Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Secret to Winning Clients by Actually Listening

Transcript

The Secret to Winning Clients by Actually Listening · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the High Table, the Oracle's Chamber, the
• 0:06
  Inner Sanctuary, the Conclave of the Elders, where we talk about
• 0:10
  sales, money, tactics, strategy, business growth, and solving
• 0:16
  business problems. Today I would like us to talk
• 0:19
  about how to make your proposals more effective and to stop being
• 0:23
  torn deaf. Now, if you've been listening to
• 0:25
  the podcast for the last maybe four or five days, you know
• 0:28
  figured out that I'm on this kick right now where I talk
• 0:31
  about proposals because too many people are ineffective when it
• 0:35
  comes to their proposal process. In fact, if you listen to the
• 0:38
  last 2-3 episodes, you remember the time I went on a rant about
• 0:42
  how some people who've been trying to sell me podcasts,
• 0:46
  editing services and things like that have not been paying
• 0:49
  attention to anything that I say at all.
• 0:52
  Instead, they insist on trying to sell me whatever it is that
• 0:55
  they have, whether I have expressed a need for it or not.
• 1:02
  Now, today, we're going to do a case study.
• 1:05
  Some of you wonder, like, haven't you overdone it?
• 1:07
  No, I've not overdone it because there are too many of you who
• 1:11
  are caught in the same trap, but you don't realize it.
• 1:14
  So I figured today I'll come over here and share a case
• 1:17
  study. This one is fictional.
• 1:18
  It's completely made-up, but I think it's kind of realistic
• 1:23
  enough for one or two of you to cite yourself and to see
• 1:28
  yourself within this problem that I'm trying to describe.
• 1:31
  So since all the other case studies I've done so far have
• 1:34
  been based in Lagos, let me show some my Abuja people some love.
• 1:39
  So today our case study is going to be based in Abuja, Nigeria,
• 1:43
  FCT Federal Capital Territory. That's for those of you who are
• 1:46
  not Nigerians. Abuja is like our Washington,
• 1:49
  DC. It's like our, our, yeah, our
• 1:52
  Washington, DC, our where does the Prime Minister stay in
• 1:56
  London, OK #10 Downing Street. Are we anyway?
• 1:59
  So Abuja. All right, so now let's say our
• 2:05
  prospect today, the person who is being chased today, the
• 2:10
  person who is the potential client today, the person who has
• 2:14
  the big bucks that people are chasing.
• 2:18
  Let's say her name is Amara Chidima.
• 2:21
  Again, this is fictional, completely made-up.
• 2:25
  So if your name is Amara Chidima, it's just a
• 2:27
  coincidence. So let's say she's the founder
• 2:29
  and she's the CEO of Sentinel Wealth Partners.
• 2:34
  Of course, they're in into, you know, investments, wealth
• 2:37
  advisory, you know, those sorts of things.
• 2:39
  So let's say Amara has been at this for a while.
• 2:42
  Currently she has about 35 employees.
• 2:45
  You know, she has some advisors. Advisors is what, you know,
• 2:48
  people like to call. It's kind of like what they like
• 2:51
  to call. How will I put it now?
• 2:54
  OK, Some people in the financial services space, they don't call
• 2:58
  their sales people, sales people.
• 2:59
  They call them advisors. Because of course, you know, you
• 3:02
  have to engage with customers. You have to engage with
• 3:05
  potential customers, potential clients figure out what it is
• 3:08
  that they want. So the sales people need to have
• 3:10
  a certain level of subject matter expertise.
• 3:12
  They need to know the investment products, they need to know how
• 3:16
  to be able to assess what it is that people need and which kind
• 3:19
  of investments is going to match their current state in life or
• 3:22
  their risk profile or things like that.
