Philippe: Describe what’s an introvert
Cap: Ang introvert, pag nasa party yan, mag-iisip niya ng excuse na paano ba ako uwi. So for example, after ng party, after ng event, weekend doon, magpapahinga lang. Pero ang extrovert, ang hinahanap niyan minsan, party after the party.
So I’m Cap Hernandez. I’ve been in sales for 20 years. While doing sales, introvert ako. Hanggang ngayon, introvert naman ako. And that’s the reason why I decided na baka makatulong ako sa mga introverts. Kasi alam ko yung challenges, alam ko yung ways, yung mag-awork ng mga paraan para makabenta.
Cap: So that’s why I’m teaching introverts how to sell. Kasi yung tinuturo ko dito rin, paano ka makikilala? Eventually na sila na yung lalapit sa’yo.
Philippe: To me, I see that’s the main problem. Pag hindi ka nakabenta ngayon, wala na, ayoko na. What’s your advice for that?
Cap: Okay, so first one is to…
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Philippe: Siguro first question that I’m gonna ask you, which is the only question I’m gonna ask you for now, is tell us who you are, what you do, and what would you like to share with our audience.
Cap: Okay. So I’m Cap Hernandez. I’ve been in sales for 20 years. Nag-start kasi ako mag-sales 10 years old pa lang ako. So 30 years old pa lang ako. Wow. Joke. While doing sales, introvert ako.
Philippe: Okay.
Cap: Hanggang ngayon, introvert naman ako. And that’s the reason why I decided na baka makatulong ako sa mga introverts.
Kasi alam ko yung challenges, alam ko yung ways, yung mag-awork ng mga paraan para makabenta. So that’s why I’m teaching introverts how to sell ngayon. I started last year, 2024.
Philippe: It’s quite interesting. For our audience who doesn’t even know the term introvert, describe what an introvert is.
Cap: May mga questions ako lagi. Pag workshops ko, talks…
Philippe: For the average Filipino, usually pag sinabi introvert, extrovert, ano yung difference?
Cap: Usually kasi ang introverts, pag napagod, gusto nila sila lang mag-isa. So for example, after ng party, after ng event, weekend doon magpapahinga lang sa bahay. Pero ang extrovert, ang hinahanap niyan minsan, party after the party.
Ang introverts, pag nasa party yan, mag-iisip niyan ng excuse na paano ba ako uwi? So yun yung difference usually. Yung iba naman, talagang tahimik yung introverts, so talagang tahimik. Yun yung mga challenges ko rin the past few years. Na Cap, ano tahimik mo?
Cap: Magsalita ka naman. Ang maganda ngayon dahil alam na nila na introvert ako, pag mupunta ako ng event, parang wala ng pressure na kailangan kong kausapin lahat. Sasabihin na lang ako, Nakap, introvert ka nga, no? So wala na, okay.
Philippe: Pero hindi ibig sabihin pag introvert ka, hindi mo pinapansin yung iba, right? So pag introvert, you’re less social, tama ba? Less social, okay. Pero comfortable ka naman to be social?
Cap: Comfortable naman. Actually, meron akong levels sa introverts. Nasa book ko yan. Ang basa yung isa, anxious introvert. So medyo ayaw talaga sa public niyan. Ayaw makipag-usap. Ako nasa level na ako ng medyo social introv
Philippe: You prefer to go back home, pahinga ganun. Interesting. Considered ba introvert yung mga tao? Let’s say kokonti lang yung mga kaibigan? Or namimili ng kaibigan? Meron lang sila dalawa, tatlo. Is that considered introvert?
Cap: Possible na introvert sila.
Philippe: Okay, alright.
Cap: Pero ang misconception ng iba is ang introvert, mahihain. Kasi may mga extrovert na mahihain din eh. So hindi pwedeng ano, hindi sya parang shy is equal to introvert. Hindi ganun. Merong mga introvert din na shy. Back in college, ganun ako. So problema na. Introvert na nga ako, mahihain pa ako. Sana ako dadalhin niya.
Philippe: Kasama ba yan yung mga torpe din?
Cap: Torpe pa yun. Noong high school, torpe.
Philippe: Saan ka pala nag-high school?
Cap: La salle muna. Then eventually nag-cost ka kasi yung mother ko naging high school head. Grade school head noong time na yun. Libre ako sa napakamahal na school noong time na yun.
Philippe: And then saan ka nag-university or college?
Cap: UP College of Music.
Philippe: Woah. Diliman?
Cap: Diliman
Philippe: Activista pala to. Joke, joke.
Cap: Actually, hindi ako maka-politics or rally. Hindi ako mahilig.
Philippe: That’s good. Introvert nga. Let’s circle back to sales. So sabi mo, you’re a salesperson. An introvert salesperson. What do you sell?
