Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Serious, Curious, or Waka Pass? How to Spot a Real Buyer

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Serious, Curious, or Waka Pass? How to Spot a Real Buyer · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, I'm going to be talking about selling in a
• 0:05
  screen first world. Again.
• 0:09
  Today on the podcast, we're going to be talking about how to
• 0:13
  sell, how to move market, how to look for customers.
• 0:17
  Now that most of the things that we do are screen first.
• 0:21
  Now, the reason why we're going to do this is because I recently
• 0:24
  spoke at the SME Vcon 2 days ago, two maybe 3 days ago, and
• 0:31
  it was the title of my session. And I figured, let me come over
• 0:36
  here and share some of that goodness, share some of the
• 0:38
  stuff that I spoke about with the people in the audience just
• 0:42
  so that you guys are not left out over here.
• 0:45
  Even though I'm promoted just a little bit on the podcast, you
• 0:48
  know, I don't think you know how podcasting can be now.
• 0:51
  I mean, you guys would have heard about it, but then by the
• 0:54
  time you go and search for it, you know, it's it's already
• 0:57
  done. So yeah, that's what we're going
• 0:59
  to be talking about today. Now, if you're interested in
• 1:02
  these sorts of things, how do you sell?
• 1:03
  How do you look for customers? How do you get people to take
• 1:07
  the next step? How do you close a deal, all
• 1:08
  these sorts of things. Then subscribe to this podcast
• 1:12
  on Spotify and YouTube, Apple or any player of your choice.
• 1:16
  I am the host of the podcast. My name is Tavi Shima IED, if
• 1:20
  you'd love to connect with me, you can call, send me a text
• 1:23
  message or a WhatsApp message on 08064662140.
• 1:30
  So let's get straight down to business.
• 1:31
  How do you sell in a screen first world?
• 1:34
  So First off, definitions because I want to make sure that
• 1:37
  we're all on the same page. So selling, what does selling
• 1:43
  mean? You know what, let me just take
• 1:46
  a look at the notes that I made during the session because I
• 1:49
  actually had some of the participants give their own
• 1:52
  opinion. And OK, so Ayesha it was is
• 1:57
  rather Ayesha is a network marketing, it's just new in
• 2:01
  business. And OK, so how definition of
• 2:05
  selling was exchanging products or services in exchange for
• 2:08
  money? And of course, you know, that's
• 2:10
  a very practical, functional definition of sales.
• 2:13
  So, you know, we can't fault her.
• 2:15
  You know, makes sense, especially since lots of us, the
• 2:17
  reason why we're in business anyway, because we want to make
• 2:19
  some nice paper, want to make some good money.
• 2:22
  And she's also one of those people who saw on Psyche Motors
• 2:27
  Instagram handle the purple, the purple Tesla Cybertruck.
• 2:35
  That car is really, really cool and she likes it as well.
• 2:37
  So I gave her a challenge that you know what, let's also real
• 2:41
  hard and let's see if, you know, we come between and doing him,
• 2:44
  his and hers, you know, so I'm driving my own purple Tesla,
• 2:46
  She's driving her own purple Tesla too.
• 2:48
  So hopefully, you know, maybe one day you're chilling in Abuja
• 2:52
  and you happen to notice 2 purple Teslas driving in
• 2:56
  different parts of the city. Hopefully that will be me and
• 2:59
  maybe the other one will be Aisha.
• 3:01
  So Aisha, she says selling is exchanging products or services
• 3:05
  in exchanging products or services so you can get some
• 3:08
  money. Then I also got the opinions
• 3:11
  from Akan Charles and she is a community manager and a virtual
• 3:17
  assistant based in pH if I remember correctly.
• 3:21
  And let's see, OK, I think for her, sales was about getting
• 3:29
  people to recognize that you have a product or service or
• 3:33
  getting people to recognize the problems that you solve.
• 3:35
  Now, of course, those definitions for sales, you know,
• 3:38
  they're, they're all right, they're all right, they're OK.
