Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / LinkedIn Sales: Stop Wasting Your Airtime on Bad DMs!

Transcript

LinkedIn Sales: Stop Wasting Your Airtime on Bad DMs! · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to be looking at how to
• 0:05
  market or how to sell your products or your services on
• 0:09
  LinkedIn. So you have a product, you have
• 0:13
  a service, you're trying to make some money, and somebody tells
• 0:17
  you that LinkedIn, that's a good place you can go and find
• 0:21
  customers there. You can hustle your market
• 0:22
  there. And so you think, you know what,
• 0:25
  let me get on LinkedIn. What is LinkedIn, by the way?
• 0:29
  So LinkedIn is a social media network, but it's more like a
• 0:33
  business social media network. So yes, people are sending
• 0:37
  friend requests and people are putting up content, but it's
• 0:41
  mostly business oriented. So people are going to LinkedIn
• 0:47
  because they want to network or because they're trying to build
• 0:51
  a professional brand or they're trying to, I mean, whatever it
• 0:55
  is that people do on social media.
• 0:56
  But of course, LinkedIn is purely for business purposes.
• 1:02
  So the reason why we're tackling that question today, how to
• 1:06
  market or sell your products or services on LinkedIn is because
• 1:13
  lots of you on LinkedIn trying to draw more business and you
• 1:19
  guys are doing lots of things the wrong way.
• 1:25
  And then you wonder, is LinkedIn an effective place to sell?
• 1:29
  The answer is yes. LinkedIn is an effective place
• 1:33
  to sell. TikTok can be an effective place
• 1:36
  to sell. Pinterest can be an effective
• 1:39
  place to sell. You name it on and on and on,
• 1:43
  provided you know how to do it the right way.
• 1:48
  So that's what we're going to be looking at today.
• 1:51
  So ultimately the reason why is because I'm still receiving bad
• 1:56
  outreach on LinkedIn. So my assumption is that lots of
• 1:59
  you listening to this podcast on LinkedIn and you're trying to
• 2:02
  draw more business and you are doing things the wrong way.
• 2:07
  Now, my name is Tavishima Agede, I'm the host of the podcast.
• 2:11
  If you'd love to connect with me, you can call, send me a text
• 2:14
  message or a WhatsApp message on 08064662140.
• 2:22
  Also, if you love these kinds of issues, how do you make money?
• 2:25
  How do you find customers with social media should be hanging
• 2:28
  around and where can you get the most or the best or the easiest
• 2:33
  or the most fun type of customers to work with?
• 2:36
  Then this podcast is for you. So subscribe on Spotify, Apple,
• 2:41
  YouTube or whichever player, wherever place you like to
• 2:45
  consume content. And also a warning, I'm making
• 2:49
  today's recording at home. The house is empty, but my
• 2:55
  neighbor is getting his septic tank cleaned.
• 2:59
  And, you know, we discussed this thing and the guy was talking
• 3:05
  about how he was going to hire somebody to use carbide to throw
• 3:08
  carbide in there to solidify all the poop and the pee and
• 3:13
  everything. And then they'll flush it out
• 3:15
  and blah, blah, blah. I, you know, when he told me, I
• 3:21
  told you that look dude, I know that people do this thing but
• 3:25
  you know, it is Niger and everybody's a professional and
• 3:29
  carbide and all this carbolic stuff, you know, you throw it
• 3:31
  into septic tanks and if you don't get the quantity right,
• 3:35
  you know the thing will explode. Small time you know here boy,
• 3:39
  before you know, if you damage your foundation, people get
• 3:41
  injured. You guys say is that the case?
• 3:44
  I said of course is the case now?
• 3:45
  No, be Niger, we day Lagos, Abuja, we hear these things all
• 3:49
  the time. Somebody wants to go and clear
• 3:51
  their septic tank, they throw small carbolic acid inside.
• 3:54
  Next name bar, you break a wall. In fact, my wife and I, we've
• 4:00
  had to go and visit somebody in hospital.
• 4:04
  OK, No, we didn't go because she ended up being hospitalized, not
• 4:08
  in Abuja, you know, further out, close to her own hometown as
• 4:12
  they took her back home so I could take good care for her.
• 4:15
  That sad lady lost her legs. So there's some dangerous stuff
• 4:19
  anyway. So basically I'm just saying
• 4:21
  that you my neighbor, my neighbor is having a septic tank
• 4:24
  clean. So if as as we're recording now,
• 4:27
  if you just hear blah doesn't know that that's what happened
• 4:30
  that you know is explosion. And you know, if you know,
• 4:35
  you're if you live around with your neighbors, you're cool with
• 4:40
  them and any of them are trying to do this kind of work, I beg
• 4:43
  tell them, let them go and hire professional or let them go to
• 4:47
  the local government. You know, the people that are
• 4:49
  responsible for cleaning septic tanks, let them come and solve
• 4:51
  this in a way, because sometimes all these shortcuts that we like
• 4:55
  to do in Asia anyway, it's not mean that the thing will affect
• 5:01
  after all, me, I live upstairs. So so anyway, that's the
• 5:05
  warning. If you had any loud noises,
• 5:07
  that's what's going on. OK, so now back to the topic for
• 5:11
  today, how to market, how to sell your products or services
• 5:14
  on LinkedIn. And like I said, people are
• 5:17
  sending bad outreach. Now, let me tell you, let me
• 5:21
  just read out one message that I received in my LinkedIn inbox.
