Stop Chasing, Start Advancing: The Power of Follow-Through in Sales (Part 2) -

Sorry, I've been away for a while. Today on the podcast, we're going to continue with how to follow up on a contact. Now, for those of you who have been listening to the podcast for a while, you already know that we're not supposed to be saying follow up. And it's not just a matter of semantics. It's not just a matter of words, but it's a matter of principle. Because when you follow up, you're stuck in pointless chasing behaviour, sending potential customers messages,

people you're hoping will transfer money or send a deposit, or you know, we'll go and look for a site visit or whatever. So we're engaging pointless activity, message after e-mail, after phone call attempt, after office visits and on and on and on. Or we're not making any progress. That's a follow up. Rather what we should be thinking about is follow through. Because follow through is much more focused and it means that we were able to secure advancements.

And advancement is when you and a potential customer have a meeting and you guys jointly agree to what the next step is going to be. That is what improves the odds, improves the chances that somebody's going to take your next phone call, read your next e-mail, reply to your next WhatsApp message or open the door when you come for your next office office visit. So we should not be thinking follow up. We should not be engaging in follow up.

The philosophy, the proper practice if you want to grow your business is we should always be following through so that when you call someone up, you're trying to follow through on the thing that we discussed the last time. So boss, the last time we saw, we agreed was supposed to do so, so, so, and so. So how far are you done with that so that we can move this thing forward? Or Madam, the last time we spoke, we agreed that I would do so, so, so, and so.

So the reason why I'm calling you today is I want to give you updates on what I've done and how we can move this thing forward. So that is the philosophy. It's not just semantics. So this is what we've been doing for I think 2 episodes so far. The last episode was a Part 1 on how to follow up with the contacts. That was the question and I was asked by Abdul with show trucks. He's our brother who is based in China, you know, Niger big boys,

you know, those of you who are doing business overseas. So he's based in China and what he sells are tractor heads, truck heads, tractor heads, truck beds, you know, all these kinds of things, you know, big, big equipment. So excuse me. So I anyway here. So that's the context that we're going to be using to answer the question. So the last podcast episode we did a Part 1 where I spoke a lot about speed to lead and the idea behind speed to lead is this Oh,

sorry, forgive me. It just occurred to me that in the last episode I didn't define a lead, who a lead is because this is your first time listening like yes, speed to lead. You're wondering lead like bowl like what does that mean? So when we say lead, we mean LE OK. When we say lead, that is LEAD and a lead is someone. How will I put it now? OK, A lead is someone that you're talking to, you suspect that he might have a need for a product or service and the guy or the girl, the babe, the woman, the client, potential client or customer has given some indication that they are interested.

Now that person is a lead. That is somebody they are supposed to in the Nigerian sense, follow up on. But actually you know, we know now that our eyes have been opened, we know we're supposed to follow through on. So that is a lead. You think they might be interested in your product or service, They have given some indication that they are interested. OK, good. That person is the lead. So this is how it works in the beginning.

You're chasing everybody as everybody shine our prospects. You're chasing anybody who looks as if this person might be interested. This person might not be interested. Then you collect some contact details, you collect the person's address or you get a phone number or you get an e-mail address or whatever. At that stage, the person is just the contact. Contact just means I have some information about somebody. That person is just to contact.

Then as you begin the process now, begin the chase, begin the toast. You don't figure out that oh, OK, this person might be interested. Now this person is a lead. Looks like the conversation is getting focused now. So that's who a lead is. So in the last episode I spoke about speed to lead. Speed to lead just means we need to move quick and we have a lead on our hands because there's some statistics that show that 78% of people basically are just going to buy from the people who responded the first time.

And let's say, what was the other one that if you respond within 5 minutes, you stand a 20% chance, 21 percent chance of making the final cut as per you'll be the final group of vendors that the person wants to select. So in other words, as soon as, excuse me, as soon as someone does something to show that they might be interested in your product or your service, respond swiftly. Be quick. So that was the first thing that we looked at in the last episode with Abdul on how to follow up or rather follow through.

If the person shows that they're interested, then my guy or my babe, my girl, move quickly, move quickly, move quickly, move quickly, speed. Name of the game. Now, the other best practices that we should be looking forward to. Oh, sorry, I didn't introduce myself. My name is Tavish Shuman Ayede. I am the host of the podcast. And if these kinds of things are your jam, how do you make more money? How do you find more customers?