• 3:24
  So in financial services, you know, you have a bunch of people
• 3:27
  that you call advisors, whether they are advisors in the proper
• 3:31
  sense of the word or whether they are advisors because they
• 3:35
  have to go out and interact with potential customers that sell
• 3:37
  something. So Amaya Chidima, her company
• 3:40
  Sentinel Wealth Partners, she has sort of have employees, she
• 3:44
  has advisors, she has analysts and she has, you know, other
• 3:47
  people in operations. Now let's say this is the
• 3:50
  situation with Amira. So let's say Amira now she has
• 3:55
  to have employees. She's been doing some business
• 3:57
  for a while. So let's say she's done a good
• 3:59
  job so she don't garner some reputation.
• 4:03
  You know, you ask anybody about Amira who's oh, that chick I
• 4:07
  beat Sentinel with Partners. I know that Madam.
• 4:09
  Now. So let's say that's a level that
• 4:10
  Amira is in her business. But right now they're facing a
• 4:15
  bottleneck. You know, teens don't, They
• 4:17
  choke, They're trying to get high net worth individuals as
• 4:21
  clients. But you know, it's like they've
• 4:23
  hit a bottleneck and it's normal.
• 4:24
  It happens in every business you start.
• 4:26
  You know, you do also, you do also.
• 4:28
  And then sometimes, yeah, things will pick up, you know, you're
• 4:30
  moving. And then it gets to 1 stage
• 4:32
  where things just kind of hook, things just kind of slow down.
• 4:36
  So it's normal. It happens.
• 4:39
  So Amira is trying to solve the problem.
• 4:42
  This is the problem that Amira has.
• 4:45
  She's trying to get high net worth individuals, but she don't
• 4:48
  hook. They've gotten a few, she wants
• 4:50
  more, but things are kind of stalling.
• 4:52
  So let's say Mara now decides to book a meeting with two
• 4:56
  different people right now let's say during that meeting with the
• 5:02
  first person, what would I call the first person itself?
• 5:07
  I didn't even come up with a name for the first person.
• 5:09
  Anyway, let's just say now she has a, a meeting with the first
• 5:13
  person. She tells the the person that
• 5:14
  look Madam, our problem is not visibility.
• 5:18
  Everybody in Abuja knows us. Go anywhere, ask for.
• 5:23
  So what's that name again? So hold on, uh huh, Sentinel, go
• 5:26
  anywhere and ask for Sentinel Wealth Partners.
• 5:28
  People know us in Abuja. Visibility is not our problem.
• 5:34
  Everybody knows us. Our problem is conversion
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  because from all the moves that we've been doing on LinkedIn,
• 5:41
  from all the moves we've been doing on social media, we have
• 5:45
  monthly, we have our monthly newsletter, excuse me, is fully
• 5:50
  subscribed, you know, by people who are high net worth
• 5:54
  individuals. But we want to get people to
• 5:56
  move from these news, this newsletter and we want to get
• 6:00
  some high ticket consultations from that.
• 6:04
  Sorry, today's been a busy day. You know, podcast recordings,
• 6:08
  coaching sessions, you know, things like that.
• 6:10
  Plus shouting at the children. By the way, the children are
• 6:13
  home in case you hear any noise in the background.
• 6:16
  Yeah, so my voice is a little tired.
• 6:19
  Where was I? So that's what Amara tells this
• 6:23
  vendor. Now, look, my problem is not
• 6:24
  visibility. Everybody knows us.
• 6:26
  My problem is we have a monthly newsletter.
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  On this newsletter, I know that we have some correct guys.
• 6:31
  We have some more do goos. We have some big girls in this
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  reading this, our monthly newsletter.
• 6:35
  We want people to leave this monthly newsletter.
• 6:38
  I want them to come to us so that we can do some high ticket
• 6:40
  consultations. That's what I'm looking for.
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  Some of you are wondering, why did I come up with this example?
• 6:46
  Well, obviously because you know, I'm facing a similar
• 6:49
  problem. I have over 4000 something
• 6:53
  subscribers on Spotify alone. And of course, definitely I know
• 6:56
  that there are one or two, not even one or two.
