Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Your Pitch Deck Will Not Sell For You (Use This 5-Step Plan)

Transcript

Your Pitch Deck Will Not Sell For You (Use This 5-Step Plan) · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to be going over some
• 0:04
  ideas about how to use WhatsApp, e-mail and LinkedIn to drum up
• 0:09
  business. So we're going to be talking
• 0:12
  about targeting in business outreach.
• 0:15
  And of course, you know, every single time we say outreach on
• 0:18
  this podcast, what we mean is any practice that you, the
• 0:23
  business owner, you the Orga or you the salesperson are doing to
• 0:27
  try and reach out to potential customers.
• 0:31
  So if you're new listening to the podcast, every single time
• 0:33
  you hear me say outreach, that's just what it means.
• 0:35
  You are reaching out. So how can you use WhatsApp?
• 0:40
  How can you use e-mail? How can you use LinkedIn to
• 0:43
  reach out to people to secure investments for your business?
• 0:49
  Now the reason why I'm talking about investments in particular
• 0:52
  is because someone tried to, you know, pull some of those moves
• 0:56
  on me, reached out to me on LinkedIn and they wanted to get
• 1:01
  me to invest in business idea. Now you can see that this is the
• 1:06
  reason why on yesterday's episode I was telling you guys
• 1:09
  because you guys see that my profile is increasing and some
• 1:12
  of you assume that I'm a big boy.
• 1:14
  I'm not a big boy yet. I will get there in Jesus name.
• 1:18
  You know, my container will arrive, the money will arrange,
• 1:24
  I'll be an Adogu, but I'm not there yet.
• 1:26
  So the fact that we have thousands of subscribers to the
• 1:29
  podcast and I have thousands of followers on LinkedIn and you
• 1:32
  know, all of that, some people think, you know, I'm an
• 1:35
  investor, what else? I'm an influencer.
• 1:39
  And you know, that's the reason I sent you guys yesterday that
• 1:41
  I'm not there yet. Excuse me.
• 1:45
  And by the way, we don't pay attention to all these things.
• 1:47
  It's not about number of downloads, it's not about number
• 1:50
  of connections, it's not about number of followers and things
• 1:52
  like that. That's for those of you who are
• 1:55
  trying to do influenza marketing or who are trying to look for
• 1:58
  some kinds of stakeholders. It's not about the size of the
• 2:01
  following. It's about whether that
• 2:03
  particular individual can cause people to take action.
• 2:08
  That's why it is called influenza.
• 2:11
  Can that person influence other people to do things?
• 2:14
  And I'm not there yet. But anyway, this guy reached out
• 2:18
  to me. He wants me to invest in a
• 2:20
  business opportunity and he tried doing that on LinkedIn.
• 2:23
  And so I figured, you know what, let's do what we do normal over
• 2:26
  here on the podcast, which is I take an example of this outreach
• 2:30
  and then I do a tear down. We talk about what he did right.
• 2:33
  We talk about what he could have done better so that those of you
• 2:36
  who have similar ideas can arrange and package yourself
• 2:40
  better when you're going out to ground loop for someone to
• 2:43
  invest in your business opportunity.
• 2:48
  If you are interested in these sorts of things, sales business,
• 2:53
  looking for investment, looking for customer, you know, dealing
• 2:57
  with stakeholders, then subscribe to the podcast on
• 2:59
  Spotify, YouTube or Apple iTunes or any podcast player of your
• 3:04
  choice. And if you'd love to connect
• 3:06
  with me, you're on the call, send me a text message or send
• 3:08
  me a WhatsApp message, then you can do so on 08064662140.
• 3:19
  And my name is Tavishy Mahade. I'm the host of the podcast.
• 3:22
  And by the way, I really do like hearing from you guys.
• 3:24
  If you have questions, call comments, call queries, call.
• 3:28
  If you want to collaborate, call.
• 3:30
  Like Chukwadi called me today in Abuja.
• 3:33
  He's trying to arrange a couple of trainings in a few corporate
• 3:38
  bodies. And the guy said that, you know,
• 3:41
  we'll split it. I'll give him a Commission.
• 3:43
  And I'm, I'm totally cool with that.
• 3:45
  I mean, who know life finding, I like money now.
• 3:48
  So you call me up. I said there's this opportunity.
• 3:50
  I beg, you know, less, less partner, less hook up.
• 3:52
  Let's arrange. By all means, give me a call.
• 3:55
  I'm down, I'm open. So in typical fashion, what I'm
• 4:00
  going to do now is I'm going to read out the message that the
• 4:02
  guy sent and of course, I'll try and change one or two things to
• 4:06
  protect the guy's identity. So again, this was a message
• 4:10
  that I received on LinkedIn. But Please remember that whether
• 4:13
  we talk about LinkedIn, whether we talk about e-mail, whether we
• 4:16
  talk about WhatsApp, so long as we are talking about text based
• 4:21
  strategies or tactics or principles, it will apply.
• 4:25
  So as a general rule, what will apply on LinkedIn will apply on
• 4:28
  e-mail. However, it's not always what
• 4:33
  will apply in LinkedIn or e-mail that would apply on WhatsApp
• 4:35
  because WhatsApp is more conversational. e-mail is very
• 4:39
  formal. LinkedIn is kind of half, half,
• 4:42
  you know, it's official, but you know, people can chat on
• 4:45
  LinkedIn. But in WhatsApp is, is is very,
• 4:48
  very conversational. You reach out to people, boy,
• 4:51
  how far you know, what's up, how you been, you know, just normal
• 4:54
  flows. But as a general rule, you can
• 4:56
  take some of these principles and apply them across platforms,
• 5:00
  so long as we are talking about text based communications.
• 5:03
  But just remember that WhatsApp in particular is more
• 5:07
  conversational than other text based mediums, at least in
• 5:11
  Niger. As for Telegram, it's looking
• 5:14
  like Telegram is the place where people like to hold events,
• 5:19
  organized trainings and you know, stuff like that.
• 5:21
  I'm not sure why, but that's just the vibe I'm getting.
• 5:24
  You know, I don't know people who, you know, maybe you want to
• 5:27
  reach out to Mumsy or maybe you're trying to toast a babe or
• 5:31
  you're trying to do business deal or something.
