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Lots of Nigerian businesses, Nigerian business people, Nigerian sales people suffer and are not able to bring in revenue. Now, the reason why for a lot of you anyway, the reason why is that you're not being responsive. You're not responding to messages, you're not being quick to get back to people. And so because of that, it's easy for your competition to snatch away the market. I repeat, the reason why a lot of you are suffering in your businesses is because you're not responsive.
People are sending you messages, you're not responding or you are responding, but maybe 2 days late, three days late, a week late. I mean, for whatever reason, I'm sure you have justifiable reason for why you're not responding to messages or why you're late, but doesn't know that it is costing you revenue. And today I want to look at that with a look at this rather with a real life case study. So this friend of mine wanted to buy some underwear for his wife.
Yeah, some underwear for his wife. So sorry, Forgive me. I was wondering this was a good enough example to use. But, and I'll just run with it. Hopefully there are no children who are listening to today's podcast episode. If you have kids who listen to you for the podcast, then maybe this is not the kind of episode that you want them to listen to. So just a warning, so if you have kids around, tell them this is not the episode to listen to because I'm going to go into some more detail concerning certain kinds of styles and things like that.
So you probably don't want your little boys listening to this episode anyway. So he wanted to refurbish his wife's episode. I say episode his wife's wardrobe because this guy, this friend of mine, let's just call him Shagun, but his name is not really Shagun. So Shagun, my guy, me and him, we did some runs recently and we came into quite a bit of money, you know, not massive, but money that can solve one or two problems.
You know, you do school fees, you do this, you do this, you know, that kind of money. So he thought it would be a good idea to refurbish his wife's wardrobe. At least he will start with the underwear section because, you know, it's been a while since they've gotten us from the underwear. So he did what any young man who is uneducated in these sorts of things and who also wants to surprise his wife, he did what any young man would do, which is he asked around for some recommendations.
People gave him Instagram handles, and then he went on Instagram to reach out to those people to just say, hey, this is me. This is what I'm trying to do. I'm trying to surprise my wife. What are your recommendations? So that was his approach. Honestly, it was the same sort of thing I would have done. Because what do I know about women's underwear? Absolutely nothing. All I know is that, you know, it looks good. It looks hella sexy, if you get my points.
And, you know, if Madame wears it and she feels nice and it looks nice, we're going to end up doing something nice. So that's all I know. So quite frankly, I'd have done the same thing, too. Ask for some recommendations. Reach out to those people and say, look, I'm trying to surprise Madame and I want to restock. So I beg, what do you advise? Now, remember in older episodes where I've been saying that this is superpower that we have as business people, as business owners or sales people, and that's the fact that we are subject matter experts and we should be taking advantage of that, but people don't.
If you realize that you're the subject matter expert and somebody reaches out to you in this kind of situation, I want to buy solar and you realize that the person is not the expert you are, you take control of the sales process. You can ask the person questions about what they want, what they need, what their dreams are, do they want to be off the grid? 247300 and 65 days of the year. And you can walk them through a couple of options.
At the end of the day, you deliver 3 proposals, Option A, Option B, Option C either option should be able to take care of your goals. This is the advantage of option A, this is the advantage of option B, this is the advantage of option C. And these are the downsides. So what do you think? Which are you interested in? So if you realize that you are the subject matter expert, you can take that approach when it comes to solar sales or in this case underwear.
Somebody says I want to surprise Madam, I want to change everything. I want to come back from work and just see that the underwear side, that I just clean everything and put brand new stuff. I want her to be wowed on to knock her socks off. What do you recommend? And you'll be able to start asking them questions. Oh, OK, that's good. How old is Madame? How long have you been married, blah, blah blah. What is her style?
What does she like? What does she like? Have you thought of this style? Have you thought of this style? When I say style, I'm talking about underwear style. Please don't think about any other kind of style. So have you tried this style? Have you tried that style? You know, things like that. And then you make a recommendation. OK, Bros, since you want to change Madam's wardrobe, you're thinking of buying so, so and so pieces.
I would recommend this amount for work. I would recommend this number for staying at home. And I would recommend this number of just comfortable, you know, whatever, whatever, whatever underwear. So depending on your budget, Bros, we can play it in three different ways. We can come up with option A, and this is what it would look like. Option B, this is what it would look like. Option C, this is what would look like. So Bros, which one do you think Madame will be more interested in?
It's a superpower. You're the subject matter expert, so you take the lead and you lead someone through the process. Just in case some of you are not getting it, let me use one more example. Excuse me. So cakes, you assume that you're the subject matter expert. Somebody reaches out and says I want a cake for my 7 year old son, his birthday is in two weeks, blah blah, blah. You take the lead and answer some questions. Oh, what kind of cake, man?
