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If you’ve been selling for any length of time, you’ve probably used the term “follow-up” more times that you care to remember.
But what if that phrase is actually working against you?
When a potential client ends your initial conversation with, “I’ll think about it,” you might feel a flicker of hope.
At least they didn’t say “no” outright, and there’s still a chance.
So you then add them to your “follow-up” list.
A week of anticipation goes by, and you make the call: “Hi, hope you’re well. I’m just giving you a call to follow up on our initial conversation…”.
But then you hear the dreaded response: “We haven’t made a decision yet, but we’ll let you know when we do.”
That’s the last thing you want to hear, and deep down, you knew it was over before you even called.
So what’s going on here?
Why can’t they just tell you the truth up front?
Why do they string you along, giving you false hope?
The reality is, traditional “follow-up” methods are flawed.
They often trigger subtle pressure, making prospects retreat mentally and physically.
They can sense that you’re more focused on closing a sale than on understanding their deepest needs, which triggers their mental defences to go on alert.
Instead of pursing them down your sales path, shift your mindset to uncover the truth about their situation.
Replace “follow-up” with a focus on their unresolved issues.
For example, say: “Hi John, this is Mike Johnson, how are you? We discussed your financial issues last week when we met and I’m just calling, not to follow-up, but instead just to get your feedback on our conversation and to see what further thoughts or questions you might have.”
This approach shifts the focus back to their unresolved issues, not your sales agenda, and encourages honest dialogue.
It helps you understand their current situation and adjust your approach based on their real needs.
Using the phrase “follow-up” is a stereotypical sales tactic that sends the message that you care more about making the sale than solving their problem.
This “feedback” approach makes it all about them and not about your goal of acquiring a new paying client.
The word “feedback” elicits the truth of what they’re thinking and avoids triggering the “wall of silence” from them.
When prospects feel comfortable sharing what’s really on their mind, you can address their true concerns and build trust.
After that, you can say: “Would you be open to scheduling another conversation so we can get more clarity on how to address your specific issues?”
If you deliver this with authenticity and sincerity, without a hidden agenda to “make the sale,” they will be more inclined to move things forward with you.
Replace “follow-up” with “feedback” for a more genuine focus on their unresolved issues to make your outreach feel less like a sales pursuit -- and more like a sincere effort to understand and help them
If you’re ready to refine your sales approach and build real trust so your prospects don’t feel they have to ghost you, order your complimentary book and consultation below.
Related: Are You Being Ghosted? Fall on Your Sword
Get your Free copy of Ari’s best-selling book "Trust In A Split Second!" here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest book, “Trust In A Split Second!” has become an instant best-seller among financial advisors worldwide.