Landing Your Dream Clients: ICP for Young Lawyers

Hello and welcome to the show. Today is an out and about episode. So I expect to hear noises in the background, especially generator noise. And that's because the I think it's called the TCN transmission company Nigeria or something like that. They're doing lots of work in Abuja, they're relocating cables and things like that. So because of that, the power situation in Abuja has been absolutely crap. You know, they'll take light for maybe like obviously like 12

hours, 1214 hours of the day so that they can do that work. And so yeah, so I'm serious load chatting going on. So people are just running generators like crazy. So if you're one of those people who has solar panels right now in Abuja, you're definitely enjoying your life because you're not going through what everybody else is going through. So there was a time when in the Apple axis where I live. So Apple, Gary Key, Guddu,

Durumi, Galadimo at that whole site. So I think earlier on in the year in January, it was was our turn to go through all our madness. And now that they're done with us, I think now they've moved to Central area and somehow the thing has spilled over back to us as well. So I'm in the Central district right now. So basically every single building that is around me right now, they're just blasting generator. So that's part of the job doing business in Nigeria anyway.

So today's episode is not about the joy of doing business in Nigeria. We're continuing from what we started yesterday on effective prospecting. So that is what we're going. The whole narrative is going to be on effective prospecting, although we're going to be using one particular person as a case study. Now she's made-up, she's not real. I can't remember what we called her yesterday, but let's call her Adenike Haruna today.

So we're going to be using Adenica Haruna. We're going to be using her as an example so that you guys can figure out how to do prospecting in your businesses because a whole bunch of you who reach out to me, Some of the problem is that look, you haven't even started prospecting in the 1st place. So it's nice if you even have a big business problem per SE. The problem is just that you haven't even started prospecting. You haven't even started chasing customers up and down.

So you don't even have a problem yet. So it is when you start chasing customers and then there's a problem. It's like you're chasing, you're chasing them, you're toasting them, but you know, they're not angry, they're OK We're not OK. Maybe now there's a problem that I can help you solve so we can see whether your sales scripts, you know, is correct, you know, or whether your framework has been set up to give you the best chance of, of a success.

So you're hearing it here for free, live and direct this morning that a lot of you, we don't even know if you have a business problem yet. Because The thing is you come up with this business idea. The thing sounds all right, but truth of the matter is you haven't even started prospecting. You told one or two people, then you just kept quiet and you know, you went to church, you told another one or two people, then you just calm down.

Then maybe you mentioned it to Mumsy and your auntie and your Popsy and then you just calm down. And you know, like four months has passed and in the last four months, to be honest, you've only told maybe like 10 or 15 people that you're in business. That's, that's not a, that's not a recipe for success at all. You haven't started, you haven't told enough people, you haven't started putting the word out. So in for people like that, we don't know whether you have a business problem or not.

So it is when you start telling people, I can't tell you how many people you need to talk to per day, but it's when you start telling people, you know, you're picking up the phone, you're calling people, 2233 people every day, maybe visiting one or two people in the office every day. Maybe you've been doing that for like a month and 1/2, you know you haven't seen anything serious. OK, No, no, whether there's a problem or not.

So the focus for today, yesterday's episode and the other episodes going forward, we're going to figure out how to do effective prospecting. Now the focus of that is that we're going to learn a couple of things. We're going to learn, first of all, how do we identify our customers? Identify our customers is very, very important. I keep telling people this whole thing about ICP, but you know, they don't believe me. But The thing is this, if you know who your customers are, the moment you sight them or the moment you hear them, you know at hand, this is my person.

And then you know how to continue from there. So that's the reason why we need to have to identify our customers. We also need to learn how to qualify our customers. Qualify in the business context just means having appropriate business conversations with them to try and figure out who this person is. If you can help them, what's the nature of their problem? Can your service help? Because in this case, Identity Haruna, she's a lawyer, so she has to be able to figure out who is this person, what's the situation?