• 6:59
  They're probably like at least 500 old girls that are listening
• 7:03
  to this podcast right now. But for some reason, all these
• 7:07
  old girls, the big boys and the big girls, they're not coming
• 7:09
  forward to come and give me money.
• 7:11
  So I'm in a similar situation to this admirer chick.
• 7:15
  Again, this admirer is fictional, completely made-up.
• 7:18
  So now this first vendor that she has told, remember, she has
• 7:21
  told the vendor that look, visibility is not our problem,
• 7:25
  but she's talking to a marketing consultant and that is why I'm
• 7:28
  using this one because all you marketing consultants listening,
• 7:32
  if you are honest with yourself, you will admit that you've done
• 7:36
  this thing before. You will admit.
• 7:39
  And let me continue. So Amara has told this marketing
• 7:41
  consultant, my problem is not visibility.
• 7:44
  People know us. This is my problem.
• 7:45
  I have a monthly newsletter. I suspect there are big boys and
• 7:49
  big girls there. How do we get people to come out
• 7:52
  from this monthly newsletter and start giving us good money?
• 7:56
  That's the problem. So the marketing consultant, now
• 7:59
  we go back to the office and go and consult with their team and
• 8:02
  say guys, I spoke to the CEO, this Amira baby be like say she
• 8:06
  get money. They know we need to come up
• 8:08
  with something that will just wow them.
• 8:10
  Now by the time we just make this speech, they'll just give
• 8:13
  us money, money, money. So the marketing consultant,
• 8:19
  that's what they will do. Then they now come back in 2
• 8:22
  days. Well, because they're a
• 8:24
  marketing creative agency. What they'll do is they're going
• 8:26
  to create APDF 15 page PDF, stunning PDF graphics or points.
• 8:32
  You know, if as in anything will just be bam, will be solid.
• 8:37
  And of course, you know that you're marketing people, you're
• 8:39
  marketing consultants. That's what you like to do.
• 8:41
  So in that page now, they'll now offer a matter, a 50% Ramadan
• 8:46
  special discount. They offer high social media
• 8:49
  management package. The proposal, the proposal is
• 8:52
  going to focus on, you know, revitalizing their Instagram
• 8:55
  feed, getting viral reads, you know, gaining 10,000 followers.
• 8:59
  Maybe they looked at Amara's Sentinel wealth partners.
• 9:03
  They looked at Instagram handle and they saw that oh this, we
• 9:05
  only have 5000 followers. They don't even have much.
• 9:08
  So they now start promising how they will gain them 10,000
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  followers, blah, blah, blah, blah, blah.
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  Those of you who are marketing specialists, you know, you've
• 9:17
  done this before. You know, and this is the
• 9:20
  mistake that a lot of you make. You go and you talk to someone.
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  The person tells you, I have this particular problem.
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  But then you go back to your team, you come up with this
• 9:28
  beautiful proposal, throwing every single person, every
• 9:31
  single thing at this person. These are the things that we can
• 9:33
  do and all, if you do this now, we'll give it to you at 50% off.
• 9:37
  We'll give it to you at 75% off. Now, in this fictional scenario,
• 9:40
  now, Amira, did Amira say anything about likes?
• 9:45
  Did Amira say anything about going viral?
• 9:48
  Did Amara say anything about new followers and all this stuff?
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  So you see why I'm using this example because you marketing
• 9:56
  people do it all the time. Somebody talks to me, they have
• 10:00
  a problem. Listen, my client and then I
• 10:02
  say, OK, you know what? I'm not a marketing specialist.
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  Let me refer you to somebody I refer you to.
• 10:06
  I refer them to a marketing specialist.
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  And then all of a sudden, the marketing specialist starts
• 10:10
  talking about all kinds of things that we did not even
• 10:13
  discuss. Like where did this come from?
• 10:16
  Where did this come from? Where did this come from?
