Don't Start With "BUY FROM ME"

You have found your potential customer.

You know what they may need.

Now comes the difficult part:

What do you actually say?

Many people lose potential customers before the selling even begins because they approach people the wrong way.

They immediately send:

“Hello dear, please patronize me.”

Or:

“Good afternoon. I sell shoes. Do you need shoes?”

Or:

“Hello, check my flyer and let me know if you need anything.”

These messages may not be effective because they focus on what you want instead of starting a conversation around the customer.

Good selling starts with a conversation.

1. PEOPLE BUY FROM PEOPLE THEY TRUST

Before someone gives you their money, they need to feel comfortable dealing with you.

Trust can come from:

• Good communication

• Professionalism

• Knowledge

• Recommendations

• Previous experience

• Your content

• Your consistency

• How you treat people

• The way you understand their needs

This is why you should not rush every conversation into a sales pitch.

Sometimes, your first goal is simply to open the door for a conversation.

2. THE FIRST GOAL IS NOT ALWAYS THE SALE

This is one of the most important lessons in selling.

When you approach a new prospect, your immediate goal may be to:

START A CONVERSATION.

Then:

UNDERSTAND THE PERSON.

Then:

IDENTIFY THE NEED.

Then:

PRESENT YOUR OFFER.

Then:

CLOSE THE SALE.

Trying to jump directly from:

“Hello” → “Pay me”

can make the prospect uncomfortable.

Instead:

CONNECT → DISCOVER → PRESENT → CLOSE

3. PERSONALIZE YOUR APPROACH

Avoid sending the exact same message to everybody.

Compare these two approaches.

GENERIC:

“Hello, we sell customized gift items. Let me know if you need one.”

PERSONALIZED:

“Hi Sarah, I noticed you're celebrating your mum's birthday next month. Have you started planning what you'd like to get her?”

The second message gives the prospect something to respond to.

It shows that you are paying attention.

4. USE THE "OBSERVE → CONNECT → QUESTION" METHOD

A simple way to start conversations is:

OBSERVE

Notice something relevant about the person.

CONNECT

Mention it naturally.

QUESTION

Ask a simple question that encourages conversation.

For example:

“I noticed you've recently launched your fashion brand. Congratulations! How has the business been going so far?”

Another:

“I saw your post about your upcoming event. Looks like you're putting a lot into the preparation. How is the planning going?”

Another:

“I noticed you're promoting your new product line. Are you currently doing anything to increase its visibility?”

The goal is not to immediately sell.

The goal is to open a relevant conversation.

5. FOUR GOOD WAYS TO START A SALES CONVERSATION

METHOD 1 — ASK ABOUT THEIR BUSINESS

For business owners:

“How has business been going recently?”

“What kind of customers are you currently targeting?”

“How are you currently promoting your business?”

This can reveal opportunities.

METHOD 2 — ASK ABOUT A SPECIFIC NEED

If you already know what they may need:

“Are you currently looking for branded packaging for your products?”

“Have you sorted out your promotional materials for the upcoming event?”

“Are you still looking for customized gifts for the occasion?”

The question should be relevant—not forced.

METHOD 3 — RESPOND TO THEIR CONTENT

If someone posts something related to your offer, use it as an opportunity.

For example, they post:

“Getting ready for my business launch!”

You could say:

“Congratulations! Have you already sorted out your launch materials?”

This creates a natural opening.

METHOD 4 — USE A REFERRAL

A referral can make starting a conversation easier.

For example:

“Hi David, Jane suggested I reach out to you. She mentioned you're working on your business launch and may need some promotional materials. I'd be happy to understand what you're planning.”

The referral gives you a reason for contacting them.

6. DON'T INTERROGATE THE CUSTOMER

Starting a conversation does not mean asking 20 questions one after another.

Avoid:

What's your name?

What do you do?

How long have you been in business?

What is your budget?

Where do you live?

Who are your customers?

What do you need?

That can feel like an interrogation.

Instead, listen to the answer and build the next question from what they say.

Sales should feel like a conversation.

7. LISTEN MORE THAN YOU TALK

A salesperson who talks too much can miss valuable information.

