Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Digital Marketing for Women: Customer Segments Vs ICP

Transcript

Digital Marketing for Women: Customer Segments Vs ICP · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. It's available on YouTube, Apple
• 0:04
  podcast and Spotify. I'm your host, Tavishima Aidi.
• 0:08
  This is going to be a noisy episode because I'm not in the
• 0:10
  audio booth, so expect to hear some interruptions.
• 0:13
  Then if you'd love to connect with me and explore
• 0:15
  opportunities, then call me on 08064662140 or WhatsApp me on
• 0:22
  the same number. The country code is +234 for
• 0:24
  those of you who are not Nigerian.
• 0:26
  Then for social media, you can connect with me on LinkedIn.
• 0:31
  Now, today, unfortunately, I'm not done with the session that I
• 0:36
  had on digital marketing for women that I did with Avon
• 0:42
  Innovation Hub over here in Abuja.
• 0:44
  And that's because, you know, we want to talk about something
• 0:49
  that's as broad as digital marketing.
• 0:51
  Marketing, there's a limit to how much you can cover in three
• 0:54
  days. So it turns out that the ladies
• 0:57
  would have loved to learn some more about digital marketing.
• 1:02
  And I promised to do something with them on demo day, but I
• 1:05
  didn't get to that. So I think I'll just make a
• 1:07
  podcast episode on that tomorrow.
• 1:09
  And that will sort of be like their homework or some extra
• 1:12
  resources. But then after reviewing some of
• 1:16
  the PDFs that were sent in, sorry, not PDFs, what are they
• 1:21
  called? PowerPoints.
• 1:22
  PowerPoints that were sent in on Demo Day, because the assignment
• 1:25
  that we're given for demo day that I gave them on the
• 1:27
  demonstration day to, to be able to assess that they understood
• 1:32
  the concepts was I tried to get a sense of how many of them can
• 1:37
  identify their ideal customer, the ideal customer profile, the
• 1:41
  ideal customer avatar. You know those audiences that
• 1:44
  you would like to go after Because the key thing when it
• 1:47
  comes to digital marketing, you know, online this online that
• 1:52
  the key thing that we need to get sorted, not just even in
• 1:56
  digital stuff, even for real world stuff like in sales.
• 1:59
  The first thing we need to figure out is who is it that
• 2:01
  we're chasing after in the 1st place?
• 2:03
  Because if you don't have a clear idea of who it is that
• 2:05
  you're supposed to be chasing after, you're going to waste
• 2:08
  time running after all sorts of people.
• 2:10
  You're going to waste money running after all sorts of
• 2:13
  people. And you're going to be wasting
• 2:14
  your valuable attention running after people that you didn't
• 2:17
  need to talk to in the first place.
• 2:20
  So the first part of our enterprise is trying to figure
• 2:22
  out who's the ICP, what is the ideal customer profile?
• 2:25
  Who is the customer avatar? Who is the, you know, who is,
• 2:29
  who are the people that we should be running after?
• 2:30
  Basically that's the first question that we have to answer.
• 2:33
  So I wanted to be sure that the ladies who attended that session
• 2:36
  on digital marketing for women would be able to clearly come up
• 2:41
  with an idea about who they should be chasing after with
• 2:44
  their digital, their digital marketing.
• 2:46
  And then come up with strategies for how they're going to use
• 2:50
  social media to target those groups.
• 2:52
  So that's what Demo Day was about.
• 2:55
  But now looking at some of the PowerPoint presentations or PDFs
• 2:59
  or whatever it is that was submitted, it occurred to me
• 3:02
  that there's one part of the training that we could have
• 3:05
  handled a whole lot better. And that is when it comes to the
• 3:08
  difference between segments and the difference between Icps.
• 3:14
  So what is a customer segment? And then what is an ideal
• 3:18
  customer? How are they different?
• 3:20
  What is the relationship between the two?
• 3:23
  And what should we be doing in the business?
• 3:26
  Should we be coming up with customer segments and start
• 3:28
  chasing down customer segments? Or should we have an ideal
• 3:31
  customer profile? Is there any difference?
• 3:33
  So that's what we're going to tackle today.
• 3:35
  But before I get into that, I would like to shout out Somto
• 3:39
  who reached out to me on WhatsApp, discovered the podcast
• 3:42
  on Spotify. He's currently the Head of sales
• 3:45
  for Tropic Dreams based out in Lagos.
