When working with others, our goal is to be persistent enough to be the first person who comes to mind when someone is considering what you have to offer.   The trick is to be persistent without being pushy… Is there a difference between being persistent and being pushy?  You bet there is!  The challenge is finding the line between the two.  The definitions are fairly clear.  Persistence: continuing firmly in a course of action in spite of difficulty or opposition.  Pushy: excessively or unpleasantly self-assertive or ambitious.  

“In sales, you need to be persistent, but you will never win in the long term by being pushy. The challenge is usually found in knowing the difference.”

That sounds easy enough, but talk to those who sell for a living. They’ll be the first to tell you that the line between these two adjectives and subsequent intentions is tougher to find than you might imagine.  Sales managers will encourage the sales people they manage to stay front of mind of their prospects.  Sales cycles are not like accounting cycles; sales cycles can change dramatically from quarter to quarter, based on industry and economic changes.  The only way to stay on top of this is to be persistent.  

Makes sense… until you listen to the client’s side of this. They don’t always interpret our persistence quite the same way.  One of the people I coach gave a perfect example for us to consider: She was trying to stay top of mind with one of her clients, and the customer said this: “I appreciate you, but I need to you to chill for a beat.  Tell your bosses to take it easy; we will decide when we decide!”

The reality is the biggest difference between being persistent and being pushy has less to do with how often you reach out, and everything to do with the value you provide when you do reach out.  Let’s look at some approaches to making sure when you reach out, you’ll be viewed as persistent rather than pushy.

• Get your client’s consent.  Clients react to follow up in different ways.  Culture can play a part in how your persistence is perceived, as well as personality.  It might be best if you ask your client how he or she would prefer you follow up with them, thus letting their personal preference be a part of your planning. That can take the guesswork out of the equation.  
• Stay organized.  You don’t want to hound someone by calling them too many times in a row, or bombarding them with messages, and that means you need to be organized. Be methodical in how you keep track of the moves you make.  Staying on top of this information also lets you stay in control of your strategy.
• Try and make every interaction personal.   One of the most basic ways to do that is by using the prospect’s name, and by mentioning any specifics you know that might pertain to them. By being prepared in this way, you can instantly improve the conversation and  your message. Rather than coming off as a pushy, you make it clear that you have an interest in getting to know this person and seeing how you can help them as an individual.
• Have something to offer when you reach out.  Rather than calling and asking for someone’s business, remind yourself that you’re reaching out to share something of value with them. Maybe it’s an article you want to share with them, or an insight into their options, or even just making yourself a resource for them. Being generous with what you have to offer can help your follow-ups have the right tone, and it will certainly increase your chances of success.

If you want to stay on the right side of the persistent vs pushy dance, it really begins with knowing your customer, and the value you bring to the relationship.  That will keep you in rhythm with your clients and respected for your persistence.

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What do you get when combine energy, enthusiasm… and great content?  You get a “Pocket Sized Pep Talk!”  Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and oh yes; entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

 

 

 

 

 

 

 

I was also on, “It’s Not Rocket Science! Five Questions Over Coffee,” a fun podcast with Stuart Webb.   You can listen to the podcast here: https://thecompleteapproach.substack.com/p/five-questions-over-coffee-with-rob#details

If you are looking for something to listen to on your next coffee break you might enjoy this brief chat between me and Tom Bailey, Founder of Succeed Through Speaking and the Succeed Through Speaking podcast. Listen closely if you would like some high value ideas to boost your business results.

You can read the transcript here – https://bit.ly/3BOfU7o

You can watch the podcast here – https://youtu.be/w-QgGvweE2M

You can listen to the podcast here – https://apple.co/2YVGWuN

I Zoomed my way to India to speak with Motivational Diaries, and Ashish Janiani.  We spoke for about 30 minutes about sales processes and training for success. 

   Sales Process To Sales Success || Interview With Robert Jolles – YouTube

If you want to read some “Life Lessons” I was able to share in a recent interview, you’ll find them here:  https://worldclassperformer.com/short-life-lessons-from-robert-jolles/

I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion.  We go way back in this conversation to my first memories of performance… at age four!  I’m sure you’ll enjoy it!  https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman

I took another spin on, “The Abundant Accountant” podcast, and talked about a number of issues including  why sales training so often fails found here:  https://theabundantaccountant.com/episode-101-why-sales-training-for-accountants-and-tax-firm-owners-fails-and-how-to-avoid-it-with-rob-jolles

I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show.  As she puts it, we “Cha-cha-chatted!”  If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles

I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall.  His podcast is called, “Listen Then Speak.”  I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show!  https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472

I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website.  We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories.  Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134

We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb.  We go over some great stuff including:

• How to Select the Best Equipment for Online Presentations
• Pro Tips for Sustaining Interest in Online Presentations
• How to Look Like a Pro!
• Public Speaking Anxiety Tip
• Virtual Office Setup for Online Presentations

You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL

I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/

I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/

After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?”  Take a moment and listen to this podcast; “SalesChats” with John Golden.  If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s