5 follow ups to revive your prospects

Haven't heard back from a prospect? Don't just check in, unless you're their mom 😉 Here are 5 approaches to get a reply, by giving them a compelling new reason to answer you.

Written by: Sapphire Li, BA

Communications specialist, 8+ years writing and copywriting for companies
Meet my prospect gone cold
Table of contents

Share an interesting fact related to following up to amuse your way back on their radar

When to send: follow up with a prospect who hasn't replied to 2+ emails

Subject: Re: existing subject line
Hey {First name},
So obviously, it's in my best interest to lock down a time with you without the back and forth, but apparently, it's good for the planet too (According to this, we can cut 16,433 tonnes of carbon by sending one less email a day.)1
So what do you say to 15 mins: I can show you how your team can semi-automate your influencer outreach and you can help me cut my carbon footprint? 🙂2
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1.   Lightheartedly acknowledge the logistics of following up with an interesting, related fact. A bit of humor can really humanize you, beyond being just another email in their inbox, so they're much more likely to give you a chance.

2.   Ask them for an initial chat with a slight mention of the value they'd get out of it and tie it back to the fact you shared to keep the mood light.

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Ask if you did something wrong

When to send: follow up with a prospect if they haven't replied to 2-3 emails.

Subject: Re: existing subject line
Hey {First name},
I haven't heard back from you in a while. Wondering, did I do something wrong?1
Last we spoke, we talked about how it's possible to show different versions of your landing page to match the ad or partner someone came from.2
If I skipped a beat, like not answer an important question for you, please let me know.3
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1.   Mention that you haven't heard from them in a while and ask if you did something wrong.

2.   Bring up what you previously chatted about what they'd get out of using your product or service to refresh their memory.

3.   Give an example of something you might have done wrong so they know you're just wondering what happened, not thinking you made a terrible mistake.

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Ask to click on an option to let you know where they stand

When to send: follow up with a prospect if they haven't replied to 3-4 emails.

Some prospects don't reply because they're really busy. Others don't because they've decided not to move forward and it's easier to not say anything. By letting them click on an option, it makes it much easier for them to let you know where they stand. If they're not interested, clicking on an link feels less personal than typing out a rejection so they're more likely to do it.

Subject: Re: existing subject line
Hey {First name},
Any word from the team?1
I know you're busy, can you give me a click below?2
1. What are the next steps to set up our customer service bot?
2. We're not ready yet - remind us in a few months

3. Not in the market anymore - thank you2
Thanks for clicking, this helps a lot.
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1.   Ask them about the next step they said they'd take when you last spoke with them to reopen the conversation.

2.   Show you understand they might be busy, to set up the reason why you're asking them to click on a link.

3.   This rejection is worded to be polite so they would be more willing to let you know if that's where they stand.

4.   Use an email tracking tool like Streak to know which link they clicked on. YOu can set up a Typeform to ask them a different follow up question or show them a different message based on which option they clicked.

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Ask to put on hold (famous "breakup" email)

When to send: follow up with a prospect who hasn't replied in 2+ weeks.

Only send this to prospects that you've made some progress with, otherwise the message wouldn't make sense because there would be nothing to put on hold.

Subject: Re: existing subject line
Hey {First name},
Haven't heard back from you in a while.
Should I put this on hold?1
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1.   For prospects who are interested in moving forward but got sidetracked or busy, the possibility of having this put on hold can give them the impetus to finally reply.

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Invite to a brainstorm call

When to send: follow up with a prospect if they haven't replied to 3-4 emails.

Subject: Brainstorm?
Hey {First name},
Curious what others are doing with their email campaigns?1 I work with a lot of customers so we could have a quick call to brainstorm some cool ideas for you.2
I won't bring up Mailer unless you ask me.3
Sound interesting?
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1.   Pique their curiosity by mentioning a unique insight you can share with them, related to what your product or service does.

2.   Ask them to a brainstorm they would get a lot out of.

3.   Prospects you haven't spoken with in a while may be especially reluctant to jump on a sales call so make it clear you won't bring up your product or service unless asked. This call is solely to rebuild your relationship with them and put yourself back on their radar.

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