Best Ways to Follow Up with International Leads

Trick question. The real secret? You don’t pick one. The best reps, founders, and marketers don’t choose a channel, they orchestrate them. Here’s how the top 1% actually do it: 📞 1. Cold Calling: Best for high-ticket, high-stakes deals. Why it works: Instant feedback. Real-time objection handling. Hard to ignore when done right. Example: You’ve emailed a $50k ARR prospect twice. They opened but didn’t reply. Pick up the phone: “Hey, saw you opened our last note on [XYZ pain]. Thought I’d check if it’s relevant or just bad timing.” Boom. Personalized, timely, human. 📧 2. Cold Email: Your best bet for scale + authority. Why it works: It’s scalable. Decision-makers scan emails more than DMs. When well-written, it builds authority. Example: Instead of “just following up,” you write: “Hey [Name], Saw your recent post on [Topic]. Really resonated with your take on [pain]. We worked with [Competitor] to solve the exact same bottleneck and cut their churn by 18%. If it’s on your radar too, happy to send over the playbook. Best, [Your Name]” Clean. Clear. Helpful. 💼 3. LinkedIn Outreach: Slow burn. Big payoff. Why it works: Warms people up through content. Lets you build visibility before the pitch. Adds social proof to your name. Tactical Example: Someone liked your LinkedIn post about lead gen. You shoot them a message: “Hey [Name], Thanks for engaging with my post on outbound. Curious, are you exploring new strategies for [topic] or just browsing ideas? Either way, would love to stay in touch.” Now you’re not a stranger. You’re relevant. 🔄 So... which one should you use? ➡️ All three. Together. Intentionally. Here’s a flow: Cold email → they open but don’t reply → follow up with a call. They engage on LinkedIn → send a DM → follow up with a helpful email. They’re cold → connect and engage for 2 weeks → email with value → call after warm intro. The goal: Be seen. Be helpful. Then be invited in.

Years ago, I watched one of the best enterprise salespeople I've ever known lose a million-dollar deal simply because "𝗜 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗽𝘂𝘀𝗵𝘆". This brilliant, capable professional was letting million-dollar opportunities slip away because she was afraid of seeming aggressive. Sound familiar? Here's the reality I've found after analyzing thousands of sales interactions: The average B2B purchase requires 8+ touches before a response, but most salespeople give up after 2-3. 𝗧𝗵𝗲 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗶𝘀𝗻'𝘁 𝗳𝗲𝘄𝗲𝗿 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀—𝗶𝘁'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗻𝗲𝘀. Working with clients across industries, I've developed what some have called the "Goldilocks Sequence" – not too aggressive, not too passive, but just right for maximizing response rates without alienating prospects. It starts with how we view follow-ups. Stop thinking of them as "checking in" and start seeing them as opportunities to deliver additional value. For each client, we build what I call a "Follow-Up Content Library" with 5-10 genuinely valuable resources for each buyer persona – a mix of their content and third-party research addressing likely challenges. Having this ready means follow-ups can pull the most relevant resource based on the specific situation. The sequence itself has a rhythm designed to respect the prospect's time while staying on their radar: 𝗗𝗮𝘆 𝟭 is the initial value-focused outreach with a specific insight (never generic "I'd like to connect" language). Around 𝗗𝗮𝘆 𝟯, we send a gentle bump, forwarding the original email with: "I wanted to make sure this reached you. Any thoughts on the [specific insight]?" It's brief and assumes positive intent. By 𝗗𝗮𝘆 𝟱, we shift to an alternative channel like LinkedIn, with a personalized note referencing the insight, but still no meeting request. Around 𝗗𝗮𝘆 𝟴 comes the pure value-add – sharing a relevant resource with no ask attached: "Came across this [article/case study] that addresses the [challenge] we discussed. Thought you might find it valuable regardless of our conversation." 𝗗𝗮𝘆 𝟭𝟮 brings what I call the "pattern interrupt" – a brief email with an unexpected subject line and single-question format that's easy to respond to. Then, around Day 18, we send the "permission to close" message: "I'm sensing this might not be a priority right now. If that's the case, could you let me know if I should check back in the future? Happy to remove you from my follow-up list otherwise." This sequence generated a 34% response rate for an enterprise software client compared to their previous 11% using traditional methods. The key difference? Every touch adds legitimate value rather than just asking for time. And because it's systematic, it removes the emotional weight of deciding when and how to follow up. What's your most effective follow-up technique? I'm always collecting new approaches to share with clients. #SalesFollowUp #OutreachStrategy #PipelineGeneration

