Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Chasing, Start Advancing: The Power of Follow-Through in Sales (Part 2) -

Transcript

Stop Chasing, Start Advancing: The Power of Follow-Through in Sales (Part 2) - · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Sorry, I've been away for a while.
• 0:03
  Today on the podcast, we're going to continue with how to
• 0:06
  follow up on a contact. Now, for those of you who have
• 0:10
  been listening to the podcast for a while, you already know
• 0:13
  that we're not supposed to be saying follow up.
• 0:15
  And it's not just a matter of semantics.
• 0:17
  It's not just a matter of words, but it's a matter of principle.
• 0:20
  Because when you follow up, you're stuck in pointless
• 0:24
  chasing behaviour, sending potential customers messages,
• 0:28
  people you're hoping will transfer money or send a
• 0:31
  deposit, or you know, we'll go and look for a site visit or
• 0:34
  whatever. So we're engaging pointless
• 0:36
  activity, message after e-mail, after phone call attempt, after
• 0:40
  office visits and on and on and on.
• 0:43
  Or we're not making any progress.
• 0:44
  That's a follow up. Rather what we should be
• 0:47
  thinking about is follow through.
• 0:48
  Because follow through is much more focused and it means that
• 0:51
  we were able to secure advancements.
• 0:53
  And advancement is when you and a potential customer have a
• 0:56
  meeting and you guys jointly agree to what the next step is
• 1:02
  going to be. That is what improves the odds,
• 1:05
  improves the chances that somebody's going to take your
• 1:08
  next phone call, read your next e-mail, reply to your next
• 1:12
  WhatsApp message or open the door when you come for your next
• 1:16
  office office visit. So we should not be thinking
• 1:20
  follow up. We should not be engaging in
• 1:22
  follow up. The philosophy, the proper
• 1:24
  practice if you want to grow your business is we should
• 1:27
  always be following through so that when you call someone up,
• 1:30
  you're trying to follow through on the thing that we discussed
• 1:34
  the last time. So boss, the last time we saw,
• 1:37
  we agreed was supposed to do so, so, so, and so.
• 1:39
  So how far are you done with that so that we can move this
• 1:43
  thing forward? Or Madam, the last time we
• 1:46
  spoke, we agreed that I would do so, so, so, and so.
• 1:49
  So the reason why I'm calling you today is I want to give you
• 1:52
  updates on what I've done and how we can move this thing
• 1:55
  forward. So that is the philosophy.
• 1:58
  It's not just semantics. So this is what we've been doing
• 2:01
  for I think 2 episodes so far. The last episode was a Part 1 on
• 2:07
  how to follow up with the contacts.
• 2:08
  That was the question and I was asked by Abdul with show trucks.
• 2:13
  He's our brother who is based in China, you know, Niger big boys,
• 2:18
  you know, those of you who are doing business overseas.
• 2:21
  So he's based in China and what he sells are tractor heads,
• 2:26
  truck heads, tractor heads, truck beds, you know, all these
• 2:29
  kinds of things, you know, big, big equipment.
• 2:31
  So excuse me. So I anyway here.
• 2:37
  So that's the context that we're going to be using to answer the
• 2:40
  question. So the last podcast episode we
• 2:43
  did a Part 1 where I spoke a lot about speed to lead and the idea
• 2:48
  behind speed to lead is this Oh, sorry, forgive me.
• 2:51
  It just occurred to me that in the last episode I didn't define
• 2:55
  a lead, who a lead is because this is your first time
• 2:57
  listening like yes, speed to lead.
• 2:59
  You're wondering lead like bowl like what does that mean?
• 3:03
  So when we say lead, we mean LE OK.
• 3:07
  When we say lead, that is LEAD and a lead is someone.
• 3:14
  How will I put it now? OK, A lead is someone that
• 3:17
  you're talking to, you suspect that he might have a need for a
• 3:21
  product or service and the guy or the girl, the babe, the
• 3:25
  woman, the client, potential client or customer has given
• 3:28
  some indication that they are interested.
• 3:30
  Now that person is a lead. That is somebody they are
• 3:33
  supposed to in the Nigerian sense, follow up on.
• 3:37
  But actually you know, we know now that our eyes have been
• 3:40
  opened, we know we're supposed to follow through on.
• 3:42
  So that is a lead. You think they might be
• 3:45
  interested in your product or service, They have given some
• 3:48
  indication that they are interested.
• 3:50
  OK, good. That person is the lead.
• 3:52
  So this is how it works in the beginning.
• 3:55
  You're chasing everybody as everybody shine our prospects.
• 3:59
  You're chasing anybody who looks as if this person might be
• 4:02
  interested. This person might not be
• 4:03
  interested. Then you collect some contact
• 4:06
  details, you collect the person's address or you get a
• 4:07
  phone number or you get an e-mail address or whatever.
• 4:10
  At that stage, the person is just the contact.
• 4:13
  Contact just means I have some information about somebody.
• 4:16
  That person is just to contact. Then as you begin the process
• 4:20
  now, begin the chase, begin the toast.
• 4:23
  You don't figure out that oh, OK, this person might be
• 4:25
  interested. Now this person is a lead.
• 4:29
  Looks like the conversation is getting focused now.
• 4:33
  So that's who a lead is. So in the last episode I spoke
• 4:38
  about speed to lead. Speed to lead just means we need
• 4:40
  to move quick and we have a lead on our hands because there's
• 4:44
  some statistics that show that 78% of people basically are just
• 4:48
  going to buy from the people who responded the first time.
• 4:53
  And let's say, what was the other one that if you respond
• 4:57
  within 5 minutes, you stand a 20% chance, 21 percent chance of
• 5:02
  making the final cut as per you'll be the final group of
• 5:04
  vendors that the person wants to select.
• 5:07
  So in other words, as soon as, excuse me, as soon as someone
• 5:10
  does something to show that they might be interested in your
• 5:14
  product or your service, respond swiftly.
• 5:16
  Be quick. So that was the first thing that
• 5:19
  we looked at in the last episode with Abdul on how to follow up
• 5:25
  or rather follow through. If the person shows that they're
• 5:28
  interested, then my guy or my babe, my girl, move quickly,
• 5:33
  move quickly, move quickly, move quickly, speed.
• 5:36
  Name of the game. Now, the other best practices
• 5:40
  that we should be looking forward to.
• 5:41
  Oh, sorry, I didn't introduce myself.
