Follow-up Procedures

Founder-Led Sales Bootcamp #18: The anti-follow-up follow-up Let’s face it - most follow-ups are awful You know the one: “Just checking in to see if you had a chance to review…” It’s lazy, adds no value, and gets ignored. And yet, we all do it. Here’s the truth: deals don’t die because of price or competition nearly as often as they die because… people just don’t follow up well. Not consistently, not creatively, and definitely not with empathy. Your follow-up should remind them of the value, not just remind them you exist: 5 Follow-Up Tactics That Actually Work: 1️⃣ The Insight Drop Send something actually useful. "Thought of you when I read this piece on X - lines up with what you mentioned re: [pain]. Let me know if you'd like me to break down how this applies to your team." 2️⃣ The Reverse Close “Happy to pause here if priorities have shifted - I know how things move internally. Let me know either way.” By giving them an out, you remove pressure and often get a faster reply. 3️⃣ The Value Tease “Would a short walkthrough focused just on [specific goal] be helpful for you or others internally?” 4️⃣ The Close the Book This one’s powerful when things have dragged out: "I haven’t heard back, so I’m going to assume timing isn’t right and close the book on this for now. If things change, I’m always here.” It’s respectful, confident, and creates positive tension. You’ll be shocked how many replies start with, “No wait, sorry for the delay...” 5️⃣ The Mutual Action Reminder If you’ve got a Mutual Action Plan or shared plan in place: “Circling back on our shared timeline - still makes sense to aim for [milestone]?” Quick Action Plan: 💡Stop saying “just checking in.” Forever. 💡Create a 3-email follow-up flow. One value-add, one soft ask, one Close-the-Book if needed. 💡Add a reminder into your CRM 3, 7, and 14 days post-demo. Most founders give up way too early. Buyers aren’t ignoring you because they hate your product. They’re just busy. Be the one who makes follow-up frictionless.

Here's exactly how I structure my follow-ups to stop deals from slipping or ghosting at the last minute. Buyers ask themselves 5 crucial questions before they spend money. So we match our follow ups to each different question of the buying journey. The questions: 1/ "Do we Have a Problem or Goal that we Urgently need help with?" Follow up examples: Thought Leadership emphasizing the size / importance of the problem. Things like articles from Forbes, McKinsey, HBR or an industry specific publication. Screenshots, summations or info-graphics. NOT LINKS. No one reads them. 2/ "What's out there to Solve the Problem? How do Vendors differ?" Follow up examples: Sample RFP templates with pre-filled criteria. Easy to read buying guides. Especially if written by a 3rd party. 3/ "What Exactly do we need this Solution to do? Who do we feel good about?" Follow up examples: 3 bullets of criteria your Buyers commonly use during evaluations (especially differentiators.) Here's example wording I've used at UserGems 💎: "Thought you might find it helpful to see how other companies have evaluated tools to track their past champions. Their criteria are usually: *Data quality & ROI potential *Security (SOC2 type 2 and GDPR) *How easy or hard is it to take action: set up/training, automation, playbooks Cheers!" 4/ "Is the Juice worth the Squeeze - both $$$ & Time?" Follow up examples: Screenshots of emails, texts or DMs from customers talking about easy set up. Love using ones like the Slack pictured here. Feels more organic and authentic than a marketing case study. 5/ "What's next? How will this get done?" Follow up examples: Visual timelines Introductions to the CSM/onboard team Custom/short videos from CSM leadership When we tailor our follow ups to answer the questions our Buyers are asking themselves - Even (especially!) the subconscious ones Our sales cycles can be smoother, faster and easier to forecast. Buyer Experience > Sales Stages What's your best advice for how to follow up? ps - If you liked this breakdown, join 6,000+ other sellers getting value from my newsletter. Details on my website!

