Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The 5 Essentials for Empowering Your Sales Team (Frameworks, Product Knowledge, Technology, Incentiv

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The 5 Essentials for Empowering Your Sales Team (Frameworks, Product Knowledge, Technology, Incentiv · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Before we begin, apologies
• 0:05
  because of the noise in the background and let's get
• 0:07
  straight down to business. Yesterday we started looking at
• 0:11
  how to, I can't remember the larger question I think was
• 0:16
  something like how to build and how to empower a sales team.
• 0:19
  And so I decided to split the question up into two.
• 0:23
  And so yesterday we handled the How did you, how do you build a
• 0:27
  sales team part? Now?
• 0:28
  For those of you who are listening to this episode, I'm
• 0:31
  into this podcast for the first time.
• 0:33
  What we dealt with yesterday was to show how if you want to build
• 0:36
  the perfect sales team, First off, you have to engage
• 0:40
  intentionally and deliberately with your own customer.
• 0:43
  And I mean, you, the founder of the business, the CEO of the
• 0:46
  business, the proprietress, the headmaster, the head chef, the
• 0:51
  whatever business it is that you do, you have to engage
• 0:54
  relentlessly with your customer because you're trying to figure
• 0:57
  out a couple of things. You're trying to figure out who
• 0:59
  your ideal customer is. How do you like to be spoken to?
• 1:02
  Where do you find them in the real world or online?
• 1:07
  Let's see what else? You know, all those sorts of
• 1:09
  things. Because when you figure out all
• 1:11
  these things, this is going to serve as the foundation, it's
• 1:13
  going to serve as the kernel that you're going to use to
• 1:16
  train the future sales people that you bring on board.
• 1:18
  So number one of building a sales team is to make sure that
• 1:22
  you have done the job yourself so that you have all the
• 1:26
  information, the data, the material, the resources, the
• 1:29
  philosophy, the outlook, the whatever.
• 1:31
  To train your people to say that, look, boys and girls, if
• 1:34
  you're going to sell for this bakery, if you're going to sell
• 1:36
  for this kitchen, if you're going to sell my catfish, if
• 1:40
  you're going to look for parents to bring their children to this
• 1:42
  school, if you're going to sell my solar panels, if you're going
• 1:46
  to sell my paint supplies, whatever it is, this is how
• 1:50
  we're going to go about it. These are the ideal clients that
• 1:52
  we're looking for. This is how we're going to look
• 1:56
  for them in the real world or online.
• 1:58
  This is how we start conversations with them.
• 2:00
  These are the communication channels that work the best,
• 2:02
  whether it's e-mail or social media or whatever.
• 2:05
  So once you have all this information, you sit down with
• 2:08
  people, you tell them exactly what it is that they need to do.
• 2:11
  Then you can send them into the world and say go forth and sell
• 2:15
  on my behalf. So that is stage one of putting
• 2:18
  together the perfect sales team. Oh, and then the second part of
• 2:22
  that conversation was that you need to hire correctly to begin
• 2:26
  with because lots of people, especially in this part of the
• 2:29
  world in Nigeria, you know, we have a thing for university
• 2:33
  graduates, qualifications and those sorts of things.
• 2:36
  But when it comes to sales and business developments, it's not
• 2:39
  as if those things are unimportant.
• 2:41
  But we should be looking at people that have the right, the
• 2:46
  right what's the word, the right attitude, the right frame of
• 2:51
  mind. People who are self starters who
• 2:52
  are motivated, sorry, excuse me, optimistic folk.
• 2:58
  Those are the sorts of things we should be looking for because it
• 3:01
  is easy to train for the technical aspect.
• 3:03
  So now let's go back to the example that I started with.
• 3:06
  Let's say, excuse me, you're the head chef.
• 3:10
  If you find the person who graduated from Unilab culinary
• 3:16
  school or some fancy French Academy or whatever, and then
• 3:21
  you want this person to now work in your establishment and you're
• 3:23
  hoping that this person is going to be able to bring in customers
• 3:26
  for you, but this person is poorly motivated.
