Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Pitch Perfect, Persona Polished: Selling in the Digital Age

Transcript

Pitch Perfect, Persona Polished: Selling in the Digital Age · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome. My name is Tavishima Ayede.
• 0:04
  I solve sales and marketing challenges.
• 0:07
  And I'm making today's recording from my living room.
• 0:10
  So expect to hear interruptions in the background, especially
• 0:12
  since the neighborhood kids are running, you know, all over the
• 0:15
  place. So you know, noise from both
• 0:16
  ends. Now, the goal of this podcast is
• 0:19
  not to tell you about my neighbour's kids.
• 0:21
  We're actually here to talk about business education.
• 0:23
  So please spread the word so that friends and family members
• 0:27
  in Nigeria and abroad can benefit from the questions that
• 0:30
  we tackle. They can do that by subscribing
• 0:33
  on Spotify, YouTube, Apple, or any player of their choice.
• 0:37
  And if you'd love to connect with me, by the time you're
• 0:40
  done, you can call, you can SMS, you can WhatsApp me on
• 0:43
  08064662140. Now today on the podcast, we're
• 0:52
  going to look at listener questions and it's a couple of
• 0:56
  questions from Dave, who is a podcast listener.
• 1:00
  He reached out to me on WhatsApp, I think on WhatsApp
• 1:03
  1st, and he sent me a couple of questions and I promised I'd get
• 1:08
  back to him and I haven't gotten back to him.
• 1:11
  We tried talking and we didn't end up talking.
• 1:15
  So I told him, you know what, I'll just make a podcast
• 1:17
  recording and once it's up, listen, if there's anything I
• 1:21
  didn't address, send me a follow up question.
• 1:23
  If there's anything that I misunderstood, send me a follow
• 1:25
  up question. So this is going to be me trying
• 1:29
  to answer Dave's questions best I can.
• 1:32
  But Dave Novaks, I just wrote out the questions and I wanted
• 1:36
  to restart on the answers. So it's not like I sat down and
• 1:42
  give this the fullest deliberate role.
• 1:46
  I say anyhow, sure, let me just go on and answer the questions.
• 1:52
  So let's see, OK, So I remember now, so a lot of the questions
• 1:56
  were around how to send direct messages, how to do sales
• 2:01
  pitches and let's see, OK. And then previously on social
• 2:07
  media and on the Internet. So again, the questions that
• 2:10
  we're going to tackle around how to handle DMS, that is direct
• 2:16
  messaging, how to do e-mail prospecting as you're trying to
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  draw more business by sending people e-mail.
• 2:22
  So basically just sliding into people's inboxes.
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  Then how to make a pitch when you don't know anything about
• 2:28
  the person that you're talking to.
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  Because of course, that's a situation that a whole lot of us
• 2:32
  find ourselves in because initially when we're doing
• 2:36
  business, you know, we're going to reach out to friends, family
• 2:38
  members and associates. But we didn't like carrying like
• 2:40
  four or five months. We've spoken to everybody.
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  We've spoken to all our cousins, our brother, our sister, current
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  girlfriends, side piece, ex girlfriends, current boyfriends,
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  Magas, Mugus, uncles, aunties, daddy, mommy, stepmother,
• 2:54
  stepfather. As we've talking, we've spoken
• 2:56
  to everybody. And so eventually we get to that
• 2:58
  point where we now have to start talking with strangers and, you
• 3:03
  know, we guess to that point where, OK, I want to go and see
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  Chief so, so and so or I want to send an e-mail to this person or
• 3:09
  I want to send Adm to this person, but I don't know she she
• 3:13
  about this person. So we all we all get to that
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  point then previously on social media, all of us have some kind
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  of accounts. We're all putting our content
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  every day, but we do not realize that we're building up a
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  treasure trove of information about ourselves.
• 3:30
  And so Dave is one of those people who listen to the podcast
• 3:32
  episode where I was talking about how I use Truecaller and
• 3:36
  Google to do research on somebody before I slide into
• 3:39
  their DM or before I pick up the phone and give them a call.
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  So he's one of those people if another person told me before
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  Dave. So there's some of you who are
• 3:47
  just realizing. So he did a small search, you
• 3:50
  know, Truecaller, Google, and then he saw the amount of
• 3:53
  information on himself. And, you know, Dave shout, he
• 3:55
  said, Chai, now I see me, only me.
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  So all the information that is out there.
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  And so of course, he's worried there are more.
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  There's too much information about me on the Internet.
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  You know, what will I do? So that one is normal because
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  how will I put it? You know, this Internet thing is
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  relatively new. So a bunch of us have been
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  living on the Internet without thinking about identity
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  protection, you know, identity protection, safety, you know,
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  things like that as we're just leaving Shah and we don't
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  realize all the things are cropping up.
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  So we'll tackle some of that anyway.
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  So that's just basically somewhere of all the things that
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  we're going to do. So now Dave had the question,
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  yes. By the way, I'm not putting
• 4:37
  Dave's surname to protect his privacy, but I'm mentioning Dave
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  so that you know Dave for those days that I've chatted with, if
• 4:46
  you're the one that I promised, you know, like 3 or 4 days ago
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  that I was going to do this, then this is you.
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  And then of course, you will know from the kind of questions
• 4:54
  that we answer that it's, it's you.
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  That's why I'm not using the surname.
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  So first of all, how to send DMS.
