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Transcript

The Ultimate Guide to Business Meetings: When to Say Yes (and When to Say No) · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Pardon My voice this evening.
• 0:04
  Because this is a late night recording.
• 0:07
  Then I'm also not in the audio booth, so I expect to hear some
• 0:10
  interruptions in the background. And yeah, the noise you can hear
• 0:13
  is just this, you know, it's this thing that's been going on
• 0:17
  in Abuja for a while. You know, guys just buy, you
• 0:21
  know, super cars like Ferraris and stuff like that.
• 0:24
  Then they, you know, they modify the exhaust and then they soup
• 0:27
  it out and they put like like fluorescent lighting underneath
• 0:31
  the cars and things like that. And then when it gets close to
• 0:34
  midnight, you know, boys are just driving and blasting these
• 0:37
  things all over the place. So that's the those are the
• 0:40
  nuisances that you can hear outside the window.
• 0:43
  If you can hear all that zooming and everything, it's just money
• 0:45
  miserable basically. And then my wife says that it's
• 0:48
  mostly boys from Lagos, you know, Aspire, you know, Tinaboo
• 0:54
  is now in so Lagos boys have moved down and things like that.
• 0:57
  So the trend of people just flashing their supercars, they
• 1:01
  think as a it's on another level these days.
• 1:05
  Anyway, today's episode is not about supercars and about trends
• 1:12
  in the auto industry, if we can put it that way.
• 1:16
  Today I'm going to take a detour from what we've been discussing
• 1:19
  because we've been looking at prospecting in How to Grow Your
• 1:25
  Business by Prospecting. And the case study that I've
• 1:28
  been using the last 2-3 days has been a young female lawyer, 10
• 1:32
  years Boost call, trying to build a consultancy practice
• 1:36
  when it comes to securities compliance.
• 1:41
  Yes. So today I'm just going to take
• 1:44
  a little break to address something else which just came
• 1:47
  up recently and which also buttresses something I've been
• 1:51
  talking about on the podcast, which is qualification and
• 1:54
  discovery. Now this is your first time
• 1:56
  listening to the podcast. There's a central theme that I
• 1:59
  keep coming back to over and over again, which is that if you
• 2:02
  want to build your business, you need to pay attention to the big
• 2:04
  three. And if you've been listening for
• 2:06
  the last, you know, 2-3 minutes, I'm sure you'd have figured out
• 2:09
  that the big three are actually prospecting, qualification and
• 2:13
  discovery. Now prospecting is all around.
• 2:16
  Who might be interested in my product or my service?
• 2:18
  Where do they hang out online or in the real world?
• 2:21
  How can I find them? How can I initiate conversations
• 2:24
  with them? That is prospecting.
• 2:26
  Now, when it comes to qualification and discovery,
• 2:29
  that is the process of you actually having those
• 2:31
  conversations. What are the sorts of things
• 2:33
  that we should be having conversations about?
• 2:36
  And that is what I want to discuss today because I had an
• 2:39
  interaction with Wonder Woman. And when I say Wonder Woman, I
• 2:44
  don't mean Gal Gadot. I mean, even though she's a fine
• 2:47
  bee man, you know, if any of you are connected to her, just
• 2:50
  please give her my phone number so that you know me and how we
• 2:53
  can start liaising because after I'm looking for a second wife.
• 2:56
  So won't be a bad idea to have a multi Abbey.
• 3:00
  He's a multinational Abbey international wife who is also
• 3:02
  earning in dollars in the Hollywood space.
• 3:05
  So that would greatly increase my how would I say you'll
• 3:10
  increase my wallet charge? Let me just put it that way.
• 3:12
  So if any of you know, Gaga dots just all out harsher, just let
• 3:15
  her know that boys in Nigeria were saying what's up?
• 3:20
  So where was I? So there's somebody else that
• 3:25
  I've called, I've been calling one woman over here on the
• 3:27
  podcast and that's just a code name for a young lady in Nigeria
• 3:32
  in Benway State, Benway State University, who is in the
• 3:36
  catering space. And we've been following some of
• 3:38
  our adventures over here on the show.
• 3:41
  So Wonder Woman reached out. There's been some developmental
• 3:44
  historians. So I figured, let me just hop on
• 3:47
  here and then make a recording real quick and now touch on the
• 3:51
  importance of qualification and discovery in sales.
