I hope you enjoy reading this blog post. If you want my team to just do your marketing for you, click here.
I hope you enjoy reading this blog post. If you want my team to just do your marketing for you, click here.
Author: Jeremy Haynes | founder of Megalodon Marketing.
Earnings Disclaimer: You have a .1% probability of hitting million-dollar months according to the US Bureau of Labor Statistics. As stated by law, we can not and do not make any guarantees about your own ability to get results or earn any money with our ideas, information, programs, or strategies. We don’t know you, and besides, your results in life are up to you. We’re here to help by giving you our greatest strategies to move you forward, faster. However, nothing on this page or any of our websites or emails is a promise or guarantee of future earnings. Any financial numbers referenced here, or on any of our sites or emails, are simply estimates or projections or past results, and should not be considered exact, actual, or as a promise of potential earnings – all numbers are illustrative only.
Your follow-up game is costing you deals.
Not because you’re not following up. You probably are. But you’re doing it wrong in a way that either annoys prospects or gets completely ignored.
Here’s what I see constantly: People either follow up too aggressively (coming across desperate and salesy) or too passively (getting lost in the noise and forgotten). Both approaches leave money on the table.
The truth is, most deals don’t close on the first conversation. They close in the follow-up. Research shows that only 2% of sales happen on the first contact, and 80% of sales require 5-12 follow-up attempts before closing, yet 48% of sales reps never make a single follow-up call after the initial contact. But most people treat follow-up like an afterthought instead of a strategic system.
Here’s what makes this tricky: You need to be persistent without being pushy. Professional without being robotic. Memorable without being gimmicky.
That balance is what separates people who convert 20% of their pipeline from people who convert 60%+.
I’m going to show you the exact follow-up cadence I use and teach – one that feels genuinely human while converting at a high rate. Not theory. The actual sequence, timing, and messaging that works.
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Let’s break it down.
Most follow-up sequences feel like they were designed by robots for robots.
You’ve seen them. You’ve probably received them:
“Just following up on my last email…” “Bumping this to the top of your inbox…” “Circling back to see if you had a chance to review…”
These messages scream “I’m using a template and I don’t actually care about you.”
Here’s why traditional follow-up doesn’t work:
It’s about you, not them. Every message is about what YOU need (a response, a decision, a meeting). Nothing about what THEY need.
It adds no value. You’re just reminding them you exist without giving them any reason to engage.
It’s predictable. They can spot your pattern after the second message. Once they know the pattern, they can ignore it.
It lacks context. Each follow-up exists in isolation instead of building on the previous interaction.
It feels transactional. You’re clearly just trying to move them through your pipeline, not actually trying to help them.
The follow-up cadence that converts does the opposite of all of these things.
Before we get into the specific cadence, understand these core principles:
Never reach out just to “check in” or “circle back.”
Every single follow-up should give them something useful:
If you can’t add value, don’t send the message.
Your follow-up should reference specific things from your previous conversations.
“You mentioned you were struggling with [specific problem]…” “When we talked about [specific topic]…” “I saw that [specific thing about their business]…”
This shows you’re actually paying attention and that your messages are personalized, not automated.
Don’t ask open-ended questions that require them to write an essay.
Give them simple options or yes/no questions. Make responding take 10 seconds, not 10 minutes.
“Does Tuesday or Thursday work better?” “Want me to send over the case study I mentioned?” “Should I reach back out next month when timing’s better?”
Low friction = higher response rates.
If they respond in short messages, you respond in short messages.
If they’re formal, you’re formal. If they’re casual, you’re casual.
If they prefer email, stick with email. If they’re more responsive on LinkedIn, use LinkedIn.
Mirror their energy and medium.
Not every prospect will close. Some aren’t interested. Some aren’t ready. Some aren’t the right fit.
A good follow-up cadence includes a graceful exit that leaves the door open without you looking desperate.
“Seems like timing isn’t right. I’ll check back in [timeframe]. In the meantime, here’s [resource] if it helps.”
This maintains the relationship without burning bridges.
Here’s the specific sequence I use. Adjust timing based on your sales cycle, but the structure works across industries.
This is your sales call, discovery call, or initial outreach conversation.
At the end of this conversation, set a clear expectation for next steps.
“I’ll send you the proposal by Thursday. Take a few days to review it, and let’s reconnect next Tuesday to discuss. Sound good?”
Don’t leave it vague. Agree on what happens next and when.
Within 24 hours of your conversation, send a recap.
Subject: Quick recap from our conversation
“Hey [Name],
Great talking with you today about [specific thing discussed].
Just to recap what we covered:
I’m sending over [whatever you promised] by [agreed date].
Meanwhile, here’s [one piece of value – article, resource, intro, etc.] I mentioned that might be helpful.
Talk soon.”
This accomplishes multiple things:
Send whatever you said you’d send (proposal, case study, etc.) exactly when you said you would.
Subject: [Whatever you’re sending] as promised
“Hey [Name],
As promised, here’s [the thing].
