00:01:53
so actually it's a deep question Marie finding a why it wasn't easy for me because i have like a long journey and i need to explore myself to know who i am before then i know my why and with this journey like you know i'm new in brussels so only four years or five years now and during this uh this little journey uh i explore that i'm someone who need to help other to share with uh with with people so to feel this add value so my why today is like how i can help uh the most value of people possible and this is what about projectly is like how we can help the people that can't really afford to grow their businesses or to create their websites or applications or stuff like that so definitely if you want to build your application or website reach out to the projectly because they will definitely help you and i can just
00:02:53
through it because i use your services and i'm super satisfied so thank you so much for what you are doing Thank you, Marie, and shout-out to Hashisha, but yes, uh, you also are really good salesman, so like, you really like in your bloodstream there are sales like you really love to like dive into the sales. How actually the sales shaped your business and the behavior in business, clearly honest with you, honest with you. It's like I'm not a good salesman; it's like I'm just like that, and if you want to be a good salesperson, you just need to learn how to hear the needs of the person. I'm not looking at you for example, as my client, i'm not looking at you like a money uh maker or stuff like that.
00:03:44
I just need to hear the needs the real needs and after that because it's not about my brand, but it's about you. So I need to listen to your pain, to your problems. And since I know what is the pain, since I know your why, I can definitely help you. So today, actually for being a good salesperson, we need to learn how to hear the people, their needs and what they really need. That's uh, I really liked it! When we are speaking about branding, can actual sales be without brand and brand without sales? Actually yes and no. Uh, building branding without sales is like you're constructing a nice garden but without Selling it or without sending flowers, it's content creator can sell their like create their branding but with no ad value there's no money behind in the next uh phase, like if we have only sales without branding it can like uh work for one two years but after that gonna really have some struggles.
00:05:01
So for me the ideal formula it's like the magic is when branding and sales work together to have an amazing ad values. And what would you advise to someone who for example is really good in branding but they lack some sales skills, because if you didn't really study for example business university or the sales, sales is a skill right? you can practice it so what would you advise someone who is currently building their brand and they want to start with the sales because they actually see that these two things cannot be without each other are there like practical steps that you would advise to someone to embark on this journey of the sales actually i heard like donald trump saying like don't like don't consult like
00:05:53
don't invest a lot of time to to like buying flowers or stuff like that the most important thing is like to invest in doing a nice garden and after that all the opportunity will come to you so you need to invest in yourself skills like sense it's a skills you need to practice actually I'm a big fan of no if you just know how much people tell me knowing the phone in the prospection in the like like client prospecting and stuff like that a lot of notes but we know we need actually to to to learn to have some experience to have some weapons to our answers to our objections and objection actually are
00:06:40
the bridge between you and having like amazing deal I really like the comparison what you made to be to garden because if you imagine you have a garden and you have a garden and you have a garden and you have a garden and you are walking every day and you see your neighbor's garden How there are lots of flowers, it just gets under your skin every time when you walk by, you're like 'wow', there are lots of flowers. It also attracts for example different generations, like people can admire it as it is even when for example a neighbor is a certain age, it can be like for example 60 years old woman who is like growing of flowers.
00:07:16
But if she does something with passion on daily basis and people see it, it can be like children, young people; they then are growing some kind of like consciousness that they want to also maybe have this kind of hobby, inspiration, yeah they are inspired and this is really important and they're. really interesting like I'm inspiring but your work but your personality but all what you are doing guys maybe I'm here like a guest but I know Mary science 5 years now and for me she's a super super woman she's working like day and night she's so ambitious so motivated it wasn't easy for her to be here today because it wasn't easy she's an amazing entrepreneur but she deserves and you deserve what you are doing now and what you are
00:08:05
construct and what you're doing so bravo thank you so much it means the world to me and this is why we are here with your brand your business to actually also transfer these knowledges and this these Skills that we learn to you to give you, also some power, some spark, some inspiration how you can put your brand to another level and also maybe surround yourself with people who are on the same page because this is really important for branding, how the surrounding is important for you when it comes to the branding and in the entrepreneurship endeavors that you are doing, like how do and how the surrounding, like the people around you, is impacting you; it's the most important thing actually in life.
