Michelle breaks down why most follow-up strategies fail. She reframes follow-up as leadership, shifting focus from stressing over sales to supporting a prospect’s decision-making process. When done correctly, follow-up builds trust and creates momentum toward meaningful next steps.
Michelle introduces a follow-up decision tree to help leaders match their communication style to the buyer’s stage. She emphasizes that clarity and relevance are more important than tactics and highlights the importance of personalized selling. Michelle offers a strategic blueprint for closing more sales while strengthening your brand.
Chapters
[Start] Why Follow-Up Fails: Michelle introduces the concept of decision-based follow-up to fix failures.
09:46 The Three Elements of Strong Follow-Up: Three steps to follow for a good follow-up that lead toward a clear next step.
19:37 Path One – Getting the Meeting: Moving prospects from interest to conversation.
24:57 Path Two – Post-Sales Call Execution: How micro commitments anchor follow-ups to prevent deals from stalling.
31:17 Path Three – Long-Term Nurture: Staying relevant with prospects without damaging the relationship.
Links & Resources
High Performance Workshop (Live with Michelle)
Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout.
You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
