Skip to main content

When Do Follow-Up Calls Add Value?

Salespeople’s Approach to Follow-Up Calls

  • Some salespeople are too persistent, making follow-up calls that add no value to the customer.
  • Others hesitate to make follow-up calls, missing opportunities to engage with customers.
  • The key is to strike a balance and make follow-up calls that provide value to the customer.

Providing Value in Follow-Up Calls

Salespeople often struggle with finding the right balance when it comes to follow-up calls. Some are too pushy, constantly calling the customer without providing any value, while others are too hesitant and fail to engage with the customer effectively. The key is to provide value in every follow-up call, giving the customer a reason to continue the conversation.

Providing value can come in various forms. It could be sharing additional information or resources relevant to the customer’s needs, offering insights or suggestions based on their previous interactions, or simply checking in to see if they have any questions or concerns. Salespeople can build trust and maintain the customer’s interest by offering something of value.

As Dave Kurlan, the author of the article, puts it:

“If the value derived from the conversation met or exceeded the value anticipated before the call was made, then following up is the right thing to do. If not, don’t!”


When it comes to follow-up calls, it’s crucial for salespeople to strike a balance and provide value to the customer. Being too pushy without offering anything of substance can turn customers off while being too hesitant can result in missed opportunities. By focusing on delivering value in every conversation, salespeople can keep the customer engaged and continue to foster a fruitful relationship.

Original article: