Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Are Your Sales Targets Realistic? Plus, How to Handle Tough Objections

Transcript

Are Your Sales Targets Realistic? Plus, How to Handle Tough Objections · 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 solve sales and marketing challenges and I'm making
0:06
today's recording from my living room and my neighbor is working
0:11
on his car outside. So expect to hear some noise in
0:13
the background. Now, the goal of this podcast is
0:15
not to tell you about my neighbour's car, but we're here
0:18
gathered and focused on business education.
0:20
So please spread the word so that your friends and family
0:23
members in Nigeria and abroad can benefit from the questions
0:26
that we tackle. They can do that by subscribing
0:29
on Spotify, YouTube, Apple or any player of their choice.
0:33
And if you'd love to connect with me, then call SMS or
0:36
WhatsApp me on 08064662140. Now today on the podcast is also
0:43
going to be another diary session for a team that I'm
0:48
working with, Rudolph, Shell and Elsie, so that you guys can
0:52
listen to this in the future and remember some of the things that
0:55
we spoke about and why and what it is that we have to do next.
0:59
So in one of the sessions that I had with this team of three, and
1:03
they're involved in the Solar sails in Lagos, we looked at
1:09
daily targets. And for those of you who've been
1:10
listening to the podcast for the last week or two, you remember,
1:14
you know, talking about 10 net new calls.
1:17
Why that is important? You know, for any business, it
1:20
doesn't have to be 10, you know, person because it depends on
1:23
each business. But for them, we just came up
1:26
with 10. But the principle is that you
1:29
have to be making a certain number of net new calls every
1:32
day if you're going to keep putting people in the pipeline.
1:35
Or else what will happen is over time, you will close some deals,
1:38
those people have moved. Over time, you will lose some
1:41
deals, those people have moved. And over time, you know, things
1:46
will happen. You will get malaria, you forget
1:48
to call somebody back and all these kinds of things.
1:49
And some people will fall through the crack.
1:51
Those people, those ones have moved.
1:53
Except if you have a system and you know, you're able to catch
1:56
up with them, the bottom line is one day you're going to wake up
1:59
with nobody to talk to you. And the problem with having
2:02
nobody to talk to today is every business has a sales cycle.
2:06
So like back in my wedding photography days, you know,
2:09
sales cycle was like, you know, two months, three months.
2:12
So in other words, if I didn't talk to any bride in January, I
2:16
will have no business in March or in April.
2:19
Is that basic? So every business has that kind
2:22
of thing built in with sales cycle.
2:25
So if you're not talking to net new people every day, it's
2:29
guaranteed you'll wake up one time in the future.
2:31
Your bank account will be on zero and you'll be wondering
2:34
why. So if your sales cycle is 6
2:37
months, the reason why you're broke in December is because you
2:39
are not talking to anybody in June or July.
2:42
It's not magic. It's just a game of numbers and
2:46
it's a game of probability. So that's the reason why we have
2:48
to be talking to net new people every single day, figuring out
2:55
the numbers. You know, it depends.
2:57
You have to talk to the team. It depends on their experience,
3:02
experience level, depends on how quickly they are willing to
3:05
learn. It depends on their skill set,
3:07
it depends on the industry. You know, different things like
3:10
with this team now, Elsie, Shawn and Rudolph, because sometimes
3:18
conversations can take anything between 20 to 30 minutes when
3:21
talking to one person. You know, they said that it's,
3:24
it's unrealistic to assume that you can talk to 10 people in
3:28
three hours and looking at things that way.
3:30
OK, yes, you do have a point. So we have re reviewed, OK, not
3:36
reviewed. We just extended the deadline.
3:38
So instead of making 10 net new calls every three hours, we're
3:43
now thinking by the close of business day you should have
3:46
spoken to 10 brand new callers. But like I said, it depends
3:53
industry to industry, skilled person of the, the skill level
3:59
of the person who's calling and, and you know, the nature of the
4:03
product of the service. Because there's another client
4:05
where we needed to get the salesperson on the phone on the
4:09
phones. And in fact, you know, that's
4:11
also a current client as well. And I spoke to Ogdioga and I
4:15
told her that, look, you have this guy doing too many things.
4:19
We need him to be hitting the phones, especially since we're
4:21
working towards this program that is coming up.
4:24
You have in your database 500 contacts that nobody has touched
4:29
before. You start paying for brand new
4:30
money for Instagram leads and everything.
