Sales For The Nigerian Wedding Industry: Recent Episodes
Tavershima Ayede
The focus of the podcast is on how we can use personal selling and other sales skills to improve our businesses.
The Unspoken Signs: How to Tell if Your Business Conversation is Actually Going Somewhere
From Strangers to Sales: How Data Enrichment Helps Nigerian Salespeople Build Rapport and Close Deals
The Power of Why: Discovering Serious Customers in Nigeria with Implication & Need-Payoff
Can You Really Close an ₦18M Real Estate Deal in 30 Days? (The Truth About Complex Sales)
Have you ever wondered if writing a book could actually boost your business?
Many entrepreneurs focus solely on traditional marketing, but publishing a book can be a game-changer, offering benefits far beyond just sales:
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Build Authority, Credibility & Trust: A book instantly positions you as an expert, making potential clients and audiences more likely to trust your insights.
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Boost Brand Visibility & Recognition: Your book becomes a powerful marketing tool, extending your reach and putting your brand in front of new eyes.
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Generate Leads & New Business Opportunities: It's a fantastic lead magnet, attracting interested prospects who value your expertise.
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Create Diversified Revenue Streams: Beyond book sales, think speaking engagements, consulting, and courses spurred by your published work.
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Clarify Your Thinking & Unique Value Proposition (UVP): The rigorous process of writing forces you to distill your knowledge, refine your message, and articulate what truly makes you stand out.
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Leave a Lasting Legacy: Your insights and wisdom are preserved, impacting future generations.
But what if you're not ready to commit to writing a whole book?
You can still achieve some of these goals through:
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Public Speaking: Share your expertise live.
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Long-Form Digital Content: Blogs, in-depth articles, and podcasts establish your voice and knowledge.
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Strategic Public Relations (PR): Get your story and insights featured in relevant media.
So, you've written your book! Now what? Promotion is key! Selling books is a marathon, not a sprint!
It involves continuous, coordinated campaigns – building anticipation, creating buzz, and sustaining interest long after publication day.
Leverage your author platform effectively:
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Social Media: Engage your audience, share snippets, and build excitement.
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Author Website/Blog: Your central hub for all things related to your book and expertise.
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Email List: Your most powerful tool for direct communication, pre-orders, and ongoing sales.
Don't forget to engage with literary communities:
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Physical & Online Book Clubs: Discuss your work directly with readers.
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Media Houses: Seek interviews and features.
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Literary Blogs: Get reviews and mentions in relevant online spaces.
And for getting your book into readers' hands, consider:
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Self-Printing & Print-on-Demand: Platforms like Nigeria's own OkadaBooks make publishing accessible.
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Physical Distribution: Partner with local and regional stores across Nigeria (Lagos, Abuja, Eastern states).
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Direct Sales: Sell copies directly at events, workshops, or from your website.
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Partnerships & Collaborations: Team up with complementary businesses or influencers.
Ready to turn your knowledge into impact and income? Share your thoughts below!
If you'd love to listen to the episode and especially hear the debate about WHEN in your business career you should be publishing your book, use the link in my bio!
BusinessStrategy #BookPublishing #Entrepreneurship #AuthorLife #BrandBuilding #LeadGeneration #NigeriaBusiness
Are you using social media DMs to connect with potential clients, but not seeing the results you hoped for? You might be making some common mistakes that are actually pushing people away.
In my latest podcast episode, I dive into how NOT to sell your services or products using social media direct messages. Here are a few critical pitfalls to avoid:
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Don't send novels: Most people read DMs on mobile devices and just skim. Keep your messages concise and to the point.
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Ditch the assumptions: Avoid making broad guesses about who you're reaching out to. A personalized approach is always more effective.
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Stop "talking at" people: The goal isn't to deliver a monologue. Instead, focus on lulling them into a conversation. Ask questions, listen to their responses, and genuinely try to understand their needs before you even think about pitching.
Effective social selling through DMs isn't about pushing your agenda; it's about building relationships. Learn how to turn your DMs into valuable dialogues that lead to genuine connections and, ultimately, sales.
SocialSelling #DMTips #SalesStrategy #BusinessTips #DigitalMarketing
Have you ever looked at your business heroes and wondered, "How can I be like them?" That's a question I tackled in my latest podcast episode, and my answer might surprise you with its simplicity:
Figure out the ingredients they applied in building their success, and then go about implementing them yourself.
It sounds straightforward, but it requires a deep dive into their journey. Beyond just admiring their achievements, we need to analyze the strategies, the mindset, and the actions that got them to where they are.
A crucial point I emphasize is setting realistic timeframes. We can't expect to build an empire overnight, especially if our heroes took years, or even decades, to achieve their success. Patience and persistence are key.
Do you want to get even closer to their blueprint? Consider internships or mentorships. Imagine the invaluable insights you could gain by working directly with them or within their organizations! I share practical ideas on how to secure these opportunities by focusing on how you can bring tangible value to their businesses.
If you're ready to move from simply admiring your business idols to actively building your own success story, this episode is for you.
If you would like to listen to the episode, check out the link in my bio!
BusinessHeroes #Entrepreneurship #SuccessMindset #Mentorship #CareerGrowth #Podcast
Do you ever feel like you're spinning your wheels with prospects who just don't convert and end up being paying customers? That's exactly the challenge Arinze, a listener from Lagos, Nigeria, faces in the heavy machinery sales game (excavators, forklifts, wheel loaders, etc.).
He's running sponsored ads and seeing a frustrating pattern:
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95% of leads ask for photos and tons of questions, then vanish.
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3% physically inspect the equipment but never decide.
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A mere 2% actually close a deal.
Does this sound familiar? We dove deep into Arinze's dilemma, exploring how to find better clients and avoid time-wasters.
The "Tech Bro" Perspective
Forget just leads; focus on your Customer Acquisition Cost (CAC) and Return on Ad Spend (ROAS). If every N1M spent brings in N6M, then spending N2M to get N12M is a no-brainer.
It's all about understanding what you spent to acquire customers versus what they brought in.
The Sales Perspective
Our core goal is to improve conversions at every stage. If Arinze can get 10% of people to show up for inspection instead of 3%, imagine the impact on his bottom line! It's about optimizing what's already working and consistently moving prospects to the next relevant step.
Direct Answers to Arinze's Questions
Are there other ways to find clients? Absolutely!
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Targeted Outreach/Account-Based Marketing (ABM): Identify high-value construction and mining companies and go after them directly, perhaps with cold calls or LinkedIn Sales Navigator.
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Partnerships: Team up with civil engineering or equipment leasing/repair companies for mutual referrals.
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Inbound Marketing: This is a long-term play, content like blogs or YouTube can build authority over time.
How do you avoid time-wasters? Through strong qualification!
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Discovery Questions: Ask about current operations, projects, frustrations, timelines, and even who authorizes purchases.
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Budget Questions: Straightforwardly ask about their willingness to invest in a specific price range.
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Authority Questions: Find out who the real decision-makers are early on.
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Trial Closes: Test their commitment with questions like, "Where are we delivering to?" or "When are you looking to issue the purchase order?"
These questions help you gauge serious interest. If a prospect avoids them, they're likely not a serious buyer – or you haven't built enough trust yet.
What are your go-to strategies for qualifying leads and boosting conversions in high-value sales? Share your insights below!
And if you'd love to listen to the podcast, use the link in my bio!
SalesStrategy #B2BSales #HeavyEquipment #LeadConversion #BusinessDevelopment #LinkedInTips
Are you a restaurant owner in Abuja, or anywhere really, looking to boost your sales and orders on Glovo or similar on-demand delivery platforms?
I recently answered a listener question on my podcast from Miracle, a restaurateur here in Abuja, who wanted to know how to get more out of his Glovo storefront.
The truth is, maximizing sales on any two-sided marketplace like Glovo, Jumia, Konga, or Amazon comes down to two critical areas: optimization and operational excellence.
First, let's talk optimization. If your sales are lagging, the first place to look is your storefront. Is it easy for customers to find you and get excited about what you offer? Here are the key elements to review:
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Business Name: Is it clear and memorable?
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Logo: Does it stand out and represent your brand well?
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Images: Are your product photos high-quality, appealing, and mouth-watering?
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Menu/Catalogue & Descriptions: Is your menu easy to navigate, and are your product descriptions enticing and accurate?
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Ratings & Reviews: Are you actively managing and encouraging positive feedback?
While paid promotions and advertising features on these platforms can be an option if you have the budget to test their effectiveness, I always emphasize that they're secondary to a well-optimized profile.
This brings me to the most crucial point: operational excellence. You can have the most perfectly optimized profile in the world, but if you falter on product fulfillment, delivery, or overall customer experience, negative ratings and reviews will quickly tank your success.
Ultimately, a strong, appealing online presence combined with seamless operations leads to happy customers, repeat business, and positive word-of-mouth. This is the true recipe for sustained growth on platforms like Glovo.
If you'd love to hear more from the podcast episode, you can do so using the link in my profile.
Glovo #RestaurantMarketing #OnlineSales #BusinessGrowth #AbujaRestaurants #Optimization #CustomerExperience
Today, I'm diving into a crucial question that came from a listener, Wisdom, in Dawaki, Abuja: Is it possible for a small business owner to secure bank finance to purchase land for their business operations?
The straightforward answer is yes, it is possible! However, it's subject to meeting a number of specific, formalized requirements.
Banks operate with a clear set of criteria to manage risk and ensure the viability of such investments.
Here's what a small business would typically need to provide:
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Personal & Financial Information: Detailed personal and financial history.
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Income & Employment Details: For those with regular careers, proof of consistent income.
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Business Financials: For business owners, comprehensive income and business details, including audited accounts.
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Equity Contribution: Be prepared to make a significant down payment, typically between 20% to 50% of the land's total value.
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Land Specifics: Information proving clear ownership and title to the land, along with confirmation of the ability to legally transfer ownership.
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Valuation & Due Diligence: This includes valuation reports on the land, legal searches, and mandatory site inspections.
The core point I emphasized in my latest podcast episode is this:
Unless you're a sophisticated business person with meticulously prepared audited accounts, robust business plans, detailed financial projections, tax clearances, and other corporate governance essentials already in place, attempting to raise finance through formal routes like bank loans for land can come with quite onerous obligations.
For many others, especially micro-businesses operating in a different context, it might be more realistic and perhaps easier to explore bootstrapping as a primary source of raising business finance.
By paying close attention to unit economics and ensuring consistent positive cash flows, you can organically fund your enterprise's growth, including land acquisition, without the immediate pressures of formal bank requirements.
What are your thoughts on this? Have you navigated bank finance for business land in Nigeria? Share your experiences below!
And if you'd love to listen to the episode, please use the link in my bio!
SmallBusinessNigeria #BankFinance #LandAcquisition #NigerianEntrepreneurs #Procreate #Bootstrapping #BusinessGrowth #AbujaBusiness
Have you ever wondered how to find your next big client in the industrial cleaning space? It all comes down to effective prospecting – finding out who needs your services, where they are, and how to start a conversation.
Today, I'm sharing some key strategies we discussed on the podcast, inspired by a listener's question on cracking the industrial cleaning market in places like Abuja:
- Strategic Networking & Professional Associations
Don't underestimate the power of showing up in the right rooms. For industrial cleaning, this means places where large businesses and property owners gather.
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Chambers of Commerce: For example, the Abuja Chamber of Commerce. From my own experience with the Lagos Chamber, you'll find factory owners, warehouse operators, and specialized businesses—exactly the kind of clients who need industrial cleaning. It's not just about direct sales; it's about meeting decision-makers and stakeholders who can provide crucial introductions and referrals.
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Professional Associations: Joining groups like the Cleaning Practitioners Association of Nigeria (CPAN) offers invaluable benefits. Beyond nurturing and support for new members, these associations are fertile ground for commissioned referrals. Members often pass on excess business, creating opportunities for trusted partners.
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Targeted Direct Outreach
Once you know who you're looking for, go directly to them.
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Research & List Building: Identify target companies that fit the industrial cleaning profile (factories, large offices, warehouses, power plants, etc.).
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Identify Key Decision-Makers: Don't just call the general line. Pinpoint roles like the Operations Manager, Facility Manager, Procurement Officer, or even Branch Managers. These are the people who make or influence cleaning service decisions.
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Craft Your Approach: Plan how you'll initiate contact. What value proposition will you lead with?
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Leverage Existing Referrals
Your current satisfied customers are your best advocates.
- Ask for Referrals: If you've been in business for a while, reach out to your existing clients and politely ask for introductions to other businesses they know who might need your services. A warm introduction is often more effective than a cold call.
Building a strong prospecting strategy isn't just about making calls; it's about being strategic, connecting in the right places, and building relationships. What are your go-to prospecting tactics for business growth?
And if you'd love to hear more in details discussed in the podcast, check out the link in my bio!
IndustrialCleaning #BusinessDevelopment #Prospecting #SalesStrategy #Networking #AbujaBusiness
Entrepreneurship is a thrilling journey, but let's be real – it comes with its fair share of stress and overwhelm. How do you build a business without breaking down? It's all about a three-pronged approach: solid business frameworks, dedicated physical health, and robust mental well-being.
First up, business frameworks. Without clear principles for areas like sales, people management, and inventory, you're essentially freestyling every day. This lack of clarity leads to mental overload and missed opportunities.
Imagine the stress of constantly guessing what sales tasks drive revenue, or dealing with team dynamics on a case-by-case basis. Having frameworks in place alleviates financial pressure and brings proactive stability to your operations.
For product-based businesses, a clear inventory management framework prevents constant emergencies and ensures you're ready to meet demand.
Next, let's talk physical health. Our occupations often dictate our physical needs. If you're a coder, designer, or photographer, those prolonged sedentary postures can wreak havoc on your back and shoulders.
Incorporating remedial workouts to strengthen these areas isn't a luxury; it's an occupational necessity. Beyond that, general physical health recommendations, like 30 minutes of cardiovascular exercise five times a week, are crucial for everyone. Your body is your primary vehicle for success – take care of it!
Finally, mental health is the cornerstone. Surrounding yourself with supportive relationships – spouses, family, friends – provides a vital sounding board and emotional support. For those who find strength in faith, like Christians, leveraging prayer and spiritual practices can offer immense comfort and resilience. And perhaps most importantly, don't hesitate to seek professional help.
Mental health doctors are trained experts who can guide you through challenging times and help you stay at your best.
Building an "entrepreneur's shield" isn't about avoiding stress entirely, but about equipping yourself with the tools to navigate it effectively.
What strategies do you use to manage stress in your entrepreneurial journey? Share your insights below!
Or if you're curious to hear about more of the details discussed in the podcast, you can do so by using the link in my bio!
Entrepreneurship #StressManagement #BusinessTips #MentalHealth #PhysicalHealth #WorkLifeBalance
I just dropped a new podcast episode that busts a common myth and opens up a powerful avenue for business growth in Nigeria: Islamic Banking, or Non-Interest Finance!
Many people assume you need to be Muslim to benefit from this financial model. Not true! We dive into why you don't have to be of a particular faith to leverage this kind of finance for your business.
On the show, we explore:
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What Islamic Banking is and how its principles can be a significant advantage for Nigerian businesses seeking ethical and sustainable funding.
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How to use Google and AI tools to find the right non-interest or low-interest financing options for your specific business needs.
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The types of businesses that are not eligible for non-interest financing (e.g., alcohol, gambling, speculative ventures).
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The vast array of businesses that can thrive with Islamic/ non-interest banking, including trade, manufacturing, agriculture, real estate, textiles, education, and healthcare.
If you're looking for alternative funding models that prioritize partnership and ethical practices over interest, this episode is a must-listen. It could be the key to unlocking your next phase of business growth!
Tune in to learn more and see how non-interest finance can benefit your enterprise.
Interested? Find the link in my bio!
IslamicBanking #NonInterestFinance #BusinessGrowth #Nigeria #Entrepreneurship #SMEFinance #AlternativeFinance #BusinessTips #Innovation #FundingOpportunities
I just recorded a new podcast episode diving deep into a crucial topic for aspiring and current pharmacy and chemist business owners in Nigeria: funding!
We answered a fantastic listener question from Frances in Abuja, exploring the various grants and soft loan options available. The first critical step? Ensuring full legal compliance and NAFDAC registration – a non-negotiable foundation for any legitimate pharmacy business.
We then explored a range of financing avenues, moving beyond the often-intimidating large-scale options:
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Health Finance Products from Nigerian Banks: We looked at solutions offering working capital and asset finance specifically tailored for the healthcare sector.
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CBN Healthcare Sector Intervention Facility (HSIF): Discover credit facilities with attractive terms (up to 10 years at around 9% interest) for manufacturers and suppliers in healthcare.
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Development Bank of Nigeria (DBN): Exploring facilities designed to support business growth and expansion.
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Microfinance Banks: A viable source for smaller-scale business growth and expansion.
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Cooperatives & Mutual Savings Groups: Tapping into community-driven financial support.
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Non-Interest (Islamic) Financing: We discussed innovative profit-sharing models that provide capital without traditional interest.
A key takeaway for anyone seeking institutional finance? Come prepared! Have a solid business plan and robust financial projections ready to make a compelling case for your funding needs.
Listen in to the full episode to get all the details and empower your pharmacy business journey!
Details in my bio!
PharmacyBusiness #HealthcareFinance #Nigeria #SmallBusinessFunding #Grants #SoftLoans #CBN #DevelopmentBankOfNigeria #Microfinance #Cooperatives #NonInterestFinance #Entrepreneurship #Abuja
I just wrapped up an insightful session on the podcast, diving deep into listener questions that touch on crucial aspects of growing a business.
Wendy from Galadimawa brought up a common challenge: managing multiple businesses without sounding unfocused. My take? When you're face-to-face with potential clients, the focus shouldn't be on listing all your ventures. Instead, make it about them.
Ask open-ended questions to understand their needs first. Their answers will naturally guide you to which of your businesses is most relevant. For social media, however, a deliberate, focused strategy for each platform is key.
Patrick Sylvester from Lugbe called in with excellent follow-up advice for Anita, who's looking to break into industrial cleaning.
Patrick rightly stressed the importance of learning the fundamentals and equipment – a principle I've always advocated for highly technical fields. He also shed light on the realities of professional networking groups like Chambers of Commerce, reminding us that dues are often part of the deal. Great points, Patrick!
Finally, Kingsley from Lugbe asked about business finance availability in Nigeria. This is a big one, and the answer depends heavily on your company's size and nature. We touched on how mortgage banks can be leveraged for business finance, particularly for commercial property acquisition, equity loans against existing business real estate, or construction loans.
We'll be dedicating a full segment next week to exploring various finance options.
Huge thanks to Wendy, Patrick, and Kingsley for their valuable contributions! It's conversations like these that truly help build a stronger entrepreneurial ecosystem.
What business questions are on your mind? Share them below!
BusinessAdvice #Entrepreneurship #Networking #BusinessFinance #SmallBusiness #Nigeria #Podcast
Do you ever wonder why some business introductions fall flat, while others spark immediate interest? It often comes down to clarity and connection, not just fancy titles.
I recently received a WhatsApp message from a podcast listener, an "emotional response copywriter." While highly complimentary, their initial self-description left me wondering: "What exactly is that?" It took a follow-up conversation to understand their unique value.
This got me thinking about how we all introduce ourselves, especially in a business context, and how crucial it is to reduce the mental work for your audience.
Here are my key takeaways for crafting introductions that truly resonate:
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Compliments? Yes, but make them sincere. A thoughtful, specific compliment shows you've done your homework and immediately differentiates you from the "copy and paste" crowd. Just ensure it's genuine, not flattery!
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Ditch the jargon. "Emotional response copywriter" sounds impressive, but for someone outside the marketing bubble, it's a puzzle. Unless you're speaking to industry insiders, explain your unique value proposition (UVP) in terms anyone could understand.
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Focus on the benefit, not just the label. Instead of just stating what you are, explain what you do for others. For example, "I write words that quickly get people interested and make them want to take action right away" is much clearer than a niche title. Your goal is to make them see how they benefit from working with you.
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Influence, don't manipulate. In sales, truly understanding a client's needs and showing them how your solution helps them achieve their goals is exercising positive influence. Manipulation is coercing for your benefit. There's a big difference!
Ultimately, every business conversation, especially initial outreach, should be viewed through the lens of "What's in it for them?"
When you communicate your value by highlighting the benefits for your potential client, you don't just get attention; you get interest, trust, and a desire to learn more.
What's one way you've refined your self-introduction to make it more impactful?
Share your thoughts below!
SalesTips #BusinessCommunication #PersonalBranding #Networking #PodcastInsights
Today on the podcast, we're tackling a question straight from our WhatsApp podcasting community that I know many of you can relate to. Someone's struggling with an all-too-common Instagram dilemma: which account to focus on when building their professional brand as an actor, writer, host, and podcaster.
Here's the gist of their situation:
They have two Instagram accounts. One has 301 followers, more engagement, and all their major milestones like podcast launches, awards, and film academy graduation. The catch? It's a bit of a hot mess, unorganized, and growing slowly.
The other account has 384 followers, is super clean and structured, but lacks past content and currently has low engagement, even though it's growing rapidly.
They're torn: Do they try to fix the messy, engaged account? Or start fresh with the clean, but less engaging one? And can they even migrate posts between them? They want to know what decision will best support their long-term growth.
My Take: It's All About the Right Audience
From a sales and business development perspective, here's my honest advice:
First things first, what decision will best support long-term growth?
Whatever you do, you must be focused on the relevant audience. If the point of your Instagram handles is to monetize engagement, then you have to nurture the account with the relevant audience. You can't sell something to an irrelevant audience, no matter how large it is.
Think of it this way: If I have a 5-million-strong community of people who love French cuisine, I can't suddenly start selling them Efik dishes. They'd likely be put off! The relevance of the audience, not just their size, is the main thing.
Is there a match between what you're selling and what your audience is interested in?
Why the "Clean" Account Might Be a Trap
Now, let's look at the idea of building up the 384-follower account. If it has a higher follower count and seems to be growing rapidly but lacks engagement, it means people are piling on, but they're not really interested in your content. This will seriously affect the algorithm and deliverability in the future. That large audience won't even see your content because they're not engaging, and Instagram will show it less and less.
Switching to this account might actually be a bad idea in the long run.
Why Your "Messy" Account Is Your Best Bet
And finally, should you restructure the existing 301-follower account (the one with more engagement and past milestones)?
YES! The engagement is the main thing to pay attention to. It might be growing slowly, but it has high engagement – that means you're on the right track! Plus, it already has the content related to the services you're selling, like voice acting and podcasting.
Having a well-engaged and nurtured audience will make it much easier to monetize in the future.
Key Takeaways for Creatives (and Everyone Else)
Here are some interesting things to consider that apply to all creatives and businesses:
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You're in business. We should not be focused on building a huge fanbase, but rather a huge bank account.
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To get to a huge bank account, we need a highly engaged and nurtured audience. Those are the metrics to truly track on Instagram.
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Remember, this is a business, not a popularity contest.
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Always remember we're making BUSINESS decisions here, not just aesthetic ones, when it comes to our social media.
Have you ever run a LinkedIn ad campaign or sent a sponsored message and felt like you were just shouting into the void?
You're not alone. I recently reviewed a case study on my podcast that perfectly illustrates why many businesses struggle with LinkedIn outreach, even with paid features.
I got a sponsored message from an FX specialist – someone who helps businesses manage multiple currency accounts, avoid hefty bank fees, and streamline cross-border transactions. Sounds valuable, right?
So what's the problem? My LinkedIn profile has absolutely nothing to suggest I'm interested in FX or run a business with international payment needs.
This message was a perfect example of blanket messaging – and it's why so many people say prospecting is "hard" or "doesn't work."
Here's the truth: The tactics work. Most people are just doing it wrong!
The Core Problem: Irrelevant Targeting!
You wouldn't try to sell baby diapers to someone without a baby, or adult diapers to a young, healthy couple. The same logic applies to your business. If you're sending generic messages to everyone, you're not just ineffective – you're wasting time and money on your sponsored messages.
Prospecting only works when you're going after a relevant audience!
Who Should Our FX Specialist Have Targeted?
Instead of a consultant/ podcaster like me, the FX specialist should have focused on individuals and companies that inherently deal with international payments, receive foreign income, or conduct cross-border business.
Think people like:
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CFOs, Finance Directors, Treasury Managers, Financial Controllers
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E-commerce businesses selling internationally
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Import/Export companies
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Tech startups & SaaS companies with global clients or remote teams
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Manufacturing companies sourcing materials abroad
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Logistics & Supply Chain companies
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Businesses with remote international teams etc.
Even with perfect targeting, don't make your first outreach a long, multi-idea message ending with "jump on a call now!" That assumes a stranger is ready to commit.
Instead, think in terms of a sequence of shorter, focused messages designed to draw people into a conversation.
Here are other tips to consider:
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Segment your audience: Craft messages tailored to specific pain points.
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Start with a single problem: "Are you tired of hidden bank fees eating into your international profits?" or "Does managing multiple foreign currency accounts feel like a constant headache?"
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Confirm interest: The goal of the initial message is to get a "yes, that's me!" and engage them in the chat.
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Then, and only then, propose a call: If they're interested and engaged in the conversation, then you can suggest a consultation call to explore savings.
The main takeaway? Stop expecting one "magic message" to solve all your sales problems.
Focus on precision targeting and a conversational approach. It's not about sending a million messages; it's about how many relevant people you can get to take meaningful action.
What's your biggest challenge in making your LinkedIn outreach more effective?
LinkedInMarketing #SalesTips #BusinessStrategy #Prospecting #DigitalMarketing #SME #NigeriaBusiness
Have you ever had a brilliant business idea, perhaps in a niche like architectural models, and wondered why your proposal isn't attracting the funding you need?
This just came up on my radio show, and it's a critical point for any aspiring entrepreneur or growing business.
A listener, Godwin from Gwarimpa, an architect selling "architectural models," reached out looking to raise finance. My immediate thought? "Tell me more!" What are your unique business goals? What's your unique value proposition? Why should anyone do business with you?
Unfortunately, Godwin didn't follow up with the details. This got me thinking: If I were reviewing his proposal, the core question it would need to answer is: "Can you profitably sell architectural models for real estate?"
This isn't just about showing nice designs. It's about demonstrating:
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Is there a real demand for this?
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How profitable is this specific market?
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What makes your models (whether physical or digital) unique, when many property developers already have in-house capabilities?
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What's the value of going with you?
Before you even think about raising finance, your proposal MUST answer these vital questions.
Beyond that, here are other critical areas your proposal should cover:
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Partnership vs. Solo: Will you build by partnering with existing developers, or go it alone?
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Engagement Strategy: If partnering, how will you spark conversations and close deals?
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Fund Utilization: If going solo, how exactly will you deploy the raised funds to build your company?
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Long-term Vision: Are you eventually planning to enter property development yourself?
A curious thought: If you're building a "specialty design house" in Nigeria's architecture and real estate space, a niche strategy could be your golden ticket. Think:
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Luxury Villas
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Eco-Friendly / Smart Housing
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Affordable Housing Innovations
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Truly Innovative Designs
Imagine becoming the go-to architect or developer known for designing projects like those at the World Trade Centre Abuja – from the stunning 1-bedroom apartments (starting at $806k!) to the multi-million dollar penthouses. That kind of reputation and clear value proposition is what makes investors lean in.
The takeaway? The more details you provide, the more specific and tailored advice you'll get. Don't leave your potential funders guessing. Make your proposal a no-brainer by clearly articulating the market, your unique value, and your path to profitability.
If you'd love to listen to the episode, click on the link in my bio!