• 3:41
  Well, the most important thing was I didn't want to hear
• 3:44
  anybody saying that sales is about persuading or sales is
• 3:47
  about convincing because too many people assume that sales is
• 3:50
  about going to toast someone. Sales is about trying to, you
• 3:54
  know, catch all somebody. And the truth of the matter is
• 3:57
  that you cannot twists, you cannot toast, you cannot cajole,
• 4:01
  you cannot convince, you cannot, you know, whatever it is that
• 4:04
  you want to do. You cannot persuade somebody to
• 4:07
  buy something that they didn't already want to buy in the 1st
• 4:09
  place. So the first thing that we need
• 4:11
  to learn about sales is this. Stop trying to persuade people
• 4:15
  because you can't. Now there are people who can get
• 4:18
  you to do what it is that you did not want to do in the 1st
• 4:21
  place. And if you notice, we call those
• 4:23
  people fraudsters or we call them Hulksters or we call them
• 4:26
  something else. So it's an advanced skill.
• 4:30
  It can be done, but it definitely is not sales.
• 4:33
  So what we do in sales is we just try and figure out people's
• 4:36
  motives, figure out what their motives are, see if it aligns
• 4:40
  with ours. And then that is the crux of our
• 4:43
  proposal of our sales pitch that look, this is what you're on
• 4:47
  about. This is what you want to
• 4:48
  achieve. This is what you're trying to,
• 4:52
  this is where you're heading. Your my product or my service
• 4:54
  can actually help you get there. And so that is the whole point
• 4:58
  of the conversation and that is what I wanted the participants
• 5:03
  to take out of this. That sending is a series of
• 5:07
  conversations because lots of people assume that sales is
• 5:12
  toasting or that sales is fooling around with some magic
• 5:14
  words. You know the top three keywords
• 5:16
  that will help you do this, the top five phrases that will help
• 5:20
  you triple your profits. And you know, all that kind of
• 5:22
  jazz that is not selling. Selling is conversations.
• 5:28
  So if we want to sell in a screen first world, we should be
• 5:32
  thinking about how to engage in conversations with people on the
• 5:37
  screen. So it's not about magic words
• 5:39
  that you put on the screen that will get people to buy more.
• 5:43
  It's about a couple of words that you put on the screen that
• 5:46
  will get people to engage in a conversation with you.
• 5:49
  And hopefully, if you're good at conversions, conversions just
• 5:52
  means getting people to take the next step.
• 5:54
  If you're good at conversions and getting people to take one
• 5:56
  step after another after another, at the end of the day,
• 5:59
  they should become a customer. Now, the goal of the
• 6:02
  conversations that you're going to be having with people when
• 6:05
  you are online is #1 how can I help?
• 6:09
  That's not a bad way to start of a conversation.
• 6:11
  You know, what can I do for you today?
• 6:12
  You're trying to figure out who is this person?
• 6:14
  You know, what do they want? For those of you who reach out
• 6:17
  to me because I give my phone number at the beginning and at
• 6:19
  the end of every episode when you guys holler at me, I mean,
• 6:22
  of course in the beginning, this home intro, you know, nice
• 6:24
  reaching out, nice to meet listener of my podcast, you know
• 6:27
  where you are, where you based, blah, blah, blah.
• 6:29
  What business do you do? But eventually I get straight to
• 6:32
  it. So how can I help you today?
• 6:35
  That is part of the goal of the conversation when you're having
• 6:39
  conversations with people online on the screen.
• 6:42
  How can I help? Eventually you're going to get
• 6:45
  into the question of budget and how much because there's no
• 6:48
  point spending three months building a relationship with
• 6:51
  someone when your solution cost 2.5 million but the person was
• 6:55
  thinking, you know, 800K is supposed to sort that kind of
• 6:58
  thing out. There's no match or meeting of
• 7:01
  expectations there. So eventually we need to have
• 7:03
  the money conversations quickly. So one conversation we're going
• 7:08
  to be having with people, how can we help?
• 7:09
  Another series of conversations we have to get to that.