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  So he listened to an episode that I made around DMS and then
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  his question was, does all this apply when it comes to emails?
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  And the answer is yes, maybe I didn't say it on that episode
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  and it's something I should say time and time again.
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  But really, whenever you hear me, not just me or any other
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  person talking about all these messaging things, you will find
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  that in principle, whatever the person is saying applies to
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  e-mail, to DM, to WhatsApp, to whatever, So long as it's
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  business outreach, you'll find that in principle, it all
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  applies. The contexts, you know.
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  Will you tweak it differently? But in principle it all applies.
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  And I can't remember correctly, but the principles I've been
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  talking about when it comes to reaching out to people sliding
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  in through their DMS, number one is targeting and relevance.
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  Targeting just means, How do I put it?
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  Am I focused on the right person?
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  Is this person my ideal customer?
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  Does this person have a problem that my product or my service
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  can fulfill? Is there some resonance there?
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  Have I done some research ahead of time to be sure that there's
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  some relevance? So targeting and relevance is
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  basic. That one is foundational because
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  there are people who keep sending messages and they say
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  Good afternoon Ma. I mean, from Good afternoon Ma,
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  you've lost me. I'm not a woman.
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  So at Good Afternoon Ma, you have lost me.
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  Now, of course, somebody like me, because I'm interested in
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  sales and marketing and different kinds of marketing
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  communications, I will open it because I'm trying to see what
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  is the latest trend, how people send the messages, what is the
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  thing that is going around now. But the average person, once
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  they say Good Afternoon Ma, all the men who receive that message
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  will delete. Now people who are fierce like
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  my wife or my mother-in-law, when they receive that message
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  and they say good afternoon, Sir, or they say good afternoon
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  Sir, Slash Mark or to whom it may concern, they will just
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  select unblock. So targeting and relevance is
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  foundational, whether it's Instagram DM or WhatsApp or
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  whatever. See, you have to at least form
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  that you know who this thing is going to pretend.
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  Make some small effort. Is this person a man or a woman?
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  Get their name right. I mean, just all these simple,
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  simple things targeting on point or segmenting.
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  Because even though I keep talking about it, there are some
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  of you who still want to wake up and send one message to 500
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  people and then say you've done work.
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  OK, no problem. If you must send 500 messages, I
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  will argue with you again, but at least do proper segmenting.
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  You have to arrange your broadcast list in such a way
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  that that good afternoon Sir will only show up in men's inbox
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  and then good afternoon Ma will only show up in females inbox.
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  And please stop this. You know, good afternoon, Sir
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  Slash Ma. As we've gone beyond that,
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  that's what people used to do in the 80s and you know, was
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  accepted business practice. You know, dear Sir Slash Ma
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  Slash, to whom we may concern, you know that time has passed.
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  So stop trying to do what used to work in the 1980s.
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  Stop trying to do that in 2025. That time has passed.
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  So for those of you who insist you still want to be sending out
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  hundreds and hundreds of messages, then OK, what you
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  should be doing is segmenting. But the spirit behind what we're
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  saying is this target your messages properly.
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  Let it be relevant and let it speak to who it is getting to.
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  So there's some work there. I'll leave you guys to flesh out
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  the particulars on your own because no matter how much I say
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  make sure that the message is tailored, there's still those of
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  you who would like to send broadcast messages.
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  If you're broadcasting, make sure it is targeted.
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  If you're going to do some form of tailoring, all you need to do
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  is copy paste and then edit. I know it sounds like work, but
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  it saves time. Copy paste edit deletes name,
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  put the new person's name. Make sure you now put something
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  personal in the first paragraph. The rest of the message will
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  still remain essentially the same.
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  The call to action will still remain the same.
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  Yes, it looks like it's work. But if you have a Bluetooth
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  keyboard and you're doing copy paste edit, you probably can
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  send, you know, 15, you know maybe like 1015 messages in a in
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  a minute. I know it looks like it's work,
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  but anyway, let me stop. So yes, targeting relevance,
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  yes, that applies. So whether is Instagram, whether
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  is DM, whether is e-mail, that applies.
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  Now brevity, brevity just means keep it short.
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  Keep it short. That definitely applies to
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  e-mail because most people are reading their emails on the fly
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  and reading their emails on the phone.
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  So as a default, if people have to be flicking through your
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  messaging, they are not going to read it.
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  You want the thing to show up one time.
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  If there's going to be a scroll, I'm begging you, let it be 1
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  flick. By the time you enter into two
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  or three flicks, you know there are studies based on these
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  things. The longer it is, the less
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  people are opening are reading it.
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  And for the people that read, the less of them are
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  understanding what it is. And I getting the point.
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  So for people to open it, keep it short for people to
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  understand it, keep it short. If you can let it just be one
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  time. As in once you click on open,
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  everything is just on the phone screen like that.
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  You there must be a flick. Let it just be 1 flick, 2-3
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  flicks. Your, your metrics are beginning
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  to go down. So the goal is not, did I send
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  the e-mail to 1,000,000 people? The goal is of the million
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  people who received it, how many of them opened?
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  Of the min, Of the number that opened, how many of them read?
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  Of those that read, how many understood?
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  Of those that understood, how many took action?
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  That is the goal. So if you send a million emails
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  and only 100 people read it and only 20 understood and only five
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  took action, I'm afraid your campaign is 0, it is fail.