• 5:24
  And I know it's the kind of thing that you guys are sending
• 5:27
  because how would I put it? All these ideas for business
• 5:34
  development, for sales, you know, ideas keep going round and
• 5:37
  round and round. And so it looks like this is the
• 5:39
  time now for this kind of idea. So I know that Nigerians are
• 5:42
  also doing this as well. So let me read the message and
• 5:45
  then we're going to use the message as a case study for what
• 5:49
  you should not be doing or for what you could do better in case
• 5:52
  you're sending out these kinds of messages.
• 5:56
  So the message goes like this. Hi, I hope you're doing well.
• 6:01
  Thank you for accepting my invitation request on LinkedIn.
• 6:05
  I'm reaching out to introduce Blah Blah Blah Online, the
• 6:10
  flagship product of XYZ Limited. It's a leading Internet access
• 6:18
  management and billing solution trusted by ISPs, hospitality
• 6:23
  groups, enterprises, and educational institutions
• 6:26
  worldwide. With a presence in over 80
• 6:29
  countries, over 1000 clients, and over 2000 installations,
• 6:37
  Blah Blah Blah Online currently serves more than 1,000,000
• 6:41
  subscribers across the globe. We are exploring potential
• 6:45
  collaborations to strengthen our presence in new regions, and I
• 6:49
  believe your experience and network make you an ideal
• 6:53
  partner for this initiative. We would like you.
• 6:57
  We would like to invite you to join us as a channel partner to
• 7:00
  promote and represent Blah Blah Blah Online in your country.
• 7:05
  This partnership could open up significant mutual business
• 7:08
  opportunities and help us expand our market reach together.
• 7:14
  Please let me know a convenient time to discuss this further.
• 7:18
  I look forward to your response. Best regards blah blah blah,
• 7:22
  Vice President, Business and Operations and product Head XYZ
• 7:27
  blah blah, blah, product Limited.
• 7:31
  So for those of you who have listened to the podcast before,
• 7:38
  you've already heard one or two things that you know I'm going
• 7:40
  to say. But for those of you who are new
• 7:43
  listening to the podcast, this is your first time in your own
• 7:45
  opinion. You say no, the team, OK, now is
• 7:48
  OK. The team is smooth.
• 7:49
  It's all right. It makes sense.
• 7:52
  You can send it no problem. So let's take time now and let's
• 7:56
  tear this thing down. Let's run some commentary on
• 7:58
  this thing. So the thing says hi.
• 8:00
  I hope you're doing well. Thank you for accepting my
• 8:04
  invitation request on LinkedIn. If you remember from when I read
• 8:09
  out the message, the guy continue to yarn I am this, I am
• 8:13
  the best, I am the blah, blah, blah.
• 8:15
  You know the kind of thing we normally do.
• 8:18
  Well, this is what the guy should have done instead.
• 8:21
  Hi, I hope you're doing well. Thank you for accepting my
• 8:24
  invitation request on LinkedIn. The guy should have now added I
• 8:28
  see from your profile that you're into XYZ.
• 8:30
  Can you tell me more about that? And then the guy should have
• 8:34
  stopped there because the message is too long.
• 8:39
  And like I keep on saying, people are reading these
• 8:42
  messages on their mobile phones most of the times.
• 8:46
  And if you're crafting a message that people have to scroll 3 or
• 8:49
  4 times to finish, trust me, nobody is reading that message
• 8:54
  when I say no, but I don't mean absolutely nobody.
• 8:56
  I'm just saying if you send a message to 100 people you know
• 8:59
  best, believe maybe 5 or 10 people who read it because it's
• 9:03
  too long. So want to keep the messages
• 9:05
  short and remember that what we're trying to do is not to
• 9:09
  sell our market in one message. Rather what we're trying to do
• 9:13
  is to draw people into a conversation so that we can
• 9:16
  figure out if they are interested, if there's any
• 9:19
  alignment in our motivations. And that gives us a chance to
• 9:24
  now make a sales speech, you know, at some later date.
• 9:28
  But what we're trying to do is to draw people into a
• 9:30
  conversation when we send these kinds of messages.
• 9:35
  So this is all the guys should have sent to me as one message,
• 9:38
  not just to me, because trust me when people send these things,
• 9:41
  you know, now a blanket approach broadcasting.
• 9:44
  So the guy sent this thing to, you know, maybe 100 people or
• 9:48
  maybe 1000. So you should be high.
• 9:51
  I hope you're doing well. Thank you for accepting my
• 9:53
  invitation request on LinkedIn. I can see from your profile that
• 9:56
  you're into XYZ. Can you tell me more about that?
• 10:00
  You could have also said, you could have also asked what line
• 10:03
  of business are you into. You could have also asked how
• 10:08
  did you get into XYZXYZ being, you know, whatever business it
• 10:12
  is that you do now, this is the reason or this is the principle
• 10:16
  behind why I'm saying he should have asked questions about the
• 10:20
  other person who is receiving the message and their day behind
• 10:23
  it is something called reciprocity.
• 10:27
  Most people are decent people and when you give somebody a
• 10:33
  chance to talk about themselves, they will in return now ask you,
• 10:38
  what is it that you do? It is now that you now have a
• 10:43
  chance to talk about who you are, your product and your
• 10:47
  service. This is how it works.
