Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Ultimate Guide to WhatsApp Networking

Transcript

The Ultimate Guide to WhatsApp Networking · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. It's available on Apple, on
• 0:04
  Spotify and on YouTube. I'm your host, Tavishima Ayede.
• 0:09
  If you'd like to connect with me to explore opportunities, then
• 0:12
  hit me up on 08064662140. The country code is +234.
• 0:19
  For those of you who are not Nigerian, it's my WhatsApp
• 0:21
  number as well, so you can call, you can send me a WhatsApp
• 0:24
  message to connect on social media.
• 0:27
  Just hit me up on LinkedIn. So today, OK, today, what I
• 0:33
  would like us to discuss is, excuse me, is how to reach out
• 0:37
  to people on WhatsApp or SMS, you know, all those other
• 0:41
  outlets reaching out to prospects or reaching out to
• 0:44
  people that you're curious about and you want to run one or two
• 0:46
  things with them. Now, the reason why I'm making
• 0:48
  this podcast episode is because, well, by coincidence, I've
• 0:52
  received a couple of messages in the past couple of days.
• 0:55
  And you know, the messages are just, you know, hi, the person
• 0:58
  will just say hi and then not say anything else or the person
• 1:01
  will just say good morning and not say anything else.
• 1:04
  Some people will just say hello and not say anything else.
• 1:08
  Some people will try and they will just write is this XYZ and
• 1:11
  not say anything else. And it seems to be a tradition
• 1:14
  in this part of the world in Nigeria.
• 1:16
  I don't know if those of you listening from different parts
• 1:18
  of the world, because I think we have like 30 something percent
• 1:23
  of listeners are in America. A few of you are in the Uki
• 1:28
  won't have some people, surprisingly, in China.
• 1:30
  I don't know if you guys are actually Chinese or maybe it's
• 1:33
  Nigerian diaspora. So people listening, listening
• 1:35
  in different parts of the world. So I don't know if you guys have
• 1:37
  this kind of tradition there where you're just chilling, you
• 1:39
  know, with your phone and then the message comes in, ping him,
• 1:42
  you look and then the message is just hi and the person didn't
• 1:45
  say anything else. So now today's episode is just
• 1:49
  to help to, you know, deliver some common sense and to, you
• 1:57
  know, if you've been doing this kind of thing, you just have
• 1:59
  somebody message hi or just good morning.
• 2:01
  You didn't put anything after that.
• 2:02
  Hopefully this message is going to or rather this podcast is
• 2:06
  going to help you take dressing on how to be much more effective
• 2:10
  when you're using WhatsApp, using SMS for outreach.
• 2:13
  Because a lot of the times you guys actually do have some
• 2:16
  pretty interesting things to say.
• 2:17
  You just don't know how to go about it, how to go about
• 2:19
  starting the conversation. So today I'm going to come up,
• 2:22
  I'm going to give you guys a simple conversation framework.
• 2:24
  It applies face to face. It also applies e-mail, also
• 2:27
  applies text message and should help you guys get your start the
• 2:33
  out feature in a much more what's the word effective
• 2:36
  manner. Oh, by the way, in case I
• 2:38
  haven't figured out, this is going to be a noisy episode
• 2:40
  because I'm out and about to expect to hear some
• 2:41
  interruptions. Now, before we get into the meat
• 2:44
  of the topic, I'd like to shout out Genesis Benjamin.
• 2:48
  And I'm going to give him the award for the most interesting
• 2:51
  Nigerian name ever because I have not come across well.
• 2:55
  We've come across some Nigerians who have two English names.
• 3:00
  It's rare, but those Nigerians exist.
• 3:02
  You know, like you'll find a Nigerian who is named Adam.
• 3:06
  OK, No, Adam Smith is is more of like an American thing.
• 3:10
  I can't remember. In fact, that's how rare they
• 3:13
  are. I can't even remember anyone
• 3:15
  right now who has one of those names.
• 3:17
  You know, like English name, English name, but of those
• 3:20
  people who have those sorts of names, I think this is the most
• 3:23
  unique name ever. Genesis Benjamin, thank you very
• 3:26
  much for listening to the show. He discovered the show on
• 3:28
  Spotify, even sent me the screen grab to show what particular
• 3:33
  episode it was on. Thank you very much.
