wifey children, all of you
19:19
go and the plan was you go and join them.
19:24
But then when they try their lifestyle and they say, hey,
19:27
that's not abroad be that's not that easy.
19:30
So they now do reverse Jabba. So from asking so yeah, sure.
19:33
My wife and kids, yeah, they're going to be back in September
19:36
while relocating finally. So as you asked like that, see,
19:40
by the way, all these things don't work all the time.
19:43
You know, sometimes you get lucky.
19:45
So yes, in that case, we're lucky that the person answered,
19:47
answered honestly and was very specific.
19:50
Wifey and kids are coming back in September.
19:52
I'd like to get this thing sorted before then.
19:56
So we don't have the sense of timelines.
20:01
We now know when these people are ready to go and they also
20:03
get a sense of some. Urgency because of course you
20:06
didn't want Madame and the kids to come and land and then they
20:09
will now be dealing with Nepal. Because the disadvantage of
20:12
living abroad is by the time you live abroad for a few years, you
20:15
don't get used to that, you know, used to that 247 power
20:19
lifestyle. So for the children to now
20:22
adapt, you come back and then, you know, heat and mosquito and
20:26
then all that. So.
20:28
So we now, yeah, we now have the information that we needed.
20:32
Or Please remember, not everything works 100% of the
20:34
time. Don't go and try these questions
20:36
one time. The thing doesn't work.
20:38
And then you see this thing doesn't work.
20:40
It's not like that. That's not how it works.
20:43
You try again and again and again.
20:45
Am I even doing it right? You try and make it your own.
20:48
You know, you practice and eventually you start seeing some
20:51
progress. I remember Brian Tracy keeps
20:53
talking about Brian Tracy. Well, old Brian Tracy, old
20:56
material, you just talk about doing things to put the odds in
21:00
your, the probabilities in your favour.
21:03
So you get good at asking these kinds of questions.
21:05
You figure out timelines, you figure out urgency and you now
21:08
know how you package yourself, how you plan the rest of the
21:12
sales process. So is there anything special
21:16
you're planning towards, you know, for this installation
21:19
then? OK, now at the time that Snow
21:25
White and I, again, not the real person, Snow White and I, we're
21:28
having this conversation, our fuel was close to 1300 per liter
21:33
in Nigeria. So if you're selling solar and
21:36
inverter solutions, it actually is not a place to ask someone
21:39
that. Are you thinking of moving soon
21:40
because of the fuel prices? You'd be surprised.
21:43
Some people may ask and say, ha or Diego, this one way fuel be
21:46
1300, my sister ha. You'd be surprised.
21:50
The conversations that you have. I see.
21:52
This is the reason why I say that selling and sales should be
21:56
conversational because if you're reading this thing like
21:58
interrogation, nobody likes to be quizzed, nobody likes to be
22:02
interrogated. The guy will lock up.
22:03
But if it's a conversation, you're a friendly somebody,
22:06
you're a nice somebody, you're a casual somebody.
22:07
You know, one at a yarn, you're just talking.
22:10
Then that is where you get to hear things like this.
22:13
So are you thinking of moving soon because of the fuel prices?
22:15
You ask is OK Honestly, it's OK. Remember that you're the product
22:22
matter specialist here, so you have permission to ask some kind
22:25
of questions. And always remember if you ask
22:28
questions and then people rake for you, they provoke because
22:31
they think you. They say you have stepped your
22:33
bounds. It's very easy.
22:36
This is Niger. It's very, very simple.
22:39
You apologize, you empathize, then you refocus, and then you
22:45
try and get an engagement. So advancement, let me repeat,
22:49
you apologize, empathize, then you refocus and then try and get
22:55
refocus on them and then try and get an advancement.
22:58
So if you say, are you thinking of moving right now because of
23:00
your prices and the person you rake?
23:03
Like what? What the hell do you mean?
23:04
Like what? What is your like young lady?
23:06
Like what is your own? What is your own concern?
23:10
So you apologize, empathize. Oh, I'm terribly sorry, Sir.
23:15
I wasn't trying to, I wasn't saying anything about your
23:19
financial situation. I beg Sir.
23:21
No Vex, I didn't mean any insult.
23:23
The reason why I was just asking is because there's some
23:28
information that we need just so that we can serve you better.
23:30
And if this was something you are thinking of moving on soon.
