Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Beyond Packaging: Honesty and Value for Nigerian Business Growth

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Beyond Packaging: Honesty and Value for Nigerian Business Growth · 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 look at honesty, trust
• 0:04
  and confidence, how that helps us to sell better.
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  We're also going to look at presentation skills, packaging.
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  When we say packaging, we mean in the Nigerian context, you
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  know, when we talk about things like, you know, how you arrange
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  yourself or how you brand yourself, packaging like that
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  and then also dealing with abusive clients.
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  So that's what we're going to be looking at today.
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  You can see that it's a mix of all kinds of things, honesty,
• 0:30
  trust, confidence, presentation skills.
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  How do you show yourself packaging?
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  How do you arrange yourself and then dealing with abusive
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  clients. Hello and welcome.
• 0:40
  My name is Tava Shima Ayedi. I'm the host of the podcast
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  Making today's recording at Home.
• 0:44
  It's a weekend, so there will be noise in the background.
• 0:47
  And if you'd love to connect, you can call, send a text
• 0:50
  message or a WhatsApp message on 080 64662140.
• 0:56
  Also subscribe Spotify, YouTube, Apple or any player of your
• 1:00
  choice. Now the reason why we're looking
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  at all these things again, honesty, trust, confidence,
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  presentation skills, packaging. How do you arrange yourself
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  dealing with abusive clients is because on the radio show, you
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  know, people call in, not on the podcast or on the radio show
• 1:18
  because you can't call me. Now on the radio show, people
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  call in. So on the radio show, some
• 1:23
  people called in and these are precisely what some of the
• 1:26
  caller comments were about. You know, this was this was two
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  weeks ago. So some of these things are
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  really important. So I said, let me just come and
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  share over here with my, you know, my podcast audience.
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  So there was one caller you do now you do called in and he was
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  talking about the importance of diagnosing honestly.
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  Now, let me give you the context.
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  We had been talking about how another caller was a generator
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  mechanic, how he can build his business.
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  And I was talking about how you do traditional sales motions,
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  you know, prospecting, direct outreach, things like that.
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  You know, some of you will say that isn't it, isn't it too
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  technical? But no, it's not technical.
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  These things apply to every single industry.
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  You sell bread, you can do prospecting and direct outreach.
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  You sell catfish, you can do it. You want to start up your POS
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  business, you know it's the same.
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  You want to start your fintech or your whatever, it is the
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  same. These principles apply.
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  It's just that the mechanic is going to do direct outreach and
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  is going to be doing these sales motions in a different way from
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  the person who is running a fintech or a startup or a
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  consultancy practice or a pharmacy.
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  But we all gas the pass through these motions.
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  We all do so now as a context. So it all called in now to say
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  that, you know, everything that I said is on point, but that he
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  wants to stress that mechanics that they should just and people
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  who do handiwork, they should learn to just diagnose honestly,
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  because too many of them show up and cause problems where there's
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  no problem or say something that is a problem when they should
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  not be. And so because of that, trust
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  gets ruined in the process. And it was a very important
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  thing that you do said. So I emphasized it on the radio
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  show to say that, look, this thing that you do said last
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  week, it actually is on point to is correct.
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  Because when we look at things from a traditional sales and
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  business development perspective, we're not trying to
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  get somebody to buy one time. So let me repeat, when it comes
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  to traditional sales, a business perspective, I'm not trying to
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  collect deposit now, All right. I am trying to collect deposit
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  today and I'm hoping that I'll be able to collect money next
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  month, maybe next six months. Bottom line, I'm trying to keep
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  this person around because selling is hard, Attracting
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  customers is hard. So traditional sales people, we
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  do everything possible to make our job easy so that we don't
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  keep selling all the time. So we don't try and capture one
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  big fish now and then collect millions and then we don't hear
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  from the person. Today, the goal is to capture
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  one big fish and collect millions now, collect millions
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  next year, collect millions again, and collect millions the
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  year after that. You see how it works?
