Follow-Up Communication Tips

I managed a 70 person recruiting team, hired thousands of engineers, and was told that the facebook recruiting team had an internal blog breaking down my outbound approach bc so many engineers had shared it internally... These are my outbound sourcing maxims. 1. get good at email - use the prospect's personal email (NEVER INMAIL!!!!) - subject line must be about THEM (but not basic "go trojans!") - declare your intent ("I think you fit for our team") - 90% of message should be about THEM - people like to be liked - list why you are impressed by them - humor helps most of the time - DO NOT TALK ABOUT YOURSELF - DO NOT LINK JOB DESCRIPTIONS - SERIOUSLY STOP WTF - ... sell the conversation, not the job Two main takeaways here. One, approaching someone and telling them that you are amazing "gives the ick." This is as true in recruiting as it is in dating. Two - don't force existential consideration early. If you give lots details about the opportunity, people will find every reason to find that it's not a fit. Also, you're coming on too hard. 2. you need to contact WAY more people than you think - good response rate = >20% - good interested response rate = >10% - only a fraction of those who take a call will actually be a fit - == >50 outreaches per day for most roles ... seriously, LOTS OF OUTBOUND, and it's gotta be good. I used to not even check my email until I'd sent 50 outbounds every day. Each outbound had to meet my conditions above. 3. people are most honest at the outset - take advantage - more time in process == candidate is more likely to WANT the job - people who WANT something are more covetous of it - and people who want something might not be entirely open ... the stakes are low on the first call - so candidates are more likely to be open about their needs - so you should do everything you can to get them NOW. 4. STOP TALKING!!! ("god made you with two ears...") - people love to talk about themselves (if it feels safe!) - 30 minute call? Candidate should be talking for 27 of them - ask good questions, think "Hot Ones" quality - goal: figure out what they care about - ... then spend 3 minutes delivering a supremely tailored pitch Bad recruiters pitch at the outset, with no idea what the candidate cares about. Great recruiters find the buttons, then push them. 5. move as fast as possible once you have the right one - people want to feel wanted... - time is typically interpreted as disinterest (even if that's not accurate) - so, move fast as you possibly can, give clarity about next steps, etc ------------------------------------------ The succinct version... - Write great emails - Write a lot of emails - Ask deep questions early - Listen before speaking - And don't dilly dally when you have the one Easy to write. Hard to do. But this is 100% my blue print.

“I’m just following up.” “I’m just checking in.” “I’m just wondering if you got the proposal.” “I’m bumping this to the top of your inbox in case you missed it.” Withdrawal. Withdrawal. Withdrawal. Withdrawal. The subtext? “I have nothing valuable to say, but I need something from you.” That’s why it comes across as nagging. It signals desperation. Instead of making a withdrawal, make a deposit. A deposit makes your prospect’s life better. Examples: “Lisa, here’s a fun slideshow: What Zelda Can Teach You About Writing Effective Cold Emails.” “Lisa, here’s an SDR calculator that helps set quota based on desired return. Thought it might be useful since you’re scaling your team.” “Lisa, I analyzed 387 cold calls that booked meetings. Here’s a slideshow on what they all had in common.” No nagging. Just your name attached to something useful. Withdrawals say “notice me.” Deposits say “I noticed you.”