• 5:43
  My name is Tavish Shuman Ayede. I am the host of the podcast.
• 5:47
  And if these kinds of things are your jam, how do you make more
• 5:50
  money? How do you find more customers?
• 5:52
  You have a potential customer or client on your hands.
• 5:55
  How do you carry on the conversation?
• 5:57
  We're currently talking? How do I get them to pay a
• 5:59
  deposit? If these are the kinds of things
• 6:02
  you're concerned about, then subscribe to the podcast on
• 6:05
  Spotify, YouTube, Apple, or any player of your choice.
• 6:11
  And if you want to connect with me, then call, send me a text
• 6:15
  message or WhatsApp message on 08064662140.
• 6:23
  OK, so last podcast episode now we looked at speed lead and
• 6:26
  there are some other best practices that we ought to
• 6:28
  consider. Now when you're having a
• 6:31
  conversation with someone, remember we're talking about
• 6:34
  Abdul now, who is in the trucking business.
• 6:36
  The first thing you're supposed to do because remember, speed to
• 6:40
  bleed, the person has done something.
• 6:42
  It looks as if they are interested.
• 6:44
  The very first thing you should do is confirm the interest.
• 6:47
  Too many of you, somebody shows up, you now just assume that OK,
• 6:52
  there's something here, there's business here, there's a lead
• 6:55
  here and they now start going high pressure.
• 6:57
  Like relax. Remember when you are in a
• 7:01
  complex hill scenario like Abdul because he's selling tractor
• 7:04
  heads you don't like, be cool. You're a consultant to be a
• 7:09
  professional here, and doctors don't chase anybody.
• 7:12
  So it's the same thing. You're not supposed to chase
• 7:14
  anybody. It's a simple conversation.
• 7:16
  If we're going forward, you know, both of us will agree that
• 7:19
  we're moving forward and then that's it.
• 7:21
  If we're not moving forward, we won't, we won't die on top of
• 7:25
  this matter. So someone reaches out.
• 7:29
  Best practices just confirm interest.
• 7:32
  Oh, thank you very much for reaching out.
• 7:34
  Let's say somebody sends you Adm or the person makes a phone
• 7:36
  call. Thank you very much for reaching
• 7:38
  out. And then simple questions just
• 7:41
  to try and figure out whether they're interested or not.
• 7:43
  Now, one of the things that I like telling people to do, yes,
• 7:48
  I know people are afraid of it, but you know, try it works.
• 7:51
  You can't say simple question like in this case now where
• 7:54
  somebody's asking about tractor head or tractor bed or truck
• 7:57
  head. The thing is, there are some
• 7:59
  people who are really, really interested because something has
• 8:02
  happened and they need a tractor head now, Now, now, now, now, if
• 8:06
  they don't buy this tractor head now, they're going to miss on
• 8:09
  contract deadlines. If they miss on contract
• 8:12
  deadlines, then the minister for FCT we K is not going to pay
• 8:15
  their balance. So there's some people who reach
• 8:17
  out to you now because they need this your thing now.
• 8:22
  In fact, they need it like day before yesterday.
• 8:25
  If time travel wasn't was was an option, then the other people
• 8:29
  who are looking at your tractor heads, looking at your whatever
• 8:32
  it is that you sell. And The thing is, just curious,
• 8:37
  somebody can be calling you, checking you out, checking out
• 8:40
  your stuff. But The thing is, my wife was
• 8:42
  saying maybe we should enter government contracting.
• 8:45
  I was thinking, you know what, let me just do small research.
• 8:50
  After all, I'm going to take cooperative loan in like 8
• 8:54
  months, nine months from work and he's up to like 50 M.
• 8:58
  Let me see whether I can enter this tractor business.
• 9:02
  Now, two of those people who have come in contact with you,
• 9:05
  we are not supposed to weigh them the same.
• 9:07
  Their value is not the same. But by the way, when I say their
• 9:10
  value, I mean, you know, from an economic point of view, because
• 9:13
  everybody is a child of God and we're all equal in status and
• 9:17
  equal in dignity. However, for the purpose of
• 9:20
  business, if I sell tractor heads, the person who needs a
• 9:24
  tractor head now, now, now, now because they want to finish
• 9:26
  their contract so that we can can pay them their balance.
• 9:29
  I will pay more attention to that person then the other
• 9:32
  person who is well, maybe me and my wife who are thinking we have
• 9:37
  registered the company. I'm expecting some money, that
• 9:40
  kind of person. Yes, I'll talk to that person,
• 9:43
  but we will de prioritize that conversation.
• 9:45
  Oh, by the way, sorry, forgive me, I forgot to mention that
• 9:47
  making today's recording at home.
• 9:49
  Then the midterms are here, so the kids are home.
• 9:53
  So that's all the noise in the background then plus the
• 9:55
  cleaning lady is going to come later on.
• 9:57
  So there might be more noise later on, but still I tried to
• 10:01
  deliver the best kind of value possible on this podcast.
• 10:04
  So far, I haven't met anybody who told me that guy, your
• 10:09
  podcast is rubbish. You know, you're not giving
• 10:10
  enough value. So just stay here.
• 10:13
  Let's let's continue. Don't worry, the kids will grow
• 10:15
  up and leave the house one day. And then when that happens, the
• 10:17
  podcast will not become quiet and professional.
• 10:20
  And then of course, you know, one day I'll have enough money
• 10:23
  and I'll just kick up one room, move into a 5 bedroom, kick up
• 10:26
  the place, you know, soundproof it, you know, microphone, you
• 10:28
  know, Guiche bound every, every. Then the podcast will now be
• 10:32
  high quality. But for now, I'm still doing my
• 10:35
  best to deliver as much value as I can.
• 10:39
  Where was I? So basically what I'm trying to
• 10:41
  say is when it comes to business, everybody's created
• 10:44
  equal. It's not, it's like
• 10:45
  relationships, you know you're a babe and you know four or five
• 10:48
  guys chasing you. OK, let me say two or three
• 10:51
  because you know most babes don't have like 4 or five.
• 10:54
  So if you have four or five guys chasing you, you are a star.
• 10:57
  Enjoy, bask in the attention. So let's say 2 guys are chasing
• 11:03
  you. Now one person is full of
• 11:06
  himself. He's just talking anyhow.
• 11:07
  Anyhow, it's as if the guy is not focused, you will still have
• 11:12
  conversations with him because well you know he's a human being
• 11:15
  so entertain him. Doesn't be talking another
• 11:18
  person. Seems laser clear and focused.
