Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Losing Customers with Bad Follow-Up

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Stop Losing Customers with Bad Follow-Up · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Ayede.
• 0:04
  I'm the host of the podcast and I'm making today's recording at
• 0:06
  home, so expect to hear some noise in the background.
• 0:09
  Now the goal of this podcast is solving business problems.
• 0:12
  So issues with customers, issues with marketing, sales, side
• 0:16
  hustles or career. If you're a career salesperson
• 0:19
  or if you feel like something is holding your business back, then
• 0:22
  this is the show for you. So subscribe on Spotify,
• 0:25
  YouTube, Apple, or any player of your choice.
• 0:28
  And if you'd love to connect, call, SMS or WhatsApp me on
• 0:32
  08064662140. Now today on the podcast, I
• 0:38
  would like us to look at how to do follow up or follow through,
• 0:42
  as some of us like to say, in ways that add value to the
• 0:46
  customer. Let me repeat.
• 0:48
  What we're going to look at today is how to do follow up.
• 0:51
  You know, at least that's how we're calling this part of the
• 0:52
  world. You said, how far would that go?
• 0:54
  So I don't know. Have you followed up?
• 0:57
  No, Sir. Or you're going to follow up.
• 0:58
  So now we're going to be discussing that or you're going
• 1:01
  to follow up. Now have you noticed I said
• 1:05
  follow up or follow through? And that's because there are
• 1:08
  some of us in the professional sales training community who say
• 1:14
  that follow through is the most appropriate way to look at it.
• 1:18
  And it's because when you're following through on something,
• 1:22
  it means that you have previously decided with whoever
• 1:26
  it is you are talking with that you guys are supposed to achieve
• 1:30
  one or two things or take one or two actions.
• 1:32
  So following through on that means you're taking some
• 1:35
  specific actions, whether visiting the person, calling the
• 1:38
  person, sending a text message or doing whatever, just to make
• 1:41
  sure that those activities are being carried upon.
• 1:45
  Like let's say normal village meeting, you will go for
• 1:50
  Christmas, there's village meeting, people discuss one or
• 1:53
  two things. The secretary draws up the
• 1:56
  minutes, you know, and duties are shared amongst people and
• 2:01
  then you then that's the end of the village meeting during
• 2:06
  Christmas. The next time people will meet
• 2:07
  again is Easter. Follow through means you will
• 2:13
  now call the head of the family or whoever it was that you know.
• 2:17
  Assign one or two things. You say, OK, this thing will be
• 2:20
  discussed. How far has this person started
• 2:23
  work? The work that they've started,
• 2:25
  where has it gone? How far has it reached?
• 2:27
  What else needs to be done? When is this person going to
• 2:30
  come in? When is this person going to
• 2:32
  hand over that is follow through.
• 2:34
  Now we have to take that same mindset when it comes to
• 2:36
  business as well because lots of times people are having
• 2:40
  conversations with potential customers or clients and are not
• 2:42
  agreeing to anything during the call.
• 2:45
  And so after that you're just left with hello, good morning,
• 2:48
  Sir. I just say may I agree to you?
• 2:50
  Good morning, Ma, We haven't heard from you in a while.
• 2:53
  Good morning, Sir. I just called to see how far.
• 2:57
  Now that kind of follow up is very annoying.
• 3:05
  First of all, to the person who is receiving it, and it's very
• 3:09
  useless and it achieves nothing. But if you take an attitude of
• 3:14
  following through on something because you agreed on something,
• 3:17
  then you can have much more productive phone calls because
• 3:19
  you can now call to say hello, Sir, The reason why I'm calling
• 3:23
  is the last week. Last week I sent you over a
• 3:25
  proposal and you remember we agree that you need like one
• 3:28
  week to consider. So that's why I'm calling.
• 3:30
  Sir. Have you considered the proposal
• 3:32
  and do you have any questions for me?
• 3:33
  You see, that's a different kind of conversation that saying
• 3:37
  hello Sir, just say may I greet you?
• 3:39
  Happy new month, Sir. Madam, it's been a long time.
• 3:43
  Remember your boys boss, I'm loyal.
• 3:48
  You know, all that kind of follow up.
