It stands for Relentless Follow-Up - and it is a collection of strategies covered in Fear Selling.

Call your referrals again if you haven’t met personally with them. Try to arrange for an interview.

Old prospects that have a new job or have gone through a departmental merger or an acquisition are also great targets for follow-up notes. These people may not have needed your product before, but their situation has changed and so may need you now.

For more sales prospecting techniques associated with RFU, check out our FEAR Selling Newsletter.


Be relentless when it comes to those hard-to-reach contacts. Anyone that you haven’t had a chance to speak to deserves another call. These may not be priority calls but should be done nonetheless. You never know who could suddenly decide that they need your product and sign that big deal.

There are plenty of excuses you can use to follow up - it is just a matter of finding the right one for your contact. You can call or email a contact many times for different reasons.
If your prospect gives you feedback, make sure that you respond to the feedback. Once you’ve moved on to the next stage, the follow-up should be related to the next step in your relationship.

If a follow-up message or call unearths a problem between your company or product and theirs, your efforts should be spent solving this problem or referring your client to your company’s customer service department.

Make sure your client’s problem has been resolved from your company’s side and then call your client again and follow-up to make sure that everything is working properly.
If your company made a mistake or is taking to long too solve a problem, follow up with a note or call that states your apologies and your assurance that something is being done now to solve the problem.

If the relationship with your client is being jeopardized by a problem, make sure you apologize for any inconvenience. In some instances, as part of your sales prospecting techniques, it may be a good idea to send an “I’m sorry” or consolation gift.

Make sure that the price of your gift is in proportion with the extent of the mistake or try to customize it to your prospect’s likes. The gift should be sent promptly and without delays.

Remember, good service means a happy client and better referrals that can translate into better sales.

To find out more about the proven systems, strategies, tactics and techniques behind FEAR Selling, check out www.FEARSelling.com.


For a FREE Executive Report, The 7 Deadly Sins of Selling, that introduces FEAR Selling concepts that normally sells for US $17.00, go to www.7SellingSins.com.