Let’s address the elephant in the room: most people who struggle with follow-up aren’t lazy. They’re polite. They don’t want to bother people.
If that’s you, this post is for you.
The Mindset Shift
Here’s the truth that changes everything: following up isn’t being pushy — it’s being professional.
Think about it from the buyer’s perspective. They’re busy. They have 50 things on their plate. Your product or service might genuinely solve a problem for them, but it’s not the only thing they’re thinking about.
When you follow up, you’re not being annoying. You’re being helpful. You’re saying: “I know you’re busy, so I’m making it easy for you to move forward when you’re ready.”
The Doctor Analogy
If your doctor called to remind you about a health check-up, would you think they were being pushy? Of course not. They’re following up because it matters.
Your product or service matters too. If you genuinely believe it can help your prospect, then not following up is doing them a disservice.
Practical Techniques for “Nice” Follow-Ups
1. Always Add Value
Never call just to “check in.” Always bring something:
- “I saw this article about [their industry] and thought of you”
- “We just helped a company similar to yours with [specific result]”
- “I had an idea about how we could solve [their problem] differently”
2. Give Them an Easy Out
People relax when they know they can say no:
- “If the timing isn’t right, just let me know and I’ll reach out again next quarter”
- “If you’ve decided to go another direction, no hard feelings at all”
3. Reference the Previous Conversation
Show you were listening:
- “Last time we spoke, you mentioned [specific concern]. I’ve been thinking about that…”
- “You said you wanted to revisit this after [event]. How did that go?”
4. Be Honest About the Follow-Up
There’s nothing wrong with saying:
- “I know I keep calling — it’s only because I think we can genuinely help”
- “I wanted to follow up one more time. I don’t want you to miss out on [benefit]”
5. Use Different Channels
If calling feels too intense, mix it up:
- Send an email instead
- Drop a LinkedIn message
- Send a relevant article with a brief note
The Numbers Don’t Lie
- 48% of salespeople never make a single follow-up attempt
- 25% make only one follow-up before giving up
- 12% make three follow-ups and stop
- Only 10% of salespeople make more than three follow-ups
That means if you make four or more follow-up contacts, you’re in the top 10% of all salespeople. Not because you’re more talented — because you’re more persistent.
What “Pushy” Actually Looks Like
There’s a difference between professional persistence and being a pest:
Professional persistence: - Following a planned cadence with appropriate intervals - Adding value with each touchpoint - Respecting when someone says no
Being pushy: - Calling three times in one day - Ignoring explicit requests to stop - Using guilt or pressure tactics
If you’re reading this article, you’re almost certainly not the pushy type. You’re the type who needs to give yourself permission to follow up more.
Start Today
Pick three people you’ve been meaning to follow up with but haven’t. Call them today. Not tomorrow. Today.
You’ll find that most of them are glad to hear from you.