• 5:33
  I don't know too many people who are trying to do that on
• 5:36
  Telegram. So the message the person sent
• 5:40
  me a what time message and he said this is let me just read
• 5:43
  it. Hi Tavishima, I hope you're
• 5:45
  well. My name is XYZ.
• 5:48
  I am an Afro fusion artist with growing global traction.
• 5:53
  I'm releasing a new single blah blah blah and seeking an
• 5:56
  investor for a structured roll out of between 10,000 to
• 6:01
  $250,000. Let me just stop here.
• 6:07
  Side note, you see, I love the way that you guys have faith in
• 6:13
  me. I really, really love it that
• 6:14
  somebody look at me, a humble person like me and the person
• 6:19
  who thinks I have $10,000 between 10,000 and $250,000.
• 6:25
  I really love that you people have faith in me like that.
• 6:27
  I'm over $250,000. I thought I'm mad now.
• 6:30
  You would, as in you would have, you would have, oh you, you feel
• 6:35
  me in Abuja, everybody will know me.
• 6:37
  You would have been tired of me, my going, am I coming?
• 6:41
  Everybody will hear it, $250,000 one more anyway.
• 6:47
  So thank you very much for those of you who have faith in me.
• 6:50
  I don't have $250,000 yet for those of you who are looking for
• 6:53
  people to invest in your ideas. But if you have, if you feel led
• 6:59
  by the Spirit, you want to bless your boy and say Tavi Shima way
• 7:02
  you days, I'm here. Give me your account details.
• 7:05
  Let me send you something for Christmas and you send me
• 7:06
  250,000 U.S. dollars. I'll be very, very happy and
• 7:10
  I'll pray for you. My wife will pray for you as
• 7:11
  well. So where was I?
• 7:15
  So you're seeking an investor for a structured roll out of
• 7:17
  between 10,200 and $50,000. It's a strong viral candidate
• 7:22
  with a dance fashion potential. Can I share my 1 pager and pitch
• 7:28
  deck with you? That was the guy's message.
• 7:31
  Basically the guy was leading to my DMS on LinkedIn and he said
• 7:35
  Tarishuma, I hope you're well. This is my name.
• 7:38
  I'm a music artist. This is what I do.
• 7:40
  I have a brand new single. I'm looking for investors
• 7:43
  between 10 to $250,000. Oh sorry, not 250.
• 7:49
  OK, sorry I didn't read it well $10,000 to $25,000.
• 7:54
  Oh, oh, OK I see. Anyway, still if I had $25,000 I
• 8:00
  would have been loud but not as loud as $250,000.
• 8:05
  Twenty $5000 is still money. It's still money.
• 8:08
  It's OK. Then the guy said that this
• 8:11
  particular song has good viral candidate as per The thing is
• 8:19
  spreading world over and also has some fashion potential.
• 8:23
  Then his call to action was should he share his one pager
• 8:27
  and pitch deck? Now, the good thing that this
• 8:29
  guy did was the message was not long.
• 8:31
  And you see the benefit of writing things short, short,
• 8:33
  short because the person who you're sending it to can open it
• 8:36
  one time. I understand, OK, this is the
• 8:38
  person, this is what they want. The person can decide one time
• 8:41
  I'm in or I'm not in, I'm interested, I'm not interested.
• 8:46
  This person is serious or this person is a goat, but you can
• 8:48
  see it one time. So short, sweet, straight to the
• 8:52
  point. Really, there's benefits.
• 8:55
  You guys should try it. Honestly, you should so and then
• 8:59
  of course, call to action. Can you share his one page and
• 9:01
  then pick the pitch deck? Now this was my response to the
• 9:04
  guy. I respond to all these things
• 9:09
  because I know that sales is hard and I know that business is
• 9:12
  hard. So when people gather the
• 9:17
  gumption to do things like this, I at least like to reward them
• 9:22
  just by at least responding because I know that most people
• 9:25
  will ignore, some people will block, some people will spam,
• 9:30
  some people will move to, some people will archive, you know,
• 9:33
  and on and on. So at least I respond because
• 9:35
  it's just, you know, a spirit decor because I'm in sales.
• 9:40
  So when I see people doing sales, I always respond just to
• 9:45
  encourage them and also help them one or two advise if
• 9:48
  they're willing to listen. So this was my response.
• 9:53
  Basically I asked the guy what's he need for me because if you
• 9:57
  notice the tone of this message is me, me, me.
• 10:01
  This is my name, this is what I do.
• 10:04
  I have a new single I'm looking for investor.
• 10:06
  This is how much I want blah blah blah.
• 10:09
  Should I share my pager and picture deck?
• 10:11
  Have you noticed this message is me, me, me.
• 10:14
  And I've been talking about this a lot on the podcast.
• 10:16
  If this is your first time listening to the podcast, hang
• 10:20
  around in another 2-3 months, you'd be tired of me saying
• 10:23
  this, but I'll keep continue saying it.
• 10:25
  You know, some of you, your outreach is too me focused.
• 10:29
  So I tried to signal to the guy what's in it for me.
• 10:34
  If you're trying to collect money from somebody, you don't
• 10:36
  just roll up and say this is me, this is my opportunity.
• 10:39
  This is how much I need. Let me send you pitch deck.
• 10:42
  Me, me, me, me, me. Business sales relationship is
• 10:49
  the same. You can't roll up on a fine girl
• 10:51
  and you know me, me, me, me, me pretend to be interested in her.
• 10:55
  So that's the reason why I asked the guy what's in it for me,
• 10:58
  because I'm trying to signal to him that you know, as original
• 11:00
  to people like this, you suppose prepare your messaging with
• 11:05
  something about the other person too.
• 11:07
  It can't always be me, me, me, me, me.
• 11:09
  It can't. Then the next question I asked
• 11:14
  him is, why do you think I'll be a good candidate for this?
• 11:18
  You get why they ask, and This is why there's nothing on my
• 11:23
  public profile or my LinkedIn profile, on my podcast, on my
• 11:28
  whatever, wherever you see me. There's nothing that hints that
• 11:33
  I'm remotely interested in all these things.
• 11:35
  First of all, I really, I'm impressed that you guys see me
• 11:39
  and you think I have 2525 thousand dollars because whether
• 11:46
  dollars or not, yes, there are people who roll up on me for
• 11:48
  financial assistance are obviously they feel as if I've
• 11:51
  arrived, but I've not. So I'm flattered.
