Are You Too Expensive, or Are You Talking to the Wrong Crowd?

Hello and welcome to the show. Before we begin, apologies because today is an out and about recording so expect to hear the usual interruptions. Although luckily I'm not close to any chickens at the moment so you shouldn't hear any. What do they do? Is it croaking or screeching coming in through your earphones? Now? In the last episode, if I remember correctly, I think we did an intro to objections and rejection and how to handle that in business.

And so the next couple of episodes that I'm going to record will be just conversations between you and I I'll be trying to figure out what are the typical objections that people receive and what are the best ways to go about handling those objections, dealing with those objections. And the objection we're going to be looking at today is it's too expensive. Now the reasons why I'm picking that one is obvious because there's nobody in Nigeria who is involved in business that has not received that objection before.

Whether you sell bathroom slippers or you sell soap or you sell consulting services or you sell chickens or you sell aircrafts or you sell hotel accommodation, everybody has received that objection that it is too expensive. So I think it's a good one to open the conversation with. Now for those of you who are listening to the show for the first time, definitions, we need to rewind because if it's your first show, then you don't know what that objection is.

Now an objection is any reason that people are giving for not going ahead with the sale, going ahead with the project, going ahead with the business relationship, going ahead with the agenda, not taking the next step. Whatever reasons that people give, that is an objection. And if somebody says it's too expensive, that is a reason for not going ahead with the sale or the business relationship. And that makes a lot of sense.

But before we continue, I also like to rewind for those who are listening to the show for the first time that there's a difference between an objection and a condition. A condition is an absolute prerequisite. And so if that is the case, the business deal is not going to move forward. And one of the examples that I remember giving was if you sell shoes, sorry, excuse me, if you sell female shoes and you're trying to sell and you're having conversations with a man and the man doesn't have a wife, maybe he's a widower.

And let's say the man doesn't have any daughters. He only has sons, and let's say he's not on good talking terms with his sisters and maybe the man's mom is dead. And let's say he's introverted and he doesn't talk to females. Now, given this unlikely scenario, it is very hard for you. In fact, it is impossible for you to pull out a sale under those circumstances because if you're talking to a man about buying female shoes, then it's a prerequisite that he at the very least should have females that he would intend buying the shoes for.

So one moment, I'll have to take a little break and then I'll be back with you guys very soon. Hello and welcome back. I'm really sorry about that, but I had to attend to something briefly. Obviously, like I said, I'm out and about. So yeah, that's why I had to clip that recording, go and do a bunch of stuff. And now I'm back. So if I remember correctly, I was talking about, I think I was defining objections, and I also spoke about what a condition was.

Yes, And higher condition is a prerequisite to the sale. So someone either meets the prerequisite or they don't meet the prerequisite. So I gave the example about you're in female, yourself, female shoes, and you're speaking to a man who has no connection with females whatsoever. Then let's look at legal conditions. Now let's say alcohol drinking. So technically speaking, or rather legally speaking, you should not be in a situation where you are trying to sell alcohol to someone who is 16

years old or 15 years old because there we have a very, very, very strong condition in place. So you should not be trying to close the sale under those circumstances. I mean, if you're trying to sell alcoholic products and the person looks at you straight in the face and the person says I'm 15 years old, you stop immediately because that is not an objection that you are supposed to overcome. The person has told you I am a miner.

You know, legally you're not supposed to sell to minors. Once the person brings it up, you stop immediately. So there's some things that are objections. You listen, you empathize, you ask questions. You try and figure out Is there a way we can move here? Is there a way we can move there? Can we haggle? Can we negotiate? Can we do this? You try and make room and close the sale, but when you're dealing with objections and you sorry with conditions and you uncover a condition, you stop immediately, ask for a referral if it's appropriate, or run off and look for somebody else to spend time with.

But if you are dealing with objections, try and figure out what's going on. You might be able to close the deal. If it's a condition, stop immediately. Do not try to make any room. Now that we're done with definitions, let's look at the perspectives. Now, if you listen to the previous episode I mentioned there that if you want to deal with objections, First off you have to empathize with people. Because people don't like being contradicted.

They don't like being made a fool of. So you need to let the person know that whatever their objections are, it makes sense because nobody's a fool. So listen, empathize. Let the person know that what they say makes perfect sense. And then you try and ask questions because you're trying to figure out what it is that we're going on. Because it's only when we have information that we're going to know how we're going to deal with the objection.

