How To Be Persistent (Without Feeling Like a Stalker)

November 23, 2011 at 9:25 am | Posted in sales, Uncategorized | Leave a comment
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Being persistent is a good thing right?

Albert Einstein, Thomas Edison, Michael Jordan, Babe Ruth and the list goes on and on of people that kept working at something until they achieved success.  So we agree…persistence is an important and positive quality!

But it’s also important to recognize that being persistent will often be received /perceived quite negatively and what you assume is a success tactic can be viewed as merely bothersome.

So, how might we make certain to not alienate our prospects by our (positive) persistence:

  • Remember that although it is extremely important for you to make contact with your prospect it just might not be that important for them! Timing is everything and your attempts might be coming to them at an extremely bad time when they have other, more mission critical events taking place. (Mellow out!)
  • Are you remembering to “add value” to the relationship even before there is a relationship?! “Checking in” and touching base” in  your attempts to get through are usually perceived by prospects as a waste of their time and ultimately self-serving. Rather than approaching your prospects in this manner, endeavor to use the three I’s (information, invitations and introductions) when attempting to get in touch. You’ll be amazed at how much more responsive your prospects will be if they see that there is “something in it for them.” (Call me if you want more details on the 3 I’s.)
  • Try to find out to which means of communication your prospect is most responsive. Phone? Email? Text? For example, don’t waste your time calling someone if they are totally phone adverse and respond most readily to text or email.
  • Lastly…always use the phrase “I hope you can appreciate my persistence.”  This statement positions your positive follow-up (yes, persistence)  in a very positive light and helps to ensure that you don’t sound apologetic or belligerent.

Any questions?  Call me and I’ll be happy to give you some more tips on how to be effective with your continued and ongoing follow-ups.

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