Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Explode Your Leads: From Casual Chat to Closing Client with WhatsApp

Transcript

Explode Your Leads: From Casual Chat to Closing Client with WhatsApp · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Today
• 0:04
  we're going to look at leveraging WhatsApp and
• 0:06
  social media for lead generation. Now
• 0:09
  this sounds very fancy and highfalutin, so let's try
• 0:13
  and break things down with some simple definitions. Now
• 0:17
  remember, the definitions that I use on the show
• 0:19
  are just simple everyday common man, common woman
• 0:23
  definitions that we use, so these definitions are not
• 0:26
  technically precise. They're going to listen to other
• 0:29
  podcasts and they're going to tell you that you can
• 0:31
  defy the lead as this and the lead generation as that
• 0:34
  or you might read a textbook that says this is
• 0:36
  what the lead is, this is what lead generation is. So
• 0:39
  yes, you are going to find much more better and
• 0:42
  technically robust definitions elsewhere. But
• 0:44
  for now and on this podcast, I'm much more
• 0:47
  concerned with giving easy definitions that you can
• 0:50
  remember without having to make reference to anything
• 0:53
  else so that you can practice all the stuff that
• 0:57
  you learn over here because my focus over here on the
• 1:02
  podcast and with the clients that I interact
• 1:05
  with one -on -one is I'm trying to keep things so
• 1:07
  simple that you can remember. If
• 1:09
  it's simple and you can remember, you can do it.
• 1:12
  And if it's simple and you can
• 1:13
  remember and you can do it easily, then you can also
• 1:15
  teach to other people, your staff members, your spouse,
• 1:18
  your friends, your little cousin, your big sis,
• 1:22
  whoever it is that wants to help sell on your
• 1:24
  behalf. So a lead is anyone who has
• 1:29
  raised their hand. When I say raised their hand, I
• 1:32
  just mean that this person might be interested in your
• 1:35
  product or your service. You
• 1:36
  don't know how interested in whether it's a big
• 1:39
  interest or a small interest, but for now,
• 1:42
  we're just looking for anyone who might be
• 1:45
  interested in your product or service. So
• 1:47
  someone has raised their hand, they have done
• 1:51
  something right now, or they've done something in
• 1:53
  the past that shows that they might be interested in
• 1:56
  your product or service. So you get that person's
• 1:58
  contact details, that person is a lead that you can
• 2:01
  now chase down because the person has done something
• 2:04
  to show that they might be interested. You
• 2:07
  have a contact detail, you have a phone number, you
• 2:10
  have an email address, you have a social media
• 2:13
  account, you have a physical address, you have
• 2:18
  a something that you can chase down. So
• 2:21
  that is a lead. If somebody raises their hand,
• 2:23
  that person is a lead. Now,
• 2:26
  if you look at it that way, then lead generation,
• 2:28
  even though it sounds all technical and everything
• 2:30
  just becomes very, very simple. Lead
• 2:33
  generation, understanding lead generation rather, just
• 2:36
  means that if you're doing any activity online or
• 2:41
  you're doing it in the real world, any activity
• 2:44
  that get people to raise their hands, that is just
• 2:47
  lead generation. Now, like I said, you're going
• 2:51
  to find much more robust definitions over on other
• 2:54
  podcasts and out there on the internet. But
• 2:56
  for now, let's look at it this way. You
• 2:58
  know, pretend you're back in the classroom days or
• 3:01
  you know, remember when we were kids, anybody raises
• 3:03
  their hand, a person is a lead. Lead
• 3:05
  generation, how do we get more people to raise their
• 3:08
  hands? That's all lead generation is. So
• 3:11
  for those of you who've been listening to the
• 3:12
  podcast for a long time, if you remember the one of
• 3:16
  the older episodes I did on lead generation, and the
• 3:18
  example that I gave was I picking up my kids from
• 3:20
  school, I come out of the gate, I'm heading to my
• 3:23
  car, a young man steps forward, he says good
• 3:26
  afternoon sir, he hands me the flyer, and he says we
• 3:29
  do blah blah blah blah blah and then he leaves. I
• 3:31
  look at the flyer, what they do is bags, water