You have a potential customer or client on your hands. How do you carry on the conversation? We're currently talking? How do I get them to pay a deposit? If these are the kinds of things you're concerned about, then subscribe to the podcast on Spotify, YouTube, Apple, or any player of your choice. And if you want to connect with me, then call, send me a text message or WhatsApp message on 08064662140. OK, so last podcast episode now we looked at speed lead and there are some other best practices that we ought to consider.

Now when you're having a conversation with someone, remember we're talking about Abdul now, who is in the trucking business. The first thing you're supposed to do because remember, speed to bleed, the person has done something. It looks as if they are interested. The very first thing you should do is confirm the interest. Too many of you, somebody shows up, you now just assume that OK, there's something here, there's business here, there's a lead here and they now start going high pressure.

Like relax. Remember when you are in a complex hill scenario like Abdul because he's selling tractor heads you don't like, be cool. You're a consultant to be a professional here, and doctors don't chase anybody. So it's the same thing. You're not supposed to chase anybody. It's a simple conversation. If we're going forward, you know, both of us will agree that we're moving forward and then that's it. If we're not moving forward, we won't, we won't die on top of this matter.

So someone reaches out. Best practices just confirm interest. Oh, thank you very much for reaching out. Let's say somebody sends you Adm or the person makes a phone call. Thank you very much for reaching out. And then simple questions just to try and figure out whether they're interested or not. Now, one of the things that I like telling people to do, yes, I know people are afraid of it, but you know, try it works. You can't say simple question like in this case now where somebody's asking about tractor head or tractor bed or truck head.

The thing is, there are some people who are really, really interested because something has happened and they need a tractor head now, Now, now, now, now, if they don't buy this tractor head now, they're going to miss on contract deadlines. If they miss on contract deadlines, then the minister for FCT we K is not going to pay their balance. So there's some people who reach out to you now because they need this your thing now.

In fact, they need it like day before yesterday. If time travel wasn't was was an option, then the other people who are looking at your tractor heads, looking at your whatever it is that you sell. And The thing is, just curious, somebody can be calling you, checking you out, checking out your stuff. But The thing is, my wife was saying maybe we should enter government contracting. I was thinking, you know what, let me just do small research.

After all, I'm going to take cooperative loan in like 8 months, nine months from work and he's up to like 50 M. Let me see whether I can enter this tractor business. Now, two of those people who have come in contact with you, we are not supposed to weigh them the same. Their value is not the same. But by the way, when I say their value, I mean, you know, from an economic point of view, because everybody is a child of God and we're all equal in status and equal in dignity.

However, for the purpose of business, if I sell tractor heads, the person who needs a tractor head now, now, now, now because they want to finish their contract so that we can can pay them their balance. I will pay more attention to that person then the other person who is well, maybe me and my wife who are thinking we have registered the company. I'm expecting some money, that kind of person. Yes, I'll talk to that person,

but we will de prioritize that conversation. Oh, by the way, sorry, forgive me, I forgot to mention that making today's recording at home. Then the midterms are here, so the kids are home. So that's all the noise in the background then plus the cleaning lady is going to come later on. So there might be more noise later on, but still I tried to deliver the best kind of value possible on this podcast. So far, I haven't met anybody who told me that guy, your podcast is rubbish.

You know, you're not giving enough value. So just stay here. Let's let's continue. Don't worry, the kids will grow up and leave the house one day. And then when that happens, the podcast will not become quiet and professional. And then of course, you know, one day I'll have enough money and I'll just kick up one room, move into a 5 bedroom, kick up the place, you know, soundproof it, you know, microphone, you know, Guiche bound every, every.

Then the podcast will now be high quality. But for now, I'm still doing my best to deliver as much value as I can. Where was I? So basically what I'm trying to say is when it comes to business, everybody's created equal. It's not, it's like relationships, you know you're a babe and you know four or five guys chasing you. OK, let me say two or three because you know most babes don't have like 4 or five. So if you have four or five guys chasing you, you are a star.

Enjoy, bask in the attention. So let's say 2 guys are chasing you. Now one person is full of himself. He's just talking anyhow. Anyhow, it's as if the guy is not focused, you will still have conversations with him because well you know he's a human being so entertain him. Doesn't be talking another person. Seems laser clear and focused. Like babe, since year one I've been seeing you. God has told me that you are my wife.

