Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Wasting Meetings: Qualify Before You Schedule

Transcript

Stop Wasting Meetings: Qualify Before You Schedule · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Today's episode is going to be a
• 0:03
  noisy 1 because I am out and about to expect to hear some
• 0:06
  interruptions in the background. Now today I would like us to
• 0:09
  look at when is the right time to have a business meeting with
• 0:13
  the prospect. Now when we say prospect, we
• 0:15
  just mean somebody who might be interested in your product or
• 0:19
  your service and it looks as if man, this person might buy.
• 0:23
  Maybe we're trying to figure that out.
• 0:26
  So that's where prospect is someone who might be interested
• 0:28
  in your product or service and who is close to pulling the
• 0:31
  trigger. Now the reason why I want us to
• 0:33
  consider this question today is because some people jump the gun
• 0:37
  prematurely. You try and get the some people
• 0:42
  try to go for the meeting too early.
• 0:45
  Now anyway, the reason why I'm discussing this because I had an
• 0:50
  interaction recently with someone concerning my YouTube
• 0:54
  videos and then it just occurred to me that this person got the
• 0:57
  order of the sale wrong. This person was trying to call
• 1:00
  for the meeting prematurely and it means that it gives me the
• 1:04
  inkling that there are lots of you who are also in the same
• 1:07
  bucket. You're always trying to push for
• 1:08
  a meeting too early. So the lady in question saw my
• 1:13
  YouTube videos and started pitching me on her editing
• 1:16
  services to optimize my YouTube. And then she went straight and
• 1:20
  tried to book a meeting. Now, of course, I do not want
• 1:24
  the meeting because from my own end, I saw no value in the
• 1:28
  meeting. I didn't know any reason why I'm
• 1:30
  taking the meeting. There are a couple of
• 1:32
  fundamental and foundational things that we had not
• 1:34
  established before we even got to the point of a meeting.
• 1:37
  And so those are the things that we're going to explore in
• 1:40
  today's podcast episode. So the right time to have a
• 1:44
  meeting with the prospect is after you, the service provider.
• 1:47
  So in this case, the lady who does editing YouTube videos.
• 1:51
  So after you, the service provider, have done some
• 1:54
  qualification and discovery and have figured out if the person
• 1:58
  is interested, if there's a sense of urgency and if there's
• 2:01
  a sense and if there's a, a fit to both of you working together,
• 2:06
  you know, cultural fit. When I say cultural fit, I mean,
• 2:09
  you know that feeling like, you know, you feel as if you're
• 2:11
  going to vibe with this person because there's sometimes,
• 2:13
  especially when it comes to professional services, that
• 2:16
  somebody says the thing and the person is correct and you think
• 2:20
  this thing can work. But somehow you don't trust this
• 2:23
  person or somehow you don't like his vibe or you don't like a
• 2:25
  vibe. You know, all these sorts of
• 2:26
  things are important because if you're going to get the most
• 2:29
  qualified professional to work on this or to work on that, but
• 2:32
  then you guys don't really vibe. You know, these are the things
• 2:35
  that can affect the working relationship and the ultimate
• 2:37
  outcome at the end of the day. So now let me repeat and slow
• 2:40
  things down a little and define a couple of things.
• 2:43
  Now, remember I said the right time to have a meeting is after
• 2:47
  you have done some qualification and discovery, after you've
• 2:51
  figured out if they're interested, after you have
• 2:53
  figured out if there's a sense of urgency, and after if you've
• 2:57
  figured out if there is a fit between both of you.
• 3:00
  Now, qualification and discovery, is that part of the
• 3:03
  relationship where you're asking questions about the person,
• 3:06
  about the opportunity, about the vision they're working towards,
• 3:09
  or towards the problem that they're trying to solve.
• 3:12
  Because remember, I've said lots of times on the show that no
• 3:16
  matter what it is that you solve, you are either, sorry, I
• 3:19
  say solve, no matter what it is that you sell, you are either
• 3:22
  trying to solve a problem or you're trying to help somebody
• 3:24
  achieve a vision. So for the lady now who does
• 3:27
  YouTube videos, who's trying to talk to me, she's either trying
• 3:31
  to solve a problem, which is my YouTube videos are
• 3:33
  underperforming, or she's trying to help me achieve a vision.
