Posted on November 18, 2024

The Follow-Up Dance: Striking the Perfect Rhythm with Prospects and Clients.

Have you ever felt the awkwardness of saying, "Hey [Name], just following up with you"? Sales guru Jeremy Miner calls this phrase the "F-bomb" of sales, and for good reason. It can sound impersonal and pushy, like you're desperate for a sale. Jeremy Miner's YouTube video short: https://www.youtube.com/shorts/RYxp62_0VZo

So, how do you re-frame the follow-up and build genuine connections with prospects and clients?

The Art of the Re-Engage:

Miner suggests ditching "follow up" altogether. Here's why:

• It implies you're the one waiting: By saying "following up," you position yourself as reactive, rather than proactive.
• It sounds desperate: This phrase can make you come across as needy for a sale.

Instead, try this approach:

Be clear and concise: Start with your name and a brief explanation for reaching out. For example, "Hey [Name], it's James Taylor. I just had time to get back with you..." This establishes your professionalism and shows you value their time.

Finding the Follow-Up Sweet Spot:

Not enough follow-up: Disappearing after an initial contact can leave prospects feeling forgotten. Here's how to stay top-of-mind:

• Establish a follow-up cadence: Set a schedule for reaching out based on your previous interaction. If you discussed a specific timeline for a decision, follow up near that date.
• Provide value: In subsequent messages, offer relevant resources or industry insights that address their pain points. This demonstrates your expertise and builds trust.

Too much follow-up: Bombarding your contacts with constant calls and emails can be counterproductive. Here's how to avoid being a pest:

Respect their boundaries: If someone asks for less communication, respect their request.

Offer multiple communication channels: Let them choose their preferred method of contact - email, phone call, text, or social media message.

Know when to gracefully exit: If a prospect remains unresponsive after multiple attempts, it might be time to move on. However, remember to leave a door open for future reconnection if circumstances change.

Reconnecting with Existing Clients:

Following up isn't just about landing new clients. It's crucial to maintain relationships with existing ones. Here are some tips:

Schedule check-ins: Regularly reach out to your clients just to see how things are going. This shows you value their business and builds loyalty.

Offer value-added services: Help your clients stay ahead of the curve by sharing industry updates or offering additional services that complement their existing needs.

Celebrate milestones: Acknowledge their successes and express your support.

Remember: Following up should be about building relationships, not just closing deals. By using the right approach and demonstrating genuine care, you can create a sustainable pipeline of happy clients.