• 10:53
  I've said it lots of times on the podcast.
• 10:55
  So as in romantic relationships, so also in business.
• 10:59
  For those of us who are guys, we don't show up to a babe And then
• 11:02
  we begin the vomit. This is me.
• 11:04
  I'm the greatest, I'm the best. I'm the you show up to the babe
• 11:09
  looking cool, calm, you know, collected, you know, spray a
• 11:14
  perfume, fine ball game on point.
• 11:18
  You ask her questions about herself 1st.
• 11:20
  And who doesn't like talking about themselves?
• 11:24
  Of course you'll talk about herself.
• 11:26
  After a while she would say, enough about me, how about you?
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  It is then you can now say I'm a fine boy.
• 11:32
  I went to master's abroad, my father is a senator.
• 11:35
  But you can now be vomiting whatever is on your chest.
• 11:40
  Reciprocity. Show up to somebody and ask the
• 11:43
  person questions about themselves.
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  Then the average person will now say, what about you?
• 11:51
  Who are you? What do you do?
• 11:54
  Then you can start to vomit. It's the same thing in business
• 12:01
  as in relationships. So on social media the scope is
• 12:04
  the same. Thank you for accepting my
• 12:07
  request. Then you ask the person
• 12:09
  something about them. They'll talk small, small,
• 12:12
  small. Then they will now say, oh, what
• 12:13
  about you? That's how you open the door.
• 12:17
  That is how you get permission to start talking about yourself.
• 12:20
  Reciprocity. Reciprocal.
• 12:25
  Do me, I do you. God no vex ton by ton.
• 12:29
  That is the idea. Reciprocity.
• 12:33
  It applies in real life relationships.
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  It applies in business relationships.
• 12:37
  Now this is also another reason why you ask people about
• 12:40
  themselves first, especially in the business context.
• 12:43
  In fact, even a romantic context itself, when you ask somebody
• 12:47
  about themselves first, it gives you a sense of whether this
• 12:50
  person is the ideal prospect or not.
• 12:52
  So for boys now when you pull up on the babe and you ask her some
• 12:55
  questions about herself, by some of the things she says, you will
• 12:59
  now know that such a period that this babe outwardly is a fine
• 13:04
  babe, but from all the things she has said, this one is not
• 13:07
  wife material. Make her bounce and then you
• 13:09
  will move. It's also the same thing in
• 13:13
  business. You ask them something about
• 13:14
  them from the things that they see in your heart of hearts.
• 13:18
  You now know that this person truly, truly can never be a
• 13:21
  customer for my product or my service.
• 13:23
  And then you will do what you will bounce and move and start
• 13:26
  talking to somebody else where you have a chance of closing a
• 13:30
  deal. So ask people about themselves.
• 13:37
  Also, the same thing applies to you women as well.
• 13:41
  You can try and take control, you know, flip the script.
• 13:44
  The boy shows up. Get him to talk about himself
• 13:47
  from the things that he says. You will now know, ah, this one
• 13:49
  is no husband material or this one is an F boy or you know, or
• 13:54
  this one is a Yahoo boy or is a or is AG boy.
• 13:59
  Let me bounce. So it's the same thing in
• 14:03
  business. Get the other person to talk.
• 14:05
  The more they talk, the more you will know.
• 14:07
  Is this person a fit for me, for my product, for my service, for
• 14:11
  my business? You now know whether to stay and
• 14:13
  continue talking or whether you should feed.
• 14:18
  Save yourself time. Reciprocity.
• 14:24
  Tone by tone. Do me, I do you.
• 14:31
  Anyway, let me not flog it. So the message continues.
• 14:34
  I'm reaching out to introduce blah blah blah online.
• 14:37
  You know, I'm trying to block the guys.
• 14:41
  You know the business. Sorry 1 moment after I turned to
• 14:45
  the door. OK I'm back.
• 14:49
  Sorry about that. I had to knock on the door so
• 14:51
  let me check because it could have been my neighbor.
• 14:53
  Maybe septic tank. Septic tank don't blow and maybe
• 14:56
  the guy needs help but, and I know it wasn't him so everything
• 15:01
  is OK. So I've also, I think I spoke
• 15:06
  about reciprocity before I took off and why I should ask people
• 15:10
  about themselves, about their businesses, you know, whether in
• 15:14
  personal or business relationships, because that is
• 15:17
  what we allow them to now say. Enough about me, how about you?
• 15:20
  You will not be able to talk about yourself.
• 15:23
  And then plus there'll also be the added benefit that you'll be
• 15:26
  able to figure out whether this person is a good fit or not,
• 15:32
  whether for business or whether for relationships.
• 15:35
  So now the message continued, Sorry, let me scroll through on
• 15:38
  my device. OK, I'm reaching out to
• 15:40
  introduce Blah Blah Blah Online, the flagship product of XYZ
• 15:46
  Global Limited, a leading Internet access management and
• 15:51
  billing solution trusted by ISPs, hospitality groups,
• 15:55
  enterprises and educational institutions worldwide.
• 15:59
  With a presence in over 80 countries, over 1000 clients and
• 16:04
  2000 plus installations, Blah Blah Blah, Online currently
• 16:08
  serves more than 1,000,000 subscribers across the globe.
• 16:13
  Of course, some of you say it's OK now, it's all right, the team
• 16:16
  makes sense. You know you're talking about
• 16:18
  yourself in a professional manner.