• 11:20
  Like babe, since year one I've been seeing you.
• 11:24
  God has told me that you are my wife.
• 11:27
  Of all the girls I've seen in this IMSU campus since I came
• 11:30
  here, non compares to you. I like you because of your this
• 11:34
  your this. Your dad and I value your drive.
• 11:37
  I value your ambition. I will do anything to have the
• 11:40
  privilege of being with you on this journey and God willing, if
• 11:45
  I can become your husband, I don't mind.
• 11:48
  So those are two guys. Option A, the guy is anyhow
• 11:52
  anyhow is full of himself. You know, he's not saying
• 11:54
  anything. Option 2, this guy is laser
• 11:56
  focused. 2 of them equally fine, two of them equally smart.
• 12:02
  All I'm saying is pay more attention to option B because
• 12:07
  it's looking like there's it's looking like there's progress
• 12:10
  there. So that's what I'm saying.
• 12:11
  Same as in business as in relationships.
• 12:14
  All right, where was I? Oh, by the way, my mom said the
• 12:18
  last time Momsy was here, is it anybody that is listening to me
• 12:21
  for romantic advice that the person is doomed.
• 12:23
  So let me just let you guys know that that's what my momsy said
• 12:26
  because I was talking about hooking up my sister-in-law,
• 12:28
  because you know, she don't they near 30 and she never married.
• 12:32
  So I was saying I hook up, I hook up.
• 12:34
  So Momsy said that anybody who is relying on me for romantic
• 12:37
  advice that that person is dead, dead on arrival.
• 12:40
  So, yeah, just letting you know, where was I?
• 12:44
  So now everybody is created equal.
• 12:47
  I mean, we're all created equal, but not all leads are equal.
• 12:50
  So when you ask these early questions now, like in this
• 12:54
  case, everything is OK to ask the person.
• 12:56
  OK, Thank you very much for reaching out.
• 12:58
  Oh, so you're interested in the MDZ 12,000?
• 13:01
  Well, fine choice, fine choice. Yeah, lots of our customers in
• 13:04
  Nigeria and China buy this particular model.
• 13:06
  But I hope you don't mind me asking, are you doing research
• 13:09
  on models right now or do you have a problem with your fleet?
• 13:13
  And then keep quiet and hear what the person has to say.
• 13:17
  I repeat, you're just asking the person, look, are you doing
• 13:20
  research? I mean, there's a problem with
• 13:22
  your fleet. We're trying to confirm
• 13:25
  interest. Some people will say, hi, I'm in
• 13:29
  the government contracting space.
• 13:31
  They awarded us the contract for Abuja Nasawa Expressway.
• 13:37
  The job is 75% done. I have 7 tractor heads on the
• 13:42
  road and 6 1/2 of them have backed up so I really need 7
• 13:51
  heads right now. Tractor heads right now.
• 13:54
  What's your best price by the way?
• 13:56
  Sorry those of you in in construction.
• 13:58
  I know I'm using the wrong terms, whatever, but just flow
• 14:00
  with me here. Just ignore the fact that I'm
• 14:04
  getting the facts wrong, but just follow the spirit of the
• 14:06
  conversation. Now that kind of person,
• 14:10
  obviously, remember we're talking about following through,
• 14:14
  following up chasing people. Can you see that?
• 14:19
  This is the kind of person you ought to be spending time with.
• 14:23
  This person has a job currently on ground.
• 14:26
  He needs 7 heads. Six of them have packed up.
• 14:29
  The remaining 1/2 of it is kind of remaining and the guy is
• 14:33
  saying, I beg, I need 7 heads. Give me your best price.
• 14:37
  This is the kind of person you should be spending time with
• 14:41
  when you ask a question like this.
• 14:43
  Are you doing research or do you have a problem with your fleet?
• 14:47
  Because you know, are you having, do you have a problem
• 14:50
  with your fleet? You know, it's, it's kind of
• 14:53
  specific, but it's broad enough and it makes a number of
• 14:56
  assumptions. It assumes that the person needs
• 14:58
  more than one. It assumes that the person has a
• 15:01
  fleet. It assumes that the person is
• 15:03
  doing this thing for business. In answering that question, the
• 15:06
  person has to clarify a number of issues.
• 15:09
  Yes, they have a fleet. No, they don't have a fleet.
• 15:11
  The size of the fleet, what they need the fleet for, you know,
• 15:14
  stuff like that. So in asking this kind of
• 15:17
  general question in the beginning, just to confirm
• 15:20
  interest, you'll be able to sort through.
• 15:23
  You'll be able to figure out who is a Walker Pass.
• 15:25
  Walker Pass is just, you know, like your friend is making a
• 15:30
  movie or something. And then they need people in the
• 15:32
  restaurant. So they just say get a big, you
• 15:34
  know, I need you. And you just show up.
• 15:36
  You sit down in the background and you know, just to take up
• 15:40
  space in a film. So those are people who are walk
• 15:42
  up us. And of course walk up us is also
• 15:45
  back to the girl analogy. So you're an IMSU, you're a
• 15:48
  correct babe. Like 8 boys are toasting you,
• 15:52
  premium boys are toasting you, 8 of them.
• 15:55
  Then this guy comes around and he's a church rat and he's a
• 16:00
  pastor's boy and he doesn't know what's up and he's a Jew boy and
• 16:08
  he's not exactly a dance, but he's not as if you know he has
• 16:11
  nothing going for him. And then the guy has the
• 16:16
  infantry to come and try and toast you, you who are the
• 16:19
  finest baby in himsu. You look at that person in your
• 16:22
  mind you're saying I beg worker pass.
• 16:25
  So he's also the same in business when he has these kinds
• 16:29
  of general question. In this case, are you doing
• 16:32
  research? Do I have a problem with your
• 16:33
  with your fleet, you'll be able to figure out who is a worker
• 16:36
  pass who is just passing through because they're curious or who
• 16:40
  should I be telling worker pass because there actually are some
• 16:44
  people that you should be telling that that.
• 16:46
  OK, so you know what, based on the conversation we've had so
• 16:49
  far, I doubt that I have anything on hand that's going to
• 16:52
  be able to sort out your problem.
• 16:57
  Or you know, I don't have, you know, what it takes to sort you
• 17:01
  out. So how about I refer you to
• 17:02
  someone else or I recommend that you try someone else.
