Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

I'm back to kick off a brand-new three-part series on a topic that hits home for many: dealing with poor sales performance.I recently heard from a listener I'm calling "Fresh Prince," (not his real name) a salesperson in Lagos who has been struggling to close deals for three months. It happens to the best of us, but as a "business doctor," I know we have to diagnose the system before we can find the cure. In this first part, I'm breaking down three major areas where your sales process might be breaking down:1. Targeting: Are you chasing everyone with a pulse, or are you actually talking to your Ideal Customer Profile? If you're selling roofing sheets to someone who just broke ground on their foundation today, you're way ahead of yourself.2. Advancements: A sale isn't just one big jump; it's a series of mutually agreed-upon next steps. If you aren't securing a commitment for the next meeting or a site visit, you aren't advancing, you're just talking.3. Conversation Frameworks: From building rapport and credibility to using tools like BANT (Budget, Authority, Need, Timeline), you need a roadmap for your conversations so you aren't just "freestyling."Sales isn't magic; its about looking under the hood and fixing what's broken. If you're feeling like Fresh Prince and need a detailed consultation to look at your data and your process, reach out!

Today, were diving into a real-life case study with a listener named Idara, who is building a perfume business. We had a great chat on WhatsApp about how to stop waiting for a "savior" or an expensive consultant and start using the tools already in your pocket. If you've been ignoring that colorful floating icon in your WhatsApp, youre missing out on Meta AI (or the Business Assistant).We look at how Idara used it to brainstorm professional branding and a better WhatsApp status strategy. The biggest takeaway? If you're serious about sales, you must download WhatsApp Business. Treat your profile like a digital store front, set up that catalog, fix your bio, and stop the "lazy" broadcasts.Stop making excuses about money and start using these free tools today.

Stop waiting for the perfect moment, the fancy studio, or a 2 million naira budget to finally launch that podcast. I'm telling you right now: you can start today, for free, using nothing but the phone you're holding in your hand. I've recorded over a thousand episodes on everything from iPhones to "toy" Nokia phones. You don't need crisp, professional audio to grow your business; you need exposure to new audiences and gaining affinity with them.People dont listen because you sound like CNN; they listen because your ideas have value and your voice is authentic.The real reason most of you haven't started isn't a lack of money, it's a lack of a plan. The hard work isn't the equipment; it's the content calendar. Who are you talking to? What do you have to say that is unique? If you can answer those questions, you're ready.I practiced what I preached today by launching a brand-new show called "Nollywood Unscripted." I did the research, designed the art with AI, and recorded the first episode all on my phone. Was it perfect? No. Did it start at zero listens? Yes. But I'm willing to put in the 3 to 5 years it takes to see results.Stop overthinking. Record it in one take. Don't worry about the background noise or the occasional cough. Just start. Put something concrete into the world today and see where it takes you.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Today, Im sharing a real-life case study involving a client I'm working with in the solar industry. Let's call her Cinderella (not her real name). She's been crafting a high-stakes proposal to take an entire estate off the grid, and we've been refining it to make it less salesy and much more conversational.The secret sauce we are using is the SPIN selling framework: Situation: Show you truly understand their current setup. Problem: Pinpoint the specific pains they are facing. Implication: Tease out the cost of doing nothing, like the diesel trap where they might be burning 15 million naira every month. Need Payoff: Show them the promised land of energy independence and how the investment pays for itself in 4 to 5 years.I challenged Cinderella to ditch the corporate jargon. Instead of "Current energy challenge", we're calling it "The Diesel Trap". Instead of a dry "Proposed solution", we're talking about the "Path to Low-Cost Energy". Remember, sales is a conversation, not a lecture. Don't just end your presentation with a "Thank You" slide and hope they throw a checkbook at you.Suggest the next step, engage your audience by name, and ask for feedback throughout the process.Let's stop bamboozling clients and start closing deals by being relatable and easy to understand.

Are you tired of sending out proposals only to be ghosted? Are you frustrated because youre spending hours on presentations and quotations for people who don't even have the budget to buy from you?Today in the Oracles Chamber, we are talking about a senior-level shift in how you qualify prospects.I was speaking with a top-tier sales professional, lets call her Cinderella (not her real name) who was exhausted from chasing the wrong leads. My advice to her, and to you, is simple but bold: Move the money conversation to the front!Most of us start with a "Need Analysis" asking what the customer wants and how bad their problem is. Thats fine for beginners, but if you want to protect your time, you need to use the BANT framework (Budget, Authority, Need, Timeline) and lead with money and urgency.Here is the secret to doing it without scaring everyone away: Price Anchoring: Instead of saying "4.5 to 6 million," say "6 million to about 4.5 million on the low end." When you start with the higher number, the lower one sounds like a relief, not a burden. Urgency Questions: Soften the blow by asking about their timeline in the middle of the price talk. Ask, "Is this a project you're looking to start this quarter, or are you just doing research?". Get Feedback: Dont just drop a price and stay silent. Ask, "Is that beyond your budget?" or "How does that compare to the research you've done?" Their reaction tells you everything you need to know.Remember, everyone is worthy of respect, but your time is a resource that must be invested where it brings revenue.If they (potential customers) are just "browsing," its better to find out today so you don't have to chase them next week.If your "mouth is shaking" because youre new to the game, stick to the fundamentals. But if you're ready to stop the ghosting and start closing, its time to change your order. Change your pattern!

I've been having some intense conversations lately with a client in the software space, and it reminded me of a trap so many founders and entrepreneurs fall into: the Reach Trap.As a sales coach and business development consultant, I live in a world governed by revenue and conversion. But too often, I see marketing professionals high-fiving each other because they got 5 million impressions on a campaign that didn't bring in a single kobo.Let me be clear: If your advertising campaign didn't yield revenue, it wasn't a "successful" campaign! It was a waste of money.To make sure your next campaign actually puts money in the bank, keep these three things in mind: Targeting is Everything: If you're selling human hair but your ads are reaching middle-aged bald men like me, you've failed. Use demographics and psychographics to find the right people, not just the most people. Speak Human, Not "Specialist": Get rid of the jargon. Your customers don't care about your "code base" or "back-end." Speak in words ordinary people understand. Balance Awareness with Action: Reach and awareness are fine for brand building, but if you need traction or money now, you need a performance-based campaign with a clear Call to Action.Remember: Awareness is just a number. Revenue is the goal.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Stop management by WhatsApp. I see it everywhere in the Nigerian business scene - founders, CEOs, and managers blasting angry messages into group chats because a project is behind.You might feel an emotional release from "ranting," but here is the truth: your team is ignoring you. They see the first two lines, close the app, and go back to their own priorities while you think you've actually done something.WhatsApp is a messaging tool, not a management tool. If you want to move the needle and achieve results, you have to stop evading the "difficult conversation." Real leadership happens one-on-one. If there is a problem: Go direct: Walk into their office or pick up the phone. Be specific: Talk to the person responsible, not the whole group. Create accountability: Agree on next steps, set clear milestones, and make sure they write it down in a diary or calendar.Don't let your business stay stuck because youre afraid to be assertive or because of in effective communication habits.

Today, I want to talk about why your business conversations are stalling and how you can maintain a forward-looking trajectory using two critical tools: advancements and scheduling.Too many of you are ending meetings with "we'll keep in touch" or "no wahala." That is not how business moves forward. An advancement is a mutual agreement between you and your potential client or investor on exactly what is going to happen next.If you don't secure an advancement every single time you talk, the chances of being ghosted or forgotten go through the roof.But securing the agreement is only half the battle you must schedule it. If you are handling more than two or three deals a month, scheduling with your brain will not work. You need an objective reminder outside of yourself, whether that is a CRM, Google Calendar, or even a physical diary.I'll admit, even I make mistakes. I recently realized I was supposed to have been in touch with someone eight weeks ago but I missed it. I had to "fall on the sword," take responsibility, and try to get that deal back on track.The reason some of you are broke today is because of the calls you didn't make and the proposals you didn't schedule weeks or months ago. If you take your foot off the gas, the other person will slack too. You must maintain the initiative. Log your calls, write down what was agreed upon, and set reminders with clear agendas so you never look unprepared.