• 3:55
  Now before I continue the usual shout outs today, I want to
• 3:58
  shout out Margaret Spicy. That's a very nice name, very
• 4:03
  interesting name. She was a listener to the show
• 4:06
  on Spotify and she commented on Spotify.
• 4:09
  Now she's also a consultant in the Oriflame thing.
• 4:15
  Now Miss Oma, who also listens to the podcast, has really told
• 4:18
  me that Oriflame has nothing to do with sheer butter.
• 4:21
  You know, Ori, the sheer butter thing.
• 4:24
  So I guess those of you who are Oriflame beauty consultants,
• 4:27
  please, you guys make me educate me on the business, especially
• 4:31
  Margaret Spicy because she says she has a couple of questions.
• 4:35
  So I dropped my contact details on on the chat in Spotify and
• 4:41
  I'm going to do that again. So if you'd love to connect with
• 4:43
  me, you know, for a business audit for a strategy session or
• 4:46
  if you have questions just like Margaret Spicy does, then the
• 4:49
  phone number is 08064662140. The country code is lost 234.
• 4:56
  For those of you who are not Nigerian, then also connect with
• 5:00
  me on LinkedIn, the name to look for establishing my ID.
• 5:04
  If you don't dig Spotify, you can find my stuff on YouTube.
• 5:10
  Same name as well. OK, so today we're taking a
• 5:13
  detour. So we're not going to be
• 5:14
  discussing anything legal related.
• 5:17
  Today is going to be all cuisine and all food and all chef like,
• 5:21
  you know, stuff like that. So like I said, today, the focus
• 5:26
  is qualification and discovery in sales.
• 5:28
  Now, this is a very important topic because it helps us to
• 5:33
  figure out a couple of things #1 the reason why I think we should
• 5:37
  be paying attention to qualification and discovery.
• 5:39
  And remember, qualification and discovery basically is just the
• 5:42
  conversation phase. As per you've already figured
• 5:45
  out who should I be talking to? Where do they hang out?
• 5:48
  Now you guys are face to face or ear to ear or keyboard to
• 5:52
  keyboard or whatever it is that you have in this conversation.
• 5:55
  Now, the next step is what are the kind of things that we
• 5:58
  should be talking about? That essentially is what
• 6:00
  qualification and discovery is about.
• 6:04
  Now, qualification and discovery is important because it helps us
• 6:07
  figure out two things. Number one, when to take a
• 6:10
  meeting because you will find that in some cases, I mean, for
• 6:15
  those of you who sell products like maybe or reflame people, I
• 6:18
  guess there's no need for maybe there's no need for a meeting.
• 6:20
  And it depends because we sell products like let's say you sell
• 6:24
  gadgets like Bluetooth keyboards or something.
• 6:26
  I guess it's a matter of qualification and discovery.
• 6:28
  You guys with a chat back and forth, once you figure out what
• 6:31
  it is that the person wants you just tell them a look Orga,
• 6:35
  we've been chatting for like 3 weeks now.
• 6:37
  I've told you Bluetooth keyboard IS250K if you're already this is
• 6:41
  my account details. So I guess there's no need for a
• 6:43
  meeting. But for other people like Wonder
• 6:46
  Woman, remember she's a chef, she's into catering and all that
• 6:49
  kind of stuff. And I started off as a wedding
• 6:51
  photographer. Now I'm a business consultant.
• 6:54
  And even for our sister self who wants to start off legal
• 6:58
  consulting services for people like us, at some stage, we guys
• 7:02
  take a meeting because there's some things, some complex hill
• 7:07
  scenarios that you can't just wrap things up by just sending
• 7:09
  people your account number. At some point you have to take a
• 7:11
  meeting. Now qualification and discovery
• 7:14
  is going to let you know when to take a meeting and whether this
• 7:18
  is something that you should even be taking a meeting in the
• 7:21
  1st place. So number one, that's why
• 7:24
  qualification and discovery is important.
• 7:26
  We'll help you figure out when should you take a meeting next
• 7:29
  is also going to help you figure out when to issue a proposal or
• 7:32
  when to start talking about price.
• 7:34
  Because if you do your qualification and discovery real
• 7:37
  good. One of the things that will help
• 7:39
  you achieve is it will help you know that you know what, this
• 7:42
  thing is not serious. This person is not serious.
• 7:45
  There's no need for a meeting. I'm never going to dignify this
• 7:48
  guy or this girl and start talking price.