• 17:05
  I recommend you go to so, so, so as in there are some people that
• 17:09
  you as the business person should be telling them, walk up
• 17:11
  us, get behind me, away from me, please.
• 17:19
  For those of us who live in Lagos and Abuja, we already know
• 17:22
  about those market women. If you go and you're pricing too
• 17:24
  much, the market woman would tell you herself, she will say
• 17:27
  look, since money, you know the price, you have not bought
• 17:30
  anything. If you're not serious, I beg,
• 17:33
  come on from my shop, leave my presence.
• 17:36
  You are blocking my market, You are blocking my progress.
• 17:41
  I don't know about the eastern, other parts of Niger, maybe like
• 17:44
  Kano or something. But yeah, in Lagos and in Abuja,
• 17:46
  yeah, there are people like that.
• 17:48
  Duma will tell you straight that look, you're here, you're
• 17:50
  wasting my time. Walk up has let somebody who
• 17:54
  wants to buy, let the person come and open market.
• 17:58
  Oh, OK. So I'll be back.
• 17:59
  I think cleaning ladies. Here, let me get the door.
• 18:04
  OK, I'm back. Excuse me.
• 18:07
  Yeah. So as the clean ladies just came
• 18:09
  through and the kids. Oh, yeah.
• 18:12
  So the clean lady, basically. And she had started.
• 18:15
  And you just then I realized I hadn't had breakfast.
• 18:18
  And then the kids didn't finish their car, so I just polished it
• 18:20
  off. Oh, by the way, for those of you
• 18:23
  who don't have kids, these are some of the wonderful things
• 18:25
  that you look forward to. You become a Dozman, basically.
• 18:28
  So, you know, food that they don't eat.
• 18:30
  I mean, what are you going to do, throw it away, especially in
• 18:32
  this economy. So you end up eating lots of
• 18:36
  leftovers. So if you're a foodie like I am,
• 18:39
  then of course it's not a problem eating extra a Cara, you
• 18:42
  know, extra meat. But of course you trust these
• 18:44
  kids. If it's pizza, nothing will
• 18:46
  remain. If it's ever, they will remain.
• 18:49
  If it's a Cara, they will remain.
• 18:51
  If it's rice and beans, they will remain.
• 18:54
  If it's pizza, they will finish it.
• 18:56
  Kids misplaced priorities. All right, where was I?
• 19:01
  So before she showed up? Now what I was saying basically
• 19:04
  was this. We need to ask these general
• 19:07
  questions in the beginning because we're trying to confirm
• 19:09
  interest. We're trying to sift through
• 19:11
  people. Some people are work up us.
• 19:14
  We should let them walk on by. There are some people who are
• 19:17
  work up us. They are not using their own
• 19:20
  initiative to work up us to move.
• 19:23
  You should now politely send them on their way.
• 19:29
  When people ask me questions like this, how do I follow up
• 19:31
  with someone? I've noticed that there's an
• 19:33
  underlying assumption that we should be following up on as
• 19:37
  many people as possible. So we're just going to keep
• 19:39
  using the word follow up for the rest of the podcast, even though
• 19:42
  we should be saying follow through because I don't want to
• 19:44
  confuse those who are listening to the podcast for the first
• 19:46
  time. Don't hear follow up, don't hear
• 19:47
  follow through. You know their mind will be
• 19:49
  switching back and forth. So let me just use follow up.
• 19:52
  So there's this assumption that I should be following without
• 19:55
  met as many people as possible. The answer is no, you're not
• 19:59
  supposed to follow up with as many people as possible.
• 20:02
  Your resources are limited, your time is limited, your money is
• 20:06
  limited, your attention is limited.
• 20:10
  Yes, it does cost money to follow up with people.
• 20:12
  I'll be owned by credit. You won't buy data, you won't
• 20:15
  buy fuel to drive to office. So your time, your money, your
• 20:19
  resources, your attention is limited.
• 20:22
  And too many people are thinking, how many people can I
• 20:24
  be following up on? No, From a sales and business
• 20:29
  development perspective, we're trying to make sure that we're
• 20:32
  only spending time with the right people.
• 20:33
  So the question in fact is not how people should I be
• 20:36
  following, following up on the question is how many people
• 20:39
  should I be disqualifying? Should I be removing?
• 20:45
  It's not everybody who says what's up, are you free?
• 20:48
  How much do you cost? It's not everybody that you
• 20:50
  should be answering. Look, we'll be polite, of
• 20:53
  course, we'll answer everybody. But from asking simple questions
• 20:56
  like this, are you doing research or is there a problem
• 20:58
  with your fleet? You should be able to tell some
• 21:00
  people to politely walk up as there's some people that you
• 21:03
  say, oh, you know what? Since you and your wife are
• 21:06
  still at the research stage, I currently don't have any
• 21:09
  resources that can educate you. However, there's this guy on
• 21:14
  YouTube. The guy is based out of China
• 21:18
  and in fact, he's even one of the guys that I buy my equipment
• 21:20
  from. How about you subscribe to his
• 21:22
  YouTube channel, keep watching it and there you will get better
• 21:28
  education. You'll be able to be educated on
• 21:31
  what kinds of trucks are in the market, what kind of trucks are
• 21:34
  needed for this industry, for that industry.
• 21:36
  How do you maintain a truck? How do you do this?
• 21:38
  How do you do that? So here are two or three other
• 21:41
  resources you can be paying attention to.
• 21:44
  Then when you are ready to pull the trigger, then you can give
• 21:49
  me a call. That kind of person, you can see
• 21:52
  that you have politely work at them, pass like you have
• 21:56
  politely move them along so that they are not on your plate now,
• 22:00
  because it's not as if they're going to be able to buy anything
• 22:03
  anytime soon. Of course, you still keep the
• 22:06
  phone number. You still put them on your
• 22:08
  Google Calendar so that maybe in two months or three months time
• 22:11
  we can say, ah, chief, how are you doing?
• 22:14
  So it's me now, the guy that you spoke to Tractor heads, the 1
• 22:17
  based in China. Yeah, yeah, yeah, that's me.
• 22:19
  The one that sent you that YouTube channel.
• 22:21
  So how far now you've been watching the YouTube channel?
• 22:23
  What do you think? The YouTube channel?
• 22:24
  What do you think now? OK, you're learning some stuff.
• 22:27
  Cool. So like what kind of heads do
• 22:30
  you think you're going to be needing for your business?
• 22:32
  Yeah, that's a good model. That's a good model.