I recently sat down with one of my students, "Cinderella," who is navigating the high-stakes solar industry where quotes often reach into the tens of millions. She was hitting a wall: prospects kept telling her, "You're double the price of your competition."If you've heard this, your first instinct might be to drop your price or get frustrated, but that is the wrong move. Selling is a highly creative enterprise, and handling objections requires a "soft touch".Here is the blueprint we discussed for mastering these price objections: Affirm, Don't Argue: Never start by being adversarial. Instead of defending your price, agree with the prospect's observation. I told Cinderella to say, "Yes, madam, that is often the case... because most other vendors are trying to save on quality, accessories, or specs." Ask for Data: Once the tension is lowered, move into investigation mode. Ask specific questions to see if the comparison is even fair. In the solar space, this means asking about KVA ratings, for instance, or the load to be powered. Educate and Distinguish: Use the data you gather to show why your price is justified. If their cheaper quote uses "roadside" cables and installers, explain why your high-quality cabling is a guaranteed solution. "Its Not by Force": Take the pressure off entirely. Tell the prospect that your goal is to make sure they aren't being taken advantage of, whether they buy from you or not. This positions you as a professional partner rather than just another salesperson.Remember, if you find these principles hard to apply to your specific industry whether it's industrial cleaning or a startup, don't forget to use AI tools like the WhatsApp business assistant or Google Gemini to help you brainstorm.And for my Nigerian founders who are tired of software headaches, check out Ikenga Software Factory (iksf.ng). They can get your product live in 7 days, and if you use the promo code TAV or AYEDE, you'll get 20% off.Stay sharp, keep thinking, and I'll catch you at the next High Table.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

I've noticed a major issue that is killing your business growth: you are receiving referrals - those golden introductions where trust is already implied, and you are killing the deal before it even starts.Too many of you are acting like order takers instead of consultants. When someone calls and says a former customer gave them your number, your first instinct is to just send a price list. That is the wrong way to go about it. By just sending a price list, you lose control of the conversation and practically invite the customer to ghost you.If you want to close more deals, you must: Ask the person who referred them background questions to know if the lead is serious. Call the person instead of just texting; take charge of the conversation. Drop names to use the trust that already exists between friends. Ask questions about their problems or what they are looking for to find the best solution.If youre a Nigerian founder looking to launch your product without the hassle of expensive developers, check out my friends at Ikenga Software Factory (iksf.ng). Use the code "TAV"  or "AYEDE"  for a 20% discount.Stop being an order taker and start being a consultant. Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Are you tired of opening your DMs or WhatsApp only to see messages that look "unserious" or "unprofessional"?If your immediate reaction is to just throw a prepackaged price list or a PDF proposal at them with the attitude of "if they're serious, theyll call back," then you need to listen closely. You are leaving a lot of money on the table. In this episode, we dive into the process of qualification - the framework for deciding which interactions, messages, and meetings are actually worth your time. Using the fictional case study of Funmi, a top-tier brand specialist, we explore how easy it is to fall for the "Small Boy" bias.We discuss: The Power of the Phone Call: How a 2-3 minute conversation can reveal if a prospect is a "person of straw" or a golden opportunity. Price Ranges vs. Fixed Lists: Why you should use ranges (e.g., "25 million to 15 million") to test budgets and watch for body language instead of just scaring people off. The Referral Network: Why you should never be a snob. Even if someone is a "small boy" today, referring them to a trusted protege builds a loyal network that brings big deals back to you later.If you want a 15-minute sales audit or need help looking at your business processes, don't be shy WhatsApp me at 08064662140.

In today's session, I'm breaking down how to sell by using ROI (Return on Investment) because if you cant show your customer how their money will yield a return in "naira and kobo," you aren't really selling.I recently sat down with one of my students, lets call her "Cinderella," (not her real name) who is preparing a major solar pitch for an upscale estate in Lagos.We used the SPIN framework "Situation, Problem, Implication, and Need Payoff" to structure her presentation.Here is the reality: her client spent 135 million Naira on diesel in just ten months. By the time we crunched the numbers, we realized her proposal wouldn't just meet their 30% savings goal; it would hit a 40% reduction in energy costs.Success begins before you even enter the room. You need to identify your stakeholders, the people who actually sign the checks and walk in armed with facts and figures.Don't waste time on "slide one"  talking about your company's board of directors; start strong by addressing the problem and showing them the "payback period" in this case, 3.5 years before the system pays for itself.Finally, I have a special message for the ladies. Sales is a beautiful profession for women because it teaches you how to command a room and lead. Whether you stay in sales or become a minister or a CEO later, those experiences are gold.

Are you tired of that "corner-corner" dance with clients? You know the one where you're expecting a "sweet" dollar payment, but instead, you get a "next week" that never comes.I recently spoke with one of my former students, "Magic Mike," (not his real name) who found himself in this exact situation with a big-ticket client, "Chief Odomegu" (also not his real name).The truth is, if your deals are stalling, its likely your fault, not the client's. You're allowing the frustration because you aren't using a framework. Here is how we fix it:Stop Freestyling with BANT: Every conversation must cover Budget, Authority, Need, and Timeline. If you don't talk money early and often, you're just wasting months of your life."As Soon As Possible" is Not a Date: When a client says "ASAP," they might mean two weeks, while you mean Friday. Don't assume. Ask the question: "Chief, when you say as soon as possible, what exactly do you mean?"The "Doctor" Mindset: A medical doctor doesn't wait for you to decide when to come back; they tell you when they expect to see you. You are the specialist. You must take charge of the process and secure concrete advancements and mutual agreements on the very next step.Don't Manufacture Urgency, Discover It: You cant force a client to move faster than they are ready, but you can work with the urgency they already have. If the Chief wants his books ready for his 70th birthday in December, use that as the anchor to keep him on schedule.Stop being a pest and start being a professional. If you focus on their priorities and their timelines, you'll never sound desperate.

Stop being tone deaf. I've been on a bit of a rant lately because I'm seeing far too many talented people blow their chances by simply refusing to listen to what their prospects are actually saying.Today in the Oracles Chamber, were looking at a case study out of Abuja. Meet "Amara Chidima," (not a real person! I made this up!) the CEO of Sentinel Wealth Partners (also a made up company). She has a successful firm with 35 employees and a newsletter packed with high-net-worth "odogwus." Her problem isn't visibility, everyone in Abuja knows her. Its conversion. She wants those newsletter readers to book high-ticket consultations with her team of advisors.Now, here is where most marketing consultants fail: They go back to their office, get their creative team together, and return with a 15-page PDF promising "viral reels" and "10,000 new Instagram followers" at a "50% special discount." Amara never mentioned followers. She never mentioned likes. She mentioned money and consultations. When you pitch something the client didn't ask for, you get ghosted, and then you wonder why "Nigerians don't appreciate good marketing" (for those of you who are marketing consultants).Contrast that with "Tunde," who does proper discovery and qualification. He hands her a three-page document titled "A Bridge from Newsletters to Consultations". From the header alone, Amara knows Tunde was paying attention.And a final word for the wise: Discounts are a virus. They make you look desperate and train your clients to never pay full price. If you focus exclusively on solving the core problem, you won't need to slash your value to get the "Yes."Stop ignoring the words people are giving you. Cure your tone deafness, focus on the specific problem, and watch your closing rate climb.