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  But if you send only 10 emails, 8 of them opened, seven of them
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  read and understood and then five of them took action, that
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  is considered the pass. Some of you will say and what's
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  the difference at the end of the day is only 5 people that took
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  action? No, it's about the conversions.
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  How many people took the next step?
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  Because this is the theory in the first case, the person who
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  sent a million and only got 5, if you give that person access
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  to everybody on Earth, 8 billion people, the person is still not
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  going to do good with that. But the person who sent it to 10
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  and ended up with five, in theory, if you give that person
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  access to a wider database, the person is going to end up
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  getting more money from it because they have more
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  conversions. All right, so let me move on.
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  Brevity, keep it short is the same for e-mail.
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  Then I also talk about how you should confirm whether people
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  are interested or confirm if your unique selling proposition
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  or your unique value proposition matches what it is matches their
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  need. One example that I've given in
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  the past is OK from my wedding photography days.
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  I've told you guys about how it doesn't make sense.
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  I can't keep peppering a babe with messages about wedding
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  photography if Habbo has not proposed.
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  I'm just wasting time. Habbo has not proposed yet and
• 13:17
  she has not forced him to propose.
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  Why am I peppering her with messages?
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  If they have proposed but the family hasn't met and there's no
• 13:26
  time for a wedding date yet? Well, OK, I can be sending
• 13:30
  messages. But no, it's still arguable
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  because the wedding train is not moving yet.
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  So at some point, your messages have to be brief enough and you
• 13:38
  have to get to the point where you ask the person you know, are
• 13:42
  you interested in this? Are you interested in wedding
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  photography? Or research shows that X percent
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  of people in this industry? OK, let me see.
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  OK, Not Dave. I was talking to another Dave.
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  And this Dave, what he does is websites.
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  And Dave was worried about his e-mail outreach.
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  And, you know, I told him at some point you have to get
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  straight to the point. You have to ask them, first of
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  all, do some basic research because some people already have
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  websites. So for the people who don't have
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  websites, at some point you have to ask them and say, OK, most
• 14:14
  people who have websites, they do it because, sorry, I can't
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  remember. What did we say?
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  Again, most people OK, visibility.
• 14:23
  He has visibility. And then what?
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  Again, closing deals. OK, that's what we came up with,
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  visibility and then closing deals that you can use websites
• 14:32
  to help you close deals. So at some point you have to ask
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  the person, you know, most people in your line of business
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  who have websites, they do it because they want more
• 14:40
  visibility or they want to be able to close more deals.
• 14:43
  Is this something that you're interested in?
• 14:45
  Bam, put it out. You know what your own unique
• 14:50
  value proposition is or your own unique selling proposition is.
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  Put it out there and see if they're interested.
• 14:55
  Get straight to the point, keep it brief.
• 14:58
  The people that will ignore you, let them ignore.
• 15:00
  The people that do respond, you can see that you are engaging
• 15:04
  them in the conversation and moving somebody on to the next
• 15:06
  step. So this works for e-mail too.
• 15:11
  At some point you have to put it out there.
• 15:13
  This is what I do. Are you facing this problem?
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  Are you interested? I know it seems scary, but you
• 15:22
  sit down, listen to some material like mine or other
• 15:25
  people out there. You can take a few days, 2-3
• 15:28
  days. You can come up with a framework
• 15:30
  and then you start testing it. You take Monday, you send it to
• 15:34
  like 10 people and see what happens.
• 15:39
  You know, maybe Wednesday, send it to another 10, see what
• 15:42
  happens. You know, small, small, small.
• 15:44
  But the perfect script is not created in one day.
• 15:48
  It takes time, it takes iterations.
• 15:51
  And the good news is we have time.
• 15:52
  There are 52 weeks in a year. If you use five weeks to get
• 15:56
  your scripts in order, it's not a problem.
• 16:00
  That means you now have 47 weeks to actually use the script to
• 16:04
  get some work done. So it's not a rush, you know,
• 16:08
  countdown, let's get this thing. You know, what do Chinese people
• 16:11
  say? They say measure 5 times and
• 16:13
  then strike once instead of cutting five times and you've
• 16:17
  now messed up the whole job. So relax.
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  We'll measure, we'll plan. We will, you know, and then
• 16:24
  we'll get decisive. We'll take action.
• 16:28
  Then let's see what else. I also talk about seeking
• 16:31
  advancements. When you're sending DMS,
• 16:34
  advancements just means moving a deal to the next logical step or
• 16:40
  the next realistic step. The opposite of advancements is
• 16:46
  continuations, and that is where a lot of business people in
• 16:49
  Niger, that's where we end up, continuations.
• 16:52
  Continuations is when you and the other person, you guys are
• 16:54
  having wonderful conversations, you're flowing, you're friendly,
• 16:58
  but The thing is you, as in you would not decide the next step.
• 17:03
  You call the person you G's the Big Brother, everything in
• 17:06
  tenable economy, blah, blah, blah, blah, blah, my guy, I'll
• 17:09
  call you later, but you would not decide on anything.
• 17:13
  You didn't decide on what the guy is going to do to move the
• 17:16
  deal forward. You didn't decide on what you
• 17:18
  are going to do to move the deal forward.
• 17:20
  You just called and had a wonderful 7 minute conversation.
