Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Ask, Listen, Close: How to Navigate the "Happy Vendor" Challenge

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Ask, Listen, Close: How to Navigate the "Happy Vendor" Challenge · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:02
  Hello and welcome to the show. Today we're going to continue
• 0:05
  with the current discussion that we're having on objections,
• 0:09
  handling objections in sales, objections in business.
• 0:13
  Now remember an objection is anything that someone says, any
• 0:16
  reason that they give you for not wanting to go ahead with the
• 0:19
  sale, with the business relationship, with the agenda.
• 0:21
  That's for those of you who work in corporate Niger.
• 0:23
  Or maybe you work in the civil service and you're trying to put
• 0:27
  forward this campaign. Maybe you work at anyway.
• 0:31
  That's the National Orientation Agency.
• 0:33
  They are the parastatal, the government arm that is
• 0:36
  responsible for educating the populace on all things national
• 0:40
  development, civic education, you know, all these sorts of
• 0:43
  things. And you think it's a good idea
• 0:46
  to promote a program on sanitation, for instance.
• 0:51
  And you've spoken to the head of department, the health
• 0:54
  department thinks it's a good idea.
• 0:56
  You're pushing it forward in a couple of meetings.
• 0:58
  You're getting resistance from some people.
• 1:00
  That resistance that you are facing, whether at work or in
• 1:06
  business context, that is what we call objections.
• 1:10
  And yeah, so that's what I've been tackling the past couple of
• 1:13
  days now. For those of you who this is
• 1:15
  your first time of listening to the podcast, there's something
• 1:18
  that I pointed out that I would like to reiterate again, because
• 1:21
  they're a bunch of people who are very, what's the word?
• 1:26
  They have the right motivation and they're very persistent.
• 1:29
  And so they're going to continue and continue and continue until
• 1:32
  the deal clicks or whatever it is that they're trying to pursue
• 1:35
  works. But we have to realize that
• 1:38
  there's a distinction between objections and conditions.
• 1:42
  So objections, if you ask enough questions, you'll be able to
• 1:47
  figure out what it is that is really going on and you might be
• 1:51
  able to reframe your proposal, make a new presentation, that
• 1:57
  sort of thing. I get the deal going through.
• 1:59
  However, there are situations where what you have is not an
• 2:02
  objection, but what you have is a condition and a condition is
• 2:05
  where there's a prerequisite that has has to be met before
• 2:08
  you move forward. Now the example that I have
• 2:11
  given on the podcast in the past has been sale of alcohols to
• 2:15
  minor. So if you're in the alcohol
• 2:17
  business, more certain recreational drugs like vaping
• 2:21
  and things like that because vaping is becoming a thing in
• 2:23
  Nigeria. So if you're talking to someone
• 2:25
  about alcohol or vaping, the person says, oh, when I'm 15
• 2:28
  years old, you know, you stop because that is not an objection
• 2:31
  to be overcome. So you don't, you can't say oh
• 2:35
  you're 15 and so 15 year olds do this, you know, go ahead, just
• 2:38
  take a hit, you'll be fine. So no, the person says I'm 15.
• 2:41
  You stop. You stop the vaping composition
• 2:43
  because the person is a minor. You stop the alcohol
• 2:46
  conversations. The person is a minor.
• 2:48
  So that is a condition that is a prerequisite that has to be met.
• 2:52
  And we need to be able to be smart enough or descending
• 2:57
  enough when having conversations with people to realize whether
• 3:00
  we're dealing with an objection that can, that we can deal with,
• 3:04
  or whether it's a condition or a prerequisite that we just have
• 3:08
  to press. Full stop.
• 3:11
  Now, the objection that we're going to be looking at today is
• 3:15
  when people say we're happy with our current supplier.
• 3:18
  In the two episodes prior, we dealt with money objections.
• 3:22
  So we looked at situations where people say, I can't afford it,
• 3:25
  you're too expensive. Do you want to build house?
• 3:28
  Are you mad? How much did you say it was?
• 3:31
  You know, those kinds of money objections.
• 3:33
  And then we also dealt with, let me see, OK, you're too
• 3:37
  expensive. That was one that we did.
• 3:39
  We did a second money objection. You're too expensive.
