Sales Follow-Up Email Strategy
Lessons from 8 Sales Professionals
Everyone sends emails that don’t get responses – it’s almost a rite of passage for doing business in the digital age. Unfortunately, most people give up after a single attempt to reach out. In fact, 70% of salespeople give up entirely if they don’t get a reply to their first email.
Mastering the art of follow-up emails is a power that shouldn’t be underestimated. It can connect you with influencers, start conversations with sales leads, grow your network, find you mentors, build your personal brand, and on and on.
It’s crucial that you don’t give up after one try, because it’s proven that tenacity in sales will get you results. In fact, 80% of prospects say no at least four times before saying yes. That means that those who follow up a minimum of five times are ending up with 80% of the sales.
It’s clear that following up consistently is essential, but there’s still a lingering question:
How do you do it properly?
Table of Contents
Sales Follow-Up Email Strategy
Lesson 1
Setting Up Your Follow-Up Process
with Damian Thompson of LeadFuze
Damian shares why having a set follow-up process is critical, outlining his exact omni-channel approach, and sharing how to ditch expectations and passive-aggressive behavior.
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Sales Follow-Up Email Strategy
Lesson 2
Focusing On Your Prospects' UX
with Dan Murphy of Culture Amp
Dan is all about amping up the activity, cultivating the best sales experience, and leading with a natural sales style that ultimately leads to providing value in every exchange.
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Sales Follow-Up Email Strategy
Lesson 3
Asking For Your Prospects' Permission
with Gaetano DiNardi of Sales Hacker
Gaetano stresses originality in follow-ups, speaking prospects’ language, knowing when to pivot properly, and deploying proven guerilla sales tactics.
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Sales Follow-Up Email Strategy
Lesson 4
Adding Value In Every Interaction
with Jake Dunlap of Skaled
Jake lives for a multi-channel follow-up strategy that is highly-personalized, filled with value, and unique enough to cut through all the noise.
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Sales Follow-Up Email Strategy
Lesson 5
Using the Right Cadence
with Matt Heinz of Heinz Marketing
Matt's designed an immensely structured and thoughtful approach to follow-ups by diversifying his touchpoint channels, using an appropriate cadence, personalizing every detail, and knowing when to cut his losses.
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Sales Follow-Up Email Strategy
Lesson 6
Eliminating Desperation From Your Follow-Ups
with Nate Wright of Inbox Attack
Nate has a customer-first mentality always, is highly adaptable to his clients’ needs, and pushes hard to show he’s human and that he genuinely wants to help clients achieve their goals.
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Sales Follow-Up Email Strategy
Lesson 7
Choosing the Right Communication Channels
with Rex Bibertson of The Sales Developers
Rex is laser-focused on following up on the right channel, getting prospects on the phone, putting in the work needed, and setting himself apart from the competition.
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Sales Follow-Up Email Strategy
Lesson 8
Building Relationships to Build Trust
with Steve Woods of Nudge
Steve believes follow-ups are all about consistency, broadening your approach, engaging across the right channels, and establishing trust throughout the sales process.