• 22:34
  And even this one goes off. None goes off.
• 22:36
  OK, so how far would the timeline?
• 22:38
  It's still the same IB you're still waiting for that, your
• 22:40
  cooperative loan to come through.
• 22:42
  OK, so how far would the loan now HOD said is is next year OK?
• 22:49
  Like middle of next year I'll be OK.
• 22:51
  All right. No Allah, no problem.
• 22:53
  Anyways, Christmas self don't reach.
• 22:55
  So bro happy Christmas, huh? I know all I grip Madam.
• 22:59
  I'll be in touch next year. But that's it.
• 23:02
  You now put another reminder. You schedule the guy for another
• 23:04
  two months and the phone call is basically the same.
• 23:07
  How you doing? What's research looking like?
• 23:11
  Ready to pull the trigger anytime soon.
• 23:13
  You know, that kind of general, general thing.
• 23:16
  Then when he looks as if, OK, the money has come through,
• 23:19
  they've registered the company, the guys even secured one
• 23:21
  contract and now you can start putting some pressure on that
• 23:25
  one. So it's not how many people
• 23:29
  should I be chasing? We also should be thinking, who
• 23:31
  should I be removing from my funnel?
• 23:33
  Who should I be disqualifying? Who should I be moving them
• 23:37
  along? So we should be asking these
• 23:39
  kind of general questions. Walk up us let's get rid of
• 23:42
  them. Some people are just curious for
• 23:44
  people who are just curious, it's OK have the conversation,
• 23:48
  educate them, maybe see what their interest is.
• 23:51
  If you have an e-mail list, put them there.
• 23:53
  Let them be receiving e-mail from you once in a once in a
• 23:56
  while. If you have YouTube channel
• 23:58
  where you put educational content, you know, send them
• 24:00
  there, you know, so you can stay top of mind and just like the
• 24:03
  first example, you know, be reaching out to them every once
• 24:05
  in a while. That's how you deal with people
• 24:07
  who are just curious. Then for the person who says
• 24:11
  like I said in my first example, I have a contract.
• 24:16
  We need 77 trucks. 6 of my trucks are broken down.
• 24:22
  The remaining 1 is in half condition so I need 6.
• 24:26
  I need 7 heads now, 7 tractor heads, 7 truck heads.
• 24:30
  What is your best price? That is the person I start
• 24:32
  spending time with. So just in case I haven't made
• 24:37
  myself clear, let me repeat it again.
• 24:39
  The reason why we're asking ourselves or not ourselves any
• 24:42
  contact who comes across these general questions to confirm
• 24:46
  interest is so that you, you the business owner, I mean you who
• 24:51
  is listening to this podcast right now, you assertively
• 24:56
  determine who to spend time with.
• 24:59
  Don't wait for people to decide that you're worthy and then, you
• 25:04
  know, you're now making do like, oh, people are taking me
• 25:08
  seriously. Oh, I'm so glad.
• 25:09
  No, no, no, you are in the driver's seat.
• 25:12
  You are the one who will determine who am I going to be
• 25:15
  talking to? Who am I not going to talk to?
• 25:19
  So that is also a best practice when people reach out, confirm
• 25:23
  interest. Too many of you are going
• 25:25
  straight into OK, how many heads do you need?
• 25:29
  5 or 60? Too expensive.
• 25:32
  OK, I can give you 10% discount like it's it's too quick.
• 25:35
  Take it easy. Are they interested at first?
• 25:37
  Do we have someone serious? Are they just curious or they
• 25:41
  say what Capas? So that's one of the best
• 25:49
  practices. Oh, OK, we've done 25 minutes.
• 25:52
  OK, let me just talk about 1-1 more and then we'll wrap this
• 25:55
  up. This will be like Part 2 because
• 25:57
  the digest is still plenty. Then for those of you who've
• 26:01
  been listening to the podcast, you know that I keep talking
• 26:03
  about qualification and discovery.
• 26:06
  Qualification and discovery. Qualification and discovery is
• 26:10
  the part of the business relationship, the part of the,
• 26:13
  the, how will I put it now, the part of the business
• 26:16
  relationship where you're asking questions, questions about the
• 26:19
  person and questions about the problem.
• 26:22
  The reason why we do qualification and discovery is
• 26:25
  because we need to know exactly what they need, exactly who they
• 26:29
  are, exactly what the problem is.
• 26:30
  That way we can make the right recommendation.
• 26:33
  And believe you me, lots of business people have made that
• 26:36
  mistake, mistake before. If you haven't made it where you
• 26:39
  recommend something to someone, the recommendation actually is
• 26:41
  not a bad recommendation, but it is not fit for the purpose that
• 26:45
  the person needs it for. And so because of that, they
• 26:50
  take a perfectly fine truck, but because it's now mismatched,
• 26:55
  it's a terrible working experience for them because it's
• 26:58
  not ideal in that kind of situation.
• 27:00
  Unfortunately, this is just human nature.
• 27:02
  They will be angry with you. They won't say I made the wrong
• 27:07
  choice, I bought the wrong choice.
• 27:09
  They will say Abdul sold me the wrong truck.
• 27:14
  This is part of the reason why we do qualification and
• 27:16
  discovery so that any recommendation you make, you can
• 27:18
  make it with your full chest, full confidence.
• 27:22
  Remember what I said about being a doctor?
• 27:23
  That's the reason why the doctor asks you all these questions.
• 27:26
  When did you come here last? What is your family history?
• 27:29
  How tall is your father? How short is your mother?
• 27:31
  Did your father have heart issues?
• 27:33
  What about your son? Does your son have eye issues?
• 27:35
  Which village did you come from? Like all kinds of sometimes I
• 27:39
  want to like why are you asking me this kind of question?
• 27:44
  Remember 1 doctor, he told my wife.
• 27:46
  He said oh please Madam, can you go and look for nursing Kitchi
• 27:51
  and you know some, some, some, some and my wife went out and
• 27:54
  then next thing his wife closed the door.
• 27:57
  The doctor was like what a guy where I live with me, How many?
• 28:00
  I said how many what he said you know what I'm asking all like
• 28:04
  how many? I laughed.
• 28:05
  I said no, no, no, no, no, I don't play like that it's just
• 28:08
  my wife. He said.
• 28:08
  He said yes OK. Then my wife now came back
• 28:10
  inside and my wife said sorry, nothing.
• 28:14
  She said she doesn't know about this disease so it's OK, no
• 28:16
  problem, no problem. Then my wife sat down and I
• 28:18
  realized this doctor is a sharp guy.
