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Let’s get straight to it: The phrase “follow-up” needs to be banned from your vocabulary. It’s a relic of outdated selling tactics that no longer work in today’s world. When you “follow up,” what you’re really doing is chasing.
Chasing sends a clear message to your prospects, mainly you care more about closing the deal than solving their problem.
Think about it. How does it feel when someone calls or emails you just to “check in”? It feels like pressure. It feels like they’re trying to move you forward on their timeline, not yours. And that’s exactly how your prospects feel when you follow up.
However, there is an alternative, and a simple one at that. Stop following up and start focusing on creating trust.
Toward a New Approach
First, you must let go of the idea that you need to “stay on their radar.” Your job isn’t to remind them you exist. It’s to help them feel understood and safe enough to take the next step.
For example, instead of saying, “I’m just following up to see if you’ve made a decision,” try the following:
“Hi [Name], I just wanted to see if you have any feedback on our previous conversation?”
There’s a noticeable difference between them. The second approach removes the pressure and shifts the focus back to the prospect. It shows you’re not chasing and that you’re genuinely interested in understanding their situation.
Next, focus on uncovering the truth. When a prospect goes silent, there’s always a reason. Maybe they’re unsure, overwhelmed, or hesitant. No matter the reason, your job is to create a safe space where they feel comfortable sharing what’s really going on.
You might say:
“Hi [Name], I realize it’s been a little while since we last spoke. I don’t want to assume anything, but if there’s something on your mind or if the timing isn’t right, feel free to let me know. I’m here to help if you need me.”
This kind of message invites honesty without creating resistance. It shows you respect their time and decision-making process. And most importantly, it keeps the door open for future conversations.
Trust Stems From Clarity
Finally, remember this. Trust isn’t built by chasing. Rather, it’s built by creating clarity — clarity about their problems, clarity about the risks of inaction and clarity about why you’re the right person to help them.
Stop following up, and start focusing on trust instead. When you do, you’ll find that the right prospects come back to you — not because you chased them, but because they trust you.
Ari Galper is the world’s No. 1 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.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
