Mastering the Follow-Up: Techniques That Close Deals
So, you’ve had a killer pitch, you aced the meeting, and the prospect seems interested—but how do you actually close the deal? This is where the sales follow-up comes in. Following up after an initial conversation or pitch isn’t just important—it’s what separates the closers from the ones being left on read, wondering where it all went wrong.
Get it right, and your follow-up keeps you front and centre, giving prospects the nudge they need to lock it in.
Why Your Sales Follow-Up Matters Way More Than You Think
Let’s be real—most deals don’t close after one chat. It takes five to seven follow-ups to get the nod. So your follow-up game needs to be on point. Be persistent, but don’t be that person blowing up their inbox (no one wants to get blocked). The trick? Use the sales follow-up techniques that keep you on their radar without overdoing it.
The Golden Rules of Stellar Sales Follow-Ups
Timing is the Real MVP
Rule number one of sales follow-up is simple—don’t ghost your prospect. Follow up within 24-48 hours after the initial interaction. If you wait too long, you’re out of sight, out of mind. Delaying too much makes you look like you’re uninterested or unorganised, and no one wants to do business with that guy.
But don’t go overboard, either—sending a follow-up every day will just annoy the prospect. Space it out, keep it chill, and keep your offer fresh in their minds.
Personalise Every Follow-Up
One-size-fits-all? Nah. Personalising your follow-up is the secret sauce. Whether it’s an email, a LinkedIn DM, or a quick call, make it about them. Drop in their pain points, goals, or even something you connected on in your last convo.
Personalised messages stand out and show that you actually care about solving their problem—not just landing a sale. That’s the kind of thing that builds trust, and trust is what closes deals.
Proven Sales Follow-Up Techniques That Close Deals
The Reminder Approach
People get busy; life happens. Sometimes, all they need is a quick reminder. Send them a recap of what you discussed and give them a little push toward the next steps. Keep it short, simple, and all about what’s in it for them.
Need Some Inspo? Here’s an Example:
Hey [Name],
Just wanted to check in and see if you had any further thoughts on our proposal. Let me know if you have any questions—I’d love to help clarify anything or jump on a quick call to discuss how we can move forward with solving [pain point].
Offer New Value
If your prospect is dragging their feet, sometimes adding a little extra value can tip them over the edge. Share a case study, a testimonial, or a success story from someone in their shoes. Leveraging social proof like this makes it harder for them to say no. When they see how others have succeeded with you, they’re more likely to buy in.
Feel free to include links to any relevant case studies or articles. Showing real-world results reinforces the value you bring and moves them closer to making a decision.
Hit ‘Em With the FOMO
Urgency gets people moving. Got a limited-time deal or exclusive offer? Let them know. That “act fast” vibe can light a fire and get them to jump.
The key here is to make it feel real. Don’t pressure them too hard, but make it clear that they could miss out on something if they don’t act. FOMO is a powerful motivator.
Don’t Forget to Use Different Channels
Email is great, but it shouldn’t be your only move.
Mix up your follow-ups with phone calls, LinkedIn messages, or even texts if it feels right. Texts hit differently, with a 99% open rate and 97% read within 15 minutes. It’s personal—getting one from a brand feels like it’s from a friend. People respond differently across platforms, and switching it up keeps your follow-ups from feeling repetitive.
Some people might love a quick call to catch up, while others prefer written communication. Pay attention to how your prospect likes to engage and meet them where they’re comfortable. Mixing up the methods also helps your message cut through the noise.
Automate, But Don’t Lose the Human Touch
Automation can save you time, but don’t let it make you sound like a robot. Scheduling follow-ups is smart, but you still need to sprinkle that personal touch to each message. Don’t use overly templated emails that scream, “I send this to everyone, and you ain’t special.”
Automation works best when it feels human. Make sure every email or message feels like it was written just for them. The more personal it feels, the more likely you’ll get a response.
Master Your Sales Follow-Up Game
A strong sales follow-up strategy can make or break your chances of closing the deal. By staying timely, personalising your communication, and using proven sales follow-up techniques, you’ll stay ahead of the game. Following up isn’t just a box to tick—it’s your secret weapon for turning potential clients into paying customers.
And if you want to take your follow-up game to pro-level, we at First Page (*cough*an award-winning Australia digital marketing agency *cough*) have you covered. We know how to keep your brand front and centre, closing deals without coming off too pushy.