• 3:29
  This person only wants to collect salary.
• 3:32
  To get the person to come to work on time is is Valhalla is
• 3:35
  like you're pulling teeth. The person doesn't care about
• 3:39
  customers. So long as they can prepare the
• 3:41
  fancy garnishing and gourmet whatever then this person might
• 3:45
  be highly useful. So excuse me recovering from my
• 3:50
  sore throat and all that. Yeah, so this person might be
• 3:54
  very, very useful in the kitchen.
• 3:56
  But then when it comes to customer relations and bringing
• 3:59
  people on board, getting new clients, this person is going to
• 4:01
  be totally useless. But then you can find somebody
• 4:06
  who graduated from University of Ibadan or University of Joss.
• 4:11
  Maybe the person didn't even go to university at all.
• 4:13
  But the person has the right frame of mind.
• 4:15
  The person is teachable. The person is adaptable, the
• 4:17
  person is motivated. And let's say the person is a
• 4:21
  decent cook. You can hire someone like that,
• 4:24
  and over time, you can brush up the person's cooking skills and
• 4:27
  the person's technique. You can groom the person.
• 4:30
  You can say, oh boy, look, when you're coming here, don't dress
• 4:32
  like this. Now wear a proper white shirt
• 4:34
  and then you tell the person that look, where we're trying to
• 4:36
  do filet mignon, this is how we filet the mignon.
• 4:39
  And if we're trying to do a gastro, Gastro, you know, you,
• 4:47
  you cooks, you chefs, you know how you all those your fancy
• 4:49
  words. If we're going to cook escargot,
• 4:51
  this is how we escar the cargo, you know, and you train him on
• 4:54
  all the fancy stuff or you train how on the fancy stuff.
• 4:57
  So it is easier to have someone with the right attitude and then
• 5:00
  clean the person up when it comes to technical requirements
• 5:03
  and also on the sales end as well.
• 5:05
  So that when you unleash this person in your restaurant,
• 5:07
  customer service skills will be on point.
• 5:10
  If you guys are doing marketing drive, the the drive is there,
• 5:15
  the everything is there. So it's easier to hire for
• 5:18
  people with the right disposition first and then train
• 5:20
  them up on technical skills and knowledge and technical skills
• 5:24
  later. But of course, remember whenever
• 5:27
  I say this on the podcast, I give a caveat that this thing
• 5:30
  like we're talking about things from a sales and business
• 5:32
  development perspective. There are some disciplines that
• 5:35
  are highly technical. So this I doubt this would apply
• 5:39
  when it comes to medical and when it comes to engineering.
• 5:42
  When it comes to engineering, you want the bridge to last 100
• 5:44
  years, you don't want to build the bridge today and then the
• 5:46
  bridge will collapse. So I guess whether the engineer
• 5:51
  has good customer facing skills, customer interfacing skills and
• 5:55
  all of that is besides the point.
• 5:57
  The same thing with medicine surgeon.
• 5:59
  If the person is the best brain surgeon in the world, but the
• 6:02
  person has the personality of a wet blanket, it doesn't matter
• 6:06
  as in he's the best brain surgeon, he's the best brain
• 6:08
  surgeon. You will get him to work in your
• 6:11
  hospital. So yeah, that was part one.
• 6:14
  Now we're going to move on to the second part of the equation,
• 6:18
  which is how do you empower the sales team?
• 6:20
  Because let's assume that you have done the work yourself.
• 6:25
  You know what it is you're going to train them on.
• 6:27
  And you've had the right people, you've trained them, you've sent
• 6:30
  them forth and they're selling. But The thing is, what what
• 6:34
  everybody's bringing in is maybe like, you know that kind of 50K
• 6:37
  every month and 50K is not enough for salaries and stuff
• 6:40
  like that. So you have a goal of hitting
• 6:43
  maybe 200 K every month or something like that.
• 6:46
  So the question now becomes, how do you empower the sales team so
• 6:49
  that they can go forth and yield good fruit and bring in plenty
• 6:53
  results, plenty upon plenty upon plenty.