• 16:21
  So for those of you who are uninitiated, you're new in sales
• 16:24
  and the paragraph seems OK. But from a sales and business
• 16:28
  development perspective, it is too early to start boasting
• 16:32
  about yourself. You don't even know if somebody
• 16:34
  wants what you have, whether they need your service.
• 16:38
  It's too early to boast. All of this is white noise and
• 16:40
  they're being ignored. So back to the relationship
• 16:43
  example. You roll up on a babe and you
• 16:44
  say I'm a fine boy. I have a master's degree from
• 16:48
  Harvard and my father is a senator.
• 16:50
  You don't know if she's feeling you.
• 16:51
  It's too early. It's too early.
• 16:55
  All the things you're yawning at this stage, excuse me, All the
• 16:58
  things you're yawning at this stage is off point.
• 17:01
  It's too early. It is only when you know that
• 17:04
  the baby is feeling you. They cannot be saying I'm a fine
• 17:06
  boy. My father is a senator and I
• 17:08
  went to Harvard. Then you're sweetening up the
• 17:13
  deal, You're spicing up the deal, making yourself look like
• 17:15
  a nice prospect, nice husband, material.
• 17:20
  Or in the beginning, if you don't know if somebody's
• 17:22
  interested, it's too early to boast.
• 17:24
  Same thing in business. The guy doesn't know whether I'm
• 17:27
  interested in what he offers. He's ready boasting about
• 17:30
  himself, billions of customers, houses like.
• 17:33
  And so if I have no need for the product or the service, it
• 17:37
  doesn't matter if he has a billion satisfied customers, I'm
• 17:40
  not going to take action because, like, I'm not
• 17:43
  interested. The paragraph itself, and
• 17:48
  there's no problem in it, But you know, there's a time for
• 17:51
  boasting. The time is not now.
• 17:53
  It's in the beginning. It's too early.
• 17:56
  We're trying to figure out if people are even interested.
• 18:03
  By the way, those of you guys listening to this podcast, if a
• 18:06
  baby ever told you you're too full of yourself, this was the
• 18:08
  problem. You started talking about
• 18:09
  yourself too quick, started boasting too quick.
• 18:12
  Relax. First you're interested, then
• 18:15
  you can now, you know, offload, say whatever it is you want to
• 18:19
  say. Then in this paragraph, too many
• 18:23
  technical time, technical times for lay people.
• 18:27
  When we say lay people, we mean, please don't take this the wrong
• 18:31
  way, uneducated people. And when we say uneducated, we
• 18:34
  mean relative to your product or service.
• 18:37
  So if you've been listening to this podcast for a while, you
• 18:41
  know that I used to be a wedding photographer and me and my
• 18:44
  brother used to handle video, you know, doing documentaries
• 18:46
  and stuff like that. So if I talk about aperture,
• 18:51
  because you are an uneducated person relative to photography
• 18:58
  and video, you're a layperson. So when I say aperture, I know
• 19:01
  what that means. You don't because it's not your
• 19:05
  field. When I say depth of field, I
• 19:08
  know what that means, but you don't because it's not your
• 19:11
  field. If I talk about a two to three
• 19:15
  aspect ratio, I know what that means because it's my field.
• 19:19
  You don't. So a mistake that lots of
• 19:23
  business people make is that they start using technical terms
• 19:26
  that they know the meaning and anybody who's already in the
• 19:30
  industry should know the meaning.
• 19:32
  But you forget that lots of our customers are laypeople, lots of
• 19:35
  our customers are uneducated people when it comes to our
• 19:38
  product or to our service. Like take for instance, me, I'm
• 19:42
  an educated guy, am I not? But when I go to the mechanic, I
• 19:46
  am an illiterate because if the mechanic says that the internal
• 19:50
  combustion is off because of something something like me,
• 19:53
  what do I know about cars? Nothing.
• 19:55
  So when it comes to cars, I'm an illiterate.
• 19:57
  So any car salesman or any mechanic or any engineer who's
• 20:03
  using all those big, big, big, big, big terms because that is
• 20:06
  all that they know. You are confusing me, the
• 20:11
  prospect, the client, because I am uneducated and I am an
• 20:16
  illiterate when it comes to this particular field.
• 20:19
  So this guy using too many technical terms.
• 20:25
  Now, for some of us, we already know what it means because, you
• 20:28
  know. We're in the industry.
• 20:31
  We like sales, we like marketing.
• 20:32
  So we know what an ISP means. The average client does not know
• 20:39
  what an ISP is. 20 theatrical terms, OK.
• 20:45
  Even before we get to ISP guys say Internet access management
• 20:48
  system. Now what?
• 20:50
  What is that? What does that mean?
• 20:52
  Internet access management system.
• 20:55
  OK, I know it has something to do with accessing the Internet
• 20:58
  but like is that a surface or is that a website or is it physical
• 21:03
  hardware? Is the guy talking about a
• 21:05
  router? Like I don't know.
• 21:09
  And the average person who's receiving this e-mail is a
• 21:12
  layperson. The person is uneducated and the
• 21:14
  person has no effing idea. So even though the paragraph, if
• 21:22
  you look at it grammatically, the thing makes sense from a
• 21:25
  business perspective, that paragraph is OP is off point.