• 3:34
  I appreciate the enthusiasm. And then he reached out to me on
• 3:37
  WhatsApp. So Genesis Benjamin works with
• 3:40
  the Ogun State Broadcasting Corporation, if I remember
• 3:43
  correctly, and then he's into selling fashionable
• 3:48
  wristwatches, you know, all those sorts of things.
• 3:50
  So thank you very much, Genesis Benjamin, our award winner for
• 3:54
  the most unique Nigerian name ever.
• 3:56
  At least on for now, until I come across another podcast
• 3:59
  listener who has a, you know, 2 step Nigerian name, you know,
• 4:04
  both English name and it's more unique than Genesis Benjamin.
• 4:07
  Oh, by the way, Genesis is his first name.
• 4:09
  So that's also another reason why I love my Nigerian people.
• 4:12
  You know, we always come up with pretty interesting names,
• 4:17
  interesting names that make sense because I have that Elon
• 4:20
  Musk here that he named one of his children X or something like
• 4:23
  that. I'm like, which one is X?
• 4:25
  What kind of rubbish is that? And I think for Beyoncé and Jay
• 4:28
  ZI, mean Beyoncé and Jay-Z, like they name one of their child,
• 4:31
  the children Blue, I'll be Blue Ivy or something.
• 4:35
  Like you guys just pick some random names, you know, from
• 4:37
  like from where? But only in Nigeria, you know,
• 4:40
  interesting names, but at least the name didn't make sense.
• 4:44
  All right, so straight to the topic for today, how to reach
• 4:48
  out to people on WhatsApp. You find somebody interesting,
• 4:51
  you want to talk to the person or you hope you want to do some
• 4:53
  business with the person. And let's say in the past what
• 4:56
  you've been doing is you just send a message.
• 4:57
  Hey, you just send a message. Good morning.
• 5:01
  You just send a message. Hello.
• 5:04
  Or you just send a message. Is this XYZ like some people who
• 5:07
  send me a message? Is this tablishing a question
• 5:10
  mark? And you just leave that as the
• 5:12
  first message and you're wondering why people are not
• 5:15
  responding to your message and then you will now tell someone
• 5:19
  like me that I tried prospecting using WhatsApp, I tried reaching
• 5:23
  out to people via SMS, but it doesn't work.
• 5:25
  People doesn't people don't respond to messages.
• 5:28
  That is the reason why people are not responding to your
• 5:30
  messages because if you've been using this approach.
• 5:32
  Hi, good morning. Hello.
• 5:35
  Is this Tavishma question mark? It is inadequate because when
• 5:41
  you are reaching out to people and they don't know who the F
• 5:43
  you are and the message just comes in high, it doesn't solve
• 5:48
  the problem because as a Nigerian guy or girl, you're
• 5:51
  just minding your business. You're playing Candy Crush on
• 5:53
  your phone or you're trying to play chess on your phone like I
• 5:55
  play chess. Although you should be working
• 5:58
  because right now it's 1154 in the day.
• 6:01
  So if you're playing Candy Crush or if you're playing chess, that
• 6:04
  is a 0 for you. You better, you know, hop on the
• 6:08
  phone, make some calls or drive to a customer's office or get on
• 6:11
  the keyboard, you know, do something chef, go and do some
• 6:13
  work. So, so you're just person just
• 6:16
  there with their phone. A strange number comes in like
• 6:19
  that. It doesn't solve the main
• 6:20
  problem. The main problem for the
• 6:21
  Nigerian person who is holding their phone right now is who it
• 6:24
  is. Who is this person?
• 6:26
  Why are you hitting up my phone? Why are you bothering me?
• 6:30
  So when we are reaching out to people over WhatsApp, in fact,
• 6:34
  even for people who self that we even have their phone number,
• 6:37
  it's not a good idea to just send hi.
• 6:39
  I mean, except if you're sending a message to Momsy or Popsy.
• 6:42
  If Popsy sees hi on his phone, he will smile and say my
• 6:45
  daughter has remembered me this morning.
