In sales, the follow-up is where the magic happens-or where deals go to die. One creative technique I've used? The "Help Me Help You" Close. Here's how it worked: After a great sales call with a law firm owner who seemed interested but went radio silent, I sent a quick video email saying: "Hey [Name], I know you're swamped running your firm, so I wanted to make this easy. If growing your practice is still a priority, hit reply with a simple 1, 2, or 3: 1. I'm ready to move forward-let's do this. 2. I need more info before making a decision. 3. Now's not the right time. No pressure, just let me know where you stand, and I'll help however I can! The result? Immediate replies. The prospect chose "2," which opened the door for another conversation that led to a $60K/year deal. Takeaway? Make it easy for people to respond, and they actually will.
A personalized video follow-up proved highly effective in closing a sale. After a promising call, I sent a short, customized video summarizing key points, addressing concerns, and reinforcing the value proposition. This approach added a human touch, built trust, and kept the deal top-of-mind. The client appreciated the effort and moved forward with the purchase. The takeaway: creative, personalized follow-ups break through noise, deepen engagement, and accelerate decision-making, leading to higher conversion rates.
We were pitching for an animated film, up against strong competition. Throughout the process, we knew we had the technical skill and creative vision to deliver, but so did others. Rather than just waiting for the client's decision, we took the initiative to design one of their characters and sent it to them the day before they were set to choose a production partner. The next day, we got a reply: on the strength of that single design, they felt assured we were the right team for the job. Seeing our creativity in action, rather than just hearing about it in a pitch deck, gave them confidence in our ability to bring their vision to life. As a general lesson for all sales professionals, Sometimes, the best follow-up isn't another email or another meeting, it's proactively demonstrating what you can do in a way that makes the decision feel easy.
One creative follow-up technique that's worked really well for me is sending a personalized email with a relevant piece of content. After a meeting or call, I would follow up with an article, case study, or resource that directly addresses something the prospect mentioned during our conversation. Plus, we send out video testimonials from our clients to give them a better idea of how we've helped businesses like theirs. This approach has been really effective. Prospects appreciate the added value, and the video testimonials help build trust by showing real-world success stories. It keeps the conversation going and can help move the deal forward by showing the tangible impact we've had on others in their industry.
One of my favorite follow-up techniques is the "Helpful Tip" approach. Instead of just checking in with a prospect, I follow up by providing immediate value-whether it's a relevant industry insight, a short video audit, or a quick strategy suggestion tailored to their business. How It Works: 1. Revisit the Pain Point: Reference their specific challenge from our last conversation. 2. Provide a Quick Win: Share a useful resource, trend, or tip that can help them right now. 3. End with an Open-Ended Question: This keeps the conversation going and nudges them toward action. Example That Led to a Closed Deal: A real estate developer was hesitant about investing in our video services. Instead of a generic follow-up, we created a 15-second drone footage teaser showcasing how their property could look in a marketing campaign. Seeing their vision brought to life was the push they needed to commit. They not only signed on but also booked additional services. The Takeaway: Follow-ups shouldn't feel like a sales push. They should feel like helpful nudges that add value. If you can show prospects what they're missing, it's no longer a matter of "if" they'll buy-it's "when."