“I can’t believe they’re leaving my money on the table,” I muttered while refreshing my inbox for the tenth time. Nothing. No text, no email, no follow-up from the salespeople I’d just met with.
As someone who’s been in sales most of my career, I get it — the process doesn’t end at the meeting table. In fact, that’s where it starts. The magic and the money happen in what comes next: the follow-up.
Let me share two real-life stories from just the past few months where the follow-up completely fell apart… and so did the sale.
Story #1: The $17,000 Ghosting
During a meeting with a salesperson, I made it clear up front that I wasn’t deciding that day. He gave a great presentation, but then turned up the pressure with every aggressive close in the book. I stopped him and said, “I’m at about an eight out of ten interested, but I need time to review.” We agreed to meet again and even put it on the calendar.
When I left, I didn’t have the proposal in hand, and I expected he’d email it before our next meeting. Guess what? Silence. No email, no meeting confirmation, no text. Nothing.
Two days before our planned follow-up meeting, I finally emailed him to say I’d gone with a competitor. His reply? “I figured that would happen.”
Are you kidding me?
Story #2: The $10,000 Event That Went Nowhere
I recently talked with an event planner at a restaurant about hosting a large gathering. Our conversation went great, and she knew it could be a $10,000 event. I told her my group would stop by to try the food and check the service first. She promised me lots of attention.
When we did, the experience was disappointing: slow service, no sign of management, and a missed opportunity to impress. She called afterward, and I gave her honest feedback. She suggested we “try again sometime.” And that was it.
No follow-up email. No incentive. No “let’s make this right, I’d love to offer you a complimentary lunch” — even a simple gesture after I spent $400 for our group brunch, could have turned things around.
The Lesson: Relationships Don’t End at the First “No”
These experiences reminded me how crucial follow-up is in sales — not just for closing deals, but for building trust.
Following up isn’t pushy; it’s professional. It says, “I care about you and your decision.”
So, what can we learn here?
- Always follow up — every single time.
- Make it meaningful: recap your conversation, confirm next steps, send helpful info.
- Show you care; even a small gesture goes a long way.
The follow-up is where relationships deepen, trust grows, and confidence shines.
Want to stand out as a confident salesperson? Don’t leave money — or respect — on the table. Follow up like a pro.
Ready to Build Your Confidence in Sales?
If follow-up feels uncomfortable or you’re not sure what to say next, you’re not alone. My Sales Confidence Coaching programs help women entrepreneurs sell authentically, follow up with ease, and close with confidence.
👉 Book your free 30-minute Confidence Call and let’s make sure you’re never the one leaving money on the table.
