Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Turn Speaking Engagements Into Business Growth

Transcript

How to Turn Speaking Engagements Into Business Growth · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Before we begin, the usual
• 0:05
  apologies, The kids are home, there's going to be some noise.
• 0:08
  And then my neighbour is also doing that.
• 0:11
  That grass, that lawn, what's it called?
• 0:14
  Lawn trimming, whatever thing, you know, nothing with the long
• 0:18
  stick that just hacks up the grass.
• 0:20
  So nothing makes a lot of noise. And anyway, so those are some of
• 0:25
  the interruptions that we can expect to hear bleeding in
• 0:27
  through the microphone today. Now, today, we're not going to
• 0:31
  tackle a listener question or an audience question.
• 0:34
  I'm still running through a list of things that I think are
• 0:36
  important and that we ought to pay attention to.
• 0:39
  So we've gone through the content stuff.
• 0:44
  If you're new listening to the podcast and you want to hear
• 0:47
  things around content marketing, content marketing strategy,
• 0:50
  let's see what else copywriting, direct response marketing, you
• 0:55
  know, things that you can do today and you hope to starting
• 0:58
  business results, you know, next week, next month.
• 1:00
  Then look at the episodes that I recorded, I'd say a week ago,
• 1:07
  I'll say now should be about a week.
• 1:09
  So just look back four or five days and you will get some some
• 1:12
  of that good stuff. So today I want to look at how
• 1:15
  we can host events and use that to grow our e-mail list and our
• 1:19
  contact list. How to either host the events or
• 1:22
  to take part in the event the in the events and use that to grow
• 1:26
  your e-mail list and your contact list.
• 1:28
  So why is this something that we ought to be talking about over
• 1:31
  here on the podcast? And that's because looking for
• 1:35
  people to talk to actually is our primary reason for being in
• 1:38
  business. That's our primary function
• 1:41
  rather for the primary function in the business because some
• 1:46
  people when you're coming into business, you think that you're
• 1:50
  primary reason for getting into business or your primary
• 1:53
  function is the thing that got you passionate about it in the
• 1:55
  1st place. So for those of us who started
• 1:58
  off as wedding photographers, we assume that the primary thing
• 2:00
  was supposed to be doing in the business is taking the
• 2:03
  photographs. Or for those of you who love
• 2:05
  coding, we assume that the primary thing you ought to be
• 2:08
  doing in the business is to do the coding.
• 2:11
  But actually the primary thing is supposed to be doing in the
• 2:14
  business is to look for people to talk to, to get them to know
• 2:17
  you like you, trust you know who you are, know what you do know,
• 2:20
  how your product, your service, your code, your photography or
• 2:23
  whatever can help them. Because if we don't do that hard
• 2:27
  work and talk to these people, nobody's going to pay US money.
• 2:31
  If nobody pays US money, then we have no reason for being in
• 2:34
  business. And that is the reasoning that
• 2:37
  shows why actually looking for people to talk to is the primary
• 2:41
  thing that we have to do in our business.
• 2:43
  So please change your focus. Yes, you like cakes or the
• 2:47
  primary thing you're supposed to do in your business is not bake
• 2:50
  cakes. The primary thing actually is to
• 2:53
  wake up on a Monday. Look for people to talk to, wake
• 2:55
  up on a Wednesday, look for people to talk to, wake up on a
• 2:58
  Friday, look for people to talk to or whatever cadence it is
• 3:01
  that you fancy. But please don't let it be once
• 3:03
  a month. Don't just wake up and think
• 3:05
  once in a month, I'm going to go out and do this and do this and
• 3:08
  do this. And it's going to give me enough
• 3:09
  people to talk to that will sustain my business for the
• 3:11
  whole year. So pick a cadence that works for
• 3:14
  you monthly. I don't think monthly is a good
• 3:16
  idea, at least for people starting off in the SME space.
• 3:20
  And you know, you're starting off and you're still a small
• 3:23
  going concern for now. So the primary thing you have to
• 3:28
  do in business. So look for people to talk to,
• 3:30
  look for strangers to talk to because that is what gets people
• 3:33
  to pay us. That's what keeps the light on.
• 3:35
  And that's what also helps us find future customers.