One level 2, Level 3 levels, butterscotch fondant. This, that, that that. What is your son like? What kind of person is your son? Does he have any allergies? Blah blah blah. Where do you want the thing delivered? You know, on and on and on and on and on. You know, you ask all the questions you need to ask and at the end of the day, OK Madam, based on what you said, because your son's birthday is a Power Rangers team style, you know, we can do this, this and this.
We can do 1 tier with this kind of decorated piece something, something and no cost this, we can do a three tier cake with this kind of decorated option something, something, something, or we can do a 5A7 tier cake since he's turning 7 with these kinds of decorative options and you know, blah, blah, blah, blah, blah. So these are the options ma option one, option two, option 3. Which one do you think your son will like or which one do you think you're interested in?
It's your superpower. Take control of the process, lead someone through. So that is the approach that someone should take. But remember I said that the reason why a lot of you are suffering is because you're not being responsive. So that means when somebody reaches out to say, how far do you do cake? My son is turning 7. When somebody reaches out to say how far, I want to revamp my wife's wardrobes, I want to buy new pints, brand new pints, fill up the whole place with new pints.
When somebody reaches out to say, hey, what's up my honogia sola, how much does it cost? You are not even answering your messages on time. And that essentially is what we're going to do today. Look at today. Now before we get to the middle of today's episode, if you'd like to connect with me, you can call, send me a text message or WhatsApp message on 08064662140. Also, if you're interested in the 15 minutes here lorded or you want me to look at some of your business processes, you can WhatsApp me on the same number 08064662140 and you can also drop my WhatsApp channel.
Just send me a WhatsApp message on the same number and I'll get you started on that. So back to the example now my friend, because me and him, we do one small deal and we collected a few M's. You know, after you pay school fees and you do this and you do this like oh, OK, there's some change left. I've been promising Madam then I'm going to refurbish our wardrobe. So let me start with the Pint Pint section, because, you know,
it's a very important section and you know, if you get that right, yeah, you might get lucky, if you know what I'm saying. So his approach was when I did some research because to be honest, like I said, we men, we know nothing about Pint. All I know is it looks good. It makes Madam feel good. And when she looks good and she feels good, something good happens. So he now sent a message. He drafted one message because remember, like I said, this guy Shagun, again, not his real name, he's like me.
So I would have done exactly the same thing. So he crafted the message. Now, because he was recommended to five Instagram handles, he sent messages to four of them, and then he called one person. So I'm not going to tell you what it is that happened. By the way, this is something I'm talking live. This thing happened within the last like 2 weeks. The money came in like 2 weeks ago. So after we settled all we needed to settle, that's when we now started on this pint adventure.
Oh by the way, for those of you who are listening to the show for the first time, if you're not Nigerian, at any time you hear Nigeria and say pint, that just means underwear. It's another way of saying pants. When it's also saying pants, you say pint. So so now I want to say paint adventure. By the way, like I said, this is not an episode that children should be listening to because we're going to start talking about some some styles next.
So Shagun crafted the message and his message was, hi, I want to buy 30 pieces of underwear. I want to restock my wife's underwear and I'm looking for these kinds of style. I'm looking for high waisted and full brief styles. Then he also mentioned that he needs a mix of Novi PL. that is a visible panty line because, you know, he did the research. Even myself, I started doing the research. Ah, it's true. I should buy pints for my wife,
you know, because it would be good spice things up. So he said he needs a mix, no VPL that's visible panty lines. Apparently it's important so that when a woman dresses up for work, you know, she won't be walking around and then people can, you know, see her underwear please. I have said children should not be listening to this episode. Please, in case you didn't catch me, I'm saying it again, send all the children out of the room.
OK then I'll put your headphones on then He also said he needed some cotton rich underwear for weekends. Apparently cotton underwear makes it easier to breathe down there. Then by the way, if the women who are listening to this episode and Shagun and I in our research again, Shaguno, his real name. If we got anything wrong with our research, please writing or send me a text message or WhatsApp message 08064662140 let me know so that the next time you know either of us want to buy pints for Madam, we will,
you know, I'll I put it, who, who acts accordingly? We'll do the right thing. We'll do the needful as we say in Niger, we'll do the needful. So he said he wants some cotton rich ones for weekends. Then he also asked for some premium lace, lace and silk options. Now I don't know what lace and silk is, but I think those are the ones that look really nice, you know, make your man feel real sexy. So so he also wants some premium options then autograph or equivalent.