Of all the girls I've seen in this IMSU campus since I came here, non compares to you. I like you because of your this your this. Your dad and I value your drive. I value your ambition. I will do anything to have the privilege of being with you on this journey and God willing, if I can become your husband, I don't mind. So those are two guys. Option A, the guy is anyhow anyhow is full of himself. You know, he's not saying anything.

Option 2, this guy is laser focused. 2 of them equally fine, two of them equally smart. All I'm saying is pay more attention to option B because it's looking like there's it's looking like there's progress there. So that's what I'm saying. Same as in business as in relationships. All right, where was I? Oh, by the way, my mom said the last time Momsy was here, is it anybody that is listening to me for romantic advice that the person is doomed.

So let me just let you guys know that that's what my momsy said because I was talking about hooking up my sister-in-law, because you know, she don't they near 30 and she never married. So I was saying I hook up, I hook up. So Momsy said that anybody who is relying on me for romantic advice that that person is dead, dead on arrival. So, yeah, just letting you know, where was I? So now everybody is created equal. I mean, we're all created equal,

but not all leads are equal. So when you ask these early questions now, like in this case, everything is OK to ask the person. OK, Thank you very much for reaching out. Oh, so you're interested in the MDZ 12,000? Well, fine choice, fine choice. Yeah, lots of our customers in Nigeria and China buy this particular model. But I hope you don't mind me asking, are you doing research on models right now or do you have a problem with your fleet?

And then keep quiet and hear what the person has to say. I repeat, you're just asking the person, look, are you doing research? I mean, there's a problem with your fleet. We're trying to confirm interest. Some people will say, hi, I'm in the government contracting space. They awarded us the contract for Abuja Nasawa Expressway. The job is 75% done. I have 7 tractor heads on the road and 6 1/2 of them have backed up so I really need 7

heads right now. Tractor heads right now. What's your best price by the way? Sorry those of you in in construction. I know I'm using the wrong terms, whatever, but just flow with me here. Just ignore the fact that I'm getting the facts wrong, but just follow the spirit of the conversation. Now that kind of person, obviously, remember we're talking about following through, following up chasing people. Can you see that?

This is the kind of person you ought to be spending time with. This person has a job currently on ground. He needs 7 heads. Six of them have packed up. The remaining 1/2 of it is kind of remaining and the guy is saying, I beg, I need 7 heads. Give me your best price. This is the kind of person you should be spending time with when you ask a question like this. Are you doing research or do you have a problem with your fleet?

Because you know, are you having, do you have a problem with your fleet? You know, it's, it's kind of specific, but it's broad enough and it makes a number of assumptions. It assumes that the person needs more than one. It assumes that the person has a fleet. It assumes that the person is doing this thing for business. In answering that question, the person has to clarify a number of issues. Yes, they have a fleet. No, they don't have a fleet.

The size of the fleet, what they need the fleet for, you know, stuff like that. So in asking this kind of general question in the beginning, just to confirm interest, you'll be able to sort through. You'll be able to figure out who is a Walker Pass. Walker Pass is just, you know, like your friend is making a movie or something. And then they need people in the restaurant. So they just say get a big, you know, I need you.

And you just show up. You sit down in the background and you know, just to take up space in a film. So those are people who are walk up us. And of course walk up us is also back to the girl analogy. So you're an IMSU, you're a correct babe. Like 8 boys are toasting you, premium boys are toasting you, 8 of them. Then this guy comes around and he's a church rat and he's a pastor's boy and he doesn't know what's up and he's a Jew boy and he's not exactly a dance, but he's not as if you know he has nothing going for him.

And then the guy has the infantry to come and try and toast you, you who are the finest baby in himsu. You look at that person in your mind you're saying I beg worker pass. So he's also the same in business when he has these kinds of general question. In this case, are you doing research? Do I have a problem with your with your fleet, you'll be able to figure out who is a worker pass who is just passing through because they're curious or who should I be telling worker pass because there actually are some people that you should be telling that that.