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  Because the more people that I have within my ambit and I'm
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  collecting steady, steady, steady recurrent money,
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  recurrent money, I can plan. Life gets easy.
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  I can have a conversation with my wife and say, oh, you know
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  what? Next?
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  More school fees. Don't worry, this payment is
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  coming in. This one is covered.
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  This, this, this, this, this, don't worry, this one is covered
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  because recurrent income, I can plan.
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  So for salespeople, traditionally that is the goal.
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  The goal is repeat business. Let this guy come back again and
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  again and again, and then referrals as this guy is coming
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  back again and again. Let him be telling his friends,
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  his family members, his associates.
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  It will make my job a whole lot easier if I start off January.
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  I did business with 50 customers last year and then last year.
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  This year, January 30 of them have already called me.
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  This is going to be a sweet year because there's some revenue
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  that I can be looking forward to.
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  Now, if of those 30, let's say even if it's only 10 of them,
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  they refer somebody already, the year is starting off sweet.
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  So that's the goal. And this applies whether you are
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  doing startup, doing fintech, doing consultancy, doing
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  photography, doing catfish, doing copywriting, doing
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  whatever it is that you do building contractor.
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  It's the same. We want people to keep coming
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  back again and again. I want them to send us people.
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  Now. If we have not built trust in
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  the process, there will be no repeat business and referrals.
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  We will not be able to have planned cash flow like OK,
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  January, I suppose collect like this, this, this February, I
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  suppose collect like these, these, these much.
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  It'd be like say this amount will enter my account, won't be
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  able to do that, won't be able to budget.
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  So it's not just for mechanics, it's for the rest of us.
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  Honestly, in our work, we're trying to build trust here.
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  If there's no problem, say there's no problem.
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  Where there's problem, say there's a problem.
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  Don't over diagnose. And for mechanics, I gave a very
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  simple formula. Mechanics are people who do
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  handiwork. Always tell them, OK, Olga,
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  yeah, I'll solve this problem. But just in case I discover any
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  problem, any extra problem, should I tell you or should I
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  keep quiet? Some people will tell you,
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  mechanic, you started again. I say fix my Boris, just fix it
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  and give my car back to me for that person.
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  Fix and give you back for the person who says if you say
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  anything, let me know. We cannot educate that person.
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  Say, Olga, we fix this. But you'd be like say we should
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  check this, we should check this, we should check this and
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  have that honest conversation in your own professional opinion.
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  So you do was on point. Whatever you do, diagnose
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  honestly, we're trying to build trust.
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  The goal is they should buy again.
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  And the goal is after a while they should send their friends
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  or their side chick or their whatever shot.
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  If you send us some business, that's the whole goal.
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  Then with that in mind, I also mentioned that people who do
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  handiwork, you know, mechanics, plumbers, those sorts of people,
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  if you try and have in mind all I put it have in mind like a
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  service maintenance culture, you know, more or less.
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  So coming up to check up on people, you know, things like
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  that, it's because OK, let's say servicing somebody says services
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  the car 1st of January. Well at least in night in Abuja
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  traffic is not bad compared to Lagos.
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  In Abuja we have traffic, but Abuja traffic is all right
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  compared to Lagos. So you can expect in Abuja
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  reasonably you can go like four months before you service your
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  car. Don't try that in Lagos.
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  If you try that in Lagos, your engine will knock, severe
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  knocking. And when I was in Lagos, you
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  used to see it all the time you'd be on 3rd Mainland bridge
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  and you see that some poor idiot, his cars broken down or
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  the gas blowing a gasket or something.
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  But in Abuja you can expect a service every four months.
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  So for mechanics, people who do handiwork, it's not a bad idea
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  to make it a part of your business culture, your follow up
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  culture to be calling people around these times when they
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  should be coming up for their maintenance anyway.
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  So somebody does 1st of January to come and work on their car,
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  they do servicing. Maybe you call like on the 14th.
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  How far? Nothing that we did on the cash,
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  everything is cool, nothing is broken.