• 3:48
  And then the business of digital transformation.
• 3:51
  So they've currently partnered with Zoho.
• 3:54
  Zoho is a company that makes all kinds of apps for business
• 4:00
  solutions. So they have an enterprise
• 4:02
  resource planning tool, They have ACRM that's a customer
• 4:05
  relationship management tool. They have inventory management
• 4:07
  relation to sorry, inventory management tools.
• 4:11
  Yes, sorry, I'm just used to saying relationship management
• 4:14
  all the time. So inventory management tools
• 4:17
  and a whole host of other things.
• 4:19
  And so Santo as head of sales for Tropic Dreams in partnership
• 4:24
  or should I say they're resellers or licensees of Zoho
• 4:26
  over here in Nigeria. And Zoho is trying to take over
• 4:30
  the Nigerian market or rather trying to introduce themselves
• 4:33
  into the Nigerian market. Now, the reason why I wanted to
• 4:38
  have the conversation with Zoho that sorry, not with Zoho with
• 4:42
  Somto, sorry, one moment looks like somebody's at the door.
• 4:45
  Let me go sort that out and I'll be back.
• 4:50
  OK, I'm back. That's a good thing.
• 4:51
  I told you guys that there were going to be some interruptions.
• 4:54
  Oh, by the way, when I was having a conversation with Somto
• 4:57
  as after chatting back and forth and then we're on the phone
• 4:59
  call. I apologise for the poor audio,
• 5:01
  some of the some of the episodes.
• 5:03
  And you know, he laughed at off he said it wasn't that bad.
• 5:06
  So I'm hoping that you guys don't think some of these things
• 5:08
  are that bad. Well, it's not like you have
• 5:11
  much of A choice anyway because it's the only way that I can
• 5:13
  stay on top of these episodes. So where was I?
• 5:18
  So Somtu works with Tropic Dreams and they are distributors
• 5:22
  or resellers of Zoho and Zoho has lots of business apps that
• 5:27
  are supposed to make your businesses run better.
• 5:30
  Now, the reason why I wanted to have the conversation with Somtu
• 5:33
  obviously was because I've been talking about using Zoho CRM
• 5:37
  over here on the app. Now, the reason why I've been
• 5:39
  talking about using Zoho CRM is not because Zoho is the best,
• 5:43
  but because it's free. And I think that we should start
• 5:47
  off with free options whenever we possibly can.
• 5:50
  But of course, the free plan on Zoho is limited.
• 5:52
  I think currently I think it's limited to maybe like two or
• 5:55
  three people within the business, I think.
• 5:57
  And then there are paid options. And of course, it's not just
• 5:59
  Zoho I've been talking about. I've also spoken about Odo.
• 6:02
  I think that's O double DO. But Zoho is foreign.
• 6:07
  Odo. OK, well, Odo is also foreign,
• 6:09
  but you know, the African brothers and sisters, I can't
• 6:12
  remember if they're South African or whichever company it
• 6:14
  is anyway. So Odo, one of us, Zoho foreign.
• 6:21
  OK, well, they're both foreign. I don't know of any Nigerian CRM
• 6:23
  companies, but either way, getting into that CRM mindset is
• 6:28
  something that is really, really important for us to improve our
• 6:31
  businesses because we can't run everything from memory.
• 6:34
  We can't remember all the people we're supposed to talk to.
• 6:36
  You can't remember all the people you're supposed to send
• 6:38
  proposals to today. You can't remember all the
• 6:40
  customers that you're supposed to go and visit.
• 6:42
  You can't remember all the suppliers that you have to talk
• 6:45
  to so that you can restock and then all these things.
• 6:47
  So you need some sort of tool to keep you up to date.
• 6:50
  And that's the reason why I keep making podcast episodes about
• 6:52
  using your phone as ACRM. But if you want to get a bit
• 6:55
  more sophisticated using Excel sheet as ACRM or just biting the
• 7:00
  bullet and then, you know, using auto or using Zoho or using
• 7:04
  something that is dedicated to that.
• 7:06
  So yeah. So that's it.
• 7:09
  Shout out to Somtu. Thank you very much for
• 7:11
  listening to the show. And I'm glad that sales
• 7:13
  professionals are beginning to discover the show.
