My name is Xavier Effiong and I am the Chief Listening Officer at ibomexpress.com.
We help shop owners with expensive rent achieve rent freedom using our Rent-Free Selling System.
I hold a B.A (1st Class) from the University of Uyo and a B.Phil (1st Class) from Pontifical Urban University in Rome.
I have more than 19 years of experience in sales and marketing and until December 2021, was Northern Regional Manager with Futureview Financial Services Ltd.
I have sold more than N100billion worth of products, services and deals to customers whose relationships were started online.
You will discover that most people fail online because instead of focusing on building relationships first, they focus on making a sale on the first contact.
I still remember my first sales job. It was the first day after a week-long sales training. I was on fire to meet my target and that of my team.
My instructor had told us that sales is a numbers game. So we went out and tried to knock on at least 50 doors every day, Monday to Saturday. We did it for 90 days and we sold nothing.
Then my manager did appraisal and was worried about why my hard work was not yielding results. I had made nearly 4,000 contacts and sold nothing.
Then I started reading a lot of books, and along the way I started taking paid courses and that is when I discovered that sales is not just a numbers game. It’s a human game first.
It was Grant Cardone who taught us that only 2% of all sales are made on the first contact while 80% of all sales are made between the 5th and the 12th contact. So, I went out for follow up.
Of the first 300 doors I knocked, 187 looked at me and said “your face looks familiar!”
You mean they’ve forgotten me? Yes! They have! Then I started doing follow up calls more and more until my employer started saying I’m firm because, at the beginning of each year, I would pencil down just a few big targets and gave myself a target to contact them every week until we close the transaction.
Then I discovered digital marketing and I have spent the last 3 years, Mondays to Saturdays, 8am to 9pm every single day, no holidays, no vacations to figure this thing out. You can ask the security men in my office complex if this is true.
I have spent more than N14million in Ads, software, platforms and courses plus a lot of failures and testings to bring you what I’m about to tell you. You can go through my bank statements – both in naira and in U.S dollars, to see if this is true.
I’ve been banned from every platform you can imagine and I have gotten into trouble with a lot of people during the testing or “trial and error.”
After figuring out this system, it has helped me close more than N100billion in deal origination, structuring, distribution or product sales. It has also helped my clients make more sales at least and sometimes take their business to the next level.
Last year, I went to a certain restaurant and asked the vendor if she has any issue with the business. She said its low patronage. I asked her to open a register and run a free extra meat promo. In exchange for extra meat, customers are to enter their full name, phone number, email and birthday in the register. She did it and in one month, she had close to 400 people on the database.
For the next two weeks, we helped her sent out emails and sms to these people just about an hour before launch time and guess what happened. She tripled her sales. She’s now too busy cooking and serving customers she has not time to return my calls.
Then we setup the birthday specials promo where she gives customers discount if they buy up to 3 portions of food on their birthdays.
Then we setup a pass the savings promo where if she sees okro, meat, garri or anything significant to buy at a lower price, she tells us and we send a mail to her list sharing the good news that food will be N50, or N210 cheaper today depending because she got a good deal while buying the inputs.
Do you think she still needs to pay expensive shop rent? Do you see her customers leaving her if she stops paying expensive shop rent and choose to sell online and do home & office deliveries?
What we did for her was an example of Rent-Free Follow Up. It is one of the components of the Rent Free Selling System. Can you see yourself doing this? Would you like to be our next case study?
Gym Studio Case
Late November last year I asked a gym instructor friend why would he allow his gym to be empty when people are looking for ways to lose weight, stay fit and build muscle. He told me the shopping mall increased the rent and I have tried facebook this and Instagram that and nothing is working.
So I asked him: “where’s the database of your previous customers, people who have come here before?” And he has a whole cabinet filled with more than 300 files yet his studio could only take 20 people at a time. For heaven’s sake, you don’t need facebook his or Instagram that to fill a studio with 20 people.
So we created an offer, send out emails and sms to those people who have been to his gym before and in less than one week, the studio was full. He had to start doing shift and even had people coming to the 8pm to 10pm shift.
Are you ready to get started on your own? Can you imagine if that happened in your business? That’s the power of our Rent Free Follow Up mails. Are you getting this? Is this making sense?
Eye Clinic Case
A friend invited me to look at the showroom of an eye clinic some months ago and this clinic had like a 20fit container load of eye glasses and sun glasses made of male and female styles, different colours, different shapes, different sizes, made of different materials and some combination of materials. The owner had no money to pay expensive shop rents, show room setup and all that. After looking at a lot of options, we built a product recommendation quiz for him. So when you land on the website, you are asked to take a quiz to find out what eye frames would be perfect for you.
- What are you looking for? Men’s style or women’s style. You choose!
- What’s your face width? Small, medium, wide? You choose!
- What shape do you like? Round, rectangle, square or cat-eye? You choose
- What colour do you like? Bright, neutral, black, tortois, crystal? You choose!
- What materials do you like? Acetate, metal or mixed material? You choose!
- When was your last eye exam? In the last 1 month, 1-3 months ago, 3-12 months ago, over a year ago? You choose.
- Do you want sunglasses recommendation too? Yes, show me both or no, just eye glasses? You choose!
- Enter your email to get your recommendations
- Quiz results recommendation page.
Do you know the number of people who have taken that quiz? In the first month alone, it was 4,312 from cold facebook traffic. So with 4,000+ names and emails, he can now send them promo details to get back and complete their purchases. Do you know how much he sold in the first 90 days? More than 3,000 units of eye frames.
Is your own products more difficult to sell than eye glasses? Isn’t that exciting? Are you ready to get started? Are you ready to start your own journey to rent freedom?
See, I can give more and more case studies. From the t-shirt designer, to cooking gas vendor, from the school whom we grew from 12 students to 184 using only emails and quizzes, to the real estate agent who is now an expert at buying real estate in Nigeria for foreigners and Nigerians abroad; from the organic soap vendor to the piano lessons instructor; from the kilishi vendor to my own dry cleaner; from chinchin and peanut vendors to owners of boutiques and printing press. I can give you case studies but that would make this presentation very long.
How many of you believe that there are people you spoke to in the past that if you could follow up properly could end up buying from you?
How many of you believe that if you follow up with email which is free, you can say a lot of things to your prospects and customers? If they do not open emails, you can send them sms to remind them that they have an email from you. They should check their inbox and their spam or promotional folder.
Are you ready to get started?
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