Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Fast Cash vs. Slow Growth: Why direct outreach beats waiting for customers

Transcript

Fast Cash vs. Slow Growth: Why direct outreach beats waiting for customers · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:03
  Hello and welcome to the podcast.
• 0:05
  Today we're going to juggle some ideas around outreach.
• 0:11
  Now for those of you who are new to the podcast, outreach just
• 0:15
  means any activity that you do to obviously reach out to
• 0:21
  potential customers. For some of you who have gotten
• 0:25
  into business in the last maybe 1520 years, a lot of you have
• 0:29
  grown up around this idea of inbound marketing LED
• 0:35
  strategies. So the whole idea that you sit
• 0:37
  down behind the keyboard, you put up content and because of
• 0:42
  that, people are going to see the wonderful things you do and
• 0:45
  then make their way towards you. Now that is not a bad way to
• 0:51
  conduct business at all and it works.
• 0:53
  In fact, I have a podcast and I've been using the podcast to
• 0:58
  generate business. So it works.
• 1:00
  However, inbound LED forms of marketing and business growth
• 1:07
  are medium to long term strategies.
• 1:10
  They're not the kind of thing that can bring you business.
• 1:13
  Be quick. In other words, if you need
• 1:15
  money now, starting a podcast, starting a newsletter, what
• 1:21
  else? Starting an Instagram handle,
• 1:24
  those are not the kind of things that are going to bring you
• 1:26
  money sharp, sharp. So if you need cash like now,
• 1:30
  you need cash like yesterday, you actually are going to have
• 1:33
  to do outreach. Outreach, like I said, anything
• 1:37
  you do where you are the instigator, you are taking the
• 1:41
  initiative and you are taking a very direct approach and
• 1:47
  reaching out to people to say, you know, do you have a need for
• 1:50
  my product or my service? So that is what outreach means
• 1:54
  essentially. Now, once in a while I come over
• 1:56
  here and we look at examples of outreach that people have done
• 2:01
  and for the benefit of us all, we will, you know, discuss and
• 2:05
  see how this person could have done things better, you know,
• 2:09
  iron, sharpen iron. So as usual, today's episode is
• 2:14
  because I received a bit of outreach and I think there are a
• 2:16
  couple of things that the guy could have done better.
• 2:19
  Now, for those of you who are used to the WhatsApp episodes,
• 2:22
  I'm very sorry. Yes, this is also another
• 2:24
  WhatsApp episode. But you know, this one would get
• 2:28
  small, small difference. And then apart from that, let's
• 2:31
  remember that people are discovering the podcast, you
• 2:33
  know, new every single day. So it might be a little boring
• 2:37
  for you, but for these people, it's it's brand new.
• 2:40
  So let's just get straight in. Speaking of those of you just
• 2:44
  discovering the podcast, my name is Tavishima Ayede.
• 2:47
  I'm a former lawyer turn business consultant and almost
• 2:50
  every day I come over here on the podcast and we share some
• 2:53
  business goodness. What I do is I try to solve
• 2:56
  business problems and I'm trying to share my knowledge so that
• 3:01
  all of us collectively can get better when it comes to figuring
• 3:05
  out who our ideal customers are, chasing after them, building
• 3:09
  relationships with them, trying to get repeat business from
• 3:11
  them, and then trying to get them to introduce other
• 3:14
  customers to us as well. So all around business growth.
• 3:18
  That's what this podcast is about.
• 3:20
  Now if you'd love to connect with me, maybe because you have
• 3:23
  problems with your outreach or you have one or two questions
• 3:25
  you want to ask, that's not a problem.
• 3:27
  You can call, send me a text message or a WhatsApp message on
• 3:31
  08064662140. OK with answering questions for
• 3:40
  free. But if you're looking for free
• 3:43
  advice, just let me know in the very first message and I will
• 3:47
  answer one question only. Then after that, if you want us
• 3:50
  to go more in depth, we have to sit down and book a proper
• 3:54
  consulting session. But don't worry, don't be
• 3:57
  afraid. The number is 08064662140.
• 4:03
  Reach out. Let's let's have a chat.
• 4:06
  I'm not going to collect money from you, at least not yet.
• 4:08
  I might eventually, but now don't worry for that first
• 4:12
  question, it's not going to be a problem.
• 4:14
  So this is outreach that I received for those of you who
• 4:18
  are long term listeners. As I start reading, you begin to
• 4:20
  see some of the some of the folly.
• 4:24
  So this guy sent me a message. The guy says I help
• 4:28
  photographers. First of all, the guy no grease.
• 4:31
  It's kind of rude. Now that nature we did so form
• 4:34
  some kind of greeting, you know. Good morning, good afternoon.
• 4:37
  Hello Bros. Good morning, Sir.
