Day38 | The Fight Club Follow-Up System

Send a quick recap of your last meeting to ensure alignment.

Highlight key areas that demonstrate your understanding of their needs and shared beliefs.

Remind them of agreed-upon action items with a clear call to action.

Provide valuable, relevant content tailored to their situation.

Position yourself as a knowledgeable resource and continuous learner.

Examples include:

Reference something personal that prompted your outreach.

Reinforce their needs and shared beliefs.

If the deal is still open, suggest another meeting to keep the conversation moving forward.

Highlight a business-related reason for reaching out.

Demonstrate proof of concept by showcasing how you have helped similar clients.

Share a video testimonial or success story, then schedule a follow-up meeting.

If they agree to meet again, it signals strong interest.

Reignite rapport and reinforce shared beliefs.

Ask directly for business and commitment during the meeting. ("What’s stopping us?")

Have a respected person from your network speak to them on your behalf.

An outsider’s perspective can help build trust and ease concerns.

Ensure your advocate understands why you are reaching out and how they can support the conversation.

Highlight the effort you have invested in earning their business.

Ask if others have worked as hard to win them over.

Reference your shared beliefs and directly address their hesitation. ("What is really stopping us from moving forward?")

Be prepared to address the top three to five common objections.

Distinguish between excuses and true objections.

Have responses ready and focus on guiding them toward a solution.

Keep: If they meet your ideal client criteria and plan to buy within the next three to six months, continue engaging.

Move Out: If they are six to twelve months away, transition them to a secondary follow-up category.

Move On: If they no longer fit your criteria, shift them to a passive follow-up database.

Review which follow-up methods have been most effective based on their personality type.

By this stage, you have likely made ten or more touches. If text messages and additional follow-ups are included, the total may range from seven to fifteen touches—an approach that works 80 percent of the time.

Which of these follow-up strategies are you currently using? What works best?

Which follow-up strategies should you incorporate more frequently?

Can be executed through text, email, phone calls, or social media.

Helps maintain visibility and keeps you top-of-mind.

Avoid excessive casual follow-ups that lack direction, ensuring you do not fall into the "friend zone" without progressing the conversation.

If you recently helped a client achieve a breakthrough, it can serve as a reason to follow up.

Share ideas that may be valuable to other clients in similar situations.

Strengthens your expert positioning while adding value.

Understand your client’s interests and use them as natural conversation starters.

Examples include:

Leverage shared interests such as sports, books, podcasts, or events.

Strengthen relationships by building on common ground.

Host events designed to deepen relationships and connect top clients with prospects.

Allowing others to advocate for you is a powerful sales strategy.

The more connections you create, the more opportunities arise.

Expanding your network increases the likelihood of having established relationships with potential clients.