Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Mastering the Art of Sales: From Fundamentals to Complex Conversions

Transcript

Mastering the Art of Sales: From Fundamentals to Complex Conversions · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Some of you will be glad to know
0:05
that we are done with the philosophy and that we're also
0:08
done with all the content marketing stuff that we've been
0:10
talking about over the last week or week and a half.
0:14
So now we are back to the regular questions and the
0:19
question for today is how to increase your sales conversion
0:24
rate. Now before I go into answering
0:27
the question definitions, just so that we're clear on what it
0:32
is that we're talking about S 1st off, let me define the
0:37
obvious thing there in the question, which is sales.
0:42
How do you define sales for the purpose of today's episode and
0:46
the next couple of episodes that are going to follow every single
0:49
time that we say sales? Because after all we're trying
0:52
to see how we can increase sales how by getting greater
0:57
conversion rates. So every time you hear sales,
1:01
what we mean is you have collected a deposit, that means
1:06
sales or you have collected payment in full, that means
1:10
sales or you have gotten a firm agreement to pay.
1:15
That can also mean sales because there are some industries where
1:20
how you seal the deal is you get APO number.
1:24
APO number is a purchase order number.
1:27
So if you're doing lots of stuff with you know, like these
1:32
multinationals, you know, DFID, British Council, blah, blah,
1:36
blah, all those sorts of people. If you get APO number and they
1:41
say proceed and go ahead with your deliverables, then that is
1:45
a sale. Although from an accounting
1:48
point of view, I think what you would have that kind of thing on
1:51
your books as revenue. Yeah, I think you'll have it on
1:57
your books as revenue. So revenue is accruals.
2:02
Revenue is money that you expect to get in.
2:06
Somebody is already owing you that money, so you've done what
2:10
you need to do. The person is now supposed to
2:12
pay. So that is revenue.
2:13
How much is supposed to come in? So it's not exactly cash because
2:17
it's not money that you have in your account that you can spend
2:19
now. But for some industries, we are
2:22
going to regard that also as a sale.
2:24
If all you have is APO number, it's the same thing with an
2:27
order number. And then depending on the
2:30
industry, for some people to perform an invoice.
2:33
Once you guys do the haggling back and forth, you agree on
2:36
everything they say why I send, perform my invoice.
2:38
You send perform my invoice and then the MD says, OK, I've seen
2:40
perform my invoice, we're good to go.
2:43
Or I bring deliverables. Then you do your deliverables
2:45
and then they pay you 3 weeks later or 30 days later or
2:50
whenever it is that you guys agreed for payment terms.
2:53
So if you get any of these things and you're having a
2:58
conversation with a potential customer, then we will regard
3:01
that as a sale. So if your money IS1M but you
3:07
collected 300K, that's the deposit.
3:09
Let's just call that a sale. Yes, they owe you 700 K, but
3:13
let's just call that a sale. If your money is one M and you
3:16
collected the one M in full, let's call that a sale.
3:20
If what you guys agreed on was one M and then the issued
3:25
purchase number, and then DFID says, Oh yeah, go ahead, deliver
3:29
the computers you're supposed to deliver.
3:31
Then once they issue you the PO number and you start arranging
3:35
your computers to deliver to DFID, what you have is a sale.
3:40
If it's another kind of industry or whatever and they don't do PO
3:43
numbers, but they do order number, Once the person issues
3:46
you order number and says, Oh yeah, come and deliver, that is
3:49
a sale. If it's one of those things
3:52
where the person says perform my invoice and then you know the
3:57
whole everything, everything, that is also going to be a sale.
4:01
So for the purposes of this episode, that is what we're
4:04
going to regard as a sale. Now, I know some of you will be
4:09
like me who prefer cash in hand, who prefer to do all the things
4:13
that let the money enter my hand first.
4:17
Yeah, for some of us, that's a personal preference.