4:33
Let this guy call this thing. Let's give him one month and let
4:37
him call this thing. Actually, I agreed.
4:40
So now step one, Step 2. And I said we can't have him
4:44
doing this, doing this, doing this, doing this.
4:46
Let the guy just sit down and be calling people.
4:49
When he enters the office 9:00 in the morning, let him just
4:52
call until break. We'll go and, you know, do
4:57
whatever he does, you know, go and eat, go and watch Netflix or
4:59
whatever. I come back and then continue
5:00
calling. And the lady agreed, but she
5:04
even went farther than I thought.
5:05
She was able to delegate other things to every single member of
5:08
the team so that all he had to do was nothing but call on the
5:13
first day. I told the guy, look, we have
5:14
half of their contacts. These are the number of days.
5:17
So on average, if we're doing 33 every day, we should be cool on
5:20
the first day he did 38 and you know, that was not bad.
5:25
So the challenge now is reviewing the calls that he's
5:29
been making to make sure that they were qualitative calls and
5:34
that the level of conversations that he has been having is good.
5:37
But The thing is, because I was able to get some buy in from
5:41
Olga and we removed everything from his plate, all he's doing
5:45
is just making the calls. So he will call.
5:48
He's not in charge of sending the proposal of doing e-mail,
5:51
follow up, nothing like that. He's only just to make the call,
5:53
put all the notes in the diary. Somebody else would take it from
5:57
diary and continue from there. So it depends.
6:02
So for your own industry, it might be two, it might be 3, you
6:05
know, it depends. There was somebody that was
6:07
talking to last year who is in the construction space and what
6:11
he sells is heavy duty equipment.
6:13
Now we didn't end up working together for somebody that sells
6:16
heavy duty equipment. I doubt he can be talking to 10
6:20
people in a day or 38 people in a day because anyway we didn't
6:25
end up working together. So I haven't done research in
6:28
that space, but you know, how many people buy heavy duty
6:33
equipment, you know, tractor, crane, digger, you know, that
6:37
rolling thing that you used to roll quota when you're making
6:40
roads and things like that, you know, So I doubt that there are
6:43
those many companies. And then like I heard from
6:46
someone else who's in the airplane space, you know,
6:49
renting aircraft and things like that, by the time you are into
6:52
that space, I mean, how many airplane companies are there?
6:56
I mean, there's Boeing and then who again, Boeing.
6:59
And then there are not many, you know, they're not up to 10.
7:02
So there's some industries that, yeah, realistically speaking,
7:05
you can't go and be calling 10 people every day.
7:07
But bottom line, the truth is still the same.
7:09
The math is still the same no matter your service, your
7:13
product, your industry, you have to be talking to a certain
7:15
number of net new people every day or else one day you wake up
7:20
and you'll be broke. And the reason why you're broke
7:23
is because you are not talking to people a certain whatever
7:26
beforehand. So let's say for airplanes now
7:29
for instance, I hear the airplanes that the sales cycle
7:31
is like 3-4 years. So if Nigerian, OK, there's no
7:36
more Nigerian Airways, let's see which airplane is there now
7:42
Airpiece. So if Airpiece wants to buy, if
7:46
somebody wants to sell airplanes to Airpiece and you call
7:50
Airpiece today, you're not going to sell that plane to Airpiece
7:53
today. Airpiece is likely going to buy
7:55
that plane 2 years from now, three years from now, four years
7:58
from now. So if you're in that space where
8:00
you're selling airplanes, if you're broke in 2025, it's
8:04
because you didn't talk to anybody in 20 in 2023, Abby,
8:11
2025. Yeah, it means you didn't talk
8:12
to anybody in 20/22/2021. That's the reason why you're
8:15
broke today. So and let me move on.
8:18
I think I've overflowed the set net new calls thing.
8:22
So we reviewed their numbers and then next thing we went into
8:24
handling objections. Yeah, that's what I wanted to
8:27
make today's podcast episode because I think there's some
8:29
good objections here. Now, Cheryl, who's the newest
8:32
member of the team, he called somebody and then the person
8:34
said, where's the office in Abuja?
8:37
And then of course, Sharon broadly said, yeah, sure, we
8:39
have an office in Abuja. The guy said, where's the
8:40
address? And said, no problem, I'll get
8:42
that for you. And then he caught the call and
8:44
then he went to go and speak to his colleagues and then they
8:46
said, ah, sure, we don't have office in Abuja.