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  OK, no Allah, no problem. Then maybe in months 2, you
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  know, two weeks in, like on that kind of February 14th Bros,
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  happy Valentine's Day, blah, blah, blah, just say my greet
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  you. Then March you're calling again
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  is a Bros you don't tell you know, we suppose service like
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  around that kind every 3 three months.
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  So we know how far can we schedule something for this
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  month. So that's the scope.
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  So whether you're a mechanic or you're a plumber or you're a
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  consultant, the idea is still the same.
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  Remember, it is called repeat business and referrals.
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  The goal is recurrent income. It will help us to plan our cash
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  flow. It will help us to budget.
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  It will help us to arrange our life so that we'll stop that
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  thing off. You know, it's now January 21st,
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  you're already sweating that OK money for February.
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  We don't know where The thing is coming from.
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  So how's it do then? Adam called from here.
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  It also in Abuja and and what he took away from all the stuff
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  would be we'd been talking about was confidence in preparation.
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  Sorry, I said preparation in presentation.
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  And yeah, when you're making a presentation or a sales speech,
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  you know, you guys appear confidence.
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  Yeah, because it's important for closing business.
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  But then I don't mention something, the thing prick my
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  mind and I say, you know what, I need to come back and talk about
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  that. So he said that appearing
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  expensive because you know those were talking about confidence in
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  presentation. This whole thing of packaging
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  now came into it. You know how you arrange
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  yourself because Adam was talking about how his oger said
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  that you go and get a plumber to solve something in the office
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  and then he went to go and get a plumber who looked on point like
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  this guy looks professional. Then he brought it.
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  So I say it brought him. Then your guy look at this
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  plumber. I look up and down.
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  I say Oger, you realize that you go be expensive small.
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  So the thing was weighing on Adam's mind and so Adam decided
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  to bring it up. Can appearing expensive be a
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  problem? The answer, if you've been
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  listening to the podcast for any length of time, you'll be
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  surprised. The answer is it depends.
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  It's not one of those things that is a fixed answer by my own
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  opinion. Not really.
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  If you show up to your place and people are saying you're too
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  expensive, then from a sales and business development
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  perspective, traditional sales and business development, you
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  are marketing in the wrong place and you are appealing to the
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  wrong clientele. Let me repeat from a traditional
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  sales and marketing perspective, if you show up to a place and
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  everybody's like Kai Bros, you hash, you're too expensive,
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  chances are you are marketing in the wrong place and you are
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  appealing to the wrong clientele.
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  So back in the good old days when people would sell Xerox
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  photocopier and stuff like that, of course, Everly you will
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  always get price objections, people saying you're too
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  expensive. But The thing is there are some
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  kind of neighborhoods that by the time you show up with a
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  Xerox photocopy, you know they don't want to see you because
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  you know you're too expensive. They have other ways of getting
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  the photocopying needs met. You know, back in those days now
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  people don't do photocopier anymore.
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  So what you do is you will now remove yourself from that zip
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  code. You now remove yourself from
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  that local government area, remove yourself from that
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  portion of the city and go to other places where it looks like
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  people around here use photocopying machines.
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  Then you can go and start selling there.
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  So the challenge I want to give to you listening to the podcast
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  today is if you're getting nothing, let's say you're a
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  plumber, you're looking to, you know, packaging is on point.
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  Every time people see you, they're afraid, they say
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  blessing, you're expensive. Stop hanging around that part of
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  the city. Move to another part of the city
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  where people will appreciate a plumber that is on point.
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  That you look clean, you smell fresh, you sound fresh.
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  You talk like, you know, like you went to school, like, you
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  know, what's up? Move to another part of town.
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  Don't stay in your place. You need to start marketing to
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  new people. Now, of course, we need to learn
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  how to deal with pricing objections because if you're
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  that kind of plumber, because these people, they do exist.
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  When I was serving in Kano, I was quoting because I don't know
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  anybody in Kano. So there's this correct guy, His
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  name is Didier from Cameroon. He was mechanic, although I used
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  to tell him that, look, bro, stop calling yourself mechanic.
