Just Following Up

Someone tried to follow up with me recently. The email started like this:

“Hey Gabe, I just wanted to touch base with you…”

Do you know what my honest reaction was? Barf. It’s almost funny how often this happens. I get it, they’re trying. But it usually sounds like someone fresh out of school wrote it.

Look, following up is critical. But not like this.

Don’t “Just Follow Up” Do It Right

Follow-ups are a massive part of moving deals forward. But when you send a message that says, “Just following up,” you might as well be yelling, “PLEASE BUY FROM ME NOW!” It’s giving desperate rookie energy.

Desperation doesn’t close deals. Professionalism does.

When you follow up like a pro, you respect the other person’s time and space. You remind them why they should care without pushing too hard. And that balance? That’s how you win.

Why Do We Even Follow Up?

Because the money is in the follow-ups.

Here’s the math: 80% of customers say “no” at least four times before they finally say “yes.” That first “no” doesn’t mean never—it just means not right now. This isn’t dating. “No” in sales is flexible. Circumstances change. Budgets open up. Priorities shift. You don’t know unless you stay in the game.

How to Follow Up Without Sounding Like a Robot

Let’s break it down.

Start With the Phone

Always.

The phone is direct. It interrupts. It demands attention. If you’re nervous—prep. Know what you’re going to say. If you’re calling out of the blue, just say so. If you’re referencing a past convo, mention that. A phone call kickstarts momentum.

Can’t reach them? Text.

Let them know who you are, why you called, and when they can call back. Keep it short and punchy. No essays.

Email Still Matters—But Don’t Lead With It

If your call and text don’t get a response, hit them with an email a few days later. But please—for the love of all things good—don’t say:

“Just checking in…” “Wanted to touch base…” “Circling back…”

Try:

“Last we spoke, you mentioned…” “Still interested in [XYZ]?”

Contextualize. Don’t qualify.

LinkedIn DMs Can Work, Too

Slide in with the same message you’d send via text or email—but not all on the same day. Space it out. You want to be persistent, not annoying.

Once they respond, ask: “Is this the best channel to reach you?” Boom—you’ve got your communication lane.

Follow-Up Timing: The Math That Matters

SDRs: Most prospects don’t bite until the fourth call in your sequence.

If you’re running the Agoge sequence, that fourth call is actually your ninth touchpoint. That means your prospect has already gotten:

• Multiple emails
• A couple LinkedIn DMs
• Multiple calls and voicemails

Persistence. Works.

Gabe’s Gauntlet: Do the Work

Yes, it’s repetitive. Yes, it feels redundant. But it works.

Follow up. Follow through. Run the play.