OK, so you know what, based on the conversation we've had so far, I doubt that I have anything on hand that's going to be able to sort out your problem. Or you know, I don't have, you know, what it takes to sort you out. So how about I refer you to someone else or I recommend that you try someone else. I recommend you go to so, so, so as in there are some people that you as the business person should be telling them, walk up us, get behind me, away from me,

please. For those of us who live in Lagos and Abuja, we already know about those market women. If you go and you're pricing too much, the market woman would tell you herself, she will say look, since money, you know the price, you have not bought anything. If you're not serious, I beg, come on from my shop, leave my presence. You are blocking my market, You are blocking my progress. I don't know about the eastern, other parts of Niger, maybe like Kano or something.

But yeah, in Lagos and in Abuja, yeah, there are people like that. Duma will tell you straight that look, you're here, you're wasting my time. Walk up has let somebody who wants to buy, let the person come and open market. Oh, OK. So I'll be back. I think cleaning ladies. Here, let me get the door. OK, I'm back. Excuse me. Yeah. So as the clean ladies just came through and the kids. Oh, yeah. So the clean lady, basically.

And she had started. And you just then I realized I hadn't had breakfast. And then the kids didn't finish their car, so I just polished it off. Oh, by the way, for those of you who don't have kids, these are some of the wonderful things that you look forward to. You become a Dozman, basically. So, you know, food that they don't eat. I mean, what are you going to do, throw it away, especially in this economy. So you end up eating lots of leftovers.

So if you're a foodie like I am, then of course it's not a problem eating extra a Cara, you know, extra meat. But of course you trust these kids. If it's pizza, nothing will remain. If it's ever, they will remain. If it's a Cara, they will remain. If it's rice and beans, they will remain. If it's pizza, they will finish it. Kids misplaced priorities. All right, where was I? So before she showed up? Now what I was saying basically was this.

We need to ask these general questions in the beginning because we're trying to confirm interest. We're trying to sift through people. Some people are work up us. We should let them walk on by. There are some people who are work up us. They are not using their own initiative to work up us to move. You should now politely send them on their way. When people ask me questions like this, how do I follow up with someone? I've noticed that there's an underlying assumption that we should be following up on as many people as possible.

So we're just going to keep using the word follow up for the rest of the podcast, even though we should be saying follow through because I don't want to confuse those who are listening to the podcast for the first time. Don't hear follow up, don't hear follow through. You know their mind will be switching back and forth. So let me just use follow up. So there's this assumption that I should be following without met as many people as possible.

The answer is no, you're not supposed to follow up with as many people as possible. Your resources are limited, your time is limited, your money is limited, your attention is limited. Yes, it does cost money to follow up with people. I'll be owned by credit. You won't buy data, you won't buy fuel to drive to office. So your time, your money, your resources, your attention is limited. And too many people are thinking, how many people can I

be following up on? No, From a sales and business development perspective, we're trying to make sure that we're only spending time with the right people. So the question in fact is not how people should I be following, following up on the question is how many people should I be disqualifying? Should I be removing? It's not everybody who says what's up, are you free? How much do you cost? It's not everybody that you should be answering.

Look, we'll be polite, of course, we'll answer everybody. But from asking simple questions like this, are you doing research or is there a problem with your fleet? You should be able to tell some people to politely walk up as there's some people that you say, oh, you know what? Since you and your wife are still at the research stage, I currently don't have any resources that can educate you. However, there's this guy on YouTube.

The guy is based out of China and in fact, he's even one of the guys that I buy my equipment from. How about you subscribe to his YouTube channel, keep watching it and there you will get better education. You'll be able to be educated on what kinds of trucks are in the market, what kind of trucks are needed for this industry, for that industry. How do you maintain a truck? How do you do this? How do you do that? So here are two or three other resources you can be paying attention to.

Then when you are ready to pull the trigger, then you can give me a call. That kind of person, you can see that you have politely work at them, pass like you have politely move them along so that they are not on your plate now, because it's not as if they're going to be able to buy anything anytime soon. Of course, you still keep the phone number. You still put them on your Google Calendar so that maybe in two months or three months time we can say, ah, chief, how are you doing?

So it's me now, the guy that you spoke to Tractor heads, the 1 based in China. Yeah, yeah, yeah, that's me. The one that sent you that YouTube channel. So how far now you've been watching the YouTube channel? What do you think? The YouTube channel? What do you think now? OK, you're learning some stuff. Cool. So like what kind of heads do you think you're going to be needing for your business? Yeah, that's a good model.