• 6:47
  And then he replied this one that my darling daughter has
• 6:49
  remembered me this morning. I hope all is well because he
• 6:52
  knows that you're about to beat him, you know.
• 6:53
  But at least with Popsy there's a good way to start the
• 6:55
  conversation. With moms, he is a good way to
• 6:57
  start the conversation but if you are me, you know we're
• 7:00
  friends you know we're all once in a while and you just send me
• 7:03
  a message. Hi I'll still be wondering OK,
• 7:05
  this one that Ching is sending me a message.
• 7:07
  Hi Like hi over what? Or Kunle just sends me a
• 7:10
  message. Hi and I'm wondering OK Kunle,
• 7:13
  you Remember Me today. Why is he sending this message
• 7:15
  doesn't solve the problem as people want to know who are you
• 7:19
  or why are you in my inbox this morning?
• 7:22
  So it's a simple conversational framework that goes like this.
• 7:26
  And I've talked about it on the podcast several times.
• 7:28
  But for those of you who are newbies listening, this is how
• 7:31
  it goes. Greeting, intention, question,
• 7:36
  proposal, and then close. Let's go about the framework
• 7:39
  again. First of all, you give an
• 7:41
  appropriate greeting. Now, when I say appropriate
• 7:43
  greeting, appropriate means relative to the person, the
• 7:47
  context, your relationship, you know, things like that because
• 7:49
  there are some people that the only appropriate greeting is
• 7:52
  good morning, Sir. There's some other people that
• 7:55
  are appropriate greeting is guy. How far?
• 7:58
  There's some other people that the appropriate greeting is a
• 8:02
  mummy of life and destiny. Your boys are loyal.
• 8:05
  So it depends on the context. So I'm not one of those people
• 8:09
  who's going to say that your greeting must always be this way
• 8:11
  or always be that way. It depends.
• 8:14
  So it has to be appropriate according to the context,
• 8:17
  according to what the person respects so expects, according
• 8:21
  to your relationship. So it depends.
• 8:25
  Because it's perfectly fine that you work in the financial
• 8:28
  services industry and maybe you sell insurance.
• 8:30
  It is perfectly fine that you greeting somebody can be a mommy
• 8:34
  of life and destiny. Your boys are loyal.
• 8:36
  That can be an appropriate greeting even though you sell
• 8:38
  insurance, provided you aren't a woman.
• 8:41
  You guys feel like that. I'm assuming maybe she's old
• 8:44
  enough to be like your mom. See, but maybe she's a very
• 8:47
  blunt and direct person that you guys have been having that kind
• 8:50
  of conversation. Yeah, in that case, that would
• 8:52
  be an appropriate greeting. Are you meeting her the first
• 8:54
  time? The appropriate greeting might
• 8:55
  be good morning, Ma, or sending her an e-mail.
• 8:58
  Appropriate greeting might be Good morning, Madam.
• 9:01
  You know XYZ, so appropriate greeting.
• 9:05
  The next is intention. You always need to let people
• 9:08
  know what's up. Why are you making this phone
• 9:10
  call? Why did you come to their
• 9:12
  office? Why did you send them an SMS?
• 9:15
  Why did you send them an e-mail? And when we start doing virtual
• 9:19
  reality and all whatnot, you know, with the like, Apple
• 9:21
  headset and all that, you also need to let the person know why
• 9:24
  are you trying to enter into my virtual space?
• 9:26
  I'm here chilling in virtual space and I'm trying to watch,
• 9:29
  you know, Sonic the head, Sonic the Hedgehog Part 5 or whatever.
• 9:32
  So why are you trying to disturb my cinema experience?
• 9:35
  So you need to let the person know the intention.
• 9:39
  Then the next stage is questions.
• 9:41
  The reason why a question is there is because usually
• 9:44
  whenever we're trying to hit somebody up, we have a place
• 9:46
  that we're going to. There's something we want to ask
• 9:48
  them, there's a proposal that we want to make.
• 9:50
  You cannot make an appropriate proposal, relevant proposal
• 9:54
  until you ask a few questions and you figure out where this
• 9:56
  person is coming from. In that case, you can make a
• 9:58
  proposal that makes sense to both of you and then close is
• 10:01
  just you try and get them to take the next step.
