How do you follow up with a client after a pitch without being pushy?
You've just delivered a great pitch to a potential client and you're eager to hear back from them. But how do you follow up without being pushy or annoying? Here are some tips to help you close the deal and build a lasting relationship.
Before you end your pitch, make sure you agree on the next steps and the timeline with your client. This will help you avoid confusion and uncertainty later on. For example, you can ask them when they will make a decision, who else is involved in the process, and what information they need from you. Then, confirm these details in a follow-up email or message within 24 hours of your pitch.
-
Jason Schwartz
PRODUCER: SaaS Sales & Biz Dev, Upping Startups, Content | HR & Recruiting, Hospitality, Home Services | Training & Consulting ------------------------------------>
Diversify Your Outreach Once you’ve struck up the rapport with your client, it’s there… And you must continue to nurture it not by being a pest. Instead through Diversification. This approach involves the 3 E’s: 1) EXPERIMENTATION: Diversify how you communicate. Test what works and what doesn’t. Email. Text. Call. Voicemail. Audio Text. Singing Telegram. (*Take into account generational demographics of who you’re reaching out to as well) 2) EXPERTISE: Ongoing varied communication leverages that you know your sh*t. Expertise builds trust. Trust builds closes. 3) EXECUTION: If you don’t do this methodology, then this is just some content blurb you’re reading. You’ll never know. To quote Maverick, “Don’t think. Just do.” Go get ‘em!
-
Jason Schwartz
PRODUCER: SaaS Sales & Biz Dev, Upping Startups, Content | HR & Recruiting, Hospitality, Home Services | Training & Consulting ------------------------------------>
In my experience, while setting expectations is critical, it doesn’t always guarantee anything. People are human. Things happen. No matter what they tell you about next steps or what they agree to or the decision makers. Or even what your sales software robotically tells you what to do. It helps for sure. But remember things happen behind the scenes you cannot control. However, you can control your outreach, the diversification of that outreach, and of course the frequency.
Don't just follow up to check in or ask for an update. Instead, offer something valuable to your client that shows your expertise and interest in their project. For example, you can share a relevant article, a case study, a testimonial, or a sample of your work that relates to their needs or goals. This will help you stay on top of their mind and demonstrate your value proposition.
-
Irina Kukuyeva, Ph.D. (she/her)
When I follow up, I typically share an in-person/virtual event that's relevant to our last conversation and can help them expand their network or land a prospective client.
-
Scott Nichols, MBA, CMRW, CERM
I Help Startups to Get Funded Faster & Scale ✦ Investor Pitch Deck Writer / Pitch Deck Designer ✦ Pitch Coach ✦ Pre-Seed to Series A ✦ Award-Winning Executive Resume Writer & Interview Coach
- Re-iterate key points - Give them something new to consider - Always be appreciative of their time - End your correspondence with an open ended question
Don't bombard your client with too many messages or calls. Respect their time and space and follow their preferred communication channel and frequency. If they don't respond to your first follow-up, wait for a reasonable amount of time before trying again. For example, you can wait for a week or two before sending a gentle reminder or asking for feedback. Don't be pushy or aggressive, but don't be too passive or timid either. Find a balance that shows your confidence and professionalism.
Sometimes, your client may have some doubts or concerns that prevent them from moving forward with your proposal. Instead of ignoring or avoiding them, address them head-on and show how you can solve them. For example, if they are worried about the cost, the timeline, or the quality of your work, explain how you can justify your price, meet their deadline, or guarantee your results. Use facts, data, and examples to back up your claims and overcome their objections.
Don't be afraid to ask for the sale when you feel that your client is ready to commit. You don't want to miss the opportunity or let them slip away to your competitors. Use a clear and direct call to action that invites them to take the next step. For example, you can ask them to sign a contract, make a deposit, or schedule a meeting. Make it easy and convenient for them to say yes and close the deal.
Even after you've closed the sale, don't stop following up with your client. Keep in touch and show them that you care about their success and satisfaction. For example, you can send them a thank-you note, a welcome package, or a progress report. You can also ask them for feedback, referrals, or testimonials. This will help you build rapport and trust with your client and foster a long-term relationship.
-
Jill Michelle Williams
Seasoned Producer + Development Consultant (docuseries, true crime, lifestyle, competition) I Also Help Clients Develop Their Concepts Into Fully Fleshed Out Formats + With The Pitch Process
Navigating the world successfully requires relationship building. Any time you get into a room with new decision-makers, there's the potential to build a longlasting relationship with them. How do you do that? You follow up with them even if they've passed on your project or on you for a job. Follow them on LinkedIn. Send them an email to congratulate them on their successes or to check-in. Building rapport means that you reach out when you don't want anything from them. People love to be supported. Remember that success has many fathers, but failure is an orphan. You can reach out even when someone has been laid off to offer some kind words. People remember those gestures over the years.
-
Donald Ma
Pitch Consultant || Enterprise Sales Trainer || Crafting Winning Startup Pitches || Stand-up Comedian by Night
Perhaps to make it easier - after your initial meeting, ask when is a good time to follow-up. Let them tell you when you should contact them again. When you reach out to them again, see how their situation may have changed or not since you've last spoken, so that you won't be pitching in the wrong direction.
Rate this article
More relevant reading
-
WritingHow can you create urgency in your pitch while still being professional?
-
WritingWhat are the best ways to close a deal after a successful pitch?
-
WritingHow can you keep the conversation going after a pitch?
-
Sales ProspectingYou want to win over a difficult client. How can you make your pitch irresistible?