Matt Ryder says vague follow-ups kill deals. Instead of "I'll send something over," lock in a specific time: "same time next week." When multiple people are involved, send the proposal now but schedule the review call before you hang up.
If you're getting ghosted after calls or your sales process seems to kind of extend out, it's because like you're not setting a real next step. Good calls that die usually end with like vague language like, I'll send it over, let me know, we'll see. That's not a next step. A next step has a date and a decision. Now I'm not saying that you should be like, on the next call we're going to make a decision as to what you want to do, because like that's going to induce a lot of sales resistance and the chance that they show up to that call are 50/50. If they do, they're in, but like that's a big risk. So what you want to do is you want to set a specific next step. Now, same time next week is always a winner. And then what you want to do is be prepared for if there are multiple decision makers for them to say, well, like, you know, can you just send it over and be like, hey, listen, I'll try. I have a bunch of people that I'm sending out proposals to at the moment, so I'll try and get it over to you. But if I can't, then we'll go over on the call. Does that work for you? Yep. Sweet. Okay, cool. Same time next week. Fantastic. And that's how you avoid like sending out proposals when you can't go through it. That's how you avoid like people not being able to make the meeting. You just set the time and then if you need to move it, you can, but at least you have a time in the diary. If the next step isn't scheduled, it's not a real deal.
