Summary
Highlights
Víor, the host, welcomes viewers to Business Insights, a podcast that shares inspiring stories and lessons from Brazilian entrepreneurs and business owners in London. He encourages viewers to subscribe, share, and support the channel. He then introduces the sponsors: RN Digital World, an IT solutions company specializing in cybersecurity and cloud solutions, and BR Bikes, an electric mobility company offering modern and sustainable bicycles for urban use, especially for delivery workers in London.
Víor introduces his co-host Jéssica Madeu and the main guest, Juliana Albanês. He shares a personal anecdote about how Juliana and her partner's positive feedback gave him strength to continue the podcast when he was feeling down. Juliana then recounts her serendipitous entry into the media world, starting as a guest on Jô Soares' show, which led to an opportunity to work as a stage assistant at Globo. She credits Jô Soares as her first mentor who inspired her to pursue a career in communication.
Víor shifts the discussion to the common fear among entrepreneurs: the fear of exposure, often mistaken for a dislike of selling. Juliana agrees, highlighting that entrepreneurs often fear judgment and the need to constantly put themselves in the spotlight, especially with the increased scale of exposure in the digital age. She emphasizes that not exposing oneself can quickly turn a product or service into a 'commodity', making it harder to add value and justify a higher price. She also points out that without exposure, less competent individuals might surpass you.
Jéssica asks Juliana about dissecting the sales process into its six stages: prospecting, approaching, qualifying, arguing, negotiating, and after-sales. Juliana emphasizes the importance of identifying which part of the sales process an individual dislikes to address specific blockers. She then discusses the significance of generating content and warming up leads, especially for the Brazilian market, where building relationships and finding 'sweet spots' (shared connections or experiences) are crucial for sales. She contrasts this with the British market, where such personal connections have less influence on purchasing decisions.
Víor brings up a controversial statement about 'ugly people selling less', clarifying that it refers to one's best version and presentation. Juliana rephrases it as 'the person who is not in their best version sells less'. She uses the example of Susan Boyle to illustrate how initial impressions can be misleading and how not everyone gets a chance to 'sing' their best. First impressions are critical, and seconds count in deciding whether to engage or disengage, especially in sales or personal interactions.
Jéssica asks for advice on approaching sales calls with cold leads. Juliana advises doing homework before the call to gather information about the client. She stresses the importance of voice in phone sales, suggesting speaking with a smile to convey a welcoming tone. She also highlights the need to listen more than talk and to have different scripts for active (client calls you), passive (you call client), and retention scenarios. The conversation then moves to WhatsApp, which Juliana considers even more challenging. She offers practical tips: send audio messages only if the client does, keep audios under one minute, and categorize longer audios by subject. She also emphasizes the importance of proper vocabulary and the benefit of quick responses as a competitive differentiator, noting that people tend to cancel orders within 3 minutes for food items and 15 minutes for other products if they don't receive a response.
Jéssica asks about displaying prices on websites. Juliana explains it depends on the target audience, not the product. For a high-end (Class A) audience, exclusivity is valued more than transparency in pricing, so not displaying prices can create a perception of bespoke service. For Class B, C, D audiences, cost-benefit is crucial, so displaying competitive prices is beneficial. She advises giving a price range for services with variable costs. Juliana then announces an upcoming event called 'Constância' in Munich, a women's event focused on empowerment, personal growth, and networking, including social activities and a specific program for male partners in Munich. She highlights the event's unique Brazilian-themed hotel experience.
Víor thanks Juliana and Jéssica for the insightful discussion. He reiterates his belief in collaboration over conflict, especially between genders, and expresses support for Juliana's event. Juliana shares her social media handles (Ju_Albanes on Instagram, Juliana Albanês on LinkedIn), inviting listeners to connect. Jéssica also shares her Instagram (@jesicamadeu) and LinkedIn (Jéssica Madeu Oliveira). Víor provides his Instagram (@vitorpagotovieira) and the podcast's social media, thanks the sponsors, and signs off.