• 7:50
  Let me just flashy this thing. It actually is a benefit.
• 7:54
  Some of you might think is a downside, but remember,
• 7:58
  sometimes it's not just about looking for the right people to
• 8:01
  talk to. It's also a matter of getting
• 8:03
  rid of the wrong people so that we don't waste time with them.
• 8:06
  Now, let's define qualification and discovery.
• 8:09
  Qualification and discovery. Yeah, there's lots of technical
• 8:12
  definitions, but for the purpose of this episode, every time you
• 8:15
  hear me talk about qualification or discovery, I just means
• 8:19
  sorry. That's it.
• 8:20
  It doesn't means sorry. Forgive me.
• 8:22
  Like I said, it's a late night recording, so my brain is a
• 8:24
  little slow today. It was a long day.
• 8:29
  So when we're having questions about the person, the person
• 8:33
  that you're yawning with that you guys are seeing face to face
• 8:36
  or ear to ear. If you're using a phone or
• 8:39
  keyboard to keyboard, if you guys are doing e-mail, you need
• 8:42
  to be able to figure out who is this person, who is this dude?
• 8:45
  Who's this guy, who's this girl? All those kind of questions.
• 8:49
  That is qualification questions. Then you also ask questions
• 8:55
  about the opportunity or questions about the problem or
• 9:00
  questions about the vision, what the person is aiming towards.
• 9:03
  Those are called discovery questions.
• 9:06
  So when you hear qualification and discovery basically just
• 9:08
  means that part of the conversation we are trying to
• 9:11
  source out who is this person, what's the problem self, what's
• 9:16
  the opportunity? Is the opportunity juicy or is
• 9:20
  the opportunity rubbish? All those questions, that's
• 9:22
  qualification and discovery. And remember I said the reason
• 9:26
  why qualification and discovery is important is because it would
• 9:30
  give you information. You will know whether this is a
• 9:32
  person worth talking to. The person is worth talking to.
• 9:36
  Then by all means diving, but the person is not worth talking
• 9:39
  to. Try and weave this thing as I
• 9:41
  tell the person is not going to be a good fit or try and refer
• 9:44
  to somebody else that might be a good fit.
• 9:46
  And then you call the other person and say, look, dude, I
• 9:49
  think this kind of client is more like your thing.
• 9:53
  So we think clicks just send me 10%, you know, have that
• 9:55
  conversation, then let's see what else.
• 9:59
  So qualification and discovery will help you figure out is this
• 10:01
  person worth working to? Then it's also going to help you
• 10:05
  figure out, is this something that is worth my time or is this
• 10:08
  something that is worth me getting emotionally invested,
• 10:11
  especially in the early days for those of us who consider
• 10:13
  ourselves to be artists. So you yeah, catering people,
• 10:16
  you guys consider yourself to be culinary artists, you know, so
• 10:21
  know how know how any gig that you take, you will be
• 10:25
  emotionally involved because there's, there's more.
• 10:28
  Well, there's creativity and artistry involved in most
• 10:31
  businesses. But so I started off as a
• 10:34
  wedding photographer and I just noticed that wedding
• 10:37
  photographer caterers, you know, cake people.
• 10:40
  Who else? Fashion designers, you know, we
• 10:44
  get very touchy with our craft. Anyway, that is criticism for
• 10:51
  another day. I have.
• 10:54
  So I said the reason why I'm looking at qualification and
• 10:56
  discovery now is this. Remember that now we're talk,
• 10:58
  we're back to Wonder Woman's matter.
• 11:00
  And Please remember, when I say Wonder Woman, I don't mean Gal
• 11:03
  Gadot. I mean the lady who is based in
• 11:06
  Makudi, who is a student of Bengal State University, who is
• 11:09
  in cuisine and catering and chef.
• 11:12
  And, you know, that's our business.
• 11:13
  Yeah. And we started exploring her
• 11:16
  matter over here on the podcast when we're looking at the issues
• 11:21
  that she has around business expansion.
• 11:24
  So she's been doing this for a bit.
• 11:25
  She wants to expand the business.
• 11:27
  So that's how her matter came over here on the podcast.
• 11:30
  Now I did an episode, I think the last episode that I did
• 11:33
  concerning Wonder Woman was on whether she should accept equity
• 11:38
  investment. That was the episode where I
• 11:41
  went on and on about why you shouldn't do business with your
• 11:43
  boyfriend or do business with the toaster.
