The Art of the Check-In: Keeping Warm Leads Hot

As January wraps up, 2025’s in full gear,
Sales pros thriving, no hesitation, no fear.

Ping for progress, honk for the win,
The month’s almost over—let’s fin-ish strong!

Bumpity-bump, with inspiration on deck,
Building those bonds, maximizing every sec.

Honk, ping, bump—let’s keep up the race,
With That Follow Up Fix, you’re the secret, ace!

The first month’s done, but the goals still stand tall,
Stay sharp, stay driven, rise through it all.

Here’s to the journey, with success ahead,
We’re shifting to high gear—let’s finish what we’ve said! 🚀🎯✨

"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect." - W. Clement Stone (from "The Success System That Never Fails")

🎯 The Problem:

Most salespeople either over-check or under-check with their warm prospects, turning potential wins into lost opportunities.

😫 The Reality:

Warm leads aren't staying warm on their own.

Without the right check-in strategy, these promising prospects slip through the cracks and into your competitors' pipelines.

💡 The Solution:

A strategic, value-driven check-in system that keeps you relevant without being pushy.

Unfortunately, most sales teams fail at warm lead check-ins.

Here's why:

The #1 Reason: Focusing on your timeline instead of the prospect's buying journey.

Other key obstacles:

· No clear follow-up strategy

· Fear of being "annoying"

· Lack of valuable content to share

· Poor timing choices

Let’s make some progress on these below.

Step 1: Master the Perfect Check-In Formula 📊

Stand out, resonate, and drive action with…

The WARM Method:

· Worth: Every check-in must provide value

Why it works: 

Humans naturally filter out what doesn’t serve them—this is called selective attention.

Providing value immediately cuts through the noise.

Example: 

"Instead of a redundant "just checking in" email, offer value by saying, "I found an industry report highlighting the exact challenge you mentioned last week—thought you'd find it useful!"

· Appropriate: Match their buying stage

Why it works: 

Timing is everything in sales.

A follow-up that mismatches the buyer’s current mindset risks feeling pushy or irrelevant.

Aligning with their buying stage builds trust and keeps the conversation flowing naturally.

Example: 

If they're still exploring solutions, focus on educating them:

"Here’s a case study that might give you ideas."

If they’re ready to decide, position yourself as the clear next step:

"Since you’re comparing solutions, here’s a quick breakdown of how we address [specific need]."

· Relevant: Reference previous conversations

Why it works: 

Personalization taps into the brain's recognition bias.

When you recall something specific they’ve said, it signals attentiveness and creates a connection.

Prospects are 5x more likely to respond when you reference past interactions.

Example: 

"Last time we spoke, you mentioned delays in [specific process]. Here’s how one of our clients solved that exact issue."

· Meaningful: Include clear next steps

Why it works: 

The Zeigarnik Effect tells us people are more likely to engage with incomplete actions.

By offering clear next steps, you create a psychological urge to act.

Prospects prefer clear guidance—it removes friction and encourages decision-making.

Example: 

End with, "Would it make sense to schedule a 10-minute call this week to map out how we can resolve [specific pain point]?"

Add a bit of WARM-th to your check-in process and let’s see what happens?