Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Is Your Sales Approach a Waste of Time?

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Is Your Sales Approach a Waste of Time? · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Aidi.
• 0:04
  I'm the host of the podcast, and I'm making today's recording at
• 0:07
  home. So expect to hear some noise in
• 0:09
  the background. Plus it's a rainy afternoon, and
• 0:13
  the goal of the podcast is solving business problems.
• 0:15
  So if you're struggling to get customers, you have issues with
• 0:17
  marketing issues such as side hustle, or you think something
• 0:20
  is holding your business back, then this is the show for you.
• 0:24
  Subscribe on Spotify, YouTube, Apple or any player of your
• 0:28
  choice. And if you'd love to connect,
• 0:30
  you can call SMS or WhatsApp me on 08064662140.
• 0:37
  Now today on the podcast, I want to talk about something I've
• 0:40
  spoken about in the past and that is data enrichment.
• 0:43
  Again, data enrichment, DATA data not date her, like DATE
• 0:50
  HER. That's not that kind of podcast.
• 0:52
  So data enrichment, just look at what it is and how we can make
• 0:55
  you more successful when you're having conversations with
• 0:59
  potential customers, with potential clients.
• 1:02
  Now, the reason why I want to talk about this today is because
• 1:07
  I've been having a series of, you know, engagements,
• 1:10
  conversations, chats, whatever it is you want to call it with
• 1:13
  podcast listeners. And there's one of them in
• 1:16
  particular who is involved in the sale of software and
• 1:19
  services for customer service and customer satisfaction.
• 1:24
  So she's an employee and, you know, her or gas business and
• 1:27
  that's essentially what the Orga does.
• 1:29
  Now this is the problem, just like the people that I'm
• 1:36
  currently training now in solar and excuse me and some other
• 1:42
  people I've worked with in the past, lots of you who are in
• 1:45
  this sales situation. The problem is you guys wake up
• 1:47
  every day, you go to the office, you sit down at your desk, you
• 1:50
  now boot up your laptop, and then you now have the stack of
• 1:55
  phone numbers to call. And the problem is these phone
• 1:58
  numbers have no information attached to them.
• 2:01
  Let me repeat. So excuse me.
• 2:05
  So whether you sell solar, whether you're selling software
• 2:10
  solutions, whether you're selling educational software or
• 2:14
  whether you're selling coaching services or whatever, The thing
• 2:18
  is, you show up every day, you boot your computer, and then you
• 2:22
  now have a stack of phone numbers to call #1 So excuse me,
• 2:26
  that was a long day. Coaching engagements
• 2:29
  back-to-back. So you have from #1 to #40 and
• 2:34
  the only thing you can see is 080 dot dot dot dot so, so, so
• 2:37
  and so best case scenario, there's a name attached.
• 2:40
  You don't have to call that person.
• 2:43
  So this lady now and other people in that situation, what
• 2:48
  most people do is you already have a skull, a script, your
• 2:52
  head that you've memorized. You now call every single person
• 2:56
  using that same script. Now it's not bad.
• 3:02
  In a way it's good because at least you have sales script.
• 3:04
  It's better than what I used to do before and what lots of
• 3:07
  people do, which is you just call and begin the freestyle.
• 3:10
  So you don't even have a plan. You just call Shah and you know,
• 3:13
  you think anyhow, anyhow, Shah, something will click.
• 3:17
  So the people who have a script, at least they're making some
• 3:20
  progress. What is the problem?
• 3:23
  Conversations have to be personalized and conversations
• 3:27
  have to be adapted to the particular person that you're
• 3:29
  talking to. If not the people that you're
• 3:33
  calling, you will sound scripted.
• 3:36
  You will sound like a robot. You will sound like a
• 3:38
  salesperson. You will sound like, you will
• 3:41
  sound like, can you please just get off the phone?
• 3:43
  Like I have better things to do than to just be answering these
• 3:46
  kind of phone calls. So that's the problem.