So I think from our time in the UK, Cos Sheg was also in the UK as well. I've known him for a while. We're both in Scotland. So I think autograph is, you know, like Marks and Spencer maybe like the high end underwear for for women. So he said, you know, let's throw in some autograph or similar like that. And then he asked, can you show me what you have in large size? Because Sherman's wife has a understand what I'm saying.
She has a big old. Let me stop there before the mark this podcast episode. I say explicit. So it's not as if she's big, but you know, in the in the nether region, she's kind of. So he asked for large size and then he wanted a quote for 30 pieces. And that's why I say me, I sure were the same because if you want to do this thing, you know, do it, one is 1 as well, just one by 30 pieces or maybe 160 self. So you know that Madame has one new pint for every day for two months straight, you know, that kind of thing.
And he ended by asking do you deliver to Abuja? Because unfortunately, all the numbers that he got were for people who are based outside. That's Lagos. OK. So I know he got phone 5 numbers, 4 based in Lagos, one in Abuja. So yeah, sorry, he sent this to all five people. So he sent this to four people on WhatsApp now on Ask you people. By the way, sorry for the noise in the background. It's a weekend, everybody's home.
So my neighbor is exercising his dog. So that's the barking that you got here in the background. Now I want to ask you people now let's do small guessing game. This is the message that he sent to four people on Instagram. I repeat, this is what the message says. Summary. Hey, how are you doing? I want to buy under for my wife. I want you to be I want to get at least 30 pieces because I want to stock our full wardrobe.
So I'm looking for some different kind of style. If you have high waisted or full full brief, let me see. If you have no VPL, that's no visible panty lines, seamless ones, comfortable for our work, let me see. If you have a cotton rich underwear so that Madame can breathe on weekends, let me see. Then also just throw in some nice premium option. You like that kind of autograph, you know high end Marks and Spencer premium 1 correct one.
Then Madame will see you should blush. If you have those ones, put it there again. Then give me all of them in large size because Madam is large and in charge. Then give me a quote because I want to see 30 pieces, 3030 pieces. It's not somebody who was coming to buy one or two pints coming to buy 30. Now assuming that each one costs, you know, like 8K10K12K, you can see that this is a reasonable order. Somebody didn't say, come on,
give me one pint. He said give me 30 for Madam. Then do you deliver to Abuja? 2 questions. He sent this to 4 vendors. How many people do you think responded now? How soon do you think they responded? Let me just pause so you can consider. Hope you're considering. Hope you're thinking now the answer will surprise you. Really really surprise you. None of these people have responded. It has been at least four days. It has been clear that the message has been read on WhatsApp.
You know, tick, tick, and then it turns blue. Of the four vendors, none of them responded. It's been at least four days. That's why I'm making today's episode because sometimes, you know, I come on the episode and I show you some statistics from America to say, oh, that businesses are non responsive because statistics show that 80% of people do that blah, blah, blah, blah, blah, blah. And you say, oh, now statistics in the yarn.
You realize that what I'm talking about in real life, So forget American statistics. This is Nigeria. Somebody wants to buy 30 pieces, 30 a pint for his wife, wants to blow her brain, you understand, knock her socks off, like just impress her. Like, oh honey, you shouldn't have, you know that kind of move for vendors based in Lagos. It was Abuja. I understand, you know, Abuja people are lazy. Abuja people don't like money.
But legations, none of them responded. Then for the 5th person, he called the 5th person because he sent a different message to the fifth person, something similar anyway. But then the person, at least the person responded and said, oh, sorry, I don't understand. So it's like, oh, can you talk? Let me just call you. So you called the person and they started discussing that. Look, this is what I want to do. Actually, my name's wardrobe,
how to change everything, the pint, all of them is old. So I want to buy at least 30 pieces. How to change everything. And then the guy asked, OK, what kind of style do you want? And then Shekin was like, like, Madam, I don't know. That's the reason why I'm reaching out to you. I know nothing about pints. All these things that I spoke about high waist brief this that that VP that my research research arm. So I don't know, like really, I
need your help. Show me a couple of things. Let's build this thing together. And then the lady I was like, please go and check our Instagram handle, the one that you like, just click on it and then we'll order it for you. And then in the moment of desperation, because remember Shagwa and I used to be in Scotland together and I told him about that time when I need to buy new pint for my wife and I need to go and buy Brazilians from Marks and Spencer's.
Please, by the way, I hope there are no children. Listen to today's episode, please. If you listen to your podcast episode on speakers, please, your children should not be here, especially the boys. You know, if a boy is not yet 20 something, you know, he should not be learning about Brazilian underwear and bikinis. So this is an episode for mature audiences only. Please, if there are children around, please plug in your headphones.
