STOP Following Up!

Language is important. 
Potential clients are important. 
And your product and/or service is important. 

So WHY should you stop following up? 

Discover, develop, and deliver your best message. Contact me at [e-mail]

You can also find out more about Rich on Facebook, LinkedIn, or his website: RichHopkins.com

Episode Transcript

(00:00):
Welcome to the Win Anyway Podcast! This is your host, Rich Hopkins, the Win Anyway Guy.

(00:01):
Today, I want to talk about following up — and the strange new idea that maybe... we shouldn’t.
Apparently, “follow-up” is a term that’s become taboo. I’ve heard people say we don’t follow up anymore because the phrase sounds too salesy. It's become a red flag, supposedly revealing our true intentions. We're not supposed to say it, think it, or type it.
Instead, we're encouraged to say things like:
“I’m just checking in.”
“I’m reconnecting.”
“I just wanted to get in touch.”
“Just saying hi.”
But let’s be honest. In business, when one professional reaches out to another, it’s very likely some form of sales is involved. And truthfully? Most of the people you're contacting probably want to sell you something too.
So does changing the wording really change anything? Do we honestly believe that swapping out “follow-up” with “touching base” will somehow hide our intent? People aren't naïve. They know when someone’s reaching out with business in mind. So maybe we can mix up our language, but let’s not fool ourselves into thinking we’re disguising our purpose.

Here’s the real question (00:10):
Are you even doing it? Are you following up — regardless of what you call it?
Whether it's networking contacts, leads from a conference, or cold outreach to target businesses, most of us let opportunities sit. We gather names, numbers, business cards... and then leave them untouched on our desks or in our CRMs.
I know I’ve done it.
Even though I’ve been in sales most of my life, I don’t like following up. Why? Because I don’t want to come across as “just a salesperson.” So I hesitate — especially with cold contacts or people I barely met last week. That’s called sales reluctance. It's the same feeling that stops us from picking up the phone even when we know we should.
So how do you push through it?
When I’ve succeeded in making myself follow up, it's because I focused on why I'm reaching out. Sure — I want to make a sale. But deeper than that, I believe what I offer is valuable. If I don’t reach out, I’m actually withholding that value from someone who could benefit from it.

And let’s not forget (00:16):
you're probably not the only one offering what you offer. Others are making the calls, sending the emails — maybe not delivering the same value you would, but they’re out there.
Even if the product is the same, the experience isn't. Your service, your support, your relationship — all of that is unique. So when you stay silent? You’re robbing your potential customers of that better experience. You're stealing their chance to benefit from what you bring — and you're stealing from yourself, too.
Today, there are countless ways to follow up:
Email
Text (which is more popular than ever, even if I haven’t mastered it myself)
Phone calls
LinkedIn messages
Or better yet, short Zoom meetings
When I meet someone at a networking event, I often tell them I’ll be in touch the next day. I prefer to set up a 10–15 minute Zoom meeting — not to pitch, but to connect. To learn more about them and share a bit about me. Many times, that leads to sales without either of us even “selling.” We just find out what the other person needs — and sometimes we’re the solution.
And yes, if you are planning to pitch down the line, start by building a relationship first. Be honest about wanting to chat later. Invite them to coffee or lunch. Make space for a meaningful conversation.
At the end of the day, whether you say “follow-up” or “reconnect” or “just reaching out,” the important thing is that you do it. Letting a lead sit idle is a missed opportunity for both of you.
So stop stealing value. Start serving.
That’s it for today’s Win Anyway Podcast.

If you’ve got an upcoming presentation, or you're building your ultimate keynote, or even if you just have a speech you're unsure about — I’d love to help. Send me an email (00:29):
[e-mail]. Let’s talk about how to make your next presentation unforgettable — how to discover, develop, and deliver your best message to your best audience, so you can earn your best payday.
Until next time — go out, live your Win Anyway life, and make sure today is a Win Anyway day!