Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Chasing Dead Ends! Your Guide To Closing The Next Sale In Nigeria

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Stop Chasing Dead Ends! Your Guide To Closing The Next Sale In Nigeria · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to be looking at lead
• 0:04
  scoring again. Today on the podcast, we're
• 0:07
  going to be looking at lead scoring.
• 0:09
  What is a lead? How do you score a lead?
• 0:13
  And does the practice of lead scoring do anything for your
• 0:17
  business? Hello and welcome.
• 0:20
  My name is Tavishima Ayede. I'm the host of the podcast and
• 0:23
  I'm making today's recording. I'm on the road, so you're going
• 0:27
  to hear some noise in the background because it's raining.
• 0:30
  So the goal of this podcast is not to tell you about my pearls.
• 0:35
  If you like talking about business problems like today,
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  lead scoring, how do we figure out who it is that we're going
• 0:40
  to call? Who is a good prospect to call
• 0:42
  back? What are the best opportunities
• 0:45
  for me to make some money? If these are the sorts of
• 0:47
  questions that you're worried about, then this podcast is the
• 0:50
  show for you. Subscribe on Spotify, YouTube,
• 0:54
  Apple, or any player of your choice.
• 0:56
  And if you'd love to connect, you can call, send me a text
• 0:59
  message or a WhatsApp message on 08064662140.
• 1:06
  Again today we're looking at lead, scoring lead, LEAD.
• 1:11
  Now, First off, what is a lead or who is a lead?
• 1:15
  Now, for those of you who are listening to the show for the
• 1:17
  first time, a lead is anyone who has done something to show that
• 1:25
  they might be interested in your product or your service.
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  And you managed somehow to collect the person's contact
• 1:31
  details. So that is the person that you
• 1:35
  call a lead. So if someone is interested in
• 1:36
  your product or service, but you couldn't, you know, chat them up
• 1:40
  in a conversation, you couldn't get a phone number, I couldn't
• 1:42
  get e-mail address, you couldn't get anything.
• 1:44
  The person walk up as well, you know, you can't call that the
• 1:47
  lead. But if you look at the sheet of
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  paper, you look in your inbox, you look somewhere and there's a
• 1:52
  name and there's a phone number, there's an e-mail address.
• 1:56
  It looks as if this person might be interested.
• 1:58
  Then maybe you have a lead. So that essentially is what a
• 2:01
  lead is. But remember, this person must
• 2:05
  have done something in the past to show that they are interested
• 2:08
  in your product or in your service.
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  Because there's some people who say, I went and scoured the
• 2:14
  Internet and I got 5000 leads. And of course, the question is
• 2:18
  5000 leads, how? Like how do you know that
• 2:22
  they're interested in your product or in your service?
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  So let's say you're a plumber. You go to the estate that is,
• 2:30
  you know, on your way to work. It looks like they're a rich
• 2:32
  man's estate and it's a good place to get some clientele.
• 2:35
  Then maybe you have somebody there who works in the estate
• 2:40
  admin office or something like that.
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  And then from there, you're able to steal, let's say, 3000 phone
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  numbers of the people who live in that estate.
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  And your goal is to call up that numbers, all those numbers to
• 2:51
  see if they need a plumber or not.
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  You can say you have 3000 leads because yes, you have 3000
• 2:57
  contacts on a sheet of paper, but you do not know if any of
• 3:01
  these people is interested in your product or your service.
• 3:04
  However, let's say that same plumber goes to that same
• 3:08
  estate. You talk to your guy and you say
• 3:11
  guy, I beg, when are they doing estate meeting?
• 3:15
  Then the person tells you estate meeting is the last Saturday of
• 3:18
  every month. Now you say, I beg, please help
• 3:20
  me speak to chairman or PRO, let me go and make presentation so
• 3:24
  that if anybody who needs plumbers, they will call me.
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  He was able to hook it up. And then you go for the meeting.
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  But before you give your presentation, chairman says, no,
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  we're not taking any presentation today.
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  But you know what, let me just pass around a sheet of paper.
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  Anybody who is interested in talking to this plumber, write
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  down your name and your phone number and you say thank you
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  Sir. And then you wait there and then
• 3:46
  people write that name on their phone number.
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  They give you a sheet of paper and they say, Mr. Plumber,
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  please can you excuse us? We're about to deliberate on
• 3:52
  very important matters and we don't want outsiders.
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  So now you take that sheet of paper, you leave.
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  If 26 people wrote their names on that sheet of paper, well,
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  maybe we can call that a lead because you went there, you
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  wanted to make a presentation. You were not given the chance.
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  But Chairman said if anybody's interested in talking to this
• 4:11
  plumber, write down your name. These people have written down
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  their names. So now you have a list of
• 4:16
  contacts of people who might be interested in your product or
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  your service. Those people, we can call them
• 4:22
  leads. Please pay attention because
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  some of you who want to grow your business will hear third
• 4:30
  parties, outsiders saying, we guarantee you 2000 leads.
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  Are you going to get 2000 leads or 2000 contacts?
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  Please listen carefully. Some of you say semantics.
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  It is not semantics. It is not word play.
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  If you have a list of 2000 names and phone numbers, but there is
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  no indication, there is no reason to believe that any of
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  these people might be interested in your product or your service.
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  What you have is 2000 contacts, not 2000 leads.
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  A lead is someone who might be interested in your product or
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  your service, and they have done something like this example.
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  They wrote their name on a sheet of paper.
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  It gives us hope that we are closer.
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  It's not a guarantee that the deal will close, but it means
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  that at least we are talking to the right person.
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  And when it comes to sales and business development, a lot of
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  things that we do should be geared towards making sure that
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  we are indeed talking to the right people from the beginning.
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  Because if we are talking to the wrong people from the beginning,
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  there is no amount of gist of toasting, of prayer and hard
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  work that can turn the wrong contact into a lead.
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  Who's going to pay you money? Just can't be done.
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  Let's say I sell Mercedes Benzes S class brand new from America,
• 5:55
  straight direct from the factory.
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  I go and pay somebody for 2000 leads.
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  The person go and scout the Internet.
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  Well, unfortunately for me, of all the 2000 on that list, the
• 6:10
  most somebody can afford to buy is KK.
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  Now, do you think there's any amount of hard work I will do
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  that will turn those 2000 leads into one paying customer?
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  The answer is no, because somebody went around, got me a
• 6:24
  bunch of names and phone numbers.
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  The most that anybody can afford on that list is to buy KK.
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  And unfortunately, the gap between the cost of KK and
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  between the cost of Mercedes, it's too much.