• 7:12
  How much? Then eventually we're going to
• 7:16
  try and figure out how we can get people to buy.
• 7:19
  Again, that's also another series of conversations.
• 7:22
  And then we're also going to try and figure out how we can get
• 7:25
  these people to introduce us to other people so that they can
• 7:28
  buy as well. So any which way that you want
• 7:31
  to cut it, any which way that you want to splice it, you will
• 7:33
  see that sales is a series of conversations.
• 7:37
  Let me repeat conversations and let me say it one more time.
• 7:41
  Con ver SE shuns. So when you're trying to sell in
• 7:45
  the screen first world, trying to sell on screen, stop talking
• 7:49
  at people, stop trying to toast people, stop trying to look for
• 7:54
  magic recipes that when you put on screen, it will triple your
• 7:57
  profits. Stop it.
• 7:59
  Start engaging in conversations with people.
• 8:01
  Stop using magic words, start conversing.
• 8:06
  So that's the first set of definitions.
• 8:08
  Then next screen first. What do we mean when we say that
• 8:11
  we're in the screen first world? Well, what we mean really is
• 8:14
  just that reality now or most people, most of people's
• 8:18
  experiences are mediated through phones and tablets, through
• 8:22
  laptops and computers. So what that means is, yes,
• 8:24
  there's a real world out there. So Zuma Rock, Yeah, Zuma Rock
• 8:28
  exists, but for most people, they are going to Google Zuma
• 8:31
  Rock, see videos of Zuma Rock, see pictures of Zuma rock.
• 8:34
  That is the way that they'll perceive reality first before
• 8:38
  they actually get to Zuma Rock. So that's just what we mean when
• 8:41
  we say screen first world. People are solving problems,
• 8:44
  people are looking for information, people are doing
• 8:47
  all kinds of things. But I do need screen first
• 8:50
  before they get to the real thing.
• 8:53
  So back to that purple Tesla Cybertruck that me and Aisha, we
• 8:59
  behind that thing because that car is a beast.
• 9:02
  That car is a sexy car. So Aisha and I, we have
• 9:07
  perceived this car on screen 1st through circuit motors Instagram
• 9:14
  handle first before we will go and see the car in the flesh and
• 9:19
  touch that beauty and look at that car maybe sit inside the
• 9:23
  car seat. So our experience has been
• 9:28
  mediated through phones, through tablets, through laptops,
• 9:32
  through computers. So now that we know that people
• 9:35
  are in the screen first world, the solution is don't fight it.
• 9:42
  Don't fight it at all. Just go with it.
• 9:45
  Now, some of you say, look, I don't want to be an influencer,
• 9:47
  but nobody's asking you to be an influencer.
• 9:50
  Selling the screen first world doesn't mean you have to be an
• 9:52
  influencer. Yeah, some people are
• 9:54
  influencers, like Sarah Kimoto, you know, big Instagram handle.
• 9:57
  I mean, whenever the guy goes to the mosque, it's, it's a man.
• 10:00
  It's like a showdown. Yeah.
• 10:02
  Come out from his Jeep. You know, people are recording
• 10:04
  him, people following him up and down.
• 10:05
  You know, the guy. Don't become celebrity, but that
• 10:09
  doesn't mean you have to engage in that kind of behaviour.
• 10:11
  You do not need to be an influencer, but still don't
• 10:15
  fight it. You need to come up with a plan
• 10:19
  to take advantage of other screen dynamics that you're more
• 10:22
  comfortable with. So if you don't like that whole
• 10:24
  celebrity lifestyle, then, you know, think about it, you can
• 10:28
  come up with other stuff. Now, how can you take advantage
• 10:31
  of the different, what will I call them now?
• 10:34
  Screen dynamics? Yeah, that's why I said
• 10:35
  different screen dynamics that are out there.
• 10:38
  One, number one is you have to make sure you show up online and
• 10:41
  be easy to be found. So people like Sarkin Mota who
• 10:44
  are taking the the influencer strategy, I mean, obviously they
• 10:49
  are being big and in your face on Instagram.