• 3:43
  OK, yes. The second one was we don't have
• 3:45
  any budget allocated for it yet. So that was the one that we did
• 3:48
  yesterday. So that are the two money
• 3:50
  objections that we have handled. Now today's objection is not a
• 3:53
  money objection and that's when people say look, dude or girl
• 3:58
  guy like I heard what you said sounds impressive, but we are
• 4:01
  happy with our current supplier. And so because of that we're not
• 4:05
  doing business with you. So where do these kind of
• 4:08
  situations arise? Now they happen where someone
• 4:11
  already has reliable performance with the vendor that they're
• 4:14
  currently doing business with. So if you sell corporate
• 4:17
  cleaning services, you go to Zenith Bank and the Zenith Bank
• 4:21
  person says that hey look what you what you're doing seems
• 4:25
  legit, seems 21st century, everything is on point.
• 4:28
  Well, to be honest, the people that clean for us, like we
• 4:30
  haven't had any issues. They clean very well before the
• 4:33
  branch opens. Nothing has been stolen
• 4:36
  everywhere, smells nice and fresh.
• 4:37
  Like we really don't have a problem.
• 4:39
  We're happy with our current supplier.
• 4:40
  So that's one situation. Now it also happens where people
• 4:46
  are involved in current long term relationships.
• 4:49
  So let's say you sell medical supplies, medical equipments,
• 4:52
  drugs, you know, that sort of thing.
• 4:53
  You get to the hospital and you think because yours is the
• 4:56
  latest and the greatest and the best because you have the best
• 4:59
  medication from. Let's say you have the best
• 5:02
  medication from. Let's see, OK, let's say you
• 5:06
  have the best generics from India and Russia and they save a
• 5:11
  bunch of money and so because of that you think you might be able
• 5:13
  to sell into existing Nigerian hospitals.
• 5:16
  So you approach them, but if they have existing relationships
• 5:20
  with the other companies like JSK Gluck, is it Gluck, the
• 5:25
  Gluck School, Smith Kline, Beecham or something.
• 5:28
  So if they have relationships with AGSK or with this other
• 5:33
  Indian company that makes medicine, what are they called?
• 5:36
  I can't remember, you catch it. If they already have long term
• 5:39
  relationship, they would just say, Oh yeah, these drugs, yeah,
• 5:41
  they look on point, blah, blah, blah.
• 5:43
  But to be honest, we're already doing business with GSK.
• 5:45
  So I'm like we're good, we're happy with our supplier.
• 5:49
  Then sometimes some people just have strand strong brand
• 5:53
  loyalties. So you're trying to move in,
• 5:56
  you're the newest in the market. But The thing is the other
• 5:58
  person, everybody knows that person, they have a stronger
• 6:00
  brand and some people are just more comfortable sticking with
• 6:03
  that brand because nobody gets punished when you stick with a
• 6:07
  brand that everybody knows. But if you go with this brand
• 6:10
  new brand and the thing just the small comma inside yoga will be
• 6:15
  upset, your spouse will be upset, other people in the
• 6:19
  department are going to be upset because you're the one that said
• 6:21
  let's take a chance on these new people and then something
• 6:25
  happens. They don't live up to the
• 6:28
  promise and everybody's going to be angry.
• 6:30
  So at times like that, you're the one who's responsible for
• 6:33
  the purchasing, you're the one who's responsible for signing
• 6:35
  off. You just tell the people that
• 6:36
  you know what, we're happy with our current supplier.
• 6:38
  But then actually what's behind your mind is you have a just you
• 6:41
  have a strong brand loyalty to some other brand.
• 6:44
  Then other reasons why people say this is because there's
• 6:47
  going to be an implementation hassle, especially for those of
• 6:49
  you in the tech space for me to stop using.
• 6:53
  Let's see what's Nigerian company?
• 6:57
  OK, I can't think of a Nigerian company anyway, but let's just
• 6:59
  say in the tech space you've been getting all your Internet
• 7:02
  needs from MTN so far. You have MTN routers in the
• 7:04
  whole building, and then you get approached by what these people,
• 7:12
  this guy that owns Twitter, what's his name together once?
• 7:14
  Twitter. I can't remember.
• 7:17
  There's this billionaire that bought over Twitter anyway.
• 7:19
  So whatever his name is, his new company, Starlink.
• 7:22
  Yeah, I think that's Starlink. So a Starlink representative
• 7:25
  comes, It's just going to be a huge implementation hassle and
• 7:29
  disrupting workflow. Like everything has already been
• 7:31
  set up with the MTN routers and everything.
• 7:34
  If we're going to switch over to Starlink, we don't have to put a
• 7:38
  satellite dish. We don't have to rip out a bunch
• 7:39
  of cables. We have to line up some things.
