Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Use Mutual Trust to Grow Your Business

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How to Use Mutual Trust to Grow Your Business · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to The High Table, the Oracle's Chamber, the
0:05
Inner Sanctuary, the Conclave of Elders, where we talk about
0:09
sales, marketing, money, tactics, strategy, business
0:14
growth, and solving business problems.
0:17
Today I want us to talk about how to process referrals because
0:23
for a lot of you listening to the podcast today, you've been
0:26
in business for a while, you know, a year, three years, five
0:29
years, seven years, 12 years, 15 years, however many years.
0:34
And it's getting to that point where people now call you up to
0:40
say, oh, I spoke to this person. I like the way you treated me.
0:44
So I'm sending this person over to you.
0:47
Please take care of this person. Or somebody calls you and says,
0:52
oh, I got your number from your former customer, you know, so,
0:54
so, so and so, so I now want us to come up with some simple
0:58
ideas for how to process referrals.
1:02
And the reason why I want us to do that is because in the last
1:05
podcast episode that I recorded, I spoke about how too many of
1:10
you have this mind frame of this mindset of whenever somebody
1:16
reaches out, I will just send them a price list.
1:18
If they're interested, then they'll get in touch.
1:21
And so that is how some of you process referrals.
1:24
And it's wrong. If somebody calls you up and the
1:27
person says, hi, my name is Kelichi.
1:30
I got your number from if I, if I said he bought whatever,
1:34
whatever from you and do you have the so, so, so and so
1:39
available, It actually is the wrong thing to say.
1:41
Oh, yes, we have it available. Is this your WhatsApp number?
1:44
Yes. OK, I will send you the price
1:46
list. Then you send the person the
1:48
price list. That is the wrong way to go
1:52
about it. Now the reason why we're talking
1:54
about this today is because this is precisely what has happened
1:57
to me a couple of moments ago. Before we get we get into that,
2:02
let's just do a few definitions. Now remember when we say
2:05
referrals, we just mean number one for the purpose of business.
2:11
So in a business situation, whenever someone makes an
2:15
introduction, not just a mention, if someone does a
2:19
mention, it's not a referral. Somebody says, oh, that I have
2:22
this friend of mine, her name is Kemi.
2:25
I want you to be in touch with Kemi.
2:26
Like that's just a mention. That's not really a referral.
2:29
A referral is when people take the next step and they make an
2:31
actual introduction. So you, the business owner, when
2:35
you receive a call from Kemi and Kemi says that it is Kunle they
2:38
gave you, they gave her the number that is a referral
2:44
because an introduction has been made.
2:46
So if somebody gets in touch and says this is my friend, here's
2:49
my friend's number, call the person that is a referral.
2:53
If somebody gives your number to their friend and their friend
2:56
calls you, that is a referral. So when we have an introduction,
3:00
then we can say that a referral has taken taken place.
3:05
Now why is this important and why are we making such a big
3:08
deal about referrals? Well, it's very easy.
3:11
Number one, these people come pre qualified.
3:13
Pre qualified just means somebody has really had the
3:15
conversation with the person to figure out whether the person
3:18
really is interested, whether this is a serious person that is
3:21
worth spending time with. So the person has already been
3:25
pre qualified. So the amount of toasting that
3:27
you have to do is less. And then there's implied trust
3:31
both ways. So since the person who is
3:35
calling you was referred to you by someone else whom she trusts,
3:42
the person already kind of trusts you.
3:45
So there's implied trust running both ways.
3:48
Because of that, because of the pre qualification and because of
3:50
the implied trust, referral deals are easier to close
3:56
because the trust is there. Then these sorts of deals are
4:00
also cheaper to close. They're cheaper to close because
4:03
other deals that you want to close are deals that you have
4:06
spent money on trying to produce by advertising somewhere, or you
4:11
have spent time trying to produce by prospecting
4:14
somewhere. So you've either been going to
4:16
go and chase people or you've been spending money to try and
4:19
close deals. But because these people are
4:20
coming through trusted channels, you didn't spend money and
4:26
you're not going to waste time, the deal will be easier to
4:28
close. So this is the reason why
4:30
prospecting is important. Now the case study, like I said,
4:37
this just happened to me moments ago and it's because I was
4:39
making enquiries on behalf of my wife for a Samsung A57 phone.