• 10:52
  By the way, if you're curious, I just want to see what the guy
• 10:54
  looks like. You know, just sample the guy,
• 10:57
  see his teas. It's Sarkin, Mota, SARKIN,
• 11:01
  Sarkin and then Mota MOTA that is car or motor, you know, in in
• 11:08
  Hausa or Sergey motor, the king of cars.
• 11:11
  So First off is show up online and be easy to be found.
• 11:16
  Now for the rest of us who are not trying to pursue any
• 11:22
  influenza status, the first thing is we have to make sure
• 11:25
  that we're easy to be found on Google because for most people,
• 11:32
  most of the experience of the Internet is going to be through
• 11:35
  Google. So make sure that you can be
• 11:38
  found on Google. And one of the easiest ways to
• 11:40
  do that is just simply to create or to claim your Google business
• 11:44
  profile. The reason why this is important
• 11:47
  is because Google is local. I stress this whenever I I talk
• 11:52
  at public events or online events or whatever because lots
• 11:55
  of people when they think about Google, they are thinking about,
• 12:00
  you know, the world international, but they forget
• 12:02
  that Google tries to be relevant to local audience.
• 12:07
  So if Ayesha or I are searching for, excuse me, are searching
• 12:12
  for purple Tesla Cybertrucks, Google is going to try and show
• 12:19
  us dealers in Abuja because Ayesha is based in Abuja and so
• 12:23
  am I. Google is going to try and show
• 12:25
  us dealers based in Abuja who have the Cybertruck on ground
• 12:31
  and give us the price quote in Naira because it does not pay
• 12:37
  Aisha or I. If Google will show us results
• 12:40
  for purple Cybertrucks but then the Cybertruck is somewhere in
• 12:44
  Washington DC or Cotswold in the UK or in, you know, Alexandria
• 12:52
  and Egypt or someplace in Australia.
• 12:56
  So Google is local and one of the ways that Google delivers
• 13:01
  this local information is through the Google business
• 13:04
  profile. They not only show you that
• 13:06
  look, 5 different people have cyber trucks in Abuja, but to
• 13:10
  the left, sorry to the right of the screen, they'll put it there
• 13:13
  Cirque motor, this, this auto dealer, dot dot auto dealer.
• 13:18
  And the window will be there showing opening times, showing
• 13:21
  address, showing phone number. Because Google is trying to be a
• 13:24
  helpful resource on a local level so that people will enjoy
• 13:30
  using Google and keep coming back to Google whenever they
• 13:33
  need have information needs. So take advantage of the Google
• 13:37
  Business profile. Show up in local searches.
• 13:42
  Pay attention to your online reviews.
• 13:44
  Ask people for online reviews after they do business with you.
• 13:48
  Make sure you post updates on your Google Business profile
• 13:50
  regularly. Think of it as social media
• 13:54
  because these are small things that give Google hints and also
• 13:59
  everyday people using Google, these are the things that give
• 14:02
  them hints to show that you are a verified real healthy
• 14:08
  business. So set up your Google business
• 14:11
  profile. If you haven't done this before,
• 14:15
  I've made podcast episodes about that.
• 14:16
  So just search and if you don't want to go through that problem,
• 14:22
  that trouble, all you have to do is just go to Google Gemini and
• 14:26
  just type in there. How do I set up my Google
• 14:28
  business profile? And then follow the instructions
• 14:32
  and you'll be fine. Then in order to be found
• 14:35
  online, have a website. Of course, when you put up your
• 14:39
  website, make sure that it is keyword rich because people are
• 14:42
  going to be searching for certain things.
• 14:44
  I want to be sure now whatever people are searching for.
• 14:48
  So back to Aisha and I looking for purple Teslas in Abuja.
• 14:52
  You want to make sure that on your car websites, you know you
• 14:55
  have Tesla there, you have EVIBEV, that's an electric
• 15:00
  vehicle, what else? You know the keywords that
• 15:05
  people are going to be searching for.
• 15:07
  Make sure your website is keyword rich.
