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Follow Up Like a Maniac: Why Fortune Lies in the Second Call
Quote from James A.Hart on July 16, 2025, 10:28 pmIn sales, most deals don’t fall apart because of the first call — they fall apart because of what doesn’t happen after.
Even when you’ve handled all objections, clearly explained your offer, and built strong rapport, the majority of your prospects still won’t say yes right away. And that’s where most salespeople lose.
They stop following up.
The Harsh Truth: People Don’t Buy When You’re Not There
The video makes one thing crystal clear: you will lose 9 out of 10 deals not because you followed up too hard — but because you didn’t follow up at all.
Prospects are trained to believe that if they ignore you once or twice, you’ll eventually stop trying. And most of the time, that’s exactly what happens.
But the game doesn’t end with the proposal. It starts there.
Don’t Ask When to Follow Up — Just Do It
When a prospect says, “Call me back in two weeks,” don’t take that at face value. Most likely, they’ll forget the details, lose emotional momentum, and cool off entirely by then.
Instead, follow up within 24–48 hours while the call is still fresh in their mind.
“I’ll send you the proposal and follow up tomorrow — would 10 a.m. or 4 p.m. work better?”
You’re not being pushy. You’re being professional.
Treat Yourself as the Only Option
Even when a prospect says they’re “shopping around,” you should never ask how it’s going with other agencies.
Why?
Because the moment you position yourself as one of many, you lose the frame. Instead, follow up as if you’re the only player on the field.
When you check in, ask:
“Did you get a chance to review the proposal?”
“What stood out most to you?”
“If the price was the same, who would you go with — and why?”Stay focused on your value. Assume the sale is still in motion.
Inject Personality, Not Pressure
Relentless follow-up doesn’t mean robotic check-ins.
In the video, one example is to leave playful voicemails like:
“Hey, it’s [Your Name] again — starting to build a pretty deep relationship with your voicemail. I’m not going anywhere, so give me a call back.”
It makes prospects smile. And more importantly, it reminds them: You care enough not to disappear.
Your Job Is Not to Chase — It’s to Close the Loop
Following up is not about nagging. It’s about helping the prospect make a decision — yes or no.
Don’t let them live in “maybe.”
If they still hesitate, ask directly:
“What specifically is holding you back right now?”
“Is it the investment, the timing, or something else?”Clarity is your friend. Ghosting happens when prospects don’t trust that they can be honest with you.
Final Thoughts
Follow-up is where average salespeople disappear — and where professionals get paid.
If you want to close more deals, stop looking for better scripts.
Start getting better at following up.
Confidently. Strategically. Relentlessly.That’s where the fortune really lies.
In sales, most deals don’t fall apart because of the first call — they fall apart because of what doesn’t happen after.
Even when you’ve handled all objections, clearly explained your offer, and built strong rapport, the majority of your prospects still won’t say yes right away. And that’s where most salespeople lose.
They stop following up.
The Harsh Truth: People Don’t Buy When You’re Not There
The video makes one thing crystal clear: you will lose 9 out of 10 deals not because you followed up too hard — but because you didn’t follow up at all.
Prospects are trained to believe that if they ignore you once or twice, you’ll eventually stop trying. And most of the time, that’s exactly what happens.
But the game doesn’t end with the proposal. It starts there.
Don’t Ask When to Follow Up — Just Do It
When a prospect says, “Call me back in two weeks,” don’t take that at face value. Most likely, they’ll forget the details, lose emotional momentum, and cool off entirely by then.
Instead, follow up within 24–48 hours while the call is still fresh in their mind.
“I’ll send you the proposal and follow up tomorrow — would 10 a.m. or 4 p.m. work better?”
You’re not being pushy. You’re being professional.
Treat Yourself as the Only Option
Even when a prospect says they’re “shopping around,” you should never ask how it’s going with other agencies.
Why?
Because the moment you position yourself as one of many, you lose the frame. Instead, follow up as if you’re the only player on the field.
When you check in, ask:
“Did you get a chance to review the proposal?”
“What stood out most to you?”
“If the price was the same, who would you go with — and why?”
Stay focused on your value. Assume the sale is still in motion.
Inject Personality, Not Pressure
Relentless follow-up doesn’t mean robotic check-ins.
In the video, one example is to leave playful voicemails like:
“Hey, it’s [Your Name] again — starting to build a pretty deep relationship with your voicemail. I’m not going anywhere, so give me a call back.”
It makes prospects smile. And more importantly, it reminds them: You care enough not to disappear.
Your Job Is Not to Chase — It’s to Close the Loop
Following up is not about nagging. It’s about helping the prospect make a decision — yes or no.
Don’t let them live in “maybe.”
If they still hesitate, ask directly:
“What specifically is holding you back right now?”
“Is it the investment, the timing, or something else?”
Clarity is your friend. Ghosting happens when prospects don’t trust that they can be honest with you.
Final Thoughts
Follow-up is where average salespeople disappear — and where professionals get paid.
If you want to close more deals, stop looking for better scripts.
Start getting better at following up.
Confidently. Strategically. Relentlessly.
That’s where the fortune really lies.
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