4:19
But for the purposes of this episode, we're going to regard
4:23
whether cash in hand, all these other things, we'll call those
4:26
things a sale. So the reason why I'm making
4:32
trying to flog the point about all these things is because
4:34
depending on what industry you are in, just like I said,
4:38
different industries handle billing, payments, things like
4:41
that differently. So back in my wedding
4:43
photography days, it was either cash in hand, as in give me my
4:48
money 100% now, or you try and take a deposit.
4:53
People would try and capture like that kind 70, maybe 80% of
4:57
the money. So even if by the time you
4:59
finish the buried runs away and she doesn't give you your money,
5:01
you say, well at least I collected 80%.
5:03
So my wedding photography days sale meant give me cash in my
5:07
hand now or give me deposit in my hand now for the Carpenter a
5:14
sale would be give me my money in full.
5:17
Now I don't know. So excuse me, I don't know of
5:21
any Carpenter who says, you know, or got the money for your
5:27
job is 20 K, but give me 18K now when I finish, give me the
5:31
balance, you know, for carpenters, welders to collect
5:33
that money in full. If you're doing media work,
5:37
documentary work, you know, for an NGO and the stuff we've done
5:40
in the past, large scale production, unfortunately, if
5:45
you're dealing with those sorts of institutions, you know, where
5:47
the level of PO, that's one that really used to pay me, but my
5:51
wife would say no, let's think of it as savings.
5:53
But me, I'd rather, if what we agreed was 800 K, I'd rather
5:56
take the 800 K now then we deliver now and they are giving
6:00
me 800 K at the end of three weeks or four weeks.
6:05
But yeah, so it's just one of those things.
6:08
I remember a session was that where somebody asked me a
6:11
question about one of these things.
6:12
The person was in retail, in fact.
6:14
Yeah, let's look at retail now. The person was in retail and she
6:18
had issues with these sorts of things and I had to tell her
6:20
that, you know, it's unfortunate.
6:21
Some industries are just like that.
6:24
If you don't like the payment terms and you can't collect in
6:27
full, then perhaps you shouldn't be involved in that business.
6:29
You should move on to some other business because that's just how
6:32
it is. So like in her own case, she was
6:36
in retail, Nigeria retail, I can't remember what her product
6:39
was, but she was putting it in shops in Abuja and she didn't
6:42
like the fact that she's delivering now.
6:44
But everybody say that they're going to pay in 30 days or in 60
6:48
days. So you raise performa invoice,
6:50
you guys agree, you deliver the goods and then they say, OK,
6:53
thank you very much, you dropped off the goods January 1st, they
6:55
say, OK, no problem, come, come and collect your money February
6:59
2nd or or March 3rd or whatever. So yeah, it's like that which
7:05
for some of those industries, you either you like it, you put
7:08
up with it, or you don't. And I hear it's even brutal for
7:12
those of you who are in the West.
7:14
So you deliver to Walmart or you deliver to Asda, you deliver to
7:18
whoever like their payment terms is their payment terms.
7:20
You can't rush them. So yeah, that's the reason why
7:24
I'm stressing it because different industries.
7:28
But any of these scenarios, whether you're selling your
7:32
groundnuts to a shop in Abuja through retail or you're a
7:36
wedding photographer or you're a Carpenter or you are a
7:39
documentary video crew, either of these scenarios that we've
7:43
talked about, it counts as a sale.
7:47
Now the second question or the key question, what is a
7:51
conversion? OK, let's see.
7:57
It's one of those times also that has a technical definition,
8:00
also a relative definition, depend on what it is that you're
8:02
trying to do. But for the purposes of this
8:05
episode, in fact, for the purposes of any single episode
8:09
you hear on this podcast, every time you hear conversion, it
8:12
just means that you are talking to someone else, whether you're
8:17
talking or typing or Zoom call or whatever it is.
8:25
But The thing is, you have to be in some sort, some sort of a
8:28
conversation or transaction with someone else, a potential
8:31
customer. So of course, if I'm talking to
8:34
my mum, then conversions don't apply.
