Maybe it’s early days, maybe you’ve been working with them for 6 months, maybe they said “I’ll get back to you next week”.
Then… crickets.
And you’re not sure how to follow up, how many times and what to say.
It’s crazy how many sellers give up (according to Invesp):
48% of sellers never follow up and,
44% of sales people give up after one follow up.
Yet:
60% of customers say no 4 times before saying yes and,
80% of won deals require 5 follow up calls
When the conversation is flowing, follow ups are easy. When it goes cold use one of the below:
Template 1 - No news
Subject: update Body: Hi I assume no news is bad news?
Template 2 - Dean Jackson 9 word email
Subject: Assume Body: Hi I assume you’re no longer looking at
Template 3 - Ghosted or Not
Subject: Not Sure Body: Hi
We spoke about ago. As I have not heard back I would assume you’re no longer interested in . Typically, after a productive conversation, people don’t get back to me if either: 1. They’re not the right person to move this forward 2. There is no interest at the moment Do you mind letting me know which of these is true?
Template 4 - Thanks for the opportunity
Subject: Feedback Body: Hi
It looks like you’re putting the brakes on your & .
Perhaps I dropped the ball somewhere along the way.
Wondering if you’d be open to sharing some feedback, so I can serve you better - should the need arise in the future. After all, I’m a work in progress.
Regardless, I know there are lots of people competing for your time and resources. So thank you for giving us a look.
Final Thoughts
Each of these emails are powerful.
Be careful not to overuse them and do not rely on the above emails only.
Multi touch (email, phone, text, whatsapp, linkedin, shared communities, instagram, linkedin) outperforms just email.
But even more important, don’t give up on a buying conversation too early or you’re leaving money on the table.
TLDR Wrap Up
Most sellers never follow up or give up too early
4 templates to resuscitate any buying conversation
Use the templates sparingly, but do use them
And that’s a wrap….
If you’re not getting value please consider unsubscribing - no one needs emails they don’t get something from.
PS I help founders who sell, but aren't "sales"people. Whenever you're ready here are two ways I help:
Mentoring callI'm offering 1-1 calls to people on this newsletter (normally only available through my mentoring platform). Booked up until September. Reply: "Let's chat" if you're interested.
Fractional VP of SalesAre you ready to move from founder-led sales to stepping out of sales and being the leader your company needs? Reply "Fractional" if you're interested.