You know, can my lawyering skills help this person? You know, we need to figure out all that before we even start talking about pricing and proposal and then everything else. Then we're also going to learn how to prioritize leads because it is not every single person that we're toasting or that we're talking to or that is toasting us that deserves the same level of attention. We all know that from relationship. Relationship matters, you know,

so for boys, you're hanging out with two or three babies. There's one baby, you know, that is marriage material There's another one that you know that you guys are just enjoying yourselves and then there's another one that you know, you say, God forbid, but shall let me just use one hand and and then the same thing with ladies. There are some guys that are hanging around you. There's one boy that you know, OK, his marriage material, but OK, maybe he doesn't have money.

Then there's this girl over here who has money. But and anyway, Shar, let's just be following ourselves. And then maybe there's a third guy somewhere. So just as in relationships, also in business, like I keep saying over here on the show, so just as you stack rank people in relationships, OK, this one is a serious person. This one we're heading for marriage. This one we're enjoying ourselves. This one is I don't even know what it is that we're doing over here.

And then you prioritize attention. It's also the same thing in business. Some people in business don't come and meet you. They're just walk up us like, OK, this one is just inquiry. He doesn't have anything he's doing today and shall let me answer the inquiry. Let the person boss on through and there's somebody that is very, very serious, but you can tell that this person is an Osho free like this person wants to squeeze every single last ounce of profit from you.

Then there's also somebody who is very, very serious and then this person is flush with cash. That's the person that you're going to prioritize and pay attention to. No, no, no, no, no, because you know this one has the best time prospects. So not all customers, not all prospects, not all clients are created equally. I'm not saying that we should do favouritism. I'm just saying something. I'm just saying I looked at this.

This is basic common sense. If there's somebody here right now, looks like the person has bar, the person is ready to do business, the person is ready to transact with you and you have the skill set to solve this problem. And there is another person who is on Osho Free who is just disturbing you in your inbox. You just have the person in the inbox, you know, 1 moment I'll be right back. And then you face the person that is here and have a serious conversation.

So we're also going to learn how to prioritise leads because not all the leads are the same. The people that are red hot, let's portray them very well. The people that are stone cold, we put them in relationship building. What are they calling it? Relationship building, relationship building framework, SHA, you know all those people that you know, they're on your e-mail list or they're on your WhatsApp group, they send messages to once in a while and maybe you call them every 2-3

months or whatever, Sha, But there's a way of dealing with everybody. So the case study that we're using today, I can't remember the name we used yesterday, today, let's just call her Adenike Haruna. But the other details are still going to be the same. I remember we said that the lady is 10 years post call so that Michelle has gone to law school. She finished her law school, so she went to university and then finished law school.

And then since she finished law school, she has done 10 years practice in Lagos. And because of the experience that she had in the law firm in Lagos, they helped work on some big clients who are putting together some products, investment products that ended up being floated on the Nigerian Stock Exchange. You know, she feels like I have the expertise now, like I went for masters, I studied securities law, I've finished first class.

I've been doing this thing for 10 years. My boss is not paying me anything. He pays me crap. Let me just go out and start this thing on my own. I like me too. I have the skills now I can make it. So because of that, she wants to set up her own legal consulting practice. And then what she's going to be selling is securities compliance. Now, for those of you who are new to the show securities compliance, it sounds big, but this is just what it means.

A security just means a share in a company or a share in an investment product. So those of you who bought shares in Zenith Bank, you know, obviously you guys have securities because you want a share in Zenith Bank. If somebody comes together and he's trying to put together, you know, some kind company and he wants money from big, big people like me. If I start my own company and I say I want Dan with it to drop, you know 1 billion in it, I want Illumini to drop 1 billion in it.

I want, let's see who's another billionaire again, I want this guy glue. I didn't want I didn't have to drop like 1 billion because, you know, these are high net worth individuals. So these are the kind of transactions that people in the sect, Securities and Exchange company Commission, people in the financial services sector. You know, these are the sort of things that people want to look at to make sure like who is this guy, the established man that he's who is he?

