Importance of Follow-Through in Client Relationships

Our biggest client didn’t respond for 2 years. In 2019, we were working towards a project worth a significant amount. We had navigated the conversation for 5 years without a direct line of communication. We met at conferences, exchanged messages through mutual connections, but we couldn't get direct contact. Finally, we had a call with them, but then NO RESPONSE. It felt like 5 years of hard work went in vain. But, at Hexaview Technologies Inc., we don’t give up. 𝗦𝗼, 𝘄𝗵𝗮𝘁 𝗱𝗶𝗱 𝘄𝗲 𝗱𝗼? We took it as an opportunity to spread more positivity and add more value. For those two years of silence, we didn’t disappear. We stayed connected. We wished them happy birthdays, celebrated milestones like our 5th anniversary, and expressed gratitude whenever we received recognition. We kept them in the loop, not with pitches, but with genuine human touchpoints. 𝗧𝗵𝗲𝗻 𝗶𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝗲𝗱. After those two long years, they came to us. Not because we had the best pitch, but because we stayed relevant. We were on their radar, not as persistent salespeople but as a company that cared enough to stay in touch. That kind of RECALL VALUE is priceless. If we hadn't kept that connection alive, they might have struggled to even remember our names or find our contact details. 𝗧𝗵𝗲 𝗟𝗲𝘀𝘀𝗼𝗻? Never underestimate the power of consistent, positive engagement. You need to be memorable, not by being pushy, but by being present. So, if your client isn't responding, don't just sit back. Keep the connections alive, even when the other side is silent. Because sometimes, it’s not about the immediate result; it’s about being remembered when the time is right. And trust me, when they do remember, the impact can be game-changing for your business. Ankit Agarwal #Hexaview #saleslesson #clientengagement

Your major donor prospect just gave $25,000 to another organization. You met with them first but never followed up. That gift should have been yours. Three months ago, you had the perfect meeting. They were engaged. Asked great questions. Said they'd "love to stay connected." Then you got busy. Other priorities came up. You meant to follow up but never did. Meanwhile, another nonprofit sent them a handwritten note the next day. Invited them to see their programs. Shared specific impact stories. Built a relationship while you built excuses. The organizations that secure major gifts don't just have better first meetings. They have better follow-up systems. Your prospect didn't choose the other organization because of their mission. They chose them because of their attention. Pull up your prospect list right now. Count how many people you've met with in the last six months who haven't heard from you since. That's not a prospect list. That's a list of missed opportunities. The most successful major gift programs I work with treat follow-up like oxygen - essential and non-negotiable. They send thank-you notes within 24 hours of every meeting. They schedule the next touch point before leaving the current one. They share relevant updates monthly, not when they need something. They invite prospects to experience their work, not just hear about it. Your prospect didn't forget about your meeting. They forgot about you because you forgot about them. That $25,000 gift wasn't lost to better competition. It was lost to better follow-up. Stop having great meetings that lead nowhere. Start building relationships that lead to gifts. Because in fundraising, its is in the follow-up, not the first meeting.

Most seller-experts freeze up at follow-up. Not because they don’t know what to do. Because they're afraid.. "What if I'm bothering them?" That fear has quietly killed more deals than bad pricing ever could. Here’s what I’ve learned after 20+ years: Silence doesn’t feel respectful. It feels like abandonment. When you go quiet, clients often assume: ❌ You found something better ❌ You weren’t that interested ❌ You’ve already moved on Meanwhile, the data reminds us: ➟ 80% of sales need five or more follow-ups ➟ 44% of professionals stop after just one Your competitor? Still showing up. The truth is, being strategically helpful is never annoying. But going dark usually is. Here are 7 follow-up moves that add value instead of noise: 1/ Share a Fresh Insight “Saw how [competitor] tackled [specific challenge]. Three smart ideas you could borrow...” 2/ Ask a Sharp Question “How’s [initiative] progressing since we last spoke?” 3/ Highlight a Win “Just helped [company] cut [metric] by 30%. The surprising unlock? [insightful tactic].” 4/ Offer a No-Pressure Give “I’ve got 15 mins Thursday. Want to see what worked for [peer org]?” 5/ Reconnect Through a Connector “[Mutual contact] mentioned you’re focused on X. I know someone who cracked that. Want an intro?” 6/ Use a Trigger Event “Saw the [trigger] news. 3 competitors noticed too. Here’s what they might miss.” 7/ Close with Clarity and Warmth “Sounds like Q4 is tight. I’ll check back Jan 15 when you’re planning next year. Sound good?” Every follow-up is a choice. Be forgotten. Or be invaluable. Your prospects are juggling more than ever. They need what you have. But they won’t chase you for it. So pick one stalled opportunity. Make one thoughtful move. Today. Because while others are hesitating, you’re building trust. It’s always your move. Share this to help someone in your network.