“Annoying” Salespeople Win - Here’s Why

Follow-up gets a bad reputation, but we think the real problem is fear. If you’ve ever held back because you didn’t want to annoy a prospect, we unpack a different lens: when someone enquires, they’re asking you to help solve a problem, and consistent follow-up is part of doing the job well. We talk about the personality side too, especially how introverts can follow up confidently without feeling pushy.

From there, we explore why repetition in advertising works even when it’s loud, frequent, or genuinely irritating. The point isn’t to be obnoxious, it’s to earn a permanent spot in someone’s memory so you’re the first name they think of when timing changes. We compare sales follow up to brand recall, and why “top of mind” often beats “best deal” when a buyer is ready to move.

We also get practical about marketing measurement and advertising attribution. Radio and TV can feel impossible to track, so we share the simplest bridge from offline to online: a clear, isolated call to action like a unique URL or promo code. And because we can’t help ourselves, we finish with a lighter detour into performance habits, from cacao powder for antioxidants to backward running and sled pulls for knee-friendly training.

If this helped you rethink persistence, measurable marketing, or staying sharp day to day, subscribe, share the show with a mate, and leave a quick review so more people can find it.

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Transcript

Follow-Up Without Fear

SPEAKER_01 0:00

So around marking fundamentals, follow-up. I think that's a big one. Most people are familiar with the concept of follow-up in marketing and selling. And, you know, if someone makes an inquiry, what do you do off the back of that and follow up?

SPEAKER_00 0:10

I feel that's a personality thing, the follow-up. Obviously it can it must be done, but I feel like it suits certain personalities more than other personalities. For the introvert type, and we have had team members who are more of the introvert, where they feel that the follow-up is along the lines, oh, I don't want to upset the customer. Well, in my eyes, there's no chance of a customer ever being upset because someone is eager to do business and eager to do it.

SPEAKER_01 0:34

Eager to solve their problem.

SPEAKER_00 0:35

Eager to solve their problem.

SPEAKER_01 0:36

Yeah, exactly right. And they've made the inquiry. So off the back of that, you know, it's your job to do what you've got to do within within reason and within what's um what's fair to help solve that problem for them.

SPEAKER_00 0:47

I drive a Mini Cooper, and when I purchased the vehicle, I had the salesperson just contact me every month and then subsequently every two months, just updating me on new cars. And he he and I would both know we just bought bought a car. There's no way we'll be purchasing another car. But the cause came in thick and thin anyway. Sometimes it was for servicing, sometimes it was for cheaper rates. And then when it came for us to upgrade a new car for five years later, the lease is up. We wanted to consider another mini. Guess who I was thinking of?

SPEAKER_01 1:18

That's exactly right. The first thing that came to mind.

SPEAKER_00 1:20

Yeah, and and don't get me wrong, monthly calls when I'm working nine to five, I am annoyed. Right? I just want a car for you. What would you want? Another car within six months. That's a great point. That's a great point. You can still be annoyed. Yeah, I'd still be annoyed, but I respect that this guy clearly cared.

SPEAKER_01 1:37

Yeah.

SPEAKER_00 1:37

And so, okay, he's the first person I'm gonna call.

SPEAKER_01 1:40

It's a great point. It's a great lesson because you're right, people they don't want to piss off. You don't want to piss other people off by being too persistent or or being a nuisance or perceived as a nuisance. But at the end of the day, if you're putting yourself out there and you get in front of them, who are they gonna think of? Yeah. You know? Yeah. It's the same when you see frequent ads on, like the same person running the same ads, whether it's a marketing agency or whether it's some other service provider, the same ads initially that might annoy you, all of a sudden they target you with the other ad, which is all about the case study, they target you with the other ad, which has them, you know, delivering the service, and you go, okay, well, as much as irritated by this, you gotta respect it.

SPEAKER_00 2:16

It sticks in your mind. I'm not sure if you're young enough to see the back in the days when people used to watch TV, the Harvey Norman ads, or the Bing Lee ads, are the big electronic movers in Australia. Where their ads are so obnoxious, they're so loud, bright flashing lights, and they dial up the volume all of a sudden. Yeah, and you don't like them, but they work.

SPEAKER_01 2:37

Well, Frank Walker from National Tiles. There's one. Who's he? He's all over the radio. I don't listen to radio. Well, there you go. For those of us that are too old and do, yeah.

SPEAKER_00 2:46

So Frank Walker sells tiles and he had a loud voice on the top.

