Part One: The Purpose of Follow-Up
One Thing:
The goal of follow-up is to capture and maintain the attention of your prospects.
Why is consistent follow-up essential? Studies show that closing a sale requires 7-15 touches over 80% of the time.
We operate in a fast-paced, distraction-heavy world where people quickly lose focus. A prospect may show interest in the morning but forget about it by the afternoon.
This is called object impermanence. Our approach relies on high touch, high frequency to stay top-of-mind.
To be remembered when they are ready to buy, we must be:
The first person they think of (occupying “real estate” in their mind).
A must-have, not just a nice-to-have.
The go-to expert who solves their problems better than anyone else.
Part Two: The Fight Club Mindset
Sales success requires resilience. Anything valuable must be fought for. It takes time.
Many salespeople expect to close deals in one call. The reality? The fortune is in the follow-up. Elite professionals understand that prospects need to be nurtured and fought for. This is why we teach the Fight Club Mindset.
Assess your Fight Club mentality:
Are you as good as—or better than—your competition?
Does your prospect need to work with someone?
Do they align with the type of client you want to serve?
If you answered yes, it is your responsibility to fight for their business. You are also upholding the integrity of your industry by outshining those who give it a bad reputation.
Key principles of the Fight Club Mindset:
Never lose business due to weak follow-up.
Use planners, lead management tools, and systems.
It’s better to be overly persistent than to miss opportunities due to inaction.
You can’t lose what you never had. But having something valuable to say is as crucial as having someone to say it to.
Position yourself as the expert.
In sales, an object at rest stays at rest—unless acted upon by an outside force. You are that force.
Poor follow-up is costing you money.
Add up the potential revenue of leads on your Help List and Fight Club. Would it amount to thousands?
Part Three: Follow-Up with Value
What is a 'Touch with Value'?
A follow-up should do more than just check in. It should offer value, clearly articulating how you can solve your prospect’s problems better than anyone else.
Why do people fail at follow-up?
Lack of Confidence (Call reluctance)
Uncertainty about their own value proposition.
Fear of being a nuisance (which stems from needing more prospects).
No compelling reason or insight to share.
Waiting too long between touchpoints.
Lack of Effort
Complacency—satisfied salespeople lose motivation.
Lack of Time
No system in place, leading to distractions by low-value tasks.
What ineffective salespeople say when following up:
"Just checking in..."
"Do you have any questions?"
"You were on my list today."
"I woke up thinking about you." (Awkward, right?)
The 'Touch with Value' Mindset:
Follow up with high touch and high frequency—as long as you’re adding value.
You can’t lose what you never had.
Some will buy. Some won’t. So what? Keep going.
Go for multiple 'no’s'—it brings you closer to a 'yes'.
An object at rest stays at rest unless acted upon by an external force. Be that force.