• 10:20
  The last one that happened that really, really vexed my spirit.
• 10:23
  Somebody came to me, She was in construction industry.
• 10:25
  Listen carefully. She's a young woman in the
• 10:28
  construction industry. She got her in to the
• 10:31
  construction industry here in Abuja because her popsy was also
• 10:34
  in the construction industry, an engineer.
• 10:38
  She started off business as a young woman, of course, wanting
• 10:41
  to deal with the big boys she wanted to be doing business with
• 10:44
  and supplying people like brains and hammers and you know all
• 10:47
  these other big, big construction outfits here in
• 10:49
  Abuja. That was her goal.
• 10:52
  But she now realized that her bread and butter, the people
• 10:54
  that were here giving her money, the people that were enable her
• 10:56
  to pay house rent, the people that were enabling her to pay
• 10:59
  medical bills, the people that were enabling her to pay school
• 11:02
  fees and everything. She realized that it was mostly
• 11:06
  older women who are nearing retirement.
• 11:09
  And they just think like I'm about to retire.
• 11:12
  Meanwhile, nothing. A house to my name, I don't have
• 11:16
  a house for my children. If anything should happen to me,
• 11:19
  I don't have those who are the people that are giving her
• 11:22
  money. Then there was also young women
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  who have money. But I went into one or two
• 11:28
  trouble. You know, these things happen
• 11:29
  now. You know it happens.
• 11:32
  You know, you're a wealthy young woman and then a behind your
• 11:35
  husband quarrel. Before you know it, the husband
• 11:37
  on the carry side cheek. You know, there's a woman who
• 11:39
  say, look, I've had enough and then they caught and there's all
• 11:42
  these young women say, you know what, yes, things are good now,
• 11:46
  but I suppose get some kind land investments so that if anything
• 11:52
  happens to me, I have something to bequeath to my children to
• 11:56
  give to my children. See, this one is not fictional
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  at all. This part is real.
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  I'm telling you, it's real. Remember the lady was in the
• 12:03
  construction space, She came into the construction space in
• 12:06
  Abuja wanting to deal with the big boys.
• 12:08
  But then she now realized that most of her money was not coming
• 12:10
  from the big boys. It was coming from mature women
• 12:13
  who are close to retirement and who want to build house or want
• 12:17
  to acquire land or young women that have serious bar.
• 12:21
  But then they have marriage issue here and there and they
• 12:24
  say over my dead body, my children will not go and be
• 12:26
  fighting for inheritance. Let me do something for my own
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  children. Those are the majority of people
• 12:32
  that are giving her money. Now, I'm not a marketing
• 12:35
  specialist. And so I told her that, OK, you
• 12:37
  know what, from what we've discussed, honestly speaking,
• 12:40
  you don't need me right now because I'm a sales coach.
• 12:44
  I'm a business development consultant.
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  You don't really need me right now.
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  The person I really need for this idea is a marketing
• 12:49
  specialist. I hooked up somebody who is a
• 12:51
  marketing specialist because I had a chat with her.
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  And then next thing he sent me the proposal that I was going to
• 12:57
  send to her. Page one of the proposal, Page 1
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  of the proposal was saying that oh, in Nigeria's fast-paced
• 13:05
  moving market, something something was now trying to give
• 13:09
  examples of people who buy real estate.
• 13:12
  The number one example that he gave was Kunle in Lagos, Tech
• 13:18
  professional something, age between blah blah blah.
• 13:20
  I was like where is all this coming from?
• 13:23
  I just had a conversation with you.
• 13:26
  I told you about this woman. I told you who her clients are.
• 13:30
  You spoke to her, I'm assuming she told you the same thing.