• 3:38
  This is what I want my YouTube videos to look like and this is
• 3:40
  how I want my YouTube videos to perform.
• 3:43
  So it doesn't matter whatever business you're involved in,
• 3:46
  pick whatever term you like, but it's either problem or vision.
• 3:51
  So qualification and discovery is where you ask all of these
• 3:53
  questions. In asking all of these questions
• 3:56
  about the person, the vision, the problem they're trying to
• 3:58
  solve, their personal context, their business context, their
• 4:00
  business context, you're going to be able to figure out if this
• 4:03
  person is actually is interested in your brother or service.
• 4:06
  Because to be honest, I'm not really interested in YouTube
• 4:08
  optimization right now because for that, you've been listening
• 4:12
  to the show. You guys know that as far as I'm
• 4:14
  concerned, I'm writing this audio thing for as long as
• 4:17
  possible and I'm not paying attention to anything else, so
• 4:19
  I'm not interested. So if you're selling YouTube
• 4:23
  optimization and editing services and you're talking to
• 4:27
  someone who is clearly not interested in YouTube open
• 4:29
  optimization or interested in anything video related, truly,
• 4:33
  truly I say on TV, thou art wasting your time and you are
• 4:37
  wasting your time in a big way. You're better off leaving this
• 4:40
  person who is not interested and then looking for people who are
• 4:43
  already interested and then try and have the conversation with
• 4:46
  them and then try and close the deal with them.
• 4:48
  So qualification and discovery. It will help you figure out is
• 4:51
  this person even interested first?
• 4:54
  Then if the person is interested, we have
• 4:55
  conversations around timelines. That is where urgency comes in
• 4:59
  because some people are interested in YouTube
• 5:01
  optimization and YouTube editing and stuff like that, but maybe
• 5:05
  something I'll do next year so that maybe I'll do something
• 5:09
  next year. You, there's no sense of urgency
• 5:12
  there. You're trying to close the deal
• 5:13
  now. You're just wasting your time
• 5:14
  because as far as the person is concerned, like I'm interested,
• 5:18
  this thing is important, but you know what, my children are going
• 5:22
  to school okay and my wife wants to Jack bar this and this and
• 5:26
  that and that maybe like 2026. There's no urgency there.
• 5:31
  Chances of you closing that deal are slim.
• 5:34
  But then if somebody's interested and the person is
• 5:37
  saying hi, you know what? My videos are seriously
• 5:39
  underperforming. And this is my competitor.
• 5:42
  I saw that he went viral yesterday.
• 5:44
  And two months ago, another of my competitors went viral.
• 5:47
  And this is not that this person got viral.
• 5:49
  Me, I'm the only person in my sets.
• 5:51
  There's no going viral. You know, that kind of person
• 5:54
  has some sense of urgency around him or her.
• 5:56
  So the chances of closing that deal are high or higher.
• 6:01
  Then of course, there's the whole thing of fits, you know,
• 6:03
  do you guys vibe? You know, because there's some
• 6:05
  people that I meet, I meet and those people don't like my flow
• 6:08
  and the choices are I either change my flow, change my
• 6:13
  personality, or, you know, we just don't work together.
• 6:17
  By the way, I'm going to recommend that in those sorts of
• 6:20
  situations, just relax and stay you.
• 6:22
  Just be you because holding on trying to change personalities
• 6:25
  is confusing. After a while you forget who it
• 6:27
  is that you're supposed to be with which particular client and
• 6:30
  nothing is very confusing to just remain who you are.
• 6:33
  The best man sees you and is not feeling your vibe and doesn't
• 6:36
  like your flow. Just let them work our pass.
• 6:39
  You know the people that like you, people that dig you, the
• 6:41
  people that bad on you. You know you guys end up doing
• 6:44
  very good business together. So don't try to be don't try to
• 6:49
  be all things to all men. So yes, I know that that's what
• 6:52
  the apostle Paul said in Scripture.
• 6:53
  But you know, it's a different context and you know, it means
• 6:56
  something else. It just means taking a different
• 6:58
  approach. Even though it was remaining
• 7:00
  true to the gospel that he was trying to preach.