• 6:57
  So you're going to have to train your team on a couple of things.
• 7:02
  There's a field of sales management, it's called sales
• 7:06
  enablement. Basically, sales enablement is
• 7:08
  this, is your sales team standing over here?
• 7:11
  What do they need to be much more effective?
• 7:14
  Let's give it to them. That is the whole thing behind
• 7:16
  sales enablement. So sales enablement, empowering
• 7:19
  your sales team involves training them up on frameworks
• 7:22
  and process training. Now in the beginning where you
• 7:25
  are setting up your kitchen, your your idea, you know what's
• 7:28
  good to train them and you guys have gotten the ball rolling.
• 7:32
  So now this might be the time where you get in someone like me
• 7:36
  who is a specialist on some of these sorts of things so they
• 7:39
  can train up your staff. So we now need to take it beyond
• 7:43
  all the early things that you discovered when trying to sell
• 7:47
  your your cookery, your your catfish, your cassava, your
• 7:57
  welding services, whatever it is that you do.
• 7:59
  So you're gonna have to train people up on that, so expose
• 8:03
  them to selling frameworks and the selling processes.
• 8:06
  Because unfortunately for those of you who are CEO founders who
• 8:11
  start the business when you're first selling, you're going to
• 8:13
  be using plenty of IDEA. You're going to be freestyling,
• 8:16
  but IDEA doesn't work all the time.
• 8:18
  Idea is limited. So you need to expose people
• 8:20
  through frameworks and processes so that they know that selling
• 8:24
  is not just an art, it's a discipline.
• 8:25
  There are principles involved. You need to do 12345 things in
• 8:30
  order to make closing the deal a lot easier.
• 8:31
  So training on frameworks and processes.
• 8:34
  If this is your first time listening to the show, don't
• 8:35
  worry, don't run anywhere. I got you guys covered.
• 8:38
  We have over 840 episodes on the podcast so far, and there's
• 8:42
  loads of stuff here about selling frameworks and selling
• 8:45
  processes, so don't worry, I got you.
• 8:48
  You're covered. So just remain right here and
• 8:52
  keep coming back for future episodes.
• 8:54
  When you're done, scroll back previous episodes, there's a
• 8:56
  whole lot that you can binge on. Then product knowledge training
• 9:02
  has really, really important. It's also part of sales
• 9:03
  enablement because you have lots of people going out trying to
• 9:06
  sell your stuff and they have absolutely no idea what they're
• 9:09
  selling. So back to the kitchen example,
• 9:12
  If you have the finest restaurant in Abuja or in Lagos
• 9:15
  or wherever it is and you serve a premium escargot, you know, it
• 9:19
  doesn't help if the person who is selling the stuff doesn't
• 9:23
  know how you escar the go, or who doesn't know what an
• 9:25
  escargot is or who doesn't. Oh, by the way, if I'm correct,
• 9:29
  I think escargot is just French, fancy French word for snail.
• 9:33
  You know, snail that we've been eating here for generations.
• 9:36
  But you know, you take it, you you know, you take it, you
• 9:40
  garnish it, you throw in some fancy vegetables and then say
• 9:42
  escargot and then instead of charging, I don't know, maybe
• 9:47
  1-5 or two, five per snail. You know, you now charge 20K per
• 9:50
  snail because it's escargot. So you need to train your people
• 9:54
  on product knowledge. The person needs to know this is
• 9:58
  escargot, this is filet mignon, this is blah, blah, blah.
• 10:01
  This is how it's done. This is what makes it different,
• 10:04
  this is what makes it unique. You know, once in a while you
• 10:08
  call everybody, you train them on flavor profiles and blah blah
• 10:11
  blah. Because one day an idiot like me
• 10:13
  is going to walk into your restaurant and say, ha this is
• 10:15
  snail. Now then why would I come and
• 10:17
  pay 1 snail 25K30K for something that, you know, if we go to the
• 10:22
  market and you know, Wifey buys it and she prepares it and we
• 10:27
  average out the cost, maybe we'll be paying, you know, maybe
• 10:30
  a few 100% or something like that.
