Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Nigerian Sales Secret: What to Do When They Don't Pick Up

Transcript

The Nigerian Sales Secret: What to Do When They Don't Pick Up · 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 how to
• 0:03
  set meetings and appointments. I repeat today on the podcast,
• 0:08
  we're going to look at how to set meetings and appointments.
• 0:11
  And the reason why it's obvious because lots of us who are
• 0:14
  listening to this podcast right now, we are in business.
• 0:18
  We intend to start a business. We have a side hustle, we are
• 0:23
  self-employed and we have to set meetings and appointments or
• 0:28
  else we're going to have a hard time selling our products,
• 0:31
  selling our service and trying to move market.
• 0:33
  So that's what we're going to be looking at today.
• 0:36
  Hello and welcome. My name is Tavishima Ayedi, I'm
• 0:39
  the host of the podcast. And I'm making today's recording
• 0:42
  at an undisclosed location in Abuja.
• 0:45
  But yes, I am in the car park at the moment.
• 0:48
  So expect to hear some noise in the background, you know, people
• 0:51
  driving by, people gossiping, you know, things like that.
• 0:54
  Now, the goal of this podcast is not to let you know my paroles.
• 0:58
  Rather, we talk about business problems here.
• 1:00
  How do we overcome one or two objections?
• 1:02
  You know, how do we move things forward?
• 1:03
  How do we deal with customers? How do we negotiate?
• 1:05
  How do we price, how do we sell? How do we market all those sorts
• 1:08
  of things. So if you're interested in
• 1:10
  listening to all these sorts of things, this podcast is your
• 1:13
  jam. So make sure you subscribe on
• 1:15
  Spotify, YouTube, Apple, or any player of your choice.
• 1:18
  And if you'd love to connect, call, send me a text message or
• 1:22
  a WhatsApp message on 08064662140 again today.
• 1:28
  How do we set meetings and appointments?
• 1:31
  Now, I'm going to give you the background.
• 1:33
  But before I give you the background, those of you who
• 1:35
  listen to the podcast and who actually take the opportunity to
• 1:39
  reach out to me, you know, you send messages or you call, to be
• 1:42
  honest. I really appreciate you guys.
• 1:43
  I really, really do. Especially people who listen to
• 1:47
  episodes and then say, look, bro, I listen to this episode.
• 1:50
  And I think you were saying no to like the thing, no to add up.
• 1:54
  So how far so people who keep me on point like that, I really,
• 1:58
  really, really appreciate it because, you know, I'm human.
• 2:02
  And unfortunately, a lot of times when I'm making this
• 2:06
  podcast, you know, I'm freestyling.
• 2:07
  So sometimes I'm trying to say things of factual importance,
• 2:11
  you know, historical events, you know, things like that.
• 2:14
  And I get my names mixed up or I get my dates mixed up, you know,
• 2:17
  yeah, that's one of the problems with freestyling a podcast.
• 2:22
  So, you know, that's why I said, you know, when I have a bit more
• 2:23
  money, I'm going to have research assistants and, you
• 2:26
  know, things like that. People just just to make sure
• 2:28
  that if I say in 1968 this thing happened, you know, just to be
• 2:32
  sure, that was actually 1968, you know, and not maybe, you
• 2:35
  know, 1971 or something like that.
• 2:38
  So today I'd like to issue an apology to those of you who've
• 2:42
  been listening to my podcast. And I also want to say thank you
• 2:45
  to Fevor Afuya who listened to a podcast episode, the one that is
• 2:50
  titled From Harare to Lagos Billionaire Battles in Africa's
• 2:55
  business. Sorry, Africa's biz biggest
• 2:58
  markets. Again, the name of the episode
• 3:01
  is from Harare to Lagos Billionaire Battles in Africa's
• 3:05
  Biggest Markets. So thank you very much to your
• 3:08
  favor of we who listened and saw something or rather heard
• 3:12
  something that didn't sound too correct and sent me a message to
• 3:15
  say, oh boy, how far now you know this thing that you're
• 3:17
  saying No, to add up. No, I had to admit that, yeah, I
• 3:23
  made a mistake in that particular episode.
• 3:25
  And I even made an episode where I apologize and I made a
• 3:28
  correction. But you know, like Favor pointed
• 3:31
  out, what I was should have done then was I should have taken the
• 3:33
  link of the other episode and then put it in the show notes so
• 3:37
  that, you know, if anybody listens, they can now see that,
• 3:41
  oh, I realized my mistake and I tried to correct it in the
• 3:43
  future episode. So I'll try and do that, but the
• 3:47
  mistake that I made there was talking about some of the
• 3:50
  pioneer companies in the telco space in Nigeria, you know,
• 3:54
  Econet and you know, all those companies that would eventually
• 3:56
  become Airtel and all these companies today.
• 4:00
  So I got my wires mixed up because, you know, in the 80s I
• 4:07
  was a young kid then, you know, military era, rounding up or bus
• 4:10
  and draw, then GSM coming into Nigeria.
• 4:14
  You know, by that time I'm just becoming a youngblood and you
• 4:17
  know, as if I used to listen to the news like that.
• 4:19
  But you know, you hear of all these billionaires, you know,
• 4:23
  the guy from Zimbabwe, then Shama MO and the rest of them.
• 4:26
  So, you know, these were things that boys were just, you know,
• 4:28
  hearing. But basically, you know what
• 4:32
  stuff that was in the ether at the time.
