Proposal sent. Client said "Looks good, let me review." Two weeks silence. Assumed dead. Sent one follow-up message. Client signed same day. THE MESSAGE: "Hi [Name] - circling back on the invoice automation proposal. Totally understand if timing shifted. Just wanted to check - is this still a priority, or should I follow up next quarter?" Give out. Easy no. THEIR RESPONSE: "Oh man, sorry! Got buried. Yes absolutely still want this. Can we start next week?" Deal wasn't dead. Just forgotten. THE FOLLOW-UP FRAMEWORK: SEND PROPOSAL: Friday afternoon FOLLOW-UP 1 (Monday +2 days): "Just checking if you had questions about the proposal. Happy to jump on quick call to walk through anything." Friendly. Assumes they're considering. FOLLOW-UP 2 (Friday +4 days): "Wanted to check in on timeline. Are you still looking to implement this month? Or would next month work better?" Offers options. Doesn't pressure. FOLLOW-UP 3 (Tuesday +5 days): "Hey [Name] - totally understand if priorities shifted. Should I follow up next quarter, or is this not the right fit?" Permission to say no. Respectful exit. MY CLOSE RATES: After initial proposal: 20% After follow-up 1: 45% After follow-up 2: 65% After follow-up 3: 75% Most deals close on follow-up, not initial send. WHY PEOPLE DON'T RESPOND: Actually busy (80%) Need to discuss with partner (15%) Actually not interested (5%) Don't assume silence = rejection. THE TONE THAT WORKS: Not: "Just checking if you got my proposal?" But: "Wanted to see if you had questions." Not: "Have you made a decision?" But: "What questions can I answer?" Not: "Are you still interested?" But: "Is this still a priority, or check back later?" Assumes positive intent. Gives easy outs. THE ONE THAT RECOVERED 3 DEALS: "I'm closing my project intake for this month. Have one slot left if you want to move forward. Otherwise happy to plan for next month." Scarcity + option. Works surprisingly well. WHEN TO STOP: After follow-up 3, if no response, move to "quarterly check-in" list.