If you’ve ever wondered how to keep in touch with a mentor or follow up after a networking call, this might be the only guide you'll ever need. 👇🏾 One of the most common questions I get is, "How should I follow up after a networking call?" Here's the playbook: 1️⃣ Say "Thank You" This is a non-negotiable. Pro tip? Do it fast, have some class, don't make asks. ✨ Translation? ↳ Same day, ideally within 60 minutes. ↳ Be specific, concise, and genuine. ↳ Don't ask any questions or for any favors. ↳ Bonus: Use a loom video to make it personal and unforgettable. (it's the "handwritten card" of 2025). 2️⃣ Close the Loop Have you heard of the 99/1 phenomenon? ↳ 99% of the time you have a coffee chat, the other person will mention a book, article, person, or resource to leverage. ↳ Only 1% will do something with this info. 💡 𝑪𝒐𝒎𝒎𝒊𝒕 𝒕𝒐 𝒂𝒍𝒘𝒂𝒚𝒔 𝒃𝒆𝒊𝒏𝒈 𝒊𝒏 𝒕𝒉𝒆 1% 𝒘𝒉𝒐 𝒂𝒄𝒕𝒖𝒂𝒍𝒍𝒚 𝒇𝒐𝒍𝒍𝒐𝒘𝒔 𝒕𝒉𝒓𝒐𝒖𝒈𝒉 𝒂𝒏𝒅 𝒚𝒐𝒖𝒓 𝒍𝒊𝒇𝒆 𝒘𝒊𝒍𝒍 𝒄𝒉𝒂𝒏𝒈𝒆. 3️⃣ Add Value You can: ↳ Find out what lights them up and help them accelerate toward it ↳ Find out what keeps them up at night and present a solution to it ↳ Amplify their work ↳ Celebrate their milestones ↳ Aggregate existing data or create new data Ultimately, the secret here is no secret at all. Offering real value demonstrates character and builds relational capital. 💰 And you need to have something in the bank before you make a withdrawal. 4️⃣ Give A (Non-Invasive) Update People 𝒍𝒊𝒌𝒆 to see stories of growth. But people 𝑳𝑶𝑽𝑬 to be a part of someone else's growth story. So, what can you do? Share a quick update on your recent wins or progress. Pro tip: ↳ Keep it relevant and concise. ↳ Tie it back to their investment in you, if relevant. 5️⃣ Make An Ask This comes last for a reason. ↳ Only make an ask after you’ve provided value. ↳ Timing and reciprocity are everything. ↳ When you're done, you're back to #1. Rinse and repeat. ---- Great follow-ups aren’t about pestering—they’re about adding value, showing you care, and staying unforgettable. Master these tactics and watch your relationships transform, forever. 🌱 What’s your favorite follow-up move that I forgot? Drop it below! 👇🏾 ---------------- ♻️ Repost to finally give the blueprint to active job seekers and networkers in your community! 🔔 Follow 🔥 Chauncey Nartey, SHRM-SCP, ACC to stay on the cutting edge of modern career wisdom.

The follow-up email that got me the job (and the one that didn't) 📧 BAD follow-up (my actual email from 2019): "Thank you for your time yesterday. I'm very interested in this position and look forward to hearing from you soon." Result: Crickets. 🦗 GOOD follow-up (learned my lesson): "Hi Beth, Thanks for explaining the challenges with your product launch timeline. I've been thinking about our conversation and found this case study that faced similar issues. They solved it by using the approach below. Would love to discuss how this might apply to your situation. Best, Me" Result: Job offer within 48 hours. ✨ Here's what actually works: ✅ Reference a specific conversation detail (shows you were listening) ✅ Add value (article, insight, connection, solution) ✅ Ask a thoughtful follow-up question ✅ Send within 24 hours (not 5 minutes, not 5 days) What doesn't work: ❌ Generic "thank you for your time" templates ❌ Desperately asking about timeline updates ❌ Sending your portfolio again (they already have it) ❌ Following up daily like a clingy ex The best follow-up I ever received as a hiring manager: Candidate sent a one-page strategy doc addressing the exact problem we discussed. Didn't ask for the job - just said "thought you might find this useful." Hired them immediately. Pro tip: Your follow-up should make them think "Wow, imagine having this person on our team" not "Please stop emailing me." What's the boldest follow-up move you've ever made? Did it work? P.S. Emails above actually worked, which landed me positions before I was laid off again. Still haven't found my forever work home, but hoping that changes soon. :) #InterviewTips #FollowUpStrategy #JobSearch #HiringHacks #CareerMoves

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.

Ever had a great first meeting, only to watch the relationship fizzle out? You're not alone. Here are some resources for follow-up success: 1. The 24-Hour Thank-You Blitz Send a personalized note within 24 hours of your meeting. Reference specific points from your conversation to show you were paying attention. Subtly hint at future engagement without being pushy. 2. The Value Bomb (Week 1) Within the first week, share something relevant to their interests. This could be an article, event invitation, or impact story. The key is to prove you listened and care about their passions. No ask here, just pure value. 3. The Engagement Invitation (Weeks 2-3) A few weeks in, invite them to experience your mission firsthand. Think site visits, volunteer opportunities, or exclusive events. The focus should be on involvement, not money. 4. The Impact Showcase (1 Month Mark) At the one-month mark, share a specific story of your work in action. Connect it to the interests they expressed during your meeting. This is your chance to show how supporters like them make real change happen. 5. The "Round Two" Proposition (6 Weeks Post-Meeting) Around six weeks after your first meeting, suggest a follow-up conversation. Frame it as an opportunity to share updates and seek their input. Offer specific meeting options to make it easy for them to say yes. Remember: Every interaction is a chance to deepen the connection. Keep it donor-centric, valuable, and personal. P.S. What was your longest every follow-up attempt that ended in a gift?