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  So if I'm buying this is brand new and I want to sell them at
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  4050 M and KK is 1.2 M, the gap between 1.2 and 50 is too big,
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  we can't make that sale. So please, this is not
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  semantics, pay attention. So sorry that I've wasted 6
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  minutes in hammering this definition here, but believe me,
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  this is 1 definition that is important, especially since
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  nowadays there are lots of Nigerian businesses that will
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  say come with us, pay us, we will guarantee you 100 leads,
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  200 leads, 1000 leads. Be sure about what you're paying
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  for. Are you paying for leads?
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  IB you're just paying for contacts.
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  OK, now lead scoring. Now what lead scoring means is
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  it's a practice of giving a number value to a lead.
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  You see a name on a sheet of paper, it says Chukwudi, a hand
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  outro. Then you know has a number next
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  to it, a lead score, you know, maybe 98 or 100 or two.
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  The number next to it when you're doing the practice of
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  lead scoring is to show how much value that contact has because
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  not all contacts are the same. Back to the guy who sells
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  Mercedes. There are some people on that
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  list. The most that they can buy is
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  KK. If you're going to score that
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  person, score that person 0. Because as far as you know,
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  today, the person who buys KK will not be able to buy a
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  Mercedes. Now, God might elevate his
• 8:10
  circumstance and maybe in one year he should be able to buy a
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  Mercedes-Benz, but that is not today.
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  There's some people on that list who have serious bar and who
• 8:20
  have recently elevated their status and they're looking on
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  buying a car that will reflect it accordingly.
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  That kind of lead will be scored higher because that kind of
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  person is closer to being serious, is closer to buying, is
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  closer to being hot. Hot is closer to being ready to
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  make a decision. So that one will score higher.
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  So that is what lead scoring is. You have a number of contacts on
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  your sheet of paper, on your Excel sheet, in your CRM, on
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  your phone, on your wherever the database is, and then you come
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  up with a way. Excuse me of ranking them or
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  scoring them between 0. Excuse me between 0 and 100.
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  Who has the greater likelihood of converting?
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  Converting just means take the next step.
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  Who has the greater likelihood of converting, taking the next
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  step, or ultimately becoming a customer?
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  We're just trying to find out how to rank these people now.
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  What is the reason for lead scoring?
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  For businesses that do lead scoring, the whole goal is this.
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  You're trying to figure out how to prioritize your sales efforts
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  so that by the time you look at the list and you see all those
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  people that score 00255, you just leave them.
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  They're all those ones that the score is 98176.
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  You pursue those people because they have the highest chance of
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  converting or becoming a paid customer.
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  I repeat, the reason why we do lead scoring is so that we can
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  prioritize our sales efforts, know who to chase after.
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  So essentially, that is the reason why some businesses do
• 10:04
  lead scoring. I don't advocate for lead
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  scoring, but I will explain as we go on.
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  For now, let me put my bias to the side and let me just explain
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  the thing as it is. You will not make up your mind
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  whether lead scoring is a good idea or not.
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  And in case you haven't figured out the reason, the reason why
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  we're discussing lead scoring today is because I'm talking to
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  a client of mine who has a sales team and the sales team, they
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  are talking about doing lead scoring.
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  I've already told them it's a bad idea and I've already
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  explained everything. Well, it's a bad idea in their
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  own circumstance, in their own context.
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  And I'm going to explain today why for lots of you, especially
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  those of you in the SME space, remember I'm talking about small
• 10:49
  and medium scale enterprises. For those of you in the SM and E
• 10:54
  space, lead scoring is a bad idea, or at least it's a
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  distraction. Let's OK, let's not say it's a
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  bad idea, it's a distraction for now.
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  I repeat for those of you who are in the SME space, small and
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  medium scale enterprise. All right, so I've explained
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  what the lead is. I've said the reasons why we do
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  lead scoring so that we can prioritize our sales efforts.
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  And then also it helps us to make our lead nurturing smooth
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  because all those people that have low scores, you know,
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  205712, we put those people in lead nurturing sequences.
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  Now a lead nurture nurturing sequences.
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  When you take a group of people, you bunch them together and you
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  say, look, these ones, they can't afford to buy what we have
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  now or they can afford it. They're not interested or they
• 11:44
  might be work up us. So let's just put them somewhere
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  so that every two, two weeks, every 3-3 weeks, every one, one
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  month, they'll be receiving WhatsApp messages from us,
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  e-mail messages from us. Let us remain top of mind, let
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  them get educated, let them be gingered, let them be inspired
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  so that eventually they can move up on the scale.
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  So yeah, we're also able to do this more effectively by the
• 12:08
  time we start doing lead nurturing.
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  Now, the goal of all this, in case you haven't figured out, is
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  increased revenue. If you're able to prioritize
• 12:15
  your sales efforts and begin the Porsche, all those who scored
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  7689 and 99100 and then the other people, you just put them
• 12:23
  in lead notion. You don't waste your time.
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  Over time, money should be trickling in.
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  The people who are in lead nurturing.
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  The thing should be automated. And over time, you know those
• 12:33
  ones will become much more viable prospects.
• 12:35
  They pay attention to them. But excuse me, Either way, we
• 12:40
  increase our revenue over time. Now somebody's going to ask, how
• 12:45
  do you determine scores? How do you determine scores?
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  And this is how you do it. Essentially, the answer is data.
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  Data just means information. So you need information, you
• 13:02
  need demographic information. Demographic information is all
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  that simple stuff that they taught us back in primary school
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  in Nigeria. Age, height, sex, location,
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  occupation, what else? Salary level, you know, all
• 13:18
  those sorts of things. So all those statistics, this is
• 13:21
  what we call demographic data. Now, the reason why demographic
• 13:26
  data is important is because it helps us to match ICP.
• 13:31
  And ICP is the ideal customer profile.
• 13:33
  Now, no matter what it is that you sell, you'll find that
• 13:36
  there's an ideal customer profile.
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  The ideal customer profile are the people who really like your
• 13:39
  product or your service, the people who pay you well, the
• 13:42
  people, OK, well, me, I'm the one who's adding that extra
• 13:45
  whatever. But traditionally ICP is just
• 13:47
  the people who mostly buy what it is that you sell.
• 13:50
  Now for me and a couple of other people, we added that extra
• 13:54
  element that is not just a matter of people who
• 13:57
  traditionally like what it is that you sell or who need it,
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  but also, you know, people who pay you well, people who pay you
• 14:02
  on time, people you enjoy working with, you know, things
• 14:04
  like that. Because time is going to pass
• 14:07
  anyway. You're going to have to service
• 14:10
  the customer anyway. You might as well service people
• 14:13
  that at least you enjoy working with.