• 7:03
  But in business, when people say all things to all men, they
• 7:05
  usually mean like camouflage, chameleon and that sort of
• 7:08
  thing. So don't don't try and camel
• 7:12
  Leon, if I don't, don't try and camouflage, don't try and do
• 7:15
  anything. So just just stay you.
• 7:19
  So it is only after you've done all this qualification and
• 7:24
  discovery. Who is the person?
• 7:25
  What's the problem? What's the vision?
• 7:26
  Are they even interested? What's their timing like?
• 7:29
  Is there any sense of urgency? OK, is the person a correct guy?
• 7:32
  Is the person a Nokia babe? Does look like we can vibe.
• 7:35
  Then you can now say let's have a meeting, whether physical
• 7:38
  meeting or whether online meeting.
• 7:40
  Now some of you would even ask is that meeting even necessary?
• 7:43
  It depends. But for most of us who sell
• 7:45
  professional services, like the person who does YouTube videos
• 7:49
  and optimization, I say optimization.
• 7:51
  What is it again, YouTube videos, editing and optimizing.
• 7:56
  So for that sort of person, the meeting is necessary because
• 7:58
  it's at the meeting that you're going to be able to dig deeper
• 8:01
  and start asking specific questions.
• 8:03
  You know, which is your best performing video, which is your
• 8:05
  worst performing video? How well do you want this one to
• 8:08
  explore? Sorry to, to perform.
• 8:11
  OK, I think this might be the problem.
• 8:13
  That might be the problem. OK, Based on what we've
• 8:15
  discussed, if I understand correctly, I have this proposal
• 8:19
  for you, Option A, Option B, Option C, Anything could be
• 8:23
  between the option of this amount and then this amount.
• 8:25
  You get some feedback and then eventually you narrow down the
• 8:28
  proposal. So all those hardcore
• 8:31
  discussions are going to happen in the meeting.
• 8:33
  So for those of us who sell professional services, a meeting
• 8:35
  is necessary. Now, for those of you who sell
• 8:38
  human hair, a meeting might not be necessary.
• 8:41
  The person just calls. They want a Scandinavian human
• 8:44
  hair and they want it to be 102 inches.
• 8:46
  You either have it or you don't have it.
• 8:48
  You have it. OK, How much it is, you know,
• 8:50
  you send it. You can either do delivery or
• 8:53
  you can't do do delivery. And you know, it's that simple.
• 8:56
  That's if you sell commodities. However, it would help you if
• 9:00
  you introduce a meeting elements to it and try and do
• 9:04
  qualification and discovery and try and figure out their needs,
• 9:09
  their interests, you know, things like that because it's
• 9:12
  what will help you to now upsell in the future or sell other
• 9:17
  items or get the person to be a repeat customer.
• 9:20
  So if somebody just reaches out and says, look, I want
• 9:22
  Scandinavian human hair, 42 inches and I say yes, I have it.
• 9:25
  OK, I'm based in Abiucuta. Can you do delivery?
• 9:28
  No problem, we can do delivery. Delivery is 12,000.
• 9:33
  You guys argue back and forth, you now take 8K for delivery.
• 9:36
  You now put it in God is good motors.
• 9:37
  You send it off to them and then they take their human hair and
• 9:40
  then they leave. So good, you've closed the sale,
• 9:42
  but it was too transactional. So there's no room for repeat
• 9:46
  business and referrals because you didn't establish a
• 9:48
  relationship. So, but if you do all this and
• 9:53
  then maybe after you send it or before you send it, you get into
• 9:56
  that whole conversation. You're trying to figure out who
• 9:58
  they are, what their needs are. You know, whether this person is
• 10:02
  a working class babe or maybe she's an influencer or she's
• 10:05
  just a high flying chick. I mean, conversation just to try
• 10:08
  and figure out who this person is.
• 10:09
  What does she need this hair for?
• 10:11
  You know, stuff like just figure the person out.
• 10:14
  It is then that you'll be able to know enough about the person
• 10:16
  so that by the time the next set of hair comes in and you have
• 10:20
  hair from, not from Scandinavia, but this time you have hair from
• 10:23
  Mogadishu. You now know that, okay, based
• 10:25
  on the conversations I have with this babe, based on her style,
• 10:28
  based on her working needs or based on her social needs or
• 10:32
  whatever, Mogadishu hair would also be a good idea.
• 10:35
  And they can call up and say, Hey, babe, what's up?