When the customer speaks, listen for:

• Their problem

• Their frustration

• Their goal

• Their budget

• Their deadline

• Their preferences

• Their previous experience

• Their concerns

For example:

Customer:

“I've been struggling to get people to notice my business.”

Don't immediately respond:

“We sell flyers, banners and business cards.”

Instead, ask:

“What have you tried so far?”

Now the customer may explain more.

That information will help you know what to recommend.

8. USE OPEN-ENDED QUESTIONS

An open-ended question encourages the customer to explain rather than simply answer yes or no.

CLOSED QUESTION:

“Do you need branding?”

The answer can simply be:

“No.”

Conversation finished.

OPEN QUESTION:

“What are you currently doing to promote your business?”

Now the customer has an opportunity to explain.

Other examples:

“What are you hoping to achieve?”

“What has been your biggest challenge with this?”

“What kind of option are you looking for?”

“How soon do you need it?”

“What is most important to you when choosing a supplier?”

These questions help you discover the customer's situation.

9. DON'T SEND YOUR PRICE TOO EARLY

Price is important.

But sometimes sending only a price without understanding the customer's need can weaken the conversation.

Imagine someone asks:

“How much is your package?”

Instead of immediately sending:

“₦50,000.”

You can say:

“Sure. I can give you the price. Before I recommend the right option, may I know what you need it for and the quantity you're considering?”

Now you can understand the requirement before recommending an option.

Price should be connected to value and suitability.

10. DON'T SEND LONG PARAGRAPHS

A prospect may not read a huge sales message.

Especially on WhatsApp.

Keep your first message:

• Short

• Clear

• Relevant

• Human

• Easy to respond to

Instead of:

“Good afternoon sir/ma, my name is XYZ and I am the CEO of XYZ Enterprise and we specialize in the production and distribution of high-quality...”

Try:

“Hi James, I came across your business page and noticed you're launching a new product line. Are you already working on the promotional materials for the launch?”

Short.

Relevant.

Easy to answer.

11. DON'T COPY AND PASTE BLINDLY

Templates are useful.

But don't let your messages sound like robots.

For example, if you send 50 people:

“Hello dear, I hope you're doing great. We offer premium and affordable products at unbeatable prices. Kindly patronize us.”

Most people will ignore it.

Why?

Because it doesn't feel personal.

Use templates as a starting point, then adjust them to the person.

12. THE "CONVERSATION BRIDGE"

Sometimes you don't know how to move from casual conversation into business.

Use a conversation bridge.

A conversation bridge connects what the person has said to what you offer.

For example:

Customer:

“I'm preparing for my company's anniversary.”

You:

“That's exciting. Are you already thinking about the materials you'll need for the celebration?”

The conversation has now moved naturally toward a possible business need.

Another example:

Customer:

“I'm launching my business next month.”

You:

“Congratulations! Have you thought about how you want people to recognize and remember the brand when you launch?”

Again, the conversation naturally moves toward the problem you can help solve.

13. THE 5-STEP CONVERSATION FORMULA

Remember this:

GREET → CONNECT → ASK → LISTEN → RESPOND

1. GREET

Start politely.

2. CONNECT

Give a genuine reason for contacting them.

3. ASK

Ask a relevant question.

4. LISTEN

Pay attention to their response.

5. RESPOND

Continue the conversation based on what they said.

Don't rush.

14. EXAMPLE: SELLING TO A BUSINESS OWNER

Imagine you provide promotional materials.

BAD APPROACH:

“Good afternoon. We print flyers, business cards, banners, mugs, T-shirts and many other items. Our prices are affordable. Kindly patronize us.”

BETTER APPROACH:

“Hi David, I noticed you've been promoting your business quite actively. How are you currently getting your brand in front of new customers?”

David may respond:

“Mostly through social media.”

You:

“That's good. Are you also using any physical promotional materials when meeting customers or attending business events?”

Now you have started a sales conversation, not just sent an advert.

15. EXAMPLE: SELLING A GIFT

Imagine someone posts:

“My girlfriend's birthday is coming!”

Instead of:

“We sell customized gifts. Buy from us.”

Try:

“Nice! Have you decided what you're getting her yet?”