4:45
You know, I'm not really a phone buff, but I hear that the phone
4:47
just came out newly, so it's something worth considering.
4:49
The Samsung A57, by the way, this is not a sponsor.
4:54
Samsung is not paying me any money.
4:56
But if you work in Samsung and you like the podcast and you
4:59
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5:06
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6:44
So back to the case study that we're talking about now.
6:50
So Samsung 857 phone just came out, I think April.
6:54
So the phone is still kind of hot and my wife's been thinking
6:59
we should take a look at that. I said no problem.
7:01
So I called up the person who sold us the last pair of phones
7:05
that we have. And let's not use her real name.
7:08
Let's say her name is Atim. So I called up Atim and I said
7:11
Atim, how far now? She's good.
7:13
How's business? Business is going on.
7:14
OK, so you know Madam, I'm looking for a new phone.
7:18
But the last time what we got was Xiaomi 13C12C.
7:21
By the way, this was a long time ago.
7:23
We got our phones from our team like maybe something like 4
7:28
years, four years, let's say 4-5 years ago.
7:30
So it's been a while. I take care of my phones very
7:33
well. In fact, it's this very phone
7:34
that I'm recording this podcast episode directly into.
7:38
So I take good care of my phone. So, you know, phone know the
7:41
spoiler for my hand. My wife on the other hand, well,
7:46
she can make it rough. Let's just put it that way.
7:49
And then of course, she's always taking pictures of the children
7:51
and any small thing you'd like. PTA should record video before
7:55
you know it. Memory is food is that that you
7:58
know, it can be a hassle. So yeah, our phone is on its
8:03
second life. But we see my own phone.
8:05
The thing is still they look brand new still looks terrible
8:08
every time I move the packet. People like, when did you buy
8:11
this phone? I said this phone is this one is
8:14
about 5 years old. People say he's a lie.
8:16
He's a lie, but I take good care of my phones.
8:17
Very, very good care of my phones.
8:19
So. So I called Adam now.
8:21
So Adam said, Oh no, no, no, I don't do Samsung.
8:24
I just do Xiaomi. So OK, so anybody that does
8:28
Samsung, she's like, yeah, cool. When I get to the office
8:30
tomorrow now, I'll send you Hadiza's number.
8:33
Hadiza is the one in charge of Samsung.
8:34
That's OK, no problem, just let me know, Just buzz me.
8:38
She said cool. Then the next day she put me in
8:41
touch with Hadiza and what Hadiza did was to promptly send
8:49
me a price list. I repeat me and Artem, we have
8:56
history. We bought phones from Artem 4
8:59
years ago as me and wifey. I said Artem off and I hooked me
9:03
up. Artem hooks me up with Hadiza,
9:06
by the time I connect to Hadiza, Hadiza attitude is OK.
9:08
She just gave me price list that's all.
9:10
She didn't ask me questions. She just sent price list just
9:12
like that. And then of course I did what
9:15
most Nigerians would do because like I'm not going to help
9:19
Hadiza to sell her market. I said oh thank you very much
9:22
for the info. Let me talk to my wife.
9:23
I'll get back to you for those of you who behave like this any
9:30
small thing somebody reaches out to you immediately you send
9:32
priceless. Can you see the reason why
9:34
people ghost you? You're the one that is causing
9:36
the ghosting. No, really you are so Adam is my
9:42
girl on a normal normal of A1 buy from her, but she doesn't
9:47
supply Samsung, so she'll know we Hadiza Hadiza just sent me
9:52
price list. Let's now say that my wife is
9:54
also talking to one of her friends and then somebody says,
9:57
oh, I have a Samsung person and then that person actually picks
10:03
up the phone and then connects with my wife.