• 10:37
  Remember Me? I'm the person that sold you
• 10:39
  Scandinavian hair, 42 inches. Oh yes, yes, I remember you had
• 10:42
  his business. Oh, business is very well, blah,
• 10:44
  blah, blah. We just got some new goods.
• 10:48
  And when I when I saw it, I thought about you.
• 10:50
  And, you know, I really, really think that this kind of thing is
• 10:54
  going to suit you, to emphasize your this, to emphasize your
• 10:57
  that and to highlight your this, highlight your that.
• 10:59
  And I really think that this will make you pop, make you
• 11:02
  slip, make you whatever, You know, for those of you who sell
• 11:04
  human hair, you know, the kind of just that you have say
• 11:07
  really. Mogadishu here.
• 11:09
  I've never heard of it before. And sure.
• 11:11
  Yeah, I understand. It's not well known.
• 11:13
  People don't really talk about it.
• 11:15
  But you know, if you're free, let's just have a quick Zoom
• 11:18
  meeting at 9:00 PM today. You know, I'll show, I'll show
• 11:24
  you and then we'll talk about it some more.
• 11:25
  You know, So in this case, since you're both in different cities,
• 11:29
  you're in Lagos, she's now built with her be able to set up a
• 11:31
  virtual meeting. But you can see how even for
• 11:34
  people that sell commodities, if you introduce this meeting
• 11:37
  aspect, it can help you to improve your business.
• 11:40
  But share those of us who sell services, like those of you who
• 11:43
  design billboards or those of you who do YouTube video
• 11:46
  optimization and editing. You know the meeting part is
• 11:50
  important and would help you close more deals.
• 11:53
  So that's why the meeting is necessary.
• 11:55
  The meeting allows us to explore proposals or presentations to
• 12:00
  get some feedback on which ideas are workable, and allows us
• 12:04
  allow us to come up with a convincing proposal at the end
• 12:06
  of the day. So let me see what else?
• 12:14
  OK, I lost my train of thought. I was there and so like I said,
• 12:21
  anyway, the reason why I brought this up two days ago of the lady
• 12:24
  who does YouTube videos editing and or whatnot trying to book a
• 12:27
  meeting with me. I'm not taking that meeting
• 12:29
  because there's no value on my own and I don't know the reason
• 12:32
  why I should take that meeting. So what should she have done
• 12:35
  instead of sending a broadcast message because this lady sent a
• 12:38
  broadcast message. Of course, I applied some of
• 12:40
  these things just because of Espirita call, you know, as per
• 12:43
  I'm a salesperson as well. So sometimes I respond, but best
• 12:48
  believe most people are not even responding.
• 12:50
  They will ignore or they will block or they will move to spam
• 12:53
  or move to some other thing. So I really think in this
• 12:58
  situation, if you're going to be cranking out those emails, it
• 13:02
  should be a problem based opener.
• 13:03
  Problem based openers will allow you to head straight into the
• 13:07
  meat of the matter. So instead of how doing the
• 13:10
  blanket thing and trying to sell her services, the first set of
• 13:14
  emails should have been something like all Congrats on
• 13:16
  your YouTube channel, I just noticed it blah blah blah.
• 13:20
  I like your stuff. Is there any particular YouTube
• 13:22
  growth strategy that you're working on?
• 13:24
  Question mark, leave it like that.
• 13:26
  Now that kind of e-mail, simple, straight to the point.
• 13:29
  Not a matter of this is me, this is my business.
• 13:32
  I've won so many awards. I've worked on X 1000 number of
• 13:35
  clients. These are the results I've done
• 13:36
  for them. Something something I can triple
• 13:39
  you or something I can get you to trend.
• 13:40
  If you're interested, click on the link now to book a meeting.
• 13:45
  No, no, no, no, that's not how you do it.
• 13:47
  Problem based opener, straight to the point.
• 13:50
  Congratulations on your new YouTube channel.
• 13:52
  I just saw it. Is there any particular YouTube
• 13:53
  strategy that you're working on, Question Mark, you do that kind
• 13:56
  of thing, some people will respond.
• 13:58
  Oh, thank you very much for your compliments about my YouTube
• 14:02
  channel. Yeah, I just started it new, but
• 14:04
  I'm not really thinking about anything in particular.