• 7:42
  We have to change IP, OS, IP. Is it IPO?
• 7:45
  No, not IPO. Or is it IPP?
• 7:50
  Well, I'm not a tech person, but those of you who are tech
• 7:52
  people, you get the drift. So your IP addresses might
• 7:56
  change. Like there's lots of things that
• 7:58
  you have to implement, lots of things that will change.
• 8:00
  It's going to be disruption to workflow because, you know,
• 8:05
  maybe you have to shut down the whole system first and then
• 8:09
  upload, you know, fix all the styling things that need to be
• 8:12
  fixed. By the way, I'm not a tech
• 8:13
  person, so I'm just restyling here.
• 8:15
  I don't know how it really works.
• 8:16
  And then maybe you need 24 hours before everything can now come
• 8:19
  back online. So that's a disruption to work
• 8:21
  flows. And then another reason why
• 8:24
  people say we're happy with our current supplier is because
• 8:27
  there's this thing of risk aversion.
• 8:29
  You know, in Niger we say the devil you know is better than
• 8:32
  the Angel that you don't know. So some people might stay there,
• 8:34
  they listen to you and like, oh, cool, sounds really nice.
• 8:36
  But in their mind they're thinking, yeah, this sounds too
• 8:39
  good to be true. Let me just stick with the devil
• 8:41
  that I know. So the devil that I know is
• 8:43
  better than the Angel that I don't know.
• 8:45
  So these are tons of reasons why people can say we are happy with
• 8:49
  our current supplier. And I hope you guys are
• 8:51
  beginning to appreciate why this whole thing of listening,
• 8:54
  acknowledging, showing some empathy and then asking
• 8:57
  questions is important because we've run through a number of
• 9:01
  different reasons for why people are saying we're we're happy
• 9:03
  with our current supplier is until you know exactly what it
• 9:06
  is that they're saying that you know how you're going to deal
• 9:09
  with the whole thing. If somebody says we're happy
• 9:10
  with our current supplier and you ask a bunch of questions, I
• 9:13
  realize that what they're worried about is disruption to
• 9:15
  workflow. They're going to be able to say,
• 9:17
  oh, no, no, no, no, no, Madam, don't worry.
• 9:19
  It's not a problem. We can come in Friday, 8:00 PM
• 9:22
  at night after office has closed, and then we'll start
• 9:24
  work by Sunday morning, 9:00. Everything is already done.
• 9:29
  And then by 11:00 your IT people can come in between 11:00 and
• 9:33
  6:00. We'll now run troubleshooting to
• 9:35
  be sure that every single thing is working.
• 9:36
  So that Monday morning, 8:00 AM, everybody comes into the office,
• 9:39
  everything is working smoothly and nobody will know that
• 9:42
  anything had happened. You're not going to be able to
• 9:44
  make that sort of presentation except if you asked in the 1st
• 9:48
  place, if you asked a couple of questions to try and get to the
• 9:50
  root of what it is that is going on.
• 9:52
  So asking questions really, really important.
• 9:55
  Now the typical industries that face these sorts of things, I've
• 9:58
  already hinted at those of you in the tech and in the software
• 10:00
  space, especially when you're doing AB to B thing.
• 10:02
  B to B that's business to business.
• 10:04
  So if you're selling IT to big companies, you want to hook up
• 10:09
  Zenith Zenith Bank branches in Abuja.
• 10:12
  You know those are the some of some of the issues that you
• 10:14
  might face. We're happy with our current
• 10:16
  supplier. Let's say you have human
• 10:18
  resources software you want to sell to Ministry of Finance.
• 10:20
  You know, let's face it, OK, well, I don't get Ministry of
• 10:23
  Finance, so I have no idea. But my guess is, I'm sure
• 10:25
  Ministry of Finance probably has some human resource software
• 10:28
  that they've been using to manage their payroll, their
• 10:32
  discipline issues, their time tracking their payments, their
• 10:35
  or whatnot. I'm sure that they already have
• 10:37
  someone. So most def if you show up and
• 10:40
  you say, oh we have this new greatest human resource
• 10:44
  solution, payments and processing this and blah blah
• 10:46
  blah blah blah and data management, whatever, I'm sure
• 10:49
  mini show of finance already has someone.
