Pillar 02 / Cluster 2C

Following up with potential clients without chasing

TL;DR: How to stay in a sales process with persistence and integrity after the other side goes quiet.

How do you follow up with a potential client who has gone quiet, without chasing?

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5 Questions About Following up with potential clients without chasing

My potential client went silent after a great call

Silence after a good call usually means the conversation moved inside the company and stalled there. What to send, when to send it, and why it isn't about you.

How many times should I follow up before giving up?

The number of messages is the wrong unit. What decides how long to keep going, when to change channel instead of emailing again, and how to end it cleanly.

What do I say in a follow-up email that isn't "just checking in"?

Give the email one purpose, open with why you're writing now, and end with one clear action. The four-part shape that gets replies from busy people.

How do I keep following up without being annoying?

Following up stops feeling annoying when each message gives the client something. Why it's a content problem rather than a frequency one, and the rhythm to use.

How do I restart a client opportunity that's gone dead?

Write as though the pause was normal, lead with a real reason for reaching out, and ask one small question. How to tell cold from quiet, and what to leave out.

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Related Clusters

Pillar 02 / Cluster 2B

Navigating the long B2B sales process

How consulting engagements really get bought inside companies, and how to lead a sale you are mostly not in the room for.

Pillar 02 / Cluster 2D

Writing consulting proposals that win

What a winning consulting proposal contains, and how to handle the moments before and after sending it.

Pillar 02 / Cluster 2A

Leading comfortable sales conversations with consulting clients

How to run sales conversations that feel like being a peer and an expert, never a salesperson.

Mary G, nonprofit consultant
I just secured a contract for 500% more than I was originally going to quote. I was ready to undervalue my bid and ask for $7,000 but I reached out to Leah and the team for a pep talk and I'm glad I did, because we are now going under contract for $37,500!! I'm stoked!
Denise F, marketing consultant
I was my reviewing my revenue dashboard and it showed that I earned $100K more in 2024 compared to the year before. I joined the Academy in May 2024 and it has transformed my sales approach entirely.
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We used to book clients just in time to keep income flowing, and we now have a 6-month cushion!
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