• 15:09
  Then you also need to make sure that your website is properly
• 15:12
  indexed so that, you know, with metadata so that web crawlers
• 15:18
  know exactly what is on your website and understand the
• 15:23
  structure of your website, what is on your website.
• 15:25
  So we can, you know, throw it up for properly in search engines.
• 15:31
  So yeah, make sure that you have a website.
• 15:33
  Then of course, social media, we should be on social media, but
• 15:37
  remember, you don't have to be an influencer.
• 15:38
  And we'll talk about some of that when we talk about content
• 15:41
  marketing. So social media, now social
• 15:46
  media, it's not about where you like to spend your time online,
• 15:50
  but rather where do your customers, where do your ideal
• 15:53
  customers hang out? That should be your overriding
• 15:56
  concern. So if you sell cars, but people
• 16:02
  don't buy cars from Instagram, then you might be wasting your
• 16:06
  time being on Instagram. But if people are selling or
• 16:09
  buying cars from TikTok or buying cars from Instagram, you
• 16:14
  know, whether you like it or not, it looks as if that kind of
• 16:16
  business is going on, you know, and it's understandable.
• 16:19
  It's easy to see. You see a couple of videos,
• 16:21
  you're like, well, you know what, this game actually know
• 16:23
  his stuff. And then you show up at the the
• 16:25
  store, the transaction might actually happen face to face.
• 16:28
  But we can't deny that social media hasn't been helpful for
• 16:33
  people who sell cars in Abuja and in Lagos.
• 16:38
  Bottom line is you're not thinking about what social media
• 16:40
  you like. You should be thinking about
• 16:42
  where do your customers hang out and trying to figure out how to
• 16:46
  play that game. So if your potential customers
• 16:48
  are on LinkedIn, better figure out the the LinkedIn game.
• 16:51
  If your potential customers are on TikTok, then figure out that
• 16:54
  TikTok game. But you don't have to be
• 16:56
  everywhere. The primary thing is where are
• 16:59
  my customers? Where are my potential
• 17:00
  customers? And then of course, while you're
• 17:02
  there, make sure that your profile is optimized.
• 17:04
  Optimize just means your profile is looking nice and looking
• 17:07
  sweet, looking attractive. There's some things that make
• 17:10
  some profiles pop. Learn if your customers are on
• 17:16
  LinkedIn, learn what makes your LinkedIn profile pop and do it
• 17:20
  accordingly. If your potential customers are
• 17:24
  on TikTok, learn what to do to make your, excuse me, your
• 17:29
  TikTok profile pop and do it accordingly.
• 17:32
  So profile picture BIOS, what else?
• 17:36
  Proper descriptions, you know, on and on and on.
• 17:39
  So that's part of the social media game.
• 17:41
  Then there's also paid advertising.
• 17:44
  That's also another way that we can be found online.
• 17:47
  So make sure that your advertising boosting, you know
• 17:50
  your stuff because organic reach is limited nowadays because
• 17:53
  everybody wants you to pay for their service.
• 17:56
  So if you're on LinkedIn, you can't keep relying on organic
• 17:59
  reach. Eventually you're going to have
• 18:00
  sad advertising. When you're advertising,
• 18:03
  remember that targeting is key. So you're paying attention to
• 18:06
  the demographics and to the psychographics.
• 18:08
  You should be able to, excuse me, you should be able to
• 18:14
  describe who your target audience is.
• 18:17
  My target audience is between ages.
• 18:20
  This to this, living in this city, engaged in this kind of
• 18:24
  occupation. Those are the demographics.
• 18:27
  Then psychographics, the things that the people are interested
• 18:29
  in. OK, so back to the car thing
• 18:31
  now. So I'm a gentleman of a certain
• 18:33
  age and Aisha sounded like she was a lady of a certain age.
• 18:38
  So let's say now for instance, that the targeting we'll put
• 18:41
  there is people based in Abuja, Federal Capital Territory and
• 18:46
  Lagos, men or women between the ages of 25 to 50.
