Follow Up Sequence

Worried you're being annoying with your follow-ups? Congratulations! You're doing it right!

Moving someone through the process of engagement to a decision to action takes effort!
How much effort? In general, it takes 5-7 connection points (conversations, meetings, texts, follow-ups) for someone to engage, make a decision, and start their giving.
As you can see, the need for LOTS of follow-ups is normal. It doesn't mean the person is avoiding you. 
How long it will take someone to go through the process of engagement to decision to action depends heavily on how frequently you follow up. So, unless you want this to drag on forever, follow up frequently. 

Sample follow-up timeline: 

• In appointment/ phone call:  "I'd like to follow up with you on this. Is tomorrow too soon?" Decide on a specific time & day when you'll touch base again. 
• 24 hours after the appointment; Call when you said you would. 
• 48 hours after that, Text to say you're calling, then call. 
• 3 days after that, Text. 
• One week after that, Text to say you're calling, then call. 
• One week after that, snail-mail a packet with your most recent prayer letter, something with your smiling face on it, the How to Start Giving form, and a return envelope addressed to Reliant.
• Two weeks after that, Text to say you're calling, then call. 
• One month after that, Text. 
• If someone is not returning your call/text, it’s okay to take a break from reaching out to them. If you do this, make sure you give them the date when you will reach out again. This is a relationship-builder that helps establish trust. Sample script: “Hey, it seems like you’re in a busy season right now. I totally understand. You can trust me to reach back out to you on _____ date. I look forward to connecting!” Then SET A REMINDER for yourself so you call back when you said you would. 

Sample Scripts:

• TEXT: Hi, it's (your name). Just a heads up, I'll be calling in a moment. Wanted you to know it's me. 
• CALL: Thanks for meeting with me yesterday. I enjoyed getting to know you better and hearing more about your desire to see more students reached with the gospel. As promised, I'm circling back around to see if you and your wife have decided on a giving amount you'd like to start out with. We're so excited to have you as part of the ministry support team! *Note: If they haven’t made a decision, you must plan a time to reach out to them again (see the timeframe list above). Saying a day out loud gives accountability (to you and them) and helps set expectations that help build trust.
• TEXT: Was hoping to catch you this evening. Let's try to connect tomorrow at 3 p.m. If that doesn't work, let me know. Talk to you then!  
  
  

How not to be weird: 

Remember, most people have never gone through this process. You’re the one who is teaching them what’s normal. If you’re nervous or weird, they’ll act the same. Just be a person  

• Have your script, notes, and calendar at hand.
• Stand while you make your calls.
• Consider using a hands-free headset.
• Take a deep breath and relax before dialing the phone.
• Pray briefly before you dial.
• Get straight to the point. You do not need to establish a great deal of rapport. They know why you are calling.

Additional Resources

• Follow Up Strategies
• 4.7 Call Back for a Decision - Scripts/notes from the New Staff Training manual on how to follow up for a decision.
• Close Chart