• 14:06
  Now you can see that in this case, you cannot enter into a
• 14:08
  conversation with this person and then try and figure out a
• 14:10
  whole bunch of stuff. Who are they?
• 14:12
  What's the business about? What are they working on?
• 14:14
  What is the problem? Where do they want the business
• 14:16
  to be at in the next 5 months, 10 years or whatever?
• 14:20
  Which videos are performing well?
• 14:21
  Which videos are not performing well?
• 14:23
  Are they interested in this thing?
• 14:24
  How soon are they thinking I'm working on it?
• 14:26
  Is this something that is just they're just curious about or is
• 14:29
  it something that they want to do urgently?
• 14:32
  When you're able to do all these sorts of things, you is then
• 14:35
  they can now say, oh, you know what?
• 14:37
  I think it makes sense for us to have a meeting and explore some
• 14:41
  some some specific proposals. I mean, what do you think?
• 14:44
  And for someone who has a sense of urgency to be yeah, sure,
• 14:46
  sure, sure. No problem.
• 14:48
  OK, I can be at your office by XYZ or should it be a Zoom
• 14:53
  meeting, I'm available for 8:00 PM or 10:00 PM.
• 14:55
  You know, you understand, you now start moving things forward
• 14:58
  in that particular way. So, but you can see it's simple,
• 15:02
  it's conversational and you started off based on using
• 15:07
  problem based off on us. So another way would be, oh,
• 15:10
  congratulations on our YouTube channel.
• 15:13
  I love your videos. I particularly like the video
• 15:15
  this, this, this where you said this, this, this and that that
• 15:17
  that the reason why you put that there is so that the people, the
• 15:20
  person feels like the message is personalized to them and it
• 15:24
  shows that you you take some sort of interest in them.
• 15:27
  So this is one way they can get people to respond to your
• 15:31
  messages. And then what was I I had a
• 15:34
  problem based opener. So since she's selling YouTube
• 15:37
  optimization. So this is the point where she
• 15:39
  might not ask. So have you considered YouTube
• 15:42
  optimization to grow your channel?
• 15:44
  Full stop. Leave it there.
• 15:47
  In that case, the message is now food for thought.
• 15:50
  Some people will ignore. No problem.
• 15:52
  Ignore the people who ignore. We'll get to that later.
• 15:55
  But for people who respond, can you see that you are now baiting
• 15:57
  them into a conversation that increases the chance for you to
• 16:00
  close the sale later? So please, let's stop this bad
• 16:03
  habit that we're going to craft some WhatsApp message or some
• 16:07
  e-mail that is 8 paragraphs long and people have to scroll,
• 16:11
  scroll, scroll. But then we just think that for
• 16:14
  some reason you send this thing and then people are just going
• 16:16
  to click through and then have a meeting or click through and
• 16:18
  then just close the sale. Let's stop thinking that these
• 16:22
  broadcast messages can sell on our behalf.
• 16:24
  Instead, let us use these broadcast messages and try and
• 16:27
  get people into a conversation. When we get to the conversation,
• 16:31
  let's try and know them. Let's try and figure out what
• 16:33
  problems they have where, what vision they have, what they're
• 16:37
  running from or where they're running to.
• 16:39
  And then we'll try and figure out if our product can help them
• 16:43
  solve that problem. And if it looks like it can and
• 16:45
  the person would like to exploit in more detail, then propose a
• 16:49
  meeting. In a meeting, you will not be
• 16:51
  able to go and start discussing some specific things.
• 16:55
  So start with the problem based opener and then then the e-mail.
• 16:59
  You can have some simple conversations about their
• 17:02
  YouTube strategy or what the overall mission is.
• 17:05
  You'll be able to ask whether they're interested, teaser,
• 17:07
  whether they're interested. You're going to be able to have
• 17:10
  that budgeting conversation, the bracketing conversation because
• 17:14
  I always say use a bracket. OK?
• 17:16
  Oh, Madam, based on what it is that we're talking about,
• 17:18
  typically spent people typically spend like, you know, 300 to 600
• 17:22
  K, you know, every month to, you know, on these kinds of
• 17:25
  strategies or these kind of strategies, you know, is this
• 17:27
  something that you're willing to invest in also, one moment.