• 18:51
  By the way, I'm not 50, I never reached it.
• 18:54
  So, but let's just put down our age then for occupation, since
• 19:01
  I'm a consultant and so is Aisha, we can put consultancy
• 19:04
  there. We can also put oil and gas
• 19:06
  professionals who has who has carry money.
• 19:09
  We can put CBN staff, that central bank and NPC staff, you
• 19:14
  know, all those big, big, big jobs.
• 19:17
  You know, that's those are the things be putting there on their
• 19:19
  demographics. Because remember, demographics
• 19:22
  is age, sex, location, occupation, all those sorts of
• 19:27
  things. Then psycho, psycho
• 19:29
  psychographics, things that people are interested in and
• 19:32
  their hobbies. So that also will now put in
• 19:36
  sustainability, eco, eco, whatever.
• 19:42
  What else will now put EVs, electronic vehicles, what else?
• 19:48
  Then things in the car culture, like what else?
• 19:50
  I don't know. Drifting, OK, drifting because
• 19:56
  Abuja has a big drifting community.
• 19:59
  So put all those things there. Now the idea is when we're
• 20:03
  advertising online and we are that specific and we tell
• 20:06
  Zuckerberg them now look Uncle Zucks only show my adverts to
• 20:12
  men or women based in Lagos or Abuja who are between the ages
• 20:16
  of 25 to 50, who are interested in drifting and exotic cars and
• 20:21
  sustainability and electric vehicles and who have
• 20:24
  occupations like business consultants.
• 20:28
  Or who work in highly paid jobs like oil and gas, civil service,
• 20:32
  I'm sorry, oil and gas, central bank, NNPC, you know, stuff like
• 20:37
  that. Then the hope is that it is only
• 20:40
  people who meet that criteria, this picture that we've painted
• 20:46
  that will see the advert. Because we're hoping that people
• 20:48
  will see this thing. And then they'll bustles up and
• 20:50
  say, oh boy, how far? I beg you, get cyber truck.
• 20:53
  I'm looking for cyber truck that has purple color because I want
• 20:57
  to be one in town. So that's advertising.
• 21:02
  Then another way that we can be found online is through content
• 21:07
  marketing. Now I decided to talk about that
• 21:10
  because people are afraid of being influencers.
• 21:13
  And this is one way that you can promote your business without
• 21:15
  being an influencer. When you're doing content
• 21:18
  marketing, what you're trying to do is to create valuable
• 21:21
  educational content, the kind of content that answers questions
• 21:27
  that your potential customers are looking for, trying to
• 21:30
  answer. Also about the noise in the
• 21:32
  background, I forgot to mention I'm making today's recording at
• 21:35
  home. It's a weekend.
• 21:36
  The kids at home, you know, wifey's home.
• 21:38
  Everybody's around. So there will be some noise in
• 21:39
  the background. So where was I?
• 21:45
  Yeah. So you're making valuable
• 21:48
  content, content that informs people, that educates people.
• 21:53
  If you're funny, yeah, maybe you can throw in some humor.
• 21:55
  But the main thing here is you're trying to answer
• 21:57
  questions that your potential customers will ask.
• 22:03
  Now, if you do that, that is how people can get a feel of you.
• 22:07
  And some of your ideas can travel and your content can
• 22:10
  travel even though you are not being an influencer.
• 22:13
  So I am not being an influencer. I'm not all over the Internet,
• 22:16
  but what I'm doing is content marketing.
• 22:18
  I'm putting out these podcast episodes and I'm writing pieces
• 22:22
  on sales and marketing on LinkedIn.
• 22:24
  And that is how my ideas travel and that is how people discover
• 22:28
  me. So I don't have to be an
• 22:30
  influencer. I don't have to record my every
• 22:32
  waking. I don't have to be a big boy.
• 22:36
  I don't have to be anything. I can just chill.
• 22:38
  I can just be me and I can still stay in the game and people can
• 22:41
  still find me online. So these are ways that you can
• 22:44
  show up and easily be found. So remember I said don't fight
• 22:49
  it. You don't have to be an
• 22:51
  influencer, but don't fight it. We've looked at a couple of
• 22:53
  ideas about how you can make yourself be found online.