That's a good model. And even this one goes off. None goes off. OK, so how far would the timeline? It's still the same IB you're still waiting for that, your cooperative loan to come through. OK, so how far would the loan now HOD said is is next year OK? Like middle of next year I'll be OK. All right. No Allah, no problem. Anyways, Christmas self don't reach. So bro happy Christmas, huh? I know all I grip Madam. I'll be in touch next year.

But that's it. You now put another reminder. You schedule the guy for another two months and the phone call is basically the same. How you doing? What's research looking like? Ready to pull the trigger anytime soon. You know, that kind of general, general thing. Then when he looks as if, OK, the money has come through, they've registered the company, the guys even secured one contract and now you can start putting some pressure on that one.

So it's not how many people should I be chasing? We also should be thinking, who should I be removing from my funnel? Who should I be disqualifying? Who should I be moving them along? So we should be asking these kind of general questions. Walk up us let's get rid of them. Some people are just curious for people who are just curious, it's OK have the conversation, educate them, maybe see what their interest is. If you have an e-mail list, put them there.

Let them be receiving e-mail from you once in a once in a while. If you have YouTube channel where you put educational content, you know, send them there, you know, so you can stay top of mind and just like the first example, you know, be reaching out to them every once in a while. That's how you deal with people who are just curious. Then for the person who says like I said in my first example, I have a contract. We need 77 trucks. 6 of my trucks are broken down.

The remaining 1 is in half condition so I need 6. I need 7 heads now, 7 tractor heads, 7 truck heads. What is your best price? That is the person I start spending time with. So just in case I haven't made myself clear, let me repeat it again. The reason why we're asking ourselves or not ourselves any contact who comes across these general questions to confirm interest is so that you, you the business owner, I mean you who is listening to this podcast right now, you assertively determine who to spend time with.

Don't wait for people to decide that you're worthy and then, you know, you're now making do like, oh, people are taking me seriously. Oh, I'm so glad. No, no, no, you are in the driver's seat. You are the one who will determine who am I going to be talking to? Who am I not going to talk to? So that is also a best practice when people reach out, confirm interest. Too many of you are going straight into OK, how many heads do you need?

5 or 60? Too expensive. OK, I can give you 10% discount like it's it's too quick. Take it easy. Are they interested at first? Do we have someone serious? Are they just curious or they say what Capas? So that's one of the best practices. Oh, OK, we've done 25 minutes. OK, let me just talk about 1-1 more and then we'll wrap this up. This will be like Part 2 because the digest is still plenty. Then for those of you who've been listening to the podcast,

you know that I keep talking about qualification and discovery. Qualification and discovery. Qualification and discovery is the part of the business relationship, the part of the, the, how will I put it now, the part of the business relationship where you're asking questions, questions about the person and questions about the problem. The reason why we do qualification and discovery is because we need to know exactly what they need, exactly who they are, exactly what the problem is.

That way we can make the right recommendation. And believe you me, lots of business people have made that mistake, mistake before. If you haven't made it where you recommend something to someone, the recommendation actually is not a bad recommendation, but it is not fit for the purpose that the person needs it for. And so because of that, they take a perfectly fine truck, but because it's now mismatched, it's a terrible working experience for them because it's not ideal in that kind of situation.

Unfortunately, this is just human nature. They will be angry with you. They won't say I made the wrong choice, I bought the wrong choice. They will say Abdul sold me the wrong truck. This is part of the reason why we do qualification and discovery so that any recommendation you make, you can make it with your full chest, full confidence. Remember what I said about being a doctor? That's the reason why the doctor asks you all these questions.

When did you come here last? What is your family history? How tall is your father? How short is your mother? Did your father have heart issues? What about your son? Does your son have eye issues? Which village did you come from? Like all kinds of sometimes I want to like why are you asking me this kind of question? Remember 1 doctor, he told my wife. He said oh please Madam, can you go and look for nursing Kitchi and you know some, some, some,

some and my wife went out and then next thing his wife closed the door. The doctor was like what a guy where I live with me, How many? I said how many what he said you know what I'm asking all like how many? I laughed. I said no, no, no, no, no, I don't play like that it's just my wife. He said. He said yes OK. Then my wife now came back inside and my wife said sorry, nothing. She said she doesn't know about this disease so it's OK, no problem, no problem.

