The Art of the Follow-Up
When prospecting using email or LinkedIn InMail, when should I send a follow-up email—to make sure the prospect saw my email? How long should I wait to rattle the prospect's cage? Is there a better day of the week to follow-up?
What's the optimal formula? What do I say in the follow-up that will get their attention and response?
Only you know the best way to answer these questions. I'd love to tell you the secret formula or best practice. But the only way to answer these questions is to write, try, measure, re-write and try again. Get in the sandbox and create.
That said, I will give you a "starter message template" to begin your experiment. The best we can do is try to control the chaos to the best of our ability. That kind of control takes two things: Staying flexible and having a systematic approach. Because systems tend to be reliable, predictable.
It's a Lot Like Fishing
Everyone likes fishing when they're kids. But when I grew up I realized something exciting: Once you've learned how to fish for, say, small mouth bass on a river, you can go to just about any river and catch that specific kind of fish.
Because of the system anyone can learn. The approach.
But here's the thing: Like your uncle always said, "That's why they call it fishing, not catching!" The fish, once in a while, are totally unpredictable. Fish are like people. They sometimes behave in ways we can't explain at the moment. And here's why: Because the weather changes. Water temperatures may fluctuate wildly. Their environment freaks out on the fish.
Catching them won't be easy, but it's never impossible—if you remain flexible enough in your approach.
Keep Your Follow-Up System Flexible
It's the same with your prospects. Experimentation with follow-up timing and wording is vital to your success.