8:36
But if I'm talking to you or you want to book my services so I
8:40
can quote your team on how to increase sales, then you're a
8:42
potential customer. If you get the person to take
8:46
the next reasonable step in the relationship or in closing the
8:50
deal, if they take the next reasonable step, no matter how
8:53
small it is, what you have experienced is a conversion.
8:58
So let me repeat that conversion just means you are facing
9:02
somebody who is a potential customer and that person has
9:05
taken the next reasonable step. Step.
9:08
So that step that they take, that is a conversion.
9:12
Why is that important or why should we look at things this
9:14
way? It's because for complex sales,
9:18
complex sales are closed in small, small, small steps.
9:23
Complex sales are not closed once like that.
9:29
Some people think the Holy Grail of business is every time you're
9:31
talking to somebody, whether it is 50 naira or 5K or five M,
9:36
they want to be able to go in and then come out with five M
9:39
just like that. No, for complex sales, you
9:43
usually close it in small, small, small steps.
9:46
A small step today, small step tomorrow, a small step next
9:49
tomorrow. At the end of the week, two
9:51
weeks, you collect your money in full, or you collect a deposit,
9:55
or you collect APO, or you collect, or you send performer
9:59
invoice or whatever. It is also about the noise in
10:03
the background, that is, the rain was still in the rainy
10:06
season. That's also why my invoice is
10:09
messed up because you know, almost sore throat, almost cold,
10:13
and then the call for prayer because I live close to a
10:15
mosque. So those are the sounds coming
10:19
in from the recording. What was I AHA conventions and
10:23
complex sales. Now a complex sale for those of
10:26
you who are new to the podcast is any sales situation where you
10:31
guys are negotiating about something.
10:33
The money that you guys are calling is big.
10:36
So if you were talking 15 error or 5K, that's a complex sale.
10:41
If you guys are talking big money, you know, 2.5 M, 5 M, OK,
10:45
You can see that the relative complexity is going up because
10:48
we're now talking big numbers. And usually you will find that
10:52
in complex sales, it's not just the number that is big, you'll
10:54
find that the subject matter of the sale itself is also big.
10:59
When I say big, it just means it has many moving parts.
11:01
So if you go to the market and you're trying to buy a Gucci and
11:04
you people are pricing a Gucci, how much more 3000 for One Cup,
11:08
blah, blah, blah, you can see that that is not a complex sale.
11:11
This a goosey. A goosey is simple.
11:13
It's in the cup. You take it, you grind it, you
11:15
go home, you cook your soup. It's that simple.
11:18
The money involved is not big. OK, well, well, 3K is big in a
11:25
in a sense because it's not how you can cook soup for a regular
11:29
family and just use One Cup of a goosey.
11:31
So you're thinking, you know, maybe you have to buy 3 cups, 4
11:36
cups. And if One Cup is 3K, then that
11:38
means you're spending. How much is that?
11:41
Is that 12 grand on a Gucci? And yeah, that seems like a lot,
11:45
you know, like, how much are you earning anyway that you'll be
11:46
spending just 12K on a Gucci? You haven't bought meat, you
11:48
haven't bought vegetables, you haven't bought palm oil, you
11:50
haven't bought yam. But I heard yam now is 5K Crazy.
11:55
I was like, OK, so a Gucci money is not big.
11:59
The subject matter is simple, but then if you now start
12:02
talking about car, you want to buy a car and you are now
12:06
talking 7M10M, you can see that this is fairly complex.
12:12
The Gucci is simple, it's there in the cup, give me the Gucci,
12:15
grind it, then go and cook my soup for the car.
12:18
On the other hand, is this car new or not?
12:21
Is it fairly used Belgium or not?
12:23
Is it fairly used Niger or not? What happened to the car?