Where is he coming from this fund that he's floating? What does the fund say? This money that he has collected from billionaires so far he has collected 6 billion, you know, so how far, you know, people have to look to make sure that people don't just come in sharply, you know, wine and dine. Some people just dies. Some people collect money and then just disappear like that. So all of that is what securities compliance is about.

Essentially, they're trying to make sure that when people invest in a particular company or when people invest in a particular idea, invest in a particular product, people in securities and compliance, they just want to make sure that everything is OK. They want to make sure that the investors, ordinary people who drop money, that they're OK. They also want to make sure that even if it's not just other investors like you and me, even if it's big, big people, you know, I didn't look at them,

they want to make sure that I didn't look at them is OK. They also want to make sure that the products that being invested in is legal. Because remember the example that I gave yesterday was this whole thing of wonder banks that used to rain maybe like 5-7 years ago where they will tell you that come and drop money with us. If you drop 50K now, in two weeks we'll give you 150 K. Now people are going and dropping because we're cashing out during our lives.

There's a Ponzi scheme. They'll collect your 50K, they'll collect other people's 50K. Then in week 1 payments, they'll put you on top of the queue and give you 150 K. Give another person 150K, give another person 150K. Then they'll be like, ah, this is true. I dropped 50K January 1st and then January 15th I collected 150. And then more people will rush. And then they do that until the money is big, then they pay out to a few people.

And then overnight they just disappear with everybody's money. Before you know it, you know, maybe like 100 million has disappeared. Those people are now rich. And then they run off to, I don't know, Kotanu or Switzerland or whatever and enjoy all the money. So that's essentially what securities compliance is about. And identity, identity, her owner, she feels like she has the expertise and she wants to set up her legal consulting practice.

So the main question that we're going to tackle or that we started tackling yesterday is prospecting. How is Identique Haruna going to get customers? How is she going to get clients? So that's what we looked at in the previous episode. And the first thing that I said was, first of all, Identique she better make sure that subject matter expertise is on point. She needs to make sure that she's the expert now for two reasons #1 confidence in the market.

If you're not an expert, I mean, you heard all the things I'm saying now, especially when you're new, you're fresh, a baby lawyer, OK, 10 years is not baby lawyer, but you're still kind of fresh. You know, some people will say that 10 years you never mature, you know this Niger. So that kind of thing. When you set up your shop, print your business cards, you know, get your your law office, you know, you get receptionist everything, start welcoming people to your office.

When people come and see you, people from the market, they need to need to feel some kind of confidence. You know, that's where subject matter expertise comes in. When people sit down and talk with identity care, they need to be able to know, they need to be able to hear, they need to be able to see that she's competent and that she's credible. And then the second thing is confidence in herself. If she doesn't have the requisite training, if she doesn't have the experience,

then it's also going to affect how people perceive her because she will perceive herself poorly. And when she sits down at the desk and then Malam Haruna or whatever. OK, no. Haruna has one name. Let's see. Malam Ishaka starts asking her one or two questions. You know, she should start shaking. Before you know it, she's stammering. And the girl will leave the minions leave me there and say, oh, I'll get back to you. I'll get back to you.

And he will say, no, no, that lawyer. No, no, baby lawyer. There's nothing there. Let's not look for somebody else. You know, let's not look for an expert. She's not an expert. So subject matter expertise, confidence in the market and then confidence in herself so that when she's sitting now people, she'll be able to feel like I'm a confirmed bad guy or I'm a confirmed bad, bad babe. So hire me, pay me my money because I'm the real deal.

