How to - Be Persistent But Not a Pest
It seems that more and more, I’m hearing stories and (experiencing the situation myself) of people who, having asked you to go to the next step, vanish when you get there! It may be a case of "Hurry up and wait," or maybe the urgency just isn’t there. It might be that ‘they’ find themselves distracted by something easier or more urgent, and a few of them actually hide out, feeling badly that they spoke before thinking.
However, those of us who don't have a clue what has transpired, operate as if nothing has! We continue to follow up, leave messages, offer ticklers, and try to get things back on track, once we realize they aren't even on the track any more. At some point, what is supposed to feel like being a thorough professional doing follow up has morphed into being an unwelcome pest who isn't taking the hint.
Follow Up and Follow Through are the things that attract clients, colleagues, and customers, not repel them. These are the people who gave you all the cues and green lights to move forward, and then asked you for the next step. So how do you keep your enthusiasm up during the process of follow up?
WHEN YOU FOLLOW UP
Identify what you CAN control. Many things are out of your control. You have no idea what is going on with the other party, but you do know that after initial enthusiasm, there is a lot of silence. So focus on what you CAN do, not what the other party could do. might do, said they would do and won't do.
Continue to behave professionally. Follow up, but not too much. Once a week is probably too much if you are not getting any response to your efforts. Once a month might make more sense for them.
Have a waiting strategy. Try to get clarification about where this priority lies for the other person and be clear about where it lies for you.
Have some distractions. Other clients or projects that need your attention (even if they are not as attractive) can keep you occupied and away from the phone or computer so that you aren't tempted to try and connect with the individual 'just one more time.'
Don't give up too soon. Persistence is NOT a dirty word. But have another reason to contact them besides the follow up: an article or upcoming event they might find interesting, or a revised suggestion from your initial conversation, requesting their input.
Ask. Call them again and try this: "Biff, I've been following up with you for a while now. don't want to be a pest. Should I close this file/issue/idea until a later date or would you like me to continue to follow up with you?" This allows them a graceful way to get out of the situation and not feel that they have offended you. Allowing them to save face may buy you some good will for a later opportunity.
It's really just good communication that is needed to maintain the connection. The most effective interaction between people is two-way communication.
Labels: Persistence
