# Follow-Up Playbook

Full cadence guide, angle rotation, and breakup email templates. The goal: stay persistent without becoming noise.

---

## The Core Problem with Follow-Ups

Most follow-up emails are a form of wishful thinking: "Maybe they missed it. I'll send it again." They didn't miss it. They read it, didn't feel urgency, and moved on. Another "just checking in" doesn't create urgency — it signals that you have nothing new to offer.

The only follow-up worth sending is one that adds something: a new angle, a new proof point, a new question, or a new frame.

---

## The Full Cadence

| Email | Label | Day | Gap | Purpose |
|-------|-------|-----|-----|---------|
| 1 | First touch | Day 1 | — | Lead with their world, establish relevance |
| 2 | New angle | Day 4 | +3 | Different problem angle or social proof |
| 3 | Value add | Day 9 | +5 | Resource, insight, or data point |
| 4 | Direct question | Day 16 | +7 | Cut through with a plain, direct ask |
| 5 | Reverse | Day 25 | +9 | Ask for referral to the right person |
| 6 | Breakup | Day 35 | +10 | Close the loop, leave door open |

Gaps increase over time. You're persistent but not desperate.

6 emails is the upper limit for most cold outreach. For very high-value accounts (ABM-style), you might go to 8. For volume prospecting, 4-5 is often more practical.

---

## Email-by-Email Guide

### Email 1: First Touch
Already covered in `frameworks.md`. The anchor of the sequence.

**What it needs:**
- Specific, relevant opener
- Clear connection between their situation and what you do
- One ask, low friction

---

### Email 2: New Angle (Day 4)

This is where most sequences fail — they send a "following up" reminder. Don't.

Email 2 should approach the problem from a different angle than Email 1. If Email 1 was about their hiring signal, Email 2 might be about the operational risk that follows from rapid hiring. Different angle, same direction.

**Angle options for Email 2:**
- Different pain point in the same domain
- Social proof / customer story that's highly relevant to their context
- An industry trend that makes the problem more urgent
- A specific, relevant statistic you haven't mentioned yet

**Template structure:**
```
[New angle or observation — 1-2 sentences]
[Expand on why it matters for their situation — 1-2 sentences]
[Soft CTA — question or invitation]
```

**Example:**
> A lot of the teams I talk to at your stage are hitting the same wall: the ramp time on new SDRs has stretched from 3 months to 5+ months because the playbook that worked at 5 reps doesn't scale to 15.
>
> It's not a hiring problem — it's an enablement infrastructure problem that doesn't become visible until you're already in it.
>
> Is that a challenge you're actively working on, or is it on the radar for later?

---

### Email 3: Value Add (Day 9)

Give something useful before asking again. This builds goodwill and separates you from the other 30 emails in their inbox that only ask.

**What counts as value:**
- A relevant guide, benchmark report, or template (if you have one)
- A specific insight about their market or competitor landscape
- A practical suggestion based on what you know about their situation
- A useful question that helps them think about their problem differently

**Template structure:**
```
[Reference to something specific about them — 1 sentence]
[The value: insight, resource, or useful observation — 2-3 sentences]
[Low-friction CTA: "useful?" or "happy to elaborate" or specific ask]
```

**Example:**
> We just published a benchmark of SDR ramp times across 40 SaaS companies by stage — the data is pretty surprising (the fastest don't hire the most experienced reps, they do onboarding completely differently).
>
> Thought of your situation when reviewing it. Happy to share the relevant section if useful — no strings, just might be helpful context for where you're headed.

---

### Email 4: Direct Question (Day 16)

By Email 4, subtlety has run its course. Sometimes the most effective move is to ask a direct, plain question. No setup, no story.

This email is short. Often just two or three lines.

**Options:**
- Ask what's getting in the way
- Ask if your assumption about their problem is wrong
- Ask if the timing just isn't right
- Ask who the right person to talk to is

**Template structure:**
```
[One direct question — sometimes that's all this email needs to be]
[Optional: one sentence of context if needed]
[Nothing else]
```

**Example:**
> Is SDR ramp time actually a priority for you right now, or is the timing just off?
>
> No judgment either way — just helps me know whether it's worth staying in touch.