00:08:54
Only for this podcast, I know the story: I was waiting for three years now to do some podcasts, I tell myself, 'like I need to be' perfect in english i need to have a good pronunciation but now i say you know what let's just do it if i forget some word i will speak in french if i forget the french let's speak in arabic who cares and i i can only think you thank you and thank a lot of other person behind the scene that really believed me and helped me and it's all about uh our net worth and how we see your your network it's your net worth right so actually this is the the formula that's true thank you for sharing this and i would like to go a bit back to sales so what are your best sales tricks that uh you use for example on daily basis and to use for example for example for example for example for example for example for
00:09:47
example you would really wish that you would know them earlier when coming to sales actually for sales for me there are three or four principal rules the first one you need to hear your client because it's uh it's not a secret but everyone know that science don't care about you don't care about your brand don't care about your product it's all about him so if you concentrate about understanding the real pain and the real need of your client you have already a deal and uh maria actually maybe for the second thing it's like maybe 10 20 years ago the go the good salesman this good sales person is the person who talks a lot no no no no no no no no my best brother no no you will do it today actually the best salesman is the person who ask the most
00:10:40
and it's not about only speaking because if you are speaking about your product about who you are don't matter for the client you just need to be there and speak but listen to the to the question that you are asking your client and after that they're only everything you you need is it actually that the client you need to put the client in the position that he needs to realize that he actually or she needs you that you are like asking questions because sometimes In the sales, we need to create an environment where, actually, there is no need at the beginning, like the client doesn't need, doesn't know that they need the website, the client doesn't know that they need the application, but if you jump on a call with them and you ask the questions and you let's say massage the client around it, that it would be a really good return of investment if they would invest in this product.
00:11:32
So is there also a kind of like a kind of like practical skill that actually you massage the client in order for him or her to know to really realize that they need you and your services, okay? So actually, for this question There are a lot of levels in business, so the first one is maybe the beginner level. It's like I'm starting my business; I don't have a lot of experience and I need to attract people. So you have two methods: cold phoning, like we spoke about it, but it's like an old school thing today. What I am with what we are doing actually is like DMs, cold so we are 'Hey, how are you?' Actually, I'm Nabil, the CEO of Projectly. If you need me, I'll be there for you; send goodbye.
00:12:23
Can you maybe explain what are the cold calls for some audience that might not know? So actually, the cold calling is like: I don't know you; I don't know anything about you-only maybe you. are married and you have a restaurant okay and they will call you in the i don't know in the morning in the in the night i don't know i don't respect really your your timing hey how are you actually i'm the salesman i'm not being from uh i don't know i'm not being from the salesman i'm not being from the nowhere uh can you please um are you interested about my product the first one actually it's you need to for
00:12:58
example uh to call a lot of people like maybe two three hundred per day to have one two three clients oh wow that's i was doing it actually for my first job i was like a sales person in an it company here in belgium and i was calling More than four hundred percent per day, and having like 60 meetings uh per week, and I was like oh my god yes, and yeah it was like that because old company function like that. But after that we know how to prospect in LinkedIn, we know how to prospect in Instagram, and Facebook, how to email people so they have a lot of uh, and yeah the new trend now is like DMS calling DMS, so what we are doing just taking your phone a little video hey mr client actually I'm Nabil this is what I'm doing, and then it's really personal uh needs I'm doing.
00:13:47
I see for example, I don't know your your website uh, we can change this, this, this, and let's go if you want And, after that, even you can see the return of the client. For example, what I'm doing now is sending the videos per via WhatsApp and I'm sending like scenes or writing or something so I can follow back my clients. So this is what I'm doing and how I was saying: this is for level one, but a little bit professionally more, we can like analyze the traffic of our ads and sponsorship about our CEOs and after that seeing what kind of people are interested in our product, and then you need like a bigger investment for sure. But it's gonna work because everything today is about data and data is the future, I mean, it's the future so.
00:14:33
Invest in AI, just a translation here but yes, uh, you, uh, you tell us you told us more about the traditional way of doing sales, like cold calling and also like, uh, this, uh, cold videos. I love it; I'm going to apply it in my business, so thank you so much for this advice. You can also apply to mention mention us in your stories when you do it. And how now it's changed with social media because you said that you know how to, for example, find prospects on LinkedIn. So, can you tell us more how somebody can search for their clients on LinkedIn? Do they need some subscription or some like a subscription for LinkedIn, uh, what are the actual steps for me?
00:15:26
example we are two different person for me i'm like using linkedin recruiter and you are using like uh linkedin sales yes sales navigator sales navigator and yeah you just need to have the right uh description about your client what he nearly want the position or your client and let's do it so for example in your way you are looking for commission client for pharma client and you will find by example i know ceo cto's manager community manager po the same thing for me and you need to have the courage to call to send mail to to repeat this like exercise 100 times per week oh wow yes sir wow and so you find these people on uh you Find these people on LinkedIn, then what do I do?
