The Accidental Sales Lady – Next Edition: The Art of the Follow-Up – Keeping the Momentum Alive

Ah, the follow-up—a dance that’s equal parts timing, persistence, and grace. You could have the most perfect pitch in front of your dream client, the stars aligned, your presentation flawless, your solution clearly the answer to all their problems—and yet… no deal. If there’s one golden rule in sales, it’s this: the deal doesn’t always close on the spot. That’s not failure, my friends—it’s just part of the journey. And here’s where the real magic happens—the art of the follow-up.

I once had a potential client like this. After a great presentation, my follow-ups felt like throwing pebbles into a black hole—nothing came back. Ghosted. I emailed, I called, I sent polite reminders, but no response. At this point, you’ve gotta trust the process, right? I kept going, sending value here and there, but still, radio silence. Then one day, while scrolling through LinkedIn, I saw it was his birthday.

Now, I could’ve ignored it, but why not reach out with a simple birthday message? So I did. I sent a personalized note wishing him a great day. I wasn’t expecting anything—this was more about keeping a human connection. But to my surprise, he responded, not with just a “thanks” but, “let’s set up a call.”

Just like that, a lighthearted birthday message rekindled the conversation! We set up a call, rehashed the presentation, and he ended up becoming one of my biggest clients. That’s the thing about follow-ups—they don’t have to be pushy or about the sale. Sometimes, they just need to be human.

1. Timing: When to Follow Up

Follow-ups need to strike the right balance between being timely and giving the client enough breathing room. Too soon, and you seem pushy. Too late, and you risk being forgotten.

How to Apply:

• Within 24-48 hours after your presentation, send a quick note recapping key points and thanking them for their time.
• If they need more time to think about it, schedule your next follow-up in a week. After that, space it out, but keep it consistent—every 10-14 days works well.

2. Personal vs. Professional Follow-Ups

Don’t always make it about the business! People love to feel seen and appreciated as humans first, clients second. Just like my birthday message—no pitch, no strings attached—sometimes a personal note opens more doors than you’d think.

How to Apply:

• Watch for moments that matter: birthdays, work anniversaries, promotions, even holidays. Sending a personal message during these times shows that you care beyond the sale.
• Add value without pushing. For example, “Hey, I just read this article and thought of you. It’s all about the trends in your industry.”
• Follow them on social media and see if you can incorporate any business news or events into your message. Additionally, engage with any posts they share that resonate with you!

3. Adding Value in Every Follow-Up

If every follow-up is just a variation of “Have you made a decision yet?” you’re doing it wrong. Every touchpoint should offer value—whether it’s an insight, a resource, or simply reassurance that you’re there for them.

How to Apply:

• Share new industry insights, white papers, or news that’s relevant to their business. It shows you’re thinking about their needs, not just your sale.
• Ask if there’s anything else they need to feel more confident in making their decision. This opens the door for them to share any lingering concerns.

4. Closing Without Pressure

The follow-up should never feel like a high-pressure sales pitch. People don’t want to be sold to—they want to buy when it feels right. Let them know you’re available to support them, but don’t push.

How to Apply:

• Use phrases like, “I’m here when you’re ready,” or “Let me know if there’s anything I can do to help you make this decision easier.”
• Make it clear that your follow-ups are not about forcing a decision but about being a helpful resource when the time is right.

5. Know When to Step Back

Sometimes, after a series of follow-ups, it’s time to step back and give the client some breathing room. Silence isn’t always a bad thing—it might mean they’re just not ready yet. And that’s okay.

How to Apply:

• After 4-5 follow-ups without engagement, send a message that says, “I don’t want to keep bugging you, but I’m here if you ever need anything. Let’s stay in touch!”
• Keep them on your radar but move them into a long-term nurture strategy with occasional check-ins (holidays, industry news, etc.).

6. Get Creative

When the traditional follow-up methods aren’t working, try thinking outside the box. Handwritten notes, small gifts, or even a quick video message can stand out in today’s digital world.

How to Apply:

• Send a handwritten thank-you note or a fun, quirky email that breaks the usual sales tone.
• Consider recording a short video where you recap your conversation and express your excitement about working together.
• You don’t always have to follow a rigid sales script. Creativity is key in staying on someone’s radar without being a nuisance. Maybe it’s a meme, a relevant news article, or even an invitation to an event they might find interesting. Don’t be afraid to use humor or be lighthearted—people appreciate it when you break away from the expected.

Fashion Tip of the Day:

Just like the perfect follow-up, I’m giving you not one, but two fashion tips today! Because hey, sometimes one just isn’t enough, right?

Fashion Tip #1: The perfect fit takes time. Finding the right pair of jeans might take a few tries, just like getting the timing right for follow-up in sales. Stick with it, and both your wardrobe and your client relationships will pay off in the end.

Fashion Tip #2: Never underestimate the power of a great coat. A strong follow-up is like the perfect outer layer—it ties everything together and ensures you leave a lasting impression. Make sure your follow-ups are as polished as your wardrobe!

Just like trotting along a beach on horseback with my daughters, a well-timed follow-up keeps the momentum going. The key is to stay steady, keep moving forward, and enjoy the ride!

Warmest regards,

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#TheAccidentalSalesLady #SalesSuccess #FollowUpLikeAPro #SalesGameStrong #PersistenceInSales #ConnectionIsKey