Cap: Ngayon, ano na talaga. More on my services. I do sales training, coaching, LinkedIn workshops, LinkedIn coaching, LinkedIn training. So yun yung focus ko. Yung sales ko talagang nag-niche down pa ako. So selling for introverts.
Ang daming mga, for example, business owners, freelancers, and even mga coaches na introvert. Or magaling sa ginagawa nila, sa main business nila, pero nahihirapan silang magbenta. So doon ako, doon ako tumutulong.
Philippe: When we talk about sales, is this a specific industry? Digital sales though? Or is this real estate? Can you enlighten us?
Cap: Ang pinaka-focus ko talaga B2B. B2B selling. Pero na-hire na ako, nakuha na ako mag-train ng mga insurance industries, real estate, food, mga distributor ng laptops, cellphones.
Philippe: So sa retail din?
Cap: Iba-iba rin talaga. Pero more on ano talaga, pinaka-expertise ko more on B2B.
Philippe: B2B. Are we talking about supplying or suppliers, manufacturing distributors, ganun ba?
Cap: Oo.
Philippe: Okay Nice, nice, nice. Tell us about your book. Tell us about your book. Is this your combination of your experience? Or is it like a technical book? Tell us more about it.
Cap: I’d like to share muna yung ano, kung paano talaga ako nagsimula sa sales.
Philippe: Go ahead.
Cap: Mga ano kasi, more than 15 years ago, nung nag-start ako sa Unilever Philippines, nasabihan ako ng boss ko. So after 2 weeks of training, observing, saya-saya ako. Nalala ko Thursday night noon, kakatapos lang namin mag-dinner, tapos bumalik kami ng hotel sa Baguio.
Baguio kasi area ko noon. Sabi sa akin ng boss ko, Kap, ang tahimik mo. Paano ka makakabenta? Kasi dapat ang mga sales people. Ano yan, mga boka, minsan dapat life of the party. So after that, natulog kami pero hindi ako nakatulog. Kakaisip, paano kung nga ba gagawin to? Baka nasa mali akong industry.
Cap: Pero after that, after a month, tumahog sa akin yung boss ko, Kap, ano ginawa mo? Kasi yung Baguio just got the highest sales ever. So, may paraan pala, may paraan na kahit introvert ako, hindi ko kailangan maging extrovert. Kasi meron akong teammate noon, sobrang maboka, life of the party talaga.
Sabi ng boss ko, gayain mo yan. Trinay ko pero hindi ko magaya. So meron tayong mga strengths kasi na pwede natin magamit for us to really sell effectively. Ito yung book na yun. More on about my experiences, research, and mga natutunan ko rin from other introverts.
Philippe: Back in Baguio, so what was your strategy to get the highest sales compared to the other cities?
Cap: So, first month ko, of course, wala akong masyadong alam. So, meron ako mga agent sa Baguio na nag-iikot. So, unang-una tinanong ko sila, ano pa yung mga opportunities natin? Yun, sige. Yun yung puntahan natin. So, ang customers kasi namin, yung clients namin, hotels, restaurants, caterers, pati mga karinderiya.
Kasi binibenta namin nun mga Knorr products, so mga Knorr cubes, pero instead of Knorr cubes, Knorr cube! Pang-institutional. So, pinuntahan namin. Yung mga pinuntahan namin, nag-benta ng mga new products. O dinagdaga namin yung mga, pwede pang ano, pwede pa nilang, for example, isang kilo lang yung in-order nila.
Cap: Ginawa namin, ay, pwede nyo rin itong gamitin, ma’am, sa ano. For example, sa sinigang o sa ano. So, nadadagdagan yung benta.
Philippe: Ang galing.
Cap: Meron din distributor nun na nagbenta kami ng malaki kasi alam namin na mabibenta nila na ano, sa kanilang clients, na sa kanila o order. So, tinulungan din namin yung distributor na ito na ma-benta yung products.
Philippe: That’s a very good concept kasi that’s the main reason why kikita ka or lalaking sales. Kasi you’re helping other people get more sales as well. And in terms since sabi mo nga B2B, hindi siya customer-based, hindi siya retail, very effective.
Cap: Tama
Philippe: Maybe that’s the reason. Yung nakuwento mo kasi yung extrovert, yung party-party, tapos yung medyo loud, I don’t think naisip niya yung strategy na yun. Naisip lang niya parang B2C yung strategy.
Tama yung strategy mo. That’s a great way. From Baguio, after that, since kayo yung biggest sales, ano nangyari after that? Napromote ka? Nahawakan mo yung ibang cities?
