The Secret That Doubled My Sales (and will work in Your Service Business Too)
...Also, why I still use it in my business today.
On the weekends, I cooked elaborate meals for bachelorette parties in Virginia wine country.
Before I ever launched an online course or logged into Kajabi, I was a personal chef. The parties I worked were mostly at elegant estate home Airbnbs. The house would be filled with about a dozen girls who had just spent the day wine tasting (you can imagine). They’d hired me as their personal chef to come in and make a multi-course dinner as the close to their weekend.
It would begin with an inquiry through my website while they were in the planning stage. I’d reply with a personalized estimate that included groceries, menu prep, and travel.
👉And then… silence.
Over and over again, I would take the time to reply, customize a menu, send my pricing, then hear nothing.
At first, I assumed I was being price-shopped. I figured they went with someone cheaper or changed their plans.
But then I decided to try something different. I set up a basic follow-up system.
Every two weeks, I would send a quick email. Something simple like:
- “Just checking in to see if you’ve made any decisions about the chef for your weekend.”
- “Still holding your date if you're finalizing plans.”
- “Let me know if you’ve booked with someone else so I can release the slot.”
That’s it.
The result? My bookings doubled. The best business systems are really that simple.
I Still Use This System Today
I left the personal chef business behind, but that follow-up system came with me.
Now, I help professionals who want to launch online courses, coaching and consulting with business strategy and website platform support. Just like back then, people reach out and sometimes go quiet after our consultation.
Instead of assuming they’re gone, I stay in touch. Not constantly, but at regular intervals and with the right tone.
Sometimes they’re waiting for the right time. Sometimes they’re overwhelmed with other projects. Sometimes they want to buy, but need a little nudge.
The point is, business relationships can take time. And the people who buy aren’t always the ones who reply instantly.
đź’— Now for the step-by-step that you love...
Here’s a Follow-Up System You Can Copy
If you’re working with leads, consults, or inquiries and things go quiet after the first conversation, here’s a simple follow-up system:
Step 1: Create a “Pending” List
Any time someone expresses interest but doesn’t buy, add them to a list. This could be a Word doc, spreadsheet, or label in your inbox. What matters is that they don’t disappear from your radar.
Step 2: Write Three Simple Follow-Up Messages (your templates)
These are not long or pushy. They’re respectful check-ins spaced a couple of weeks apart.
- Message 1 (Week 1): “Just circling back in case you had any questions about moving forward. Happy to help with whatever you’re still considering.”
- Message 2 (Week 3): “I know timing can be everything. If this offer is still on your mind, I’d love to help you take the next step whenever you're ready.”
- Message 3 (Week 6): “Sometimes people just need space to think or shift priorities. Want me to check back a little later this season?”
You'd adjust the tone to sound like something you would say, of course.
Step 3: Set Follow-Up Reminders or Automate It
You can schedule these with automations inside Kajabi, or use a simple calendar reminder. The key is to make follow-up part of your system, not something you remember last minute.
Step 4: Track and Respond
If someone tells you they’re waiting three months, tag that. If they say they’re not ready, that doesn’t mean never. It just means revisit later.
Your Systems Matter More Than You Think
Most people think they need more content or a bigger audience. What they really need is a systemized, repeatable process.
Follow-up is not about becoming a stalker. It’s just staying top of mind while respecting their timeline. It’s one of the most overlooked ways to increase your sales without increasing your output.
Inside my Expert to Income program, I help aspiring coaches and consultants build smart, simple systems just like this, so the path from idea to income becomes consistent. The program is a full plan for your first year in business.
If this story made you think about the gaps in your follow-up process, this is exactly what you'll fix inside the program. It starts with one system at a time with just 15 dedicated minutes every weekday to set up a scalable business that doesn't burn you out.
I’m here for you when you’re ready. đź’—