8:48
What we have is we have our network of engineers there.
8:51
So you know, we're sorted. The engineer can always go
8:54
outside, you know, diseases that that, you know, So we cover
8:58
Abuja virtually. We cover Abuja.
9:01
Where else they say Kaduna, I can't remember.
9:04
But anyway, the cover Abuja virtually and they have people
9:07
on ground. They just don't have a
9:09
storeroom. They just don't have an office,
9:10
you know, things like that. So of course they have to go and
9:12
call by the guy. They say, bro, you know, we
9:16
actually don't have, no, we actually don't have an office in
9:18
Abuja. But you know, and then he
9:20
explained the situation. So that's the first learning
9:25
from the situation that we who man the phones and who talk to
9:29
customers that does not say what we do not know for sure.
9:34
There actually is no problem with saying, with saying, how do
9:38
I put it? We're saying, oh, I'm not sure
9:40
about that. I know that we have service
9:43
clients in Abuja before. Please let me confirm from my
9:46
colleagues. I'll call you back in 5 minutes.
9:48
There's actually nothing wrong with saying that rather than
9:51
telling the customer we can do this, then you call the customer
9:55
back later on to say actually, you know, when I said we can do
9:59
this, no, we can't. But this, but this but that.
10:01
But that, you know, it just comes across somehow.
10:03
So only say what it is that you know, If you're not sure, say
10:08
you know, I'll take responsibility for that.
10:11
I'll get back to you. Give me 5 minutes, give me one
10:13
hour, give me 30 minutes. And then get back to the
10:16
customer when you say you can. So please, when we're on the
10:19
phone with the customers, only say the one that you know.
10:22
Only say the one that you are sure you know.
10:25
Don't guess. Then another reason why I want
10:30
to bring this up is because, you know, he did the usual thing
10:33
which was, oh, I'm sorry about that Sir.
10:35
No, we don't have office in Abuja, but blah, blah, blah,
10:38
blah, blah. So is this No, but combination.
10:41
Now when we're in sales, we're trying to move people along,
10:44
we're trying to move an agenda along.
10:47
We're trying to lead people somewhere, we're trying to
10:49
influence people somewhere. We're trying to maintain a
10:52
certain groove, maintain a certain module, we're trying to
10:56
maintain a certain motion. You understand what I'm saying?
11:00
We're trying to move things in one particular regard.
11:03
And so it helps when we use lots of positive assumptive language
11:07
and avoid negative, what's the other word, negative language.
11:14
So as much as possible. In fact, Grant Cardone says that
11:18
a salesman should never say no. That doesn't mean you should
11:21
lie, right? So there's some people who are
11:24
that harsh who would say a salesperson should never, ever,
11:27
ever say no. I won't go that far because I
11:30
think there are some situations where actually you do have to
11:32
say no. But The thing is, we have to
11:34
look for ways of being affirmative, being positive and
11:39
carrying on the conversation. So instead of saying if somebody
11:42
asks you where's your office in Abuja, instead of saying no, we
11:46
do not have offices in Abuja, but we have a team of dedicated
11:50
engineers. You know, the problem with that
11:53
is you are now on the back foot. You are now on the defensive and
11:59
that is not a good place for any salesperson to be, for any
12:02
business person to be where you're on the reactive on the
12:07
defensive is not good. So I told him and the team that
12:13
this is how we're going to handle it next time.
12:15
So hold on. Let me just scroll through the
12:17
notes. I want to use the exact phrase
12:19
that we came up with, by the way, this exact phrase.
12:21
Yes, it sounds very formal because I am the one who crafted
12:25
it and I tend to speak very formally when I'm with clients.
12:29
But you don't have to use the exact words.
12:31
Just take the principle and then apply it to your situation.
12:35
Say it how you want to say it. It doesn't have to be in
12:37
English. If you like to flow in Yoruba
12:39
with your customers, then you know, use the principles.
12:42
Flow in Yoruba, flow in Igbo, flow in ethic, flow in pigeon.
12:47
However it is that you want to do it.
12:48
So this is what we came up with that the framework would be
12:51
something like this. So somebody asks, young man,
12:56
where's your office in Abuja? Well, yes, you know, sometimes
12:59
that's the attitude like young man, because they can tell that
13:01
you're young and, you know, they're trying to, you know,
13:04
shake you, you know, fill you up, fill you out.