• 11:46
  Now, even though we started off with boyfriend and toaster,
• 11:48
  eventually we explored the broader topics so that if you
• 11:51
  are considering equity investment and equity just means
• 11:55
  somebody's dropping back, the person is dropping pig and the
• 11:57
  person wants a certain share of your business.
• 12:00
  Because in our own case, the there was a potential investor
• 12:08
  who, yeah, there was a potential investor who was thinking of
• 12:12
  dropping money on an equity basis.
• 12:14
  And so that whole episode was on, look, my own opinion
• 12:19
  basically was like, look, don't do business with a boyfriend or
• 12:22
  a toaster on or with anybody who might have some kind emotional
• 12:26
  entitlement in the future. But even if you want to do so,
• 12:29
  these are the sorts of issues you should be discussing.
• 12:32
  So whether you have friendly benefits or emotional
• 12:35
  entanglement or we're just friends or whatever, it's a good
• 12:38
  episode to listen to. But even if you're looking for
• 12:41
  institutional investors, it also is a good episode to listen to
• 12:45
  because I went through a number of things that you should be
• 12:48
  discussing before you guys exchange, exchange, exchange
• 12:57
  contracts and exchange money. And please, I hope that's the
• 13:00
  only thing that you guys will be exchanging.
• 13:02
  No exchange anything else. Where was I?
• 13:07
  OK, now, so this is how Wonder Woman came back into the
• 13:11
  picture. So me and Wonder Woman, we've
• 13:13
  been chatting and the good news is, is like she's got a
• 13:22
  Commission, a possible Commission, a possible
• 13:24
  engagement. You know, someone reached out,
• 13:26
  you know, are you available in marketing?
• 13:28
  You know, of course she responds yes.
• 13:30
  Then she asked a couple of questions.
• 13:31
  Is this private or is this a restaurant?
• 13:33
  The person says private, and then summary person says, OK, we
• 13:36
  have a physical interview tomorrow.
• 13:38
  And then she's like, OK, send the address.
• 13:40
  And then that's how the conversation ended.
• 13:42
  And of course, it turned out not to be a bad meeting.
• 13:45
  But anyway, how it turned out. I meant to leave that for Wonder
• 13:49
  Woman to share the testimony amongst her friends and her
• 13:52
  family. But the reason I'm making this
• 13:55
  episode is just to say that the conversation could have been
• 13:57
  handled a little bit more differently.
• 14:00
  Sorry. Look, forgive me, I'm really
• 14:02
  slow this night. The conversation could have been
• 14:05
  could have been handled better because the way she handled the
• 14:09
  conversation was OK. Are you available in marketing?
• 14:12
  Yes. Is this private or restaurant?
• 14:14
  Private Physical interview tomorrow.
• 14:16
  She says OK, send me the details.
• 14:18
  Now that's cool and I'm glad it worked out well.
• 14:21
  But The thing is, most of the time, for those of you who are
• 14:24
  listening to this show and you guys are caterers, you know,
• 14:26
  it's not every single meeting that you take because sometimes
• 14:29
  exchange happens like this. You show up for the meeting and
• 14:32
  then by the time you see the people and by the time they open
• 14:34
  their mouth, you'll be like, hi, me, Sir, why did I come for this
• 14:37
  meeting? I went out one chance like
• 14:39
  nothing good is going to come from come out of this.
• 14:43
  So we need to be able to have ways of engaging in
• 14:45
  conversations. That tells us a couple of things
• 14:49
  about whether this is a good meeting to take, whether we
• 14:52
  should even start talking money with these people.
• 14:55
  Is this person we're talking to, is this something that is worth
• 14:58
  my time? Oh, by the way, I told Wonder
• 15:01
  Woman that she was going, that she should carry 1 personal, you
• 15:03
  know, and this is just being real as per security conscious
• 15:08
  in Niger. Because you know, these days,
• 15:10
  you know, with the kid, we, they hear all kind stories, all kinds
• 15:13
  of stories. So it just helps if I even my
• 15:17
  wife sometimes when I'm going out, she's like, where you
• 15:20
  going? Where you going?
• 15:20
  I'm like, look, babe, don't worry, I've been doing this for
• 15:23
  a while. I always meet people in public
• 15:25
  places, you know, so Co working space or you are going to check
• 15:29
  the person's office, you know, like I check address and you
• 15:32
  know, things like that. So you know me.