• 17:31
  OK, phone call 0916. OK, I have a meeting for 9:45.
• 17:36
  OK, let me just wrap this up quickly.
• 17:38
  I was like, try I've lost my train of thought anyway, OK,
• 17:47
  it's bracketing. Yes.
• 17:48
  So you now have the bracketing conversation that most people
• 17:51
  typically spend between this and everything that.
• 17:53
  Is that the sort of thing you're willing to invest?
• 17:56
  If somebody has, if you've given somebody the bracket and they
• 17:58
  say, OK, yeah, that sounds just about right, that's the kind of
• 18:01
  money I am willing to invest or something.
• 18:03
  Now it makes sense to now start asking this person for a meeting
• 18:06
  because what's the point of calling somebody for a meeting
• 18:08
  who is not interested and who has unrealistic money
• 18:10
  expectations? You have just wasted your time
• 18:13
  setting up a meeting and you talk for 30-45 minutes, one hour
• 18:16
  with someone and the person was never even going to buy from you
• 18:19
  in the 1st place. So our time is precious.
• 18:21
  Let's try and preserve our time then.
• 18:24
  It's only after you've done all this.
• 18:26
  It looks like they're interested.
• 18:27
  It's something they're willing to explore.
• 18:28
  There's some sense of urgency and it looks like money
• 18:32
  expectations. It looks like they sense isn't
• 18:34
  that you can now answer. Oh OK, Madam Olga Bros, you
• 18:39
  know, sugar bar or Wesson, whoever.
• 18:44
  Yeah. Would you be open to have a
• 18:45
  meeting so that we can discuss some specific proposals so that
• 18:48
  we can see how this my product or my service can help you
• 18:51
  overcome XYZ challenge or can help you achieve ABC thing.
• 18:56
  So for people who are doing like this YouTube video lady, you
• 19:01
  guys are taking this thing, the order of sale that you guys are
• 19:04
  using is wrong. People are trying to do
• 19:07
  broadcast 1st and there from broadcast you go straight to
• 19:10
  close the sale or people are doing broadcast 1st and then
• 19:13
  from board broadcast you're trying to book a meeting, then a
• 19:15
  meeting, close the sale. I know that's not how that's not
• 19:18
  how it works is doable, but your response rate is going to be
• 19:22
  very, very low. So the right order and remember
• 19:26
  I'm talking about those of you who are trying to do broadcasts,
• 19:29
  all these broadcast messages. The right order is start with
• 19:31
  problem based opener. When they respond, you're trying
• 19:36
  to figure out how bad is the problem.
• 19:40
  Is this a problem that is worth solving?
• 19:42
  Because like I said, some people have a problem, but for them
• 19:44
  it's not worth solving. So for the guy who thinks yes, I
• 19:47
  want to optimize my YouTube strategy and everything, but
• 19:50
  right now, OK, my children are getting ready to go to school in
• 19:52
  Canada. My wife wants to Jack bar I just
• 19:56
  bought landing Guzapi. Maybe something I'll look at in
• 20:00
  20/26/2027 for the person. It's a problem yes, but YouTube
• 20:06
  right now is not a problem worth solving because as far as he's
• 20:08
  concerned he has much bigger problems on their hands.
• 20:11
  So trying to figure out is this a problem worth solving?
• 20:13
  Then we also need to have that conversation whether it will
• 20:15
  help them to achieve their goals.
• 20:20
  Because there's some people who like me, I really don't think
• 20:23
  YouTube optimization is going to help me achieve my goals right
• 20:25
  now. But anyway, this is a
• 20:26
  conversation that if me and the lady had been having in this, in
• 20:30
  an e-mail exchange back and forth, I might have now seen
• 20:32
  them. OK, maybe there's a need for me
• 20:35
  to have this meeting because there's something about YouTube
• 20:39
  optimization that I haven't considered that might help me
• 20:42
  achieve my business goals. And in that case, I'll be open
• 20:45
  to having the meeting. But you see, we should be having
• 20:47
  those conversations. Then of course, you now get to
• 20:50
  say, oh, typically it will require an investment of XYZ to
• 20:54
  ABC. You know, would you like to
• 20:56
  learn some more for the person who says, yes, I would like to
• 20:59
  learn some more than you Now set up the meeting so that you can
• 21:05
  explore proposals. So this is the right time and
• 21:09
  this is the proper order to have a meeting.
