Writing Follow-Up Notes That Matter

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.

The phrases “I’m just checking in” and “I’m just following up” are common among salespeople. They’re also ineffective and may even hurt your sales efforts.  When prospects hear these phrases, they immediately sense an accountability push which may not align with their level of commitment. They think you’re about to try to hold them to something, they’re not sure what it is, and they’re immediately on guard. Instead of using these generic phrases, dive straight into the purpose of your follow-up. For example, rather than saying “I’m just following up to see if you received the proposal,” pivot to “Now that you’ve had the proposal for a few days, would it make sense to discuss next steps?” For instance, compare “I’m just checking in to see if you need anything” with “I’m just following up from our meeting last week. You asked me to send you a proposal, and I haven’t heard anything back from you or the team and was wondering if I could answer any questions for you. Give me a call at …” If that’s all you knew to do and you did that, then it’s certainly better than nothing. In some cases in which the buyer really needs what you are offering, you really did a good job at building rapport, your price was really good, and the other bidders dropped the ball or were weak, this type of message may work. However, it could be better. You don’t have to count on all those things to go right for your pitch to work. Consider this option: “Now that you’ve had the proposal for a few days, would it make sense for us to discuss next steps? I know you have your third quarter meeting next month, and if we act now, I’m certain I can help your team grow your revenue numbers before the end of the reporting period. I’m working from home today, so it will be easier for us to connect today: 555-555-5555.” If you sent something to someone, don’t check in to ask if they received it. Move forward on the belief they did get it and reintroduce them to their problem. This not only saves time but also keeps the momentum in your sales process. This approach reminds the prospect there’s something they need to solve and creates a sense of urgency. By addressing their specific needs—improving quarterly revenue numbers and providing a time frame—you position yourself as a valuable partner rather than an intrusive salesperson. A follow-up should never feel like an obligation—it should feel like an opportunity for your prospect to solve their challenges. My sales training program offers you the language and tools to make every follow-up meaningful. You’ll learn to create urgency while keeping the conversation centered on their needs. Use the time to highlight how your solution addresses their challenges or aligns with their goals. A personalized touch will make your follow-up stand out, building trust and rapport.

Why Your Follow-Up Game is Holding You Back (and How to Fix It) Let’s be real: lots of people crush the first meeting. You come in prepared, hit all the right notes, and leave feeling like you’ve just opened the door to a golden opportunity. But then… radio silence. No follow-up. Or worse, you do follow up, but the relationship fizzles out because you don’t know how to keep the momentum going. Sound familiar? It’s not just you, most people are great at starting relationships, but very few know how to maintain them. The truth is, the first meeting is just the audition. The real magic happens in how you nurture the connection after that. Here’s how to step up your game: 1. End the Meeting with a Clear Next Step Don’t leave the meeting with vague promises like “Let’s keep in touch” or “I’ll follow up soon.” Instead, nail down a specific action: “I’ll send you the article I mentioned by tomorrow.” “Let’s schedule a time next week to dig deeper into X.” “Would it be helpful if I connected you with someone in my network who does Y?” Make it actionable and time-bound so you’re not left scrambling later. 2. Personalize Your Follow-Up After the meeting, don’t just send a generic “Great to meet you!” email. Instead, reference something specific you discussed: A challenge they’re facing. A book, tool, or resource you promised to share. An idea you brainstormed together. This shows you were engaged and are invested in their success, not just yours. 3. Add Value Before You Ask for Anything This is where most people go wrong. They think, “How soon can I pitch them?” Instead, focus on helping them first. Share resources, insights, or connections that could make their life easier. The more value you bring, the more likely they’ll stick around for the long haul. 4. Be Consistent Without Being Annoying Networking is about staying top of mind without being a pest. Use these strategies to stay in touch without overstepping: Send a quick update on a topic you discussed (e.g., “I thought of you when I saw this article about X”). Check in after a few weeks with a question about their progress or needs. Invite them to an event, webinar, or coffee chat if it aligns with their goals. Consistency beats intensity. Don’t disappear for six months and then randomly pop up with an ask. 5. Schedule a Relationship Check-In Make it a habit to review your key relationships every month. Who needs a follow-up? Who can you re-engage? Networking isn’t about waiting for the right moment; it’s about creating opportunities through regular touchpoints. --- The Bottom Line: Strong networking isn’t built on one-off meetings—it’s built on intentional follow-ups. Stop thinking of it as “bugging” people and start treating it like building a partnership. The people who master this are the ones who stand out. So, take ownership of your follow-up strategy, and don’t let those first meetings go to waste.

Most follow-up emails are weak. Here’s how to make yours stand out: A meeting’s impact isn’t determined by what happens during the meeting. It’s determined by what happens after it ends. And it all starts with the follow-up email. Here’s how to write a follow-up email that actually gets results: 1. Have ONE clear goal. Don’t send a follow-up just to be polite. Decide what action you want them to take. • Request a proposal? • Introduce you to someone? • Book another meeting? • Move toward a sale? If you don’t have a goal, you probably shouldn’t send the email. 2. Write like a minimalist. Your follow-up email isn’t a novel. • No long intros. • No repeating what was said in the meeting. • No fluff. Get to the point. The less time you take, the more they’ll appreciate it. 3. Make it skimmable. Use: • Lots of white space. • Bullet points. • Short sentences. People don’t read emails. They scan them. Write accordingly. 4. Sound like a friend, not a stranger. This isn’t a cold email. You’ve already met. Write like you’re talking to a friend. 5. Use a subject line that doesn’t suck. Would you open an email with the subject "Meeting Follow-Up?" Probably not. Try something more personal or intriguing instead: • "That thing you asked for? Here it is." • "I warned you this was coming." • "You really got me thinking..." 6. Use a P.S. to grab their attention. People always read the postscript. Use it to: • Add a personal touch (e.g., a funny link based on something they mentioned). • Re-emphasize the action you want them to take. • Make them smile and remember you. Your follow-up email can make or break the outcome of your meeting. Write a good one. 👉 What’s your follow-up strategy?