• 4:34
  So, you know, I got my wires mixed up mixing up the
• 4:37
  billionaire from Zimbabwe and Chairman Moore, mixing up the
• 4:43
  companies, you know, things like that.
• 4:45
  So for that, I'm very, very sorry.
• 4:47
  For those of you who have listened to the episode, yes, I
• 4:49
  do make mistakes. And like I said, sometimes when
• 4:52
  I'm talking about some of these factual stuff, you know,
• 4:55
  historical stuff, you know, I'm freestyling from memory 'cause I
• 4:59
  was a young kid back then. So apologies that I didn't
• 5:04
  verify the facts, You know, the names of the companies, how the
• 5:06
  company started and which billionaire particular that I
• 5:09
  was talking about. However, the principle that I
• 5:12
  discussed in the episode was correct, that entrepreneurs who
• 5:17
  take a stake in utility or infrastructure companies on the
• 5:21
  continent, on the African continent, are really being
• 5:24
  hindered by corruption. And as a society, we should stop
• 5:28
  all this rubbish. We really should stop all this
• 5:30
  rubbish because if big boys are big girls, 'cause let's face it,
• 5:36
  the usual thing to do, not just in Africa but also in Asia, is
• 5:40
  that when you hammer, you take your money outside and then
• 5:45
  relax. So people who say, OK, I don't
• 5:49
  hammer, I'm a certified big boy, let me go home and let me put
• 5:52
  some money into roads or let me put some money into telcos or
• 5:56
  let me put some money into water or let me put some money into
• 5:59
  power. They were now coming to stress
• 6:02
  them. And we're now trying to collect
• 6:04
  bribe from them like in Zimbabwe and Nigeria.
• 6:07
  Nothing, no to tap. We're not going to develop
• 6:09
  ourselves and we're going to continue that trajectory where
• 6:14
  people hammer, they make money and then they go outside.
• 6:17
  Because one time you know, me and my wife and then some guys
• 6:20
  are just gist. And I told her, I look, to be
• 6:22
  honest, even me said when I hammer, what do you think I'm
• 6:24
  going to do? Carry my money outside and go
• 6:29
  and do other things in the UK and in the US because I don't
• 6:32
  want the situation where, you know, I'm here, my assets are
• 6:36
  here, my businesses are here. Then one day a president will
• 6:41
  enter a pharaoh who did not know Joseph, and then they will say
• 6:44
  this establishment, I don't like this guy.
• 6:46
  They now begin to pin my assets and now begin to make life
• 6:49
  stressful for me. So as a society, let's be
• 6:53
  mindful, especially those of us who are still young now.
• 6:56
  We're going to be in power tomorrow.
• 6:57
  We're going to be in politics tomorrow.
• 6:59
  We need to change this game up. We need to switch this game up
• 7:02
  or else these things will continue to happen where people
• 7:05
  get paid up, they become big boys and big girls, they become
• 7:08
  billionaires. Then instead of putting money
• 7:10
  back on the African continent, they will go outside.
• 7:14
  They will be investing in UK companies, buying real estate in
• 7:18
  the UK, buying real estate in America, investing in companies
• 7:23
  in, you know, everywhere apart from the African continent
• 7:29
  because you don't want all the wahala that happens over here.
• 7:33
  So anyway, so thank you very much Favour Afuya for pointing
• 7:38
  that out. Apologies to the rest of you
• 7:40
  forget my facts wrong. And yes, let me point out that,
• 7:46
  OK, let me put it this way, I promise I'm going to freestyle
• 7:49
  less and less on the podcast and I'll try and confirm facts
• 7:52
  before I talk. So if you hear me say anything
• 7:54
  that is factual or that purports to be factual, please go and
• 7:58
  verify the information before you rely on it.
• 8:01
  However, if you hear me say anything about sales principles,
• 8:04
  don't worry. Relax.
• 8:06
  What I'm saying is sound. If it is sales and selling
• 8:09
  principles or that one, I know it in my sleep.
• 8:11
  If it is factual things, I'm a human being, you know, I'll get
• 8:14
  one or two things mixed up. So let's get back to the topic
• 8:18
  of today. But I hope you guys got my
• 8:22
  message tomorrow if you're a president, tomorrow, if you're a
• 8:25
  governor, please be paying attention to these things.
• 8:28
  These are the things that help the plight of the black man in
• 8:31
  court, as people like to say. So please, those of you that
• 8:34
  want to enter politics tomorrow, I beg pay attention to those
• 8:37
  things so that those of us who hammer and become large, we can
• 8:42
  feel safe. We can feel confident to say
• 8:45
  that we're going to invest in infrastructure, invest in
• 8:50
  businesses, invest in all kinds of things at home or in other
• 8:54
  African countries instead of running outside like most of our
• 8:57
  people do. So today, like I said, what
• 9:00
  we're going to be discussing is how to set appointments and how
• 9:03
  to set meetings. Now, this is the background.
• 9:06
  One of my clients is the founder.
• 9:08
  He has come up with an app, set up a business and an app, a
• 9:11
  website, you know, every, every that is going to help with
• 9:14
  content creation and to make content affordable for
• 9:18
  entrepreneurs. Now, the problem statement that
• 9:20
  this guy has is that content is more expensive than it needs to
• 9:23
  be. And yeah, I would say, I would
• 9:25
  say, yeah, the guy is correct because OK, well, if he's too
• 9:29
  expensive, he's relative. But let me just put it this way.