If you are an entrepreneur, a business owner, or a salesperson and you aren't using the phone as a primary tool in your "war chest," you are doing it wrong. In todays episode, Im breaking down why audio communication is your secret weapon for closing deals and moving the agenda forward.There is a clear communications hierarchy, and they are not all created equal: 1. Face-to-Face: The gold standard. You get tone, nuance, and body language. 2. Audio (Phone Calls): The next best thing. Its conversational and allows you to resolve conflicts or secure "advancements" in 3 minutes that would take 24 hours over text. 3. Video: Often less effective because people get too distracted by how they look. 4. Text (WhatsApp/ SMS): Good for quick conversations, but easily ignored. 5. Email: The absolute bottom. Low open rates, formal, and the hardest medium to close a sale in.But here is where most of you fail: The Discipline of Scheduling.I see people sending "gentle reminders" five minutes before a call or at 1:00 a.m. That is not a reminder, its an after-thought. If you are chasing money from a high-value client, you cannot control their schedule, but you can control your follow-up.My rule? Remind early and remind often.One week before: A simple "Looking forward to our meeting."Three days before: A "gentle reminder" with the specific agenda.One day before: A confirmation message to ensure you are still on course.The day of: A final "going live in 3 hours" buzz.Dont be afraid to initiate the call at the agreed time. If they don't pick up, wait 15 minutes, then propose a specific reschedule date immediately to keep the momentum.Success in business isn't just about having a good product; it's about the discipline of how you communicate. Stop being "polite" and start being professional.

Ive been podcasting for seven years and have over 1,500 episodes under my belt, yet I still get hit with generic pitches from people promising to help me "build a consistent podcast." If you did even five minutes of research, you'd know that consistency is not my problem.The reason so many of you are struggling in business and getting ghosted is that your marketing and sales are completely tone-deaf.You sit down with your creative teams to build beautiful, general proposals, but you totally disregard what the prospect actually told you they needed. I tell people my biggest problem is leveraging my podcast for paid speaking and coaching engagements, but instead of addressing that, they send me a "flash discount" on video productioneven though I've repeatedly said I dont do video.If you want to close more deals, you need to make it a habit to only show people exactly what they asked for. In sales, we call this qualification and discovery. Stop guessing and start listening. If you don't have what they want, step out of the way or refer them to someone who does.Also, a quick word on those "April only" discounts that somehow always get extended: stop it. If you say a deal ends on Friday, let it end. Otherwise, you're just training your customers to realize your scarcity is artificial, and theyll never take your deadlines seriously again.And unless you have massive inventory like Marks & Spencer, stop discounting your services. If you bring someone in at half price, they aren't going to magically want to pay full price later; they are "half-price" customers.Listen, discover, and deliver exactly what was requested. Try it for a few months and watch your bank account change.

In today's episode, we dive into a case study featuring a fictional Lagos-based logistics founder, Tunde Balogun, whose business, "Swift Logistics," is facing a common but painful problem: stagnant revenue and a burnt-out sales team.Despite working 12-hour days and churning out endless 20-page proposals, their closing rate is stuck at a measly 5%.Weve all been there chasing a massive million Naira deal for weeks, only for the client to go completely silent after receiving the quote. If you are tired of being ghosted, you need to change your approach. Before you ever send another proposal, you must use this qualification checklist:Affordability: Don't wait three weeks to find out your price is double their budget. Test a budget range early in the conversation to get immediate feedback.Authority: Stop wasting time with "desk officers" who can only say "no." Identify who has the power to say "yes" whether its the procurement manager or the business owner.Urgency: Does the prospect have a reason to move now? Whether its stock piling up in a warehouse or a fixed wedding date, you need to identify the timeline before you commit your energy.Making these changes won't double your profits overnight, but within two to three months, you will see your conversion rates climb because you are finally having quality conversations with the right people.

Weve all been there. You're busy running your business, paying rent, and managing clients when a message slides into your DM: "Hello."In Nigeria, its common to see people cut these conversations short or be rude if they think the person is a "small boy" without money. But here is the truth: how you handle these "unqualified" leads determines the future growth of your business.In my latest episode, I break down a live case study of a lead who reached out to me about generators. Even though Im a sales coach and business consultant, not a generator salesman, I used my "Discovery and Qualification" process to help him and save myself hours of useless chatting.Here are my three golden rules for navigating these conversations:1. Pick Up the Phone: Stop the endless back-and-forth on WhatsApp. A five-minute call is worth five hours of texting. It allows you to feel the person out and understand their actual needs.2. Money Conversations Early and Often: Don't wait three weeks to find out someone can't afford you. Use the "Range Technique." Give them a price range (e.g., "This project usually falls between 3 to 4 million Naira") and ask for their feedback. Their response tells you everything you need to know about the quality of the lead. 3. Be a Helpful Resource, Not a Snob: Just because someone isn't a "qualified buyer" today doesn't mean they won't be tomorrow. Small boys of yesterday become big boys of tomorrow. If you can't help them, refer them to someone who can.Stop sending price lists with 20 options that just confuse people. Engage, qualify, and treat everyone with respect because they are made in the image and likeness of God

I recently had a session with a sales team where the members were frustrated because potential customers would go silent or sound "confused" the moment they received a price quote.If this is happening to you, it is because you dont have a process for sorting seekers from buyers before you send that proposal.It is perfectly normal to run into people who are merely curious, confused, or weighing their options. However, when you give a quote to someone who isn't ready, they disappear because they've gotten the information they need and have no reason to stay engaged.To protect your time and peace of mind, you must master Qualification and Discovery.Think about my recent visit to the GAC headquarters in Abuja. I was looking at an 80 million naira GS8, looking "sweet and fresh," but I was just inquiring because I was passing by. Meanwhile, another gentleman there who didn't look nearly as "put together" was actually ready to buy a brand new car to replace his wifes totaled Mercedes.Because the salesperson only answered our questions instead of asking her own, she had no idea who the real buyer was.Your goal is to figure out who is worthy of being pursued. Before you invest hours into a quote, you need to use open-ended questions to find out:Affordability: Can they actually budget for this?Authority: Are they the actual decision-maker?Urgency: Do they have a timeline to take action now?If they aren't "red hot," don't ignore them, but don't waste your best energy there either put them into a relationship-nurturing sequence instead.Focus your primary effort on the people ready to take action today to increase your odds of closing the deal.If you want to stop the cycle of frustration and start dealing with serious folk, I can help. WhatsApp me at 08064662140 for a 15-minute sales audit or to join my WhatsApp channel.