• 21:12
  Do no matter what business you're involved in, do not book
• 21:15
  a meeting with someone until you know who they are, what they're
• 21:19
  about, what they're running from where they're running to,
• 21:23
  whether they're interested in your product or your service.
• 21:25
  Whether there's a sense of urgency.
• 21:27
  Honestly just means no time crunch.
• 21:29
  Don't want to make a decision soon and whether there's a fit,
• 21:32
  whether you guys feel each other.
• 21:35
  It is only after you've done all this that then you go and hook
• 21:38
  up the meeting. Or else you will set up a
• 21:41
  meeting with someone like me who doesn't, who's not really
• 21:45
  interested, but sure, the person just wants to be polite and the
• 21:48
  person just doesn't know how to say no.
• 21:50
  And you have lots of people like that in your calendar who just
• 21:53
  took the meeting because they want to be kind or they want to
• 21:56
  be respectful or they want to be something.
• 21:58
  No, only book meetings with people who you know and you
• 22:03
  understand for sure that they're interested and that they're
• 22:06
  ready to take action anytime soon.
• 22:09
  And you guys are vibing, you guys are feeling each other.
• 22:12
  There's some rapport, there's a culture of it, and you know that
• 22:14
  you guys will work well together.
• 22:16
  If you fill up your days and fill up your calendar with
• 22:19
  meetings with these kinds of people, then the chances are
• 22:24
  that these can lead to very fruitful and very profitable
• 22:27
  business engagements for you. So let me just wrap it up here.
• 22:32
  So that's the thought process for everybody.
• 22:35
  So business consultants, that is your thought process.
• 22:37
  If you're an architect, this is how to do it.
• 22:40
  If you design billboards for people, this is how to do it.
• 22:43
  If you design websites for people, this is how to do it.
• 22:46
  If you sell human hair or baby diapers, you do not have to do
• 22:49
  this. But if you sell diapers, it
• 22:52
  would help that after you send the diaper or before you send
• 22:55
  it, you say, oh, how is your little one anyway?
• 22:58
  Oh, he's fine. Actually, He's a girl.
• 23:00
  Oh, sorry. Forgive me.
• 23:01
  Your daughter. How's, how's your daughter
• 23:03
  doing? Oh, she's very fine.
• 23:04
  Blah, blah, blah. Or what stage are you guys OK?
• 23:06
  You're at the crash stage. Yeah.
• 23:07
  How is she doing this and this and that and that?
• 23:09
  You're talking back and forth. Or when my baby was this, When
• 23:11
  my baby was that? You're building rapport.
• 23:13
  You're figuring out who they are.
• 23:14
  You're figuring out where they you know, the stage of life.
• 23:17
  You know, it's from all these conversations that you now know
• 23:19
  that OK, since madam's child is now starting crash and is
• 23:24
  between the age of this and this, Apart from diapers,
• 23:29
  they'll need baby wipes. Apart from baby wipes, they'll
• 23:31
  also need baby baby meal, you know, the one that you can just
• 23:36
  take and prepare by mixing hot water because they're starting
• 23:39
  crash. You know, this is is from these
• 23:40
  conversations, you'll now be able to know what you're cross
• 23:43
  selling, what you're upselling, building a relationship, getting
• 23:46
  the person to come back, buy more things and to buy different
• 23:49
  things. So if you sell human hair and
• 23:51
  baby diapers, you don't have to do this, but it would help as
• 23:54
  well. So that's it for today.
• 23:56
  Thank you very much for your time and attention.
• 23:58
  If you'd love to connect with me for a business audit or a
• 24:02
  strategy session, then the number to hit me up on is
• 24:04
  08064662140. The country code is +234.
• 24:10
  For those of you who are not Nigerian, that's my WhatsApp
• 24:12
  number as well. Then let's see what else.
• 24:16
  OK, connect with me on LinkedIn as well.
• 24:18
  The name to look for is Tavishima IED.
• 24:20
  Then I have a YouTube channel with the same name, Tavishima
• 24:23
  IED. Thanks for the time and
• 24:25
  attention. I'll catch you guys with the
• 24:26
  next episode and let me brush off for my next meeting in 15
• 24:29
  minutes. So I'll catch you guys.