• 3:37
  bottles, plates, socks, what else, you know, all those,
• 3:42
  the sorts of things that you need for a kid to go
• 3:46
  to school. So you hand out a bunch of
• 3:49
  those flyers. The flyers have four numbers
• 3:51
  there. It has an Instagram handle
• 3:55
  there. If you go out and you hand
• 3:57
  out 1 ,200 flyers, and out of that 1 ,200 flyers that
• 4:03
  you handed out on Monday, let's say by Friday, three
• 4:07
  or four people call you, those are leads. We'll
• 4:12
  call those inbound leads. Well,
• 4:14
  some people call them inbound leads because you
• 4:16
  know, they were chasing you, but really you're the
• 4:18
  one that started the whole process by sending out
• 4:22
  those flyers in the first place. So
• 4:24
  you know what, let's not worry about how you
• 4:25
  categorize the lead, just know that you dropped 1
• 4:28
  ,200 flyers, four or five parents called you, that's
• 4:31
  a lead. 12 parents send you Instagram DMs, that is
• 4:37
  a lead. Let's see what else. One
• 4:40
  person drove into the store, you know, that is a
• 4:44
  lead as well. If you want to classify it,
• 4:47
  we're going to look at them in different ways. The
• 4:48
  person that walks into the store, people want to call
• 4:50
  that a walk -in, or at least in car sales, you
• 4:53
  call that person a walk -in. But
• 4:55
  like I said, for now, we're not worried about how
• 4:56
  we classify them. We're just worried about what a
• 5:00
  lead means and then how we generate them. Now,
• 5:03
  the example that I gave for hiding our flyers was
• 5:06
  to show you how you can generate leads in real
• 5:09
  life, because most people think that lead generation
• 5:11
  is only online, but it can be online, it can be
• 5:13
  offline. Now, the fact that somebody has
• 5:17
  raised their hand is not a guarantee that you're going
• 5:19
  to get some sales. So the fact that five parents
• 5:22
  made phone calls doesn't mean they will buy. The
• 5:26
  fact that one parent drove to your store doesn't mean
• 5:29
  that they're going to buy. And
• 5:30
  the fact that 12 people, or did I say 20? Anyway,
• 5:35
  however many I said sent you Instagram DMs does not
• 5:42
  mean that they are going to buy. Now,
• 5:46
  because it's not a guarantee, when somebody
• 5:49
  raised their hands, we have to do two more things to
• 5:52
  make our lives a whole lot easier. Number
• 5:55
  one is what people call lead scoring. Let's
• 6:00
  ignore the technical definition. What
• 6:02
  lead scoring means is just what are the things that
• 6:05
  these people did when they raised their hands that can
• 6:08
  help us show how serious they are. Because
• 6:12
  if we know how serious they are, we know who to
• 6:14
  spend time with. So even though it's not a
• 6:19
  guarantee when somebody raises their hand, let's
• 6:21
  put it this way. The person that walks into the
• 6:24
  store, my guess is that is a much more serious raising
• 6:29
  of hand than somebody who in the Instagram DM sends
• 6:33
  you a message and says how much or what time do you
• 6:38
  open. So in both cases, a hand is
• 6:40
  raised. But the quality of raising the
• 6:43
  hand is different. But then again, let's say that
• 6:46
  there's one parent in particular who sent you an
• 6:49
  Instagram DM. After the Instagram DM, the
• 6:53
  parent called to ask about a specific thing that I
• 6:58
  saw on Instagram. Red shoes for boys aged 14. Do
• 7:07
  they come in black and how much do they cost? So
• 7:10
  the same parent sent you Instagram DM, then called
• 7:15
  up, then said, let me think about it. And
• 7:18
  then you discover that a week later, that very same
• 7:20
  parent, maybe you recognize his or her voice, or the
• 7:24
  parent says that, oh, I'm the lady who you are
• 7:27
  chatting with also. So the person comes into the
• 7:30
  store. Now you can see that thinking
• 7:33
  in terms of lead scoring, this person has done a
• 7:36
  series of activities to show that this person might
• 7:39
  be serious. I mean, might be more serious
• 7:43
  than the other people who have done lesser kinds of
• 7:45
  activities. Now, when you start looking at
• 7:51
  things in a technical sense, it gets very
• 7:53
  specific. You assign scores to certain
• 7:56
  kinds of activities. And then there's ways that you
• 7:58
  can get a figure to show how serious somebody is.