• 3:50
  Conversations have to be personalized even when you have
• 3:52
  a script. But The thing is, you can't
• 3:55
  personalize the conversation if you don't have an idea of who
• 3:58
  you're talking to at the end of time.
• 4:00
  Sorry ahead of time. So there's a phone number there
• 4:03
  that says 080 dot dot dot dot electrical or an essay.
• 4:07
  That's the only information how you know the start of this phone
• 4:11
  call, How you know whether you say good morning, Sir, or good
• 4:14
  morning, chief, or good morning Bros, or good day or hi or
• 4:21
  hello. You don't even know how to start
• 4:24
  the call because you just have one phone number.
• 4:27
  The best is you have phone number, you have name, how you
• 4:30
  call this person, how you personalize this conversation,
• 4:34
  how you be relatable to this person.
• 4:38
  This is where data enrichment comes in.
• 4:40
  Data enrichment just means I have some data.
• 4:44
  But I suppose, you know, let me pack it, let me give it body,
• 4:51
  let me add some more information so I have a better understanding
• 4:56
  of who this person is before I pick the phone and before I make
• 4:59
  that call or before I send that information.
• 5:04
  That is what data enrichment is all about.
• 5:06
  I have all these 50 contacts. I think it's a good idea to
• 5:09
  call. Maybe because they responded to
• 5:11
  my advertisement that I put online, or maybe it's because I
• 5:18
  paid somebody. So they went online to go and
• 5:20
  look at business directory. They gave me these phone
• 5:22
  numbers. They think this is the best
• 5:23
  phone number to call. Or maybe I went for a business
• 5:28
  show, a business Expo. Some people came, they wrote
• 5:32
  their names and phone numbers on my list, you know, I have Asha.
• 5:36
  There's a list. I have to call these people, I
• 5:38
  suppose, do some data enrichment so that before I pick up the
• 5:41
  phone call, I know something else apart from 080.
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  This, this is that that, that Kilichi or Haneze.
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  I need to know some more. Now.
• 5:52
  I've already spoken about this in the past where I spoke about
• 5:54
  my own simple stack. Nowadays everybody likes to say
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  tack stack. I have text stack, this stack,
• 6:00
  that stack. So me ma, I have my own text
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  stack and my simple stack is this.
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  And for those of you who are going to reach out on WhatsApp,
• 6:10
  some of you will ask the question because some of you are
• 6:12
  surprised. You say, how did you know my
• 6:13
  name? You put my name in full.
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  I'm saying it again here live. I'm letting you know ahead of
• 6:20
  time when you reach out to me. The reason why I know your real
• 6:24
  name in full before you even told me is because I go through
• 6:30
  this process with every single person before I make a phone
• 6:33
  call or before I engage in a conversation.
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  That is the only way that I stand a chance in building some
• 6:40
  rapport. I'm making this conversation
• 6:44
  sound, you know, fluid sound. OK sound.
• 6:47
  All right, so my simple stack is this true color.
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  I will take your number and paste it in true color.
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  If you reach out to me, If I have anybody I'm supposed to
• 6:57
  call, I will take that number and I'll paste it in Truecaller
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  even when I have a name, because I'm curious and I want to see
• 7:03
  what name comes up. The way that the name comes up
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  sometimes can give you some signals, like for the solar
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  people, I told them, look, take this.
• 7:15
  When you put this number in Truecaller, what came up?
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  So I didn't do that. We did it and we saw one
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  fortified name, you know, I can't remember, maybe like guy
• 7:23
  risky or something, you know, just one of those names.
• 7:26
  And I said this guy is a like, he's a normal boy now this guy
• 7:30
  is slaying a normal boy. So like when you call him, you
• 7:35
  don't have to be so afraid or whatever.
• 7:37
  Like how I put it, getting some background info on somebody
• 7:45
  gives you lots of ideas about how to attack the call.
• 7:49
  No, no attack is too strong. How do I approach the call?