• 22:58
  Now this is what to do next when you are found online.
• 23:02
  Remember that selling is having conversations with people.
• 23:06
  Whenever somebody reaches out, engage this person in
• 23:08
  conversation. Stop this nasty Nigerian habit
• 23:11
  of when somebody says hello, do you have purple Cybertruck
• 23:14
  available? What you do, you now send them
• 23:16
  price sheet. That is absolutely rubbish.
• 23:19
  When somebody says how far do you have purple Cybertruck,
• 23:22
  engage the person in the conversation.
• 23:26
  You say, Oh yes, we do. We have a purple Cybertruck.
• 23:31
  Which models do you have in mind in particular?
• 23:33
  We have the 2025 model, we have 2023, and we have 2021.
• 23:37
  Which one do you have in mind? You see, you're engaging
• 23:41
  somebody in a conversation person say I didn't do a
• 23:43
  different model. So yeah, actually they're
• 23:45
  different models, but it depends on what it is that you have in
• 23:48
  mind, because from the 2021 model to the 2025 model, you
• 23:52
  know, these are the differences, you know, blah, blah, blah.
• 23:54
  So it depends. What are you looking for in an
• 23:58
  electric vehicle? And then you keep quiet.
• 23:59
  I hear the person, let the person talk.
• 24:01
  What the person will say will now determine which one you
• 24:04
  promote. Whether you're pushing the 2021
• 24:06
  model or the 2023 model or the 2025 model, Bosha, engage people
• 24:12
  in a conversation. It's a nasty Nigerian habit.
• 24:14
  Somebody will say, are you available?
• 24:16
  How much? Next, you send the person price
• 24:18
  sheet and then you're worried that people ghosted you.
• 24:21
  Why won't they ghost you? What's the obligation there to
• 24:24
  continue in a conversation? Engage somebody in a
• 24:27
  conversation. Then when you're talking with
• 24:32
  people, also try and figure out who they are.
• 24:36
  No point of figuring out who there is not just because you're
• 24:38
  trying to be nice. You're trying to figure out is
• 24:40
  this person serious or is this person curious or is this person
• 24:43
  in a walk up us? If the person is serious, then
• 24:46
  you now know that this is somebody you can follow up on,
• 24:49
  but you, this person, stay on the ball.
• 24:51
  If the person is just curious, it's not a problem.
• 24:53
  You can answer their questions and then add them to your e-mail
• 24:56
  list or send them a brochure or something, but it's not somebody
• 25:01
  they are going to waste time, you know, chasing sharp, sharp,
• 25:03
  sharp. If the person is a Walker pass,
• 25:06
  you know, then allow them to Walker pass and do not waste
• 25:09
  your time, but figure out the identity of the person that
• 25:14
  you're talking to. You're not just making casual
• 25:18
  small talk. You want to know who should I
• 25:19
  invest time with? Then part of the conversations
• 25:24
  are going to be engaged in when you're talking to people is
• 25:26
  going to involve need analysis. You'll have to get to eventually
• 25:30
  have to get to the point where you ask the person what do you
• 25:33
  want. That is what will determine what
• 25:36
  it is that you will present to the person.
• 25:39
  And please, Nigerian business people, don't forget to ask how
• 25:42
  soon because you will ask all sorts of questions and you give
• 25:47
  information but you never ask the person how soon.
• 25:49
  So at some point you have to ask me or Aisha if you sell purple
• 25:54
  Teslas, you have to ask, oh by the way, how soon would you like
• 26:00
  to be cruising down or Zumba by the way, in your purple Tesla?
• 26:05
  You say conversationally, but you ask.
• 26:08
  These are the things that will give you a sense of whether this
• 26:10
  person is serious or not serious or curious or walk up us.
• 26:14
  We should be asking about people's timeframes.
