sales
Follow-Up
Reaching back out to prospects who haven't responded. Where most deals are won or lost.
Definition
Follow-up is the discipline of reaching back out to prospects who didn't respond - by email, phone, or LinkedIn. Industry data shows 80% of sales need 5+ follow-ups, but most reps stop after 2. Persistent (not pushy) follow-up dramatically improves win rates. The format that works: short messages, clear next step, varied channel (email + LinkedIn + call), spaced over weeks. Long, guilt-trippy 'just checking in' emails fail. Specific, value-adding messages succeed.
In your business
- →Build a 6-touch follow-up sequence and stick to it - persistence beats charisma
- →Each follow-up should add value (new insight, new asset) - not just repeat the previous ask
- →Set a final cutoff (touch 7-8) and move on - infinite follow-up wastes time