13:07
And you know, now, Nigel, everybody likes to feel like
13:09
they're a big man. So yes, we do have some of those
13:12
young man situations. So the president says, young
13:15
man, where's your office in Abuja?
13:17
So the response is not, no, we don't have an office in Abuja,
13:20
but we have a team of engineers that what you say is we have,
13:27
I'll put it where did I write it?
13:30
OK. So we have a team of engineers
13:33
in Abuja readily available to visit any site in the FCT at any
13:38
time this week. Is there any particular reason
13:42
why you're asking? So that's how you answer.
13:46
Now you notice I didn't use the word, No, I didn't use the word
13:51
but and I didn't quite avoid the question.
13:54
And another thing is I put in a follow up question there because
13:57
we're trying to get to the root of why these guys asking this
14:00
question. Because if you listen to
14:02
yesterday's episode or maybe the day before yesterday, remember I
14:05
said that lots of us when somebody give us small
14:08
objection, we assume we know the reason why somebody is asking.
14:12
And then we now deal with that, our assumption, but we need to
14:15
figure out exactly what it is that the person is thinking.
14:17
So if somebody says do you have office in Abuja, Where's your
14:20
office in Abuja? Now Shell assumed that the guy
14:24
was trying to size up the company.
14:25
And I agree with him. I think he actually was trying
14:27
to size up the company. You know, do you guys have
14:29
national spread? Maybe he'll drive by and see
14:32
whether the office is a butcher or whether it's an impressive
14:36
mall or something. Then from there, you now know
14:38
how to rate the company because these things happen.
14:41
In fact, there was this time I was, she knew my guy Corey.
14:46
But Corey has left now he has he has Jackpot.
14:48
He carried his whole family and he said to blazes with Nigel to
14:50
blazes all of you. So the guys left and he's now in
14:53
Canada and he used to make documentaries and music videos
14:58
for very popular artists at the time.
14:59
I think he even worked on one MI project.
15:02
So funny thing is, I think people like Corey, they actually
15:05
signed a better chance of blowing here in Nigeria, blowing
15:07
in Canada. But anyway, the guy has gone
15:09
Ghana Jackman. So I was encouraged to his
15:12
office. Now I was just chilling, you
15:15
know, just just because we went to the same school.
15:17
Then somebody called him and he was like, yeah, I'm in the
15:21
office. You can come now, Cory D, you
15:23
know how your web boys can be know he was a very package,
15:26
package kind of guy. You understand that's the high
15:29
packaging. So he he was in Popsy's house
15:34
because Popsy was a military man and built some properties in
15:37
Abuja. So the house was divided into
15:38
two. Upstairs was family unit,
15:41
downstairs credit just converted the whole thing to studio.
15:44
So the place that should have been the garage, you know where
15:47
you park the car inside, you know?
15:49
Yeah, fancy house like that. Yeah, real fancy.
15:51
I mean, which Nigerian parks a car inside the house anyway?
15:54
So the place that should have been the garage, that's what he
15:57
converted to green screen. He painted the place out.
16:01
They just green the top. Then they had different
16:02
backgrounds, then they also had different shooting areas.
16:07
And then he also bought this massive Apple, this massive
16:14
Apple screens, you know, big, big screen like that kind, you
16:17
know, 30 something inches, 50 something inches, like massive
16:20
computers so that people can do editing.
16:22
Then for him and his editors, everybody had MacBook Pro, you
16:27
know, everywhere, just Apple, Apple, Apple, you know, of
16:30
course, you know, ACAC has an AC tight, you know, very whatever I
16:34
have. So the guy called now he said no
16:36
problem in the office, you can come.
16:38
He didn't know that Korea understands how Sir.
16:40
So the guy came into the office because Cordy was an Abuja boy.
16:44
I mean I you can say I was an Abuja boy because my family came
16:47
here in 801983. But I don't speak outside.
16:51
So the guy came into the office now spoke with Corey for like a
16:57
few minutes. I just said one more, he wants
16:59
to make a phone call. He now called his guy.
17:01
The guy now said is speaking in house.
17:03
He was calling his business partner.
17:04
He told him that, look, we are going with these people that you
17:08
know, from what I have seen here, everything is complete.
17:11
This person is the truth. This person has everything.
17:15
If you come and see all the equipment, like this person is
17:18
on point, honestly, like Gaskier, this is the person that
17:21
we're going to use. So I'm going to start
17:24
negotiating money with him right now.
