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The Center for Sales Strategy Blog

The Secret Weapon of Persistence: Key Insight from the Media Sales Report

The Secret Weapon of Persistence

Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole.

But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear me out: persistence is the secret weapon in your sales arsenal.

New Data Shows It Takes 5 Attempts To Secure An Appointment

Hold on, I know what you're thinking: "I don't want to be seen as a stalker. Why waste my time playing phone tag with ghosts?"

Here's the thing: in the  CSS Media Sales Report, 57% of salespeople say it takes more than five attempts to secure an appointment.

To get appointments with high-value targets, you need to provide a little more nurturing, a gentle nudge for them to see the value you offer.

Think of it like this: Imagine that prospect as a delicious, perfectly smoked brisket. This delicious, juicy brisket isn't going to magically smoke itself in a few minutes. No, you are going to have to spend some time creating a rub, applying pressure to get it to stick, and spending hours and hours smoking it to perfection. 

So, how do you become the brisket whisperer of sales?

5 Steps to More High-Quality Appointments

1. Follow Up Like a Boss (But Not a Stalker)

Don't bombard them with emails like a lovesick teenager. But a well-timed, personalized message following up on their specific needs or mentioning relevant industry insights shows you're genuinely interested, not just another faceless salesperson. I like to reach out every other day or so.

2. Get Creative with Your Communication 

Voicemails, emails, texts, carrier pigeons—the options are endless! Experiment with different channels to see what resonates. Maybe a handwritten note (gasp!) or a funny meme related to their industry will break through the noise.

3. Offer Value, Not Just a Pitch

Don't just rehash your sales script. Share an insightful article, offer to connect them with an industry expert, or provide a free consultation. Help them solve a problem, not just buy your product.

4. Be Patient, Padawan

Building relationships takes time. Don't get discouraged if you don't see results overnight. Remember, the squeaky wheel gets the grease, but the persistent, value-adding wheel gets the gold. It usually takes 2-3 weeks for a prospect to respond. Be patient, but persistent. 

5. Celebrate the Wins (Big and Small)

Every "yes" is a victory, even if it's just a prospect agreeing to a quick chat. Acknowledge your progress, big or small, to keep your motivation burning bright.

Embrace the Power of Persistence 

Remember, persistence isn't about being annoying or pushy. It's about showing genuine interest, providing value, and never giving up on the potential of a connection. So, chin up, buttercup! Embrace the power of persistence and watch your sales soar higher than delicious smoke from your brisket.

P.S. If you're still feeling discouraged, hit me up in the comments with your sales struggles. Sharing is caring, and who knows, maybe I can offer some battle-tested advice to help you turn those "no's" into "hell yeah's!"


Topics: sales process