Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Building Your Dream Client List, One Connection at a Time

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Building Your Dream Client List, One Connection at a Time · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Today's going to be a noisy
• 0:04
  episode because I'm out and about now.
• 0:06
  Previously, what we did on the podcast was we were looking at
• 0:10
  what to do if you have problems with lead generation.
• 0:13
  And lead generation is just getting people to raise their
• 0:16
  hands to show that they might be interested in your product or
• 0:18
  your service and what you should do if you have that as a
• 0:21
  problem. Or what kind of training you
• 0:23
  should invest in or what kind of education you should invest in
• 0:27
  to solve these sorts of problems.
• 0:29
  So in the previous episode, what we discussed was if you have a
• 0:32
  problem with getting people to signify that they might be
• 0:35
  interested in your product or service, then you need to invest
• 0:38
  in education or training around prospecting and educational
• 0:43
  training around relationship building.
• 0:46
  So if you want to know what prospecting is or what relation
• 0:48
  is relationship building is from a business perspective and how
• 0:52
  it ties back to that larger question of getting people to
• 0:54
  raise their hand to signify that they might be interested.
• 0:57
  Then when you're done listening to this episode, skip back,
• 1:00
  listen to the previous episode and if you have time, skip to
• 1:03
  the one or even prior. And then of course, listen with
• 1:06
  a pen and a paper, write down things that you can carry out
• 1:10
  today or maybe even tomorrow to move the business forward and
• 1:13
  you should be on the right path to solving these sorts of
• 1:16
  problems around lead generation. Again, Simply put, lead
• 1:20
  generation is just getting people to signify, getting
• 1:24
  people to show, getting people to indicate, getting people to
• 1:27
  carry some sort of action that shows that they might be
• 1:29
  interested in your product or your service.
• 1:32
  So since in the previous episode, we had introduced you
• 1:35
  guys to the ideas around prospecting and relationship
• 1:39
  building. As for those of you who are
• 1:40
  newbies listening to the podcast, because for those of
• 1:42
  you who are still over here on the show, you've been listening
• 1:44
  for a year or more, you already are a little bit familiar with
• 1:47
  these ideas. So today we're going to look
• 1:50
  talk some more about what prospecting is.
• 1:54
  The reason why like I said, we're looking about talking
• 1:58
  about this today is because we are looking at situations where
• 2:02
  people have serious business problems and the business
• 2:05
  problems are around revenue. Revenue is just the amount of
• 2:09
  money that your company brings in, you know, at the end of the
• 2:12
  month, at the end of the quarter, at the end of the year,
• 2:14
  at the end of the XYZ period, whichever period you're using to
• 2:18
  calculate or to count your finances.
• 2:21
  So we're looking at revenue problems.
• 2:23
  So we're not looking at problems that can be solved by leadership
• 2:26
  or problems that can be solved by management concerns or these
• 2:29
  sorts of things. So that's what we're concerned
• 2:32
  about in this episode. So that is why we are having
• 2:36
  these discussions today because it's all about revenue.
• 2:39
  If you would like to connect with me and look for
• 2:41
  opportunities to explore, then call me on 08064662140.
• 2:48
  The country code is +234 for those of you who are not
• 2:50
  Nigerian. And then yeah, connect with me
• 2:54
  on socials as well. I spend most of my time on
• 2:56
  LinkedIn. The name to look for is
• 2:57
  Tavishima Ayede. So let's head straight into the
• 3:01
  meat of the matter and let's define prospecting.
• 3:05
  So for those of you who are new listening to the show, I have
• 3:09
  another definition of prospecting in the previous
• 3:11
  episode. So definitely listen to that.
• 3:13
  Well, prospecting is just all the thinking and all the
• 3:17
  planning and all the strategizing that you do when
• 3:22
  you're thinking about or planning around who might be
• 3:25
  interested in your product or service.
• 3:27
  Where can you find these people and how to start business
• 3:30
  conversations with them. Now, prospecting also includes
• 3:34
  the actual activities that you do to carry this out.
• 3:37
  The reason why I'm stressing is the definition again, that
• 3:40
  prospecting is both the thinking, the planning, the
• 3:42
  strategy, and the execution is because some people think it's
• 3:46
  either one or the other. It's a whole thing because
• 3:50
  there's no point in strategizing and coming up with wonderful
• 3:53
  plans. But at the end of the day, we
• 3:55
  leave the planners on our phone or we leave them in our books.
