Sales training and coaching · Prospecting and meeting-booking practice
Plan the five messages after the first call before the first call happens.
A multi touch follow up sequence is a fixed run of messages and calls sent to a prospect who has gone quiet, each one adding something new, ending in a polite last message. This page lays out the steps, the channels, the break-up message and the sheet that tells you when to restart.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A multi touch follow up sequence is a fixed run of messages and calls sent to a prospect who has gone quiet, each one adding something new, ending in a polite last message. This page lays out the steps, the channels, the break-up message and the sheet that tells you when to restart.
A Coimbatore pump dealer sends a quote on Monday, calls on Wednesday to ask if it arrived, calls again on Friday to ask the same thing, and then goes silent for a month. The buyer never said no. The dealer simply ran out of things to say and stopped, which looks like a lost order in the books but is really an unfinished one.
A sequence fixes that by deciding the whole run in advance. Each step has a channel, a day and a reason to exist: a fact the buyer has not heard, a small useful file, a question that takes one word to answer. The rep does not have to feel inspired on a Thursday afternoon, because the sheet already says what goes out.
The sales head writes the sequence once for each type of buyer and the reps run it and log what happened. It replaces the habit of 'just checking in', and it sits between the first conversation and the quotation chase: after you have the call-script and email-template pages in the sales process section, this is the timetable that decides when each one is used.
The last message in the run matters as much as the first. It tells the buyer you are closing the file, and gives them an easy way to reopen it.
Where this sits
Topic 2 of 8 in sales training and coaching: prospecting and meeting-booking practice. Drills for finding good-fit prospects and getting meetings. Distinct from the sales-process sourcing and prospect-list pages: these are practice routines.
- The topic before
- Sales careers and mindset
- The topic after
- Qualifying conversations
If you want this done for you
Every rep says something different on the same call.
The work
What this is actually like.
“Every step needs its own reason to exist”
A message that only says 'any update?' gives the buyer nothing to answer. Give each step one new thing: a delivery schedule, a photograph of a similar site, a question about their timeline. If you cannot name what is new, the step is a nudge and should be dropped.
“The channel should follow the buyer, not your habit”
A shop owner reads WhatsApp within minutes and ignores email for a week. A purchase manager at a company treats WhatsApp from a stranger as noise and reads email. Check which channel got the first reply and weight the sequence towards it.
“The break-up message gets more replies than the middle ones”
Telling someone you will stop writing makes them decide. Some say yes, restart. Some say not this year, ask me in March. Both answers are worth more than another unanswered nudge, and the second gives you a date to put in the sheet.
“Opt-outs have to be honoured on every channel”
A buyer who writes 'please stop' on WhatsApp must also come off the call list and the email list. Keep one column for it. Calling and messaging rules differ by state, so check with your own lawyer or adviser.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The sequence sheet for one buyer type
One row per step: day number, channel (call, WhatsApp, email), the new thing being offered, the message in full, and who sends it. Five to seven rows is enough for a first version. Write a separate sheet for each buyer type rather than one for everyone.
Result: Finished when a rep who joined last week can send step three without asking anybody what to say.
The message bank
The texts for every step in English and in the language your buyers speak, each short enough to read without scrolling. Keep one version per channel, because a WhatsApp text pasted into an email reads as careless.
Result: Finished when every step has a copy-and-paste text in both languages and none runs past a screen.
The break-up message
Three or four lines: you have written a few times, you will assume the timing is wrong, here is what you offered, reply with one word if you want it reopened. Add the revival trigger to the log, such as a date or an event.
Result: Finished when the log shows a revival date or a clear no against every prospect who reached this step.
The run log
A sheet with columns for prospect, step reached, date sent, reply yes or no, and next action. The sales head reads it every week, and a reply moves the prospect out of the sequence at once.
Result: Finished when you can say, from the sheet alone, how many prospects are at each step today.
The revival list
Prospects who went quiet, with the trigger that would make you write again: a budget month, a new branch, an expiring offer, a festival date. Check it every week and send one personal message when a trigger fires.
Result: Finished when each name carries a trigger and a date, not just the word 'later'.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many messages should a sequence have?
Is it spam to follow up this many times?
Should the owner write the messages or the reps?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of prospecting and meeting-booking practice
- Good fit company and person test
- Buyer interview sprint
- Local prospect list sprint
- LinkedIn prospecting tactics
- Social selling daily routine
- Networking event prep and weak ties routine
- Prospect research brief
- Top down or bottom up entry test
- First message formula and booking link
- Value proposition against win reasons
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.