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Follow-up Three Times

Updated: Mar 13

Listen to the full podcast episode here:

This is Shelby’s top follow-up rule: to stop following up with people after three times. Here’s why: no one likes a pushy salesperson. Chances are, if they haven’t made a move to do business with you at that point, then they don’t want to.

Shelby laughs that she would be a bad car salesperson because she doesn’t push sales very aggressively. But she doesn’t want to constantly be badgering potential customers to hire her. It comes down to believing that if someone is meant to be a client, you won’t have to keep calling and following up with them for them to sign you on.

It’s important for any business to find people to work with that are the right match. If a potential client doesn’t feel like Shelby & Company, INC. is right for them and says no, then it’s okay to stop chasing after it.

Rejection is hard. Shelby has learned over time to accept rejection and be able to walk away unfazed, but it wasn’t always like that. She had to work on herself to see that someone saying no wasn’t a reflection of her.

So the three follow-up rule is as follows:

  • You have a consultation with a potential client, the first follow up is a proposal and a thank you for meeting. Wait 3-4 days.

  • The second follow-up is a short email asking if they have any questions and any further analysis of their needs and what you can offer.

  • A week after that email sent the final follow-up. In this email you want to let them know that you would like to work with them, and that if they have any further questions to reach out.

  • Leave the ball in their court, don’t be pushing, don’t be desperate.

What if you have a consultation with someone who isn’t a good fit for you? Maybe they aren’t your typical clientele, they are asking for something you don’t offer, etc. At this point, you only send the first email, because that’s courtesy, but don’t follow up after that. Usually if you don’t provide a service they need, they won’t push for it.

Ultimately, keep follow-ups professional, keep them minimal, and don’t stress over being turned down. Come up with your own process! One that is still attentive, but not overbearing.

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