I'm the real person. So that's why we have to start off this journey with subject matter expertise because it definitely has an ability on how it is that we sell. So today prospecting, so excuse me, still recovering, you know how much time in Abuja and all that and let's see. So today prospecting now. So the first step of prospecting, we need to figure out who are we even chasing in the 1st place Because prospecting just means you are looking for people who might be interested in your product or service or who might need have,

might have a need for a product or a service. So essentially boils down to who are we chasing in the first place? That's why this whole thing of ICP comes up. ICP just means ideal customer profile. Some people say customer avatar, some people say ideal audience, some people say the best clients to work with, some people call them any number of things. But no matter the term that you hear on different podcasts, you know it's all the same.

We're just trying to figure out who should we start chasing in the 1st place. And I said it yesterday, the reason why this is a central question that we have to begin with is because if you don't answer this question, we spend a lot of time and money chasing people who will never close deals. Back when I was selling insurance with Lead Way, it is something that our line manager said. Our line manager went out with a couple of people and then when she go back to the office, she told everybody that look, I was out with them, just the name is Kunle.

I was out with Kunle and I turned into our office to go and talk with somebody. By the time I came out, I saw that Kunle was talking with the security guard and explaining the product, and then she asked Nakuli, that security guard, how much do you think he makes? Do you think he's going to have a pension plan? How on earth do you ever think that security guard is going to be part of our client? If you like, next time we go out, continue talking to security guards.

That's how she left it. Now, I am not saying that security guards are bad people and I'm not saying that security guards are not worthy of our respect. We're all created in the image and likeness of God, so every human being deserves our respect and we have to be cordial to everyone. But we're just recognising the fact that if you sell insurance products and you're trying to sell retirement packages and stuff like that, talking to security guards probably is not where you need to be spending your time.

Because it might be an interesting idea, but some people don't have health packages, retirement packages, pension plans, you know, all these sorts of things. So spending time talking to Nigerian security guards, maybe not the best use of your time. Now, if you're in the UK on the other hand, or if you're in America on the other hand, you know, it's a different thing. Yes, the guy is a security guard, but then he works for a company.

The company has pension plan and blah, blah, blah, no what not, Yes, So the fellow is not highly paid, but yes, talking to security guard in the UK or in the USA because you're trying to sell a pension plan, OK, maybe it just means your Commission won't be high, but you see what it is I'm talking about. If you don't answer that question, you end up talking to everybody, even people that might not end up buying from you, like in this case, only talking to security guards, even though what you sell is insurance products and you're looking for people who can pay big premiums so you can get big commissions.

So ask yourself or else you'll find yourself going out and talking to security guards because security guards want to have a conversation with you now. So for Adenica, now 10 years, Lagos Legal consulting, securities compliance, she's ready now who should she be talking to? Now this is my guess and I am just guessing because I am a layman. So yes, my first degree was in law but to be honest, I only practiced for two years and I

was donkey years ago and then I've been out of the field. So I'm not even sure what's up these days. But my only guess is that if Adenica is ready as one set up her legal consulting practice, my guess is that the people she should be approaching, my guess is she should be approaching companies. That is just my guess. By the way, if you are a lawyer listening to this right now and you currently are in securities compliance, you know, just like how AKTS used to Fact Check me in the comments section or eventually he reached out to me.

That's, I can't remember his real name, Shabba. He reached out to me as a Yoruba dude. We started chatting on LinkedIn. So if you're a lawyer who is in securities compliance and you're listening to this episode, please Fact Check me. Or if you think there's something that can be done better, you know, let me know. So just like we Akts, I'll take your suggestions and I'll put it up here so that we all get richer because that's also the beauty of sales, isn't this Sales is not the kind of thing that, you know, one person knows everything.

So like me, I know the strategy and I know the framework. It doesn't mean I have all the answers. So, you know, sometimes your guess might be better than mine. So my only guess is that I didn't care. Haruna, she should be ready to start approaching companies and these are the kind of companies that I think should be approaching. Remember, this is just me guessing. If you are a lawyer in this space, hit me up, let me know what you think.