You Think You’re Being Clear But here’s why people misunderstand you HBR research reveals that experts often assume others understand them - when they don’t. Instead of sounding insightful, you might be creating confusion - or worse, making yourself easy to forget. Here are 11 common mistakes that hurt your communication (and how to fix them): 1. Trying to Impress Instead of Connecting ↳ Complexity creates distance, clarity builds trust. ↳ Speak simply - people connect with authenticity. 2. Rambling Instead of Structuring Your Point ↳ Unstructured talk loses attention and impact. ↳ Use Point-Reason-Example for clarity. 3. Saying “Yes” Too Quickly to Please ↳ Instant agreement leads to regret and overwhelm. ↳ Pause before responding - assess first. 4. Drowning in Facts Instead of Stories ↳ Data alone isn’t memorable or persuasive. ↳ Use stories to make insights stick. 5. Filling Every Silence Out of Awkwardness ↳ Over-talking weakens authority and presence. ↳ Pause - silence shows confidence. 6. Defending Instead of Owning It ↳ Over-explaining sounds like making excuses. ↳ Be direct, acknowledge, and move forward. 7. Sounding Overly Formal and Stiff ↳ Jargon makes you sound robotic, not credible. ↳ Speak naturally, like a real conversation. 8. Monopolizing the Conversation ↳ Talking too much shuts others out. ↳ Ask open-ended questions, invite input. 9. Ending Without a Clear Next Step ↳ Vague conclusions lead to confusion. ↳ Clarify what happens next before closing. 10. Assuming People Know What You Mean ↳ Lack of context creates misunderstandings. ↳ Provide enough detail, confirm understanding. 11. Apologizing for No Reason ↳ Unnecessary “sorry” weakens your presence. ↳ Replace it with confident alternatives. Your ideas are only as powerful as your ability to convey them. Make clarity your superpower. What’s one communication tip you wish more people knew? Share with me in the comments. ♻ Repost to help others be clear, confident, and influential. ➕ Follow (Meera Remani) for communication skills that accelerate success.

Found this 1980 ad about writing clearly. 65 years later, it's still the best writing advice I've ever seen: 1) Know exactly what you want to say before you start Most people start writing and figure it out as they go. That's why most writing sucks. Thompson says outline first, write second. Revolutionary concept, apparently. 2) Start where your readers are, not where you are Don't assume people know what you know. Meet them at their level of understanding, then bring them along. Most "experts" write for other experts and wonder why nobody gets it. 3) Use familiar word combinations Thompson's example: A scientist wrote "The biota exhibited a one hundred percent mortality response." Translation: "All the fish died." Stop trying to sound smart. Start trying to be clear. 4) Arrange your points logically Put the most important stuff first. Then the next most important. Then the least important. Seems obvious, but most people do it backwards. 5) Use "first-degree" words Thompson says some words bring immediate images to mind. Others need to be "translated" through first-degree words before you see them. "Precipitation" => "Rain" "Utilize" => "Use" "Facilitate" => "Help" 6) Cut the jargon Thompson warns against words and phrases "known only to people with specific knowledge or interests." If your mom wouldn't understand it, rewrite it. 7) Think like your reader, not like yourself Thompson asks: "Do they detract from clarity?" Most writers ask: "Do I sound professional?" Wrong question. TAKEAWAY: This ad is from 1960. The internet didn't exist. Social media wasn't even a concept. But the principles of clear communication haven't changed. Most people still can't write clearly because they're trying to impress instead of express.

I almost fired our best SDR last year. It wasn’t personal. He was a good guy, worked hard, and always showed up on time. But month after month, his numbers weren’t improving. Emails went unanswered. Calls never connected. Demos? Non-existent. We were both frustrated. I started to wonder if he was the problem. Maybe sales wasn’t his thing? Then one afternoon, we grabbed coffee. Instead of talking numbers, we talked openly. I asked him straight-up: “Why isn’t it working?” He took a deep breath and replied: “I’m following our playbook. I send hundreds of emails, but honestly, I’m just guessing. I don’t really know who’s ready to talk, so I try everyone.” It hit me like a ton of bricks. We’d built a system based on volume and hope, not precision. It wasn’t him. it was us. We’d given him the wrong tools, the wrong strategy. So instead of letting him go, we completely changed how we did outbound. We stopped guessing. We started paying attention to signals: Who’s visiting our LinkedIn profiles? (Tracked via Teamfluence™) Who’s engaging silently with our posts? (Tracked via Clay) Who’s spending serious time on our website? (Tracked via RB2B) Suddenly, our SDR wasn’t sending cold messages. He was following signals that said, “Hey, I’m interested. Talk to me.” Within a month, his reply rate doubled. In two months, he became our top performer. Today, he leads our outbound team. It wasn’t about effort. It was about timing and having a system that showed him exactly when to reach out and who to reach out to. Outbound isn’t about sending more messages. It’s about knowing exactly when and how to engage. If your SDRs are struggling, ask yourself: Are they failing you or are you failing them? It might change your perspective. It certainly changed ours. #Outbound #SalesLeadership #SDRlife #RevOps #LinkedInSales #SalesLessons #GTMStrategy #B2BSaaS #SmartSelling #GTMEngineering #AIOutbound #Teamfluence #Clay