So those of you who hear an objection and then start trying to solve it, you better stop that because you're making things worse for yourself. If someone says it's too expensive and then you ignore and keep on trying to close the sale, you you come across as a what's that word? Intrusive. Intrusive. Rude. Aggressive. You know any man of things. So whenever you meet an objection, actually empathize. First show that you are listening.

Ask some questions. Try and get more information. That is what will determine what you do next. Because if you ask more information and maybe what is needed is more clarity then all you have to just tweak your presentation to say oh Bros or Orga or Madame or gentleman or gentle lady. Actually when I said blah blah blah blah blah, what I meant was so, so, so and so. I'm terribly sorry that you got that impression. It was my fault.

Now that I've clarified things and you know, would you be comfortable with, would you be comfortable with purchasing now now that I've clarified and hang up, you know, I mean the person says I'm still not comfortable. Then of course he asked more questions like oh, I'm sorry, I thought that ABCXYZ, those are the key, most concerns. It looks like you have something else that you haven't said, you know, so what's on your mind?

Let's see if I can help. And then you continue with the conversation. So that is the spirit of what we're going to be advocating for all the other objections that we're going to be looking at the next couple of days on the podcast. So now it's too expensive. How do we deal with this? Even when you take the framework that I have shared over here on the podcast so far, which is empathize, show that it makes sense, Ask questions, Figure out more information.

Tweak your proposal with this new information, ask for the clothes. If you can't move ahead, of course, then try and get a referral out of the situation where appropriate. OK, so even with that general framework, they are two different perspectives. Well, there might be more, but right now at the top of my mind, there's only two different perspectives that are coming to my head when it comes to dealing with objections like it is too expensive.

And these are the two perspectives, #1 is to engage with the objection. That is what I described earlier with the whole thing of show some empathy, show that you agree with them they're not idiots. It makes sense. And then ask more questions when you engage with the objection, the whole point is to try and move the deal forward. So they've given a reason. I'm trying to figure out is this region reason, is it cogent? Does it make sense, Is it weighty?

Is there something that I missed out in my presentation? Now that I have this extra information, how can I bring that on board so we can move the deal forward? That is option one engage. Option two is the failure of pre qualification. I'll explain what that means later. But when we are the failure of pre qualification, what we are trying to do now is to what we're going to do now is to ignore the deal and then we're going to ignore this deal basically and then move on to others so that we can spend our time there.

Now let me OK, yeah, this is the right point. Let me now explain what failure of qualification is. When you're doing business with people or when you're trying to close the sale, there's a stage of the business relationship or there's a stage where you guys are having conversations that in sales we call qualification. Qualification is when you want to be sure that you are speaking to the right person. The person has a problem, the person has a need, the person is a good candidate.

You know all these sorts of things. Now, if the person truly cannot afford your product or your service, then the problem is not from the person that you're talking to. The problem is from you because you didn't qualify in the beginning. If I sell Mercedes Benzes and I spend most of my time talking to people who are security guards, the problem is not that they are security guards. The problem is that I am not doing my job at qualifying.

I am not talking to people who even have a reasonable hope of buying what it is that I sell. So me dealing with that objection is too expensive actually is for me to ignore security guards and spend more time with people who might be able to buy my Mercedes-Benz. Now, I am not saying that people who are security guards are not human. I'm not saying that they are less than and they're not worthy of being respected. I'm just using an extreme example to point out something.

Now sometimes the reason why you guys are hearing it's too expensive is because of failure of pre qualification. We should be qualifying people right from the get go, right from the beginning. We need to be able to be sure that this is the right person who might be able to afford this thing in the 1st place. If you spend more time talking to people who could afford, then the chances of you hearing is too expensive goes down.

If you get rid of this objection, it's too expensive. That's a good thing because now it means that we can spend our valuable time dealing with other things that might be scaring them off or that they don't understand. So those are the two perspectives #1 Engage with the objection, but The thing is too many of you rush first into engage. #2 is failure of pre qualification. We need to be sure that we qualify the people right in the 1st place.