[Brief context about what it is and why it matters to them specifically]
[Two specific things to pay attention to that relate to their situation]
I’ll follow up [on agreed date] to discuss. In the meantime, if questions come up, just shoot me a message.
Note: You’re not asking for feedback yet. You’re delivering what you promised and giving them space to review.
A few days after sending your material, follow up with additional value.
Subject: One more thing that might help
“Hey [Name],
Hope you’ve had a chance to look at what I sent over.
I was thinking about your situation with [specific challenge they mentioned], and I came across [article/resource/case study] that reminded me of your situation.
[One sentence about why it’s relevant]
Still good to connect [on agreed date]?
This message isn’t asking for a decision. It’s adding value and confirming your scheduled follow-up.
This is when you actually discuss their thoughts on your proposal/offer.
If you agreed to reconnect on a specific date, send a reminder the day before:
Subject: Looking forward to tomorrow
“Hey [Name],
Looking forward to connecting tomorrow at [time].
I’ll plan to discuss [what you’ll cover], but let me know if there are other questions that came up while reviewing.
See you then.
If they ghost you at this stage, which happens, move to the next step.
If they didn’t show up for your scheduled call or haven’t responded, it’s time for a direct but friendly nudge.
Subject: Checking in
“Hey [Name],
I know things get busy. Just want to make sure this is still a priority for you.
If timing’s off, totally fine – just let me know and I’ll follow up when it makes more sense.
If you’re still interested, I have [time option 1] or [time option 2] open this week.
Let me know either way?
This gives them an easy out while still pushing for a response.
They still haven’t responded. Add more value with a different angle.
Subject: Thought you’d find this interesting
“Hey [Name],
Saw this [article/report/news] about [something relevant to their industry/situation] and immediately thought of you.
[Why it’s relevant to them]
[One insight or observation that connects to their challenge]
Still thinking about our conversation on [topic]. When you’re ready to revisit, just let me know.
You’re staying on their radar without directly asking for anything.
Reference something specific about timing.
Subject: Following up as promised
“Hey [Name],
You mentioned wanting to make a decision by [date/end of quarter/whatever they said]. That’s coming up, so wanted to check where you’re at.
Still makes sense to move forward? Or is there something holding you back I can help address?
This works because you’re referencing THEIR timeline, not yours.
Send a relevant success story.
Subject: Thought you’d appreciate this
“Hey [Name],
Just wrapped up a project with [similar company/person] who was dealing with [similar challenge to theirs].
Here’s what we did and the results: [brief summary or link to case study]
Reminded me of what you’re working through. Worth a conversation?
Social proof at the right moment can reignite interest.
If you still haven’t gotten meaningful engagement, it’s time for a breakup email.
Subject: Closing the loop
“Hey [Name],
I’ve reached out a few times but haven’t heard back, so I’m assuming this isn’t a priority right now. Totally fine.
I’m going to stop bugging you, but if circumstances change or you want to revisit down the line, my door’s open.
In the meantime, here’s [one final piece of value] that might help regardless.
Best of luck with [specific thing they’re working on].
This does two things:
I’ve had more deals close from breakup emails than any other message type.
Don’t rely on email alone. The highest-converting follow-up sequences use multiple channels.
Here’s how to layer them:
Use email for anything that requires detail, documents, or needs to be reference-able later.
Proposals, recaps, and detailed resources – these go via email.
Use LinkedIn messages for lighter touchpoints that don’t warrant a full email.
“Saw your post about [topic]. Great insight on [specific thing].”
“Congrats on [achievement they posted about].”
These keep you visible without adding to their email overload.
If you have their number and established rapport, text can work for time-sensitive things.
“Hey, got your message. Quick question – does 2pm or 4pm work better today?”
But don’t abuse this. Most communication should be email or LinkedIn until they invite you to text.
Tools like Loom let you send quick video messages.
These work great for:
“Hey [Name], recorded a quick 3-minute walkthrough of the proposal I sent to highlight the parts most relevant to your situation.”
Video response rates are often 2-3x higher than text emails. Additionally, prospects who receive text messages convert at a 40% higher rate than those who don’t, and SMS messages achieve a 98% open rate compared to email’s 22% open rate, making multi-channel follow-up essential for maximum response rates.
Your follow-up sequence needs a steady supply of valuable content to share.
Build a library of resources you can pull from:
Case Studies: 5-10 detailed case studies of client results, organized by industry or problem type.
Articles/Resources: Bookmark or create articles related to common challenges your prospects face.
Tools/Templates: Useful tools, templates, or frameworks you can share.
Introductions: Build a network of people you can introduce prospects to for mutual value.
Market Insights: Industry reports, data, trends your prospects care about.
Your Content: Your own blog posts, videos, and podcasts that address their challenges.
When it’s time to follow up with value, you pull from this library instead of scrambling to find something.
“But Jeremy, this takes so much time to personalize every message!”
Not if you have a system.
Here’s how to personalize at scale:
Create message templates for each touchpoint in your sequence. But make them flexible with [bracketed placeholders] for personalization.
“Hope you’ve had a chance to look at the [proposal/case study/framework] I sent over.
I was thinking about your situation with [specific challenge], and [relevant thought/resource/idea].”
