What happens after a potential client says, “Let me think about it”?

In this quick tip episode of The Business of Thinking Big, Lianne Kim shares one of the simplest—and most often overlooked—sales strategies: follow-up. Drawing from her early days in sales and years of working with entrepreneurs, Lianne explains why it can take multiple touch points before someone is ready to make a purchase decision.

Whether you’re following up after a discovery call or staying visible through your content, consistent follow-up can help keep you top of mind and give potential clients the information, reassurance, or social proof they need to move forward.

In this episode, you'll learn:

• Why it can take multiple touch points before someone makes a purchase decision
• What counts as a “touch point” in your marketing
• Why potential clients may need time before deciding to buy
• How to follow up after a discovery call
• Why social proof and testimonials can be powerful follow-up tools
• How to use content as a form of passive follow-up
• The difference between personalized and passive follow-up
• Why you shouldn’t let warm leads go cold
• How to use AI and mass marketing to support your follow-up efforts
• One simple follow-up action you can take today

If you’ve ever had a great sales conversation only to never hear from the potential client again, this episode is your reminder that the conversation doesn’t have to end there. Sometimes, the next step toward a “hell yes” is simply staying in touch and giving someone a reason to take action.

Timestamps:

00:00 – Introducing this month’s Quick Tip

01:00 – The power of follow-up

02:00 – Understanding customer touch points

03:00 – Why people need multiple touch points before buying

04:00 – What your own purchasing habits can teach you

05:00 – Why follow-up matters for bigger purchases

06:00 – Applying follow-up to your business

07:00 – What to send after a discovery call

08:00 – Using social proof to follow up

09:00 – Asking: “What does she need to hear from me today?”

10:00 – Using content and AI for follow-up

11:00 – Why you shouldn’t let leads go cold

12:00 – Your simple follow-up action

13:00 – Making follow-up part of your sales strategy

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