• 4:39
  Chief, how you doing? You know something Shah anything
• 4:42
  but some kind greeting cause Niger we did so his message just
• 4:49
  read. I help photographers turn their
• 4:51
  work into portfolio websites, clients can view anytime.
• 4:56
  Can I show you a quick example? So I repeat, that was the guy's
• 4:59
  message. I help photographers turn their
• 5:02
  work into simple portfolio websites, clients can view
• 5:05
  anytime. Can I show you a quick example?
• 5:09
  Now it's obvious why this guy sent me a message.
• 5:11
  Now, even though I used to be a lawyer and now I'm a business
• 5:17
  consultant, for a while I was in the event space, wedding
• 5:20
  photography and the video. Now, even though I have tried to
• 5:24
  destroy all my profiles because I've taken down Facebook, I've
• 5:28
  taken down Instagram, I've taken down everything.
• 5:31
  I don't think you can delete Google pages.
• 5:33
  I don't know if you can do that. So there's still a Google My
• 5:35
  Business page available that has my photography.
• 5:40
  I don't know if some of our video that's my brother and I, I
• 5:42
  was up there. So for those of you who are
• 5:44
  curious, you know who hear me talking about my photography
• 5:46
  days and you wonder is this guy telling the truth?
• 5:49
  I'd be the guy they're whining us.
• 5:50
  He actually can go and Google, excuse me, Google Tamashima
• 5:56
  Ayede photographer. And then you see a bunch of my
• 5:58
  stuff on Google. So because this guy has seen my
• 6:03
  stuff, he assumes I'm still in the photography business.
• 6:06
  So first of all, we'll clap hand for the guy because number one,
• 6:09
  he's doing outreach. That's good.
• 6:12
  And by the way, you see how I say that if you're doing
• 6:14
  outreach, that is the way when like if you need money now, now,
• 6:17
  now, now, now you need quick, quick cash.
• 6:19
  This is the kind of thing you do.
• 6:21
  So let's say this guy sends these kind of messages out to
• 6:24
  maybe like 100 people. You know, you never know, he
• 6:27
  might be lucky, but it's the kind of thing that by doing this
• 6:29
  now, cash can come like one Week, 2 weeks, 3 weeks, one
• 6:34
  month. On the other hand, if you say,
• 6:37
  OK, let me get into business, let me launch Instagram page.
• 6:42
  Honestly speaking, that you launch your Instagram page today
• 6:45
  does not mean money will come next week.
• 6:48
  Maybe sometimes I use too much grammar, but with this simple
• 6:51
  example, I hope you see what I'm saying.
• 6:52
  If you're finding a way to enter into your potential customers,
• 6:56
  DM with a drop message, say how far are you interested?
• 6:59
  How far are you interested? Eventually one person will say
• 7:01
  how much. That's what I mean by if you're
• 7:05
  looking for quick cash and you want more direct control over
• 7:09
  the kind of results that you receive, then outreach is what
• 7:14
  you should be trying to do. Not content marketing, no
• 7:19
  content marketing, and not inbound marketing and not all
• 7:24
  these other kinds of things. So we'll clap out for the guy
• 7:28
  because he has taken the initiative.
• 7:30
  So we'll clap for him. Second thing is he has done some
• 7:33
  research because they want to go and search online.
• 7:36
  And because of that, we will clap for the guy as well because
• 7:39
  it's one problem that we have in this space where people just you
• 7:44
  know, they just shoot their shots, they try, they try their
• 7:46
  luck, just message anybody. So because of that, we clap for
• 7:50
  the guy because at least he did some research to be sure that
• 7:53
  he's reaching out to photographers only.
• 7:57
  But therein lies the question is he will continue.
• 8:01
  So, and I told the guy, I said no thanks, I'm not interested.
• 8:05
  I stopped doing photography years ago.
• 8:08
  And then sometimes to kind of give these guys a taste of their
• 8:11
  medicine and I'll blast the guy back.
• 8:13
  I say I have a business podcast that can help you get better at
• 8:16
  your sales and marketing. Would you like me to share the
• 8:19
  link with you? Let's see how I can help you
• 8:22
  grow your business as a photographer.
• 8:24
  Send the guy a message within the guy.
• 8:26
  Do the guy just ignore? Well, anyway, when I blast
• 8:31
  people like that, I'm just trying to pass across a hint
• 8:33
  that, you know, outreach can be done much more tastefully.
• 8:38
  And just like how you will not respond when somebody did do
• 8:40
  outreach to you, you might you should think of a more effective
• 8:43
  way of trying to do research, excuse me, of trying to do
• 8:47
  outreach to people. So basically that's just the
• 8:50
  exchange. I just, you know, my phone and
• 8:52
  then my phone does went ping, ping.
• 8:54
  I checked in and somebody's like, hey, what's up?