• 15:34
  So if I don't want to go somewhere and then miss, you
• 15:36
  know, before you know it, I'll wake up and then maybe my head
• 15:39
  is inside basin and then they Call My Name three times and
• 15:41
  that's not for meeting dollars, you know, that kind of thing.
• 15:43
  So so security has so it's kind of thing.
• 15:49
  Do your research ahead of time or and then of course young
• 15:52
  ladies, go with somebody, let somebody know where you're
• 15:55
  going. I was like, so security issues
• 16:00
  aside, yeah, we need to be able to figure out should we take
• 16:02
  this meeting or not? Is this person somebody of
• 16:07
  timber and calibre or is this personally useless Anyhow,
• 16:11
  personal is this, is this what a meeting was taking?
• 16:14
  So we actually should be having much more qualification and
• 16:16
  discovery questions whenever people hit us up in the DMS on
• 16:20
  e-mail or they call us up on the phone.
• 16:21
  You don't just show up for a meeting like that.
• 16:24
  So qualification and discovery more questions.
• 16:29
  Remember from previous episodes that we try and keep the covers
• 16:32
  the questions conversational because you know, like I keep
• 16:35
  saying Nigerians they don't like interview or query.
• 16:40
  It was sounds like you're interviewing them.
• 16:43
  You know they will they will just lock up.
• 16:46
  You know, the attitude will be like, therefore tree of this
• 16:48
  girl, I'm calling you for money and you're the one that's not
• 16:50
  interviewing me. Even all serious.
• 16:52
  I beg, just get out, let me call somebody else.
• 16:54
  You know, that'd be like the attitude that they'll give you.
• 16:56
  So you keep this thing nice and conversational and then you keep
• 17:00
  the conversation, you keep it open-ended.
• 17:03
  So it doesn't sound like it's a it's a query or as an
• 17:07
  interrogation. So the first question that she
• 17:11
  asked about Home Office. Yeah, that makes sense.
• 17:13
  You know, that's that's cool. That's a nice question to ask.
• 17:16
  And then they respond, Oh no, that is a private something.
• 17:20
  Then you just run into some more questions now, like, OK, like
• 17:23
  number of meals per day, you know, is this going to be like a
• 17:26
  breakfast, lunch, dinner kind of thing?
• 17:28
  Or is it just like one or two meals in a day?
• 17:30
  You know, from the answer, you now be able to know how you how
• 17:36
  I put it based on what they say, you know, know, whether you can
• 17:40
  probe more, you know, into size of the home or size of the
• 17:42
  office, that kind of thing. Like it was an office thing, but
• 17:45
  only one meal a day. It was like, oh, OK, so this is
• 17:47
  just going to be a lunch thing. And lunch is usually like what,
• 17:50
  1:00 PM? So Oh no, no, lunch in this case
• 17:53
  is going to be like between 3:00 and 4:00.
• 17:55
  So how come? How come most other
• 17:58
  establishments is 1? So, Oh no, in our line of
• 18:00
  business, something, something, something.
• 18:02
  So oh, OK, what line of business are you in?
• 18:04
  So you can see that as a conversation is flowing like
• 18:07
  that, you'll begin to be teasing out one or two things.
• 18:11
  Who are these people? What are they about?
• 18:13
  What am I getting myself into before you show up for the
• 18:16
  meeting? But it's also possible I show up
• 18:20
  for this meeting and then you find out that it's a maybe it's
• 18:23
  a local government school or something like that.
• 18:25
  And it's going to be maybe 40,000 naira a month or
• 18:31
  something. And you see that you just wasted
• 18:34
  your time. You took bolts 2K to drive their
• 18:39
  bolts going back will be 2K. You spend 4K to go and discuss
• 18:43
  with somebody that what do I thinking is full time employment
• 18:47
  for 40K in a month, You know? So This is why I have to ask a
• 18:50
  couple of questions before you leave.
• 18:52
  So Home Office, yes, number of meals, is it breakfast, lunch
• 18:55
  and dinner? Obvious only dinner only.
• 18:57
  How many times a week? What's the size of the home?
• 19:01
  Alzheimer's, the office or how many children do these people
• 19:03
  have? How many people are in the
• 19:05
  office? Now of course, the usual
• 19:08
  question now what kind of cuisine is it going to be
• 19:10
  African cuisine or continental cuisine?
