Dear SaaStr: What’s the Best Way to Follow Up With a Prospect That Says “I’ll Get Back to You”
First, be honest. Those words probably mean either a No or Not Now.
The best way to follow up with a prospect who says they’ll “get back to you” is to take control of the process without being pushy. Here’s how you do it:
1. Set a Clear Next Step Before Ending the Call. Always Do This.
Never leave a conversation without locking in a next step. If they say, “I’ll get back to you,” respond with something like, “That sounds great—how about I follow up with you next Tuesday to check in?” This puts a specific timeline in place and keeps the momentum going. If you don’t set a next step, you’re leaving the deal in limbo, and it’s much harder to re-engage later.
2. Follow Up Quickly and Add Value
When you follow up, don’t just say, “Hey, just checking in.” That’s lazy and adds no value. Instead, reference your last conversation and provide something useful—like a case study, a relevant article, or a feature update. For example: “Hi [Name], I wanted to follow up on our conversation last week. I also thought you might find this case study on [similar customer] helpful as you evaluate your options.”
3. Create Urgency Without Being Pushy
If the prospect seems genuinely interested but non-committal, you can create a sense of urgency by tying your follow-up to a specific event or deadline. For example: “I wanted to check in because we’re running a promotion that ends next week, and I think it could be a great fit for your team.” Or, “I’d love to get your feedback before we finalize our Q2 roadmap.”
4. Be Persistent, But Not Annoying. Would You Want to Get That Email?
You can follow up multiple times, but space it out and make each touchpoint meaningful. A good cadence might look like this:
– Day 1: Follow up with a thank-you and a resource.
– Day 3-5: Check in with a specific question or offer.
– Day 7-10: Share another piece of value or insight.
– After that: Space follow-ups 1-2 weeks apart.
If you’re adding value each time, you can follow up more frequently without annoying the prospect.
5. Know When to Move On
If a prospect hasn’t responded after 3–4 follow-ups, it’s probably time to move on. You can always circle back in a few months, but don’t waste too much time chasing someone who isn’t engaging. Focus on prospects who are more likely to convert.
Final Thought
The phrase “I’ll get back to you” is often a polite way of saying, “I’m not ready to commit yet.”
Your job is to stay top of mind, provide value, and make it easy for them to re-engage when they’re ready.