If truly, truly, truly we have ignored sorry we didn't qualify properly, then ignore the deal. So those are the two perspectives. Engage and move the deal forward or have qualification conversations and ignore the deal if appropriate. Now let's look at the engage option. I've already spoken about what that entails. You agree or or you empathize. If somebody says it's too expensive, you agree. You say, yeah, yeah, Madam, I

understand. Yeah, I understand. It's expensive. It's teenable economy. Yeah, I know how things are going, you see, So you make the person sound like they're a reasonable person. And what they said actually makes sense. So forgive me with the sniffling. The baby has come down with a sore throat. And as usual, I'm the one that. OK, well, it's not the baby this time. It's my older son that has got the sore throat. And as usual, I have one.

I'm the one in the house who has caught the virus. OK, so you say, yeah, man, yeah, I understand. It makes sense. I know things are really harsh with this teenable economy. I know how things are going, blah, blah, blah, blah, blah. So that is the engaging part. Now the next part is when you ask questions because remember, we're trying to figure out what it is that is the problem. So you say, I understand my yeah, it's expensive, you know,

blah blah, blah, blah, blah. Now one line of question that you can ask is the compared to what questions. So you can say, yeah, Madam, I understand things are harsh, it's expensive, but who have you been talking to exactly? You know, am I the first person that you've spoken to or what are you comparing me to? You know, you're trying to figure out these questions because it's possible that they may not have had realistic price expectations in the market.

So if you sell inverter batteries and your inverter batteries cost OK, I don't know how much inverter batteries cost, so let me just guess. Let's just say inverter batteries now cost 400,000 naira 400K and the person needs to buy eight batteries. If the person say it's expensive, you say ah Madam, I understand though you know attainable economy 4X. You know that's why these batteries are expensive like this one. But then you ask, you're trying to figure out what she's comparing it to and they ask,

Madam, have you spoken to other people? Have you spoken to XYZ company? Am I the first person you've spoken to so far? OK, I'm expensive, I agree. But expensive compared to what? Or compared to who? And the person might say, I spoke to Chukudi on Tuesday and Chukudi said his batteries are 120 K Now since you're an expert in the business and you know that there are 120 K batteries, this is the point where you're going to now educate and say, ah Madam, that 120K battery run away from me too.

That 100 and K120K battery, that's the battery that we used to use 10 years ago. Those are the ones that are made of lithium base. Those are the ones that after a while that they swell and they explode and they catch fire. Madam, if anybody's giving you 120K run, I'm telling you run. The only battery you should be looking at are tubular batteries that you put liquid this inside that you do this, you do this, you do that.

You know that whole technical speak, even if you sell inverter batteries, this is the point where you now educate them so you see how it works, empathize first and then start asking questions because you want to know what you're being compared to, who you're being compared to. So you can educate them and let them know what the realistic price expectations are. Because my guess is the matter of the business you're involved in.

You're probably not involved in the in the luxury space because in luxury markets don't have this problem because for luxury the inverse is the case. The more expensive you are the better when you're dealing with the luxury space. So luxury people, they don't hear this is too expensive. So if it's Balenciaga bag and all those sorts of things, the babe you're talking to is not going to say it's too expensive, You know, if she has money, she will drop it now because she wants to show that she's a correct babe.

Or if it's a guy who is buying mobile phones for his wife or his girlfriend, he wants to impress his girlfriend. You guys get there. This is Samsung phone something, something. The price is 1.4 million. You know he wants to impress the babe now, so he will drop it straight. He might even drop, you know, 2.8 and collect 2 phones, one for him, one for the babe. Because we're now dealing with luxury situations. So by outside of luxury situations, this is one option for going about it.

Agree, empathize. Yeah, Madam, I understand that you know things are expensive. More is not also sustainable economy exchange rates. That's why the batteries are expensive. And then you ask questions to try and figure out who you're being compared to and then educate her. If she has seen 120K battery, tell her these are the reasons why 100 and K20 batteries are not good. If she hasn't spoken to anybody at all, then that's the point where I say, ah Madam, no wonder I'm the first person that you're talking to.

Now you know what, Why don't you go to the market, go and talk to other people Now talk to a couple of people, find out how much these batteries are. When you find out, come back. Let's talk now, by the way, you only make this garbage if you know for sure that your prices are reasonable. So the chances are, if they didn't have realistic expectations and you're the first person that they're talking to, she'll go into the market and she'll find out that on average good batteries are costing 384 hundred 420.

Now if she does that and you call her up in three days time and say, oh Madam, how far have you asked around? Now that's your price of 400K per battery. Even though it is expensive, it doesn't seem so unreasonable after all. So that is the first option of agreeing, empathizing, trying to engage. Ask questions to figure out what you're being compared to, who you're being compared to. Now the next set of questions that you can ask are to drill down to their specific needs.