• 14:14
  And the financial returns are, you know, are sweet.
• 14:17
  That's the whole idea. So when you check all the people
• 14:23
  that have been paying you money over the last less you've been
• 14:25
  in business three years, by the time you look back all three
• 14:27
  years, you start noticing some things like, oh, it's mostly
• 14:30
  women that buy what I have, or oh, it's mostly men that buy
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  what I have. Or oh, they seem to be mostly
• 14:36
  from a certain tribe. Or oh, they seem to live.
• 14:39
  Most of them seem to live in Oshobo.
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  Or you know, oh, most of them happen to be lawyers or oh, most
• 14:47
  of them happen to be hairdressers or whatever.
• 14:50
  You start seeing some commonalities, all those
• 14:52
  commonalities that you see that we can describe in terms of what
• 14:55
  they taught us in primary school.
• 14:57
  Remember social studies when talk about demographics, age,
• 15:00
  location, sex, economic background, salary, address, you
• 15:05
  know, blah, blah, blah. All that is demographics.
• 15:08
  Now let us look at this is one example.
• 15:11
  Now, for instance, I'm currently working with someone who is in
• 15:14
  the business of providing content, affordable content to
• 15:18
  businesses. So content production, that's
• 15:20
  what the guy does. The guy set up an app that is
• 15:23
  supposed to and I don't mind me. See, I don't understand all this
• 15:26
  technical stuff. So and sometimes I don't need to
• 15:28
  know. I just want so long as I
• 15:30
  understand what the goal is, I can help you get there.
• 15:32
  So especially for those of you need tech space, I really don't
• 15:34
  need to understand, you know, the code and how your product
• 15:37
  works. All I know is somebody gives an
• 15:40
  idea, you do your thing. I look at the output and I'm
• 15:44
  like, oh, OK, the output is quite good.
• 15:46
  You know, however it is that the thing works.
• 15:49
  Quite frankly, I don't know. And as long as the thing works
• 15:54
  all the time, my job is to see how we can sell that thing.
• 15:58
  So now for people like that now who are in the content
• 16:01
  production space, demographic just means what are the job
• 16:05
  titles of the people who buy my stuff?
• 16:07
  Because that's demographic info. Is the person CEO?
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  Is the person entrepreneur? Is the person founder?
• 16:14
  Is the person chief marketing officer?
• 16:16
  Is the person social media manager?
• 16:19
  You know, it depends. What are the job titles?
• 16:23
  Is the person the sales manager? Is the person the head of sales
• 16:26
  division? Then you will also notice some
• 16:30
  similarities when it comes to company size.
• 16:32
  You might notice that OK, over the last year I've done business
• 16:35
  with 50 companies. Out of the 50 companies, it
• 16:39
  looks as if 80% of them are one man show.
• 16:41
  In that case, you now know that any company that is just Auger
• 16:47
  or maybe Orga and Secretary that might be a good that might match
• 16:53
  your ICP, your ideal customer profile.
• 16:55
  So these are the thing kind of things that you look for when it
• 16:57
  comes to demographic data and then you score people
• 17:00
  accordingly. So whenever anybody matches the
• 17:03
  demographic data, you begin the add, mark, add, mark, add, mark.
• 17:09
  The less that people match the demographic, demographic data,
• 17:13
  you begin the subtract, subtract, subtract.
• 17:17
  This is what determines how some people will be 0 and some people
• 17:20
  will be 98. Then remember what I said
• 17:24
  earlier that they lead is someone who has done something
• 17:27
  in the past to show that they might be interested.
• 17:30
  So the next kind of data you're going to get is behavioural
• 17:33
  data. What actions did the person take
• 17:36
  that shows their level of interest?
• 17:39
  The people that visited your site and downloaded content,
• 17:43
  then sent you an e-mail, then sent you Adm and then maybe give
• 17:48
  you a phone call. Of course you will rank those
• 17:50
  people high or like somebody that just looked at your e-mail.
• 17:54
  And so I looked at your website or Instagram and then sent you
• 17:58
  an e-mail, you know, so in theory, this is how we start
• 18:04
  ranking people demographic data. What information do we have on
• 18:07
  them? Then behavioral data, what are
• 18:10
  the kind of things that they did that shows they might be
• 18:13
  interested in our product or in our service?
• 18:17
  So summary, you will find that no matter how complicated lead
• 18:21
  scoring is, you will see now this is what people are doing
• 18:24
  when they lead score. You either use demographic data
• 18:27
  or use behavioral data. How much do they match our ideal
• 18:31
  customer profile? What kind of activities, what
• 18:35
  kind of behaviour do they engage in to show that they might be
• 18:38
  interested? So based on that, we'll now know
• 18:40
  whether we'll rank somebody zero or five or whether we'll rank
• 18:43
  somebody 76 or 92. So the question for today, is
• 18:51
  this a good idea for people in the SME space?
• 18:55
  If you have just created this app, you're just starting this
• 19:00
  business, is this a good idea for you to be doing lead scoring
• 19:06
  if you sell solar products, but you know, you're not one of
• 19:11
  these companies that are OK, like Xenox, for instance, Xenox
• 19:17
  the OR is it Xenox? I'm not sure what it's called.
• 19:20
  The Nigerian company back when I was in uni, they had launched
• 19:23
  Nigeria's first laptops, Nigeria's first laptops, you
• 19:27
  know, design produced in, in Niger.
• 19:31
  I don't know if the other people who produce laptops now, but
• 19:33
  anyway, Xenox or Xenox, they've now started producing solar
• 19:38
  equipment as well. And of course, you know, Xenox
• 19:41
  or Xenox, you know, they're, they're national everywhere.
• 19:43
  You know, Lagos, Abuja, ABBA, ABBA, Kaliki port are called
• 19:47
  Kanu, Kaduna. So they're everywhere.
• 19:50
  So I'm not talking about Xenox. Now, let's say you started your
• 19:55
  solar company. It's you, your brother, and then
• 19:57
  you have two salespeople. Is lead scoring a good idea?
• 20:02
  And the answer is this. For corporations, maybe it's a
• 20:06
  good idea because for corporations, for big companies,
• 20:09
  for Xanax, Now, maybe it's a good idea because everything is
• 20:12
  formalized, everything is all roboticized, everything is
• 20:15
  automated. So yeah, it might be a good idea
• 20:17
  because you have plenty and plenty and plenty of sales
• 20:19
  teams. So you need to look for a metric
• 20:22
  leading way to manage your sales team.