A few words nearly cost me a deal. I thought I was being polite. Friendly. Respectful of their time. But what I said came across as vague, uncertain—and maybe even a little desperate. I had emailed a prospect with: “Just checking in to see if you had any thoughts…” Nothing. No reply. Later, on a call, they told me: “We weren’t quite sure what you were asking for—it felt more like a gentle nudge than a clear next step. In the meantime, we connected with another partner.” That moment stuck with me and changed everything. Since then, I’ve become much more intentional about the language I use and how even small changes can have a big impact. Am I perfect? Definitely not. But I’ve learned that the right words can shift how we’re perceived and how effectively we connect. Here are a few common phrases that may be quietly working against us—and what to say instead: 🔴 “Just checking in / Circling back…” ✅ Try: “I wanted to follow up with something that might support what you're working on.” 💬 Example: “You mentioned [pain point]—I found [insight/case study] that might help as you navigate [challenge].” 💡 Why it works: You’re bringing something to the table—not just asking for attention. 🔴 “Would you be open to…?” ✅ Try: “Could I ask for your help with…?” 💬 Example: “Could I ask for your help in connecting with a few of your peers in other divisions?” 💡 Why it works: It’s confident, respectful, and moves the conversation forward. 🔴 “Feel free to…” ✅ Try: “Here’s my availability—let’s find a time that works for you.” 💬 Example: “Would next Tuesday or Thursday work for a quick touch base?” 💡 Why it works: You’re making it easier to say yes—and showing you're serious. These changes are subtle—but powerful. Words matter. In sales, they can build trust… or create distance. The good news? With a few thoughtful swaps, you can shift from chasing to leading. Ring my bell 🔔 to make sure you see my posts

Don't try to sound smart. Try to be useful. 3 years ago, I deleted my most "impressive" newsletter. 2,000 words. Multiple frameworks. Industry jargon everywhere. 14 drafts. It felt "professional." It felt "high-level." It felt wrong. That week, a CEO guest spoke to me before our podcast: "You know why I listen to your show? Because you make things simple." Then she paused. "But your newsletter... sometimes I need a dictionary." That changed everything. I opened my analytics that night. The pattern was clear: My "smartest" content performed worst. My simplest advice spread fastest. I had been: • Writing to impress peers • Stacking jargon on jargon • Trying to sound "intellectual" • Hiding behind complexity So I started over. New rules: 1. Write like I talk 2. No words I wouldn't use at dinner 3. Every piece needs a clear "do this" Example: Before: "Contemporary market dynamics necessitate strategic pivots in content optimization." After: "Test what works. Double down on what people love." That decision? It built my entire business: • The podcast grew exponentially • The newsletter became my main lead generator • Sponsorship deals rolled in • Speaking opportunities opened up Best feedback I get: "Used your advice. Landed the client." "Finally, someone who makes this simple." "Implemented this today. It worked." The truth about expertise: • Rookies hide behind jargon • Veterans embrace simplicity • Masters focus on impact This philosophy drives everything: • How I write • How I speak • How I teach • How I coach Because here's what I learned: Value beats vocabulary. Always. 3 questions before publishing: 1. Would my mom get this? 2. Can someone use this today? 3. Did I remove all the fluff? Remember: Your audience's success is your scorecard. Not your vocabulary. Today? That decision to choose simplicity over sophistication was worth millions. But more importantly: It actually helped people. // Agree? Simple or complex content - which actually helps you more? Share below. #ContentCreation #Podcasting #Writing #ValueFirst

One of the best career advice I’ve ever received? It’s not about who you meet or who you know, it’s about who knows and remembers you This couldn’t be more true. Think about that time you had a great conversation at that networking event. You connected on LinkedIn. You thought, “This could be the start of something big.” And then… silence. Early in my career, I thought networking was a numbers game. I’d collect cards, send a quick “Nice to meet you!” message… and wonder why it never led anywhere. Here’s what I’ve learned: a great first conversation is just the starting point. The real relationship is built, or lost, in the follow-up. That’s where my 3Ps of Networking come in: - Prompt → Follow up while it’s still fresh. - Personal → Reference something specific from your chat. - Purposeful → End with a clear, value-driven next step. This simple formula turns “collecting contacts” into building real relationships, and that’s when opportunities start to show up. And here’s the truth: the doors that change your career rarely open on the first knock. They open when you keep showing up, adding value, and staying top of mind. Your next big opportunity could be sitting in the message you haven’t sent yet. #StephSynergy