• 28:21
  He said my wife on the wild goose chase so that he could ask
• 28:23
  me some kind questions so that I won't give the kind of answer
• 28:27
  that will now crucify me when we go home.
• 28:29
  So I thought this doctor is a correct guy, Correct guy.
• 28:33
  So anyway, at the time was asking, I didn't understand like
• 28:38
  why is he asking me this kind of question?
• 28:39
  But then later on I did some small research and I realized
• 28:42
  that oh, OK, somebody's romantic history can actually have some
• 28:45
  implications on 1234 medical conditions.
• 28:49
  So it's like that where medical doctors will ask all kinds of
• 28:52
  questions. Now, the reason why the doctor
• 28:53
  was asking that question was so that any drug he recommends for
• 28:57
  me, he can recommend it with his full chest, full confidence that
• 29:01
  if this guy take this tablet or if he goes undergoes this
• 29:04
  procedure, this problem will be solved one time.
• 29:08
  That is the purpose of qualification and discovery.
• 29:12
  Know the person, know their circumstance, know the history,
• 29:15
  what do they need this thing for?
• 29:16
  What is the problem? So that when you make a
• 29:19
  recommendation, it is a good recommendation.
• 29:21
  Bam, full authority. All right, so now we're going to
• 29:29
  talk about qualification in a bit.
• 29:33
  So apart from this general question, figure out if they're
• 29:38
  interested. You have to delve deep small.
• 29:42
  Eventually we're going to have asking them some questions
• 29:44
  around work routes, ROUTES. Another one of those words.
• 29:51
  I know Mumsy keeps trying to correct me, but I'm never sure
• 29:53
  which is rich. So some people say routes, some
• 29:55
  people say routes. I don't know if it's American,
• 29:58
  American versus UK, English, or one of those things.
• 30:01
  So work route, work routes, work routes.
• 30:05
  You know, where are you going to be driving this truck?
• 30:08
  Somebody who's going to be driving the truck through the
• 30:10
  Sahara Desert might need some kind trucks, some kind tires,
• 30:14
  and somebody who might be driving through the jungles of
• 30:17
  the Niger Delta might need a different set of tires and a
• 30:19
  different kind of engine. Where this?
• 30:22
  Person going to be driving this? Truck you need to ask before you
• 30:25
  tell the person. Go and buy the MDZ 5000 because
• 30:28
  there's somebody who come and meet you and say give me MDZ
• 30:30
  5000. That's the truck with the rain.
• 30:32
  Everybody's using it and then. You ask them, there's some
• 30:36
  questions. They say one or two.
• 30:38
  They say, ah Bros, if you buy this MDZ 5000, you say it's
• 30:42
  Niger Delta. You want to drive me through?
• 30:44
  Niger Delta is a swampy area. You cannot.
• 30:47
  Drive this kind of truck. Through that kind of region.
• 30:52
  You enter into some serious. Blazing, you cannot use the MDZ
• 30:55
  5000. Who is the person that
• 30:57
  recommended it? Oh, OK, what do they do?
• 30:59
  And that's why they recommended it for you because they are
• 31:02
  based in the North and they're driving from Nasarawa to Abuja
• 31:06
  or from Kaduna to Kaduna. And the nature of the terrain is
• 31:11
  different, the nature of the road is different.
• 31:13
  So you need to ask these kinds of questions because remember,
• 31:16
  somebody shows up and says give me MDZ 5000.
• 31:19
  And he said no problem, I have MDZ 5000.
• 31:22
  It is 35,000,000. You guys price.
• 31:25
  He now buys from you 33.3. He now goes back, he uses it in
• 31:29
  the Niger Delta. The truck goes and hangs or
• 31:32
  something happens. He won't say I bought the wrong
• 31:35
  truck. He would say Abdul sold me the
• 31:38
  wrong truck. So you ask work routes, driving
• 31:42
  routes, what are they using it for?
• 31:44
  What's the? Problem with the guy's current.
• 31:45
  Fleet, you ask? You also need to have those
• 31:51
  money. Conversations.
• 31:54
  OK, is this one going to be an outright?
• 31:56
  Purchase, why are you considering financing?
• 31:59
  Why are we looking at the lease? Ask these also questions that
• 32:02
  let you know whether somebody is serious or not.
• 32:05
  Because the person who is just doing research, you say, ah,
• 32:08
  which one is finance? What does leasing mean?
• 32:10
  You now know, oh, it's a jam bite.
• 32:12
  I'm talking to this is a first timer.
• 32:14
  This is not a serial somebody. This is not somebody we don't do
• 32:17
  for the business. This is why you ask these
• 32:19
  questions. You also have the conversation
• 32:23
  where you give a budget range. Oh yeah, the MDZ 5000.
• 32:26
  Yeah, that's pretty good. We have a couple of models, you
• 32:29
  know, 2025 model day. We also have the model of 1998.
• 32:33
  You know, some people look at it just depending on price, you
• 32:36
  know, So it all depends. But either way, all those ranges
• 32:40
  go between 35 million to 55 M. Is this beyond what you are
• 32:47
  willing to? Invest.
• 32:48
  What do you think about that? Are we good to go for that
• 32:52
  amount? You know, through a budget, give
• 32:54
  a range. From the way they stammer or.
• 32:58
  From the way they stagger or from the way they nod their
• 33:01
  head, you will know whether you're on the right track.
• 33:06
  Whether this person has realistic.
• 33:08
  Price expectations whether this person knows the industry or
• 33:13
  whether this. Person is a jam.
• 33:15
  Bite, you see. Why all these questions are
• 33:17
  important? You also need to try and figure
• 33:20
  out the the person's authority. Does the person have the ability
• 33:27
  or the permission to go ahead and make that purchase?
• 33:31
  Because if it has not happened to you before, I can assure you
• 33:33
  it will happen to you soon, where you will spend time
• 33:36
  talking to somebody good time. Only to realize when you now say
• 33:41
  why are transferred me, the money person will now say, oh
• 33:44
  actually somebody else is supposed to transfer the money,
• 33:47
  not me. It has happened to me and I will
• 33:51
  never forget it. We were talking, we were getting
• 33:54
  along well. This is my wedding photography
• 33:56
  days. By getting on good, the family
• 34:00
  had Pepe. I knew that it was going to be a
• 34:03
  good, good, good, good, good job.