• 20:24
  So you can have a meeting in the morning and say, Oh yeah, my 100
• 20:28
  sales people from #1 to 2, all of you pay attention to the
• 20:33
  leads that are ranked 46 to 52 from numbers, you know this to
• 20:39
  this pay attention to, you know. So yeah, the certain scale, you
• 20:43
  know, you, you need lead scoring to share, manage operations and
• 20:48
  manage your sales team. But remember, I'm not talking
• 20:51
  about big corporations now. I'm talking about people in SME
• 20:54
  space. You have created this app.
• 20:56
  It is you and five or six salespeople, OK, you one or two
• 21:01
  developers because you need to make sure that this app don't
• 21:03
  crash. Then the people on the sales
• 21:05
  team are like, you know, two or three shower all of you when I
• 21:08
  know past 10. Is this a good idea for you for
• 21:13
  the small and medium scale enterprises lead scoring?
• 21:16
  Yeah, maybe not. Maybe it's not such a good idea
• 21:20
  because when you do lead scoring and you are an SME, you are
• 21:24
  wasting too much time in mind reading people.
• 21:27
  You're wasting too much time in guessing things because at the
• 21:32
  at the SME level, all of this is just guesswork.
• 21:35
  You guys have a sheet of paper and then you're guessing and
• 21:37
  you're guessing. The alternative is this.
• 21:40
  Instead of guessing at what a lead score is, talk to your
• 21:45
  customers and stop this guesswork.
• 21:48
  When you talk to them, you will know who is a serious person to
• 21:52
  invest time with and who is not. Remember what I said?
• 21:56
  I'm talking about SME's. Now, if you're a big
• 21:59
  corporation, then you know, by all means, by all means, because
• 22:04
  you will hear about lead scoring and you hear about companies
• 22:07
  like HubSpot, for instance, who sell CRMS and how they are doing
• 22:11
  lead scoring to determine who it is that they pursue, who they
• 22:14
  chase, you know, But that is HubSpot International
• 22:16
  conglomerate, you know, hundreds and hundreds of sales teams.
• 22:19
  Those ones, excuse me, they get contacts in the thousands and
• 22:22
  thousands and thousands. So in that case, more now the,
• 22:27
  you know, automate and whatever, but SME, you are your boys.
• 22:33
  You will just gather some resources.
• 22:34
  You're in space, you understand doing lead scoring, you're
• 22:37
  wasting your time, you're doing guesswork.
• 22:39
  Go and talk to your customers. Now, the alternative way to try
• 22:45
  and sort out, to try and rank who is a serious person, who
• 22:49
  should I be spending time with? So excuse me, I keep talking
• 22:52
  about the time and time on the podcast and I've spoken about
• 22:54
  qualification frameworks. Now, qualification framework is
• 22:58
  any framework, any outline, any guide, any philosophy, any
• 23:03
  worldview, any whatever that helps to guide you when you're
• 23:06
  having conversations with people to try and figure out, am I
• 23:10
  talking to the right person? Are they interested in my
• 23:12
  product or service? Can they afford what it is that
• 23:14
  I have? Do they have a serious problem
• 23:17
  or they have a serious problem? Do I have the skill set or the
• 23:19
  inventory to meet that problem? That essentially is what
• 23:24
  qualification is about. If you use qualification
• 23:28
  frameworks, you're going to be able to prioritize conversation.
• 23:30
  Sorry, I say conversations or forgive me, you know, sometimes
• 23:34
  you know why you're just rocking on the mic.
• 23:36
  You know, life like that, you know, once in a while talk to
• 23:38
  Easter. So conversations I have, so I
• 23:41
  need to say so you don't know how to prioritize conversations
• 23:45
  where you have the most answers. In other words, every
• 23:49
  qualification framework that you have is what you require you to
• 23:53
  look for certain things or to ask for certain things based on
• 23:58
  the responses that you have from those questions when you're
• 24:01
  talking to potential customers, you will now know, is this
• 24:04
  person serious? Is this person to walk up us?
• 24:07
  Is this person a High Roller or is this person broke?
• 24:10
  OK, this person is a High Roller but is he merely curious or does
• 24:14
  he have a serious problem? Does she have a serious problem?
• 24:17
  So I have spoken about lots of qualification frameworks, but 2
• 24:20
  popular ones that I've spoken about on the podcast are spin
• 24:23
  and then band One Then I won't need and afford.
• 24:27
  I repeat, I've spoken about 3 a lot on the podcast.
• 24:29
  The spin, this band, then this one need afford.
• 24:32
  Now let me clarify something. Excuse me.
• 24:38
  The reason why I speak about these 3 is not because they're
• 24:40
  the best. It's not because they're the
• 24:42
  ultimate. There are many qualification
• 24:44
  frameworks then plenty many. If you go and search on the
• 24:48
  Internet, don't be surprised if you come up with a list of maybe
• 24:51
  1520. The reason why I talk about
• 24:54
  these ones is because they're simple.
• 24:56
  If you notice all of them for four letters spin S PIN4 letters
• 25:01
  for requirements bands BAN T4 letters for requirements want
• 25:06
  need afford urgency only four criteria 4 things that one is
• 25:10
  simple. These are things that you can
• 25:13
  remember so that even if you're sleeping and your son comma
• 25:17
  wakes you up and say daddy daddy, daddy what is want?
• 25:20
  What is a sorry? What is a band qualification
• 25:22
  framework? In your drowsy state, you will
• 25:24
  explain it 100% in your sleep and then in your drowsiness and
• 25:29
  then go back to sleep. It's something you can know and
• 25:30
  you can internalize. Now remember what I say.
• 25:34
  Simple means easy to remember. Easy to remember means easy to
• 25:38
  do. Easy to do means easy to improve
• 25:42
  upon over time. Please remember because people
• 25:47
  like looking for, you know, you want to find a qualification
• 25:50
  framework that has, you know, 12 objectives.
• 25:55
  Each objective has like, you know, 3 or 4 intermediate steps.
• 26:01
  You know, essentially you're supposed to be running the sales
• 26:03
  play and paying attention to 4849 steps.
• 26:06
  Like Oh my, what is that? Now when you become a big boy in
• 26:11
  selling or a big girl in selling and you've mastered some things,
• 26:14
  yes, mastering complicated mental frameworks is not a
• 26:18
  problem. Why?
• 26:19
  In the beginning, please just pick all these small, small
• 26:21
  ones. 33 letters, 4/4 letters is OK.
• 26:24
  You remember it because you remember it.
• 26:26
  You will do it because you will do it.
