How To Follow Up Without Feeling Pushy
Shift Your Mindset: See It as Helping, Not Selling
Approach your follow-ups with the mindset of being a problem-solver. Instead of thinking, “How can I close this deal?” focus on, “How can I add value to this prospect?” When you intend to help genuinely, your follow-up feels less like pressure and more like a partnership.
Personalise Your Outreach
Nobody likes generic messages. Tailor your follow-up to reflect your understanding of the prospect’s needs and interests. Reference something specific from your previous conversation or their business challenges, like: “I remember you mentioned your team is looking to streamline operations. Here’s a quick case study on how we helped a similar company achieve that.” Personalisation shows you’ve been paying attention and positions you as someone who cares about their success.
Provide Value in Every Interaction
Instead of just “checking in,” make each follow-up meaningful by sharing something valuable, such as:
- A relevant article, case study, or white paper.
- Insights on industry trends.
- Answers to questions or concerns they raised earlier.
- A new solution or idea tailored to their pain points.
This approach keeps you on their radar while reinforcing your expertise and commitment to helping them.
Use the Right Timing and Cadence
Timing is everything when it comes to follow-ups. Too soon, and you risk overwhelming the prospect. Too late, and they may have moved on. A good rule of thumb is:
First Follow-Up: 1–2 days after the initial contact.
Second Follow-Up: 3–5 days later.
Subsequent Follow-Ups: Weekly or bi-weekly, depending on the context.
Be patient and avoid excessive frequency. If they’re not responding, it could simply mean they’re busy, so don’t take it personally.
Be Clear About Next Steps
Vagueness can make follow-ups feel aimless. Instead, be specific about what you’re asking for. For example: “Are you available for a quick 15-minute call next week to discuss this further?” or “Would you like me to send over a demo to explore how this could work for your team?”.
Clear calls to action show confidence and make it easy for the prospect to respond.
Add a Touch of Warmth and Personality
Humanise your follow-up messages by adding warmth or a conversational tone. For example: “Hi [Name], just wanted to pop in and see how things are going on your end. No rush, but I’m here if you have any questions!”
This creates a sense of approachability without pressuring them.
Know When to Step Back
If a prospect hasn’t responded after several thoughtful follow-ups, it might be time to pause. Leave the door open for future communication with a message: “I understand the timing might not be right for you now. I’m happy to reconnect when it’s more convenient. Let me know if there’s anything you need in the meantime!” This respectful approach keeps the relationship intact and ensures you’re not burning bridges.
Use Multiple Channels Strategically
If you’re not getting a response through one channel, try another. For example:
- Make an initial phone call.
- Send a follow-up email after an initial call.
- Connect via LinkedIn with a personalised message.
If you have the prospect’s mobile number, you could leave a voice or video note via WhatsApp. I have found this approach to be extremely effective. Diversifying your outreach can improve your chances of connecting while keeping things fresh.
Track and Optimise Your Follow-Ups
Use a CRM or tracking system to monitor your follow-up cadence, messages, and responses. This keeps you organised, helps you analyse what’s working, and adjusts your approach as needed.
Stay Positive and Persistent
Following up without feeling pushy requires a mix of patience and perseverance. Remember, many prospects don’t respond immediately, not because they’re uninterested, but because they’re busy. Stay professional, polite, and persistent, and you’ll often stand out as someone worth engaging with.
Final Words
Effective follow-ups are about adding value, being thoughtful, and maintaining respect for your prospect’s time. When done right, they feel less like “pushing” and more like building a relationship.
If you would like my help with your Follow Up Strategies or any other Sales Challenge please call me on 020 8337 5937 or send an email to gary@garymorgan.coach
Find out more about my sales training here.
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