• 17:22
  You now say you're doing relationship building or you're
• 17:25
  bonding on your networking. As in networking how it's a
• 17:30
  continuation. You're wasting your time because
• 17:32
  every single time you call this guy or you call this babe, you
• 17:35
  will decide on nothing. You have wonderful gist, but you
• 17:37
  decide on nothing. Even worst, if you guys meet up
• 17:40
  in the flesh and then you have ECA will pepper soup and then
• 17:45
  stout and everything, you're just wasting your money.
• 17:47
  You think you're making progress.
• 17:48
  You are not making progress because you're not trying to
• 17:51
  gain advancements. At some point you have to say
• 17:54
  OK, oh bro, OK, as per we've discussed this, we've discussed
• 17:57
  we've got this. OK, So in my own opinion now I
• 17:59
  think the next step is we have to move here.
• 18:01
  You know, Bros how you see them. Your bro says no, relax, you're
• 18:06
  running too fast. You now know that, OK, there's
• 18:08
  stuff you need to revisit in the conversations, but at least now
• 18:13
  you know that there's some hintrance you have to deal with.
• 18:16
  And if boss or the customer, the babe says, yeah, sure, no
• 18:20
  problem. I think it's time for us to move
• 18:21
  to that step. Very good.
• 18:22
  You've now made an advancement. You've moved the thing forward.
• 18:26
  And lots of you are sending emails or sending DMS without
• 18:31
  putting, without trying to get an advancement, without putting
• 18:34
  any CTASCTAS call to action. There has to be some form of
• 18:38
  advancement. If you're interested, click
• 18:41
  here. Now that we are done with this,
• 18:43
  the next step is we need to book a meeting for whatever,
• 18:48
  whatever, whatever, book here for the meeting or the next step
• 18:51
  is we have to have an in in person consultation.
• 18:56
  Does when? Wednesday next week does
• 18:58
  Wednesday next week 8:00 AM. Does that work for you?
• 19:02
  We have to be seeking advancement.
• 19:05
  Small, small, small. They should always be a call to
• 19:08
  action. If you send a message, you don't
• 19:11
  put call to action. You're not trying to seek
• 19:13
  advancement. The person will read, I'm like,
• 19:15
  oh, OK, I'll get to this later. And then things happen.
• 19:23
  Things happen. They will say, I'll get to it
• 19:24
  later. And then the guy's wife will
• 19:27
  come and say, oh, babe, have you seen this thing on Netflix?
• 19:30
  And then he'll put his phone down and before you know it, you
• 19:32
  know his Netflix and chill. And then tomorrow, 50 other
• 19:36
  emails who enter into the inbox. Your own message is now buried
• 19:39
  down there. You will say the guy is ghosting
• 19:41
  you. No, he's not really ghosting
• 19:43
  you. There was no CTA.
• 19:44
  He wasn't quite sure what to do. He read the message, he kind of
• 19:46
  understood. But then life just happened.
• 19:51
  So there should be a call to action there.
• 19:53
  So bro, I think the next step is blah, blah, blah, blah, blah.
• 19:56
  What do you think? Question mark or he put a call
• 20:00
  to action so that he's supposed to do something else.
• 20:03
  If you're not sure about what the next step is, your e-mail
• 20:05
  can be OK. We have achieved this disease.
• 20:07
  Is this in your own opinion, what do you think is the next
• 20:10
  step that we ought to do? Question mark, leave it.
• 20:13
  There's something that is hanging that this person has to
• 20:14
  get back to. So for DMS, for emails, for
• 20:21
  WhatsApp messages, please always be seeking advancements, always
• 20:25
  be using call to action. In fact, as a general rule, I
• 20:28
  tell my clients that all your emails must end in question
• 20:31
  mark. I don't care how you're going to
• 20:33
  do it. The e-mail must end in a
• 20:34
  question mark so that there's something to reply, there's
• 20:38
  something to do, there's something shot that has not been
• 20:42
  that we have to get to. That's just my general rule.
• 20:44
  All your emails must end in question mark.
• 20:47
  All your WhatsApp must end in question mark.
• 20:51
  This has to be back and forth. We have to be having a
• 20:53
  conversation. All right.
• 20:56
  I think I have overflowed that and let me see what else.
• 21:00
  OK, So yes, so all these principles that I've spoken
• 21:03
  about so far for direct messages, it applies to e-mail
• 21:07
  targeting and relevance has to be on point.
• 21:11
  We need to know who we're sending this thing to.
• 21:13
  There has to be some sort of relevance.
• 21:15
  There has to be a match, some some of match here.
• 21:19
  If you don't want to do too much work, then at least do
• 21:23
  segmenting. The one that is supposed to go
• 21:25
  to men, let it go to men. The one that is supposed to go
• 21:27
  to women, let it go to women. Now stop this thing of you craft
• 21:31
  a message, you send it to 3000 people on your phone or you send
• 21:35
  it to 5000 people in your e-mail inbox.
• 21:38
  And then you say, dear slash slash ma, you know, stop it.
• 21:42
  This is not 1980 anymore. Stop it.
• 21:46
  All right, and then plus now we actually have the technology to
• 21:48
  figure out whether it is a SAR or it is a MA that we are
• 21:51
  sending this thing to. So let's see what else?
• 21:55
  OK, now the question. Now the question you asked me is
• 21:57
  how do you pitch when you don't know who you're talking to?
• 22:00
  Now this is the answer. You guys listen up.
• 22:01
  Let me tell you the secret. This is how you pitch when you
• 22:05
  don't know who you're talking to.
• 22:06
  Are you guys ready? OK, cool.