~30% of my pipeline comes from Closed Lost opportunities. So when an opportunity is Closed Lost, don’t let it go cold. If you have a sales engagement tool, set up an automation rule to auto add the primary contact into a Closed Lost Cadence, if not, just do this manually. Here’s an example cadence: 🔹 Step 1 (30 days post-CL) → Manual email (personalised) Summarise their focus, why the deal was lost, and let them know you’ll stay in touch. 📩 Example: "Hey Billybob, really enjoyed working with you and learning more about [initiative], like increasing conversion rates from 12% → 15% and driving $100K pipeline per AE. Appreciate other priorities took precedent, but I’ll stay in touch until timing makes sense". 🔹 Step 2 (55 days post-CL) → Automated email (deposit) Share a relevant resource. 📩 Example: "Pipeline is a challenge for most teams - thought this 30MPC webinar on account segmentation might be useful". 🔹 Step 3 (80 days post-CL) → Evaluate next steps Any team growth? Leadership changes? Priority shifts? No change → Stay in Closed Lost cadence. Key changes → Move to a prospecting cadence & re-engage. 🔹 Step 4 (105 days post-CL) → Phone call + LinkedIn touch (check-in). 🔹 Step 5 (130 days post-CL) → Automated email (new product update). 📩 Example: "See how Salesloft Rhythm incorporates AI into workflows to prioritise prospects most likely to convert into meetings [link]". 🔹 Step 6 (155 days post-CL) → Call (check-in). 🔹 Step 7 (180+ days post-CL) → Final review & decision No movement/changes? Pause outreach or move to a light nurture cadence. New priorities? Add to outbound cadence with a tailored approach. The goal? Stay relevant without being intrusive - so when timing aligns, you’re already on their radar. Are you keeping tabs on your Closed Lost Opps, or letting them slip? #sales #cadences #closedlost

6 Follow Up Templates That Keep Networking Conversations Alive: 1. The Value-First Follow Up Aim to add value to an initiative you know they're working on: "Hi Sarah, saw your company just announced the new product launch. I came across this article on similar launches in your industry. Thought it might spark some ideas for your marketing strategy. Hope the launch prep is going smoothly!" 2. The Specific Question Angle Asking specific questions shows credibility and can get you info you can use to add value: "Hey David, been thinking about our coffee chat last week. You mentioned struggling with team retention in H2. Have you tried implementing "retention interviews" yet? I saw 3 companies in tech reduce turnover by 40% using them, here's a link to that data." 3. The Introduction Offer Networking is hard (as you know!). Offering to make an intro is a great way to add value to two people: "Hi Jessica, following up from our chat. You mentioned needing a UI/UX designer for that new AI feature. My former colleague Anna just went freelance and she's brilliant. She redesigned our entire app in 6 weeks last year. Happy to make an intro if you're still looking!" 4. The Industry Update Hook Leveraging a shift in the market or industry can be a great way to spark a follow up conversation: "Hey Marcus, did you see [Company]'s new Slack-free hours announcement? It directly impacts what we discussed about interrupted work and team output. Could be something worth looking into for your team?" 5. The Achievement Celebration Everyone loves to be recognized for their achievements. Be that person! "Lisa! Just saw you got promoted to VP on LinkedIn. I remember you mentioned being in an interview process when we met for coffee. I know how stressed you were about the interview with the C-Level. Looks like you crushed it! Would love to hear about your new role if you're up for a chat in the next week or two." 6. The Resource Share Sharing resources aligned with your contact's needs is one of the best ways to stay top of mind: "Hi Tom, I know you'd mentioned how much time your sales team was spending on pre-qualification. A connection of mine just shared an AI automation flow that solves for that exact problem. He said it's saved his team 15+ hours per week and led to more sales. I grabbed a copy if you'd like to see it. Just let me know!" —— ➕ Follow Austin Belcak for more 🔵 Ready to land your dream job? Click here to learn more about how we help people land amazing jobs in ~3.5 months with a $44k raise: https://lnkd.in/gdysHr-r