Cap: First month yun. Pero mga the coming months, balik sa ano, ay, si Kap, tahimik. Kasi every Monday, nakikita-kita lahat. Except yung mga nasa Visayas, Mindanao. Pero lahat ng Metro Manila, North Luzon, na Mondays, nakikita-kita kami. So, ay, si Cap, tahimik.
Nagja-judge talaga ako. Nagja-judge ako. Pero, eventually, nung mga second year ko, doon na, doon na nag-start yung parang nakikilala na talaga ako. Nalipat ako sa, ano, Quezon City. Tapos merong marketing campaign na sinasabi ng marami, hindi mag-o-work yan, hindi mag-o-work. Ako, inexecute ko lang. After that, parang, uy, okay to ha.
Cap: Talagang nag-grow yung area ni Kap. Nag-grow yung area niya, nakabenta, nag-work yung campaign. So, yun, nakilala na ako, nagka-awards na ako, best in ganito, best in ganon. Then, medyo nalilimutan na nila, tahimik ako. At napopromote na ako na, ano, napromote na ako sa handling mga team, yung team ko mismo.
Philippe: Is that considered corporate with Unilever? Corporate siya, right? When was the time you decided na, ay, ayoko na corporate. So, how did you do? Nag-transition ka to freelance or business agad?
Cap: Actually, matagal pa eh. Kasi after that, may mga companies pa ako na, ano, napinasukan.
Philippe: Sales din?
Cap: Sales din. Sales din talaga. Yun, nag-San Miguel ako after. Tapos, nag-IT. Nag-IT and, ano, medical equipment.
Philippe: Really?
Cap: At digital marketing agency. Nung digital marketing agency, dun ako napaisip na, pwede, pwede kung, ano, pwede akong mag-freelance, pwede akong mag-start ng company ko in the future.
Philippe: So, ang dami mo pala experience in that field. And you’ve worked with the major companies, ano. So, what made you decide when, sabi mo, digital marketing company, what made you decide na, I can go on my own na?
Cap: Ano siya, it started nung pandemic. Nung pandemic talaga. Kasi I was still working with a local digital marketing agency nung time na yun. Then, nagkaroon ng opportunity to work for a realtor sa US. Na freelancer ako.
So, ang ginagawa ko nun, 9am to 6pm, nagwo-work ako for the local digital marketing agency. Tapos freelancer ako sa gabi. So, 9pm naman to 5am yung work ko dun. So, grabe yung tulog ko ilang oras lang. 9am to 6pm, 9pm to 5am, natutulog din ako ng breaks.
Cap: For example, instead na kumain ako ng lunch, tutulog na lang ako. Then, I decided na, eventually nagkaroon ako ng tatlong clients, apat na clients sa US. Magresign na lang ako dun sa ano ko. Para, lagi rin kami nag-aaway nung boss ko. Lagi rin kami nag-aaway.
After, yun, talagang nag-freelance ako during the pandemic, and siguro after several months, nakita ko ito yung opportunities pala, na pwede kong ma-expand, pwede akong mag-grow.
Philippe: That’s interesting. And, how far back? Pandemic? Kailan ng pandemic? 2025? 5 years ago? 2020? And then, fast forward, when did you start your book?
Cap: I started writing my book 2017. So, before ano pa yan? Before pandemic. Kasi, di ko alam ko yung nag-trigger sa akin. Pero, siguro more on being judged as an introvert pa rin. Alam ko na kaya kong magbenta, paano ba ako makakatulong sa mga tao.
So, I started writing, Selling for Introverts. Yun na yung quick guide ngayon. Parang meron ako 40 page quick guide for introverts, kung paano makakabenta. So, yun yung sinimulan ko. Then, noong 2023, dun ko tinuloy ito. Dun ko sinimulan din to.
Cap: Na talagang mas comprehensive. Ang dami ko na nakausap ng mga introverts na paano magbenta. So, may mga case studies din ako dito.
Philippe: Nice. Nice. Nice. And, is it all about that? Dyan sa book? Or, may halong experience mo din?
Cap: May halong experience. So, yung case studies ko, ano lang, mga ano siya, last chapter. So, pero ito, it starts with mindset, personal branding, paano yung sales ano talaga, flow, paano ka mag-negotiate, paano ka magco-close, paano ka mag ha-handle ng objections. So, lahat, based sa kanina dyan, kailangan ng mga introverts.
Philippe: So, pwede pala yan sa madaming, kasi karamihan ng mga Gen Zs these days, I would consider the introverts, even the extroverts, they could read about this. Kasi, yung iba nga, nauso yung faceless, ano tawag doon?
Cap: Faceless marketing. Faceless content.
Philippe: Kasi, I would say, hindi lang sana-iya sila. I think they’re partly introverts. They don’t want to show their face.
Cap: Ang daming ganon.