SPEAKER_01 2:49

Oh, very loud voice. He's yeah.

SPEAKER_00 2:50

Screaming about how cheap his towers are, clearly.

SPEAKER_01 2:52

Absolutely. Yeah. There's a new sale on every week. They've they're everywhere.

SPEAKER_00 2:56

And if and you just moved uh or moving homes, uh, you will be moving homes. Yep. If you're thinking you need to renovate your bathroom, who will you be thinking of?

SPEAKER_01 3:04

Well, Frank Walker from National Tiles. Who else? There's actually no bandwidth and capacity to think of another brand.

SPEAKER_00 3:10

He's just he's accumulated it. True, market leader. There's a market leader in each segment, and he's a market leader in tiles.

SPEAKER_01 3:15

And I would love to see the numbers in terms of a cost per acquisition. And because his campaigns, I mean, they've they've been running for years and years and years. He's obviously spending a lot of money sponsoring a lot of ad, a lot of radio stations and that. So yeah, it'd be very interesting to see the numbers. You wouldn't be persisting if it doesn't if it doesn't work.

SPEAKER_00 3:32

So that's a hard thing.

Why Repetition Builds Top Of Mind

SPEAKER_00 3:34

Then maybe you might be able to answer this more than others because you're the marketer, I'm not the marketer. I'm in I do marketing products, but are there certain channels where you simply cannot measure? Now, for example, um, this company does a million dollars in revenue a year, and then they run an ad campaign, radio or TV, and the number may move up or may move down. How can you possibly know or can or attribute that ad campaign to the success or failure for next year's revenue?

SPEAKER_01 4:00

Only if they follow a certain call to action that you isolate within that particular channel. So let's say, for instance, it's a radio ad and you ask them, okay, well, visit www.whatever.au and put this code in. Or go and download this free report that we've provided on this site. That would be the only way that you could measure it. I I can't think of another way you could measure from offline to online um without having a very specific call to action and knowing, well, they are only going to be coming from this particular channel. So that means minus everything you can measure.

SPEAKER_00 4:29

So so most of the attributes, marketing um activities, you cannot measure then. Because I listen, it's currently Jackie, oh, maybe once every six months or something.

SPEAKER_01 4:37

Yeah.

SPEAKER_00 4:38

And they will have ads. There's no way that they will know that me hearing an advertisement there has led me to walking to their stores.

SPEAKER_01 4:45

Yeah, and it's the frustration of a lot of marketers. Yeah. Fascinating. Yeah.

SPEAKER_00 4:49

Fascinating. So as a marketer, and and you'll be talking to owners of businesses all the time. What would you say to them?

SPEAKER_01 4:55

Well, we start with it things that we can measure. Yeah. So we're always we're always running things that we can measure to begin with. The types of businesses I I work with aren't those large enterprises where they can afford to just set a budget and go, okay, well, we're going to allocate 60% of it to TV and 20% of it to online and that kind of thing. So we're only doing things that we can measure.

SPEAKER_00 5:15

I guess it's no surprise then that I read on an article once that the of the C-suite executives, CEOs, CFO, CMO, chief marketing officers, and the other C-suite officers, the position that tends to have revolving chairs where they release them very quickly and hire very fast as well, is the marketing officer. Their role is the most imperil out of all the all the chief executive roles.

SPEAKER_01 5:38

Yeah, yeah. Well, they're the scapegoat at the end of the day. But they are responsible for business development and they are responsible for attracting customers. So at the end of the day, if the numbers don't stack up, who else can we grab?

SPEAKER_00 5:51

We may have we may have selected the wrong career choice.

SPEAKER_01 5:54

Potentially, potentially, but you know, it's a performance game. I mean, every everything is measured by perform at the end of the day. But I don't, yeah, I I I have no doubt that your stats are spot on with that because certainly the the larger companies that I've been in, the CMO, has been the one that's been you know revolving door or churning very frequently.

SPEAKER_00 6:10

Yeah, yeah. Interesting, interesting. Expectations from chairman and CEOs and business owners will be always be high. We just want more growth, more growth, more growth. And if it doesn't deliver, they're not gonna release the financial officer, are they?

SPEAKER_01 6:25

Probably not. Probably not. Yeah, yeah. At the end of the day, I mean that look, the the person in charge of the marketing budget, they're the ones that allocate where it goes and they're the ones making the big decisions on yeah.