• 9:32
  If you've ever thought, OK, I like this kind of concept, I
• 9:34
  need somebody to do this. You reach out to someone, you
• 9:36
  know, who can make this. And I say, oh boy, how far do
• 9:38
  this kind of thing for me? And then they say, sure, no
• 9:40
  problem, I'll do for you just being 250, anything.
• 9:42
  You're thinking like what, 250K for one post?
• 9:47
  If I'm dropping 250K for one post, then how many posts am I
• 9:51
  going to be posting in a month? You know, that kind of thing.
• 9:54
  So my client, his company, and the app that they're working on
• 9:59
  is supposed to solve all of these problems.
• 10:03
  So one company that they have on their list now is sorry, before
• 10:08
  I get to that. And so the first thing that we
• 10:10
  did is after figuring out what the unique value proposition is.
• 10:14
  And by the way, you need to know unique value proposition because
• 10:17
  it helps you stay grounded when you're having conversations.
• 10:20
  You really need to know why people do business with you or
• 10:22
  you really need to know what is the main problem that you're
• 10:24
  trying to solve. It will help you stay focused in
• 10:26
  the conversation. So we came up with a prospecting
• 10:29
  plan, a prospecting list. A prospecting list or plan is
• 10:33
  just that piece of paper or that note or that document where you
• 10:36
  write from #1 to number, whatever, 20 or 100, and you
• 10:41
  decide that, OK, these people are my potential customers.
• 10:44
  They're my potential clients. These are the ones that we need
• 10:46
  to come up with a plan for how to go about getting them.
• 10:49
  And this part is absolutely important, absolutely essential
• 10:52
  when it comes to growing your business.
• 10:54
  The problem is a lot of you are doing prospecting what you are
• 10:57
  using your memory to do it. And it's a problem.
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  Just be humble. Take a sheet of paper, write it
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  down, or open a note on your phone and write it down.
• 11:10
  Freestyling in this regard is a problem.
• 11:14
  You wake up tomorrow and you will not remember.
• 11:17
  Who are my ideal clients? Who have I reached out to?
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  Who have I like? Look, just let's just be
• 11:22
  meticulous about this. I know you stress, but let's
• 11:25
  write it down. As in have an actual list.
• 11:30
  So that was the first part of the action plan.
• 11:32
  We got the list. Now one company on the list was
• 11:36
  recommended by the guy's current staff.
• 11:38
  That's my client. He has hired people to, of
• 11:43
  course, you know, if you can afford to, you don't start as
• 11:46
  all my show if you can afford to.
• 11:48
  So he has really had some staff and then one of his current
• 11:52
  staff used to work at the company that he wants to target.
• 11:56
  And the guy who recommended it because he said he said boss,
• 12:00
  when I was at our company, I was overwhelmed.
• 12:04
  They wanted to keep me with content production too much as
• 12:09
  in demand was too much, like the work was too much.
• 12:12
  So we thought this is a good idea.
• 12:17
  The problem that we're trying to solve is content for people when
• 12:22
  you need it quick turn around in less than 48 hours and to do
• 12:26
  that on a reasonable budget. So he said, we agreed, we'll
• 12:31
  reach out to these people, we'll put them on the list, we'll
• 12:33
  start with them. Now the thing was, how do you
• 12:36
  start the conversation? Because remember, prospecting is
• 12:40
  the part of business development or growing sales where you try
• 12:46
  and figure out who is my ideal customer, who is the person that
• 12:49
  might need my product or my service?
• 12:52
  Where do they hang out? Where do they live?
• 12:54
  Where do they stay? Where do they chill online?
• 12:56
  Now that I know, how do I initiate a conversation with
• 12:59
  them? This is all that is involved in
• 13:01
  the part in in prospecting. OK, because it's not a good idea
• 13:05
  to just walk up to someone and say buy my stuff.
• 13:07
  We have to be a little bit more smooth than that.
• 13:10
  Eventually we'll get to the point where you say buy my
• 13:12
  stuff, but we have to come up with a plan.
• 13:15
  So in this case, now the guys that we came up with was the
• 13:20
  founder will call and say, hey, what's up?
• 13:22
  I just hired this dude for the polls on podcast.
• 13:25
  Let's say the guy's name is Michael.
• 13:29
  So the founder, we shall say, hey, what's up, We just hired
• 13:32
  Michael. Michael said he used to work for
• 13:33
  you guys. So I'm calling just to do some
• 13:35
  background checks. Hope the guy is the correct guy
• 13:38
  when he worked with you. I hope there was no problem.
• 13:40
  Then from that conversation, they will now slide into, oh, by
• 13:44
  the way, I was checking up you guys on Google and I tried the
• 13:48
  social media, but people were difficult to find.
• 13:50
  Then from there, he will now transition into the services
• 13:54
  that we offer because obviously putting out content will make it
• 13:58
  easier to find you people. And in this case, it was not a
• 14:00
  lie because when his client, he's a sorry, his employee
• 14:05
  Michael said this was a company. Both of us, we went online and
• 14:08
  we started looking for this company.
• 14:10
  Omo, this company is hard to find.
• 14:14
  We tried them on Google, they're hard to find directly on page 2.