Better suggestions, more promising suggestions or stuff that we could have done better. So I think you'd be approaching fintech companies because Nigeria, fintech companies in all of them are coming up with all kinds of digital assets, you know, ways of saving money, ways of transferring money, ways of doing these, ways of doing that. So fintech companies, they need to know now when it comes to CSE corporate affairs, have I, have I abided by all the rules when it comes to CBN?

Is CBN supposed to give me one kind license? Is CBN supposed to cover me in this way or is CBN supposed to regulate me like this? Have I paid attention to that? When it comes to Securities and Exchange Commission, the products that I'm trying to sell, is it covered by Securities and Exchange Commission? Do I have to go and meet them? Do I need to go for license? Do I need to pay for any fee? You know, all these sorts of things or Ministry of Finance,

the Ministry of Finance issue any regulations that people like me need to comply with. So all these fintech boys and girls that are going to go and raise big, big money, You know, every time you're listening to podcasts or you're on YouTube, you now hear that social company just reads $10 million seed round and they now do the mathematics. Carry your calculator. I say, OK, 10 million multiplied by what's the exchange rate, I

say, ah, that this is sweet money. So you're a security lawyer. These are people when I need to go and start chasing because they just got raised 10 million, so I need to advise them appropriately. So fintech companies, of course, you know, startups, because apart from the products that these people are trying to release, the ordinary people like you and me can buy, you know, like all pay them, all pay Pompeii, you know, all these people.

Those are fintech companies. So we know ordinary people. You are me listening to this show, you know, we're the ones who are using the product, transacting on the product and stuff like that. Now all these people, you know, all pay them and all these fintech people at the start up stage, you know, they had to raise equity investment. So equity investment just means you're collecting money from people and then those people are going to have a share in the company.

So in the beginning, maybe they would approach Mumsy and Popsy like, oh, Mummy, I have this really good idea, blah, blah, blah. I'm going to need a couple, you know, 1000 lbs or $1000 so that you know, so you collect maybe like $50,000 from Mummy, $100,000 from Daddy, and then some of Daddy's rich friends before, you know, I think that's one you will now call Series A OK, No, that was the one you call friends and family.

Abby, any of those of you who are in this whole game raising fundraising and stuff like that, please reach out and yeah, educate us on the subject. In fact, I would even like for you to even make an audio yourself so I can even put over here on the podcast so that other people who are trying to come up with a startup and who want to be educated on these sorts of things, raising funds so they can be educated because some of those types listen to this podcast.

So what was I? And so you collect some money from friends and family. They now do A round, you do B round, you do all of that. All that is equities investment where you're collecting money from people. You need a securities compliance legal lawyer type person to tell you, are you raising money the right way? What is the legal way for raising money in Nigeria? What is the illegal way? What is the proper way? What should you be paying attention to?

You know, blah, blah, blah, stuff like that. And then when you're ready to do IPO, IPO is when the company is ready to sell it's shares. Like is it OPI and Pompeii? Are they private companies? Are they, are they public companies? I'm not even sure. But OK, basically public company is just a company that sells shares on the stock market. Let me just use that as a simple definition. So like now NB Nigerian Breweries, for those of you who like to drink star stout and all those kinds of things.

So that company, that's a public company because they have shares in the Stock Exchange. So even if you don't like alcohol, but you think alcohol is a good business, you can now go and buy shares in Nigerian Breweries PLC because they're publicly, they're public company, public listed, publicly traded. So when you're about to do your IPO. So like back in the days, let's say in the beginning, Nigerian Breweries was a small company and then they were ready to now raise money and then list, they have to call people like identity care Harona to be sure.

And OK, one, am I supposed to comply with securities wise? One, am I supposed to comply with, you know, this and this and that and that. So identity care I think you should be talking to. Then again, she's not a real personal. We're just using her as a proxy. So identity care or any other lawyer listening to this podcast who wants to start up practice as a legal consultant of some sorts, You're trying to console people on securities and compliance.