Philippe: And it works. It works. I think there’s a lot of it. That’s why I wanted a copy. Pati ako na-interested ako kasi sabi ko, it’s not that I was, the only reason I was considered an introvert when I was a kid, kasi I grew up in a different country.
The most that I would get is discrimination. So, because of that, I would rather stay home. I would rather stay quiet. I would rather be the guy na no one would notice. That’s why I couldn’t say that I was purely an introvert, but I could say that I made the choice not to be, not to get any attention.
Philippe: So, I think in my case, slightly because of that, I would consider myself an introvert. But also with this one, right now kasi when I moved to Pinas, and then I started my first business, it wasn’t a business for introverts. It was a business for extroverts.
My first business dito sa Pinas, believe it or not, straight out of college, was a club. A bar slash club. Hindi club ng babae, may sumasayaw. But it was a bar. It was a bar. We had a DJ and all that. It was dark. It was a lot of activities going on. And it wasn’t fit for someone who’s an introvert.
Philippe: But, because growing up sa ibang bansa, especially in a country that’s high in discrimination, pagdating ko dito, it felt like, wow, parang naging extrovert ako bigla. But, going back to your book, is there a formula there for, let’s say, people who want to learn, not only for introverts, I mean, when it comes to sales in general, is this something they could learn from your book?
Cap: Oo. Talagang, even yung ano, for yung sa time natin ngayon, kasi ang tinuturo ko dito rin, paano ka makikilala? Paano ka eventually na sila na yung lalapit sa’yo, yung mga clients. So, online.
Kaya may personal branding. Kasi, whether we like it or not, may personal brand tayo. We just have to fix it. We just have to tell the world. Ito tayo. Ito kami. Ito ako.
Philippe: If you were to summarize your book into, summarize it into 10 bullet points, can you give me your best summary for that?
Cap: Okay. So, first one is to, of course, have a growth mindset. Second is find your superpower. Introverted superpower. Third, build your personal brand. Fourth, learn how to sell. So, ano dapat yun? Ask the right questions. Get to know your customer.
Provide the best solutions. And listen. Tapos, when you close the deal, ako kasi pag nag-close ako ng deal, more on ano lang eh. Parang may call to action ako. So, for example, ikaw, Philip, sabihin ko, for us to start this service, you just need to sign this contract and pay the first month. Tatahimik na ako.
Cap: Tatahimik na ako. Tapos, I’ll listen to your kung ano yung sagot mo, kung gagawin mo na ba, or ano, kung may kailangan pa. So, yan. Then, learn, of course, how to handle objections. Kasi, when we handle objections or pag may objections si potential client, alam natin na interested na eh.
Unless talagang nang gagago lang. Pero usually, interested yun. Kailangan lang natin alamin kung paano natin sasagutin or how we can really solve the client’s problems. At nakakailan bullet points sa bago.
Cap: Pero siguro, the best thing is, for you to ano, when you sell, just make sure, or dapat yung mindset mo, you’re helping. You’re helping someone with your services. So, yun yung pinakaano talaga eh. You’re helping someone solve that problem na fine face ng potential client mo.
Philippe: There’s one point that you mentioned in terms of objection. Maganda kasi, ang, ang dami kasi pumapasok sa sales, from what I know. And then, try sila, let’s say, one week. First day, hindi sila nakabenta.
Second day, hindi sila nakabenta. Third, one week, hindi sila nakabenta. And then, laging, hindi, either mahal, ayoko yan, everything. What is your top tips of handling objections?
Cap: Ask also, bakit niya nasabi yun, nakocompare ba niya to sa isang service? Kasi baka may nakausap na. So, for example, ano na lang, social media marketing package na lang, example. So, sinabi ni client, ay, ang mahal ng 50,000. Okay. Bakit mo nasabing mahal yung 50,000?
May nakausap ka na ba na iba? Ano yung package? So, baka naman kasi yung package yung isa, kaya mura, ano lang, let’s say, 10 na content, walang strategy, gagawa lang ng content. Baka Facebook lang. Eh, yung in-offer mo, may LinkedIn din pala.
Cap: So, kailangan mong alamin kung bakit siya nag-object ng gano’n. Then, explain mo. Ito yung difference, ito yung kaya kong ibigay sa’yo, kaya kong mag-convert ng sales, hindi lang, ano, hindi lang puro visuals, hindi lang puro content, pero eventually, wala rin palang, ano, wala rin conversion.
So, kailangan mong munang alamin yung kung bakit niya nasabi yung objection na yun. Then, explain mo, in a good way. Tapos, yun nga, nagwawork yung I understand where you’re coming from, yung mga ganana linya. Tapos, yun, explain mo na kung bakit.