BusinessFinance #Entrepreneurship #RealEstateNigeria #Abuja #ArchitecturalDesign #StartupFunding #BusinessProposals #NigeriaBusiness
Have you ever received an outreach message that made you cringe? We all have! On today's podcast, we did a deep dive into why so many outreach attempts fall flat and how to turn them into genuine connections.Let's break down a typical bad example: a long, disingenuous WhatsApp message starting with "Great morning friend" and immediately launching into a lengthy sales pitch. Does all this sound familiar?Here's why it fails: * Too Long: People are on mobile. If it takes more than a flick or two, they're not reading it. * Fake Friendliness: Don't pretend to be someone's friend if you're a stranger. It's off-putting and disingenuous. A respectful greeting is always better. * Creepy "Checking In": If you're a total stranger, "checking in" is just creepy. Build a relationship before you start playing the friend card. * Instant Sales Pitch: Jumping straight to a sales pitch without warming someone up is a poor sales technique. You need to establish trust first.Instead, let's look at a better approach. Think of it as a conversation starter, not a broadcast.Tips for The Rewrite:It is more effective to be: * Concise: Short and to the point. * Transparent: Clearly state how you got their information. * Problem-Focused: Immediately ask questions that identifies a potential need or interest. This aims to start a conversation and identify interested individuals, not just broadcast a message.Once they respond, you can then introduce your call to action or the thing you want them to buyKey Takeaways: * Start conversations, don't just broadcast. It's about engagement, not just reach. * Stop looking for the "easy button." Effective outreach takes genuine effort. * Sometimes, you have to slow things down to speed up financial progress. Building relationships is key.What are your biggest pet peeves when it comes to outreach messages? Share in the comments!And if you'd love to listen to the podcast episode and follow with the actual case study used in the episode, you can do so by using the link in my bio.#OutreachTips #SalesStrategy #CommunicationSkills #LinkedInTips #PodcastLearn
I just watched the delightful Netflix movie "Nonnas," and while it's a heartwarming story about family and food, it also serves up some crucial (and sometimes cautionary) tales for anyone dreaming of opening a restaurant – or any business, for that matter!The movie follows Vince Vaughn's character as he aims to honor his mother and grandmother by opening an Italian restaurant staffed by real "nonnas."The concept? Authentic, regional cuisine cooked with love and tradition.The movie highlights that a brilliant idea, even one steeped in genuine heart and delicious potential, isn't enough. The restaurant faced serious financial struggles early on due to a lack of a clear sales and marketing plan. They opened their doors, relying solely on friends and family, and quickly learned that word-of-mouth needs a megaphone to reach the wider community.Their attempt at influencer marketing also underscores a vital lesson: networking isn't a last-minute resort. Waiting until you desperately need help to start building connections often leaves you shouting into the void.The turning point? A junior reviewer, arriving on what was supposed to be their last day, experienced the authentic, family-centric atmosphere and the diverse, home-cooked Italian dishes. That single review provided the lifeline they desperately needed.Key takeaways for entrepreneurs (beyond just the food industry): * A brilliant idea isn't enough – you need a sales and marketing plan from day one. People can't love what they don't know exists. * Differentiate or die. What makes you stand out from the crowd? Give people a compelling reason to choose you. * Luck plays a role, but you can't rely on it. Do the groundwork, and sometimes, providence might just smile upon you.On a personal note, the movie also beautifully touches on how our mothers and big aunties might feel as they get older. It prompted me to reflect on the importance of reaching out and showing appreciation for the nurturing figures in our lives. Let's not let them feel like they're in a vacuum.What resonated most with me? The reminder that some customers crave authentic connections and relationships, not just transactions.My biggest takeaways for today's hustlers: * Be a student of life (and even movies!) for business insights. * Prioritize creating a sales and marketing plan, no matter how early you are in your journey. It's a crucial process that forces you to think strategically.Have you seen "Nonnas"? What business lessons did you glean? Would you like to listen to my podcast review of the movie? Share your thoughts in the comments below!#entrepreneurship #business #startups #sales #marketing #restaurantbusiness #networking #leadership #community #authenticity #nonnas #netflix #nigeria
I just wrapped up a powerful podcast conversation with a sharp 25-year-old female founder navigating the complexities of building her AI-powered company in the government sector.Her recent experience highlighted some crucial realities for women in sales, and I wanted to share some of the key takeaways that emerged.We delved into a challenging initial meeting scenario involving a senior male figure, where the focus unfortunately shifted from potential partnership to inappropriate advances. This situation, while disheartening, underscores the importance of having strategies in place to navigate such encounters.In this episode, we discussed practical "guardrails" that can empower female founders and sales professionals: * Own Your Power: Recognizing and projecting your professional identity as a woman in business is key. * Open Communication & Mentorship: Talking openly with trusted mentors and peers is invaluable for guidance and support. * Personal Safety Measures: While unfortunate, tools like pepper spray can be a necessary precaution in certain situations. * Meeting Protocols: Prioritizing meetings in professional or public settings, especially for initial interactions. * Assertive Communication: Developing clear and direct language to address discomfort and unethical behavior. * The Power of Partnership: Bringing a "business associate" to initial meetings for added security and professional presence. * Strategic Pre-Meeting Engagement: Utilizing calls or video conferences with business partners to set a professional tone and gather crucial information upfront. This includes clarifying intentions, and proactively involving other stakeholders.Beyond navigating uncomfortable situations, we also touched on crucial sales strategies like multi-threading (Account-Based Marketing) to avoid reliance on a single point of contact – a lesson that unfortunately materialized in this scenario.We also touched on identifying and engaging with management, financial, and technical users (and even end-users) within an organization and how it is vital for sustainable growth.A key learning for all sales professionals? Never book a first meeting solely to showcase your solution. The initial interaction should focus on qualification and discovery – understanding their pain points and whether your offering aligns.This conversation was a powerful reminder of the unique challenges and triumphs of female entrepreneurship in sales. I hope these insights provide valuable guidance.Listen to the full episode by clicking on the link in bio for a deeper dive into this important discussion.#FemaleFounders #SalesLeadership #Entrepreneurship #BusinessDevelopment #WomenInSales #EthicalSales #AccountBasedMarketing #AISolutions #GovernmentTech #Mentorship #BusinessStrategy #Podcast #GuardrailsForGrowth
The Art of the Refocus: Guiding Sales Conversations Through Objections to Real Solutions
Can You Really Close Every Deal? Facing Sales Disappointments & Knowing When to Walk Away
Your First Investor: Why Unit Economics Beats External Funding (for Nigerian Businesses)
We've all heard the dream: a product or service so revolutionary, so inherently brilliant, that it sells itself. But is this truly a reality in the complex world of business?In a recent podcast discussion, we delved deep into this very question and explored the fundamental roles of sales and marketing in driving not just revenue, but also innovation and lasting customer value.The conclusion, as you might suspect, is clear: the idea of a truly self-selling entity is largely a myth, and the synergy between sales and marketing is absolutely indispensable for any business aspiring to thrive.The Myth of the Self-Selling Product:While a truly exceptional offering might generate initial buzz and organic interest, relying solely on this is a risky proposition. Even the most groundbreaking innovations need to be discovered, understood, and ultimately, chosen by customers. This is where the foundational functions of sales and marketing step in.Why Everything in Business Involves Sales and Marketing:At its core, business is about creating and exchanging value. Whether you're a tech startup, a local bakery, or a global consultancy, you need to connect your offering with those who need or want it. This connection, this process of informing, persuading, and facilitating transactions, is the essence of sales and marketing. They are not just departments; they are fundamental business functions that permeate every aspect of your operation.The Vital Role for New and Revolutionary Products:You might think a truly revolutionary product wouldn't need much selling. "It's so good, people will just flock to it!" However, even game-changing innovations face the challenge of education and adoption.Customers need to understand how this new product solves their problems, why it's better than existing alternatives (or the status quo), and how to integrate it into their lives or businesses. Marketing and sales are crucial in bridging this gap, building trust, and driving initial adoption for even the most groundbreaking offerings.Maximizing Customer Lifetime Value Without Sales? Unlikely.Customer Lifetime Value (CLTV) is the total revenue a business can expect from a single customer over the entire duration of their relationship. While marketing can play a role in nurturing customer relationships through content and engagement, the sales function is often critical in fostering loyalty, upselling, and cross-selling. Building strong relationships, understanding evolving customer needs, and proactively offering solutions are key to maximizing CLTV, and these often require direct interaction and personalized attention that falls within the realm of sales.Product Innovation Without Sales Insights? A Blind Spot.Where do great product ideas come from? Often, they stem from a deep understanding of customer needs and pain points. The sales team, being on the front lines, constantly interacts with customers, gathering invaluable feedback, identifying unmet needs, and spotting emerging trends. To exclude this direct customer intelligence from the product innovation process is to operate with a significant blind spot, potentially leading to products that miss the mark.Standing Out Without the Power of Sales and Marketing:In today's crowded marketplace, differentiation is key to survival and success. How do you ensure your unique value proposition isn't lost in the noise? Marketing is essential for crafting a compelling brand narrative, highlighting your competitive advantages, and reaching your target audience. Sales then reinforces this message through direct interaction, building trust and closing deals based on that differentiated value. Without this combined effort, even the most distinct product or service risks being overlooked.
Starting and growing a business in Nigeria can be challenging, particularly when it comes to securing adequate funding. While traditional Nigerian financial institutions offer loans, the high interest rates can often stifle growth. But what if there were alternative routes to capital?This post explores how leveraging global networks and grants can provide a more profitable and sustainable path to funding your Nigerian business.Beyond Nigerian Banks: Tapping into Global NetworksMany Nigerians have friends, family members, and associates living abroad. These connections represent a significant, often untapped, source of potential funding. Here’s why it’s worth exploring: * Saner Interest Rates: Interest rates abroad are often significantly lower than those offered by Nigerian banks. This translates to lower repayment burdens and increased profitability. * Exchange Rate Advantages: Fluctuations in exchange rates can work in your favor, potentially making the borrowed funds even more valuable when converted to Naira. * Personal Connection: Funding from friends and family often comes with more flexible terms and a greater understanding of your business vision.Grants: Interest-Free Capital with No Equity RestrictionsGrants represent a powerful tool for securing funding without incurring debt or giving up equity. These funds are essentially free money, allowing you to invest directly in your business growth. * Interest-Free Funding: Grants eliminate the burden of interest payments, freeing up capital for other critical business needs. * No Equity Dilution: Unlike venture capital or angel investment, grants do not require you to give up ownership or control of your business. * Diverse Opportunities: Numerous grant programs exist, targeting various sectors and business stages. Research thoroughly to find opportunities that align with your business goals.Understand Grant Requirements: Carefully review the eligibility criteria and application process for each grant. Tailor your application to meet their specific needs.
In the dynamic world of cryptocurrency, particularly within the Nigerian market, building trust and driving sales requires more than just a quick pitch. It demands a strategic approach that educates, engages, and nurtures potential customers.This is where content marketing steps in, transforming curious browsers into informed, loyal buyers.The "Budget" Barrier: A Case StudyRecently, I spoke with a crypto trader frustrated with his sales funnel. He relied heavily on WhatsApp broadcasts, achieving a decent 50% response rate. However, when it came to closing deals, most respondents simply said, "I was just curious." This highlighted a crucial gap: the need for a longer, more educational sales funnel.Beyond the Broadcast: The Power of EducationA sales funnel, in essence, is a process of building relationships with a large audience, with the goal of converting a smaller portion into paying customers.In this case, the trader's funnel was too short. It skipped vital steps: building comfort, establishing competence, and offering trials or demos.A Word of Caution: Crypto's ComplexitiesBefore diving into content strategies, it's essential to acknowledge the complexities of cryptocurrency. It's a speculative market, requiring technical and fundamental analysis – skills not readily accessible to the average Nigerian. Moreover, securing digital assets demands a level of sophistication beyond typical banking security.Who is Crypto For?Ideally, crypto is suitable for those with a thorough understanding of the space. However, content marketing can bridge this gap, educating audiences and fostering trust over time.Content Marketing: Your Educational ArsenalContent marketing is the creation of valuable content (blog posts, videos, articles) to attract and engage your target audience.But what constitutes "valuable"? It's content that addresses the specific needs and questions of your audience, not just what you think is important.The "Cheat Code": Answering Nigerian Crypto QuestionsTo create truly valuable content, address the pressing questions Nigerians have about cryptocurrency and currency trading. These include: * "Is cryptocurrency legal in Nigeria?" * "What are the government's regulations on crypto trading?" * "How do recent regulatory changes affect my crypto holdings and trading?" * "How safe is it to invest in cryptocurrency?" * "How can I protect my crypto assets from fraud?" * "What are the risks involved in currency trading?" * "Which are the best and most reliable crypto exchanges in Nigeria?" * "How do I buy and sell cryptocurrency in Nigeria?" * "How can I use cryptocurrency for international transactions?" * "How are cryptocurrency profits taxed in Nigeria?" * "What is the potential for profit in crypto and currency trading?"Choosing Your Media:Consider your audience's preferred consumption methods. Analyze where they congregate online and tailor your content accordingly. Alternatively, begin with the media you find easiest to produce consistently. Consistency is key.A Word on Expectations: * Content marketing is a long-term strategy, not a quick fix. * Consistency is paramount. Choose a sustainable content cadence. * Distribution is crucial. Share your content widely. * Don't rely on friends and family for engagement; focus on your target audience.Summary:If your current sales funnel is failing to convert curious browsers into buyers, consider a content-driven approach. Educate, engage, and nurture your audience, building trust and driving sales over time. Remember, content marketing is a marathon, not a sprint.
In the bustling digital marketplace, time is your most precious commodity. So, why are we often squandering it on fruitless conversations and chasing leads that are never going to convert? Let's cut through the noise and focus on what truly matters: connecting with motivated buyers.The Clarity Connection: "What Do You Do?" Matters More Than You Think.Imagine you're at a virtual networking event. Someone asks, "So, what do you do?" Do you stumble, ramble, or offer a vague, jargon-filled response? This seemingly simple question is your first impression. It's your opportunity to pique interest and establish credibility. * Why Clarity Matters: Online, you have seconds to capture attention. A clear, concise answer to "what do you do?" instantly communicates your value proposition. * Text-Based Elevator Pitch: Don't rely solely on verbal prowess. Craft a compelling text-based elevator pitch that you can easily share in online chats and messages. This ensures consistency and clarity. * Profile Picture Power: In business conversations, anonymity is a liability. A professional profile picture builds trust and humanizes your online presence. People buy from people they know, like, and trust.The Budget Illusion: It's Not About the Money, It's About Value.Let's debunk a common myth: the "budget" conversation. When a potential client says, "It's beyond my budget," it rarely means they have a fixed amount set aside. More often, it's an indication that they don't perceive your product or service as being worth the price you're asking."Budget" as Perception: Understand that "budget" is a subjective assessment of value.Realistic Expectations: Instead of trying to "convince" someone, ask probing questions to gauge their expectations. Are they realistic? Do they truly understand the value you offer?Focus on Value, Not Price: Shift the conversation from price to value. Highlight the benefits and outcomes your product or service delivers.Stop Convincing, Start Connecting: Finding the Motivated Buyer.The truth is, you can't convince someone who isn't already interested. Your time is better spent identifying and engaging with individuals who are actively seeking solutions to their problems.Problem-Solution Focus: Identify the specific problems your product or service solves.Targeted Outreach: Focus your efforts on reaching individuals who are actively searching for solutions to those problems.Find the Motivated: Instead of casting a wide net, target your efforts toward those who are already motivated to buy.Key Takeaways: * Clarity is King: Craft a clear and concise "what do you do?" statement and a text-based elevator pitch. * Humanize Your Brand: Use a professional profile picture to build trust. * Debunk the Budget Myth: Understand that "budget" is often a perception of value. * Focus on Motivated Buyers: Spend your time connecting with those who are actively seeking solutions.By focusing on clarity, value, and motivated buyers, you can significantly reduce wasted time and increase your online sales. Stop chasing dead-end leads and start building meaningful connections that drive results.
In the competitive world of business, simply having a great product or service isn't enough. To truly thrive, you need a sales team armed with deep product knowledge and the ability to engage in meaningful, customer-centric conversations.This combination isn't just a nice-to-have; it's the foundation for unlocking sustainable sales success.The Power of Product ExpertiseWhy is product knowledge so crucial? Because it empowers your sales team to: * Build Credibility: When your team understands your product inside and out, they gain the trust of potential customers. They become trusted advisors, not just salespeople. * Provide Effective Recommendations: A deep understanding of product features and benefits allows your team to tailor recommendations to each customer's specific needs. * Troubleshoot with Confidence: Product expertise enables your team to quickly and efficiently address customer concerns and resolve issues, building customer loyalty. * Handle Objections with Ease: When customers raise objections, a knowledgeable sales team can confidently address them with accurate information and compelling arguments.Beyond Features: Understanding Customer NeedsBut product knowledge alone isn't enough. To truly connect with customers and drive sales, you need to understand their needs. This is where customer-centric conversations come into play.The Importance of Active Listening, Need Assessment, and Probing ConversationsActive Listening: Paying close attention to what customers say, both verbally and non-verbally, is essential. It allows you to understand their concerns, preferences, and pain points.Need Assessment: By asking the right questions, you can uncover what customers are truly looking for. This goes beyond surface-level inquiries and delves into their underlying needs.Probing Conversations: These conversations involve asking open-ended questions that encourage customers to share their thoughts and experiences. This helps you gain deeper insights into their needs and how your product or service can address them.How Active Listening Leads to Relevant RecommendationsWhen you actively listen to customers, you can: * Identify their specific requirements. * Understand their priorities. * Tailor your recommendations to their unique situation.This approach not only increases the likelihood of a sale but also builds stronger customer relationships.Putting Customer Needs FirstBefore you start pitching your product or service, take the time to understand what customers need it for. This requires: * Asking open-ended questions. * Listening attentively to their responses. * Focusing on their needs, not just your sales targets.By prioritizing customer needs, you can build trust, establish rapport, and create lasting relationships.The Bottom LineIn today's competitive market, sales success hinges on a combination of product expertise and customer-centric conversations. By empowering your sales team with in-depth product knowledge and training them to engage in active listening, need assessment, and probing conversations, you can unlock significant sales growth and build a loyal customer base.By focusing on truly understanding your customers, and using your product expertise to solve their individual problems, you will see an increase in sales.
The digital landscape is constantly evolving, and with the rise of AI-powered search engines, the way we approach Search Engine Optimization (SEO) is undergoing a significant transformation. While the traditional rules of Google SEO have served us well, the emergence of AI tools like Gemini is forcing us to rethink our strategies. And while it might seem like a distant concern, particularly for businesses in Nigeria, the global shift towards AI search is something we can't afford to ignore.The Changing Tide: From Google to AIFor years, mastering Google's algorithms has been the cornerstone of online visibility. We focused on keywords, backlinks, and technical optimization to climb the search rankings. But AI search engines operate differently. Instead of presenting a list of results, they provide direct, prescriptive answers based on user queries.Let's take a practical example:Traditional Google Search:If you search "best amala restaurant in Abuja" on Google, you'll likely see: * Google My Business profiles * Instagram and TikTok videos * TripAdvisor recommendations * "People also search for" segments * Recommended articles * YouTube videos * ImagesYou, the searcher, are left to sift through the results and make your own decision.AI Search (e.g., Gemini):The same query on an AI search engine might yield a direct, curated list:"Here are some Amala restaurants in Abuja, along with their ratings: * Amala GSM – Top Local Restaurant In Abuja: ... (5.0 rating) * Amala 24/7: ... (4.5 rating) * Amala Central: ... (4.3 rating) * Amala Sky Abuja: ... (4.2 rating) * Amala 360°: ... (4.0 rating)Based on the ratings, Amala GSM appears to be the best option."Notice the difference? AI provides a definitive recommendation, potentially limiting the visibility of other businesses.The Nigerian Context: Are We Immune?While Nigerians heavily rely on Google and traditional search engines today, global trends have a way of seeping into our market. It's only a matter of time before AI search becomes more prevalent here.This raises crucial questions: * Are Nigerian businesses prepared for this shift? * Are we adapting our SEO strategies to be AI-friendly? * How do we ensure our businesses are recommended by AI?Adapting to the AI EraThe core principle of SEO remains the same: making it easier for people to do business with you. However, the methods are evolving.While traditional SEO tactics still hold value, we must also consider: * Structured Data: Ensuring our website content is easily indexed and understood by AI. * Content Quality and Authority: AI prioritizes reliable, accurate information. Becoming a trusted resource in your field is more important than ever. * Natural Language Processing (NLP): Optimizing content for conversational queries, as users are more likely to interact with AI using natural language.My Approach: Overwhelm with ValueMy personal strategy has always been to "overwhelm with value." By consistently providing high-quality, informative content, I aim to establish my domains as valuable resources that answer my client's queries.While I'm still experimenting with AI search optimization, early results are promising. AI already recognizes me as a business growth consultant and podcaster, highlighting my expertise in marketing, sales, and client relationship management.What About You?Many Nigerian businesses are still struggling with basic Google SEO, let alone AI search. It's time to learn and adapt.While I don't claim to be an AI search expert, I'm committed to sharing my findings. If my "overwhelm with value" strategy proves successful, I'll be sure to share the insights.The age of AI search is upon us. Are you ready?
We've all been there. That frustrating call to customer service where you're met with a curt response, a redirection, and ultimately, a feeling of being dismissed.Recently, I experienced this firsthand when calling a store to inquire about their closing time. The response? "Wrong store. Google it."This seemingly innocuous interaction sparked a realization: businesses are routinely squandering valuable sales opportunities by failing to recognize the potential within their customer service departments. Instead of viewing these interactions as mere problem-solving exercises, they should be seen as fertile ground for cultivating customer relationships and driving revenue.The "Google It" Mistake: A Case Study in Missed PotentialSending a customer to Google is more than just inconvenient; it's a strategic blunder. You're essentially handing them off to the vast, competitive landscape of the internet, where your rivals are just a click away. More importantly, you're introducing unnecessary friction into the sales process.Imagine the alternative: a courteous customer service representative who not only provides the requested information but also seizes the opportunity to engage. They could have asked: * "Are you planning a visit today?" * "Is there anything specific you're looking for?" * "Are you calling on behalf of yourself or someone else?"These simple questions can unveil valuable insights, potentially leading to a sale. Instead of a lost opportunity, you've transformed a routine inquiry into a revenue-generating interaction.The Handoff Horror: Another Missed OpportunityAnother example I encountered involved contacting an internet service provider. After being transferred from an engineer, I was simply presented with a revised price list. No attempt was made to understand my needs, address my concerns about reception, or offer a tailored package.A proactive customer service representative would have: * Asked about my specific requirements. * Addressed any concerns about service quality. * Offered a personalized package or introductory offer.This personalized approach would have significantly increased the likelihood of securing a new customer.Customer Service as a Profit CenterThese examples highlight a critical point: customer service is not a cost center; it's a potential profit center. By empowering customer service representatives to engage proactively, businesses can: * Increase sales conversions. * Enhance customer loyalty. * Gain valuable market insights.Beyond the Transaction: The Pursuit of FulfillmentWhile we're discussing value, it's worth considering the broader context of what we value. This brought to mind the age old question of whether money can buy happiness.I believe the question itself is flawed. Happiness isn't a commodity; it's a byproduct of growth, fulfillment, and the pursuit of something greater.Ancient philosophers and theologians like Saint Augustine and Thomas Aquinas spoke of the "Transcendentals": truth, beauty, goodness, and oneness. True happiness, they argued, lies in striving for these ideals.Money, in my opinion, is a medium of exchange, a tool that provides options. We should strive to create value and exchange that value to acquire wealth. But, wealth is not happiness. Happiness is found in the pursuit of fulfillment.The TakeawayIn business, and in life, we should strive to provide value and create meaningful connections. Customer service interactions are not just about resolving issues; they're about building relationships and creating opportunities. And in the pursuit of happiness, we should look beyond fleeting pleasures and focus on the enduring pursuit of fulfillment.
So, you have a brilliant business idea. You've poured your heart and soul into developing a business plan, outlining your vision, strategies, and projections. But there's one crucial element that often gets overlooked: the funding request.In my recent group coaching session with Martin and Victor, two entrepreneurs with ambitious plans – Martin with his SIM and NIN registration business, and Victor with his car fleet venture – we delved deep into the importance of this often-neglected section. Their plans were solid, but they lacked a clear, compelling funding request.Why the Funding Request MattersThink of your business plan as a map. The funding request is the compass, guiding potential investors to understand precisely what you need and how their investment will be utilized. It's not just about asking for money; it's about demonstrating your financial acumen and strategic foresight.Here's what a robust funding request should include: * The Amount Requested: Be specific. How much capital do you need? * Allocation of Funds: Detail how you intend to spend the money. Will it be used for inventory, equipment, marketing, or working capital? * Return on Investment (ROI): Investors want to know how their investment will generate returns. Provide realistic projections and timelines. * Repayment Strategy: Outline your plan for repaying the investment, including timelines and potential interest rates.Beyond the Numbers: Showing Thought and ContingencyWhile precise figures are important, the most critical aspect is demonstrating that you've thoroughly considered your financial needs and potential contingencies. As I emphasized to Martin and Victor, showing that you've explored various scenarios and have a plan B is just as important as the numbers themselves.The Investor Relationship: It's a Sale!Raising finance is essentially a sales process. It involves: * Prospecting: Identifying potential investors who align with your business vision. * Qualification and Discovery: Understanding their investment criteria and determining if your opportunity matches their needs. * Proposal/Presentation: Articulating your value proposition and showcasing the potential returns. * Closing: Securing the investment. * Investor/Stakeholder Management: Maintaining communication and providing regular updates.Exploring Diverse Funding OptionsWe also explored various funding avenues beyond traditional bank loans. Consider these options: * Friends, Family, and Associates: They may be willing to invest in your vision. * Microfinance Banks: These institutions offer smaller loans with flexible terms. * Islamic Banking/Non-Interest Finance: As I shared from my experience with Sterling Bank, these options can provide financing for equipment and inventory purchases without traditional interest charges. The bank buys the assets, and you purchase them back over time.By following these guidelines, you can significantly increase your chances of securing the funding you need to turn your business dreams into reality.
Malcolm Gladwell's "Outliers: The Story of Success" has long been a fascinating exploration of what truly contributes to extraordinary achievement. While many might attribute success to innate talent or fortunate circumstances, Gladwell paints a more nuanced picture, arguing that it's a complex interplay of who we are, where we're from, and, crucially, what we do.Recently, I delved into "Outliers" for a podcast episode, dissecting Gladwell's arguments and reflecting on how they align with the core principles of my own work. Gladwell's analysis of success, rooted in the confluence of various factors, resonated deeply, particularly his emphasis on the "what we do" aspect.The book's blurb, introduction, and early chapters lay the foundation for this argument: success isn't a solitary achievement, but a product of our environment, our opportunities, and our deliberate actions.I like to say it's not just about being born with a silver spoon or possessing inherent talent; it's about the relentless pursuit of mastery, the dedication to honing skills, and the strategic application of knowledge.This is the focus of my podcast, which centers on the power of learnable skills and the transformative impact of habituation.We explore frameworks that empower individuals to navigate the complexities of sales, from identifying ideal customers to nurturing lasting relationships. These frameworks are not abstract theories; they are practical tools designed to drive tangible results, leading to repeat purchases and sustained business growth.All this underscores the importance of deliberate practice and the accumulation of experience.In the context of sales, this translates to: * Mastering Sales Frameworks: Understanding and applying frameworks for customer identification, effective communication, compelling presentations, and deal closure. * Cultivating Productive Habits: Developing consistent routines for lead generation, relationship building, and customer follow-up. * Nurturing Relationships: Building trust and rapport to foster repeat business and generate referrals.By focusing on learnable skills and cultivating productive habits, we can transcend the limitations of innate talent or circumstantial advantage.It would appear that the "Outliers" Equation for Repeat Purchases in business would be something like: * Who We Are (Our Network and Resources): Leverage existing connections and build new relationships. * Where We're From (Our Context and Opportunities): Identify and capitalize on market trends and industry opportunities. * What We Do (Our Skills and Habits): Master sales frameworks, cultivate productive habits, and nurture customer relationships.Success is not a matter of chance, but a product of deliberate action and strategic application. By embracing the power of learnable skills and cultivating productive habits, we can unlock our potential and drive sustainable business growth, leading to repeat purchases and long term success.
Are you dreaming of launching your own fashion business, specializing in unique hats and fascinators? That's fantastic! But turning that dream into a profitable reality requires more than just passion. It demands a solid plan, a realistic perspective, and a willingness to test and adapt.Recently, I had the pleasure of addressing a loyal podcast listener, Bolu Tunji, who wanted guidance on starting her own hat and fascinator business in Lagos, Nigeria. This podcast expands on that discussion, offering a framework to help you navigate the exciting, yet challenging, journey of entrepreneurship.Realistic Expectations & Fear of FailureFirst things first: starting a business is a risk. Not all businesses succeed. That's a fact. But don't let the fear of failure paralyze you. It's about learning, adapting, and increasing your odds of success.A Simple Framework for SuccessTo improve your chances, let's tackle three crucial questions: * Do you have the right business idea? * Is this business idea feasible and profitable? * Can you build effective selling frameworks and processes around your product/service?1. Do You Have the Right Business Idea?The "right" business idea is a blend of several factors: * Passion: This will fuel you through the inevitable tough times. * Skillset & Expertise: Credibility and practical wisdom are essential for designing a strong sales process. * Market Gaps: Identifying unmet needs can provide shortcuts to gauging demand and achieving product-market fit.For Bolu Tunji, and for you, these questions are vital: * Do you have a genuine passion for creating hats and fascinators? * Do you possess the necessary skills and expertise? * Is there a demand for unique fashion accessories like these in your target market?2. Is the Business Feasible and Profitable?Answering this requires market validation. You need to determine if people are willing to pay for your creations. * Market Validation: Are there customers interested in your unique designs? * Demand: Is there a sustainable demand for your products?MVP: Your Testing GroundThe Minimum Viable Product (MVP) is your first step. It’s the smallest workable version of your business idea, used to test market interest.Consider these validation options: * Pre-selling: Offer your designs for pre-order. * Small Batch Production: Create a limited collection to test demand. * Local Market Testing: Showcase your products in boutiques or craft fairs.3. Building Selling Frameworks and ProcessesThis involves creating a system to effectively reach and convert customers.Offline Activities: * Direct marketing and networking. * Partnering with local retailers. * Attending bridal shows and fashion events. * Offering personalized styling sessions. * Collaborating with stylists and fashion entrepreneurs.Online Activities: * Creating a professional website. * Utilizing social media platforms.Crafting Your Selling ScriptA strong selling framework addresses key customer interactions: * Need Analysis: Understanding your client's fashion sensibilities. * Objection Handling: Addressing concerns and building trust. * Effective Proposals: Presenting your products in a compelling way.Starting a fashion business is an exciting adventure. By following these guidelines, you can increase your chances of success and bring your unique vision to life. Good luck!
Are you an event company owner aiming to scale your business and acquire more clients? If you're currently struggling to reach your goals, you're not alone. In this podcast, we'll dive into practical strategies that can help you boost your client acquisition and drive sustainable growth.The Challenge: Moving from 20 to 50 ClientsRecently, I had a conversation with Mr. Joseph, an event company owner who was looking to increase his client base from an average of 20 clients per year to a target of 50. He had tried various methods, including social media campaigns, direct sales within his church, and even hiring a prospecting company. However, he wasn't seeing the desired results.Diagnosing the IssuesLet's break down the challenges Mr. Joseph faced and how we addressed them:Social Media Missteps: * Mr. Joseph had run social media ads for two years, but they weren't converting. * The Problem: His ads directed users to his general Instagram page, lacking a specific call to action. * The Solution: Directing ads to a dedicated landing page or specific post with clear conversion goals. A good landing page provides information, answers questions, and guides the user to the next step (e.g., email signup, WhatsApp message).Corporate Client Acquisition: * His attempts to secure corporate clients in Lagos using email proposals yielded minimal success. * The Problem: Relying on a single channel (email) and sending unsolicited proposals. * The Solution: Implementing an account-based marketing (ABM) strategy. This involves: * A multi-channel approach (email, phone, SMS, WhatsApp). * Researching key decision-makers (marketing, events, HR). * Building relationships through value-added interactions. * Example: researching money point, and discovering their event schedule, and then researching the specific people within the company that would be in charge of those events.Effort vs. Scaling vs. Strategy: * It is important to understand the different levels of business problems. * The first level is problems that can be solved by effort. Just doing more of the right things. * The second level is problems that are solved by scaling. Creating sustainable systems. * The third level is problems that are solved by strategic considerations.Practical Tips for GrowthHere are some actionable steps you can take to enhance your event business:Optimize Your Social Media Strategy: * Create targeted landing pages for your ads. * Use clear calls to action. * Engage with your audience regularly.Implement Account-Based Marketing (ABM): * Identify key target companies. * Research decision-makers. * Use a multi-channel approach. * Focus on building relationships.Leverage Research Tools: * Use Google and LinkedIn to find contact information. * Research company events and needs. * Use tools like Google Gemini to find relevant information.Provide Value-Added Interactions: * Offer insights and solutions. * Show genuine interest in your clients' goals. * Ask questions about their event strategy.Taking the Next StepMr. Joseph's journey highlights the importance of strategic thinking and adaptable marketing strategies. By addressing the root causes of his challenges and implementing targeted solutions, he's well on his way to achieving his growth goals.Remember, business growth is a process. By focusing on effort, scaling, and strategic considerations, you can overcome obstacles and build a thriving event company.