• 3:50
  So what we should be striving to do actually is to follow through
• 3:54
  every time we're having engagements with a potential
• 3:57
  customer or client. We should be agreeing on
• 3:59
  something now that needs to be done to move the agenda forward
• 4:03
  so that the next time we call, we are following through on
• 4:07
  something. So some of you who say semantics
• 4:11
  now, you know, follow up, follow through, what does it matter?
• 4:13
  Well, anyway, I'll leave it up to you.
• 4:15
  So what do you want to say, follow up or follow through?
• 4:16
  I'll leave that up to you. But the principle still stands.
• 4:19
  We should be agreeing to something now that needs to be
• 4:23
  done next week, next year, next month, next quarter that will
• 4:28
  move this agenda forward so that the next time I have to call or
• 4:32
  that you have to call, we are trying to make progress on
• 4:37
  something specific. So that's the difference between
• 4:40
  follow up and excuse me, follow through.
• 4:44
  Now, I have described this whole dynamic in previous podcast
• 4:47
  episodes before and it's called advancements.
• 4:49
  Advancements just means that business deals move forward,
• 4:53
  especially complex sales. Business deals move forward one
• 4:58
  step at a time. And at each step, we are green.
• 5:01
  We will do this, we will do this, we will do this.
• 5:04
  So the example that I always give, not because it's the best,
• 5:07
  but because it's the most simplest 1 is back in the day, I
• 5:11
  would go for bridal shows. That's how I like to build my
• 5:14
  business because I like seeing people, I like talking to
• 5:16
  people. So I will go to a bridal show, I
• 5:21
  will have my register book, my attendance sheet on my desk.
• 5:25
  People will come by my stand. I will try and chat them up.
• 5:29
  The goal is I'm trying to get somebody to drop their phone
• 5:31
  number. For the people that dropped
• 5:34
  their phone number, I'll let them know, OK, today is Friday.
• 5:37
  I'm still going to be here until Sunday.
• 5:39
  So I'll call you next week, like around our kind, Tuesday,
• 5:42
  Wednesday, is that cool? And they will say yes or they
• 5:46
  will say no. Either way, I'll set an
• 5:48
  expectation. Let's say I collect 100 phone
• 5:51
  numbers the next time I call. Now my call is not hello, I just
• 5:58
  want to greet you or hello. I just you know how far or it's
• 6:03
  very specific. Hello.
• 6:05
  This is the chapter you spoke to at the Brides and Babies Bridal
• 6:08
  Fair last week Friday. Of course the person will not
• 6:13
  remember. So it's the teeth chap.
• 6:14
  So. Oh, I remember.
• 6:16
  How are you? Well, I'm OK, I'm good.
• 6:18
  I'm sure you were really tired talking to all those vendors.
• 6:21
  My dear, this planning wedding thing is not easy.
• 6:23
  And so don't worry. That's that's how it can be.
• 6:25
  It's like that, but alright, that's the reason why some of us
• 6:28
  are here. You know, we're here to be
• 6:29
  helpful resources in the way that we can.
• 6:32
  So don't worry, we got you covered.
• 6:34
  Yes, thank you very much. OK, so the reason I'm calling,
• 6:37
  remember when we spoke, I said I was going to call you on Tuesday
• 6:41
  so that we can discuss blah, blah, blah, blah, blah.
• 6:44
  So you can see that that is how advancements are built.
• 6:48
  At the last conversation, we agreed on this next step.
• 6:52
  So when I'm calling, I'm referring back to that next
• 6:54
  step. This is the intention for my
• 6:56
  call and they were moving the business forward, small, small,
• 6:58
  small. So hello is the memory guy that
• 7:03
  he spoke to at the wedding fair. Small talk, small talk, small
• 7:06
  talk. So you remember I said I was
• 7:11
  going to call on Tuesday so that we can book a meeting, have a
• 7:16
  look at some samples, have a look at some albums, you know,
• 7:19
  trying to figure out what it is that you and your husband like.
• 7:21
  Exactly. So.
• 7:22
  Oh, yes, I remember. OK, cool.
• 7:24
  So you're a hobby. When are you guys free?