• 7:15
  Please, for those of you who are sales professionals like Somtu,
• 7:18
  head of sales for Tropic Dreams, keep on sharing the podcast.
• 7:20
  Let your brothers and sisters out there in the field know that
• 7:24
  we now have valuable resources such as this that can help us up
• 7:28
  our sales game when we're talking to customers.
• 7:31
  So with the shout out done, let's head straight to business.
• 7:35
  OK, so like I said, having a chat with the ladies at Avon
• 7:39
  Innovation Hub, because digital marketing for women, and I told
• 7:43
  them all about the ICP, the ideal customer profile and why
• 7:46
  that is important. But I forgot to make a
• 7:49
  distinction between customer segments and between the ideal
• 7:52
  customer profile. And that is because a lot of the
• 7:56
  presentations were made at the end of the day.
• 7:59
  People would talk about ideal customers in very broad
• 8:02
  categories. For instance, there's someone
• 8:05
  who runs an online store and who took part in this ICP exercise.
• 8:09
  And then for her, she started talking about how her ideal
• 8:13
  customer profile, her ideal audiences were families, young
• 8:18
  professionals, hotels, and then corporate organizations.
• 8:22
  So let me repeat, she said that her ideal customer, her ideal
• 8:26
  audiences are families, that is broad, young professionals, that
• 8:31
  is broad, hotels, that is broad, corporate organizations, that is
• 8:37
  also very broad. Now, typically what I would do,
• 8:40
  what I did during that session was to try and tell them how,
• 8:43
  well, yes, of course, these are classes of people, categories of
• 8:45
  people that we should be running after.
• 8:47
  But for the purposes of a marketing campaign or for the
• 8:50
  purposes of trying to figure out how you're going to use your
• 8:52
  Instagram best or your e-mail marketing best or your LinkedIn
• 8:56
  strategy best or something, it would help if for each exercise
• 8:59
  we had a specific narrow profile of someone that we're chasing
• 9:04
  after. So instead of saying that
• 9:08
  families are your audiences because that's very broad, and
• 9:13
  then young professionals, what I'll try to get them to do is to
• 9:16
  pick one. If you're going to focus on
• 9:19
  young professionals, then let's focus on young professionals and
• 9:22
  let it be specific. Young professionals between the
• 9:24
  ages of 25 to 35 who live in big cities like Abuja, Lagos, Port
• 9:29
  Harcourt and who are involved in banking and financial services.
• 9:35
  So now you can see that if that is the profile that you're
• 9:39
  working with, you're going to be able to tailor the contents that
• 9:43
  you would write on social media because you can be writing the
• 9:46
  content and you can ask yourself this thing that I'm writing or
• 9:50
  this video that I'm recording, does it look or does it sound
• 9:53
  like it's something that a young professional age between 20 and
• 9:57
  35 living in Abuja, Port Harcourt, Kano and who is in the
• 10:02
  banking space and the financial sector, does it sound like
• 10:05
  something that they're going to be interested in?
• 10:07
  So when you have a specific picture like this, it's going to
• 10:09
  be able to guide the content that you're going to create is
• 10:13
  going to be able to guide the advertising that you are going
• 10:15
  to do. Because when you hit up the
• 10:19
  advertising, sorry, not advertising console, what's it
• 10:22
  called? The advertising manager.
• 10:25
  When you hit up advertising manager in Facebook or in
• 10:27
  Instagram, I'm not sure what the the advertising dashboard looks
• 10:33
  like, looks like in Google. So let me not reference that
• 10:35
  You're going to be able to put in all these demographics and
• 10:38
  psychographics. You're going to be able to take
• 10:40
  that. Look, Facebook, Zuckerberg, this
• 10:43
  advert that I'm putting here right now, only show it to
• 10:46
  people who are based in Nigeria. Don't just show this advert to
• 10:50
  people who are based in Nigeria only limited to these cities,
• 10:53
  Abuja, Port, Arcot, Kano, Lagos. And then of the people that are
• 10:58
  showing this to in these cities, only show it to people who are
• 11:01
  between the ages of 20 and 35. And for all the Nigerians who
• 11:06
  meet their criteria who are between the ages of 20 and 35,
• 11:08
  only show it to those who work in banks or who work in
• 11:12
  financial institutions. So that way, Zuckerberg would
• 11:15
  now know that OK, this advert that this guy has created and
• 11:18
  put on the platform, let us only show it to people who meet all
• 11:21
  these criterias and who only work in Zenith Bank, Access
• 11:25
  Bank, GTB, what else? Lead Way, Assurance, Stanbic,
• 11:31
  IPT, pension managers, you know those sorts of things.