• 22:09
  This is the answer. You can't do it.
• 22:13
  That's a simple answer. You can't make a pitch when you
• 22:17
  don't know who the hell you're talking to.
• 22:19
  Just being frank with you, it's like in normal relationship, boy
• 22:24
  girl relationship, if I don't have some kind of semblance
• 22:28
  about who the babies, I don't know how the hell I'm going to
• 22:31
  start toasting her. Or you're a babe, you're liking
• 22:35
  a guy you don't have a clue about what kind of guy is.
• 22:38
  You don't know how you're going to have to start you.
• 22:41
  You don't know how you start sliding into this situation.
• 22:45
  There's some guys that like the babe to be direct for that one.
• 22:49
  If you're playing koi and you're being a Mary Amaka, you've lost
• 22:52
  the plot. There are some guys who like
• 22:55
  Mary Amaka for that person. If you try to be too direct,
• 23:01
  you've lost the plot. It's the same thing with the
• 23:04
  guys. There are some babes who don't
• 23:07
  care about roses. Like what are you buying me
• 23:09
  flower for? Flower will die and every week
• 23:12
  you're signing how flowers you've lost the plot.
• 23:16
  There's some babes who prefer speak your mind.
• 23:18
  If you're hanging out with that kind of babe and you're doing
• 23:20
  let's be friends, Let's be friends.
• 23:21
  You're losing the plot. It's the same thing in business.
• 23:27
  If I have no sense, OK, let's look at fundraising since I've
• 23:31
  been getting lots of questions about raising funds.
• 23:33
  If I don't know anything about chief so so, so and so like, how
• 23:37
  am I supposed to start the conversation, introduce my
• 23:43
  brilliant idea that I want to raise funds for or something
• 23:47
  when I don't know the kind of person he is, his investment
• 23:51
  philosophy, the things that he likes, whether he even drops
• 23:56
  money for other people's businesses.
• 23:58
  I have to do some kind of research to find out something.
• 24:03
  A1 single something, you know, sales, his work.
• 24:11
  If you don't know anything about this person, then don't, don't
• 24:14
  pitch. Well, if you want to pitch,
• 24:17
  especially if you're doing through e-mail, then yeah, sure,
• 24:19
  go ahead. Just know that yours will be one
• 24:22
  of these campaigns where you send 5000 messages and it is
• 24:26
  ignored immediately by 98% of the people who receive it
• 24:31
  because you didn't do any small research.
• 24:33
  Do some small research. Research.
• 24:35
  If you don't want it to be tailored to a specific person
• 24:37
  and you do some small research and do segmenting so that the
• 24:40
  different versions of pitches that you're sending out, you
• 24:43
  know that OK, this e-mail should be received by men between the
• 24:46
  ages of this and this who live in Abuja and this one should be
• 24:50
  received by women between the ages of this and this who live
• 24:52
  in this part of town or something.
• 24:54
  But you have to do some sort of research and then segment your
• 24:58
  messages or tailor the messages. When I say tailor, I mean you're
• 25:02
  sending it to one person, segmenting, you're sending it to
• 25:04
  groups of people, but don't be throwing out pitches when you
• 25:08
  don't know anything about the person.
• 25:10
  Do small research. That is precisely the reason why
• 25:13
  I made that podcast episode where I spoke about how, if
• 25:18
  nothing else, I take the phone number and put it in Truecaller
• 25:22
  and then I run search. Truecaller will give me the
• 25:24
  person's name. I'll now copy and paste that
• 25:26
  name. I'll throw it into Google.
• 25:28
  It's not. I won't ask anything of Google.
• 25:30
  Just take the person's name and put it in Google and then hit
• 25:32
  send. And then things will come out.
• 25:34
  The person's LinkedIn will come out, their Facebook will come
• 25:36
  out, and then from there I will get a sense of see, if nothing
• 25:41
  else at that stage, I know that it is good morning, Sir, I'm
• 25:44
  going to send or good morning, Ma.
• 25:46
  If I didn't learn anything at all, at least I know how to
• 25:49
  start. That will start.
• 25:49
  Good morning, Sir. Good morning, good morning, Ma.
• 25:53
  From the things that I see online, I'll now get a sense of
• 25:56
  whether I will say, hey, what's up Trucudi, how you did or good
• 26:02
  afternoon Bros or I don't know, just go ahead, do this process.
• 26:09
  You will see what I mean by the way you see somebody's profile,
• 26:13
  you see their profile picture, you see some of the things that
• 26:15
  they put online, you see some of the causes the person is
• 26:17
  interested in. It gives you a sense of, OK,
• 26:20
  this is how I will start this outreach with this person or
• 26:24
  this is how I start to enter into the situation.
• 26:27
  And that is some basic research that is free.
• 26:30
  There's plenty of paid stuff that can be done.
• 26:32
  I don't even talk about the paid stuff because I don't even want
• 26:36
  anybody to tell me I don't have money.
• 26:38
  So this is the reason why I only talk about the free stuff so
• 26:40
  that there's no excuse. When you become a Don with the
• 26:43
  free stuff, you can now start looking at paid opportunities,
• 26:47
  paid things that give you much more, much more information.
• 26:52
  But right now, Google Truecaller social media, at least it's
• 26:56
  enough to give you some information that you can go on
• 27:00
  now that is not available. Of course, you know that before
• 27:04
  Internet there was always face to face.