Is your business actually growing, or are you just "seeing movement" without seeing the cash? In this episode, we dive deep into why structure and accountability are the real engines behind sustainable growth—whether you're running a neighborhood barbing salon or a high-tech biotech startup.1. The Myth of Guaranteed GrowthFirst, let’s be real: there is no such thing as guaranteed growth. Business is a matter of probability and statistics; your job is to do the things that increase the odds in your favor.2. Accountability is Non-NegotiableFor cash-heavy businesses like salons or massage parlors, leaks are common if you aren't on-ground.Daily Remittance: You must reconcile your accounts daily—down to the last kobo—before anyone leaves the shop.Old-School Tracking: Use tools like carbon copy receipts or ticket systems to ensure every customer is accounted for. If a ticket is missing, you know someone is being "sharp" with your money.Log Everything: From generator run-times to the amount of fuel or reagents used, logging every expense limits theft and helps you understand your burn rate.3. Lock in Customer RetentionMost service businesses fail because they don't value customer data. If a customer spends 400k in your salon and walks out without you getting their phone number, you've made a massive mistake. Use that data for follow-ups, touch-up reminders, and holiday promos to keep them coming back.4. Incentivize Your TeamInstead of a flat salary, consider a "Base + Commission" structure. When your barbers or engineers have a stake in every "head" they cut or every milestone they hit, they stop acting like employees and start acting like partners.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Have you ever been at a networking event—or even just chatting with a new connection on LinkedIn—and someone asks the dreaded question: "What do you do?"Most of us have a prepared "elevator pitch" that we just spit out and then... silence. We give a summary, maybe throw in some fancy industry jargon like "front-end developer" and then effectively shut the door on the conversation by saying something like "Have a good day."In today’s episode, I’m explaining why this approach is failing you. When you just talk about yourself and stop, you have no idea who you are actually speaking to. You might be talking to a future investor, a key collaborator, or even someone who could unlock your entire destiny! (Just kidding! There's no such thing as destiny)The real goal of networking isn't just to talk about yourself; it’s "Qualification and Discovery".Here is how you should handle the "What do you do?" question moving forward:Ditch the Jargon: If your mother wouldn't understand your title, simplify it.Break it Down: Don’t deliver your entire Unique Selling Proposition (USP) at once. Take one small element of what you do, share it, and then immediately throw a question back to them.Keep it Flowing: By asking questions about their business and their approach, you get to figure out if this person is a potential client, a future partner, or just someone worth keeping in your circle.Stop "spitting and cutting." Start having real, back-and-forth conversations that actually lead to progress.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Are you frustrated because you’ve been posting content for months, but your sales are still at zero? I recently addressed this exact issue for a listener named Franklin, and the hard truth is that marketing is a long-term game, especially for coaches and consultants.Many people think that posting for five months is enough to establish themselves as an authority, but in reality, building true authority takes 3 to 5 years. If you are in a high-stakes field like health or recovery, a personal story isn't enough; you need formal credentials and consistent shouting to get noticed.Here is the breakdown of why your strategy might be failing:Marketing vs. Sales: Marketing is mass broadcasting—it’s shouting, "I exist!" so people know you. Sales is the one-on-one conversation where people flow with you to close a deal. If you aren't talking to people, you really haven't started your journey yet.The AIDA Model: You must move people through four stages: Attention, Interest, Desire, and Action. Most beginners fail at the first stage because they don't post consistently enough to garner attention in a busy "attention economy."The Consistency Trap: Posting once a week is effectively invisible. You need a content calendar—ideally a year’s worth of topics—to ensure you never wake up wondering what to post.Stop Using "Buy Now" Ads: For high-stakes services, direct response ads often flop. Instead, run ads to a landing page, then move them into WhatsApp or a phone call. High-ticket sales happen through human connection, not just a button click.If you're struggling to pay the bills today, remember that content marketing is for your future. You must have a plan for immediate sustenance money while you build your reputation over the next few years. Don't give up—just adjust your timeline and your strategy.

Are you a Nigerian entrepreneur, founder, or mompreneur wondering why your sales conversations aren't closing? Many of us make the same mistake: we talk to potential customers without ever figuring out their timelines or their sense of urgency.I’m sure you’ve been there—you give a prospect space because you don't want to be a pest, only to call back a month later and hear, "Oh, sorry, I already went with someone else two weeks ago." You didn't realize they needed it "sharp-sharp"  because you didn't ask the right questions.Timelines tell you when they want to move, while urgency is that objective sign that they are ready to take action soon. For example, if you're in the solar business like my client Snow White (not her real name), asking "How soon can we come for a technical audit?" or "Is there any reason you started researching now?" can reveal if they are a serious prospect or just curious.Selling should be a conversation, not an interrogation. If you ask a question that feels too direct, don't sweat it—just apologize, empathize, refocus on how the information helps you serve them better, and then try to move the deal forward.By the way, if you’re a Nigerian founder facing software bottlenecks, my guys at Ikenga Software Factory (iksf.ng) can get your product idea live in just 7 days. They offer free .com domains and hosting for a year, and you can get a 20% discount using the code TAV or AYEDE.Don't leave your sales to guesswork. Start asking those timeline questions today and put the odds in your favor.Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

Stop playing startup! I’ve been consulting for a while now, and I’m seeing a worrisome trend in the Nigerian tech ecosystem. I see teams of three, four, or five people who say they have a startup, but every single one of them is in full-time employment elsewhere. When I try to schedule a meeting, everyone is busy "answering yes sir" to their bosses or going on work trips for their 9-to-5s.If you are all part-time, who is actually running the business? A startup has two primary goals: validating the business idea (product-market fit) and securing funding. You cannot achieve these on a "nights and weekends" schedule. Customer acquisition isn’t something that happens by itself; it’s a full-time battle. If you’re only responding to procurement emails at 9:30 PM after two hours in Lagos traffic, you’re not doing well with the lead.Furthermore, investors notice when there is no "skin in the game." Why would someone drop millions of Naira into your idea when you aren't even fully committed to it?I have a client who has been "playing startup" for years without even validating their core concept because they lack a full-time driver.My advice? If you can't leave your cushy job—and I get it, the streets are harsh—then you need to hire a full-time CEO. You need at least one person who is responsible for the business 24/7, someone you can hold accountable when things stall.If you stay part-time, you are sacrificing speed. While you are doing "part time", a full-time team in Kenya or down the street will outrun you and execute your idea better.Plan well, and stop moving at zero velocity!

I shared a case study today featuring Amaka Nwosu (a name I made up) and her company, Zest Way Logistics (also made up). We looked at how she might handle the "sales resistance" from a big-time retailer like Chief Okoro in Onitsha.When the Chief is skeptical about new technology, the answer isn’t a fancy Harvard accent or begging for the account. Begging is a dangerous trap that puts you in a precarious position—especially for women in business—and it’s simply not a good tactic.Instead, you use questions as ammunition. By asking about specific pain points—like how often Chief deals with out-of-stock inventory—you get the information you need to make a proposal that actually makes sense. We also explored the "trial close", where you offer a small "pilot" to lower the stakes and get your foot in the door.Remember! In the wise words of Jide kosoko "Nobody is in charge of your destiny". If a deal doesn't click, you move on to the next one.If you want to apply these principles to your own business, I’m offering a 15-minute sales audit. Send me a WhatsApp message at 08064662140, and let's get to work.Stay sharp, and I’ll catch you in the next episode!

Stop trying to perform miracles in your business! Many of you have been reaching out lately thinking your biggest problem is that you don’t know how to convince people to buy, but I have to be blunt: you cannot convince someone to do what they do not want to do.Unless you are looking to use the psychological bamboozling techniques of a fraud or a 419 scammer, you need to erase the idea of convincing from your head.In the real world of business, your job is to find people who are already properly disposed toward what you are selling. Stop giving yourself "high jump"  by talking to everyone in your network and start looking for qualified buyers—people who have a want, a need, the ability to afford your product, and a sense of urgency.When you find these people, closing doesn't just become easier; it becomes obvious.Remember these key elements for your next sales interaction:Sales is a Conversation, Not a Monologue: Stop looking for magic words to talk at people.Questions are Your Best Tool: Selling is about the questions you ask to get the other person talking about their habits and tastes.Active Listening: Pay attention to their feedback so you can align your pitch to what they actually care about.Navigate the Dynamics: Everyone starts with Sales Resistance. Your goal is to move them toward Sales Acceptance by building trust and understanding their needs.Stop talking and start listening!Thanks for listening! If you have a great idea but don't know how to build the software, Ikenga Software Factory (IKSF) is here to help.IKSF helps Nigerian founders move from "thinking" to "launching" without the usual tech headaches. Here’s why you should check out iksf.ng:Lightning Speed: Get your first feature live in less than a week.Cheaper Initial Costs: Every project includes a free ".com.ng domain"  and free hosting for your entire first year.No "Tech-Speak" Required: You don't need to learn code. Just describe your idea in plain English, and they’ll build it.Limited Time Offer!IKSF is looking to help 10 more founders launch before August 2026. Grab a 20% discount on your development costs by following these steps: 1. Visit iksf.ng 2. Start your project today. 3. Use code TAV or AYEDE at checkout.I want to hear about your progress! Give me a call or text (check the intro/ outro for my number) and let’s get your product live!https://iksf.ng/

