Read Time = 3 minutes

Follow-ups like closed lost opportunities are the low hanging fruit of outbound.

As a start-up, 40% of our deals were won on the 2nd bite at the apple.

12% of deals were won on the 3rd or 4th try.

The challenge is knowing when to reconnect and developing a repeatable process to drive conversations.

Good news: what used to take 20 minutes to build a list of follow-ups, refresh your research and build your messaging - can now be done in 2-3 minutes.

Lets dive into how…

Step 1: Build the List

There are many ways to do this.

I’ve seen reps use CRM tasks, calendar reminders, sticky notes etc.

My recommendation is to use LinkedIn Navigator to track trigger events.

Here’s how:

1. Create a 'new account' report

2. Add "My CRM Accounts" list which is synced from CRM

3. Include recent activities like leadership changes + funding

4. Wait ~30 days after trigger event and then follow-up

5. Repeat quarterly

Step 2: Do the Research

What used to take 20-30 minutes to form a POV on why you’re reaching out.

Can now be done in 2-3 in minutes with help from ChatGPT.

The question you need to answer: what has changed since our last convo?

If the answer is nothing, buyers will keep kicking the can down the road.

Here’s a prompt you can use to help with research:

(h/t to Jason Bay for the prompt)

Step 3: Craft the Message

My recommendation for restarting the conversation is to send your message as a reply in the initial thread.

This will help provide context around initial pain points and next steps.

If that’s not viable, you can send something like this:

The best sellers are often working the warmest accounts.

Often times, they get there by building a war chest of follow-ups.

Remember, most “noes” are really just “not now”.

Until next Thursday,

TSG

P.S. I reply to all emails.