00:16:17
You do it on LinkedIn and then you do it on LinkedIn. You just write them a DM like hey Mr. Nabil, what's up? Nice question, video, and that's it! You wait... actually, I'll explain to how it was how I was doing and what I'm doing now. Okay, so first of all, I was like going in the street and going to little night shops, little markets, little businesses, restaurants, stuff like that. Hey, actually I'm Nabil and this is what I'm doing your website if you want over an application or marketing because I saw that you have like a problem on your website or stuff like that. I have plenty of no. And sometimes, in my day, maybe I have yes with, with this yes, so I have a client, I have a deal.
00:17:01
But I was young, I was motivated, inspired, disciplined stuff like that. I was doing this all single days. And you know the weather in Brussels is not like wow! So, I was my little suit, hey Mr. Client, do you need? Please no, every time when you say 'Mr. Client', I have in my head the song, uh, 'Hey Mr. President' – like the song, you know, like yeah! I should say since people use this example a lot, like 'Mr. Client,' hey Mrs. Client, yeah, it's like that. To do some, to give some examples, so this is what the first thing that I did in my career. So going outside talking, hey, do you need? I was on a place in France, Port-a-Port okay. Door-to-door, door-to-door, yes, door-to-door.
00:17:42
So I was doing tour-de-door and actually, door-to-door, it's not the best of solutions. And after that, I was called, calling the clients, was putting meals like that in some fancy restaurant stuff like that. What I say is when I saw that the quality of the client changed-you see more respect, more expensive, more at value, more benefits. So I was doing port-a-port door-to-door after that. Actually, thanks to you, I'm doing my branding, my B2B. Thanks to me, yeah, absolutely because you inspired me; you gave me some ideas and we worked. together since years now so i have a lot of a lot of idea and inspiration from you nice so actually i'm starting to create this beautiful garden and now finally clients are coming to me leads are coming to me and since i have a leads i know that i have a deal yeah let's do for maybe last week i'm going to do a little bit of a
00:18:47
last month i have maybe 12 maybe 12 uh leads i had like eight new clients oh wow that's a really interesting yeah you see yeah so today actually it's all about investing in your garden investing in yourself in your business in your team and this is the most important thing because we are living in an ambient is like Social media, but social media you have two phases of social media like being one of the consumer, just scrolling, scrolling, scrolling, scrolling, scrolling, like a loser, okay. Or investing in social media and make money from from social media, like you are doing, like I'm doing. So, I think this is the right formula now to invest in LinkedIn, in social media, and your branding, personal branding, and the branding of your company.
00:19:34
This is a really good point because for me, LinkedIn also changed that before, like LinkedIn was more as a CV, so I would just upload all of my experiences and education in LinkedIn, and I would be waiting almost forever for employers to come to me but nowadays is something else it's a networking platform and every single morning when i'm opening my email and i start to work i'm also opening my linkedin it became my second email and it's different experience of course like email is more official it's like where i receive confirmation about different bookings and stuff like this but and where you actually like close the deals usually you send like payment links
00:20:16
etc this is everything via email but the magic is actually happening the door-to-door sales on linkedin absolutely and then you take the people on another level and it's the email email is currently like more you know intimidating it's like boring yeah it's official it's rather like actually i have a question for you maria so what you think about like the branding via linkedin but just for make some serious content yeah this is also something that it's changing currently and this is why i take inspiration a lot from us and uk because currently especially in europe i see that we are really traditional that people currently realizing that linkedin is something else it's not just cv it's not only about posting about my achievements and about like hey guys i just Got promoted, etc.
00:21:14
It's about sharing also your personal story, actually people are the most interested in how many coffees you drink per day, I mean literally like people want to know things about you, they want to speak about you, it's where the social media the phrase is coming from, it's a social, people want to know how is your social life, what you are yeah, the real you, because actually LinkedIn people like didn't understand, like we are human after all, yeah, and like I told you yesterday one of the things that I learned this year is that how to communicate with big managers with big CEOs, for me like i was scared like how they will just pick
00:21:57
up the phone and answer me and after that i say like okay they are normal people they're going to toilet they have families so let's just call him i know mr client and i have a deal so we are human after all actually and if you are different it's not about being robotic hey how are you do you need x no hey mr client i hope you are doing well actually how was your day and after that don't propose your service actually just say for example i know hey maria how was your week and what you really need today if you have like a magic baguette magic how i can really help you and there i will listen To you, I listen to the pain that you have.