• 27:07
  So before if you wanted to get a meeting with with deaconess,
• 27:14
  Deaconess Akubiru, but you don't know how one-on-one you go to
• 27:18
  church and you ask somebody that have been thinking of meeting
• 27:21
  this big auntie, I want to discuss this that that I be.
• 27:23
  What do you think? What kind of person is she?
• 27:26
  So in the old days, that's what people used to do.
• 27:29
  I beg, can you introduce us? I mean, simple things like that.
• 27:35
  But on pitch, if you don't know who you're talking to, go and do
• 27:40
  some kind of research. If you continue to pitch and you
• 27:45
  don't know who it is that you're talking to, just know that your
• 27:47
  results are will be hit and miss.
• 27:49
  And a lot of the times it will be miss, right?
• 27:54
  Let's see what else. Now there's something that, so 1
• 28:00
  moment, there's something that our tech brothers and our tech
• 28:05
  sisters like to call data enrichment.
• 28:08
  Data enrichment just means how do we find more information?
• 28:14
  So basically what I'm just saying is this, whenever you're
• 28:17
  about to reach out to someone, first of all, you get the
• 28:19
  contact detail. Your next assignment now is data
• 28:22
  enrichment. Whether you're going to do
• 28:24
  online or whether you're going to ask one or two people about
• 28:27
  data enrichment, what other information can we find?
• 28:30
  But one thing that you guys ought to know, we can't do this
• 28:35
  data enrichment. We can't do this exercise in
• 28:37
  perpetuity. If you spend one hour
• 28:39
  researching somebody, you are wasting too much time.
• 28:42
  I'm talking about knowing one or two.
• 28:45
  I'm talking about research you can do in three to 5 minutes and
• 28:49
  then just start your basic outreach.
• 28:52
  Because remember, we still don't know if these people have a
• 28:55
  problem that our product or our service, you know, can solve.
• 28:58
  But we just need to know enough that the message seems targeted
• 29:03
  and relevant to them. So that's the answer to that
• 29:07
  question. You can't pitch if you don't
• 29:09
  know who you are talking to then.
• 29:12
  OK, Finally, OK, 30 minutes. Let me wrap this up.
• 29:16
  So if you're like Dave now and you did this, my assignment, you
• 29:22
  decided to check Truecaller and then you saw that Truecaller has
• 29:27
  your full government name there as it appears on the birth
• 29:29
  certificate. By the way, I don't know how
• 29:31
  this thing is done. I'm thinking maybe it's because,
• 29:34
  you know, you go to MTN, you go to Glow, you register your new
• 29:37
  number, you put your name there. So maybe that's how Truecaller
• 29:40
  and all these people, maybe that's how they get our real
• 29:42
  name. I really don't know how it
• 29:43
  works. I'm not a techie, but The thing
• 29:45
  is, if you go there and you find out your full name is there as
• 29:48
  it appears on your birth certificate, you copy and you
• 29:50
  paste it in Google. And then your whole life story,
• 29:53
  you know, comes up, including, you know, the girl that you
• 29:56
  broke up with or the time that you had some police trouble or
• 29:59
  something like that. And now you're scared.
• 30:02
  What do you do? Well, first of all, realize that
• 30:10
  well, First off, it's not that bad because at this stage, so 1
• 30:14
  moment, so our message came in, I just wanted to see was urgent.
• 30:19
  So at this stage, you haven't blown yet.
• 30:22
  So it's not as if you're you're not your prime target yet.
• 30:25
  So just relax. You know, it's not as if you
• 30:27
  have blown. You're now like like a big movie
• 30:31
  star like Ramsey Noah or you know, the head of Access Bank or
• 30:35
  something. So don't worry, you're not a
• 30:37
  target. People have not started
• 30:38
  targeting you yet. So this time, So what you're now
• 30:40
  going to do is you're going to start curating information that
• 30:44
  is online about you creating just means you are now going to
• 30:47
  be deliberate about the information that is there.
• 30:50
  You will now start deleting stuff and you now start
• 30:54
  restricting stuff. So if your Instagram profile was
• 30:57
  open before, you will now put on restrict so that Google cannot
• 31:03
  check it freely. If there's stuff on your
• 31:07
  LinkedIn profile that you don't want people to see, you delete
• 31:10
  that. I don't know if you can restrict
• 31:12
  your LinkedIn profile, but sure, you just start curating.
• 31:15
  Start deleting all those embarrassing pictures on
• 31:18
  Facebook. Start deleting them now, now,
• 31:20
  now, now, now. See, by the way, some people say
• 31:23
  nothing that you put on the Internet is ever truly gone, you
• 31:26
  know? Yes.
• 31:26
  But The thing is, sure, you can do your best and start curating.
• 31:31
  For those of you who are listening to this and you are
• 31:34
  based in Europe, the good news is that in Europe, the EU is now
• 31:40
  trying to push this thing about people's right to data is a kind
• 31:45
  of people's right to data and the right to data.
• 31:49
  So I think it's called the rights to be forgotten.
• 31:51
  Sorry, forgive me. You know, I've been out of the
• 31:53
  legal system for a very long time.
• 31:54
  So I think it's called the rights to be forgotten.
• 31:56
  And the right to be forgotten is part of a right of previous
• 31:59
  privacy and data and then all of that.
• 32:02
  So in the in Europe, you actually now can tell Google
• 32:05
  that look, Google all these pictures you have of me and
• 32:08
  everything. I don't like it.