• 3:39
  So if you love code, coding is not the main thing you're
• 3:44
  supposed to be doing, which is the reason why Mark Zuckerberg
• 3:48
  no longer does code, because the primary thing Zuckerberg is
• 3:53
  supposed to do in his business, actually it's look for how they
• 3:57
  can get other folks like me, my kids, my children's children,
• 4:02
  how to get them on Facebook. That's the primary thing.
• 4:05
  So that's why he has, what's that word, delegated the coding
• 4:10
  activities to some other folks. So excuse me.
• 4:15
  So let's get our perspective right, Looking for people to
• 4:17
  talk to. Primary reason for us being a
• 4:19
  business, that's the reason why hosting events, trying to go to
• 4:23
  your e-mail list and your contact list.
• 4:24
  That's the reason why this is something that we ought to be
• 4:27
  talking to. Now.
• 4:29
  If we don't look for new people to talk to, like I hinted at, we
• 4:34
  are not going to have a business over the long term.
• 4:37
  The reason why is this, You currently have some customers.
• 4:42
  So you've opened up your cake thing, your photography thing,
• 4:46
  your coding thing, your web design thing, your branding
• 4:50
  thing, your carpentry thing, your plumbing thing, your
• 4:52
  catfish thing. So you currently have some
• 4:55
  customers, God forbid, but this actually is the truth.
• 4:59
  Some customers die. Apart from that, some customers
• 5:04
  move. You might have a very good
• 5:06
  customer. Let's say you're a catfish
• 5:08
  person. You have a customer who is
• 5:10
  buying like 300K worth of catfish every month from you and
• 5:16
  business is good, but things happen.
• 5:18
  She might decide that, oh, you know what, I'm all right now.
• 5:22
  I can't keep staying away from my children.
• 5:24
  My children are based in Lagos. And so she leaves Abuja, She
• 5:27
  moves to Lagos, Customers move. Some other customers have
• 5:32
  changing circumstances. Like I said, your greatest
• 5:34
  customer must be thinking about life in retirement.
• 5:36
  And so she moves to be away with her children.
• 5:39
  Some people have changing appetites.
• 5:41
  Somebody might wake up today and say, oh, the doctor told me I'm
• 5:44
  not supposed to be eating so much catfish.
• 5:45
  I'm supposed to eat a Croker or something.
• 5:49
  And then sometimes people get upset with you and they won't
• 5:52
  tell you why. Actually, most of the times
• 5:55
  you're not going to be smart enough to figure out that
• 5:57
  somebody else, that somebody has disappeared.
• 5:59
  One of your regular customers has disappeared.
• 6:01
  And so you're not even going to be able to feel figure out what
• 6:03
  the problem is. But these are the many reasons
• 6:07
  why we have to look for people to talk to because the current
• 6:12
  transfer of customers that we have is going to get whittled
• 6:14
  down over time. So if you start off 2024 and you
• 6:18
  have 600 customers buying from you, you think our business is
• 6:22
  good. Last year I had 600.
• 6:24
  This year I have 600. There's no guarantee that next
• 6:27
  year you're going to have 600 because God forbid, like I said,
• 6:30
  we don't wish death on anyone. But The thing is, some people
• 6:33
  die, some customers will die, some customers will move away,
• 6:36
  some customers will have changing life circumstances that
• 6:39
  will cause them not to buy from you again.
• 6:41
  Some customers will have changing appetites, trends
• 6:44
  change all kinds of things. Some customers will get upset,
• 6:47
  they will enter into ghost mode. And these and many more are the
• 6:52
  reasons why. If you have 600 customers in
• 6:54
  2024, it's not a guarantee that in 2025 all 600 are going to be
• 6:59
  there. So it's normal that over time
• 7:02
  people fall away from us, fall away from our product service,
• 7:06
  fall away from the ecosystem, fall away from our sales funnel,
• 7:09
  fall away from the however it is that we want to put it.
• 7:12
  So filling up the roster of people that we have to talk to
• 7:15
  is essential. So even if you have 600
• 7:17
  customers today in 2024, it's essential that you should still
• 7:22
  be making our time. Pick your cadence, whether it's
• 7:24
  daily or weekly. Once again, I think monthly,
• 7:28
  it's not a good idea if you're in the SME space, if you're a
• 7:31
  small person trying to get up and coming, you're still trying
• 7:34
  to get the business running. Monthly, it's not a good idea.