00:22:42
Maybe I'm coming just to sell you a website; you know, I don't know, $10,000 maybe. You need I don't know, I'll say CRM with one million dollars or the money in euros, it's like that. Just we need to learn how to listen to to the client, but before we learn that, we need to learn how to listen to ourselves; that's true. That's a really nice point and do you sometimes do a research about the client before you're calling them because it's sometimes a bit scary? Like I would like from my personal experience, I would do it; I would do research but sometimes it might be a bit stalker-y, you also don't want to pick. Up the phone and, like, tell, like, yeah, I saw, like, what do you did during the weekend?
00:23:22
I saw your Instagram, so do you do actually research about the client before calling? Actually, I'm not only doing the research; I'm going so deep. Oh wow, my last client actually prospected uh prospect it was like a big manager in a company here in Brussels without any names, so actually I saw a photo in uh Instagram that he really is an addict and lover of cigar and actually with um the sales force that I we have in our work, I know where he's living and everything about the company, the other stuff like that, so I sent him like a little gift with A cigar, Cuban cigar, and he's one of my favorite clients now, wow, because I know what he really likes; I know he's a person, I know everything about him, so just for one cigar I have a big deal, it's great, it's great.
00:24:14
Stop, she's starting to speak French now, no, no, no, but yes, I really like this and uh, but it needs to be also done smart, like uh, yeah, actually I'm not doing this with all my perspective; you don't send the gifts to random people, no, but actually what I do is like writing every single mail personalize it, yeah, personalize it, yes, yes. For example, I don't know, hey Marie, I don't know, I really like your hair style. i think that's gonna match with my value with my company why not we can collaborate together let's go with your vibe and i'm trying to be a mirror of your value and your company and it work that's uh really nice to see like how social media are so powerful and a lot of people don't see the potential that is on social media that for example like linkedin became the biggest database of all of the professionals in our globe i mean it's like it's like it's like it's like it's like it's like
00:25:17
i mean probably chinese people north korean russian people might have like some restrictions from there but let's say that it's the social Media which has the most professions and professionals inside the database, and what you said before the sales is about the data and why we speak about artificial intelligence so can you tell us more about how technology or artificial intelligence can help people with sales of their brand actually it's a nice question but we spoke about this uh I think two days ago and I told you like Marie never the AI gonna replace like replace a salesperson because it's not about the person, it's not about the technology, it's not about the tools, but it's about people, it's about feelings, okay, it's not about the product that you are buying for me or their service that i'm giving to you no it's about the story behind it's about my why why you choose me
00:26:17
to work with me why choose hashisha to work with hashisha what you understand so this is will never be uh possible i think with a ai it's literally so difficult but it's gonna really help us in prospection in having a list of numbers address needs i'm using shagbt every single day i'm addicted with it my best friend actually he know me more than my old family hashtag loneliness hashtag open entrepreneur's life yeah so i think it will help a lot like even now for reading for i don't know reading a mail i don't have a time to read a 100 contract like you send it to me okay so copy and paste power bi shagbt he will resume everything maybe not for contract but for daily things to do it's it's awesome it's gonna help but it will never replace the the sales process and remember ai will never send you gift
00:27:17
like cigars to your home maybe maybe in the future but for now only projectly and nabil will do that and few entrepreneurs just exception but yeah you will not be able to find them like you have nabil right now right here so this is for our branding if you want cigar if you want gift just come and work with us we are non-smokers but we offer Cigars like usually the gifts should be a bit like, um, similar to your own values. No, you want to also like, I don't have a problem with that if my clients want a cigar as the big client so Nabil express yeah, Nabil express for every single project, every single service, so yeah it's gonna be a pleasure, nice.
