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The Follow Up Formula

Steli Efti · Close Free Beginner

A short, practical guide you can lift straight into your own process: how many times to follow up, what to say at each touch, and how to write a breakup email that often gets a reply when nothing else has. It turns be persistent into an actual sequence you can run this week. Use it to build your own follow-up cadence instead of guessing.

  • Most people give up after one or two follow-ups, most deals need more.
  • Vary your follow-up message each time instead of repeating the same just checking in.
  • A well-written breakup email is often the message that finally gets a reply.
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It answers 3 questions

  1. How many times should I follow up before giving up on a cold prospect?
  2. How do I handle objections and prospects who go silent on me?
  3. How do I follow up after a good sales call without being annoying or looking desperate?

Read with it

  1. This is the book most modern cold outbound advice quietly borrows from, so reading the source is worth it. Its "Cold Calling... Amazon Book · ~208 pages Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com Aaron Ross and Marylou Tyler
  2. The single best thing ever written on customer conversations. It teaches you to ask about the customer's life and past... momtestbook.com Book · ~130 pages The Mom Test Rob Fitzpatrick
  3. If you want to fix the follow-up mindset for good, this is the book, and this is the author's own page for it. Blount is blunt... jebblount.com (official) Book · ~320 pages Fanatical Prospecting Jeb Blount
  4. An Indian founder story where the early demand test was manual, cold emails and direct outreach to find the first customers... Prime Venture Partners Podcast Podcast · ~50 min How Khadim Batti Built Whatfix Into a Global SaaS Leader Prime Venture Partners
  5. This is narrower than the cadence advice elsewhere on this list: it is specifically about what makes the follow-up email itself... Gong Article · 8 min read Scientific Tips for Writing the Perfect Follow-Up Sales Email Gong
  6. A YC partner turns 'talk to users' into a repeatable 5-question interview script you can use this afternoon. It's The Mom Test... YC Startup Library Video · ~25 min How to Talk to Users Eric Migicovsky (YC / founder of Pebble)
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