If you're asking to drill down to the specific needs, what you're trying to do is to adjust the quote so the person says my batteries are too expensive, blah, blah, blah, blah, blah. So you hold things up. Madam, I understand though, you know myself, you know, house rent has gone up everything, exchange rates, blah, blah, blah. These batteries are imported from Japan, imported from Saudi Arabia is exchange rate. That's causing it, You know,

that whole empathy, whatever. And then you say, Madam, you know what? This is what we can do based on what we discussed for your house. Initially, I was saying that we need 8 solar panels, we need 4 batteries and we need 1600 meters of wire or whatever. OK, no 1000. That's too much. Now we need 10 meters of wire. So you can now say OK Madam, since this thing is high like this, you know what? What in the house is not important.

Maybe we can remove deep freezer. We can remove AC. We can remove the TV in the children's room so that it's only the TV in master bedroom, the TV in the parlor that will be connected to this system. Then the fans will be connected. Who would This would remove the AC and then we'll remove deep freezer. So if we do that, the cost will come down because the number of panels that we need will go down. The number of batteries we need will go down South.

Madam, what do you think? Madam will say, no problem. Now you're talking say. OK, good. So now let's do that. And then you go through the whole thing. You figure out exactly what it is that she needs. Which TV are you disconnecting from the solar, Which deep freezer, which whatever. And you might be able to come down to a quote that involves only four solar panels instead of eight and that involves 2 batteries instead of four.

So in this case, you have not negotiated your price because the price of one solar panel and the price of 1 battery is still the same. All you have done is you've drilled down on the specific needs and you have adjusted the specs, the specifications on the quote And because of that the price will now come down. So you can see that in this engage option, show that they're reasonable, empathize with them, and then ask questions.

Two ways that you can be trying to go about this is figure out what is this person comparing you to and then educate them accordingly. Either way, you're going to get them realistic price expectations. And then #2 drill down on their specific needs, cut out all the things that they do not need and then, sorry, excuse me. And then your quote is going to go down or maybe up accordingly because there are times when you ask the questions and you actually figure out that the first quote you gave did not even make sense and then you might actually have to raise it up and then start negotiating from there.

So another option, the one that some people do and I am not a fan of this, but it is there. So let me just share with you guys. People try to educate people. When people say it's too expensive, people now start trying to educate them on price versus value. They're trying to say, Madam, I understand though, but you understand that price is what you pay, what value is what you're getting. And then start trying to convince the people on the value of what they're getting.

Now, the reason why I'm not a fan of this is trying to educate people is is is too much work, especially when you're guessing. And for the average person, when you start this whole thing of price is different from value, you have lost them. They think you're just being a salesperson, A salesman, A saleswoman. So excuse me, they think you're just being sharp. You're trying to bamboozle them. So some trainers talk about these kind of tactics.

I would not recommend you guys do that, but it's out there. So I'm just letting you guys know, educate them on difference between price and value. Price is what you pay for something. Value is what you get for that thing. So before you try and educate someone, try and ask them questions. I figure out where they're coming from first. At least that way you know that when you're educating, you're educating someone on a specific point.

Now the second perspective we are done with, well, OK, maybe now we're done because we can always keep going and going and going. But I've introduced you to guys to one way which is engage with the objection. Now let's look at failure of pre qualification. Now failure of pre qualification just means you are attracting the wrong people or you are talking to the wrong people. Because remember, qualification is the part of the business relationship or the conversation where you're trying to figure out who is this person, what are they about?

What's the problem? Can I solve the problem come my product or service meet this whole thing? So you have to be sure. So excuse me now, just speaking to the right person in the 1st place. So failure of pre of pre qualification just means that you are attracting the wrong people. So to solve this problem, if you are attracting the wrong people, remember the example that I gave, the extreme example of you sell Mercedes-Benz, but you keep talking to people who are security guards.

So what you do is, number one, you change your advertising copy or change whatever it is that you're putting out there. Copy just means the words, the text that you write not to promote your business, change it, introduce the price, or introduce some other criteria that will weed out certain kinds of people so that security guards and people who don't have money to afford these are just selling. Once they see it, they'll say no, this one is not for me and they won't bother calling you or booking a meeting with you.

