Sep 16, 2024

Follow up is crucial, and yet few salespeople follow up enough. 60% of buyers say no at least 4 times before saying yes, and yet 48% of salespeople fail to follow up even once. Do not follow up with a "checking in" email or god forbid, a "circling back" email. During your first meeting, you should note which pieces of collateral are relevant, and send one or two on your first follow up, but not all of them. This is for two reasons. First, your prospect will not look through four or five pieces of content (you'll be lucky if they look at one), and second, this leaves you with relevant content to share in subsequent emails and follow up so you can avoid the dreaded clichés above, and instead provide follow up that is actually valuable.

By simply following up more, you will close more business. The more relevant your follow up, the more effective it will be at getting you to the finish line.