23:33
I just wanted to be able to tell our technical crew.
23:36
My technical guy, Johnny. I just wanted to tell Johnny
23:39
them that you know, they should keep 2 battery for Mr. Okoro.
23:44
That was all Sir. So Sir, No Vex, I didn't mean to
23:48
offend you. That's it.
23:51
That's just a simple scope. Then.
23:54
Now that you've explained, you now try and get an advancement.
23:56
So Sir, these ones that we've been discussing, so the
24:03
storekeeper or my technical crew.
24:05
So should I tell them? Should we keep Abby?
24:07
We should not keep. Is this something that you want
24:09
to do now, Abby? You're not going to do now, see?
24:13
So you just apologize. You empathize with the person,
24:15
Say I beg no Vex. Then you refocus on them and it
24:21
must always be on them that the reason why I was asking is
24:23
because this information will help me to serve you the better.
24:31
They now try and get an advancement.
24:32
You try and move things forward for the next step.
24:35
Then let's see what else, what else, what else, what else?
24:39
OK now another question you can ask.
24:40
This one is just in casual gist. So what happens to your business
24:42
when power fails during the peak season?
24:47
You can ask, you can ask there's a another solar, sorry, yeah,
24:55
another solar person who had delivered to ask the question.
24:59
And it turns out that I think the was it a betting, I can't
25:03
remember what it was a betting company or something.
25:05
But anyway, because the persons, the person was using UPS UPS.
25:11
So because the person UPS failed, I think they lost some
25:14
data. It's not a bad question to ask.
25:19
So when you ask now that kind of question, you're getting a sense
25:22
of oh, OK, this is actually the serious something like every
25:25
single time this person's power something just crash, as in data
25:29
will just miss. OK, that kind of person.
25:33
OK, yeah, they, they, they have a serious problem.
25:36
So, you know, we're going to give him maybe not close
25:40
marking, but you know, we could have followed them.
25:43
You know, we stay on it, just not the kind of person that you
25:47
talk to and they say, you know what, let me call him back in
25:49
four weeks. Another question that I wish
25:53
more people would ask, but I don't know Nigerian business
25:56
people. You're afraid of asking.
25:57
Is there any reason you started researching now?
26:01
Ask for me. I asked the question.
26:05
I will talk. We'll learn about yourself.
26:07
Oh, is there any reason why you're reaching out to me now?
26:10
Ask. You never know.
26:12
You never know. You don't know what kind of
26:14
information you're going to cover.
26:15
Some somebody might say, look, I'm so frustrated, I'm tired of
26:19
this Nepal situation, blah, blah, blah, blah, blah.
26:20
OK, good, good, good, good. We now know that this is a
26:23
serious problem. We now know that this is a sense
26:24
of urgency. Some other person will say
26:29
nothing, nothing in particular. I was just some of the people
26:32
who at the office were just talking and I was just wondering
26:35
how much would the solar system cost?
26:38
Sorry, solar and investor system.
26:39
Forgive me. Every time I say solar system, I
26:41
remember the planets. How much will the solar system
26:45
cost by the time the person answer like that?
26:48
You know that. Oh, OK, nothing deep, nothing
26:51
serious. They're just reaching out to you
26:53
now just because somebody in the office like you know how people
26:56
just just that, oh, Abdul Rahman bought solar system or he bought
27:00
his own for six million. Really. 6,000,000 yes.
27:03
And The thing is powering the system, powering his house for
27:05
three days, three days, 6,000,000 Oh, OK.
27:08
And then because they now reach out to you.
27:10
So they're just curious. So ask more of you should ask is
27:14
there any reason why you started researching now for those of you
27:17
who are web developers, somebody call you, they say you are
27:19
website after you talk to them about the website idea what they
27:22
want to just ask them or is there any reason why he reached
27:24
out to me? Now ask if the person says,
27:27
yeah, because we are trying to expand social and so in the
27:30
business we want this feature to go live before 1 feature to go
27:34
live in the next six weeks. Good.
27:36
You now have information now, OK, Be like, say this is a
27:42
serious something. The one that seemed to go live
27:45
in six weeks. OK, no problem.
27:47
More follow, you know, more follow up.
27:49
Stay on it. You never know.
27:52
Ask is there any reason why I'm researching now?