• 26:28
  You'll be able to improve over time because you'll be able to
• 26:31
  improve. You'll be able to get better
• 26:32
  results. When you get better results
• 26:34
  means you're making more money. So please in the beginning, keep
• 26:37
  it simple. So again, we have SPIN, we have
• 26:41
  bands, and then we have want, need and afford.
• 26:43
  Now let's look at speed. SPIN is an acronym, and the
• 26:49
  acronym is for the main things that we should be looking out
• 26:51
  for when we're having conversations with people.
• 26:53
  Because remember, a qualifications framework is just
• 26:59
  a framework for arranging your conversation.
• 27:03
  When you're talking to somebody, what kind of conversation should
• 27:05
  you be having? What kind of questions should
• 27:08
  you be asking? What kind of information should
• 27:10
  you be eliciting from these people?
• 27:12
  So that is what the conversation framework is.
• 27:14
  So now SPIN situation, problem implication and need payoff
• 27:21
  again, SPIN situation questions, problem questions, implication
• 27:28
  questions, need pay off questions.
• 27:30
  Don't worry if I'm running too fast for you.
• 27:33
  All you have to do by the time you're done with this particular
• 27:35
  episode is either rewind and listen again or just go to
• 27:38
  ChatGPT or Perplexity or whichever AI tool you like and
• 27:42
  just type in. I am a Nigerian petrochemical
• 27:46
  engineer. This is the product that I am
• 27:49
  selling and I'm trying to target people in so, so, so and so
• 27:52
  industries. I have heard on the podcast
• 27:55
  about the spin qualification framework.
• 27:58
  How does spin qualification framework apply to the Petro
• 28:02
  chemical industry in Nigeria? How should it guide my
• 28:06
  conversations and what kind of questions should I be asking
• 28:10
  when I'm having a conversation with potential customers?
• 28:13
  So that is the prompt that you will use then ChatGPT
• 28:17
  perplexity, Google, Gemini, whatever it is we're now
• 28:21
  explaining for you, you write everything out.
• 28:24
  This is what situation question is.
• 28:27
  These are examples of situation questions you think you will
• 28:31
  even ask you. Do you want some more ideas
• 28:33
  about situation questions? So don't worry, just understand
• 28:37
  first the spirit, the principle behind what it is that I'm
• 28:42
  saying. So spin situation questions,
• 28:45
  problem questions, implication questions, need pay off
• 28:48
  questions now situational questions back to this idea of
• 28:52
  somebody. And by the way, the reason why
• 28:54
  I'm doing that is because this is what I'm currently working
• 28:57
  on. Now, like I said, the guy has
• 28:59
  this app, they produce content to produce it for at affordable
• 29:03
  rates. They have packages between
• 29:04
  30,000 and 99,000. That's for the whole month
• 29:07
  though, not for one post. So when I say affordable, I mean
• 29:10
  affordable. And we're trying to figure out
• 29:13
  how best he can sell and how best he can approach the market.
• 29:16
  So the reason why I'm looking at this now, using him as an
• 29:19
  example, is because these are precisely the kinds of questions
• 29:22
  that we are working on every day.
• 29:26
  So situational questions. That is where my guy who has the
• 29:33
  app is supposed to be asking people.
• 29:34
  Are you struggling with visibility online?
• 29:38
  Are you struggling with engagement on your social media?
• 29:41
  Basically situational question just means what's up, what's
• 29:45
  happening? What's the 411?
• 29:47
  What's going on within the Apple?
• 29:50
  That's just what situational questions mean.
• 29:53
  You're a tailor or your fashion designer.
• 29:55
  Somebody comes and says, I want you to design peplum and you
• 29:59
  say, oh sure, no problem, we can design mommy, no problem, we can
• 30:02
  design peplum. But mommy, what's happening?
• 30:05
  Is it by day or is it marriage anniversary or is your daughter
• 30:11
  getting married? Those questions.
• 30:14
  Is it by day or is it wedding anniversary or is it daughter,
• 30:19
  your daughter getting married? Those are situational questions.
• 30:22
  What's going on? What's happening?
• 30:24
  What's the four on one waiting to happen?
• 30:27
  How can I help you? Well, mommy, why are you here
• 30:30
  today? Those are situational questions.
• 30:33
  You're trying to figure out what's going on.
• 30:35
  So now my guy who has this app, who is into content production
• 30:39
  affordably and reliably situational questions is where
• 30:42
  he's asking questions like that. Are you struggling with
• 30:44
  visibility? Are you struggling with
• 30:45
  engagement? No problem questions.
• 30:48
  That is where you dig in to find the nature of the problem.
• 30:52
  So if they're struggling, this is where you ask them, you know,
• 30:55
  straight up, oh, OK, you're struggling.
• 30:57
  But the problem is you're only producing one piece of content a
• 31:00
  week bar is that it? You're you're hindered by speed.
• 31:03
  You see, you're narrowing down the problem now then implication
• 31:08
  of questions where you ask them the question like OK, we don't
• 31:11
  solve this problem. What's the worst that can
• 31:13
  happen? You need to ask because this is
• 31:16
  the part that will let you know whether this person is serious
• 31:19
  or just they walk up us. So if you say, oh, you want to
• 31:22
  produce 1 content a week and it's one piece of content a
• 31:25
  week, OK, yeah, that sounds like a problem.
• 31:27
  But you know, to be honest, you're already putting out four
• 31:30
  things a month. So if you're not able to solve
• 31:32
  this content problem, like what's the worst that is going
• 31:35
  to happen If the person says the worst that's going to happen.
• 31:38
  I told you, I'm already suffering.
• 31:39
  I'm getting ready to suck my stuff by December.
• 31:42
  They asked me what's going to happen.
• 31:45
  Now, that kind of person, you know, might be serious because
• 31:49
  for them, as far as the guy is concerned, if I don't start
• 31:51
  producing more than two, three, 4-5 pieces of content in a week,
• 31:55
  I might have to start sucking people Is the same thing.
• 31:58
  You have a fashion designer? Well, yeah, sure, no problem.
• 32:01
  When we can produce peplum is not that bad.
• 32:03
  But Mommy, do you have any Plan B?
• 32:05
  You know, in case it's popular. My dad didn't work, so.
• 32:07
  Oh yes, my sister-in-law brought me a something something
• 32:11
  Givenchy gown from Paris something, something, blah,
• 32:13
  blah, blah, blah. OK, Mommy, you know, OK, Mommy
• 32:15
  has a Plan B. Maybe, maybe it's not as
• 32:19
  serious. Mommy has options.
• 32:22
  My mommy answers you and says what are you asking me for this
• 32:26
  wedding that I told you is in two weeks?