10:04
Honestly speaking now you guys reason I'm who do you think is
10:08
going to collect the deal? The person that just sent price
10:11
list or the person actually called up my wife to say, oh,
10:13
Madam. And then they actually have a
10:15
conversation. People do business with those
10:18
who they know, who they like and they trust Abby, who is the only
10:20
person that is going to have an opportunity to build, know, like
10:22
and trust the person who will pick up the phone and call my
10:25
wife or the person who will just send price list and just leave
10:28
it like that. So I know we help Hadiza some
10:31
markets. I was like, yeah, cool, no
10:33
alarm, let me talk to wifey, I'll get back to you.
10:36
Of course Hadiza said OK and then that's it.
10:42
Unfortunately, this is how a lot of you process your referrals.
10:46
You don't take advantage of the fact that it's a referral.
10:49
Somebody reaches out to you. The next thing you do is you
10:51
just send them price lists. Now, some of you are going to be
10:55
wondering what should Hadiza have done?
10:58
Very simple. Oh, by the way, Hadiza is not
11:00
her real name. And of course, you know, if
11:03
you're listening to this podcast, your name is Atim.
11:04
Your name is Hadiza. It's just a coincidence.
11:08
So the alternative approach should, I mean this, and this is
11:11
what you should do when you get a referral.
11:15
Hadiza should have spoken to Atim first.
11:17
First say, oh, OK, Atim. Yeah, thanks.
11:20
But this person self, who is he? That's what Hadiza should have
11:24
asked Atim. So if you're a business owner
11:28
and somebody says oh that I want you to call my cousins on this,
11:33
I say sure no problem. You first question asks is OK,
11:36
who is who is she? Who is this person I deserve?
11:40
Should have asked that team who is he?
11:42
You know what I've spoken Oh there's one guy like that.
11:44
He came into the shop 5 years back you know he and wifey.
11:48
Apart from that he has also sent business my way.
11:50
So it's OK, it's OK, young couple.
11:53
It's not even get money, but he's an OK guy.
11:58
If Hadiza had asked that question, Hadiza is getting some
12:00
background information. How did you meet this guy?
12:04
There's another question to ask. What did he buy before?
12:08
That's also another question to ask.
12:09
When they bought, how much money did they spend?
12:13
Remember that when people come and meet us, the primary
12:17
question we're trying to figure out is, is this a serious
12:19
person, you know, blah, blah, blah.
12:20
So we'll know whether we invest time with it or not.
12:22
It is from Hadiza asking at him all these background questions.
12:25
Who is he? How did you meet?
12:27
What did he buy before? How often has he bought?
12:30
What is it that he wants? From asking all these questions
12:34
that Hadiza would have been able to know whether I'm a correct
12:38
contact that you just pick up the phone and call direct and
12:41
get on it. Whether it, you know, should
12:43
have known whether this is something that is hot, hot, hot
12:46
that can close now, or whether it's something that you know you
12:48
just allow. If somebody's referring you, you
12:53
didn't ask the person any question how you know whether to
12:56
pursue and give close marking or that you take it easy and relax,
13:01
you won't know. So now if Hadiza had called at
13:05
him and asked all this background information, who is
13:07
he? How do you meet?
13:09
What did he buy before? How often has he bought?
13:11
What does he want? Hadiza would have now had the
13:15
background to take charge. I control the conversation.
13:21
Remember I said call wherever possible, call first.
13:27
When you call and you hear the level of conversation, you will
13:30
now know whether OK, this is hot cake, let me push you or this is
13:34
a this is a on answer of somebody let me leave this
13:37
person. So at least I should have now
13:39
called and controlled the conversation by leaving this
13:42
thing to WhatsApp sending me priceless.
