Persistence is a good thing. However, to be perceived as persistent yet not a nag requires the mastery of the following skills:
- Respect. Persistent salespeople are very aware of their prospects' and customers' time. They respect others' time constraints and understand that their priorities most likely don't include listening to lengthy sales pitches.
- Value. When reconnecting with someone in a persistent mode, it's absolutely necessary to have something of value for them. Don't be tempted to just "follow up" or "check in." Instead, have information, an invitation or an introduction to present to them. You'll be deemed far less self-serving by bringing something of value to their table, and they'll be far more receptive to your repeated attempts to get them to buy something.
- Sensitivity. Knowing when to rein it in is essential. Even though you can't lose what you don't have, you can irritate prospective customers so much so that they will nix you from all forms of communication. Once again, respect and consideration are the rule.
The best salespeople are skilled in remaining persistent and not getting discouraged while never crossing the fine line of being a nag or nuisance. Being able to do this is one of the most valuable skills that a sales professional will learn and it requires ongoing practice to refine and master.