• 11:53
  I'm very, very flattered. And I think it's a sign of good
• 11:57
  things to come that people are seeing my potential, they're
• 11:59
  seeing my future, they're seeing my millions on the move, that my
• 12:03
  millions are citing me, my millions are locating me, my
• 12:06
  millions are marching towards me.
• 12:08
  And people can see it. But really, what made him think
• 12:14
  I'm a good candidate for this? That I have the money or that I
• 12:17
  am even interested in these sorts of things?
• 12:22
  So that's my next question. Why do you think I'll be a good
• 12:25
  candidate for this? Because another mistake that
• 12:27
  lots of you are making with your business outreach, is you will
• 12:32
  are just trying your luck. You are spraying far and wide
• 12:36
  when it comes to outreach. I've said it before, I'll say it
• 12:39
  again, Outreach, reaching out to people targeting this part of
• 12:44
  Sales 101. You don't just be firing bullet.
• 12:48
  Anyhow, when you're hunting for something in the Bush, you go
• 12:52
  into the Bush and you decide is it antelope or elephants that
• 12:55
  I'm hunting? And then it's from there that
• 12:57
  you now start taking your next steps.
• 12:59
  OK, Is elephants that I'm hunting?
• 13:01
  Where do elephants hang out? OK, is Buffalo, Where is Buffalo
• 13:04
  or is Bush meat? Where am I going to find Bush
• 13:06
  meat? Then you start to arrange, you
• 13:10
  know, you start to plan your movement and then you set your
• 13:16
  trap or you aim. You know it as in targeting.
• 13:20
  You just enter the jungle and begin to set trap anyhow, or
• 13:23
  just fire bullets anyhow. What makes you think you strike
• 13:26
  something? It's the same thing when it
• 13:30
  comes to business outreach, targeting.
• 13:32
  Who might be interested in this product, in this service, in
• 13:36
  this investment opportunity? Who are the typical kind of
• 13:39
  people that are interested in these sorts of things?
• 13:41
  Oh, these are the kind of people where do they hang out online?
• 13:45
  Let me go and follow them or where do they hang out in the
• 13:48
  flesh? Let me go and follow them.
• 13:50
  So that's why I asked the guy this question.
• 13:52
  Why do you think I'll be a good candidate for this?
• 13:55
  Another question I asked him how many people have responded
• 13:58
  favorably to this approach? The reason why I'm asking that
• 14:03
  question is because I was trying to signal something I've been
• 14:06
  saying on the podcast and you know, if you continue, if you
• 14:10
  subscribe and you stay with me, you get tired of me saying, but
• 14:12
  I'll continue to repeat it. These tactics, they don't work.
• 14:19
  If they don't work, but the response rate is so low that
• 14:24
  it's not really worth your while.
• 14:26
  The response rate is too low. I keep telling you guys, zero to
• 14:31
  3%, zero to 3% in another. In other words, if you want to
• 14:36
  get a good response from this kind of message that you're
• 14:39
  sending and you're looking for six investors, 0 to 3% response
• 14:45
  rate, you have to send this kind of message to 200 people.
• 14:52
  If you haven't heard me say before, if this is your first
• 14:54
  time listening to the podcast, let me repeat it so that you
• 14:57
  realize the gravity of what it is that you're you're trying to
• 15:00
  do. Typical response rate is 0 to
• 15:03
  3%. In another words, if you're
• 15:04
  looking for six investors, you have to send this message to 200
• 15:08
  people. 200. You can see why I tell most
• 15:13
  people that you know what, let's just do targeted approach.
• 15:15
  Come up with a list of 1020 people, you know, way makes
• 15:19
  sense. And then let's actually try go
• 15:21
  to the office, call them, try again introduction.
• 15:26
  It's a lot better than just blanketing 200 people in the
• 15:30
  hope that six will convert and give us money.
• 15:36
  So I was trying to signal to the guy that you know what, this
• 15:39
  path that you're on, modest path is hard.
• 15:43
  It's very hard. So that's my question.
• 15:45
  How many people have responded favorably?
• 15:48
  Then another question that I asked him is when you say
• 15:51
  growing global traction, what do you mean?
• 15:56
  Because another mistake that people make when they're doing
• 15:58
  outreach is you speak in two general terms.
• 16:01
  But this is business. Money's on the line.
• 16:04
  People don't drop money when you're talking general, general,
• 16:06
  general, the more specific that you are, the better.
• 16:13
  So like back when we're in toasting stage, you know, it's
• 16:17
  not enough to tell you, babe, I'll take care of you.
• 16:19
  And on his general, you be specific.
• 16:24
  So see, as today is treating you, if you are my babe, I'm
• 16:30
  going to do this for you and this for you and this for you as
• 16:33
  in specific, not today is a useless boy.
• 16:37
  I can do better. You will be specific.
• 16:41
  You will tell her in highly specific, specific specificity.
• 16:47
  Now see, ah, Christmas is around the corner.
• 16:51
  But today said he has business to do in the village family
• 16:55
  matters. So he's traveling for all of
• 16:57
  December. You now come and spend dirty
• 16:59
  December alone Chin way. If you are my babe, I would
• 17:03
  never do this kind of thing for you.
• 17:04
  In fact this is how I would have planned Christmas for you and
• 17:09
  me. In fact, December 28th would
• 17:12
  even just branch. I even go and greet my mom self
• 17:15
  let her see you. You understand specific the same
• 17:21
  thing in business we can't be talking glowing global traction
• 17:26
  specific you're asking for 10,000 dollars $25,000 specific.
• 17:37
  So the reason why I asked these questions was to hint at some of
• 17:41
  the mistakes that this guy is making an outreach.
• 17:44
  So I've already told you the outreach is me, me, me.
• 17:49
  Your outreach should not be mean.
• 17:51
  Me me. If you're going to be asking for
• 17:56
  $10,000, you should be asking yourself what is an investor
• 17:59
  going to get out of a situation like this?
• 18:04
  Start thinking about these sorts of things.
• 18:09
  When you think of what's in it for the other person, you can
• 18:14
  now start getting a sense of who the ideal candidate is supposed
• 18:17
  to be. Now let's think if you want to
• 18:19
  reach out to people for these kind of things, let's think,
• 18:22
  let's, let's reason I'm now you and me.