• 7:37
  But we'll have to figure out that thing that we're going to
• 7:39
  be doing every Monday, every Monday, Wednesday, Friday or
• 7:43
  every two, two weeks or every whatever, so that we have a new
• 7:46
  set of people to talk to who will end up becoming our next
• 7:50
  set of customers for next month, for next quarter, for next year.
• 7:56
  Now, one way that is available to us to do that is to host
• 8:01
  events or to look for ways to speak at events that other
• 8:05
  people are hosting. Now, this is a tactic that some
• 8:08
  people already do in the, well, how I call it, like financial
• 8:13
  product space, like in the insurance industry for instance.
• 8:17
  Yes, yeah, People in the insurance industry and people
• 8:20
  selling financial products, products that require a certain
• 8:23
  level of sophistication because selling an insurance product is
• 8:26
  not the same thing as selling bread because you want to go and
• 8:29
  buy bread. Your choices are is it white or
• 8:32
  brown? Is it?
• 8:34
  Yeah, is it white or brown? Is it wheat or or not?
• 8:39
  Let's see, what else? Does it have saccharine?
• 8:40
  Doesn't it have saccharine? So those are the kind of things
• 8:43
  that the average Nigerian person will look at when they go to buy
• 8:45
  bread. Of course, the price.
• 8:47
  So they will go especially now the price that in Abuja, a loaf
• 8:50
  of bread currently at the time of this recording goes for about
• 8:54
  2000 era. I still have been able to find
• 8:57
  one of those 15 loaves of bread. But yeah, I've seen 2522, sorry,
• 9:02
  I've seen 2002 two. But who knows, maybe next month
• 9:06
  bread is going to be at 25 and then we're going to end up like.
• 9:10
  Anyway, let me not go into my rants for today.
• 9:14
  Yeah, but bottom line, what I'm trying to say is people who are
• 9:16
  selling insurance products or financial products, it's not
• 9:19
  like buying bread because if you go to go and buy bread, those
• 9:21
  would be your questions. Madam, how much does it cost?
• 9:23
  This one is too white to give me the one that is brown.
• 9:25
  The white one did not cook very well.
• 9:27
  Give me the one that is brown or Doctor says I should not be
• 9:29
  eating all this one. Madam, you don't have wheat
• 9:31
  bread and then they give you wheat.
• 9:33
  And then you ask, Madam, sure, there's no saccharine in this
• 9:36
  thing. You know, saccharine causes
• 9:37
  cancers. No, God, there's no saccharine.
• 9:39
  You buy your bread, you go for insurance products and financial
• 9:43
  products. It requires a little bit more
• 9:44
  sophistication. So you can't just run up on
• 9:46
  someone and say buy my house insurance, buy my fire insurance
• 9:50
  product, this is the best, blah, blah, blah, take it, buy it, I'm
• 9:53
  the best. It requires more nuance.
• 9:56
  It requires some sophistication. It requires more of a
• 9:58
  consultative approach and an education approach to sell these
• 10:02
  kinds of products. So what insurance people do is
• 10:05
  they either host events or look for ways to speak at events.
• 10:11
  For instance, I've tried selling financial products in Abuja.
• 10:15
  So I know of one or two who that is one of their tactics.
• 10:21
  So what they do is the insurance firm shows up at a retirement
• 10:25
  seminar for civil service, for civil servants.
• 10:29
  So let's say NYC, that's the National Youth Service Corps.
• 10:35
  For those of you who are not Nigerians, they are the people
• 10:38
  who organize the, it's one of these national unity kind of
• 10:42
  schemes that we've had since the 70s.
• 10:46
  The whole goal was to make Nigeria united.
• 10:49
  And so it has different elements.
• 10:50
  There's a paramilitary element. So, you know, physical service,
• 10:55
  PT, that's physical training, all that kind of jazz.