12:28
Is it accidental? Well, sorry, I'm not sure of the
12:34
proper word, but you know, when you're buying a car, that's some
12:37
of the lingo that they use. Is it accidental?
12:40
Where's the accident? How old is it?
12:43
Which model? Is this one 2010 model, or is it
12:46
this model, that model? What about clearance papers from
12:49
customs? Do you have your clearance
12:51
papers complete? You can see that for the car,
12:54
we're looking at lots of stuff about the car, around the car
12:58
and other things associated with the car because title is
13:01
important. The history of the car.
13:03
You can see that as the money is going up and as we're
13:07
considering different kinds of goods, the complexity is
13:09
increasing. Then another thing about complex
13:12
sales is the number of parties that you have to talk to.
13:17
So for the Agusi, the number of parties you have to talk to is
13:20
just one. My wife says go to the market,
13:23
get me two cups of Agusi. I say, all right, no problem.
13:26
I go to the market, the saleswoman is dealing, the
13:29
market woman is dealing with just me.
13:32
We all go for the agusi. I pay for the agusi and then I
13:35
leave. On the other hand, with the car,
13:40
it's it's different. It's more complex.
13:43
So I might be the one that is buying the car, but if I'm
13:47
buying the car for wifey, I need to be feeling wifey to figure
13:50
out what it is that she likes. You know, this colour this make
13:56
this, this, this is that. If both of us show up to the
14:01
place to look at the car and the person who sells the car assumes
14:05
that I'm the only person that needs talking to.
14:07
The guy who miss Rd. If he's able to do a good job,
14:10
ask a couple of questions, figure out that we're buying for
14:12
wifey and he's able to get on wifey's good end and then maybe
14:15
even get wifey's phone number. That's a smart move because he
14:20
has figured out that there are two decision makers in the
14:21
process and he now knows that he has to get those two decision
14:25
makers on board to close the sale.
14:27
So you can see that the more complex sales become the number,
14:32
the number of decision makers also goes up.
14:36
Sorry, excuse me. So number of decision makers
14:38
also increase. So Igusi, one person to buy a
14:41
car, two people. If he's selling a fleet of cars
14:46
and maybe he wants to sell it to a government agency, maybe NTA
14:51
for instance, that's Nigerian Television Authority.
14:53
Maybe they've inaugurated a new board and they want to buy cars
14:56
for the new board of directors and a new management and
15:01
whatnot. Now that is truly a complex sale
15:05
because the number of cars is up.
15:07
If each car is 7 M or 10 M and they want to buy 20 cars while
15:12
looking at 20 something M, then for this kind of thing, you
15:17
would have to not just be talking to the guy on the board,
15:21
you also need to know somebody in financing department.
15:23
You know this is Niger. So trust me, if you know
15:26
somebody in finance, it would help.
15:28
If you know somebody in procurement department, you know
15:31
that would help. If you have an inside person on
15:33
the board, that would help. What else?
15:38
What you get? You get what it is I'm trying to
15:40
say. So if it is one car that you're
15:42
trying to sell to one man or one woman, at most you're thinking
15:46
two decision makers. But if you go up a level of
15:48
complexity, we're trying to sell a fleet of cars to the hospital
15:55
in your neighbourhood or to NTA or to Ministry of Finance or to
15:58
whatever, the complexity goes up.
16:00
And you can see now that in this case of trying to sell, so
16:05
excuse me, so excuse me. So in this case, now trying to
16:10
sell cars to NTA, you can see now that the number of decision
16:14
makers has gone up. Don't be surprised if by the
16:16
time you sit down, you look at your deal properly, you see that
16:19
maybe the decision makers that you're talking to now is
16:21
probably seven or eight people. It's not just as simple as the
16:27
director general and my father, best friends that went to the
16:31
same school. It's not that simple.