• 10:51
  So tech software space, you know they'll say, yeah, we're happy
• 10:53
  with our current supplier. Then if you're supplying
• 10:56
  equipment, office supplies, equipment in the business to
• 11:00
  business space. So let's say you sell stationary
• 11:03
  to schools, you want to supply textbooks and things like that,
• 11:06
  Chances are the school has been in existence for a while.
• 11:09
  They already have someone who supplies them, paper pencils by
• 11:12
  rose tissue paper textbooks. So that whole thing of we're
• 11:16
  happy with our current supplier or we have a supplier, nothing
• 11:18
  is there. Then financial services, how
• 11:21
  many people in financial services because people have
• 11:23
  established relationships with banking.
• 11:25
  I've mentioned over here on the podcast that even though a lot
• 11:28
  of the fintech ideas you guys are coming up with sound
• 11:30
  absolutely fantastic, I'm just not comfortable dealing with
• 11:33
  anything that is 100% online. I want a branch where I can go
• 11:36
  to first thing in the morning and grab someone and shout at
• 11:39
  them and say what happened to my money.
• 11:40
  This whole thing of this thing is totally online.
• 11:44
  I can't get to a building, you know, makes me uncomfortable.
• 11:46
  So of course, if you're having a conversation with me, I would
• 11:49
  say, Oh yeah, I'm cool, I'm cool with Zenith Bank.
• 11:52
  Yeah, I know that your service is better, but I'm actually
• 11:54
  happy with Zenith Bank right now.
• 11:56
  I'm happy with Axis Bank, even though I might not be.
• 11:59
  So now let's see what else. OK And then, yeah, there's one
• 12:03
  more category, telecom and utilities.
• 12:05
  So, OK, well, I used to have an MTN line.
• 12:09
  I ported over to 9 Mobile, thinking of porting back some
• 12:14
  some point. But The thing is, if you come up
• 12:16
  with a new line right now and you're trying to sell your new
• 12:19
  whatever in Nigeria, you know, most people, you know, lots of
• 12:23
  folks might not be early adopters, adopters.
• 12:25
  So they might want to wait like, OK, I'm happy with my MTN and
• 12:28
  they just leave it like that for utilities like Napa.
• 12:31
  That's not a problem in Nigeria right now because even though it
• 12:33
  has been privatized in quote and is now the PHCN, it still feels
• 12:37
  like it's the same old organization.
• 12:39
  So whether we call it PHC or we call it Napa, for Nigerians,
• 12:41
  it's like, yeah, it's the same thing pretty much maybe on the
• 12:46
  incorporation papers, on the legal documents, things have
• 12:48
  changed. So that might not really be a
• 12:50
  problem in Nigeria, but in the UK for instance, where they have
• 12:55
  alternative power suppliers, it's a thing.
• 12:58
  So you can show up to a building to try and sell your utilities,
• 13:03
  maybe work with UK gas and you get there.
• 13:05
  The people already take all their gas and their power from
• 13:08
  Scottish Gas, and for them will just be too much of A hassle to
• 13:12
  implement the whole thing, disconnect the gas, hook you up,
• 13:15
  change the meter and all these sorts of things.
• 13:18
  So in telecoms and utilities, people get those sorts of
• 13:20
  objections. We're happy with our current
• 13:22
  suppliers. Then of course subscription
• 13:25
  services, you know, like DSTVI really think one of the main
• 13:28
  reason why DSTV is still the king of the market or the queen
• 13:32
  of the market is because well, of course, you know, they have
• 13:36
  the rich menu, but nowadays everybody has access to the
• 13:39
  whole menu. So Cartoon Network is
• 13:41
  everywhere. That's for the kids.
• 13:43
  Nickelodeon is everywhere. What else?
• 13:48
  What do you call this thing, this football thing?
• 13:50
  UFL League and the premier, The premier, Premier.
• 13:53
  What's it called? Premier or something?
• 13:55
  And I'm not a football person, so let me not be trained by
• 13:59
  ignorance. Let me stop there.
• 14:01
  So they're available on all of them sorts of things.
• 14:03
  But I think the reason why DSTV is still the king or the queen
• 14:05
  of the market was just because they were here first.
• 14:07
  So they have lots of other people.
• 14:09
  And so people don't want to hear about the local alternatives.
• 14:11
  And like we're happy with DSTV, you know, even if it might be
• 14:14
  cheaper to switch. So how do you deal with this
• 14:18
  myriad of issues that we've spoken about here so far?
• 14:21
  Because remember all we've spoken about when people say
• 14:24
  we're happy with our current supplier, they're afraid of
• 14:26
  different things. There's risk aversion.