• 11:00
  Then there's also a, oh, let's say like, like a social
• 11:04
  component. So folks like me that studied
• 11:08
  law, we get to teach in schools or work in health centres or
• 11:13
  whatever class. For those of you who study
• 11:14
  medicine. Well, the whole point of this
• 11:16
  scheme is we're trying to make Nigeria a better place and make
• 11:18
  people united. So we get people who grew up and
• 11:21
  were educated in different parts of the country to go to other
• 11:24
  parts of the country, offer national services, sorry,
• 11:26
  national service, and then make the communities better and as a
• 11:30
  whole make the whole country better.
• 11:32
  So the NYSE is, is the organization that was set up to
• 11:39
  administer this whole program. Now, like every other kind of
• 11:43
  government program, every year we have a bunch of people who
• 11:47
  are about to retire. It's just normal because you
• 11:49
  can't work forever. I think in OK, well, let me not
• 11:52
  guess, but there's a retirement age anyway.
• 11:55
  So whether the retirement age is, I don't know, 60 or 65 or 30
• 11:58
  years in service, but every year there's a bunch of people who
• 12:02
  have hit 30 years in ServiceNow. Understand that and every year
• 12:06
  there's a bunch of people who hit 60 or 65.
• 12:08
  Now understand that. So a bunch of people have to
• 12:10
  retire. They just have to, whether they
• 12:12
  like it or not. Of course, people go and swear
• 12:14
  affidavits and they say, oh, I'm not really 60 years old.
• 12:17
  I just heard from my grandfather in the village and my
• 12:20
  grandfather said I was born on the second moon or something,
• 12:22
  something. So I'm not actually 65, I'm
• 12:25
  actually 57. So that might buy the person
• 12:27
  some more time. But anyway, what I'm trying to
• 12:30
  make is insurance people who sell retirement products, they
• 12:33
  know that every single year know how know how somebody in Abuja
• 12:38
  has to retire. That one is definite.
• 12:40
  That person is a potential customer.
• 12:45
  So they attend retirement seminars.
• 12:47
  So if you hear that National Youth Service Corps is arranging
• 12:50
  a retirement seminar for members of staff, 2004 Cater directors,
• 12:55
  blah, blah, blah, going to retire, what you do is if you
• 12:58
  have someone on the inside, you try and get on the agenda so
• 13:02
  that you and your boys and girls, part of your insurance
• 13:04
  team can come and make a presentation to the whole group.
• 13:07
  Now the goal of you guys being there to sell annuities and to
• 13:10
  sell retirement products. The goal of these products are
• 13:14
  just to make sure that retirees have stable incomes after they
• 13:17
  leave the civil service. So you have to organize the
• 13:21
  event yourself and say those of you who are going to retire from
• 13:24
  NYSE and from the Ministry of Finance, we are social insurance
• 13:28
  company. Out of the goodness of our
• 13:30
  hearts, we are organizing this program.
• 13:32
  All of you come and learn about how to hook yourself up in
• 13:34
  retirements to make sure that you have all the money you need
• 13:37
  to live or you try and show up. If NYSE or Ministry of Finances
• 13:41
  want to organize the program, try and speak.
• 13:45
  So you look for those programs where people are retiring this
• 13:48
  year or where people are going to retire next year.
• 13:52
  During the seminar, somebody from amongst your team will
• 13:56
  stand up and give just a general talk.
• 13:59
  You know, this is what the retirement benefit system looks
• 14:02
  like. These are the different products
• 14:03
  that are out there. You can do this to make sure you
• 14:06
  have income for life, or you can do this to make sure that the
• 14:09
  quality of income you have will not fall below this level.
• 14:11
  You can do this, you can do this, you can do that.
• 14:14
  Some of them also have, what's it called, life insurance
• 14:19
  benefits. Like, oh, if anything even
• 14:21
  happens to you and you die, we'll cover, you know, X amount
• 14:25
  to we pay to your beneficiaries, you know, basically to your
• 14:29
  kids, if anything happens to you, blah, blah, blah.
• 14:31
  So the person will just give a general gist like that on the
• 14:35
  stage. And as the person is about to
• 14:37
  walk off, he will say that, look, you know what, out of all
• 14:40
  these different products that we've mentioned, you need to
• 14:44
  talk to someone to find the right plan for you.