17:26
You just be on standby so that when the time comes to transfer
17:29
the money, excuse me, That's what the guy said, the answer.
17:32
Then he now switched back to English and then started talking
17:34
with Corey. He didn't realize that Corey
17:36
understands how. So when the guy left, Corey now
17:38
told me that OK, this is this conversation that happened.
17:42
So this thing is happening is normal people are always trying
17:45
to size us up. You know, this is the correct
17:47
guy. Is this guy capable?
17:49
You know, so people try to size us up.
17:53
So that kind of thing. Now where's your office in
17:55
Abuja? Do you have office in Abuja?
17:57
Normal. The guy can be sizing you up,
17:59
but we don't assume. We pull out that assumption.
18:03
And that is the whole point of that second part.
18:05
The follow up question, which is, is there any reason in
18:10
particular you're asking? So we have engineers in Abuja
18:15
who are readily available to visit any site in the FCT at any
18:20
time this week. Is there any reason in
18:23
particular why you're asking? And then you hear what the
18:25
person has to say when the person gives answers and he's
18:27
like he's a matter of sizing up. Then Elsie, who has been with
18:31
the team for a very long time, she told us that they actually
18:34
have videos of finished projects, completed
18:37
installations in Abuja, different parts of the North.
18:41
Then they also have what do you call this thing, brochures and
18:47
you know, blah, blah, blah. But we agreed that the photos
18:51
and the videos of the finished installation sites in Abuja and
18:54
other places, that's the one that will really give more or
18:58
was the word give more oomph, give more, more haste, more
19:03
power, you understand, to show that OK, yeah, these people can
19:05
do this job because me, I have a six bedroom mansion on Ministers
19:10
Hill and here they are, they have done an installation for a
19:15
30 bedroom mansion on Ministers Hill for whatever.
19:19
So that's the kind of thing that will inspire the confidence or
19:21
inspire the credibility. So that's the whole point.
19:26
But remember, like I said in yesterday's episode or the day
19:29
before yesterday, whenever somebody throw you a small
19:31
objection, it's not OK to just react.
19:35
But we need to try and ask questions and figure out exactly
19:39
what is on their mind so that you can address it.
19:43
You can address it adequately because sometimes maybe it's not
19:48
sizing you up. Sometimes maybe it's just
19:51
availability and responsiveness. And if that's the case, the
19:54
first part of what you said, which is we have engineers in
19:58
the FCT readily available to visit any site at any time, day
20:05
or night this week that might meet the person's concerns.
20:09
So, but ask first. So that was the response to
20:13
where's your office in Abuja or do you have office in Abuja
20:17
then? OK, This one was some from from
20:21
Rudolph. OK.
20:22
Somebody said basically the scope person was saying that
20:25
look, you're too expensive, you'll be on my budget.
20:27
I'm a retiree and I still want, excuse me, I still want KV-10
20:32
kva. And Rudolph was trying to
20:34
educate the guy that look, you say you want 10 kva but you
20:37
can't be saying that your budget is five M, It's not going to cut
20:40
it. There's nowhere in Abuja or in
20:42
Lagos or Port Accord they'll be able to get 10 kva for this
20:45
disease. I can't even remember the kva
20:47
anyway. But even me that I'm not in the
20:49
business, the first time they said it didn't make sense to me
20:52
because they called the KVA. The KVA was big.
20:54
The guy was saying that his budget is five M And I'm
20:56
wondering like, you know, because I have one small
20:59
inverter in the house, we've done solar from Mumsy.
21:01
So even me as another person I think was not making sense.
21:06
And I've told you guys before that there are people who are
21:09
coming to buy from you. And to be honest, they have no
21:12
realistic price expectations at all.
21:14
None. Their price expectations are
21:16
unrealistic because they've not done any single research
21:19
whatsoever. So when I was in my my wedding
21:22
photography days, I was used to throw those people back into the
21:25
field. Somebody will come and tell me
21:27
that you want wedding photography, you want to do
21:29
video, then you want four books, you want 5 frames, you want 6
21:32
DVDs, you want all the soft copy and then you want them to print
21:36
300 hard copy and all of that. You only want to pay 150 Ki used
21:41
to have those people who straight up like, oh, so I hope
21:43
you don't mind me asking, am I the first person you're talking
21:46
to? They'll say yes.