• 7:54
  So anyway, if you reach out to me and I know your full name,
• 7:57
  this is how true colour the name will come up.
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  I take the name, I throw it into Google and then social media
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  comes up and other resources come up.
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  It gives me an idea of who the person is.
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  Unfortunately, some names are very, very popular, like Ademi
• 8:13
  Adenka. If you go and check Ademi
• 8:16
  Adenka, I won't be surprised if there's like 600 of them online.
• 8:21
  So it's one of those things. So if somebody's name is Adenka
• 8:25
  Adeni, then I'm afraid there's not much data enrichment you can
• 8:29
  do. They're just too many.
• 8:32
  Let me see, what other name again?
• 8:35
  You understand, shall you? You know what I mean?
• 8:39
  OK. Like Chukwudi and wearing, yes,
• 8:40
  that's also another popular, Well, not too popular because
• 8:42
  you couldn't wear them. They're not too diminished, but
• 8:44
  not too many. What other name again?
• 8:49
  Anyway, so apart from those scenarios where the person's
• 8:53
  name comes up as a dating car Aderemy or a disorgy Aderemy or
• 9:00
  a dating car, well, you get the picture.
• 9:05
  You can't do much data enrichment, but doing this
• 9:09
  simple stack for more than half the people you call, you turn up
• 9:15
  some information. Now the advantage is when you do
• 9:17
  this, you will not be able to have a tailored and personalized
• 9:20
  call and you won't sound like a robot or an average salesperson.
• 9:24
  Also, sometimes you can discover whether this is a person that
• 9:28
  you should be calling or not. It depends.
• 9:34
  Like for the lady who sells customer service solutions and
• 9:39
  stuff like that, she did the basic search.
• 9:41
  She now saw. Anyway, let me not say, let me
• 9:46
  not say everything because you say I'm being classist, that I'm
• 9:49
  saying that certain kinds of people are like this, are like
• 9:51
  that. So she did.
• 9:52
  And then based on information she saw, she was like, this does
• 9:56
  not look like the person who's going to be using customer
• 9:58
  service software, but she called anyway.
• 10:01
  And it turns out that her suspicions were correct.
• 10:06
  But you see, she had some background information before
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  she made the call. She was able to confirm one or
• 10:11
  two things. And she knows that this is not a
• 10:12
  promising lead. So data enrichment, it helps.
• 10:18
  Now let me give you an example, another example about how this
• 10:22
  will help you determine whether you should be talking to this
• 10:24
  person or not, or how you should start off the phone call.
• 10:27
  For instance, there are people who have been reaching out to me
• 10:30
  for the last three months. They've been telling me that I
• 10:33
  should optimize my Google My Business profile.
• 10:36
  I've spoken about Google My Business on the podcast before,
• 10:39
  so there's no need to explain. Again, some people have been
• 10:41
  reaching out to me to say how far you know how to optimize
• 10:44
  your Google My Business profile. I can help you.
• 10:48
  I can help you do that. We're not expensive.
• 10:51
  So people have been reaching out.
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  Now, if they had followed the simple process, this is what
• 10:55
  they will discover. Step one, they got my contact
• 10:58
  details from business directories.
• 11:01
  That's good. Unfortunately, on most business
• 11:05
  directories I'm listed as IED, film and photography because you
• 11:09
  guys know that I started off in events and it's almost 2 decades
• 11:14
  that that listing has been up. It'll take a while, you know,
• 11:17
  before people realize I'm no longer in that business.
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  But sure, for most people, if you check business directories,
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  that's how you find my number. And that's the reason why
• 11:26
  everybody goes straight to Google My Business because they
• 11:30
  will see that OK, this guy is a business as a photographer, but
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  the last time his Google My Business page was updated was
• 11:37
  like 7 years ago. So this is a prime candidate.
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  Everybody jumps. They only stop at step one.