This is I think you should be looking at fintechs and startups next. You should be approaching investment banks because investment banks have products for accredited investors. Accredited investors are just people who are OK, let me not use the technical definition. The technical definition will bore you. But when you say accredited investors, you just mean confirm the big boys and confirm big girls. It just means that this person has a high net worth like the person that is dropping the money, like you will drop the definition.

There's a strict legal definition, but I've been out of the field so I can't remember. So let's just say an accredited investor in Nigeria is somebody who has a net worth of this is me just guessing or so lawyers, please don't, don't be angry or it's just a guess. I'm trying to illustrate something. So maybe you might say an accredited investor can be somebody who is worth maybe like 500 million naira or something. So me, if I reach that level, or rather when I reach that level and I have 500 M just chilling in my account, people will start thinking of me as accredited investor.

That's because I can drop back and I can afford to lose. You know, if you two or three, maybe 10 or 20 million and you know, nothing will happen as in I'll be stressed out but I won't die. So accredited investors, the reason why there's a difference between accredited investors and what's the other one? Retail investors, Retail, yes, accredited and then retail. Retail is just everybody else, OK, Like the security guard that Kunle was talking to now, so the Kunle, if he takes his money and he buys Nigerian brewery stock,

we'll call him a retail investor. So the difference between the security guard that Kunle was talking to who buys small shares in Nigerian breweries, and the difference between somebody like me who has 500 M, who can now drop maybe 20 M as C round difference is this. The level of education is different, the level of sophistication is different, and then our level of risk is different. The guy security guard who buys companies in Nigerian breweries,

if Nigerian breweries goes under or disappears or there's fraud or something like that, and the guy loses his life savings, I mean, he would die because like, where else is he going to run to? The small change he had, He put it in Nigerian Breweries. Everything is gone. He's gone he's in trouble. But for me, big boy, I'm not a big boy yet. So please don't reach out to me and ask me for money. I'm just saying when the time comes and I have 500 M clean just sitting in my account just you know doing nothing as per I've paid school fees, I've paid house rent, we've gone for holiday, I've loaded credit,

I've bought Internet, I've done everything and then by the time I'm done with everything. I start 500 M cool sitting in my account. So when I'm at that level now, my level of my risk profile is different. Even if somebody runs away with 20 million of my money, you know, I'll be angry and I'll go to police and the FCC. But The thing is, I won't die, you know? So that's the reason why we people are split. We split them up into those categories.

So I was like, so identical run. I should also be looking at investment banks because investment banks have products that they're selling to accredited investors. So investment banks will come up with some kind product, like maybe a product for Nigerians living in diaspora or something or Nigerians who have just returned or something, you know, some investment products. Gosh, I can't think of anything. I'm not in that space, but I do not have products like that.

And because of that, they just look at their database and it's OK of our customers. Now how many of our customers just have 500 M sitting in their bank account clean, not doing anything. Then the sales people can now call up those people and then start telling that, oh, we have this product, we have that product. So those are accredited investors. So people like dedicate Haruna, they have to let the investment banks know, are you reaching out to people the right way?

Are you raising money the right way? Is this the kind of product that is even legal to sell in Nigeria? Should you be approaching people like this, you know, blah, blah, blah. And then even for products for retail investors. So if I have a company, let's say I make OK, let me go back with Ryan John Breweries. So let's say I set up my own company called Palmy Breweries. And what we do is we sell palm wine and Palmy Breweries is doing very, very well after we were like 15 years and there's now time to go to stock market to now raise money so that ordinary Nigerians can can invest.

These people like identical owner who now tell me that oh, Mr. ID for companies like yours, if we want to sell shares to the general public, we have to go to CBN and do this. We have to go to SEC and do this. We have to go to Minister of Finance and do this. We have to go here, we have to go here, we have to go there. There's people like her that will advise me. So yeah, I didn't care. You also be talking to investment banks.

