Where most deals are won and lost.
WHY IT MATTERS
Most sales require several contacts, and most sellers stop after one or two.
WHAT THAT MEANS
Persistence alone separates you from most competitors.
WHAT PERSISTENCE IS NOT
Repeating the same message Contacting without purpose Pressure
WHAT IT IS
Contact with something useful each time.
WHAT USEFUL LOOKS LIKE
An answer to something they raised Something relevant you found A specific question A relevant example
WHAT TO AVOID
Just checking in Circling back Following up on my previous message
WHY
They ask for attention while offering nothing.
WHAT TO DO INSTEAD
Give a reason for the contact.
WHAT CADENCE WORKS
Spaced, over weeks, then months.
WHAT TO AGREE AT THE END OF EVERY CONVERSATION
The next contact, and when.
WHY
It removes the need to follow up unprompted.
WHAT TO DO WHEN SOMEONE GOES SILENT
Ask directly whether it is still live.
WHAT TO SEND EVENTUALLY
A closing message: assuming it is not proceeding, available anytime.
WHY THAT WORKS
It frequently produces the reply, and it ends cleanly otherwise.
WHAT TO DO WITH DEALS THAT DIE
Keep them, and return in months.
WHY
Situations change.
