Learn from podcasts in a minute or less. Startups, tech, stories and more. Editor's choice, delivered every morning. It's free!

In today’s episode, Steli and Hiten talk about one of the dilemmas almost all entrepreneurs experience – the art of following up. All our business dealings are in need of that constant follow through; but surprisingly enough, people can lose hope and just stop asking for what they need. One reason for quitting is that fear of rejection. Listen as Steli shares the value of showing up, following up, and following through as well as his list of rules for mastering the art of the follow up.

Time Stamped Show Notes:

00:04 – Today’s episode is about The Art of Follow Up

00:39 – Hiten struggles with following up with people

01:16 – Steli wants to do sales calls with Hiten

01:28 – The follow up advice is the highest ROI advice Steli gives

01:37 – Ironically, it’s not the type of advice Steli is most interested in giving right now

01:56 – The core principles stay the same

02:25 – The amount that people accomplish from following Steli’s follow up advice is incredible

02:58 – To accomplish most things in life – show up, follow up, and follow through

03:36 – Most people interpret silence as rejection

04:14 – Steli’s hypothesis for people becoming silent is...they just got busy

04:31 – Depending on how important the topic, make sure to take full responsibility for it

04:45 – Steli will keep following up indefinitely until he gets a response

05:06 – Take full ownership of the relationship

05:37 – Steli will be putting out a book later this year consisting of customer stories

06:21 – If you start to follow up twice as much as you do, you already make the world a better place

06:58 – Hiten doesn’t follow up because he’s scared

07:41 – You need to realize that fear is normal and conquering that fear is what will help you succeed

08:07 – There is real value and power in overcoming fear

08:30 – A few rules for the follow up:

08:32 – Keep it as clean, simple, and as short as possible

09:08 – Don’t be needy and emotional

10:22 – Don’t make the person you’re following up with feel guilty

11:48 – Keep it simple, light, and on point

11:57 – Be more frequent at the start of the relationship and then less frequent

12:36 – Email is the greatest channel to follow up

13:19 – Second to email is SMS/texting them

13:25 – Call them for follow ups

13:39 – Follow up in person

14:39 – Hiten looks forward to Steli’s book

16:23 – Hiten is always intrigued by interesting people and emails

16:27 – He feels not enough people spend the time crafting good emails

16:44 – Hiten responds to emails where people took the time to think of him—the generic email vs. emails with a personal touch

17:16 – To learn more about follow ups, email Steli directly at steli@close.io – put “Follow Up” on the subject line

17:49 – End of today’s episode

3 Key Points:

Consistently following up with clients brings the best results for entrepreneurs.

Silence does not mean rejection – it can mean that person just got busy.

Learn to acknowledge your fear regarding following up—conquer it, and move forward.

Steli Efti:

Hey everyone. This is Steli Efti.

Hiten Shah:

And this is Hiten Shah. And today, on The Startup Chat, we're gonna talk about  the art of the follow-up. And this is one of those episodes where I know  Steli's better than me at this. And the reason for that is that I'm very  good at responding when someone comes at me and e-mails me. But, I know this  about myself, I'm not as good as I'd like to be about following up with  people. So I'm eager to learn. I'm a sponge here. I'm gonna probably ask you some crazy questions, but bring it on. What's the deal? How do you follow up?  Obviously, I know why you should follow-up. I get it.

Key points in this episode

Key Highlights

Learn instantly from the Smash Notes weekly ->

Suggested Episodes