The phrases “I’m just checking in” and “I’m just following up” are common among salespeople. They’re also ineffective and may even hurt your sales efforts. When prospects hear these phrases, they immediately sense an accountability push which may not align with their level of commitment. They think you’re about to try to hold them to something, they’re not sure what it is, and they’re immediately on guard.

Instead of using these generic phrases, dive straight into the purpose of your follow-up. For example, rather than saying “I’m just following up to see if you received the proposal,” pivot to “Now that you’ve had the proposal for a few days, would it make sense to discuss next steps?”

For instance, compare “I’m just checking in to see if you need anything” with “I’m just following up from our meeting last week. You asked me to send you a proposal, and I haven’t heard anything back from you or the team and was wondering if I could answer any questions for you. Give me a call at …”

If that’s all you knew to do and you did that, then it’s certainly better than nothing. In some cases in which the buyer really needs what you are offering, you really did a good job at building rapport, your price was really good, and the other bidders dropped the ball or were weak, this type of message may work.

However, it could be better. You don’t have to count on all those things to go right for your pitch to work.

Consider this option: “Now that you’ve had the proposal for a few days, would it make sense for us to discuss next steps? I know you have your third quarter meeting next month, and if we act now, I’m certain I can help your team grow your revenue numbers before the end of the reporting period. I’m working from home today, so it will be easier for us to connect today: 555-555-5555.”

If you sent something to someone, don’t check in to ask if they received it. Move forward on the belief they did get it and reintroduce them to their problem. This not only saves time but also keeps the momentum in your sales process.

This approach reminds the prospect there’s something they need to solve and creates a sense of urgency. By addressing their specific needs—improving quarterly revenue numbers and providing a time frame—you position yourself as a valuable partner rather than an intrusive salesperson.

A follow-up should never feel like an obligation—it should feel like an opportunity for your prospect to solve their challenges. My sales training program offers you the language and tools to make every follow-up meaningful. You’ll learn to create urgency while keeping the conversation centered on their needs.

Additionally, an effective follow-up reinforces the value you bring to the table. Use the time to highlight how your solution addresses their challenges or aligns with their goals. A personalized touch will make your follow-up stand out, building trust and rapport.

Using the strategies from my sales training program, you’ll shift from passive language to proactive engagement—leading to more closed deals. Experience is your best teacher, and when you apply these methods, success is inevitable.