• 14:47
  Because everybody's situation is different.
• 14:50
  Those of you who are requiring a retiring, a deputy director who
• 14:53
  have X amount that are planned and you want to leave at so, so,
• 14:55
  so income level and still leave maybe like 2-3 M to your
• 14:59
  children when you die, your whole plan will be different.
• 15:02
  Now for somebody else who's retiring at this level with only
• 15:04
  this number of children and blah, blah, blah, blah, blah.
• 15:07
  So if you would like to learn more and if you would like us to
• 15:11
  help you advise on which plan is the best for you after this
• 15:14
  seminar, just go to the back of the hall.
• 15:17
  You will see my colleague over there.
• 15:19
  There are two of them. The fine girl on the right, her
• 15:22
  name is Chingiri. The handsome boy on the left,
• 15:25
  his name is Chukudi. You can speak to either Chingiri
• 15:27
  or Chukudi. Just put down your contact
• 15:31
  number, put your name, your e-mail address, your phone
• 15:33
  number. And then from next week Monday,
• 15:36
  somebody from the office will call you so that we can book a
• 15:38
  meeting and we'll speak to you. We'll help you figure out what
• 15:41
  is the best package for you and help you to make the right
• 15:46
  decision. But don't worry, don't feel
• 15:48
  scared that if you put your number now, we'll force you to
• 15:51
  buy. Don't worry, it's not by force.
• 15:53
  We at so, so, so and so insurance firm.
• 15:56
  We're here to make sure that we help people find best solutions
• 16:00
  that are for them, even if it means they don't do business
• 16:02
  with us. So don't worry, don't be scared.
• 16:04
  Won't force you to buy. So if you're interested, don't
• 16:07
  speak to Ching Area or speak to Chukudi.
• 16:09
  Put your contact list down. Either of us or somebody else
• 16:11
  from the office will call you from Monday morning.
• 16:14
  Thank you very much. Everybody who stands, no clap.
• 16:17
  They will give a standing ovation and then they leave.
• 16:22
  Hopefully about 5 or 600 people might drop their contact list
• 16:27
  with you guys. And then next week Monday, you
• 16:31
  and Chukudi and Chingieri and other people in the firm, you
• 16:34
  now have a list of 600 people, 500 people that you can start
• 16:37
  talking to that might become potential customers.
• 16:41
  It's not a guarantee that if you got 500 names, you will do
• 16:44
  business with 500. But you can see how we are
• 16:47
  creatively looking for more people to talk to.
• 16:50
  So essentially what we're doing is we're using events for lead
• 16:55
  generation. Who is a lead?
• 16:57
  A lead is anybody who might be interested in your products or
• 17:00
  services. Another warning, usually when I
• 17:03
  give definitions here on this podcast, the definitions I give
• 17:06
  are very simple, but these words have more complex definitions,
• 17:09
  but I'm just using the simple definitions because I want you
• 17:12
  guys to remember without writing anything down.
• 17:15
  If you remember, you can always pull it out from your head.
• 17:18
  You'll be able to go ahead and put it into practice.
• 17:22
  So for the purposes of this podcast, a lead is anybody who
• 17:26
  might be interested. You follow the insurance people
• 17:28
  who follow this kind of strategy and they leave the event.
• 17:31
  They have a list of 500 people who might be interested.
• 17:35
  Can you use this in any kind of business?
• 17:39
  Let me just say I haven't seen. OK, well, if you like Carpenter,
• 17:42
  I don't see how you can make it work.
• 17:43
  But with some creative thinking, I'm sure you can apply to most
• 17:48
  businesses. So I thought of a scenario just
• 17:51
  to get you guys going. Like I mentioned, my munchkins
• 17:54
  are currently home for the holidays and people have really
• 17:57
  started asking me, hey bro, I don't know your children are
• 18:00
  they're not doing lesson blah blah blah.
• 18:02
  You know, people who are lesson teachers and the signs are going
• 18:05
  up all over the place. Are estate gates, different
• 18:09
  kinds of estate gates. You go into a shopping mall, you
• 18:11
  start seeing the Flyers, people who advertising what's it
• 18:16
  called? Extracurricular activities,
• 18:19
  summer club. I don't know why they keep
• 18:21
  calling a summer club because in Nigeria we do not have summer.
