When and How to Follow Up Your Corporate Prospects

It was magic.

You had an incredible connection.

They liked you, you liked them.?

It was meant to be?

A commercial match made in business heaven.?

You ended the meeting or call promising that you’ll stay in touch.?

Now what?

If you’ve ever felt that awkward uncertainty after a great conversation with a corporate prospect—wondering when to follow up or what to say—you’re not alone.?

We've all been there: staring at the screen, waiting for an email to magically appear. Or waiting on a call from your new BCF (Best Client Forever).?

It’s like walking a tightrope. You don’t want to seem too eager, but you also don’t want to let a promising lead slip through your fingers.

Timing and approach are everything when it comes to engaging corporate prospects. Do it right, and you’ll move the deal forward; do it wrong, and you might find yourself ghosted (been there too!).

So, let’s break down the best times to check in and some tips for doing it effectively.

When to Follow Up

Knowing when to follow up is a bit of an art, but here are some good rules of thumb:

1. Right After You First Connect:

Whether it’s a call, meeting, or introduction, send a quick email within 24 hours. A short note to say thanks and confirm any next steps helps you stay fresh in their mind and shows you’re on top of things.

2. After Sending a Proposal:

Give them a few days to digest your proposal. Following up within 3-5 business days is usually perfect. It’s a nice, gentle nudge to see if they have any questions or thoughts.

3. After an Event or Networking:

Met someone at an event or mixer? Follow up within 48 hours. Mention a detail from your conversation to jog their memory and keep the momentum going.

4. Regular Check-Ins:

If they’re not ready to make a decision right away, set a reminder to check in every 6-8 weeks if they have no pressing need.

If there is the possibility of an upcoming project ask them when you should call, diarise it, and without fail, call on that date. It’s all about staying on their radar without being overbearing.

How to Follow Up

Now that timing is sorted, let’s talk about how to follow up without looking like you’re just ticking your prospects off a list:

1. Keep Emails Short and Sweet:

Nobody has time to read a novel. Stick to a few key points, and always bring it back to how you can help them solve their problems (key point: it’s about them, not you).

2. Make It Personal:

People can tell when they’re receiving a generic email. Refer back to something specific you talked about or a unique challenge they’re facing. It shows you’re listening and truly interested in meeting their needs.

3. Add Value Every Time:

Each follow-up should offer something new—maybe it’s a case study, an interesting article, or a fresh idea that could help them to do their job better. Give them a reason to keep the conversation going.

4. Stay Friendly, Not Pushy:

There’s a fine line between being persistent and being annoying. If you haven’t heard back after a few attempts, give it a little more time between follow-ups and maybe switch up your method (a quick call instead of another email, perhaps?).

5. Always Have a Next Step:

Don’t leave them guessing. Whether it’s suggesting a call, asking for their feedback, or inviting them to a webinar, be clear about what you’re hoping for next.

Handy Tools for Following Up

There are some great tools out there to help you keep track of your follow-ups and make sure nothing slips through the cracks:

CRM Systems:

Tools like HubSpot or Salesforce can help you keep track of all your interactions and set reminders for when to follow up.

Email Trackers:

Software like ActiveCampaign or Mail Chimp can tell you when someone opens your email, so you can follow up when you know you’re on their radar.

Scheduling Tools:

Apps like Calendly make it easy for prospects to book a time with you, cutting out the back-and-forth.

Following up is all about showing your prospects that you’re here to help them.??It's not just a task on your to-do list—it's a crucial part of building trust and demonstrating your commitment to meeting their needs. By mastering this, you’re well on your way to landing your next whale.

Get personal and creative with your follow-ups. Sometimes a light-hearted message or a helpful tip can be the perfect icebreaker to re-engage a prospect.?

Always remember: your goal is to build relationships. Do that effectively, and the sales will follow.

To see how we can help you, book a session with us here.

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