I had a bit of a shock recently. My wife tried to reach out to an Instagram vendor to pick up an order, but she found herself completely shut out. This business owner had somehow managed to disable every single live call function—regular calls, WhatsApp calls, even Instagram and Facebook audio calls. The only way to reach them was through messaging, which led to a generic automated reply.I get it. Some of you want "peace of mind," calm, and control in your business. Maybe phone calls give you "palpitations" or make you nervous. But if you are a small or medium-scale enterprise (SME) or a brand-new CEO, being inaccessible is a serious mistake.When you cut off phone calls, you lose qualitative data. Text messages can tell you what happened, but they can't give you the tone, inflection, and nuance that come with a voice. You can’t hear if a customer is truly happy, lukewarm, or secretly frustrated. Without those conversations, you can’t build rapport, establish credibility, or easily earn referrals.As Peter Drucker said, the purpose of a business is to create a customer through marketing and innovation. You cannot market effectively if you don’t know who your customer is, and you cannot innovate your product if you aren't hearing their honest feedback. Unless you are a massive PLC, a monopoly like NEPA, or you have spoken to so many customers that you can finish their sentences, do not turn off your phones.Talk to your customers. Let them hear you, and more importantly, make sure you hear them.

Today on the podcast, I’m breaking down why your content marketing strategy might be falling flat. Many of you are out there trying to use content to get noticed, but you’re making one fatal mistake: promoting two different business interests at the same time on the same account.Content marketing isn't just about hopping on every trend or doing the latest dance challenge; it's about providing valuable education or entertainment that sneaks into your customer's subconscious. If you’re an architect one day and a crypto trader the next, you aren't showing expertise—you're just causing confusion.This confusion doesn't just affect your followers; it messes up the algorithm, making it impossible for platforms like Spotify or Google to recommend you to the right people.Remember, content marketing is a long-term play. If you're going the organic route, don't expect it to "click" overnight—it can take years of consistent, clear messaging to build that trust.If you have multiple passions, don’t just throw them all at the wall. You have to pick one main message or find a way to harmonize them. For example, if you do audio production but love forex, create a forex podcast produced by your own studio. That way, you're showcasing your skill while talking about your interest.Stop being a "jack of all trades" who no one trusts with a project. Be clear, be consistent, and be patient.

Have you ever worried about mixing up client details or forgetting that one critical piece of information shared during a call? I used to worry I was being a bit "weird" by typing live summaries into our WhatsApp chat while on a call, but a fellow professional recently introduced me to a concept that changed my perspective: the Second Brain. By using WhatsApp as a repository for customer data, I ensure that I never have to rely solely on my memory, which can be a tragedy when you're managing multiple clients every single week. This practice allows me to offer contextual advice tailored to your unique needs, and even build rapport by remembering small details—like asking how a sick child is doing—because it was recorded in our chat history.If you take one piece of advice from me today, let it be this: turn off disappearing messages! For many Nigerian business owners who don't yet have a dedicated CRM, WhatsApp is your warehouse of customer information, and deleting those records after seven days is like throwing away your business's memory.Let’s use these tools the best way we can to provide better service and get that "sweet money." If you're ready to improve your business processes or want a 15-minute sales audit, reach out to me at 08064662140.

Let’s talk about that one phrase we all love to hate—or maybe we just use it out of habit: Please kindly advise.If you’re in sales or trying to move a relationship forward, I’m here to tell you: stop saying it.I know why we do it. We want to be polite, or we want to make it clear that the ball is in the other person's court (they are now responsible for taking the next action). And let’s be honest, if you’ve worked in a corporate environment here in Nigeria, you’ve picked up the habit because your managers and colleagues say it all the time.But here is why this phrase is actually holding you back:It’s Redundant: Grammatically, "please"  and "kindly"  mean the same thing. If you absolutely must use it, just pick one—but I'd suggest moving away from both.It’s Too Corporate: Sales is about building a connection between two human beings. When you use stiff, formal jargon, you sound like a robot. You want to bring the temperature down and be conversational, or at least semiformal, to make the other person feel at ease.What should you do instead?Instead of using filler phrases that people often ignore, be specific and proactive. Try these alternatives:Ask for specific feedback: I’d appreciate your thoughts on section 1-3 or Can you share your thoughts on XYZ?Ask for the next move: What would you like for us to do next?Lead the way: Instead of waiting for them to advise, propose the next step yourself. Say, "If we’re in agreement on this, I propose that our next step should be..." Don’t just throw the ball into their court and hope they deal with it. Direct the conversation.If you want to dive deeper into sales coaching or join my WhatsApp channel for more tips, send me a message at 08064662140.Let's stop sounding like corporate machines and start sounding like people. I'll catch you guys next time!

I was recently coaching someone who was struggling with a major frustration: about two out of every ten people were hanging up on her during the very first few seconds of her calls. What was confusing for her was that these weren't even cold leads—they were people who had actually responded to an advertising campaign and indicated interest.So, why were they cutting the call? The culprit was a simple, seemingly polite phrase: I hope you’re doing well.If you are in the habit of starting your sales calls with "I hope you’re doing well," "Happy Sunday," or "Happy New Month," I’m cutting straight to the chase—it is not a good idea at all! These phrases are dead giveaways and obvious signs that you are a salesperson. The moment a prospect hears that forced friendliness from a stranger, they know it’s a sales call and their immediate instinct is to get away.You cannot manufacture rapport at the beginning of a conversation. There is no rapport to be built in those first few seconds because you don't know each other yet. When you try to force it, you end up sounding disingenuous and inauthentic.Here is the better way to open:Stick to customary salutations: Use a simple "Good morning," "Hello," or "Good day."Verify the person: Politely confirm you are speaking to the right individual.Identify yourself and your intent: State clearly who you are and where you got their number (e.g., "You responded to our advert for...").Check for interest and time: Ask if they are still in the market or if they have a few moments to talk.Your primary goal in these first calls is simply to figure out if they are still interested and to conduct a quick lead analysis. Real rapport—the kind where you ask about family or work—comes later, after you’ve actually gotten to know the person.Make those first few seconds count. Be polite, be direct, and for heaven’s sake, stop sounding like every other salesperson.If you want to dive deeper into these strategies or connect with me, feel free to call or send a message on WhatsApp at 08064662140.

I recently came across a powerful message from Wuraola Ogundipe, a Senior Program Advisor specializing in financial inclusion and the founder of GA Place Limited. Her words struck a chord regarding how we view the early sparks of entrepreneurship in our children, specifically our daughters.If your daughter is constantly selling things—whether it’s snacks, bracelets, or hair ties to her classmates—please don’t silence that drive. While it may look like a distraction from exams or a serious future, that instinct to calculate profit before even being taught the word is a gift, not a problem.The Real ClassroomThe path of entrepreneurship is never smooth. There will be disappointments, failed ideas, and financial losses. However, these moments aren't signs to stop; they are the real classroom. As parents, our role isn't necessarily to provide a business plan, but to show our daughters that we see what they are building and that we won’t talk them out of it.Modeling the WayFor the moms running their own businesses while raising daughters: she is watching you every single day. She sees how you handle money, how you recover from setbacks, and how you keep going regardless. No mentor or course can replicate the education she gets from watching you.I believe that building capacity and entrepreneurial development are vital ways to solve real-world problems and address genuine grievances in society. We must be mindful of how we are raising the next generation of women to ensure they have the tools and support to thrive.If this resonates with you, I highly encourage you to connect with Wuraola Ogundipe on LinkedIn to join the conversation.