So at least Shegu knows about Brazilian because me, his guy, I gave him testimony that I bought Brazilian for my wife and I gave him testimony that I bought Brazilian and it was a good experience. So in desperation he asked us, OK Madame, OK, at least Brazilian. Do you have Brazilian? The girl said, what is that? The show said Brazilian. I don't know Brazilian underwear. I said. She said no, I don't know what that is.
Go and check my Instagram handle. Anything that you see and that you like, you know, click on it and then make payment and we'll deliver. And then she will said, OK, thank you. And then he ended the call. Now, like I said, show me is my guy. He's just like me. He doesn't know enough about butter. He doesn't know enough about pint. He doesn't know enough about underwear. He doesn't know a lot about briefs. So he doesn't feel confident that you just go on Instagram and do.
Then you click, click, click, click, click, select. You make payments when the thing arrive, your wife now with the vex like you know, maybe you buy something is too small or you buy something is too big or you buy something the color is off. Or you buy something, the style is off or something. I know some of you are saying that wouldn't be easier to just tell your wife. Yeah, it will be easier. But you know, the whole point of this thing is you're supposed to be a surprise.
You know, good money has come. You put aside school fees, you do this, you do this. So with the left of our money is meant to be a surprise, you understand? So yeah, it will be easier to tell Madam. But anyway, so I was like, so the first thing that surprised me is. And it's the reason why I say subject matter expertise. And this is something that Brian Tracy has spoken about in his earlier work, I think the Psychology of selling the audio one, not the book.
I think there's a part where he's talks about how subject matter expertise is the beginning of sales, that you need to be the expert in what it is that you do, because that's the beginning of how you're going to be able to sell. Well. Now, you don't need to know absolutely every single thing, but there are a couple of basic things that you need to know so that some random everyday questions, you'll be able to help and educate people on that.
So I found it kind of shocking that there's a lady who sells underwear in Abuja and she hasn't heard of Brazilian underwear before. Even I have known about Brazilian underwear for at least maybe like 10-15 years. All she knows is bikini and lingerie, the different kinds of bikini. She doesn't know the difference. Because I wanted to know that. OK, I saw something online about high waisted bikini, French cut bikini. Which one do you have?
She doesn't know all she knows. Look, I don't know about Brazilian, I don't know about high cut. I don't know about high waist, I don't know about French cuts. I don't on and on and on and on. I always go and check my Instagram handle. One you see and you like click when you click, pay when you pay or order. Sorry, we will deliver. You can't see why I keep saying that subject matter expertise is one of your superpowers.
Now, a lot of times if you sell female underwear, I guess lots of your customers will be women who are calling in, who know exactly what they want. You know, no problem. But just in case somebody's a newbie and the person is confused, or even if the woman knows exactly what it is she wants, but exactly what she needs is not available. If you are the subject matter expert, you will be able to ask questions to figure out what it is that she's trying to achieve,
what is it that her desires and her wants are. And you will be able to make an alternative recommendation instead of those interactions, those phone calls. Whereas somebody calls and says, hello, do you have Brazilian, You say, no, I don't have Brazilian. The person will say, OK, thank you, Then don't cut the call. If you're a subject matter expert, somebody be able to call and say, hello, do you have Brazilian? You say, oh, unfortunately we don't have Brazilians at the moment.
We are ordering a new stash in about two weeks. Will that be OK for you? Or is the way too long say, ah, the wait is too long ago. OK Madam, I'm sorry. I hope you don't mind me asking like what you needed? What do you need for exactly? Then based on the answer that she gives, you will now know what kind of options it says all my wedding anniversary is coming up. I want to look nice. I want to look sweet. And I've always felt comfortable in Brazilian because I like the way it makes my diarrhea look.
Because woman has said that and because you're the subject matter expert, you will now be able to recommend other alternatives of pint, other alternative of butter so can make somebody look nice and comfortable. The thing will look smooth and Sheen, you know, shine well, and the thing also make the derriere look, you understand look. Palatable and just. Put it that way. By the way, please, I hope there are no children listening to this episode.
This episode is not for kids. So based on you being a subject matter expertise, when you ask us some questions, you will now be able to know what kind of thing to recommend. It won't just be the simple thing of hello, do you have Brazilian? No, I don't have. OK, thank you. Bam, then the call ends. So. Share. Will send the message. Four different vendors, no response, called one person and basically her summary was look I
don't understand all the questions you're asking. Just go and check on Instagram and then order. So. Problem one that I wanted to talk to you all about. Today's lots of businesses are non responsive. People are sending messages, you are not responding, so you are easy. It's easy for the competition to mop it up because you never stood a chance in the first place. Now, because none of the four. Responded and like I said,
because, you know, I didn't think about it because it's been a while, but now that Shake 1 is on this adventure, I'm going to join him as well, you know, 'cause it'll be nice. Also get something nice for Madam, especially this Easter season, you know, Yes, I know the Easter season is about Christ's resurrection. But anyway, that's another, that's a topic for another day. You shouldn't stop us from doing something nice for Madam.