• 11:35
  So that's how it works and that's what I'll try to get the
• 11:38
  ladies to do to narrow it down. But unfortunately, what I failed
• 11:42
  to do was to let the ladies at Avon know that what they were
• 11:46
  doing technically speaking was not wrong, but they were just
• 11:48
  thinking about customer segments.
• 11:51
  Now, customer segment is a broad group of people that have
• 11:56
  similar needs or have similar characteristics.
• 11:59
  So if we're doing exercises about ICP and you start talking
• 12:02
  in large terms, saying families, young professionals, hotels and
• 12:05
  corporate organizations, technically speaking, what
• 12:07
  you've done is not wrong. All you have done is you've
• 12:10
  started discussing customer segments, the ideal customer
• 12:16
  profile, the ICP, the customer avatar, the people you should be
• 12:19
  chasing after are those people who you think are most likely to
• 12:23
  benefit from a product or service or people who you enjoy
• 12:26
  working with. Well, for me, I like to extend
• 12:27
  the people that you enjoy working with because I really,
• 12:29
  really believe that. Well, far.
• 12:33
  It's not just a matter of belief.
• 12:34
  Hanging out with other people who are SMEs.
• 12:36
  I know that it's one thing to run out of some people who pay
• 12:40
  you, but every time they pay you the price, you'd agree or not,
• 12:44
  and they end up being idiots. So technically speaking, the
• 12:48
  money's in your bank account, but every single time you're
• 12:50
  angry and you're just pissed off with the whole world.
• 12:53
  But then there's some other people who you work with and
• 12:56
  when they price you, they don't price you too bad.
• 12:58
  And when they pay you, they pay you well.
• 12:59
  And apart from that, they're decent people.
• 13:02
  So I think that sometimes we should also put that in this
• 13:05
  whole matrix. So it's not just a matter of who
• 13:07
  can benefit most from my product or my service, but also of the
• 13:10
  people who might benefit from my product or my service, who are
• 13:12
  those that I actually enjoy working with Self.
• 13:15
  Because it really sucks. And I gave an example about how
• 13:18
  early on I took a documentary job.
• 13:21
  The amount I was supposed to enter my pocket was 300K.
• 13:24
  But then six months later, we were still on this documentary
• 13:28
  after collecting 600 key. That's one, I'm sorry, 300 key
• 13:31
  that's in my pocket. I mean, like, are you not just
• 13:35
  better off going and getting a job than collecting 300 key for
• 13:38
  someone? And people are still quarreling
• 13:40
  after six months. So these are some of the
• 13:43
  questions you'll be asking yourself when you want to select
• 13:46
  your ideal customer profile. So for those of you who are
• 13:49
  thinking in broad terms, you are correct.
• 13:52
  It's not wrong, but you're thinking in terms of customer
• 13:54
  segments. So for the ICP now we have to
• 13:57
  tweak it and narrow down small so that we know who we are
• 14:00
  chasing after. I've given an example using
• 14:03
  young professionals because you say young professionals in
• 14:05
  Nigeria. That can mean anything.
• 14:09
  It can mean somebody who is 22, I think UN conventions or
• 14:13
  something, you know, UN documents, I think they wouldn't
• 14:16
  say for young people. Someone told me that if you say
• 14:20
  42, you're still young. And for me, I think that's a
• 14:23
  little bit off. I think 42, you can say, well,
• 14:27
  OK, 42, yeah, OK, you're still a young guy, still a young girl.
• 14:30
  But anyway, what's up for debate?
• 14:33
  But see, these are the reasons why we should even become
• 14:35
  really, really narrow when it comes to these sorts of things.
• 14:37
  Because if I say a young person, if Malaga says go and target
• 14:40
  young people, but in my mind, young people is 18 to 25.
• 14:45
  But for Malaga, Malaga thinks young people is 30 to 45.