• 14:27
  The devil, you know, they're worried about disruption to work
• 14:30
  flows. Implementation might be a
• 14:32
  hassle. You're a brand new brand.
• 14:34
  I'd rather stick to the old brand because at least if I'm
• 14:36
  with the old brand, you know, nothing will happen if I move to
• 14:39
  this new brand. And then their service gets
• 14:41
  disrupted. Your wife will now look at you
• 14:43
  angry saying that, look, we will DSTV all this.
• 14:45
  Well, that service was never suspended the last 10 years.
• 14:48
  You've moved us to this new company now and it's like half
• 14:52
  the time they're not even on, you know, So you now start
• 14:55
  quarreling with your spouse and all that and how do we deal with
• 14:59
  that? So first of all, we have to
• 15:00
  acknowledge because like I said, nobody wants to feel like
• 15:03
  they're an idiot or they're just making up stuff.
• 15:06
  So you have to acknowledge that it makes sense and you empathize
• 15:08
  with people like, yeah, I understand, Yeah, you're happy
• 15:12
  with the current supplier. It looks like they're doing the
• 15:15
  totally, you know, it looks like they're doing a very good job so
• 15:19
  far. And this is where you now
• 15:20
  transition to asking questions and listen intently because
• 15:23
  you're trying to figure out the person who you're talking to,
• 15:25
  You're trying to figure out their needs and their
• 15:27
  priorities. And then it also helps to
• 15:29
  understand why they're so happy with the current supplier,
• 15:32
  because why they're happy with the current supplier might show
• 15:35
  that you have a superior USB. They might say, oh, we're happy
• 15:39
  with the current supplier because they get back to us
• 15:41
  within two weeks. This is the best I wish I've
• 15:43
  always experienced, blah, blah, blah, blah, blah.
• 15:44
  That's the point where you be able to say OK, two weeks, well
• 15:49
  two weeks for Nigeria, you know, that's good.
• 15:51
  But you know for the service that we provide, we get back to
• 15:54
  our people within three days, you know.
• 15:56
  So in that case you can see that for priorities, speed for
• 16:02
  instance, speed of response and things like that, that you have
• 16:05
  faster times. So they're happy with two weeks,
• 16:07
  then imagine how thrilled they will be if you can promise three
• 16:11
  days. So that's the reason why we need
• 16:15
  to ask questions to try and figure out what are the needs,
• 16:17
  what are the priorities, what are they happy about?
• 16:20
  And sometimes it's good to figure out what they are unhappy
• 16:24
  about with their current supplier.
• 16:25
  Just gives us ammunition. Why would anybody tell you that?
• 16:28
  It depends. If you do a good job of
• 16:30
  executing your sales framework and you did a good job of
• 16:33
  building rapport in the beginning, you know, people
• 16:35
  loosen up and they tell you all kinds of things, especially when
• 16:37
  there's no pressure. Because when you say, yeah, I
• 16:40
  understand, this makes sense and you empathize, there's no
• 16:43
  pressure, it feels like you're not going to force them to buy
• 16:47
  anyway. Also, people might just loosen
• 16:49
  up. So if people clamp up,
• 16:54
  Noahallah, just, you know, move on to the next person.
• 16:57
  But don't worry, follow your process.
• 16:58
  You'll be able to get all the data that you need to be able to
• 17:04
  improve your future selling efforts.
• 17:06
  So it's only after you ask questions and you listen to
• 17:08
  people that you can now argue for differentiation to say, OK,
• 17:12
  yeah, you're happy with this, but actually we were better
• 17:15
  because we do this, we deliver this, we have superior value
• 17:19
  because of this. It's only after you ask
• 17:21
  questions in the beginning. If you don't ask questions, then
• 17:23
  you just start trying to argue here and there and say this and
• 17:26
  say that you're guessing and you'd be annoying the other
• 17:29
  person 'cause you're the person that has told you that, Look,
• 17:31
  I'm happy with my current guy, with my current girl, so why are
• 17:34
  you just going on and on and on? But if you ask questions, you
• 17:37
  figure out where they're happy and show how your own value is
• 17:42
  superior, your timing is superior, your quality is
• 17:45
  superior, then you know there's there's way for you to step into
• 17:50
  the whole situation. Then you can also use case
• 17:53
  studies and testimonials from people who have switched, like,
• 17:56
  OK, yeah, you're happy with your current provider.
• 17:58
  I understand you've been using Interswitch.