• 18:24
  So can you guys stop calling this thing summer club?
• 18:28
  You know we don't have summer. We have rainy season, we have
• 18:32
  dry season, we have whatever. Well, come up with another name.
• 18:37
  Please stop this whole. Anyway, where was I?
• 18:41
  OK, Yeah. So basically lesson teachers,
• 18:43
  they know that now is the time to make market because the
• 18:46
  children are on holidays. So how this kind of strategy
• 18:48
  would apply to people in that spaces before the school goes
• 18:55
  for holiday. Before the school goes for
• 18:58
  holiday. You can arrange it five or six
• 19:01
  schools in your neighborhood so you don't have to walk around
• 19:04
  too much. Speak to somebody there, the
• 19:07
  admin manager, maybe you know somebody in accounting.
• 19:11
  You try and hook something up so that you can address the PTA.
• 19:15
  What you would do is the scope will be you will now give the
• 19:19
  PTAA seminar and you will talk to them about children's
• 19:25
  learning styles, different learning styles.
• 19:28
  You'll also talk about the benefits of extracurricular
• 19:30
  activities and how these activities can get children
• 19:35
  accepted into Oxford or into Cambridge or into whatever,
• 19:38
  whatever, whatever. You'll be trying to lean in on
• 19:41
  this whole thing of jackpot. You know, Nigerians are really
• 19:44
  nervous, especially with the way the economy is going these days.
• 19:48
  Lots of folks are now worrying if things are rough like this.
• 19:51
  For me, I think it's going to be this rough for the kids when
• 19:55
  they're ready to enter into the job market.
• 19:57
  So yeah, you can play on some of those nervousness, Abby.
• 20:01
  Nerves. You can play on some of those
• 20:02
  nerves of Nigerian parents who are anxious about getting their
• 20:05
  kids out of the Nigerian education school system because
• 20:09
  they think there are great opportunities abroad.
• 20:11
  And right from when I was a kid in the 80s up until now, it's
• 20:15
  been an annual thing that people are trying to use education as a
• 20:22
  way to get the kids out. So in other words, your child
• 20:25
  now enters primary 6. If you're able to do that whole
• 20:28
  thing and they pass the, the what's it called?
• 20:29
  They see the A levels or something, you know, But if you
• 20:33
  can't afford it, you get them into secondary school abroad
• 20:36
  from secondary school in the UK, they entering university.
• 20:39
  Between secondary school and university, they've done 10
• 20:42
  years or I'll be 15 years or whatever.
• 20:44
  They should be eligible to what's it called?
• 20:48
  Is it something resident? Is it permanent residence?
• 20:51
  If they get permanent residence from there, they should be able
• 20:53
  to get citizenship. If the guest citizenship, then
• 20:56
  hopefully that's the beginning of your kid sorting themselves
• 20:58
  out without having to come back to Nigeria.
• 21:01
  Now for those who are listening to the show, I am not saying
• 21:05
  this is what you should do if you're a Nigerian parent.
• 21:07
  I'm not saying do this. I'm just saying that if you are
• 21:10
  a lesson teacher, these are the, these are the kinds of messaging
• 21:15
  that I mean this, this is the scope that you'll be using.
• 21:19
  Essentially, you'll be talking about children's different
• 21:21
  learning styles, the benefit of extracurriculum activities and
• 21:25
  how to use that to get your children into much more
• 21:28
  prestigious institutions abroad. So it's a sales pitch, it's a
• 21:33
  value pitch. So that will be your whole
• 21:36
  seminar. You'll be telling parents that
• 21:38
  look, Nigeria is going to, Nigeria is going to blazes.
• 21:40
  Nigeria is going to help send your children abroad.
• 21:42
  No, no, no, no, no. What you will say is you'll be
• 21:44
  talking about children's learning styles.
• 21:46
  For those of you who have boys between the ages of this and
• 21:48
  this, this is how they learn. If your child, if your daughter
• 21:51
  likes to do this and color this and do that, how learning style
• 21:54
  might be like this. These are the extra kind of
• 21:56
  curricular kind of activities that you can do to help them be
• 21:59
  greater at English, greater at math, greater in dance, greater
• 22:02
  in physics, greater in this, greater in that, and blah, blah,
• 22:04
  blah. And if you do this, these are
• 22:07
  the opportunities that are available both home and abroad.