• 18:24
  What are the kind of benefits that this person is supposed to
• 18:28
  get #1 is return on investment. Return on investment just means
• 18:31
  I drop 1 naira and you know, I get one naira, 50 cobo back or I
• 18:36
  drop 5 naira and in return, I guess 7 naira.
• 18:39
  You know, Shah, there's something on top.
• 18:43
  So maybe the person I'll be interested in these sorts of
• 18:46
  things. The most common thing I'm
• 18:47
  assuming is the person be interested in revenue sharing.
• 18:50
  OK, You have music ability. OK, no problem.
• 18:56
  This is the pattern, This is the package.
• 18:57
  No problem. Like Don Jazzy for instance,
• 19:00
  because I'm sure Don Jazzy is not just giving record due to
• 19:02
  everybody. So Don Jazzy is interested in
• 19:04
  revenue sharing. We put some money behind you
• 19:07
  when the thing blow. This is your share.
• 19:10
  This is my share. Some other people will be
• 19:16
  interested in an equity stake. Equity stake means, you know,
• 19:20
  part ownership. You know, although some people
• 19:24
  are gangster like I think for Motown Records, I think it was
• 19:27
  Motown, that's Berry Gordy. I think Berry Gordy owned
• 19:29
  everything. So if you're under his music
• 19:31
  label, forget it. You don't want anything.
• 19:34
  Your share is your share. Take your share.
• 19:36
  But I'm the one that owns everything.
• 19:38
  I own all the rights of this music and everything.
• 19:42
  I own the trademark in perpetuity.
• 19:45
  Let me get on. I've settled you where I'll be
• 19:47
  going. So these are the kind of things
• 19:55
  that people be looking at. Financial benefits.
• 19:57
  Of course, there's a matter of recruitment, recruitment
• 20:01
  priority, Recruitment priority. What that just means is how do I
• 20:05
  put it? OK, When the money starts
• 20:07
  flowing in, how soon will you start to settle me?
• 20:10
  In which order is this thing going to go?
• 20:12
  Is it that you settle yourself first?
• 20:13
  I'll be here, You settle me first, then the one, then from
• 20:15
  the one that I remain will now settle you.
• 20:18
  So recruitment priority, those are some of the things.
• 20:20
  But basically someone who might be interested in this sort of
• 20:24
  things might be looking at financial benefits, then the
• 20:27
  other people who are looking at strategic or growth related
• 20:30
  benefits. Some people want to.
• 20:35
  OK, look, I was listening to Will.
• 20:36
  I Am. He used to be with the Black
• 20:39
  Eyed Peas. I don't know if they're still
• 20:40
  together, but Will I am? It sounds like a very futuristic
• 20:45
  somebody. Sorry.
• 20:48
  Hold on, Will I am. What was that song again?
• 20:50
  As for those of you who don't know, Will I am.
• 20:52
  He did this song with the Black Eyed Peas.
• 20:56
  I got a feeling that tonight's gonna be a good night, That
• 21:03
  tonight's gonna be a good night, you know.
• 21:07
  So that song, what you know, there's some other things that
• 21:10
  they did, you know, like hey Mama, what else?
• 21:13
  And anyway, some correct songs. Anyway, so he's a very
• 21:17
  futuristic somebody. Now he strikes me as the kind of
• 21:20
  person that will be looking at strategic and growth related
• 21:24
  benefits, you know, because he likes to invest in futuristic
• 21:30
  projects. You know, like he's, he's, he's
• 21:35
  doing some stuff in America around bringing artificial
• 21:39
  intelligence and robotics to children in the, in the inner
• 21:42
  city areas. Like, like I think you grew up
• 21:47
  in Compton. So, and, and you know, I'm not
• 21:50
  an American anyway, but here that Compton is very rough.
• 21:52
  It's a very rough neighborhood. Very rough because like my wife
• 21:56
  travelled to America, I think I was like 2 years ago.
• 21:58
  And then she went around to some places.
• 21:59
  She entered Detroit, she entered where again, you know what,
• 22:02
  basically my wife said that there's some hoods in, in
• 22:04
  America, like hood, hood, hood. Like you think Lagos is rough.
• 22:08
  They enter some places, you know that men, if I misstep here,
• 22:11
  just kill me anyway, where was I?
• 22:16
  So there's some people who are looking who want to invest in
• 22:20
  these sorts of things just because of how they want to
• 22:23
  position themselves or how they want to align themselves
• 22:27
  strategically with, with certain things.
• 22:32
  Or some people like putting money into these sorts of things
• 22:34
  because they're looking for network asset, network access.
• 22:37
  Sorry, you know, they're looking for access to a wider number of
• 22:41
  individuals. Like there was a time that Damon
• 22:44
  Dash, Damon Dash used to be Jay-Z business partner.
• 22:48
  That's when they were with when they did rock.
• 22:53
  I mean, was it the Rock Rockefeller?
• 22:56
  Yeah, the record label Rockefeller.
• 22:58
  So I think our partners, him and Damon Dash, but, you know,
• 23:00
  they've split ways. Jay-Z will go on to found what's
• 23:06
  it called, Roc, Roc Nation, then Damon Dash.
• 23:10
  I can't remember what Damon Dash, you know, did.
• 23:12
  But later on, Shah, Damon Dash tried to invest in movies.
• 23:15
  And from what I hear, it's not as if the guy wanted to be movie
• 23:20
  star per say. He just wanted access to some
• 23:21
  kind of people in Hollywood. That's the reason why I started
• 23:24
  putting money down in movies. So there's some people who do
• 23:26
  things like that there. OK, no problem.
• 23:29
  You're a musician, you're a filmmaker, you're whatever and
• 23:31
  no problem, I'll go back you. But that's because the person is
• 23:34
  hoping that they can meet one or two other people's before they
• 23:36
  so they can run things like that.
• 23:38
  So network access. And then some people are trying
• 23:41
  to invest in these sorts of things because they want to do
• 23:43
  portfolio diversification. So OK, I have some serious
• 23:48
  money. I have money in stocks, I have
• 23:50
  money in real estate, I have money in this, I have money in
• 23:53
  that. And let me just put some money
• 23:54
  here in the hearts. There's some people who do
• 23:56
  things like that, portfolio diversification.