13:45
And I say, oh OK, I'll get back to you.
13:47
She has lost control. A lot of you fall into this
13:51
ghosting trap. People don't call you back and
13:52
everything, but you lost control of the conversation from the
13:55
start. So Hadiza should have called.
13:58
And of course, when you're dealing with a referral like
14:01
this, remember I said that there's implied trust both ways.
14:06
You take advantage of that implied trust.
14:08
And when you're calling the person you mention, it blows my
14:11
mind the number of people who are dealing with referrals and
14:13
they never mention for that student of mine who was into
14:18
selling advertising technology, it's one thing that he did that
14:21
surprised me. Somebody said, call Madam.
14:24
So, so, so and so you called Madam.
14:26
You started talking. And I was like, you didn't
14:28
mention that, chief. So, so, so and so say you should
14:30
call. And I was like, oh, no, I
14:32
didn't. We should stop making that
14:34
mistake. If I get a referral, chief
14:41
automaker says go and call Barry Star Philip.
14:44
By the time I enter Barry Star Philip, that's the first thing I
14:46
say. Oh, Barry Star Phillips.
14:48
Good morning, Sir. Nice to finally meet you.
14:50
Chief O Domingo spoke so much about you, that Chief O Domingo,
14:53
which O Domingo? O Domingo Susan.
14:55
So he's the one that gave me a number to call.
14:58
He said, oh, oh, my son, my son, sit down, sit down.
15:00
See, that's how it works. The very first phone call, the
15:04
very first house meeting, the very first office meeting, the
15:07
very first site inspection, the very first whatever, it was an
15:10
introduction. I said this implied trust milk
15:14
that trust the person that introduced like drop the name,
15:19
drop the name. Oh, Alhaja Kami, nice to meet
15:25
you, blah, blah, blah, blah, blah.
15:27
I'm really looking forward to this.
15:28
In fact, when Alhaja Bingpe gave me a number, she said this like
15:33
which which Elijah being paid Alhaja being paid so so so she
15:36
said people went to school together.
15:37
Oh, that being paid. Don't mind that useless girl.
15:40
How do you know her? How large?
15:42
I mean, she's my friend though. We know a mosque and everything.
15:45
I'm black. You see, You're built.
15:47
I say this implied trust both ways.
15:50
Milk this thing. Drop those names.
15:54
So that's how this I should have done.
15:57
Hello. Good morning, Sir.
15:58
I got your number from my friend at team.
16:01
At team said you're going to be in touch concerning a Samsung
16:04
A57. So that's the reason why I'm
16:06
calling now. Of course it's a random number
16:09
so I won't know who it is. But once you just say I got no
16:12
offer, artist say oh, oh, Oh yeah, at him.
16:14
That's true. I was chatting with at him last
16:16
night concerning blah blah. You see the conversation not
16:18
start on a warm note because Hadis are trying to take control
16:23
of the conversation. There's a referral.
16:25
She's going to try and milk the implied trust by dropping names
16:29
that the person that two of us know mutually at him.
16:32
That's the person that said I should be in touch.
16:35
Then she'll continue. OK, so the Samsung A57, that's
16:39
not a problem, Sir. We have a couple of them in
16:40
store. I'm going to do my best to help.
16:43
But Sir, I'm just curious. So our team mentioned that the
16:47
last time you came to the store, you are Madame, you got Jiaomi,
16:51
you got 12C13C. So how come you're looking at
16:55
Samsung now? You ask.
16:57
Then you keep quiet. This is what we call
17:01
qualification and discovery in sales.
17:02
You're actually trying to figure out, do these people have a
17:05
problem? Is it a problem worth solving?
17:08
So, and then are they ready to take action soon?
17:11
It's by asking these kind of questions that, you know,
17:14
remember what I said in previous podcasts that when anybody
17:18
reaches out to you, they're reaching out to you either
17:20
because they have a problem or they have a vision.
17:24
They have a problem when they're trying to solve or a vision.