16:33
That the DG is friends with your POPSY doesn't mean you're going
16:37
to close that deal. So it's good that you and DG,
16:40
you guys have some connects, still do your leg work, do your
16:45
assignment, know somebody in the finance, know somebody in
16:49
procurement, find an inside person in the organization as
16:55
well. Don't just rely on the fact that
16:56
you, you and DG, you and DG and POPSY like you guys are cool.
17:01
Don't just rely on that. So these are the things that
17:04
determine how whether a sale is simple or whether a sale is
17:09
complex. OK, the amount, the amount has
17:12
to be small. The subject matter, The subject
17:15
matter has to be simple. Not too many moving parts, not
17:18
too many things to juggle. And then the number of decision
17:20
makers for simple sales, number of decision makers is small.
17:25
The other things that determine whether a sale is simple or
17:28
complex. But let's just stop there for
17:29
now. So with what it is that I have
17:32
described, you can see that when we're talking about complex
17:36
sales, the only way to win it is in small, small, small, small
17:40
steps. You call today, you move your
17:42
one step forward. Go to the office tomorrow, move
17:45
your one step forward. Yeah, on Saturday you're passing
17:48
through. Maybe the head of procurement,
17:52
his house is close to your estate.
17:53
You pass through, you go and say what's up to him and his wife,
17:56
You move things one step forward.
17:58
So it's small, small, small, small.
18:00
If it's a complex sale, you're moving things forward one step
18:04
at a time. So this thing about conversions
18:07
is really, really important when we're talking about big things
18:10
because for the woman who sells a Gucci, the conversion step
18:15
really is just one. I went there, we speak, I give
18:20
her six Ki, collect 2 cups of a Gucci.
18:22
It's that simple. So you close the deal.
18:24
One time conversion step equals one for the wedding
18:29
photographer. You can see now that there's
18:32
some complexity. We're not just talking 3K now as
18:35
a wedding photographer. OK, OK, times are harsh now.
18:38
So I'm assuming maybe you want to collect like 500K by the time
18:42
you pay the boys, you do the book, everything, maybe you'll
18:45
be able to keep like, you know, 250K or something as your
18:48
profit. So as a wedding photographer,
18:53
you go to the business Expo, the bride comes to your table.
18:57
That is one step. You're able to get her to drop
19:01
her account, her phone number with you.
19:03
So she's now a lead. She drops her phone number.
19:05
That is convention step #2 then you guys agree on a meeting or
19:10
appointment. Let's say she's supposed to come
19:12
to your studio. She shows up at the studio.
19:14
That's conversion point #3 then she agrees to a consultation.
19:19
You guys talk about the whole thing.
19:20
That is consultation. Sorry, that is conversion step
19:24
where we know four. Then you send the proposal and
19:29
she says I need time to think about it.
19:31
You know that whole dance. She goes with the proposal and
19:34
you guys have that conversation. She says she's cool with it and
19:38
that is conversion step five or six.
19:44
And then you say, OK, if we're all in agreement, these are my
19:47
account details, Access Bank number and blah, blah, blah,
19:49
blah, blah. You send it off to her and then
19:51
she pays and that is conversion step.
19:55
I don't know, seven, I've lost count.
19:58
So you can see now that for a Gucci conversion step equals one
20:01
wedding photography convention step equals seven or eight for
20:05
the Carpenter. Conventional step is going to be
20:09
I think it's just going to be one because the company that
20:11
will just show up and say, OK, we need to do this, we need to
20:14
do this, we need to do this Madam is what we need to do.
20:16
And she'll say how much plank of wood now is this that that that
20:19
that my label is 5K. You guys would negotiate.
20:22
You say I will give you label 3K.
20:24
And then she transferred the 10K done.
20:26
So conventional step here is 1 Abby.
20:32
And then let me let me just say, let's just leave it at 1:00.
20:34
But you get the point that carpentry egusi not the same as
20:38
wedding photography. Then for the documentary video
20:42
person, this is also another one where it's a complex sale.
