How to Follow Up After a Sales Call So They Say Yes

Ugh.

Just checking in.

Just checking in.

Any thoughts? Have you had a quick chance to think about it? Stop sending this message right now.

It feels needy.

It adds nothing to the conversation.

And the subtext when you send a message like this is nothing more than, I want an answer from you.

So what do you actually send instead? Well, there's a couple approaches I found work so much better.

The first is what I call the value-focused follow-up.

A couple of weeks ago, I had a sales call with someone who had been running a business for several years and last year things really took a dip.

Now she helps people transition out of a job and find a new job.

And as we were having this conversation on the call, it became clear why she was struggling was because the market has shifted.

So we get off this call, it's a couple of days later and I wanted to check in with her.

So what did I do? I went on to chat GPT And I pulled statistics from the Bureau of Labor in the United States on how many people are leaving their jobs and how that's changed over the last few years.

And I sent a message to her.

I said, hey, I was thinking about you this morning.

I just saw these statistics I thought you might find really interesting, super relevant to the conversation that we were talking about.

And I think it explains a lot of what you're seeing in your business right now.

This is the best way to follow up.

Sending something to someone that is genuinely useful and using that as a way to open back up the doors.

So I love this as a front door, and then when they reply, you can ask something like, hey, side note, how are you feeling about our conversation last week? On the other hand, if you don't have something specific to share that feels relevant for them, there's another approach that I use that works really well, and I call this the gap-focused follow-up.

What you can do is you can bring them back to the gap, and the gap is like the distance between where they are today and where they wanna be.

The gap is so important in sales because when people feel the gap, they feel the tension of resting in the problem or challenge they have.

That is like the fuel behind the sale.

And this might sound something like this.

Ugh.

Just checking in.

Just checking in.

Any thoughts? Have you had a quick chance to think about it? Stop sending this message right now.

It feels needy.

It adds nothing to the conversation.

And the subtext when you send a message like this is nothing more than, I want an answer from you.

So what do you actually send instead? Well, there's a couple approaches I found work so much better.

The first is what I call the value-focused follow-up.

A couple of weeks ago, I had a sales call with someone who had been running a business for several years and last year things really took a dip.

Now she helps people transition out of a job and find a new job.

And as we were having this conversation on the call, it became clear why she was struggling was because the market has shifted.

So we get off this call, it's a couple of days later and I wanted to check in with her.

So what did I do? I went on to chat GPT And I pulled statistics from the Bureau of Labor in the United States on how many people are leaving their jobs and how that's changed over the last few years.

And I sent a message to her.

I said, hey, I was thinking about you this morning.

I just saw these statistics I thought you might find really interesting, super relevant to the conversation that we were talking about.

And I think it explains a lot of what you're seeing in your business right now.

This is the best way to follow up.

Sending something to someone that is genuinely useful and using that as a way to open back up the doors.

So I love this as a front door, and then when they reply, you can ask something like, hey, side note, how are you feeling about our conversation last week? On the other hand, if you don't have something specific to share that feels relevant for them, there's another approach that I use that works really well, and I call this the gap-focused follow-up.

What you can do is you can bring them back to the gap, and the gap is like the distance between where they are today and where they wanna be.

The gap is so important in sales because when people feel the gap, they feel the tension of resting in the problem or challenge they have.

That is like the fuel behind the sale.

And this might sound something like this.