The Follow-up Dance Everyone wants the contract. Few master the follow-up. Here's what most do: Send the proposal. Wait three days. Send "Just checking in..." Repeat until ghosted. It's the dance of desperation, and your prospect can hear the music. But what if we've got it backwards? McDonald's follows up with "want fries with that?" Amazon follows up with "others also bought..." But you? You're following up with "did you see my proposal?" See the difference? One adds value. The other adds pressure. Your proposal isn't sitting unopened because they forgot about it. It's sitting unopened because you haven't given them a reason to open it. The real follow-up isn't about the contract at all. It's about continuing to be useful. To be interesting. To be worth paying attention to. Share an insight about their industry. Point out a competitor's misstep. Send an article that makes them think. Because the best follow-up isn't a follow-up at all. It's leadership. Formula for Contract Follow-Up: 1. Acknowledge the pain of change: Empathize with the challenges or effort involved. 2. Contextualize the cost of inaction (COI): Connect the delay to tangible consequences, framed in the present. 3. Reframe the obstacle: Make the “enemy” external (e.g., a roadblock, not them). 4. Invite honesty: Create a safe space to hear the real status, including bad news. 3 Messaging Formats 1. Concise & Direct Subject: Are we hitting a roadblock? Hi [Name], You’ve been instrumental in getting this proposal to the finish line, and I truly appreciate the effort. I know [specific COI, e.g., “every week of delay keeps X revenue off the table”]. Has something unexpected come up that’s holding back the final signature? I’d rather know where we stand so we can adapt as needed. Let me know. [Your Name] 2. Empathetic & Collaborative Subject: Checking in on the proposal Hi [Name], I know this process isn’t easy—you’ve been a champion working through the details, and I appreciate it. That said, we’re seeing [specific COI, e.g., “the impact of [X issue] creeping into next quarter”]. Is there an unexpected roadblock we need to address together to move things forward? Or has something else shifted? Happy to adjust if needed—just let me know where we stand. Best, [Your Name] 3. Narrative & Storytelling Subject: Getting ahead of status quo losses Hi [Name], I can imagine how grueling contract reviews can be—it's one of the least glamorous but most critical steps. It got me thinking about [specific COI, e.g., “how $2M slipped through the cracks last year due to the status quo”]. Have we run into an unexpected roadblock that might risk a similar outcome this time around? It’s okay if we’re stuck—I just want to make sure we can keep the momentum toward solving [specific pain point or goal]. [Your Name] ___________ When was the last time your follow-up made someone smarter?

Sales reps email "just checking in" an average of 5 times per day. Does this work?  Rarely. The habit of saying "just checking in" negatively impacts your sales efforts: ⇒ It doesn't add any value to the conversation. ⇒ It can come across as lazy or insincere. ⇒ By using this phrase, you miss opportunities to engage meaningfully. Here are 10 tips to stop saying "just checking in" and do something else instead: 1. Provide Value:  Instead of "just checking in," offer a useful piece of advice or a relevant resource. For example, "I came across this article that might help with your current project." 2. Ask Specific Questions:  Directly ask for the information you need. For example, "Can you update me on the status of the proposal we discussed?" 3. Share a Success Story:  Highlight a recent success that relates to the prospect's industry. For example, "We recently helped a company similar to yours achieve X. Would you like to hear more about it?" 4. Offer a New Insight:  Share a new piece of information or a market trend. For example, "I wanted to share some recent data on how companies in your sector are handling Y." 5. Suggest a Next Step:  Propose a clear next action. For example, "How about we schedule a call next week to discuss this further?" 6. Follow Up on a Previous Conversation:  Reference a specific point from your last interaction. For example, "Last time we spoke, you mentioned interest in Z. I have some additional information that might be useful." 7. Invite to an Event:  Offer an invitation to a webinar or industry event. For example, "We’re hosting a webinar on [topic] next week. Would you be interested in joining?" 8. Highlight a New Feature:  Inform them about a new feature or update. For example, "We’ve just launched a new feature that could benefit your team. Would you like a demo?" 9. Ask for Feedback:  Request their opinion on something specific. For example, "I’d love to get your feedback on our latest product update." 10. Express Genuine Interest:  Show that you care about their progress. For example, "How are things going with your current project? Is there anything I can assist with?" By replacing "just checking in" with these strategies,  you can make your follow-ups more engaging and valuable. This ultimately leads to better responses and stronger relationships. ♻️ Share this cheat sheet to help more sales reps improve their follow-up game. ______ 📌 p.s. FREE GIFT: If you’re looking to streamline sales plays across your sales team, you can click here: https://www.distribute.so/