• 14:49
  I mean, you see how the quarrel will start, how your guy will be
• 14:51
  saying that, look, how can you go and be using this age, grade
• 14:55
  and blah, blah, blah. You guys are shouting back and
• 14:57
  forth, but actually it's because you and your boss, you and your
• 15:00
  guy, you and your teammates, you and your business partner or you
• 15:03
  and your spouse if both of you run the business together.
• 15:06
  You guys are now in agreement about a couple of things.
• 15:08
  So we have to be really, really clear.
• 15:10
  So now just say young professionals.
• 15:12
  That's a customer segment, so that's good.
• 15:15
  It's nice that we've limited it down to a segment, but let's
• 15:18
  still do small work and then cut it down a bit.
• 15:22
  So we're going to say young professionals, which kind of
• 15:24
  young professionals because people who work in the judiciary
• 15:27
  are also professionals. People who are engineers are
• 15:30
  also professionals. So of course, you know,
• 15:32
  depending on what it is that you sell or the service you provide,
• 15:35
  you know, that will determine what we have to ask ourselves
• 15:37
  these questions. When you say hotels, that is
• 15:41
  also a broad category. So technically speaking, these
• 15:46
  short time places is, is also hotel now.
• 15:49
  But are those the kind of people that you want to do business
• 15:52
  with? Or are you thinking about places
• 15:54
  like the Hilton Abbey Hilton, is it 4 star Abbey three star or
• 15:59
  are you thinking, you know, three and four-star
• 16:00
  establishments in Lagos and Abuja?
• 16:02
  But we have to be clear about these sorts of things because
• 16:05
  you can also go to Okochukwa and Sons Hotel, which is technically
• 16:11
  speaking as a hotel, but really everybody knows it's short time,
• 16:14
  so you need to know what's up. Same thing with corporate
• 16:17
  organizations. What kind of corporate
• 16:19
  organization are you trying to target?
• 16:22
  So when it comes to doing these sorts of things, you know, yes,
• 16:25
  we should list out as many customer segments as possible
• 16:28
  because it's also part of the, I put it the strategic process.
• 16:33
  The, it's part of the strategic process trying to figure out who
• 16:38
  it is that we're chasing after. So yes, list out all your
• 16:40
  segments. Families, that's a customer
• 16:43
  segment, young professionals, that's a customer segments,
• 16:46
  hotels, that's a customer segment.
• 16:48
  Corporate organizations, that's a customer segment.
• 16:51
  But then we don't have to figure out for this particular campaign
• 16:55
  that we're trying to do this radio advertisements that we
• 16:57
  want to run, this Facebook advertisement that we want to
• 17:00
  place or this marketing that we want to do.
• 17:04
  You know, in this part of the world, Nigeria, when we say
• 17:05
  marketing, that means people are going out into the streets and
• 17:07
  talking to strangers. So this marketing that we want
• 17:10
  to do now, who are we going to be talking to?
• 17:13
  If you say we're going to be talking to families, young
• 17:15
  professionals, hotels and corporate organizations is too
• 17:18
  broad. You send your sales team out
• 17:20
  there with this kind of target and you know, they're confused,
• 17:23
  don't know what's up. If you're targeting and then in
• 17:26
  your advertisements, in your, the targeting criteria in
• 17:31
  Instagram, you put it there that target families, young
• 17:33
  professionals, hotels and corporate organizations.
• 17:35
  That is too broad. But if you send your sales
• 17:38
  professional and say look guy, this thing that we're going to
• 17:41
  sell, go out there and only talk to families.
• 17:44
  Apart from that, we are only talking to families who live in
• 17:48
  Abuja, in the central part of Abuja and who have on average
• 17:52
  three to five children. You can see that that now is
• 17:55
  very specific so that somebody goes and starts talking to
• 17:57
  somebody and figures out the person lives in Waggola and the
• 18:00
  person has five wives and 11 children.
• 18:02
  You don't know that. OK, This is not the person I
• 18:05
  should be spending my time with. By the way, I'm not saying that
• 18:09
  people who have 5 wives and 11 children are bad.