00:28:00
For example, for you, I'm gonna offer a restaurant so 100% healthy, okay? With only protein, eggs and salmon, yeah, so yeah, it depends actually. I actually prefer grass-fed beef than salmon, okay, okay. You know what? When you reach your first 1 million, soon we will do that; this is a deal, let's go nice. But, um, speaking about artificial intelligence It's not yet here in Europe, but I just spoke with one lady and she just opened a business in the U.S. s and there is like really widespread artificial intelligence currency and americans already get used to it so that ai is actually doing the cold calling so you what you said like it will
00:28:50
never replace 100 to humans because you add the warmness you add the emotions you make the jokes etc and ai doesn't do it but it's something like what we could see at the television that like there were you know the advertisement on television which is like super super cold like the advertisement in television is selling you like everything from every corner and it's really not usually you don't you are not even the client of that product but you are watching just because it's in television and currently this is happening with artificial intelligence in u . s that you buy a model there is usually some agency like for example projectly and they have the model of ai you just load the telephone numbers in the ai and you for example meet jane and jane is a recruiter and jane needs clients and jane tells you like this is the name of my company and you just load the telephone numbers and you just
00:29:47
call the company and this is what i want as a client and the ai is just automatically call you and say hello uh here is company xyz uh i am calling behalf jane and we are offering uh this and this product are you interested press one and if the person presses one then they go forward if not then they just hang out the call so it's something like a cold calling by the ai so like is it can it somehow like help i understand that like what you said about the warmness that like the person is warm but it can somehow select and help you start with the business to some extent actually i will answer to you with one questions okay or maybe two questions okay so imagine you have big companies and you need 100 employees okay and you need to recruit and you know actually that i work also like a headhunters regular cuter and shower gentis and i just
00:30:47
want you to know like if you are in this position and you want some human you need to trust the human behind the phone you need to build some contact with this headhunter or this you know what i mean and it's all about feelings actually for recruitment you need to have like the best team ever the best talent ever in ai in ml in data and stuff like that and ei today one day maybe we will arrive at this point but for now it's so difficult to to really try to have the the trust of a machine learning to build our company so this is why i have a lot of client that really trust me and want to just work with me and this is all the difference i really liked it is there because sometimes it's also really important to be at the right place at the right time so i will just tell a bit of story about one person
00:31:47
who was wanting to sell to me something i was recently building my online course and i was struggling a lot i was really like just closed in my apartment almost forever i was like working tires it didn't work for me but i was like yeah i will not give up i really didn't want to it was really horrible and then i finished the course and i celebrated it with myself hashtag loneliness i celebrated it with myself and currently we are going to launch it within the few weeks which is great but somebody reached out to me on linkedin that they noticed my post and they really like what i'm doing and if i would be interested in actually to make my coaching and mentoring as a course that they would help me and they would do everything behalf me and if they would reach out to me three months before i would say yes yes please because i was really
00:32:47
struggling but when they reach out to me i was already done i figured that i figured it out myself which made me more resilient i really like the way How I did it, but that girl actually missed the timing when she reached out to me as a client, so is there some way how you can find that the client is at the right position for the timing for your exact product like, for example, for her website not everybody needs the website right now, so like how do you know that the clients that I mean, like of course you ask them but is the timing really important when it comes to selling your why and the product as such I think yeah it's so important and actually we have a song in Tunisan we say like um and it means like when you are working so hard the chance will arrive and this is the same thing, it's not about trying a really hard work it's about how you can make a
00:33:47
time or right time or stuff like that because it's not about the real time it's about you need that i come with an opportunity maybe i will contact you in two days and you will not be able to be interested in this service no more so it's maybe only chance but you are working so hard for this chance so it was for you and you was in need and in pain to the service so you accept to collaborate with this guy i think like working hard will provocate the chance uh to succeed to have a lot of collaborations to have money and stuff like that and it's really about hard work yes i agree yeah it's not about yeah you are lucky you are doing million no you are working day and night and in this working it's 100 male maybe you have one response or one answer okay
00:34:42
maybe you have zero answers yeah what to do when you have zero answers you send other mates and cold phoning and cold dms and videos and stuff like that and maybe you will have some answers actually but if you still don't have any answer come on repeat it's about it's not motivation actually and i think it's motivation it's a lie it's about discipline if every single day you want it you really want it you need every so fucking day send maybe 500 mails, 500 messages on LinkedIn, you need every single day, you need every single day, you need every single day, you need every. Just do it, just do it, just do it, and after that, even if nobody wants to answer, you are creating your branding, and people may not know.
00:35:21
Imagine I'm seeing your videos all the days okay, and you're obsessed about you, you're obsessed. But you're also like expert in personal branding, right? I'm obsessed so imagine today or tomorrow, I'm thinking about like how I say it to, 'to invest in my personal branding.' Who will be the first person that will come to my mind? Marie Olivier, why because I'm seeing You're every single day in my in my Facebook, everywhere, everywhere. So it's not about like I like you or I don't like you, but I know that you are there and I know that you are doing these services and actually it's automatically okay, I know it. I will call you later, let's collaborate.