In a recent episode of my radio show, I had the pleasure of speaking with Kelly, a determined entrepreneur from Abuja running a bustling catering business. Kelly's story is a familiar one: a thriving business with high demand, yet struggling to replenish stock due to capital constraints.Her predicament sparked a valuable discussion about the various funding options available to female entrepreneurs in Nigeria, and I wanted to share those insights here.Kelly's situation highlighted a crucial challenge many small business owners face: scaling up to meet demand. While her location boasted excellent foot traffic and a steady stream of customers, she lacked the financial resources to keep her kitchen stocked. This led us to explore several avenues for raising capital, each with its own set of advantages and considerations.Bootstrapping: The FoundationWe began with bootstrapping, the most common starting point for many businesses. This involves financing your venture through personal savings, contributions from friends and family, or reinvesting profits. I emphasized that effective bootstrapping also hinges on sound financial management. If your current pricing structure isn't generating enough revenue to cover costs and replenish stock, an immediate adjustment is necessary. Ensuring profitability is paramount before exploring other financing options.Loans vs. Equity: Understanding the DifferenceNext, we delved into the differences between loans and equity investments. Loans, while readily available, come with the burden of repayment, often with added interest. Equity, on the other hand, involves bringing in a partner who invests capital in exchange for a stake in the business and a share of the profits. Think of it as a long-term business marriage. While equity doesn't require interest payments, it does mean sharing ownership and decision-making.Grants: The Elusive "Free Money"One of the most exciting funding avenues we explored was grants. Grants are essentially "free money" that don't require repayment or equity sharing. However, they come with specific eligibility criteria and reporting obligations. Organizations offering grants often target specific demographics, industries, or social impact goals.Important Caveats:It's crucial to remember that grant applications are competitive and require thorough preparation. You'll likely need to submit detailed proposals, financial projections, and reports demonstrating your business's impact. Before applying, carefully review the eligibility criteria and reporting requirements.Key Takeaways for Kelly and Other Female Entrepreneurs: * Prioritize Profitability: Ensure your pricing strategy supports sustainable growth. * Understand Your Options: Carefully weigh the pros and cons of bootstrapping, loans, equity, and grants. * Do Your Research: Thoroughly investigate grant opportunities and funding institutions. * Prepare Thoroughly: Grant applications require detailed proposals and reports. * Network: Build relationships with organizations that support female entrepreneurs.Kelly's case study serves as a valuable reminder that capital is a critical component of business growth. By exploring the various funding options available and understanding their nuances, female entrepreneurs in Abuja and beyond can overcome financial hurdles and achieve their business goals. Remember, persistence and thorough research are your greatest allies in securing the capital you need.
In today's fast-paced digital world, attention spans are shrinking. Long, rambling messages are often skimmed, ignored, or simply lost in the noise. This is especially true on platforms like WhatsApp, where brevity and clarity are key to effective communication.Recently, I had the opportunity to dive deep into this concept through a live case study. While filming a documentary for the British Council on Sustainable Business in Nigeria, I encountered a business owner using WhatsApp to communicate with her customers.Her message was warm and friendly, but it was also lengthy. This sparked an idea: could we make it shorter, punchier, and more effective?The Challenge: Transforming a Good Message into a Great Sales ToolThe original message, while well-intentioned, suffered from a common pitfall: it was too long. In a world of endless scrolling, people are less likely to read lengthy paragraphs. Furthermore, the call to action, while present, could have been stronger and more direct.Here's a glimpse of the original message:"Happy Sunday, Fam!We hope you're having a restful and beautiful day. Remember, good food makes every moment better, and we’ve got you covered!At MeeBest Foods, we sell clean, neatly packaged foodstuffs at affordable prices. We also offer goat meat and cow sharing, ensuring you get fresh, quality meat without stress. Plus, we ship abroad with doorstep delivery, so you have nothing to worry about!📲 Add us up on WhatsApp to place your orders and enjoy a seamless shopping experience. Don't forget to refer us to a friend – quality food deserves to be shared!Thank you for trusting us always! ❤️"My initial reaction was to edit it for length, make it punchier, and include a stronger and clearer call to action. My first draft, aiming to retain as much of the original language as possible.The Power of AI: Leveraging Gemini for OptimizationCurious to see what AI could offer, I ran my shorter version through Google Gemini. The suggestions were insightful: question statements are often weaker, and the "Click here to place your orders!" CTA was too bland.Gemini's revised version was:"Experience the convenience of fresh, affordable groceries delivered to your doorstep. 🍲 Enjoy hassle-free meat sharing with our convenient delivery service. 🥩Order now and experience the MeeBest Foods difference!Place your order easily: wa.me/2347040XXXXXX 🚚"The Live Experiment: Iterating and LearningSales is all about experimentation. We decided to conduct a real-time test, sending out both versions of the message at different intervals to see which performed better. This experiment will highligh the importance of: * Brevity: Shorter messages are more likely to be read. * Strong Calls to Action: Clear and compelling CTAs drive conversions. * Iteration: Sales is about continuous improvement. * Leveraging AI: Tools like Gemini can provide valuable insights and suggestions.Beyond Messaging: Building a Digital Presence with BumpaThe business owner is also exploring the possibility of creating a website using Bumpa, a platform designed to help businesses in Nigeria manage their online and offline sales. Bumpa simplifies website creation, inventory management, and payment processing, making it an excellent tool for entrepreneurs looking to expand their digital footprint.Key Takeaways * Don't be afraid to experiment with shorter messages. * Invest time in crafting effective calls to action. * Embrace AI tools as valuable resources for copywriting and optimization. * Consider platforms like Bumpa to create a strong online presence.In conclusion, boosting sales with WhatsApp requires a focus on brevity, clarity, and compelling calls to action. By leveraging AI tools and embracing experimentation, you can transform your messaging and drive meaningful results.
In a recent podcast episode, I delved into a topic that's increasingly relevant in our digital age: the delicate balance between personal privacy and the necessary visibility for business growth.This discussion stemmed from a follow-up to a previous episode where I outlined my research stack for gathering information about potential contacts – a process that often involves using tools like Truecaller and general online searches.The catalyst for this conversation was a listener who, after trying this research method on herself, was shocked by the sheer volume of personal information available online. She considered herself a private individual, yet her digital footprint told a different story. This led to a crucial question: should we start deleting our online presence to protect our privacy?My response, particularly for business professionals, was a resounding no. Instead, I advocate for a strategic approach: cultivate and optimize your online persona.The Fear of Exposure vs. the Power of ConnectionIt's understandable to feel exposed when you realize how much information is readily available about you online. However, in today's business landscape, a certain level of visibility is essential. Potential clients need to know, like, and trust you before they'll do business with you. And in the digital realm, that trust is often built through online research.If your online presence is minimal, or if the information available is haphazard and uncontrolled, you're missing a significant opportunity to build those crucial connections.The Strategy: Building a Business-Centric Online PresenceInstead of shrinking from the internet, we should strategically expand our presence with content that benefits our business. This means: * Focus on Business Content: Create and share valuable content that showcases your services, products, unique value proposition, and ideal customer profile. This could include blog posts, podcasts, videos, and social media updates. * Optimize Social Media Bios: Craft compelling bios on platforms like Instagram and LinkedIn that clearly summarize your business, the clients you serve, and your areas of expertise. Avoid including private information that could compromise your privacy. * Emphasize Your Expertise: Position yourself as an authority in your field by sharing insights and knowledge that resonate with your target audience. * Control the Narrative: By actively creating and sharing content, you control the narrative surrounding your online presence. This ensures that when people research you, they find information that supports your business goals.The Importance of "Know, Like, and Trust"Remember, people do business with those they know, like, and trust. In the digital age, this means building relationships through your online presence. By providing valuable content and showcasing your expertise, you can establish credibility and build trust with potential clients.Addressing Privacy ConcernsOf course, privacy is a valid concern. The key is to be mindful of the information you share online. Avoid posting sensitive personal details on public platforms. Instead, focus on creating content that highlights your professional expertise and business offerings.In ConclusionInstead of fearing online exposure, embrace it as an opportunity to build your business. By strategically cultivating your online persona, you can strike a balance between privacy and visibility, ultimately driving growth and success. Remember, it's not about hiding; it's about highlighting the right information.
In Nigeria, a common narrative persists: those excelling in academics are destined for the lecture hall, not the boardroom. The "first-class mind" is often seen as ill-equipped for the cutthroat world of business.But is this perception accurate? Today, I want to challenge this stereotype, drawing inspiration from global figures like Mo Ibrahim and Jack Ma, and a remarkable Nigerian NYSC listener who's proving that academic prowess and entrepreneurial spirit can indeed coexist.Recently, I received a message from a listener currently serving in the National Youth Service Corps (NYSC). What struck me was her side hustle – a thriving business generating a consistent 100,000 naira in profit each month.Let's emphasize that: profit, not revenue. As I explained on the podcast, profit is what remains after all expenses are paid, a crucial distinction often overlooked. And for a first-time entrepreneur, especially one navigating the challenges of NYSC, 100,000 naira in monthly profit is a significant achievement.What made her story even more compelling? She graduated with a first-class degree. This sparked a deep dive into the perceived chasm between academia and entrepreneurship in Nigeria. Are these two worlds truly mutually exclusive?The answer, emphatically, is no.Look at Jack Ma, the visionary behind Alibaba. Before revolutionizing e-commerce, he was an English lecturer, proving that a passion for education doesn't preclude entrepreneurial brilliance. Then there's Mo Ibrahim, a Sudanese-British billionaire with a PhD in mobile communications, who founded Celtel, a telecommunications giant.While his name might not be as familiar to many Nigerians, his impact on the African telecom landscape is undeniable.These examples, alongside our NYSC listener’s success, demonstrates that academic excellence cultivates transferable skills invaluable in the business world.Let's break it down: * Critical Thinking and Problem-Solving: The rigorous demands of academic pursuits hone the ability to analyze complex situations and develop effective solutions. This is the cornerstone of strategic decision-making in business. * Research and Analytical Skills: Whether dissecting academic papers or market trends, the ability to gather and interpret data is essential. * Communication Skills: Articulating ideas clearly and persuasively, a staple of academic life, is crucial for building relationships and closing deals. * Discipline and Perseverance: Earning a first-class degree requires immense dedication and resilience, qualities that are just as vital in navigating the challenges of entrepreneurship. * Adaptability and Learning: The academic environment fosters a growth mindset, encouraging continuous learning and adaptation, which are essential in today's dynamic business landscape.These skills translate directly into strategic thinking, efficient operations, and a competitive edge.However, academic achievement alone doesn't guarantee business success. As I emphasized on the podcast, entrepreneurs from academic backgrounds, especially those with first-class degrees, must prioritize networking and sales skills.These are the bridges that connect ideas to opportunities and turn potential into profit.So, if you're a first-class mind or someone with a strong academic background, don't let anyone tell you that business is beyond your reach.Embrace your skills, build your network, and watch your entrepreneurial dreams take flight.
The world of network marketing, also known as multilevel marketing (MLM), is constantly evolving. Traditionally, building a network relied heavily on personal connections – friends, family, and acquaintances.But in today's digital age, the question arises: can you effectively leverage online advertising to grow your network marketing business? Let's delve into the intricacies of this approach, exploring the possibilities and potential pitfalls.What is Network Marketing?Before we dive into online advertising, it's crucial to understand the fundamentals of network marketing. This business model revolves around independent distributors who sell products or services directly to consumers through their personal networks. These distributors are not employees; they are entrepreneurs building their own businesses.A core component of network marketing is building a "downline" – a network of other distributors recruited by you. This multilevel structure allows you to earn income not only from your own sales but also from the sales generated by your downline.It's essential to distinguish genuine network marketing from pyramid schemes.The key difference lies in the emphasis: legitimate network marketing companies prioritize product sales, while pyramid schemes focus primarily on recruiting new members for financial gain.Leveraging Online Advertising for Downline Recruitment:Traditionally, recruiting your downline relied on your personal network. However, online advertising offers the potential to expand your reach. But how do you effectively use ads to attract new distributors?The AIDA framework (Attention, Interest, Desire, Action) is crucial. Your advertising strategy should aim to capture attention, generate interest, create desire, and prompt action. This can be achieved through a content marketing strategy and community building online.While online advertising can be effective, it's a long-term play. Building trust and credibility takes time. For immediate results, leveraging your existing personal network remains a powerful strategy.Selling Products Through Online Ads:Yes, you can use online ads to sell network marketing products. However, careful planning and execution are essential. * Targeting Your Ideal Customer Profile (ICP): Consult with your upline to identify your target audience. Understanding your ICP is crucial for effective advertising. * Clear and Compelling Messaging: Your ads should highlight the unique value proposition of your products. Work with your upline to craft compelling messaging that resonates with your target audience. * Need Analysis and Problem-Based Conversations: When customers respond to your ads, engage in conversations to understand their needs and recommend suitable products. Avoid simply focusing on price. * Leverage Testimonials and Case Studies: Use testimonials and case studies to build trust and credibility. Many network marketing companies provide these resources. * Relationship Building: After a sale, focus on building relationships to ensure customer satisfaction. Satisfied customers become enthusiastic advocates, potentially leading to downline recruitment.Key Takeaways: * Network marketing thrives on building relationships, whether online or offline. * Online advertising can be a valuable tool for expanding your reach, but it requires a strategic approach. * Focus on providing value, building trust, and fostering genuine connections. * Always be sure to remain compliant with any regulations regarding advertising, and also the rules set out by your network marketing company.By understanding the principles of network marketing and effectively utilizing online advertising strategies, you can build a successful and sustainable business in the digital age.
In today's fast-paced digital world, it's easy to fall into the trap of treating contacts as mere numbers or email addresses. But behind every phone number and inbox is a real person with unique needs and preferences. That's why injecting a "personal touch" into your business communication is more crucial than ever.I've found that a simple research stack can transform cold outreach into warm, engaging conversations. It's about going beyond the generic and demonstrating that you've taken the time to understand who you're contacting.Why Research MattersImagine receiving a call from an unknown number. Your immediate reaction might be suspicion or annoyance. But what if the caller addressed you by name and referenced something relevant to your work or interests? Suddenly, the conversation feels less intrusive and more meaningful.This is the power of pre-call and pre-email research. It allows you to: * Personalize your approach: Tailoring your message to the individual's background and needs shows that you value their time and attention. * Build rapport: Establishing a connection based on shared interests or professional affiliations can create a sense of trust and familiarity. * Increase confidence: Knowing more about the person you're contacting can alleviate anxiety and empower you to have more effective conversations. * Improve efficiency: Identifying potential clients or partners who align with your goals saves time and resources.My Simple Research StackMy go-to research stack is surprisingly straightforward:Truecaller: * This app is invaluable for identifying unknown phone numbers. It often reveals the caller's name, which is the first step in humanizing the interaction.Google: * Once I have a name, I plug it into Google. This simple search often yields a wealth of information, including: * Social media profiles (Facebook, LinkedIn, Instagram) * Company websites * Online articles or publications * Any other public information.What You Can UncoverBy combining Truecaller and Google, you can glean valuable insights into your contacts: * Name and gender: Addressing someone correctly is fundamental to respectful communication. * Location: Knowing their location can provide context and inform your approach. * Occupation: Understanding their profession allows you to tailor your message to their specific needs and interests. * Professional affiliations: Identifying their company or industry can help you find common ground. * Age range: While not always precise, this can provide a general sense of their background and experience.The Psychological AdvantageBeyond the practical benefits, pre-call research has a significant psychological impact. It transforms a faceless number into a real person, making it easier to overcome the mental hurdle of initiating contact.Calling a number without any contextual information can be daunting. But with a bit of background knowledge, you'll feel more confident and prepared.Important ConsiderationsOf course, this research stack isn't foolproof. Some individuals maintain a minimal online presence, making it difficult to find information.It is also important to remember to use this information respectfully, and ethically.Despite these limitations, this simple research process can significantly enhance your business communication. It's about demonstrating that you care enough to do your homework and build genuine connections.In ConclusionIn a world saturated with impersonal communication, the "personal touch" can make all the difference. By leveraging simple research strategies, you can transform cold outreach into meaningful interactions, build stronger relationships, and ultimately achieve greater success.
Referrals are the lifeblood of many successful businesses. A warm introduction can cut through the noise, build instant trust, and significantly increase your chances of landing a new client. But how do you effectively leverage the power of referrals?In a recent podcast episode, I delved into this topic, sharing insights from my own experiences and those of my sister-in-law.Understanding Referrals in a Nigerian Context Let's start with a clear definition: a referral is any connection someone makes for you in a business context. Whether you're a budding entrepreneur asking a friend for introductions or a seasoned professional seeking new opportunities, referrals can be invaluable.In Nigeria, where trust is paramount, referrals hold even greater significance. However, the fear of "advance fee fraud" often makes people hesitant to answer calls from unknown numbers. This necessitates a strategic approach to referral outreach.My Referral Mishap: A Lesson LearnedRecently, my sister-in-law offered to connect me with a potential collaborator for a TV show I'm working on. Excited, I messaged the individual but made a critical mistake: I didn't mention my sister-in-law's name. This oversight was a missed opportunity.Naming the person who made the referral instantly builds rapport, familiarity, and credibility. It's a simple yet powerful way to establish trust.The Right Approach: Text First, Then CallTo maximize your referral success, I recommend the following strategy: * Send a Text Message First: Before calling, send a concise and engaging SMS or WhatsApp message. * Name-Drop the Referrer: Clearly state who made the introduction. This is crucial for building trust. * State Your Purpose: Briefly explain the reason for your outreach. * Confirm Interest: Ask if they're open to a brief call to discuss further. * Optimize Your WhatsApp Profile: Ensure your profile clearly communicates who you are and what you do. This helps build trust and credibility.By following these steps, you'll significantly increase the likelihood of your calls being answered.Don't Fear the Forgotten TacticsEven seasoned professionals, like myself, sometimes forget to apply best practices. The key is to acknowledge your mistakes, learn from them, and strive to improve. If you're new to referrals, consider creating a script or framework to guide your interactions.Beyond Referrals: Prospecting and Overcoming ObjectionsIn addition to referrals, I also discussed prospecting and handling age objections in my podcast. * Prospecting: This involves identifying potential clients, understanding where they congregate, and initiating conversations. * Age Objections: Sometimes, people may doubt your capabilities due to your age. My sister-in-law, a young trainer, faced this challenge.Handling Age Objections: Expertise and ConfidenceMy sister-in-law's experience highlighted the importance of demonstrating expertise and confidence. When students questioned her age, she calmly asserted her knowledge and experience. She also made it clear that if age was a deal-breaker, they would have to find another instructor.This approach underscores the importance of addressing objections head-on. Don't shy away from difficult conversations. If someone has a problem with your age, it's better to address it upfront than to let it fester.Key Takeaways * Referrals are a powerful tool for business growth. * Always name-drop the referrer to build trust. * Send a text message before calling. * Optimize your online presence. * Don't fear mistakes—learn from them. * Address objections directly and confidently.By implementing these strategies, you can harness the power of referrals, effectively prospect for new clients, and overcome any obstacles that come your way.
We've all been there. You get an email or a message: "Let's schedule a meeting to discuss how I can help you." Sounds promising, right? But what if you don't even know who this person is, or if their services are relevant to your needs?This happened to me recently, and it highlighted a crucial lesson in sales and business development: qualify before you schedule.I recently received a pitch from someone offering YouTube video optimization and editing services.They had discovered my YouTube channel, which is great, but they immediately jumped to scheduling a meeting. No problem-based opener, no attempt to understand my goals, no discovery – just a request for my time.This experience prompted me to reflect on the importance of qualification and discovery before committing to a meeting.Why Qualification and Discovery MatterA meeting is a valuable resource. It's where you delve into specific proposals, explore scenarios, and gather feedback. But it should only happen when there's a solid foundation of understanding. Qualification and discovery are that foundation. * Understanding the Prospect: It's about figuring out who you're dealing with, their needs, and their challenges. * Identifying the Problem: Is there a real problem that your product or service can solve? Is it a problem that they consider important? * Assessing Interest and Urgency: Are they genuinely interested in what you offer? Do they have a timeline or sense of urgency? * Ensuring Fit: Is there a cultural fit? Can you work well together?Without this initial stage, you risk wasting your time and the prospect's time on a meeting that goes nowhere.The Pitfalls of Premature MeetingsIn my case, the person pitching me missed a vital opportunity. Instead of jumping to a meeting, they should have started with a problem-based opener. * They could have acknowledged my YouTube channel and offered a compliment. * They could have asked about my growth strategies or if I'd considered optimization services.This approach would have opened a natural conversation, allowing them to: * Understand my YouTube goals and strategy. * Gauge my interest in optimization services. * Get a sense of my budget expectations.The Right Approach: Problem-Based Openers and Organic ConversationsThe correct order of operations is crucial. * Start with a Problem-Based Opener: Acknowledge their situation and ask relevant questions. * Conduct Discovery: Understand their problems, needs, and goals. * Assess Interest and Urgency: Determine if they're genuinely interested and ready to take action. * Discuss Budget: Have an open conversation about investment expectations. * Schedule a Meeting: Only when you've established alignment and interest.The Benefits of Qualifying Before Scheduling * Save Time: Avoid unproductive meetings. * Increase Efficiency: Focus your energy on qualified prospects. * Build Relationships: Establish trust through genuine interest and understanding. * Improve Conversion Rates: Meetings are more likely to lead to positive outcomes.In conclusion, stop wasting meetings. Qualify before you schedule. By prioritizing discovery and understanding, you'll build stronger relationships, close more deals, and make the most of your valuable time.
I recently recorded a podcast episode that was intended to be a conversation with Divine, a dedicated entrepreneur selling perfumes and body oils in a bustling university town in Nigeria.Unfortunately, our schedules didn't align, and the conversation didn't happen.However, the insights I prepared for Divine are too valuable to keep to myself, so I’m sharing them here.Divine's primary challenge revolves around customer acquisition.He's tried various strategies, including posters, flyers, and WhatsApp broadcasts, but hasn't seen the results he hoped for.He also struggles with defining his Ideal Customer Profile (ICP), worries about wasted advertising money, and lacks a clear Unique Value Proposition (UVP).Embracing the Challenge of Customer AcquisitionIf we had had our conversation, I would have emphasized that customer acquisition is a fundamental part of business. As Peter Drucker famously said, "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation." Innovation focuses on refining our products and services, while marketing is about bringing customers through the door. Therefore, facing challenges in customer acquisition is not a sign of failure but a normal part of the entrepreneurial journey.Optimizing Traditional Marketing: Flyers and PostersDivine has been using flyers and posters, but perhaps not with the necessary intensity. When it comes to these traditional methods, it's a numbers game.Distributing a few dozen flyers won't cut it. To truly gauge the effectiveness of this approach, you need to distribute at least a thousand, if not more.Here are some strategic locations for distributing flyers in a university town: * Student Union Building: The central hub of student activity. * Student Hostels: Reaching students where they live. * Lecture Halls: Capturing attention between classes. * Libraries: Targeting students focused on their studies. * Off-Campus Student Housing: Reaching those living outside the main campus. * Transportation Hubs: Capturing attention during commutes.Leveraging QR Codes and WhatsApp Broadcasts EffectivelyDivine also uses QR codes, but he directs users to his website. I believe a more effective approach would be to direct them to a WhatsApp chat or an email conversation. This allows for personalized interactions, which are crucial for building relationships and driving conversions.Regarding WhatsApp broadcasts, it's essential to build an opt-in list. Avoid sending mass messages to everyone in your contacts. Instead, ask people if they want to receive updates and promotions. A simple message like, "Would you like to receive updates on our latest perfumes and offers via WhatsApp?" can work wonders.Reframing Advertising Costs: Optimizing SpendingWorrying about wasted advertising money is common, but it's more productive to focus on optimizing your spending. Not every promotional effort will yield immediate results. The goal is to reduce waste and increase effectiveness by: * Targeting: Ensuring your message reaches the right audience. * Messaging: Crafting compelling and relevant communication. * Conversions: Guiding potential customers to take the next step.Uncovering Your Unique Value Proposition (UVP)Your UVP is the reason why customers choose your business. To discover it, ask your best customers why they buy from you. Understanding your UVP will: * Inform your marketing messaging. * Provide ideas for problem statement openers in conversations. * Lead to higher conversion rates.By focusing on these areas, Divine and other entrepreneurs can overcome customer acquisition challenges and build thriving businesses.Remember, persistence, adaptation, and a customer-centric approach are key to success.
Starting a business is a thrilling yet daunting experience. It's a leap into the unknown, a journey filled with both excitement and apprehension.Many aspiring entrepreneurs grapple with the question: "Do I have what it takes?" Often, this translates to "Do I have enough confidence?" But what if the key isn't confidence, but something more fundamental: courage?In a recent podcast episode, I delved into the crucial distinction between courage and confidence, and why, particularly for new business owners, courage must take precedence.Let's break it down.Understanding the DifferenceCourage, in its essence, is the response to fear. It's the ability to act despite feeling scared, to push forward when faced with uncertainty. It's about recognizing the inherent risks but finding a compelling reason to proceed, whether it's a worthwhile goal, anticipated returns, or the potential for personal growth.Confidence, on the other hand, is the feeling of "I can do this." It's the trust in your abilities, the assurance that you can handle whatever comes your way.Crucially, confidence stems from competence, from having done something successfully before. It's built through experience and achievement.Why Courage Comes First in BusinessWhen starting a business, you're inevitably navigating uncharted territory. You'll encounter challenges in defining your ideal customer, choosing the right sales channels, and crafting an effective marketing strategy. These uncertainties can be paralyzing.In these moments, courage is your most valuable asset. While confidence is desirable, it often lags behind in the early stages. You need the courage to: * Take the initial leap: To leave the security of a stable job and invest your resources in your vision. * Face the unknown: To navigate the complexities of the market and adapt to unforeseen circumstances. * Embrace failure: To view setbacks as learning opportunities and keep moving forward.Building Confidence Through Courageous ActionThe beauty is that courage and confidence are interconnected. By taking courageous steps, you create the experiences that build confidence. Every small win, every challenge overcome, reinforces your belief in your abilities.Here's a practical approach: * Start small: Focus on achievable goals and celebrate your successes. * Manage expectations: Understand that setbacks are part of the process and learn from them. * Embrace the learning curve: View every experience as an opportunity to grow and improve.The "I Need More Confidence" MisconceptionOften, when people say, "I need more confidence," what they truly mean is, "I need more courage." They're waiting for a feeling of certainty that may never come.Instead, they need to muster the courage to act, to take those small steps that lead to tangible results.Even if your initial endeavors don't pan out as planned, you gain invaluable feedback from the market. You learn what works and what doesn't, becoming smarter and more equipped for future ventures.In ConclusionDon't wait for confidence to magically appear. Prioritize courage.Take the first step, embrace the challenges, and build your business one courageous action at a time. Remember, it is by taking those steps, that confidence will grow, and you will find your business growing with it.
Recently, I had the opportunity to answer some insightful questions from listeners on my live radio show, and I wanted to share those discussions here.We tackled everything from the fundamental principles of building a successful business to the intricacies of exporting charcoal. Let's dive in!Chimisi Business Wisdom: Systems, Timeframes, and TrustFirst up, Chimisi called in with a powerful message: business isn't as daunting as many people believe. He emphasized that success hinges on implementing solid systems and frameworks, then consistently and diligently applying them. It's about breaking down the complex into manageable steps and sticking to the plan.My advice echoed Chimisi's sentiment, encouraging listeners to actively seek knowledge.This could involve tuning into radio shows and podcasts, conducting thorough online research, and pursuing internships or apprenticeships. Practical experience is invaluable.Chimisi and I also highlighted critical aspects of business management: * Cash Management: Meticulously track income and expenses, and be mindful of drawdown levels. * Realistic Timeframes: Understand that building a viable business takes time, typically two to three years. * Trustworthy Partnerships: Surround yourself with reliable individuals to foster a supportive and flexible environment.Essentially, Chimisi's message was one of empowerment: business is achievable with the right mindset and approach.Francisco's Charcoal Export Inquiry: Feasibility and RegulationsNext, Francisco from Lugbe inquired about the feasibility of the charcoal export business.He wanted to know if it was viable and also about the legality of the charcoal trade itself.My response was that there is a strong overseas demand for charcoal, particularly in the Middle East and China, for fuel and recreational purposes. This demand makes the business both feasible and potentially lucrative.However, navigating the complexities of international trade is crucial.Key considerations for charcoal exporters include: * Payment Terms: Familiarize yourself with international payment structures, such as deposits and letters of credit. * Contracting Terms: Understand the intricacies of international trade contracts. * Registration Requirements: Comply with all necessary regulations from the Ministry of Trade. * Government Policy: Acknowledge the potential for policy fluctuations regarding charcoal trading due to environmental concerns like deforestation.Regarding the question of charcoal being contraband, I acknowledged the government's fluctuating policies.While charcoal trading is sometimes permitted and taxed, concerns about deforestation and climate change can lead to restrictions.My recommendation to Francisco, and anyone considering charcoal export, was to consult with a specialist and thoroughly research international payment and contract terms.Key TakeawaysBoth Chimisi and Francisco's questions highlighted the importance of: * Knowledge Acquisition: Continuously learning and adapting to the business landscape. * Practical Application: Putting knowledge into action with consistent effort. * Due Diligence: Thoroughly researching and understanding the complexities of your chosen industry. * Expert Consultation: Seeking guidance from specialists when needed.Whether you're building a local business or venturing into international trade, these principles provide a solid foundation for success. I hope this discussion has been helpful and informative!
In today's hyper-connected world, it's easy to get swept up in the idea of a global market. With the internet at our fingertips, we often forget that for most small and medium-sized enterprises (SMEs) and self-employed professionals, business is primarily local.Think about it: Apple and Samsung can afford to think globally, manufacturing in Asia and selling in Africa. But for your average service provider or retail shop, your ideal customers are likely right in your neighborhood.The Local Reality CheckRecently, a simple errand to my local shopping mart in Abuja provided a stark reminder of this principle.Needing snacks for the kids, laundry detergent, and toilet paper, I headed to the mart near Barcelona Hotel.At checkout, I noticed a flyer for a beauty/barbing salon located in Gwarimpa, a 30-45 minute drive from my location in Apo/Garki.This raised a crucial question: why distribute flyers in Apo when your business is based in Gwarimpa? For most service-based businesses, especially those requiring physical presence, few people are going to travel that distance for a first-time visit. The flyer would have been far more effective distributed within Gwarimpa itself.Why Local Matters * Proximity and Convenience: People are more likely to patronize businesses that are convenient and accessible. * Building Community Trust: Local businesses build relationships within their communities, fostering trust and loyalty. * Word-of-Mouth Marketing: Local buzz can generate organic growth and attract customers from wider areas.Consider the popular "Amala joints" in Gwarimpa like the restaurant called "Ojuelegba".Initially, people from Wuse 2 or Apo wouldn't travel that far for Amala. However, as these joints gained popularity within Gwarimpa, word spread, and now people from all over Abuja are making the trip.The Service Provider's PerspectiveEven with the internet enabling remote work, focusing on your local market first is crucial. As a sales coach and business development consultant, I could theoretically target clients in Ghana or Ireland.But trying to compete in established markets before dominating my local one is an uphill battle.Building a strong reputation and track record in Nigeria, specifically Abuja and Lagos, will create a foundation for future international expansion.Practical Tips for Local Marketing * Focus on Your Neighborhood: Distribute flyers, brochures, and marketing collateral in your immediate area. * Attend Local Events: Network with potential customers and partners at community gatherings. * Partner with Local Businesses: Collaborate with complementary businesses to reach a wider audience. * Utilize Local Online Platforms: Engage with local groups and forums on social media. * Optimize for Local Search: Ensure your business is listed on Google My Business and other local directories.The Bottom LineDon't fall into the trap of thinking your entire market is global. Start by dominating your backyard. There's no point in starting a real estate business in Victoria Island and dropping flyers in Ibadan.Focus on building a strong local presence, and the rest will follow.By prioritizing local marketing, you can build a solid foundation for long-term business success. Remember, sometimes, the best opportunities are right in your own neighborhood.
