Friendly Persistence.
Those are magic words in business. It’s really what separates people who do just OK from people who do well. It’s an attitude or mindset that embodies the following:

1. I have something of value to offer. I’m proud of that. I’m not ashamed to promote myself.
2. I will build the communication skills to convey this value to others. They may not see this value unless I show them.
3. If someone shows interest, I’ll engage with them and find out about their needs and see if what I have fits for them.
4. If they are uncertain, I’ll educate them, tell them stories, show them proof that the value is there.
5. If they are not ready now, I’ll follow up with them later. I’ll have more information to communicate the value.
6. I’ll find a way to do business that is win-win. I’m willing to negotiate and find a solution that works for all.
7. If someone doesn’t do business with me, I’ll remember that you can’t sell to everyone and I’ll move on.

This mindset of friendly persistence may be the most important thing you can cultivate in your business. Not only will you be more successful, you’ll be happier.

Source: The Art of Friendly Persistence – Robert Middleton – More Clients Newsletter 10 April 2007