20:47
So you reach out to the people, you say this is who we are,
20:51
blah, blah, blah. These are the services that we
20:53
offer. They say, oh, OK, we're
20:55
interested. Here's our RFP reply to the RFP.
20:59
That is step one. You've got them to send your
21:04
RFP, so it kind of means that they're interested.
21:06
That's step one. Then you send in the RFP, but
21:10
you're able to do some backroom, some background moves.
21:14
Because remember, I advise you guys don't just submit an RFP
21:17
and then go to sleep. If you submit an RFP and go to
21:20
sleep, you're trying to ghost mode.
21:22
You'll now call back in the month and you find out that they
21:24
gave the job to somebody else. Excuse me?
21:27
So, yeah. So RFP.
21:31
Yeah, that one is done. Then that's stage 1.
21:33
Then you now find a way to do some phone calls.
21:36
You know, you get your inside person, you do some small
21:38
consultation, you figure out the best response.
21:42
You know what? No, let's throw out this RFP
21:43
thing. Let's forget the RFP.
21:45
So let's say you've gone, you've spoken to them, they said that
21:47
they're interested and everything.
21:49
So that is step one. You'll get some contact details.
21:52
That's step one. Then you're able to hook up a
21:54
consultation. You discuss the scope of the
21:56
whole thing. So let's say that's Step 2.
21:59
Then you now issue a treatment to say, OK, this is interesting.
22:03
If we're going to handle this project, this is how we would
22:05
record it. This is how we shoot it.
22:06
It would take so many days, would require this number of
22:09
crew and something, something, something, something.
22:11
You submit this, the treatment. So that's step three or Step 4,
22:14
if I'm counting correctly. Then they look at the treatment
22:17
and then they like it. And then they say, Oh yeah, I'll
22:19
drop a proposal. That's step five.
22:22
You drop the proposal. Excuse me then let's say they
22:26
like the proposal and then the next thing is, OK, we agree
22:29
we're going to pay you 6 M for the documentary payment terms is
22:33
30 days. And you say OK, sure, no
22:34
problem. And they say OK, here's your PO
22:37
number, start shooting. When are you delivering?
22:40
Then that's the final step. So you can see that in excuse
22:45
me, that in this stage, in this example, we've gone through
22:49
multiple stages to be able to collect our money.
22:54
So any let me stop here because we're close to 30 minutes and my
23:02
voice is really acting up now. So I think I should really stop
23:06
and go and take a Los Angeles something.
23:08
Bernie, I hope that I've been able to explain what a
23:13
conversion is and for you to figure out why it is that is
23:15
important. Now, for most of you, when you
23:18
hear of conversions, you typically we hear about it in an
23:20
online state, in online e-mail marketing, all these sorts of
23:25
things, because there they have reduced it down to a
23:28
mathematical science, because in that case it has to be.
23:31
So number one, you send out the e-mail, you send out 100 emails.
23:35
How many people opened? That is one conversion of the
23:38
people that opened. How many people replied?
23:40
That is one conversion of the people that replied.
23:42
How many people clicked on the link that you wanted?
23:44
That's another conversion for the people who clicked on the
23:47
link. How many people booked a
23:48
meeting? That's another conversion for
23:50
the people who booked on the meeting.
23:53
How many people you know like that, like that, like that until
23:57
you collect your money. So this essentially is what a
24:01
conversion is, especially for the purposes of this podcast.
24:04
Every single time we're talking about conversions, that is what
24:08
that is what we mean. So you will find that on the
24:14
podcast. I'll be using different terms,
24:16
but essentially it's the same thing.
24:18
And in summary, what I'm just trying to say basically is if
24:20
you are not in a simple sales context, if you're not selling
24:23
egusi, and if you're not doing carpentry, if you're doing
24:27
something a little bit more complex, the best way to think
24:30
about sales is don't try and collect your money one time.
24:34
Don't try and collect your 2.5 M at once.
24:37
Start thinking in small steps, small steps, conversions,
24:42
advancements, whatever it is you want to call it.