Recently, I found myself in a situation that highlighted a crucial lesson for anyone in the service industry, especially those in the event space. A close friend's mother had passed away, and given my past experience with event photography, they asked for my assistance in finding photo and video providers.I reached out to my network, connecting with talented photographers and videographers in Imo State who could also provide drone and livestreaming services. After gathering information, I advised the family that a realistic estimate for all four services would be between 700,000 to 900,000 Naira.However, my friend's budget was a stark 350,000 Naira. A significant gap, especially considering the current economic climate and market rates. I communicated this reality to the vendors I was in contact with.What followed was telling. Two vendors simply faded away, likely deeming the budget too low. Two others, however, suggested we explore a compromise, proposing a budget of around 500,000 Naira, removing the livestreaming component, and offering a more streamlined proposal. I requested these proposals, promising to connect them with the family.One vendor sent me a standard price list. While useful, it lacked the personalized touch needed for this sensitive situation. It wasn't a tailor-made proposal that addressed the family's specific needs and circumstances.This experience reinforced a key principle: while having a pricing policy is essential, simply sending a price list is rarely enough to secure business.Why? Because people buy from people they know, like, and trust.A price list, no matter how detailed, cannot convey these crucial elements. It cannot build rapport, understand the client's vision, or address their specific concerns.Here's what I recommend:Start with a conversation: Before anything else, engage with the potential client. Feel them out, understand their needs, and discover their vision. What problem are they trying to solve?Identify priorities: Some clients prioritize a single physical memento, while others seek a grand, "once-in-a-lifetime" event. Others need to prioritize livestreaming for those abroad. Understanding these priorities allows you to tailor your approach.Present solutions, not just prices: Based on the conversation, you can either recommend a suitable package or create a customized solution. This demonstrates your expertise and commitment to meeting their needs.Build trust and rapport: The initial conversation allows you to showcase your personality, professionalism, and expertise. It's an opportunity to establish a connection and build trust.Delay the price list: Your standard price list or packages should come later in the conversation, after you've established a connection and understood the client's needs. Ideally, written materials come at the end, when terms are agreed upon.This approach creates a memorable experience and builds a genuine connection. When you prioritize relationships over price lists, you're more likely to win clients and build a sustainable business.In today's competitive market, the human touch is more valuable than ever. Remember, people don't just buy services; they buy relationships.#events #sales #customerservice #business #relationships #nigeria #photography #videography #entrepreneurship #businesstips
I recently had the privilege of speaking with Cynthia (not her real name), a remarkable young woman who's currently navigating her mandatory National Youth Service Corps (NYSC) year in Lagos, Nigeria, while also building her own business.Her journey is a testament to the power of perseverance, adaptability, and the importance of finding relevant, local business advice.Cynthia, a recent law graduate, helps entrepreneurs register their business names and entities with the Corporate Affairs Commission (CAC) in Nigeria.Like many budding entrepreneurs, she initially relied on WhatsApp status updates to attract clients.While this approach can work for some businesses, particularly those dealing in commodities, professional services require a more personal touch.Cynthia quickly realized that building trust and credibility in her field demanded more direct engagement.She faced the common challenge of client stagnation. While she retained existing clients, new ones were scarce. This highlighted the crucial need for consistent lead generation and a robust marketing strategy.In any business, customer attrition is inevitable, and a healthy pipeline is essential for long-term sustainability.Cynthia's next step was to seek mentorship. However, she encountered a familiar obstacle: finding experienced professionals willing to share their knowledge. Many were either too busy, concerned about creating competition, or simply lacked the inclination to mentor.This led Cynthia to explore audio learning resources. While she found numerous podcasts on business development, they often reflected Western perspectives and focused on sectors like tech and startups, which didn't resonate with her Nigerian context. She needed advice tailored to the local market.That's when she discovered my podcast.One episode, in particular, resonated with her: the distinction between aggressive and assertive self-promotion. This insight empowered her to start talking about her business confidently, both in WhatsApp groups and during in-person interactions with her fellow NYSC members.The results were remarkable. From 50 conversations, she secured referrals that led to two paying clients. While this might seem modest, it represents a significant step forward and provides a baseline for future growth.It demonstrates the power of direct engagement and the importance of speaking authentically about your services.Cynthia’s story underscores several key lessons: * Local Context Matters: Business advice must be relevant to the specific market and cultural environment. * Assertiveness Beats Aggression: Building trust and credibility requires a confident, yet respectful approach. * Direct Engagement is Essential: In professional services, personal interactions are crucial for building relationships and securing clients. * Consistency is Key: Building a sustainable business requires consistent lead generation and customer acquisition.Cynthia should be focusing on increasing her conversion rate and refining her targeting to maximize the impact of her conversations. She's also planning to gather customer reviews and testimonials to further strengthen her marketing efforts.Her journey from NYSC member to entrepreneur is an inspiring example of how determination, adaptability, and the right resources can lead to success.I'm proud that my podcast played a part in her story, and I look forward to seeing her business flourish.What are some of the challenges you've faced in building your business, and how have you overcome them? Share your experiences in the comments below.
In today's digital landscape, content is king (and queen!). But simply churning out posts isn't enough. To truly leverage content for business growth, you need a strategic playbook.In my latest podcast episode, I dove deep into this topic, and I'm sharing some key takeaways here.What is Content, Really?Let's start with the basics. Content isn't just blog posts. It encompasses: * Visuals: Photos, videos, graphics * Audio: Podcasts, audio clips * Text: Essays, social media postsAnd it lives on various platforms: * Websites * Social media * Blogs * Audio/video sharing platformsThe goal? To drive engagement, build relationships, and ultimately, convert those interactions into business.We want people to understand: * Who we are * What we do * How we can help themThe Content Spectrum: Educate, Entertain, and InfotainContent can serve different purposes. Consider these categories: * Educational: Share your expertise, teach your audience something new. * Entertaining: Engage with humor, stories, and engaging visuals. * Infotainment: Blend education and entertainment for maximum impact.The Time Factor: Patience is a VirtueContent marketing isn't an overnight success story. It's a long-term strategy. Here's a realistic timeline: * Short-term (6 months - 1 year): Begin building awareness and establishing your presence. * Mid-term (1 - 3 years): See increased engagement, lead generation, and brand authority. * Long-term (3 - 5 years): Achieve significant business growth and establish yourself as an industry leader.Maximizing Your Investment: Time vs. MoneyYou have two primary resources: time and money. Here's how to leverage them: * If you are time-rich and budget-limited: Invest heavily in content creation and organic promotion. Focus on consistent, high-quality content. * If you are budget-rich and time-limited: Boost and promote your content to accelerate reach and engagement. Consider paid advertising and collaborations.The Power of RepurposingDon't let your content go to waste! Repurpose it to get the most out of your efforts. * Turn blog posts into social media snippets. * Extract audio clips from videos for podcasts. * Create infographics from data-driven articles.Repurposing content saves time and expands your reach across multiple platforms.Key Takeaways: * Content is a long-term investment. * Consistency is key. * Repurposing content maximizes your ROI. * Understand your time and money balance, and act accordingly.#contentmarketing #businessgrowth #digitalmarketing #socialmediamarketing #contentstrategy
In today's competitive market, simply attracting customers isn't enough. You need to maximize the value of each interaction. That's where upselling and cross-selling come in.What are Upselling and Cross-selling?In simple terms, upselling and cross-selling are about providing helpful options to your customers, and enhancing their experience. * Upselling: Encouraging customers to purchase a higher-end version of their intended purchase. * Cross-selling: Offering complementary or related products that enhance the initial purchase.Why is Average Order Value (AOV) Important?AOV—the average amount a customer spends—is a crucial metric for business growth. The levers for growth include: * Acquiring new customers. * Retaining existing customers. * Generating referrals. * Increasing spending from all customer segments.Real-World Example: A Retail Success StoryLet's consider a retail store in Benin selling computers and tech accessories. A customer walks in and buys a charging cable for ₦2,000. If that's the only purchase and the customer never returns, that's all the revenue generated.However, with strategic upselling and cross-selling, the outcome can be dramatically different.The Power of Conversational SellingInstead of a simple "anything else?" consider a more engaging approach: * Qualification and Discovery: "What happened to your old cable?" This opens a conversation and reveals the customer's needs. * Helpful Recommendations: "Have you considered a twist-resistant cable? They're only ₦1,000 more and last longer." * Highlighting Value: "Because they're flat, they don't twist like regular cables." * Expanding the Purchase: "What do you use your phone for? Gaming? Then a power bank would maximize your playing time." * Offering Alternatives: If a power bank is too expensive, suggest a high-speed charger.Building Future Relationships: "The Samsung ABC Pro Max is coming in December. We offer trade-ins. Can I get your number to notify you?"In this scenario, a ₦2,000 purchase becomes a ₦7,500 sale, with the potential for future business.Is This Ethical?Absolutely. When done correctly, upselling and cross-selling provide genuine value to the customer. It's about offering helpful options, not forcing purchases.Your Challenge:Have a conversation with your sales team or business partners. Explore ways to offer valuable options to your customers. Unlock the hidden revenue potential within your business.#Upselling #CrossSelling #SalesStrategy #Retail #BusinessGrowth #AverageOrderValue #CustomerExperience
We've all been there. That unsolicited, lengthy WhatsApp message from a "consultant" offering a laundry list of services or training programs.You scroll, you sigh, and you likely ignore or block the sender. It’s a common occurrence, and it’s a perfect example of how not to do outreach.Let's dissect a recent outreach attempt I received, and why it failed miserably:The Offending Message:"Good Day, trust your day is going great?My name is XYZ, an IT Consultant at TECHXYZ AFRICA.I am inviting you and your loved ones to join our internship training program, designed to equip you with the most global in-demand tech skills like Data Science, Web Development, Cybersecurity, AI & Machine Learning, Digital Marketing, Product Design (UI/UX), Video Production, Networking (CCNA), Mobile App Development, Cloud Computing (AWS), Music Production, and more!Our training program comes with;✅ international certifications✅ International Job Opportunities✅ Internship Opportunities✅ Free CV revamp✅ Job interview preparationLet me know which course you’re interested in. Call or WhatsApp 090XYZ to kick-start your journey today!We have both online and Physical classesPlease Don’t keep this to yourself, share it with friends & family!"Why This Approach Fails: * Too Long: In the mobile-first world, lengthy messages are a death sentence. People simply won't scroll through endless paragraphs. * Unsolicited: This message came out of the blue. I had no prior interaction or expressed interest in any of these tech areas. Unsolicited messages are often perceived as spam and lead to blocking. * Trying to Be Everything to Everyone: Listing every possible tech skill dilutes the message. It lacks focus and fails to resonate with any specific need. * Confusing Call to Actions (CTAs): The message throws multiple CTAs at the recipient: choose a course, share with friends, inquire about benefits. This confusion leads to inaction. * Lack of Personalization: The generic greeting and impersonal approach make it clear this is a mass-sent message.The Right Way to Do WhatsApp Outreach:Instead of broadcasting a novel, adopt a more strategic, conversational approach: * Start with a Problem-Based Opener: Instead of a generic greeting, open with a question that addresses a specific need. For example, instead of the long message, a good first message would be something like, "Good Day (name), I got your number from XYZ business directory. Are you or any of your loved ones interested in acquiring tech skills?". * Qualify and Engage: If they respond, engage in a conversation to understand their specific interests and needs. Ask questions about their goals and challenges. * Focus on One Area: Instead of listing every service, focus on the one that aligns with their needs. * Build Rapport: Prioritize building trust and rapport before pitching your services. * Offer Value: Highlight the benefits that matter most to them, such as certifications, job opportunities, or skill development. * Use a Clear and Singular CTA: Guide the recipient to take one specific action, such as scheduling a call or visiting a website.The Takeaway:In today's digital age, it's tempting to rely on mass messaging.However, effective outreach requires a personalized, strategic approach. Focus on building relationships, understanding needs, and providing value. Stop trying to do what's easy, and begin doing what is effective.Remember, building trust and rapport leads to higher conversion rates, repeat business, and valuable referrals. It’s worth the effort.#WhatsAppOutreach #SalesTips #DigitalMarketing #BusinessStrategy #LeadGeneration
"Are you a content creator?" It's a question I get asked a lot. And honestly, I don't really like the label.Why? Because the reality is, very few people make a sustainable living purely from content creation.Most of us create content to support something else – to sell a service, market a product, or build a business.Think about it.Sure, there are exceptions, like Pastor Jerry Eze, whose content monetizes directly through views.And then there are the influencers – the Kim Kardashians and Bob Risky's – who build empires on lifestyle content and brand endorsements.But for most of us, especially those in the professional services space, content serves a different purpose – using content to build credibility and drive business.My podcasts, focused on sales and marketing, lead to paid speaking engagements, coaching, and consulting gigs.The Illusion of GlamourMany are drawn to the allure of content creation, the perceived glamour and fame. But the odds of achieving Kardashian-level clout are incredibly slim.Instead, I believe a more sustainable path lies in creating content around a skill set or interest you already possess. And if you're looking for the easiest route? Focus on education.The Power of Educational ContentEducational content is evergreen. It ages well, unlike trendy, entertainment-focused content. My oldest podcast episodes, from five years ago, are still among my most popular.Anyone can do it. Take your phone, explain what you do, teach people how to do it, and show them how it benefits their lives or businesses.Key Takeaways: * Don't chase fame: Focus on building a business, not just an audience. * Leverage your skills: Create content that showcases your expertise. * Educate, don't just entertain: Educational content has lasting value. * Anyone can do it: Start creating content that helps others.So, are YOU a content creator? Maybe. But more importantly, are YOU using content to build a real, sustainable business?#contentmarketing #business #education #podcast #marketing #sales
Recently, I received a WhatsApp message that sparked a thought-provoking conversation. It went something like this: "I came across your business on Google and really liked what you offer. I noticed you don’t have a website yet, and I wanted to ask—have you considered having one to increase your online presence?"My immediate response was, "No." And that got me thinking.The core benefit being sold here was "increased visibility." But is that the true Unique Value Proposition (UVP) of a website?The Myth of Automatic VisibilityMany believe that simply having a website guarantees visibility. However, the reality is far more nuanced. A static website, left to its own devices, won't magically attract hordes of customers.True visibility comes from strategic Search Engine Optimization (SEO).This involves: * Technical SEO: Ensuring your website's infrastructure is sound (meta data, sitemaps, etc.). * On-Page SEO: Creating valuable, keyword-rich content that resonates with your target audience.In essence, a website must be a dynamic, evolving resource, and a hub for your content marketing strategy!For me, my podcast and radio show have been far more effective in driving attention and engagement.When a Website Does MatterDon't get me wrong, websites are powerful tools. When I do eventually create one, it will be focused on lead generation, capturing contact details of potential clients ready for business conversations.Beyond the Website: Smart ProspectingThis interaction also highlighted a crucial aspect of service provision: how to identify and reach out to viable prospects.The person who contacted me found my outdated Google My Business profile, which listed my services as photography and video. While I still engage in these areas for corporate clients and documentaries, my primary focus has shifted to consulting and speaking.This underscores the importance of thorough research.Instead of relying on stale information, service providers should seek out businesses with active online traction and demonstrate how their solutions can fuel further growth.Identifying Buying SignalsFor website developers, recognizing "buying signals" is essential. These include:Website-Related Signals: * Outdated design and poor mobile responsiveness. * Slow loading speeds and frequent errors. * Lack of essential functionalities (contact forms, e-commerce). * Security vulnerabilities.Business-Related Signals: * New business launches and rebranding efforts. * Expansion into new markets and increased social media activity.Key Takeaways: * A website alone doesn't guarantee visibility. SEO and consistent content creation are crucial. * Effective prospecting involves identifying businesses with existing online traction and demonstrating how your services can enhance their growth. * Look for buying signals, don't just reach out to anyone.Don't just grab business names from a website and assume they'll be a good candidate for your product/ service.Let's move beyond the myth of automatic website visibility and focus on building genuine connections and providing real value.#website #seo #marketing #prospecting #businessdevelopment #contentmarketing
Sales & Product-Market Fit: The Secrets to Business Success (You Can't Afford to Ignore!)
This episode dives deep into the relevance of an MBA for sales professionals and entrepreneurs. We'll explore: * What exactly is an MBA? We'll break down the curriculum, learning objectives, and the typical profile of an MBA candidate. * Is an MBA necessary for success in sales and entrepreneurship? We'll discuss the value of an MBA in developing key business skills like finance, marketing, strategy, and leadership. * The role of business acumen. We'll examine how an MBA can cultivate strong business acumen and how this translates to improved sales performance and entrepreneurial success. * The MBA as a credential and social signal. We'll discuss the potential benefits of an MBA in terms of career advancement, networking, and establishing credibility within the business world.Whether you're considering an MBA for your career, or simply curious about its value, this episode offers valuable insights for sales professionals and aspiring entrepreneurs alike.
WhatsApp has become a powerful tool for connecting with potential clients. In this episode, we'll uncover how to effectively utilize this platform to generate leads and build meaningful relationships. You'll learn how to craft compelling free offers that entice prospects, implement risk-reversal strategies to build trust and overcome objections, and streamline your sales process to ensure a seamless and enjoyable experience for both you and your clients. Discover the secrets to attracting ideal customers and growing your business with WhatsApp.
In this episode, we dive deep into the critical decision of leaving your day job to pursue your side hustle full-time. We'll explore key factors to consider, including financial stability, market demand, and your own personal risk tolerance.Next, we tackle the thorny issue of customer poaching – what to do when competitors try to steal your clients. We'll discuss strategies for protecting your relationships, building stronger client loyalty, and navigating these challenging situations ethically and effectively.Finally, we'll guide you through the exciting but complex process of transitioning from a traditional real estate firm to launching your own brokerage agency. We'll cover essential steps like obtaining the necessary licenses, building a strong team, and developing a competitive edge in the market.Whether you're a budding entrepreneur, a seasoned real estate professional, or simply curious about the challenges and rewards of self-employment, this episode offers valuable insights and actionable advice.
Are you looking for growth capital for your business? This episode unpacks the world of equity financing. We'll cover the fundamentals: ownership stakes, return expectations, and the delicate balance of control. Learn how to leverage your sales skills to identify and attract the ideal investor. We'll also explore the importance of open-ended conversations, focusing on one key theme at a time, to build strong relationships and secure the best possible deal.
Many entrepreneurs believe their biggest challenge is a lack of funding. But what if the real obstacle lies in your sales approach? This episode explores the surprising connection between sales mastery and true financial freedom for your business.
This episode challenges the common perception that lack of funding is the primary reason for the failure of women-led businesses in Nigeria.We argue that while access to capital is essential, a dearth of sales and business development skills often poses a more significant obstacle.The episode explores how strong salesmanship is crucial for: * Securing funding: Crafting compelling grant applications, effectively pitching to investors, etc. * Identifying funding opportunities: Conducting thorough research to discover relevant grants and funding programs, particularly those designed to support women entrepreneurs in Nigeria.The episode highlights the importance of developing and honing sales and business development skills as a critical pathway to overcoming funding challenges and achieving sustainable growth for women-led businesses in Nigeria.
Many entrepreneurs believe a lack of funds is the primary obstacle to business growth. However, this episode challenges that assumption.We delve into various funding options, including grants, bootstrapping, equity investments, and loans.While access to capital is essential, we argue that a lack of sales and persuasive skills is often the true underlying cause of business failure. These skills are crucial for securing grants, attracting investors, and effectively utilizing any funding obtained.By mastering the art of the sale, entrepreneurs can not only unlock funding opportunities but also build a strong foundation for long-term business success.
In this episode, we delve into Chapter 5 of 'Sell Like a Spy,' focusing on the art of closing deals. We explore the power of urgency and the importance of a direct ask, while debunking the myth of discounting. Learn how to leverage existing client timelines and master the subtle art of persuasion.
In this episode, we delve into the powerful technique of elicitation, inspired by the world of espionage. Drawing from the book "Sell Like a Spy," we explore how to master the art of getting people to open up – a crucial skill for building strong client relationships and achieving sales success.We'll discuss: * The importance of honest and open communication in the sales process. * How to skillfully guide conversations to uncover true client needs and desires. * Practical strategies for eliciting valuable information without being intrusive or pushy. * Real-world examples of how elicitation can lead to greater client satisfaction and successful outcomes.Whether you're a seasoned sales professional or just starting out, this episode will provide valuable insights into the power of elicitation and how to leverage it to build lasting relationships and achieve your sales goals.
This episode explores the crucial role of information gathering in the business world. We delve into the world of Open Source Intelligence (OSINT), a powerful technique for gathering valuable information from publicly available sources. Learn how to leverage tools like websites, social media, news articles, industry publications, and even Truecaller to gather insights on your competitors, potential clients, and industry trends. Discover how to use this intelligence to prepare for meetings, negotiations, and networking events, and ultimately gain a competitive edge in your business endeavors.
Inspired by the book 'Sell Like a Spy: The Art of Persuasion from the World of Espionage,' this episode explores two key techniques for understanding your audience: active listening and body language observation. We discuss the importance of focusing on the customer, being present, using clarifying questions, and avoiding interruptions in active listening. We also delve into the nuances of body language, including cultural context, posture, gestures, facial expressions, and how to interpret verbal cues alongside non-verbal communication. Learn how to decipher the hidden messages your audience is sending and tailor your approach for maximum impact.
Interior Decor Business Strategies: Attract Clients, Build Relationships, & Drive Referrals
Ancestral Chains vs. Sales Systems: Why Your Business Growth Depends on Your Process, Not Your Past
The 4 Pillars of Business Success: Lead Generation, Inbound, Conversions, and Retention
Fashion Business and Marketing for SuccessModule SummaryAre you passionate about fashion but need the business know-how to turn your dreams into reality? This course is designed to equip you with the essential tools and strategies to succeed in the competitive world of fashion.Key Takeaways: * Beyond the Runway: Discover the crucial business aspects of the fashion industry beyond design and creativity. * The Power of Marketing: Learn how to effectively reach your target audience and build a strong brand.Join Tavershima Ayede, a seasoned Business Growth Consultant and Podcaster, as he guides you through the intricacies of the fashion business. Transform your passion into a thriving career or business today!
Ever wondered why some businesses seem to effortlessly attract customers while others struggle? The secret lies in a well-crafted sales funnel.What is a sales funnel? Think of it as a journey your customers take from initial awareness to becoming loyal patrons. It's like a funnel, wide at the top where potential customers enter and narrows down as they move closer to a purchase.The biggest challenge? Most businesses lack a defined funnel. They're shooting in the dark, hoping customers will magically appear.Let's change that.To create an effective sales funnel, start by understanding your target audience. Who are you trying to reach? What problems do they face? Once you have a clear picture, create compelling content that addresses their pain points.A strong lead magnet (like an ebook or webinar) can entice potential customers to share their contact information. Nurture these leads with valuable content and a clear call to action.But what about offline businesses?The same principles apply. Identify where your target audience hangs out, whether it's a physical store, a specific neighborhood, or industry events. Use traditional marketing methods like print, outdoor advertising, and radio to create awareness and drive traffic to your business.Remember, consistency is key. Keep refining your funnel based on data and customer feedback.Key takeaways: * Define your target audience * Create valuable content * Build a strong lead magnet * Nurture leads effectively * Choose strategic locations for offline marketing * Measure and optimize your funnelBy following these steps, you'll be well on your way to building a sales funnel that generates leads, drives conversions, and grows your business.To listen to my podcast, use the link in my bio.#salesfunnel #marketing #businessgrowth #leadgeneration #conversionoptimization #digitalmarketing #offlinebusiness #targetaudience #contentmarketing #leadnurturing #calltoaction
What are Sales objections? Those pesky little barriers that pop up between you and a closed deal! While they can be frustrating, they're actually a golden opportunity to deepen connections and drive conversions.Let's break it down. Objections aren't personal attacks; they're often concerns or uncertainties. When someone says, "It's too expensive," they might be worried about ROI, not just the price tag. Or, "I need to think about it" could signal a lack of clarity, not disinterest.Common Objections and How to Handle Them: * Price: Instead of discounting, focus on value. Highlight unique benefits and how your product/service solves a problem. Ask questions to understand their budget constraints and offer tailored solutions. * Product/Service Fit: This is a chance to educate. Use specific examples and case studies to demonstrate how your offering meets their needs. * Trust: Build credibility by sharing testimonials, case studies, and industry expertise.The Art of Reframing:Instead of seeing objections as roadblocks, view them as opportunities to: * Requalify: Understand the underlying issue to provide a better solution. * Clarify: Educate your prospect and address their concerns. * Trial Close: Gently test their interest and commitment.Remember, every interaction is a chance to build rapport and trust. By handling objections with empathy and expertise, you can turn potential setbacks into sales successes.What's your biggest sales objection challenge? Share your experiences in the comments below, and let's learn from each other!To listen to my podcast, use the link in my bio.#sales #salestips #salesobjections #business #entrepreneurship #marketing #customercentric #conversions #thoughtleadership
Negotiation: a word that often conjures images of high-stakes boardrooms and tense standoffs. But the truth is, negotiation is a daily dance for salespeople. It's about more than just securing a deal; it's about building lasting relationships and creating mutual value.Is negotiation a one-off event? Think again. A skilled salesperson negotiates constantly, from prioritizing features to making concessions. It's a fluid process that starts from day one.So, what does it take to become a negotiation master? * Deep dive into your product and your client: Understanding your offering inside out and your client's pain points is non-negotiable. It's about aligning your solution with their needs, not just pushing a product. * Set clear goals and expectations: Know your bottom line, but also be prepared to walk away. It’s about balance. Determine your price range early on, but remember, not every deal is worth pursuing. * Build trust and rapport: Genuine connections are the foundation of successful negotiations. Listen actively, show empathy, and focus on building long-term partnerships. * Master the art of questioning and objection handling: Ask the right questions to uncover needs, and anticipate objections with thoughtful responses. * Close, but don't over-close: The best deals are built through consensus, not dramatic finales. Guide the conversation towards agreement on smaller points before tackling the big ones.Remember, negotiation is a journey, not a destination. It's about creating win-win situations that benefit both parties.Want to delve deeper? Check out resources from negotiation experts like the Negotiations Ninja podcast and Harvard University's free online courses.Share your negotiation tips and challenges in the comments below!Let's learn from each other and elevate our sales game together.To listen to my podcast, use the link in my bio.#sales #negotiation #business #salestips #salesstrategy #salesleadership #businessdevelopment #clientrelationships #success #growth #negotiationtips, #salesadvice, #businessgrowth
Are you tired of crafting sales proposals that gather dust? It's time to rethink your approach.On this week’s podcast, we dove deep into the art and science of sales proposal optimization. It’s more than just putting together a pretty document; it's about understanding your customer's pain points and crafting a solution-focused narrative.What makes a great sales proposal? * Focus on the customer: Begin by deeply understanding their challenges and how your solution addresses them. Avoid self-promotion and jargon that might confuse. * Keep it simple: Short, clear sentences and a logical flow are key. Remember, your proposal is a tool for communication, not a literary masterpiece. * Show, don't tell: Instead of starting with your conclusions, present the evidence first and let your recommendations shine. * Get feedback: Don't just send the proposal and hope for the best. Engage with your client through calls or meetings to refine your understanding and address their concerns. * Advance the deal: Don't be afraid to ask for the next step. A strong proposal should naturally lead to a clear call to action.The benefits of optimizing your sales proposals are clear: * Increased conversion rates * Faster sales cycles * Higher win rates * Enhanced brand reputationWhat's your next step?Start by analyzing your current proposal process. What's working? What's not? Are you truly understanding your customer's needs?Let's start a conversation! Share your biggest sales proposal challenges in the comments below. I’d love to offer some tailored advice.To listen to my podcast, use the link in my bio.#salesproposals #salestips #salesstrategy #businessgrowth #customercentric #proposalwriting #salesenablement #salesleadership
Decoding Sales Strategies for the Nigerian Market: From ICP Targeting to Outbound vs. Inbound Tactics
The Nigerian Business Etiquette: Building Relationships, Communication Styles, and Dress Code
The Business Idea Paradox: Why Obsessing Over Your Secret Recipe Can Be a Recipe for Disaster
Debriefing for Growth: How to Turn Satisfied Customers into Repeat Business & Referrals
The Nigerian Entrepreneur's Guide to Negotiation: Anchor High, Build Rapport, Focus on Value
The 5 Essentials for Empowering Your Sales Team (Frameworks, Product Knowledge, Technology, Incentives, & Management)
Right Information, Right Time: Turning "Send Me Info" into Actionable Sales Opportunities
Building Consensus: Strategies for Selling When Multiple Stakeholders Hold the Purse Strings
Too Expensive? Unveiling the Two Sides of the ObjectionIn this episode, we tackle the ever-present sales objection: "It's too expensive." We explore two key perspectives to help you navigate this challenge and turn it into an opportunity.Perspective 1: Empathy and EducationAcknowledge and Validate: We discuss the importance of empathizing with the customer's concerns about cost. Ask Powerful Questions: Learn how to ask insightful questions to uncover the root cause of the objection and understand the customer's budget and expectations.Educate and Compare: By exploring what the product or service is being compared to, you can highlight unique value propositions and adjust perceptions of price based on market realities.Tailor Solutions: Discover how to create a customized quote that directly addresses the client's specific needs and budget, offering value without simply resorting to discounts.Perspective 2: Pre-Qualification and TargetingAttract the Right Fit: We delve into the importance of pre-qualification. Explore how to refine your marketing and advertising strategies to target potential customers who are a good fit for your price range. Transparency from the Start: Consider incorporating pricing information into your marketing materials to avoid surprises later in the sales cycle. Early Price Discussions: Learn how to initiate conversations about price upfront to allow those who might find your offering outside their budget to opt-out early. This saves everyone time and allows you to focus on qualified leads. By mastering these two approaches, you can effectively address the "too expensive" objection and convert hesitant customers into satisfied clients.This episode is a must-listen for salespeople, business owners, and anyone who wants to improve their ability to handle price objections and close more deals!