• 7:25
  What does your Friday look like? And then, you know, we agree.
• 7:29
  I was. OK.
• 7:31
  Cool. No problem.
• 7:32
  Hope you don't mind. And when they text you a
• 7:34
  reminder or I'll buzz your reminder on Wednesday.
• 7:36
  Is that cool? Sure.
• 7:37
  No problem. We caught the phone.
• 7:39
  Now the next time I call, you can see it's not just random
• 7:41
  follow up. It's not a what's up?
• 7:43
  Have you been? I just thought about you guys,
• 7:46
  blah, blah, blah, you know, and all that fancy whatever.
• 7:49
  You'll be a matter of you know, straight.
• 7:50
  I'm trying to gain an advancement.
• 7:52
  Hello. How have you been?
• 7:54
  Remember the last time that we spoke?
• 7:56
  We agreed we're going to have a meeting on Friday.
• 7:58
  Wednesday. Don't reach you.
• 8:00
  She was still on track. OK, cool.
• 8:02
  No problem. I'll text you guys.
• 8:04
  Another reminder Friday, 7:00 AM as I'm heading for the venue.
• 8:09
  So look forward to seeing you guys.
• 8:11
  Hail mom, say I'm popsy for me. I'll see you guys soon.
• 8:14
  End the call. Excuse me.
• 8:16
  So you can see now everything is moving forward small, small,
• 8:19
  small. And this is how complex deals
• 8:22
  are one, one step at a time, 1 advancement at a time.
• 8:26
  So that is the mind frame that we need to have follow through.
• 8:29
  Follow through. Did we agree on something?
• 8:32
  The reason why I'm calling now is to follow through on this.
• 8:37
  So all those calls of I'm your boy, I'm loyal, I just seem I
• 8:43
  agree to you. Happy new Monday, happy new
• 8:45
  Sunday, happy new month. Sending gospel passages and all
• 8:50
  of that. That is a very useless way of
• 8:53
  doing a follow up. And you're just annoying the
• 8:54
  other person because the person sees your number and quite
• 8:57
  frankly, they're like, OK, this guy again.
• 9:01
  And then next week they see your phone number, OK, this guy
• 9:03
  again. And you know, they don't know
• 9:06
  why you're bugging them. Like why are you sending me
• 9:08
  gospel passages? And why are you telling me happy
• 9:11
  new month? You know, like, why are you
• 9:15
  sending me all these messages? That's what they're thinking.
• 9:17
  Like if I need your services, I'll call you.
• 9:18
  It's because you are just doing endless follow up.
• 9:22
  So today we're going to look at ways that we can follow up in
• 9:27
  quote. Remember, I prefer to say follow
• 9:29
  through. How we can follow up or follow
• 9:31
  through in ways that add value to the customer so that when
• 9:36
  they see you, when they hear your phone call or they see your
• 9:39
  ping game because you send message, it is something that
• 9:41
  they look forward to. Or even if they don't look
• 9:43
  forward to, at the very least it's something that was valuable
• 9:46
  to them so that it increases the chances that they pick up your
• 9:50
  next call or that they respond to your next message.
• 9:53
  Now the example that I'm going to give, of course, is from my 3
• 9:57
  Musketeers. And this was a call that Elsie
• 10:00
  made. Now Elsie called the guy who is
• 10:02
  moving into a who called for solar services and yeah, solar,
• 10:10
  solar installation, solar and inverter.
• 10:12
  And you know, the conversation started because you have to ask
• 10:15
  people, you know, the house, number of bedroom, things like
• 10:17
  that. And then the guy said oh OK, I
• 10:19
  haven't moved in yet to I'm moving into a new four bedroom
• 10:23
  house and one room is going to be my office.
• 10:25
  We're going to do this thing at the end of the month and blah
• 10:28
  blah and so else. He said OK, no problem.
• 10:30
  End of the month and it's still far small say we can't talk
• 10:33
  again like 2 weeks. I'll be The guy said sure, sure,
• 10:36
  sure, sure no problem. I really would like to know what
• 10:38
  you guys offer. I said OK, no problem, we'll be
• 10:40
  in touch. And then she also said that
• 10:43
  should be sending the guy WhatsApp message from time to
• 10:44
  time. And the guy said no problem, no
• 10:46
  problem. That's how they ended the call.