• 8:04
  But for what I'm trying to get
• 8:07
  you thinking about over here on the show is just
• 8:09
  get it into your mind that it's not everybody who
• 8:11
  raises their hand that you should be running after. We
• 8:15
  should be looking for different kinds of
• 8:17
  activities that this person has done to show how
• 8:19
  serious that they are. The more activities that we can
• 8:23
  lump together, the more security we can have in
• 8:26
  chasing down a deal. So of course, in that sense,
• 8:30
  it will make more sense to spend time with this woman
• 8:32
  who is already in the store instead of chatting
• 8:36
  with someone who is on Instagram. So
• 8:40
  of course, after this lady leaves the store, you'll
• 8:42
  continue chatting with the person on Instagram. But
• 8:44
  while this person is in the store, don't try to
• 8:47
  chat with her while you talk to her while you're
• 8:50
  still trying to chat with that other person on
• 8:51
  Instagram. Because lead scoring, you're dealing
• 8:55
  with someone who has a higher lead score, in
• 8:58
  quote, in theory. So lead scoring, number one,
• 9:01
  second thing to make our life easier, lead
• 9:04
  qualification. This is where you start talking
• 9:07
  to the person. When this on this podcast,
• 9:11
  whenever you hear qualification, or you hear
• 9:13
  discovery, just know that I mean you should be having
• 9:16
  conversations. When you're having doing
• 9:19
  qualification, the kind of conversations you should be
• 9:22
  having with them are just to figure out how
• 9:25
  interested they are, how urgent they need. So
• 9:28
  back to the example. The person chatted on Instagram.
• 9:35
  Then the person calls to ask
• 9:37
  about the red shoe that you have there in size 12
• 9:41
  and a half. And she wants to know if you
• 9:43
  have it in black for boys. And
• 9:45
  your son is aged 16. It was the example that I
• 9:49
  gave. And the person is now in the
• 9:51
  store. So if you have that shoe,
• 9:55
  fine, no problem, bring it out. But
• 9:56
  you don't just bring it out and then start the
• 9:58
  conversation of how much. You
• 9:59
  need to ask a couple more questions. Okay,
• 10:04
  how old is your son? Okay, no, okay, we've already
• 10:06
  know how old the son is, but we need to know what
• 10:08
  he wants to use the shoe for. Is
• 10:10
  it just a dress shoe? Or is it what they need for
• 10:13
  school sports? Because it's possible that the
• 10:15
  parent thinks, I want to buy it for school sport,
• 10:17
  but you ask the shoe person, you know that if
• 10:21
  madam buys the shoes, and they use it for sports,
• 10:24
  the thing will just scatter. Because
• 10:26
  who use it for football two or three times, rain
• 10:28
  will fall one or two times, the shoe will
• 10:30
  scatter. So that is why you bring up
• 10:32
  your expertise to say, Oh, madam, actually, if it is
• 10:34
  running shoes, it's not this range you should be
• 10:37
  looking for. Actually, you should be looking at
• 10:38
  this range. This one is better because the
• 10:41
  leather is this, the cleats are this, the, the
• 10:47
  whatever, whatever, whatever, and for school sports
• 10:51
  shoes, these are the typical things that people
• 10:52
  buy. The reason why she have this
• 10:55
  conversation is because we're after customer
• 10:58
  success, customer satisfaction. If
• 11:00
  people are not successful with their purchase, if
• 11:02
  they're not happy with their purchase, they're not
• 11:03
  going to come back again. And
• 11:05
  there's no point in getting this madam who has come to
• 11:07
  your store, Amish has Instagram DMed you, she has
• 11:10
  called you, she has come to the store. After
• 11:12
  all this work, what does it profit you if she only
• 11:14
  buys one shoe and she never comes back? But
• 11:17
  if she buys one shoe today, she comes back next
• 11:20
  month to buy shoes for her 12 year old daughter. And
• 11:24
  then in three months time, she is back with her
• 11:27
  friends who also wants to buy shoes for her six year
• 11:31
  old niece or something. Now you have actually scored
• 11:35
  something good here because this is easy sale. You
• 11:40
  have only given out one flyer and that one flyer
• 11:42
  has been responsible for two purchases for one
• 11:45
  woman's child, one more purchase from another
• 11:48
  woman's child and then one other purchase for another
• 11:52
  woman's niece just from one flyer. This
• 11:55
  is how we start making our businesses profitable. So
• 11:59
  that's the goal. To get people to come back
• 12:01
  over and over again to bring their friends, their
• 12:03
  family members and their associates, maybe even bring
• 12:05
  their enemies as well because if it's that good,
• 12:08
  they might bring their enemies to come and do
• 12:09
  business with you too. So yeah, those are the things
• 12:14
  that we have to do. Not everybody who raises their
• 12:16
  hand is going to buy today. How
• 12:18
  do we increase our chances? We
• 12:19
  have to go through lead scoring. The
• 12:21
  people that raise their hands, what exactly did
• 12:23
  they do to show us how serious that they are? The
• 12:25
  more serious it looks like, the more time we need to
• 12:27
  spend chasing down someone, investing with them,
• 12:30
  building a relationship with them, lead scoring. Then
• 12:33
  lead qualification. We need to have conversations
• 12:36
  with these people. It's not just enough to bring
• 12:38
  out the shoe and say, oh yeah, here take the shoe.