21:47
I'll say, oh, OK, no wonder because with all these things
21:51
that you said, like there's no way all of that can can work
21:54
with this budget. This is actually what obtains in
21:56
Abuja. In Abuja, you're going to find
21:58
different kinds of professionals.
22:00
I'll even call some names of the competition.
22:02
You have these guys like this, like this, they charge between
22:04
this and this. You have these guys between this
22:07
and this, they charge between this and this.
22:09
And you have the low class people, which I won't say low
22:11
class, of course, because there's no need for me to insult
22:13
my fellow compatriots in the business.
22:17
And you have much more affordably priced individuals
22:22
who are within this and this. So for the affordably priced
22:25
people, this is what you can expect to get for the middle
22:28
range. This is what you can expect to
22:30
get for the high range. This is what you can expect to
22:34
get. So you know what, I think it
22:38
will be best for you to actually go out and talk to some other
22:42
people. Just do some research.
22:44
I'll call you again in about a week and then we'll take the
22:46
conversation from there. How does that sound?
22:48
Most people will say, oh, yeah, sure, no problem.
22:51
And sometimes you would call the people back And now that they've
22:57
gone out and the eye house open small and they've seen that
22:59
their budget is unrealistic. Now you can have a realistic
23:02
conversation. But however, to be honest, there
23:06
were those situations when I'll call back and like joke, like
23:08
joke, the person has found somebody that will give him
23:11
exactly what he wants at exactly that price.
23:15
What my own response to them was, oh, so you found exactly
23:18
what you're looking for. Oh, congratulations.
23:20
Best of luck in your wedding. You know, I'll call you, I'll
23:24
call you after when you're to say what's up because, you know,
23:26
I like to keep friendly with people.
23:27
You never know where this life is going to.
23:28
And then plus when I'm running for president, you know, the
23:31
more people that I know the better.
23:32
So I'm always trying to expand my network and that's how I'll
23:35
just leave it. But by the way, just know that
23:40
those kind of clients, they will stress your life.
23:43
So if you meet somebody who is asking you for the sun and the
23:46
moon and the earth, and the person wants your left leg and
23:50
your right testicle, please avoid those people.
23:53
They will not be worth the trouble.
23:56
The thing that you will see in their hand anyway, the word is
24:00
enough. Otherwise, all you have to do is
24:02
to fall inside that mistake once.
24:04
You will not make that mistake again.
24:06
When I meet those people and I'm broke, I tell myself that this
24:10
poverty I'm going through right now is better than me collecting
24:13
this money and entry into this person's hand.
24:16
I look for a way I weave those people.
24:18
I say jump and pass. I say tell the devil you did not
24:21
see me. I say get behind me, sit up, I'm
24:24
not doing business with you, so where was I?
24:30
So it's normal. Some people have unrealistic
24:32
price expectations. So when somebody tells you I'm a
24:35
retiree, the price is too much, this is what I want, blah, blah,
24:40
blah. OK, The reason why I bring this
24:42
up is this Now Rudolph judge correctly that these people,
24:47
they're not gauging the market correctly.
24:50
All Rudolph did was he just assumed that, OK, because of
24:52
that, this person is not my priority and this is a lost
24:56
deal. I'm not going to be in touch
24:57
with the customer. So he wrote the customer off.
25:00
So I just told Rudolph like, no, no, no, it's not like that.
25:03
Yes, we deprioritize the person, but the goal is this.
25:08
You tell the person just like you did, because Rudolph tried
25:12
to do a good job of explaining to the person that, look, this
25:14
is what obtains. If it is 1015, you know, 10KV.
25:17
If you think EV20, whatever KV that you need, you should be
25:21
looking at this, like this, like this, like this.
25:23
These are the different permutations.
25:25
This is how the thing can work. So after that, send the person
25:30
back into the field. Like, you know what, don't just
25:32
take, don't just rely on my word.
25:35
Go and talk to other people. I'm the first person you're
25:38
talking to, so you won't understand.
25:39
Go and talk to other people. When you talk to other people,
25:41
you know, all things the person will say, OK, it's OK, right?
25:45
So would it be OK for me to call you in about 2-3 weeks?
25:47
Just find out how you're getting along.
25:49
Of course the person will say, sure you can.
25:53
You will now call the person back in that 2-3 weeks, maybe
25:56
one month to find out. Oh, yeah, this is the young man
26:00
Rudolph spoke 3 weeks ago. You said I want to do some
26:04
research. Ah, yes, I remember you.
26:05
So how's the research coming along?
