There is a fine line between being proactive and being a pest. I like to call my follow-up method “sweet but persistent” or SBP for short. Being SBP means that you're tenacious but in a kind way. To be successfully SBP, you must take to heart a few truths: It's not about you. When you approach follow-up with your client's needs in mind, the focus shifts from transactional to consultative—you're trying to help them find a solution rather than sell them on your product. You’re serving, not selling. That’s a huge difference. Bonus: It gives them a preview of what it’s like to work with you, which may be a welcome change from the sea of other competitors. It really is about you. If you’re never getting through to your intended audience, there may be a reason why. Are you coming across as overly aggressive and pushy? Or you’re maybe sending the same, canned pitch to every prospect? Take a beat to reevaluate and customize your approach. Relationships are key. The bottom line is this: People will always choose to work with (and buy from) people they trust and with whom they feel comfortable. Think of your follow-up (and really, any human interaction) as a way to build and maintain exceptional relationships. #leadership #sales #relationships …see more