• 18:00
  There hasn't been any problems. Or this is what you value.
• 18:03
  That is what you value. Well, actually, even though
• 18:05
  Interswitch provides this, this, this, this, we provide that,
• 18:10
  that, that, that. And we also do it in half the
• 18:12
  time. In fact, on my phone right now,
• 18:17
  I have the phone number of the GM of this bank.
• 18:20
  We spoke to them, they switched over, they left inter switch and
• 18:23
  this is the reason why they love us.
• 18:25
  This is what they told us. So Madam, I'm not lying like
• 18:28
  this is the phone number here. If I if you want, I can give it
• 18:30
  to you so you can call GM in the other bank and he will tell you
• 18:34
  straight up, you know. So that's a case study.
• 18:36
  That's a testimonial. Then let me see what other
• 18:40
  things are possible. But you guys get the juice
• 18:43
  anyway because we're close to 20 minutes.
• 18:44
  I don't want to make this another 30 minute episode.
• 18:46
  We should always be doing re qualification and rediscovery.
• 18:50
  When we're talking to people and we have objections re
• 18:54
  qualification. That is, when we're talking to
• 18:56
  the person, want to be sure that we have the right person, Do
• 18:59
  they have a problem we can solve?
• 19:00
  That's what discovery is about. Once we're sure that we're
• 19:03
  talking to the right person who has a need with a problem that
• 19:05
  our product or service can call, can solve and there's room to
• 19:08
  meander, You know, there's room to take a step back and make
• 19:12
  another proposal. Now there's an alternative
• 19:15
  approach which might be less direct in case you are afraid of
• 19:20
  confrontation. So if you're afraid of
• 19:21
  confrontation, you can try this approach.
• 19:23
  The alternative approach, the more lay back approach can be
• 19:26
  like Oh yeah, I understand you're currently happy with your
• 19:28
  current with your current provider.
• 19:30
  Yeah, sure, no while no problem, I get.
• 19:32
  And then you just ask a simple question, like is it OK if I'm
• 19:35
  your #2? Just in case your number one guy
• 19:37
  messes up, your number two girl messes up?
• 19:39
  That is also an option. In case you don't you think the
• 19:43
  things I said earlier are too confrontational.
• 19:44
  This is a much more laid back approach.
• 19:46
  You're happy? Oh no problem, I'll get off your
• 19:48
  hair. I won't disturb you.
• 19:50
  But is it OK if you just consider us as #2 if the person
• 19:54
  says, and why not? It's business now.
• 19:56
  Business is all about options now.
• 19:58
  So if I have your digits, if I have your material, it's not a
• 20:00
  problem then cool. What you now do is you put the
• 20:04
  person is in a relationship nurturing sequence.
• 20:07
  The goal of putting someone in a relationship nurturing sequence
• 20:09
  is this. You're sending emails, WhatsApp
• 20:11
  messages, SMSS. Once in a while you drop by the
• 20:14
  office. The whole point is you're trying
• 20:16
  to remain top of mind. So it's not just that you drop
• 20:19
  your flyer, you never come back. Drop your flyer.
• 20:21
  But the person should still be seeing you somehow.
• 20:24
  So follow the person on send a connection request on LinkedIn.
• 20:28
  Follow the person's Instagram drop by the office maybe every
• 20:31
  once in two months or something. We're sending them emails with
• 20:35
  insights and education about the product or service, the problems
• 20:41
  that are being solved in that space, you know, things like
• 20:43
  that. The whole point is to remain top
• 20:44
  of mind. So you're building credibility
• 20:46
  so that the day that their current provider, FSOP, you
• 20:50
  know, the guy messes up or the girl messes up, they'll say this
• 20:53
  Chukudi guy or this Chinaya girl, she's been hanging around,
• 20:56
  Let me just buzz herself, let me see what they have to offer.
• 20:58
  So that's an alternative approach that is more laid back
• 21:01
  if you're tired of being confrontational.
• 21:03
  So 20 minutes on the dot, let me bring you to a close.
• 21:06
  Connect with me on WhatsApp. The phone number is 08064662140
• 21:12
  and the country code is +234 for those of you who are not
• 21:15
  Nigerian. And then connect with me on
• 21:17
  LinkedIn. My name is Tavishima Ayede.
• 21:20
  I'm the host of the show. You can confirm the spelling of
• 21:22
  my name from the link. We're listening to this episode,
• 21:25
  so thanks for your time and attention.
• 21:27
  I'll catch you guys at the next episode.