Are you struggling to see the results you want in your sales? The truth is, many business owners and salespeople fail because they simply don't track what they do every day. You have to understand that sales is a performance discipline, exactly like sports or music.If a musician stops practicing their scales or lines, their performance will eventually suffer. If a footballer skips the fundamentals like conditioning and dribbling, they become useless on the field. Sales is no different. If you aren't doing the daily fundamentals—the "revenue-generating activities"—money won't just come and find you while you sit under the AC.Success in this field is about the law of averages. To put the odds in your favor, you must religiously track specific activities: * Call attempts and actual phone conversations. * Pricing and money conversations. * Issuing estimates and proposals. * Follow-up emails and text messages. * Meetings booked and attended.While many rely on high-tech CRM systems, these tools often fail to show the "full picture." I recommend a simple, low-tech tally sheet. This is a method I used myself while working in the civil service in Scotland to ensure we stayed on course with our daily targets. By simply marking a tick for every task completed, you gain immediate visibility into your performance.This level of tracking allows you to see if you are on an upward or downward trajectory before a problem becomes a disaster. Managing yourself and your team in this way can be boring and even demoralizing, but it is the only way to guarantee profit at the end of the day. If you want to perform convincingly on the "stage" of business, you must master the fundamentals every single day.

Stop reaching for the Oga card too early in your sales deals. I see it all the time with Nigerian salespeople: you land a meeting for a big deal and your first instinct is to call Madame Sylvia or Alhaji Bashir to sit in so they can help you close the deal.While having an executive with more gravitas can help, doing it prematurely is a recipe for disaster.Your bosses hired you specifically to take things off their plates. They are looking at the big-big deals—the ones that move the needle for the entire firm—and if you drag them into a meeting just to toast a client who isn't even ready to buy, they are going to "rake" on you. Serious raking!Before you escalate a deal to your manager, you must satisfy these three golden criteria: 1. High Value: Ask your boss what a big deal looks like to them; don't assume your 5 million Naira deal is high value if they only care about 50 million and above. 2. Confirmed Need: Ensure the client actually has a problem you can solve. Don't bring the boss in when you're still just exploring if there's a fit. 3. Urgency and Timeline: If the client isn't planning to move for another 18 months, your boss's time is being wasted today.Take the case of Chinedu (my fictional case study), who is trying to sell a 250 million Naira solar cooling solution to "Build It Africa" (also a fictional entitiy).Instead of dragging his boss, Dr. Hanatu, to the very first meeting with the COO, he should go alone first to pressure test the budget and the timeline. He should act as the subject matter expert, not an order taker or a "boy-boy" .Remember, sales is conversational. Use social listening on LinkedIn to find leads, and when you're in the room, don't be afraid to ask the hard questions about board approvals and budgets. If a client tries to "dress you down", just empathize, apologize, and refocus the conversation on their needs.Escalate strategically, not desperately. When you finally do bring the boss in for that technical validation meeting, they’ll see you’ve done the legwork, and you’ll keep your authority and theirs intact.

I’ve been speaking with several clients lately—especially those in the solar space, but should also apply to export, and import industries as well. This is about a common headache: customers getting angry when prices change. The problem often isn't the price itself; it’s the language you used to set the expectation.In our current economy, where FX rates and commodity prices can shift overnight, telling a potential client "I’m sending you a quote" is a trap. To a customer, a quote means the price is locked in, even if they call you back three months later.In today’s episode, I break down why you should switch your language from "quotation" to "estimate" during the initial discovery phase. An estimate signals a rough idea that is subject to change, protecting your margins if costs go up before a deal is signed.We also discuss:Concrete Validity: Why you should say "valid until May 7th" instead of just "valid for two weeks" to create real urgency.The Site Visit Transition: How to move from a budget-friendly estimate to a formal, locked-in quote only after you’ve done your due diligence.Advancements: How to ensure you and your client are actually moving the deal forward together.Don’t let "quote-envy" lead to unnecessary quarrels with your clients. Use your language to manage expectations and protect your profit.If you’re struggling to apply these principles to your specific business, I’m offering a 15-minute sales audit. Send me a WhatsApp message at 08064662140, and let’s get your sales process on track.

We Nigerian business people are obsessed with the "new." Every morning we wake up chasing new leads, new markets, and a new hustle. But I’m here to preach a gospel I’ll never get tired of: you are leaving massive amounts of money on the table because you aren't maximizing your "customer lifetime value".I learned this lesson recently from a "semi-literate" mechanic who has a better sales game than most MBAs I know. After I dropped 450k to fix the AC in my jalopy, this man didn't just take the money and disappear. He called me back. First, to say thank you. Second, to ensure the AC was actually chilling (that’s the "Customer Satisfaction"  function). But then, he pivoted. He mentioned my car’s "half-starting" issue and explained that if I didn't fix it, it would kill my kickstarter.That is "SPIN selling"  (Situation, Problem, Implication, Need-payoff) in its purest form. He identified a problem, showed me the expensive implication of ignoring it, and offered a payoff—all from one follow-up call.Whether you are a mechanic, a brain surgeon, or running a premium business like Amaka and her high-end upholstery shop, (I made that up), the principle is the same. You must master post-fulfillment follow-up. Don't just deliver and vanish. Send a video confirmation of the work, call three days later to see how the client feels, and only then ask for a referral or suggest a related service—like curtains to match those new chairs (if you're in the same business as Amaka).If it has been a year since you last called a former client, frankly, you need to repent! Stop chasing; start connecting. The money is in the follow-up!

Have you ever feel a bit mellow or sad because you spent your morning calling prospects/ potential customers and most of them didn't even pick up? If you called nine people today and only three answered, I want you to know that it is perfectly normal and not something to get depressed about. In our line of work, we "kill what we eat," so we answer every strange number, but for most people, an unscheduled call from a stranger is seen as an intrusion or even a security risk.The mistake most people make is to keep calling back until they become an "irritant." Instead, the best practice is to drop a message immediately—both an SMS and a WhatsApp message—to "warm up" the interaction and move yourself up in their priority list. You need to give them context so they know who is calling and why it’s worth their time.When you craft that message, use my five-step framework: "Greeting, Intention, Question, Proposal, and Close." For example, mention a specific pain point you can solve, like a recent news item about their company, to show you’ve done your homework.I also highly recommend Data Enrichment before you even dial. Use free tools like Truecaller, Google, and Gemini to find extra context about the person and their business priorities. This turns a cold, awkward call into a valuable conversation where you sound like an expert.Finally, don’t get stuck on one person or one channel; be "multimodal"  (using email, phone, and LinkedIn) and "multi-threaded"  by reaching out to multiple relevant people within the same organization. This increases the odds in your favor and ensures you don't come across with that desperate smell of a salesperson who only has one lead.If you're ready to stop guessing and start closing, let’s look at your internal frameworks and get those prospects answering.Let's connect!

Are you tired of potential clients throwing out a figure/ price and feeling like you have to immediately bend over backward to match it? In our latest discussion, we dive deep into why you must stop treating a customer's budget as gospel truth.The reality is that many clients are operating on out-of-date market information, sometimes relying on quotes from years ago, or they are simply making a random guess because they liked your ad. When you don't push back and inquire about how they arrived at that number, you risk putting yourself in a difficult position, potentially selling at a loss or failing to meet the actual needs of the project.Here is how you can master the art of pushing back:Dig for the "Why": Use modifiers to soften the blow and ask, "I hope you don't mind me asking, how did you arrive at that figure?" This helps you understand if they are comparing your high-quality service to a low-ball quote that doesn't include essential features like warranties or specific equipment standards.The "Walk-Away" Test: If a client insists they have a much better offer elsewhere, politely ask, "If you trust that person and the price is that good, how come you haven't taken the offer yet?" This often reveals that they actually value your professionalism or expertise but are just trying to squeeze your price.Cut the Features, Not the Price: If the budget is truly fixed, ask the client what part of the proposal they are willing to remove. You cannot provide 8.5 million naira in value for a 5 million naira budget without something giving way.Explain the Difference in Quality: Like the masterful seller who explained to me the difference between oven-baked tiles and cheap zinc coating, you must show the client why your solution is different. Don't be afraid to explain the tiers of the market so they understand the risks of going with a roadside installer or another vendor.Most importantly, you must shift your mindset from vendor to expert. You are not a beggar; you are a professional advising a client on the investment required to achieve their vision. This confidence comes from consistent lead generation—when you have a full pipeline of options, you never have to be desperate enough to take a bad deal.