• 34:07
  So as we're talking now, back in my novice days, I now said, OK,
• 34:12
  we'll need a deposit. So, so, so, so amount.
• 34:16
  And then the girl said those dreaded words.
• 34:18
  She said, OK, I will tell my sister.
• 34:19
  I say, eh, you. Tell your I say yeah.
• 34:23
  I will tell my sister, I said you're not, the bride said no,
• 34:25
  no, no, no. I'm the youngest sister of the
• 34:27
  bride. I thought to myself, ah, I am
• 34:29
  finished because you know, my mom is always telling me stop
• 34:34
  counting chickens before they hatch.
• 34:36
  Because me, I'm in the habit of if I'm talking to somebody now
• 34:38
  and looks as if, you know, 4 million will come from this one,
• 34:41
  in my mind, I'm already counting 4 million.
• 34:43
  Four million. Let me fix my car, let me do
• 34:45
  this, let me do this. Let me buy this, let me buy
• 34:48
  this. So my mom was always told me,
• 34:49
  look, stop counting your chickens before they hatch.
• 34:51
  Wait when the money is in your hand, plan before money comes,
• 34:55
  don't plan. So when she said I would tell my
• 34:58
  sister, I say he won't be because in my mind I had already
• 35:01
  started, you know, the money. I was really thinking where the
• 35:04
  money will go, the problems that I will fix.
• 35:08
  I will never forget the episode so.
• 35:10
  If it hasn't happened to you before anyway, I pray it doesn't
• 35:13
  happen to you. Be sharp.
• 35:15
  Ask these kinds of questions so you don't end up wasting time
• 35:19
  building a relationship with someone.
• 35:21
  But that person does not have the ability, does not have the
• 35:23
  power to take the decision. For those of you who've been
• 35:27
  listening to the podcast for a while, you already know the
• 35:29
  story of the lawyer. I was talking at an event.
• 35:33
  I wasn't sure if I was making sense, but one lawyer said, no,
• 35:36
  you're making sense. This is what happened to me.
• 35:38
  Then she gave her testimony. She said that she was talking
• 35:42
  with the wife. Madam, it was a matter of
• 35:44
  conveyance of land, you know, buy and sell her property.
• 35:48
  The husband was abroad, but the land belongs to the woman.
• 35:51
  So the lawyer in full confidence continued, even started doing
• 35:55
  one or two things, assuming that this is a done deal.
• 35:57
  The husband now came back from abroad and as husband and wife
• 36:01
  do, they talked and then as I do, I said sorry my husband is
• 36:04
  back and he said we're not going ahead again.
• 36:08
  Some of you will be angry. With the.
• 36:11
  Woman some of. You lawyers will say, Madam, is
• 36:14
  it not your property? Can't you make a decision by
• 36:16
  yourself, please? You know this is about sales.
• 36:19
  We're not supposed to challenge, you know, what husband and wife
• 36:22
  have discussed like, you know, in that bedroom.
• 36:24
  Just leave them. The fault is not woman's fault.
• 36:29
  The. Fault is your own, and that's
• 36:31
  what I was trying to get that audience to understand, And I'm
• 36:34
  glad the lawyer understood it. The lawyer realized that it was
• 36:37
  her own fault. She should have asked the
• 36:40
  question. OK, Madam, I understand the
• 36:42
  scope. I'm glad we've agreed on the
• 36:44
  mount. But typically in this
• 36:46
  environment, for these kinds of landed matters, usually Madam
• 36:52
  Wife either discusses with the husband or maybe the head of the
• 36:57
  family. Is there some other person whose
• 36:59
  input we need before we move forward?
• 37:01
  As a lawyer, you ask that kind of thing.
• 37:04
  You don't just assume that the person presenting in front of me
• 37:06
  is the person who has the authority.
• 37:08
  We style, we ask questions. I'll figure out the authority
• 37:12
  structure. Who am I talking to?
• 37:17
  What is the limit there of of the?
• 37:19
  Authority. What can they decide on?
• 37:21
  What can they not decide on? So it's the same thing with
• 37:23
  Abdul Truck Sales. Oh, are you the owner of the
• 37:26
  company? Are you the manager of the
• 37:30
  company? Oh, thank you very much for
• 37:34
  reaching out. Oh, blah, blah, blah.
• 37:35
  Oh, sorry to hear about your six trucks and this and this and
• 37:38
  that. Yeah, sure, we can sort you out.
• 37:39
  Oh, by the way, just curious, are you the procurement agent?
• 37:44
  You ask whether the person. Is the owner.
• 37:47
  The manager, the procurement manager, or the service
• 37:51
  technician. It will determine a lot about
• 37:53
  how you follow up, but. Please remember we're not
• 37:57
  following. Up again, it's follow through we
• 37:58
  should be saying. So whether the person is the
• 38:01
  owner, the manager, the procurement agent or the chief
• 38:05
  mechanic or the service engineer or whatever will determine the
• 38:10
  steps you're going to follow. So you should be asking
• 38:12
  questions to know yourself. Who are you talking to?
• 38:15
  Very important. Well, please don't be
• 38:18
  interrogating people, but we'll talk about that again.
• 38:21
  Well, when we're rounding up this episode, then we also need
• 38:25
  to figure out timelines. When?
• 38:27
  Do you need this truck on the? Road you sell trucks.
• 38:30
  It's a question you have to ask. When do you need this truck on
• 38:32
  the road? Because sometimes you have the
• 38:35
  truck, you have the price, but the person needs it on the road
• 38:38
  next week. Or join China and this thing.
• 38:42
  Is going to be transported. By ship.
• 38:43
  So it's going to be what, 3 weeks?
• 38:45
  4 weeks in that case you really can't help the person is up with
• 38:51
  you to be honest. You know I would have loved to,
• 38:55
  but we just can't. You need this truck next week
• 38:57
  Wednesday to be honest, you know next week Wednesday, even if you
• 39:01
  can't take I take the money, the truck will still be on the high
• 39:04
  sea. So Brooke, I can't help you.
• 39:06
  Or can you work with a two week delay, you ask?
• 39:11
  Instead of collecting somebody's money.
• 39:13
  Then they're now blowing up your phone saying how far I needed
• 39:16
  this thing for Wednesday. Today is Monday and you say, ah
• 39:20
  Bros is still on the high sea. We don't do business that way
• 39:25
  because remember repeat business and.