So. Of course, if he's able to sort himself out, of course, I asked him. Oh, OK, let me see now. Like, how did it turn out? Like, what did you get and meet? I might be able to blend accordingly. But The thing is, the four people now are recommended to him who didn't respond to the messages. He definitely is not going to do business with them. He's moved on and he's trying to look for other people. So we should be responding to messages and we should be responding to messages in a timely manner.
So yes, in America and in the UK they aim for minutes. So in some spaces they even aim for seconds. Like if somebody got gets on your website and they type in an inquiry or something and they get off your website AT3O2 by three O 3, you'd have responded by an e-mail or something like don't want to be that quick. In America and in the UK, in this part of the world, you know, an hour or two is not bad, as if somebody sends you a message like this.
I want to restock my wife's underwear. I want 30 pieces. The person sends you a message by 10. If you respond by 12, one, it's all right. It's not bad. But Nigerian standards but shall let's respond and let's respond in a timely manner. Then. We should also remember our superpower, that we are the subject matter expert. You should try and learn your craft before you start to sell. This is costing you money. There's absolutely no reason why you sell underwear, female underwear, and the customer calls you and the customer is asking about Brazilian.
You don't know what Brazilian is. You only say you have lingerie and you have bikini and the guy says, oh, OK, bikini, no problem. I did some research on bikini. Which kind of bikini do you have? Do you have High Court? You say I don't know what that is. Do you have French court? I don't know what French court is. Do you have high leg, bikini? I don't know what high leg is. These are the kind of things that are. Costing you money.
Imagine now if I was a solar salesman. Somebody reaches out to me and they say, do you have lithium battery? And I say lithium. I don't know what lithium is. And the government says, ah, you don't know lithium. Said, look, Madam, I don't know what lithium is. Just go to my Instagram handle, go to my website, the one that you like, Click once, you click, pay once you pay. Who deliver? With that kind of attitude, how can I sell solar?
If somebody calls me up and says what? Kind of solar panels do you have is it China made, is it Korean made or is it German made? And I as a solar person, I don't know that there's any difference where the solar panels come from. How am I going to sell or? Somebody comes and says. I want inverter. I want a good quality inverter. I looked at your website and I saw three different brand. Brand A, brand B, brand C What is the difference?
And then the only answer I can give the person is Madam. The difference is the price. Just go and look. Now the wonder. You can afford to click on it. Once you click pay once you pay, we'll deliver. If that is my attitude as a solar salesperson, how am I going to make money? How we should be striving to be the subject matter expert. If you sell solar, go and learn about your market. You don't need to know absolutely everything, but learn some basic stuff about different kinds of panels, different kinds of batteries, different kinds of warranties that come with different kinds of products, why some products are rated better than others, you know, the storage capacity, the things like that.
So you can answer questions for people also. That you can ask them. Questions and from there you'll be able to make recommendations for them now. Applying these principles can be. Tricky. So if you need me to look at your particular circumstances, you can't connect with me, you can't call. You can send me a text message or a WhatsApp message on 08064662140. Also, if you're interested in a 15 minute sale audit, you want me to look at some of your business processes, WhatsApp me on the same number, 08064662140.
Also you can drop my WhatsApp channel, just WhatsApp me on the same number. So we've been talking for 30 minutes. So let me just bring this thing to a close. Apart from being non responsive, it is clear that lots of business owners, and that's why I say time and time again, do not have a qualification process, do not have a discovery process. A qualification and discovery process is just the part of the conversation where you're trying to talk to the person so you can figure out who they are, what do they want, what are they trying to achieve, things like that.
Because that is what is going to be able to help you make recommendations. So that the next time if you sell underwear and the guy Shergel again, not his real name, reaches out to you, says how to change my wife wardrobe. I want to buy 30 new pint at least not to stock it up. What we recommend you'll be able to ask him questions to figure out exactly what he knows about his wife or what he's trying to achieve. Or in the small conversation between you and him, you might be able to guess at the kind of person that his wife is.
In fact, you might even be able to give him suggestions about how he can find information about what Madam might like what Madam might not like. So you can make some recommendations and then close an order beyond the same auger. Go and check Instagram Dwanda you see? Click the one that you like. Click once you click pay. Once you pay, we'll deliver, no. Don't just be. An order taker. And don't give customers this. Attitude of Look, Madam, just Olga, just, you know, leave me alone.