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  You're an engineer. And he now educated me that,
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  look, this is what an engineer does.
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  This is what a mechanic does. An engineer is the person who
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  has the knowledge and is able to build the system.
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  That is why they're called engineers.
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  Then there are people who know how to repair the system
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  whenever the system breaks down. And he said I didn't go to
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  school to learn how to build the system, but I went to school
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  because I know how to diagnose when something is wrong and I
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  know how to fix it. So yes, I deal with fancy
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  because used to deal with big, big engines, you know, not I
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  better pass my neighbor not, you know, 1.5 KVA big engines.
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  So they do say, you know, yes, I deal with all that big stuff,
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  but I'm not going to lie and call myself what I'm not.
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  I'm not an engineer, I'm a mechanic.
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  ISD day was also very clean. His overalls were always blue.
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  I don't know how he did it. He will go out, he will come
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  back. Of course, you know how it is
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  now, engine oil, sand, everything.
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  You know he had like 4, you know, you soak it and wear the
• 14:42
  next one and before you know it, in three or four days, no wonder
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  was soaked. Sand, mud, engine oil, grease,
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  it will be blue again. He will dress in his blue and
• 14:55
  blue, whether his boots carry his.
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  What do you call that thing? You know that like 2 box and
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  then will be out. So there are people like that
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  who are, you know, building the handiwork business in Nigeria
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  who are doing it on a professional level, on a very,
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  very professional level. So for that kind of person, now
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  somebody will look at you and tell you that, look guy, I can
• 15:19
  tell you expensive. I just want somebody who's going
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  to fix this thing for me cheaply.
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  Now you have a situation where there's a pricing objection, an
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  objection. So excuse me, an objection is
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  any reason that somebody gives for not wanting to go ahead with
• 15:35
  the sale, with the agenda, with the matter dies on hand.
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  So if you're toasting a babe and she says I like you, but I want
• 15:43
  to graduate first class, I need more time to study, that is an
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  objection that needs to be overcome. 1 moment.
• 15:50
  All right, sorry about that. One of my kids needed my
• 15:55
  attention. So as I was saying, you're
• 15:57
  toasting a babe now. She says not to graduate first
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  class. My parents sent me to school to
• 16:01
  come and do boyfriend, girlfriend.
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  They sent me to graduate first class pharmacy.
• 16:06
  That is an objection. You go and meet somebody is your
• 16:10
  boy half and I'll buy my perfume.
• 16:12
  And the person saying do you have easy Miyaki?
• 16:14
  You say yeah, I have easy Miyaki is how much you say it's
• 16:17
  400K450ML. The person says what if I leave
• 16:23
  here and I go to campus gate, I'll see easy Miyaki there also
• 16:28
  150ML but they will sell it to me 150K.
• 16:32
  That is a price objection. If you people are in church
• 16:37
  committee meeting, you're trying to plan for harvest, you think
• 16:41
  that this is the best way we should go about doing harvest
• 16:44
  for the year 2025 or 2026. And then people are saying
• 16:51
  people are blocking your proposal, whatever it is they
• 16:53
  say that is an objection. So when I'm in business or in
• 16:56
  any aspect of life, we always face objections.
• 16:59
  And it's a good idea to learn how to deal with objections
• 17:02
  before they come up because the worst time to deal with an
• 17:06
  objection or the worst time to think about dealing with an
• 17:08
  objection is when it happens. So always learn how to deal with
• 17:11
  it before the thing comes up. Be prepared.
• 17:16
  All right, So sorry. 1 moment. OK, I'm back.
• 17:22
  Sorry. I beg You guys should know Rex.
• 17:24
  The kids again. So where was I?
• 17:28
  Hell. Objection.
• 17:29
  So if somebody looks at you as somebody who does handiwork,
• 17:32
  mechanic, plumber, Carpenter. What else?
• 17:37
  Foreman. Yeah, let me say Foreman.