• 10:32
  Oh, by the way, I haven't followed my wife to buy snail in
• 10:34
  a while. So for those of you who eat
• 10:36
  snail, if the numbers I'm calling doesn't add up, then you
• 10:39
  know it's obvious. Why?
• 10:40
  Because we haven't gone to buy snail in a while.
• 10:43
  Because I guess it would be more expensive now.
• 10:46
  So eventually an idiot like me walks into the restaurant and
• 10:50
  says 20K. This is not worth 20K.
• 10:53
  Your person needs to be able to speak convincingly about why you
• 10:57
  know the escargot is escargot going, you know?
• 11:01
  So there's only someone who knows those sorts of things that
• 11:03
  can handle a convincing sales conversation.
• 11:06
  So obviously they have someone like me, even though I'm a sales
• 11:09
  specialist and I'm very good at handling sales conversations
• 11:13
  one-on-one. Because I know nothing about
• 11:15
  escargot and I know nothing about filet mignon and I know
• 11:19
  nothing about that fancy food. If you take me and drop me in
• 11:22
  your restaurant today, verily, verily, I tell you your business
• 11:26
  will crash, 'cause I know nothing about the product.
• 11:29
  So product knowledge, training, absolutely important.
• 11:32
  Then there's also some technology that we need to
• 11:34
  provide people with. Technology doesn't have to be
• 11:39
  fancy. If your boys and girls, your
• 11:43
  associates, your whoever it is that's selling on your behalf,
• 11:47
  if they're going out and having conversations with people, and
• 11:49
  then they come back and they sit down and say, oh, that was a
• 11:52
  good day. And then tomorrow they go out
• 11:54
  and they're trying to use their brain to figure out, who am I
• 11:56
  going to see? Who am I going to talk to?
• 11:57
  And you know, you're going to run into a bunch of problems.
• 12:00
  So sometimes technology can be as simple as pen and paper.
• 12:03
  If you insist that, look, everybody, as you're leaving
• 12:06
  this office today, as you're leaving the restaurant, take
• 12:08
  with you a pencil and a jotter. When you're talking to someone,
• 12:13
  write down their name, write down their phone number, write
• 12:15
  down their e-mail address, write down the kind of things you
• 12:18
  spoke about, blah, blah, blah. Put the date there so that
• 12:21
  tomorrow when you wake up and it's time to go out and follow
• 12:24
  up on people, you can look at your notes and know which part
• 12:27
  of town you're heading to. That last week I spoke to this
• 12:29
  person. So today let me talk to this
• 12:31
  person. So something even as simple as
• 12:33
  pen and pen and paper, that's, you know it's not digital, even
• 12:37
  that technology good enough. So pen, paper, files, tablets,
• 12:43
  phones, CRM, these things can get fancy and fancy and fancy
• 12:48
  but we do have to imbibe some sort of technology training to.
• 12:53
  So excuse me to make our, our staff and our sales associates
• 12:58
  really to make them efficient, really to sell on our behalf.
• 13:03
  Now another part is a reward or compensation because people who
• 13:08
  work in sales, typically we are different from the rest of the
• 13:12
  population. Now the rest of the population
• 13:15
  is happy to get a fixed salary. So my salary is 150 K Every
• 13:21
  single month I'm getting 150K. For people who like to go into
• 13:24
  sales, The things that juice them up is the idea that maybe
• 13:29
  150 K is my base. But if I also die I can take
• 13:33
  home 300K this month and next month if I hustle, hustle,
• 13:37
  hustle, hustle, hustle, hustle. If I triple my airport, my
• 13:39
  airport, I might be able to take home 450K.
• 13:42
  So those kind of things. They juice up sales people.
• 13:45
  So just bear in mind that if we're talking sales, the
• 13:49
  compensation has to be variable. So maybe everybody is taking
• 13:53
  150K and then maybe the sales staff feel like, OK, your base
• 13:57
  is 100K, but out of every whatever that you bring, you get
• 14:00
  to keep 10K Commission, blah blah, blah.