• 21:31
  You only use technical terms when you know you're talking to
• 21:34
  a technical person, which is the reason why back to the
• 21:38
  beginning, you ask somebody about themselves in the
• 21:40
  beginning. That is how you know you're
• 21:43
  talking to a technical person when you ask the person, oh,
• 21:47
  thank you for accepting my LinkedIn request, or what line
• 21:50
  of business are you into? And then they talk.
• 21:52
  You now know that, and this is my person.
• 21:55
  It is then that you can now go technical and tell the person,
• 21:58
  ISP, this ISO, this disease, international standard
• 22:01
  something, blah, blah, blah, Internet access system, you
• 22:05
  know, upgrade, downgrade, ping, this retroactive something.
• 22:08
  You will not be using all those terms and it will be flowing and
• 22:11
  flowing well because you know that you're talking from one
• 22:14
  professional to another. It's also you see.
• 22:18
  See, this is the main reason why you get somebody to talk about
• 22:20
  themselves first in the sales context.
• 22:28
  So Internet access management system, what does that mean?
• 22:31
  I don't know ISP, OK, I know that means Internet service
• 22:35
  provider, but that's all I know. All the other stuff that he was
• 22:39
  saying, honestly, things just went over my head.
• 22:43
  And to be honest, like I told you, message is too long at this
• 22:46
  point. Trust me, 50% of the people who
• 22:48
  he sent this message to, they're not check out.
• 22:50
  Like they're gone. They're not even scrolling
• 22:52
  again, they're not. So instead of talking all these
• 23:00
  technical terms, how about simplifying it?
• 23:02
  Instead of all these things that he just said, how about saying
• 23:04
  we have a powerful system that will help you decide how your
• 23:09
  customers using use the Internet and how much they charge for it.
• 23:14
  By the way, I have to go online to go and check to understand
• 23:17
  exactly what an Internet access management system is.
• 23:20
  So when you go, you know, for those of you who are married,
• 23:23
  you know, anniversary is coming up, you say you want to treat
• 23:26
  your wife. So, you know, you take her to
• 23:29
  Hilton Hotel or, you know, Radisson Blue or whatever.
• 23:34
  And then you get into the hotel room.
• 23:37
  It's all nice and cosy. The AC is nice and cool.
• 23:41
  You know, beyond watch something romantic, you know, with Madam,
• 23:44
  maybe we have a bubble bath first, you know, settling
• 23:47
  champagne. You're about to watch something
• 23:50
  on the TV, but you have to sign in to the, you know, you have to
• 23:55
  log in the TV into the hotel's Internet first or into your
• 23:59
  computer into the hotel's Internet.
• 24:02
  Now the thing that you will click on to now entering, you
• 24:04
  know, your hotel details and everything so that the hotel
• 24:07
  will give you access so that, you know, Madam can watch
• 24:09
  something nice and cozy and maybe, you know, end up with a
• 24:13
  happy ending. That is what you call the
• 24:15
  Internet access management system.
• 24:18
  So you can see I had to go and check the Internet.
• 24:20
  I had to go and Google this thing to understand what what
• 24:22
  this guy was talking about. You could have just said it
• 24:30
  simply. We have a powerful system or we
• 24:32
  have a system that helps you decide how your customers use
• 24:36
  the Internet and how they're going to get charged for it.
• 24:40
  Now the fact that I have to go and check this thing online, it
• 24:47
  begs 1 fundamental question. The ICP, the ideal customer
• 24:51
  profile, the ideal audience, the people who you should be chasing
• 24:55
  after, the people who might need your product or your service,
• 24:58
  the people who will benefit most from it are my fit.
• 25:03
  I'm clearly not a fit. He should not be sending me this
• 25:06
  message because people who typically use these kinds of
• 25:10
  solutions, like he pointed out in his e-mail, are IS PS
• 25:14
  Internet service providers. So like MTN, they have to decide
• 25:18
  how many megabytes are they giving me, how will I sign in?
• 25:21
  What kind of security protocol is it?
• 25:23
  WAP protocol is it, you know, whatever all those, their
• 25:26
  technical stuff. So MTN, you should be
• 25:28
  approaching MTN. By the way, I'm sure MTN already
• 25:32
  has their own Internet access management system, hotels and
• 25:38
  resorts. Those are the people who should
• 25:41
  be approaching universities like where you or you definitely need
• 25:45
  these sorts of thing. I don't know if they've put put
• 25:48
  Internet access in the in, in the student halls because back
• 25:52
  when I was in in uni, Internet was still brand new.
• 25:55
  So there was no talk about any of that.
• 25:58
  You know, back then if you wanted to use the Internet, you
• 25:59
  go to Cyber Cafe, you go and buy time.
• 26:03
  And the thing was so slow that you pay for one hour and when
• 26:06
  you click on www.yahoo.com, you hit enter bound.
• 26:10
  It will take like 10 minutes before Yahoo open before you
• 26:13
  read 1 e-mail, like 15 minutes before you do it.
• 26:17
  Your time will just exhaust broke.
• 26:19
  You only responded to 1 e-mail. They now have to go and pay for
• 26:22
  another one hour again. So those are the people that
• 26:26
  this guy should be talking to. He should be sending this
• 26:28
  message. You should be doing this kind of
• 26:30
  outreach on LinkedIn to people who are Internet service
• 26:34
  providers, people who run hotels and resorts, people who run
• 26:38
  universities or large secondary schools or large corporations.