• 3:57
  We don't do anything that's not really prospecting.
• 4:00
  So do the thinking, do the planning, but then also do the
• 4:03
  doing at the end of the day. So when we are trying to figure
• 4:09
  out who might be interested in our product or service, because
• 4:12
  this is the most basic, the most pivotal thing that we should be
• 4:16
  paying attention to when it comes to increasing our sales or
• 4:20
  when it comes to improving our marketing, The Who is the most
• 4:22
  important thing. Because if we do not tackle this
• 4:25
  aspect of who, who are we chasing?
• 4:26
  Who are we going to pursue? We're going to waste a lot of
• 4:29
  time, we're going to waste a lot of money, we're going to waste a
• 4:32
  lot of our attention running after people that we have no
• 4:35
  business running after with running after in the 1st place.
• 4:39
  Because if someone in no conceivable way might need our
• 4:44
  product or our service, it doesn't matter how many times
• 4:47
  you talk to these people, they are not going to be a customer
• 4:50
  for what it is that you have. Let me give you a common sense
• 4:54
  example. Your wedding photographer and
• 4:58
  you're talking to me about wedding photography.
• 5:00
  I'm already married. So it doesn't matter how much
• 5:02
  time you spend with me. I do not need the services of a
• 5:05
  wedding photographer except if I get divorced and I want to marry
• 5:08
  a pretty young thing, maybe in two years time.
• 5:11
  Or except if the angle you're using is you're talking to me to
• 5:14
  know if I have some family members who are still single and
• 5:17
  blah, blah, blah and stuff like that.
• 5:18
  So if there's a scope, no problem.
• 5:21
  But apart from that, it might not be a good idea to spend lots
• 5:24
  of time around people like me if you are a young up and coming
• 5:27
  wedding photographer in the business.
• 5:29
  So that's just a common sense example.
• 5:31
  So here's the reason why we have to pay attention to who might be
• 5:33
  interested in our product or our service.
• 5:36
  Let's figure out who it is that was supposed to be chasing after
• 5:38
  without advertising. Chasing after with our
• 5:40
  marketing, with our content, with our posts, with our
• 5:43
  Instagram reels, with our everything.
• 5:45
  Or when we go outside and we're handing flash to people, we need
• 5:49
  to figure out The Who. So who might be interested in
• 5:52
  your products or service in the beginning, just take a very
• 5:57
  common sense approach. Don't try to be too smart about
• 5:59
  it and think about the use case scenarios of your product.
• 6:02
  In other words, you have a product or your service and you
• 6:05
  think, OK, this product or this service is used for is used for
• 6:11
  what? What kind of results does it
• 6:14
  achieve? What kind of results is it
• 6:15
  designed to help achieve? And then who are the people that
• 6:18
  might be looking for these kinds of for these kinds of results?
• 6:24
  For instance, in America and in the UK, there's this thing where
• 6:29
  people are tired of being on the Internet and they're looking for
• 6:32
  dumb phones as you call them, excuse me, or some people call
• 6:35
  them brick phones because people are trying to be off the
• 6:38
  Internet. So if you are going to start
• 6:41
  selling brick phones in Nigeria, then obviously because brick
• 6:47
  phones are designed not to be on the Internet, the conversation
• 6:51
  now will be answering the question now about who might be
• 6:54
  interested in this protocol service.
• 6:56
  You'll be thinking about who are people that don't like being on
• 6:59
  the Internet, have no need on the Internet, or want to have a
• 7:04
  communication device that is not going to be on the Internet.
• 7:07
  So when you think about it in that sense, you can now start
• 7:09
  thinking of different scenarios. You might think about parents
• 7:13
  who want a phone at home so that the children can call when
• 7:16
  they're at home if there's an emergency, but they don't want
• 7:18
  access to the Internet so that the children don't go up on
• 7:20
  YouTube. So you can see that if you start
• 7:21
  asking yourself these questions from a very common sense
• 7:25
  perspective, you can start drawing up a list of, OK, these
• 7:28
  people might be interested, these people might be
• 7:30
  interested, these people might be interested.
• 7:32
  So if you're opening a crash, then obviously you're looking
• 7:36
  out to new parents as your clients.
• 7:39
  And then from there you might get some ideas.