Philippe: For example, I have a lot of, I know a lot of people who went as a financial advisor, car salesman, real estate. Ang dami nag-quit. Wala tapos yung benta. And, I think, ang akala ng iba kasi, ang sales is parang retail.
Bibili ka sa tindahan, oh, ito, bayaro ko na. Pero when they’re doing high ticket, or not even high ticket, yung the basic, I don’t, yan ang, I think, they put on the wrong expectations. If they want to sell a car, they fail at the part where binsan, isa lang yung binibentaan, diba? Not knowing that you have to sell.
Philippe: Dapat, kung gusto mo na isang benta, dapat lapitan mo yung 10 tao, 10%. Actually, 10% is too high, right? Out of that. So, ibig sabihin, kung gusto mong benta ng 10 laptop, 100 na tao, hindi lang. Feel mo, dapat 1,000. Feel mo. Am I right? That’s the problem with people.
I think sales are for people who are consistent, and not emotional about it. Ang dami kasi naging madrama. May hindi ako nakabenta, ayoko na. Is that usual sa mga trainees mo? Is that part of their… Ako, that’s like, to me, I see that’s the main problem. Pag hindi ka nakabenta ng ngayon, wala na, ayoko na. What’s your advice for that?
Cap: no sya yun? Normal talaga na nangyayari. Lalo na yung sa freelance world na lang, kasi yun yung ano ko, pinaka nasa industry ko yun. Ang daming bago. So, for example, sabi nga to sa Tribex, nung na-attendan ko rin nung weekend, sabi ni John Pakulayan, yung founder, email marketer ka dati, tapos ngayon, bakit parang GHL na? Ano nangyayari?
Ano na, web designer na? So, nagpapalit-palit kung ano yung nagwo-work. O ano yung trending. So, dapat, ang gawin mo talaga, kung ano yung expertise mo, aralin mo pa. Aralin mo. Stick with it. Unless talagang hindi ka naman pala expert dun or hindi talaga yun yung para sa’yo.
Cap: Then, maybe, mag-shift ka sa ibang service o ibang industry. Tama yung sinabi mo about dun sa maraming kinakausap dapat. Back when I was working sa agency ng Citibank, so yun yung pinakauna ko, I was selling credit cards. So, I was doing 100 calls per day na ang gamit lang namin, papel, ruler, tsaka ballpen, kasi papel nandun yung listahan.
Ruler kasi maliit yung sulat. Ballpen para malagay kung nakausap ba o ano. 100 names per day. Pero ang sabi kasi ng trainer namin noon, okay lang na you’re really learning the product, na you’re memorizing or internalizing kung ano yung benefits, features.
Cap: Pero at the end of the day, ang pinaka-importante may kinakausap ka. Kasi kung wala kang kinakausap, bali wala yung knowledge mo. Balewala yung product na binibenta mo. So, dapat talaga may kinakausap ka every day para makabenta ka.
So, yung mga nagkikwit noon, naalala ko, I mentioned this sa isang podcast ko, kasi we also have a podcast called PGA Boys Night Out. So, PGA kasi sa community of mine, I co-founded with a graphic designer. So, Philippine graphic artists. It’s one of the most, biggest and oldest na rin.
Cap: We’re about to reach 200,000 members. We’re about to reach 200,000. Sali ka doon. Ang sabi ko noon, parang ayoko na, ayoko na mag-freelance. Tapos, malalaman ko, ano bang ginagawa mo para makahanap ng client? Wala pala nanonood ng Netflix, naglalaro ng Mobile Legends.
So, bakit mo sasabing mahirap yung freelance kung hindi mo naman pala ginagawa? O hindi ka naman pala naghahanap ng clients? So, dapat ano? Dapat maghanap ka ng clients. Yun talaga yung as a salesperson, as a business owner, as a freelancer, pinaka-task mo talaga is maghanap ng client. Magbenta.
Philippe: I wanna pick your brain a bit. Sabi mo kasi, and it can work in any industry, right? I wanna give you a case study. A scenario lang. Something that could benefit. But before that, tama ba ito? Philippine Graphic Artists?
The Filipino Graphic Design Community? Sali na ako? Are you a graphic designer? Zero years. Sali kayo? Very interesting siya. I’ll give you one scenario because our friend Gab here has a what do you call it? A pop-up restaurant? Or a pop-up food shop?
Philippe: What do you call that? Hindi siya cart. May pwesto siya talaga. May pwesto siya. It’s somewhere around here. What do you guys sell?
Gabh: Gimbap.
Cap: Dito?
Philippe: Somewhere nearby that. Ilang square yung store mo?
Gabh: 20 square meters.
Philippe: So small. Pop-up siya. Very new. Very new. What’s your struggles? Let’s ask him. Let’s pick his brain. Take note. Gen Z. New business. Ilang taon ka na?