Beyond Numbers: Uncover the Secrets to Sales Success with Data (Even Qualitative Data!)In this episode, we smash the myth that data in sales is all about cold, hard numbers! Host Tavershima Ayede dives deep into the world of data-driven sales, showing you how to harness the power of both quantitative and qualitative data to refine your strategy and skyrocket your sales.We'll explore:Why data is your secret weapon: Discover how data can help you identify your ideal customer profile (ICP), personalize your communication, and improve your sales and marketing processes.Data beyond the spreadsheet: We'll go beyond just numbers and show you how to gather valuable insights from conversations with customers, stakeholders, and even those who didn't buy from you.Mining for gold: Learn how to collect data by analyzing your business activities, reviewing customer interactions, and actively seeking feedback.Turning data into insights: Discover how to analyze your data to understand your best customers, identify areas for improvement, and ultimately boost your sales and profitability.By the end of this episode, you'll be equipped to:Refine your ideal customer profile and focus your sales efforts on the most profitable customers.Craft personalized and relevant communications that resonate with your target audience.Identify weaknesses in your sales process and make data-driven decisions for improvement.Maximize your profits by focusing on the products and services that generate the most revenue.So, ditch the guesswork and embrace the power of data! Tune in and unlock the secrets to data-driven sales success.
Sales on a Budget: Free & Low-Cost Tools for Early-Stage StartupsEver dreamed of growing your business but worried about the cost? This episode is for you, especially if you're an early-stage startup, a tech entrepreneur, or an aspiring social media influencer!We dispel the myth that sales and business development require a ton of money. Host Travershima Ayede shows you how to leverage free and low-cost tools to get things moving.We explore different categories of free and affordable tools to help you:Tools of Record: Track your sales activities and progress (pen & paper, mobile phone, computer, etc.)Tools for Creativity & Ideation: Generate ideas for customer acquisition and growth (AI tools like Gemini can help!) - [for more details refer to the earlier AI episode - "Level Up Your Career & Business with AI: Insights from NBC Youth Empowered" - Published on the podcast April 19th, 2024]Tools for Scheduling: Never miss a sales opportunity! Explore free scheduling options like your phone's calendar app before investing in CRM software.Tools for Communication: Stay connected with potential customers using free options like WhatsApp, SMS, email, and social media messaging.The episode dives into specific use cases:Tech Startup Seeking Investment:Use AI (like Gemini!) to research potential investors and tailor your pitch.Utilize scheduling tools and reminders to manage follow-up activities.Beauty Influencer on Instagram:Leverage AI tools like ChatGPT to create a content calendar and brainstorm ideas.Use Google Calendar to schedule deliveries, and connect with clients (reminders for birthdays and anniversaries are a nice touch!).This episode is packed with actionable tips and free resources to help you grow your business, even on a tight budget!Don't forget to check out the related episodes mentioned in the show:Build Your Sales Machine: Tools to Win Deals Faster - Published on the podcast April 26th 2024
Newsjacking Gone Wrong & Conquering Nigeria's FinTech Frenzy In this episode, we ditch the bad newsjacking habits and dive headfirst into the competitive world of Nigerian FinTech! We'll explore how to niche down your idea to target specific demographics, financial needs (think microloans and Sharia-compliant investing!), and underserved segments. But that's not all! We'll also unpack the power of collaboration and discuss how FinTechs can leverage partnerships with traditional banks to not only stand out but also gain access to a wider customer base. So, buckle up and get ready to conquer Nigeria's FinTech frenzy with actionable strategies, not just trendy news!
NBC Youth Empowered 2024: Power Up Your Future!This episode dives deep into the insights from the exciting NBC Youth Empowered event held in April 2024. The topics covered wereFinancial Literacy Fundamentals: Learn how to manage your money effectively and build a secure financial future.Charting Your Career Course: Explore strategies for career planning, navigating the job market, and landing your dream role.Unlock Your Personal Power: Discover techniques for personal development and mastering the skills you need to thrive.AI: Your Future Business Partner: exploring the incredible potential of Artificial Intelligence (AI) in both your career and business endeavors. We broke down the basics of AI:What is AI? Learn how computers are utilized for problem-solving and decision-making, transforming industries worldwide.The AI Family Tree: Explore different families of AI, including large language models like me, speech recognition, pattern recognition, and image and process design.Demystifying the Magic: We delve into how AI works, uncovering the processes of data aggregation and statistical analysis.AI's Power (and Potential Pitfalls):However, no technology is perfect. We discussed the current limitations of AI, including potential biases arising from limited data sets and the possibility of errors in output. The Art of the Prompt: Learn effective prompting techniques to ensure AI delivers the most relevant and workable solutions for your business problems.AI for Every Stage: Discover how prompting can be used throughout your business journey, from prospecting for new clients to crafting winning proposals and securing deals. By mastering financial literacy, career planning, and the power of prompting AI, you'll be well-equipped to navigate the ever-changing world and achieve success.
Nigeria's Fintech revolution is in full swing, but there's a hurdle many innovative solutions face: building trust.This episode equips you to navigate the unique challenge of overcoming customer hesitancy and establishing your Nigerian Fintech as a trustworthy partner in the financial landscape.Here's what you'll learn:The Trust Gap: Why Nigerians might be hesitant to move away from established traditional banks and embrace new Fintech solutions.Building Trust on a Personal Level: The importance of demonstrating competence, credibility, and a genuine understanding of customer needs.Strategies to Win Broad-Based Trust:Clarity is Key: Clearly communicate the problem your Fintech solution solves for the masses, not just a select few.Regulatory Reassurance: Highlight compliance with Central Bank of Nigeria and Nigeria Deposit Insurance Corporation to showcase security and legal protection for user funds.Safety First: Educate potential users on your robust security protocols to alleviate concerns about their deposits.The Power of Partnerships: Partnering with trusted institutions can give you access to a wider customer base and leverage their existing trust.Social Proof Matters: Promote user testimonials and case studies to showcase the positive experiences of real people.Transparency is Your Friend: Be upfront about fees, terms of service, and any potential risks associated with your solution.Building trust is a marathon, not a sprint. Be prepared for long-term efforts through ongoing campaigns and a commitment to transparency. By implementing these strategies, your Nigerian Fintech can establish itself as a reliable and secure partner, paving the way for long-term success.
Cracking the Code: Selling Fintech Ideas in NigeriaEver felt like your amazing fintech idea is getting lost in a sea of technical jargon? You're not alone. In this episode, we explore the challenges of selling fintech solutions in Nigeria, where complex terms like "blockchain" and "latency" can alienate potential customers and investors.Here's what you'll learn: The pitfalls of using technical jargon and why it can backfire. Why focusing on benefits is key to getting buy-in for your fintech solution. * How to translate complex features like "web3" and "5G" into clear, understandable advantages for your target audience. When (and when not) to use technical terms for maximum impact. The importance of striking a balance between competence and relatability in your communication style.This episode is perfect for: Fintech entrepreneurs in Nigeria Anyone looking to communicate complex ideas more effectively* Business professionals who want to build trust and credibilityConsider these questions: How can you simplify the explanation of your fintech solution? Who is your target audience, and what are their pain points? Remember, effective communication is key to success. Focus on the "why" behind your technology, not just the "how."
Selling Fintech in Nigeria: A Marathon, Not a SprintSelling physical products or even services with tangible deliverables can be challenging, but when it comes to Fintech solutions in Nigeria, the game entirely changes.These innovative solutions deal with abstract concepts – intangible and complex ideas that require a unique sales approach.This episode equips you to conquer the complexities of Fintech sales in the Nigerian market.Here's what you'll learn:The Hidden Hurdle: Fintech solutions aren't like selling apples – you can't simply showcase a product and expect immediate buy-in. We explore the challenges of selling intangible concepts in a complex financial landscape.Embrace the Challenge: Selling Fintech in Nigeria requires planning and embracing the inherent difficulties. Long sales cycles, multiple decision-makers, and the need for in-depth understanding from stakeholders are all part of the equation.Patience is Key: Gone are the days of quick closes. Be prepared for weeks, months, or even years of nurturing leads, educating stakeholders, and building trust before reaching that coveted "yes."Multiple Visits Matter: Don't expect a single meeting to seal the deal. Factor in multiple visits to gauge understanding, address concerns, and ensure everyone is on the same page about the problem you solve.A Symphony of Decision-Makers: Fintech solutions often require buy-in from a diverse group. CEOs, technical users, finance departments, and IT personnel all play a role. Be prepared to tailor your message and address the specific needs of each stakeholder.The Power of Networks: Building strong relationships is paramount. Effective networking opens doors, fosters trust, and creates a foundation for successful sales conversations.Selling Fintech in Nigeria demands a strategic and patient approach. By understanding the challenges and implementing the right tactics, you can turn complex sales cycles into rewarding partnerships and drive Fintech innovation in the Nigerian market.
Building a Booming Nigerian FinTech: Why Sales Expertise is Your Secret Weapon Nigeria's FinTech scene is thriving, but many aspiring founders get caught in a familiar trap. They meticulously craft the tech, secure funding, and launch with fanfare – only to discover their solution doesn't resonate with the market. This episode breaks the mold! We challenge the typical "startup script" for Nigerian FinTech and advocate for integrating Sales & Business Development expertise from the very beginning.Here's what you'll learn:The Pitfalls of the Traditional Approach: Following the usual sequence of concept, business model, regulations, and launch can lead to building a FinTech solution that nobody needs. The Power of Sales & Biz Dev: By prioritizing Sales and Business Development, you can:Validate Your Hypothesis: Test your concept with potential customers before pouring resources into development. Achieve Product-Market Fit: Ensure your FinTech truly solves a problem that the market deems valuable. Reduce Risk of Failure: Minimize the chances of launching a product that gathers dust instead of users.This episode equips you to embark on a smarter FinTech journey in Nigeria. Learn how to leverage Sales & Biz Dev to build a solution with real market demand and position yourself for sustainable success. Ready to take your Nigerian FinTech dream from idea to impact? Tune in and discover the power of sales-driven innovation!
Selling Fintech in Nigeria: Cracking the CodeNigeria's booming fintech space is brimming with innovative startups, but a great idea is only half the battle. This episode dives into the unique challenges of selling fintech products and services in the Nigerian market. We'll unpack the world of fintech: What exactly is fintech? It's all about leveraging technology to solve problems in financial services. * Think mobile payments like Paga and OPay, online banking offered by traditional institutions, or even crowdfunding platforms like Fundall. We'll even explore the potential of blockchain technology in the future of Nigerian finance.But selling your innovative fintech solution requires more than just a great app. By understanding the challenges and mastering the art of the sale, you can turn your Nigerian fintech dream into a thriving reality. Tune in for this episode and the next in the series and get ready to take your fintech business to the next level!
Forget about the "freestyle" sales approach! This episode dives into the importance of building a structured sales machine to take your business to the next level.Here's why a structured approach matters:Consistent Customer Experience: A defined framework ensures your team delivers a positive and consistent experience to every potential customer.Cohesive Brand Image: A structured approach promotes a clear and unified brand message across all sales interactions.Delivery on Promises: By understanding your capabilities, you can avoid overpromising and ensure you can deliver on customer expectations.The Sales Machine Blueprint:We explore the three key pillars of a successful sales machine:Framework & Process:Define a simple system (script, framework, or sales philosophy) to guide your team through the sales cycle.This includes steps for:Identifying your Ideal Customer Profile (ICP)Initiating conversations with potential customersUncovering customer needs and pain pointsCrafting compelling proposals and presentationsClosing the deal effectivelyBy building a well-oiled sales machine with structure, people, and the right technology, you can transform your sales efforts, close more deals, and achieve consistent growth for your business.Listen now and unlock the secrets to building a winning sales machine!
Sharpen Your Skills, Strengthen Your Impact: Sales & Business Development for AML/KYC ProfessionalsForget the stereotype of AML/KYC analysts solely focused on technicalities!This episode explores how honing sales and business development skills can significantly enhance your impact in the fight against financial crime. We delve into how these skills can empower you to:Communicate Effectively: Present complex findings persuasively, influencing colleagues and gaining buy-in for necessary actions.Build Trusting Relationships: Foster strong connections with internal stakeholders in compliance, legal, and other departments, leading to better collaboration.Negotiate & Educate: Confidently negotiate with clients on KYC/AML requirements and educate them on the importance of these procedures.By mastering communication, relationship building, and influence, you can become more than just an analyst.You can become a persuasive advocate within your bank, strengthening your team's effectiveness in preventing money laundering and fraud.This episode is a must-listen for AML/KYC analysts, transaction monitoring specialists, and anyone looking to elevate their impact in the financial crime arena!
Don't Get Lost in the Holiday Hustle: Personalized Messaging for Business GrowthForget the impersonal greetings and generic broadcasts! This episode dives into the power of personalized messaging during religious holidays to nurture client relationships and stay top-of-mind.We explore why generic messages fall short:Ignored & Forgotten: Mass broadcasts often get overlooked, failing to make a lasting impact.Missed Opportunity: They miss the chance to connect with clients on a personal level and strengthen relationships.The solution? Craft templated messages that allow for easy personalization.Add a personal touch: A simple insertion of the client's name can make a big difference.Open the door for conversation: Personalized messages can spark casual interactions, fostering stronger connections.While personalization requires more effort than a mass broadcast, the long-term benefits are undeniable:Relationship Building: Personalized messages demonstrate thoughtfulness and build trust with your clients.Top-of-Mind Awareness: Regular, personalized communication ensures you stay in your clients' thoughts.Future Opportunities: Nurtured relationships can lead to future sales and referrals.This strategic approach to festive follow-up isn't about immediate results, but about cultivating loyalty and growth in the long run.
Customer Focus: The Secret Weapon for Nigerian Startups This episode cuts through the noise surrounding startup culture to reveal a fundamental truth: strong sales and business development practices are the key to navigating growth, regardless of whether your business is a tech-enabled startup or a more traditional early-stage venture.We explore two common misconceptions about startups:Unique Challenges: There's a myth that startups face inherently unique challenges. The truth is, core business practices like effective sales and customer focus can solve most growth hurdles.The "Tech Startup" Mold: Not all startups fit the mold of venture-funded, tech-focused companies aiming for astronomical valuations.So, how can any Nigerian startup achieve sustainable growth? The answer lies in a customer-centric approach:Validate Your Idea: Before diving in, ensure there's actual demand for your product or service. Conduct market research and gather customer feedback to validate your business concept.Customer Feedback is Gold: Invest in processes to capture customer feedback – it's the lifeblood of improvement! Feedback helps you refine your product, service delivery, and ultimately, build a loyal customer base.Prioritize Customer Success: Happy customers are repeat customers and brand advocates. Make customer success a core focus by providing excellent customer service and support.By prioritizing customer validation, feedback, and success, you'll gain valuable data to drive product improvement and exceptional service delivery. This customer-centric approach is the secret weapon for achieving sustainable growth in the Nigerian startup ecosystem!
Less is More: The Power of Targeted Marketing at Networking EventsShow Notes: Networking for Relationships, Not SalesTired of awkward sales pitches at networking events? In this episode, we debunk the myth that networking is all about selling your services. We explore effective strategies to build meaningful connections and showcase your expertise without being pushy.You'll learn: Why networking events aren't ideal sales pitches: Attendees have different goals, and aggressive sales tactics can backfire. The power of a targeted approach: Focus on building relationships and understanding others' needs before promoting your services. Limiting your service offerings: Simplifying your sales message allows you to tailor it to individual conversations and marketing materials.By following these tips, you'll be well on your way to: Making valuable connections with potential clients and industry professionals. Creating a lasting impression through genuine conversations and genuine interest. Positioning yourself as a trusted advisor who can solve specific problems.Networking events are fantastic opportunities to build relationships, not just sales pipelines. By shifting your focus, you'll attract ideal clients and build a strong professional network that fuels your business growth!
The Opt-In Advantage: Building Trust & Engagement in Business OutreachStop the Spam, Win More Business: The Opt-In Advantage in OutreachIn this episode, we delve into the world of business outreach, specifically how to avoid turning prospects off with intrusive tactics. We explore the concept of "intrusiveness" in business outreach, defining it as pursuing a business relationship without cause or permission from the other party. The episode features a real-world case study: an unsolicited Whatsapp message trying to sell Facebook advertising. We unpack the mistakes involved, including failing to: Allow potential customers to opt-in to communications. * Segment audiences properly to avoid irrelevant outreach. * Confirm genuine interest in the product or service before launching into a sales pitch.By prioritizing opt-in consent and confirming interest, you can dramatically reduce the feeling of being "spammed" among potential customers. This approach leads to: Increased engagement with your outreach efforts. More effective sales conversations. Reduced negative perceptions of your brand and offerings.Learn how to ditch intrusive tactics and embrace permission-based prospecting for a more respectful and successful business outreach strategy!This episode is a must-listen for anyone involved in sales, marketing, or business development.
Sales Velocity Secrets: How to Generate Consistent Revenue & Fuel Your BrandSales First, Brand Later: The Counterintuitive Path to Growth (ft. Client Case Study)In this episode, we dive deep into a client consultation that challenges the traditional approach to business growth. We explore the surprising reality that prioritizing sales strategy over immediate brand building can be the key to long-term success. The conversation highlights the importance of foundational data for effective marketing and branding efforts. We discuss the concept of Ideal Customer Profile (ICP) and how defining your target audience is crucial for crafting a winning sales strategy. We unpack the concept of Sales Velocity and how it's influenced by factors like the number of sales opportunities, deal size, win rate, and sales cycle length. This episode is a must-listen for any entrepreneur or business owner who wants to: Understand why sales strategy should be the cornerstone of growth. Learn the key metrics you need to gather before investing in branding. Discover the power of sales velocity and how to optimize it for consistent revenue. Gain valuable insights from a real-world client case study.Remember, brand building is important, but a strong sales engine is the fuel that propels your business forward. Tune in and discover the counterintuitive path to achieving consistent sales and sustainable growth!
Bridging the Gap: From Tech Support to Wedding Planning - The Power of Multidisciplinary Skills with KelleyFrom Car Diagnostics to Dream Weddings: Leveraging Different Skills for Success (ft. Kelley, Abuja Wedding Planner)This episode dives into the unexpected world of business development with Kelley, a successful wedding planner based in Abuja, Nigeria. Kelley's journey might surprise you! We explore how her diverse background, ranging from tech support and customer care in the US to retail and human resources, has equipped her with the key skills needed to thrive in the wedding industry. The conversation highlights the importance of multidisciplinary backgrounds in fostering creative problem-solving and building strong relationships with clients. Kelley shares valuable insights on how seemingly unrelated experiences can translate into a strong EQ (emotional quotient)/ EI (emotional intelligence), both crucial for business success. Whether you're aspiring entrepreneur or simply curious about how diverse experiences can shape a career path, this episode offers inspiring takeaways and practical tips.
Texting Your Way to Success: WhatsApp for Business GrowthForget the limitations of email and impersonal SMS!This episode explores the power of WhatsApp as a game-changer for fostering trust and thriving business relationships. We dive deep into how to leverage this ubiquitous communication tool for business growth.Here's what you'll discover:Beyond Memes & Messaging: Uncover the hidden potential of WhatsApp for building personalized connections with customers and prospects.The Power of Conversation: Harness the direct and friendly nature of WhatsApp chats to share valuable information, provide exceptional customer service, and nurture trust.Smart Qualification: Learn how to use WhatsApp conversations to identify your ideal customers and efficiently allocate your time and resources.From Chats to Conversions: Explore strategies for leveraging WhatsApp to secure appointments, confirm orders, and drive sales.The Customer Success Advantage: Discover how WhatsApp excels at handling customer inquiries, fostering satisfaction, and gathering valuable testimonials and referrals.Follow-up Made Easy: Utilize WhatsApp to stay connected with customers, ensure post-purchase satisfaction, and encourage repeat business.Listen to the full episode now and take your customer relationships to the next level!
From Chats to Customers: Turning WhatsApp into Your Lead Generation MachineThis episode dives deep into the untapped potential of WhatsApp for explosive lead generation. Host Tavershima Ayede shatters the myth of WhatsApp being just a platform for memes and gossip, revealing powerful business features you've been missing.Here's what you'll learn:How to leverage WhatsApp's massive user base to connect with potential customers who are already comfortable using the platform.Hidden business features like the product catalog with external links to capture leads and drive traffic to your website, online store, or other desired destinations. The art of the auto-response message: We explore its limitations and offer strategies to avoid creating a false sense of responsiveness. Unleashing the power of Facebook & Instagram Ads: Learn how to utilize these platforms to run targeted ads that seamlessly connect users directly to your WhatsApp business profile.WhatsApp for Lead Capture: Master the art of converting website visitors and casual scrollers into qualified leads. We discuss valuable tools like website chat widgets and Instagram integrations.Ready to turn your WhatsApp into a customer acquisition powerhouse? Listen to the full episode now and unlock the hidden potential of this ubiquitous communication tool!
Episode Summary: The Nigerian Hustle: Turning Sneakerheads into CustomersForget the hard sell! This episode takes you on a journey with a fictional Nigerian entrepreneur launching an online streetwear and sneaker brand. Host Tavershima Ayede uses this case study to demonstrate how to build a winning sales process specifically tailored for the Nigerian market.We ditch the one-size-fits-all approach and instead focus on creating conversations.Learn how to identify your Ideal Customer Profile (ICP) - the perfect Nigerian sneakerhead for your brand.Here's what you'll discover:Why a sales process should be a conversation, not a forced close.How to use online strategies like social media to spark interest and identify potential customers.The importance of qualifying leads - separating casual interest from genuine buying potential.Conversation tactics you can use to guide potential customers through the buying journey.Building a sustainable sales funnel that goes beyond the hype and attracts loyal customers.Ready to transform your Nigerian online store from likes to loyal customers? Listen to the full episode now!In today's competitive online marketplace, building relationships is key. This episode equips you with the tools to create a winning sales process that resonates with Nigerian customers and turns sneakerheads into raving fans (and paying customers) of your brand.
Cracking the Code: Your Step-by-Step Guide to Sales SuccessForget chasing leads and forcing closes! This episode dives deep into the secrets of building a winning sales process. Host Tavershima Ayede breaks down the key stages, from generating qualified leads to closing deals with confidence.In this episode, you'll learn:What a true "lead" really is (and how to find them).Lead generation strategies that attract the right people.The art of qualification - separating curiosity from genuine interest.Powerful conversation tactics to guide prospects on a buying journey.The secret to closing deals with confidence (without being pushy).Ready to transform your sales approach and convert casual interest into committed customers? Listen to the full episode now!Don't just generate leads - cultivate committed relationships! This episode equips you with the tools to build a sales process that works, attracting the right customers and closing deals with ease.
Forget the one-size-fits-all sales pitch! This episode dives deep into the world of sales in Nigeria, exploring the nuanced relationship between universal sales principles and cultural context. Host Tavershima Ayede argues that while core principles like trust and familiarity remain crucial, their application requires a deep understanding of personal, social, and cultural contexts. The episode unpacks the importance of adapting traditional sales tactics. We explore familiar stages like prospecting, qualification, and closing, highlighting the need for cultural sensitivity at each step. Here's what you'll learn: Why universal sales principles require cultural adaptation for success in Nigeria. The importance of trust, familiarity, and pre-existing relationships in complex sales. How seemingly simple tactics like greetings and handshakes can have unexpected cultural implications. Strategies for observing cultural nuances and adapting your sales approach accordingly.The key takeaway? Ditch the cultural assumptions and embrace the power of observation and research. In today's globalized world, cultural sensitivity is a must-have skill for any salesperson. This episode equips you with the tools to navigate the Nigerian market with confidence and success. Ready to sell smarter, not harder? Listen to the full episode now!
Nigeria's business landscape presents unique challenges for entrepreneurs and self-employed individuals. This episode dives deep into the current realities, including high cost-push inflation and rising energy costs. We explore the impact on living conditions and the increased burden on businesses due to generator fuel, rent, and other production factors.The episode doesn't shy away from the difficulties, but host Tavershima Ayede offers solutions and strategies. We discuss how increasing sales and adjusting pricing can help offset rising costs and ultimately improve quality of life.We delve into the question: Can you still sell more even in a harsh economic climate? The answer might surprise you. We explore how essential goods and services remain in demand, but also acknowledge that even "vanity purchases" like weddings, phones, and cars can find a market.The key takeaway? Developing strong sales skills and a commitment to prospecting are crucial for success. The episode concludes by emphasizing the importance of continuous learning, including listening to informative podcasts like yours!In this episode, you'll learn:The current challenges facing Nigerian businessesHow inflation and energy costs impact the marketStrategies to increase sales and offset rising costsWhether essential or non-essential goods perform better in a tough economyThe importance of sales skills and prospecting for Nigerian entrepreneursReady to navigate the Nigerian business landscape and thrive? Listen to the full episode now!
Niche Down, Stand Out: How to Dominate Your Market by Focusing on LessShow Notes Summary:In this episode, we dive deep into the powerful concept of niche marketing and explore how it can transform any business. We use the curated hamper and gift-giving industry as a compelling case study, but the principles apply universally.Here's how niching down can empower your business:Stand Out from the Crowd: Escape the sea of sameness and attract a specific audience with targeted offerings.Develop Expertise & Credibility: Become a recognized authority within your niche, fostering trust and confidence.Sharpen Your Value Proposition: Clearly communicate the unique value you deliver to your ideal customer.Command Premium Pricing: Justify higher prices by offering specialized products and experiences.Targeted Marketing & Engagement: Focus your marketing efforts on reaching the right audience, maximizing impact.Build Stronger Communities: Foster deeper connections and loyalty with like-minded individuals.By embracing a niche strategy, you can unlock significant growth potential and establish yourself as a leader in your chosen market space.Remember: Niching down isn't about limiting your potential; it's about focusing your energy and resources to achieve greater impact and success.
Beyond Writing: The Business of Books with Nigerian Author Chinyere IfedioraHere's a message from the author...Learn more about my books here https://www.amazon.co.uk/stores/author/B08GZF4DFL/about
Amina Tokunbo Banu: Decoding Demographics & Mastering Ethical MarketingFor marketing tips and to learn more about her services, follow her team @LogiaComms on Instagram, Twitter, and Facebook
Unlocking LongTerm Growth: The Client Relations Blueprint for Nigerian Businesses - Adenike AdegbiteHere is the link to her LinkedIn profile. Feel free to connect with her using the link to her LinkedIn profile:https://www.linkedin.com/in/adenike-adegbite-309b941b0?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=android_app
Fintech & Fish Farms: The Future of Sustainable Aquaculture & Business Success Contact Samuel Paul for Aquaculture Learning Opportunities;Email : pescademy@gmail.com or aquaorg0@gmail.comOr Call Directly; +2347057155412, +2348081328446Chat directly on Business WhatsApp +2347057155412Or subscribe to the email list ; Pescademy.substack.comHis Personal LinkedInhttps://www.linkedin.com/in/samuel-paul--?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=android_appInstagram >>>https://www.instagram.com/pescademy_by_aquaorg?igsh=MzNlNGNkZWQ4Mg==LinkedIn >>>https://www.linkedin.com/company/pescademy/YouTubewww.youtube.com/@Pescademy
Distribution Dilemmas: Choosing the Right Channels for Your Business (Makurdi Catfish Scenarios)
Sample Content Calendar for a Beauty & Skincare Entrepreneur on Instagram (Targeting Mothers in Abuja & Lagos)Week 1:Monday: Live Q&A session with a pediatrician on common child skincare concerns (e.g., eczema, baby acne).Tuesday: Product demonstration: Gentle cleansing routine for mothers and children using your brand's products.Wednesday: Before-and-after photo story: Showcase a mother's journey to achieving clear, radiant skin with your products.Thursday: Interactive poll: Ask mothers about their top child sun protection concerns and product preferences.Friday: Collaboration post with a local mommy blogger: Share her skincare routine for her and her kids.Weekend: Run a "Natural Skincare Challenge" giveaway: Encourage participants to share their natural skincare tips for mothers and children.Week 2:Monday: Educational story: Debunking common myths about child skincare (e.g., using harsh soaps, applying adult products).Tuesday: Product tutorial: DIY natural sun protection spray for children.Wednesday: Before-and-after photo story: Highlight a child's journey to overcoming skin irritation using your gentle products.Thursday: Interactive quiz: Test mothers' knowledge on child skincare essentials.Friday: Collaboration post: Partner with a Lagos-based family-oriented account to share fun & educational activities for healthy skin.Weekend: Announce winners of the "Natural Skincare Challenge" and share the best tips submitted.Week 3:Monday: Live Q&A session with a dermatologist on maintaining healthy skin during pregnancy and postpartum.Tuesday: Product spotlight: Highlight your brand's commitment to natural, safe ingredients for children's skin.Wednesday: Before-and-after photo story: Showcase a mother-daughter's journey to achieving glowing, healthy skin together.Thursday: Interactive poll: Ask mothers about their preferred ways to learn about child skincare (videos, blog posts, etc.).Friday: Collaboration post with an Abuja-based pediatrician: Share expert tips on managing common child skin conditions.Weekend: Host a "Skincare Storytime" session: Read a children's book about skin health and answer questions in the comments.Week 4:Monday: Educational story: Explain the importance of consistent skincare routines for children and adults.Tuesday: Product tutorial: Create a fun DIY face mask for mothers and children using natural ingredients.Wednesday: Before-and-after photo story: Share a child's journey to overcoming acne with your targeted treatment products.Thursday: Interactive quiz: Test mothers' knowledge on the impact of diet and lifestyle on skin health.Friday: Collaboration post: Partner with a local organization supporting mothers and children to promote healthy skin habits.Weekend: Run a "Best Skincare Tip" contest: Encourage mothers to share their favorite tip for healthy skin and award prizes.Remember: This is just a sample calendar, and you can customize it based on your specific brand, audience, and goals. Be flexible, experiment with different formats, and track your results to see what resonates best with your target audience.Additional Tips:Respond to comments and questions promptly to build engagement.Maintain a consistent aesthetic and brand voice on your Instagram page.By following these tips and creating a consistent content calendar, you can effectively utilize Instagram to educate, engage, and ultimately build a loyal customer base
How to Business: Validate Your Diagnostic Lab - Hospital Insights Case StudyExplore actionable strategies for validating a medical diagnostics laboratory idea by engaging with hospitals, clinics, and specialized medical centers. From identifying key contacts to in-depth interviews and site visits, learn how to gather invaluable insights into their needs, customize services, and build relationships. Uncover the secrets to refining your offerings, networking, and collaborative opportunities, ensuring a genuine approach that enhances the likelihood of a thriving diagnostics business.
Lab Launch: Talk & Validate Before Investing! 🏥Uncover Your City's Health Needs in 3 Steps! Target Market Talks & Validation Tips! And the Need for Wisdom: Talking to Real People First!
Gratitude Overflow: Thank You, 2023 Allies! Let's Thrive in 2024 Together 🚀 #PodcastGrowth
Crafting Success: Ripples Prints Unveiled! Business Growth, Authenticity, & Networking with Olabisi AdeyemiVisit her website and connect with her at www.ripplesprints.com
Networking Gold: Beyond Handshakes! Uncover the Power in Formalized Connections #AlumniUKInsights
Mastering the Art of Selling in Business. Why Marketing Alone Isn't Enough, and How to Turn Attention into Paying Customers! From Clicks to Conversions!