24:44
Pick a word you like. If advancement and conversions
24:47
is too big English for you, then just say small, small steps.
24:50
So just start thinking about sales as small, small steps.
24:54
As you get better at these small, small steps, the more
24:59
money you're going to make over the long term.
25:02
So the people who do this thing online, that is what they've
25:05
realized, that if you get better at writing the e-mail, the more
25:07
responses you get. Let's see what else?
25:12
Yeah, the more responses you get, the better you get at
25:14
crafting the order. Sorry, the offer online, the
25:18
more people will click on it. So you can see that for the
25:21
people who are an online business they're thinking of,
25:23
let me get good at this step. If I optimize and get really
25:27
good at this step, the next step will now be pure will take care
25:31
of itself because we've done a good job here.
25:33
That is how we should be thinking about business offline
25:35
as well. Just think of it as small,
25:38
small, small steps. So if you're the wedding
25:40
photographer and you do business expose, you do bridal shows and
25:44
things like that, step one is your table, Is your table fine
25:48
enough? Your books, do they look good?
25:50
Do you guys look presentable? You know, stuff like that.
25:54
If you lock that down, people will come to the booth.
25:56
Step one. Then Step 2, pleasant, nice
26:00
conversation, rapport, blah, blah, blah.
26:02
You handle that well, the bride will drop her phone number.
26:05
So Step 2, taking care of Abby. Step three.
26:07
And then let me just ignore the numbers.
26:10
Then if you dos our contact details and you're very good at
26:13
appointment setting, then the number of appointments you set
26:16
will go up. That is good.
26:18
If the number of appointments goes up and you know how to
26:21
conduct meetings very well, figure out what people want and
26:24
then show proposals. The number of people who say,
26:26
well, let's start talking, money will go up.
26:30
The better you get at handling money objections and handling
26:33
negotiations and things like that, the greater, the more
26:37
deals you should be able to close that also will go up.
26:41
And then the better you get at chasing people for money or
26:44
structuring payment terms or things like that, the amount of
26:47
money that will hit your bank account will also go up.
26:51
So instead of as a wedding photographer or as a wedding
26:53
planner thinking I want to go in now to this one meeting and then
26:58
collect MY5M in full now just think about it in terms of
27:03
small, small steps. We're taking small steps,
27:06
advancements, conversions, just get good at this step.
27:09
If you're good at this step, it will lead to the next.
27:11
If you're good at the next, it will lead to the next.
27:13
If you're good at the next, it will lead to the next.
27:15
Overtime, all those small, small steps means we end up making
27:18
much more money. So let me wrap up today's
27:21
episode. Please connect with me on
27:24
WhatsApp. The phone number is 08064662140.
27:30
Country code is +234. For those of you who are not
27:32
Nigerian, then connect with me on WhatsApp.
27:37
So now what's up? What's the other one?
27:39
LinkedIn. Yeah, LinkedIn.
27:41
My name is Tamashima Ayede. I'm the host of the show.
27:43
You can confirm the spelling of my name.
27:44
So you can find me by using the link where you're listening to
27:48
this episode. And my e-mail address is also on
27:50
the link where you're listening to this episode.
27:52
So thank you very much for your time and attention.
27:54
And tomorrow we'll start going into the Coco of the question
27:58
because today I just introduced you guys to remember that the
28:01
question is how do you increase your sales conversion rate?
28:05
So today we just defined sales and different contexts.
28:08
And then we also defined what a conversion is.
28:11
So tomorrow we'll now start looking at specific case
28:13
studies, as in how do you get your conversion rate to go up?
28:18
So for the wedding photographer, we start looking at the small,
28:20
small steps. Or if you sell cars, we're
28:22
looking at the small, small steps.
28:23
So that's what we'll start doing from tomorrow onwards.
28:26
So thanks for your time and attention.
28:27
I'll catch you guys at the next episode.