• 23:59
  And then there's also some lifestyle benefits, if you
• 24:03
  understand what I mean. Lifestyle benefits, you know,
• 24:06
  events, exclusive events, you know, VIP access, private
• 24:09
  performances, you know, very nice, you know, very, very
• 24:14
  sweet, sweet, sweet, sweet. Something reminds you, when I
• 24:17
  was still, I think I had just entered uni that time and Mumsy
• 24:22
  was working with, I think, I can't remember the company.
• 24:25
  Was it a quadrant? I think Quadrant company, the
• 24:27
  public relations firm and they were launching this nightclub in
• 24:31
  Lagos, Planet One, Planet One, the the club used to be between.
• 24:37
  I can't remember what that road is called between Icacha and
• 24:39
  Maryland. There's one long stretch, long
• 24:42
  stretch of Rd. That's where Planet 1 was and
• 24:46
  basically was this like relax and chill center.
• 24:48
  I was a nightclub, you know. So I just come home.
• 24:52
  I can't remember why I came home self.
• 24:55
  And then Momsey told me that this was going down and that she
• 24:57
  had tickets but she she's tired, she doesn't want to go.
• 24:59
  I said it's not a problem, give me the tickets.
• 25:04
  And my brother was in uni like then I was in OAU.
• 25:06
  So I called my brother. I said bro, I have tickets.
• 25:09
  He said I have tickets so show. So my brother came and then we
• 25:13
  freshed up that night. We're looking fly.
• 25:15
  Remember, I had my Calvin Klein jeans and then I borrowed my
• 25:21
  brother's CK shirt, You know, 'cause me and him were roughly
• 25:25
  the same size. I was a little bit bigger than
• 25:27
  him. So the thing was even good self.
• 25:29
  So the thing made me look muscular, you know, 'cause back
• 25:32
  then I was fit. Like really, really fit.
• 25:34
  I was looking like a muscular guy, you know, dress up.
• 25:39
  Then we took the ride. Some of his friends came from
• 25:43
  UNILAC. And then we entered, we stormed
• 25:44
  the club and then the past that we had was was first class.
• 25:49
  So that's how me, I went upstairs to 1st class section.
• 25:52
  Lo and behold, who did I see? I saw Rita Dominic live and in
• 25:57
  the in the flesh, Rita Dominic herself.
• 26:00
  Hey, fine girl. Come and see.
• 26:02
  Skin smooth, very yellow skin. Rita Dominic.
• 26:07
  Forget she'll be fine babe, even now so after 25 years look at
• 26:13
  her and tell me that that's not a fine babe.
• 26:15
  Ah Rita Dominic. So I saw Rita Dominic now just
• 26:19
  went to go and sit down by the stool next to her like hey
• 26:22
  what's up and she's my she say hello I say hey Rita Dominic she
• 26:27
  say hello to me then on A2 flex now.
• 26:31
  So I told the guy to pour me a shot of something.
• 26:35
  I pointed to the bottle then and I asked the guy how much I was
• 26:41
  one like a big boy and the guy looked at me one kind and he
• 26:45
  pointed to my tag and they say, you know, first class, it's
• 26:48
  free. I say, yeah, I disgrace myself
• 26:51
  in front of Rita Dominic. I was sure that I don't know
• 26:54
  anything about clubbing culture. That is my first time.
• 26:58
  I say, hey, I disgrace myself when he by then Rita Dominic had
• 27:01
  gone and me and how we didn't even yarn or anything but any
• 27:06
  back then. So as if I had game.
• 27:07
  So who was I am a nobody Basha, at least I've spoken to Rita
• 27:13
  Dominic. You listen to this podcast, Who
• 27:15
  have you spoken to anyway? So some people like that kind of
• 27:20
  lifestyle, good music, chilling with celebs, you know, the
• 27:25
  atmosphere, alcohol, they flow. Babes day, you know, as in man,
• 27:33
  that was fun then that was fun, I won't lie.
• 27:35
  But the headache that I had the next day 'cause my head from the
• 27:39
  beam, beam, beam, beam, beam from the music, ah, then it was
• 27:43
  mad, was really mad. So what was I?
• 27:46
  So some people like that kind of lifestyle, VIP access, some
• 27:50
  people like it. But to be honest, that's the
• 27:53
  last time I did it. That was the first, That was my
• 27:55
  first, and that was my last time.
• 27:57
  After that, it's just regular clubbing that I did with my
• 27:59
  wife. And even then it didn't pass two
• 28:01
  or three because my other lifestyle is sweet, but it's not
• 28:05
  for me. So some people like all that
• 28:10
  lifestyle benefits. So some people invest because of
• 28:14
  some of those reasons. So if you look at it from that
• 28:23
  kind of angle now that, OK, the person was going to drop money
• 28:26
  from this thing, the person will be looking for financial
• 28:28
  benefits, The person will be looking for strategic alignment,
• 28:32
  the person will be looking for certain kinds of lifestyle
• 28:34
  benefits. You will now start having an
• 28:36
  idea about the possible people that you can approach.
• 28:40
  Number one will be cultural focused people, or how will I
• 28:47
  put it? Now let's just say, you know,
• 28:49
  people have focused, you know, guy, OK, let me just say
• 28:54
  cultural focused investors, let's just leave it like that.
• 28:56
  Cultural focused investors. So highly successful
• 29:00
  entrepreneurs or senior executives, you know, people who
• 29:03
  have disposable income, you know, based in major hubs.
• 29:07
  This guy that reached out to me, he's in Canada.
• 29:10
  So you should be looking at major hubs, Lagos, New York,
• 29:13
  London, Toronto, those kind of places, places where the Afro
• 29:17
  Fusion general, you know, is, is, is popping.
• 29:23
  You should also be looking for people who are also a fan of
• 29:26
  these kinds of music. You should be looking for
• 29:31
  strategic Angel investors. Maybe he should be reaching out
• 29:35
  to former record label executive executives, you know, music
• 29:39
  managers, entertainment lawyers. See, this is me just riffing.
• 29:46
  I'm just riffing here because I'm not in that space.
• 29:49
  So I don't know. But of course, you should be
• 29:53
  looking for people with deep pockets, people looking to drop
• 29:56
  big money into early stage opportunities like this.
• 30:03
  Maybe you should have approached people who are interested in,
• 30:07
  you know, royalty investing, you know, like the music royalty
• 30:11
  platforms that are around. You know, in fact, maybe even if
• 30:15
  you found people in that space, I'll talk to them and say,
• 30:17
  here's what I'm trying to do. What are the kind of people that
• 30:18
  I should reach out to? And maybe you also reach out to
• 30:23
  tech founders. You know, I don't know.
