SALESFUEL TODAY

How To Follow Up Without Using The Annoying F‑Word

by | 3 minute read

Stop pes­ter­ing and start prof­it­ing. Do you want to dif­fer­en­ti­ate your­self, stand out and rise above the noise? One easy, shock­ing­ly sim­ple and sure-fire way that will put you miles ahead of many pro­fes­sion­als in your indus­try is in your follow-up approach: STOP using the F‑word. Follow-up.

Using the same overused, ineffective, outdated and irritating follow-up messages

These mes­sages waste your prospects' time and make you look old-school. Does this sound famil­iar? "Hi Mack, I just want­ed to fol­low up and see if you have any ques­tions from the pro­pos­al I sent?" Or, "Hi Sam, I want­ed to reach out again since I have not heard from you." "Hi Tony, I want to check in one more time to make sure that you have what you need in terms of infor­ma­tion regard­ing the work­shop." "Hey Justin, I am check­ing in to see if you were still inter­est­ed in work­ing togeth­er?" "Hi Dan­ny, I was just touch­ing base from our meet­ing last week to check in to see if you were still inter­est­ed in work­ing togeth­er?" Or, "Hey Shelly, I was just check­ing in to see if you got my last four­teen emails?" And more monot­o­nous vari­a­tions like those. This type of lazy follow-up lan­guage fails because it adds no val­ue and sends your mes­sage to the trash.

Just following up, just checking in, or just touching base emails

This activ­i­ty may make you feel like you are mov­ing a prospect for­ward, but you are not. These emails may make you feel like you’re keep­ing the momen­tum going, but you are not. They may make you think that you are doing some­thing pro­duc­tive, but the effort is emp­ty and mean­ing­less.

If “just following up” really worked, why would you have to keep following up with someone 10 or 12 times?

When you estab­lish the rules of the follow-up with a prospect, you will not have to fol­low up so many times. Plus fol­low­ing up that many times makes you look like you got stuck in 1985.

Ask your­self this: Did I take the time to ask my prospect when we will con­tin­ue the con­ver­sa­tion, or what the next step looks like or define how I will open­ly com­mu­ni­cate mov­ing for­ward? If you don’t estab­lish what hap­pens next, or choose to skip this step, you will turn into the annoy­ing sales­per­son who is “just fol­low­ing up.”

You can radically change the way your prospects interact and stay in touch with you. 

Change your approach, and you will change your results. Instead of using the same lan­guage as your com­pe­ti­tion, say some­thing dif­fer­ent. If you don’t, you will blend right in. Avoid using, "I was just check­ing in, fol­low­ing up, touch­ing base, reach­ing out." And start say­ing, “The last time we spoke you men­tioned," or "In our last con­ver­sa­tion, you want­ed me to," or "I was call­ing to pick our con­ver­sa­tion where we left off regard­ing…” Get cre­ative! Be dif­fer­ent! Stand out!

Liz Wendling
Liz Wendling, Sales Strate­gist and Social Sell­ing Coach assists indi­vid­u­als and com­pa­nies on how to make a pro­found dif­fer­ence in the way they sell and com­mu­ni­cate with their poten­tial clients. Her insight will get you sell­ing com­fort­ably and suc­cess­ful­ly. Peo­ple hire Liz to put their sales rev­enues back on track and start earn­ing the mon­ey they deserve and desire.people in dis­cov­er­ing their own sig­na­ture sell­ing style that is com­fort­able for them­selves and the cus­tomer. Her exten­sive busi­ness and sales back­ground and a pas­sion for help­ing peo­ple suc­ceed has led her to be rec­og­nized as one of the top sales and busi­ness coach­es around. Whether it is for one-on-one con­sult­ing, group coach­ing, mul­ti­ple day train­ing or work­shops, Liz will work with you to cus­tomize pro­grams around your spe­cif­ic needs, chal­lenges and objec­tives. She is enter­tain­ing, infor­ma­tive and fun and will push you to become your best.