Gabh: 23.
Philippe: Young entrepreneur has a business but your struggles? Increasing clients and time management in your sales accounting.
Cap: Presence online?
Philippe: Anong pangalan?
Gabh: 99go-Gimbap
Cap: And kamusta yung content? More on ano lang ba? More on about the food?
Gabh: Content wise po, mostly sa posts is graphic. Sa videos I have the skill but I can’t do it kasi may time na kailangan i-google sa accounting, other stuff and ayusin with the staff.
Cap: Is it more hard sell? Parang showing the food?
Philippe: To give him context.
Cap: Pero yung lagi ko sinasabi sa client ko. For example, may isa akong client mga tent naman. Rental or sales. Tapos tinignan lang ko yung post niya. Puro tungkol dun sa tent. Sabi ko sa kanya. Tapos walang engagement, walang kahit ano,
Tas sabi ko mag post ka nung something like educational siguro or something funny, depende sa ano mo ha, depende sa brand mo. Kasi ano yan eh, related yan eh, Baka tinatrya mong maging funny, hindi ka naman pala funny in brand mo or something. So depende yun, depende.
Cap: Natutunan ko recently na lahat tayo…So pwede rin itong sa company brand or ano. Meron pala tayong communication color. Communication color. So for example, red yata. Mga ano yan, Gary Vaynerchuk. Very direct, very… Very strong yung personality.
Straightforward. Imagine kung ako yun, hindi magawork sakin yun. Ano kasi ako, green pala ako. Although blue yung brand color ko, green ako na more empathetic. More community. So nalaman ko, narealize ko, tama naman pala yung mga pinupost ko.
Cap: More on community, more on empathy. May yellow, yun yung mga humorous. So sino ba yung mga kilala mong may humor? So dapat yun yung pinupost nila. And blue yata yung data, more analytical. Sundin mo yung color mo na yun.
Philippe: How many colors ba meron?
Cap: Four, four colors. So yellow, red, blue, and green.
Philippe: How would you describe me?
Cap: Hindi ko pa masabi. Nasa red ka ba and blue?
Philippe: Oh, may blue pa ako? Hindi ba sabi mo blue data?
Cap: Hindi ko masabi pa eh. Or baka red.
Philippe: Oh, interesting. Akala ko green kasi community.
Cap: Hindi ko alam, baka mali ako. Siguro more, I still need to get to know you more.
Philippe: Okay, okay. Oh, may ganyan pala. Ayun, may ganyan pala. You know, I never take these tests. Doon pala sa IQ test, hindi ko na-take it. Kasi alam ko, hindi naman… I was always bad academically. Seriously, give me something academic, bad. Give me something in the real world, I’ll be great at it.
Cap: Street, street smart ba?
Philippe: Mga gano’n. But academically, parang even if you show me like lessons from grade five, parang medyo story. Pati algebra, up to now, the only thing I know is bra. That’s it. Algebra, hindi ko alam. Very good advice. So you have to pick your colors.
Cap: Hindi lang para sa’yo. So, mag-post ka rin ng something ano nga. Parang ginagawa ng Angkas. Kaya ang daming nagpa-follow, daming nagre-react. Kasi hindi lang tungkol doon sa service nila eh. Ang galing nilang magano. Trend jacking or talagang very funny yung ano nila. Minsan yung content nila.
Philippe: Naalala mo yung, years back, I think this was before the pandemic, naalala mo yung Jollibee stories, yung short film ba yun?
Cap: Oo.
Philippe: What do you call those? Is it just like that?
Cap: Actually, hindi ko alam. Pero naalala ko yung mga ganda noon. Mga gandang kinuha nilang actress or ano.
Philippe: Si Nescafe may ganon din eh. Indirect, parang indirect yun, pero more stories. I think…
Cap: Storytelling talaga iba yung dating. Iba yung nakaka-relate kasi. Ang daming nakaka-relate. Kaya meron din ako dito cap framework. Dapat mag-post ka rin ng something personal. Huwag palagi. Parang maka-relate sayo yung mga tao.
So, meron akong case study na nag-work for me. Nag-post ako about my rock bottom moment. So, yung rock bottom moment ko happened more than 10 years ago. Mga 15 years na yata. Mga gano’n. Grabe yung ano. Parang nasa umabot ng mga 1,000 shares.
Cap: Tapos nag-comment sa akin. Nag-memessage na ka. Thank you for posting this. Nabuhayan ako ng loob. Kasi I’m also struggling. I’m also facing my rock bottom moment. Pero nabuhayan ako ng loob. Na-motivate ako. So, post about personal stories that can motivate other people.
