Closing More Sales

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Ask any experienced salesperson the one habit that consistently closes deals — and you’ll probably hear the same answer: follow-up. It’s not flashy, it’s not complicated, and it’s not always immediate. But it works. In fact, follow-up is often the single difference between an interested lead and a closed deal.

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According to the Brevet Group, 80% of sales require at least five follow-ups, yet 44% of salespeople give up after one. That means nearly half of all sellers are leaving money on the table simply because they didn’t check back in. In a world flooded with messages, distractions, and decision fatigue, your prospects often need a gentle nudge — or several — before they’re ready to move forward.

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What makes follow-up so powerful is that it demonstrates persistence, professionalism, and confidence. It shows the customer that you’re invested in helping them make the right decision — not just disappearing after the first pitch. Whether you’re selling property rentals, luxury charters, or any B2C or B2B service, staying top of mind is half the battle.

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That said, follow-up is an art. There’s a fine line between being consistent and being pushy. The key is to add value with every touchpoint. For example, instead of sending a message that simply says “Just checking in,” try offering something new: “I found a listing that might suit your budget better — would you like to see it?” or “Friday’s sunset cruise is almost full — want me to hold a seat for you?” This approach re-engages the prospect with useful information rather than reminding them you’re waiting.

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Timing also matters. If you follow up too soon, it feels rushed. Wait too long, and the lead goes cold. A good general rule is:

• First follow-up: 24–48 hours after initial contact
• Second follow-up: 3–5 days later
• Third+ follow-ups: weekly, with added value or updates
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Using a simple CRM, like Airtable or even a Google Sheet, can help you stay organized and ensure no lead slips through the cracks. Mark your last contact date, next follow-up, and status of each lead. This way, you're not relying on memory or losing potential clients to poor organization.

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Tone is also important. Stay friendly, casual, and human. In messaging apps like WhatsApp or Facebook, this is even more critical. People are used to informal language — so mirror that, while staying clear and respectful. A soft nudge like “Hey! Just checking if you had a chance to look at the info I sent. Still happy to help if you're interested,” feels personal, not robotic.

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Lastly, understand that most deals aren’t lost to rejection — they’re lost to silence. And that silence can be broken with one well-timed message.

In conclusion, if you want to close more deals, master the follow-up. It’s the least glamorous part of sales, but it’s the most reliable. Stay persistent, stay helpful, and stay organized — and you’ll be miles ahead of the salespeople who give up after the first try.

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