Sales calls
How to follow up with a prospect who went quiet
You’re talking to Tom, a prospect. Tom liked your first call three weeks ago, then went quiet. He just picked up. The goal: restart the conversation without guilt-tripping and get a clear yes, no or next step.
Your first line
“Hey Tom, no worries about the quiet. Last time you said onboarding was eating your week. Still a problem, or is it a no for now?”
Lead with a reason: no guilt, a callback to what he told you, and an easy way to say no, so he can give you a straight answer.
What Tom might say, and what to say back
Tom: “Oh man, yeah. Sorry, it’s been crazy here.”
You: “Totally get it, no apology needed. Where do things stand on your side?”
Tom: “We’re still thinking about it.”
You: “Fair. What’s still up in the air? And if it’s a no, that’s totally fine, just tell me.”
Tom: “Can you circle back in a few months?”
You: “Sure. Can we put 15 minutes on the calendar now a few months out, so it’s not on you to remember?”
Two things that trip people up
- “Just checking in,” or “I’ve emailed you three times.”Bring a reason: something he said last time, or something new.
- Hanging up on “I’ll get back to you.”Ask for a clear yes, no or date, and say a no is totally fine.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Tom pushing back like the real person would. Then your coach, Ace, fixes your exact words. The move to focus on: Lead with a reason.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.