That can inspire. Kasi eventually, ano eh. Ang nangyari sa akin, meron mga nag-follow sa akin dahil doon. Pero dahil finallow nila ako, nalaman nila yung mga services ko, trainings ko. And after ilang months, nag-message sa akin.
Cap: Cap, can you help me? Kasi I’m struggling with selling or sales or sa LinkedIn. Then nalaman ko nung konento nila sa akin, Cap, kaya kita finallow dahil doon sa rock bottom moment.
Philippe: Oh, nice. So, very impactful pala yun. And that was 15 years ago pa. Nice, nice, nice. And what’s this? I saw this couple of months ago. Kasi laging, I barely go to LinkedIn. But every time I go to LinkedIn, ikaw lagi yung, Oh, si Cap naman.
Oh, grabe yung engagement mo. Tapos sabi ko, galing naman ito. Kasi I was never a LinkedIn guy. Nandun lang ako because people said, just be present there. So, in LinkedIn, I’m very quiet. I barely share there. The platform is not for me unless I’m hiring, unless I want to find someone, professionals in that platform. But I saw that, wow, LinkedIn expert.
Philippe: How’d you get to that point? Kasi ako nga, ang hirap naman sa LinkedIn. Hindi ko siya, it’s not my forte, but how’d you get to that point na grabe, parang, I forgot what I saw, but it was, you were amongst the top in LinkedIn and then that you were certified something about LinkedIn. What’s that all about? Can you tell us? Can you share?
Cap: Noong 2023 kasi, when I was still thinking, ano bang i-offer ko na service? Ang dami kasing social media managers, social media marketing. So, pag tinatanong ko, Kap, anong difference mo sa iba? Hindi ko rin alam. Hindi ko alam.
So, inaaral ko talaga yung LinkedIn. So, YouTube, finalo ko yung lahat ng magagaling, lahat ng marami ng followers. Then eventually, nalaman ko, ay, ito pala yung ano, ito yung ingredients, ito yung secrets, kung paano mag-grow and eventually makakuha ng clients through LinkedIn.
Cap: Kasi, the past few months, starting last year, starting last year talaga, ano, yung mga clients ko na nakukuha, mostly sila yung lumalapit na sa akin. So, very first client ko, sinabi sa akin, Kap, nagita ko yung post mo, yung mga tinuturong mo about LinkedIn and all, do you do this for your clients?
Noong time na yun, hindi ko pa talaga pinoprovide yun. Pero, nasa isip ko na. Sabi ko, oo. Oo naman. So, after two days or three days, after a day, nagmeeting kami, Saturday. Then, noong Tuesday, naging client ko na siya. Doon nag-start yung LinkedIn Management Services ko. Doon nag-start.
Philippe: Tsaka, I think you’re the only expert that I’ve seen online with LinkedIn. I’ve seen the rest, but LinkedIn is just an add-on. Yung sa’yo talaga focused, e.
Cap: Oo. Nag-focus talaga ako sa LinkedIn na kapag may nagtatanong, for example, sa Facebook, who can help me on LinkedIn? May problema ako. Ako yung usually na may mention. Meron din iba, may mga ibang nami-mention, pero yun nga, medyo na-build ko yung brand ko na when it comes to selling for introverts, when it comes to LinkedIn, ako yung go-to guy.
Philippe: And I think I know why. Kasi, imagine, ako nga, barely on LinkedIn, but when I go to LinkedIn, I see you all the time. So, parang na-perform you. Hindi naman. I think na-perform yung connection. Parang, eh, kilala ko ito. So, siya na lang yung lalapitan ko.
Even though madami ng iba, diba, parang, hindi, parang ito lagi nakikita ko. Traditional marketing, just like, diba, just like Jollibee, SM, all that, diba, why do they need to still put up banners for their Chicken Joy? Diba? Even Coca-Cola, hindi nga, ano eh, they’re always around.
Philippe: Pero indirectly, parang, oh, yan naman lagi nakikita natin. Hindi, hindi yan na lang. Diba? Sa tayong kakain. Jollibee na lang yan, yung nakikita natin. So, I think that’s what you did. That’s why, sa LinkedIn, for sure, if I go to LinkedIn now, ikaw yung unang post. Okay.
Yeah, but it’s so amazing that you’ve gotten to this level. What’s in the next three to five years? Where do you see yourself?
Cap: Meron kasi akong goal talaga na to empower millions of introverts. Hindi lang sa sales, pero, mag-build din ng business. So, yun yung gusto ko talagang gawin. And, hopefully, yun na yung direction ko, na I’ll be able to really empower millions of introverts. At yun mukhang, dun talaga, dun ako papunta.
Philippe: That’s nice, that’s nice. At least, you’re our poster boy for that.
