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Networking and building relationships are essential for business success, but here’s a truth that often goes overlooked: the real magic happens in the follow-up.
In a recent video with Colleen Strube, founder of Follow Up Fortune, we explored why follow-up is not just a task but a transformational component of business growth. Colleen shares actionable strategies, mindset shifts, and practical tips to help entrepreneurs and business owners maximize their follow-up efforts and unlock their full potential.
Why Follow-Up Matters
According to Colleen, follow-up isn’t just “nice to do”—it’s essential. Studies show that only
5-10% of people consistently follow up, meaning the majority leave untapped opportunities behind.
Colleen puts it simply: “If you’re not following up, you’re guaranteed to leave money on the table.” But follow-up isn’t just about closing deals; it’s about building authentic connections that lead to long-term growth.
Changing Your Mindset Around Follow-Up
Many people view follow-up as a daunting or pushy task, but Colleen encourages a mindset shift. Instead of seeing it as a sales tactic, think of follow-up as the next step in nurturing a relationship.
Here’s how to reframe follow-up:
Focus on supporting and connecting with the person, not just achieving an outcome.
Make it about the relationship, not the sale.
Remember that follow-up is a way to provide value and demonstrate your commitment.
This perspective can make follow-up feel more natural and enjoyable.
Developing a Systematic Approach
Colleen’s proven follow-up system is both practical and effective. Here’s how you can incorporate her strategies:
Schedule Dedicated Time for Follow-Up Block specific times in your calendar for follow-up activities. Diversifying your approach keeps connections fresh and meaningful. You will stand out from the crowd. This ensures it becomes a priority, not an afterthought.
Use a Variety of Touch Points Follow-up isn’t limited to emails. Consider these other ways to follow-up:
One-on-one meetings (both virtual and in person)
Social media interactions (dm’ing is still a thing)
Personal phone calls (phone calls are way overlooked, but a great way to connect with people)
Texts (a staggering 98% of people read a text message once it is delivered)
Attending or hosting events (I’ve hosted over 100 events and LOVE this approach - you are seen as the authority simply by putting together an event and bringing people together)
Identify Key Connections Focus on reaching out to:
Empowered partners who can amplify your reach.
Your sphere of influence, including past clients or colleagues.
Community members who align with your goals or values.
A targeted approach ensures you’re investing time in the relationships that matter most.
Accountability and Collaboration
One of Colleen’s standout strategies is creating accountability through collaboration. She encourages her clients to participate in daily follow-up sessions, where they:
Work together in real time to complete follow-ups.
Share challenges and solutions.
Motivate each other to stay consistent.
These sessions create a supportive environment that turns follow-up into a shared, energizing activity. Believe it or not, this actually makes following up fun.
Tracking and Measuring Success
Tracking your follow-up efforts is crucial to improving and sustaining success. Colleen emphasizes the importance of:
Keeping a record of your touch points and interactions (make it simple with paper and pen or use digital software like Trello to help you keep track).
Reviewing results to identify what’s working and where you can improve (if you don’t review your results, you won’t know where your time is best spent).
Celebrating wins—big or small—to stay motivated (sometimes celebrating the simplest win can help you stay motivated or get motivated again).
When you track your efforts, you gain clarity on your progress and build momentum for the future.
Wrapping Up: The Power of Consistent Follow-Up
Follow-up may not be the flashiest part of running a business, but it’s undeniably one of the most important. By adopting Colleen Strube’s strategies, you can:
Build lasting relationships.
Create opportunities you didn’t know existed.
Drive sustainable growth for your business.
Remember, follow-up isn’t about checking a box—it’s about connecting, serving, and building trust. When done consistently and thoughtfully, follow-up becomes the key to unlocking your business’s true potential.
This blog was written by Lynda Sunshine West, Founder & CEO of Action Takers Publishing.
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