• 17:39
  You know, people who you know, work on building sites.
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  Like you're not the bricklayer, but you're the one who's
• 17:44
  supervising the bricklayer. Supervising everybody.
• 17:47
  Now this is the value proposition that you guys have.
• 17:50
  This is the value that you bring to the situation.
• 17:52
  You guys typically replace things, you refurbish things, or
• 17:56
  you solve problems one time. Let me repeat for those of you
• 18:00
  in this situation, plumber, electrician, Carpenter,
• 18:04
  handyman, foreman. You guys typically either
• 18:08
  replace things, refurbish things, or you repair things one
• 18:13
  time. So first of all, this is what
• 18:16
  you do when somebody gives you an objection.
• 18:18
  You're always leaning. So if somebody says, bro, the
• 18:21
  way I'm seeing you be like, say you expensive or you don't say,
• 18:25
  yes, I'm expensive. That's pompous, is somehow is
• 18:28
  rude. You're full of yourself, you
• 18:31
  know, you laugh it off. He said, yeah, of course I do
• 18:37
  charge more than most of my colleagues.
• 18:40
  And here is why. OK, now you don't have to sound
• 18:43
  as formal as me because I'm a very, I'm a fairly formal
• 18:47
  fellow. So I sound formal most of the
• 18:49
  times. But you don't have to sound
• 18:51
  formal, say the way that it will be sweet in your mouth, but you
• 18:55
  acknowledge somebody says you're expensive.
• 18:57
  You say, yeah, I do charge more than most of my colleagues.
• 19:00
  And here's why. Because usually when there's a
• 19:04
  problem with plumbing, with mechanic, with whatever,
• 19:09
  whatever, whatever, the way we can solve the problem is, we can
• 19:13
  either replace what is broken, we want to buy brand new, or we
• 19:18
  refurbish this thing, let us patch it, let's service it and
• 19:22
  say we can manage, or we look for a way of solving this
• 19:25
  problem one time so that it never occurs again.
• 19:31
  I am one of those XYZI, am one of those foremen.
• 19:36
  I am one of those mechanics. I am one of those plumbers, I am
• 19:41
  one of those borehole driller. I am one of those, you name it,
• 19:47
  who likes to make sure that we solve the problem one time so
• 19:50
  that you don't come back to me again.
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  And my brother, you know that this is Nigeria and there's a
• 19:59
  difference between the cost that you pay today and the cost that
• 20:01
  you pay over time. So it's up to you, Sir.
• 20:09
  You can go look for somebody else.
• 20:11
  We can take a chance with me. Let us see how we will solve
• 20:14
  this thing one time so that if I charge you once, we solve the
• 20:18
  problem once. So that is the scope in this
• 20:23
  particular context. Somebody says you're expensive
• 20:26
  leaning admit there's no point in running away from the from
• 20:30
  the obvious. And the reason why you charge
• 20:33
  more than your colleagues is because you want to have a good
• 20:35
  life for your children. You want to have a good life for
• 20:37
  yourself, for your spouse. You also want to have some
• 20:40
  dignity as a man Can't keep going around people treating you
• 20:43
  like an animal, treating you as if you know, like you don't have
• 20:46
  value because what? Because you don't have degree?
• 20:51
  Come on. So admit and they educate them
• 20:55
  or you justify that This is the value proposition.
• 20:58
  Some people replace. Let's go and buy new and fix.
• 21:02
  Some people refurbish and let us try and manage this thing.
• 21:05
  Let's be managing and then some people solve the problem one
• 21:08
  time so that you don't come back again.
• 21:11
  And I gave my experience of dealing with a mechanic earlier
• 21:15
  on in the year for those of you who listen to the podcast
• 21:19
  episodes when they looked as if I was sleeping in the mechanic
• 21:22
  place every two, two weeks. So every one, one month.
• 21:25
  That was the problem. The problem was Boris bearing
• 21:29
  the bearing will. The bearing will, what's the
• 21:35
  word like, wear out? The thing was not making that
• 21:38
  noise. Then my tire will begin to chop,
• 21:41
  begin to chop badly. So I had gone to two mechanics
• 21:48
  each time I had replaced Boris like two or three times.
