Never Lose a Lead Again: Follow-Up Tips That Work!

1. Stay Top of Mind: Consistent follow-up keeps you engaged with clients, ensuring you remain on their radar. Utilizing multiple channels—such as phone calls, emails, and text messages—helps to find the most effective way to reach them.

example: Hi John/Jane,

Thank you for discussing [X issue] with me. We’re scheduled for a [X time] appointment today. I’m confirming your attendance via call, email, and text. Please confirm within the hour to ensure we’re still on track to discuss [X issue].

Looking forward to our meeting.

2. Be Persistent, Yet Patient: It's essential to maintain consistent contact, even if it takes one or two years for a client to be ready. Regular check-ins keep the relationship warm and establish you as a reliable and attentive resource.

example: Hi John/Jane,

It’s been a while, but you’ve still been on my mind. I wanted to let you know that we have some new products that might interest you. Let’s schedule a time to discuss how these opportunities could benefit you.

We will talk soon!

3. Timing is Key: Setting a clear and timely follow-up schedule is crucial. Aim to connect while your initial interaction is still fresh. Waiting too long can cause the lead to go cold. Consistency is key to maintaining momentum.

example: Hi John/Jane,

I’ve scheduled a callback within the next 24 hours to discuss [X items]. I’ve sent you a calendar invite—please confirm it. I’ll speak with you today at 4 PM Eastern Time, which is your local time, and 1 PM my time to move things forward. Sound fair?

4. Lock in the Appointment: Always confirm the time and date of follow-up appointments, ensuring both parties are on the same page. Stating the time in the client's timezone and sending a calendar invite adds a layer of professionalism and reduces the chances of a missed meeting.

example: Hi John/Jane,

Ok perfect!! I’ve arranged a callback within the next 24 hours to go over [X items] with you. To help keep things organized, I’ve sent you a calendar invite for our scheduled time.

Please take a moment to confirm the invite at your earliest convenience. I’ll be reaching out to you today at 4 PM Eastern Time, which is your local time, and 1 PM my time. This will give us the opportunity to discuss everything in detail and make sure we’re moving forward effectively.

If this time works for you, great! If not, let me know, and we can find a more convenient time. Looking forward to our conversation and exploring how we can address your needs.

5. Avoid reaching out just to “check in.”

Every interaction with a prospect is an opportunity—don’t waste it on a simple “touch base.” Instead, be strategic by asking meaningful follow-up questions that can move the deal forward, whether toward a signed agreement or a scheduled demo.

Always aim to provide value during each reconnection. Share a newly released feature, or a case study from a customer who solved a problem similar to the prospect's. While it's important not to overwhelm with too much information, offering the right insight could be the key to reigniting interest in a conversation that has cooled off.

These strategies help ensure you stay engaged, build trust, and maintain strong relationships over time, ultimately contributing to success in your sales career.

example:Hi John/Jane,

I'm following up with [X Company] regarding our conversation about [X]. Rates have recently changed, so let's lock in your rate today to shield you from any potential market increases. Give me a call at [X phone number] to secure your rate.

Looking forward to hearing from you!

6. Set follow-up reminders.

Some cold-calling tools come with built-in scheduling features, while others integrate with calendar apps like Google Calendar and Outlook, allowing you to set reminders directly in your calendar.

Including these reminders in your daily schedule is crucial, as salespeople often have busy days with unexpected tasks. Without calendar-based reminders, it's nearly impossible to remember to follow up consistently.

example: Hi John/Jane,

Thank you for taking the time to discuss [X issue] with me. I’m confident we can assist you. I've sent you a calendar invite for our next call within the next 24-48 hours to discuss getting you enrolled.

Please check your email to confirm you’ve received it. Thank you!

Looking forward to speaking with you soon.

D. Voight Thornton, MBA is an Certified Debt Consultant?Mr. Thornton was born in Incirlik Turkey (Adana AFB Base), and grew up in the Southwest (New Mexico). He earned his M.B.A. in Business Administration, Technology Management, while working as an Licensed Mortgage Loan Officer. His interest in the finance lead him to relocate to Arizona, to further his career,?Since graduating, Mr. Thornton? has worked in multiple compliance domains including his FinTech background. Mr. Thornton is licensed in Mortgage and as a certified Debt Consultant in the United States.