• 14:18
  We tried them on Instagram. They were hard to find because a
• 14:20
  lot of companies with a similar name and the other people, you
• 14:23
  know, they post more regularly. So even if you search and you're
• 14:27
  just looking at posts, you see the post from other people.
• 14:29
  So truly, truly, they were hard to find.
• 14:32
  So that was the guys about how we're going to start the
• 14:34
  conversation. I say, hey, what's up?
• 14:37
  I'm reaching out just to do background checks on Michael, by
• 14:39
  the way. I was trying to find you guys
• 14:41
  looking at your websites, looking at social, you all are
• 14:44
  too hard to find. Now from there you transition
• 14:46
  with problem statement. So early on I had said that we
• 14:51
  need to know the unique value proposition of your business.
• 14:53
  In this case what we figured out.
• 14:57
  So excuse me because the guys my client has already, you know,
• 15:00
  sold to a few people. So some of the things people
• 15:02
  have been saying is that they like the fact that these guys
• 15:04
  are affordable, that, you know, when they do their thing, you
• 15:08
  know, with the website or whatever, they produce content
• 15:11
  and is not expensive and that they are fast.
• 15:13
  They've delivered in 48 hours. They've never taken longer than
• 15:16
  48 hours. And then the fact that the
• 15:18
  process is simple and effortless.
• 15:21
  So I told my client, OK, that's AUVP.
• 15:24
  Remember, whenever the conversation is lagging and
• 15:28
  we're losing focus, we'll always come back to look.
• 15:30
  People that we've worked with in the past, they like the fact
• 15:33
  that we're affordable. They like the fact that we're
• 15:35
  fast. We've never taken more than 48
• 15:37
  hours and we keep our process simple.
• 15:41
  We believe that we should be able to help you solve XYZ
• 15:43
  problem. Are you interested?
• 15:44
  Because conversations can get on wieldy.
• 15:46
  You need to be able to bring it back.
• 15:48
  So that's why you need to know your unique value proposition.
• 15:52
  By the way, this is one of the benefits of working with folks
• 15:55
  like me who are sales trainers, sales coaches, business
• 15:59
  development consultants, especially people like me who
• 16:03
  focus on personal selling, which is where you are face to face,
• 16:07
  one-on-one inbox to inbox with a particular person.
• 16:10
  You need to know how to guide the conversation.
• 16:13
  So we came up with a list of problem based openers or
• 16:19
  question based openers as it sounds.
• 16:21
  Problem based openers just means you start the conversation based
• 16:24
  on the problems you solve. Question based openers as it
• 16:29
  sounds, you know, you ask, you know a couple of questions just
• 16:31
  to get people talking. So problem based openers, you
• 16:36
  know, things like in this case now, because remember what my
• 16:40
  client does is a content for social media.
• 16:43
  So simple questions, you know, are you struggling to keep your
• 16:45
  social media updated with fresh content?
• 16:49
  That's a question, a question. I will get things going.
• 16:52
  Or, you know, you say something like, oh, hiring a full time
• 16:55
  content team can be expensive. What if you could get
• 16:59
  professional content without having to hire the whole team?
• 17:02
  Because there's actually somebody who he has done
• 17:04
  business with in past who said that that's the reason why they
• 17:06
  like doing business with him because they get the kind of
• 17:08
  content that they know they would have had to hire a whole
• 17:12
  team. So that's why we put that there.
• 17:16
  Then what else? So, you know, simple ways they
• 17:18
  can get the conversation going, then question based conversation
• 17:23
  ways to get the conversation going like, oh, what are your
• 17:25
  biggest challenges with content creation?
• 17:29
  You get the person talking. How do you manage your social
• 17:33
  media content since you don't have a dedicated team?
• 17:36
  You know, is it a struggle to find affordable and reliable
• 17:39
  content creators in Nigeria? So questions like that get
• 17:42
  people talking. And, you know, these are easy
• 17:44
  ways that you can transition. So you can see that we don't
• 17:47
  just roll up on someone and say buy my thing is is too direct.
• 17:52
  You know, sales is like toasting.
• 17:54
  So we need to be more subtle. If you walk up to a babe, I say
• 17:58
  marry me. Well, it can work, but I just
• 18:01
  woke up to her the first time you say marry me, you're causing
• 18:04
  chaos for yourself. If I let me give you a real life
• 18:07
  situation, real life if I just want to.
• 18:11
  I remember correctly, this lady is also a content producer and
• 18:15
  we're talking about Christian stuff.
• 18:16
  And that's how she said when she was younger that she goof, she
• 18:19
  made a major goof. There was this guy in her church
• 18:22
  that she liked the guy. And so she walked up to the guy
• 18:26
  with her full chest and she said, God has revealed it to me
• 18:30
  that you are my husband. And actually in her own mind,
• 18:33
  she thought she actually heard God say that is your husband.
• 18:36
  So she walked up with full authority, full confidence, and
• 18:40
  she told the guy, God has revealed it to me that you are
• 18:43
  my husband. Guess what happened?
• 18:47
  The guy currently is married to somebody else.
• 18:50
  In fact, the guy started weaving her, started running away from
• 18:52
  her because man, that's weird. So it doesn't matter whether
• 18:55
  you're a guy or a girl. If you walk up to a baby and
• 18:59
  say, marry me, chances are you're starting on the wrong
• 19:01
  food. If you walk up to a guy and you
• 19:03
  say God has declared that you're my husband, you're off to the
• 19:06
  wrong food. So, you know, before we sell
• 19:09
  something or before we told somebody, it has to be a little
• 19:12
  bit more subtle. I'm not saying these guys you
• 19:15
  advance will be a little more subtle.
