What to do if someone hasn’t made a decision?
Table of Contents
LEARNING OUTCOME
By the end of this module, you’ll have a clear understanding of how to nurture client relationships effectively through personalised follow-ups, ongoing engagement, and consistent communication. You’ll feel confident using various tools and touch-points to address client hesitations, maintain momentum, and guide them closer to a decision - while reinforcing trust and showcasing the value of InvestorKit’s services.
Not every client decides on the spot—and that’s okay. Choosing to invest isn’t just about saying “yes” to us—it’s a big move for them, too. Your job is to guide them through their hesitation, keeping them engaged and building trust along the way.
Here’s how to make every follow-up count:
Click on the arrows to learn more about each tip
Follow-Up Tools: Use What Works
• Phone Calls: The fastest way to build connection and answer questions in real-time.
• Messages (SMS or WhatsApp): Keep it personal and casual. Quick check-ins build relationships.
• Emails: Share content that matters—case studies, property insights, or blogs. Follow up with a message to make sure they saw it.
• LinkedIn: Perfect for maintaining a professional connection and staying on their radar.
Nail Your Timing and Tone
• Send It When It’ll Be Read: Mornings, lunch breaks, or evenings are your sweet spots.
• Make It Personal: Use their name or reference a past conversation in subject lines—keep it real, not robotic.
• Keep the Flow: Match the tone from your last call. Sound conversational, not like you’re reading off a template.
Every Touchpoint = Progress
Don’t send fluff. Every message, call, or email should nudge them closer to deciding. Got case studies? Share the ones that fit their situation. Got insights? Make them relevant.
Obsess Over Next Steps
Always outline what’s next. Whether it’s scheduling a strategy session or sending over a report, keep momentum alive.
Make It Personal
Templates are fine, but personal touches close deals. If their kid’s involved in the decision, send a Loom video addressing both of them. It’s simple—and they’ll remember it.
Leverage the Right Content
• Reviews: Show testimonials that tackle their specific objections. Attach a review image if it’s powerful—let others validate our process.
• Case Studies: Numbers talk. Use examples that match their goals or concerns to build trust.
• Blogs: Share content that tackles their worries—InvestorKit’s blogs address common fears and provide solutions.
• Podcasts: Know what they’re exploring? Send them the podcast episode that answers their questions. It’s effortless, and it shows you’re listening.
Pro Strategies for Tough Clients
• Tag-Team the Follow-Up: If they ghost you, loop in the setter. A fresh voice can uncover hidden objections.
• Plan the Long Game: Create a follow-up schedule after every call. Don’t leave it to memory—tasks in the CRM are your friend. Keep the process clear, organised, and consistent.
Why It Works
A great nurture process isn’t about chasing clients—it’s about guiding them. Every touchpoint should build trust, answer questions, and keep them moving toward a decision. Be patient, be persistent, and always bring value. That’s how you close deals that stick.
How do I follow up?
Follow-up isn’t just a step in the process—it’s the step. Most clients won’t decide on the first call, and that’s normal. The follow-up is where trust is built, doubts are resolved, and decisions are made.
The framework we’ve laid out? That’s your baseline. But elite closers? They don’t just tick boxes—they elevate the follow-up game. They add personal touches, deliver insights that matter, and always push the conversation toward the next step.
Because here’s the truth: follow-up isn’t just about persistence—it’s about precision. Every message, call, or email should move the client closer to saying “yes.” Show them you’re not just selling—you’re solving their problem. That’s how deals get done.
How to Use These Guides:
Locate the Template in Attio
Each follow-up step has a corresponding template in Attio. For example, “Day 1: Send summary, highlight next steps” has a matching template, “EMAIL 1.”
Find each template in Attio by name and refer to it for structure:
Link to pre-made templates
Attio Templates link
Match the Right Content
The content for each step is listed alongside the timing. For each step, locate the appropriate template in Attio to help you draft your message.
Send the Email
Follow the template’s structure, but always personalise it. Adjust each message to suit the client’s unique needs, pain points, and decision stage.
Protocol 1: Taken Agreement and Said Yes
Protocol 2: Thinking It Over
Protocol 3: Comparing with Other Buyer Agents (BAs)
Protocol 4: Still Deciding Whether to Invest
Special Cases
Long-Term Follow-Up Guide
Running a Follow-Up Call: Where Momentum Meets Decisions
✏️Activity 13 👉✨
Choose 2 of the calls you’ve watched so far, any 2. Map out a 1 month follow up plan for each of these clients. You can use the templates in Attio if you have access, but try to personalise them as much as you can.
🧑🏽🏫 Activity 13: Jump into the below link, make a copy of the document and then away you go:
Now you have learned how to nurture client relationships effectively through personalised follow-ups, ongoing engagement, and consistent communication. You are now confident in using various tools and touch points to address client hesitations, maintain momentum, and guide them closer to a decision, all while reinforcing trust and showcasing the value of InvestorKit’s services.