Following up on a job interview can feel awkward. You want to show enthusiasm, but you don't want to seem desperate or pushy. Here are some guidelines that can help you. 𝗧𝗵𝗮𝗻𝗸 𝘆𝗼𝘂 𝗻𝗼𝘁𝗲𝘀 Do this: Send these same day or within 24 hours. Keep them brief, thank them for their time, and mention one thing you enjoyed about the conversation Avoid this: selling yourself in an email, providing corrections to something you said wrong, telling them how great of a fit you are. E͟x͟a͟m͟p͟l͟e͟: Hi [name]. Thank you for making the time to interview with me. I enjoyed our conversation about [x] because of [reason]. I look forward to the possibility of continuing the conversation! ~[your name] 𝗙𝗼𝗹𝗹𝗼𝘄𝘂𝗽𝘀 If they haven't given you a specific timeline for a decision (or if they missed the timeline they gave you), followup one week from the time you last spoke to them. E͟x͟a͟m͟p͟l͟e͟: Hi [name]. I am following up because I'd like to know whether my candidacy is still under consideration and when I could expect a decision regarding next steps of the interview process. Could you provide an estimated timeline? I am happy to answer any questions you may have. [your name] I did: ask whether I'm still being considered, and ask for specific information about the timeline I didn't: Tell them how excited I was, apologize for bothering them, or use unnecessary words to soften my email. I also didn't qualify myself or write 3 paragraphs of information. I just got to the point in a direct way. You're much more likely to get a response if you have 1 or 2 very clear and direct questions that ask for facts, not opinions. 𝗪𝗵𝗮𝘁 𝗶𝗳 𝘁𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗿𝗲𝘀𝗽𝗼𝗻𝗱? If they don't respond to the first followup, wait another week and send another followup. In this one, say something like this. E͟x͟a͟m͟p͟l͟e͟: Hi [name]. I'm sending one last followup message regarding my candidacy. Is it safe to assume I'm no longer under consideration for this role? Notice that in this one, we're even more brief and we're signaling that we're about to move on. People tend to avoid loss more than they pursue gain and the idea that you might be politely walking away can create new urgency for a response. If they don't respond within 3 business days of the second followup, move on mentally. You're an adult and they're being rude. You don't need that in your life. ---------- Try these methods and notice how much more confident you'll feel in your communications. ;)

You just had a great meeting with a wine buyer. They loved your story, enjoyed the tasting, and seemed interested. Then… silence. Truth is: following up isn’t pushy—it’s essential. In fact, research shows that 80% of sales require at least 5 follow-ups after the initial contact. In a busy industry, interested buyers will thank you for your diligence. Effective Follow-Up Recipe: 1- Be Timely: Follow up within a couple of days and stay consistent. 2- Be Concise: Skip the long emails; today’s buyers prefer short, text-length updates. 3- Add Value: Share a quick update or offer to reignite their interest. 4- Be Clear: Always end with a specific call-to-action. 5- Be Organized: A CRM is key to tracking your offers—yet surprisingly, few wine professionals use one. When we pitch wines by email, attachments like price lists and tech sheets often get lost after the second follow-up. That’s where Bottle Studio comes in: one offer = one link with everything your buyer needs—price lists, tech sheets, and more. Easy to access, easy to share, easy to follow up. #winesales #wineindustry #bevtech

A common concern I hear from job seekers is, "How do I follow up with recruiters without feeling pushy?" It’s an understandable hesitation—no one wants to come off as overbearing. However, following up is a crucial part of the job search process. By guiding clients through this, I help them maintain professionalism while keeping their applications top of mind. How to Press Start on following up with Recruiters as a Job Seeker Timing is Everything ↳ Unsure when to follow up? ↳ A well-timed follow-up can show your enthusiasm without seeming impatient. 3-4 business days is good. Crafting the Message ↳ Not sure what to say? ↳ Keep it concise, polite, and express your continued interest in the position. Adding Value ↳ Worried about just repeating yourself? ↳ Use the follow-up to share any new information, like a recent accomplishment or a relevant article. Building Relationships ↳ Following up isn’t just about the job at hand. ↳ It’s also about building a relationship for future opportunities. Being Professional, Not Pushy ↳ Concerned about overdoing it? ↳ Stick to one follow-up per week unless you’re prompted for more frequent updates. Leveraging LinkedIn ↳ Connect with recruiters on LinkedIn after the interview. ↳ A quick thank-you message post-connection can leave a positive impression. Recruiters love this I hear. Show Genuine Interest ↳ Make sure your follow-up reflects a true interest in the role and company. ↳ Personalize your message to demonstrate your knowledge of the organization. It’s time to Press Start on your follow-up strategy. Remember, recruiters appreciate candidates who take the initiative and stay engaged. Secret Easter Egg message: What’s your biggest challenge when it comes to following up?