26:07
And then keep quiet. And then you hear, you might
26:11
hear that the man says, well, it turned out to be just like you
26:15
said. I got other quotes.
26:17
And yes, things are looking much more expensive than I thought.
26:20
And then you now engage the person in conversation.
26:22
Oh, really? You found other quotes?
26:23
What exactly did you get for what kind of setup you see?
26:26
And then you might be able to rescue that kind of thing
26:29
because now the person has a realistic price expectation.
26:33
However, if the person says, I told you I found exactly what
26:37
I'm looking for, congratulate the guy and say, oh, OK, good.
26:40
I'm really happy for you that you're able to find what you're
26:42
looking for at the price. And then you end the phone call
26:47
politely. And after that, you say a
26:48
prayer. You say, thank God I did not
26:50
fall into this person's hand. Because if you're a professional
26:53
and you know what's up and you know the certain kinds of effort
26:58
or quality that needs to go into certain kinds of projects, you
27:01
just know that some things a horror movie waiting to happen.
27:05
You don't like how those things they put on Instagram when they
27:07
will say what the client wanted, then they will show picture of
27:11
Rihanna on the red carpet looking all bejeweled and
27:14
everything. And then they will now say what
27:16
the client got. They will now put a picture of
27:18
the client looking, you know, somehow, you know, the reason
27:22
why Rihanna looks the way she does on the red carpet, all
27:26
bejeweled and all be dazzled, is because she paid for the actual
27:29
bejeweling and the bedazzling. But you, you want to have the
27:32
Rihanna look, but you want to pay Taylor, Taylor around
27:36
pricing. Yeah.
27:38
When I was in secondary school, that's what we used to say.
27:39
There was I was an Oscar de la Renta and you know, all these
27:43
what are big, big, big designers.
27:45
So some boys now used to say that's nobody.
27:47
They'll say what are you when you say is Taylor, Laurent as
27:51
you know, Taylor now normally Taylor, Taylor, Laurent.
27:53
So doing myself, that's what we used to say in in Greg's, you
27:57
know, balance day back then. So you want Oscar de la Renta,
28:02
Luke, you want Joe and she something, something, something.
28:05
Look, but you want to pay till on our own price.
28:07
So you get what you're asking for.
28:09
So if you find that kind of client and able to find it, just
28:12
thank God, OK, Thank God I didn't fall into this person's
28:14
hand and they move on. So yeah, that's what you do for
28:19
people who say you're too expensive, blah, blah, blah.
28:24
This is what I want, let me go and do research.
28:27
So yeah, that's your response. Yes, I agree this is beyond your
28:31
budget, but for this specifications that we've
28:34
discussed, this is a much more realistic budget.
28:37
However, is it OK for me to keep in touch to see how you're
28:41
getting along with your research?
28:42
The person will say, sure, no problem.
28:46
Now, another reason why you ask this kind of question, can I
28:48
keep in touch in the future is that allows you to now put the
28:51
person in relationship nurturing sequences.
28:54
Relationship not showing sequences are the phone calls
28:56
that you're going to make to find out how the person is
28:58
getting along with the research so that if he's now on the same
29:02
page, we can continue the conversation.
29:04
But apart from that, you know, all those messages that you send
29:07
once in a while, you know, happy new month, happy new days promo
29:10
available, discount available. New financing, this available
29:14
new model of this available new version of this available new
29:18
upgrade that, you know, all those messages you don't have
29:20
permission to be sending the person that kind of message and
29:23
you know you won't be a pest because you did have that
29:25
conversation like can I be checking up on you, you know,
29:27
once in a while? So that's it.
29:31
So of course, we discussed other things in the meeting with
29:35
Elsie, Rudolph and Shell, but these are just some of the main
29:38
domain that I think we can talk about over here so that you guys
29:43
can get some value from. And then hopefully, I really,
29:47
really hope that Sheryl, Elsie and Rudolph, you guys listen to
29:51
this episode later on and get some value.
29:55
Yeah, get some, get some value from from that.
30:00
And anyone need to say something, but let me not say
30:03
it's not appropriate for for public consumption, at least not
30:07
yet. So that's it.
30:08
And that is all for today. Remember, if you'd love to
30:12
connect with me, you can call, you can SMS, you can WhatsApp me
30:14
on 08064662140. Thank you very much for your
30:19
time and attention. I'll catch you next time.
30:22
Same place in your headphones or in your speakers.