Chapter 5

You nailed the demo, sent a killer proposal—and then disappeared for a week. Sound familiar? In Chapter 5 of Sell It Like a Mango, Donald C. Kelly explains why that vanishing act quietly kills more deals than any pricing objection ever could. Success, he insists, goes to the professional who shows up today, tomorrow, and every day after that. Let’s unpack how unwavering consistency becomes your greatest trust‑builder and deal‑closer.

1. Consistency = Credibility

People buy from those they believe will still be around after the invoice is paid. When you appear regularly—whether through follow‑ups, content, or quick “just checking in” value drops—you signal reliability. Over time, that steady cadence turns prospects into partners.

Ask yourself: Would I trust a doctor who cancelled half my appointments? Your prospects feel the same about sporadic sellers.

2. Momentum Compounds Like Interest

One email won’t flip a deal, but 30 days of value‑rich touches move mountains. Each outreach:

• Keeps you top of mind.
• Reveals new intel you can leverage.
• Builds micro‑agreements that pave the path to “yes.”

Miss a day, and the flywheel slows. String consistent days together, and the pipeline hums on autopilot.

3. Build a Ritual, Not a Wish List

Kelly admits he once struggled to prospect consistently—until he installed a strict routine. Borrow the blueprint:

1. Daily Prospecting Block – Choose a non‑negotiable hour and guard it like a flight booking.
2. Prime Your CRM – Start with hottest leads, then work down the list.
3. Rapid‑Fire Follow‑Ups – Send brief, value‑first check‑ins to anyone who’s gone quiet.
4. Relationship Touch – Reach out to an existing customer with a tip, resource, or congratulations.

Execute this sequence before checking social feeds or internal chats. Finish, then let the rest of the day unfold.

4. Measure What Matters

Without tracking, consistency is just a vibe. Log calls, emails, LinkedIn touches—whatever counts as “showing up” in your world. Review the numbers weekly. Patterns will jump out:

• Which hour yields the most connections?
• Which message format wins replies?
• Where do drop‑offs occur?

Adjust, repeat, refine.

5. Celebrate Micro‑Wins to Sustain Motivation

Some days you’ll book three meetings; others, you’ll collect polite rejections. Either way, honor the action:

• Tick off each completed task in your planner.
• Share a quick victory (or insightful “no”) with a teammate.
• End the day by noting one way your consistency helped a prospect.

Tiny dopamine hits keep the engine running when big wins lag behind.

6. Guard Against the Consistency Killers

• Inconsistency Creep – “I’ll skip prospecting just this once” snowballs fast. Stick to the schedule, even on light‑energy days.
• Perfection Paralysis – Better to send an imperfect email today than a flawless one never.
• Follow‑Up Forgetfulness – Let technology remember for you. Calendar reminders or CRM tasks are your safety net.

7. Kelly’s Mango Stand Proof

Back when Kelly sold mangos, foot traffic ebbed and flowed. He fought the urge to pack up early on slow days. By showing up every afternoon without fail, he became a fixture. Shoppers learned they could count on him for fresh fruit at any hour, and word spread. The same principle scales to million‑dollar SaaS deals: persistence breeds reputation; reputation breeds revenue.

Key Takeaways

1. Consistency breeds trust. Reliability speaks louder than any pitch deck.
2. Small daily actions compound. Like interest, their impact multiplies over time.
3. Ritual beats willpower. A fixed routine removes decision fatigue.
4. Progress loves measurement. Track activity to stay honest and improve.
5. Celebrate the grind. Recognizing tiny wins sustains long‑term momentum.

Reflection Prompts

1. How many days last week did you truly show up for prospecting?
   
2. What part of your daily schedule can become a sacred sales block?
   
3. Which tool or habit will ensure no follow‑up slips through the cracks?

Remember: the marketplace seldom rewards the one‑hit wonder. It champions the professional who appears again and again, rain or shine, bringing value every single time. So set the alarm, open the CRM, and keep showing up—because consistency isn’t flashy, but it’s unstoppable.