Embracing Principles and Crafting Your Own Selling Palette: Demystifying Sales for Artists and Debunking Myths for Creatives
Who Calls the Shots? Unveiling the Dance of Power, Timing, and Status in Closing Deals: Navigating Control in Business Interactions
Selling with Clarity: Decoding the Dance Between Branding, Relationships, and Your Bottom Line
Influence Unveiled: Navigating the Crossroads of Entrepreneurship, Persuasion, and Authentic Engagement
Capitalizing Creativity: Navigating the Entrepreneurial Landscape - Case studies in akara entrepreneurship
On this podcast episode, we delve into the significance of personal branding in the context of personal selling. We highlight the balance between maintaining a professional image, and the authenticity of one's personal brand. Listeners can expect insights on aligning interests, traditional sales criteria, and the extent to which personal branding plays a role in the sales process.
Empowering Nonprofits: Bridging the Gap Between Sales and Social Impact with Martha TawiyahThe key themes of this podcast episode shows the intersection of business development principles with nonprofit growth. We also look at Martha Tawiyah's inspiring work in women's empowerment through her Mumsbooth Empowerment Initiative. The episode also encourages listeners to learn how to apply business strategies to drive social change.To connect with Martha and support her work, use the following linkswww.mumsbooth.comInstagram @mums_boothFacebook : MumsboothLinkedIn : Mumsbooth Empowerment InitiativePersonal LinkedIn: Martha Tawiyah
Podcast shownotes - Links and other details for Alexia The older "Alexia" episode:The Business of Beauty - Building a Retail Brand with Alexia Horsfall - Business Feature Lagos https://anchor.fm/tavershima-ayede1/episodes/The-Business-of-Beauty---Building-a-Retail-Brand-with-Alexia-Horsfall---Business-Feature-Lagos-e2b0f3iInstagram:https://instagram.com/alexiahorsfallbeautyWebsite:alexiahorsfall.com
The Business of Beauty - Building a Retail Brand with Alexia Horsfall - Business Feature Lagos - For questions, connections, or to order, check out Alexia on...https://instagram.com/alexiahorsfallbeautyalexiahorsfall.com
Should you only focus on one social media platform to grow your business? And which should it be?
Is posting content the solution to your sales problems and poor profits? The need for conversion skills part 1
The Albert Conversations 2023 - Problems in raising business finance and reaching decision makers in business
Entrepreneurship, Critical thinking, Networking, & Communication skills - The EDOOFA finale!
Sales Dynamics 2 - Finding and engaging with prospects and key decision makers - the OCIF files
How to staff and handle your business exhibition booth - Albert Conversations Case Study ABUJA
What's the difference between an investor and an entrepreneur? Audience question from Sinenhlanla Sne
How do you make people trust the product that you're selling? Audience question from Tafadzwa Denga
What is the link between personal selling and the market? Audience question from Neo Chando
Critical thinking and problem solving skills - how to become the wisest person in the room - the Edoofa summaries
Are you starting a career in business development? Here's what to expect! And why every Nigerian woman should get involved.
Why you need the big 3 to grow your business. Doing the heavy work today to grow profits tomorrow!
Dear Remilekun - LinkedIn relationships, selling online, frameworks, and asking for sales in the DMs
Conversations with Remilekun and more ideas about how to handle being GHOSTED in business
Dear Remilekun, this is when spamming and high touch/ direct sales messaging is profitable
Building back door influence for your business - lobbying and "man know man" factor in business
A case study in outdoor sales and marketing in Benin city - smart, automated, and security devices
WhatsApp business communities, using the phone to promote your business, how to work business deals, and random stuff since I've been gone
Corporate VS private buyers? Case study - LAGOS souvenir sales - the advantages of B2B over B2C
Altering "packages" and other ways to deal with PRICE complaints from buyers and clients - Case study - souvenir sales - LAGOS Nigeria
Scaling VS Conversions - What you should be doing to grow your business - Case study GOMBE coach
People like my product but they say my price is too high! Case study in souvenier sales LAGOS
Get funding & volunteers for your NGO/ Charity/ Not for Profit Org using sales & business dev skills
What to do when the buyer says "your price is to high!" - case study - 3D and graphics design in JOS
How to set your prices? Cost based? Value based? Project based pricing? Does it even matter?
Solving employee, hiring, and personnel problems using sales and business development principles
Getting around the problems of corruption and bureaucracy - doing business in Nigeria 101
Doing business in Nigeria 101 - SMEs against corruption, bureaucracy, and multiple certifications...
How to get meetings with only "qualified" and "serious" buyers - the art of using the phone
Infrastructure challenges of doing business in Nigeria - The WhatsApp School of Business
Why the big 3 are important to closing a sale - live case study on how not to use WhatsApp to sell
The foundational elements of a good sale and growing your business, and the prequel to the SMEDAN conversations
How to discover your core value proposition, the unique value you bring to the market, and the real reason why people buy from you!
Good business messaging begins when you know your core value proposition/ unique value proposition/ unique selling point!
The sales enigma: Understanding the hidden connection between logic and emotion in selling
Mr Emmanuel the Customer Acquisition Specialist would like you to follow him for more if you're interested using the following details Follow me @succeedwithswellbridge on Instagram for Real Estate Lead Generation and client acquisition tips
You should only be spending your time and money on things that are worth it. If business and self development aren't worth it, that's okay as well!
What is customer retention? How does it affect revenue and profitability? Can customer retention be a competitive edge for your business? What are the metrics you need to be sure you're on track with retaining customers? And what strategies can we explore for improving customer lifetime value? These and many more are the issues explored in today's epsiode.
Can we really influence people in business to do things they don't want to? How can we verify that a business idea will work before we dive full force and all in? Are there ethical ways to "spin" a conversation with potential clients? Is it okay to post entertaining content on social media like dancing, pointing, social media challenges, trending audio, etc to grow our business? All these and many more were questions tackled in Q and A and post event conversations for the Brunch and Bond event on June 22 Abuja 2023.
Does it matter the personality of your employees? Should you outsource your sales and marketing functions in the business? And how do you enable your employees to sell better for the business? This is the final installment/ summary of the conversations and topics discussed during the ladies business networking session for the Brunch and Bond Group in Abuja on the 22nd of June 2023. It's also a fine example of why female business networking is essential, and why you should be seeking out like minds in your city if you're a female entrepreneur concerned about business and professional development with individuals who can relate with your unique experience in business.
What is the perfect sales process for your business? The Brunch and Bond episode Part 1
Conversations with Abuja Business Women's Professional and Business Networking Group - Brunch and Bond 22 June 2023
How do we build a bridge to greater sales and busines profits? How do we guarantee our profits and engage in social impact? What are inbound and outbound philosophies of doing business? And how do they relate to the way we're already doing business practices today? And why is female business and professional networking important anyway? These and many more questions toyed with in today's episode!
Are you tired of chasing customers and potential clients? Would you be happier if they chased you instead to do business with you?
What's the better outcome? Chasing after customers? Or having potential clients chase after you?
What are your business goals for using either inbound or outbound systems for growing your business?
Bonus episode - Why text communication isn't as effective as you think, and why it's not such a bad idea to work for free!
Two different perspectives for growing your business: Inbound Vs Outbound! Why it's not a good business strategy to keep hopping from pillar to post to grow your business and your profits.
Should you be offering concessions or discounts to "close the deal" with a potential customer or other business associate?
What does your ideal prospect look like? And why is this the most important question you can ask yourself in business?
Should you give away free samples or free services to entice someone to do business with you?
Will having a business board or board of directors help with your sales and business development?
Will becoming a "domain expert" make you automatically more valuable to your clients and business associates?
Is it good to "educate" and "offer insights" to people to get them doing business with you?
Is a business sponsor going to solve all my problems? Lessons in investor and stakeholder management
Is it bad to be "pushy" and "obnoxious" when it comes to promoting your business or investment idea?
How conversations around timing is causing more quarrels with your clients than you know!
When is the best time to start a business? Can you ever plan enough? And what's the perfect strategy?
The reason why youre being ignored? Circusmtances might have changed! What to do about being GHOSTED
The information you must have from potential clients and customers before you try to close the sale!
What's the best way to reach out to strangers for business purposes? Phone calls? Emails? or LinkedIn?
What's the best way to use phones in business?Make sure you don't have too many numbers! - difficult to promote on marketing materialMake sure all numbers are publicly available - if you don't put them on social media, billboards, website, etc, no one will know where they are and can't call inSend SMS/ voicemail/ Voice Notes/ email/ etc after missed calls - people need to know WHO called and WHY before they can decide if it's worth calling you back and taking further action.Case in point - scrap metal buyer LAG - multiple numbers (who's calling?)/ odd hours (who could be calling at this hour?)/ no messages following call attempts (who's calling and why is this person reaching out to me)Solution in this case - 2 or 3 numbers only/ during working hours (def not at night)/ SMS and whatsapp after calling (I would know know WHO is calling, WHY they're calling and WHAT I need to do to get the ball rolling again)-------------------------------------------That's all folks!CTA - SUBSCRIBE FOR FREE - SALES FOR THE NIGERIAN BUSINESS PERSON PODCAST - SPOTIFY/ GOOGLE/ APPLE ITUNES/ POCKET CASTS/ ANCHOR/ OVERCAST - ANY PODCAST PLAYER OF CHOICE - ALSO CONNECT WITH ME ON LINKEDIN - TAVERSHIMA AYEDE - RHYMES WITH HIROSHIMA - See you at the next episode!
Are your sales people a cost to the business?Background - some people perceive some business expenses as COST CENTRES and others as PROFIT CENTRES.Cost centres - dont make you any profit and don't add to the bottom line e.g HR functions and security personnelProfit centres - things you do that are directly tied to bringing in revenue in the business e.g product lines and customer segments.Why is this question important? Because some people see sales and marketing as cost centres to the business - operations in the business that are more COST than BENEFIT.That's the reason why - people don't want to hire sales consultants - people don't want to hire more salespeople or marketers - people don't want to spend money on advertising and promos (aiming for organic growth) etcThe rationale - if it's more cost than benefit then there's no point spending the moneyTwo philosophical problems with this approach 1. Misunderstanding of the value and role of sales and marketing - the idea that the product sells itself and that referrals are what you need for business growth2. Wrong idea that cost cutting/ lean management is the greatest skill you can exercise in businessRole of marketing in business? - awareness - nobody can buy without being aware of the company/ product lines/ services Marketing ends up being a series of "one to many" conversations - advertising/ promotions/ online content/ etc.Sales - subset of marketing discipline where you have "one to one" conversations to not only biuld awareness, but confirm the order and get the sale.Marketing and sales and the business functions most directly responsible for bringing in profit.They are not cost centres. They are profit centres.The problem is everything thinks it should be intuitive, come naturally, and most people freestyle which makes it VERY INEFFECTIVE in most business.Sales and marketing to be done effective require training, frameworks, and learnable skills to be imbibed by everyone who comes in direct contact with customers/ clients (sales team/ receptionist/ delivery driver/ engineers working on site - team member who actually carries out the work and interacts with the customer or client/ etc).IF SALES AND MARKETING ARE ONLY BRINGING YOU MORE COSTS IN YOUR BUSINESS, YOU AREN'T DOING THEM RIGHT - your options are either learn how to do sales and marketing better but using tone of free resources on the internet (podcast over 612 free episodes), or hire a business consultant (like me).Does the propduct sell itself - NO - you need a sales person or marketer to negotiate distribution to put it on the market shelf - you need sales people and marketers to negotiate with stockists/ traders so your goods enter the open market - you need marketing, promotions and sales skills to put your product or service out on Instagram/ TV/ the whole wide world - THERE IS NO MYTHICAL PRODUCT or serive THAT SELLS ITSELF.Are referrals all you need to grow a business? NO effcient selling and marketing skills CREATE A HAPPY CUSTOMER WHO IS THE FOUNDATION FOR GOOD REFERRALS. Referrals only happen BECAUSE of a good selling experience/ marketing experience/ customer service experience, etc. Referrals don't create themselves.Is cost cutting/ lean management the greatest business skill towards growing a business? NOCost cutting is essential because there's no point in spending money/ being wasteful if you don't have to.But the greater skill is in BRINGING IN MONEY IN THE FIRST PLACE. It's only when we have money that we can quibble over whether we're being wasteful or not.Money only comes into the business when a customer has been created. The customer or client pays for a product/ service and gives us the money to practice lean managment on.Creating or attracting that customer is the responsibility of sales and marketing.Sales and marketing are not cost centres. They are profit centres.....
Should potential customers always send us feedback on proposals as an act of professionalism, etiquette, and business courtesy?
Is this a problem worth solving now? More reasons why your customer or client isn't buying today!
When is the best time to send the proposal? And should you be sending one out in the first place?
Why you shouldn't be asking "have you read my proposal?", or "have you looked at my email?"
What are the "must have" contacts you need to grow your business? ...Why "delivery" and "fulfilment" have outsized impact on your businesses.
Is this deal moving forward or not? The real reason why you're waiting months and weeks to hear from your customers and clients!
Do I have to wait weeks or months to get a response from potential customers and clients?
Should you be putting a lot of time and effort into producing offers, proposals, and presentations?
Ideal customer profiles and personalized messages - come correct using email for business outreach
Another reason why your potential client says "let me think about it", and it's your fault...
The customer likes your product and is interested, but says "let me think about it", what next?
Episode 583 - if you missed something earlier, how do you go back and fix it? Recovering the sale when things go bad
Episode 578 - does high digital quotient affect how we qualify customers and potential clients?
Episode 574 - Prospecting and canvassing for finding new business, leads, and customers.
Episode 521 - How to get better at business presentations and public speaking - traditional VS sales perspectives
Is speed networking a good idea? And why you should pay attention to customer feedback over industry trends
What is the best recording process for a podcast? And is there a BEST way for doing anything in business for that matter?
Failure in business doesn't have to be such a bad thing because it helps you figure out which clients are not for you, how not to use your product or service, and which groups of people don't find value in what you offer. Embrace it! This information will come in handy for business progress in the future.
Which should you do first in your business? Branding? Advertising? Or selling? Most people do branding and advertising before selling, but it should be the other way round because selling gives you “one on one” interactions with the customer so you can figure out who they are, what they like, how they use your product and service, and THEN you can use all this information to craft your branding and advertising messaging.
Mutually beneficial relationships are good in business and SALES is a good framework for getting you to think “mutually beneficial” at all times. This is because selling requires you to have an intinmate knowledge of the other person’s problems and visions before you can explore how it is aligned with your own interests. Learning how to sell teaches you to look at the other person first.
Open and fun conversations don't make you money, eventually you have to bring in the snails! If you are a snail trader that is. We have to learn to transition from open and fun conversations into conversations about our products and services.
Should you start off your business journey by making sure you have all the logos and branding done right? You shouldn’t do also this until you have validated that you have a product or service that the market wants. Besides that, having sales conversations with real life customers in the market is going to give you all the data and intel you need to craft the perfect logos, colorist, and brand positioning. Pretty logos won’t guarantee a pretty business.
Should you register your business before you begin? Only after you have a verified and validated business idea capable of bringing in income. If you don’t, you might find yourself liable for tax and other liabilities on a corporation you did nothing with after registration.
You don’t absolutely need a business plan before you start in business. However having one or skimming through one is useful because it will get you thinking about the marketing, customer and growth components of your idea which are critical for success. So if you don’t have one, start skimming through some documents and focus on the headings are signals for what you should be paying attention to.
How to define your product idea or refine the scope of the “killer business” you are about to launch? There’s no substitute for approaching the market and seeing how people respond to your product and your pricing. Beware of brainstorming your idea to death! That is not the path that will give you the greatest traction.
If your business is location specific, then you shouldn't be chatting to people on the internet who aren't close enough to do business with you. It might not amount to anything if the nature of the opportunity requires that both of you be in the same city to pull it off. Do some basic research on the profile or the bio by at least making sure you are in the same city
Social media is important in creating awareness which leads to more opportunities for initiating sales and buying conversations with potential customers. However! Not as many people are seeing your organic updates on social media as you think!
One of the benefits of using social media is that it helps you promote your business more affordable by letting you spend TIME and EFFORT instead of spending MONEY in the early days of your business.
What benefit has social media had for you? If you spend all your time in personal frivolous stuff or maybe doom-scrolling, then maybe no benefit. If you take a business orientation in how you use social media, then the benefits of social media to you could be huge!
We get monster clients because we didn't ask all the questions we were supposed to. Without all the information, we don't know all the signposts and goals we have to hit. Take a breather and ask some questions before you take on a client or a delivery.
It is a good idea to appraise your business because it is going to show the health of your business and what your business is actually worth. However one factor that will weigh heavily in how your business is assessed is your cash flows. healthy cashflows come from healthy sales and recurring revenue. This is another reason why having a good and robust sales system and framework is essential to a business. Without a good sales framework, a business isn’t worth much.
Customer service processes and framesworks are handy in the business because they are the “lay up” to ensure that we get repeat business and referrals from happy customers.
We have to empower our customer service reps to be able to do more than just apologise and take down notes. If those are the only functions they have authority to undertake, then they are hampered and are not going to be able to function appropriately and do what needs to be done to make the customer happy.
When handling customer service complaints, ask questions about the initial goal the customer had for your product or service. This will give clues about where you need to look to solve the problem.
Getting reviews, repeat business, and referrals is an important part of the sales process... however before you pursue testimonials and those other things after the sale, you want to make sure the customer is happy and there are no unresolved customer service issues.
Customer service is essential to growing a business except if you’re a monopoly or a public utility. The first step to solving the problem is asking questions to figure out what the customer is unhappy about.
Good customer service begins with accepting responsibility for the problem. Accepting responsibility isn’t the same as admitting FUALT for a bad customer experience. It just means promising that you’ll do all in your power to rectify and redress. Take responsibility for solving the problem NOW and we can worry about fault later.
...because the chief beneficiaries of the podcast seem to be folks beyond the bounds of the wedding industry. The focus will still remain the same about how simples sales principles and conversational tactics can be applied to the Nigerian context and challenges of building a business. Thanks for listening over the last 3 years, and here's to 3 more!
Figure out what the competition is up to by talking to your customers and the potential clients who hit you up. This way you’ll get more relatable information about what is out there, at what price, features and services that work, and also the approaches that the market dislikes. This will give you better and more usable information than snooping around at your competition’s websites.
Feedback is good because it leaves clues about what we should do to improve the customer experience and our business. It also tells us what to avoid that could be costing us business. Because feedback is this important, we should be proactively seeking out feedback from our customers.
If someone calls for a product or service that you don’t offer, qualify the situation and then make an appropriate recommendation or referral. It’ll be good business karma and set you apart as a useful business resource
To keep your customers coming back, make the business about them and not you. Your progress as a business person or influencer might be appealing for now, but it won't keep people over the long haul if that doesn't translate into value for them - audio from my Instagram Reels and TikToks.
Will bootstrapping frustrate your business ideas? or should you go the fundraising route to increase chances for success?
What’s important in business development and growth is not just our minds but our bodies as well. Learn to take care of your bodies too - audio from my TikTok and Instagram Reels.
Can excessive competition kill your business? And how do you differentiate yourself in a world where all goods and services are commoditized? Is brand differentiation better that setting yourself apart by how you handle sales, customer service, and other customer facing functions of your business? - audio from my Instagram reels and TikTok sessions.
The "rivalry effect" or "positioning" - Adventures in business theory - how to stand out from the competition.
How sales and selling skills can help with invetory management. You don't have to hold on to stock that the market has no appetitie for. Good sales practice will give you a read on market appetite, current trends and preferences with your customers and clients - audio from my TikTok and Instagram Reel videos.
The real reason why your business might be failing and the simple thing you can do to get back on course. Also why you don't need to be outgoing and have "personality" to be good at sales conversations and keeping customers happy - audio from my Instagram Reels and TikTok videos.
Is a lack of capital killing your business? How about learning how to persuade investors and talk to potential customers and clients? These options will help your cash woes quite effectively. Capital from investors and from paying customers ought to ease your mind for a while - audio from my TikTok and Instagram Reels.
Good consulting cannot make bad business ideas work. The focus of your efforts in the early days of the business should be to get market validation. Are there people who think your idea is useful enough to pay for it? Once you answer this question, then you'll have some drive and data that a consultant can work with after you have brought them on - Audio from TikTok and Instagram reels.
Do you have to bring in a consultant or sales professional at the beginning of your business venture? Why would it be more profitable for you to validate your business idea first? - audio from my Instagram Reel and TikTok sessions.
How will you know if people like your products or your services? You ask them in simple conversations after the purchase. Call, email or text to see what they like and what could've been done better. This will help you know what to emphasize in future sales - audio from TikTok videos and Instagram reels from my accounts.
Do you have to be passionate about something before you run it as a business? Does turning your passion into a business guarantee that you'll have fun doing it always? - audio from my Instagram Reels and TikTok account.
What marketing channels are best for my product and services? More session summary from the NEST Project Business Development Session 2022 facilitated with Aiivon Tech Hub Abuja. Also the beginning of what should have been Q and A from the live session.
It's not a good idea to try and "time the market" when introducing a new product or service. The "perfect time" can only be figured out with hindsight. Do your homework and anticipate the best you can. Take market feedback and adjust on the fly - video posted on TikTok and Instagram Reels.
Ask the right questions before you launch the business - TikTok and Instagram Reel video
Is it tough doing business in Nigeria? or is the problem that we've delved into things we shouldn't?
Being proactive with customer success to create loyal clients. Video featured on the Instagram and TikTok short video platforms.
Who to court in business: DMUs, critical decision paths, and increasing your sales and profits!
TikReels - Potential customers VS clients: what kinds of conversations should we be having?
TikReels What do you call a potential customer, and what’s the best way to deal with them?
If someone hasn’t done business with you yet and they are merely interested and looking into the thought of that, can we call them customers or clients?
Why offering “free” services isn’t always a bad idea, and how testing prototypes can help you sell better in the future.
Some folks are worth keeping around in the business much longer than others because of their drive and enthusiasm that they bring to the role, especially if they go beyond their job description and joyfully take on sales, customer service and other customer facing functions. Those folks will bring outsized returns for the business in the future.
Does how we do business have to change from one age to another? Do technological advances mean how we do business and marketing becomes outdated? Will “know”, “like” and “trust” reign supreme in sales and marketing for all time?
Does it matter how you think about yourself? And does an advisor mindset make it easier to handle conversations with potential clients? Does it enhance your positioning and level of credibility with the potential customer?
Is the conversation about how many people you might scare away? Or is this about the best way to “sort through” potential clients to be sure you’re speaking to “serious people” only?
Is it possible to have “everyone” as your target market? Or do you have to narrow down to a particular demographic or psychographic to be effective in your sales and marketing efforts?
Is it realistic to keep going for “big kills” every time you’re with a potential client? Or is it more effective to go for smaller commitments with each conversation until we have earned the right to ask for the sale?
It’s important to have a selling framework, process, or philosophy to guide you on how to initiate relationships as well as determine criteria for when to STOP talking to a potential customer. Do this and you’ll be fine.
It’s necessary to approach everyone in the beginning because you don’t know who your ideal market is. But should you continue with that over time? And how do you determine what your message should be? And who your customers are?
When preparing stuff for the site or the gram, should we be worried that it doesn’t have high production value? Or is average “good enough” content good enough for that purpose?
Conversations with customers can be a reliable treasure trove for ideas about how to improve the business, as well as things to cut out. Pick up the phone and talk to clients today!
What is an advancement? And how do we involve the potential customers when coming up with timelines for the project?
Are angry customers a problem to look out for? Or should we be worried about macroeconomic concerns like inflation and changes in the business environment?
How should we handle situations where customers call us angry? And is it a problem if we loose people at the end of the transaction so long as we’re still profitable? What is a customer worth over the long haul anyway?
Looking for potential customers to talk to (the art of prospecting) is an absolutely essential skill and practice for every business owner and self employed person. How are we supposed to prospect? And why should we be ready for actual conversations every time we reach out to someone new?
Does it matter what you and your partners call yourselves in the early days of the business? Or should you guys be preoccupied with traction and validating the business idea in the early days?
Can you grow your audience and potential customers by begging them to act for your benefit? What are the ways of making it “all about them” so they can be happy to come along for the ride?
Prospecting with copy and paste messaging is a good idea but is there a more effective way to promote your services? And how can being ready for an actual conversation improve your sales?
What is reputation management? And what's the business case for implementing this in a deliberate and conscious manner? The FIRST interview on the podcast, and the beginning in a series aimed at communications strategy.
What is the goal of advertising? When should we try direct response marketing instead? And how can we throw business twitter into the mix to improve our businesses?
What similarities do sales and coaching have in common? And do you have to TALK AT people to be a good sales person, instead of having conversations WITH people?
Is selling a solo activity? Or do we need the help of other people to bring in those big “killer” deals?
Is it a problem that the potential customer doesn’t remember your name anymore? Especially after that fun conversation you had last week? And what are simple conversational techniques you can use to jog their memory a bit and get the conversation flowing again?
Why is it necessary to have questions rather than conversations topics at a networking or socializing event?
Is it okay to deal with customer enquiries via IG DM, twitter, Snapchat etc? Or does everything HAVE to be done formally and “professionally” through email?
Should you shun your pesky friends because you have more important things to do? Or can idle chat with friends turn out to be a good opportunity for business development and making sales?
Are all business relationships worth the hassle? How do we know when the time has come to cut ties? And how do we know for sure that customers have crossed the line?
It’s a good idea to reach out to people once in a while to drum up business. The chances that you could be ignored or rejected are high when you slide into someone’s DM, but is there a way that we can be more effective when trying to search for clients over social media?
Why should we have a customer service function in the business, and what’s the point of not using the data that you get from conversations with your customers?
When they say you’re too expensive, should you jump in and start defending yourself immediately? Or is there something deeper at play?
Does networking have to be a formal event? Or can chilling with the guys and girls be an opportunity for networking and biulding alliances? Even if alcohol and grilled fish is involved?
Sometimes at events and business functions, people are so impressed with your professionalism and service delivery that they hand over THEIR cards to you. What should you do in this scenario?
Can surveys and polls be a good tool for getting customer insight? And how can these be useful tools for getting info to inform that new business you’re working on?
Is it accurate to say that some business principles no longer apply to the modern business environment of today?
Do you have to be at a formal networking event to be really networking? And how can you start the conversation and build a relationship?
Should we freestyle during networking sessions, or is there an optimum mindset and framework that we can use for starting business conversations and biulding relationships?
What is the correct way to use those automatic message options on Instagram and WhastApp?
Behind the scenes conversations with my associates about how to handle a business expo, and the most ethical and efficient ways to sell and carry on conversations...
Should you use your good looks as a lure in the sales process? Can attractiveness be a significant factor in closing the sale? And which is more important at the end of the day... competency? Or looks and trappings?
Is relationship building worth the hassle? Especially since long term relationships with corporations yield more results than relationships with individuals?
Can relationships be used to set you apart from others in your industry? And how can this level of differentiation lead to more prospects?
Your vote can determine who the significant players will be in setting major economic policy, but is that what’ll bring the spark back to your business?
If your regular clients are feeling a squeeze in their pockets and want a price reduction, what should you do?
Should you use auto responders when you can’t reply to that email or DM? What does it mean to be responsive? And are potential customers impressed by how busy you are?
What do goals have to do with productivity? What about emailing? Multi tasking? How about taking rests?
Should you open a business because you’re fond of something? Or because the market has demonstrated that there’s a demand for your product or service? And how do you go about gauging that?
Is it okay to be afraid of pitching your business idea? How do you take the pressure off of you? And how do you demonstrate that you have a long term profitable and viable idea on hand?
Do price sensitive customers exist? Are there people who will leave after the discounts dry up? And what do we do if low prices was how we got into the game?
Have you lost out for sure if they left you for someone else? Does it make a difference if they didn’t know you offered the same product or service? And how do we get things back on track?
Are there things that will happen that’ll cause clients to leave us no matter what? Are there things within our control that drive customers away? And is it a good sign that we’re constantly trying to hustle up new “market”?
Can you use social media content to grow your sales? How long would that take? And what is the investment in time or money that we should be looking at?
How do you use simple conversation tips to get feedback? And why’s this important anyway?
Is there a special reason why the potential customer asks for the price first? Can you handle the “pricing” conversation in a “matter of fact” manner without being fearful and evasive? And are there any special advantages for tackling the price question early?
Does it matter that YOU personally can’t afford the product or service? Do you think that YOU personally are going to be rejected? And can you bring yourself to see that it’s about market validation and your value prop? Why be scared at all?
Should you be looking for that magic silver bullet that is going to deliver results all the time? Or are you better off focusing on the fundamentals to build a through and adaptable sales and marketing process for all times and seasons?
What do you call the process of creating awareness and separating the wheat from the chaff? The “merely curious” from the “interested to buy”? And how do you move people along the process?
Do you have what it takes to upset the entrenched relationships that the big boys and girls have established in the market? Do you have what it takes to “out advertise” them and “out relationship” them?
Can any podcast episode provide all the information you need to boost your profits? Or should you take them as primers for things you need to research more about before you take action?
Is it a realistic goal to be recession and shock proof? And how would one go about doing that anyway?
How much thought do we have to do when coming into the marketplace with our product or service? Can the pricing question make or break us?
What are client retention and customer service processes? And why bother? Isn’t it enough that we’ve cashed the cheque?
Should we start with the marketing tools first? Or should we have figured out strategic issues and what our sales process should be? How do we decide where to spend time and money?
What is sales strategy? What are tactics? Should we bother with this highfalutin stuff? And does this translate to Naira and Kobo?
Is a startup anyone in the initial stage of growing a business? And is there any value with trying to think like startup boys and girls when it comes to growing our businesses?
Why is it important to have a CRM? And how can using your phone as a CRM stop you from losing clients and money?
Do you think you are too young and inexperienced? Or are these issues that the customer has raised? In either case, how do we deal with both?
What do you do when you’ve been sloppy and didn’t send that proposal when you promised? What’s the professional way to “pick up after yourself” when you’ve been lazy?
Who is Roy H. Williams? And is he right that the first step to exceeding customer expectations is to know what they are? How do we know what our customers expect anyway?
Is it possible that a short, concise, well targeted email with only one question in it might get you a response? How do you use email to drum up business and build relationships anyway?
Should you be spending time with every single potential customer? Even if they haven’t paid the deposit yet? How do we sort the “serious” from the “unserious” client?
Do you have a deliberate and well thought out process for maintaining relationships with people who have bought from you in the past? And is that important for FUTURE business success?
Now that some live events and industry trade shows are coming back, is it a good idea to start attending? Can you grow sales from these sorts of things? Are there any benefits from networking and meeting potential clients?
What does value mean? And is it a good idea to “deliver value” to the client if they can’t be bothered?
Yes creating works of art or being technically precise is what you do in running your business, but is that all that’s important?
Should you be disgruntled because the boss isn’t paying you your fair share? And is there a burden to making sure that the business grows large enough for salaries to be paid in the first place?
Is the user/ customer experience important to growing your profits? And how can traditional sales/ selling practice help you get better with this?
