Stop Saying "Just Following"... Do This Instead! | Donald Kelly - 1924

After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.

Quick Stat

• Here's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal.
• This doesn’t mean you have to send six to twelve cold calls or follow-up emails.
• You should probably stop sending those generic follow-up emails—they don't work.
• The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.

Use the MEDDIC Sales Methodology

• Go back to your discovery call or your initial conversation to remember why your prospect needed a change in their business.
• When you talk to them again or send them a message, try something like this: "You mentioned you were using a product that wasn't working. Here's how my solution can help you."
• Check out episode 1923, and I share more details about the MEDDIC sales methodology.

Other Ways to Follow Up

• Instead of writing a regular follow-up email, consider using data or information that isn’t directly tied to the deal you're trying to close. I tell a story of how I did this with an old prospect on a social media platform.
• Also, try to use more than one method of communication—this will help you stay in touch with them. I'll offer some creative ways to follow up on social media.
• Always bring something to the table that will help the prospect or identify an issue they may be having in their company. No matter what platform you’re using, this will help with engagement from them.

“The fact that you reach out to them is following up. They are going to remember you, and you don’t have to tell them what you’re doing.” — Donald C. Kelly.

Resources

• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about BlueMango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.