These templates give you structure while forcing personalization in the key spots.
Before every follow-up, spend 2 minutes:
This gives you fresh context to reference and keeps your messages relevant.
Don’t write follow-ups one at a time throughout the day. Batch them.
Set aside 30-60 minutes to write all your follow-ups for the day/week. You’ll find your rhythm and move faster while maintaining quality.
When they do respond, how you handle it matters.
Move quickly. Don’t make them wait.
“Great! I have [time 1] and [time 2] available this week. Which works better?”
Strike while the iron is hot. Interested prospects who have to wait often go cold.
Address directly and specifically.
“Totally understand the concern about [specific objection]. Here’s how we’ve handled that: [specific solution].”
Don’t brush off objections. Show you heard them and have thoughtful responses.
Get specific about what’s next.
“No problem. What specifically do you need to figure out? And when should I check back?”
Vague “I need to think about it” responses kill deals. Make the next step concrete.
Thank them and leave the door open.
“I appreciate you letting me know. If circumstances change, I’m here. In the meantime, good luck with [their goal].”
Some of my best clients initially said no. Professional exits lead to future opportunities.
This cadence only works if you actually execute it consistently.
You need a system:
Task Management: Set tasks for each follow-up touchpoint. When a prospect enters your pipeline, schedule all follow-ups immediately.
Notes and Context: Document every interaction. What did you discuss? What do they care about? What did they say about timing?
Reminders: Set reminders before scheduled calls or important dates they mentioned.
Templates: Store your message templates in your CRM or a doc you can quickly access.
I use a simple spreadsheet for tracking:
Pick a system that works for you, but HAVE a system. Don’t rely on memory.
Your follow-up cadence should improve over time.
Track these metrics:
Response Rate by Touchpoint: Which messages get the most responses?
Time to Close: How long from first contact to closed deal?
Drop-Off Points: Where do most prospects go silent?
Message Performance: Which specific messages or subject lines work best?
Test variations:
What works in my business might not work exactly the same in yours. Use this framework as a starting point, then optimize based on your data.
Let me save you from the traps I see constantly:
Mistake 1: Following Up Too Fast
Sending three emails in two days looks desperate. Give people time to breathe.
Mistake 2: Generic Messages
If your follow-up could be sent to anyone, it’s not going to work. Personalize.
Mistake 3: Asking Instead of Asserting
“Would you be available sometime maybe?” is weak. “I have Tuesday at 2pm or Thursday at 10am – which works?” is strong.
Mistake 4: Multiple Asks in One Message
Don’t ask them to review your proposal AND schedule a call AND answer three questions. One clear next step per message.
Mistake 5: Giving Up Too Soon
Most people stop after 2-3 attempts. The fortune is in the follow-up. Many deals close on touchpoint 5-8.
Mistake 6: Never Giving Up
On the flip side, following up forever when someone clearly isn’t interested is a waste of your time. Know when to move on.
Mistake 7: Being Boring
Every follow-up that’s just “checking in” or “following up” gets deleted. Be interesting.
This system only works if you actually implement it.
Here’s your roadmap:
This Week:
Map out your follow-up sequence. What messages will you send at what intervals?
Build your value-add library. Collect 10-15 resources you can share with prospects.
Create your message templates for each touchpoint.
This Month:
Implement the cadence for all new prospects entering your pipeline.
Track your response rates and engagement.
Set up your CRM or tracking system to manage the sequence.
This Quarter:
Analyze what’s working. Which messages get responses? Which get ignored?
Refine your sequence based on data.
Build out more case studies and resources to share.
Test different variations of your highest-performing messages.
The follow-up cadence that converts isn’t magic. It’s systematic, valuable, human communication that respects the prospect while persistently moving them toward a decision.
Most people will never do this work. They’ll keep sending “just checking in” emails and wondering why their close rate is terrible.
You’re not most people.
Build the cadence. Add value relentlessly. Stay human. Follow up consistently.
That’s how you convert hard while still feeling human.
Most business owners waste years figuring out what actually works. In my Master Internet Marketing program, I compress that learning curve into 7 weeks, covering copywriting, funnels, ads, and more. If you’re ready to invest $5k and get serious about your skills, apply here.
Now go close more deals with better follow-up.
Jeremy Haynes is the founder of Megalodon Marketing. He is considered one of the top digital marketers and has the results to back it up. Jeremy has consistently demonstrated his expertise whether it be through his content advertising “propaganda” strategies that are originated by him, as well as his funnel and direct response marketing strategies. He’s trusted by the biggest names in the industries his agency works in and by over 4,000+ paid students that learn how to become better digital marketers and agency owners through his education products.
Jeremy Haynes is the founder of Megalodon Marketing. He is considered one of the top digital marketers and has the results to back it up. Jeremy has consistently demonstrated his expertise whether it be through his content advertising “propaganda” strategies that are originated by him, as well as his funnel and direct response marketing strategies. He’s trusted by the biggest names in the industries his agency works in and by over 4,000+ paid students that learn how to become better digital marketers and agency owners through his education products.
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