27:54
Oh, no, no, no. I was just curious.
27:57
Oh, I just saw your ad and I just got curious.
27:59
At least you know the temperature of these people.
28:03
Now, another question I told Snow White that you can ask is,
28:05
is your current setup ready for solar?
28:12
Yeah, some people say that's where you now find out that, oh,
28:15
OK, they had solar before the thing packed up, blah, blah,
28:17
blah. So, you know, the trunking is
28:19
still there would just be a matter of you coming in and, you
28:22
know, swapping out the cables or swapping out this or swapping
28:25
out that. So is your current setup already
28:27
ready for design? You know, it might give you a
28:29
sense. Did they have solar before from
28:34
asking that kind of question? That's why you might be able to
28:35
figure out if somebody else came for a visit before, because
28:38
there's some people who answer and say, Oh yeah, yeah, sure.
28:40
We had another company over. They already looked at the roof.
28:42
Unless everything is OK, at least now you know that.
28:45
Oh, so they have been talking to other people.
28:48
I am not the first company that they're calling, you know, so
28:52
things like that. Now, usually I try to give a
28:56
very structured and principled framework for how to run through
29:01
these things. So I'm terribly sorry that today
29:04
I didn't give you an accurate framework for how to ask
29:07
questions like this. When it comes to timelines, when
29:10
it comes to urgency, To be honest, I'm not even sure if
29:14
somebody can come up with a friend.
29:16
Anyway, I'll look, maybe someone has come up with a framework.
29:18
But The thing is, you know, we try.
29:21
We just keep on trying, trying, trying.
29:22
The thing is, just as you've heard from me now, you kind of
29:28
get the scope that I'm trying to use.
29:31
You try and apply to your business or you hear other
29:35
people selling and then you try and mimic what it is that they
29:38
do. But from listening from some
29:41
creativity and from trial and error, we can figure out how to
29:45
get better at our question asking process.
29:47
Like when I was talking to running office, my own solar guy
29:51
when I wanted to buy batteries over here in Abuja and we had
29:54
spoken and then he just said casually so OK now, so when you
29:57
go send the bar and I was impressed.
30:00
I was like OK, cool, I've never heard that before.
30:03
That was the first time I heard it and I tried it on someone and
30:06
the thing was OK, the conversation don't flow smooth.
30:08
So OK, so when you go send bar now as a just casual two guys,
30:12
you know, you know, two young men under the yard.
30:15
So you just say that's how the guy said it.
30:18
So when you go send bar, that was it.
30:20
I was like, OK, interesting. Direct, not informal as in it's
30:26
very direct. Washa is not too forceful.
30:28
He didn't come out and say when are you paying me?
30:30
He didn't come out and say when will you transfer?
30:33
Just say when you go send bar. I said, OK, correct.
30:36
I've now found something that I can use in my own tool chest.
30:40
So like that, just keep on, just keep on common ways to try and
30:49
ask, ask timeline questions, urgency questions, then listen
30:52
to what other people do as well and then try it out.
30:55
And over time, as Brian Tracy says, you know the the odds will
30:59
be in our favour. So remember, for those of you
31:03
who are Nigerian founders who are trying to build your
31:06
product, what you're facing some software issue, the money to
31:11
cost, you don't know code, you don't have a tech founder,
31:14
that's not a problem. You just go to Ikanga software
31:16
factory that is IKSF dot Ng, go there, I will get your product
31:23
idea live in seven days. You have a free domain and a
31:26
free hosting for one year. If at any single point you want
31:30
to bail, that's not a problem. You can migrate the code by
31:34
yourself. So to start, because we're
31:37
trying to get 10 people up and going before August is over, you
31:42
get a 20% discount. So you just type in tav TAV when
31:48
you get to the website IKSF dot Ng or you type in IUD AYEDE.
31:55
And when you do that, send me a text message or WhatsApp
31:57
message. Just reach out to me
31:59
08064662140. I'm asking because I want to be
32:03
sure that you've been taken care of and I want to be sure that
32:05
there are no issue because before I put my name to a
32:08
project, I want to be sure that everybody is, you understand,
32:12
everybody's kosher and everything is good.
32:14
I want to be sure that I don't put my name somewhere and then
32:17
people will rubbish me. So yeah, let me know.
32:20
So that's it. I'll catch you all some other
32:21
time.