• 32:10
  Stop this rough play, delete all my pictures.
• 32:14
  So that is going on in the EU. So for those of you who are in
• 32:17
  the European Union, good news, you now have more control.
• 32:21
  So do some more research on the right to be forgotten.
• 32:25
  So you know, use ChatGPT or Google or whatever.
• 32:28
  So Google it and then begin tell Google that look, stop that
• 32:31
  roughly. I didn't like that picture.
• 32:33
  I'm not the one who took that picture.
• 32:35
  That picture doesn't put me in the right light.
• 32:37
  Delete that thing. So it's going to be a while
• 32:40
  before this thing which is America and which is Nigeria,
• 32:43
  but who knows, maybe one day we'll get there then.
• 32:48
  So curate information is out there.
• 32:49
  Start deleting things, start restricting your profiles,
• 32:52
  especially things in the Facebook family.
• 32:54
  You can restrict your profiles, you can restrict your Facebook,
• 32:58
  you can restrict your Instagram. I don't know about Tiktok.
• 33:01
  Then as a general rule going forward, personal information,
• 33:05
  do not put personal information out there.
• 33:07
  I don't put my personal information out there.
• 33:10
  I talk a lot, you guys know I'm married.
• 33:12
  You kind of get a sense of who I am.
• 33:14
  Some of you can read in between the line and figure out how many
• 33:17
  kids that I have. But you don't know my wife's
• 33:19
  name, you don't know where she works.
• 33:20
  You don't know the number of kids, you don't know the school
• 33:22
  that I go to. So you know, I'm just being
• 33:24
  real. I'm you know, I'm flowing with
• 33:26
  y'all, but I'm not dropping anything personal.
• 33:29
  So going forward, please don't drop anything personal.
• 33:34
  There's somebody that I follow on LinkedIn and she's been
• 33:37
  having issues with, you know, baby daddy.
• 33:39
  And so she put up information there about how she and even now
• 33:44
  tagged the guy, put his name about how the guy should honor
• 33:47
  the agreement of the courts and should drop child support and
• 33:50
  stuff like that. I know what not.
• 33:51
  And of course people are healing her and talking trash about the
• 33:54
  guy. And in my mind, I'm thinking,
• 33:56
  you know, as a sister, I understand you because it's
• 33:59
  somehow when you know you and the guy, you thought you were
• 34:02
  five and six, you thought you were ride or die.
• 34:04
  The guy has now done you shady, especially since he's in
• 34:07
  government now because he's not a big boy in government and he's
• 34:10
  not paying school fees. I understand that school fees is
• 34:12
  on your back, but The thing is dropping all this thing on on on
• 34:15
  LinkedIn. Well, you get a lot of support,
• 34:22
  but ultimately all this crap does not help you if you're a
• 34:24
  woman trying to project a professional image.
• 34:27
  Like does everybody need to know that you have baby daddy drama?
• 34:31
  We're trying to protect project a professional image here on on
• 34:34
  on LinkedIn. So let's be careful.
• 34:38
  The things that we put, we put out here, especially since
• 34:42
  personal things, they trend very well, very, very well.
• 34:46
  They really, really that kind of thing or personal stuff, it
• 34:49
  really, really trends or please resist.
• 34:52
  Do not put personal information out there.
• 34:54
  That's the reason why I talk on this podcast a lot about
• 34:57
  educational content. I really think educational
• 34:59
  content is the best way to go because people will now feel
• 35:03
  you. They'll feel your area of
• 35:04
  expertise, your personality ma will even shine through.
• 35:07
  There's no how you can hide your personality.
• 35:09
  You're not an actor. Your personality will come out.
• 35:11
  So don't worry. Stop trying to forcefully
• 35:13
  project your personality and try to be likable.
• 35:16
  Just keep making the educational content.
• 35:18
  After a while, who you are will come out.
• 35:19
  Like who I am is coming out on the podcast.
• 35:21
  I can't hide it except if I'm a professional actor.
• 35:26
  But personal information, stop putting personal information on
• 35:29
  the Internet. Stop.
• 35:31
  Please stop bio data, biographical information, please
• 35:38
  don't put down info on the Internet at all.
• 35:41
  Date of birth, blah blah blah, all these things.
• 35:45
  I mean of course you have to put it to get your social media
• 35:47
  accounts. But these things normally when I
• 35:52
  open up my Facebook account long time ago they then they used to
• 35:55
  give option whether you can hide the information or not.
• 35:58
  Please take that. It is not supposed to be
• 36:00
  visible. So bio bio data is not supposed
• 36:03
  to be visible. Nobody needs to know that you
• 36:05
  are, you know, 6 feet 3 inches and that you were born on the
• 36:09
  1st of January 1972 and none of that bio data, please remove it.
• 36:17
  Your name, yes, should be there because for business purposes,
• 36:20
  you know, we're all trying to build businesses here now.
• 36:22
  So there's no problem with people knowing your name.
• 36:25
  So your name should be out there.
• 36:27
  Your career should be out there and your career history because
• 36:30
  it's important. The projects you've worked on
• 36:33
  should be there because it's important.
• 36:36
  Like there's somebody who we're just chatting.
• 36:39
  He's not a client. What he wants to do is he wants
• 36:41
  to, he wants to open up a plant to do marine engine oil.
• 36:48
  He has to produce marine engine oil, but before he does that,
• 36:51
  he's having it produced in India now so that he can ship it in.