• 19:18
  So that's those are the kinds of things that we're trying to do
• 19:20
  in this case. So excuse me.
• 19:23
  Now back to our scenario. The guy asked me about e-mail,
• 19:27
  whatever you send e-mail. And I told him I look, look,
• 19:29
  look, look, look, let's hold up. e-mail is easy to send, but
• 19:32
  e-mail is the least effective form of communication.
• 19:36
  And it also has the worst open read, for instance, now, as are
• 19:43
  the recording of this podcast in 2025, based on statistics that
• 19:46
  we have from North America and from Western Europe, it looks
• 19:51
  like text messages get a 97% open rate.
• 19:56
  What that means is if you send a text message to someone, you are
• 19:59
  98% sure that they will open it and they will read it.
• 20:03
  It does not mean they will reply.
• 20:04
  Reply rate is different. But open rate so far is 97%
• 20:09
  e-mail open rate. I can't remember what it is, but
• 20:12
  it is low, low, low low low low low low, very low.
• 20:16
  So knowing that, and that's one problem I have with you tech
• 20:19
  people, people need tech space, Why the hell are you still
• 20:22
  sending emails? You know that nobody is opening
• 20:25
  it. You know that SMS has a 97% open
• 20:28
  rate. Does it not make sense as an
• 20:31
  intelligent person to go ahead and you know, do the text
• 20:35
  message route? But anyway, e-mail is cheap and
• 20:38
  you can send 1000 emails, you can send a million emails per
• 20:40
  day. So people keep keep doing it.
• 20:42
  Don't focus on the number that you're sending.
• 20:44
  Focus on how effective each particular outreach is.
• 20:50
  So in this case, I told my guy, no, we're not doing e-mail.
• 20:53
  It is easy to do e-mail because you can find those people e-mail
• 20:56
  addresses. What we're going to do is we
• 20:58
  will make a phone call or we will go to their office.
• 21:03
  Now you tell people complain it doesn't scale.
• 21:05
  Yeah, of course it doesn't scale, but don't worry about
• 21:07
  scaling now. In the beginning, we're trying
• 21:09
  to get a few customers, we're trying to get some money.
• 21:13
  There's some market validation for our product.
• 21:15
  We're trying to figure out that this product, this app, this
• 21:18
  website, this computer code, this, whatever it is you're
• 21:21
  trying to sell, you're trying to figure out that this damn thing
• 21:23
  works and that people even like it in the first place.
• 21:26
  So in the beginning, we do things that don't scale.
• 21:28
  We go out, we talk to people face to face, we pick up the
• 21:31
  phone, we get some sales, one-on-one.
• 21:35
  Funny enough, my client, the founder, later on, he told me
• 21:40
  I'm really, really enjoying this process and I said why?
• 21:43
  He said because I'm finding out things I did not know before.
• 21:46
  He said I was talking to somebody and then the person
• 21:48
  said, what about Jingle? What is the Jingle?
• 21:53
  I explained to him what the Jingle is because you know,
• 21:56
  media background. I'm also in radio, he said.
• 22:00
  He said, to be honest, I had no idea that people are even
• 22:02
  looking for jingles on social media.
• 22:06
  If you're sitting behind your desk and blasting out a million
• 22:09
  messages, how will you know that your potential customers, if
• 22:12
  you're in the content production space, how you know they're
• 22:14
  looking for Jingle? You won't know.
• 22:17
  You won't. It is when you're having a
• 22:19
  conversation with someone one-on-one.
• 22:21
  I'm here, I'm looking at you, you're looking at me.
• 22:24
  It's a conversation while talking back and forth and then
• 22:26
  somebody asks, hey, do you do Jingle?
• 22:28
  It's from there that you will know.
• 22:29
  You say, oh, Jingle. What a Jingle.
• 22:33
  Also, people don't pretend. They'll say, oh, yeah, sure,
• 22:35
  sure, sure, sure. We do jingles.
• 22:36
  They do now rush back home and go and do research.
• 22:39
  They will go to Google what is a Jingle?
• 22:41
  How do you produce Jingle? How should I price Jingle?
• 22:46
  The most honest thing to do actually is if you're in a
• 22:48
  situation and somebody say, do you do Jingle?
• 22:50
  Just so sorry. I'm, I'm, I'm not familiar with
• 22:52
  that concept. Can you explain, please?
• 22:53
  And they hear what the person says.
• 22:56
  When the person says that, oh, it's going to be a music track,
• 22:59
  you know, that goes with the contest.
• 23:00
  Oh, of course we can do that. Yeah, sure, we can do that.
• 23:04
  But you see, he's enjoying the process because now that we're
• 23:08
  talking to people phone on phone, face on face, he's
• 23:11
  getting some feedback, he's learning some things to improve
• 23:13
  his product. So please order e-mail thing.
• 23:18
  Yeah, you will send e-mail eventually, but calm down, stop
• 23:20
  leading with e-mail. So face to face is the highest,
• 23:27
  the best way of communicating face to face after that is voice
• 23:31
  to voice. Phone call after voice to voice
• 23:35
  is video to video. Don't ask me why video is less
• 23:41
  than voice. I don't know.