• 32:29
  Say look bimpy, bimpy, don't disappoint me.
• 32:32
  In fact, I need this thing ready by next week, Tuesday.
• 32:37
  I want to come and do testing by Tuesday so that if there's any
• 32:40
  alteration will be done before Friday.
• 32:42
  When somebody's talking like that, because you're asking them
• 32:44
  implication question, you now know that this person is
• 32:49
  serious. The thing is peppering them.
• 32:51
  That's open of implication questions.
• 32:53
  By the way, lots of Nigerian people, business people, this is
• 32:57
  where we mess up. We don't ask implication
• 32:59
  questions. Somebody calls you up.
• 33:01
  Oh, boy. Alpha, I'm good.
• 33:02
  You design websites? Of course.
• 33:04
  Now, of course, we're doing this for like 5 years so far.
• 33:07
  What? Error rates?
• 33:07
  That's no problem. Now it depends.
• 33:09
  I can design for 1:50. There's designs for 3:50.
• 33:12
  There's designs for 5:50. OK, Well, I send me proposal.
• 33:17
  No problem. Should I send it to your
• 33:18
  WhatsApp? Yeah, I'll send it to your
• 33:20
  WhatsApp. You now send it the person who
• 33:22
  goes to you. You now say the person is all
• 33:23
  serious. You didn't ask any questions.
• 33:26
  Really. You didn't.
• 33:28
  You didn't ask situation questions.
• 33:30
  You didn't ask problem questions.
• 33:31
  You didn't ask implication questions.
• 33:33
  You didn't ask any question. Oh, yeah, sure.
• 33:35
  We can design websites. What do you need the website
• 33:37
  for? Oh, OK.
• 33:39
  All right. No problem.
• 33:40
  OK, so that means you're more like in the retail space.
• 33:43
  Oh, sorry. Forgive me.
• 33:44
  OK. You're actually doing
• 33:44
  e-commerce. Since you're doing e-commerce,
• 33:48
  you know, your website has to be robust because we need plenty of
• 33:51
  back end things to work well so that you can people can add to
• 33:55
  queue, you can process payments. Oh, by the way, who's your
• 33:58
  payment processor? OK, it's PayPal that you're
• 34:01
  using. OK, and no problem, no problem.
• 34:04
  See, you're asking questions, you're asking questions in your
• 34:09
  mind. You're not getting a sense of
• 34:10
  what kind of website are you going to design instead of just
• 34:13
  sending somebody. It was called the price list
• 34:19
  websites. 100K to 150, then Class B is 250 to 3:50, then
• 34:25
  Class C is 350 to 800. Engage people in conversations,
• 34:31
  please. That my Nigerian brothers and
• 34:32
  sisters. Engage someone in the
• 34:34
  conversation. Ask them what's up, what's going
• 34:36
  on, what's the 411? That's the spirit of the
• 34:40
  conversation. If you don't know which question
• 34:44
  to ask, just start with. Oh, how can I help you today?
• 34:47
  I know some of you think they're stupid.
• 34:49
  You're a Carpenter. Somebody comes to your shop.
• 34:51
  You're asking how can I help you today?
• 34:52
  It sounds stupid, Abby, but don't worry.
• 34:55
  Just try it with patience. Just try it.
• 34:59
  Say hello, Olga. Carpenter.
• 35:02
  Maybe Carpenter. Oh, yes, yes, yes, I'm the
• 35:04
  Carpenter. So, Madame, how can I help you
• 35:06
  today? And then just be like that.
• 35:08
  But I will now start talking situational questions.
• 35:12
  You're trying to understand what kind of thing that is going on.
• 35:16
  Problem question. What's the problem that they're
• 35:18
  trying to solve? If somebody's asking that you're
• 35:21
  all the table you make should be mahogany or should be Euroco,
• 35:24
  there's a reason why they want it to be Euroco or mahogany.
• 35:28
  Ask. Don't just say, Oh yes, if it's
• 35:30
  mahogany wood, it is this amount.
• 35:32
  If it is Euroco wood, it is this amount.
• 35:34
  If it's ordinary ply wood is this amount ask then you also
• 35:40
  need to lead in the implication questions.
• 35:43
  OK, Madame, we can do it, but I would like this thing will be
• 35:47
  expensive small sure, just in case it's too expensive.
• 35:50
  I don't it's not something that even do self like what's going
• 35:53
  to happen. You know my says, if you can't
• 35:55
  walk out work carry my old dining table.
• 35:57
  Now problem solved. In that case, as you're
• 35:59
  following this woman to young, you know that this is not
• 36:03
  something that is really, really choking her.
• 36:05
  But she says that, look, this thing has to be ready.
• 36:08
  It has to be set. I'm moving into my new house.
• 36:11
  We're going to do house warming, and I want a befitting dining
• 36:14
  table in my dining area. OK, It sounded like there's
• 36:18
  something here. OK, 36 minutes, so let me move
• 36:21
  on. Well, basically you've seen that
• 36:23
  that is spin. I say yes, spin qualification
• 36:27
  frameworks now need pay off questions.
• 36:32
  That's when you just ask people about the kind of results that
• 36:35
  they are looking for now when you have those kinds of
• 36:39
  questions. So back to my guy who is
• 36:41
  designing this, the app now, for instance, that creates contents
• 36:46
  now, So excuse me. So if you ask questions, if you
• 36:50
  ask them questions around the kind of positioning that they're
• 36:53
  looking for, the kind of branding that they're looking
• 36:55
  for and whether they're hoping to get increased leads from
• 36:59
  engagement, you know, with the content, you know, all that is
• 37:02
  need payoff questions. So now listen carefully.
• 37:06
  Remember in the beginning who are saying lead scoring, you
• 37:09
  just simply give people a score 05179672.
• 37:17
  But what I'm proposing now is since you are an SME, talk to
• 37:19
  somebody if you're able to ask situation questions.
• 37:23
  Also, let me check the time because I'm supposed to be
• 37:25
  cutting out somewhere soon. OK, so if you ask situation
• 37:29
  questions, are you able to get some information?
• 37:31
  You understand the situation, that's good.
• 37:33
  If you understand the problem, that's good.
• 37:36
  If they say it has serious implications, that's good.
• 37:38
  If they will say that there's need payoff, that's good.
• 37:41
  Then we now know that is a serious person.
• 37:43
  But if you talk to somebody, you understand the situation looks
• 37:46
  like they have a problem, but really is not that big of a
• 37:50
  deal. And whether you do it or they
• 37:51
  don't do it, you know they're fine.
