Playbook / Lessons / Sales and advertising
StartupsGive every follow-up a reason
Lemkin says a follow-up that only asks whether there is any news signals that you have nothing new to offer. He suggests attaching a customer story, a product update, relevant data, or a direct question, and agreeing on a specific next step before the call ends.
“Every follow-up needs a reason to exist.”— Jason Lemkin, Dear SaaStr: What's the Best Way to Follow Up With a Prospect That Says “I'll Get Back to You”, Sep 2025
Do this
Before your next sales call ends, book a specific time for the next step, and prepare a follow-up built on a customer story, an update, or a direct question.