Should you bother with graphic design? And can interacting with your customers teach you a thing or two and help you come up with the ultimate promo material?
Content creation is just one piece of the puzzle for growing your sales... but do you think content PROMOTION is of any use?
When a customer asks “how much for XYZ?” What is the best way to respond, and how do we avoid the “let me think about it problem”?
If you have a look at the potential customer and you think they are not going to be able to afford your product or service, should you drop the price?
Does it make a difference to how you sell? Whether you bootstrap or take equity funding?
What does managing your finances have to do with growing sales? And is your cost of goods sold COGS important to factor into business decisions about pricing and sales?
Is it important what you look like? Is it important how your business premises come across? And how do these affect the level of trust that people have in you and your product or service?
Should the elevator pitch be your first port of call when dealing with potential customers?
Can you ask for the rating and review BEFORE hand? Or should common sense dictate that you sort those out AFTER you’re sure the customer is satisfied?
What is more important when it comes to drumming up new business? Your listening skills? Or your presentation skills?
If the customer is still upset, do you think this is a good time to ask for the rating and the review?
Is your accent a problem in your sales, marketing, and other forms of business communication? Would you close the deal easier if you “sounded right?”
If you want to improve your communication and persuasion skills, should you be involved with Toastmasters, or should you seek out a sales trainer?
What is customer relationship management? And how can we use our phones to move the relationship on the sales process along?
How do commonality, credibility, and competence help you establish and build trust with potential clients?
Can you promote your business without having a knowledge of the fundamentals of selling?
Is it okay to build a business by relying ONLY on people who are ready to pay now without question?
Is entrepreneurial support and development a thing? And whose fault is it anyway that our businesses aren’t thriving?
So you’re self employed and in the business game? How do you sort out motivation for the day to day grind?
Are you having problems in the business because you aren’t properly motivated? Or because you don’t have a clearly defined framework for execution and results?
While we dare to lead, and dare to challenge, and dare to empower, we can also take time out to celebrate the contributions that y’all make to our families, communities and nation biulding. Your sons, husbands and brother salute you!
If we’re not going to close the deal on the first conversation, how do we get them interested in taking a meeting?
What are the rookie mistakes we should avoid in growing our businesses? The Abeg Who Send Me podcast interview!
Can you use social media content to grow your sales? Should YOU be using social media content to grow your sales?
Should you try to close the sale in one visit? Or should you try to move things forward one step at a time?
When people say NO to you, are they rejecting you personally, or is it the value proposition that is in contention here? And how can rejection help us grow our businesses?
Which is more important? And how do they relate? The idea that you are the best at your craft? Or the idea that being able to introduce yourself to the market is what will make you stand out?
Is there any benefit to sharing with your friends when you discover new business tips and tricks? And what is more important in business development? Sales? Or technical abilities?
What’s the difference between up selling and cross selling? And are these practices that we should concern ourselves with?
Is it important to get repeat business and referrals? And what should we do to “lay the ground” for the ask?
Should we be using challenges to create content for our business on social media? And is there an alternative to entertainment when it comes to creating content?
Is growing a business driven by what we feel? Or does it matter the feedback we’re getting from the market and potential customers?
Why should we be bothered if the client doesn’t come back for repeat business and referrals?
Is it automatic that a good, fun and jovial meeting with the potential client will end with them making the transfer? Or are there other things to consider before they’re comfortable sending us the cash?
Is discounting a good strategy for bringing in sales? And if you do find yourself desperate to agree to one, how do you make discounting work for you?
Should you be okay with the fact that you’re the chief revenue officer of your business now? And how do you go about getting ready for a sales team behind you?
If thought leadership and content marketing are key to your strategy for biulding business growth, what are the right timeframes you should be looking at?
How do you know you’re making progress with the business relationship? Are you just catching vibes, or are you any closer to closing the sale?
Is there a difference between the two? And does it help that we’ve agreed to an agenda beforehand?
Is it important to have money? And what value does money have beyond the opportunities and options it provides?
Does it matter whether you call them prospects or clients? Why it’s important to be clear with your terms in business.
If the poop has hit the fan in your personal life, what kind of skills do you need to get by?
Do female entrepreneurs need emergency rations and contingency funds? And what does sales have to do with this anyway?
What is the purpose of being on LinkedIn anyway? And why should you bother chatting with folks?
Why is this a worthy podcast to listen to? And what should you do if you’re looking for someone to sell your NFT projects to?
Is the hassle of biulding a business or side project worth it? Do the rewards make the risks palatable? And are there any positive side effects we can look forward to?
Is your technical expertise going to be the determining factor for business success? Is the creative element the only thing you should be concerned about?
If you’re the one who is going to take the revenue, why leave it up to the potential client to take the initiative?
What do you do when you schedule a zoom call, but the prospective client refuses to turn on their video? Is that a big deal? Or are you sweating the small stuff?
How best should we use LinkedIn even if we’re entrepreneurial and not “career oriented” in the traditional sense?
What do we need to grow sales? Is it just having the right product or service? And the best branding and content?
Should we buy likes and use bots? And how do these affect our engagement on the site and long term prospects?
When you engage social media managers for your business, what are you buying exactly? Likes and shares? Or Naira, dollars, and revenue?
When a potential customer calls us up, should we leave it up to them to move the conversation forward?
Why drop your starting price before you’ve gotten a sense of what the person can afford? Is it a good idea to “anchor” the price low at the beginning of the conversation?
Can you conjure up convincing words to make clients pay your asking price? Or are you better off making sure you’re speaking to the “right customer” from the outset?
Why bother with NFTs, blockchain, and all this new age stuff... could this be the future infrastructure on which business runs?
Is it a lack of profits that’s holding you back from taking time off? Or is it not paying attention to sustainable business processes and frameworks?
Are case studies from other disciplines a bad way to learn selling principles? And what do we have to learn from talking to people from other business segments?
Is it okay to “nickle and dime” clients? Should we be more concerned about what to hack off to make ourselves profitable, or should we try to throw more on the table to make ourselves appear more valuable?
Can we expect our clients to meet expectations if we never clearly tell them what to do next?
Is there anything magical about the new year? And is all this joy and optimism warranted?
Whether you agree or not that Christmas themed events and other seasonal pop ups are a good idea to grow sales... the next best question is, how do we go about doing that in the best manner for the business?
It’s the time of the year when the whole world is about giving, sharing and being selfless. One of the best ways of doing that would be to sign up to be a mentor at your Uni if they offer those opportunities. It’s a good way to ensure that all the good stuff you’ve learned about life and the pursuit of money are distilled and handed down to the younger generations.
Reciprocal online business communities exist on social media where people can beef up their audiences by following each other and trying to give mutual referrals. Are they a good use of your time? Does this promise business growth? And what is the role of “organic”in growing your audience and your business? These and many more are valuable questions to ask in the search for more followers.
How do you close the deal at what you do? Make sure you have a deal in the first place! Determine whether you have to be consultative or “product” based on your sales approach! And then move the deal forward one step at a time with scheduling tools so you don’t miss a step.
If you agree that it is essential to push the relationship forward by using micro commitments and securing one advancement after the other, it is essential to have some sort of platform weather digital or hard copy that allows you to manage the customer relationship. This will be anything which tells you who you are talking to, and what stage of the relationship you are at... as well as the commitments that are outstanding.
Because we have to close the deal incrementally in little steps, it would help if we have tools to keep track of who we’re talking with, what stage we are in the process, and what the next commitments that we have agreed to are. This is a primer on the importance of the role of a CRM in growing your business.
Qualification frameworks are essential when we are having conversations with our potential customers. Without a rough and ready conversation framework, we will be left ambling all over the place.
Before you close the deal be sure to ask questions to confirm that you are speaking to qualified clients in the first place. Properly qualified clients are those who have a need or a want of your product or service, they are also people who have similar expectations when it comes to money. These are also people who are ready to pull the trigger soon!
To close the deal you have to be sure that you had a deal in the first place! How do we do that? That is the subject of “qualification” which old school sales professionals use to figure out if there’s a problem here worth solving, and if there’s a chance that we’re talking with all the relevant parties concerned.
Closing can mean anything between the “big ask” when you ask for the money, or all the small incremental steps in between where you try to move the deal forward. Which is better or more realistic? You decide!
Once we’re done with figuring out whether we’re in a simple or complex sales scenario, the next step is figuring out the implications on how to carry out conversations from there. If you’re in a simple sales scenario, it’s okay to go on plugging features and benefits. If you’re in a complex sales scenario, then you have to be more consultative in your approach with potential clients.
How to close the deal will be determined by whether you’re in a simple or a complex sales scenario. How do you determine that? The deal size, subject complexity, number of parties involved and the prospects for future relationships will determine that.
Is closing the deal in real estate different from closing the deal in weddings? Or other consumer purchases? That depends on the context that you’re in!
A lot of potential business deals are lost because we make assertions without seeking for feedback. It’s not enough to say something without asking to be sure what is a minor provision from what is a “deal breaker”. Always ask questions.
It’s unfortunate that “ghosting” has become a feature of modern business communication. The solution isn’t to gripe and complain, but use questioning techniques to get the conversation back on track. With questions you can find out if they’re interested, or if they went silent because they found your proposition frightening!
When trying move the agenda forward with clients and business partners, it’s a good idea to agree to the follow up item or plan at this present meeting. It saves you the time and emotional pressure of coming up with follow up actions and timing on your own.
Customer service and permission marketing are dandy ideas until you can’t figure out what to talk about... now that you’ve gotten permission to be in touch. Have no fear! It doesn’t always have to be about product and service updates... your client’s personal and professional milestones are fine as well.
Social capital includes the learned skills, attitudes and dispositions that kids acquire just from being around a certain environment. As business people we ought to be VERY conscious about the kind of atmosphere the kids pick up from being around us. There’s no reason why the growth we achieve has to be limited to one generation.
Good customer service can get you the implied permission to be in touch with past clients. What’s to talk about? All the cool new features and services that you’ll be rolling out in the future that could be of help to them.
Getting paid isn’t the last step of the sales process because after we’re done with payment and execution, we still have to worry about securing testimonials and referrals. Testimonials and online reviews beef up our credibility while referrals are the ultimate catalyst for dependable income for the future.
Meetings take a lot of time so it’s not a good idea to agree to one without a simple phone call to agree on the agenda and ask questions to see if this meeting is worth having in the first place! Phone calls might be scary, but getting good at them will save you time over the long run.
The proper paradigm to have around customer service is not just problem solving, but customer satisfaction. The key benefit to doing this? You’ll find out over time what it is that your customers love about you and you’ll be able to highlight that in your sales, marketing and branding activities.
Sales skills are handy in other aspects of the business because a good sales person won’t make any assumptions. When dealing with thorny customer service issues, ask questions to get to the root of the problem and what’s most important to the customer. Then you’ll have all the information you need to make amends.
Personalizing messages work because they show some regard to the recipient! You’ll get double marks if the messaging also turns out to be relevant to the receiver. Use this to increase your responses to your follow up and get more effective at business messaging.
Even though sales and personal selling should be the primary business skill we need to advance our businesses, eventually we’ll have to tackle knowledge management as well. This is a key tool in transferring “know how” to our employees and can help establish thought leadership for ourselves.
Finding mentors is also a sale of sorts because you’re trying to sell the other individual on the benefits of having a mentee hanging around. Don’t go straight for the jugular with your ask. Take some time out to overcome “know, like, and trust” and keep things informal.
Being talented at too many things isn’t a good excuse for not starting anything in particular. What’s the central thesis of yours? Money? Artistic fulfillment? Start with each idea within a given time frame and then see what meets the goal. Being multi talented is good. Being crippled by inaction isn’t.
This is a partner spotlight for individuals and business who have an aim of raising the level of professionalism in the Wedding Industry. Today we celebrate Seyi of Love Weddings NG and wedding vendor 101.
Getting into business by raising finances is a viable option and not everyone has to bootstrap to be in business. Sales skills will be essential to raising finance because you need “qualification” and “discovery” skills when speaking with potential financiers. These will help in drilling down to what their expectations are regarding the money. After that you need to have a “heart to heart” with yourself to see if you can meet those expectations. Needless to say, you’ll also need sales skills to meet your obligations because you’ll have to find the clients to pay that money back.
Market validation is essential to figure out if you have a workable and marketable idea. You won’t find that out until you engage in a deliberate process of trying to sell and to bring your unique ideas to the wider market.
It’s important to know why you intend to make the plunge into being your own boss. After you’re done with your “why” and your motive, you have to come up with a good plan. That’s pretty much the opinion of @careerthoughtswithlyn over on Instagram who is our listener highlight of the day. This is good advice for intending newbies who are considering the leap from 9 to 5 to becoming a Wedding Industry professional. Thanks for listening and engaging!
It’s not just in the tech space that people seek financing before they start getting profits. If you’re going to do this in the wedding space, make sure you have the conversation about expectations. You have to be clear on what the expectations are on the size of the loan, what it would be used for, and the repayment modalities. If you don’t have the conversations, this is a recipe for stress and fractured relationships in the future.
This is the idea that there has to be a receptive market for your product or your service. For those of you who are seeking an entrepreneurial life of freedom, this is another thing to contend with before you are truly free!
It’s tempting to think becoming your own boss means total autonomy and total freedom to live by your own rules! Unfortunately total autonomy also means extreme responsibility for yourself in personal, financial, and business matters. Becoming your own boss is not as liberating as most people make it out to be. Take the plunge! But have realistic expectations about that he cost of “total” freedom.
These can be viable forms of getting income that WAY outperforms your regular trade. However only engage in these with money you can afford to loose and be sure you’re education enough on the fundamentals before taking the leap.
Yes I talk primarily to wedding industry professionals, but anyone can and should listen to this podcast because the business and sales principles we discuss here are universal. The concrete application of the principles might differ depending on what business you are in, but you’ll be better of learning alongside this business community.
Apparently risk management isn’t just something for Other sectors of the economy. Small business owners and wedding industry professionals can profit from asking the question ”what could go wrong” or “what is the worst possible scenario and how can we plan for that?”
...the final comments on the topic since the first recording was interrupted by a phone call.
Calling up a referral doesn’t have to be hard. You already have some commonality with your mutual friend. Take up the conversation from there.
Taking the initiative is essential not just when you’re dealing with customers and prospective clients, but also when we’re dealing with fulfillment partners and other vendors we have to work with to make sure we have a happy client. If we don’t maintain the initiative when dealing with our fulfillment parters, the customer experience and other deliverables might suffer in the process.
With a clear course of direction for our clients to take, it’ll be a lot easier to move the sales process along.
Calling to debrief after you lose the deal is a worthy thing to do. You could learn about why you lost the deal in the first place (besides price) and learn about ways that you can improve your product or service delivery in the future. So yes you may have lost the deal, but make the call nevertheless.
The meeting of minds is a necessary prerequisite for getting into a business relationship. You shouldn’t get into one unless you’ve asked the questions to figure out if you’re in agreement when it comes to personality, goals, personal and corporate style and culture, budget and money and the overall vision for the project or the problem that is to be solved. This is another reason why it’s important in the sales process to ask the right questions.
Unless you’re skilled at handling sales conversations, you’ll find yourself only dealing with low hanging fruit every time someone hits you up on the phone or via DM. This is a case study using online retail to show how we increase our chances for closing the sale from radon contacts online.
The benefits of asking a lot of questions of your customers and prospective clients is that you get all the intel and insights that you need to improve your business delivery and the very nature of your product or service. So remember to ask questions!... the focus should be on the right kind of questions to ask!
Ratings and reviews are essential to getting residual income from repeat business and referrals. However when is the right time to ask for a review or testimonial? You should only do this AFTER the underlying customer service issues have been resolved and you’re sure that everyone is happy. Asking people to give you a review and rating while you’re still in the middle of a tussle is a recipe for disaster.
Wootlab is a an abuja based software development firm. This episode is not a promo for the company, but it’s a real life example of how follow up is important and why we ought to keep in touch and build relationships with our past clients.
The good news about being successful in selling is that it doesn’t depend on how good you talk, or how well you can toast. Being good here requires you to ask the right questions of your prospective clients. If you have the sheer talent or the bubbly personality, it won’t hurt! But anyone can be good at sales because it’s all about learnable skills. Being good at asking the right questions begins with learning the right frameworks for you and your particular context.
Whether the break up tactic gets the conversation going or not, it all good! This is because a “yes” answer is fine because it means you could be working together. A “no” response on the other hand means you now have more time to look for other people better suited to working with you. Of course all this only makes sense if you adopt an “active” philosophy to growing your sales rather than a “passive” one.
You should ask questions about the client’s decision making process because it’s not always the case that the person you’re speaking to now will be important in making the buying decision tomorrow. Find out who should be a part of the decision making process today and make sure they are involved in the conversation. This will make “sealing the deal” in the future a lot easier.
This is a tactic used in the past by business people to “guilt” their clients into resuming a conversation when it looks like the latter has gone “ghost”. The break up message can be a useful tool to gauge whether they were genuinely interested in the first place, or if circumstances have changed on their end so that procuring your goods or services is no longer a priority.
These are the kinds of conversations we should be having with prospective clients when people DM us on Instagram, or call us from Google. Questions that help you figure out your clients will help you determine whether they will be worth taking the money at all, and it’ll also help you figure out the details that will go into delivering a reliable quote.
Being talented and passionate about our business is no guarantee that we are going to be successful. These were some of the things that were discussed at a photography business Roundtable that I attended recently. Apart from this, there were also discussions on the importance of workplace culture and business culture. Discussions on the importance of building customer loyalty and goodwill for the business, as well as some of the possible opportunities that are available for creative in the Tony ELUMELU foundation.
“Following up” with a customer or client is something that should be done consistently if we hope to establish a relationship with clients and secure repeat purchases and referrals. It doesn’t have to be technical! Any system that you can use to keep track of past conversations and future things to look to will be fine. Also make it a habit to record personal details like names, dates, and relationships so you don’t slip up in conversations when you run into them in person.
Another type of conversation you should be having with previous customers and clients is, where you try to gauge where they’re at in their personal and professional development. These changing circumstances often reflect new avenues that we can use to bring value into their lives. However don’t be robotic about this and realize that VALUE is the name of the game here.
Customer success conversations are chit chats where we figure out if the client had a fun time of working with us and if we were able to help them achieve their goals. This is absolutely essential to making sure they come back for repeat business, and they bring their friends, families and associates in turn.
Issues of personal and professional etiquette are important because of how they tie in with building our businesses as service based professionals. This episode is a preview of some of the trainings coming down the pipe with “Etiquette with Eti” on all matters including corporate image branding, sales and communications.
So they’re excited to meet with you? Find out why! This is important so you can gauge the expectations that the client is coming into the meeting with. Without this knowledge you won’t know if you have the right agenda for the meeting, or if you guys are suited to work together.
Why should you keep in touch with your former clients? Because life and business is an adventure. It’s good to have future playmates for the games that may arise.
Sometimes the reason why we are demotivated in running our businesses is because we don’t have enough revenue generating activities on the books. These activities keep the deposits coming in, keeps the account balance growing, and keeps the morale high. If you suspect that your demotivation might be sign of depression however, mental health professionals are readily available for professional help.
It seems strange but there are people who help others not because of what they hope to get in return, but they do so out of “the milk of human kindness” and other fuzzy motives that we can’t put a finger on. This episode explores ideas about how to maintain the relationship without things getting “tacky” and awkward.
The fear that calling yourself a vendor leads to commoditization is a valid one. Vendors are often undifferentiated and any one will be as good as the other. However the key to being differentiated might not be what we call ourselves, but how we conduct our businesses and build relationships with our clients.
They way we work is changing and we often find that we’re now working in isolated cramped conditions that throw our bodies and spinal alignment out of wack. Being mindful of this is the first step to working better. So also is proper Rest and exercise. Good news for some of us especially since occupational therapy is becoming a thing in most parts of the world now. Work better and healthier because we can’t make a sale if we’re frail.
Using the phone to seal the deal or diagnose with a customer is the most efficient way to go! Much better than using text or email. If this scenario doesn’t convince you, then I guess nothing will.
There has to be more to life than buying and selling of goods and commodities. However since money is a medium of exchange and a key determinant to the kinds of adventures and experiences you can enjoy, it actually is fundamental to you living the kind of life you desire. Chasing money doesn’t mean downplaying all that’s important to the human experience. Money buys stuff and gives you opportunities. That’s all! Other conversations on quality of life and happiness in life are merely tangential to it and not directly related to the pursuit of money.
There’s no such thing as a difficult client! There are only failed expectations that weren’t met or properly understood. We have to take the initiative as professionals in the first place to be sure we properly understand the goals our clients are aiming for and so reduce the incidents of dealing with “difficult clients”.
Podcasting can be a fun venture but is of very little use to anyone if you’re not going to do this consistently over the long haul. A content calendar is key to keeping things moving, and be sure to consider what the goals and business returns are if any!
It’s important to determine as quickly as possible whether you are talking to a client, customer, or prospect. This has implications for how you drive the rest of the conversation. Figuring out the clients and customers is easy! Prospects on the other hand pose more difficulty. It all boils down to the nature of the questions you ask.
Yes our clients know what they want but mostly on a superficial level. We have to take the initiative to ask questions that get to the subconscious of the problems they’re trying to solve and the grand visions they’re aiming to. Stop being exasperated every time you’re faced with a “confused” client. Take the initiative and ask the right questions to be sure you understand where they’re coming from and where they’d like to get to.
Clients seem to lie at times because we’re involved in commercial relationships where they have a lot at stake. The solution isn’t to bemoan that fact or call them out for lying. Rather we should look for ways to build trust so that they can let their guard down. We should also look for ways to make the prospect of dealing with us a “risk free proposition”.
Whether you are dealing with total strangers or with people that you know intimately well, you should always be asking questions to be sure that you understand the problem that they have or the creative vision that they are trying to achieve. If you don’t understand the total parameters of what you are working with, you might come off looking totally unprofessional if things don’t go according to plan at the end of the day. Always stick to your process whether you are dealing with friends, family, or total strangers off the street.
It’s easy to feel betrayed and overwhelmed in personal service industries when it seems like you went over and beyond for a client and the whole thing backfired. The solution isn’t to blame the client for being selfish but to realize that you had a hand in setting up the whole experience! If you had done a better job of setting expectations, then the whole affair could have gone differently. Ask questions in the beginning to be sure that you understand the client and the vision they’re running after. Also have the money conversations to be sure that in all scenarios you can meet their needs with enough profit margins for you and your crew at the end of the day. The client is only looking out for themselves. Ask the right questions and look out for yourself as well.
Conversation outlines can also be used to foster trust. One of such ideas is expressed by Tom Hopkins in his selling approach. The idea behind this is to establish rapport by showing commonality in your conversations. You should also try to show some credibility and competency to show yourself as the trustworthy alternative.
This is a response to a question that I got over the weekend about who I am, what I do, and the nature and the purpose of this podcast.
Talking to clients can be unnerving for both you and them. You can make this problem easier by having a simple conversation outline to direct the conversation. This will help both of you arrive at a clear agenda and what the next step should be. This can be as simple as having an appropriate greeting, and then moving straight to the intent behind your call. After that you should ask some questions to be sure that your assumptions are correct. It is only after you do this that you can make a proposal or a suggestion about what the next best step should be. After carrying out this exercise, be sure to get them to make a decision on the specific items that have been discussed.
The POGO framework is another conversation prompt that is built around questions. To be effective at this you should ask questions about the Person, their Organization, their Goals, and the Obstacles that they face. You’ll find that this is a simple and useful framework for carrying on with social conversations and in networking circles. The spirit behind it? By being interested in other people, we get to grow our influence and social capital.
The 3 “why” conversation framework is a handy tool for driving conversations when you are trying to get to the root, and the most important problem that your client is trying to solve in buying your product or service. It only when you have “hit the spot” that you’ll have a happy client at the end of it all.
The “W” conversation framework is a simple conversation outline that’ll come in handy next time you are talking to a prospective client, or you’re at a networking session. For conversations with clients this will help you tease out what’s most important to them and the key things that you have to hit with your service delivery. At networking sessions this framework will help you sort through the dozens of people you’ll be meeting and quickly figure out who will be worth spending more time with outside of the networking session.
In person selling, relationship marketing and customer experiential marketing are euphemisms that have been created to talk about the dirty word “sales”. Whether you like it or not, there are benefits to getting on the train!
Yes it is possible to “freestyle” with clients and when you’re mingling at events, but that is a more stressful approach because of the mental exertion required every time you’re in a new social context or conversation. Also there’s the problems of scaling your sales and marketing efforts when you “freestyle” because you can’t teach everyone to “do it” like you. So freestyle at your peril! Or templatize what you can and watch things grow.
The phone is a useful tool because of the time saving it affords, the level of rapport it allows you to build, and the prompt feedback you can get while discussing business opportunities. This episode fleshes out examples using a phone conversation with the brain behind Love Weddings NG and Wedding Vendor 101. The conversation was around content collaborations for celebrating the International Podcast Day 2021.
When it comes to ease of communication, the ability to build rapport, guaging nuance in conversation, and getting prompt feedback on all discussion points between you and the client, the telephone is king! Email and other text based media are mere vassal states!
Talking to strangers in a business context or a networking session can be scary because we’re worried about what to say, and we’re worried about being rejected or snubbed. The solution to the problem is to realize that it’s not all about you! Focus on the right kind of questions to ask to get the other person talking, and realize that even when you have been “rejected” it not personal. They are only saying NO to your value proposition.
Having been in the podcasting game for over a year now and close to 200 episodes, I get the question a lot from enthusiasts who think podcasting is fun and they’d like to get in on the action. The podcasting “how” isn’t as much important as the the “why” and “who”. Figure out who you’re talking to, what you have to say, why your point of view is unique, and the rest of the podcasting journey should be (relatively) easy!
It’s not just hustle and muscle, rest and recuperation is part of the deal as well. For high performance disciplines like sports and the military, they know that it’s not just about time spent on the field, but time spent in rest and rejuvenation that makes the ultimate sportsman and the ultimate soldier. As salespeople and business owners we are in a high performance scenario... so the same principle applies to us as well.
Whenever we have agreed to key terms and important obligations between us and our clients, it pays to have it repeated multiple times over the course of the engagement. We cannot trust that if we say it once, then the client has heard and will remember. Every one leads busy lives... including our clients.
It’s not the client’s fault if they don’t have proper expectations about the delivery of your product or service. This is something you should have laid out in conversations multiple times. We can’t just put it in a contract or proviso document and hope that they’ll read it. We have to be proactive about this and take full responsibility for setting expectations upfront about what the experience of working with us will be, as well as the delivery times we hope to meet.
Sometimes you’re unavailable because of personal commitments or difficulties you can’t work your way around. It’s enough to simply say you can’t make “so and so time” because of prior commitments that you have. No need to go into details! Life gets difficult for everyone. Spare your clients the details.
It’s okay to be a “know it all” so long as you are open to situations where you get to be the student and learn things. Humility and grace may be good personal qualities to have, but eventually they’ll parlay well into business and other high stakes situations.
It is a cardinal tennent of growing your business to be trustworthy and reliable. This is only possible when people feel that you will meet your commitments. Even when there are circumstances beyond your control that make meeting your promises difficult, you have to find professional ways to stay in touch, service the relationship and redress the situation.
Name dropping is a handy skill to establish your competence and credibility. However it can backfire if not done right and make you seem off putting, proud and haughty. Name drop with finesse using storytelling conversational techniques, and always ask questions to be sure who you’re talking to, so you know which names to drop. It’s not every high profile name that is going to impress everyone.
Sometimes we have significant heath challenges on the job. We need to find professional ways of communicating this and rescheduling our commitments when we’re under the weather. This affects how our potential clients perceive us, and whether they’d be comfortable referring us in the future.
Up selling doesn’t have to be unethical if we have our client’s satisfaction and their goals in mind. The trick is to be “other” focused, not tack on too many items, and to be sure that the up-sell is related to the chief item that they have come to you for.
The key to having folks come back with friends, family and associates is to be sure that our services were “on point” in the first place and helped them achieve their goals and desired outcomes. This is not just good business practice for people in the start up and software space, but it is surprisingly employed by roadside mechanics as well!
Sometimes we’re quick to say YES or NO to an offer before we have all the details. The idea behind qualification is simply to ask all the relevant questions so we can assess if we can help the prospective client, and if this opportunity is worth our while or not.
Success in the big brother show or any other endeavor isn’t guaranteed unless we put some sales and promotional muscle behind us. This is another example of why the gospel we preach on the podcast will be evergreen and ever relevant.
Emails and SMS are easier to start conversations with because they don’t come with a sense of personal rejection if you get ignored. Being rebutted over the phone has a certain sting to it! However we should opt for the phone when we can for more effective and personable communications. A simple outline should do the trick for those of you wondering “what do I say?”
Having a healthy sales pipeline means that you can take time off for the holidays securely and guilt free because you have a certain level of predictability with your business and it’s cash flows. Learn to sell well so that you can pamper yourself and your family. If you don’t, you’ll be like the rest of us who have to take jobs even over the new year and holiday period!
Regardless of our goals to have the perfect “lifestyle business” or build the dream behemoth of a business with all the systems, infrastructure and buildings ...it’ll have to be built on an alter of market “traction” which can only happen when sales and marketing efforts are a huge preoccupation of our time. No sales, no vitality, and no dreams!
This question should be the cornerstone of any sales or marketing drive. If you don’t know who you are aiming for, then you’ll go looking in the wrong places either physically or online. You’ll also be using the wrong kind of bait to lure them in, and you won’t have a good idea of who to invest time with!
Even though business people are supposed to be “money motivated”, you’ll find that many of us are interested in charitable causes and social impact schemes to make society better off. The transferrable skills we learn around sales, selling, and marketing can come in handy in making sure that we have thriving NGOs and that our social causes never run out of steam.
Sales and marketing activity yields results. Work ethic is important in getting us the results that we seek. There’s no arbitrary debate about working hard vs. working smart because ideally you should do both!
Lifestyle titles are useful for motivating us in the day to day grind of running a business. These terms might not be useful however if the come with connotations that limit our horizon and our picture and hopes for the future.
Money provides fuel for business systems, infrastructure and expansion. Your sources of capital can either be sales, bootstrapping, or borrowed money. Which ever option you go for, you’ll need an adequate questioning and conversation framework to achieve your goals.
Until you increase your sales, you cannot achieve your business or your personal goals. Dreams of business expansion and personal stuff such as holidays, school fees, entertainment, and housing are directly tied to the amount of sales that you bring in. Sales isn’t sleaze! It’s a necessary business function.
It’s not of primary importance if you are the Chief Executive Officer or the Customer Experience Officer. What matters especially in the early days is that nothing happens in the business unless a sale is made. Your primary responsibility is making sales, or hiring the person who can bring in the sales for you.
When socializing and networking, it helps to have useful questioning frameworks to get the conversation rolling. If you’re worried about what you should say, networking is going to be nerve wracking. If you have the right questions or primers, networking will be a breeze!
