Why I Don’t ‘Just Follow Up’ with Prospects in DMs—and Why You Should Stop Too
- Uncategorized
- August 23, 2024
When it comes to connecting with prospects, whether you’re in sales, marketing, or any client-focused role, your approach in the DMs can make or break the relationship. You might have been taught to “just follow up” or “just check in,” but if you’re still doing this, it’s time to reconsider.
The traditional approach of simply following up or checking in comes from a place of seeking permission. When you say, “I’m just following up” or “I just wanted to check in,” what you’re really doing is asking the prospect for permission to hear their response. It’s a subtle, yet significant, difference in how you frame the conversation—and it can drastically impact how you’re perceived.
The Problem with “Just Following Up”
You’re subconsciously placing yourself in a subordinate position by positioning yourself as someone who is simply checking in. You’re effectively saying, “I hope you’ll give me some of your time,” rather than asserting your value and expertise. This approach can make you appear less confident and, in turn, less credible.
Moreover, when you follow up in this way, you’re likely to be met with vague responses, or worse, silence. Your prospect might be busy, distracted, or simply not interested at that moment, and a generic follow-up doesn’t give them a compelling reason to re-engage. It’s no wonder many people dread the follow-up on the sending and receiving ends.
Offer Value Instead of Seeking Permission
Instead of falling into the trap of seeking permission, shift the conversation by focusing on the value you bring to the table. Start by reminding the prospect of the problem or challenge they mentioned in your previous conversation. You might say something like:
- “Are you still looking for help with [the specific issue they mentioned]?”
This approach does a few key things. First, it acknowledges that you listened to them and understood their problem. Second, it shifts the focus from you seeking their attention to you offering to solve their problem. This not only positions you as an authority but also as someone who genuinely cares about their needs.
Alternatively, you could pick up the conversation by offering your availability to discuss their challenge further:
- “I have some time later today to talk about your [specific challenge].”
This type of follow-up is proactive and confident. It assumes that the prospect is still interested and that you are the person who can help them. It’s a subtle yet powerful shift from seeking their permission to speak to asserting your expertise.
Engage Them with Open-Ended Questions
Another effective strategy is to keep the conversation going by asking open-ended questions. This invites the prospect to share more about their thoughts, concerns, and needs, making the conversation more engaging and valuable for both parties. For instance, you might ask:
- “What questions do you have on the above?”
By asking a question like this, you’re encouraging the prospect to dive deeper into their concerns or interests, which in turn gives you more insight into how you can help. People love to talk about themselves and their experiences, so give them the space to do so. This not only keeps the conversation alive but also strengthens your position as a trusted advisor rather than just another salesperson.
It’s About Making It Easy for Them to Say Yes
Remember, the goal of your follow-up is not to persuade or pressure the prospect into making a decision. It’s about making it easier for those who want to move forward to do so. By reframing your approach to focus on their needs and challenges, you make it clear that you’re not just following up for your benefit—you’re genuinely interested in helping them solve a problem.
This mindset shift not only changes how you approach follow-ups but also how your prospects perceive you. You’re no longer just someone trying to close a sale; you’re a knowledgeable, confident expert who is ready to provide real value.
Stop Seeking Permission, Start Offering Solutions
In the fast-paced world of digital communication, how you follow up with prospects can significantly impact your success. By dropping the “just following up” script and instead focusing on providing value, asking open-ended questions, and positioning yourself as an authority, you’ll find that your follow-ups become more effective and your relationships with prospects stronger.
So next time you’re tempted to send a quick “just checking in” message, take a moment to reframe your approach. Remember, it’s not about getting permission to speak—it’s about showing your prospect that you’re the expert they’ve been looking for and that you’re ready to help them overcome their challenges.