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  But if they did Step 2, which is take the number and put it in
• 11:47
  Truecaller, it's not the business name that will show up.
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  It is my real name that will show up.
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  If they now do Step 3, which is take my real name and put it in
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  Google from the links, the plenty links that will show, it
• 12:00
  will become very clear that man, even though this guy's number is
• 12:05
  under business, under business directories as ID, film and
• 12:08
  photography. From the links you will see,
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  because believe me, I have over 1100 episodes of the podcast
• 12:17
  done, it will be clear that I have left my photography days
• 12:22
  behind. You'll be able to see that I am
• 12:26
  now a business consultant. I'm now a public speaker.
• 12:29
  I'm now a podcaster. And you will also notice that
• 12:32
  there is no Google My Business listing for my new businesses.
• 12:35
  That is deliberate. I'm not going to bother or
• 12:37
  Google My Business. I'm not going to bother our
• 12:39
  website, but look, that is me being deliberate about some
• 12:43
  things is because for me, I'm using the podcast as a lead
• 12:46
  generation, as an Ave. for lead generation, but we'll talk more
• 12:50
  about that later. But don't copy me.
• 12:52
  For most people, you do need to go and source up your go and you
• 12:57
  know, make it nice your Google My Business profile.
• 13:01
  So if you do this basic research, you will now already
• 13:06
  have an idea about me before you make that call.
• 13:10
  Now these people will now be able to change their call script
• 13:13
  instead of calling me or sending me messages and saying hello,
• 13:16
  Would you like to improve your Google My Business listing for
• 13:19
  Ayede Film and Photography? We are the best, we are the
• 13:22
  cheapest, 50% off, blah, blah, blah, blah, blah.
• 13:24
  They will now be able to change their approach in a manner that
• 13:27
  is relevant. Because anybody who reaches out
• 13:30
  to me saying hello, Ayede Film and Photography, I just ignore.
• 13:34
  It's not relevant. It's not tailored, it's not
• 13:36
  personalized. You see how by not following
• 13:41
  this simple step, the simple steps, it won't take you up to
• 13:44
  two minutes. This thing really helps.
• 13:48
  So now if anybody follows a simple process, they will now be
• 13:50
  able to say something like this. Then I'll be able to say, hey,
• 13:57
  Congrats on the podcast. I can see the podcast is really
• 14:00
  growing. I love your episode about blah
• 14:02
  blah blah. Have you thought about having a
• 14:04
  G MB listing for your podcast? You can see that, OK, now this
• 14:08
  one is kind of personalized because at least it is saying
• 14:13
  Google My Business listing, but he's saying it for the podcast
• 14:16
  or for consulting business. You can see how data enrichment
• 14:20
  can help or the person can say, OK, Congrats on the growth of
• 14:26
  the podcast. I noticed that now your focus
• 14:28
  for business growth seems to be LinkedIn and the podcast.
• 14:35
  So would you like to? I'll put it now I'll put it,
• 14:46
  I've lost my train of thought anyway, but you get what I'm
• 14:49
  trying to say. But just by doing this data
• 14:51
  enrichment, you'll be able to come up with some clever ideas
• 14:53
  and how best to start the conversation.
• 14:54
  Even though I can't remember the second, the second idea that I
• 14:58
  had that this thing could go, but either way, the person is
• 15:01
  going to have a productive conversation with me and the
• 15:04
  person will sound like a professional who can deliver
• 15:06
  value because the person knows that, yes, I used to be a
• 15:08
  photographer. Now this is what I'm doing.
• 15:11
  And the solutions that the person offers, these are the
• 15:13
  possible benefits that he can bring to me.
• 15:16
  We could have a fruitful conversation.
• 15:20
  OK, 15 minutes. I just want to make sure that
• 15:22
  this thing doesn't go too long. So now let's go back to the
• 15:28
  podcast listener. I told her based on discussion
• 15:33
  that we had, I told her step one, just be doing data
• 15:35
  enrichment, that once you do data enrichment, you'll find out
• 15:38
  that your life will be a lot easier.