• 8:58
  I'm a, I help photographers build websites so you can show
• 9:01
  your clients. Should I send you a sample?
• 9:04
  So that's it. Now, is that a good form of
• 9:06
  outreach? So or rather let's look at how
• 9:10
  we can do outreach much more effectively in case you're
• 9:12
  trying to do some kind moves like this guy.
• 9:15
  So #1 research before you make the call.
• 9:17
  Research before you do the outreach.
• 9:20
  Research before you do DM. Now part of that research is not
• 9:23
  just you want to see who your potential customers are, but you
• 9:28
  have to be looking for signs that they are still in the
• 9:30
  market for what it is that you do.
• 9:32
  Now The thing is if this guy had looked at that Google profile,
• 9:35
  well, he would have seen that I never as like I have not updated
• 9:39
  that thing in like 1 decade, I think like 10 years, no reach.
• 9:44
  So if you're in the business of making websites for people and
• 9:47
  stuff like that, it's not a sign that OK, maybe this business is
• 9:50
  dead. As per the guy never post for
• 9:52
  the last 10 years. Research your people but also be
• 9:58
  asking do they still does it look like they still have any
• 10:00
  for your product or your service.
• 10:03
  This one is not a matter of try your luck, it's a matter of
• 10:05
  putting the odds in your favor. Like Brian Tracy likes to call
• 10:08
  it. We want to make sure that as we
• 10:11
  shoot our shot, we want to increase the likelihood that our
• 10:15
  shot would land in a place that is well, sure.
• 10:18
  It's not just about just firing anyhow, just the blanket, just
• 10:22
  just the fire. No, no, no, no, no, no, no.
• 10:25
  You want to know where you are aiming and then one is one.
• 10:28
  Well, so that's the focus. That's the goal.
• 10:32
  Doesn't look like these people still need have any for your
• 10:34
  product or service. Obviously I don't.
• 10:36
  So next time you guys are trying to do this kind of outreach and
• 10:39
  checking people's social media, be checking the thing that made
• 10:43
  you reason. OK, this guy might be a good
• 10:47
  prospects, might be a good customer.
• 10:48
  This babe might be a good customer.
• 10:50
  Just check their profile again, small you don't have to do too
• 10:53
  much digging. Like in my own case, all they
• 10:55
  had to do was just look at the top most posts and then click on
• 11:00
  the date. I said, ah, this guy never
• 11:02
  update for one decade and you can just assume that business is
• 11:06
  dead or you could have assumed that I have jackpot or you know,
• 11:08
  whatever, but I should not have been priority.
• 11:15
  Somebody who has not updated in 10 years is probably not the
• 11:17
  kind of person who is looking for your website design
• 11:19
  services. Then when you reach out to
• 11:24
  people because this guy went straight for the jugular, you
• 11:27
  know, should I show you sample? No, when you reach out, it's not
• 11:30
  at all. Should I show you sample?
• 11:31
  Like do you even know if they're interested?
• 11:33
  So first thing is figure out, are they interested?
• 11:36
  Ask about the need. Ask about pinpoints when you're
• 11:38
  doing your initial outreach. It is only when this thing
• 11:42
  checks out that you can now try and continue the conversation to
• 11:44
  say how far. Oh boy, may I show you sample?
• 11:49
  So you reach out, I'm in business, this is what I do,
• 11:52
  blah blah blah. Is this a problem that you have
• 11:54
  had in your business? Have you had a problem closing
• 11:57
  any deals because you don't have a website?
• 11:59
  Ask first if somebody says no thank you, I already have a
• 12:03
  website, conversation ends this one you're asking and should I
• 12:07
  show you sample? Show me sample.
• 12:08
  How? How do you know I'm not sorted?
• 12:13
  How do you know? So when you reach out, first
• 12:16
  interest, need, pain points, problems, that's what you do on
• 12:19
  the initial outreach. This is what I do, blah, blah,
• 12:23
  blah, blah, blah, blah, blah. Have you experienced this kind
• 12:25
  of problem before? Are you in the market for this
• 12:27
  kind of thing? You know, those, those that,
• 12:29
  that, that kind of levels. If the person says yes or I'm
• 12:34
  interested or whatever, then the competition, the conversation
• 12:37
  continues. So this call to action now, oh
• 12:40
  boy, how far may I show you sample now it's too early
• 12:44
  sample. No, that call to action is too
• 12:46
  early is too, you know, too forward.
• 12:49
  Relax, sales is toasting. It's a conversation.
• 12:52
  We're taking things one step at a time.
• 12:54
  You didn't greet somebody, you just blast message.
• 12:56
  The person has not responded. You next thing should I show you
• 12:58
  sample like, well, what are you expecting?
• 13:00
  Somebody would say yes, show me sample for real.