• 39:28
  Referrals. That is what builds a healthy
• 39:30
  business. People coming back again and
• 39:32
  again and again. That's what builds a healthy
• 39:34
  business. Then referrals, people giving
• 39:36
  out your phone number to other people.
• 39:38
  You say call Abdul, he's my guy. That is what builds the
• 39:42
  business. These kinds of negative.
• 39:45
  Experiences will stop people from buying again, or will stop
• 39:49
  people from sending or giving other people your number.
• 39:55
  So these are some simple questions.
• 39:56
  That we can ask, all right. So it's 40 minutes, so let me
• 40:00
  bring. This episode to a close, let's
• 40:01
  just say this Part 2, because there's still some orgies we
• 40:03
  need to just on this matter. So let's say that, OK, there
• 40:06
  definitely will be a Part 3. We'll do that tomorrow.
• 40:08
  So, so far, how to follow up with the contact?
• 40:11
  We've discussed a couple of things now #1 we should not be
• 40:14
  following up. It's pointless.
• 40:15
  We should be following through. Get your advancements, let your
• 40:18
  follow through activities be focused, agree on what people
• 40:21
  are supposed to do next. And we've talked about some best
• 40:24
  practices #1 speed to lead. Once somebody has given you sign
• 40:28
  that they might be interested, move quickly then.
• 40:33
  When we start the conversation. Confirm that they are indeed
• 40:36
  interested because not everybody who, you know, one real estate
• 40:39
  professional was saying I took somebody to site, blah, blah,
• 40:41
  blah. Since then, I've not heard from
• 40:43
  the guy. It's not everybody who comes to
• 40:44
  the site that is interested. So excuse me.
• 40:48
  And it's something that you babes know.
• 40:49
  It's not everybody that approaches you that is
• 40:51
  interested. Some people approach and like,
• 40:52
  whoa, this guy is feeling me. But then the next two or three
• 40:55
  weeks play out and you're like, no, this guy is a confused human
• 40:58
  being. I don't even know what he wants.
• 40:59
  It happens in business and in relationships.
• 41:03
  Some people seem hot hot, hot, hot hot hot hot like they want
• 41:05
  to buy a distractor head now and then.
• 41:08
  As the days go on. It's like this person's self is
• 41:10
  confused. I don't even know.
• 41:12
  By the way, it's not your business to know, yours is.
• 41:14
  Have your sales process, execute your sales process, continue on
• 41:18
  it. Leave all those personal
• 41:19
  motivations like this. There's no no room for
• 41:21
  heartbreak here at all. So confirm that somebody's.
• 41:26
  Interested. You confirm that they're
• 41:28
  interested by asking them some simple questions after thanking
• 41:32
  them for reaching out. General questions depending on
• 41:36
  your own business. For me, if I was selling trucks,
• 41:38
  I would start with something like that.
• 41:40
  Or are you just doing research or do you have a problem with
• 41:42
  your fleet? Before you can remove that
• 41:43
  research part, you can just ask the person, So what is the
• 41:46
  problem with your fleet question mark?
• 41:48
  Leave it there. In answering that question, the
• 41:51
  person has to now say a couple of things that he has a fleet or
• 41:54
  he doesn't have or that the fleet is 50 trucks, but they
• 41:58
  need 10 or you know, any which way.
• 42:01
  So in fact, remove that research part.
• 42:03
  So thank you very much for reaching out.
• 42:05
  Show trucks, blah, blah, blah, blah, blah.
• 42:07
  So what's the problem with your fleet now?
• 42:11
  How can I help you today? Anyway, you'll figure out the
• 42:13
  question. You know, these things take some
• 42:14
  practice and then plus ChatGPT, Google Gemini, you can do some
• 42:19
  research about good qualification and discovery
• 42:22
  questions to be asking your particular sector.
• 42:24
  So use these tools, do the research, come up with some nice
• 42:28
  ideas, but remember, execute. Then once somebody's interested.
• 42:34
  We're now going to ask some more questions to try and figure more
• 42:39
  things out about them and their need.
• 42:42
  So in this case for Abdul, since he's selling trucks, we're going
• 42:45
  to have to figure out their routes or their work habits or
• 42:49
  the problem with the the fleet, whether this is going to be.
• 42:52
  Then we'll also discuss budget issues, give them a range to be
• 42:56
  sure we're talking to the right person.
• 42:58
  Because if you say 25 to 30 and when the person says, ah, Bros,
• 43:01
  no vex, I was hoping we'd get this done for 20.
• 43:03
  You don't know that this is an unserious somebody.
• 43:06
  And then what you do is you move them along.
• 43:10
  Keep them in your emailing list, you know, let them subscribe to
• 43:14
  your YouTube channel and give them some helpful resources to
• 43:16
  educate them. Why should I move this person
• 43:18
  along? It's not going to work.
• 43:21
  And then? Once you need to figure out.
• 43:23
  Their authority, is this the person who can pay me, or is
• 43:30
  this person the houseboy or the house girl who is only going to
• 43:33
  gather information and then gather the information up to
• 43:35
  Madam. By the way, those situations are
• 43:37
  hard, just so you know. So if anybody reaches.
• 43:43
  Out to Abdul, but the person is just the let's say the person is
• 43:45
  just the chief service technician for the company.
• 43:49
  It's not as if the deal can't close or will be hard because
• 43:51
  service technician will report to his manager.
• 43:55
  The manager will report to you know by the time reports to
• 43:59
  report to report to you know a guest to orga.
• 44:01
  As in that is plenty links in the chain, but it can be done.
• 44:06
  Anyway, so when you're. Deciding how am I going to
• 44:09
  follow through with someone personalized in front of me
• 44:11
  today. These are some of the
• 44:12
  considerations that we should be looking at now.
• 44:14
  Hopefully tomorrow we should be able to wrap up with a Part 3.
• 44:18
  So thank you very much for listening to the podcast.
• 44:20
  If you getting, if you're getting value from this or even
• 44:24
  if you. Just find it mildly.
• 44:25
  Entertaining Subscribe on Spotify, YouTube, Apple or any
• 44:29
  player of your choice. Also, please share the show with
• 44:33
  others who might get a value from it as well all the people
• 44:37
  who you think might find it entertaining.
• 44:39
  And then if you have any questions, comments, queries or
• 44:42
  collaborations. Or you just want to connect?
• 44:46
  Call, send me a text message or a WhatsApp message on
• 44:49
  08064662140. So that's it, that's all.
• 44:55
  Thank you for listening. I'll catch you some other time.