Just you know what you want. Just click and pay. We'll deliver. So you need to have possible. Lines for conversation. So in this case, you should be able to respond to someone. Someone sends you this message. I want to revamp Madam's wardrobe. I want 30 different kinds of pints. I want 30 different kinds of underwear. I want 30 different kinds of butter for Madam. This da, da, da, da, da. You respond. First of all, flatter the guy you know.
Flatter goes everywhere, Sir. Olga, thank you very much for. Reaching out, in fact. OK, You're a very good husband. Because I see you're trying to treat Madam so Bros. Well done. Thank you very much for reaching out. You see, you're a human being. You humanize the whole everything because of course, the message from Shagun, you know, was a bit formal. But look, you can't blame us. Like how often do we buy underwear for our wives?
Now, it's not as if it's something we do every day. And like I said, it's not as if you know men, as if we know about these things. All we know is it looks good. It feels good. Now, when it looks good and it feels good and Madam feels good, something good happens. So you. Type, you know you. You you tap the conversation down, you step it down, make it very personal, say, oh God, you're a very good husband. Oh, I like that you're trying to take care of Madam.
So anyway, thank you very much for reaching out in that small conversation. Now all these small back and forth, you know, how opportunity to build rapport, you know, small side talk, opportunity for commonality or guy will feel comfortable talking to you. Because whenever people reach out, there's there's sometimes it's ignorance, There's a sales. What's this thing called again? Sales. How did I put it? There's some ignorance and then there's some there's some hesitance.
So you need to bring nothing down so that people can talk to you. So you don't just say go to the Instagram. Handle Thank you very much for reaching out, Sir. I can see you're trying to be a very good husband. Noah Hala. I like supporting husband like this. So no problem, Sir. Let's let me see how I can help you. But yes, we have some of these things available. I can send you a picture. But just as I'm selecting this picture, let's let's, let's just be chatting how to find out some things from you, Sir.
Let me see what else I can recommend. So just make sure that Madame will be very, very happy. Are you OK with that? Trust me, any or any husband who has reached out to you because he wants to buy a pattern for his wife. Excuse me. Of course, he won't mind if you're asking some questions. These are some simple questions you could have asked. I look, I'm not a professional in the underwear space, but this is just my own guess.
This is your anniversary, Sir. You ask because somebody says I want to buy 30 pieces for Madam. Come on, it's common. Sense you should be asking why are you buying these pieces for Madam Independent says, oh, you know, it's my wedding anniversary. Something something, something. Now for those of you who sell underwear, can you see that in your mind there's some recommendations already coming to your mind for those of you who sell lingerie.
For those of you who sell underwear, the moment he say anniversary is on the horizon. Is it her birthday? Like you ask, you need to know why. This will give you opportunities for upsells later on and also you'll give you information just to make sure that she how happy that you you fulfill exactly what is that the client needs. So is this an anniversary? Is this a special occasion? Is it her birthday? It would also not be a bad idea to ask how long they have been married because I'm assuming that when a couple is brand new,
you know, like you're newly married, you've only been married one month, two months. If the man is buying butter for Madame, I'm assuming is only certain kinds of butter that you'll be buying certain kinds of pints, you know, the kind of pints that will unleash. You understand what I'm saying? I hope there are no children listening to this episode. Nobody should go and report me to Spotify or iTunes because I told you at the beginning that children should not listen so.
You want to. Buy certain kinds of underwear that will unleash certain kind of behavior, if you catch what I'm saying. So that question, how long have you been? Married is also not a bad question. And then even if there's no. Anniversary. But he asked how long you've been married and he falls close to a major milestone. Like 10 years is a milestone I think for marriage. I think it's 10/15/2025. You know these things give you ideas.
So let's say the person this is their, they've only been married nine years. OK, no problem, you fulfill this order. But in the small talk you've been having with him, you're able to get a sense of maybe when it is that they get, they got married. Don't you know that you put this information down in CRM and then next year you can reach out back to this guy and holler him again because now anniversary is on the horizon?
And there's an opportunity. To make some more money to sell him. Up on something? To recommend something new. Last year was just general. Purchase, but this year is a major milestone. So abros how now this is the person I spoke to last year, blah blah, cope and I'm like the underwear. Oh that's good that's good that's good say bro, you know now that people are approaching 10 years Abby, you say yes, How did you know you told me now that's how I remember or girl will laugh.
So I know that 10 years is a significant miles don't know. So you have to do something special for Madam this year. Bross will laugh and then that's how the conversation moves. You do a good job. You're calling you know people like this because you have you use your CRM. Well, you're having lots of these conversations. Maybe you know 5-10 of them every single month. That's some extra revenue now. Then, of course, you also asked the guy.
