Follow-up in sales and its hacks

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Follow-up in sales is an English term that refers to monitoring potential customers. In other words, it is the continuity of contact with the lead, throughout the entire purchasing journey.

There is no denying that the market is becoming increasingly competitive. Furthermore, with increasing access to information, consumers are becoming even more demanding. A salesperson who is unable to truly generate value and engage the lead throughout the process will waste many of them along the way.

Want to learn more about follow-up and its hacks? Keep reading!

Consider the following data: “95% of buyers choose a solution if they have access to comprehensive content that helps them navigate through each stage of the buying process.” (Demandgen, 2012). “80% of sales require up to 5 follow-ups to close” (Hubspot, 2017). “90% of salespeople make a maximum of 3 contacts and give up” (Sales DNA, 2018).

Analyzing this data, it is obvious that a very important step Hong Kong telegram data in the sales process, especially after the solution is provided, is monitoring the prospect. But what is this monitoring? It is called follow-up. Follow-up refers to the contacts that the salesperson makes with the customer or potential customer in three phases: Pre-sale, Sale and Post-sale.


Confirmation: confirmation can be done in practice, for example, in a phone call or email to confirm the date of a meeting and with departures from meetings that have already taken place.

Alignment: Alignment is done to define the next steps between the seller and their prospect.

Champion Letter: is designed to align what was understood about the prospect's scenario, the main demands, and defines the main ways to introduce the proposal, avoiding communication failures.


Closing: creates a flow of contacts to maintain a relationship with the potential client and ensure that the negotiation has a positive conclusion. At this point in the process, the closing cadence can also be carried out, which consists of planning the points of contact during the final stages of the process. It is essential that they are personalized according to the prospect and follow their pace.



High-climax follow-up: created by Hackeando Processos, through Growth Hacking , it generates a lot of value and activates the reciprocity trigger. The high-climax follow-up was tested based on conversion rates. The results showed that this strategy had about 40% more conversions than the traditional one. With this technique, you can, for example, send your prospect emails from potential customers for their company or even refer people. This way, instead of just sending generic content, you will generate value through your contact.

To begin with, the cadence of your follow-up after the offer should be structured according to the purchase process and the final response date. From there, your follow-ups will be set for specific dates, adapting your contact points according to the changes that occur in the negotiation.

Below, we have included a suggested cadence that you can apply:

Day zero: presentation of the proposal.

Second day: 1st follow-up to clarify doubts.

Third and fourth day: sending a case that is related to the prospect's case.

Fifth and sixth day: 1st check. Analyze whether there has been any progress and whether we can continue the process for closing.

Eighth day: insertion of a reciprocity trigger. Company recommendation, insert a gift or favor.

Tenth day: 2nd check. Analyze the scenario and if it is too complicated to move forward, insert a last forecast date.

Forecast date: insert a last check.

Use social proof
There's nothing better than adding value to your proposal. Whether it's a product or a service doesn't matter. Show results, testimonials and even research that proves the effectiveness of your proposal.

Short follow-up emails
Your first email is the flagship of your campaign, so it's only natural that it will be longer than the others. However, in the following emails, try to be succinct and to the point. Try to write short, easy-to-understand sentences. Don't beat around the bush, be objective.

Customize it
Personalize your emails so tht leads feel close to you and unique.

Use CTAs in follow-up
Unfortunately, people won’t do anything if you don’t encourage them to do so, especially in email campaigns. Therefore, use CTAs: “Watch this video lesson”, “Sign up”, “I want to know more”, “I want to download this PDF”. In short, there are several CTAs, choose the one that best suits your objective.