• 10:48
  So we assessed, we said OK, the call was OK.
• 10:51
  The the flow, the flow was cool. Rapport was, was all right.
• 10:55
  It seems like like an OK call. Now.
• 10:58
  Of course, you, if you've been listening to this podcast for
• 11:00
  any length of time, you know that for me, I prefer really
• 11:03
  specific, specific advancements. So I'm not really a fan of and
• 11:10
  let's talk again in two weeks. Me, I'm a fan of OK, you're not
• 11:15
  available to talk right now, OK, you say it's going to be two
• 11:18
  weeks. OK, so let me check my calendar.
• 11:21
  So that's looking like October 25th, 27th.
• 11:24
  Does that sound does that sound just about right?
• 11:27
  OK, yeah, sure it does. All right.
• 11:29
  No, Ala no problem. And when I call you around that
• 11:32
  time, I'm hoping we should be able to discuss this and this or
• 11:34
  look at this and this. Do you think that's OK?
• 11:37
  You know, yes. And then we end it.
• 11:39
  So for me, I'm in favour of much more specific things like that.
• 11:44
  But of course, given the circumstance, you know, there's
• 11:46
  a limit to how specific can be. So I told her, no, it's all
• 11:48
  right, you try, you try. Now The thing is this, when you
• 11:53
  spoken to somebody like this, the next point of call that was
• 11:56
  supposed to talk is 2 weeks. You cannot wait until two weeks
• 12:01
  before you boss that person again because people are busy,
• 12:05
  life goes on. That is the mistake that lots of
• 12:08
  Nigerian business people make. You called the person October
• 12:11
  1st, you had a sweet conversation, the person said
• 12:14
  let's talk in two weeks time. Next thing you call him October
• 12:16
  24th and you expect that the rapport will just be smooth.
• 12:19
  You just pick up like life has moved on, the guy has forgotten
• 12:22
  you. So you need to look for ways to
• 12:24
  remain top of mind and that is what follow up or follow through
• 12:29
  as I prefer to put it. That is what this whole thing is
• 12:32
  about. So now the plan was, how are we
• 12:34
  going to bridge this gap for these two weeks?
• 12:36
  Because you'll be unrealistic that you spoke to this guy
• 12:39
  January 1st, you won't call him again until January 21st.
• 12:42
  Because if that's all you do, very, very similar to the that
• 12:47
  two weeks, 3 weeks time, you're starting afresh again, basically
• 12:51
  because you say, oh, it's me now, who is me?
• 12:54
  My name is Chukudi. Now, sorry, which you could eat
• 12:57
  that guy now from the solar company.
• 12:59
  Oh, I'm sorry, I've been talking to three or four solar
• 13:00
  companies. You see, you're starting afresh.
• 13:05
  Excuse me. So let's make sure we're not
• 13:07
  starting afresh. Let's make sure we remain top of
• 13:09
  mind. So I told her that all we're
• 13:13
  going to do now to keep in touch is we can't be doing regular
• 13:17
  standards. You know, the typical WhatsApp
• 13:19
  messaging that people send. You know, This is why solar is
• 13:22
  important for you. You know, standard messages,
• 13:25
  happy new month, you know, happy new week, all those sorts of
• 13:28
  things. Now I really add value.
• 13:31
  Like it's not you're not really staying on top of my top of my
• 13:35
  day and not really standing out. So we have to look for ways that
• 13:38
  are value added. So as the most senior member of
• 13:40
  the team, I said, Rudy, I say, yes, Sir, it's OK.
• 13:43
  Now we need to come up with a plan.
• 13:45
  So I asked him now when people are in this situation, when
• 13:48
  they're about to move house from a solar perspective, like what
• 13:52
  is the main thing that somebody should be paying attention to?
• 13:55
  And I Rudolph said, that's easy. I said, OK, no problem.
• 13:57
  So what is it? He said the first thing is that
• 14:00
  the person needs to be discussing with the electrical
• 14:03
  person in the new house to know whether they have trunking for
• 14:08
  electrical cables and pathways where you lay the system and
• 14:11
  then access to the house as OK, very good.
