Here's a sobering statistic: 80% of sales require 5+ follow-ups, but 44% of salespeople give up after just one. The coaches who master follow-up win more business with the same leads.
The Follow-Up Framework
Speed Matters
Respond to new inquiries within an hour when possible. The likelihood of connecting drops dramatically with each passing hour.
Multi-Channel Approach
Don't rely on one channel. Mix:
- Email (professional, detailed)
- Text (quick, personal)
- Phone (direct, relationship-building)
Add Value Each Time
Every follow-up should offer something useful—not just "checking in." Share an article, ask a relevant question, or offer new insight.
Sample Follow-Up Sequence
- Day 1 - Initial response (email + text)
- Day 3 - Add value (relevant resource)
- Day 7 - Phone call attempt
- Day 10 - Another email with different angle
- Day 14 - "Last attempt" message
- Day 30 - Long-term nurture begins
What to Say
Initial Response
"Hi [Name], thanks for reaching out about coaching. I'd love to learn more about what you're working on. When's a good time for a quick call?"
Value Add
"Hi [Name], thought you might find this article relevant to [their stated interest]. Let me know if you'd like to discuss further."
Final Attempt
"Hi [Name], I haven't heard back, so I'll assume the timing isn't right. If things change, I'm here. Wishing you the best."
Tracking Your Pipeline
Stronghold's lead pipeline shows you exactly where each prospect stands and prompts follow-up actions so no one falls through the cracks.