At M&J, we have a simple follow-up philosophy: “Follow up until they buy or die — and if they die, we attend the funeral and start following up on their children.”
Sounds extreme? It’s not. It’s commitment. It’s belief. It’s sales done with conviction.
We don’t follow up just to hit targets. We follow up because we are 100% sold on what we offer. We believe our services can transform businesses — so why would we give up on someone who qualifies and needs what we have?
Where the Motto Came From
I coined this motto after one of our most dedicated salespeople followed up on a client for three years.
She made:
● 57 follow-up calls
● 6 in-person meetings
● And stayed in touch consistently
Eventually, the client paid $15,000. That deal didn’t happen because the client suddenly had a “lightbulb moment.” It happened because of consistent, professional follow-up.
I used to believe that customers would come and buy when they were ready. I told myself, “If they want it, they’ll call.” But I was lying to myself.
People don’t always act when they’re ready. They act when they’re reminded, nudged, and pushed — gently but firmly.
Let Me Ask You This
How many times have you walked into a shop or showroom to check out a product or service you hadn’t budgeted for?
Plenty, right?
Now think — when the money finally comes, who do you remember? The salesperson who followed up. The one who stayed in touch. The one who cared.
Sales Is Like Courtship
If you’re a lady reading this, let me ask you: Would you marry the guy who told you once, “I love you, I want to marry you,” and then disappeared for three months? Or would you go for the guy who consistently checks in, calls you, visits you, reminds you that he’s serious about you?
Follow-up is proof of intent. In both love and sales — the one who follows up wins.
Other Reasons Why Following Up Is Non-Negotiable
1. People Are Busy
Clients are overwhelmed. They may genuinely like your product — but they forget. Your follow-up puts you back on their radar.
2. The Fortune Is in the Follow-Up
According to HubSpot, 80% of sales are made after 5 to 15 follow-ups — but most salespeople stop after the second call. That’s not selling. That’s hoping.
3. It Builds Trust
The more consistent you are, the more reliable you appear. People buy from those they trust.
4. It Shows Professionalism
You don’t follow up because you’re desperate. You follow up because you’re serious about business.
5. You Stay Top of Mind
When the client finally gets the budget, signs the paperwork, or gets the green light — they think of you first.
6. It Helps You Learn the Customer’s Journey
Every follow-up teaches you something. Maybe it’s the client’s pain point. Maybe it’s their buying cycle. Over time, you become more precise and powerful in your approach.
Use Technology to Power Your Follow-Up
Let’s be real: following up consistently with 50, 100, or 500 prospects manually is impossible. That’s why at M&J, we strongly believe in using a Customer Relationship Management (CRM) system. It helps you:
● Track conversations
● Schedule follow-ups
● Set reminders
● Know where each client is in the pipeline
If you’re not using a CRM, you’re working too hard and closing too little.
In Conclusion
Sales isn’t about getting lucky. It’s about staying intentional. Don’t give up too soon. Don’t assume the client isn’t interested just because they didn’t reply the first time. Follow up — until they buy or die.
And if they die? Be at the funeral. Because someone there still needs your solution.
