The High-Status Follow-Up: How to Make Prospects Chase YOU Instead
Mike Murphy
TextTonality? → Designed to Convert Connections into $1m+ Clients ?? | Co Founder Bluestone Partners
Most deals aren’t closed in the pitch.
They’re won—or lost—in the follow-up.
But here’s the problem:
If you chase, you lose. If you blend in, you’re ignored.
And most people screw this up because they think follow-up is about reminding the prospect to make a decision.
Wrong.
Follow-up isn’t about reminding them. It’s about reframing the conversation so they feel the urgency to move toward you.
You’re not an order-taker. You’re the prize. The second you start “checking in,” you’ve already lost.
So instead, you engineer desire by using:
? Pattern interrupts to break their expectations
? Urgency to create momentum
? Frame control to keep them leaning in
How to Do It Step by Step:
1?? Pattern Interrupts: Say Something They Didn’t Expect
Your prospect is busy. They’re bombarded with follow-ups that sound exactly the same:
Boring. Predictable. Delete-worthy.
Instead, drop a bold insight that makes them stop scrolling and pay attention.
? Example: "Most people think [X] is their biggest problem, but I just ran the numbers—turns out, that’s only 20% of the real issue. The bigger problem is [Y], and I can show you exactly how to fix it."
Now, instead of ignoring you, they’re curious.
2?? Create Urgency: Give Them a Reason to Move Now
Most follow-ups have zero stakes. No pressure. No reason to act.
Dead deals don’t die because they weren’t interested. They die because there was no urgency.
So you manufacture urgency by making time and access scarce.
? Example: "We’re locking in two more clients this quarter. If you want in, we need to get this finalized by Friday—otherwise, we’ll have to revisit next quarter."
Key point: It’s NOT just about fake deadlines. It’s about real constraints that make them feel they’ll miss out if they don’t act.
3?? Frame Control: You’re the Prize, Not the Beggar
Let’s be clear—if you’re begging for a response, you’ve already lost.
The best way to flip the power dynamic is to make them qualify for your attention.
? Example: "I only work with people who are serious about solving this. If you’re ready to move, great. If not, no worries—just let me know so I can open up the spot for someone else."
This flips the script—instead of you chasing them, they feel like they might lose access to you.
And that’s exactly where you want them.
Final Takeaway: Turn Follow-Ups into a Desire Engine
Most follow-ups kill deals because they lower your status.
Instead, your follow-ups should:
? Shift their perspective with a bold insight
? Create urgency so they don’t drag their feet
? Keep the power dynamic in your favor
Do this right, and you won’t just close the deal—you’ll have them chasing you.