OK, what are the kind of styles that Madame likes now, of course, because Shegu again, on his real name is like me. And it's like most guys, you know, we do not know the names of these things. This is the part where you say, OK, is Madame at home? Say no, she's not home. OK, no problem. And just quickly, quickly for that one snap, like one or two, let me see. Then based on that, I'll be able to let you know what Madame has,
you know? Are you OK with that? You know, if the guy says no, I can't be sniffing my wife's on this. OK, What about video? You do video call. You just just put 5 down. Just do small video. Let me just see. I don't know which one to recommend. It's OK. Let me try that. See, all this is need analysis. We're just trying to figure out what does this guy want to achieve with this batter, with these pints, with his underwear that he wants to do, this lingerie that he wants to buy for Madam.
What is the need here? Or. If you noticed. In the message that Sherwood sent, we mentioned some particular things. Well, he mentioned rather let me go back to the message, OK? He said high waisted because his wife likes something. I'll be because he knows that his wife is always talking about comfort, comfort. So he assumes that high waist must be a comfortable something. Then he said full brief. Then he said visible, no visible panty lines.
That's for work. Then cotton rich so that you know, downstairs for Madame can breathe, then premium bliss and silk. What again? So he mentioned some particular things. So when somebody is particular like that, you don't just say, Oh yes, we have all those things. You also need to know why they made those kinds of recommendations. So if somebody says that they want high waisted, you know, you ask like, oh, OK, yes, we've got some high waisted.
I'll send you a couple of pictures right now. Oh, but before I do, did Madam say in particular that she likes high waisted or did you say high waisted because you're concerned about something? And then you get Olga talking. You say, well, all I know is that Madam says that she likes underwear to be comfortable. I looked at some pictures and I just thought this one is comfortable and then. You can advise them accordingly.
OK, no problem. Yes, these kinds of designs are comfortable, but since wedding anniversaries around the corner, I think you can use this time to make a nice romantic statement as well. So instead of buying 10 high waisted, how about you buy 3 high waisted? And then I can also recommend this other line of lingerie, this other line of underwear that is also comfortable because it is this material, is this cotton, is this whatever, is this whatever.
So it all should be comfortable and this and this we can buy 3 high waisted and then maybe seven of these ones just to spice things up. What do you think about that, Sir? You see, you are the project. I say project the product matter, the subject matter expert. Expert lead the person through be having conversations with people, figure out what they want to start making recommendations accordingly. This is what leads people to have a nice buying appearance,
so that next time when the guy needs to buy better again, who else do you think he will call? You are the only person who could answer his questions convincingly. And you made one or two recommendations if you did your job well. Madam saw the butter, she saw the pint. By the time she went, she was happy. By the time she was happy and she smiled, something could happen. You think organ won't remember you the next time?
And. Then one of his friends is saying. That shag on that thing you were trying last time. How do you think workers. Oh boy, that thing was successful. Was really. You don't mean it. Yeah. So give me the plug down. Say no problem. Now this is the person that hooked me up. Just call this babe, tell her that Orgasha won't send you. You don't think you'll make a referral? So you ask. So you mentioned some particular styles, you know, how come you pick those that is need analysis and.
Then money. Conversations. I like having money conversations early. So if it was me, I would say it all right, so OK, 30 pieces. This is very unusual. I hope you have the money to macho because 30 pieces ego cost to you know, you say it in a casual conversation with a girl will laugh and you say OK, like how much? And then because I like to get down to the money pretty pretty quickly because I don't want to spend 45 minutes chatting with someone and then the other day they say is too expensive.
I want to have 2-3 minutes having a preliminary conversation. We talk about budget quickly so that if it's too much the person will say within 5 minutes, no, I can't afford you and then the person goes away. I only invested the 5 minutes rather than wasting 45 minutes for the person to now say you're too expensive. So have the budget conversations. Have the money conversations, try to see if they have realistic expectations and say,
ah, Sir, I noticed that you said 30 pieces. Is that correct? You say yes, now I said 30 pieces. OK, no problem. But Sir, you know that nowadays on average, you know, pints, butter, lingerie, it can cost anything between like AK to like 15 K, sometimes even 2020 K for the good, good ones. You are aware? You are aware, Sir? The one I say 20K. Saying, well, that's for the expensive brands like so, so, so and so and so and so.
They might say, OK, remove all those brands is OK. Which brands were you looking at? Which one is the 8K brand? OK, It's like this one, like this one, like this one. OK, So Sir, as we're talking now, I should only be considering this brand, this brand and this brand. Yes, let's only consider this brand. We've had the money conversation early and now know the zone I can play with. And then plus listen the man said 30 pieces and I said it can cost anything from 8K for one all the way to 20 K for one.