So she also should be talking to brokerage firms. So all these people that do brokerage like stock brokers, You want to buy shares in Zenith Bank because you hear that Zenith Bank was was A50 naira per share yesterday and The thing is now at 100 naira per share and then you want to go and buy it quickly. By the way, if you're trying to do that, you're being an idiot. You're not supposed to buy when The thing is expensive.

You're supposed to buy when The thing is cheap. So you're actually supposed to wait for the price to drop first to a certain level where you think the thing won't drop again. You know, buy when it's cheap and then wait for the price to rise. That's how it works. So this one that the price is going up, all of you are rushing like you guys are doing it backwards. You're supposed to buy when it's cheap and then sell when it's expensive and not that old.

The price is becoming expensive, the price is becoming expensive and all of you will now be rushing. So stop doing it backwards. So I didn't care. Also should be reaching out to brokerage firms, people who sell stock brokers. So excuse me, I had crypto, crypto people, crypto brokerages and yet I will not have crypto brokerages in Nigeria. I don't know how true that is or not. Here are the platforms that you buy and sell crypto.

I'm not in that space. I haven't looked at it. If you're in that space, hit me up. I beg. Let's, let's have a chat. Let me find out what's going on in that industry so that I can also come back here and let people know what's up so we can all be better educated. So yeah, she'll be talking to brokerages. Then she also, I didn't care, should also be talking to asset management firms. You know, people like Stambig, Stambig, IBTC, Stambig, them,

all those companies, those people who are pension managers, you know, they're managing, managing your pensions for those of you who are employees or you know, they're also private wealth managers, you know, stuff like that. So if you're a lawyer listening to the show and you think my ideas are crap and you have better ideas, hit me up. Let me know. I'll share it over here on the podcast. But for now, I'm just thinking Sharp.

I didn't care. She's ready, She's ready to get into the industry. Who should she be talking to? Prospecting. Who are the ICP? Ideal customer profile, ideal customer base, ideal audience. My own guess. She should be looking out for companies. All these fintech boys and girls who are raising mad money, startups, people looking for equity investments, people about to float their company on the Nigerian Stock Exchange, investment banks that have products for accredited investors and also pushing out products for retail investors.

She should also be talking to brokerage firms, whether it's stocks or crypto and then asset management companies. That's my own guess. That's my guess. But if you have a better idea and you're a lawyer listening to the podcast, please reach out to me. Contact details are 08064662140. The country code is +234. For those of you who are not Nigeria, and that's my WhatsApp number as well, then reach out to me on LinkedIn, the name to look for establishing my IED on YouTube as well.

So let me know then, OK, 30 minutes. Let me bring this into a close. The people that are daily care should be talking to in the company. This is my own opinion. I think she should be trying to reach out to the CEOCEO is just the chief executive officer. The CFO is the chief financial officer. Let me not try and define that one because before I give you guys the wrong definition and it was CFO is chief financial officer, then general counsel.

The general counsel is the, let me just say, general counsel is orga lawyer, let me put it that way. General counsel is the orga lawyer of the company or the Madam lawyer of the company, Legal secretary, unless what else? Compliance officer, excuse me, because some of these companies have internal compliance officers. So once in a while you call a consultant, but they definitely have somebody on salary that they pay to make sure that everything is above board,

everything is correct. Then the head of legal department. So those are the kind of people that I think identity care should be, should be talking to. So identity care Haruna or anybody who is in nothing experience, you've been working 10 years in Lagos, you think now is the time because your boss treats you like crap and he pays you rubbish for all the hard work you put in. Your boss is only paying you 100K every month and you think if I break out on my own anyhow anyhow I should be able to do at least 100K every month.

These are the people that you should be looking at. You sit down at your dining room table you see with your boyfriend or no, no, no, your boyfriend, your husband because remember from the other episode that we did the Wonder Woman episode, we should not be having this kind of conversation with your boyfriend. So remove boyfriend from the picture. So if your husband yeah, sit down your husband pencil and paper and you guys start writing it down.

