For Impact


Making Things Happen After the Visit (How to Follow-Up)

The Ask, C - Sales Collection | | Nick Fellers

This nugget comes from an email I prepared for a specific organization implementing a SALES process and SALES approach to funding. I think the points have a wide application – so I’m sharing here.

  1. 24-Hour Follow-Up Rule

    We need to get out our follow-up emails/letters within 24 hours… no matter what. If we wait to write the perfect proposal or pitch, with time, it (1) takes more effort and (2) we lose momentum. I’ll take 80% perfect at 24 hours over 90% perfect in three weeks.

    Speed doesn’t kill… time does.


    The goal is to maximize the RELATIONSHIP at any given time. Funding is a function of the relationship – not the world’s best proposal. Think more about communication and follow-up in terms of a relationship and not a transaction – this will help with #1.

  3. Re: Referrals – think about ONE ACTION item and a manageable timeline.

    It’s great that prospects are saying they’re going to open doors. Focus on ONE action and make it happen. “We’re all about momentum and everyone is busy. To keep the ball rolling, can we talk about making one phone call in the next two weeks?”

    One action will lead to more. Undefined action leads to no action.

  4. “Can you get me a proposal?”

    If someone asks this we need to simplify on the spot.

    • “Sure thing… are you an email person?” (everyone is)
    • “Would it be okay if I summarized points from our conversation in bullet point form and shot that back by email?”

    Save yourself HOURS by converting ‘proposals’ to ‘bullet points.’

  5. Ball is always in your court.

    We’re getting a lot of great ‘pending requests’… if someone says, “give me a few days and I’ll get back to you.” We need to say, “That’s great. If I don’t hear from you by Friday, I’ll follow-up next week.”

  6. Email is for follow-up notes. Use the phone to make things happen.
  7. Be a closer. Always.

    It’s an attitude. Your ability to close translates to lives saved, impacted and transformed. This isn’t about some ‘business jargon’… it’s about real stuff… important stuff. We either believe it or we don’t. And, if we do, then we need to close. If we don’t – let’s quit now.