• 21:52
  But then I remembered there's this mechanic that works on my
• 21:57
  auntie, my auntie's cars. But the reason why I don't like
• 22:01
  going to that guy is because he's expensive, because the
• 22:05
  guy's a mechanic will go school. And of course, you know,
• 22:08
  mechanics will go school. They don't charge the same way
• 22:11
  that roadside mechanics charge, you understand?
• 22:15
  But I say, shall let me go and meet him.
• 22:16
  I hear his opinion, so I want to go and meet him.
• 22:19
  And then he took apart the tire. He looked at it and they say,
• 22:23
  boss, yes, the problem is the bearing.
• 22:29
  But then this is what he told me next.
• 22:31
  He said, boss, let me be honest with you, we can take this
• 22:36
  bearing and I can give it to the boys.
• 22:38
  They will remove the ball bearings who service it, fix it
• 22:41
  back and you'll be fine for a while.
• 22:43
  Bossa, you'll be back here in two weeks or we can take the
• 22:48
  bearing, buy a brand new one and put it back.
• 22:51
  But to be honest, you'll be back here in one month or if you have
• 22:56
  time leave this car here because sometimes when you have bearing
• 23:02
  problems it could because of linkage, it would because of
• 23:05
  then he calls something that is in the shaft.
• 23:07
  You know I'm not a car person so I don't understand all these
• 23:08
  things. It will be any number of these
• 23:10
  systems that are causing the problems.
• 23:13
  So let me take this thing apart, discover this problem and let us
• 23:16
  fix it one time. But let me not lie you the
• 23:20
  tingle costs. What do you want to do?
• 23:23
  He now left it with me. It was up to me.
• 23:27
  You hear the guys approach. He said we can fix this thing.
• 23:32
  We can service this thing now, but I can assure you'll be back
• 23:35
  here in two weeks. We can replace it or you'll be
• 23:39
  back here next month. And of course, as he said that
• 23:42
  because I didn't tell him that I've been struggling with other
• 23:44
  people. As he said it, his
• 23:46
  recommendation, the thing matched my experience.
• 23:48
  And I was like, you know what, this guy's on point because
• 23:51
  truly I have been coming back every month.
• 23:52
  So for those of you who've been listening to those podcast
• 23:55
  episodes where it's like I was at the Mechanic every 3-3 weeks,
• 23:58
  every four weeks, that was the problem.
• 24:03
  And like he said, the thing cost.
• 24:06
  I won't lie, you think cost, but the problem hasn't come back up
• 24:11
  again. So now what I do is if there's
• 24:14
  any problem, I try and save small and then I go and meet him
• 24:18
  because at least I know that with him I will pay.
• 24:21
  But I'm paying one time instead of paying plenty over time.
• 24:27
  So that's how you deal with pricing objections if you are in
• 24:32
  that kind of that kind of space. So that was Adam from Area 8 and
• 24:37
  confidence in presentation. Can you be too expensive if you
• 24:41
  are in these kinds of trades? Then Jim is here from Asokoro
• 24:45
  also spoke about carriage. That carriage is really, really
• 24:48
  important, you know, carriage packaging, branding, you know,
• 24:52
  how you carry yourself, how you feel yourself, how you show
• 24:55
  yourself, you know, very important, very important.
• 24:59
  Although for me, I downplay all of those anyway.
• 25:01
  But as a different story, you know, I'm not really packaging
• 25:04
  guy anyway. Let me not go into it here, but
• 25:07
  I'll talk about it later. So he's very, very important.
• 25:10
  But he now warned that there's a problem that is happening in
• 25:14
  Niger. Some boys we package meanwhile
• 25:19
  not in there their empty symbol. If you carry them up you'll see
• 25:24
  that there's nothing under nothing of substance.