17:27
So in this case, the problem could be that Madame's phone has
17:30
back up, that Madame has killed this one, we need a new one.
17:33
Or it could be a vision that Madame is the love of my life.
17:36
You know, we've been together for 15 years.
17:38
Wedding anniversary. I want to just buy something
17:41
just to say thank you. All this background information,
17:44
it helps when it comes to selling.
17:47
If you're selling mobile phones, all this background info, it
17:50
helps. So simple questions like that.
17:54
Adam said the last time you bought Jiaomi.
17:57
How come Samsung now you hear what the guy has to say?
18:01
Oh, OK. Oh, alright, no problem.
18:03
Is there any special occasion we're looking forward to?
18:05
Is it her birthday? You ask.
18:10
They also ask more questions because you know, eventually you
18:14
get to the proposal stage or the presentation stage where you'll
18:16
be saying, look, the Samsung A57 is a good phone to buy.
18:21
Or maybe if money becomes an issue, because a 57 itself kind
18:25
of pricey, at least I consider it pricey.
18:27
Some people say that's cheap, that's cheap.
18:29
That's what some people say. Because in Abuja nowadays people
18:32
are buying phone 3.5 M, 5 M, That's what people are buying in
18:37
Abuja now. So if they say here Samsung, if
18:39
you say, oh, that's cheap, that's that's a cheap phone.
18:41
That's what I give my house girl anyway, what was that?
18:47
So if money becomes an issue and it's no longer Samsung A57
18:52
people are talking about but another kind of Samsung, you
18:55
will not know which kind of other Samsung's to recommend
18:58
until you ask a couple of questions.
19:00
So another question, what does Madam not like about this her
19:04
current phone direct me 12 C What's the problem with the
19:07
Redmi? I be the teen know they handle
19:10
well. I be the teen is freezing.
19:12
You also ask what does Madam use this thing for?
19:15
Is she mostly a social media person?
19:16
Does she do YouTube? I been on Netflix or is he
19:19
videos and photos of the children.
19:21
I've been a Candy Crush. They play like you ask all these
19:24
questions. That is what we give you the
19:28
ammunition when you get to the proposal stage or the
19:31
presentation stage. That is what we give you the
19:33
ammunition to say this a 57 Bros, not the very one, be this
19:38
I recommend that on my full chest or to say, OK, look, this
19:42
a 57. If it's too much of an issue,
19:44
then there's also this one. There's also this one.
19:46
There's also this one. It also has this spec.
19:49
It also has this spec. It will be good for Madam for
19:51
doing this and for doing this and for doing this.
19:53
So between these three options, any of them are good.
19:56
A-57 no problem. We get this one.
19:58
We get this one. We get option A, option B,
20:01
option C, All of them for Madam is all good.
20:04
So, Sir, based on what we've spoken about so far.
20:07
Which one are you leaning forward to or which one do you
20:09
think Madam would like? Or if we bring Madam in store
20:13
today, which of these three do you think you would like?
20:16
You see already beginning to funnel the guy into into a
20:20
decision, but you ask questions. If all you do is just send price
20:25
list, you will not have an opportunity to handle the
20:27
conversation like this. You will not have an opportunity
20:29
to sell something. Then of course you also have the
20:34
budget conversation. If it's looking like a 57 a 57,
20:38
no problem you say OK Sir, no problem.
20:40
A 57 we get time. The 8 gig one, the 256 gig, the
20:44
one terabyte, we get time. No big problem.
20:47
But Bros hope you are Madame. I've had the honeycomb because
20:51
the a 57, you know the thing cost more.
20:54
Yes, we have them. We have options available for
20:57
anything between 600 to 700,000. Is that within your budget?
21:01
You just say it like that and then you keep quiet and then you
21:03
work has to say if August says what 600,000 now phone, I want
21:09
bio and also I want to build nobody say I want to build
21:13
house. If he reacts like that, you now
21:15
know that oh, OK, this is the kind of person that I'm dealing
21:18
with. You know which kind of options
21:20
to make recommendations to make accordingly.