You emailed a new lead, and no reply. You may have tried a cold call too, no reply even with a voice message (or despite one 🫣). LinkedIn DM, ditto. Now what? Follow up! But be strategic about it. “Just following up on this…” will not likely do the trick. Nor will…. “Have you been receiving my recent emails? A couple of people mentioned finding similar messages in their different folders.” ← Nice try. “Who’d be the best person to contact regarding this?” ← Don’t even know what you’re talking about bro, cause I didn’t read the email. Or my very favorite… “Matt?” ← That is my name. To follow up on a lead that hasn’t given you the time of day, look for a call to action that starts a conversation, or more specifically, adds to the value proposition you should have already mentioned. 💡Share a recent podcast, or case study your organization put together. 💡Offer compelling research or a news report that demonstrates the challenge and/or solution your product offers. 💡Invite the buyer to an event you’re throwing, whether it’s in person, a webinar, or roundtable discussion. 💡Track the buyer’s company news, or do some research into what they’re priorities and projects are at the moment. Use the information as a way to reconnect them with what you’re offering. Like this: “I was looking at the makeup of your team, and noticed you have a lot of AEs using LinkedIn to reach buyers. Here’s a clip on multithreading from our recent workshop that you might find helpful.” Don’t simply follow up. Find a reason to email again in a way that’s actually beneficial to the buyer.

✨The Power of the Follow-Up: Where Deals Are Won (or Lost)✨ In medical sales, the initial conversation is just the beginning, but the real magic happens in the follow-up. How many times have you had a great meeting, only to let the opportunity slip because you didn’t follow up effectively? Here’s what I’ve learned: It’s not about being pushy, it’s about being present. Here’s how I approach follow-ups to add value and keep the conversation going: - Recap and reinforce: After a meeting, I send a quick recap of the discussion, highlighting the key points we covered and emphasizing how my solution can help. - Provide something extra: Every follow-up includes something valuable, an article, case study, or even a simple insight related to their challenges. This keeps me top of mind while building trust. - Stay consistent: I schedule follow-ups like any other meeting. Whether it’s a week later or a month, I stay committed without letting leads go cold. The best follow-ups aren’t just reminders, they’re opportunities to deepen the relationship and show you’re invested in solving their problems. Sales isn’t about the one big pitch; it’s about creating multiple touchpoints that deliver value every step of the way. What are your strategies for effective follow-ups? Share your tips below. I’d love to learn from you!

Are you annoying with your follow-ups? Be honest. Most networking messages kinda suck. Not because you’re annoying or you followed up “too much.” But because the message gives the other person nothing to work with. Your follow-ups are your chance to be useful.  A way to share insights or value that only you can offer. That’s where this framework comes in. I call it R.E.A.C.H A simple way to send follow-ups that people actually respond to. R – Reference their context Lead with their world, not yours. Mention something they said, shared, or care about. Show you were paying attention. E – Extend something useful Don't "just check in." Share a resource or insight they actually need. Give the message a reason to exist. A – Align with their goals Tie your message to where they're headed. Make the relevance obvious. People respond when it connects to what already matters to them. C – Choose your moments Reach out after something meaningful happens. A post, launch, change, a win. Whatever it may be. Timing changes how everything lands. H – Hold back when needed A few strategic follow-ups beat a load of pointless nudges. Space them out. Add value each time or stop. People don’t respond because you followed up. They respond because the follow-up was worth responding to. Use this framework to make sure your follow-ups are always relevant. Because that's what good networking looks like in practice. What’s one thing you could do today that will make your next follow-up more valuable? Drop it in the comments. If you want more frameworks like this, I break them down every week in my newsletter, Network to Net Worth. Subscribe here 👇 https://lnkd.in/gFp5bEbt ♻️ Repost this to save someone from sending “Just circling back.” And follow me, Rohan Sheth, for networking strategies that actually work.