• 25:28
  So that was his own warning. Packaging is OK, but don't
• 25:32
  package to the extent that you know that there's nothing no
• 25:35
  substance to you. And I agree with you may say
• 25:38
  that's very true. We need to pay attention to the
• 25:41
  fundamentals of business and good business practice because
• 25:46
  you'll be terrible that our packaging is on points.
• 25:48
  By the time somebody you know use a stick and just products
• 25:51
  shake off small, you will see the eyes.
• 25:53
  Nothing is only paper, nothing there.
• 25:59
  I think it's terrible and it's very annoying for customers.
• 26:02
  I remember when wanted to teach my wife how to drive, we went to
• 26:05
  this place in Abuja and the place looked fantastic from the
• 26:08
  outside. Then we entered inside the AC
• 26:11
  was chilling, Mortuary standard, cold, nice place where you can
• 26:16
  sit down, see me very professional.
• 26:19
  A part of me was afraid thinking or more these people will be
• 26:21
  expensive, expensive die. I was thinking maybe we should
• 26:25
  have gone to you understand those other kind of driving
• 26:28
  schools. Now we get to the desk, very
• 26:32
  fine girl there, very fine, very, very fine.
• 26:37
  I say hey, this is how people come to Abuja and their
• 26:39
  marriages Qatar. But then any question that we
• 26:43
  asked her, she did not know. She has to call her boss.
• 26:47
  How much she has to call her boss?
• 26:49
  What kind of cars she has to call her boss?
• 26:52
  What is the driving schedule? She has to call her boss.
• 26:54
  How long will it take? She has to call her boss.
• 26:57
  Will you help us to procure driver's license?
• 26:59
  I don't know. She has to talk to her boss.
• 27:01
  In my mind, I'm thinking, do you know anything?
• 27:07
  So you're just fine for fine sake.
• 27:08
  You're sitting down here packaging to the teeth.
• 27:11
  But meanwhile we shake you small underneath.
• 27:13
  Nothing, just empty. It's frustrating for customers.
• 27:19
  If you must package, package well, let there be substance.
• 27:23
  If you step into that kind of establishment and the girl looks
• 27:26
  like she's descended from the angels, the daughters of the
• 27:29
  angels of the most high and any question you ask her, she has
• 27:34
  good answers for you. Prep, prep, prep, prep.
• 27:36
  She will overwhelm you with the substance, overwhelm you with
• 27:39
  your beauty. Before you know it, you part
• 27:40
  with your your, your bank card. You're entering your PIN.
• 27:44
  You're PIN. That's the whole idea, not just
• 27:47
  packaging. So Timothy was very, very
• 27:51
  correct because the disciples of packaging in this country were
• 27:55
  plenty people, just package, package, package, package,
• 27:57
  package. Meanwhile, nothing underneath,
• 28:00
  no substance. Then there was OK, it's like 30
• 28:05
  minutes, OK, and it is the last one.
• 28:07
  Then there was Gift from Luby and she had listened to a couple
• 28:11
  of the conversations that we had and she had our own opinions as
• 28:16
  well. But then she mentioned that
• 28:20
  there are some things that she said that validated her own
• 28:24
  experience because she had been dealing with some abusive
• 28:26
  clients. I'll go into the details and OK,
• 28:33
  let me just summarize dealing with some abusive clients.
• 28:35
  People who don't pay well, people who don't pay on time,
• 28:37
  people who are not respectful, people who don't value your
• 28:40
  opinion, who value your own contribution.
• 28:42
  So I've been dealing with some of those people.
• 28:45
  And so this year she decided, you know what, what the hell?
• 28:50
  Actually, I'm cutting these people off the money that they
• 28:52
  owe me self. I don't give an FI don't want to
• 28:55
  gain. She just cut them off.
• 28:58
  Now, of course, some people were saying that's a bad decision,
• 29:00
  that our money is good money. And I told her, I look, my
• 29:02
  sister, you know, what are some things that business people
• 29:05
  determine for their own selves? And I can understand, especially
• 29:08
  when you're broke, because I've been in those situations where
• 29:10
  I'm dead broke and I know that if I collect this thing, it will
• 29:13
  be a disaster. But The thing is, honestly, I
• 29:16
  need money now, now, now, now, now, like I need cash now.
