Follow-Up Cold Calling Script
The exact follow-up cold calling script that converts 15% of conversations to next steps. Includes re-engagement openers, stalled deal objections, and tips from sales pros who close deals on follow-up.
1The Opener
Hi {{prospect_name}}, this is {{your_name}} from {{your_company}}. We spoke {{timeframe_ago}}—do you have a quick minute?
[If they need a reminder:]
Sure! We talked about {{previous_topic}} and you mentioned {{their_situation}}. You asked me to follow up {{follow_up_reason}}.
[If yes, continue. If no, ask for a better time.]
Great! I wanted to check in and see where things stand on your end.2Discovery & Pitch
So last time we talked, you mentioned {{their_pain_point}}. Has anything changed since then?
[LISTEN - Determine if their situation or priorities have shifted]
[If no change:]
Got it. So you're still dealing with {{their_challenge}}. What's been the hold-up on moving forward?
[LISTEN CAREFULLY - Identify the real blocker: timing, budget, other priorities, internal approvals]
I understand. Here's the thing, {{prospect_name}}: {{address_their_concern}}.
[If things have changed:]
Interesting. Tell me more about what's different now.
[LISTEN - Understand their new situation and adjust your approach]
Based on what you're saying, it sounds like {{summarize_new_situation}}. Does that mean {{your_solution}} is more relevant now, or has the priority shifted?
[NAVIGATE BASED ON RESPONSE]
Here's what I'd suggest: {{next_step_proposal}}. That way you can {{benefit_of_next_step}}.
Does {{day}} at {{time}} work, or is {{alternate_day}} better?
[BOOK THE NEXT STEP]
Perfect. I'll send you a calendar invite. One thing—is there anyone else who's gotten involved in this decision since we last talked? Should I include them?3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
I totally understand—things get crazy. That's actually why I'm calling: to take this off your plate. If I can handle the next step, all you need to do is show up for a {{meeting_length}} call. I'll do the prep work. Can we lock in {{day}} at {{time}}?
4Closing Options
Based on what you've shared, it sounds like we should {{next_step}}. Does {{day}} at {{time}} work?
Let's pick up where we left off. I can do a quick recap call on {{day}} at {{time}}—does that work for you?
How about this: I'll send over {{resource}} and then we can connect on {{day}} to discuss. Sound good?
I don't want to let this slip through the cracks. Let's get something on the calendar for {{day}}. What time works?
Voicemail Script
Hi {{prospect_name}}, it's {{your_name}} from {{your_company}} following up from our conversation {{timeframe_ago}}.
You mentioned {{their_situation}}, and I wanted to check in to see where things stand.
Give me a call back at {{your_phone}}, or if it's easier, reply to the email I'll send after this.
Looking forward to reconnecting—talk soon.Variables to Customize
{{prospect_name}}The prospect's first name{{your_name}}Your first name{{your_company}}Your company name{{timeframe_ago}}When you last spoke (last week, two weeks ago, etc.){{previous_topic}}What you discussed before{{their_situation}}Their situation from the last call{{their_pain_point}}The specific pain point they mentioned{{their_challenge}}The challenge they're facing{{follow_up_reason}}Why they asked you to follow up{{next_step_proposal}}Your suggested next step{{day}}Your first suggested meeting day{{time}}Your first suggested meeting time{{alternate_day}}Your backup meeting day{{your_phone}}Your callback phone numberPerfect For
- SDRs and BDRs following up on previous conversations
- Account Executives re-engaging stalled deals
- Sales teams with long sales cycles
- Anyone working leads that have gone cold
- Following up after conferences, webinars, or events
- Re-engaging inbound leads that didn't convert initially
Not Ideal For
- First-time cold outreach (use an intro script instead)
- Leads with zero prior engagement
- Situations where you have no context on the previous conversation
- Following up on spam or non-qualified leads
- Prospects who explicitly asked not to be contacted
Pro Tips
Review your notes from the last call before picking up the phone. Context is everything.
Reference something specific from your previous conversation—it shows you were listening.
Don't be apologetic about following up. You're providing value, not bothering them.
If they've gone dark, try a different channel—email, LinkedIn, even a physical letter.
Persistence pays: 80% of sales require 5+ follow-ups, but most salespeople stop at 2.
Time your follow-ups strategically. Same day/time as a successful previous call often works.
Add value each time you reach out. Send an article, case study, or insight—not just 'checking in.'
Know when to let go. After 6-8 touches with no response, move them to a nurture sequence.
Common Mistakes
'Just checking in' or 'just following up'—these phrases add no value
Not referencing the previous conversation—makes it seem like you don't care
Giving up too early—most deals require multiple follow-ups
Following up too aggressively—respect their time and boundaries
Not documenting conversations—you need notes to personalize follow-ups
Sending generic follow-up emails instead of personalizing based on their situation
Assuming no response means no interest—people are busy
Not having a clear ask or next step in your follow-up
Practice Exercises
Role-play follow-up calls with different scenarios: budget issues, timing issues, went with competitor
Practice transitioning from catching up to asking for next steps
Drill on handling 'I'm still thinking about it' without being pushy
Write 5 different value-add follow-up email openers
Practice summarizing a previous conversation in 15 seconds
Role-play the 'I decided to go with someone else' recovery
Tone & Delivery
Warm but professional. You have history with this person—leverage it. Don't start from scratch; build on what you've already discussed. Be genuinely curious about what's changed since you last talked. If they've been avoiding you, don't make it awkward—just move forward. Show that you remember them and their situation. Confidence is key: you're following up because you have something valuable to offer.
Scripts Are Just Words Without the Reps
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