• 13:33
  How in the hell did you come up with a proposal that on page
• 13:36
  one, the client that you're looking at is cool age, that is
• 13:39
  something to whatever living in Lagos and the type of like,
• 13:42
  where did that come from? In all the talking that we did
• 13:46
  up and down, Did you hear any mention of anybody that even
• 13:49
  resembles this, this, this kind of ideal customer profile, this
• 13:55
  kind of customer avatar where but I see that we're marketing
• 13:59
  professionals all the time. It blows my mind.
• 14:02
  It drives me nuts. That's the reason why I'm
• 14:04
  ranting right now. For some reason, you marketing
• 14:06
  professionals, and it's one of the reasons why you're
• 14:08
  struggling. Attend a meeting with someone,
• 14:10
  the person tells you, this is my problem.
• 14:12
  Go back home, talk to your team, come up with a plan for that
• 14:15
  problem. Only you will start coming up
• 14:17
  with all this extra stuff. And then forgive me.
• 14:20
  Let me calm down South. I'm just trying to say that this
• 14:24
  is the kind of thing that can happen, that somebody can talk
• 14:27
  to Amira, who is in the wealth and financial advisory space.
• 14:35
  And the person says that we're trying to work on our
• 14:37
  conversions for a newsletter. And then the marketing agency
• 14:41
  will come back with a proposal that says 50% off if you sign
• 14:45
  now, if you sign before. Sorry about that.
• 14:48
  That was the alarm that I set. You know, it's been 15 minutes.
• 14:51
  I want to make sure that this podcast episode is not too long
• 14:56
  so they'll come up with this kind of proposal and start
• 14:58
  talking about Instagram going viral, new followers,
• 15:01
  everything. Now that is a big mistake
• 15:03
  because in this case, the customer, Amira, did not say
• 15:05
  anything about likes. What she spoke about was private
• 15:10
  consultations from their newsletter that their social
• 15:15
  media feeds their newsletter. And she suspects that there are
• 15:19
  people with money in the newsletter.
• 15:21
  So she says come up with a plan so that people in that
• 15:23
  newsletter, we jump out and start talking to us or coming to
• 15:28
  the office so that from there, we will close deals so that from
• 15:31
  there, we'll get high net worth individuals as clientele.
• 15:35
  Now, because Amira is a very polite Nigerian, like most
• 15:38
  Nigerians are polite. Amira will read this proposal
• 15:40
  and guess what Amira will say. Amira will say, oh, thanks, it's
• 15:44
  a wonderful proposal. Let me get back to you.
• 15:47
  That is what Amira will say. And then she won't answer the
• 15:49
  phone. She will start ghosting.
• 15:52
  Then the marketing consultant will be saying that Nigerians
• 15:55
  don't appreciate good marketing. Nigerians are confused.
• 15:57
  It's not that Nigerians are confused.
• 15:59
  You went and had a conversation with someone.
• 16:02
  You didn't listen to what the person said.
• 16:03
  The problem was you came back with a proposal that did not
• 16:06
  match what they were looking for and that is the reason why they
• 16:09
  are ghosting you. Yes, this is made-up but this is
• 16:13
  the kind of thing that can happen.
• 16:14
  Now back to this example that I'm talking about, this Nigerian
• 16:16
  young lady in the construction space, she read the proposal.
• 16:19
  Guess what she said? She told the person, let me get
• 16:22
  back to you. And then she now called me and
• 16:24
  she said, oh, Tavi Sharma is like this guy didn't really
• 16:26
  understand what was about blah, blah, blah.
• 16:28
  I've seen the proposal and I told her, look, I'm terribly
• 16:30
  sorry, I apologize. Yes, I looked at it.
• 16:32
  The moment I saw it, I knew that this was off base.
• 16:35
  You know what, let me help you look for somebody else.
• 16:37
  I was now feeling like you're fool.
• 16:39
  I made a recommendation and the guy completely goofed up Anyway,
• 16:48
  so let's say now I'm gonna decide to take a meeting with
• 16:51
  the second person. I said this person's name is
• 16:53
  Tunde. Tunde shows up and Tunde does
• 16:55
  good discovery and qualification.
