How can you follow up with a potential client professionally and persistently?

1 Set a clear goal

Before you reach out to your potential client, you need to have a clear goal in mind. What do you want to achieve from your follow-up? Do you want to schedule a meeting, send a proposal, ask for a referral , or get feedback? Having a specific and measurable goal will help you craft a relevant and concise message that shows your value and urgency.

2 Choose the right channel

Depending on your relationship and industry, you may have different options for following up with your potential client. You can use email, phone, text, social media, or even snail mail. The key is to choose the channel that suits your goal, your style, and your prospect's preference. For example, email is a good choice for sending detailed information or documents, while phone is better for building rapport or resolving objections. You can also mix and match different channels to increase your chances of getting a response.

3 Follow the 3-7-7 rule

One of the most common questions about following up is how often and how long should you do it. A simple rule of thumb is to follow the 3-7-7 rule: follow up three times within the first week, then once every seven days for the next two weeks, and then once every seven weeks until you get a yes or a no. This way, you can show your persistence and interest without being too aggressive or annoying. Of course, you can adjust this rule based on your situation and feedback.

4 Add value and personalize

Every time you follow up with your potential client, you should add value and personalize your message. This means that you should not just repeat the same pitch or ask for an update, but rather provide useful information, insights, resources, or solutions that can help your prospect solve their problems or achieve their goals. You should also use their name, refer to their specific needs or challenges, and mention something you have in common or learned from them. This will help you stand out from the crowd and build rapport and credibility.

5 Use a call to action

The last tip for following up with your potential client is to use a call to action. A call to action is a clear and specific request that prompts your prospect to take the next step in the sales process. For example, you can ask them to reply to your email, book a meeting, sign a contract, or refer you to someone else. A call to action should be easy, relevant, and compelling for your prospect. It should also create a sense of urgency or scarcity that motivates them to act quickly.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?