• 22:09
  So that's how you do the presentation.
• 22:11
  You know, keep it nice and polished.
• 22:13
  Don't try and sell using fear. You can sell using fear.
• 22:17
  But anyway, that's a podcast for another episode, but I don't
• 22:21
  recommend using fear to sell. So you just give that seminar
• 22:24
  like that and then the scope is going to be the same.
• 22:28
  At the end of the seminar, you will tell the parents after they
• 22:31
  give you standing ovation. Thank you very much for your
• 22:36
  time questions. After you answer the questions,
• 22:38
  you tell them, OK, my colleagues are here and if you look at the
• 22:41
  back of the hall with me, I have Zachary standing on the left of
• 22:46
  the hall and then I have Zainab standing on the right of the
• 22:50
  hall. They're my associates.
• 22:51
  If you guys have any more questions, then feel free to
• 22:55
  stop, talk to Zainab or talk to Zachary and leave your contact
• 22:59
  details with them. Leave your phone number, your
• 23:02
  WhatsApp phone number, your e-mail address and, and yeah,
• 23:05
  we'll be in touch. So for those of you who want to
• 23:07
  discuss your child's individual learning style, because what
• 23:11
  I've spoken about is very, very general.
• 23:13
  So if you want to know particular learning style for
• 23:16
  your children or the peculiarities and whatever, how
• 23:20
  we can use extracurricular kids to beef up math performance or
• 23:23
  English performance or all these sorts of things, No problem.
• 23:26
  Just put down your contact details.
• 23:28
  And then from Monday next week, either me, Zainab or Zachariah
• 23:32
  or my other associates, they'll be in touch with you so we can
• 23:36
  come up with a tailored curriculum for your child for
• 23:39
  learning throughout this holiday period.
• 23:42
  So just fill a sheet, book a time and we'll be in touch.
• 23:46
  So well, thank you very much. And then you exit stage and
• 23:49
  hopefully you do that. Hopefully you get 10/15/20
• 23:54
  numbers from that particular school.
• 23:56
  You do this in five schools in your neighbourhood.
• 23:58
  Hopefully. If you've been getting 2020 per
• 24:01
  school, you now have 100 numbers that you can talk to, except if
• 24:07
  you're a crap salesman. If you're talking to 100
• 24:09
  parents, I'm assuming you should be able to get at least 10 that
• 24:13
  you'll be able to start organising lessons from.
• 24:16
  But anyway, if you talk to 100, you're able to get 10.
• 24:18
  Noah Allah, that's a different conversation.
• 24:20
  We can have that conversation for a future podcast episode,
• 24:26
  but that is the scope. So you can see how insurance
• 24:29
  people use it. You can see that other people
• 24:32
  with some creativity. We can't make it work.
• 24:34
  So lesson teachers, you don't have to keep putting your phone
• 24:37
  numbers on people's gates and trying to talk to people random.
• 24:43
  Well, anyway, let's do everything.
• 24:45
  So yes, put your phone number on the gate.
• 24:47
  Also put your flyer in the supermarket, but then still try
• 24:50
  and do this thing of trying to talk to PTA.
• 24:52
  Oh, by the way, PTA is Parents Teachers Association.
• 24:56
  Well back in my day was Parent Teacher association.
• 24:58
  So every time I say PTA, my son has to remind me that no, that
• 25:02
  is not PTA, it's PTC. So parents teachers conference.
• 25:06
  So I think yes, in Abuja, I think it's PTC now, parent
• 25:09
  teacher conference. So lesson teachers trying to
• 25:12
  talk to PTA, trying to talk to PTC.
• 25:14
  See how you can hook up these sorts of things?
• 25:16
  More avenues for talking to people.
• 25:18
  Now you're going to ask. Now back to the insurance
• 25:22
  example. You get 600 names, but out of
• 25:25
  that 600 names, maybe you only get 2020 clients.
• 25:31
  Or back to the teaching thing, you get 100 names.
• 25:34
  Out of the 100 names, you only get 10 clients.