• 12:40
  The shoe is 35 ,000 no. You
• 12:42
  ask a couple of questions. You
• 12:43
  say, oh yes, man, we have it in store. And
• 12:45
  then you bring it. What is he looking at? You
• 12:47
  start asking some questions. How
• 12:48
  old is your son? What does he need it for? Is
• 12:51
  he really a shoe person? What
• 12:53
  exactly did the school say? The
• 12:55
  kind of things that you should buy? You
• 12:57
  know, all those sorts of things. Maybe
• 12:58
  even ask questions about her husband. Okay,
• 13:02
  no, no need to ask about her husband because this
• 13:03
  store only sells shoes for school children. Oh
• 13:06
  yeah, so ask about other kids as well. What
• 13:09
  about the other children? How
• 13:10
  old? What age of school they are?
• 13:12
  Because this is how you know when
• 13:13
  to follow up. If there's a 16 -year -old who
• 13:15
  is in secondary school, but the madam has four other
• 13:19
  children, maybe the youngest one is about to leave,
• 13:22
  what's it called? Is it prep? Something
• 13:25
  prep? Or is it reception? About
• 13:27
  to receive reception. Who might be starting primary
• 13:29
  school soon? These are good things to know so
• 13:32
  that you can put in your CIRM or your Google
• 13:33
  Calendar later on. So that when it looks like
• 13:36
  primary school is about to resume, you can now start
• 13:39
  calling and sending text messages to all the madams
• 13:41
  and all the orgasms who have come through your
• 13:43
  store to say that, oh, ah, madam, how now? How
• 13:46
  are you day? You know, school is resuming
• 13:48
  soon. We just have the latest this
• 13:50
  and this inside the store. Based
• 13:52
  on our last discussion, I remember you said this and
• 13:54
  this about your baby. We now have this and this and
• 13:56
  this and this. Would you be interested in having
• 13:57
  a look? And she will say, okay, no
• 14:01
  problem. I say, okay, can I send it
• 14:02
  to you on WhatsApp? Sure, no problem. You
• 14:04
  send it on WhatsApp or you you continue on Instagram
• 14:07
  DM route and, you know, you have lead not sharing
• 14:11
  relationship building going on. So,
• 14:15
  okay, apologies for the sound that is coming in
• 14:18
  through the window. You know, as usual, you know,
• 14:20
  my neighbors just doing the thing. They
• 14:22
  have a commercial kitchen. So
• 14:23
  the staff are always constantly arguing,
• 14:26
  gossiping, toasting and being toasted. So
• 14:29
  that's where all the sound is coming from in case you
• 14:31
  guys can hear that. Then, okay, so, okay, the focus
• 14:39
  of this episode was not lead generation in theory,
• 14:42
  but then how to do that on WhatsApp and then social
• 14:44
  media. Now, the good thing about
• 14:45
  WhatsApp and social media is that people that you
• 14:48
  have on your WhatsApp and social media are people who
• 14:50
  are already following you and kind of have your
• 14:54
  permission to get in touch. Now,
• 14:56
  of course, not everybody is your friend. That's
• 14:58
  why I spoke about lead scoring and lead
• 15:00
  qualification as an important part of your
• 15:02
  business. So yes, everybody has given
• 15:05
  you permission that you can be in touch with them, but
• 15:08
  not everybody is your friend. So
• 15:09
  we're still going to be having conversations and
• 15:11
  interacting and the basis of that or rather what
• 15:14
  we're trying to do there, lead scoring and lead
• 15:16
  qualification. So how can we use WhatsApp
• 15:19
  for lead generation? First off, my recommendation,
• 15:23
  create a business profile. For
• 15:25
  a very long time, I didn't create a business profile.