• 14:13
  I wrote that one down, trunking and cabling.
• 14:18
  Then number two, person also needs to check before they enter
• 14:22
  into the new house whether the distribution board that is that
• 14:27
  panel that has all those funny buttons on it so that if
• 14:32
  something is parking in the house, it will just trip off to
• 14:34
  prevent the house from Catching Fire.
• 14:37
  So you have to check whether the distribution board has allowance
• 14:39
  for inverter or whether they will install new distribution
• 14:43
  board. I said correct, no problem.
• 14:45
  I wrote down on down check distribution board.
• 14:48
  Then the next thing he said also the person needs to think about
• 14:51
  proper ventilation where you're going to put the solar so that
• 14:54
  air can flow because if air is not flowing it will be a
• 14:57
  problem. He tried to explain it, but to
• 14:58
  be honest, I'm not technical so I still don't understand why an
• 15:01
  inverter needs a breeze to flow. For those of you who understand
• 15:04
  why, you know, you can explain it to me again, but please in a
• 15:08
  very simple way because I'm non-technical.
• 15:11
  So anyway, you need to make sure that there's ventilation.
• 15:13
  So I wrote that one down ventilation.
• 15:15
  Then he said some people like to keep the system outside.
• 15:18
  I've been told that before, but me, I think it's a rubbish idea.
• 15:20
  I'm not going to pay all those millions of naira and then we'll
• 15:23
  now keep the system outside because of why I'll come back
• 15:26
  one day and see that neighborhood boys have just
• 15:28
  lifted all my batteries. So you know when there's some
• 15:31
  people here, they put it outside.
• 15:32
  In fact one of my cousins, he puts his own outside, I don't
• 15:35
  even know why. So he said if it's going to be
• 15:38
  outside, you should not put it near the generator to prevent
• 15:41
  vibrations. So it's OK, no problem, I wrote
• 15:43
  it down. So now if you're counting, you
• 15:45
  can see that we have 4 ideas, electrical trunking and cabling,
• 15:50
  then distribution board, proper ventilation and then the outside
• 15:55
  conversation. So, and I told the team that,
• 15:59
  OK, we have been able to come up with these four things now.
• 16:02
  So for somebody in this situation that is moving into a
• 16:04
  new house, value add means every single time you're in touch with
• 16:08
  this person, you're giving this person a valuable bit of
• 16:11
  information, some valuable Nuggets that they did not
• 16:13
  consider before moving, that kind of thing.
• 16:16
  That when you're calling the person, they'll pick your call
• 16:19
  because they know that every single time this guy calls or
• 16:22
  this babe calls, they're telling me something I didn't know
• 16:24
  before and something that is even me helping, helping me to
• 16:27
  set up this new house. So I told them that's the scope.
• 16:32
  So next week when you call is like, what's up?
• 16:35
  I'm not babe called you last week.
• 16:37
  Yeah, I know I'm still not supposed to talk for another two
• 16:39
  weeks. But you know what I thought
• 16:40
  about a couple of things that you should consider whether you
• 16:44
  go with my own company or not as your packing house, there are
• 16:47
  some things you need to pay attention to just to make sure
• 16:50
  that when you're moving, moving is smooth and when you install
• 16:54
  your system installation is smooth.
• 16:57
  So that's the reason why I'm calling you.
• 16:59
  Have a moment to talk. Oh yes, I do, right?
• 17:01
  No problem. So one thing you need to find
• 17:04
  out, talk to your landlord or talk to your electrical person
• 17:07
  over there. Did that person have solar
• 17:10
  before? Oh, I don't know.
• 17:13
  But you need to ask because we need to know whether they have
• 17:16
  laid trunking for solar before and what they have done for
• 17:19
  access to the roof. Because whether you go with my
• 17:22
  company or you go with another company, it is one thing you're
• 17:24
  going to have to do. So it makes sense if you arrange
• 17:27
  these things before, before we get to that stage.
• 17:32
  The original job, like, oh, really?