• 14:02
  So you know, nothing really gets them jazzed up so they can go
• 14:05
  out and also hard. So compensation variable,
• 14:10
  although there's some people, notably in the West for some
• 14:14
  reason who are saying that sales people should receive a flat fee
• 14:16
  and that money is not good compensation and blah blah blah.
• 14:20
  And the trans sites, all kinds of studies usually at people of
• 14:25
  a certain high earning potential you know already, but chances
• 14:30
  are your business is not there yet.
• 14:33
  So maybe when you're paying your people hand robot salary, it
• 14:36
  will make a difference whether you pay them.
• 14:38
  I don't know, one MA month or two MA month.
• 14:40
  But once you get the hand robot salary, just know that if you're
• 14:43
  dealing with the sales people, variable compensation, that's
• 14:46
  how you go about it. You vary the amount up and down.
• 14:49
  This is your base. You sell more, you get more, you
• 14:52
  sell less, you get less. But a word of caution here.
• 14:56
  Some people like to fiddle too much with these things.
• 14:59
  Don't fiddle too much with it. If not, you're going to affect
• 15:01
  their motivation. If in the beginning you tell
• 15:04
  everybody that you know what everybody.
• 15:06
  I'm giving people 100K every month, but every time you sell
• 15:10
  above this amount, I give you 20%.
• 15:13
  Be honest and keep that 20 percent. 20%.
• 15:17
  If you say above 50 Ki give you 20%, then maybe somebody goes
• 15:22
  out and the person is able to hustle maybe like 500K worth of
• 15:26
  orders. You now do the calculation in
• 15:28
  your head. You're like oh boy, 20 Ki sorry,
• 15:32
  20% or 500 K like man, that's a lot.
• 15:35
  You now start trying to forge the figures here and there.
• 15:37
  You see we agreed on 20% but you know you start trying to forge
• 15:43
  things. No, that is going to really mess
• 15:45
  with people's motivation. The most honest thing to do is
• 15:48
  actually if somebody sales above your threshold, just pay them
• 15:53
  first and congratulate everybody.
• 15:55
  Later on you guys can have family meeting and say hey, you
• 15:57
  know what guys, in the beginning I know I said 20% too, but let
• 16:01
  me know like as that deal came in and we paid 20% to all of
• 16:06
  you, this is how it affected the cash flow and everything and he
• 16:10
  made it really rough to run the business last month.
• 16:13
  So I bet guys Novak's, but you know, I paid you guys for last
• 16:16
  month, but for this month, I beg that 20%.
• 16:19
  You know, I don't think I can do that 20% anymore.
• 16:22
  Let's try out 12%. Let's see how it works.
• 16:24
  So don't be fiddling too much on the compensation, but if you
• 16:30
  must fiddle with the compensation, make sure you've
• 16:33
  paid them the backlog first before you start changing stuff,
• 16:36
  or else you find people highly demotivated.
• 16:40
  I know about this, OK, well, not first hand 'cause as is a car
• 16:44
  salesman in Abuja. I didn't know that some of these
• 16:49
  establishments in Abuja actually have what's it called?
• 16:54
  Salesman on staff. Like this Chinese Jeep
• 16:59
  manufacturer. The one that has the G logo,
• 17:01
  What's it called again? The logo is like a letter GI
• 17:06
  can't remember the the the offices on it's not far from
• 17:09
  Sandra Lea hotel in like area 8 close to the cathedral around
• 17:14
  that side for you Abuja folks you should know the company that
• 17:17
  I'm talking about. So yeah so they have car
• 17:20
  salesman. So you know, you walk in the AC
• 17:23
  tights everything, you know, somebody takes you to the car,
• 17:26
  you know and you know that whole thing of all this is keyless
• 17:28
  entry, anti side field AC, you know, oil pumping, you know,
• 17:34
  Bluetooth, this connect to you, wireless that you know,
• 17:36
  Internet, this, you know everything, that whole whatever.
