How To Use Texting For Follow-Up
When sending a follow-up message to a prospect, use texting wisely and don’t abuse it. Here are five examples of impactful follow-up texts that can advance a sale.
To Text Or Not To Text Prospects?
In a society that cherishes and rewards speed, texting is an awesome tool.
We can send and receive information in the blink of an eye or confirm an appointment with a single tap. We can stay visible with a single emoticon and make someone smile with a well-picked GIF.
So, the question is asked: to text or not to text as a means of following up with a prospect?
And the answer is… it depends.
According to this recent data, without question there is a place for texting in sales:
- 90 percent of people say they’d rather receive a text than a phone call from a business.
- 95 percent of texts from businesses are read within three minutes of being sent.
That is a pretty compelling argument based on customer preferences. Let’s go on the assumption that texting, when done right, enhances the buying experience.
How NOT To Follow-Up With Prospects Using Text
Suppose you are selling pleasure boats, a truly discretionary purchase.
You are working with a prospect who is torn between buying something new—at considerably more cost—or going with the cheaper but riskier route and buying used.
His last comment to the sales rep: “I need to spend some time doing comparison shopping and seeing what I can find.”
What would a bad follow-up text look like? Something like this:
“I hope you buy from us. We would love your business.”
What a colossal waste of time and energy!
Of course, you would love this person’s business. You get paid when you get his business. It’s your job to get his business.
Here are five examples of impactful follow-up texts:
- “Great chatting with you, Richard. Let me do some research for you. I’ll call you at 5:00 with more information about . . .”
- “I came across this really helpful article about deciding between a new and a used boat—a very balanced opinion (include link). I’ll call you tomorrow.”
- “Here are three pictures of the Raptor model you’re looking at. Good-looking boat, my friend!” (include photos)
- Send a video walk-around of the exact boat he is looking at. Narrate it according to what is important to this buyer.
- “I found this article that talks about the dependability of our line of boats. Definitely something to consider if you’re also thinking about buying used.”
In each case, your objective is to sustain that Emotional Altitude. Keep your customer emotionally engaged.
Is there a place for texting? You bet. Is there an abuse of texting? Most definitely.
The reality is that texting is here to stay; it is part of the fabric of the business world.
Your task is to maximize effectiveness and minimize annoyance. Find the sweet spot and advance the sale!
For tips on engaging with prospects virtually in a way that helps you connect faster and more personally than ever before, check out Jeb Blount’s Virtual Selling, now available on Amazon!
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
