Fast Follow-ups Matter

Fast follow-ups matter. From post-interview “thank you” emails to action items after a client call. Here’s why:

A customer’s engagement peaks after something novel or tense happens, like a new idea being unveiled or the realization of a changing market dynamic bringing new threats. But guess what? After the insightful meeting you just led is over, the majority of your customers will go back to their daily distractions. Here’s why quickly taking action after any interaction matters:

• Your stakeholder’s attention is fleeting. You have the most momentum early on— build on this.   

• You show you care with a fast follow-up. This fosters a stronger connection with your client.

• Your proactivity goes a long way. This not only keeps you (and your product/service/company) top-of-mind, it also shows you're serious about adding value. 

• You ultimately drive more outcomes for both your customer and your business. 

Schedule a fast-follow up no-later the next 1-3 business days as you wrap up your next customer call. Try “Does the same time tomorrow work to discuss implementation next steps?” instead of “What time works best for you over the next week or two?

80% of sales require at least five follow-up calls before the deal reaches "Closed Won" status. If you were to wait a seemingly reasonable one or two weeks to schedule each follow-up or outreach attempt, the quarter is nearly over when you’re finally getting traction.