You’ve had a great conversation with a prospect—but now you’re getting ghosted. Do you give up? Do you keep emailing? Following up is part art, part science. Here’s how to stay persistent without becoming a pest.
1. Use Sandler’s Up-Front Contract
The best follow-up plans start before the meeting ends. Set clear expectations: “If I don’t hear back by Thursday, is it okay if I call you Friday morning?” That way, follow-up doesn’t feel like chasing. When in the midst of prospecting, never end a discovery meeting without your next meeting booked. Try asking for a specific date and time versus, "When are you free next?" This helps your prospect stay focused and not get overwhelmed by their calendar.
2. Add Value Every Time
Every follow-up should offer new information: a case study, a relevant stat, a podcast episode, or even a new idea. Don’t just say “checking in” earn their attention. We love sending personal videos too. Something quick that provides a helpful hint, tip, or trick.
3. Change Your Medium
If they’re not answering emails, try calling. If they’re not answering calls, try a video message or even a handwritten note. Varying your approach keeps you top-of-mind without overwhelming. Other mediums can include texting, LinkedIn messages, or even attending the same events they are going to.
4. Know When to Walk Away
Not every prospect is worth chasing forever. After 2–3 quality touches post-meeting, consider using a takeaway message like: “If this is no longer a priority, I’ll close the file. Let me know either way.” Sometimes when you say you're walking away, they will re-engage or better yet, you can close the file and use that energy for another prospect.
If you try one of these tactics, let us know how they go!
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