• 26:43
  Now, the reason why I'm bringing this up is because if you check
• 26:45
  my profile on LinkedIn, there is nothing on my profile to show
• 26:50
  that I fit into any of these categories.
• 26:52
  So why in the hell is this guy reaching out to me and thinking
• 26:56
  I might be a good customer and sending me this message?
• 27:02
  Lots of you are trying to move market on social media by
• 27:06
  sending messages to people left, right and centre and you're not
• 27:09
  even doing some basic research. At the very least, look at
• 27:13
  somebody's profile, peruse the profile, scroll up, Scroll down
• 27:17
  and ask yourself, does it look like this is the kind of person
• 27:20
  who uses my product or my service?
• 27:22
  If the answer is no, why are you sending a message to this
• 27:25
  person? There is no amount of perfect
• 27:28
  conversation or perfect technique that can get the wrong
• 27:33
  person to become the ideal customer.
• 27:35
  There is none. There is none, none.
• 27:42
  If I'm looking for a second wife and I'm going to go and toast,
• 27:48
  I'm going to go and toast Muslima.
• 27:52
  It's not going to happen because as far as Muslima is concerned,
• 27:56
  I'm a Kaffir so she can't marry me.
• 28:00
  There's no amount of perfect sweet talking mouth.
• 28:03
  What like it's not going to happen?
• 28:05
  It can't. It's also the same in business.
• 28:11
  Peruse the person, look at the situation, look at the business,
• 28:14
  look at the context. Doesn't look as if this person
• 28:16
  might be interested. Doesn't look like there's a
• 28:17
  match here. If it looks like there is, then
• 28:20
  go ahead. If it doesn't look as this thing
• 28:24
  should be common sense. I really don't know why people
• 28:26
  waste their time 'cause this guy will send this message to 1000
• 28:33
  people in a week and he will now report to his organs.
• 28:36
  Say Orga, I did work this week, I sent out 1000 messages.
• 28:40
  What's the point If he sent out 1000 messages and then 96% of
• 28:45
  them were poorly targeted, were received by people who are not
• 28:49
  even in your ICP, can you say that you did work?
• 28:51
  You didn't. This outreach was not targeted
• 28:56
  and this outreach was not relevant to me.
• 29:02
  And I know that he's broadcasting this thing, so it's
• 29:05
  not relevant to. Anyway, you got the point, so
• 29:11
  let me move on. So the message continues, sorry,
• 29:14
  let me scroll again on my device.
• 29:17
  So we are exploring potential collaborations to strengthen our
• 29:22
  presence in new regions, and I believe your experience and
• 29:25
  network make you an ideal partner for this initiative, He
• 29:32
  says. I believe you're experiencing
• 29:34
  your network. Why?
• 29:37
  He's making assumptions. He didn't ask me about me.
• 29:40
  He didn't ask me about what I do.
• 29:42
  He didn't ask me about who my customers are.
• 29:44
  He didn't ask me about the kind of networks I'm involved in.
• 29:47
  He didn't ask me about my personal interests.
• 29:50
  He didn't ask me about my business interests.
• 29:52
  How does he know? Then I will be a match.
• 29:58
  You see, this is also the reason why we engage in conversations
• 30:01
  with people early on. Thank you for accepting my
• 30:05
  LinkedIn request. What do you do for a living?
• 30:08
  How did you get into XYZ business?
• 30:10
  You know, rapport building, small conversation.
• 30:12
  People will be talking based on the things that they say.
• 30:15
  It is now later on, you can now say since you have experienced
• 30:19
  in so, so, so and so, I believe that you will be an ideal
• 30:22
  partner for XYZ. As you're saying it, the other
• 30:25
  person to be shaking their head because it makes sense.
• 30:28
  And the reason why it would make sense is because you engaged
• 30:30
  them in conversation earlier. So you have all the extra
• 30:32
  information that you need instead of making assumptions.
• 30:36
  He didn't engage me in conversation.
• 30:38
  So he didn't get a sense of my personal network, the kind of
• 30:42
  personal networks I have, the strength of my networks.
• 30:45
  He didn't get a sense of whether our business priorities are
• 30:47
  aligned. Do make assumptions, Engage
• 30:52
  people in conversations. So the thing message continues.
• 31:00
  We would like to invite you to join us as a channel partner to
• 31:02
  promote and represent blah blah blah online in your country.
• 31:06
  This partnership could open up significance, mutual business
• 31:09
  opportunities and help us expand our market reach together.
• 31:14
  Another mistake. Yes, grammatically speaking,
• 31:17
  nothing is wrong with this paragraph, but the guy is
• 31:19
  worried about expanding. He's he's market reach.
• 31:24
  Have you noticed so far that this message says nothing about
• 31:27
  me, nothing about the recipient, nothing about the benefit that
• 31:30
  me I'm going to get? It's about him, him, him, him,
• 31:32
  him. This is him.
• 31:34
  This is why he's the best. This is why he's the greatest.
• 31:37
  This is how many customers that they have.
• 31:40
  I should partner with him so that he can expand his own
• 31:42
  market and he's his own, his own market access.
• 31:49
  Really. Is that how life is?
• 31:52
  You want somebody from somebody and you show up to the person
• 31:55
  and you keep talking about yourself, yourself, yourself,
• 31:58
  yourself. Then your call to action is for
• 32:00
  somebody to do something so that you you can succeed.
• 32:05
  Let's go back to the relationship example.