21:22
But either way, you're still in the conversation.
21:25
If you just send somebody a price list and all the options
21:27
are there 600,700 thousand, 800,900 thousand 1.21.51.63
21:33
point, how you get a chance to stay in the conversation to get
21:39
the person to buy something. And that's why I say you do this
21:43
on phone. Pick up the phone, call
21:45
somebody. Oh, sorry, that's the case.
21:48
You heard the noise, that's the alarm.
21:49
It's been 20 minutes. I didn't want to last too long
21:52
on today's podcast. So call somebody, do this thing
21:56
on phone because you can have this conversation on phone.
21:59
I hope you are Madam people have spoken budget to because right
22:02
now the APC 7 is anything between 700K600K.
22:06
Is that within your budget is between 700K600K, Is that an
22:09
investment you're willing to make?
22:11
Between 700K600K, Is that the kind of thing that you think you
22:15
can pick up next week? I mean, any which way shall you
22:17
drop a range and then you get some feedback.
22:21
Then on phone, phone call, another reason why phone call,
22:26
phone call. You'll be able to also test
22:30
people's timelines. Oh how Oh, so how soon would you
22:34
be able to come into store? Or you can ask, you know, are
22:37
you going to come into store to pick up or should this be a
22:40
delivery? When you ask the question like
22:41
this, you release that timelines that they're saying anybody who
22:45
is saying something like delivery.
22:47
No, no, no, no need now just now just question.
22:50
Are they ask not just question. I just inquiry at the inquire.
22:55
In that case, you now know that oh, OK, this one is not red hot.
22:58
There's only for me to be close marking this guy.
23:01
See, this is how you stylishly get some information.
23:03
So so will you be coming into store or we would like this
23:05
delivered to you based on the answer, you will now know.
23:08
Oh, OK, they're serious. They're not serious.
23:11
They want to buy it soon. They don't want to buy it soon.
23:15
Or you can start making some proposals like OK, so this one
23:17
that you and I have been talking is Madame available?
23:20
People should just come into the just come into the shop now come
23:23
and look at models. We have different call.
23:25
We have different colors available.
23:27
I think mentioned that the last time but I was owned that she
23:30
took was turquoise. But you know, now we have
23:32
turquoise, we have Sharbel blue and we have Mango yellow.
23:37
When will Madam be available to come into store?
23:39
You see questions like this, you know, you're getting a sense of
23:44
are they ready to buy now? Are they ready to move now?
23:47
You know, are they, you know, based on the answer, you now
23:49
know who it is that you're dealing with.
23:52
Now, the whole point of all these things that I'm
23:54
recommending is this, in order to sell something, you need to
23:57
have a chance at staying in the conversation.
23:59
And honestly speaking, yeah, even on referrals that are
24:02
supposed to be easy to close, you don't have a chance of
24:04
staying in a conversation if all you do is.
24:07
Oh, OK, you're from our team. OK, no problem.
24:09
Here's the price list, Sir. OK, you get back to me when you
24:12
are Madame already. OK.
24:13
No, no problem, Sir. Enjoy your day, Sir.
24:17
You're not even in the conversation.
24:20
You have a serial shot at that closing this thing at all.
24:23
And then you as the vendor selling mobile phones, this
24:27
interaction now that has ended like that, do you know if I'm a
24:30
serious person? Do you know if I have money?
24:32
Do you know if I'm ready to buy now?
24:33
Do you know if I'm ready to move now?
24:35
Like what do you know? Nothing.
24:37
You just send the price list and they end up with let me get back
24:41
to you. Then later on you'll be
24:43
frustrated. You say Nigerians don't like
24:45
good quality or Nigerians are indecisive.
24:47
They don't know what they want. The problem is not with the
24:50
Nigerian customer, the problem is with you.