00:36:07
And if you have still, for example, let's say that you're posting daily on Instagram, you have zero, I mean, you don't have zero views like to have zero views on Instagram, I don't think that it's possible. You usually have like 200, the 200 views, if you are like posting for some time, can be a bit upsetting and with a second okay, 200 it's uh it's Not a lot, you know how many it's 200 I swear you know how many is 200 people in one room, a lot. It's a lot just try to do a concert with 200 people, you need police security everything, it's not easy. 200 but we are about American people, about famous people, hey, thousand, million, billions of views, hey bro, just start yeah, just just start okay, and what I see last time, I think a video for MrBeast, he did like I don't know 100 videos without zero views or 10 views or stuff like that but with discipline with motivation with then now he's doing billions and millions.
00:37:06
Shout out to MrBeast so yeah it's only about discipline actually what I, what I'm Saying to all my clients, so it's the first two years: just be disciplined, publish like content every single day, don't worry about the comment about the result about everything. And after that, you will see if you have this discipline and motivation, money will come, clients will come, everything will be okay. Yeah, eventually there will be delight. But uh, do you also think that like if I'm repeating something without actually getting the client that I should maybe tweak also my strategy, like because I think that if you are obsessed by your why, and like why you are actually doing it with a vision mission and you are disciplined.
00:37:54
but still you don't see the result i think that you should also invest to some extent to the self-improvement to education like uh find a mentor find a mentor in uk us like where they are already like three steps ahead so are there like is it like uh that you should be you should just like repeat the failure again and again or you should also go for like a tweak of the strategy and like maybe that there is something what you don't see is out there actually it's a really good question no it's not like that actually it's not repeating the same mistakes because if bro you are working for i
00:38:31
don't know 10 months and you have no result we need to change something and what i'm also telling to my client actually it's like a cycle we put some strategy um example six month strategies and it's going to be a cycle of six months we will try a lot of marketing strategy 600 maybe posted per month we will reach x number of client we will try everything to reach our kpis okay and in the end of the six months for example we will see what really works our weaknesses our forces our and after that we're going to analyze everything with data with kpis with self-motivation with everything with our why's
00:39:14
what we're going to change and we're going to move with another strategy more like uh developed more uh not complicated but with more of data experience before for example i don't know uh imagine we are doing a restaurant or a hotel okay and they need i don't know uh some type of client okay only rich client from x country okay and we tried in one year but with zero result so we need just to try to attract the client that we really need so we need to change something maybe we need to the ads maybe we think that the message may be the why maybe the reason of the posters maybe i know the branding i have a lot of client that now we are request for rebranding and it's amazing Because they are scaling a new project with a new why with a new, fresh uh soul of the business actually, and yeah, for answer to the question, we need to build some cycles, some KPIs.
00:40:18
And basically, what I'm doing like big cycles of six months, and like small cycles of three months, and we have KPIs, we have objective goals, and if something doesn't really work, we gotta change it, absolutely, yes, yeah. Uh, really like it, especially like statistics. I sometimes feel that a lot of people just overlook statistics that they don't want to understand the metrics and what does it mean, like impressions on LinkedIn or on Instagram, and they Don't like to do the retrospective, like for example what worked for me during the past seven days. What will I repeat? Should I maybe change some content? Should I maybe like invest in something else or like to look at the statistics as such.
00:41:02
Especially now with AI it's much easier because you can just download for example the statistics from your social media account and you can load the data in the Chat GPT, in the Excel or a CSV file and it will give you the recommendations, for example based on the trends. So it's even now much more easier than it was before so I really like this point about the statistics about the KPI that the Tweak of the strategy, etc like we told actually data is everything now, yeah the traffic, the data, it's the future. You are also known by launching projects, interesting projects, uh so where you also found your why? So each project usually has some why, some vision behind and can you tell to our audience what is the step-by-step process of finding your why?
00:41:54
How did you find out? Can you maybe tell a story about your first project like ever or something like this like from the past, like about like how did you find the why behind what you were building actually for the first question like how I started it's a funny story like uh basically I was selling pencils, like personalized person, to my classroom's classmates, and I was selling like for two euros one euro 50 stuff like that. In the weekend, I was like 'uh' buying new pencil stuff like that and I was selling that. So this is the story. I was in a lot of markets and I was like selling with my parents, stuff like that. So sales for me it's not a skill, it's not a skill, it's not a business but it's maybe my destiny.
