Ever stared at your phone like it might bite you? You know you should follow up with that lead, but something about it makes your stomach flip. Rejection? Feeling annoying? Worried you’ll come off desperate?
Yep, been there.
When I first started, I hated following up. I told myself I didn’t want to be pushy. Truth is, I was just scared. Scared of hearing “no,” scared of seeming too eager, scared of messing up a deal before it had a chance to breathe.
The result? Crickets. Deals disappeared. Leads ghosted. All because I didn’t keep myself top-of-mind.
Turns out, the real problem wasn’t the follow-up—it was my mindset around it.
Sales Isn’t Sleazy—Silence Is
Here’s what changed things for me: I realised people actually appreciated the nudge.
They’re busy. Life gets in the way. Your email gets buried under a dozen others. A friendly check-in? It’s not an intrusion—it’s a reminder.
According to HubSpot, 80% of sales require five follow-ups. Five. Not one or two polite pings. Five. And yet, 44% of salespeople give up after just one.
That used to be me. One email. No reply. Game over.
But when I started showing up more consistently, things shifted. Leads started closing. Conversations reopened. Clients thanked me for sticking with them.
The Real Reason You Hate Following Up
If you’re a business owner or marketer, sales might not come naturally. You didn’t launch your business to spend your days on the phone, chasing leads, right?
What makes follow-ups feel so awkward is the idea that you’re chasing people. But here’s a reframe: you’re not bothering anyone—you’re offering value.
They reached out for a reason. You’re just helping them finish what they started.
How to Follow Up Without Feeling Gross
Let’s get practical. If you’re still cringing at the thought of following up, try these simple strategies:
1. Change the Script in Your Head
Instead of thinking, “I’m bugging them,” try, “I’m helping them solve a problem.”
That small shift can make a huge difference in how you show up.
2. Use a Follow-Up Framework
Structure removes the guesswork. Create a simple plan:
- Day 1: Send a thank-you email.
- Day 3: Share a relevant resource or blog post.
- Day 7: Ask if they’ve had a chance to think it over.
- Day 14: Offer to answer any lingering questions.
- Day 21: Send a friendly check-in with a deadline or offer.
Keep it human. Keep it helpful.
3. Automate, But Personalise
Tools like HubSpot can help you stay on track without becoming robotic. Use templates but tweak them so it sounds like you—not a bot.
4. Let Go of the Outcome
Not every lead will convert. That’s okay. Your job is to show up, stay helpful, and follow through. The rest is up to them.
5. Create a Follow-Up Habit
Set a time each week (or even each day) to handle follow-ups. Don’t wait until you “feel like it.” You won’t. Just block the time and do it.
What About Actual Phone Calls?
Let’s be honest—picking up the phone can feel like the hardest part. Emails are easy to ignore. DMs can get lost. But the phone? It’s direct. Personal. And for a lot of people, a bit terrifying.
If you’re already nervous, starting with the classic “Hi, how are you?” might feel safe… but it rarely works.
Why? Because it puts the other person on alert. They know you’re calling for something, and suddenly they’re trying to figure out what you want instead of actually listening. That’s when you get the drawn-out, suspicious “goooooood…” followed by silence.
It’s not that they’re being rude—they’re just bracing themselves.
So try this instead:
“Hey [Name], have I caught you at a bad time?”
It’s disarming, polite, and shows respect for their schedule. It gives them a little control, which actually makes them more open to chatting.
Here’s a simple follow-up call script you can use if the timing’s right:
“Awesome. We chatted a little while ago about [their interest or project], and I just wanted to check in, see if you had any questions, or if there’s anything you needed from me.”
“I know things can get pushed down the to-do list—I’m guilty of that too—so I thought I’d follow up and keep the conversation going.”
“If now’s still a good time to move forward, I’m here to help. If not, no worries at all—just wanted to keep the door open.”
“Thanks again, [Name]. Chat soon.”
The beauty of this script is it’s low pressure. No overthinking, no sales jargon—just a real person having a real conversation.
The key? Keep it human.
Phone follow-ups don’t have to be scary when you stop trying to “sell” and start trying to connect.
Follow-Ups Are a Form of Service
If someone reached out to you, it means they were interested. Life just got in the way. Your follow-up helps bring them back to the conversation. It shows professionalism, persistence, and respect for their time.
And you know what? It also shows respect for your business.
You work hard to generate leads—don’t let them slip away because you’re afraid of what someone might think.
They’ll appreciate the nudge. You’ll appreciate the results.
FAQs
What if someone ignores all my follow-ups?
It happens. If you’ve followed up 5 times over a few weeks and still heard nothing, it’s okay to move on. You’ve done your part.
Is it better to follow up by phone or email?
Depends on the lead. If they gave you their phone number, don’t be afraid to call. But if email feels more comfortable to start with, that’s fine too. The key is consistency.
How often should I follow up?
Spread it out over 2–3 weeks. Every few days early on, then once a week after that. Just don’t wait months—people forget fast.
Should I use templates?
Sure, but personalise them. Make each message sound like you’re writing to a real person—because you are.
Ready to make follow-ups less scary?
You don’t need to be a slick-talking closer. You just need to show up, be consistent, and trust that the right people will respond.
And hey—if you’re tired of feeling stuck in the follow-up cycle, Pixeld helps businesses build smarter sales systems so you can follow up with confidence. Check out Pixeld’s CRM & sales tools to learn more.
Let’s keep you top-of-mind—without losing your mind.