• 23:41
  I have no idea. Maybe it's because when people
• 23:43
  are on video, they're kind of stiff or they're nervous or
• 23:46
  something and so it reduces the flow of the conversation.
• 23:52
  I have no idea. But that is just the priority
• 23:54
  right now. So remember, the best is face to
• 23:58
  face. I am seeing you.
• 23:59
  You are seeing me. That is the best way to
• 24:01
  communicate. After that is voice to voice.
• 24:04
  I'm talking on the phone, you can hear me.
• 24:07
  You are talking on the phone, I can hear you.
• 24:09
  I'm talking on the WhatsApp, You can hear me.
• 24:12
  You're talking on the WhatsApp, I can hear you.
• 24:14
  Then after that is video. So we do WhatsApp video, we do
• 24:18
  Zoom, we do Microsoft Teams, we do whatever, and then on and on
• 24:22
  and on. And then the one that is the
• 24:24
  least effective is e-mail. So please don't argue with this
• 24:28
  one. This one, there is no need to
• 24:30
  verify. It's I've, I've told you this
• 24:33
  one is correct e-mail least effective also because e-mail is
• 24:38
  not conversational and e-mail right now in 2025, e-mail feels
• 24:42
  very, very formal. What's up, on the other hand,
• 24:46
  feels casual and conversational. So you see, you gas to pick your
• 24:50
  medium when you decide how you're going to be reaching out
• 24:52
  to people. So where was I?
• 24:57
  So we agreed as wannabe phone call.
• 24:59
  So I said you called the guy, you called the company IB and my
• 25:03
  guy said yeah, he will. And then he called, no answer.
• 25:10
  Then he called again, no answer. Then after some time he called
• 25:15
  one more time, no answer. Then we spoke the next day.
• 25:18
  I said how far now did you call them?
• 25:20
  Say yes, I called three times, nobody answered.
• 25:22
  I said did you send a message? He said message.
• 25:25
  So I now had to educate my guy and that's the reason why I'm
• 25:27
  here educating people. I say no, no, no, no, no.
• 25:30
  You know what? When you call people and they
• 25:31
  don't answer, if you don't send a message, it's as if you didn't
• 25:35
  call at all. The person will come and they'll
• 25:38
  see three missed calls. Then they'll see it is from
• 25:42
  unknown number. And I told him that look, you
• 25:44
  and me, we're hustlers, we're looking for money.
• 25:48
  When we see missed call, we call the person back in case it is
• 25:52
  money. But the people who are calling,
• 25:55
  if they're not business people and they say missed call from
• 25:58
  unknown number, most people would just leave it.
• 26:01
  Those say if they're serious, don't call me back.
• 26:04
  Also because of all the foreigners that are out there
• 26:06
  trying to scam people for money. So I told him, and I'm telling
• 26:12
  you, if you're trying to call someone, excuse me, to book a
• 26:16
  meeting, to book an appointment and you don't get an answer,
• 26:20
  send a text message. The point of the text message is
• 26:24
  this. There should be something in
• 26:26
  writing on a person's phone that will let the person know that,
• 26:31
  look, this miss number, this is who I am, This is why I called.
• 26:38
  This is what I would like us to do next.
• 26:41
  I repeat, however you craft the message, it is going to be very
• 26:45
  simple. You send a message saying this
• 26:47
  is who you are. This is why you called.
• 26:51
  This is what I would like for us to do next.
• 26:56
  When you do that for the average person, people are now calm and
• 27:00
  then they can call you back. There's some people that argue
• 27:04
  with me about it, but then by the time we implement it in
• 27:07
  their business, you see that it works.
• 27:09
  By the way, nothing is 100%, but you will see that, OK, last week
• 27:12
  you tried calling 10 people. Zero of them called you back.
• 27:16
  But but by then you now start implementing these things and
• 27:19
  you see that Oh, like 4 or five people start calling you back.
• 27:21
  You know, it's not perfect, but it's better than 0.
• 27:26
  Again, you call somebody doesn't answer if the person is a total
• 27:31
  strange. If I even if the person is not a
• 27:32
  total stranger, it's a good thing.
• 27:34
  So even if you and me, we're cool, we've been talking and I
• 27:37
  miss your call, still send me a text message.
• 27:39
  OK, in this case, I know who you are.
• 27:41
  Send me a text message. Why did you call and what would
• 27:44
  you like for us to do next? That way I can now pick up the
• 27:46
  phone and say, oh favour, what's up?
• 27:50
  How you been? OK?
• 27:51
  Or you want us to discuss something that I got wrong in
• 27:54
  the podcast? Why?
• 27:55
  Shoot, no problem. Tell me what is it?
• 27:57
  And then we're having a convo. So that's how it works.
• 28:01
  So this whole process makes it easier for people to pick up the
• 28:07
  call the next time you call. Now, surprisingly, it also has
• 28:10
  one after effect. Some people will reply to your
• 28:15
  SMS or reply to your WhatsApp message, and now you're having a
• 28:18
  conversation. So I now told the guy, you know
• 28:24
  what? Yesterday you called three
• 28:25
  times, didn't answer. We will call back today.
• 28:28
  But before we call, let us craft the text message that you will
• 28:32
  send if they don't answer. And this is what I drafted for
• 28:37
  the guy and this is what we came up with.