00:42:40
I will not tell you my first business, I know censorship so actually but how I found my why, like I said before, I'm a person, like I need to share, I need to give, I need to help people, I need to uh see the joy and the happiness in the eyes of the person that i know actually my deepest why for example it's like why i'm here for the first time i'm here and someone i want that people tell Nabil was there and here's what he did about his journey and i just want to be someone like be known about he changed something he have a nut value and one of my biggest fear is to be average and be normal so yeah this is why actually i did a lot of project and a lot of them just missed up a lot of it
00:43:38
works and this is the journey actually uh yeah so i'm trying my best uh like you know miracle express i was like a student struggling with doing an ai platform to help restaurant Hotel and stuff like that, but after that I spent all my money. It's in standby now; I'm working with another project, and this is actually the journey of an entrepreneur, and I will die trying till I will arrive to my destination, I promise. Nice, I really like that, and uh, it's really impressive. Uh, your journey and what you are doing, and how you are finding the vibe behind every project, and like being consistent, disciplined, and especially what you said to, that you are afraid to be average, which is really interesting because most of the people actually try to just blend in; they try to be kind of average, even though they don't tell it.
00:44:37
Like this, they don't average is not easier, easier. You see the average, it's not easy to be like you need to accept that you are normal that you don't have goals, you're not disciplined, you're not motivated and just let have, let just have, just let have a normal life and I'm okay with that. But if you're really that kind of person, you really win everything because you really like this position. But there are some people, for example me, I'm afraid to be that kind of person, I'm afraid to be average, I'm afraid to just be here and tomorrow I will die, nobody will remember me. If have you ever felt average, like that, for example, like that, you. Had a moment that you were like, 'What the hell I am doing?
00:45:25
Like, uh, this is just like not me. Like, have you ever felt average? I'm feeling average every single day, actually. And what brings you out of your comfort zone that you what do you tell to yourself to get out of being average? Like, for example, when you just find out that yeah, this is probably not the best activity that I am doing; this is not the best way I want to be, but what is the drive inside you that brings you out from your shell from that like that? You still have the drive to not be the average actually. Actually, I will just remember why I started and from where I come because it wasn't. Easy, like today I'm with you on a podcast.
00:46:07
It looked nice with a suit and I'm like, 'Oh my god, everything is okay.' But you know my story actually, you know how I struggled, you know how I worked hard-I was doing three four jobs at the same time, wasn't sleeping. It's not to be like dramatic or stuff like that, but this was the reality of me. So today when I'm remembering from where I'm coming what I really did before I can't accept that I will be average anymore like I was and you know that I have a vision and I need to help my people and you know like I adore Tunisia so for me actually I know that we have amazing potential and one of the biggest Dream, dream is like to to have the second Silicon Valley in Tunisia because we are really talented, actually we have the most talented people in the world, intelligence, beauty, everything, communication-we are so talented.
00:47:03
But we have little problem with countries, with stuff like that. But don't worry about us, we will make it happen. What does it mean when you said about the second Silicon Valley? But what does it mean? Can you elaborate more on yeah? Actually, Tunisian people are very smart. So, we're putting in the market every single year, more than I think-I don't know the real statistic, but seven or eight thousand engineers. per year and every single like more than fifty percent of these doctors of engineer are quitting the the country and going to europe u . s or Dubai, Saudi Arabia, and we're losing our talents, and this is so sad because actually the country can't really pay well or don't really respect the talented or their people.
00:47:59
Stuff like that, so I really believe that we have something that we have some talents and some some spirit that you can't really pay well or don't really respect the we will never find it in another country. We have the most beautiful country in the world, actually we have everything, and if today I can just help them or help my people one percent, I will be so so so so proud. I love it. I need to go to Tunisia now. Yes, why not? I can invite you with all my pleasure after this podcast. Only Tunisian people, all Tunisian people all tunisian people will invite you because we are so kind, so respectful, and you will see. Send me an invitation to my calendar, okay let's go, let's go!
00:48:45
But um, what roots, what roots play the role in a branding like uh? Does roots where you are coming from play some role in your branding? Actually, it was like for your unique story, you need to be unique. Right, you are unique, your style are unique, how you talk are unique, your branding are unique, even In social media, right your energy is unique and this is actually it's about the lesson that I have in life-the i was like hard a lot, I was happy a lot, I was proud of myself sometimes; I was just in the darkness without any light, uh losing hope. So all these mixes of good things or bad things will make the the person who I am today and will make the branding and the unique branding that I have today.