• 19:12
  You know, you also need to know because some of you in the in
• 19:15
  the cuisine space, you know, some of you are local champions,
• 19:19
  you know, you don't know how to do full English breakfast,
• 19:21
  Scottish breakfast, that kind of thing.
• 19:23
  You need to know upfront before you say yes.
• 19:26
  You show up for the meeting and then they start telling you that
• 19:28
  we want eggs and ham and bacon and something and you're
• 19:31
  thinking like bacon, eggs, ham. Like all I know how to do is I
• 19:36
  know how to make tuition cover. I know how to do pardon yam.
• 19:39
  I know how to do at my life. Any of those things you're on
• 19:41
  your own. So you need to ask these kind of
• 19:43
  things before you show up. Also, because there's some of
• 19:45
  you that are very, very Snooty the other way around.
• 19:49
  You know, you've been to, I don't know, some fashion
• 19:53
  cuisine, something in London or Paris or you schooled in New
• 19:57
  York or something like that. So you only know how to make all
• 20:00
  these fancy fancy. You know, Sunnyside up eggs and
• 20:05
  toast, something you consider pounded them to be beneath you.
• 20:09
  So you need to ask before you show up for the meeting.
• 20:12
  And they say that, oh, this one is going to be straight up rice,
• 20:16
  beans and pounded yam. And you think, OK, some of that
• 20:18
  is beneath you. You're looking for something
• 20:20
  much more challenging. You know, you want to broaden
• 20:23
  your your expertise, you know, broaden your palace, broaden
• 20:27
  your craft, you know, have all these conversations so they
• 20:29
  don't just show up for a meeting and you're like, I just wasted
• 20:32
  my time. So when there's African or
• 20:35
  continental dishes, you have that kind of questions.
• 20:37
  Yes, you have the conversation. Then I also think I don't know
• 20:42
  'cause I'm not in the catering space room, but I'm also
• 20:44
  thinking you should be asking questions around shopping.
• 20:47
  OK, market runs and call who'll be doing the market runs.
• 20:50
  Is it that I show up and you guys are really prepared
• 20:52
  Everything down Mone is just show up and cook and then leave?
• 20:57
  How far we're cleaning? Do you guys have cleaning staff
• 20:59
  that will be doing the whole thing or do I come with my own
• 21:02
  crew so that as you drop everything, I cook it, maybe
• 21:07
  we'll clean and then we leave. You may ask all those kinds of
• 21:10
  questions. Obviously that I'm the one
• 21:13
  that's going to be going to the market.
• 21:14
  You transfer the money to me and then blah, blah, blah.
• 21:16
  But I have all these questions. Then I would also recommend that
• 21:22
  you have asked some questions stylishly about the previous
• 21:26
  person. Oh, how come there's a vacancy
• 21:28
  now? OK, the other lady just left.
• 21:31
  So OK, she just left. I mean, what's the situation
• 21:35
  there? What happened?
• 21:36
  Was she fired or why did she leave?
• 21:39
  You know, has those kind of questions, 'cause it would be
• 21:42
  nice to know, is it that Lady Jack back and so now they need a
• 21:48
  new cook or is it that she was sacked or something?
• 21:52
  Maybe because I've been doing this for a while, I know how
• 21:54
  I'll be able to ask the question.
• 21:56
  I'll be able to figure out whether there's a back story
• 21:59
  here. We need to figure out what it is
• 22:01
  that you're walking into. Because it's a way like if you
• 22:05
  ask the question of stylish, it is a way you will know that OK,
• 22:07
  this place that I'm going, these people are problematic.
• 22:11
  Just so you know what you're letting yourself up for.
• 22:15
  So at least if you show up and you do your best, but then
• 22:19
  there's plenty of quarrel and after two months they psych you,
• 22:21
  well, you won't come as a surprise because he asked the
• 22:23
  questions. So all those sorts of things.
• 22:26
  Then I'm also assuming you can ask questions based on dietary
• 22:29
  restrictions because there's some people that don't eat.
• 22:32
  Let me see, like some people say, you know, I'm old.
• 22:39
  Doctor Sasha not be eating pounded yam, Dr. Sasha not be
• 22:42
  eating meat. So all those sorts of things you
• 22:44
  need to ask, they might also be apart from dietary restrictions,
• 22:49
  that might also be religious restrictions or cultural
• 22:53
  restrictions. Because you know, our brothers
• 22:57
  and sisters in certain part of Nigeria for instance, you know
• 23:01
  those who that they chopped up, you know they eat dog meat.
