📌 Introduction: Why Follow-Up is the Lifeblood of Sales
One of the biggest mistakes a closer can make is assuming that lead who isn’t answering is no longer interested. In reality, 80% of sales require at least 5 follow-ups, yet 44% of salespeople give up after just one attempt.
Your job as a closer is to remove hesitation and guide the applicant back into the conversation. The "Buy or Die" mentality means that until an applicant directly tells you “I am NOT moving forward,” they are still a lead.
📈 Sales Follow-Up Statistics That Prove Persistence Wins
- 🔹 Only 2% of sales are made on the first contact.
- 🔹 80% of sales require at least 5 follow-up attempts.
- 🔹 92% of sales reps give up after the 4th follow-up—but 60% of prospects say "yes" after the 5th attempt.
- 🔹 The best time to follow up is within 24 hours of the missed meeting—waiting longer drops re-engagement rates by 50%.
🔥 The Four Types of No-Shows & How to Follow Up Creatively
👀 Scenario 1: The Discovery No-Show
They booked a consultation but didn’t answer the first call.
🚀 What to Do:
- ✅ Call within 10 minutes of the missed appointment.
- ✅ Send a pattern interrupt text: “Hey [Name], did I miss you? Call me back when you can.”
- ✅ Use the Chris Voss ‘Have You Given Up?’ technique: “Hey [Name], have you given up on pursuing your career in music?”
🎤 Scenario 2: The Second Meeting No-Show
They skipped their second meeting.
🚀 What to Do:
- ✅ Call & text them immediately after the missed meeting.
- ✅ Reinforce mentor scarcity & exclusivity: “Mentor spots fill fast. Let’s reschedule while we still can.”
- ✅ Have the mentor send a personal message to re-engage them.
📞 Scenario 3: The Close Call No-Show
They were supposed to finalize their committment to the offering but ghosted.
🚀 What to Do:
- ✅ Call & text within 10 minutes of the missed close call.
- ✅ Use a reverse close technique: “Hey [Name], is this still the direction you want to take?”
- ✅ Leverage social proof by sharing success stories from past clients.
👻 Scenario 4: Ghosting After the Close Call
They said they were committing, then disappeared.
🚀 What to Do:
- ✅ Call, text, and email **multiple times over 7-10 days**.
- ✅ Introduce a **deadline** to create urgency: “We’re closing this out soon—let’s lock in your spot before it’s too late.”
- ✅ Use **humor to re-engage them**: “Hey [Name], I’m getting a little worried—should I send a search party?”
🛠 Closing Mindset: “Buy or Die”
The biggest mistake a closer can make is assuming someone is no longer interested just because they stopped answering. **Until they tell you "No," assume they’re still a lead.**
🚀 Key Mindset Shifts for Closers:
- ✅ No response does NOT mean “No”
- ✅ Your follow-up is NOT annoying—it’s necessary
- ✅ **Every follow-up is another chance to close the deal**
🚀 Next Steps for Closers
- 🔹 Implement a 7-day follow-up sequence for all no-shows.
- 🔹 Practice role-playing follow-up calls & texts.
- 🔹 Stay persistent—**follow-up is where deals are won.**
🔥 With this strategy, you’ll recover more leads, close more deals, and turn ghosting applicants into paying students. 🚀