• 15:28
  I did mine last year because
• 15:29
  I was like, what's up is WhatsApp? I
• 15:30
  already have a WhatsApp. What's
• 15:31
  the whole point in creating WhatsApp business? The
• 15:34
  difference is with WhatsApp business, you can create a
• 15:36
  catalogue. The catalogue allows you to
• 15:38
  create individual links that you can send to people so
• 15:41
  that when a mom calls you or a dad calls you to
• 15:44
  say, do you have this shoe, this one that is red
• 15:47
  on your Instagram handle, but do you have it in
• 15:50
  black in size 12 and a half for a teenage boy?
• 15:53
  You can send a specific link
• 15:55
  from your WhatsApp phone, sorry, from your WhatsApp
• 15:58
  profile to this parent that will have the shoe there,
• 16:03
  the price, you know, the everything. It
• 16:06
  just helps to speed business along basically
• 16:08
  because you're spending, you're sending specific
• 16:10
  items in your catalogue. So create the business profile
• 16:14
  because of the catalogue. It's
• 16:18
  real, real, real useful. Apart
• 16:21
  from that, when people check you up on WhatsApp
• 16:23
  without having a conversation with you, they
• 16:25
  say that it's WhatsApp business. They
• 16:27
  click on it. It's almost like looking at a
• 16:28
  small website. They can see there, these are
• 16:31
  the ranges of shoes you offer. These
• 16:32
  are the prices of shoes you offer. It's
• 16:34
  like a mobile store in WhatsApp. So
• 16:36
  it's a pretty good idea. Then
• 16:38
  with WhatsApp business, if you hook it up, it always
• 16:44
  prompts you to share your link all over the internet
• 16:51
  where you can click to chat. So
• 16:53
  I didn't know you can do those sorts of things. I
• 16:56
  just created WhatsApp business profile. And
• 16:58
  then after a while I was mining my business and a
• 16:59
  message popped up. Click here to connect your
• 17:02
  WhatsApp to your Instagram. I
• 17:04
  was like, oh, okay, cool. And
• 17:05
  I did that. So anybody who wants to, who
• 17:08
  looks at my Instagram can just see my Instagram and
• 17:11
  click on a button and then the person ends up in my
• 17:14
  WhatsApp chat inbox. So you can see that here, in
• 17:19
  both cases, number one, catalogue, person clicks on
• 17:23
  the catalogue. That is them raising their hand.
• 17:25
  Somebody clicks on my chat link
• 17:29
  from my Instagram handle. That
• 17:31
  is somebody raising their hand. And
• 17:33
  you can also share that link over different parts
• 17:35
  of the internet. That's one thing that these people
• 17:38
  do very well. You know, people in the
• 17:39
  WhatsApp, Instagram, Facebook ecosystem, they're always
• 17:44
  showing you how you can get the best out of their
• 17:46
  services. You can also create industry
• 17:49
  groups. That is also another permission
• 17:51
  that people have to hear from you. So
• 17:53
  people who are in car sales, they do these sorts
• 17:55
  of things. There's a car sale group. They
• 17:59
  can add you to it while you're looking for a car
• 18:00
  to buy. You're there. They're
• 18:03
  posting about the different cars that have come in.
• 18:06
  You know, these Mercedes -Benz
• 18:07
  has come in from Japan. It's
• 18:09
  2023 model. It's AC. It's
• 18:11
  something, something, blah, blah, blah. Factory
• 18:13
  tinted and this and this and that. Tomorrow
• 18:16
  is Honda Civic, this and blah, blah, blah. Really
• 18:18
  say people also do that as well in their groups. This
• 18:22
  house is available in Meitama. This
• 18:24
  house is available in Ministers Hill. This
• 18:26
  house is available in Lecky phase three, Lecky phase
• 18:29
  four or Lecky phase, whatever that you have
• 18:31
  these days. So the thing is people who
• 18:34
  are into those groups who click on something, who
• 18:36
  respond to something specifically, that is lead
• 18:39
  generation because the person has raised their
• 18:42
  hand to show that they might be interested while
• 18:44
  the very least that they are curious. And
• 18:47
  of course, sharing on your status updates, people can
• 18:49
  click through from the status updates. That
• 18:52
  also shows that they might be interested because they
• 18:54
  have raised their hand. They've
• 18:56
  taken some course of action in the past. Clicking
• 18:59
  through something is raising your hand. Then
• 19:01
  lead generation, you can do that for on social media.
