How’s your follow-up game?

Posted on July 13th, 2020 to Uncategorized

I’m going to share two stats with you that I think you’ll find interesting. According to Hubspot…

1. 80% of sales require 5 follow-up calls after a meeting
2. 44% of salespeople give up after 1 follow-up

The message here is pretty clear: If making the sale takes multiple follow-ups, but even seasoned salespeople are giving up after one, then most entrepreneurs are leaving business on the table. 

The business owners I work with share a common frustration: They can’t understand why, after having a great meeting, the prospective client suddenly falls off the map, and they’re left wondering when and how much to follow up.

Unfortunately, I see that this common pattern takes a toll on my clients — not just financially, but also energetically. They start to think, “What did I do wrong?” or “I’m not good enough.”

If you can relate, let my 20 years of sales experience assure you: When a client goes dark, most of the time it has absolutely nothing to do with you. Rather, it most likely means that other things have taken priority — which is why a smart follow-up strategy is necessary to stay top of mind with the client.

My suggestion? Lead with value.

Move beyond the standard, “Just checking in” messaging that so many salespeople and business owners employ and opt for something more beneficial for the recipient — this will make following up more enjoyable for the client and you!

Ready to take action?

Think about your ideal client — what do they care about? What would inform them, impress them, delight them?

Next, make a list of go-to articles and resources that you can share over time via your follow-ups. You likely already have many of these at your fingertips — a blog post you wrote, a worksheet you share with clients, an industry article you reference often, case studies that show how brilliant you are.

The most important part: Be consistent. My rule of thumb is to follow up weekly and keep doing so until I get a “yes” or a “no” — you’ll find the right rhythm for your business.

And here’s the good news — since so few people follow up consistently, you’ll look like a superstar when you do.

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