• 17:34
  OK, thanks. Honestly, I did not know and I
• 17:35
  had not considered that. You see, you have given the
• 17:38
  person value and then you end that phone call, you say no
• 17:44
  problem, we're still talking about two weeks.
• 17:45
  Again, no problem, I'll be in touch.
• 17:48
  Then you kill it there. The next time you call again,
• 17:52
  one agenda again, that's when you now bring out the
• 17:56
  distribution panel thing. And then what I even told the
• 17:59
  team is in that kind of thing. Now that you've called the
• 18:01
  second time and you've spoken to them about distribution panel,
• 18:04
  because every house has distribution panel, but not all
• 18:06
  houses have distribution panel that are suitable for solar.
• 18:09
  That is where you will now say you know what, these things are
• 18:11
  getting kind of technical. So like do you have an
• 18:14
  electrician, an electrical guy and say Oh yes, and just give me
• 18:18
  the guys phone number. Let me be relating with the
• 18:20
  person so that we will sort out all these technical issues
• 18:23
  before we even get to that stage.
• 18:25
  Now not only are you becoming a valuable resource, you're now
• 18:30
  even assuming the sale. This is how people do assumptive
• 18:34
  closes small, small. You're doing something that
• 18:37
  assumes as if, and we're going to work together at the end of
• 18:40
  the day. So you can see you're adding
• 18:43
  value. You're now being assumptive as
• 18:45
  if the deal is your own. So these things, they help, but
• 18:50
  you can see how you're calling this person to follow up.
• 18:53
  I don't like saying follow up or to follow through, but in a way
• 18:56
  that adds value so that even if the guys chilling and doing
• 19:00
  something else and the phone rings and say, oh, is that babe,
• 19:03
  don't pick the call because every single time they pick the
• 19:06
  call, you have something useful to say that is helping them to
• 19:10
  achieve their goal. That is to move into the house
• 19:12
  successfully and to set up the solar system successfully.
• 19:16
  So this is how you add value to someone when you're considering
• 19:22
  follow up or follow through. The thing is just that it
• 19:26
  requires small creativity and it requires small knowledge.
• 19:29
  So like in this case, I could not have thought of all these
• 19:32
  ideas on my own. How can I?
• 19:34
  I'm not a solar expert and is the reason why subject matter
• 19:38
  expertise is very, very important.
• 19:40
  Brian Tracy says is the cornerstone of successful sales
• 19:43
  subject matter expertise. You have to be the expert.
• 19:45
  You have to know what it is that you're doing.
• 19:48
  So I didn't know how to come up with these ideas, but I asked
• 19:52
  Rudolph. Rudolph gave the suggestions.
• 19:54
  We brainstorm with the team. We came up with four ideas and
• 19:57
  that is valuable follow up there.
• 20:00
  So need to think use your professional cap based on my
• 20:05
  knowledge. What this person is trying to
• 20:08
  achieve, the stage that they're at, what they're trying to do,
• 20:11
  you know, what is the thing of value, you know, that they might
• 20:14
  need to know as they're walking down this step, walking down
• 20:17
  that step. When you follow up that way,
• 20:24
  instead of sending the guy message happy new week, you send
• 20:27
  him happy new week three times in a row.
• 20:30
  I mean like, I mean like, what of what value is that?
• 20:33
  Happy new week, happy new month? Or you send him generic message
• 20:37
  solar is important for you. I mean, of course the guy knows
• 20:40
  solar is important for him. That's the reason why he reached
• 20:42
  out to your company in the 1st place.
• 20:44
  But if you do it like this, people look forward to your
• 20:47
  phone calls. Now a note of warning, I am not
• 20:52
  promising you that if you follow all this that you will close the
• 20:55
  deal. Remember, Brian Tracy also says
• 20:57
  that sales is also a matter of probabilities.
• 21:01
  We're trying to increase the probabilities in our favour,
• 21:03
  increase the odds in our favour. If you keep doing best practices
• 21:06
  like this, over time you increase the odds that you close
• 21:09
  more deal deals. But it's not a guarantee that if
• 21:12
  you do this, that this particular deal will close.
• 21:15
  But still, it is a good thing that you should do.