Then my wife sat down and I realized this doctor is a sharp guy. He said my wife on the wild goose chase so that he could ask me some kind questions so that I won't give the kind of answer that will now crucify me when we go home. So I thought this doctor is a correct guy, Correct guy. So anyway, at the time was asking, I didn't understand like why is he asking me this kind of question? But then later on I did some small research and I realized that oh, OK, somebody's romantic history can actually have some implications on 1234 medical conditions.

So it's like that where medical doctors will ask all kinds of questions. Now, the reason why the doctor was asking that question was so that any drug he recommends for me, he can recommend it with his full chest, full confidence that if this guy take this tablet or if he goes undergoes this procedure, this problem will be solved one time. That is the purpose of qualification and discovery. Know the person, know their circumstance, know the history,

what do they need this thing for? What is the problem? So that when you make a recommendation, it is a good recommendation. Bam, full authority. All right, so now we're going to talk about qualification in a bit. So apart from this general question, figure out if they're interested. You have to delve deep small. Eventually we're going to have asking them some questions around work routes, ROUTES. Another one of those words.

I know Mumsy keeps trying to correct me, but I'm never sure which is rich. So some people say routes, some people say routes. I don't know if it's American, American versus UK, English, or one of those things. So work route, work routes, work routes. You know, where are you going to be driving this truck? Somebody who's going to be driving the truck through the Sahara Desert might need some kind trucks, some kind tires,

and somebody who might be driving through the jungles of the Niger Delta might need a different set of tires and a different kind of engine. Where this? Person going to be driving this? Truck you need to ask before you tell the person. Go and buy the MDZ 5000 because there's somebody who come and meet you and say give me MDZ 5000. That's the truck with the rain. Everybody's using it and then. You ask them, there's some questions.

They say one or two. They say, ah Bros, if you buy this MDZ 5000, you say it's Niger Delta. You want to drive me through? Niger Delta is a swampy area. You cannot. Drive this kind of truck. Through that kind of region. You enter into some serious. Blazing, you cannot use the MDZ 5000. Who is the person that recommended it? Oh, OK, what do they do? And that's why they recommended it for you because they are based in the North and they're driving from Nasarawa to Abuja or from Kaduna to Kaduna.

And the nature of the terrain is different, the nature of the road is different. So you need to ask these kinds of questions because remember, somebody shows up and says give me MDZ 5000. And he said no problem, I have MDZ 5000. It is 35,000,000. You guys price. He now buys from you 33.3. He now goes back, he uses it in the Niger Delta. The truck goes and hangs or something happens. He won't say I bought the wrong truck.

He would say Abdul sold me the wrong truck. So you ask work routes, driving routes, what are they using it for? What's the? Problem with the guy's current. Fleet, you ask? You also need to have those money. Conversations. OK, is this one going to be an outright? Purchase, why are you considering financing? Why are we looking at the lease? Ask these also questions that let you know whether somebody is serious or not. Because the person who is just doing research, you say, ah,

which one is finance? What does leasing mean? You now know, oh, it's a jam bite. I'm talking to this is a first timer. This is not a serial somebody. This is not somebody we don't do for the business. This is why you ask these questions. You also have the conversation where you give a budget range. Oh yeah, the MDZ 5000. Yeah, that's pretty good. We have a couple of models, you know, 2025 model day. We also have the model of 1998.

You know, some people look at it just depending on price, you know, So it all depends. But either way, all those ranges go between 35 million to 55 M. Is this beyond what you are willing to? Invest. What do you think about that? Are we good to go for that amount? You know, through a budget, give a range. From the way they stammer or. From the way they stagger or from the way they nod their head, you will know whether you're on the right track.

Whether this person has realistic. Price expectations whether this person knows the industry or whether this. Person is a jam. Bite, you see. Why all these questions are important? You also need to try and figure out the the person's authority. Does the person have the ability or the permission to go ahead and make that purchase? Because if it has not happened to you before, I can assure you it will happen to you soon,

where you will spend time talking to somebody good time. Only to realize when you now say why are transferred me, the money person will now say, oh actually somebody else is supposed to transfer the money, not me. It has happened to me and I will never forget it. We were talking, we were getting along well. This is my wedding photography days. By getting on good, the family had Pepe. I knew that it was going to be a good, good, good, good, good job.