Stop obsessing over your business name and start focusing on how your customers actually think. Today, I want to talk about Search Engine Optimization (SEO) because it remains a major concern for Nigerian business owners. If the term SEO confuses you, just think of it as the answer to one simple question: How do people find me online?In Nigeria, many people make the mistake of focusing their SEO strategy on their proprietary company names or technical jargon. I was talking to my guy who runs iksf.ng (Ikenga Software Factory), and we discussed how he shouldn't just try to rank for "software factory" in online SEO. Why? Because unless you are already a massive brand, people aren't searching for you—they are searching for solutions to their specific problems.Instead of your name, you should be ranking for the questions your customers are actually typing into Google.To illustrate how absurd it gets when you focus on the wrong keywords, I shared a hilarious (and definitely for adults only) example about a male performance enhancement company.If your company is named something wild like "Kulio the Bastard Slayer", don't waste your time trying to rank for that name. Your customers are searching things like "how to satisfy a woman", or "does size really matter"?My own podcast is proof of this strategy. I haven't spent millions on SEO agencies. People find me because they search for how to improve my marketing or business in Nigeria, not because they already know my name.Stop being cute with your brand names in search results. Figure out the specific questions your potential clients are asking and build your content around that.If you have a tech idea and want to go live in 7 days or less, visit iksf.ng. Use my discount codes TAV or AYEDE to get 20% off your first project. If they don't treat you right, call or WhatsApp me at 08064662140, and I’ll holler at them for you!

I just received a message this morning from one of my former mentees, Tej, and it reminded me why I do this. Tej is an everyday Nigerian business person just like me—no big connections, no special clubs—yet she just qualified for the Jerry Eze Foundation business grant.I’m writing this because many of you hear about grants, incubators, and accelerators and think, "Na dem dem! It’s for other people." I’m here to tell you it is for you. People are using these tools every single day to move their businesses forward, and you should be one of them.Here is the truth about what’s available:Grants: This is money "dashed" to you. Unlike a loan, you don’t pay it back with interest, and unlike equity, you don’t have to give up a share of your business or deal with a partner "chooking mouth" in your decisions. However, it comes with reporting and eligibility criteria.Incubators & Accelerators: If you are at the "embryo" or ideation stage, an incubator (like the Fate Foundation programs) helps you validate your idea. If you already have some traction (customers or users), an accelerator helps you scale from 5 customers to 50 etc.Networking: Beyond the money, these programs give you access to a network of collaborators and mentors that is immeasurable.Tej’s journey in cyclical fashion (sustainable, recycled Afrocentric style) wasn't easy; she had to juggle classes, tests, and running her business. When we started, she was overwhelmed, but we focused on narrowing down her ideas. You cannot push many things at once—pick one and "blow the hell out of it."Stop complaining about a "lack of finance." Finance is often just a symptom of a sales and marketing problem. Use the tools on your phone—AI like ChatGPT or Gemini—to research opportunities like the Orange Corners Innovation Fund (OCIF) or the Jerry Eze grant.The opportunities are real. I know one person who got in, and there are 239 other spots. Why shouldn't the next one be you?

Have you ever sat staring at your phone on a Monday morning, wondering if it’s too early to dial a potential client? Many Nigerian business owners and newbies struggle with this exact anxiety, worrying if a 7:30 a.m. call is intrusive or if waiting until 3:30 p.m. means they've missed the boat.In this episode, I’m clearing the air: in Nigeria, anytime after 9:00 a.m. is a perfectly appropriate time for a business call. While I personally am comfortable making calls as early as 8:30 a.m., I recommend you wait until 9:00 a.m. sharp when people are settled at their desks and ready to be diligent.But if you want to eliminate the guessing game entirely, you need to learn how to secure advancements. An advancement is simply a mutually agreed-upon next step. Instead of accepting a vague "call me at the end of the week," narrow it down like I would with "Uncle Tony" (Tony Elumelu - not my real uncle - also not really my friend - in fact I don't know him personally). Ask for a specific day and time—like Saturday at 2:00 p.m.—so that when you call, you know you aren't a bother because they gave you that slot.We also discuss why you should throw the 9:00 a.m. rule out the window for specific industries:Construction: Site workers are often unreachable during the day for safety reasons; try calling after 4:00 p.m. or 5:00 p.m.Medical Professionals: Doctors are busy with rounds and surgeries during standard hours; you'll have better luck catching them after their shift or by shadowing them if you've built that trust.Education: Teachers are occupied with students from 9:00 a.m. to 2:00 p.m.; aim for their lunch break or after school hours.To ensure your call is always valuable and not a "pest," follow my five-step conversation outline: Greeting, Intention, Question, Proposal, and Close.

Success in sales isn't about having a great memory; it's about having a great system. The speaker argues that the best pros don't wing it—they rely on organized processes and tools like a CRM to track every detail.By keeping "clean" records of past conversations, you can spot "hidden gems," like specific savings you mentioned months ago, to reignite interest in old leads. Whether you use high-tech software or a simple paper diary, the goal is to get the data out of your head and onto the page. This organized history allows you to pitch the Value Trinity—showing the customer exactly how your offer helps them physically, psychologically, and financially.

In this episode, a sales consultant shares a better way to hire and interview sales talent. He moves away from "stress-test" interviews, arguing that a relaxed, competency-based conversation is the best way to see how someone actually works.The consultant focuses on three main things when evaluating a candidate:Real Experience: Do they have a solid, honest work history?A Clear Method: Do they have a structured way of selling, or do they just rely on personality?Problem-Solving: Can they prove they’ve handled tough workplace challenges?Using a real-world example of three different candidates, he shows why a process-driven salesperson (someone who targets the right people and follows up relentlessly) beats someone who just works hard or relies on being "likable." His final advice: Hire for true character, then back it up with great training and onboarding.

A lot of people in Nigeria believe a "secret cabal" or "the Matrix" is actively working to keep them poor. In this episode, a sales expert flips that script. He argues that these barriers aren't actually a conspiracy—they’re just closed social circles.Think of it like a private club: the people inside have spent years building trust and doing business together, so they don’t just let anyone in. If you want to succeed, you have two choices: 1. Play the Game: Learn how to network, manage stakeholders, and prove your value until you’re invited in. 2. Build Your Own: Create your own network and ecosystem from scratch.The bottom line? Stop blaming a "hidden system" and start mastering the practical sales and relationship skills needed to break through.

Many Nigerian business owners are being misled by the popular idea that sales has two sides: a desperate side driven by unbridled greed and a desired side where being too ethical might hold you back from wealth. Let’s be clear: there are no two sides to sales.When a doctor's greed leads to harm, we don't say there are two sides to medicine; we call that person a quack or a criminal. When a building collapses, we don't call it a side of engineering—it’s charlatanry. Sales should be no different. If someone uses high-pressure techniques without a conscience, they aren't a salesperson; they are a charlatan, a quack, or a criminal.On the other hand, many ethical entrepreneurs aren't too holy to be rich. They are often just holding back because of shyness or the Better Mousetrap Fallacy—the mistaken belief that simply being the best at what you do will make the world beat a path to your door. In today’s noisy Nigerian market, you need a process-oriented framework to proactively engage customers.True sales is built on these requirements: * Product and Subject Mastery: You must be the expert in your domain. * Good Intentions: Real sales is a value exchange where you help others get what they want so you can get what you want. * A Clear Process: You need a step-by-step method (A + B + C = Selling) rather than just being a good talker. * Advancements: Mutually agreed-upon next steps that move a deal forward so you don't get ghosted.Stop waiting for customers to find you and start mastering the process.