• 29:22
  So there's sometimes that I've closed my eyes and I've gone to
• 29:26
  dance with the devil knowing that this thing is going to be
• 29:29
  it's going to be war. But outside of those emergency
• 29:33
  situations, actually it's not a good idea to keep hanging around
• 29:38
  people who don't pay you well, who don't pay you on time, who
• 29:42
  are not respectful to you, and who don't value your
• 29:44
  contributions. And this is the reason why.
• 29:47
  Remember, at the top of the episode I was talking about how
• 29:49
  the goal is repeat business and referrals.
• 29:53
  If this person does not pay well or pay on time, respect you,
• 29:57
  respect your opinion, respect your contribution.
• 30:01
  Every time the person shows up in January, February, March,
• 30:04
  April, May, June, July to the rest of the year, every single
• 30:07
  time the person is causing you immense stress, that person is
• 30:11
  not helping your life. And usually that person is not
• 30:14
  helping your bottom line because remember, they're not paying
• 30:16
  well, they're not even paying on time.
• 30:19
  So you're making my financial situation worse and then
• 30:22
  stressing me on top again because of what?
• 30:25
  See, that's the reason why I say I understand that when you're in
• 30:27
  an emergency because we all get there.
• 30:30
  Like the bank account is 0 and I need like 500 K for fuel this
• 30:34
  month. I understand how you would just
• 30:36
  close as I say, you know what, I will cry, but at least I will
• 30:40
  get fuel money from this. I understand but this one should
• 30:44
  not be everyday thing, should not be habitual thing.
• 30:51
  So apart from the fact that this person will be a repeat customer
• 30:54
  who is stressing your life, messing up your mental health,
• 30:59
  abusive clients Unfortunately usually they refer abusive
• 31:03
  clients as well. It is hard for a customer who is
• 31:07
  in Kankar Madhu, who is a useless person to now refer a
• 31:10
  customer to you who is a correct person.
• 31:13
  So usually useless customers refer useless customers to you.
• 31:19
  Correct people usually refer correct people to you.
• 31:22
  Now of course, it's possible for a correct person to refer a
• 31:25
  useless person to you. It happens.
• 31:26
  But I'm just saying as a general rule.
• 31:29
  So another reason why I want to run away from these abusive
• 31:31
  people is if we spend more time dealing with people who pay
• 31:36
  well, pay on time, respect us, value our contributions, value
• 31:41
  our opinions every single time that they come, not only will
• 31:45
  our bank accounts smile even though our self esteem, we will
• 31:48
  smile. They give us a good boost.
• 31:52
  It's good for your pockets to boost and it's good for your
• 31:55
  self esteem to boost as well. Then the more they refer other
• 32:01
  people like that, it's just a win win.
• 32:05
  So for that one, I'll leave it up to you, but my own personal
• 32:10
  opinion, one gift from Luke did. I don't know about letting go of
• 32:14
  all the money that they were owing her, but in the long run,
• 32:17
  I think she's correct. Good customers only good money.
• 32:23
  Only people who pay well, pay on time, people who are respectful.
• 32:28
  So that's it. Like I said, no coherent theme
• 32:32
  to today's episode because it was just me responding to to
• 32:39
  call us comments. Probably will make another
• 32:41
  episode like this on maybe next week, Thursday, Friday, because
• 32:45
  radio show is every single Tuesday and that's it.
• 32:48
  So that's it. And that's all.
• 32:50
  Remember if you'd love to connect, you can call send me a
• 32:52
  text message or a WhatsApp message on 08064662140.
• 32:59
  Thank you very much for your time and attention.
• 33:00
  I will catch you next time. Same place right here in your
• 33:04
  headphones or through your speakers, wherever you're
• 33:06
  listening to the podcast.