The Power of Genuine Follow-Up

This chapter delves into the critical role of follow-up in sales, addressing the fears that often hold salespeople back from reconnecting with potential clients. It emphasizes a mindset shift towards viewing follow-ups as acts of care, introducing a structured formula that adds value and fosters meaningful conversations.

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#452 What if you could ditch the ick in sales and build authentic connections that actually convert? In this episode hosted by Kirsten Tyrrel, Gwen Tinsley — CEO of Grit and Tenacity Consulting and host of the Built from the Ground Up podcast — shares her journey from avoiding sales altogether to becoming a sought-after coach for service-based female entrepreneurs. Gwen opens up about the misconceptions she had around sales, how she reframed the entire process around empathy and curiosity, and the unique podcast-based strategy she uses to connect with her ideal clients. You'll learn how she builds trust without feeling bait-and-switchy, the power of intentional follow-up, and why discovery calls should feel like interviews you’re leading — not passing. If sales have ever felt uncomfortable or inauthentic, Gwen’s approach will give you a fresh perspective and a framework you can actually get excited about!

What we discuss with Gwen:

+ Reframing the fear of sales

+ Building trust through authenticity

+ Podcasting as a lead strategy

+ Discovery calls with purpose

+ Avoiding the bait-and-switch vibe

+ Importance of human connection

+ Why follow-up isn't annoying

+ Confidence in your offer

+ Listening over pitching

+ Sales as service, not pressure

Thank you, Gwen!