Are You Valuable???
A while back, I was working with a coaching client in the sales world. She was uhhhh how do I put this? A ROCKSTAR closer.
She built rapport quickly, asked engaging questions, and wasn’t afraid to challenge someone when it mattered. She even turned clients away when it wasn’t a good fit. High integrity. Full stop.
But…
She had a problem.
When a potential client wasn’t ready to buy or move forward (which happens about 80% of the time, by the way), she got stuck.
She’d follow up. She’d reach out again. But all she got was silence… or the classic polite brush-off.
Ever been there?
So we started to dig in. Pulled up her emails. Reviewed call notes. Looked at her outreach strategy. And you know what we realized?
She wasn’t driving home value in her follow-ups.
She’d mention their kids. Their vacations. Their birthdays.
She was warm. Friendly. Memorable.
But she wasn’t useful.
Why This Is Important
Let’s be real for a second: nobody owes you a response.
Not because they’re mean. Not because they don’t like you.
But because they’re busy. Their inbox is full. Their to-do list is overwhelming. And unless what you’re sending feels relevant to them, it’s getting skipped.
Connection is great. But value is what gets action.
The Strategy: Lead with Value, Every Time
Here’s how to make sure your next follow-up actually lands:
1. Recap With Purpose
Remind them of the problem they shared—but tie it to the outcome they want. Not just “Hey, remember when we talked?” but “You mentioned wanting to grow your team this year, and I had an idea…”
2. Offer a Micro-Solution
This could be a tool, a tip, a resource, or even just a question to reframe their thinking. Something that proves you’re not just following up—you’re following through.
3. Ask a Better Question
Ditch the “Just checking in!” emails. Ask something that makes them stop and think. Like:
“What’s changed since we last talked?”
“Are you still trying to solve [insert issue]?”
“Is it the timing or the solution that feels off right now?”
4. Make It Easy to Say Yes
If you’re offering another meeting, simplify it. “Does Tuesday or Thursday work better for a quick 15-minute touchpoint?”
The Flip
Once we made that shift in her follow-ups—leading with value, sharing a relevant insight, linking to articles or podcast clips, even reframing objections—responses started rolling in.
She wasn’t “chasing” anymore.
She was re-engaging.
Her prospects saw her not just as another seller… but as someone who genuinely helped even before they paid her a dime.