The Pitch Episode 9: Persistence Pays

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Don’t give up so easily. Master the pitching skill of persistence and your competition will be nowhere in sight. Learn how to develop a persistence pitch plan that keeps you top of mind.

The Pitch Episode 9:
Persistence Pays

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How many times do you try before you give up? Two or three times perhaps? In a world where waiting is a waste of time, persistence is becoming passé. However, if you master the pitching skill of persistence it truly can pay off because your competition will be nowhere in sight. Everyone is busy, and technology has increased our business tenfold. So just because someone doesn’t respond to your pitch, or tells you to call back later, doesn’t mean they are not interested, they may be just too busy. Don’t give up so easily. If you are persistent in your follow-up the person you are pitching will be appreciative in the end, especially if they need what you are offering. Here’s how to enhance productive persistence: First, if you catch the person on the phone and they can’t talk, ask for a better time for you to follow-up. If given a time and date, mark it in your calendar and follow-up exactly at that time. This way when you call them for the second time, lead with: “Hi, you asked me to give you a call today at 2 p.m.” With a lead-in like this the person you are pitching pauses because now they realize, you did exactly what was asked and they will most likely feel guilty for not taking your call. Another scenario that can happen is the person may ask you to just “email them” – At first this response can be totally deflating, as you imagine your pitch going into their virtual email black hole, but again, do exactly what is requested and add to the subject line of your email something catchy like: “Thanks for taking my call – Here’s the info you requested.” Then end your email with a direct question and date to close your pitch. Remember that a “no” or “not interested” is better than a no answer, and you can always give someone permission to say no. If I feel I’m reaching my persistence threshold, I’ll say something like, “If you are not interested just let me know so I don’t keep bugging you, but I’m happy to continue to follow-up with you as much as you need me to because I know you are busy.” “The Pitch” challenge today: identify two hot leads you are trying to close. Develop a persistence pitch plan that keeps you top of mind at least every third day, or per the follow-up schedule dictated to you. Don’t give up until you get a yes or a no. And most importantly be patient in your persistence and document how and when it pays off so you are reminded to never give up.

Apply:

How many times do you make an ask before you typically give up?
What holds you back from being more persistent?
What are some ways you can start being more persistent without crossing the line of being too annoying?

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