#710 - The Follow-Up is the Sale - 7/31/2026

Most salespeople quit after one or two touches. But research says most decisions happen after five to twelve. This episode is about what to say on follow-up #3, #5, and #7.  How do you add value instead of "just checking in". Sales Follow-up Strategies Discussion Stefani discussed the importance of effective follow-up in sales, emphasizing that it's not about being pushy but about serving the client by staying relevant, adding value, and deepening trust. She shared a structured follow-up methodology using her "convert method" where each touchpoint should achieve one of three goals: staying relevant, adding value, or deepening trust. Bill shared his approach of directly asking prospects to confirm their decision to either move forward or end the conversation, which Stefani praised as giving prospects permission to be honest about their intentions. Golden Nugget:  "It does not matter how slowly you go as long as you do not stop." -- Confucius In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: www.reachdev.com Stefani Havel LinkedIn:  linkedin.com/in/stefanihavel Stefani Havel Website: www.stefanihavel.com