> There is a fine line between persistence and annoyance. I once had a journalist write me after we had an announcement that was covered by the press, “Why didn

> There is a fine line between persistence and annoyance. I once had a journalist write me after we had an announcement that was covered by the press, “Why didn’t you let me know?! I would have written about that!” I had sent him three emails about the upcoming announcement to which he never responded. And that's the reason folks why people follow-up. People might share a deep repulsion towards them and until recently, even I abhorred the idea. But, I have seen people I emailed respond a few weeks after I sent a follow-up—the point when I assumed I am pestering and the other guy is getting infuriated. My email wasn't about selling something, it was a small question around someone else's work but the general principle applies. I am not courageous—salesman-type courageous—to send more than one follow-up but I have consistently seen people winning big deals in the third or fourth one. It's undeniable that many people will get vexed in the process but there's hardly any salesperson in the world who didn't annoy that many.