Why people should be running after what companies do we know what different type people that we know where the startup people that we know which investment banks or husband you anybody that works in this investment bank, that investment bank, What are the brokerage firms around us? What are the asset management companies? Oh, by the way, that my classmate, yes, it's true. She even works in Stanbic IBTC. That's true. I should call her up self.

So can we have a meeting? Get a piece of paper, start writing these things down. Don't run it through your head. You run it through your head, you'll forget. Get a piece of paper, write these things down. If you're a computer person, no problem. Pull up your computer, start typing these things down. So sit down with your hobby or sit down with yourself. Say your prayers, yes of a nice chill drink as you're doing this exercise, maybe go and talk to your mentee or discuss to your parents.

But you know, either we shall pencil and paper. Say your prayers. Open a nice cool drink. Not too much noise. If the children are playing too much, send the children, let them go and play outside. You know, just sit down. Start writing this thing down. That is going to make up the beginning of our prospecting plan. Now, you remember at the top of the episode I said that some of you who reach out to me, you don't have a business problem because The thing is, you haven't even started prospecting.

In fact, I'll say half of you listening to this podcast now, you haven't even gone through this exercise that I have. I've just listed out. You haven't asked yourself the hard questions, sat down and drawn up a physical concrete list that we can see. Like somebody reached out to me on LinkedIn yesterday and he had a couple of proposals and I was OK, we're cool. So like, what was your prospecting list? He didn't know what the prospecting list was.

I had no problem. I kind of explained it to him and I told him I look, we can't even begin to work together because like you have the product and you are expecting me to figure out the hard work of who it is. That is your ideal audience and you know, stuff like that. And I just want to look this, it's not going to work. You can't just drop the list of products with me and say go out and sell. You know? That's not how it works.

Like, how am I even going to be effective under those circumstances? You should be able to tell me who the ideal audience is so we know who it is that we're even chasing. And if you have a list of companies that you want us to go after, then that's fine. We cannot sit down and start working something out there. Oh, OK, this is your product, OK? This is how it works. OK. These are the people you want to sell to. OK, Let me see that list.

OK, 10 people on the list. Then we can now start sitting down and coming up with stuff that. OK, look, you know what, we can plan it like this. You know, my own card will be this, your own card will be that, and we can now start working things out. So sit down, pen and paper, your phone, your computer, whatever, start going through these things and this is the beginning of effective prospecting. So we'll continue tomorrow with identical hero now, now that we have listed out the company she should be going after and the kind of people that you should be going after will continue the story from here tomorrow.

And so excuse me, even though all of this sounds very high for Luton, you know, maybe what you do is, excuse me, you are a distributor for Nigerian breweries, You're distributor for Nigerian breweries. All you know is that every single month you get 5000 crates of star from NBC and you try and sell all those crates in less than a month. So that's your business. So if that's your business and you're now hearing securities and compliance and investment banks and everything, it sounds kind of far fetched.

But don't worry, don't let the terms and the titles and everything bamboozle you. Just try and pay attention to the principles to the frameworks that we are discussing over here. That is what we should be doing. And so even though we've had lots of impressive sounding and big sounding terms here, the most important thing is that you should be doing the same for your business. If you're a Nigerian breweries distributor, business has been going OK.

You want the business to improve. We need to figure out who is your ICP. We need to sit down, we need to come up with a prospecting list and we need to know who it is that we're running after. If we start doing that, then that's the beginning of growing our businesses and improving our revenues. So thank you very much for your time and attention. I'll catch you guys in the next episode. And remember, you can reach out to me.

The number is 08064662140. Country code is +234. For those of you who are not Nigerian, that's my WhatsApp number as well. I'm on LinkedIn. The name is Tavi Shima Aide can find me on YouTube as well. So all these things are going to be up on YouTube. So I'll catch you guys tomorrow.