Why Most Sales Are Lost in the Follow-Up
Forty friendly, practical ways to follow up so you are remembered, trusted and chosen.
Follow-up is where trust grows. Consistent, kind contact beats clever tricks.
40 tips that really help
These ideas come from Jeb Blount, Jeffrey Gitomer, Ken Blanchard and everyday practice. The first six help most. Pick one and try it today.
Most sales are lost in silence
Many sellers give up too early.
Follow up with one lead today.
Follow up within 24 hours
Speed shows interest.
Send a follow-up within a day.
Plan five touches
Several contacts raise your chance of a reply.
Plan a five-step follow-up.
Give value every time
Each message should help.
Add one useful idea to each message.
Use more than one channel
Phone, email and message together work better.
Use two channels with one lead.
Avoid "just checking in"
Give a reason instead.
Replace it with a helpful line.
Send a helpful link
Share something relevant.
Send one article.
Use short messages
Brief is respected.
Cut one message in half.
Be clear about the next step
Make it easy to act.
Add one clear ask.
Use their language
Echo what they said.
Quote one phrase from your last chat.
Thank them for their time
Gratitude stands out.
Send a thank-you note.
Handwrite a note
Gitomer often praised simple personal touches.
Write one card by hand.
Set reminders
Systems beat memory.
Set five reminders today.
Use a simple tracker
Know who needs contact.
Start a list.
Prioritise by interest
Contact warmer leads first.
Mark top leads.
Follow up on proposals
Do not wait in silence.
Call after a proposal.
Follow up after meetings
Send a recap.
Send one recap today.
Follow up after no responses
Try a gentle second message.
Send a polite second note.
Send a friendly breakup message
A kind closing message often triggers a reply.
Draft one gentle closing note.
Follow up after the sale
Check how it is going.
Contact a new customer.
Delight customers
Blanchard, in Raving Fans, teaches making customers feel special.
Plan one small surprise.
Under-promise, over-deliver
Exceed expectations.
Promise a little less than you can do.
Respond fast
Quick replies show care.
Reply to messages within an hour.
Fix problems quickly
Speed rebuilds trust.
Solve one issue today.
Listen to complaints
Let people vent.
Practise a calm response.
Apologise sincerely
Own mistakes.
Use a simple apology.
Follow up after a fix
Make sure all is well.
Contact a customer after a fix.
Ask for feedback
Customers show how to improve.
Ask three customers a question.
Use the net promoter question
Fred Reichheld’s idea: ask how likely they are to recommend you.
Ask one customer.
Review accounts quarterly
Plan how to help more.
Schedule a review.
Suggest next steps
Show how to get more value.
Offer one idea.
Upsell with care
Offer only what helps.
Check fit first.
Celebrate milestones
Remember anniversaries.
Note customer dates.
Ask for referrals
Happy customers share.
Ask one happy customer.
Make referrals easy
Give them a simple way.
Write a short referral message.
Thank referrers
Show gratitude.
Send thanks within a day.
Ask for reviews
Reviews build trust.
Request one review.
Stay in touch yearly
Do not vanish.
Contact old customers.
Build relationships, not lists
People are not numbers.
Personalise one message.
Keep following up
Consistency pays.
Do one follow-up now.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“I was thinking about our conversation.”
“I found something that might help you.”
“Is this still a priority?”
“If now is not the time, just tell me.”
“Thank you for the chat last week.”
“Would a short call on Thursday work?”
Your first week
One small action a day. Each day is only a little bigger than the last.
Follow up with one lead
Send one useful link
Make one phone follow-up
Write a thank-you note
Set follow-up reminders
Review your pipeline
Contact one old lead
Further reading
- The Little Red Book of Selling (Jeffrey Gitomer)
- Never Eat Alone (Keith Ferrazzi)
- Raving Fans (Ken Blanchard and Sheldon Bowles)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Keep Customers and Win Referrals”
Keep going. Small steps every day make a big change.
Next: Follow Up Within 24 Hours →
- Why Most Sales Are Lost in the Follow-Up
- Follow Up Within 24 Hours
- The Five-Touch Follow-Up Plan
- Give Value in Every Message
- Use Phone, Email and Messages Together
- Say "I Am Checking In" Better
- Follow Up With a Helpful Link or Idea
- Under-Promise, Over-Deliver
- Respond Faster Than Expected
- Surprise Them With a Small Gift
- Remember Birthdays and Milestones
- Handwritten Notes Still Win
- Make Onboarding Easy
- Fix Problems Before They Notice
- Listen First, Fix Second
- Say Sorry Without Excuses
- Offer a Solution, Not a Speech
- Follow Up After the Fix
- Learn From Every Complaint
- Turn a Bad Review Into a Good Story
- Know When to Escalate
- Review Accounts Every Quarter
- Ask "What Else Could Help?"
- The Gentle Upsell
- Cross-Sell With Care
- Find the Next Department or Branch
- Renewals Without Panic
- Celebrate Customer Anniversaries
- Ask at the Moment of Joy
- A Simple Referral Script
- Give Customers an Easy Way to Share
- Thank Referrers Beautifully
- Referral Partnerships
- Collect Reviews the Right Way
- Build a Personal Brand
- Keep Learning Every Year
- Protect Your Reputation
- Balance Work and Life
- Teach Others What You Know
- Your Ten-Year Selling Plan