24:52
You don't have a framework, you don't have a process, You don't,
24:57
you never had the chance. Another person who is sharp,
25:02
because as I'm having conversations, wifey is also
25:05
having conversation with her friends.
25:07
Now I bet you by the time I see wifey in the evening, she will
25:11
say, oh, somebody called me from so, so, so now if somebody
25:15
called me from so, so, so. All right, Even if I want us to
25:21
go with Hadiza, how will I, how will I push it?
25:27
My own? All I will say is, oh, Hadiza
25:29
sent me priceless, that's all. Mindful Say, oh, somebody called
25:32
me from so, so, so, so, so I like the guy.
25:35
I trust him. Something, something, something,
25:37
something. So even if I want to say it must
25:42
be Hadiza, how will I push it? And of course, I'm not going to
25:48
help Hadiza sell her market. I mean, like, why should I?
25:54
Again, Hadiza is not her real name, so this is how you process
25:59
referrals. Give yourself a chance of
26:03
staying in a conversation. There's some implied trust here.
26:07
Take advantage of it. Call up the person.
26:10
OK, the no pic call, no problem. Chat.
26:13
Even if you're chatting, the approach is still the same.
26:18
You're going to ask a couple of questions.
26:20
You want to know who it is you're dealing with.
26:22
You want to know whether they're serious or not, because if Adam
26:26
says, oh, this is my customer, call him.
26:30
You need to know whether you, this person, that team say you
26:33
should call. You need to know whether you
26:35
will follow them as in back-to-back, like call them
26:38
Monday, call them Wednesday, call them Thursday, call them
26:41
Saturday. Or whether you take it easy, you
26:44
talk to them the first week you call them back in three weeks.
26:47
You know, you need information to determine how will I be
26:50
following this guy or how will I be following this lady.
26:57
Either way, if you're ever in a situation where somebody said
26:59
let me get back to you, you are the master of that person.
27:04
If they get back to you is good. If they don't get back to you,
27:06
man, well, you're on your own. So summary of what it is that I
27:11
want to say today, even though I didn't mention it, but I've been
27:14
saying this, I think like last month I said it.
27:16
So let me say it again. Please do not be an order taker
27:20
in your business. Another taker is just someone
27:23
who stays and smiles and responds to the order.
27:27
Do not be an order taker in your business.
27:29
Order takers do not make money. They don't.
27:33
Sales professionals and consultants make money.
27:37
If you are in this line of business, you work for Slot, you
27:40
work for Pointech, you work for any of these organizations.
27:44
By the way, this is not an advertisement.
27:46
They are not sponsors. But if you work for slot, if you
27:49
work for Pointech, if you work for any mobile, whatever, and
27:51
you like you like my show and you want to support your boy,
27:54
it's not a problem. Reach out to me, call me, send
27:57
me a text message via WhatsApp message on 08064662140 and we'll
28:02
see how we can move your gospel on the show.
28:07
So don't be an order taker if you work for Slok or you work
28:10
for Pointech or you're, you're working Ikeja computer village
28:15
or you're Ikeja on that bridge whose cell phones there or
28:19
mobile mobile village in I think it's like aerial.
28:24
No, like zone 3 Abhi, like zone 3IN Abuja, that side.
28:29
This is your line of business. Stop thinking of yourself as an
28:32
order taker. Think of yourself as a
28:34
consultant. Anybody who reaches out to you,
28:37
they should know that they're talking to a consultant.
28:40
So don't say I sell phones, You say I'm a mobile tech
28:43
consultant. Yes, when they call you, people
28:47
should know that they're talking to a mobile tech consultant.