• 30:27
  I'm just briefing here, Boscha. You can see that by asking
• 30:31
  what's in it for the other person, we are now beginning to
• 30:33
  get a sense of who are the kinds of people that we should be
• 30:35
  running after in the 1st place. And either way that you caught
• 30:39
  it, it doesn't look like it should be me because I don't
• 30:41
  meet the description of all these things that I've been
• 30:43
  saying so far. So the simple thought process to
• 30:47
  follow when you're trying to do any kind of outreach, when
• 30:50
  you're trying to reach out to anybody, whether through e-mail,
• 30:52
  whether through LinkedIn, whether through, you know,
• 30:55
  whatever. Sorry about the noise in the
• 30:57
  background. I'm making today's recording at
• 30:58
  home and it's like my neighbor's kid, maybe he's not feeling well
• 31:03
  or something. So the boy is just crying.
• 31:06
  So and I don't blame the boy because the guy has a soft lamp
• 31:10
  because luckily for him, the my neighbor has like, I think like
• 31:14
  6-7 kids. And then this one, the baby,
• 31:17
  he's like maybe two or three. And you know, the oldest one
• 31:20
  has, you know, finished uni. So there are lots of people to
• 31:23
  pop out the boy and take care of the boy.
• 31:25
  He's a lucky kid, Very, very lucky kid.
• 31:27
  Fine boy. Also seems like a very
• 31:29
  intelligent shop. Just like the body crash.
• 31:32
  Where was that? So when you're doing outreach,
• 31:39
  ask yourself, sit down or get pull up your AI tools.
• 31:44
  That's how we spoke about yesterday, how we can use AI to
• 31:47
  come up with ideas. Excuse me.
• 31:49
  So sit down, ask yourself or ask your AI tools who might be
• 31:53
  interested. Who are the kinds of people that
• 31:55
  are interested in your product, interested in your service,
• 31:58
  interested in your investment opportunity, interested in your
• 32:01
  agenda? Ask.
• 32:05
  Then come up with some demographics or some
• 32:08
  psychographics and then use those factors to determine who
• 32:12
  you're going to reach out to. Demographics, those are the
• 32:15
  simple things that they taught us in social studies and in
• 32:17
  business studies in Nigeria. So name, age, sex, location,
• 32:22
  height, weight, you know, blah, blah, blah.
• 32:26
  Then psychographics, what these people are interested in.
• 32:29
  So once you have the demographics and the
• 32:30
  psychographics down, you will now know who am I chasing out
• 32:34
  to? Who am I reaching out to online?
• 32:37
  So like I said, my question to him, my other question, how many
• 32:40
  people have responded favourably?
• 32:44
  It's because I'll try and tell him that look, this thing, it
• 32:49
  doesn't really work. I don't want to come out and
• 32:51
  tell him. I wanted him to in responding to
• 32:54
  see what I was talking about. And this was his response.
• 32:58
  He said. I'm the only person who has
• 32:59
  responded, and I'm not surprised.
• 33:02
  I'm not, by the way, just letting you guys know.
• 33:05
  It is a strong signal from the market.
• 33:07
  If you send dozens of emails, dozens of Whatsapps, dozens of
• 33:11
  SMS, dozens of Telegram, and then people are not ignoring, it
• 33:15
  is a strong sign. It shows that something is not
• 33:18
  working. You need to review your copy,
• 33:21
  review your text, review the words that you're sending out to
• 33:24
  people, review your messaging, or you need to review your
• 33:27
  targeting. Perhaps there's nothing wrong
• 33:29
  with the words that you're using, but you're sending it to
• 33:32
  the wrong people. So if whatever campaign you're
• 33:37
  doing now, you sent out like 50 messages already, not one single
• 33:41
  person has responded. My friend, this problem, this
• 33:45
  serious problem. Change your messaging or change
• 33:50
  your targeting. Use different words or send it
• 33:54
  to a different group of people. By the way, remember this guy is
• 34:03
  doing Afrofusion something and he's asking you to drop 10,000
• 34:09
  to $25,000. Let's be real here, you know
• 34:15
  that the average Nigerian will consider this business
• 34:20
  opportunity in quote as highly speculative at best or will
• 34:26
  consider it to be downright Yahoo Yahoo at worst.
• 34:29
  Yahoo Yahoo has in scam 419. So I suspect that most people
• 34:35
  are blocking him, spamming him and deleting him.
• 34:37
  Can I say that this is the reason why you should be
• 34:39
  reaching out to the right people in the 1st place.
• 34:41
  If the guy reaches out to futuristic people who are, you
• 34:45
  know, forward thinking high net worth individuals who are in
• 34:49
  this whole space, you know, Afro fusion, Web 3, crypto, blah blah
• 34:53
  blah blah. You know, if he's talking to
• 34:54
  those kind of people, they will listen to him because now then
• 34:57
  them, it's their world, it's their space, they will listen to
• 35:00
  him. But I reaching out to ordinary
• 35:03
  people like me who are not in that world, who are not in the
• 35:06
  army. I responded because I'm trying
• 35:10
  to be nice. I think I'm the only person who
• 35:12
  responded because I think everybody else is ignoring,
• 35:15
  spamming, deleting, blocking. And by the way, this now
• 35:19
  hinders, this now reduces the effectiveness of your future
• 35:22
  campaigns. If LinkedIn notices that every
• 35:25
  single time this guy sends out 50 messages, 48 people block
• 35:29
  him, one person ignores him, only one person reads, do you
• 35:33
  think LinkedIn will be allowing him to keep sending messages
• 35:36
  again and again and again? When the final question I asked
• 35:44
  him, what do you mean when you say global?
• 35:47
  Sorry, growing global traction now when you're trying to brag,
• 35:52
  excuse me? And by the way, bragging is
• 35:54
  normal. You suppose you brag when you're
• 35:57
  in a business setting, you know, if you know the quality or the
• 36:00
  thing that you you are carrying, the thing that you are selling,
• 36:02
  it's OK to brag. As Grant Cardone says, it ain't
• 36:06
  bragging if it's true. So what you're saying, if it is
• 36:08
  true, then it's not bragging. So yes, be ready to talk up what
• 36:12
  it is that you, you have on ground when you're bragging,
• 36:16
  please, when you want to boast. So like I said, like if you're
• 36:18
  chasing Chinware and you think Tunde, her boyfriend is
• 36:22
  misbehaving, you have a better package and you're bragging
• 36:25
  about your package. Be specific on the details about
• 36:28
  how you will improve Chi Hui's life.