• 19:06
  The strategy when using social
• 19:07
  media is to attract and to engage. So
• 19:10
  you attract people. People do something that shows
• 19:12
  they raised their hands. You
• 19:13
  engage with them. When you engage with them,
• 19:15
  you're doing lead scoring and you're also doing lead
• 19:17
  qualification. So you're trying to figure out
• 19:20
  who this person is and how interested that they are.
• 19:23
  So you can run targeted
• 19:24
  advertisements on Facebook and on Instagram. When
• 19:27
  we say targeted, it means you don't just put up a
• 19:29
  wall of text. We actually tell Facebook or
• 19:32
  you tell Instagram, send this advertisements to
• 19:35
  parents who have small kids between the ages of six
• 19:39
  and 12 and who are in primary and secondary school
• 19:44
  within the cities of Abuja. For
• 19:48
  Abuja, focus on central business district. Do
• 19:51
  not include cities like Guagallada or Karoo because
• 19:55
  in your mind, maybe you think Guagallada people
• 19:56
  don't have money and Karoo people don't have money.
• 19:59
  That would be the sort of thing
• 20:00
  like you're putting the adverts in Lagos and you
• 20:04
  say focus on people who live in Ikeja, between
• 20:07
  Ikeja and Lagos Island and ignore people who live in
• 20:12
  Ikegepensinema because you think maybe Ikegepensinema
• 20:16
  people don't have money. But
• 20:17
  that's it basically. That's what targeted ads are. You
• 20:21
  can see that this is very specific. You've
• 20:23
  given very clear instructions to Facebook and
• 20:25
  Instagram. These are my ideal customers. Go
• 20:28
  and find them for me. These
• 20:30
  adverts that I've created, put it in front of their
• 20:32
  face. When madam is scrolling the
• 20:34
  phone, if she's my ideal customer, let that advert
• 20:37
  pop up on her screen so that she can know about
• 20:39
  me. So the ads have to be
• 20:40
  targeted. Then you can also do content
• 20:43
  marketing. That's where you educate and
• 20:45
  entertain people. You're putting up content, posts,
• 20:48
  audio, just like this podcast. Let's
• 20:51
  see what else. Texts, blogs or you write stuff
• 20:53
  on LinkedIn or whatever. And
• 20:56
  the goal is to educate people, entertain people.
• 20:58
  Once people engage, you interact
• 21:00
  with them. You're doing your lead scoring and
• 21:02
  you're doing your lead qualification, lead
• 21:07
  nurturing, relationship building, all that fine
• 21:09
  jazz that we spoke about. So
• 21:11
  that's what you'll be doing. So
• 21:12
  back to the school thing. You
• 21:14
  are on LinkedIn as well. Apart
• 21:16
  from dropping off flyers, you also put things up on
• 21:18
  LinkedIn. Back to school is upon us for
• 21:22
  something, something 2024. For
• 21:24
  those of you parents who are worried about exchange
• 21:26
  rates and the rising costs of social so -and -so, we
• 21:29
  are introducing the this and this and this line.
• 21:31
  And this line is much more
• 21:35
  better than conventional school shoes because the
• 21:38
  issues breathe better, the issues look better, the
• 21:42
  issues are made with genuine leather or
• 21:47
  something. Anyway, you get my point. You're
• 21:48
  putting up something here that doesn't quite read
• 21:53
  like an advertisement because, well, you're
• 21:54
  talking about your business, you're talking about your
• 21:56
  kind of shoes and everything. But
• 21:58
  you make the article about back to school and how you
• 22:01
  can save money and buy things on the budget. It
• 22:04
  also happens that you happen to run this store
• 22:07
  that sells these sorts of things. So
• 22:09
  that's content marketing. Then
• 22:11
  of course, is partnering with influencers so you can
• 22:13
  tap into their audiences. I'm
• 22:15
  not an influencer marketer. It's
• 22:17
  not much I know about these sorts of things, but
• 22:19
  just know that these sorts of avenues are there. And
• 22:21
  these are the kinds of things that you can do as
• 22:24
  part of your social media strategy to attract and to
• 22:27
  engage. Now, before we sign off because
• 22:29
  we're at 22 minutes, here are a couple of things to
• 22:31
  note. Number one, if you're going to be
• 22:34
  doing lead generation of any kind, it is a volume
• 22:38
  play. So massive activity is
• 22:41
  involved. You can't go and give out five
• 22:45
  flyers and say you have done lead generation. Go
• 22:49
  to one school, like the young man who came to the
• 22:52
  school of my kids, and drop like 100 flyers on
• 22:57
  Monday. Then go to your neighborhood, go
• 23:00
  to the second school, go and drop another 100 or
• 23:03
  200 flyers. Hope you guys get the gist.
