Do you have a list of potential customers eagerly awaiting your follow-ups, yet you’re not quite sure where to begin?
Did you know that nearly 80% of successful sales require a minimum of five follow-up interactions?
That’s the game we are in, and it’s all about finding the balance between persistence and professionalism.
In the world of sales and business, reaching out to potential customers who may not be familiar with your brand or product can be a challenging task.
But that doesn’t mean you can’t win them over.
The trick is to follow up without coming across as pushy.
How?
To successfully follow up with cold prospects, you need a well-planned and considerate approach.
Here are 10 effective strategies to help you make those follow-ups without pushiness.
1. Let's Get Personal
Before you swoop in with your pitchfork (not literally, of course), do your homework.
- Research your prospects.
- Learn about their businesses, their likes, their pain points.
- Then, personalize your message.
Drop some specific details in there to show you’re not just spamming your way through life, you are genuinely interested in their unique needs.
2. Be a Value Ninja
Nobody likes a pushy salesperson but everybody loves someone who:
- Provides value
- Offers resources
- Gives helpful tips
- Shares industry insights
When you become a treasure trove of valuable information, you won’t need to push
They’ll be pulling you in for more.
3. Get Social
It’s a party out there on social media, and you should be on the guest list.
- Connect with your prospects on platforms like LinkedIn.
- Engage in conversations, like their posts, and share their content.
By building a friendly rapport in a relaxed online atmosphere, you’ll make your follow-up emails or calls way less intrusive.
4. Soft Touch Follow-Up
Don’t go charging in like a bull in a china shop
Start with a soft touch.
Instead of immediately hounding them for a sale, send a friendly message to check in on how they’re doing.
Mention something from a previous interaction or share a piece of interesting content.
Make them want to engage with you because you’re just so likable.
5. Offer Options
Not everyone is ready for your grand offer right off the bat.
In your follow-up, consider suggesting alternative solutions or products that might be a better fit.
This highlights your flexibility and willingness to collaborate in order to find the perfect match.
6. Respect Their Time
Time is money!
That goes for your prospects too.
- Keep your messages short and sweet, to the point.
- Be crystal clear about why you’re following up and ask if they have a quick moment to chat.
- Avoid bombarding them with “War and Peace”- length emails or hounding them with a dozen follow-ups in a week.
Remember, respect their time.
7. Set the Scene
In your initial outreach, lay down the ground rules.
Let them know when and how you’ll follow up.
Stick to the plan you’ve outlined.
This professionalism builds trust and keeps pushiness at bay.
8. The Non-Pushy Call to Value (CTV)
Always give your prospects a clear, non-pushy call to value in your follow-up messages.
Ask them to take a specific step, like scheduling a call or grabbing a useful resource.
Make it easy for them to say “yes” if they’re interested.
9. Respect their 'NO'
After a few follow-up attempts, if you notice that your prospect is displaying a lack of interest…
Or worse, they’re giving you the cold shoulder, be cool about it.
Thank them for their time and let them know you are there if they ever change their mind.
This polite exit leaves room for future interactions.
10. Tinker and Tweak
Keep an eye on the outcomes of your follow-up efforts and remain open to making adjustments.
If a particular strategy works like magic, put your focus there.
If something else feels like a dud, don’t be afraid to tweak or toss it.
Why does it matter to follow up without being pushy?
Sales can often resemble a high-stakes dance, where we waltz our way through a delicate balancing act.
We aim to close the deal while avoiding the dreaded pushy sales pitch that sends prospects running for the hills.
To create an unforgettable experience!
Again, as sales legend Zig Ziglar once said, “You don’t have to be pushy to be successful. You just have to be ‘pull-y’.”
This means respecting personal boundaries, building trust, and offering value rather than wielding the hard sell.