In today’s episode, I’m diving deep into some real talk about business growth, triggered by a great WhatsApp conversation I had with one of our listeners, Sam from Vision World Hub. Sam is a student of architecture in Benin running an academic research business, and his questions touched on things so many of you are struggling with: how to scale, how to find the right customers, and how to pitch better.Here are the key takeaways from our discussion:There is no "Silver Bullet": Many people come to this podcast looking for a divine ray of truth that will solve everything. I’m sorry to disappoint you, but business doesn't work that way. There is no single methodology that is enough. You have to become adept at weaving together different tools—sales, finance, management, and negotiation—to fit your specific context.Stop Confusing "Blowing" with Scaling: In Nigeria, we often think "scaling" means "to hammer" or make billions. But scale is actually about growing a business beyond your personal efforts. If the business dies if you "drop dead" or take a four-month honeymoon, you haven't scaled; you’re just self-employed. To truly scale, you need people, systems (SOPs), and technology.The "Pitching" Trap: Sam told me he needs to learn how to pitch better, but I told him he actually has a targeting and discovery problem. Pitching is often just guesswork and eloquence. Instead of trying to "guess better," focus on qualification and discovery. Stop talking and start listening to figure out what the person in front of you actually needs.Master the Local Game First: I see too many entrepreneurs trying to go international prematurely. If you haven't perfected your sales motion or mastered your craft here in Nigeria, you’re going to waste a lot of money trying to reach an audience in the US or UK. Master the local market first; it will make you much more efficient when you eventually move abroad.The Reality of the Student Market: If you're selling to students, don't assume they don't have money—they just don't spend it on textbooks! They will find millions for the latest iPhone or PS5 because they want to "package" and "form." The lesson? Don't sell what you think is moving; look for what the market is actually buying.To all the students out there like Sam: it’s tough to build a business while chasing a first-class degree, but the real-world skills you are building now—like overcoming the fear of failure—are invaluable.

Do you have to move to Lagos to "blow" as a startup founder? It’s a question I hear all the time. If you’re a Nigerian of a certain age, you remember when the entertainment industry was Lagos-or-nothing. If you didn't "enter Lagos," people thought you weren't serious. We saw artists like MI and Chocolate City move from Jos to Lagos and become powerhouses, while others who stayed back never quite hit that same level of national stardom.But today, my answer for founders is: maybe, but maybe not.The Case for Lagos: Social Capital and CashThere is no denying that Lagos is the heart of the Nigerian startup scene. Being there gives you access to founder networks, which provide a measure of confidence and "shared learning." Most importantly, it gives you Social Capital—the "who you know" and "what you know" that is essential for business success. If you want to be in the same room as venture capitalists and angel investors, Lagos is arguably where the money is.The Case for Staying Where You AreDespite those advantages, the world has changed. You can now get "shared learning" from anywhere—whether you're in a forgotten local government in Nasarawa or the middle of a forest—thanks to podcasts, LinkedIn, Social Media, and Zoom.Even when it comes to funding, you can stay put if you have strong prospecting and researching motions. If you can identify the right stakeholders and reach out effectively, you don't need to live in Lagos; you only need to "enter a night bus" when it’s time to show up for the final meeting and close the deal.The "Tech Co-Founder" MythOne of the biggest reasons people feel forced to move to Lagos is to find a tech co-founder because they don't know how to code. I'm here to tell you that you don't need to carry your whole family just to find a developer.Technology has bridged the gap. As I’ve mentioned before, I’m firmly behind my boys at IKSF (IK Software Factory) because they solve this exact problem. You can describe your idea in plain English, and they can help you ship an MVP (Minimum Viable Product) in less than a week. Whether you use them or AI tools, the point is that the barrier of "not knowing a coder" or "how to code" is gone.Stop "Planning to Plan"It pains me to see brilliant ideas die because people are stuck "planning," "branding," or "coding" for months on end. You need an MVP—the smallest version of your idea—to get market validation. An MVP is the difference between your idea moving or dying. It gives you the evidence you need to show investors (and your family) that this thing actually works.My advice? Just launch. You don't need to be in Lagos to validate your dream. Get your product out there, see if people are willing to pay for it, and then decide if you need to make the move.If you want to connect or if you're ready to stop over-planning and start building, you can reach me at 08064662140. Let’s stop talking and start executing.

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

In regions like Africa and Latin America, WhatsApp has become an indispensable tool for business, though its potential is often undermined by poor execution. Many of you are trying to use the platform to grow your businesses, but I see too many entrepreneurs making the mistake of equating work with the sheer volume of messages sent. If you forward a single message to 2,000 contacts and 1,998 of them ignore or block you, you haven't done effective work; you’ve actually damaged your deliverability and sent negative signals to the platform’s algorithm.To communicate effectively, you must understand the communications hierarchy. At the very top is face-to-face interaction, which is the most effective because it allows you to read body language and nuance, even though it is the most expensive and time-consuming.Next is audio (phone calls), where you can still pick up on tone and inflection. Video currently ranks third because of the anxiety it often causes users regarding their appearance. At the bottom are text-based forms, with email being the least effective conversational medium.The biggest mistake I see on WhatsApp is what I call "forwarding madness" . When you forward a message to a massive list, WhatsApp often displays a label at the top saying "forwarded many times"  or even indicating it has been forwarded over a thousand times. This immediately tells the recipient that the message is not personal, making them far less likely to engage. Furthermore, using inauthentic flattery like "Odogwu"  or "Boss"  in a mass-forwarded message feels hollow and lazy.Instead of forwarding, I want you to adopt a more effective formula: Copy, Paste, Edit, Personalize, and Customize BEFORE you send.Copy and Paste: Use a Bluetooth keyboard or WhatsApp Web to make this process faster.Edit: Remove generic plural greetings like "wonderful customers"  and replace them with the individual's name, such as "Madam Chidera".Personalize/ Customize: Add a detail that only applies to them—perhaps asking about their child’s recent exam or a specific past transaction.This approach takes more time, but the results are vastly superior. Sending 500 personalized messages that result in 100 actions is a 20% conversion rate, which is far better for your business and your reputation than sending 2,000 blasts that yield the same 100 responses.When dealing with high-value customers or significant business changes, like moving offices or switching roles, don't rely on text at all. For the clients who bring in big money, go to see them face-to-face or, at the very least, give them a phone call. Investing 18 Naira into a three-minute phone call is a much stronger and more memorable gesture than a forwarded text.By slowing down and respecting the communications hierarchy, you ensure your message is actually read, digested, and acted upon.

Are you trying to build a community just because you’re afraid to sell?Recently, a writer reached out to me with a plan to create a community of 1,000 people to eventually sell his services, rather than just approaching clients directly. I see this all the time—people taking the "roundabout" route because they think direct selling is "icky" or "sleazy."Here is the truth: Community is a long-term game. While you can sell anything through a community, it is a much slower process that typically takes 3 to 5 years to "click" or start giving results. If you need to pay school fees or fix your car "now, now, now," a community strategy will not help you. You are much better off "girding your loins" and jumping into prospecting.Prospecting gives you direct control over your results and allows you to validate your business idea in the short term—meaning in less than a year. By talking to 100 or 200 people, you’ll find out quickly if they actually value your service or if they are willing to pay what you’re asking.Also, don't confuse having an audience with having a community. If you are on a stage and people are listening to you, that’s an audience, and the dynamic for selling is different. A real community exists when people are talking to each other even when you aren't in the room. If you try to sell to a community too early or too "harshly," they will figure you out, call you a sellout, and leave.Stop looking for a roundabout way to avoid the work. If you need help auditing your sales process or your business, reach out to me at 08064662140.