• 23:06
  Then on Wednesday, go to another
• 23:08
  school in the neighborhood, drop another 100 or 200
• 23:12
  flyers. I hope you guys are seeing
• 23:14
  the pattern. In month one, after you
• 23:16
  exhaust all the schools in your local government, go
• 23:20
  over to the next local government. That
• 23:22
  should be the next target for month two and start
• 23:25
  doing the same thing. Lead generation, volume play. It
• 23:30
  is a volume play. Don't go and drop one flyer, say
• 23:32
  that you don't work. You haven't done work. You
• 23:34
  have to drop lots of flyers and do it as many
• 23:38
  times as possible for a sustained period of time.
• 23:42
  So it's about massive activity.
• 23:45
  If your lead generation is,
• 23:46
  you're going to go and scrape contact details from
• 23:48
  the internet so that you can call people to see if
• 23:51
  they're interested in your business. Don't
• 23:53
  just go and get one or two contact numbers from a
• 23:56
  business director and say that you have done lead
• 23:58
  generation today. No. Go and scrape a bunch.
• 24:02
  Maybe you scrape 10 today.
• 24:04
  Tomorrow, try and call those 10.
• 24:06
  Let's say you scrape the 10 on
• 24:08
  Monday, Tuesday and Wednesday. You're
• 24:10
  calling the 10. Thursday, scrape another 10. Maybe
• 24:14
  Friday and Saturday, you call those people. Monday,
• 24:17
  you're back at it again and I'm sure that you see
• 24:18
  what I'm, you see what you get the gist I'm trying to
• 24:21
  make. It's a volume play. So
• 24:23
  if you're going to be using social media as part
• 24:26
  of your lead generation, if you don't like posting and
• 24:29
  engaging, then there's a problem there. There
• 24:31
  are lots of ways that you can solve it. Well,
• 24:33
  number one, you can avoid it because you don't have
• 24:36
  to be on social media. So there's some people who do.
• 24:38
  There was a lady at a session
• 24:43
  that I had for a business woman in Abuja. It's
• 24:48
  a ladies who branch. Yes, the networking, the business
• 24:53
  and the business networking, also professional networking
• 24:56
  organization, ladies who branch or something like
• 24:59
  that. So there's a lady there who
• 25:00
  is like in the beauty influencer space. What
• 25:03
  she did because she was tired of social media was
• 25:05
  she decided to kill two birds with one stone.
• 25:08
  There's somebody in the village who
• 25:10
  is kind of one of their distant cousins. She
• 25:12
  need helps with the children here in Abuja. So
• 25:14
  she brought the girl down. She
• 25:17
  pays the girl a salary. The
• 25:19
  girl takes care of the kids when they're back from
• 25:22
  school. But while the children are not
• 25:25
  in school, this girl who initially is supposed to be
• 25:30
  sort of like a house help is the one who is editing
• 25:33
  the videos that madam has shot, putting up the
• 25:37
  videos, responding to the enquiries and then handing
• 25:40
  off the serious enquiries to madam. So
• 25:43
  there are different ways around it. In
• 25:46
  this case, it happens to involve a distant cousin
• 25:49
  with the house girl move, you know, that kind of
• 25:51
  thing. So whether it's your cousin,
• 25:55
  your little sis, your junior brother, because I
• 25:57
  met another woman who for her for her content
• 26:00
  marketing, that was the solution. Junior
• 26:01
  brother is leaving secondary school. Junior
• 26:05
  brother is going to be around for a while because
• 26:07
  he's waiting for a jump. Junior
• 26:09
  brother loves cameras and all these sorts of things.
