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How to Unlock the Follow-Up Game by Turning “Chasing” into Problem-Solving

Dear Ari,

That’s why I called you, to ask what words I could use instead of “follow-up.” But talking with you opened up my mind to a completely different perspective:

Once I realized where I was going wrong, I switched gears and came up with the 3 core problems that I help my clients solve.


Subj.: Client abandonment, non-renewals, etc.

These are the 3 core problems that you may be grappling with as you’re growing your business:

1. Revenue losses due to current clients not renewing their contracts


Instead of “Hi, I’m just writing to follow up,” this new e-mail focused strictly on the core problems. Then I simply ask whether any of these problems are a priority, and whether the other person is open to chatting about some different ideas around those problems.

Thank you,


2. Come up with a list of problems that your prospects could face if they don’t have your
product or service?

3. Think about the features and benefits of your product or service and translate them into
problems they solve.

Use this form to sum it all up:

* You’ll come across as a problem-solver and trusted adviser instead of a “salesperson.”

* You’ll allow trust to grow, gain the respect you deserve, and open the way to honest and
productive relationships.

Ari Galper is the founder of Unlock The Game, the only selling program that eliminates rejection by removing pressure from the sales process. Unlock The Game has helped thousands of entrepreneurs and sales professionals break their fear of cold calling.

Tad Hargrave

CEO, Radical Business Marketing, Web Traffic Intelligence Alberta, Canada