00:49:38
I love it! So does it mean that with the branding you should be like... Of course, you should be more authentic to yourself; you should be like putting yourself out there as authentic as you are, with roots, etc but from the point of sales-if for example I'm coming from the Czech Republic and I would put like a Czech flag in my bio, etc. isn't it a bit uh like misleading to my potential clients who are like global audience because like if I put that I'm like Czech not also Czech but I'm like Czech people actually know Czech Republic I mean it's also a beautiful country but uh like the flag etc like it might be a bit misleading for the people that um I am like uh just targeting for example the market in Czech Republic or in that flag I don't think so actually from my side from my vision you need to be proud from where you are coming and people just need to accept this, you are from Czech.
00:50:33
It's a beautiful country. I'm from Tunisia, I'm from Italia, I'm from Belgium. No matter so, I'm the Czech; I'm from Italy, I'm from Italy, I'm from Italy, I'm from Italy, I'm from Italy-this mix and I know that hundreds and millions of people are like me, especially in Brussels for example. You will never find, or you can find, a small percentage of people are 100 percent Belgian, right? So we are kind of mix of cultures today, and this is what will make us unique. So, you-I speak Arabic, French, English, a little bit of Dutch, Spanish, Italian-so this is me, and I'm proud of the person who I am, and I need to put it in my branding, for example. Hey, Salaam alaikum! How are you? Ciao! How are you?
00:51:13
You see, and I'm this mix; I'm not pretending that I'm this person, but I'm really this person, actually. I was born in Italy, my father is Tunisian, uh... I'm living here in Belgium, I travel a lot, so I know a lot of countries. So all this mix gives the person who I am today, and this is why I have like a unique branding today; I love it! I love it! I love it! I love it! I love it! I love it! I love it! What is the relation between the branding and the sales? Does it mean that the more I know my 'why', the more I sell, because I know the brand that I actually have? Absolutely actually... Maybe you are talking?
00:51:53
about the why like it's an easy questions okay but you need really to know your deepest why okay and since you know the why you will never give up since you know why you will be there like 120 percent you will give up and you will never give up and you will never give up give hard working discipline motivation everything and you will do it and you will sell more yes because actually you will know the real pain of your client and the add value of your product and everything will be okay and success gonna come i love it uh my final question will be what advice would you give yourself at the beginning when you came five years in belgium Like with the knowledge that you have right now, and you would look at the yourself five years ago: what advice would you give yourself?
00:52:42
Or like if there would be message possible to send to yourself via WhatsApp, what would you send to yourself? I will show you something, okay. And actually it's the photo photo de couverture in my Facebook that I didn't change since I think eight years now- 'To Mom and Dad: one day I will make you proud, I promise.' See so for me this is actually why I'm working every single day, and since eight years now I have the same photo. Since I will make them so proud one day, so this is my my message to myself, I'm working. Hard not really for me, but for the person who really cares and believed in me when I was nothing-wow! I love it.
00:53:27
So you would send yourself like a vision or like why you are actually doing what you are doing, what is your drive and what you want to achieve? Attack, attack, attack! Go, go, go! If even if you're not ready, if you like feel that you are lost-just do it. It's not a problem. You're still 20, 30, 40-you're still young. Let's do it. No matter it. Let's go. Yes, I agree totally... um. So my final, final question is: Do you want to mention something to our audience that we maybe didn't give enough attention to that they didn't ask the right question? about how to sell your why and you want to tell
00:54:10
to our audience before we will close the whole podcast actually for me and maybe i have only one thing to say it's like believe in yourself even if nobody did before live in your the darkness invest in yourself even if the darkness and after that just shine and show up like a best one ever and just live your life you need to invest in yourself because no one will do it in your place so just believe in yourself and you will be able to do it and it's all about what you are thinking about only your vision about only your dream so just be you be unique nobody's perfect i'm not perfect you are Not perfect, nobody is Joe, don't really trust social media, it's a lie.
00:54:55
Just be unique, be yourself, but trust us on social media and just be yourself, and everything will be okay, and your time will come, and you will shine. Be the warrior, all right. So this brings us to the end. Thank you so much, Nabil, for sharing your insights and your expert insights and everything about the why and sales. Also, thank you to our listeners for showing up and listening to our podcast. And don't forget to hit the button on notification, subscribe, and also we have a new WhatsApp group where we are sharing the branding tips and also behind-the-scenes. Scenes, so below you will find a link. So, definitely subscribe to our new community, and I'll see you next time. Thank you, thank you Marie, and keep shining, guys! Goodbye, thank you.