• 17:39
  So there are people that sell cars like that.
• 17:41
  So I ran to someone who was selling for a Mercedes-Benz, not
• 17:48
  a Mercedes-Benz dealership, you know, somebody who is authorized
• 17:50
  to sell Mercedes Benz's cars in Nigeria.
• 17:54
  And so that was their quarrel. They agreed on percentage.
• 17:56
  My guy went out and flooded, only for the guy to now saying
• 18:01
  start saying that OK, yeah, we agreed on this, but then this
• 18:03
  and this and this and that. And the guy was upset, but he
• 18:06
  stayed, collected what was below what he was promised, and then
• 18:10
  promptly left and went to go and sell for someone else.
• 18:13
  So you might be losing some of your superstars.
• 18:17
  If you start messing with people's compensation, then you
• 18:22
  also want to empower a sales team.
• 18:24
  You have to have to put on your sales management hat.
• 18:28
  Basically what that means is you're tracking people's
• 18:30
  activity and you're tracking their time management.
• 18:33
  How many times did you go out yesterday, when you went out
• 18:35
  yesterday, and how many people did you see?
• 18:37
  Where is this deal? Does it look like this one is
• 18:39
  closing? Do you need help on this one?
• 18:41
  Do I need to talk to somebody in the other company to make it
• 18:44
  easy for you to close the deal in all these sorts of things?
• 18:46
  Start having all those sorts of conversations.
• 18:48
  So when it comes to empowering a sales team, we're now moving to
• 18:52
  the area where you know, nowadays it's called sales
• 18:56
  enablement. And these are the things that we
• 18:58
  not start focusing upon, making sure that we have frameworks and
• 19:03
  processes. We're training people on it, we
• 19:04
  train people on product knowledge so that they can have
• 19:08
  useful, valuable conversations with potential customers.
• 19:12
  We make sure that everybody's all teched up.
• 19:15
  Technology doesn't mean you have to give them virtual reality
• 19:19
  headsets and iPads and all that. It can be as simple as pen and
• 19:23
  paper and a a diary and a folder.
• 19:28
  But we need to get some things to be able to teach them how to
• 19:35
  track conversations, track relationships that they're
• 19:40
  trying to build, what stage of the business relationship that
• 19:45
  in, and all those sorts of things.
• 19:47
  Then for sales people, it's variable.
• 19:50
  Compensation, make it so that the harder they work, the more
• 19:53
  money they make. Really jazzes up sales folks
• 19:57
  Then, yeah, sales management, you're also going to have to
• 20:00
  become a sales manager. So if you're a founder, you're a
• 20:02
  CEO of the business, yeah, we're going to add some things to your
• 20:06
  plate eventually. Sales management, that's a cap
• 20:09
  that you have to put on. We cannot avoid it.
• 20:12
  Now before I leave, 'cause we're at 20 minutes, let me just sneak
• 20:16
  in a little something. I sent an e-mail out to someone
• 20:19
  this morning and I figured, let me just share my response with
• 20:21
  you guys. Now typically what I do is I
• 20:23
  share what the other person sent and then I break it down.
• 20:26
  But let me just take you guys my reply.
• 20:31
  So I replied, someone who sent me an e-mail this morning and I
• 20:34
  told the person thanks, but I don't do interviews.
• 20:38
  I don't mean to be rude, but I get solicitations like this all
• 20:41
  the time and they all sound the same.
• 20:44
  Oh, OK, now hold on. Let me give you a backdrop.
• 20:46
  First of all. Now of course, you know that the
• 20:50
  podcast is growing. A bunch of you are discovering
• 20:52
  this thing on Spotify, other players, and I'm really thankful
• 20:56
  for the growth that the podcast is getting.
• 21:00
  But then there are people who have who are trying to get on
• 21:03
  podcast interviews and things like that.
• 21:04
  So I keep receiving messages of people trying to to pitch for
• 21:09
  themselves to come on the show or to pitch their Olga, the head
• 21:12
  of the business, you know, to come on the show.