SPEAKER_00 6:35

So yeah, very tough gig. Very tough gig.

SPEAKER_01 6:37

I think so, definitely. Yeah, yeah.

SPEAKER_00 6:38

Are you gonna ask me what I'm drinking?

Measuring Marketing And Staying Accountable

SPEAKER_01 6:40

I am. What is that? I thought it was bone broth, but you're you're indicating it's something else.

SPEAKER_00 6:44

No, it's cacao powder. Cacao powder. Yeah, cacao powder. Mixed with water? Mixed with water. Okay. So it's different. So a couple of weeks ago.

SPEAKER_01 6:52

But hang on, but it's not it's not a hot chocolate.

SPEAKER_00 6:53

No, it's not. There's not. There's no sugar in it. Okay. So cacao powder is purely for antioxidants and a range of other benefits for brain health. I determined a couple of days ago that purely drinking water just by itself is a little bit of a waste because the amount of nutrients a person's body needs in order to be a high-performing individual, um, drinking water is a waste when you could, I mean, when you can combine it with cacao powder or green tea, or apple cider vinegar, or any sort of berry type of juice or powder.

SPEAKER_01 7:21

Interesting.

SPEAKER_00 7:22

Um, these are all low sugar alternatives and options, but helps you put in vitamins into your body naturally without needing to pop pills. That's very smart.

SPEAKER_01 7:30

I like that.

SPEAKER_00 7:30

How many a day are you drinking? So I drink two tablespoons of cacao powder, I drink half a tablespoon of green tea powder, I drink maybe five tablespoons of apple cider vinegar. It's not together. Not together. I have tried it together. And it tastes as bad as it looks. Interesting. Yeah, it's really, it's really, really disgusting. And then in some instances, uh, I don't do it, but I know of people that will put creatine in it. Yeah, right. Because it's uh good for muscle growth, I think, for creatine.

Cacao Hydration And Knee-Friendly Training

SPEAKER_00 7:58

Yeah, yeah. I'm not the most tasty.

SPEAKER_01 8:00

Hydration in the cells, yeah.

SPEAKER_00 8:01

Hydration, well, that's another one. I I drink hydrolite as well. I don't need hydration as much, I feel, but that's just a personal preference.

SPEAKER_01 8:08

Well, all the video content you're filming, you're running around. You've got to replace those electrolytes. I do, I do.

SPEAKER_00 8:13

So what do you do to keep fit?

SPEAKER_01 8:15

Uh running at the moment, yeah. Running and touch football are my two two favourite things at the moment.

SPEAKER_00 8:19

So okay. What what distance?

SPEAKER_01 8:21

Um, only about 5Ks at the moment. This is not far. But it helps keep the joints in check. I've had knee surgery previously, so I try not to overdo it a little bit. Yeah, yeah. So I try not to overdo it a little bit, but I do want to increase that to probably between about seven and ten Ks.

SPEAKER_00 8:35

But I'm working on it. I I've read that running backwards is great for knees. I've done that too. And I've done it myself. So a couple of years ago, I started get achy knees, age, everything. Um running basketball tends to wear it down. Um, I didn't want I hate doctors because the moment you see a doctor, they always choose to electosurger, to do surgery. Off and I don't want operation um because it wasn't nearly as bad as it is. And so I read a couple of videos, I spoke to a couple of friends, and I started doing running backwards as well as pulling a sled, a weighted sled backwards. For some reason, there's only one or two gyms in Sydney that has it. I don't know why this is such a hot commodity, but the ones that I did went went to, it was brilliant. Um, over the course of two weeks, all knee pain gone.

SPEAKER_01 9:18

Yeah, you're joking.

SPEAKER_00 9:19

Yeah. Yeah. It was 100% gone.

SPEAKER_01 9:20

So better than any pill, better than any surgery?

SPEAKER_00 9:22

To this day as well. Um to this day, I would do a backward, I would pull a backward sled maybe, I haven't done it in a while, but maybe once a month.

SPEAKER_01 9:29

Yeah.

SPEAKER_00 9:30

Just to keep up the muscle. And wow, what a what a big difference that makes.

SPEAKER_01 9:35

You could probably buy a sled, I reckon. I've seen a few online. If you go down to a park, you could probably.

SPEAKER_00 9:38

I wouldn't know where to put it.

SPEAKER_01 9:40

Yeah, true.

SPEAKER_00 9:41

Yeah. You put it outside, you'll get rusty. You put it inside, that'll be a bit odd.