• 28:40
  So excuse me. So let's say, OK, the person
• 28:46
  that we're going to call was the secretary in the company because
• 28:49
  that's the person that we have the phone number.
• 28:50
  So let's say the secretary is Julia.
• 28:53
  Let's say the secretary is Julia.
• 28:55
  Therefore the staff member, we said the staff member's name is
• 28:58
  Michael. That's the name we came up with.
• 29:00
  So we said this is the message that you said you call poo poo,
• 29:03
  poo, poo, poo, poo, poo poo. This caller is not available to
• 29:08
  take your call. Then you caught it.
• 29:10
  Then you now send text message and text message will say good
• 29:14
  morning Julian. I tried calling earlier from XYZ
• 29:18
  Business. We recently hired Michael, your
• 29:22
  former employee, and I wanted to run a background check on him to
• 29:27
  see what kind of employee he was while working with you at ABC
• 29:31
  Company. That is the first part of the
• 29:33
  message, right? And I told him when we send a
• 29:38
  message, I've said it on the podcast before, but I know
• 29:40
  there's some new listeners, so let me repeat it now.
• 29:43
  So when we send a message, we end our message, our text
• 29:46
  message with either a question because we're trying to get
• 29:50
  people to respond, we're trying to get them involved in a
• 29:52
  conversation, or we end it with a call to action, something we
• 29:56
  want people to do next. Let me repeat every question.
• 30:00
  I say question every text message you send for the purpose
• 30:04
  of business, the text message should end with either a
• 30:07
  question or a call to action. If you don't do that, your
• 30:11
  message is just a statement. And when you send statements to
• 30:15
  people, people just read it and think, oh, OK, and then they
• 30:17
  close the phone because it is just a statement.
• 30:20
  You're just saying your mind. But the whole point of sending
• 30:24
  these text messages, we're trying to pull someone into a
• 30:26
  conversation. All right?
• 30:29
  We're trying to pull something into someone into a conversation
• 30:32
  or we're trying to get them to take the next step that will
• 30:36
  move our business relationship forward, that will move the
• 30:40
  agenda forward. So every single text message
• 30:43
  should end with a question or a call to action.
• 30:47
  So excuse me, I'm not recovering from a cold.
• 30:51
  So for one of another client that I'm coaching, well, this
• 30:55
  one is this person in the solar space because he he forgets I
• 30:58
  gave him a cardinal rule. I told him, look, don't violate
• 31:01
  this rule at all. I told him, look, any message
• 31:04
  you send, it must end with question mark.
• 31:06
  That's where I put it to him because I didn't know how to
• 31:08
  explain it. I just told him every single
• 31:11
  text message or WhatsApp message you send must end with a
• 31:14
  question mark. If it does not end with question
• 31:16
  mark, you know, I mean, you're in trouble.
• 31:20
  All right? So now, in this case, we came up
• 31:24
  with three endings because I wasn't sure what the ending
• 31:25
  would be. So ending #1 was would you be OK
• 31:32
  with us having that conversation, 'cause remember he
• 31:34
  said he was calling to do background check.
• 31:37
  So option one, would you be OK with us having that
• 31:40
  conversation? That is somebody that is
• 31:43
  something that somebody can reply yes or no to or somebody
• 31:47
  can reply and that should be OK. But let me check with human
• 31:51
  resources first. You see they can respond.
• 31:55
  Option #2 Let me know when you're available to talk and
• 31:59
  I'll call you back. That also begs a response.
• 32:02
  Oh, sorry, I was in the middle of a meeting.
• 32:04
  The meeting should be over by 4:00 PM.
• 32:06
  You can call me anytime after 4-30.
• 32:10
  You see, it is begging a response.
• 32:13
  Then another option that we put there was do you recall Michael?
• 32:19
  That one also begs a response. They say, Oh yes, I recall
• 32:23
  Michael. So, so, so and so.
• 32:26
  And what else would you like to know?
• 32:30
  You see the conversation is continuing.
• 32:33
  But if you just send a message saying good morning, Julia.
• 32:38
  I've tried calling earlier from ABC company.
• 32:41
  We recently had Michael to work for us and I wanted to run a
• 32:44
  background check on him to see what kind of employee he was
• 32:47
  while working with you at this. Is this there full stop.
• 32:51
  The person will read it. I'm like, OK, and then they'll
• 32:53
  close the message. You didn't ask them for
• 32:55
  anything. You didn't ask them to do
• 32:58
  anything. You didn't show that anything
• 33:00
  else is required of them. I hope you guys are feeling what
• 33:05
  I'm what I'm saying. I hope you're picking up what
• 33:08
  I'm putting down. Every text message or WhatsApp
• 33:12
  message you send must end with either a question or either,
• 33:18
  sorry, either a question or a call to action because we're
• 33:22
  trying to pull somebody into a conversation or trying to get
• 33:26
  them to do something that will move the agenda forward.
• 33:32
  By the way, yes, the lady did respond.
• 33:36
  So the conversation is flowing. So you see the difference
• 33:39
  between calling three times and now sending a text message and
• 33:45
  then calling once and sending a text message.
• 33:50
  But like I said, nothing is 100%.
• 33:53
  This will work all the time, but the goal is sales is about
• 33:57
  improving our odds, putting the odds in our favor.