• 21:14
  And I'm really, it's slattering. It's nice that I'm finally
• 21:19
  getting that kind of a response. So this fellow sent me a long
• 21:26
  e-mail as a really long, but I read everything 'cause I'm
• 21:28
  trying to be polite then saying basically saying this is my
• 21:32
  ogre, this is what my ogre does, he'll be a great guest on your
• 21:34
  show. So that's the context.
• 21:36
  This was me replying. So I told the fellow thanks, but
• 21:39
  I don't do reviews. I don't mean to be rude but I
• 21:42
  get solicitations like this all the time and they all sound the
• 21:45
  same. By the way, it is true.
• 21:47
  They all sound the same. So people, you people go and
• 21:50
  hear something on the Internet about how do this template and
• 21:54
  get this results something. So please stop following this
• 21:57
  template people. Because The thing is the the
• 22:00
  rest of the world is following that template as well.
• 22:02
  So your message comes in and your message sounds like
• 22:04
  everybody else. So stop following all this
• 22:06
  template gurus. So yeah, I don't mean to be
• 22:10
  rude. I guess illustrations like this
• 22:12
  all the time, they all sound the same.
• 22:13
  And then I advised the guy I said look, take time out and
• 22:16
  listen to an episode or two from the prospect that you're trying
• 22:19
  to put your organ on. I told him if it's too much for
• 22:24
  Allah to listen, then listen to it at times 2 speed.
• 22:27
  That way you don't have to spend too much time.
• 22:28
  If you're listening listening at 2X and you listen to 3 minutes
• 22:31
  of your podcast, you listen to 6 minutes.
• 22:34
  If you're listening at 2X and you listen to 5 minutes, you've
• 22:36
  gotten 2 minutes. But if you do that, you're going
• 22:39
  to be able to quickly figure out whether this podcast is really
• 22:45
  good for your Orga or not. And then you can now make a
• 22:48
  convincing pitch about how your Orga or your Madam would be a
• 22:52
  good guest on the show and also advise together.
• 22:55
  That is also going to save you the hassle of emailing people
• 22:58
  for podcast interviews when there is no fit, because when
• 23:04
  you do these sorts of things where you don't properly
• 23:07
  research someone before prospecting, and that's the
• 23:09
  reason why I'm sharing this thing, you are just wasting your
• 23:12
  time. WhatsApp, e-mail, LinkedIn in
• 23:17
  e-mail, in messages. These things are fantastic
• 23:20
  because with them we can send messages out to hundreds of
• 23:22
  people at the time, but there is no point in sending hundreds and
• 23:25
  thousands of messages if it is going to be ignored by 99.999%
• 23:31
  of the people who reach them. I prefer that with simple copy
• 23:36
  and paste you can personalize a couple, you can send out maybe
• 23:38
  10 or 20 every every day or every week, but at least the
• 23:44
  response rate goes up. I mean, it doesn't profit you to
• 23:48
  send 100 or 1099.99% of people ignore.
• 23:56
  How about you send out, you do research, make sure that it's
• 23:59
  tailored. You send it out, you send it out
• 24:02
  to 10 people and then maybe two people respond, excuse me?
• 24:07
  So you keep doing it that way. And basically, I'm just saying
• 24:12
  focus on quality and efficiency. Don't, don't focus on, don't
• 24:17
  focus on the numbers. Focus on being effective.
• 24:20
  Let me put it that way. So it's not just for me because
• 24:24
  I'm a podcaster. You're trying to grow your
• 24:28
  business. You're reaching out to other
• 24:29
  people. You're trying to grow your
• 24:32
  business. Just spend small time, 2
• 24:34
  minutes, 3 minutes. Look at the person's LinkedIn
• 24:37
  page. Look at the person's Instagram.
• 24:39
  Check the person's website. You'll be able to know like, oh
• 24:41
  OK, this is a good fit. Let me shoot my shot.
• 24:43
  Let me see if this person will become a customer.
