By Fabian Bartnick
A skill every revenue manager needs! I forgot about it. Now it’s back 🙂
It all began during our journey to Milan last week. My family and I were listening to the Million Dollar Weekend podcast, which featured a discussion about the power of follow-up and how every “no” can breed countless opportunities for sales. Downside none, upside unlimited.
It was an insightful session, but it wasn’t until later that evening, when we took the tram home from seeing the city, that the lesson truly hit home.
The Persistent Power of a Nine-Year-Old
After we arrived in Milan and settled in, went for dinner and took the tram back to the hotel.
Up until now it was one of those days where everything seemed perfect—except for one small challenge: Hayden….
Hayden, was determined to watch TV when we get back knowing he had to be in bed as it was late already. In the tram, he began his relentless campaign. “Can I watch TV?” he asked.
Sab, showing her usual resolve, responded with a firm “No.” But Hayden didn’t give up. He kept asking, not just once or twice, but throughout the entire tram (30min). He did not stop!
Eventually, Sab relented, as she does when she is beaten: “Can I watch TV? Ok, thank you, ok Mami?” …. “Ok Hayden, Ok!” Hayden’s eyes lit up, and he turned to me with a smile, saying, “See, Papa? The Power of follow up!” 🤣🤣🤣🤣
As I sat there, I realized that Hayden had just perfectly illustrated the very principle we’d heard about earlier that day. I explained to him, “Mama didn’t say yes because she wanted to; she said yes because you kept annoying her to a point where she gave up.”
“Who cares, win is a win Papa :-)!” … Hayden knew. He knew the game well!
Lessons for Revenue Management: Unlimited upside
As a revenue manager, actually in every day life, this small, everyday experience was a powerful reminder of how persistence can make all the difference in our work.
We often face resistance—clients declining offers, partners pushing back on rates, or stakeholders needing convincing. But just like Hayden’s determination to watch TV, our ability to follow up, adapt, and persist can turn a “no” into a “yes.”
- Persistence Breeds Success: In revenue management, a “no” isn’t the end of the conversation—it’s an invitation to dig deeper. Whether you’re negotiating with a client or adjusting your strategies, persistence can lead to success. It’s about not giving up after the first rejection but instead finding new angles and opportunities.
- Strategic Follow-Up: The lesson from Million Dollar Weekend resonated with me deeply: follow-ups are where deals are made. But it’s not just about asking the same question repeatedly. Each follow-up should add value—whether it’s new data, a better offer, or a tailored solution. This is how we turn resistance into results.
- The Importance of Timing: Just as Hayden knew when to push his request at that point in time for as long as he did, we, too, need to recognize the right moments to follow up. Understanding when a client might be more receptive or when market conditions are in our favour can significantly impact the outcome of our efforts.
Bringing It Home
That night in Milan, Hayden taught me that persistence, coupled with strategic follow-up, is a powerful tool in revenue management.
The journey from “no” to “yes” is often a test of our patience and adaptability. It’s not always easy, but as revenue managers, it’s our ability to stay the course, refine our approach, and keep the conversation going that sets us apart.
The Million Dollar Weekend’s message was clear: don’t be discouraged by a “no.” Instead, see it as an opportunity—a challenge to find a new way forward. Whether it’s securing a deal, optimizing rates, or driving revenue, the power of follow-up is our greatest asset.
So, next time you’re facing a “no,” think of Hayden, think of that dinner in Milan, and remember: persistence isn’t just about asking—it’s about how many times you’re willing to ask and how you adapt each time. In the end, success often comes down to who’s willing to follow up one more time.
Love,
Fabi
PS: If you are a parent you know EXACTLY (!!!) what I am talking about 🙂
