Why don’t more people follow up after a sales conversation?
In sales, following up can be the difference between closing a deal or leaving money on the table.
Yet, many salespeople hesitate or avoid it altogether. In this blog, we’ll explore the top 5 reasons people don’t follow up in sales—from the fear of rejection to the worry of being too pushy—and offer practical tips to overcome these common barriers. Whether you struggle with confidence or feel awkward making that second call, this guide will help you develop the skills needed to confidently and effectively follow up with prospects.
With my feet finally back on the ground this week, I’ve had the chance to follow up and schedule meetings with potential clients.
Even though I teach the importance of follow-ups, (because we know that not following up means leaving money on the table), I still need to set aside specific times for it, rather than trying to squeeze it on the go.
Otherwise, I know it won’t get done.
Does that sound familiar?
There are many reasons why people don’t follow up after a sales call, a conversation, or a connection.
It usually has to do with how they feel.
It often comes down to how they feel – uncomfortable, reluctant, awkward!
“Not following up with your prospects is the same as filling up your bathtub without first putting the stopper in the drain.”
Michelle Moore
The five main reasons people don’t follow up are:
- Fear of Rejection
People often hesitate to follow up because they fear being told “no” or think the prospect is no longer interested. This fear of rejection can prevent them from making contact again, even though a follow-up might lead to a positive outcome. - Lack of Confidence
Salespeople might feel insecure about the value of their offer or doubt their ability to handle objections effectively. Without the self-assurance that they can steer the conversation positively, they avoid following up. - Poor Organization
Failure to set reminders or track conversations can lead to missed follow-ups. Without a proper system in place to manage leads and sales conversations, it becomes easy to forget or delay follow-up efforts. - Assuming the Prospect Isn’t Interested
Some salespeople prematurely conclude that they aren’t interested if the prospect doesn’t immediately commit. However, most buyers need multiple touchpoints before making a decision, so giving up too soon can be a missed opportunity. - Fear of Being Pushy
Salespeople often worry about coming across as aggressive or annoying if they follow up too frequently. While it’s important to balance persistence with respect, this fear can cause them to avoid follow-up altogether, leaving potential sales on the table.
(read more on these points and how to overcome follow-up freeze)
Do any of these resonate with you?
When following up, people typically want to feel:
- Confident – Assured in their approach and the value they’re offering.
- Prepared – Ready with the right information and answers to potential objections.
- Valued – Knowing that their communication is important and appreciated by the prospect.
- Positive – Optimistic about the outcome, even if it doesn’t result in an immediate sale.
- In control – Feeling they are effectively steering the conversation and guiding the next steps.
Learn how to follow up with confidence, and feel prepared, valued, positive, and in control at the upcoming 1-Day Sales Mastery Workshop on September 27.
Attend in person in SEQ or join us online for this small group training.
Click on the link to secure one of the last two spots.
See you there.
Read more on how to improve sales in your business here. Order your copy of Good Girls do Sell.