• 36:31
  So the same thing in business. Be specific when you're trying
• 36:34
  to brag, when you're trying to talk up your opportunity.
• 36:38
  Let me give you an example. So like me now, if I want to
• 36:41
  brag, let's say I'm also sending messages to people.
• 36:44
  I want people to invest in me. I want people to invest in the
• 36:46
  podcast. I want people to invest in the
• 36:47
  opportunity. I will brag.
• 36:49
  Well, I will tell the person, excuse me, I'll tell them that I
• 36:55
  run one of Nigeria's most promising business podcasts and
• 36:59
  currently I'm chatting at #29 on the Apple iTunes Global Business
• 37:05
  category. I will tell them I'm #29 if you
• 37:08
  don't believe me, open your phone.
• 37:10
  Now check Apple iTunes scroll. You will see me there #29 You
• 37:16
  see that guy? Namibidat global, not Niger on a
• 37:20
  global level #29 I've entered, God willing, you know, soon you
• 37:28
  see a born in the top ten global podcast, you see me just
• 37:32
  subscribe, stay there. You see I'm getting there.
• 37:36
  So brag. I will tell them I am #29A mini,
• 37:40
  a mini call. I'm the person #29 I also
• 37:45
  mentioned I am one of Spotify's top recommended business
• 37:48
  podcasts with about 17,000, 286 impressions on the Spotify
• 37:53
  homepage. Now, the reason why I can't be
• 37:56
  that specific is because I have the figures to back it up.
• 37:58
  They were saying 17,000. I say, chief, relax now I'll
• 38:02
  open my phone. I'll show them my settings.
• 38:04
  I say, chief, check it, I'll show him.
• 38:07
  See. Now I also say my podcast has
• 38:12
  grown to over 64,837 downloads over the last five years and I'm
• 38:18
  still growing weekly. If they doubt me, I'll say chief
• 38:23
  here now, I'll now show them on the back end, see the downloads.
• 38:30
  You can see that if you're trying to brag that way in a
• 38:33
  very specific way, you can see that it carries better effect
• 38:36
  than if I'm talking to people about the podcast.
• 38:38
  And I say that my podcast has growing global traction and my
• 38:44
  podcast has strong viral candidate.
• 38:47
  Between the two of them, which one do you think sounds more
• 38:49
  impressive? So you want to boast, boast.
• 38:55
  Well, be specific. And that is how I would boast if
• 38:59
  I was going to talk to potential investors or stakeholders
• 39:02
  because I want people to partner with me on this podcasting
• 39:04
  thing. So he should have spoken about
• 39:07
  his downloads, his country reach, the music, charting
• 39:10
  history, all those sorts of things instead of saying you
• 39:13
  know what it is that he said. Then finally, he said he wants
• 39:16
  to share one page or a pic or a pitch deck.
• 39:18
  And this is the question that I keep asking you guys who like to
• 39:23
  start off your outreach. You want, you like to start off
• 39:26
  your selling process by sending a proposal or by sending a
• 39:30
  pitch. You want to send me a pitch.
• 39:32
  How do you know that I'm interested?
• 39:35
  How do you know that the things you're going to put in the
• 39:37
  pitch, in the proposal, in the presentation, how do you know
• 39:40
  that the person is going to resonate, the person is going to
• 39:42
  feel, the person is going to understand what it is that
• 39:44
  you're putting there. All this proposal pitch, you
• 39:48
  know, whatever thing it is too soon.
• 39:51
  Stop starting this journey with pitch deck.
• 39:55
  The better strategy is this. Since it's 40 minutes, let me
• 39:59
  just round up quickly #1 prospecting.
• 40:01
  Identify who might be interested.
• 40:03
  Who is the ideal customer profile?
• 40:05
  Who is the ideal target? Who is the mogu?
• 40:07
  Who is the Odoku? Who is the person?
• 40:08
  Who is the big boy? Who is the big girl?
• 40:10
  Identify the person first, then next outreach.
• 40:13
  That's why we actually start reaching out to the people
• 40:17
  without going to the office or sending them message or
• 40:20
  whatever. But in your outreach, what you
• 40:22
  do is just to sketch the idea and see if the person is
• 40:25
  interested. Just a brief sketch and see if
• 40:28
  the person is interested. So the call to action is not,
• 40:32
  can I send you my pitch deck? The call to action is more like,
• 40:36
  is this the kind of business opportunity you would like to
• 40:39
  know more about? You know, that kind of thing
• 40:42
  you're just trying to figure out are they interested?
• 40:44
  If they're interested, Step 3 is now arrange a meeting.
• 40:49
  Please arrange a meeting, whether it is a Zoom meeting or
• 40:53
  whether it is a Google Meet or you go to their house, you go to
• 40:57
  their office or whatever. Arrange a meeting online or
• 41:01
  offline. And only arrange a meeting if
• 41:05
  somebody has told you in Step 2 during outreach that yes, this
• 41:09
  is the sort of thing that I am interested in and I would like
• 41:12
  to explore this thing further. Only set a meeting with those
• 41:15
  people. During that meeting, don't drop
• 41:18
  pitch deck, don't drop proposal. Have a conversation, try and get
• 41:22
  a sense of their risk tolerance because let's face it, what
• 41:25
  you're proposing is risky. If I'm inviting somebody to
• 41:28
  partner with me on the podcast, it's risky.
• 41:30
  It's not a done deal that if I collect money from anybody and I
• 41:34
  try to grow the podcast, it is not a guarantee that the
• 41:37
  revenues that we'll get from the podcast will be enough for me to
• 41:40
  sort myself out and to sort that person out.
• 41:42
  So there's risk that is involved.
• 41:43
  Get a sense of their risk tolerance, get a sense of their
• 41:46
  investment history or their portfolio because there's some
• 41:49
  people who have a history of only investing in physical,
• 41:52
  physical things. Like I keep saying over here on
• 41:54
  the podcast, if you come from our own part of the world, your
• 41:57
  penal estate, Taraba Nasawa and your rich uncles and your rich
• 42:01
  aunties, the reason why they are rich is because they were
• 42:04
  exporting yam. They were trading in in, in rice
• 42:11
  or whatever. It's a very physical something.