• 7:41
  So people might decide, OK, you know what?
• 7:43
  New parents obviously are in hospitals, so let's go and start
• 7:46
  hugging out of maternity wards. Some people might say they have
• 7:50
  just given birth, so that is too early.
• 7:52
  So anyway, we don't know because I do not want to crash.
• 7:55
  So. So what was I?
• 7:58
  I lost my train of thought. Like I said, today's going to be
• 8:01
  a noisy episode because the kids are at home.
• 8:02
  So I thought they were fighting over something.
• 8:05
  So I was like, so if you're opening a crash, you might be
• 8:07
  thinking, OK, new parents, people who have children.
• 8:09
  And then you might be thinking, OK, new parents, we can catch
• 8:12
  them at the hospital. Some people might say it's too
• 8:14
  early. Some people say no, that's not
• 8:15
  too early but we determine that later on down the road.
• 8:18
  So church is 1. Some people might say you can
• 8:21
  find new parents in church. I know someone who used to well,
• 8:25
  she still sells insurance products and this is one of her
• 8:27
  own strategies because she sells.
• 8:30
  There are some insurance products that are offered by
• 8:32
  Nigerian insurance carriers where you do some sort of life
• 8:37
  insurance, but with it, it also has benefits for paying
• 8:41
  children's school fees and things like that.
• 8:43
  So basically, this is just what my friend used to do.
• 8:45
  She's in church. Anybody that does dedication or
• 8:48
  does child's birthday something, something Thanksgiving to come
• 8:51
  to the church, she sees children.
• 8:53
  My friend just knows that OK, at the end of church, I'm heading
• 8:56
  straight to this couple. I'm going to talk to this
• 8:58
  couple. So you can see that is a very
• 9:00
  common sense thing. Who might be interested?
• 9:02
  Just use common sense for now. We can get fancy later on and
• 9:06
  start trying to whittle things down later on, but in the
• 9:08
  beginning, just use a common sense approach.
• 9:10
  What are the use case scenarios? What is the benefit of my
• 9:13
  product or my service? The people who are looking for
• 9:15
  these kinds of benefits, who might they be?
• 9:17
  Where do they hang out? Those sorts of things.
• 9:19
  So back to the crash example. If you're running to schools, I
• 9:24
  say schools. If you're running to hospitals
• 9:26
  and if you're running to church to try and catch these people.
• 9:29
  You might also think, OK, online Instagram, we might start
• 9:32
  putting out posts on Instagram that are targeted at new mothers
• 9:36
  or targeted at young couples. So you can see how just start
• 9:40
  this thing with a very common sense approach.
• 9:43
  Yes, if you start with a common sense approach, the pool will be
• 9:46
  wide, but that's not a problem. Just put down as many people as
• 9:49
  possible. We can now start cutting
• 9:51
  through, narrowing through the list, looking at what is most
• 9:53
  likely, what is most probable or running after who you have most
• 9:57
  access to. So that is the question of who,
• 10:00
  because remember for prospecting, we're trying to
• 10:03
  figure out who might be interested in our product or
• 10:05
  service. The next thing is we're trying
• 10:08
  to figure out where are these people so that we can start
• 10:10
  chasing them. And then the next thing is how
• 10:14
  are we going to start having conversations with these people?
• 10:17
  OK, we're already done 10 minutes.
• 10:18
  So I think I'll just be able to do The Who and the where.
• 10:21
  So I've already done The Who. Who might be interested.
• 10:24
  Now, where do these people hang out?
• 10:28
  This is also a common sense. You should also take a common
• 10:30
  sense approach when it comes to these sorts of things.
• 10:32
  Think about their behaviour, think about their habits, think
• 10:35
  about their Hangouts, you know, things like that.
• 10:37
  That's what will determine whether you go to church or you
• 10:39
  go to hospitals or you go to beer parlors or you go to ATV
• 10:44
  station or whatever to go and start looking for these people
• 10:47
  just by asking yourself these very common sense questions
• 10:49
  about their behaviour, their habits, their Hangouts, their
• 10:52
  preferences, those sorts of things.
• 10:54
  Now, since I spoke about Uotu on that was 2 podcast episodes ago
• 11:00
  and her perfumed, her business of selling perfumed oils,
• 11:06
  perfumes and body oils, let's just use her as an example.