Now an example of this of someone I didn't end up working with the person, but something that they did and I thought was brilliant was in the beginning they found that they were talking to certain kinds of people. By the way, I am not insisting that people who cannot afford to pay for your Mercedes-Benz or whatever it is that you buy. I'm not saying that these people are lesser than. I'm not saying that they're not human beings, they are human beings.

But I'm just saying that what we're trying to do here is we're trying to sell something. And if you're trying to sell Toyotas or Mercedes-Benz is, you're better off speaking with people who can afford it. But everybody's worthy of our respect. So let's respect everybody. Let's not look down on anyone because they can't afford what we're selling, OK? Sorry about that. I think from here I need to go to the pharmacist and get some medicine.

All right. So what this guy did was they changed the advertising copy. So instead of saying, are you interested in solar? Are you live in Lagos? Do you have Napa problems? Do you want to buy solar? Call us on so, so and so. And then of course people calling and people are saying too expensive, too expensive. They changed the advertising copy to say are you curious, would you like to see what kind of investor solutions you can purchase with 4 million naira?

If so call us this number, this is what at blah blah blah blah blah office at so, so, so and so. Now that was a brilliant move because that is good pre qualification. Somebody who only has 2.5 M will see the advert and say 4 million. Not for me. And the person will go someplace else. Somebody who has five M will say, hey, very good, I'll be saving 1,000,000. Let me give them a call. Somebody who has 3.8 million might say, you know what, let me try my luck.

They're saying 4. What I have is 3.7. I have 3.8. Let me try my luck. But in this case, you can see how changing your advertising copy will be attracting some kinds of people. I will be sending away certain kinds of people. So change your ad copy, your advertising copy, your promo copy, redesign your Flyers, all those things that you're putting out, so that you put things there, either numbers or other kinds of cues, sometimes even photos, if you only put photos of big men on your advertising copy, big men and big women.

By the way, I'm speaking in Nigerian context. When you say big man or big woman, you mean somebody who is affluent, somebody who is well off. So if you only use photos of people that are affluent and well off, then some people will not bother giving you a call. Let me give you another example. It's not one that I like, but I'm Nigerian. You know we're all Nigerians, so we're real. We see these things happen in Lagos and in Abuja there are certain schools that would only advertise their schools by putting white children or half caste children on their banners.

You know, white caste, white kids, half caste children looking well fed with smooth skin and all that. That is for pre qualification, so that those of you who do not look like you are within that economic bracket of people who are married to expatriate spouses or who travel a lot or whatever, you just want to apply. You know that OK me what I have is became what they're advertising. They're advertising children, you know, so I don't have children.

I have became. So let me take my became and go someplace else. They let those who have children apply to the school. So you get my drift. So that is one way that you can stop attracting the wrong kind of people. Just change your advertising copy, change your Flyers introduced quite introduced criteria there like my inventor guy who put 4M on the on the on the Instagram advertising that will attract the right kind of people.

Then if you're using content marketing, then change your content marketing focus, use upscale themes, you know, things like that. So let's say let's say back to the inverter person, you're selling inverter systems. Let's say if you're in examples, you keep talking about bungalow and two-bedroom and blah blah, blah, blah, blah. Of course you will be attracting people who want to buy inverter for one bedroom, 2 bedroom, you know, that kind of thing.

And maybe that kind of person does not have 4M which is your ideal target market. So in your content marketing, you can start talking about projects where you guys powered shopping malls in Abuja or shopping malls in Lagos or in six bedroom houses or how you design solar power solution for hotels in Ikeja or hotels in central business district in Abuja and things like that. So people who come across that kind of content marketing, you know, somebody who only has a one bedroom house is not going to get in touch with you if every single time you post on LinkedIn or on Instagram, you're showing the wonderful palaces or the wonderful offices or the wonderful shopping malls that you have provided solutions for.

And then people who own those sorts of establishments will call you because that is what you're putting out there. So that's the whole thing about failure of pre qualification. You're attracting the wrong people and this is how to attract the right kind of person. And remember when I say attracting the wrong people, I'm not saying that people who can afford certain kinds of niceties. I'm not trying to say they're not human beings.