So as we're talking now, back in my novice days, I now said, OK, we'll need a deposit. So, so, so, so amount. And then the girl said those dreaded words. She said, OK, I will tell my sister. I say, eh, you. Tell your I say yeah. I will tell my sister, I said you're not, the bride said no, no, no, no. I'm the youngest sister of the bride. I thought to myself, ah, I am finished because you know, my mom is always telling me stop counting chickens before they hatch.

Because me, I'm in the habit of if I'm talking to somebody now and looks as if, you know, 4 million will come from this one, in my mind, I'm already counting 4 million. Four million. Let me fix my car, let me do this, let me do this. Let me buy this, let me buy this. So my mom was always told me, look, stop counting your chickens before they hatch. Wait when the money is in your hand, plan before money comes, don't plan.

So when she said I would tell my sister, I say he won't be because in my mind I had already started, you know, the money. I was really thinking where the money will go, the problems that I will fix. I will never forget the episode so. If it hasn't happened to you before anyway, I pray it doesn't happen to you. Be sharp. Ask these kinds of questions so you don't end up wasting time building a relationship with someone.

But that person does not have the ability, does not have the power to take the decision. For those of you who've been listening to the podcast for a while, you already know the story of the lawyer. I was talking at an event. I wasn't sure if I was making sense, but one lawyer said, no, you're making sense. This is what happened to me. Then she gave her testimony. She said that she was talking with the wife. Madam, it was a matter of conveyance of land, you know,

buy and sell her property. The husband was abroad, but the land belongs to the woman. So the lawyer in full confidence continued, even started doing one or two things, assuming that this is a done deal. The husband now came back from abroad and as husband and wife do, they talked and then as I do, I said sorry my husband is back and he said we're not going ahead again. Some of you will be angry. With the. Woman some of.

You lawyers will say, Madam, is it not your property? Can't you make a decision by yourself, please? You know this is about sales. We're not supposed to challenge, you know, what husband and wife have discussed like, you know, in that bedroom. Just leave them. The fault is not woman's fault. The. Fault is your own, and that's what I was trying to get that audience to understand, And I'm glad the lawyer understood it. The lawyer realized that it was her own fault.

She should have asked the question. OK, Madam, I understand the scope. I'm glad we've agreed on the mount. But typically in this environment, for these kinds of landed matters, usually Madam Wife either discusses with the husband or maybe the head of the family. Is there some other person whose input we need before we move forward? As a lawyer, you ask that kind of thing. You don't just assume that the person presenting in front of me is the person who has the authority.

We style, we ask questions. I'll figure out the authority structure. Who am I talking to? What is the limit there of of the? Authority. What can they decide on? What can they not decide on? So it's the same thing with Abdul Truck Sales. Oh, are you the owner of the company? Are you the manager of the company? Oh, thank you very much for reaching out. Oh, blah, blah, blah. Oh, sorry to hear about your six trucks and this and this and that.

Yeah, sure, we can sort you out. Oh, by the way, just curious, are you the procurement agent? You ask whether the person. Is the owner. The manager, the procurement manager, or the service technician. It will determine a lot about how you follow up, but. Please remember we're not following. Up again, it's follow through we should be saying. So whether the person is the owner, the manager, the procurement agent or the chief mechanic or the service engineer or whatever will determine the steps you're going to follow.

So you should be asking questions to know yourself. Who are you talking to? Very important. Well, please don't be interrogating people, but we'll talk about that again. Well, when we're rounding up this episode, then we also need to figure out timelines. When? Do you need this truck on the? Road you sell trucks. It's a question you have to ask. When do you need this truck on the road? Because sometimes you have the truck, you have the price, but the person needs it on the road next week.

Or join China and this thing. Is going to be transported. By ship. So it's going to be what, 3 weeks? 4 weeks in that case you really can't help the person is up with you to be honest. You know I would have loved to, but we just can't. You need this truck next week Wednesday to be honest, you know next week Wednesday, even if you can't take I take the money, the truck will still be on the high sea. So Brooke, I can't help you.

Or can you work with a two week delay, you ask? Instead of collecting somebody's money. Then they're now blowing up your phone saying how far I needed this thing for Wednesday. Today is Monday and you say, ah Bros is still on the high sea. We don't do business that way because remember repeat business and. Referrals. That is what builds a healthy business. People coming back again and again and again. That's what builds a healthy business.