• 18:11
  I'm just trying to say that, you know, this business here, we're
• 18:14
  trying to collect money here. So we need to have a clear idea
• 18:18
  of who it is that's going to get value from our product or
• 18:20
  service and we have to try and figure out how best to spend our
• 18:23
  time. So I'm not making any value
• 18:25
  judgments here, although as a young man, because he's one of
• 18:30
  those guys who lives in my estate and I don't know how they
• 18:33
  do it, especially with this economy.
• 18:35
  Well, actually I should be talking to him so that because
• 18:38
  clearly he's doing OK, so I should be taking my advice from
• 18:41
  him actually about how to make money.
• 18:42
  So I mean, all these young men by running around, you haven't
• 18:46
  hit 50 already have like 3 wives, children have already
• 18:48
  entered like 9. Like gay people are strong.
• 18:53
  I have you guys, where was I? So I'm not making value
• 18:58
  judgements. Let's just be clear about who it
• 19:00
  is that we're chasing. So if you're going to get
• 19:02
  engaged in these sorts of exercises and you're talking
• 19:04
  big, big, big, broad, broad, broad, families and young
• 19:06
  professionals, no problem. What you've done is a customer
• 19:09
  segment. But for the purpose of this
• 19:11
  campaign, this marketing, this radio advertisement, this TV
• 19:15
  advertisement, this even down to things like Flyers, these Flyers
• 19:18
  that we're trying to produce. Now, who are we targeting these
• 19:21
  Flyers for? You can see how that is going to
• 19:23
  affect the design. If you're creating Flyers and
• 19:25
  you're trying to promote your product, your service or your
• 19:27
  business, the flyer that you're designing for families is not
• 19:30
  going to have the same feel as the Flyers that you're designing
• 19:34
  for corporate organizations. I hope you guys are feeling me
• 19:36
  now. So these things are important.
• 19:39
  Call out the segments. No problem.
• 19:40
  From the segments, narrow things down.
• 19:42
  Ask yourself a bunch of questions.
• 19:44
  You're going to be able to get your ICP.
• 19:45
  Remember, it's not just people who pay you, It's also people
• 19:49
  who you enjoy working with. And like I told the ladies, I'm
• 19:53
  going to tell you guys over here now, it's also not a bad idea to
• 19:56
  look at your trading history. Who are the people that have
• 19:58
  actually done business with you in the past and the people that
• 20:00
  you enjoyed working with in the past?
• 20:01
  And so let's take it from there. So that's the difference
• 20:04
  basically between the customer segment and the ICP, if you can
• 20:07
  say that there's a difference after all, because in my own
• 20:09
  opinion, they're both kind of saying the same thing.
• 20:12
  The difference is just the scale.
• 20:14
  So when we say customer segments, what we have is a
• 20:16
  broad group of people who have similar needs or similar
• 20:20
  characteristics. It's a broad group.
• 20:21
  They look alike because, after all families, they look alike.
• 20:24
  What are they made-up of Mommy daddy and children so they all
• 20:27
  look alike. What is the difference between
• 20:30
  mommy daddy and children. If mommy and daddy are both
• 20:33
  bankers and they only have three children and they live in they
• 20:42
  live in Wusetu and there's a difference.
• 20:46
  If mommy and daddy are both farmers who live in building KB
• 20:53
  and and OK, now let me stop here before I get in trouble.
• 20:56
  I don't want people to stop blasting me anyway.
• 20:59
  You, you, you get the picture. So customer segment broad, ICP
• 21:05
  much more narrow. We actually need to know both
• 21:08
  when we're coming up with marketing, advertising and all
• 21:11
  other stuff that we have to do to promote our businesses.
• 21:13
  So again, thank you very much to Santo for listening to the show.
• 21:18
  Please share for the rest of you who also listen to the show.
• 21:22
  I love you guys, I really do. I appreciate the support and if
• 21:27
  we've been chatting and you feel like I owe you a shout out, I
• 21:30
  haven't shouted you out, just send me a message because you
• 21:34
  know, sometimes I forget. So that's it.
• 21:36
  Thank you very much for your time and attention.
• 21:38
  I'll catch you guys tomorrow and remember that if you'd love to
• 21:41
  connect and explore opportunities with me, the phone
• 21:43
  number is 08064662140. Can WhatsApp me on the same
• 21:48
  number. The country code is +234 for
• 21:50
  those of you who are not Nigerian.
• 21:52
  So yeah, that's it. I'll catch you tomorrow.