Here’s Why Your Follow-Ups Aren’t Working (and How to Fix It)
So, you’ve done the work, laid out your offer, and sent the proposal. Now, you’re just waiting for a signature. Except, it doesn't come.
You follow up once, no response. You follow up again and still - crickets. If you follow up a third time, will you come off as desperate? If you don't, is the deal as good as lost?
To be honest with you, you're right to be worried. Follow-ups are tricky. There's a fine line between "Ah yes, I was meaning to get back to you" and "Take a hint and back off already".
Good news is, crossing that line doesn't happen by being too persistent. It happens by making a few common mistakes along the way. Here's what they are and how to fix them.
What we'll cover
Mistake 1: You’re following up too soon
Otherwise known as the classic rookie mistake. You send your proposal and you’re following up the next day. Or worse, a few hours later. This does nothing but make you like you're pacing around waiting for their reply.
The fix
Wait at least 3-5 business days before your first follow-up. Give them time to read the proposal, think it over, and get back to you.
Mistake 2: You're too vague
You send a follow-up email that says something like, “Just checking in on the proposal I sent”. And that's it. No context, no reminder of why your proposal matters. It’s like knocking on someone’s door and not telling them who you are or why you’re there.
The fix
Be specific. Remind the client of the key points from your proposal so they don't have to guess what you're talking about. For example:
“I wanted to follow up on the proposal I sent last week regarding [your service/project]. I'd be happy to answer any questions you may have.”
Mistake 3: You're being pushy
Your follow-up reads like "You ready to buy yet?". It's all about you getting an answer. Your message either demands an immediate decision or makes the client feel guilty for not responding.
The fix
Keep the tone light and professional. Make it clear that you're available and that they're welcome to reach out when it's convenient for them.
Mistake 4: You're not offering value
All your follow-up emails are pretty much the same - variations on you checking in on the proposal. You're not offering anything they didn't already get from your first email and you become just noise in their inbox.
The fix
Give them value. This could be a case study, a relevant article, or an insight that builds on your proposal. The goal is to keep the conversation going and help them move towards a decision, not just remind them that you exist.
Mistake 5: Your follow-ups are impersonal
Can you spot a generic email from a mile away? So can your clients. If your follow-up feels like it’s sent to a list of 100 people, that's exactly how it's going to get treated.
The fix
Make it personal. Take a minute to reference something specific from your previous conversation. Show them this follow-up was meant just for them instead of being a part of an automated email campaign.
Time to get those replies
Following up is like walking a tightrope. Show interest, but don't seem desperate. Keep things light, but don't be vague. Be persistent, but not annoying.
Striking that balance is hard, especially when you don't know where your client's head is at. That's why Better Proposals makes sure you do.
With real-time insights into how your client interacts with your proposal, you’ll know exactly when to follow up and what to say. Sign up today and take the guesswork out of your follow-ups. The first 14 days are on us.
FAQs on following up after a proposal
