Episode 17: The Lost Art of Follow-Up – Staying Relevant Without Becoming Annoying

You had a great conversation. You asked the right questions. The customer seemed interested. You sent the proposal.

Then...silence.

What happens next can determine whether you eventually earn the business or become another salesperson filling someone's inbox with "just checking in" emails.

In Episode 17 of YOU Are the Million Dollar Deal, JB Bloom explores one of the most important—and often poorly executed-skills in professional sales: follow-up.

Drawing from more than 28 years of professional sales experience across logistics, manufacturing, safety and health, mission critical power systems, SaaS, finance, and property management, JB explains how effective follow-up creates value, maintains momentum, and keeps you relevant without becoming annoying or creating unnecessary pressure.

Designed for beginner and intermediate sales professionals who want to take their craft to the next level, this episode explores the difference between professionally following up and simply chasing a customer.

In this episode, you'll learn:

• Why "just checking in" rarely gives customers a compelling reason to respond
• How the Mere Exposure Effect relates to familiarity and follow-up
• How to follow up with purpose instead of simply following a CRM reminder
• Four different types of professional follow-up
• How to recognize when persistence is becoming pressure
• Why understanding the customer's timeline can improve your follow-up strategy
• Rookie vs. Professional role-playing examples you can use immediately

JB shares real-world lessons from Graphic Products, where managing nationwide corporate accounts through inside sales required disciplined phone, email, CRM, and relationship management. He also draws from freight and logistics experience to demonstrate why timing and relevance can be especially important when a customer doesn't need your solution today—but may need it tomorrow.

Recommended Reading:

📚 Fanatical Prospecting by Jeb Blount
📚 The Long Game by Dorie Clark

Together, these books provide two valuable perspectives: maintaining disciplined sales activity while developing the patience and long-term thinking required to build meaningful professional relationships.

This Week's Challenge: The Five Follow-Ups

Choose five prospects or customers who need follow-up. Before contacting each one, identify what they previously told you, why you're contacting them today, and what value you can provide.

And there's one rule:

Don't use the phrase "just checking in."

If this episode challenges how you think about follow-up, I'd love to hear your questions, disagreements, successes, or real-world situations.

Learn more:
www.brockip.com
www.krhpropertygroup.com

Email:
support@brockip.com
jb@krhpropertygroup.com

Be persistent. Be relevant. Respect people's time.

And remember...

YOU are the Million Dollar Deal.