Polite Persistence: The Follow-Up Skill That Separates the Pros From the Pretenders

Every salesperson claims they “follow up.”
But let’s be honest – most people “sort of” follow up the way most people “sort of” go to the gym. They mean well, they try once or twice, and then…poof. The prospect disappears into the witness protection program and the salesperson shrugs like, “Well, I tried.”

No. You didn’t.
You dabbled.

Polite persistence is what real sales professionals do. It’s the art of staying top-of-mind without becoming the human equivalent of a spam folder. It’s the discipline of showing up respectfully, consistently, and with value – long after everyone else has given up.

Why Polite Persistence Works

Here’s the truth: most prospects don’t say “no.” They say “not now,” “not sure,” or “I’m drowning in 97 other priorities and you’re item #98.” Your job isn’t to bulldoze them into making room for you. Your job is to stay in the mix until the timing lines up.

People do business with the person who solves their problem and stays visible long enough to be remembered when the moment is right. I’ve had prospects close 5 years after I first met them.

And don’t forget: prospects are watching you. If you can’t follow up reliably when you’re trying to earn their business, what on earth will they assume about how you’ll behave after the sale? Polite persistence builds trust before money ever changes hands.

Polite Persistence Done Right

A few ground rules:

1. Follow up sooner than you think.
Waiting a week makes you look disengaged. Follow up in a day or two, especially right after a conversation. Don’t be over-eager…but be eager. Let people know you want to do business with them and will bend over backwards to exceed their expectations.

2. Keep it short.
A quick check-in, a reminder, a helpful resource – not War and Peace or your entire childhood backstory. (But don’t say, “Just checking in”)

3. Add value each time.
Share an insight, a tip, a relevant article, a story, or a brief video. Prove you’re more than just a “Circling back!” robot. “Hey, just calling to follow-up on that proposal,” is not adding value.

4. Stay human.
Use warmth. Use humor. Use empathy. Nobody wants to hear from a desperate fax machine.

The Bottom Line

Polite persistence isn’t pushy. It’s professional. It’s one of the easiest ways to stand out in a world of salespeople who quit after one or two attempts. If you want more deals, more referrals, more influence, and more income…master the art of the follow-up.

Because the fortune really is in the follow-up – but only for the people who show up long enough to collect it.