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Sales Cycles Are Longer – You Need a Follow Up Plan

Sales Cycles Are Longer - You Need a Follow Up Plan

You finally get the meeting.

It goes well. Good energy. Smart questions. Maybe even a personal connection.

And then… silence.

If that sounds familiar, you’re not alone.

According to our 2025 Professional Services New Business Survey,

78% of firms say it takes up to six months to close a deal after the first meeting.

This is actually not new, but what is new is that percentage being as high as it is.

That’s a long-ish window between “nice to meet you” and “let’s move forward.”

But it’s also an opportunity to reinforce your value and your thinking after getting in the door, which is the hardest part.

You’re Not Signing The Contract In That First Meeting

Many firms assume a strong initial meeting will naturally lead to next steps.

But prospects are more cautious at the moment.

The result? Your “yes” may quietly turn into a “not now”—unless you stay on their radar.

Why Prospects Go Quiet

It’s not always about interest.

Sometimes it’s bandwidth, internal delays. or it’s simply this: you didn’t give them a reason to keep engaging.

What most firms do after a first meeting:

  • Send a proposal (and wait)

  • Follow up once with a “just checking in” email

  • Effectively stop reaching back out because they think a) we don’t want to bother them or b) we don’t have anything effective to share

What prospects actually need:

  • Relevance

  • Reassurance

  • A reminder that you’re thinking about their business

Sales Cycles Are Longer - You Need a Follow Up Plan

How to Stay Visible—Without Being Pushy

Here are a few things we recommend (and do) for clients to keep momentum going between meetings:

  • Share something timely. Could be an ongoing newsletter if that already exists, but often it’s not something you have. So, a smart POV, article, or trend they’ll actually care about are ideal.

  • Offer a new thought. Reference something from your meeting and build on it (because you took notes in  that meeting, right?: “I’ve been thinking about what you said around X—here’s a potential angle.”

  • Show your value. Share a case study or example of how you solved a similar challenge for another client.

  • Mix your channels. Don’t rely on email alone. A quick LinkedIn touch, short video, or even a handwritten note can go a long way.

Each follow-up should remind the prospect why you’re relevant, this is what it’s like to work with us before you ever do—without asking them to “buy” just yet.

The Bottom Line

Six months might sound like a long time to stay top of mind—but you have to be prepared for that, sometimes longer.

The firms that win aren’t just the ones who show up well at the first meeting.

They’re the ones who show up again and again—with something to say (although say it as briefly as you can).

(Which is what we help firms do at RSW, BTW.)

So the next time a great meeting goes quiet?

Don’t freak out.

You need a follow up plan.

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