• 21:19
  So First off, excuse me, realize that deals are closed,
• 21:24
  especially complex deals are closed one step at a time.
• 21:28
  Every single time you have an interaction with somebody, you
• 21:30
  should agree on what the next step should be.
• 21:33
  If you're in this case where it's not practical that you
• 21:36
  can't say what the next step will be.
• 21:38
  But sure, you said we'll talk in like 2 weeks time after you get
• 21:42
  off the phone. You cannot let that two weeks to
• 21:43
  pass. If you let that two weeks pass,
• 21:46
  when you call the person, you'll be starting afresh because you
• 21:49
  say, oh, hi, is Elsie. I say El who?
• 21:52
  It says Elsie. We spoke two weeks ago.
• 21:55
  Yeah. I'm sorry, I can't remember.
• 21:57
  No, it's me now. I'm from Lagos, from the solar
• 22:01
  company or I'm sorry, but I've, I've been speaking to like, you
• 22:04
  know, 3 or 4 solar companies, you know, I can't remember.
• 22:06
  So you can't wait for that two weeks to lap you now go and sit
• 22:09
  down and say lap lapse. You're not going to sit down and
• 22:12
  then you brainstorm using your professional cap.
• 22:14
  What are ways that I can keep in touch that will add value to
• 22:18
  this person until we have that final conversation.
• 22:20
  Then when you follow through all these things, like in this case
• 22:24
  we came up with four talking points, 4 talking points in two
• 22:28
  weeks. Actually, it's not bad.
• 22:30
  That means you'll be calling the person like twice a week.
• 22:32
  You called again on Friday, Wednesday, you call him Friday,
• 22:35
  next week, Wednesday, you buzz him again next week, Friday.
• 22:38
  OK, no, that's too. It's too close.
• 22:40
  I mean, OK, let's say, let's say Tuesday and Friday, I call the
• 22:44
  guy Tuesday, call the guy Friday, next week, call the guy
• 22:46
  Tuesday, call the guy Friday. Then you now call him in the two
• 22:49
  weeks, you know, to have that big proposal conversation or the
• 22:52
  big money conversation that you've been having.
• 22:54
  But in the time in between, you've been showing your
• 22:57
  expertise and you've been adding value so it increases the odds
• 23:03
  in our favor. So that's just it for today.
• 23:07
  Whether you've understood what I've said or I don't understand,
• 23:11
  decide today in your heart that you will never do.
• 23:14
  Follow up by saying happy new week, happy new month.
• 23:19
  It's been a while I've been thinking about you.
• 23:23
  Your boys are loyal, caught soap for me.
• 23:29
  What else? You know all those useless
• 23:32
  follow up that you've been doing decide today that you never do
• 23:35
  that kind of follow up again again again because it adds no
• 23:39
  value to your customers. And I'm telling you they won't
• 23:42
  tell you, but I'm telling you some people are irritated by all
• 23:45
  these your follow up. Stop sending them gospel
• 23:47
  passages. Stop it.
• 23:49
  Yes, we want to convert everybody and we want to bring
• 23:51
  everybody over to Christ, but these, these know how, you know,
• 23:55
  focus on the business. When you become friends with
• 23:57
  them, after you've been doing business for a while, you can
• 23:59
  now start talking spiritual things.
• 24:01
  I cannot ask them what's your work like with God?
• 24:03
  Or for now, stop all these sending people gospel passages
• 24:06
  every Sunday. You think you're moving the
• 24:08
  Kingdom of God forward? Yeah, you're not.
• 24:10
  You're annoying people. You're chasing them away from
• 24:12
  God and you're even chasing them away from your company, chasing
• 24:16
  them away from business. So you, you're even making
• 24:19
  things worse for yourself, you're sending them away from
• 24:21
  God and you're make you're not allowing them to, to, to send
• 24:26
  send money to you. So please stop by that rubbish.
• 24:28
  That's not how you follow up. So that's it.
• 24:31
  And that is all for today. Remember if you'd love to
• 24:34
  connect, you can call SMS or WhatsApp me on 08064662140.
• 24:41
  Thanks for your time and attention.
• 24:43
  I'll catch you next time. Same place in your headphones or
• 24:46
  in your speakers.