And the man said we should scratch the. 20K that we should stick to the 8. At some point, as we're talking, I'm going to do the math on a sheet of paper. I'm going to do 20. Sorry. Thirty 30,000 * 8. Abby. No, sorry. Yes, 30 pieces times 8000, Abby. Yes, 30 pieces times 8000. How much is that now? OK, sorry, forgive me. My math is no good. But let me just guess, that's like 240K. So, you know, at some point in the conversation I'm going to say, oh, Sir, you know, as we're going, as we're building up everything, remember that we're looking at the 8K options.
So that means at the end of the day, all the things we're talking about will come up to like 240K. Is that the kind of thing you're open to invest in today? I'll have the money conversation early. If the guy says 250, you do me discounts now I'll know that, OK, this is a Nokia conversation. The guy had 240. He didn't run away. He's talking discount. No problem, we can proceed. But I'm having the money conversation early.
Other questions that I can ask that you should ask. I'm assuming you know, what kind of colors does your wife like? All that kind of colors you like to. See on Madam or what are the kind of colors that improves Madam's morale or what are the kind of clothes that Madam wears? What are the kind of colors that she has? Then again, if he's you become it is like most men, which is you don't know colors because it's something my wife and my children abuse me about.
Like I can look at something and say this is purple. Marvel would say which kind of purple that is not purple that this is pink. And then my children would say yes, it's pink. And I'm looking at them say this thing is this innopubble to say no, he's pink, you know, So if he's one of those kinds of husbands, you don't need analysis. OK, can you snap to say no, I can't snap my eyes close. OK, Sir, can you just layout like 3 or 41 selects to wear a lot?
Just do quick video. Just pan. Let me see now give you a sense of color that is need analysis. Now you're trying to figure out what's going on. Then after all these questions, because you're the subject matter expert, you can now say, OK Sir, yes, we have all these styles available. I think I understand perfectly what you're looking for. I can send you 5 photos of each one that we discussed. Now we can start narrowing direct down what Madam would like.
So what do you think about that, Sir? You say yeah, sure, sure, no problem, no problem. Then begin the same. You begin the same picture. That's it. So you should be the subject. Matter expert then respond in a timely manner. When you respond in a timely manner, you're going to lead people through qualification and discovery. You're trying to figure out who is this person? What do they want? Why are they buying this thing for you?
Make sure you have the money conversations because you want to be sure that you're talking to people who have realistic price expectations, realistic budget expectations. Then you're going to come up with proposals, not just one, you're going to come up with a couple of proposals, you know, two or three so that you can stay in the game, so you can stay in the pockets. You know, you can't be negotiating up. You can regulate negotiating down, but not just one option.
You have different combinations. And in the end of the day, it's just a matter of the trial close or? Soft close. Or ask a question that suggests OK, Sir, based on all these things we've been looking at so far, which one catches your fancy? Or in this case, which one do you think Madame would be most happy with? Then from there, that's how you start. Narrowing down and try to close Anyway, sorry that this has been a long episode, almost 15
minutes because I came here talking about how we should be more responsive in our businesses, but I guess the other lessons that we can that we can learn so. Yeah, that's it. So. Apologies if I didn't give you a heads up and maybe your young children had to sit through some part of these episodes. I'm sorry about that. Next time I will try to warn ahead of time. In fact, because of that, I think I'll just put an explicit rating on today's podcast episode just to make sure that that mistake doesn't happen.
And then even though we're talking about underwear, I hope I give enough examples to show how it can apply to other things. It can apply to solar, it can apply to architecture, it can apply to I Greek. It can apply to export. It can be applied to anything. So we should be responsive and we should realize that we are the subject matter expert. So that's all for today. If you've gotten value from today's episode, then you can connect with me, call me, send me a text message or WhatsApp message on 08064662140.
If you're interested in the 15 minute sale audit or you want me to audit any of your business processes, then WhatsApp me on the same number 08064662140 or you can drop my WhatsApp channel by whatsapping me on the same number. Also, if you like the podcast, you know, like subscribe on Spotify, YouTube, Apple or anywhere that you listen to the podcast and then let other people know that we have good valuable business programming like this in Nigeria.
For those of you who are listening from South Africa and other places, just let them know that we have good content, good business content on the African continent. Now you know where we're making our way, we're stepping up. So thank you very much for listening. I'll try and keep the next episode shorter. I'm making today's episode during the Easter season of 2026. I hope you all are having a wonderful time with your families and with your significant others.
So, as we say in the Christian circles, Christ is risen. Indeed, He is truly risen. So enjoy the Easter season. I'll catch you all at the next episode.