Cap: Ano rin, siguro what helped me as well was when I rebranded. Nirebrand ko yung sarili ko. Marami nang hindi alam, pero real name ko, Cameron Rafael Hernandez. Nag-rebrand ako 2023 lang din. Ginawa kong Cam Hernandez kasi nickname ko nun, Cam Hernandez.
Usually, sinasabi nila sa akin, either Cameron, Cameron Rebosado, ganun, or Cam. Come, Cam. Ang daming iba. Tapos, narealize ko, mahilig akong mag-cap. Favorite Avenger ko si Captain America. So, I decided Cap Hernandez na lang. When I did that, parang mas nag-stick sa mga tao. May iba pa nga nagsabi, if you’re familiar with Harry Singh, si Kage, sabi niya sa akin, Cap, with a cap.
Cap: Ang dali mong maalala sabi sa akin yan. And, mostly, yun yung sinasabi sa akin. Ang pinaka nag-work din sa akin was nung na-find ko yung ikigay ko. Noong 2023, someone told me, Cap, you’re all over the place. Ang gulo-gulo ng utak mo. So, mag-ikigai ka nga sa akin. Yun pala, pebentahan lang ako. Mag-ikigai ka nga sa akin. Free yung session.
Then, that’s the time I realized na I was really good in sales. Pero, ang passion ko is teaching. Kinombine ko yung dalawa. Nang nalaman ko yun, doon na nagstart na ang direction ko very clear na nung nalaman ko yung ikigai ko. So, what you’re good at, what you love doing, what you can be paid for, and what the world needs. Yun yung ikigai eh.
Philippe: Explain briefly, what is ikigai?
Cap: Ayan, ano siya, Japanese term siya eh. If you’re a Japanese person, what you’re good at, what you love doing, what the world needs, and what you can be paid for. At yung apat na yun, hito na yung ginagawa ko. Selling for introverts, teaching other introverts how to sell, empowering them, teaching LinkedIn. Yung apat na yun, nandun na lahat ng mga ginagawa ko. Nagmatch na.
Philippe: Nice, nice, nice. Remember, ikigai. Huwag lang Very, very, very good advice. Thank you, Kap. And I love when you say re-brand. Kasi, I did that this year, and it worked perfectly. And it was either using the company’s brand or my brand.
And it was more impactful just seeing a person, so people were like, more interested in the content that I was creating. Best advice for your, we wouldn’t say changing your brand, but mayroon siguro evolving your brand. Kasi, cam ka eh. So, Kap, it’s true. Pag nakita mo si Kap, what does he look like? Basta, naka cap. It’s good, it’s good. Pwede nga sa barangay. Kap!
Cap: Kaya ayaw ko na sabihin nila na Sir Kap eh. Kasi, Kap na eh. Kapitan eh. So, huwag mo naman tawagin Sir Kap. Kap na lang.
Philippe: I love it. Tell us, where can we get your book? Where can we find your book? I’m sure, there’s a ton of people who wants to buy your book.
Cap: Ano, they can directly message me sa Facebook page. Look for me at Kap Hernandez. Meron akong Facebook page, Kap Hernandez, The Sales Introvert that’s my company/business page. Sa profile naman, Kap Hernandez, both sa LinkedIn and Facebook.
Message me, at yung team ko ang mag-aasikaso sa inyo kung paano makukuha yung book. Wala pa sa Shopee or Fully Booked, pero plano namin next year na masama na rin sa Fully Booked at National Bookstore.
Philippe: We’re looking forward to that.
Cap: Thank you.
Philippe: They can order that through your pages, right?
Cap: through my pages, yes.
Philippe: I lalamove na lang nila, Free shipping ba? How much, how much is it, ano, how much are you selling it?
Cap: It’s P799 plus shipping.
Philippe: Imagine, all the years combined with experience and great tips for just P799, right? And that’s very valuable. I think this works for not only anyone in the industry, real estate, insurance, retail, kayo na bahala, bas, I’m pretty sure that this is, I’m buying this today, right now
Cap: Thank you, thank you.
Philippe: Apart from, do you create video content for people that could watch?
Cap: Yes, meron ako, ano, mga video content, mga reels, and, again, next year, plan ko na mag, ano, mag long form content. I tried that the past, kayo na ba? I think last year or this year. Pero, I want to do more. And then, yung mga podcast ko ibabalik ko. I have several podcasts. Yung PGA Boys Night Out, then I also have Beyond the Noise. So, pang mga introverts talaga.
Philippe: Nice.
Cap: I also have Uncapped Potential. So, in-interview ko mga people who believes in continuous improvement.
Philippe: I love that. I love that. We should subscribe. Alright, thank you for all the details. We’ll be surely to follow you. yup, let’s just end the session like this.