• 37:53
  Does it sound like somebody should be wasting time with So
• 37:59
  if you're someone who likes the spin qualification framework
• 38:01
  SPIN, then this is how you prioritise your leads.
• 38:04
  Talk to somebody. If you understand the S, then
• 38:09
  give it a tick mark. If you understand the P, give it
• 38:11
  a tick mark. If you understand the I, give it
• 38:14
  a tick mark. If you understand the N, give it
• 38:15
  a tick mark. If you can't take everything
• 38:18
  good means you have a serious customer on your hands.
• 38:21
  The same thing with banned. Banned is budget authority, need
• 38:25
  and timeline. Again, banned is budget
• 38:28
  authority, need and timeline. But it just means when you ask
• 38:33
  people questions about what they are willing to spend
• 38:36
  realistically. So in this case, like I told
• 38:38
  you, my guy has different products, different service,
• 38:42
  ranges between 30K and 99-K for the month.
• 38:46
  So it's something that you should be asking people early.
• 38:48
  Oh, OK. Yeah, it looks like you have a
• 38:50
  content problem to spend. I'm just curious how much have
• 38:53
  you allocated for this? You know, because we have
• 38:55
  packages between 30 and 99 K. It's not an investment that
• 38:58
  you're willing to make. If you ask how the person say
• 39:01
  hey 30K how am IA millionaire in your mind you know OK this
• 39:06
  person has unrealistic price expectations that 30K to produce
• 39:09
  content for the month is cheap because 30K for the month means
• 39:14
  the person is producing content at what's that now 30K that's
• 39:20
  divided by 4 that's 215 now 7575 I'll be now 7500 nap per week.
• 39:27
  That kind of person should you be wasting time talking to that
• 39:29
  person? You can see how I'm saying that
• 39:32
  wasting your time doing lead scoring at the SME space is a
• 39:35
  waste of time. Instead of just having a simple
• 39:38
  conversation with somebody using qualification framework, he will
• 39:41
  let you know what's up. In this case, if somebody says
• 39:43
  30K, am I a millionaire? You don't know that this person
• 39:45
  has a realistic price expectations.
• 39:47
  This person is not willing to invest 7509 a week to solve
• 39:50
  content. Weave this person, leave this
• 39:52
  person, put this person in lead notion, then authority.
• 39:57
  Authority just means are you talking to someone who has the
• 40:01
  ability to make the decision? If you're talking to the
• 40:04
  secretary, you're wasting your time.
• 40:06
  If the secretary cannot authorize, cannot cut you a
• 40:10
  cheque, cannot make the transfer, so that you start this
• 40:12
  thing. But if you're talking to the
• 40:15
  head of sales or if you're talking to the head of
• 40:18
  marketing, or if you're talking to chief revenue officer or
• 40:22
  you're talking to CEO or you're talking to whoever it is, but it
• 40:29
  looks like this person can make the decision, you're not talking
• 40:32
  to the right person. Invest on time now need.
• 40:38
  That is the same thing as you know, problems.
• 40:41
  If they admit that they have a problem with content on an SEO,
• 40:44
  good, continue the conversation. If they say Oh no we only
• 40:47
  produce 1 post a week and we're absolutely fine, we are totally
• 40:50
  fine with one piece of content a week, why waste time with them?
• 40:55
  Wrong person to talk to. There is no need, there is no
• 40:58
  problem. They're good.
• 40:59
  They are chilling timelines, timelines in Bant.
• 41:04
  BANT timelines just means you're trying to get a sense of
• 41:07
  people's timelines. When are they ready to take
• 41:11
  action? Is there any sense of urgency
• 41:13
  here? It's also another mistake that
• 41:15
  lots of Nigerian business people make.
• 41:17
  But luckily for me, since I started in the wedding space,
• 41:20
  this is one thing that we learned quick in the weddings
• 41:22
  and the event space. We ask that if I is one of the
• 41:26
  first questions we ask, oh, congratulations, you just
• 41:29
  proposed blah, blah, blah. When's the wedding date?
• 41:32
  We ask it, people think we're being nice, we're being
• 41:34
  personable. It's not just that we're asking
• 41:36
  because we want to know, should I be wasting time with you?
• 41:39
  If somebody says, oh, the wedding is going to be two years
• 41:41
  from now, Why? Why will I be wasting my time
• 41:44
  pursuing you on a daily basis? The wedding is in two years.
• 41:50
  If somebody says, oh, the family met was so enthusiastic or the
• 41:55
  wedding is in, you know, the wedding is is in March or maybe
• 41:59
  having this conversation in January.
• 42:01
  Now you can be following this girl up sharply because weddings
• 42:05
  in two months. So that's why I'm lucky that I
• 42:11
  started off in events. So timelines, in fact, if you're
• 42:15
  not married yet or you're trying to plan some event when your
• 42:18
  wedding, I'm telling you now I'm giving you the Expo.
• 42:21
  If your planner is asking you about dates and all whatnot,
• 42:24
  she's not just being nice and conversational.
• 42:26
  She's trying to figure out should I be wasting time with
• 42:28
  this guy or not? If your timelines are far, far,
• 42:32
  far, far, far, she will continue to talk to you, all right.
• 42:36
  But she'll be putting much more attention and focusing much more
• 42:40
  on people whose matter is now, now, now, now, now.
• 42:44
  So finally to ask questions about timelines as well in your
• 42:48
  business. So for someone who is in this
• 42:50
  kind of business of creating, producing content should be
• 42:53
  asking people. So when would you like us to
• 42:56
  start? Are you looking at putting out
• 42:58
  any campaigns within the next month, within the next two
• 43:00
  months? If somebody says six months from
• 43:02
  now, no problem. Be talking to the person, but
• 43:05
  don't be following up with that person every day, every day.
• 43:08
  If somebody says where can we start?
• 43:11
  If possible, I want us to start today and you know, follow up
• 43:17
  with that person that is motivated.
• 43:20
  Don't take action then want, need, afford and then urgency.
• 43:25
  Want it just means is there a need for a product or service?
• 43:29
  Sorry, how will I put it? OK, well, won't I need that?
• 43:31
  The same thing basically, there's something that Brian
• 43:32
  Tracy used to say wants, need and afford me.
• 43:35
  I just put urgency there. So basically, do they want, do
• 43:39
  they need it? You also have to have the money
• 43:42
  conversations, you know, can they afford it?
• 43:45
  And then urgency, when are they looking at starting?
• 43:47
  You have to ask. If you have answers for all
• 43:50
  these questions, then spend time with these people.
• 43:53
  If you don't have answers to any of these questions, this person
• 43:56
  is not worth spending time with. So ask them.