• 42:15
  Don't want to talk to those people and start telling them
• 42:16
  Web 3, Afro Fusion something something something like Afro
• 42:21
  work. So what's the investment
• 42:26
  history? What kind of portfolios do these
• 42:28
  people play around with? What is their industry
• 42:30
  expertise? At the meeting you talk a little
• 42:34
  bit about what they hope to get out of it.
• 42:35
  These are the kind of things that you will discuss during the
• 42:37
  meeting. It is after the meeting stage
• 42:41
  that you can now come to propose our pitch deck or whatever.
• 42:44
  And you get to that stage by first of all, recapping and say,
• 42:46
  OK, thank you very much, Ma. Thank you very much, Bros, for
• 42:48
  taking this meeting. If I understand you correctly,
• 42:51
  yes, you're interested and you would be interested in pursuing
• 42:54
  it. If we're able to look at XYZ
• 42:56
  criteria, if we're able to explore these terms, we're able
• 42:59
  to explore these objectives, you know, blah, blah, blah.
• 43:02
  So Bros, no Vex, I beg, give me like 2 days.
• 43:04
  I'll send you one proposal, I'll send you one pitch deck, and
• 43:08
  I'll suggest in the pitch deck how we can move forward.
• 43:11
  So like Bros, are you OK with that?
• 43:15
  If bro says yes, good. You are now at pitch deck level.
• 43:19
  You can now send your pitch deck.
• 43:20
  You can now send your proposal. And then after that you're
• 43:25
  trying to close the deal. To close the deal is where you
• 43:28
  say OK Sir, I don't talk my own. So like what's the next day,
• 43:32
  Sir, do you have to talk? Do you have investment committee
• 43:34
  that you want to decide with you need to discuss with?
• 43:37
  Or how would you like us to proceed, Sir?
• 43:40
  Or thank you very much, Sir. If we're on course, then I think
• 43:42
  the next step for us is to proceed by doing this.
• 43:45
  This, this. Not that, that Bosha, you're
• 43:47
  trying to get the person to take action on this, your idea.
• 43:51
  So that's how you do it. So summary, I guess the main
• 43:56
  thing that I want to pass across is this.
• 43:59
  Stop thinking that a document is going to sell for you.
• 44:02
  Stop it. Too many of you think I have a
• 44:04
  wonderful pitch deck if I can just get the person to allow me
• 44:08
  to send them that pitch deck, it's a done deal.
• 44:11
  It doesn't work that way. The document will not sell for
• 44:14
  you. Stop thinking your document can
• 44:15
  sell for you. Also, when you're doing this
• 44:18
  kind of outreach, target well because no amount of toasting is
• 44:22
  going to turn a bad prospect into a good business
• 44:25
  opportunity. Now let me repeat that.
• 44:28
  Sorry for that noise in the background.
• 44:30
  You know, that's the washing machine NEPA has been showing us
• 44:33
  strong team. So now that light has come, you
• 44:37
  know, just have to wash it every, every before they do
• 44:39
  their thing and they misbehave again.
• 44:43
  So where was I? I lost my train of thought.
• 44:48
  I said no amount of toasting it can turn a bad prospect into a
• 44:51
  good business opportunity. None, none, none, none.
• 44:54
  So make sure you target well. If you're talking to the wrong
• 44:57
  prospect, you cannot get good, good, good.
• 45:03
  You can't get good business deal out of it.
• 45:06
  You can't. Now the example that I always
• 45:08
  give, I know that it's overtly too simplistic, but still, it
• 45:12
  passes across the point. If you sell catfish, you can
• 45:15
  never sell fish to me because I don't eat fish.
• 45:19
  I'm the wrong prospect. It doesn't matter if you spend 2
• 45:21
  weeks, two months, two years or two decades.
• 45:24
  You can't sell fish to me. It's not possible.
• 45:27
  I don't need fish. I don't like fish.
• 45:30
  I don't. There's no amount of toasting
• 45:33
  that will turn the wrong prospect, the wrong candidate
• 45:37
  into a good business deal. It's not going to happen.
• 45:43
  So it's the same as in marriage, It's the same as in business.
• 45:46
  So for marriage and relationships, spare yourself
• 45:48
  the heartache. Be targeting the people right
• 45:51
  from the the correct people from the beginning.
• 45:53
  The same thing in business. Spare yourself heartache because
• 45:56
  this is serious heartache. You're sending messages to
• 45:59
  people you send messages to, you know 5050 people, 49 of them
• 46:06
  reject you. There's plenty of heartache.
• 46:08
  Spare yourself a heartache. Start targeting.
• 46:13
  Well, so that's it. Anyway, we have plenty of random
• 46:18
  stuff today, but hopefully you guys, I'm sure you're able to
• 46:22
  someone listening. I hope someone listening would
• 46:24
  have been able to pick something very good from what we've
• 46:28
  discussed today. Well, by the way, for those of
• 46:30
  you who are wondering, isn't this guy a married man?
• 46:32
  Yeah, I'm a married man. But by that.
• 46:34
  But you know that Rita Dominic time, I hadn't met my wife then,
• 46:38
  but even then I've told her the story.
• 46:39
  You know, I'm off wrong with my wife.
• 46:40
  You know, the people that I used to look at before and you know,
• 46:44
  so I've I've told her everything.
• 46:46
  So don't worry me talking about How I Met Rita Dominic and how
• 46:49
  she say hi to me. No, it's not going to cause me
• 46:51
  any problems in my marriage. You know, me and my wife, we've
• 46:53
  really we've really settled and anyway Rita Dominique, so she
• 46:59
  don't marry so she's no longer available, she's not on the
• 47:01
  market. Apart from that, you know we
• 47:03
  have separate lives. So it's nice if our paths will
• 47:05
  cross again. But anyway, let me just bring it
• 47:09
  to a close app. So thank you very much for your
• 47:11
  time and attention. Remember if you'd love to call,
• 47:14
  send me a text message or WhatsApp message.
• 47:16
  The number to call to WhatsApp or to SMS is 0806466 2140.
• 47:27
  So thank you very much for your time and attention.
• 47:29
  I'll catch you all some other time.