• 26:16
  How soon? How soon would you like to own
• 26:20
  your blah, blah, blah? How soon would you like to drive
• 26:23
  down? Excuse me, how soon you like to
• 26:25
  pull up in this bad boy? Ask the question.
• 26:30
  Of course, we also need to be asking questions around the
• 26:32
  budget range as part of the needs analysis.
• 26:35
  So if you sell purple Tesla's, you're supposed to let people
• 26:38
  know each of these bad boys goes for anything between 230 M to
• 26:46
  430 M. Is that within your budget?
• 26:54
  Is that anything close to the ballpark you had in mind?
• 26:59
  Where do you see yourself falling along that price scale,
• 27:02
  you ask? You have a simple budget
• 27:04
  conversation now. It is only after you've gone
• 27:09
  through this engaging somebody in the conversation you figured
• 27:12
  out who they are. You now know whether they're
• 27:13
  serious or curious. You don't.
• 27:15
  Some need analysis. You have a sense of their time
• 27:17
  frame and it looks like the budget.
• 27:20
  It looks like the budget don't set like you guys are closed.
• 27:22
  It is then you can now send somebody a proposal because
• 27:26
  somebody is interested. You can now make a pitch.
• 27:33
  And then of course, remember that in having conversations, we
• 27:35
  should always try to secure advancements.
• 27:37
  That is something I spoke about a lot.
• 27:39
  I think the last 2-3 weeks advancement just means whenever
• 27:44
  you're having conversations with someone, you and the person
• 27:47
  agree on the next step. So like in this case, the purple
• 27:52
  Tesla, let's say the person is talking to Aisha instead.
• 27:56
  They've gone through all the steps that I've spoken about.
• 28:00
  At some point, you have to say, look, Madam, Aisha, looks like
• 28:03
  you're really interested in having a look at this baby,
• 28:06
  right? As you say, of course, of
• 28:08
  course, I say OK, good. Currently, I'm in Zarya but I
• 28:12
  should be back in Abuja Monday on the 1st flight.
• 28:17
  So I'll be at the car lot by 11 AM inshallah.
• 28:24
  Would you like to come by by noon to have a look at the
• 28:26
  Tesla? Maybe we can even do a test
• 28:28
  drive. See, that is an advancement.
• 28:31
  You're on the phone with someone who is a potential prospect and
• 28:35
  you are agreeing to the next step and you're narrowing down
• 28:39
  that. Monday, 12 noon, how about you
• 28:41
  come by and let's do a small test drive?
• 28:44
  Or you just look at the car, just, you know, feel it, sit
• 28:47
  down inside, just, you know, just try it out.
• 28:53
  That's also another thing that is missing from the repertoire
• 28:56
  of lots of Nigerian business people.
• 28:58
  You don't gain advancements, you just talk.
• 29:01
  You now leave behind, you say, OK, you go be now and we go
• 29:04
  young. I'll be in touch.
• 29:08
  Let me get back to you. That's not how deals are won.
• 29:12
  Let me get back to you. We go.
• 29:13
  Yeah. And I'll be in touch.
• 29:15
  It's been fun. You'll hear from me soon.
• 29:20
  That's not how you close deals. So always, always, always
• 29:23
  looking for advancements. And this is how you sell in the
• 29:27
  screen first world. So first of all, don't fight it.
• 29:30
  Make sure it's easy to find you. When they find you, remember
• 29:34
  that it's a conversation. Engage people in conversations
• 29:39
  now packed a lot into this brief episode.
• 29:41
  So what you do is you listen to this thing again and you make
• 29:43
  some notes and then you start applying one or two things or
• 29:47
  use an AI tool and let the AI tool summarize this podcast
• 29:52
  episode for you. And of course, you put some
• 29:55
  things into practice. So thank you very much for
• 29:58
  listening. It's been 30 minutes, so let me
• 30:00
  just bring it to a close. If you'd love to connect, call,
• 30:06
  send me a text message or a WhatsApp message on 08064662140.
• 30:13
  So thank you very much for your time and attention.
• 30:15
  I will catch you some other time.