The Best Follow-Up Techniques That Get Replies Fast
“Most sales are lost not because of lack of effort, but because the follow-up stopped too soon.”
- Dan Rochon
Ever wonder why some people seem to close deals effortlessly while others chase leads endlessly?
It often comes down to one simple skill—the follow-up.
I’ve met countless salespeople who put all their energy into making a strong first impression but fall silent after that. The truth is, the fortune really is in the follow-up, but only if it’s done right.
So let’s break down a few sales follow-up techniques that actually get responses—and fast.
1. Don’t Follow Up—Continue the Conversation
Most follow-ups sound robotic:
“Hey, just checking in…”
That’s not a conversation; that’s noise.
When you reach out, bring value. Reference your previous chat, add new insight, or share something that could help them today. For example:
“You mentioned your team struggles with conversion. Here’s a short guide that helped one of my clients double theirs.”
A great follow-up doesn’t remind them that you’re waiting. It reminds them why they should want to talk to you again.
2. Time It Right
The timing of your follow-up can make or break your results. Wait too long, and the connection goes cold. Reach out too soon, and it feels desperate.
A good rule: follow up within 24 hours after your first meeting or email. Then, space out your messages strategically—think 3, 7, and 14 days apart. Consistent, not constant.
3. Use Multi-Channel Touches
Don’t rely on just one method. Mix it up—email, text, a quick LinkedIn message, or even a short video. Each platform adds a different layer of connection and keeps you top of mind.
The key? Stay human. Automation helps, but authenticity converts.
4. Know When to Walk Away
This might sound counterintuitive, but not every lead deserves ten follow-ups. If someone’s consistently unresponsive after multiple attempts, end with grace.
Something like:
“I don’t want to keep bugging you, but I’ll close this loop unless I hear otherwise. I’d love to reconnect in the future if the timing’s right.”
You’d be surprised how often that message gets a reply.
The Truth About Follow-Ups
The best follow-up techniques aren’t about chasing—they’re about building trust over time. When you stop seeing follow-ups as “checking in” and start seeing them as opportunities to create value, everything changes.
That’s how relationships—and sales—grow.
Want to Learn More About Influential Communication?
Discover more strategies that help you build trust, close deals, and lead effectively in my book, Teach to Sell.
It’s not just about selling—it’s about communicating in a way that moves people to action.