• 13:04
  So this sample thing too early. What you do first is figure out
• 13:10
  if this person has a problem. If he said I have a problem,
• 13:12
  I've been having problems closing, stuff like that.
• 13:14
  Next we'll be like, oh, OK, you try and schedule a meeting, book
• 13:17
  a meeting so that you and that guy can discuss.
• 13:20
  Let's discuss your needs. Let's see whether in fact a
• 13:22
  website is something that might help you out.
• 13:24
  Or let's explore what you've done before.
• 13:25
  Let's see how a website can help you better.
• 13:27
  Something, something, something, you know organize a meeting.
• 13:32
  When you organize a meeting and you people talk, it is there.
• 13:34
  You now know which sample to show the guy.
• 13:35
  Like even this whole thing. Can I show you sample?
• 13:37
  Which sample will you show me? Will you show me a minimalist
• 13:43
  website? Because some people like
• 13:45
  websites busy. Will you show me a busy website?
• 13:48
  What if I'm a guy who's on the minim minimalist spectrum?
• 13:52
  Are you going to show me a website that prioritizes online
• 13:54
  booking? What if I'm the kind of guy who
• 13:57
  likes to be chatting with my customers in in DM first before
• 14:00
  we close the deal? You understand website design,
• 14:06
  you know E plenty people have different needs.
• 14:08
  People have different preferences.
• 14:09
  Which sample you show me, you won't know until you have a
• 14:13
  conversation with me. It's the same thing.
• 14:15
  Whatever it is that you sell, you know, slow down, you're
• 14:19
  going to sample too quick. When you call, are they
• 14:21
  interested? OK, they're interested in
• 14:23
  meeting. Let's see what it is they're
• 14:24
  looking for. Then.
• 14:25
  You know, the kind of sample that you send them and the
• 14:28
  sample that you send them will what it will now make sense
• 14:31
  because you had a meeting. So that's the way.
• 14:38
  But if you're like this guy, you've been doing outreach,
• 14:40
  Congrats, at least you're doing outreach.
• 14:42
  We'll clap for you. Congrats, but you're doing
• 14:46
  outreach. The main thing I'm trying to
• 14:48
  pass across is are you doing this outreach?
• 14:49
  Well, are you are you doing it well, apart from doing this kind
• 14:57
  of outreach, we're sending DM There's some physical things
• 14:59
  that you can do too. So this guy, is he visiting
• 15:02
  photo studios where he knows that these people don't have
• 15:06
  website because dropping in on, you know, one-on-one, you can
• 15:09
  have some good conversations with somebody Or is he dropping
• 15:13
  Flyers in Co working spaces? Is it going to go working spaces
• 15:16
  and see where other photographers hang out so we can
• 15:19
  start having conversations with them?
• 15:20
  Is it attending photography or not art Hangouts, you know, So
• 15:24
  all this keyboard activity is good, right?
• 15:27
  Keyboard activity is very, very good.
• 15:29
  But the other things that we can try as well when the bottom
• 15:31
  line, what I'm just trying to say now is that let's just focus
• 15:35
  on doing our read write outreach, right?
• 15:37
  Sorry, it's not about the message.
• 15:39
  It's not about I sent 100 messages last week, it's about I
• 15:44
  sent 100 messages last week. And I have a reasonable hope
• 15:48
  that, you know, out of the 100, maybe 80 of them will get read.
• 15:53
  Maybe 60 of them will be on point.
• 15:55
  Maybe I might be able to get a meeting from 50.
• 15:59
  Hopefully from the 50 that I'm able to get a meeting, maybe I
• 16:02
  might share samples with 30 from the samples that I share with
• 16:05
  30. Who knows, maybe I might end up
• 16:08
  designing 5 websites so it's not just sending messages for the
• 16:11
  sake of sending messages. We want to make sure that our
• 16:13
  outreach is effective. So that's it.
• 16:16
  And that's all for today. Remember, you can call send me a
• 16:19
  text message or a WhatsApp message on 08064662140.
• 16:25
  So if you're a web developer like this guy, I need some help
• 16:28
  with your outreach. Call me.
• 16:30
  Like I said, if you want free advice, I'm down 0806466 2140.
• 16:37
  Just make sure you tell me in the first message in the first
• 16:40
  contact that you're looking for free business advice and then
• 16:44
  we'll schedule a call. But I will answer one question
• 16:47
  only and only one question. If you want us to do a deep dive
• 16:50
  into the state of your business and how you can improve your
• 16:52
  business outreach, we'll have to book a proper consultation.
• 16:55
  And don't worry, I have packages for people from big boy to
• 16:59
  middle class to a Nokia money, everybody's covered.
• 17:03
  So that's it, That's all for today.
• 17:05
  Thank you very much for your time and attention, and I'll
• 17:07
  catch you all at the next episode.