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Let’s face it, when a potential client says, “I’ll think about it,” it’s like hitting a brick wall. You’re left hanging, unsure whether to hold onto hope or move on. So, what do most people do? They add the prospect to their follow-up list and wait. A week later, you pick up the phone and say, “Hi, just following up to see if you’ve made a decision.”
And then it happens. That dreaded response: “We haven’t decided yet, but we’ll let you know.”
Sound familiar? It’s a frustrating cycle, but here’s the truth, the moment you use the phrase “follow-up,” you’ve already lost.
Why? Because “follow-up” screams, “I care more about closing this sale than solving your problem.” It’s a phrase that belongs in the 1980s sales playbook, and it instantly triggers resistance.
Here’s the good news, there’s a better way.
Instead of following up, shift the focus entirely. Use trust-based languaging to create a safe space where your prospect feels comfortable telling you the truth. For example, say this instead:
“Hi, I’m just giving you a call to see if you have any feedback on our previous conversation. I’d love to hear what’s still on your mind and whether your concerns are still a priority for you to solve.”
Do you see the difference?
This approach isn’t about pushing the sale forward, it’s about stepping back and inviting them to share what’s really going on. The word “feedback” is key here, it’s non-threatening, and it signals that you’re genuinely interested in their perspective.
When you take the pressure off, something remarkable happens, they open up. They tell you what’s holding them back, what they’re worried about, and what they truly need.
And that’s where trust begins.
Once you’ve created that trust, you can gently guide the conversation forward. For example, you might say:
“Would you be open to scheduling another conversation to explore how we can address those concerns together?”
This isn’t just a technique, it’s a mindset shift. It’s about letting go of old habits and embracing a new way of communicating that prioritizes trust over tactics.
So, the next time you’re tempted to follow up, stop yourself. Instead, ask for feedback, listen deeply, and focus on building a genuine connection. That’s how you unlock the game.
Related: Why a Healthy Dose of Skepticism Can Help You Win More Clients
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.