When a deal goes cold, send a message acknowledging their busy schedule and telling them not to worry about replying. This removes the pressure to respond while giving you permission to continue providing value through follow-ups. It reframes the interaction from pestering to supportive, keeping the door open.
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Most sales are lost to inertia, not rejection. Implement a specific, escalating follow-up sequence (30 mins, 60 mins, next day) after sending an offer. This disciplined approach isn't pushy; it helps busy prospects make a decision while their interest is at its peak.
Salespeople mistakenly delay follow-ups to avoid being 'annoying,' but this kills momentum. Prospects don't track outreach attempts like salespeople do. A steady, frequent cadence isn't pushy; it demonstrates reliability and preparation, proving you won't quit on them.
When a prospect doesn't respond, don't default to thinking they're ignoring you. Instead, assume they are extremely busy and your message was lost in the noise. This mindset encourages persistent, multi-channel follow-up rather than premature disqualification.
Salespeople often worry about being annoying during follow-up because they frame it as a transactional attempt to close a deal. To overcome this, reframe follow-up as an opportunity to build and enhance the relationship. By consistently providing value—sharing insights, making introductions, or offering resources—the interaction becomes helpful rather than pestering.
The only acceptable end to a successful meeting is to schedule the next interaction on the spot. This capitalizes on the prospect's peak interest and energy, dramatically reducing the chances of being ghosted and eliminating the need for inefficient follow-up tag.
The primary goal of a prospecting sequence is to elicit any response, which qualifies as “meaningful engagement.” Even a negative reply is a valuable signal, allowing reps to stop wasting effort and reallocate their time to more promising prospects instead of pursuing silence.
Instead of a direct "just following up" message, tag your prospect in a relevant industry post on LinkedIn. This provides value, gives them visibility, and serves as a subtle reminder, positioning you as a helpful resource rather than a persistent seller.
When a prospect goes silent, Vidyard's #1 AE sends creative, low-production videos, like spinning in a chair or using a fake elevator background. This human, pattern-interrupting approach helps restart the conversation where a standard follow-up would fail.
Effective follow-up isn't about nagging; it's about being a 'barnacle on a boat.' This means staying in contact persistently, not by asking for the sale, but by delivering value every time. This strategy keeps you top-of-mind, building trust so that when the customer is finally ready to buy, you are the logical choice.
When a proposal goes silent, avoid empty 'checking in' emails, which position you as a nuisance. Instead, every follow-up must deliver additional insights or value relevant to the prospect's business. This reframes you as a helpful peer and consultant, keeping the conversation alive without sounding desperate.