• 11:09
  So for people who want to buy perfumed oils, my guess, this is
• 11:13
  my own guess because I'm not in the business room.
• 11:15
  So for those of you who are in the business, forgive me if I
• 11:17
  say anything that is not correct here, but it's just me
• 11:19
  freestyling. So my guess is that for people
• 11:22
  who are involved in the perfumed or body oils and perfumed
• 11:26
  perfumed business, my guess is that we're probably looking for
• 11:29
  women who want to express something about their
• 11:31
  personality. We're probably looking at teens
• 11:33
  and young adults because I remember that stage, you know,
• 11:36
  that's when we're all trying to feel fly.
• 11:38
  Everybody's trying to feel well for us guys, you know, feel buff
• 11:42
  and fresh, young and sexy. What else?
• 11:46
  You might also consider middle-aged adult men because
• 11:50
  these people want to recapture some youth, some sense of youth
• 11:54
  and vibrancy around them. Then let's see what else.
• 12:00
  You can also be looking at fashion conscious people.
• 12:02
  And then we also might also be looking at people who attend
• 12:05
  occasions and events. So like I said in the beginning,
• 12:10
  when we're thinking about The Who, like I said, if we're using
• 12:12
  a common sense approach, you'll find out that this list is
• 12:15
  plenty. And you can see that yes, this
• 12:17
  is quite a varied list. Women looking to express their
• 12:19
  personality, teens and young adults coming of age, you know,
• 12:23
  they're trying to make a good impression. middle-aged men,
• 12:26
  they become old, they want to now smell youthful and vibrant
• 12:30
  and then fashion conscious people and then people who
• 12:32
  attend occasions and events. But The thing is, when you look
• 12:35
  at this list of people now and you start asking yourself some
• 12:40
  common sense questions about their behaviour, their habits,
• 12:43
  their Hangouts, it will now determine where and where you
• 12:47
  should start going. And we can now narrow down the
• 12:49
  list based on what is available to us or based on what is
• 12:54
  practical to us. So if you feel like you've lost
• 12:57
  touch with teens and young adults because maybe you're old,
• 13:00
  let's say maybe you are, I don't know, 40 or 55 getting into this
• 13:05
  business and you feel like you've lost touch with the teens
• 13:07
  and young adults, then no problem.
• 13:09
  Just scratch them off the list for now and go after other
• 13:12
  people. If you're of a certain age and
• 13:15
  you think, OK, people who sell, people who attend occasions and
• 13:18
  events, OK, that might determine whether, for instance, you might
• 13:22
  be able to get pop up stores and things like that at events.
• 13:28
  Maybe at Abuja has this family, family fun fair or something.
• 13:34
  It used to be an annual thing. Used to be an annual thing.
• 13:39
  But I think after, after COVID, it's been a while since I've
• 13:44
  seen them anyway. But let's just assume that
• 13:45
  they're still in business. So you're coming to this thing
• 13:48
  and it is Abuja family, family and fun.
• 13:51
  Fair. So you might consider getting a
• 13:52
  stand at these sorts of events because you think, OK, worst
• 13:56
  case scenario, I should be able to capture women who want to
• 14:01
  express something about their personality.
• 14:03
  I might be able to capture fashion conscious people because
• 14:06
  Abuja people like to, you know, show up in style, decked out,
• 14:10
  looking good. And then there's this whole
• 14:12
  class thing going on. You know, you want to show that
• 14:14
  you're of a certain that you've arrived.
• 14:17
  And then you might also be able to capture people who attend
• 14:19
  events and occasions and then let's see what else.
• 14:22
  Yeah, I have so middle age and adult men, they'll be there
• 14:25
  because this is family fun fair. So of course wifey is going to
• 14:27
  drag husband and say, look, you don't come out with us, You
• 14:30
  don't do anything with us while going out as a family.
• 14:32
  Let us go so you can see how draw up the list, no matter how
• 14:38
  long, then the pace. Then depending on what you have
• 14:40
  access to or what is most realistic, you'll not be able to
• 14:43
  come up with a plan of OK, I can do this easily.
• 14:45
  I can do this easily, I can do this one tomorrow, I can do this
• 14:49
  one next week. And then that way we don't have
• 14:51
  to get trapped in this whole thing of coming up with strategy
• 14:55
  upon strategy and then thinking and thinking, this would be
• 14:57
  nice, That would be nice. At the end of the day, we have
• 14:59
  plenty of ideas, but then two months has passed, we haven't
• 15:02
  done anything. So that's just an example.