• 10:03
  So that's the summary of a simple conversational framework.
• 10:06
  And we'll just use 2 examples now so that you can see how this
• 10:08
  thing applies in SMS. Again, the framework is simple.
• 10:11
  It's greeting, intention, question, proposal, and then
• 10:19
  close. So let me use 2 examples now
• 10:23
  because one person hit me up, you just say good morning, she
• 10:26
  just left it like that. The other person hit me up, you
• 10:29
  just said hi. And she she just left it like
• 10:31
  that. Oh, by the way, it's just a
• 10:32
  coincidence that both people are women.
• 10:34
  Just a coincidence. I'm not saying this is a woman
• 10:37
  thing. So please nobody crucify me.
• 10:40
  So the first person good morning now because you know, I'm a
• 10:45
  sales professional. I understand how people are.
• 10:46
  So me, I move the conversation along, but if you're talking
• 10:50
  with an ordinary person who is not in business, like my wife
• 10:52
  for instance, or my mom or my mother-in-law or my
• 10:54
  father-in-law, you just say hi. What do you think the response
• 10:58
  will be? My wife will just ignore, my
• 11:00
  mother-in-law will ignore, my mother will ignore, my
• 11:03
  father-in-law will look and my father-in-law will also reply hi
• 11:06
  and leave it like that. The ball is now back in your
• 11:09
  court. You shall have to move the
• 11:10
  conversation forward. So just saying hi or just saying
• 11:15
  good morning, that's not a good idea.
• 11:18
  So I moved the conversation along.
• 11:21
  And so I now know the reason why they are sending a message.
• 11:24
  So this is what they should have done instead.
• 11:26
  So the lady that just sent the message good morning, she said I
• 11:29
  sent a message saying good morning Tavishima, concerning
• 11:34
  our yesterday's meeting. Apologies that I couldn't make
• 11:36
  it. Ma'am, you send it as a message.
• 11:39
  So I see the message, you know, and immediately I now know what
• 11:44
  the context is about and I can continue the conversation
• 11:47
  accordingly. Then from there, from that small
• 11:50
  introduction, Good morning Tavishma, concerning our meeting
• 11:53
  yesterday, apologies that I couldn't make it.
• 11:56
  Then the greeting and the intention that's in there.
• 12:00
  The question would be, are you still interested in continuing
• 12:03
  the conversation or would you like to, would you like for us
• 12:06
  to try having a meeting again? That's the question.
• 12:09
  The proposal as the conversation as you guys are thinking back
• 12:12
  and forth, the proposal would now be, would you be available
• 12:14
  next week Wednesday? Unless they have, I say yes,
• 12:18
  then the close would be, oh, thank you very much.
• 12:20
  I'll schedule that in the calendar.
• 12:22
  I will ping you a reminder on Tuesday evening.
• 12:25
  Will that be OK? Question mark?
• 12:27
  And to which I would respond and say yes.
• 12:29
  And then that's it. So you can see now you have had
• 12:32
  a very productive SMS exchange, WhatsApp exchange, Telegram
• 12:37
  exchange, e-mail exchange, whatever exchange by just
• 12:41
  following this format instead of just saying good morning.
• 12:44
  And then you keep quiet. I'm the one that's now asking
• 12:46
  you like alpha, I didn't see you during the meeting yesterday
• 12:50
  because by the way, that's rude. You guys schedule a meeting.
• 12:54
  You don't show up for the meeting.
• 12:55
  You don't say anything. You now send the guy a text
• 12:59
  message just saying good morning.
• 13:00
  You leave it like that. It is now me, the slighted
• 13:03
  party. You didn't show up for the
• 13:04
  meeting that is now asking you like alpha, why?
• 13:06
  Why didn't you show? It's it's somehow so that should
• 13:10
  be that should have been the approach.
• 13:11
  Good morning concerning yesterday's meeting.
• 13:14
  My apologies, you know, blah blah blah.
• 13:16
  Excuse excuse, excuse. Would you be available next week
• 13:19
  Wednesday? OK, cool, reconfirm.
• 13:21
  I'll send you the zoom link and I'll ping you a reminder on on
• 13:26
  Tuesday then end. Fruitful.