They may respond:

“Not yet.”

You:

“What kind of things does she like?”

Now you're discovering the customer's need.

The eventual recommendation becomes much more relevant.

16. WHAT IF THEY DON'T RESPOND?

Don't panic.

People may fail to respond because they are:

• Busy

• Distracted

• Not ready

• Unsure

• Not interested

• Waiting for the right time

One unanswered message does not necessarily mean NO.

You can follow up respectfully.

For example:

“Hi David, just checking back on our conversation. I wanted to know if you're still considering the option we discussed.”

Keep it simple.

Don't send:

“Why haven't you replied?”

“You saw my message.”

“Please respond.”

“Are you ignoring me?”

Professionalism matters.

17. WHAT IF THEY SAY "I'M NOT INTERESTED"?

Respect it.

You can respond:

“No problem at all. Thanks for letting me know. If the need comes up in the future, I'd be happy to help.”

You don't need to argue.

A person who says “not now” may become a customer later.

Leave the relationship positive.

18. WHAT IF THEY SAY "SEND ME YOUR PRICE"?

This is an opportunity.

Don't become defensive.

Ask enough questions to understand what they need.

For example:

“Absolutely. I'd be happy to send the price. How many do you need, and is there a particular specification you're looking for?”

Now you can give a more accurate recommendation.

19. WHAT IF THEY SAY "I'LL GET BACK TO YOU"?

Don't immediately assume you've lost the sale.

You can respond:

“Sure, no problem. When would be a good time for me to check back with you?”

This gives you permission to follow up.

20. THE GOLDEN RULE OF SALES CONVERSATIONS

Remember:

Don't try to impress the customer. Try to understand the customer.

You don't need to use complicated English.

You don't need to sound overly professional.

You don't need to memorize big sales words.

Be:

Clear.

Friendly.

Confident.

Curious.

Helpful.

PRACTICAL EXERCISE

CREATE 3 OPENING MESSAGES

Based on your own business, write three different ways you can start a conversation with a potential customer.

MESSAGE 1 — NEW PROSPECT

Write a message to someone you have never sold to before.

MESSAGE 2 — EXISTING CONTACT

Write a message to someone you already know but have never sold to.

MESSAGE 3 — REFERRAL

Write a message to someone who was referred to you.

PRACTICAL ROLE-PLAY

Find a friend, colleague or another Business Garden member.

One person should act as the prospect.

The other person should act as the salesperson.

The salesperson must:

1. Greet the prospect.

2. Create a natural connection.

3. Ask a relevant question.

4. Listen to the response.

5. Ask another question based on the response.

6. Avoid making an immediate sales pitch.

Then switch roles.

YOUR 24-HOUR SALES ACTION

Within the next 24 hours:

CONTACT 3 REAL PROSPECTS.

Do not send the same generic message to all three.

Personalize each conversation.

Your goal is not necessarily to close a sale.

Your goal is to:

START A REAL CONVERSATION.

Afterwards, record:

Prospect 1:
What did I say? ______________________

What did they say? ____________________

What did I learn? _____________________

Prospect 2:
What did I say? ______________________

What did they say? ____________________

What did I learn? _____________________

Prospect 3:
What did I say? ______________________

What did they say? ____________________

What did I learn? _____________________

KEY LESSONS

Remember:

1. Don't start every conversation with “buy from me.”

2. Start with the customer, not yourself.

3. Personalize your approach.

4. Ask relevant questions.

5. Listen carefully to the answers.

6. Use open-ended questions to understand the customer.

7. Don't rush into presenting your product.

8. Respect rejection and uncertainty.

9. Keep your messages short and human.

10. The goal of the first conversation is often to discover the need—not immediately close the sale.

Ask yourself:

CAN I START A CONVERSATION WITHOUT IMMEDIATELY SELLING?

CAN I ASK GOOD QUESTIONS?

CAN I LISTEN TO THE CUSTOMER?

CAN I IDENTIFY A POSSIBLE NEED FROM THEIR RESPONSE?

CAN I MOVE THE CONVERSATION NATURALLY TOWARD MY OFFER?

If yes, you are ready for the next chapter.

CHAPTER 4: ASSESSMENT