• 44:01
  Or if I look at your Instagram handle, are you guys thinking
• 44:04
  about reviving your content strategy anytime soon?
• 44:06
  Ask them. If they say yes, cool you have
• 44:09
  answers now, then dig in, figure out if there's a problem or it
• 44:14
  feels like you guys are losing money because you don't have
• 44:17
  lots of engagements and enquiries.
• 44:18
  If the person says my brother we are losing money, continue
• 44:22
  talking with them then afford. That's why you say it again.
• 44:27
  OK, I think I have a fair grasp of what's going on.
• 44:30
  But like I said earlier, our packages are anything between
• 44:32
  30K and 99,000 naira for the month.
• 44:36
  Is that an investment you're willing to make?
• 44:40
  Ask them based on the answer that they will give you.
• 44:43
  You now know this person. Should I be following up with
• 44:46
  them sharp, sharp, or should I just put them on the wayside?
• 44:50
  You know, call them once a month.
• 44:53
  So this is what I mean. If you're a small and medium
• 44:59
  scale person, instead of sitting down and trying to do
• 45:01
  mathematics in your head and coming up with complex
• 45:04
  algorithms and trying to figure out who do I score to, who do I
• 45:08
  score 8? Who do I score 92 or who do I
• 45:12
  score 37? Because believe me, it is.
• 45:15
  It's plenty of math work. Why not just pick up a phone and
• 45:19
  call somebody or go to the person's office and have a
• 45:23
  conversation? Based on the convo, so long as
• 45:26
  you have a qualification framework that you're following,
• 45:30
  you will now know who you're supposed to double up on, apply
• 45:36
  pressure on close mark, follow up, sharp, sharp, every week,
• 45:41
  every two, two days. You will know.
• 45:43
  And then you also know that, OK, you know what these are largely
• 45:48
  allowed to get by a large is rich, but you know based on all
• 45:53
  these things are largely and again, no to our problem, maybe
• 45:57
  I just call him every one week at those great time, you know,
• 46:01
  just keep up appearances. So that's how you know, and
• 46:05
  that's one of reasons why qualification frameworks are
• 46:07
  important. They help us to determine how
• 46:10
  we're going to prioritize our sales.
• 46:11
  Who should we be chasing now? Who should we be going to their
• 46:15
  house every day? Who should we be going to their
• 46:18
  office every two, two weeks? Who should I be calling every
• 46:22
  six, six hours or who should I be calling every 6-6 days?
• 46:25
  This is how you get the answer to your questions.
• 46:27
  Do you have a qualification or framework?
• 46:29
  Are you using this framework? Are you guiding your
• 46:31
  conversations based on the framework that you're using?
• 46:34
  What are the answers to the questions that you have?
• 46:36
  That is how you know whether you have a strong lead or you just
• 46:41
  have an empty contact. So summary, OK, sorry this is
• 46:46
  almost one hour summary Now what I'm trying to say is stop all
• 46:50
  these academic exercises and doing number crunching.
• 46:53
  Stop it. For those of you that SM ES, go
• 46:56
  and talk to your customers, qualify them, have conversations
• 46:59
  with them, engage with them. When you have plenty of answers,
• 47:04
  it is simple. That is a good contact.
• 47:06
  Continue. When you don't have any answers,
• 47:10
  you're wasting your time. Let this thing go.
• 47:17
  So what I'm trying to say is don't get distracted from
• 47:23
  talking to your customers. Basically, if you're in the SME
• 47:27
  space, anything that you're seeing online that is
• 47:29
  distracting you from talking to customers is wasting your time.
• 47:32
  I repeat, there are lots of fancy ideas that we see on the
• 47:36
  Internet and lead scoring is one of them.
• 47:38
  The idea is beautiful in principle and it's OK for, you
• 47:42
  know, conglomerates, for big, big corporations.
• 47:45
  But for those of us, those of us in the SME space, any fancy idea
• 47:50
  you hear on the Internet, You, you, you hear on the podcast,
• 47:53
  you see in a blog or something. If The thing is not encouraging
• 47:56
  you to talk to more customers or talk to your current customers
• 48:00
  more, The thing is wasting your time.
• 48:04
  Only pay attention to things that teach you how to talk to
• 48:08
  customers, how to talk to more customers, the customers that
• 48:12
  you're talking to, how to have more efficient conversations
• 48:14
  with them. That is what you should be
• 48:16
  paying attention to now in the SME space.
• 48:18
  Now, when you don't blow like Xinox, are you a multinational
• 48:23
  business? Customers in Nigeria, customers
• 48:27
  in Bennett, public customers in Togo.
• 48:33
  When you now reach that level ahead, you cannot be doing lead
• 48:36
  scoring. Until then, please don't waste
• 48:38
  your time with all these fancy ideas.
• 48:40
  Talk to your customers, please talk to your customers, talk to
• 48:45
  more customers and talk to them well be having efficient
• 48:48
  conversations. I repeat, this is your focus for
• 48:52
  now. Any other fancy idea excuse me
• 48:55
  is a distraction. When you escape this SME stage,
• 49:00
  they start doing all that fancy stuff.
• 49:03
  But until then, please my brothers and sisters, leave all
• 49:06
  this fancy stuff alone, please And please, this is for people
• 49:12
  in the SME space. So nobody should come and send
• 49:15
  me a message that I'm leading people astray.
• 49:17
  I'm telling them to go exactly where they need to be.
• 49:20
  Lead scoring is good for some businesses.
• 49:24
  So NBC, Nigerian bottling company, they sell Coca-Cola and
• 49:29
  Spriter. Not what?
• 49:29
  Not if they want to do lead scoring to determine which of
• 49:35
  the distributors that they should be paying more time with.
• 49:40
  They can do it. It's NBC.
• 49:43
  You are not at that level yet. If you're in the neighborhood,
• 49:46
  If you are the neighborhood store, don't be doing lead
• 49:49
  scoring. Talk to all your customers.
• 49:52
  Based on the conversations, you will now know which of the
• 49:54
  customers you should be calling up more, which of the hotels you
• 49:56
  should be supplying more. It is from one-on-one
• 49:59
  conversations anyway. I've spoken too much is ready
• 50:01
  one hour. Let me just bring it to a close.
• 50:03
  So that's it. And that's all for today.
• 50:05
  Remember, if you'd love to connect, you can call, send me a
• 50:07
  text message or WhatsApp message on 08064662140.
• 50:13
  Thanks for your time and attention.
• 50:14
  I'll catch you next time. Same place in your headphones or
• 50:17
  in your speakers.