• 16:57
  That is the part of the meeting or the part of the business
• 17:00
  relationship where you try and figure out who is this person.
• 17:02
  You try and figure out the problem.
• 17:04
  You try and figure out, you know, the vision they're trying
• 17:06
  to build. You try and source out whether
• 17:09
  they have a significant problem, whether they're ready to take
• 17:11
  action, you know, all those sorts of things.
• 17:13
  If this your first time listening to the podcast, right?
• 17:15
  What you do is after you're done listening to this, skip back and
• 17:18
  listen to the one that came before and the one that came
• 17:20
  before. Just scroll back and listen to
• 17:21
  like four or five. You will get the scope.
• 17:23
  You get the gist of where I'm coming from because I've been on
• 17:26
  this proposal thing for at least, let's say the last, let's
• 17:31
  say the last 510 episodes. So after listening to this, just
• 17:34
  listen back. You get caught up to speed.
• 17:35
  So let's say she talks to today. Today does good discovery and
• 17:41
  qualification and discovery. Then instead of today coming up
• 17:46
  with a 15 page wonderful pitch deck for proposal document,
• 17:52
  let's say he comes up with a three page document and then on
• 17:56
  the heading of the document he writes a three-step breach from
• 18:01
  newsletters to consultations. Do you think Amara will open
• 18:05
  that thing or not? Do you think she will read that
• 18:07
  thing or not? Do you think she will engage
• 18:09
  with that thing or not? Do you think she will have
• 18:12
  questions or not because she spoke about my problem is our
• 18:15
  social media is good, our website is good, everything
• 18:18
  good. The problem is we have this
• 18:21
  newsletter, thousands and thousands of people on the
• 18:24
  newsletter born on getting customers from this newsletter.
• 18:28
  How can we dig into this newsletter?
• 18:30
  And you know, from the header alone, she will see that this
• 18:34
  guy was listening to me. This guy knows us up.
• 18:40
  This guy, like from the heading alone, she will know that this
• 18:46
  person was paying attention. If this guy today calls back
• 18:51
  later on, so have a look over. She'll say, Oh yes, I've had a
• 18:53
  look at it. And she will have questions
• 18:56
  because there's some part she will agree with and there's some
• 18:58
  part she will disagree with. And then the conversation will
• 19:00
  continue because the guy paid attention.
• 19:03
  Antundi, because he's not talking anything about virality,
• 19:07
  about social media, about followers, about like about
• 19:10
  wanting, wanting. His proposal is speaking
• 19:12
  straight to what it is that she said.
• 19:14
  He stands a chance of continuing with the conversation.
• 19:17
  It's not a guarantee that the deal is going to close and it's
• 19:21
  going to be his. I'm not saying that he stands a
• 19:24
  reasonable chance because he's focusing strictly on the
• 19:32
  problem, which is Amara has a newsletter.
• 19:36
  She wants to squeeze money from that newsletter and that's what
• 19:39
  he's talking about. Now remember in the first
• 19:44
  example I said the marketing professional is going to do what
• 19:47
  most of you marketing professionals do, which is you
• 19:49
  talk to somebody like Amara and then you say, oh, you know what,
• 19:53
  if you move now 50% off, 25% off.
• 19:57
  Now if our today hotel today, today do not discount nothing.
• 20:02
  Focus on the core issue. So even when Amir starts asking
• 20:06
  for discount because I'm a neighbor babe now, so she will
• 20:09
  ask for discounts. It is expected.
• 20:12
  It is expected. It is only.
• 20:15
  Is only. I was going to say it's only
• 20:16
  Yoruba babes that pay full price, but I realized that even
• 20:19
  Yoruba babes like to price. So it is only northern babes
• 20:22
  that pay full price. If it's Amina and she'll pay you
• 20:25
  full price. If it's Amira, she'll price you
• 20:27
  down. If it's coming, she'll price you
• 20:29
  down. Don't mind me, I'm just, I'm
• 20:34
  just misbehaving anyway. So eventually Amira might ask
• 20:37
  for a discount. But if you focus on the problem,
• 20:39
  that is why you're going to say, oh, look, Madam Amira, you
• 20:42
  currently have 20 million assets, 20 million in assets
• 20:47
  under management. And you have this newsletter.