Worrying about what to say at social functions can be very crippling when you are trying to network. Instead of focusing on yourself, think about questions to ask that will help you sort out who is in the room? Who should spend more time with later? How you can add value to them? And who can be of value to you in the future? If you focus on questions, instead of what to say, networking can be less daunting.
Networking shouldn’t seem so daunting. The reason why we should “paddy” up every now and then? No one is an island! We need shared information and experiences to make us better. We’re all connected a la “6 degrees of separation”. We have to know each other to add value to others... and “give and take” only occurs if you’re in the room in the first place!
It is a bad idea to rely on written communication exclusively when we’re dealing with complex topics, or when things have gone wrong with the client and we’re in “damage control” mode and trying to resolve the dispute. Using text only will get you into more hot water.
The government of the day isn’t to blame for your current situation with your finances and prospects. Yes they are important when it comes to determining macro economic issues, but ultimately the reason why your business is suffering has to rest with you and not Buhari or Biden.
Listening involves more than just sitting still and being quiet. Some active steps have to be employed like avoiding distractions, asking questions to check for understanding, and not interrupting the client when she’s talking.
Listening is useful in biulding relationships, understanding others, and demonstrating empathy... Of course listening is also important because it will help us gather the information we need to close the deal and make some money! Don’t tell your clients I said that!!
Typographical errors, grammatical errors, brevity, having a clear purpose and providing information sources? Little things that make an impact with our clients especially when we’re going text based!
Non verbal aspects of communication including body language, tone, inflection, and gestures are more important in the communications process than you think! To be effective in engaging with our customers, we have to pay attention to these subtleties.
For communications with our clients and potential customers to be effective, we should focus on how useful our communications efforts were. Did it get the desired result? It is only feedback that will determine if the goal was met.
This episode looks behind the process of decoding the message that you send to your potential customers. We look at the different listeners filters, biases, expectations, perspectives, and different cultural outlook that come with the process of trying to communicate with your clients.
There’s more to the money, social impact and the sense of personal growth and development that we get from running a business. There’s something more fundamental to the equation!
These three are important because they give us not just internal focus, but an outward focus as well in dealing with our publics, stakeholders and customers. They are the basis of effective client relations.
Contracts are best used as a map to lay out agreed outcomes, timeframes and obligations. Contracts can only be “protection” in an environment that regards the legal system and it’s protections. Also contracts can only be sufficient protection when the naira amount in question is worth the hassle of fighting over in court.
Regardless of the documents you signed at the contracting stage, resolving disputes would be made a lot easier between you and your potential customers if you have established a high degree of trust, Rapport, and you figure out exactly what it was that they need.
Using questions when interacting with prospective customers will help you flesh out what they want, when they want it, the timelines you will be working with, what the general obligations are, and the level of cooperation you guys are expected to have to make everything pull through.
How you and your business premises come across are important to how professional and credible you appear. Start the consultation process of right by making sure you have the right look.
It’s important when first meeting with prospective customers to find out if they have a need that you can meet in the manner and style that you can deliver it. If you don’t do this, you might run into issues later on.
Trust is essential to greasing the wheels of business! How do we establish trust? By building commonality with our prospective customers, and by showing credibility and competence!
It’s tempting to stick to “low hanging fruit” and deal with those customers who already seem interested in doing business with us. However we can raise our results and our quality of life by taking the initiative to guide people through a sales process that gets them “bought in” and “warmed up” to doing business with us.
Not everyone is ready to whip out their phones and send you that deposit to secure your services. That’s because there’s a natural process of sales aversion and sales resistance that people go through. Not everyone likes to be “sold” or hassled even when they have a genuine need!
Should we lead with our contract templates? or settle into a conversational approach that helps us tease out what they want? Which approach seems less dispute prone?
It’s not a good idea to blow up someone’s phone. A follow up text message after the call might be more useful than you think.
Sales contracts are important but are of very little use if you haven’t optimized your sales process in the first place. Your problem isn’t the documentation. The problem is a process which fails to set out expectations.
When speaking to potential customers, it is important to make sure that you are speaking to people who already have an interest in what it is that you sell.
Don’t randomly scour the internet! Go where “your people” are! Make no assumptions about what they need! And “go with the flow” when someone responds.
As has been said here on the podcast before, handle as many customer interactions as you can in the beginning until you’re totally familiar with your customers and you come up with an optimal sales process. After that you can outsource or delegate your selling and marketing functions because you have clear expectations and yardsticks to delegate and measure progress from.
In summary? Be customer centric and make sure you’ve thought through and created all your processes ahead of time!
What is the best way to get to the root of the matter when we have angry customers on our hands?
Problems usually occur with customers when there is a failure in Expectations. They might’ve been expecting one thing, but you mistakenly delivered something else because you didn’t have an appropriate understanding of their needs. This podcast episode looks into the possible causes of the state of affairs.
This takes off from prior episodes where I discussed my attempts to source financing for my wedding photography business. This episode might be good news to folks considering sales contracts and lease type arrangements as a way to grow their businesses in 2021.
This episode runs a hypothetical on the kinds of opportunities and personal interactions that we miss when we do not follow up adequately with our sales process and the current potential customers that we are chatting with.
This episode looks into tips for “following up” that can be used to nurture relationships with our past clients.
This episode explores how to handle customer service conversations, and how they can be useful to ensuring that you have repeatable, sustainable, and long-term profits over the course of your business.
This episode looks into whether you should pressure customers to buy more from you and what the best ways of going about that might be.
There’s no point in spending all your time with people who can say “no” but they have no real ability to say “yes” to you.
This episode examines another questioning framework that you can use to get to the root of where your customers are, what problems they are trying to solve, and if indeed they feel strongly that there is a significant problem that you can help them with.
This episode is a rant about why we should have a well thought out process for engaging with customers and not just stick a pretty sales girl behind the counter!
It is tempting when you’re in a sales situation to answer the question “how much does it cost?” And then furnish a document with packages and pricing. Slow things down, engage them in conversation, and try to tease out who they are, what they need, and what their motivations are. This gives one a better chance of closing the deal.
If we are in agreement that it is not a good idea to exert influence when trying to get someone to buy your product or service, then the main question is how do we get people to buy without using pressure? The answer is to use existing buyer motivations to move the process along. You have to become adept at finding out if you’re speaking to the right person, and if there is a match between their needs, wants and what it is that you provide. It also would help if you can discern any sense of urgency in the situation, And that everyone is in sync when it comes to budget and money expectations.
It is not always a good idea to apply pressure, or to be excessively forceful when it comes to persuading potential customers to buy from us. This can lead to situations where our customers think they have ended up with products or services that are unsuitable. Either way it leads to reduced chances for future businesses for us, and for referrals. This is because our customers will now be dealing with either buyers remorse, or buyers regret And might not want to face the prospect of dealing with us again.
Whether you’re able to achieve your agenda on this call or email, you should ask as often as possible for referrals and recommendations for other people who might be in need of the services you offer. This is a nice way of expanding your contact base and making sure you have some personal credibility with someone the next time you pick up the phone to “call a stranger”
After you call up a total stranger as a potential customer, it would be most unprofessional to have those follow up calls where all you say is “I’m just calling to check in”. Always have specific agreed to action points during this call... agree to what the next action items will be... whether that’s for you to email material, call to schedule an inspection, or to schedule a meeting. Don’t waffle! Agree to a future action plan today.
It’s best to get to the point when you’re dealing with a sophisticated customer who has done some research and is pressed on time. Provided that you’ve come up with an outline for the conversation, you’ll find that it’ll provide a smooth and easy way to move things along.
Free styling when talking to total strangers leads to more anxiety on your part, and lack of direction for the conversation... without any clear sense of outcomes. You should always have a clear thought process guiding the call...whether this framework is written out or not.
When you’re calling a total stranger for the first time, it’s more important to establish that you’ve indeed reached the right person and then move on quickly to why this call is relevant, and then ultimately you’ll rest on how suitable your product or service is for them. After that it’s a simple matter of agreeing to next actionable steps so you don’t take up too much of their time.
It’s not a bad idea to call up total strangers in the hopes of drumming up new business. The challenge is to make sure that the strangers you’re talking to are qualified to hear your message. They should’ve done something in the past to show they could be possibly interested in your product or service. Best case scenario? You get some business! Worst case scenario? The person isn’t interested. In either case, you’ll be fine.
There are situations where you can get the customer to commit to making a deposit on the first visit. These are situations where you are dealing with a simple sales context, or where the customer has so much money that the deposit is of little stakes. For other situations where large sums are involved for complex goods and services, the right approach is to have incremental conversations with little commitments along the way before going for the jugular.
It’s important to ask yourself if you’re in a simple or complex sale situation because if it’s complex, you have more room for nuanced conversations, and your negotiation techniques have to be more refined than just “take it or leave it”.
You know you’re in a simple sales situation when you have a low priced commodity product or service, and if neither you nor the buyer care about long term relationships and prospects. Why is this important? Because it has implications for how you price and negotiate!
Whether we think of sales as an event or a long term process is important. If you think about sales in a more long term fashion, then you’re continually trying to leverage present contacts and opportunities for future mutual gains between you and your prospective customers. If you think sales is a “one and done” event then you’re constantly dealing with people in a transnational manner with loads of burnt personal capital and credibility in the wake! Come over to the right side. Sales and selling is a series of long term, mutually beneficial conversations.
Client questionnaires and questioning frameworks are important not just so that you have all the information necessary to give an accurate quote, but also so that they help with what you should anticipate when coming through on delivering what you promised.
These questions are important because they help you figure out what other people or factors you should accommodate and take into account as you try to negotiate that sale.
It is useful to ask questions about what your customers want, what they need, what they can afford, and when they will be ready to pull the trigger. This is because, if you don’t run through this exercise, you’re on the risk of giving a quotation that is not accurate and is not relevant to their needs. It also may cause problems in the future when we run into scope creep. This is when due to miscommunication there are disagreements about what the actual breadth of the contract is! All these problems can be solved by asking questions that focus in on this key criteria; want, need, afford, and urgency!
Feedback is essential to developing our products and our services. And the feedback of our various stakeholders is very important because we do not have a 360° perspective to account for all the eventualities and facets of our businesses. But who’s feedback is important? And what kind of feedback should we seek? I think the people that we should pay attention to the most, are those who actually use our product or service... and are paying customers. They will have a much better sense of where all the crinkles are, and on what we can do to smoothen the customer experience out.
Yes! Google reviews and other “back end” processes and avenues should be a significant part of your sales process. Reviews, recommendations, referrals and repeat business are easier and more viable forms of future income. They are definitely more easier than having to go out and chase folks afresh at wedding fairs or wherever it is that you drum up business. Google reviews make you look more professional, customer focused, and make the job of closing future sales easier. Start sorting out your Google reviews today!
Most people are anxious to get a sale from the moment they meet with a prospective customer. Because of this they immediately launch into their presentation trying to convince the poor customer that this service person is the right professional for the job! Don’t launch into a sales pitch right away because you haven’t discovered what the client’s ideal vision is, what he or she wants, needs, and is trying to achieve. Ask questions first or run the risk of saying a mouthful of irrelevant stuff. After some gentle questioning and conversations, you’re going to get all the information you need to show how your product or service is perfectly tailored to satisfy the desire at hand.
Spec driven industries like software, engineering, etc require a proper understanding of the technical specifications that have to be met for the success of the project at hand. The rest of us who are more “artsy” and service oriented ought to take the same approach to figuring out what our clients wants and needs are; as well as the outcomes and vision they’re aiming for, and which will allow us to boldly declare success at the end of the day. Besides! If you don’t know what the specs are, you can’t deliver a reliable quote :)
It cannot be overstressed, the importance of knowing who your customer is, and why you should hang out with them more! Not only do they lead to more repeat business and referrals, but you also get valuable opportunities for business insights that you can use to improve your product or your service.
Outsourcing your sales, or giving other people the responsibility to sell for you, is not always such a bad idea. But before you do that! You have to be sure that you have already thought through and created your own ideal sales process. Until you do that, the people you delegate will go around making promises of offerings that you cannot fulfill. They might create liability and reputation issues for you because they could be a poor representation of your brand and your company. So before you outsource your sales, make sure you are thoroughly familiar with your customers, your market, and your sales process. When you have created your own ideal sales process that is suited to you, your business, and your customers, then you can outsource your sales.
This might not be such a bad idea! Marketing and advertising professionals bring useful “know how” when it comes to figuring out what your “core marketing messaging” should be as well as who your “ideal customer profile” or “target market” is.
Bank financing can be a handy way to get around “money” objections when talking to prospective customers. This currently doesn’t apply to those of us in the wedding and event space, but you never know! The scenario might not be as far fetched as we think!
Asking questions around the “value trinity” shows that you provide a valuable service. As wedding and event professionals we provide financial savings, physical comforts and psychological benefits in the way we conduct our services. Our discussions with prospective clients should reflect this. Unless we do this, there’s really not much reason to do business with us in the first place.
Some people think it’s OK when talking to a prospective customer for the first Time to pretend like you had a previous relationship with them to get them to be warm and loosen up to listen to you. This is a bad idea because there is a little bit of apprehension when people are involved in sales conversations... this can be even more annoying when they discover that you are just trying to sell them something! Focus on being professional, credible, and appropriate when you meet total strangers for the first time before you try to sell them something. The friendship part of the equation will take care of itself over time.
Business owners in general and wedding industry professionals in particular need to start asking clients questions that show how valuable our products/ services are, and to help the client realize that the problems we solve are much bigger than they think! After all why should they pay top naira for someone to merely click the shutter? Or pay someone lots of money just to tell servers which table to send extra drinks to?
Asking the right questions is essential. We have to get to the root of whether they are ready to buy or not. This is an important skill because it’s going to save you time and money from following up on people who were never going to buy in the first place!
As with the previous episode, asking questions to gauge the level of the problem our prospects have, and any sense of urgency around making the decision is absolutely essential. This will save you time in the long run and avoid you talking to people who have no need for your service.
Not only is important to have the budget conversations to be sure our expectations aren’t too far apart, we also ought to ask about timeframes to get a sense of whether, and if they’ll ever make a decision. Sometimes they’re okay with things the way they are and your services might not be required after all!
The money conversations are key in the sales process... to be sure that both you and your clients have similar expectations as far as money and price are concerned. Skip them at your peril! You’re better off talking about money now, than after having had 10 meetings only to find out you guys were never even close to reaching a deal from the beginning!
More rants about the possible value of wedding fairs and how wedding social/ business network enthusiasts can get their apps up and running!
In order to make sure we are not wasting any time or momentum, we should ask questions of our prospects to be sure that we are speaking to a serious contender! The questions that we ought to ask should include, questions on money, finance, and the budget, as well as questions regarding any urgency and to give us a sense of timelines.
Before we get to the root of finding customers who can afford you, there is the question of how do we even find customers at all! Lots of new and traditional methods abound, and those might include; online and offline advertising, trade professional and networking shows, as well as asking for referrals from previous customers. These and a whole lot more options are available to you and will only be limited by your creativity when it comes to applying them!
The Transcorp Hilton hotel in Abuja has opened the first salvo in getting wedding expos back on the market since the Corona virus lockdown early in March this year! Whether you respond with excitement or trepidation, one thing is for sure! Where there's a will there's a way! and the wedding industry in Nigeria is already looking for ways to get back into the hang of things. More updates to come on the podcast in the following days...
All businesses no matter the product or service that were involved with, whether with wedding planning or the engineering space, we all have to run through a process which provides a ready mind map for how to guide the customer in our interactions together.
Sales shouldn't be a freestyle, but rather a process and framework driven activity taking us through how to find our ideal customers, getting to the bottom of their needs, and once there is a meeting of the minds, getting them to commit and to take action.
This is an introduction to the sales clinic sessions that I hold regularly with the Seed Builders tech Hub in Abuja. The next questions that will be treated in the series include, how to find customers who can afford you? and whether you should outsource your sales and marketing functions? Our first candidate and case study, is a provider of alternative energy solutions in Lagos.
Making assumptions in the sales and negotiation process could be a critical flaw. it is better to ask questions of the customer about what is pivotal to the deal rather than assuming and making unsolicited concessions. Ask questions, don't assume!
Whatever the medium you use to gain attention, provoke interest, and build some engagement, the tactic should be focused not on talking about you! The focus should always be on the chief benefits that your clients will get, knockout features that are relevant to them, and a focus on your understanding of the situation and how you can help.
whether you want to be a hustler or a business owner is important to your potential for growth and how much scale you can get in your business. We have to be open and honest about what our current trajectory is, and what our future business ambitions are.
Once we get past the public appreciation for certain goods and services, the key determinant for how viable a business industry is, isn't the market per se! The key determinant becomes how good you are at sales, marketing, and distinguishing yourself from the competition.
As a general rule, the more personalized and relevant our messaging is, the better. the same principles apply for our use of WhatsApp messaging for business!
The "know, like and trust" framework is essential for enhanced credibility and achieving a "trusted advisor" status. However it still leaves something to be desired because even though it lessens the apprehension involved in sales conversations, it doesn't give the business practitioner any tips for how to move to customer over the goal post.
Have all terms and conditions up front and centre when having the money conversation with potential clients! No one likes being baited with low prices in the beginning, only to find out that much larger sums are required at the back end of the transaction! It also doesn't help that this practice ruins the personal Goodwill we have struggled hard to cultivate during the negotiation phase.
Mistakes in networking often arise because we have a poor understanding of, or a poor framework for how to network in the first place! Networking should be "other" focused, shouldn't be "tit for tat" and excessively focused on reciprocity. With a few of these changes in paradigm, networking should be a fun and effective exercise which will lead to business growth.
It pays to switch routines up regularly. I've learned this recently learning to explore and relearning how to play guitar in open D tuning. This can serve as a metaphor for how we approach life and business in general.
Customer service, communication, money management, collaboration, and delegation are essential skills that every business owner should have. However, all these skills won't matter very much if you don't have a business with a healthy bottom line. Getting and improving sales is the primary skill of all! Without the vital bloodline of sales in an organisation, there won't be anything to manage!
How you feel about the prospective client sitting in front of you isn't the best gauge to determine if she or he is your ideal client or not. Even when it seems as if both of you might be butting heads together, it still is a good idea to ask questions to get to the root of why you are having that conversation in the first place! You might confirm that the deal is indeed dead. You might also confirm that you have other avenues through which you could help the prospect! You can't truly know which way is north or south unless you keep asking questions!
Business auto response prompts are ineffective and can be jarring if they are used with every single message that your prospective customer sends you. The better way to use this would be; thank the enquirer for reaching out, provide alternative contact details if they need an immediate response, and also provide a reasonable promise of how soon they can expect to hear back from you.
It's not a bad idea to build your business using tips, tricks, and hacks to maximize profits on individual transactions. However it could be a more profitable way over the long term to use sales and business frameworks that you can scale profitably overtime. Apart from the benefit of being more sustainable, it is also going to be easier mentally because you don't have to tax yourself everyday about how to be more creative in each individual sales situation.
There are many lessons that can be learnt following the breakdown of law and order in certain parts of Nigeria during the recent protests. One of them is about how the use of empathy and affirmation could be powerful tools to build commonality and rapport between authorities and protesters in times of crisis. These and many more are the contribution that the discipline of sales and personal selling can bring to matters of public policy. Whether we sell wedding event services, the reasons for protest, or we are pushing a treaty for peace, in either case a sale is being made.
Some business people move straight to asking for a referral or recommendation after the deal is over. We would improve our chances of actually getting one if we were to find out how satisfactory the experience was in the first place! That would also give us a chance to resolve any outstanding problems, assuming any did in fact arise. Don't assume that everyone was happy at the end of the transaction! Ask first and then resolve any outstanding issues! After that we can make a play for referrals, recommendations, and online reviews and ratings!
In times of chaos and social upheaval, it is the responsible thing to do as a corporate citizen to reach out to your customers and stakeholders to be sure that everyone is doing okay. A blanket messaging approach is not the best way to go about this however! Using templates that can be personalized with a personal touch, sprinkled with hints of personal concern would be the more ideal way to go. Even if it turns out to be more time-consuming in the end!
This is a departure from our regular scheduled programming. this is in honour of those who lost their lives on the 20th of October 2020 in Lagos Nigeria. The protest was against police brutality, the rule of law, and fundamental human rights issues. May the souls of the dearly departed rest in peace, and may those of us who are still living not fall into the sin of despair! May God grant us all the will and intellect to improve our societies, especially when it comes to social justice issues.
This episode explores a slightly different framework for answering the question; should you do what you love as a business? Or should you try to fill a market need? It's a recap of some of the opinions expressed on KISS FM Business show... Useful ideas on peer related issues in business, industry and market gaps, as well as market research as a means of validating your business idea.
When people make referrals on pre-agreed commercial terms, the best way to say thank you is to stick to the terms faithfully! On the other hand, when people make referrals to you altruistically or in genuine support of your business... A thank you note or call would suffice. It would also be good practice to let them know along the way how everything went with the referral.
Passion, vission, and personality and not necessarily key ingredients you need for starting a business. Having a basic investment thesis that you're trying to validate, and being focused on acquiring the learnable skills that people often confuse for personality will take you much farther than the popular ideas about what people have for starting a business.
It pays to have a well-thought-out sales process before you get a random phone enquiry from a prospective customer. Don't freestyle to improve your odds for sales success on the call! plus it aims to play for permission marketing where you're not able to close the deal. That you are not a suitable match today, doesn't mean you're not going to do business together tomorrow.
Chasing down customers in the flesh or over the phone doesn't have to be such a bad thing! Yes it can be more time and labour intensive than growing leads over the internet, but it also forces you to gain some social savy and interpersonal skills that will come in handy for dealing with "walk ins" and people who find you on your "social" or the internet.
Establishing trust and the customer needs are both essential to reducing any resistance or apprehension that people face when talking to you in a sales conversation. Whether you should probe for a need or try to establish trust and credibility would depend on whether the prospective client has heard about you prior or not!
Trust, Need, Help and Hurry represent the fundamental stages a customer or buyer has to run through in coming to a buying decision. The philosophy behind the framework is that all sales situations are the same, and that all our customers migrate through the buying process in the same manner. Also critical to this approach is the idea of reducing sales resistance when talking to potential customers.
Tom Hopkins' Trust, Need, Help and Hurry framework is an easy map to internalise and guide one through the sales process and Customer Conversations. This episode is a skim through the key areas the philosophy preaches.
Trying to persuade and Influence either at home, work, or with potential clients should be process driven. This gives us the best chances for repeatable success and to readily diagnose the problems that arise when speaking with potential customers.
Customer Relationship Management tools are very handy for keeping track of conversations, maximizing customer lifetime value, and getting insights to improve the overall customer experience. Ignore these at your peril! Especially when you start growing a book of business 🙂
No matter how prepared you are during a sales conversation, unforseen circumstances can negatively affect the outcome! The only thing we're in control of is our sales process. Be faithful to your process and don't get emotionally tid to outcomes. Easier said than done, but worth remembering!
Closing the sale means you've opened up a relationship! Keep in touch with former clients not only to be nice, but also because there might be possibilities for repeat business and referrals either from said former client, or from friends, family and associates.
Not being straight about your intentions when you run promos via Instagram and email can risk you losing some personal and business credibility. We should always have opt in options and set expectations if our promos are intended to bring people into a prospecting chain.
Hitting the phone to drum up business first thing in the morning is the best way to ensure you have a steady stream of business all year long. This is a useful habit to have to get away from the "feast and famine" cycles that the average solopreneur faces.
Knowing the difference between these terms sets us up with the right level of expectations to have when dealing with them, as well as the right way of thinking about advancing our relationships with them across these different stages.
Customers have bought from you before and provide repeated business. That's the end goal of the sales process when we take a "prospect" whom we're currently chatting with to see if we can do business with them in the future!
No the customer isn't always right! But they do have a right to be listened to and validated at all times by us 🙂 the professionals with the expertise they trusted us with in the first place!
It's not a good idea to initiate cold text interactions focused on only what you need, where you're only what you can gain and at the end of the day, you have no follow through on agreed courses of action! This episode is a rant so listeners beware 🤣🤣🤣
FOREX might not be for you if your idea of an investment opportunity is something passive with steady returns over the long term. Think of FOREX more as "active trading" rather than an investment opportunity. Also tread with caution if you lack the drive for frequent technical analysis of market positions, the use of leverage, and if you lack the emotional resilience to hold your position while the market climbs and dives.
Genuine multilevel marketing companies bring with them training in sales, distribution, business and personal development. What about other businesses of the sort that seem mostly concerned with growing pyramid consumption chains? This episode explores my personal opinions on the matter, and it's hopefully more nuanced than a "yes" or "no" answer.
Popular ideas about networking assume building personal relationships with the hope of doing business in the future. I argue that networking ought to be business, value, or "other" centric relationships focused on advancing other people's interests. Possible payoffs don't have to be immediate! We can settle for a status as a keen connector, and useful resource person. This expanded personal influence might yield some results for the future 🙂
When clients say no or "ghost" us, it's not personal. It's more likely that we weren't dealing with a properly qualified client in the first place! Run through your qualifications check list to confirm that there wasn't a mismatch in our understanding of their needs, their budget, and any sense of urgency with their timelines. Rejection doesn't always have to lead to heartache 🙂
Stop worry about other entrants in your space undercutting the market with lowball pricing. Focus on things within your control like your sales and marketing processes with an emphasis on how to distinguish yourself and your services.
The typical qualities we're exposed to in the wedding industry are also essential to growing sales; communications, professionalism, networking, etc... The most important skill or attribute is to always have good outcome in mind. This will be the fuel needed especially in the early days when we're seeking the momentum to get things off the ground.
The reason why we're in business is to create customers. We do this through the marketing function of our businesses. Since customers are worth more over the long haul, we also have to look for creative ways to keep in touch!
When photographers think of expanding their business, they focus on gear and lenses, retouching theory, and they try to promote ideas around price uniformity. Time would be better spent focusing on improving the marketing and sales related aspects of the business to better promote and distinguish themselves. This is a cautionary tale to other professionals/ vendors in the wedding space!
Personal selling techniques are the best way to prime relationships and cultivate lifetime customer value beyond this present wedding. This episode is an intro to this philosophy.
Is it true that sales people are sleazy and will sell anything to anyone? Whether the Eskimo will buy the fridge from you depends on how well you understand what problem he or she is trying to solve in buying your fridge. Some sales people are sleazy. True sales professionals are problem solvers.
Personal selling is important because there's other avenues to grow your business beyond branding, marketing, and online content. The primary purpose of a wedding planner is marketing and not wedding planning! Because without creating a customer, we'll have no customers to serve.
Wedding professionals often come from a diverse academic or professional background. This previous experiences are assets that should be used in running our businesses and customer conversations.
A lot of Wedding vendors assume their business struggles can be chalked down to personality, the economy, luck and timing, and even concerns about whether a viable business can be built in the wedding space. This podcast makes the argument that business struggles are a failure of the marketing function of the business. This includes publicity and promotions both online and in person, and in person sales. This is also the overall thrust of the podcast.
Assertiveness, being passive, or being aggressive aren't necessarily personality traits in sales. They're more about how much attention we pay to sizing up our wants versus the customer's needs during the negotiations in the lead up to the wedding. This is the second part in the series that aims to keep wedding professionals focused on assessing the business needs rather than being weighed down by questions of our personalities.
Popular ideas about being a pushy sales person assumes that you're rude or overbearing. Being pushy in sales isn't a personality flaw, but occurs when you keep trying to sell to people who neither want nor need your service, or if they can't afford it with any sense of urgency.
The passion economy and ideas about how passion should relate to business abound everywhere today, and especially in the wedding industry. The belief is that if you're passionate about weddings then you ought to take the leap. This podcast looks at different perspectives on passion, market validation, and what you need to carry you through the cycles of being in business.
The average business owner doesn't fuss about personal selling because it doesn't scale. While personal selling won't help you grow your business to a ten fold magnitude, it will come in handy with first-hand and deep customer insights that will inform and improve the results of your sales team in the future.
The transparency economy raises practical questions about how we intend to be perceived in the market. We can either fake it till we make it, or keep it real and be more relatable to engender trust. Of course these are also tied to other questions of brand positioning and figuring out our value proposition. Either way, personal selling is a tool that can be used to sway the course either way. This riff is a freestyle on some ideas expressed by Joe Lemon on his Sales Culture Podcast.
The right personal selling approach can transform single transactions into multiple sources of income down the future. This episode is an intro to this idea that'll be explored in future episodes.
Trust is essential in commerce because it helps our prospective customers move through the initial concerns about being hustled, and move to openly considering what proposals we have to meet their needs. This episode is a sketch about how you can build trust by being appropriate with our prospective clients, showing credibility and competence, as well as building rapport and commonality between strangers.
If you don't trust yourself, no one will and you won't be able to take yourself credibly through the leadership or sales process. This is the final riff on the Harvard Business Review article "Begin with Trust" May/ June 2020.
Without authenticity in the sales process, demonstrating judgement and competence, and showing empathy, it's doubtful that you can effectively sell your product or service. This is the second part in the retelling of the HBR article May/ June 2020 "Begin with Trust".
Trust is an essential ingredient in personal selling. This episode explores why we need to begin with trust and explore new perspectives that put our customers at the focus of our interactions. This is based on a review of an HBR article of the same name published in May/ June 2020.
Having multiple income streams is a handy idea not just for wedding industry professionals, but business owners and hustlers at large. Some of the ideas explored in this podcast include the Cashflow quadrant which is a nifty way for charting and guiding one's journey through acquiring different income streams.
Branding is important to the personal selling process because it makes you more familiar to your prospective customers. This episode explores other factors important in building your brand and the relationship between branding and sales.
Even though personal selling is a key factor on which we can build our businesses as wedding industry professionals, we also still have recourse to emailing and all things related to sales funnels and eMail lists. This episode explores tips from the discipline of Personal Selling that can be carried over into the art of emailing.
Money management is an important part of the puzzle that comes with providing a viable wedding industry based service. This episode and the others will be a peek into discussions I've had with my mentee from the University of Aberdeen who is also looking into entering the wedding industry in the UK as a photographer.
Personal selling and in person sales is a labour intensive form of persuading our clients which may not be suitable for all kinds of vendors in the wedding space. This episode explores who it's for, and who it's not for...as well as other resources for expanding our knowledge of how to sell face to face.
Most vendors aren't sure the price tags for wedding shows make them a justifiable investment. My thesis is they can be so long as you come up with, and properly execute a plan for the expo.
Covid posses serious concerns about how we can conduct business on a daily basis, however we shouldn't let things grind to a halt during this period. This episode explores why we should keep on moving, and looks at common sense approaches of how to go about selling and promoting ourselves and our businesses.
The modern wedding industry in Nigeria is a young one. There are a few recognised players in the game... this is an introduction to give a sense of who is out there and what their specialty is.
This episode focuses on the origins of the podcast, as well as why personal selling is an important part of your marketing arsenal. it also explains why you need more resources on personal selling, and not just on branding to improve your business as a wedding vendor.