• 13:29
  Now the next lady that sent me a message, she just sent a
• 13:32
  message. Hi.
• 13:34
  So like I said, because I'm in sales, I know what's up, I know
• 13:36
  where she's heading. I try and move the conversation
• 13:39
  along, but this is how she should have done it.
• 13:41
  She should have done it this way.
• 13:43
  By the way, lady that sent me this message was a strange
• 13:45
  number, but because I was kind of expecting that she would hit
• 13:48
  me up anyway, I kind of was expecting because I had spoken
• 13:51
  to some other guy about this whole thing.
• 13:53
  So when I saw it, you know, I was not surprised.
• 13:54
  I just checked country code like, oh, OK, OK.
• 13:57
  I see this is babe that guy was talking about.
• 14:00
  So this is how I should have been, should have been.
• 14:02
  Hi, OK. Chuku said you are interested in
• 14:06
  crypto question mark or you're interested in crypto.
• 14:10
  Is that correct or whatever? Something like that.
• 14:12
  That simple introduction will do two things #1 there's an
• 14:16
  appropriate greeting there. Then #2 it has stated the
• 14:18
  intention #3 you have looked in a common friend or a common
• 14:25
  acquaintance that both of you had.
• 14:28
  You know, if it's a referral, you must always loop in, always
• 14:30
  mention the referral. So like I tell people this, but
• 14:34
  people just don't seem to get it.
• 14:35
  Like you collect the phone number for Madam Constance and
• 14:41
  you get the phone number from Odogu Benjamin and then you just
• 14:46
  show up at Madam Constance House and then you start having the
• 14:48
  conversation. You know?
• 14:48
  No, when you show up at Madam Constance house, you say, oh,
• 14:51
  thank you very much man, for, for meeting blah, blah, blah.
• 14:53
  I got your number from Odogu Benjamin.
• 14:56
  And you say, Oh, Benjamin, my long lost friend, how is he now?
• 15:01
  Sure, he's fine. Oh, blah, blah, blah.
• 15:02
  How do you even know Benjamin itself?
• 15:04
  You know, you've already started off with rapport, some
• 15:06
  commonality. So I don't know why some people
• 15:08
  don't do that. Somebody refers you always drop
• 15:11
  the person's name. So in this case, instead of just
• 15:13
  saying hi question mark, I'm leaving it like that because
• 15:16
  honestly, it was my wife. My wife just says hi.
• 15:18
  My wife will assume this person scammer.
• 15:20
  My wife will block my mother-in-law will just ignore
• 15:25
  my own mother will just block my own father-in-law.
• 15:29
  He can be mischievous, so he might decide to engage.
• 15:32
  This one is a scammer, Abby. He might decide to engage to
• 15:35
  continue winding up the person, just follow the person and be
• 15:37
  playing in the conversation. But you can see that either way,
• 15:41
  the responses are not good. The more effective way is
• 15:45
  greeting intention. So in this case, hi, Okuchuku
• 15:48
  said you're interested in crypto, is that correct?
• 15:51
  Okuchuku said you would love to know more about crypto.
• 15:53
  Oh, sorry. In this case, I think you better
• 15:55
  put the person's son in as well because you know, we're
• 15:57
  Nigerians now. So Okuchuku, you know them
• 16:00
  plenty. There's many Okuchuku.
• 16:02
  So in this case, hello, I was talking to Okajuku one or so
• 16:08
  last Tuesday and he said you're interested in learning more
• 16:10
  about crypto question mark. So in that case, you see now the
• 16:14
  conversation will just be flowing, be flowing, be flowing
• 16:16
  because the person you sent the message to, which is me in this
• 16:19
  case, I opened the phone and two questions I answered, who is
• 16:23
  this? Why is the person hitting up my
• 16:25
  phone? What's the connection between me
• 16:27
  and that person? So that'll be the perfect
• 16:29
  opener. Now, of course, as the texting
• 16:32
  back and forth continues, you the questions would be, let me
• 16:40
  see. I think would make sense to ask,
• 16:42
  you know, how much the person knows about crypto, whether
• 16:44
  they're familiar with crypto, why they're even thinking of
• 16:45
  investing in crypto, all those sorts of conversations.
