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Relief, Results, and the Real Reason They Buy
Why the right kind of pressure moves people
Manny Vargas
June 17, 2025
One of My follow up studies from this week:
How needs influence your change and subsequently your sales follow up
(YouTube)
My takeaway:
If your needs aren’t being met while following up and through you will have much less drive to do it. See minute 5:05
Tools for you:
Your Weekly Weapon
The key that starts the engine.
You ever borrow someone else’s car?
Same model as yours.
Same year.
Same make.
But when you slide your key in the ignition?
Nothing.
The car isn’t broken.
Wrong damn key.
That’s how most people treat follow-up.
They assume every prospect will start the same way.
A little ROI talk here.
A quick just checking in there.
Sprinkle in some urgency and hope they bite.
But it doesn’t work.
Because that message?
It’s not made for their engine.
This week’s weapon is the diagnostic you should’ve had from the start.
A visual map of what’s really driving your prospect to say yes or stall.
Are they trying to avoid pain?
Climb the ladder of recognition?
Look good to their peers?
Simplify their chaos?
Prove something to themselves?
Or are they just trying to avoid falling behind?
You don’t need 50 scripts.
You need to press the right lever.
The best follow-up isn’t a repeat message.
It’s a resonant one.
One that hits where they live.
Hits home, BIG TIME.
Save the image.
Study the drivers.
Match the message to the motive.
Then watch what happens when your follow-up fits the ignition.
Vroooomm vroooomm!