• 15:41
  She said, OK, let me try it. So the reason why I'm making
• 15:44
  this podcast episode is because it's been 2 days.
• 15:46
  So she reached out. She said I tried it.
• 15:49
  And I said, what was the results?
• 15:50
  And she said there's plenty of work that is hard.
• 15:55
  And then I smiled and I said, yeah, it is.
• 15:57
  But I told you that it will slow down your call volume because in
• 16:01
  that industry, they like to make plenty calls in a day, like 150
• 16:04
  calls a day. If you're doing data enrichment,
• 16:06
  I can assure you, you will not be able to make 150 calls in a
• 16:09
  day. Your call volume will crash.
• 16:11
  Maybe our best be able to do like 30 to 50 in a day.
• 16:16
  So yes, our call volume crashed immediate.
• 16:22
  But guess what, she now knows before she picks the phone
• 16:26
  whether this person is a good person to call or not.
• 16:29
  And now when she has conversations with people before
• 16:33
  she hands it over to the sales team, it is now a better quality
• 16:38
  contact that she's handing over. So there was an immediate
• 16:42
  effect, call volume crashed, but then quality went up.
• 16:48
  Now the problem is most organs would not like to hear the call
• 16:52
  volume crash. They will say haha in KG how far
• 16:55
  last week you are doing average of 150 calls per day.
• 16:59
  This week so far you've only been doing 30 calls per day.
• 17:02
  What is happening? So yes, I know that the average
• 17:05
  and general guy will not be happy.
• 17:07
  But I can tell you that this whole thing about data
• 17:10
  enrichments, it, it makes a world of a difference for those
• 17:14
  of us who have to grow businesses by picking up the
• 17:17
  phone and calling people. Assuming that you do not work
• 17:23
  for an auger who is going to say, look, call 100 people every
• 17:26
  day, call to 50 people every day.
• 17:30
  Just remember that it's not about the number of people that
• 17:33
  we talk to. It's not about the number of
• 17:34
  phone calls that we make. At the end of the day, it's
• 17:37
  about having the most productive conversations that we can have.
• 17:42
  It's about how productive. So we should be trying to have
• 17:45
  as many productive conversations as possible.
• 17:47
  And data enrichment is the beginning of that process
• 17:52
  because at least before you pick up the call, you will now know
• 17:54
  that, OK, this guy is like this or these babies like that.
• 17:58
  Or at the very least, you know that this is a man or this is a
• 18:02
  woman. So that when you pick up before
• 18:04
  you can, you can say confidently, good morning, Sir.
• 18:06
  Because of course, it sucks if the number is there, there's no
• 18:09
  other information. You call and say, good morning,
• 18:11
  Sir. And then you hear the woman's
• 18:13
  voice saying, I'm not a man, good morning.
• 18:15
  Who am I speaking with? You know already the call is off
• 18:17
  the wrong note. So at the very least, if you did
• 18:20
  do data enrichment, you know, whether if you say good morning,
• 18:23
  Sir or good morning, ma, if nothing else.
• 18:27
  So please, it's about the quality of the conversation and
• 18:30
  all the tips, tricks and tactics and things you talk about over
• 18:33
  here on the podcast are deliberately geared towards
• 18:36
  making sure that we have productive and good quality
• 18:42
  conversations. The thing about speed is don't
• 18:45
  worry, you get faster over time. The more you do these things,
• 18:49
  you know, the faster you will get.
• 18:54
  But don't worry about speed now, just worry about quality now.
• 18:58
  Do as many as you can, but try and make sure that we're having
• 19:01
  good quality for phone calls. So that's it and that's all.
• 19:05
  Remember if you'd love to connect, call, SMS or WhatsApp
• 19:08
  me on 08064662140. Thank you for your time and
• 19:13
  attention. I'll catch you next time.
• 19:15
  Same place in your headphones or in your speakers.