• 16:48
  And then you now round it up with, oh, sorry about that.
• 16:52
  A call is coming through. Funny enough is the lady who
• 16:55
  sent me the first message, She's the one who is now calling.
• 16:57
  OK, after I cut this thing now, now answer her.
• 17:02
  Oh, by the way, you see what I've been saying that you know,
• 17:04
  it's best to do a phone call if you're just saying hi and the
• 17:07
  person ignores, you know, then what?
• 17:09
  You know, you have to find ways of pushing out the conversation
• 17:11
  yourself anyway. So actually what she should have
• 17:14
  done, which is what she's doing now, is actually to have called
• 17:17
  and have this conversation instead of trying to ping when
• 17:22
  you're able to make a meeting. That's what I was saying.
• 17:27
  OK, so I ran over a couple of ideas about what kind of
• 17:31
  questions you know you would ask the person in the picking
• 17:33
  message. What do you know about crypto?
• 17:35
  Why are you interested in investing in crypto?
• 17:37
  What kind of returns are you looking for?
• 17:38
  Then the proposal in this case would be are you open for a
• 17:42
  phone call or can I come back to your office or blah blah blah to
• 17:44
  talk some more or to look at specific proposals That will be
• 17:48
  the proposal and let's say the person is truly interested.
• 17:51
  The person says yes, and then OK, yeah, you've proposed the
• 17:55
  day now, Friday, December 25th or whatever, and then it'll also
• 18:01
  be OK. Thank you very much.
• 18:02
  I'll ping you a reminder on Thursday evening just to confirm
• 18:05
  that we're still on course. Would that be OK?
• 18:07
  The person will say yes, and then that's it, conversation
• 18:10
  over. And that is the simple framework
• 18:14
  about how you should be conducting your conversations,
• 18:18
  whether it's SMS or e-mail or in person.
• 18:21
  You show up or you ping with an appropriate greeting.
• 18:26
  Next, state your intention. People want to know why are you
• 18:30
  here? Why are you disturbing me?
• 18:32
  Then ask a couple of questions. The answers will give you all
• 18:36
  the information that you need to make an effective proposal.
• 18:39
  Sorry, to make a relevant proposal that would be good for
• 18:42
  both of you and then try and get the person to take action on the
• 18:46
  next step, which is the close. So if you do that, you'll be
• 18:49
  fine. So for those of you who have
• 18:51
  been trying to start conversation by just sending
• 18:53
  message, hi, you just send message.
• 18:56
  Good morning. You're just ping somebody.
• 18:59
  Hello, I'm just sending message is establishing my you did
• 19:03
  question mark. That is not the most effective
• 19:06
  way to start off the conversation.
• 19:08
  So if you send a message is establishing my ID.
• 19:12
  I discovered you on so so so and so and I'm reaching out because
• 19:15
  I want us to do ABC and XYZ, that kind of text message
• 19:19
  somebody will see and he answers the main questions.
• 19:22
  Who is this? Why are you hitting my phone?
• 19:24
  What is our relationship? The person will now know whether
• 19:26
  OK let me engage or let me weave this one.
• 19:29
  So yeah, that's it. So remember if you'd love to
• 19:32
  connect with me and explore opportunities, the phone number,
• 19:34
  the WhatsApp number is 08064662140.
• 19:39
  The country code is +234. Again, for those of you who are
• 19:41
  not Nigerian, then you can also connect with me on on LinkedIn,
• 19:48
  on social media. Also, I got distracted, one of
• 19:52
  my neighbor's car broke down and the idiot is trying to tow the
• 19:56
  car with a Kia. I wonder how this is going to
• 19:58
  work. I've never seen somebody use a
• 20:00
  Kia with rope trying. Oh, OK, it seems to be working.
• 20:04
  Interesting. So ladies and gentlemen, now we
• 20:07
  know that the Kia is a very strong car.
• 20:09
  Even though it's tiny and it looks like a computer mouse,
• 20:13
  apparently it is strong enough to pull another car.
• 20:15
  So. You're looking for a new car to
• 20:17
  buy, I guess you can go and buy a Kia.
• 20:19
  So yeah, that's it. I'll catch you guys tomorrow.