They're human beings. So pleased. Respect everyone. I'm not saying we should look down on folks. So another approach for qualification is by the time you're having conversations with people, oh, OK, 25 minutes. OK, let me rush. So by the time you're having conversation with people, you need to be having money conversations early so they can weed people from the beginning. There's no point in having a 45 minute conversation with someone only to find out in minute 50

that they can't afford. You're better off bringing up the money conversations early in minute 5 S that if it's the wrong deal, then you can leave and the other person can leave. You've saved yourself some time, so there are different ways of doing it, but be conversational. Use approaches that work with you. You can start off by saying things like most of our happiest customers spend between X&Y. Is this something you can afford?

It's a very direct question. By the time you say most of our happiest customers spend between 4 million and 6,000,000 for investor systems, this is something you can afford. The person will. I mean, you know, pretty much where you stand. There's some people, they'll say 4 to 6,000,000 and no problem. Sounds reasonable. Yeah. Let me see, what do you have in that case? You know that you're talking with someone who might be able to afford, but if the person responds, 4 million Are you serious?

Do you want to build a house or come and be going, come and be going, that kind of thing? You know that you're talking to someone who like there is no meeting at all because for them, 4 million sounds outrageous. Another person, you say most of our happiest customers stand between 4 million and 6,000,000. Is this something you can afford? And the person says, yeah, that seems doable. You know that there's room. You might have to haggle, you might have to negotiate on price, but there's room.

So that's one way. Some people don't want to be that direct. There are different ways of going about it. You can say, OK, Madam Olga, young man, young lady, from all the things we've discussed so far, it looks as if this thing could cost between Y&Z doesn't make sense for us to continue talking and then you hear what they have to say. So if the young lady you're listening to, you're talking to, and you tell her that, OK, for all the things you've discussed so far, there are handbags that can meet this whole thing.

But the handbags will be between the cost of 150K for one handbag to 250. Doesn't make sense for us to continue. If the young girl looks at you and she bats her eyes up and down, you now know that OK, there's no room here. If the young lady looks at you and says yourself 200K for one handbag, I beg you know I was talking to Susan and so the person has something for 120. But you know what? Let's be talking. Let me see what you have.

In that case, you know that there is room. So you see how it helps to have these conversations, money conversations early so that people who are not interested. Oh, sorry about that. OK, Yeah, 30 minutes. Let me see. OK, I think I'm done. Pretty much. You're attracting the wrong people. So change your advertising copy. Oh, by the way, that was the alarm going off that I spent too much time on the podcast. Then bring up the money conversations early and that way so that you know, let the person go and you can also go and spend time with someone else.

So you can say people usually spend between this and this, you know, to solve the problem, Is this something you're comfortable with? So just use your own, use your own verbiage. It doesn't have to be English. You can speak Pigeon, You can speak house, you can speak Yoruba, you can speak IBU. It's it's the same thing. You can speak French, you know, in case you're a Nigerian person, you're living in Bena Republic, everybody speaks French.

You know, this conversation goes down well in French as well. However, there's one thing, this whole thing of trying to weed out people and or what not the kind of words that you use, the kind of expressions that you use. You know, it depends on your product, your service, your industry, the kind of clientele, then the business culture and also the people culture. I'll mention this one before we leave because from what I've heard so far about folks in Japan, because in Japan they have a premium on honor and they have a premium on saving face.

So in Japan, talking to a guy and insinuating that the guy does not have money might be a problem. The guy will feel very insulted that look at this young guy, Look at this, this this guy. The guy is coming. The guy is insulting me. He's trying to say that I'm not a man. Now, you know, I can't take care of my family, you know, that kind of thing. But in Nigeria, it's not a problem. If you ask somebody that usually cost between this and this, you know, to solve this kind of problem, my behalf or what do you think the best will even be happy with you?

The person will say 4 million. OK, please come and be going. Sorry that I wasted your time. No, really, I can't afford it. You know, I really can't afford it at all. So in Nigeria, it's not a problem. In Japan, maybe it's not a good idea because I have a premium on saving face and a premium on honor. So take that on board. What might be fine in Nigeria might be an insult to somebody in Japan. So those are some of the considerations that we should be making when it comes to trying to weed out people and have the money conversation early.

So that's all for today folks. Remember to connect with me on WhatsApp. The phone number is 08064662140 and the country code is +234 for those of you who are not Nigerian. And then connect with me on LinkedIn. My name is Tavishima Ayede. I'm the host of the show and you can confirm the spelling of my name and my e-mail address from the link. We're listening to the episode. So thanks for your time and attention. I'll catch you guys at the next recording and we'll move on to the next set of objections that we typically encounter in our businesses.