The Power of Follow-Ups: Why Most Sales Happen After the First Contact
Most sales don’t happen on the first try. Learn how to master follow-ups, stay top of mind, and close more deals without being pushy.
Why Following Up is the Key to More Sales
You had a great conversation with a potential customer. They seemed interested, but they said:
🛑 “Let me think about it.”
🛑 “I’ll get back to you.”
🛑 “I need more time.”
So, you wait… and nothing happens.
🚨 Here’s the reality:
- 80% of sales require at least five follow-ups.
- Most salespeople stop after one or two.
💡 If you master follow-ups, you’ll close way more deals than your competition.
Let’s break down how to follow up the right way—without being annoying.
Step 1: Change How You Think About Follow-Ups
Most people avoid follow-ups because they feel pushy or annoying.
🚨 Mindset shift: Following up isn’t bothering people—it’s reminding them of something they were already interested in!
💡 Think of follow-ups as:
✔️ Helpful nudges, not pressure.
✔️ A way to provide value, not just ask for the sale.
✔️ Keeping the conversation open, not closing the door.
🚀 When done right, follow-ups feel natural—not salesy.
Step 2: The Perfect Follow-Up Timeline
Timing matters. Follow up too soon, and you seem desperate. Wait too long, and they forget about you.
💡 Best Follow-Up Schedule:
✔️ First follow-up: 24-48 hours after the initial conversation.
✔️ Second follow-up: 3-5 days later.
✔️ Third follow-up: About a week later.
✔️ Ongoing follow-ups: Every 2-4 weeks (until they buy or say no).
🚀 Be consistent, but don’t overwhelm them!
Step 3: Use Different Follow-Up Methods
If you only follow up using one channel, you might never get a response. People are busy!
💡 Mix Up Your Follow-Ups:
✅ Email – Great for sharing details or resources.
✅ Phone call – More personal and direct.
✅ Text message – Short, casual, and hard to ignore.
✅ Social media (LinkedIn, Instagram, etc.) – Good for keeping in touch casually.
🚀 The more ways they see you, the harder you are to forget!
Step 4: What to Say in a Follow-Up (Without Being Pushy)
A great follow-up isn’t just, “Hey, just checking in!”—that sounds desperate.
💡 Instead, add value to the conversation.
✔️ The “Just Checking In” Follow-Up
📩 “Hey [Name], just wanted to check in! Do you have any questions about [product/service]?”
✔️ The “Here’s Something Helpful” Follow-Up
📩 “Hey [Name], I found this [article/video/case study] related to what we talked about—I thought you’d find it useful!”
✔️ The “Limited-Time Offer” Follow-Up
📩 “Hey [Name], just a heads-up—our special offer ends this Friday. Let me know if you’d like to take advantage of it!”
✔️ The “No Pressure” Follow-Up
📩 “Hi [Name], I know timing is everything. If now isn’t the right time, no worries! Would it be okay if I check in next month?”
🚀 When you provide value, people are more likely to respond.
Step 5: Know When to Move On
Not every lead will turn into a sale—and that’s okay. Instead of chasing people forever, know when to let go and move on.
💡 Signs It’s Time to Stop Following Up:
✔️ They clearly say they’re not interested.
✔️ They stop responding after multiple attempts.
✔️ You’ve followed up 5+ times with no engagement.
🚀 Instead of wasting time, focus on warmer leads!
Real-World Example: Follow-Up That Closed a Sale
Let’s say you’re selling an online course.
🚫 Bad Follow-Up (Too Pushy):
📩 “Hey, are you ready to buy the course yet?”
✅ Good Follow-Up (Value-Driven):
📩 “Hey [Name], I know we talked about improving your sales skills. I just published a short article on this—thought you’d find it useful! Let me know what you think.”
💡 The second approach keeps the conversation going, without pressure.
🚀 When you follow up the right way, people WANT to buy from you.
Final Thought: The Fortune is in the Follow-Up
✔️ Most sales happen after multiple follow-ups.
✔️ Following up isn’t annoying—it’s necessary.
✔️ The right timing, method, and message make all the difference.
🚀 Master the follow-up, and you’ll master sales.
Want to Sell Smarter? Learn the Full Process!
Follow-ups are just one part of becoming great at sales. If you want to:
✅ Sell without feeling awkward
✅ Handle objections with confidence
✅ Close more deals without being pushy
Then grab my book “The Basics of Sales for Those Who Have Never Sold” today!
🔗 Get your copy here!
Learn how to sell naturally, follow up effectively, and turn leads into customers.
Start selling smarter today! 🚀