| Converting Silence into Sales: An Insider’s Guide to Relentless Follow-ups

Converting Silence into Sales: An Insider’s Guide to Relentless Follow-ups

You just got off a great call with a prospective client. You did your due diligence in sending a follow-up email with the summary of the call and the materials requested almost immediately after. A day goes by, and another, and another until it’s already been a week since the meeting and the prospect hasn’t replied. At this point, it might feel awkward to follow up, thinking they surely would be replying if they are interested, right? Well, no. It’s your job to follow up and to do so relentlessly.

Following up over email can be a soul-sucking experience. After 2-3 follow-up emails you feel like you are speaking to a wall, you begin to question and examine every word said at the meeting, every word written in previous emails, you try to remember their facial expressions and think if they only feigned interest. It’s perfectly normal to feel this way, after all, we are social animals and the feeling of abandonment is a pain we, as human beings, try to avoid at all costs. As a salesperson, you need to get past this feeling and continue to follow up after a week, a month, three months, or even a year.

Sales cycles in life sciences take up several months anyways, so at no point should you drop a line unless the prospect explicitly asks you to or informs you that they are no longer interested in your product or service.

At we keep calm & follow up with each prospect for over 2 months, around 85 days to be exact before dropping the ball and sending a “break-up email” Our data has shown that 94% of prospects who are willing to meet, schedule a call within 2.5 weeks of their initial reply. 98% of them do so within 85 days of their initial response. The last 2%? While we might stop regular follow-ups we will engage the prospect again; they will either receive a fresh set of campaign emails or we will pause the follow-up for a couple of months before trying again.

To illustrate a real-life situation that has happened to our Account Management team: we had a prospect that was eager to meet, we agreed on a date and scheduled the call. A few days later, the prospect told us that the call will need to be rescheduled and that they will come back with some slots for next month. 3 weeks go by, we follow up but no response. We continue to follow up weekly for another month and still, no response. We give it again a few weeks before following up again and no response. We were about to forego this prospect when an email came in: “Sorry, I was on jury duty and I’m finally back now. Let’s meet.”

While this scenario is definitely an edge case, it nicely illustrates that people are busy not just with work but also with their personal lives, and most of the time, they are not ignoring you out of spite, they are just simply preoccupied with something else. Sales cycles in life sciences take up several months anyways, so at no point should you drop a line unless the prospect explicitly asks you to or informs you that they are no longer interested in your product or service.

I’ll leave you with a few tricks on how to efficiently follow up & how to avoid having to do it in the first place:

Agree on the date of the next meeting at the initial call: this is the easiest way to avoid the dreaded follow-up process, so if you can, find a new date to meet as soon as possible. Even if it’s months away, try to get some sort of a placeholder on the calendars.

  1. Involve their colleague: while speaking to a prospect, in case they are the only one present, try to get the name and contact details of their colleague(s) who might also be interested. In this case, you will have two or multiple lines of contact and increase your chances of somebody replying.
  2. Connect on LinkedIn: Email inboxes are busy and while email communication can be considered more professional, after a time of unresponsiveness, dropping a quick line on LinkedIn can prompt them to reply then & there.
  3. Send follow-up emails at different times of day: Research has shown that most people reply to an email within an hour of receiving it, after that the chances of replying go slim. You need to figure out when your prospect is usually looking at their inbox, so vary the time you are sending it. Is the prospect on a different timezone? No problem, schedule the email to be sent later, most email clients have this option, nowadays.
  4. Keep the follow-ups interesting: Effective follow-up emails are short & sweet but after a while one-liners can get pretty boring and they no longer signify your interest in the prospect or solving their problem. Try to remind them of the pain you are solving, present them with relevant data if it makes sense, or let them know that the feature they wanted your product to have is now available.
  5. Call: Last, but certainly not least – if they are not replying for a week or more, pick up the goddamn phone! 🙂

Customer testimonials | Converting Silence into Sales: An Insider’s Guide to Relentless Follow-ups
Karim Mohammed
CEO @ Tranquil Clinical Research, Clinical Research Organization & Clinical Site has mastered the ability to open doors that were previously closed. The impressive team of folks that works to continuously build business for me, learns my business and then sets out to build my business. If you need a team to get you out in front of the right clients, has consistently performed for my organization. | Converting Silence into Sales: An Insider’s Guide to Relentless Follow-ups
Rafael Rosengarten
CEO @ Genialis, Data science and drug discovery company gets you in front of your customers with insane efficiency. They figure out the right people to talk with, and deliver that meeting directly to your calendar. Doing business in the life sciences and biotech industries requires a deep understanding of these markets. The team gets it, and this enables a personalized approach to outreach that resonates with its audience. | Converting Silence into Sales: An Insider’s Guide to Relentless Follow-ups
Kyle Giffin
Chief Operating Officer, LatchBio simply delivers. A totally professional team, they have increased our meeting count and helped us close real customers. I’m grateful to be working with Klemen and Urska, and would recommend their service to others in biotech.
Switzerland-based service provider are true domain experts and have consistently delivered highly qualified leads for us. Their approach to lead-generation is highly targeted and focused allowing me to spend my time and efforts on pursuing high-ticket business opportunities. I highly recommend to anyone looking to optimize their marketing budgets, whilst still making meaningful connections in the life-science industry.
VP Sales
San Diego-based platform biotechnology company
Running a lean start up requires effective lead generation for commercial activities. The team at took the time to learn our technology and our solution services with our company. They worked effectively to bring our organization high quality prospects for our early access program and sales. I would highly recommend their organization for any company looking to outsource their lead generation.
Head of Business Development
European CRO helped us to generate a multitude of introductory meetings with potential clients and some of these meetings were the starting point of new exciting business relationships. The collaboration is smooth and efficient and when comparing costs per high quality lead the approach is superior compared to other lead generating methods such as congresses or webinars.

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