• 32:10
  My father is a senator, I went to Harvard, blah, blah, blah.
• 32:12
  I'm a first class student. Something, something, something,
• 32:15
  something, something, something. Marry me because you will make
• 32:17
  my life complete. It's not how you do somebody.
• 32:22
  My father is a senator. I went to Harvard, you know, so,
• 32:25
  so, so, so blah, blah, blah. Marry me so that my life will be
• 32:28
  complete. Does that make sense?
• 32:33
  You complete me. Come and complete me now.
• 32:35
  So then I toast. And people are doing the same
• 32:42
  thing in business. Help me.
• 32:47
  Buy from me. Do this for me.
• 32:49
  Me, me, me, me, me, me. Make it about the other person.
• 32:54
  Buy my product or my service or something, something, something
• 32:56
  because my product or my service will help you achieve XYZ
• 33:00
  results. It will help you gain this
• 33:03
  number of customers. It will help you increase your
• 33:07
  the strength of your network. It will help you make more
• 33:10
  money. It will help you do this.
• 33:12
  It will help you do that. That is how you make a pitch.
• 33:17
  So back to relationship thing. I'm feeling you.
• 33:21
  I'm loving you all these time they've been spending together.
• 33:24
  Babe, I like the way their life is going.
• 33:26
  I'll do anything. You'll be privileged to be your
• 33:30
  life partner to accompany you on this journey.
• 33:33
  I beg make me the happiest man in the world or marry me because
• 33:37
  you'll be an honor for me to walk by your side.
• 33:39
  Bam, you propose. That's how you do it.
• 33:44
  You make it about her, and in business you make it about the
• 33:51
  customer. Sorry for those of you who are
• 33:54
  listening who are women, I will not ask you to propose to a guy.
• 34:00
  So don't propose. But anyway, we'll talk about
• 34:02
  that later. Then the message continues.
• 34:07
  He says please let me know a convenient time to discuss this
• 34:10
  further. I look forward to your response.
• 34:16
  Let me know a convenient time. I look forward to your response
• 34:22
  if you haven't figured it. Now let me say it much more
• 34:24
  clearly. Before you get to the point of
• 34:27
  asking somebody to take the next steps with you, confirm if they
• 34:30
  are interested first. Don't ask your babe for a date
• 34:36
  if you don't know that she's interested with you in the 1st
• 34:38
  place. That's what leads to that
• 34:40
  awkward scenario, especially back in our day when there was
• 34:42
  no GSM back in school. You know, you talk to the babe,
• 34:45
  you agree we are going out on a date.
• 34:47
  You now show up and then she's not in the hostel.
• 34:51
  And I want you know what we discussed Now, you didn't find
• 34:56
  out if she was interested, so she did the.
• 34:59
  She didn't know how to tell you no to your face.
• 35:01
  So she did what any other babe would do.
• 35:03
  She said sure, no problem. Morami Hall, room A5.
• 35:07
  Yeah, You can come and see me 630.
• 35:11
  And then you're there. 6:00 sharp.
• 35:14
  You'll be ahead of time. And then she's now around and
• 35:17
  he's like ending up with all those silly games that you play
• 35:20
  afterwards. You see her later on in the
• 35:22
  faculty. Oh, sorry, this came up that
• 35:24
  came up. Oh, sorry, I forgot.
• 35:26
  Oh, sorry, they're so sorry that then after two months of oh,
• 35:29
  sorry, you now realize, oh, she's not she's not that into
• 35:32
  you. Same thing in business.
• 35:38
  Before you try to get somewhere to take that next step with you
• 35:41
  confirm if they're interested. What the guy did right now was
• 35:48
  it's my move, 'cause we're trying to do a CTACTA is a
• 35:51
  called call to action. That means you get the person to
• 35:53
  take the next step. You get the person to do
• 35:55
  something with you. But before you do that, confirm
• 36:00
  if they're interested. This, by the way, even if I was
• 36:05
  interested, even if the person who received this message is
• 36:07
  interested, this CTA, this call to action, this proposal for a
• 36:13
  next step is not direct enough. So first of all, before you do
• 36:16
  this thing, trial close to confirm if they're interested.
• 36:21
  So you say, oh, I take it that you're interested in XYZ.
• 36:24
  Ask the person out front. If the person says no, you now
• 36:28
  know that OK, there's some steps that you missed.
• 36:30
  If the person says yes, you continue.
• 36:33
  OK. If that's the case, would you be
• 36:35
  OK with us having a meeting? Would you be OK with us having a
• 36:39
  phone call? Would you be OK with us setting
• 36:42
  up a Zoom call or would you be OK with us having a physical
• 36:46
  meeting? We can meet at City Plaza next
• 36:50
  week, you see? Trial close first.
• 36:54
  I take it you're interested. The person says yes.
• 36:56
  If you're OK, would you be OK with blah blah blah, and then
• 37:00
  you wait for feedback. If the person says yes, then you
• 37:03
  now dial it in, become more concrete.
• 37:05
  I am free Monday and Tuesday morning anytime before 1130 AM.
• 37:10
  Does that work for you? You propose the next step, you
• 37:13
  propose the time. You don't leave it up to the
• 37:16
  other person. You are the professional, you
• 37:18
  take the initiative. If you leave it in the court of
• 37:20
  the prospect to the other person, the default answers that
• 37:23
  people will give you are let me think about it.