• 25:37
  What are you going to do with the other 80 something percent
• 25:40
  of people who didn't buy from you?
• 25:42
  You now take those names and phone numbers.
• 25:43
  You put them into an e-mail list, into a broadcast list,
• 25:45
  into your WhatsApp list, Get permission from them to be sure
• 25:48
  that you can keep in touch with them.
• 25:50
  And then you're going to be sending future emails, future
• 25:54
  WhatsApp messages. So for the lesson teachers who
• 25:58
  speak to the PTA or to the PTC, your future messages to the
• 26:02
  people are going to be more messages around the things that
• 26:04
  you guys already spoke about, learning styles, curriculum,
• 26:08
  extracurricular activities, learning exchange programs
• 26:13
  abroad. You know, this program between
• 26:16
  Nigeria and the UK or this program between Nigeria and
• 26:20
  Indonesia or Nigeria and Kenya or whatever.
• 26:24
  You can also send messages about new developments in the Nigerian
• 26:27
  educational space. You know, curriculum is changing
• 26:29
  again. We're no longer doing 6334,
• 26:31
  we're now doing 66, you know, two or whatever, things like
• 26:35
  that. The whole point of keeping
• 26:38
  people in this list and sending out these messages over WhatsApp
• 26:41
  or over e-mail. So excuse me is to keep you top
• 26:45
  of mind so that they don't forget.
• 26:49
  If you had a brilliant presentation in these five
• 26:51
  schools, you want these people to always remember, OK, this is
• 26:54
  that sharp guy or this is that sharp girl who addressed us at
• 26:59
  the end of third term last year. We want to remain top of mind.
• 27:03
  We also want to be able to build expert positioning and
• 27:07
  authority. The whole point of remaining top
• 27:10
  of mind and propping yourself up as an expert, as an authority,
• 27:14
  is it leaves room for more conversations in the future.
• 27:18
  Because you never know, somebody didn't buy.
• 27:20
  The person might never buy, but the person might have a friend
• 27:24
  who is worried about the children writing.
• 27:27
  Is it GSAT or something? I think is it GSAT, AB GMAT.
• 27:32
  Anyway, I don't know all these examples, but whatever it is,
• 27:34
  the person wants the kids to go to secondary school in the UK,
• 27:39
  blah, blah, blah. You know, if you're on top of my
• 27:42
  person can say, oh, OK, I know this person spoke at our school,
• 27:45
  blah, blah, blah. This is the guy's phone number,
• 27:47
  Chingier. This is our phone number.
• 27:48
  Take your call, Tavish and my this person's number.
• 27:50
  Just take your call. These are how we leave rooms
• 27:53
  open for more conversations in the future.
• 27:57
  Now, are you listening to this podcast right now thinking of
• 28:00
  how to get more people to talk to using this particular
• 28:03
  strategy And maybe for want of creativity, you don't know how
• 28:06
  you can hook this kind of thing up.
• 28:08
  Now connect with me and let's have a chat.
• 28:10
  That is the reason why I give my phone number at the end of every
• 28:13
  single episode. So connect with me on WhatsApp,
• 28:15
  the name is oh sorry, the phone number is 08064662140.
• 28:23
  The country code is +234. For those of you who are not
• 28:26
  Nigerian and then connect with me on LinkedIn, my name is Tavi
• 28:29
  Shima Ayede. I'm the host of the show.
• 28:32
  You can confirm the spelling of my name because you have to get
• 28:35
  the right spelling to find me. And you can also get my e-mail
• 28:38
  address from the link where you're currently listening to
• 28:40
  this episode. Thank you very much for sorry.
• 28:43
  Thank you very much for your time and attention.
• 28:45
  Sorry about that. The sore throat.
• 28:47
  Yeah, it's getting better now for those of you who are
• 28:49
  concerned. So thanks for your time and
• 28:51
  attention. I'll catch you guys at the next
• 28:53
  episode. And I hope you guys have gotten
• 28:55
  some ideas about how we can host events or take part in events
• 29:00
  that other people are hosting and then use that to grow our
• 29:03
  e-mail list, our WhatsApp list, and our contact list.
• 29:06
  So I'll catch you guys later.