Following up after a discovery call doesn’t have to feel awkward or pushy. Emma Cossey shares simple, low-pressure ways to check in with warm leads, set expectations early, and send follow-ups that actually get replies, without getting the ick.
Listen to the podcast episode below, watch it on [Youtube], or scroll down for the summary!
Prefer to read it? Here are the main points!
One of the biggest shifts Emma highlights is how we view follow-ups.
In her community, many freelancers admitted they actually appreciate being followed up with, as long as it is done in the right way. A gentle nudge can be helpful when someone has been busy, distracted, or simply forgotten to reply.
Without that follow-up, opportunities can quietly disappear.
Not because the client was not interested, but because life got in the way.
Set Expectations During the Discovery Call
The easiest way to make follow-ups feel natural is to introduce them during the discovery call itself.
If someone seems interested, you can simply say:
“I’ll send you the details after this, and if you’re happy with that, I’ll check in next week to see if you’ve got any questions.”
This does a few important things:
- It removes any awkwardness later
- It gives you a clear timeline to follow
- It makes the follow-up feel like part of the process
It also creates accountability for you, so you are more likely to actually send that follow-up when you said you would.
Keep Your Follow-Up Simple
A follow-up email does not need to be long or carefully crafted.
In fact, the simpler it is, the better.
Something as straightforward as:
“Hi, hope you’re well. Just checking in to see if you’ve got any questions.”
is often more than enough.
There is no need to over-explain or justify why you are following up. You are simply keeping the conversation open.
Emma also suggests keeping this as a template so you are not starting from scratch each time.
Where to Follow Up (and Where Not To)
While it might be tempting to send a quick message on social media, Emma generally prefers to keep follow-ups in email.
It feels more professional, more contained, and less intrusive.
For some clients, alternative options like voice notes can work well too, especially if they struggle with email. Offering something like Voxer can give people another way to respond without pressure.
The “Closing the Loop” Follow-Up
If you have sent your initial details and a follow-up, and still have not heard anything, there is one final approach that can work really well.
This idea was shared by Sally Farrant, a member of Emma’s community, and it is surprisingly effective.
Here’s the basic version of the email she uses:
Sally’s follow-up email:
Hi [First name],
I haven’t heard back from you on the project or opportunity, so I’ll assume you’ve decided to go in a different direction or your priorities have changed.
Let me know if I can be of assistance in the future.Regards,
[Your name]
You can soften or tweak the wording to suit your tone, but the intention stays the same. It closes the loop without pressure, and often prompts a reply if someone is still interested.
Why So Many Freelancers Lose Work Here
Emma points out that many freelancers lose potential work simply because they do not follow up.
It is easy to assume that if someone is interested, they will come back to you.
But in reality, inboxes get busy, priorities shift, and things get forgotten.
A thoughtful follow-up is not chasing. It is part of good communication.
And when someone has already shown interest, it is completely appropriate to check in.
A More Comfortable Way to Approach It
If following up has been something you have avoided, this is a useful reframe:
You are not pushing for a sale.
You are making it easier for someone to respond.
When done well, a follow-up can feel like support rather than pressure.
If you want to explore this further, Emma regularly shares practical support like this inside her community spaces. You can join the conversation in the Freelance Lifestylers Facebook group or Discord, or explore more resources and coaching options at her website.
And if this is something you have been putting off, this might be your reminder to send that follow-up email today.
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