You had a great call. They seemed interested. And then... nothing. Silence. Crickets.
Following up is where deals live or die. Research consistently shows that most sales happen after the fourth or fifth follow-up — but most salespeople (and freelancers) give up after one or two. The art is following up in a way that's persistent without being pushy. Here's how.
Why People Go Silent (It's Usually Not What You Think)
When a prospect goes quiet, our brains jump to the worst conclusion: they hate us, they found someone better, they think we're too expensive.
In reality, the most common reasons for silence are:
- They got busy and your email got buried
- They need to get approval from someone else
- The project got deprioritized internally
- They're waiting for budget to become available
- They feel awkward saying no and are avoiding the conversation
None of these are about you. A follow-up is an act of service — you're making it easy for them to say yes (or even no, which is also valuable information).
The Follow-Up Sequence That Works
Day 1–2: The first follow-up
If you sent a proposal or had a call and haven't heard back within 2 business days, send a short, warm check-in. Don't apologize for following up.
"Hi [Name], just following up on the proposal I sent over. Happy to answer any questions or hop on a quick call if it's easier to talk through. Let me know what you think!"
Day 5–7: Add value
Don't just poke. Bring something. Share a relevant article, an insight from a client project, or a specific thought about their situation.
"Hey [Name] — saw this article about [their industry challenge] and thought of your project. Still happy to chat if the timing is right. No rush at all."
Day 14: The gentle nudge
Keep it light. Make it easy to say no without it feeling like a big deal.
"Checking in one more time — if the project's been put on hold or the timing isn't right, totally understand. Just want to make sure I have the right info on my end. Either way, feel free to let me know."
Day 30: The long-game check-in
At this point, assume the project isn't happening right now. But stay connected for the future.
"I'll be wrapping up a couple of similar projects next month if the timing works out better on your end. No pressure — just wanted to stay on your radar."
What NOT to Do
- Don't apologize for following up: "Sorry to bother you again..." undermines your value
- Don't follow up more than once in a day
- Don't guilt-trip: "I've reached out several times with no response..."
- Don't put all your eggs in one basket — keep filling your pipeline
- Don't follow up indefinitely — know when to archive and move on
Following Up With Existing Clients
Follow-up isn't just for prospects. It's equally powerful with clients you haven't heard from in a while.
A simple check-in every 60–90 days can:
- Reactivate clients who've gone quiet
- Surface new project opportunities
- Remind them you exist before they hire someone else
Keep it simple: "Hey [Name] — hope things are going well. I was thinking about [something specific to their business]. Anything we should be working on together?"
Make it easy for prospects to say yes by sending them directly to your Book Like A Boss booking page in your follow-up. Instead of "let's schedule a call," give them a link to book one in seconds. Reduced friction means more follow-ups convert to actual conversations.
The Mindset That Makes Follow-Up Comfortable
Follow-up feels uncomfortable when you think of it as chasing or begging. Reframe it: you have something valuable to offer, and you're making it easy for them to access it.
You're not a pest. You're a professional who helps people, and sometimes people need a gentle reminder that the help is available. Follow up with that energy and it comes through in every message.
Close the loop faster. Include your Book Like A Boss booking link in every follow-up so interested prospects can schedule immediately. Start free at booklikeaboss.com.