• 20:51
  We're hoping to extract another XYZ amount in value.
• 20:54
  And look, Amir, Madam Amir, see, and this is the truth.
• 20:58
  This thing that I'm trying to do for you, if I give you any
• 21:01
  discount, in effect, I'm telling you that my strategy is not
• 21:07
  worth this money that you're about to pay.
• 21:09
  So Madam, let's leave it like this if you want going forward,
• 21:15
  we can see how if this thing turns out good and we want to
• 21:19
  make this a long term something, no problem going forward.
• 21:21
  Let me see what I can do for you.
• 21:23
  But Madam Mamira, just leave arm like this.
• 21:27
  The money where I don't quote, just leave arm or do I'm like
• 21:29
  this. If you focus exclusively on the
• 21:32
  problem, you can have that kind of conversation because you're
• 21:36
  focusing on the problem. So for those who are listening
• 21:44
  for the first time, in case you don't go back and listen to the
• 21:48
  other episodes, I believe that discounts are a virus.
• 21:51
  And I'm just saying that just in case you don't listen to the to
• 21:53
  the other episode, I want to say it now so that you hear it.
• 21:56
  Discounts are a virus. Discounting can make you look
• 22:00
  desperate. It doesn't make you look kind.
• 22:03
  Then you're training your clients to always wait for you
• 22:06
  to give discount, give discount, give discount, give discount.
• 22:10
  The only way to use discounting is if you have excess inventory
• 22:14
  and you're trying to move excess inventory.
• 22:15
  I'm not going to explain what that is now.
• 22:18
  Just go and listen to the older episodes and you'll get the full
• 22:21
  explanation. So if you are in this situation,
• 22:25
  you are a marketing consultant or whatever, you're dealing with
• 22:31
  somebody like Amira, you want Amira to reply your e-mail, you
• 22:35
  want Amira to answer your phone call, You want Amira to get back
• 22:39
  to you. You want, you know, just all you
• 22:42
  have to do, really all you have to do is show for these
• 22:44
  meetings. Pay attention to what Amira
• 22:47
  said. The problem is then when you're
• 22:50
  coming back with the proposal, please make sure that from page
• 22:54
  one of the proposal you are trying to answer that major
• 23:00
  question that Amira said was our issue.
• 23:03
  If we start off like that, you will find that the the the odds
• 23:08
  will increase. The chances will increase that
• 23:10
  people will take our proposals and people will read our
• 23:13
  proposals. People will engage with our
• 23:15
  proposals and they will get back to us after they read it, even
• 23:19
  if they forget. And then we call it will be a
• 23:21
  matter of, oh, OK, that's today. Yeah, that's that nice guy.
• 23:23
  That's true. I forgot to get back to him.
• 23:25
  And then the conversation will continue.
• 23:27
  For a lot of you, the reason why your proposals are going nowhere
• 23:30
  is because your proposals are tone deaf.
• 23:33
  Tone dev just means you know they hear word.
• 23:35
  People are saying this is my problem.
• 23:36
  You are ignoring the problem. I'm going to preach about curing
• 23:39
  every other single problem under the sun and then oh, if you act
• 23:43
  now, we give you 50% discount anyway.
• 23:47
  So let me stop ranting. If you'd love to connect with
• 23:49
  me, you can call me, send me a text message or a WhatsApp
• 23:51
  message on 08064662140. If you want to join my WhatsApp
• 23:58
  channel, it's the same number 08064 662140.
• 24:04
  So thanks for your time and attention.
• 24:05
  I'll catch you all some other time.