• 24:46
  Just do small research. Don't just get people's names
• 24:50
  and numbers from wherever and they just start blasting out
• 24:52
  these messages. So I keep saying it again
• 24:56
  because I have a thing for sales people because I'm a
• 24:59
  salesperson. I read all these things and then
• 25:01
  I delete. But if you don't believe me, for
• 25:04
  those of you who are in relationships, when at the end
• 25:07
  of the day, when your husband is on his phone, check his phone
• 25:10
  and see. When your wife is on her phone,
• 25:12
  check her phone and see. You see that your husband, your
• 25:14
  wife, they're not sales people. Anything that comes in is spam.
• 25:18
  Block delete, immediate or ignore.
• 25:22
  And this thing is hurting your deliverability.
• 25:25
  This is the reason why some of you are being blocked from
• 25:27
  LinkedIn. Some of you are being anytime
• 25:31
  you send messages, your your messages are going into spam.
• 25:35
  These are the reasons why, because of all these unhelpful
• 25:38
  sales tactics that you guys are doing.
• 25:40
  I've even seen the one where you are the networking events.
• 25:42
  You're trying to collect somebody's phone number.
• 25:44
  You say no problem, I'll flash you, You collect the person's
• 25:46
  phone number, you flash the person.
• 25:48
  The person has True Caller on their own phone.
• 25:50
  Instead of your name showing up as True Caller showing up on
• 25:53
  True Caller, what will show up on True Caller on the other
• 25:55
  person's phone? Will be 57 people reported this
• 25:59
  phone number as spam or reported it as scammer.
• 26:04
  It's it doesn't make a good impression.
• 26:07
  So please, when we're trying to go out look for business, we're
• 26:11
  trying to hustle market. Just do the smallest research
• 26:15
  possible before you go and meet somebody and say I have the
• 26:19
  best, I have the brightest, I have the best solution for you.
• 26:22
  Just do small research. Open the person's Instagram
• 26:25
  page. Just look up and down.
• 26:26
  Flip up, flip down. You'll get a sense, Is there a
• 26:29
  fit here? Let me go back to example of
• 26:32
  those of you who sell pajamas. If you open the person's
• 26:35
  Instagram, you flip up, you flip down and looks like this is a
• 26:38
  single babe, then why are you sending her messages about
• 26:41
  pajamas for children? What for?
• 26:44
  If you flip up, flip down and it's like oh OK, this guy is a
• 26:47
  father of four. No problem.
• 26:48
  Slide into his DM and try and sell your children's pajamas and
• 26:52
  the person is mumsy of two. No problem.
• 26:54
  Slide into DM, try and send sell your pajamas.
• 26:57
  Well, not that you get the e-mail.
• 27:01
  Sorry, the Instagram contact details for 1000 people.
• 27:05
  And then without checking, just copy, paste, copy, paste, copy,
• 27:08
  paste, send, send, send, send, send.
• 27:09
  At the end of the day, you look and say I sent 500 messages, You
• 27:13
  give yourself a part on the back and say, oh tavish man, I tried.
• 27:16
  You give yourself a high 5:00 and then in two months time
• 27:21
  Instagram blocks you. They don't.
• 27:23
  I mean like they deactivate your account.
• 27:25
  And you're saying that what's wrong with these people?
• 27:27
  They deactivated my account. I didn't do anything wrong.
• 27:29
  Blah blah blah. These are the reasons why we run
• 27:31
  into trouble. OK, so 30 minutes.
• 27:33
  Let me just bring it to a close. So thank you very much guys for
• 27:37
  listening. That's all for today.
• 27:38
  Pretty much. And connect with me on WhatsApp.
• 27:40
  The phone number is 08064662140. The country code is +234.
• 27:47
  For those of you who are not Nigerian, then connect with me
• 27:50
  on LinkedIn as well. My name is Tavishima Ayede.
• 27:52
  You can confirm the spelling of my name and my e-mail address
• 27:55
  from the link. We're currently listening to
• 27:56
  this episode. Thank you very much for your
• 27:58
  time and attention. I'll catch you guys at the next
• 28:00
  episode.