⏭️ Following Up


The Importance of the Follow-Up

You won’t always be able to get the business.

Some prospects:

  • Don’t have time
  • Don’t trust cold calls
  • Need time to process info
  • Don’t feel the problem right now
  • Don’t want to fix the problem right now

And many more reasons.

You can get on your high horse or arrange a follow-up.

If you prospect consistently, 30% plus of your meetings will come from follow-ups.

ALWAYS arrange a follow-up.


Before you agree on a follow up you’ve got to make sure it’s not an objection.

If you hear:

  • Send me an email
  • Call me back in 6 months
  • I don’t have budget right now

Before you agree, ensure you challenge them (see the 📖 Objections Wiki).

If the objection is genuine, you want to arrange a precise follow-up.

Follow-up Methods

If you’re quickly cut off:


Prospect: “I’m in the middle of a board meeting. Can you try me later?”

You: “Of course I can; how about tomorrow at 10 am?”

Always suggest a very precise time; they’ll often suggest a better one.

When you call them back:

“{name}, on Tuesday, I caught you in a board meeting, and you kindly suggested to call back today”

Use their exact words and remind them they agreed to a follow-up.

If you had a proper conversation, but there’s a genuine objection:


Prospect: “I just signed a deal with competitor X; there’s no way I’ll look at anything for 12 months”

Step 1: Take them back to the problem; it will be a great conversation starter.

You: “I have terrible timing. Do you mind me asking what the problem you’re hoping to fix is?”

Step 2: Put the ball in their court.

You: “How would you recommend that I follow up and not get lost in your 1,000s of emails?”

They’ll typically know best, and it empowers them to make a choice.

Finally, be legendary:

You’re not as important as you think you are.

Prospects are busy and will forget you very quickly.

Therefore, conclude the call with a question that cannot be forgotten:

  • What’s your favourite pizza topping?
  • What was your favourite subject in school?
  • What was your favourite TV show as a teenager?

I obviously use the first one consistently.

And if they say pineapple I disqualify and report them.

You want to be remembered, break the pattern.


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