Someone asks me this question at every workshop. They want an exact breakdown. Is persistence one follow up call? Two? Persistence means calling/contacting until your communication with a client or a prospective client reaches a conclusion. That conclusion can be “yes I want to work with you” or “I’m interested in working with you but not right now, call me again in 6 months” or “I don’t see a fit for this project in our company” or … . There’s a wide variety of possible conclusions but each one ends a cycle of communication. That’s what persistence achieves. When you aren’t persistent, if you begin a cycle of communication with someone and don’t complete it, what are you saying about yourself? About your company? You clearly tell your clients and your potential clients that you cannot be trusted to follow through, that you do not achieve results, that you lack dedication. When you begin a cycle of communication is it YOUR JOB to complete it. This is persistence and when you have it and you use it you will receive respect from everyone. And you’ll see an increase in your client base. A small note about this blog and technology … there’a bit of a hiccup we are working on in terms of notifying you when this blog has been updated. I hope it will be dealt with soon and I thank you for your patience. Have a great week!