How often does this happen to you?…
You’re on a call with a prospect, things are going well, there’s interest… but then the call starts winding down.
And what happens next?
The prospect says, “I’ll review this and get back to you.”
Then… silence.
Days, weeks, even months can pass with no word.
That’s where so many deals stall… but it doesn’t have to be that way.
I always tell my clients…
…Always end the call with a next step.
Even if it’s just a “follow-up call next month”… you need to have something scheduled before you hang up.
Why?
Because without it, people forget. They get sidetracked… life happens.
The deal gets pushed down their list of priorities, and suddenly… you’re chasing them down.
But with a next step scheduled—no matter how far into the future—you’re still on their radar.
It keeps the momentum going… and ensures they stay engaged.
Think about it…
Would you rather leave it to chance… hoping they’ll remember to reach back out?
Or have a clear time locked in where you know the conversation continues?
Even if they say, “I’ll need a couple of months to review”… your answer should be, “Great, let’s put something on the calendar now for early January to check in.”
Here’s what I’d recommend…
- Before you hang up, always says—“We’re both busy, so let’s get something on the calendar.”
- Be specific—Offer dates and times, not vague “follow-ups.” “How about we connect again on November 10th at 2 pm?”
- Even if they’re unsure… suggest this as a placeholder. “Let’s set something tentatively, and we can adjust as needed.”
Locking in a next step isn’t pushy… it’s professional.
And more importantly—it works.
