Follow Up With Something New Each Time
After a meeting, follow up on a planned schedule where every touch adds something new, and never send just checking in.
Cadences are standard practice, but the often-quoted statistics about how many follow-ups a sale needs have no traceable source.
Why it works
Buyers are busy, not hostile; most silence is about priorities. A follow-up that carries something useful gives them a reason to reply, while a reminder only adds to their guilt.
How to do it
- Same day: a short recap of what they said, what was agreed and the next date.
- Day 3: something useful, such as a salary benchmark or a candidate profile.
- Day 7: a call with a question about their decision process.
- Day 14: a new angle, such as a similar client story.
- Day 21: a polite close that gives them an easy way to say no.
What to say
Thank you for today. You said the two Indore roles are the priority. As agreed, I'll share profiles by Wednesday.
I came across a salary benchmark for area managers in MP and thought it might help with your budget.
Have you put this role on hold for now? If so, no problem, I'll close the file.
Avoid
Sending the same reminder every few days. Each message without anything new makes the next one easier to ignore.
Example
After a Nashik winery went quiet, Swati sent a short note with the profile of a cellar master who had worked in Australia. The owner replied within an hour and asked to meet him.
Practise it
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