• 23:04
  You will know yourself, I'm not calling any tribe.
• 23:07
  So these people that like to chopped dog meat, they eat dog
• 23:10
  meat. You know, you need to know
• 23:12
  because there's some people that will say, yeah, me cook dog.
• 23:15
  No abomination. Where I come from, we don't
• 23:18
  touch dog or cook cat meat. Where I come from, we don't cook
• 23:23
  cat. You know, ask all these
• 23:25
  questions so that you don't show up for the meeting.
• 23:30
  And then they ask you, you know, there's now to now prepare dog
• 23:34
  meat and they bring dog for you and they ask you to to start
• 23:37
  cutting dog. And then it's there that you now
• 23:39
  say, ah, me torch dog, OTO abomination, blah blah blah.
• 23:44
  So we need to have all these conversations.
• 23:46
  Oh, by the way, my brothers and sisters from other parts of
• 23:49
  Nigeria where you guys eat dog, don't be offended, I beg.
• 23:52
  You know I take shots at other tribes.
• 23:54
  So I guess it was only a matter of time before I will.
• 23:59
  I will enter your matter. But let me stop here before I
• 24:03
  get hit us from certain parts of the country.
• 24:06
  Anyway, the point of what I'm just trying to make is this, I'm
• 24:11
  happy for Wonder Woman that someone reached out and I'm glad
• 24:14
  that it all turned out well. And you know, it's this is
• 24:18
  January the 26th right now that I'm making this recording.
• 24:23
  So you know how December can be December, January can be long
• 24:29
  because you spend money in December and then house rent and
• 24:32
  then school fees and this and this and that.
• 24:34
  So generally can be very tight. So sometimes the temptation is
• 24:38
  that every anybody that calls you in January, you just rush
• 24:41
  like me, like I need this, I need this paper, I need this
• 24:44
  dough. You just rush for the meeting.
• 24:47
  So I'm not saying you should be for me though, I'm not saying
• 24:51
  ask a couple of questions first, figure out what's going on so
• 24:55
  you can decide is this a meeting worth having or not?
• 24:58
  Because like I said, if you show up for this meeting, assuming it
• 25:04
  is a private school, but actually turns out that is local
• 25:07
  government school and what they're offering is 40,000 naira
• 25:11
  every single month. And like I said, you took both
• 25:14
  one or five going, one or five coming, that's three K, you've
• 25:17
  lost money. So we actually need to ask these
• 25:20
  questions so you can figure out when should I be taking a
• 25:24
  meeting? Who should I be taking a meeting
• 25:28
  with? Should I issue a proposal?
• 25:32
  Is it worth talking price to these people?
• 25:35
  Is this a person that is worth talking to?
• 25:38
  Is this something that is worth my time?
• 25:40
  Should I even bother getting emotionally invested?
• 25:43
  So qualification and discovery, that is the and I put it now
• 25:50
  that is the part of the business relationship where we figure out
• 25:53
  all these things so we know whether to dive forward or
• 25:56
  whether to scale back. And then of course, like I said,
• 26:00
  you know, the security implications involved.
• 26:03
  So if you're a young lady like Wonder Woman and you're going
• 26:06
  for this meeting, especially when the meetings last late into
• 26:09
  the night, you know, go with somebody or let people know
• 26:13
  where you're going. You know, this bold thing, you
• 26:15
  enter into the bold security feature or share the address
• 26:19
  with someone, you know, do all of that.
• 26:22
  And I'm pleased I'm not being sexist or by saying that Wonder
• 26:27
  Woman should do that because I told you that even me, there's
• 26:30
  some kind of meetings I'm heading out for more often.
• 26:32
  I'll be asking, you know, this time, where are you heading?
• 26:35
  And I have to tell her, no, don't worry, calm down.
• 26:38
  I already asked the person one or two things.
• 26:40
  I did some research. I know this part of town.
• 26:43
  And besides, this is a public place.
• 26:45
  I'm the person who even selected this venue.
• 26:48
  So in Abuja there are some places, there are some eateries,
• 26:54
  there are some Hangouts, some, you know, some public places now
• 27:00
  that you can, some mutually safe places that you can recommend.
• 27:05
  OK, let's meet us. So, so, so, so blah, blah, blah.
