Following Up Without Feeling "Salesy" (Plus a New Vault Pricing Option & February Office Hours)

Hello hello!

Let’s talk about follow-ups.

You’ve had a good sales conversation, the prospect seemed interested, but then… silence.

You know you need to follow up, but you don’t want to sound pushy or desperate. So instead, you either don’t send anything at all or you send the dreaded:

"Just checking in to see if you had any thoughts on my proposal?"

No wonder you’re getting ghosted.

Ouch, that’s a little harsh…but read on to find out how to approach these follow ups in a non-salesy way.

Common Problem: Afraid of Being "Salesy" in Follow-Ups

If following up makes you feel uncomfortable, you’re not alone.

Many Fractional Executives and Consultants hesitate because they don’t want to come across as annoying or overly aggressive.

But here’s the thing - if you never follow up, deals will slip through the cracks.

The real issue isn’t that you’re following up.

It’s how you’re following up.

Simple Solution: Follow Up With Value, Not Just a "Checking In" Message

Instead of asking prospects if they’ve “had a chance to think about it,” give them a reason to respond.

Your follow-up should add value to their decision-making process, making you stand out as helpful rather than pushy.

Here’s how:

1. Share something relevant to their business
Send them an article, case study, or insight related to the challenge they mentioned in your call.

"Hey [Name], I remember you mentioning [specific challenge] on our last call. I came across this [article/case study] and thought it might be helpful. Let me know what you think!"

2. Address an objection before they bring it up
If they hesitated about price, timing, or resources, send a message tackling that concern.

"A lot of my clients initially worried about [objection]. Here’s how they handled it successfully..."

3. Offer a small next step instead of a big commitment
If a prospect isn’t responding, they might not be ready for a full engagement. Give them an easy way to stay in touch.

"I know things can get busy, so I recorded a short video walking through how this works. Let me know if you’d like me to send it over."

4. Make it easy for them to say no
Sometimes prospects ghost you because they feel awkward saying no. Giving them an easy out can actually increase replies.

"I don’t want to take up space in your inbox if this isn’t a priority right now - just let me know either way."

5. Prepare content that supports the sale
If you want to make it easier for the prospect to say yes, give them materials that remove uncertainty.

Examples can include:

• An overview of the onboarding process so they can see what working together looks like

• An example of the deliverable (even just the contents page)

• A short explainer video walking through the key steps in your process

• A list of common objections and answers that their internal team might ask

When you have sales enablement content ready, you’re not just following up - you’re giving them the tools they need to make a decision faster.

Take Action: Upgrade Your Follow-Ups This Week

• Review your last 5 follow-ups. Were they value-driven, or just check-ins?

• For your next follow-up, use one of the five approaches above.

• Track responses and see which follow-up style works best for your audience.

Follow-ups shouldn’t feel uncomfortable.

When done right, they build trust, keep conversations moving, and help you close more deals without feeling like a pushy salesperson.

Try it out and let me know how it goes.

Join February’s Generating Pipeline Office Hours

If you’ve got questions about outreach, closing deals, or anything pipeline-related, join me for February’s Office Hours:

📅 Monday, 3 February
⏰ 17:00 - 18:00 WET

Bring your questions, challenges, or just listen in. It’s a great chance to refine your approach and get direct feedback.

I’ve just opened up the RSVP here.

See you next week!

Until next time,
Mark OUT