🧲 magnetic follow-ups

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How to follow up after meetings like a pro

Brian LaManna provide five moments in the sales cycle where you can naturally move a conversation to your prospect’s cell—building trust faster, being useful at the right time:

➤ Prospects are few minutes late

If a prospect doesn’t show up on Zoom, call from their signature or CRM.

If they don’t answer, send a quick text:

⇒ “Hey it's Brian from Gong! On the Zoom now. Now still work?”

➤ Giving ideas between meetings

Share quick coaching, new ideas, or something you want their views on.

This instantly builds trust by showing you’re thinking new ways ahead.

Try:

⇒ “Hey it's Brian from Gong! Wanted to get your thoughts on a few things before our call next week. Do you have 5 min today? Figured cell is easiest!”

↳ It shows value without waiting for the next scheduled call.

➤ After finishing your meetings

The moments right after stakeholder-heavy calls are ideal for syncing quickly and nudging the deal forward.

Text something like:

⇒ “Hey it's Brian from Gong! That seems like it went great... thanks for jumping in throughout!! Do you have 5 min to connect real quick?”

➤ Strategizing one-on-one

This is a great way to stay close without a formal calendar invite.

Useful if you’re prepping for a discussion or want to course-correct fast.

Try:

⇒ “Hey it's Brian from Gong! Know we don't have time until next week but had a few ideas I wanted to run past you... Do you have 5 min later today? Figured cell is easiest!”

➤ Ending a well-stuctured call

When call is going well, use the last 10 minutes to ask for their number—especially if there's a practical reason for it.

Example:

⇒ “Hey I know email can be really noisy. What's your cell number? Will text you only if (insert reason).”

↳ Make your asks feel natural and helpful, not pushy.

Leave apologies out when you’re following-up

Matt Easton breaks down a fast, confident system in reviving old prospect leads without getting stuck in excuses or awkward explanations by knowing what to say everytime:

Stop overthinking your time gap

Don’t reference how long it’s been.

⇢ Saying “I know it’s been 3 months” forces them to think something went wrong

⇢ Instead, pretend they actually filled out your lead form just 14 minutes ago

Your mindset should be:

✔ 45 days ago? Don’t care

✔ 120 days ago? Don’t care

✔ Pick up like it’s brand new

Treat every old lead as a fresh inbound inquiry.

Use this script when you’re calling

“Hey [Name], Matt Easton here at [Company]. Wanted to reach out personally, make sure my team got you everything you needed on [product/service]. My pleasure. What can I get you information on?”

That’s it. Straight back into the conversation.

No apology. No justification. No excuses.

If they say they already bought?

“Great news. I’ll be here when you want to minimize risk while maximizing return and still lock in fixed income for the future.”

❖ That’s your net outcome statement: leave them with something to remember you and come back later on when they're ready.

Your job is to reset conversations

You're not trying to catch up with them.

You're picking up as if this just started.

↳ Be authoritative with your process

↳ Stay neutral if they sound annoyed

↳ Use the same confidence in voicemails

If they say no one followed up before?

⇢ Don't blame anyone. Just say:

“I’m glad I called. What can I get you information on?”

No need to dig more into who dropped the ball.

Create reasons for engagement later

Even if they ghost again or say they’re good, leave them with a benefit-focused outcome.

Example:

“I’ll be here when you want to minimize the risk you have while maximizing returns and securing future fixed income.”

This gives you a reason to call back later:

“Something’s happening right now that’s affecting retirement plans. No one’s talking about it. I just wanted to make sure you were aware of it.”

Turn prospect’s objections into scheduled time

Jason Bay outlines a practical way to make calling objections into scheduled, follow-up meetings—especially when the prospect says to “Just send me an email.”:

Follow-up “send me an email” play

1. Agree with their requests

Don’t resist—disarm instead.

Prospect: “Can you send me an email?”

Rep: “Sure thing, happy to.”

↳ This lowers resistance and sets up space for real conversation.

2. Question smart follow-up

Dig in with context to uncover pain.

Anchor it to their personal world.

Example:

→ “So I can get the right info to you—are you like most HR leaders in that your team is absolutely swamped with manual tasks running payroll, benefits, etc. across five different tools?”

Ask more questions if you can:

• What particular tools are they currently using?

• Are they experiencing same issues your customers did?

3. Ask for meetings directly

Now use what you’ve learned to frame said meeting as useful.

Example:

→ “This is exactly what we helped [client] with. Most of the material we send can be pretty generic—better would be to spend time with one of our specialists and tailor it to your setup. Do you have your calendar handy?”

4. Use 5-minute placeholder

If they’re still hesitant, don’t push—pivot instead.

→ “Totally fair. Let’s drop 5 minutes on the calendar for tomorrow after you’ve had a chance to check the email. If it’s not relevant, you can cancel. Sound fair?”

↳ Friction stays low, and you walk away with time booked.

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