Or even shorter:
> Am I reaching the wrong person here — is there someone else on your team who owns sales enablement?

---

### Email 5: Reverse / Referral (Day 25)

If you haven't reached the right person, this email shifts to asking for the referral. If you have reached the right person but they haven't replied, the referral ask sometimes unlocks a conversation because it's a different and lower-commitment request.

**Template structure:**
```
[Acknowledge you may not be reaching the right person — 1 sentence]
[Who you're actually looking for — specific role or function — 1 sentence]
[Referral ask — 1 sentence]
```

**Example:**
> I might be reaching out to the wrong person — the conversations I typically have are with whoever owns sales onboarding and enablement, which may not be you.
>
> If there's a name you could point me toward, I'd really appreciate it. And if it is you — totally understand if the timing isn't right.

---

### Email 6: Breakup (Day 35)

The last email. Its job is to close the loop professionally and leave the relationship in a better place than if you'd just gone silent.

The breakup email often generates the highest reply rate of the entire sequence — people don't like unanswered threads.

**What makes a good breakup:**
- Signals clearly that this is the last one (without being dramatic about it)
- Leaves the door open — no hard feelings
- Offers one final path to action (reply, referral, or reconnect later)
- Keeps it under 5 sentences

**Template:**
```
[Signal this is your last email — 1 sentence]
[Genuine offer to reconnect when timing changes — 1 sentence]
[Referral ask as a final option — 1 sentence]
[Warm close — 1 sentence]
```

**Example:**
> I'll stop cluttering your inbox after this one.
>
> If scaling your outbound motion ever becomes a priority, happy to pick this back up — just reply here and I'll be there.
>
> If there's someone else at [Company] who owns this, a name would be genuinely helpful.
>
> Either way, good luck with the Berlin expansion.

**What to avoid in the breakup:**
- Passive-aggressive tone ("I've tried to reach you several times now...")
- Fake urgency ("This is your last chance to...")
- Asking for feedback on why they didn't reply (annoying, not useful)

---

## Angle Rotation Guide

Never repeat the same angle twice. Here are enough angles for a full 6-email sequence on any B2B topic:

| Angle | Description | Example |
|-------|------------|---------|
| Trigger event | The specific reason you reached out | "Saw the funding announcement..." |
| Adjacent pain | A related problem they also likely have | "The challenge after that usually is..." |
| Social proof | Customer story or result | "We helped a team in your situation..." |
| Industry trend | External force making the problem more urgent | "EMEA data residency rules are tightening..." |
| Data/benchmark | A specific number that reframes the problem | "The average ramp time in your segment is 4.2 months..." |
| Counterintuitive insight | Something most people in their role get wrong | "Most teams solve this by hiring more, which makes it worse..." |
| Resource offer | Something genuinely useful, no strings | "We just published a guide on exactly this..." |
| Direct question | Plain, honest ask | "Is this even a priority right now?" |
| Referral ask | Ask for the right person if not them | "Am I talking to the right person here?" |
| Breakup | Close the loop | "I'll stop after this one..." |

Sequence design tip: never use two heavy asks back to back. Pattern: trigger → social proof → value → direct → referral → breakup works better than ask → ask → ask → ask → ask → breakup.

---

## Short Sequence Variations

### 3-Email Sequence (High-Volume SDR)
1. Day 1: OPPA framework (trigger + problem + proof + ask)
2. Day 5: Value add (resource, insight, or data point)
3. Day 12: Breakup

### 4-Email Sequence (Balanced)
1. Day 1: First touch
2. Day 4: New angle / social proof
3. Day 10: Direct question
4. Day 20: Breakup

### 6-Email Sequence (ABM / High-Value Accounts)
Full sequence as described above.

---

## What Never to Send

- **"Just following up"** — Adds nothing. Deletes itself.
- **"Did you see my last email?"** — They saw it. This is passive-aggressive.
- **"I wanted to make sure this didn't get lost"** — Patronizing.
- **"I know you're busy but..."** — Everyone's busy. Don't invoke it.
- **A forwarded copy of the original email** — They have the original. This is lazy.
- **Back-to-back emails on the same day** — Unless it's a clear error correction.