• 27:07
  OK, no problem. Do you know so, so, so and so
• 27:10
  Cafe on this place, this place, that place.
• 27:12
  Oh yeah, sure. OK, we'll be there.
• 27:15
  Let's meet there. 4:00 PM. You know, that kind of thing,
• 27:19
  public location, you know it, you know, it is a safe place
• 27:27
  that OK, nothing can happen even if ya wants to bust in this kind
• 27:30
  of place. You know, I know how I can do
• 27:33
  like this. Or do ladies do like that?
• 27:35
  So I'm not being sexist here. It's just practical.
• 27:39
  Whether you're a man or a woman, you're just unfortunate that
• 27:43
  lots of times all the horror stories that we see on social
• 27:46
  media usually is not, you know, the behavior that was taken
• 27:51
  advantage of anyway. Let me not be talking bad news,
• 27:55
  but my prayer is that so wrapping down 2020 also wrapping
• 27:59
  down January and as a good calls have started coming in for
• 28:05
  different people, not just for Wonder Woman.
• 28:07
  You know, other people that I'm in touch with.
• 28:08
  You know, even me matter some people that have you know
• 28:11
  already say saying that you know, guy we like what you're
• 28:14
  doing. Let's see how we can work
• 28:17
  together, you know, blah, blah, blah.
• 28:18
  So yeah, all those meetings are going to happen.
• 28:20
  So it's my prayer that more of these opportunities and more of
• 28:25
  these meetings, more of these enquiries will come for the rest
• 28:31
  of 20/20/25, you know, for February, you know, and beyond.
• 28:34
  So it's my prayer that all our businesses will grow.
• 28:36
  Just remember that we should always do good qualification and
• 28:40
  good discovery so that we won't drive down for this meeting or
• 28:47
  spend money going to build for this meeting.
• 28:50
  And then when we're leaving the meeting, we'll be hang.
• 28:52
  We'll now be angry that ha, I will step 5K come in here on top
• 28:58
  is our deal or a deal that was not cool in the 1st place.
• 29:02
  So just ask a couple of questions.
• 29:06
  If you need ideas, check Google or check ChatGPT or whatever.
• 29:12
  Just type qualification and discovery questions for you know
• 29:17
  XYZ. Put your discipline.
• 29:19
  So let's say you are a must use. You do massage, for instance, go
• 29:25
  to ChatGPT and type it there. I must use I'm a must use slash
• 29:30
  massage artists. I mean massage therapy something
• 29:34
  something based in over state Nigeria.
• 29:39
  What are good qualification and discovery questions to ask
• 29:42
  potential clients before before going in for a consultation?
• 29:48
  Question mark, send a list of questions will come up.
• 29:53
  Some of them you look at some of them and think, oh brilliant,
• 29:57
  ask those questions. Some of them you look at them
• 29:59
  and think useless questions or these questions don't apply to
• 30:03
  Niger. Delete those questions.
• 30:06
  But either way, if you do that research and start off with
• 30:09
  this, over time, you'll be able to refine and you'll be able to
• 30:16
  refine it as in ask the questions better, add some more
• 30:19
  to the list, reduce some. But I'm just saying, once you
• 30:25
  take your qualification and discovery, once you take that
• 30:31
  philosophy to heart in running our businesses, you can't go
• 30:34
  wrong with it basically. All right, 30 minutes.
• 30:36
  Let me just bring it to a close again.
• 30:39
  If you'd love to connect for a business audit, a strategy
• 30:42
  session or you just have some questions, call me.
• 30:46
  WhatsApp me. The number is 08064662140,
• 30:52
  country code +234. For those of you who are not
• 30:55
  Nigerian, also connect with me on LinkedIn.
• 30:58
  The name to look for is Tavishima IED.
• 31:00
  Please ignore the other socials. I'm in the middle of deleting
• 31:03
  all those other profiles. If you see any other Tavishima
• 31:07
  IED somewhere, that is not me, especially if the person decides
• 31:13
  to ask you for money in the first, the first interaction.
• 31:17
  I'm saying this because they tried to hack my WhatsApp a
• 31:20
  couple of times and that's one of the reasons why I'm taking
• 31:23
  everything down apart from LinkedIn, at least LinkedIn I
• 31:26
  use all the time. So thank you very much guys for
• 31:31
  your time and your attention. And ladies, I will catch you at
• 31:34
  the next episode.