• 15:06
  Then on the social media and for the people who hang out online,
• 15:09
  you might be looking for relevant hashtags because
• 15:12
  remember, we're talking about perfumes, body oils, scented
• 15:16
  oils, those sorts of things. So you could be looking for
• 15:18
  Instagram checking hashtags around perfumes, around
• 15:21
  fragrances, around beauty, around skin care, self-care.
• 15:26
  You might also engage with beauty and skin care
• 15:29
  influencers. You might also think about
• 15:32
  Facebook groups around similar ideas because Facebook groups
• 15:36
  are still a thing when I used to try and sell scrap metal, scrap
• 15:41
  metal to to people in Lagos because in Lagos or going around
• 15:46
  those areas, they have very vibrant scrap metal markets.
• 15:50
  So I used to poke around some of those groups.
• 15:54
  So there are lots of Facebook groups.
• 15:56
  We could also maybe like blogs, collaborate with bloggers.
• 16:00
  You can also think e-commerce, so Jumia and Conga, or you can
• 16:03
  also think about department stores and boutiques, which is
• 16:06
  actually something that Okoto was already doing because she
• 16:11
  has two people in Abuja that are distributors for her, for her
• 16:15
  brand, even though she's just been two months in the business.
• 16:18
  So that's something that you can already do.
• 16:20
  So you can see how prospecting, even though the name sounds big
• 16:26
  and the name sounds technical, you can see that the
• 16:28
  application, it's actually something that is very simple
• 16:31
  and you can start with common sense and then get fancy later.
• 16:36
  So who might be interested? Just use some common sense.
• 16:39
  What am I selling? What are the benefits it
• 16:41
  provides? Who are the kind of people that
• 16:43
  are looking for these kind of benefits?
• 16:45
  That already starts giving you a sense of it can be this person,
• 16:47
  it can be that person, it can be these folks or that folks.
• 16:50
  Then next thing, where do these people hang out?
• 16:53
  Again, common sense with knowledge you know about their
• 16:56
  behavior, what their habits about their Hangouts.
• 16:59
  In fact, you can even do some online research because with
• 17:03
  tools now like Gemini and ChatGPT, you can actually put it
• 17:06
  down there. You know, I'm an Abuja based
• 17:10
  vendor who sells perfumes and something or else who are the
• 17:14
  kinds of people who will be most likely to use this kind of
• 17:16
  product. Hit enter and then see what it
• 17:18
  says. It might give you an interest,
• 17:20
  some interesting ideas about people that you can chase that
• 17:23
  you have not considered before. So common sense or do some
• 17:26
  simple research using AI tools and then we've already spoken
• 17:31
  about some activities that you can engage on online and
• 17:34
  partnerships and things like that when it comes to chasing
• 17:37
  after these people. So this is just the first step
• 17:39
  when it comes to prospecting The Who and the where.
• 17:42
  And these are the sorts of training and education that you
• 17:47
  should be looking into if you have a problem with lead
• 17:50
  generation, getting people to show that they might be
• 17:52
  interested in your product or your service.
• 17:55
  So Allos here, this was your own question, or rather, this is a
• 18:01
  response to your own question. I hope that you're still
• 18:03
  listening and I hope you've been paying attention and I hope
• 18:05
  you've been taking notes for your own business since you say
• 18:07
  you're also new in the space. Then what we're going to do in
• 18:12
  the next episode is, since we've already looked at The Who, who
• 18:15
  are these people? The where?
• 18:16
  Where do they hang out? Next episode, we're going to
• 18:18
  start exploring the how. How are we going to start
• 18:22
  yawning with these people? How are we going to start having
• 18:24
  business conversations with these people?
• 18:26
  How are we going to start toasting these people?
• 18:27
  How are we going to start shaking them?
• 18:29
  How are we going to start? You know, whatever it is you
• 18:31
  want to call it, we're going to start with the how.
• 18:33
  So again, if you'd like to connect and explore
• 18:35
  opportunities with me, the phone number is 08064662140.
• 18:40
  The country code is +234. And then for socials, connect
• 18:43
  with me on LinkedIn. My name is Tavishma Aide.
• 18:46
  Thank you very much for your time and attention.
• 18:47
  I'll catch you guys at the next episode.