SPEED SELLS: WHY FAST FOLLOW-UP CLOSES MORE DEALS

In sales, speed is a deadly advantage. But speed without care, quality or clarity can do just as much harm as good.

This topic came up again during a coaching session with a client this week. He’d just won a deal not because he had the lowest price or flashiest offer, but because he responded quickly and followed up when no one else did. His prospect had reached out to several providers. Most didn’t reply at all. One took too long to send a proposal. And that delay cost them the deal.

The client said it best: “The way you handle the sales process gives me a glimpse into how you’ll handle the work.” That’s the power of responsiveness.

But here’s where many people get it wrong. They think speed means rushing, cutting corners, or sending something half-baked just to get it out. It doesn’t. Speed is about clear communication, managing expectations, and showing up reliably even if you’re not ready with the final answer.

For example, if a prospect emails asking for info, don’t wait until you’ve created the perfect response. Acknowledge their message. Let them know when you’ll reply properly.

Even something simple like:

“Thanks so much for reaching out. Great to hear from you. I’ll get back to you within 24 hours with all the details.”

That’s all it takes. They don’t have to wonder whether you saw it, whether you care, or whether they should keep looking elsewhere.

Responsiveness builds trust. And trust closes deals.

I learned this lesson years ago, when I first moved to Australia. People were amazed that I responded to emails the same day, or followed through when I said I would. They acted like it was some kind of superpower. But really, it was just basic professionalism—something we’re now seeing less and less of in the market.

Of course, speed should never come at the cost of quality. You still need to double-check names, pricing, and details. And sometimes it’s smarter to give yourself a few days to put together a solid proposal. But even then, let the client know your timeline. Say,

“I’ll have something to you by Monday morning”

instead of

“I’ll send it by Friday”

and risking a last-minute rush.

One of the tools that’s helped me speed up without dropping the ball is Fixer.ai. It drafts responses to emails, recaps meetings, and creates suggested replies in my tone of voice. I still review and edit everything before it goes out, but it saves me hours every week. The more it learns, the better it gets. And tools like this are becoming essential if you want to be fast and personal at scale.

Another simple tip? Use email scheduling tools to send your messages at the best time—even if you’re writing them at night or on the weekend. That way you stay responsive without being always online.

Speed isn’t about being the fastest just for the sake of it. It’s about creating momentum and reducing uncertainty for the buyer. It’s about showing that you’re on top of things. That you value their time. That you can be trusted to do what you say you’ll do.

And if you’re in a competitive market, that edge matters.

So next time you get a lead, don’t wait. Respond quickly. Communicate clearly. Set expectations. Then deliver with quality and follow through.

Speed sells—but only if you do it right.