28:51
The kind of questions that you ask them, don't know that Kai,
28:53
this person is knowledgeable about mobile phones and the kind
28:56
of recommendations you make don't know that this is the
28:59
person. If I need phone, it is Hadiza
29:01
that I should call. So you are a mobile tech
29:05
consultant. Anybody who is in the position
29:08
of Atim or Hadiza listening to this show right now, you're not
29:11
a sales girl. No, don't refer to yourself as a
29:14
sales girl. Again, sales girl and house
29:17
girl, what's the difference? You're not a sales girl, you are
29:19
a mobile tech consultant. You are a phone market analysts
29:26
or you're a phone market consult.
29:28
I mean, I don't know, you should give me English, shy.
29:31
You're a consultant, you feel me?
29:33
Never call yourself a sales girl.
29:36
Sales girl and house girl the same level.
29:40
You're a consultant. The same thing with those of you
29:45
who you know. You sell Ankara for your Madam.
29:48
You call yourself sales girl. Why are you calling yourself a
29:50
sales girl? Sales girl and house girl.
29:53
No difference. You're not a sales girl who
29:56
sells Ankara. You are a textile and image
30:00
consultant. Yes, textile consultant.
30:04
Madam, how can I help you today? Blah, blah, blah.
30:06
You know I'm a textile consultant.
30:09
But yes, you know, now you're the specialist.
30:11
You ask our questions, you'll be able to make some
30:13
recommendations, you know, based on what the occasion is based
30:17
on, you know, whatever it is, if it's a wedding, Abbey is a
30:21
burial, Abbey is house warming or some, you know, you'll be
30:27
able to make good recommendations because you are
30:29
a textile and image consultant. Say, ah, Madam, as I am seeing
30:33
you, you know, with your stature and with your influence and
30:37
everything. Madam, this is what I'm thinking
30:39
this No, you're not a sales girl, textile and image
30:41
consultant or you say you're an occasion branding specialist.
30:47
Yes, occasion branding specialist.
30:50
So Madame Oz for a wedding, congratulations.
30:52
So your baby daughter getting my oh, you are an occasion branding
30:56
specialist. You will ask them question
30:58
accordingly and the kind of Ankara or the kind of adirae or
31:02
the kind of, you know, whatever that you recommend, you know,
31:06
you're a consultant, you're a fabric stylist.
31:12
Anybody who is listening to this podcast now you're calling
31:15
yourself sales boy or sales girl.
31:17
I will disown you. The difference between sales
31:21
boy, sales girl and house boy, house girl, there's no
31:25
difference. But never call ourselves sales
31:27
boy again or sales girl. All right, so it's in over 30
31:34
minutes. Let me just bring this to a
31:37
close. But remember, if you're a
31:40
Nigerian founder, you want to start but the cost of building
31:44
your software is too high. You just go to Ikanga Software
31:47
factory IKSF dot Ng. I'll be able to get your product
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live in seven days. You'll also get a free.com dot
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Ng domain, free hosting for one year.
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The project belongs to you, the code belongs to you.
32:00
When you're ready to move, you just take it and you leave.
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Your first project will give you a 20% discount.
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All you have to do is just type in tav TAV or type in IED AYEDE
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when you get to IKSF dot Ng and we'll get you started.
32:21
Remember, call me, send me a message.
32:23
Once you do that, I want to be sure that the Kenga software
32:26
factory is taking care of all your software needs because they
32:31
were showing me that they can take care of all your software
32:35
needs. So that's it.
32:38
Thanks for listening. Thanks for your time and
32:40
attention. If this is your first time of
32:41
listening, you can, you know, put this thing on repeat.
32:45
Listen again. Make sure you process your
32:47
referrals well. Process it accordingly.
32:50
Remember that you are a consultant.
32:52
You are a subject matter specialist, so ask questions of
32:58
whoever is referring you. Ask questions of the person who
33:01
has reached out to you so that you can handle this conversation
33:05
well. Take the initiative.
33:07
You are the consultant, take the lead.
33:11
Don't wait for the other person to take the lead because
33:15
nobody's going to sell on your behalf, right?
33:19
So that's it. Thanks for listening.
33:21
I'll catch you all some other time.