The Art of Follow Up 

September 6th, 2023

In the world of sales, the journey from initial contact to closing a deal is rarely a straight line. It’s a dynamic process that often involves multiple interactions and careful nurturing of relationships. One of the most crucial aspects of this process is the art of follow-up. Effective follow-up strategies can mean the difference between a lost opportunity and a closed deal. 

(source 1)Did you know – when emails or phone calls are ignored, 44% of salespeople give up after just 1 attempt, and only 8% of salespeople follow-up more than 5 times. 

(source 1)Furthermore 92% of sales pros give up after the 4th call, but 80% of prospects say no 4 times before they say yes. That’s an awful lot of potential sales that are never being closed, and potential revenue that is being left on the table. Take a look below to see an actual example for yourself:  

(source 2) 100 companies at 50k/deal

15% engagement rate means: 15 companies

85 companies left x 50k (average deal size) = $4.25M x 44% of salespeople = $1.8M

Then multiply this by the number of salespeople you currently have. 

(source 3) When following up there are some techniques that you can put into practice to influence the best outcome: 

Follow-ups can be scary, but it does not have to be. You may be afraid to hear a ‘no’ or that you are annoying the prospect. (source 3) Failing to follow-up is one of the quickest ways to lose up to 80% of your potential sales. 

Reframe it in your mind – you’re not following up with the prospect to annoy them, pressure them, or spam them, instead you are following up because you have a product or solution that can solve a problem they have! 

Happy Saileing!


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About the Author

Courtney Cornell