Episode Details

Hey everyone! I’m coming to you today from a slightly unusual spot—an airport parking lot. My flight pick-up was delayed, and I didn't want to let the time go to waste, so I pulled out the microphone to share some thoughts on prospecting and outreach.

I have a bit of a confession to make. In the past, I’ve been critical of a tool called Apollo, even telling people it didn't really work. Well, I’m here to take that back. After working with a specialist at a client's office, I’ve seen it work like magic to find names, phone numbers, and emails. It turns out the problem wasn't the tool; it was me. Sometimes we just haven't figured out how to use a resource correctly yet.

Beyond tools, we need to talk strategy. A big mistake I see is trying to use high-volume automated messaging for expensive, sophisticated products. If you are selling a $20,000 software, you can’t treat it like you’re selling a 15-naira piece of TomTom sweet. High-cost items require personalized, custom outreach and relationship nurturing.

Finally, remember that selling is multimodal. If emails aren't working, don't just keep sending more emails. Pick up the phone, try WhatsApp, or even walk into the office. You have to try different modes until one clicks. 

If you can't reach the senior executives, try building a relationship with the account officers on the lower rungs; they are often happy to make introductions.

If you want me to take a look at your sales process or perform a sales audit, reach out to me via text or WhatsApp at 08064662140