The Power of Persistence: Why “In Your Face” Follow-Through Wins More Deals
(Posted on Tuesday, June 17, 2025)
If I ever wrote another book, I think I’d call it In Your Face.
Not in the loud, confrontational, shout-down-the-room kind of way.
I’m talking about presence—the kind of conviction it takes to close a big deal, secure the meeting that keeps slipping away, or finally move the ball forward when everything feels stalled.
Lately, I’ve been thinking a lot about the difference between people who get things done—and people who stop just short. And one recent conversation drove it home.
When Persistence is the Differentiator
I was talking with someone who couldn’t close an opportunity that had been sitting on their plate for weeks.
Later that night, I came home and said to my wife,
“I just don’t get it. Why can’t they get it across the finish line?”
She looked at me and said,
“Well… I know what you would’ve done.”
And she was right.
Booking the Flight Before the Meeting Exists
I’ve been known to get on a plane without a confirmed meeting—just to be in the right city at the right time.
I’ve called someone after landing and said:
“Hey, I happen to be coming through. Are you around this afternoon?”
Was it risky? Sure.
Was I prepared to sit there until I got the meeting? Absolutely.
And more often than not, that meeting happened.
Why? Because I didn’t wait for permission.
I showed up.
And that is often the difference between almost and closed.
The Problem with the “One and Done” Approach
Far too many professionals take the first “no” as the final answer. They try once, get discouraged, and walk away.
But success in business—especially in sales, partnerships, or deal-making—is rarely a one-shot play.
In fact, 80% of sales require five follow-ups after the initial contact, yet 44% of salespeople give up after one follow-up (source: Brevet Group).
Read that again. Most people quit before the game even gets started.
Persistence isn’t just a nice trait.
It’s the most underutilized competitive advantage in today’s business world.
The Ask-Ask-Iterate Method
Here’s the approach that’s worked for me time and time again:
- Ask – Make your initial pitch or outreach.
- Ask again – Follow up. Clarify. Stay on their radar.
- Come back smarter – Present a refined version. Incorporate feedback. Adapt.
This isn’t about being pushy. It’s about being attentive and iterative.
You’re not showing up to wear someone down—you’re showing that you care enough to evolve the ask until it fits.
Why Persistence > Genius
I’ve worked with brilliant people over the years—visionaries, creatives, technical geniuses.
And you know what I’ve learned?
Plenty of brilliant people don’t succeed.
Not because they aren’t capable.
But because they stop one pitch, one iteration, or one follow-up too soon.
The people who win consistently are the ones who keep showing up—with conviction, resilience, and follow-through.
I’ve been told I’m not passive-aggressive—I’m aggressive-aggressive.
And while most people wouldn’t describe me that way, the truth is:
When I want to make something happen, I do everything in my power to make it happen.
That’s not ego. That’s effort.
And in a world where most people stop at just enough, that extra follow-through?
It makes all the difference.
Final Thought: Stop Waiting for Permission
If there’s one takeaway here, it’s this:
Stop waiting for the invite.
If the deal matters—make the call.
Book the flight.
Send the follow-up.
Do the work to earn the meeting—even if it means showing up before anyone asks you to.
Because in the long run, the people who persist—with purpose and humility—don’t just close deals.
They build reputations that precede them.
Want to Go Deeper?
If you’re trying to move something forward right now—ask yourself:
- Have I followed up more than once?
- Have I iterated on the offer?
- Have I shown that this matters to me?
And if not—what’s stopping you?