• 36:56
  And then first of all, test the market to see how the thing
• 36:59
  moves first before he sets up his plant.
• 37:02
  So for that kind of person, now your name has to be out there.
• 37:05
  People need to know who you are and they need to know your
• 37:07
  career that you graduated from. So, so, so and so university
• 37:10
  first class in mechanical and liquid something, something
• 37:14
  engineering. You should be out there.
• 37:17
  The projects of you've worked on and your career history should
• 37:19
  be out there. You worked in Shell 1970
• 37:22
  something to this. You worked on the Red Sea in the
• 37:26
  UK, 19 days to this dot dot dot. You've worked in Chevron Texaco
• 37:31
  in America, 19 days to this. This is the thing has to be out
• 37:34
  there. It's part of the positioning so
• 37:36
  that people see your career trajectory and they see that
• 37:40
  you're a pro. They are not a jam bite that you
• 37:42
  know this thing so that when you finally release this line of
• 37:46
  engine oil is not as if you are nobody who's just trying, trying
• 37:49
  their hand. You see that you are a seasoned
• 37:52
  professional coming into this thing.
• 37:56
  So these sorts of information, I know it's uncomfortable for some
• 37:59
  of you, but really we're trying to make money here or trying to
• 38:01
  build carriers here. Let that kind of information
• 38:04
  fly. But apart from that, people
• 38:07
  don't need to know anything else.
• 38:08
  They don't need to know how many houses you have, whether you're
• 38:11
  divorced, how many kids you have.
• 38:14
  Please, in my own opinion, stop. Don't talk about personal
• 38:17
  issues. Don't.
• 38:20
  So the more business or career oriented it is, put it out and
• 38:25
  push it freely. And then you also have to be
• 38:29
  deliberate now about the content that you produce.
• 38:32
  Like me, I'm very, very deliberate.
• 38:33
  Business content. Only the questions that I
• 38:35
  tackle, I'm very deliberate about that.
• 38:38
  I don't just put up things anyhow.
• 38:39
  Anyhow, I don't put up anything on the spur of the moment.
• 38:42
  We go to parties, we go to class Hangouts, people take pictures,
• 38:45
  you know, stuff like that. You know, I, OK, I'll send it to
• 38:49
  everybody because I have no control about who's going to put
• 38:52
  what on social media. But me by myself.
• 38:54
  I'm not going to put up any picture of any class hangout or,
• 38:58
  you know, if you don't believe me, go on Google me.
• 39:04
  You see lots of information about me.
• 39:05
  You see one or two pictures of my face, but you're not going to
• 39:08
  see me in any other context because I'm very, very
• 39:11
  deliberate about that thing. So be deliberate about it.
• 39:14
  And this is one of the reasons why I talk about a content
• 39:17
  strategy or a content calendar. If you don't have a content
• 39:20
  strategy or a content calendar, you're going to be putting
• 39:22
  things hit and miss and freestyle and that's where
• 39:25
  accidents will start happening. No personal thing is going to
• 39:28
  come up on my content because there's no part in my content
• 39:32
  calendar where I say today, talk about your family and be more
• 39:35
  relatable. It's not going to happen.
• 39:38
  So summary for Dave, don't worry, there's not a problem.
• 39:42
  You have time, especially since you are young.
• 39:45
  Go and start restricting profiles.
• 39:47
  Go and start deleting stuff. It's a hard conversation to have
• 39:52
  with your babe, especially if your baby is the one that feels
• 39:55
  as if, you know, if you love me, you will show me off to the
• 39:58
  whole world. But yeah, you need to have that
• 40:00
  conversation that you know, babe, you know what?
• 40:02
  I really, really love you but. I'm worried about the amount of
• 40:05
  information that I put out there.
• 40:07
  And, you know, after we get married and we have the kids and
• 40:09
  everything, there's a certain measure of privacy that I just
• 40:12
  want. I beg.
• 40:13
  So babe, you know, to be honest, I love you, but I can't be, you
• 40:18
  know, WhatsApp status, Instagram staycation photo.
• 40:23
  Like I really can't do that anymore.
• 40:29
  And then the other way around too, because sometimes women
• 40:31
  also have issues because there's some men who are really, really
• 40:33
  proud. I want to put up everything, you
• 40:34
  know, my fine wife, my Assam pity, my all and all my this,
• 40:38
  my, this. So have that conversation with
• 40:39
  your hobby we had. But they will understand.
• 40:45
  And then come up with a content calendar so that going forward
• 40:48
  next week, you're only posting things deliberately that are
• 40:51
  aligning with a certain kind of strategy.
• 40:54
  All right, so it's 14 minutes. Let me just bring this to a
• 40:56
  close. So Dave, if there's a question
• 40:58
  that I didn't answer, let me know, Send a message.
• 41:02
  If there any particulars I needed to know before I answer
• 41:04
  any of the questions, let me know.
• 41:06
  I'll OK, I will make a follow up episode, but OK, that one you
• 41:11
  and I will, will, will chat when eventually we have the
• 41:14
  conversation. So let me see.
• 41:19
  OK, so that's all. So that's all folks remember, if
• 41:22
  you'd love to connect with me, then the number to call to SMS
• 41:25
  or to WhatsApp is 08064662140. So thank you very much for your
• 41:31
  time and attention. I'll catch you next time.
• 41:33
  Same place in your headphones or in your speakers.