• 34:03
  If zero people are responding to you after you try calling 10
• 34:10
  people, isn't all good that at least you're doing something Now
• 34:14
  that 3-4 people are responding to you over time, that small
• 34:19
  difference in conversion is what will start putting money in your
• 34:24
  bank account because people are responding and taking the next
• 34:28
  step and you're getting better conversions.
• 34:31
  But please, I need to say this again because some of you lose
• 34:37
  heart too quickly. Nothing works 100% and nothing
• 34:40
  works all the time. So don't try this thing that
• 34:44
  I've said with two or three people, none of them responded.
• 34:46
  I say, and this thing doesn't work.
• 34:51
  Try with more people. Perhaps your message is not a
• 34:56
  good one. Perhaps your call to action is,
• 35:00
  you know, did not rhyme, it did not blend, you know, but over
• 35:04
  time we're trying to increase the conversions, the people that
• 35:07
  take the next step. Oh, wow, 35 minutes.
• 35:11
  OK, then bring it to a close. So summary people either don't
• 35:18
  know or they underestimate how well how a well thought out text
• 35:24
  message or WhatsApp message, how you can use it to continue the
• 35:29
  conversation or how you can use it to even start the
• 35:31
  conversation. Because remember what I said,
• 35:34
  this lady 3 calls, she didn't answer the second time, one call
• 35:38
  you send text message, she responded through text message.
• 35:41
  The conversation is continuing through the text message.
• 35:44
  Some of you either do not know or you underestimate how well
• 35:47
  that this thing can go. So when you're calling somebody
• 35:51
  because you want to set meeting, oh, by the way, the reason why I
• 35:55
  said this orgasm is about how to set meetings appointment was
• 35:58
  this. We agreed that even though he
• 36:01
  has a phone number, he's not going to sell over the phone
• 36:03
  'cause we said it is best to sell face to face.
• 36:07
  So the whole point of him reaching out and calling and
• 36:09
  chatting with these ladies, we are trying to get a meeting for
• 36:13
  him to go into that studio and there from there, sorry, into
• 36:17
  the office there from there question problem, sorry, problem
• 36:23
  based opener, question based opener.
• 36:25
  You'll be able to slide into one more.
• 36:27
  I was looking for people. People are really hard to find.
• 36:30
  Do you guys have any challenges around problem around content or
• 36:34
  have you realized that content might make you more visible,
• 36:37
  Cure your SEO problems. That's how you would transition
• 36:41
  and then it would not be like, oh, I have an app that happens
• 36:44
  to solve this problem. So you understand, you see,
• 36:48
  that's how you transition. So the goal was actually to book
• 36:51
  a meeting. So yeah, that's it.
• 36:55
  This is how you use the phone to book a meeting.
• 36:58
  In summary, one of the ways, the other ways, but sharp, we need
• 37:02
  to be much more deliberate about how you use how we use text
• 37:06
  messages. If you need more ideas about
• 37:10
  that, no problem. Keep following this podcast
• 37:12
  because these are the kind of things that we talk about here
• 37:15
  every day, almost every day. And also, Please remember when
• 37:20
  you talk to someone or you don't talk to someone, remember to
• 37:23
  send a text message. Remember to send a WhatsApp
• 37:25
  message after every single interaction or after every
• 37:28
  single interaction. So let's say Julia agreed and
• 37:33
  she picked up the phone, maybe we had a wonderful conversation.
• 37:35
  As soon as Julia cuts the phone, you say, Julia, it was a
• 37:39
  pleasure having a conversation with you.
• 37:43
  I'm looking forward to our meeting at Monday morning, 8:00
• 37:46
  AM, where I'm hoping we'll be able to discuss ABCXYZ.
• 37:51
  Then you send text messages, have a 97% open rate.
• 37:58
  Julia will see it. Julia will read it.
• 38:01
  Whether she replies or not, you know, we don't care.
• 38:03
  We know that the chances are she has seen it.
• 38:07
  It is planting a seed. It is a confirmation.
• 38:10
  It is a reminder. And then in the future, it also
• 38:14
  is a history of your interactions because every
• 38:18
  single time Julia opens the phone as she sees there's one
• 38:21
  that is prior. So he registers psychologically
• 38:23
  that oh, this is someone that having an ongoing relationship,
• 38:27
  ongoing conversation with prior context.
• 38:29
  This guy not be total stranger because let's be honest, Julia
• 38:33
  is not going to store your number.
• 38:35
  People are busy. Everybody has 2003 thousand
• 38:38
  contacts on their phone. So Julia is not going to store
• 38:40
  your number today just because you called her.
• 38:42
  If he's like that, she will have 10,000 contacts, don't worry.
• 38:48
  Anyway, 40 minutes. So let me just wrap it up.
• 38:50
  So that's it. And that's all for today.
• 38:52
  Remember, if you'd love to connect, you can call, send me a
• 38:54
  text message, send me a WhatsApp message on 08064662140.
• 39:01
  Thanks for your time and attention.
• 39:02
  I'll catch you next time. Same place in your headphones or
• 39:05
  in your speakers. And also remember, if I say
• 39:09
  anything that concerns to history or anything that needs
• 39:13
  factual verification, please verify when I say it.
• 39:16
  But all these things I've been talking about today, you know,
• 39:20
  principles, how to carry on the conversation, how to move the
• 39:23
  agenda forward. Don't worry if I've said it, you
• 39:26
  can't take it like gospel truth. All right, so I'll catch you
• 39:29
  guys at the next episode.