• 26:12
  So she bought the camera and
• 26:14
  she said, look, bro, for this holiday, you come and
• 26:17
  spend time with me. And this is how you're going
• 26:20
  to be helping me. I'll be searching out with
• 26:22
  pocket money every once in a while. So
• 26:24
  there are solutions if you don't like posting and
• 26:27
  engaging, just be creative about it. Not
• 26:29
  every solution involves hiring an employee. Then
• 26:34
  another thing to note, consistency. You
• 26:39
  can't just do this for one week. You
• 26:42
  have to do this for a long period of time, for a
• 26:45
  month, for several months, for a year, to get the
• 26:49
  best results. So lead generation, like I
• 26:52
  said, is volume playing and consistency. Then
• 26:57
  also realize that increasing sales is about having more
• 27:00
  conversations. So the more flyers that we
• 27:03
  put out, the more adverts that we send, and the more
• 27:08
  conversations that we're having from there, the more
• 27:10
  sales that we are going to get. So
• 27:12
  you should be having conversations. If
• 27:14
  you're putting out targeted ads on Facebook and then
• 27:16
  somebody responds, how much? And
• 27:19
  your only response is 35 ,000. That
• 27:22
  is not a conversation. If that is how you're going
• 27:25
  to be responding. If the person sends a message,
• 27:28
  how much? Your response shouldn't just be
• 27:30
  35 ,000. It should be 35 ,000.
• 27:44
  Okay, no, for school purposes. Or
• 27:46
  is it just for something that they want to use
• 27:48
  socially? Ask some sort of question and
• 27:54
  get a conversation going. Because
• 27:56
  the woman who sends the message, how much? She's
• 27:59
  in research mode now. She didn't just send that
• 28:02
  message to you. She has also been checking
• 28:04
  other people's Instagram handles, and she has been
• 28:06
  sending how much to five or six other people. So
• 28:09
  try and engage the woman in conversation. It
• 28:12
  will give you a chance to stand out. Because
• 28:13
  if you just respond 35 ,000, the thing is some
• 28:17
  other people may have responded 20 ,000, 25 ,000,
• 28:21
  and she thinks, ah, it's available over here at 20K
• 28:24
  and they rush for it. You in your heart of hearts,
• 28:28
  because you know the market, you know that all
• 28:30
  that 20K, 25K, those are the fakes, those are the
• 28:32
  ones that will spoke quickly. You
• 28:34
  will never get a chance to tell madam that if you do
• 28:36
  not engage her in the conversation. So
• 28:38
  whatever it is you do for a lead generation, just
• 28:41
  know you should be engaging people in conversation. When
• 28:43
  people call from the flyer, don't just say 35 ,000.
• 28:47
  Engage them in the conversation.
• 28:49
  Oh, thank you very much for
• 28:50
  calling. Yes, we have it in this size
• 28:53
  and in the color that you want. How
• 28:57
  many children do you want to buy it for? Oh,
• 29:00
  okay, just one child, okay. How
• 29:02
  old? What do they want to use it
• 29:04
  for? Okay, sir, if it's for sports, I
• 29:07
  wouldn't recommend that you do this and this and that
• 29:09
  and that. And these are the reasons why
• 29:11
  would you be free to come in Friday morning to come
• 29:14
  and check out this and this and that range that
• 29:16
  you know might be much more useful. If
• 29:18
  it's not free, then yeah, if it's not free and you
• 29:23
  have done your WhatsApp, what's it called, your
• 29:24
  WhatsApp business, you can text him some links
• 29:30
  directly from, some links directly from your WhatsApp,
• 29:36
  from WhatsApp handle. Anyway,
• 29:38
  you get the whole point. Let
• 29:39
  me just wrap it up here. So
• 29:40
  volume play, consistency, and make sure that you're
• 29:43
  having conversations. So remember to follow me on
• 29:45
  WhatsApp, the phone number is 080 64662140. The
• 29:50
  country code is plus 234. For
• 29:51
  those of you who are not Nigerian, and then follow
• 29:53
  me on LinkedIn, connect with me on LinkedIn. My
• 29:57
  name is Tavashima Ayede. I'm
• 29:58
  the host of the show. You can confirm the spelling of
• 30:00
  my name from the link where I'm listening to this
• 30:03
  episode. So thanks for your time and
• 30:04
  attention. I'll catch you guys at the next
• 30:06
  episode.