Then referrals, people giving out your phone number to other people. You say call Abdul, he's my guy. That is what builds the business. These kinds of negative. Experiences will stop people from buying again, or will stop people from sending or giving other people your number. So these are some simple questions. That we can ask, all right. So it's 40 minutes, so let me bring. This episode to a close, let's just say this Part 2, because there's still some orgies we need to just on this matter.

So let's say that, OK, there definitely will be a Part 3. We'll do that tomorrow. So, so far, how to follow up with the contact? We've discussed a couple of things now #1 we should not be following up. It's pointless. We should be following through. Get your advancements, let your follow through activities be focused, agree on what people are supposed to do next. And we've talked about some best practices #1 speed to lead.

Once somebody has given you sign that they might be interested, move quickly then. When we start the conversation. Confirm that they are indeed interested because not everybody who, you know, one real estate professional was saying I took somebody to site, blah, blah, blah. Since then, I've not heard from the guy. It's not everybody who comes to the site that is interested. So excuse me. And it's something that you babes know.

It's not everybody that approaches you that is interested. Some people approach and like, whoa, this guy is feeling me. But then the next two or three weeks play out and you're like, no, this guy is a confused human being. I don't even know what he wants. It happens in business and in relationships. Some people seem hot hot, hot, hot hot hot hot like they want to buy a distractor head now and then. As the days go on. It's like this person's self is confused.

I don't even know. By the way, it's not your business to know, yours is. Have your sales process, execute your sales process, continue on it. Leave all those personal motivations like this. There's no no room for heartbreak here at all. So confirm that somebody's. Interested. You confirm that they're interested by asking them some simple questions after thanking them for reaching out. General questions depending on your own business.

For me, if I was selling trucks, I would start with something like that. Or are you just doing research or do you have a problem with your fleet? Before you can remove that research part, you can just ask the person, So what is the problem with your fleet question mark? Leave it there. In answering that question, the person has to now say a couple of things that he has a fleet or he doesn't have or that the fleet is 50 trucks, but they need 10 or you know, any which way.

So in fact, remove that research part. So thank you very much for reaching out. Show trucks, blah, blah, blah, blah, blah. So what's the problem with your fleet now? How can I help you today? Anyway, you'll figure out the question. You know, these things take some practice and then plus ChatGPT, Google Gemini, you can do some research about good qualification and discovery questions to be asking your particular sector.

So use these tools, do the research, come up with some nice ideas, but remember, execute. Then once somebody's interested. We're now going to ask some more questions to try and figure more things out about them and their need. So in this case for Abdul, since he's selling trucks, we're going to have to figure out their routes or their work habits or the problem with the the fleet, whether this is going to be. Then we'll also discuss budget issues, give them a range to be sure we're talking to the right person.

Because if you say 25 to 30 and when the person says, ah, Bros, no vex, I was hoping we'd get this done for 20. You don't know that this is an unserious somebody. And then what you do is you move them along. Keep them in your emailing list, you know, let them subscribe to your YouTube channel and give them some helpful resources to educate them. Why should I move this person along? It's not going to work. And then? Once you need to figure out.

Their authority, is this the person who can pay me, or is this person the houseboy or the house girl who is only going to gather information and then gather the information up to Madam. By the way, those situations are hard, just so you know. So if anybody reaches. Out to Abdul, but the person is just the let's say the person is just the chief service technician for the company. It's not as if the deal can't close or will be hard because service technician will report to his manager.

The manager will report to you know by the time reports to report to report to you know a guest to orga. As in that is plenty links in the chain, but it can be done. Anyway, so when you're. Deciding how am I going to follow through with someone personalized in front of me today. These are some of the considerations that we should be looking at now. Hopefully tomorrow we should be able to wrap up with a Part 3. So thank you very much for listening to the podcast.

If you getting, if you're getting value from this or even if you. Just find it mildly. Entertaining Subscribe on Spotify, YouTube, Apple or any player of your choice. Also, please share the show with others who might get a value from it as well all the people who you think might find it entertaining. And then if you have any questions, comments, queries or collaborations. Or you just want to connect? Call, send me a text message or a WhatsApp message on 08064662140.

So that's it, that's all. Thank you for listening. I'll catch you some other time.