• 37:27
  If somebody says let me think about it.
• 37:28
  After that the person is going to put you in ghost mode or let
• 37:32
  me get back to you. Let me get back to you from
• 37:36
  there ghost mode or I'll be in touch when the person says I'll
• 37:41
  be in touch from there person who would pick call again or
• 37:44
  respond to your emails or to respond to your messages.
• 37:47
  Some people say let me discuss my business partner.
• 37:50
  This is why you do not leave it in the other person's hands.
• 37:54
  You propose, confirm that they're interested first, then
• 37:57
  you propose what the advancement is.
• 38:00
  Advancement is the next step people are going to take or the
• 38:04
  call to action, propose the call to action, confirm are they
• 38:07
  interested? Do a trial close, then propose
• 38:10
  the next step. You propose it, then the message
• 38:15
  ends. Best regards.
• 38:17
  Name, VP, business operations and product head.
• 38:21
  So, so, so and so global limited, blah blah blah.
• 38:25
  Online. Well, LinkedIn.
• 38:28
  So all these details are not necessary because it's already
• 38:31
  there on your profile, quite frankly.
• 38:35
  Oh, OK, so it's already 40 minutes, so let me just wrap it
• 38:37
  up. Summary This outreach was too
• 38:40
  long because he tried to cram too many issues into it.
• 38:45
  Then the outreach was also too ambitious because this guy
• 38:48
  assumed that you can get someone interested by just sending one
• 38:51
  message. By the way, if you're new to
• 38:54
  business, this is the answer. You cannot get somebody
• 38:57
  interested with just one message.
• 39:02
  You can't. This guy did not engage in any
• 39:05
  rapport building. You should always try and do
• 39:08
  some rapport building, get the other person to talk about
• 39:11
  themselves, build some commonality, build some rapport,
• 39:15
  learn some, learn a little bit about the person.
• 39:18
  This guy did not do any need analysis.
• 39:22
  Need analysis is where you see if the other person is
• 39:24
  interested, if they like it, if they need it, to what extent do
• 39:28
  they need it, Are they just curious or are they really
• 39:30
  serious? Then this outreach was not
• 39:33
  targeted. You should be sending out
• 39:35
  messages on LinkedIn to a targeted ICP before you send the
• 39:40
  message or before you send the connection request.
• 39:43
  Browse their profile, see if these are the people who are
• 39:46
  most likely to be interested in these sorts of things, or take
• 39:51
  actions on these things that are related to the product or the
• 39:55
  service that you have. Then to wrap up, this guy did
• 39:59
  not put a compelling call to action or advancement at the end
• 40:03
  of the message. When we're trying to propose the
• 40:06
  next step, we need to be dialed in.
• 40:08
  First of all, we need to confirm that people are interested and
• 40:11
  that they're willing to take the next step.
• 40:13
  And then we propose the next step and then gain some
• 40:16
  feedback, gain some feedback about the next step, gain some
• 40:20
  feedback about the timing. So remember I said, oh, OK, if
• 40:25
  you're interested, it means, you know, we're all cool.
• 40:28
  So it means we're cool to have to set up a Zoom meeting.
• 40:32
  Next I gain some feedback. So my so custom people might say
• 40:35
  a Zoom meeting, like why Zoom? Now I'm in Abuja, you're in
• 40:38
  Abuja. Like where's your office?
• 40:40
  Let's meet, it happens. Somebody might say Zoom and
• 40:48
  actually I prefer phone calls. So how about we just talk
• 40:53
  tomorrow instead? Down is even better.
• 40:59
  Anyway, since I've been talking for 40 minutes, let me bring
• 41:02
  this way close. Let me just wrap it up this way.
• 41:05
  So I'm putting a question to you now, dear listener of the
• 41:09
  podcast of this particular episode.
• 41:11
  Do you think you listening now? Do you think this guy will be
• 41:15
  successful with all these LinkedIn messages that he's
• 41:17
  sending to people? I'll leave it up to you to
• 41:19
  judge. And if you've been sending
• 41:21
  messages like this and you're not making any progress, can you
• 41:24
  nice. Can you now see why you have not
• 41:27
  been making money with this approach?
• 41:31
  Too many people complain, especially in Nigeria and
• 41:33
  they'll say LinkedIn doesn't work.
• 41:35
  LinkedIn works. The problem is you don't know
• 41:38
  how to use LinkedIn. So go and learn and just say
• 41:44
  TikTok doesn't work is not a good way to make sales.
• 41:47
  The problem is not that TikTok doesn't work, it is that you
• 41:50
  haven't learned how to use TikTok.
• 41:52
  Go and learn. Somebody who say Facebook,
• 41:57
  Facebook groups are dead, they don't work.
• 42:00
  The problem is not how to think he's dead is that you don't know
• 42:03
  how to use it. Go and land.
• 42:07
  Anyway, let me stop ranting out being an angry man on today's
• 42:10
  episode. So that's it.
• 42:12
  And that's all for today. Remember, if you'd love to
• 42:15
  connect, you can call, send me a text message or a WhatsApp
• 42:17
  message on 08064662140. So thank you very much for your
• 42:25
  time and attention. I will catch you all some other
• 42:27
  time and please pray for me. That is my neighbor who finished
• 42:31
  cleaning the tank without us hearing Boa because without it
• 42:34
  should explode. There's another.
• 42:37
  There's another unnecessary wahala now in the compound.