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In this episode of Money Secrets, Fi wraps up Part 4 of the four-part From Maybe to Yes series — and she’s tackling one of the most avoided (and emotionally loaded) parts of business: following up your proposals.
Most business owners pour their energy into attracting the lead, running a beautiful discovery call, writing a thoughtful proposal… and then freeze. The proposal goes out. The excitement fades. And when there’s no reply? Panic, shame, avoidance, and second-guessing take over.
Fi flips this pattern entirely. She shows you why the follow-up is the sales process — and how to approach it with intention, empathy, structure, and self-respect. Instead of feeling clingy or awkward, Fi teaches you how to create a clear, confident follow-up plan that respects both you and the potential client.
If you’ve ever hit “send”, waited, spiralled, and silently hoped someone would magically say yes — this episode will feel like a breath of fresh clarity.
🎧 Tune in to learn how to build a follow-up sequence that feels warm, ethical, and effective — and finally stop ghosting your own proposals.
What you'll learn in this episode:
Why most proposals die (and it’s not because they don’t want you): Fi breaks down why clients often don’t respond — and how their silence usually has nothing to do with your worth, your offer, or your abilities. Timing, capacity, life admin, and decision fatigue are far more common than rejection.
Instead of spiralling after you hit send, Fi explains why you should have a pre-written, pre-thought-out follow-up sequence ready before emotions get involved. This is your most powerful sales asset — not an afterthought.
How to get clients talking about their goals, not just their problems: You'll learn how to uncover what clients really want, what’s currently not working for them, and how to reflect that back so they feel understood, seen, and supported.
How to follow up without being annoying: Fi walks through how to create thoughtful, varied follow-ups that add value — not irritation. You’ll learn how to avoid the “Hi, just checking in again?” emails and instead craft messages that genuinely move someone toward a decision.
How to keep the door open without creating shame: Fi explains how to craft follow-ups that make people feel welcome to reply at any time — even weeks or months later — instead of feeling embarrassed that they “left it too long.”
When (and how) to close the loop without burning the bridge: You’ll learn how to write a final follow-up that respectfully closes the proposal conversation while still keeping the relationship open for the future. Because sales is long-game relationship building — not just one yes/no moment.
How often to follow up (and when to stop): Fi shares realistic timelines for different price points, how many follow-ups most people need, and why your “yes” might come on the 4th… 7th… or even 12th email.
Why following up is an act of care, not clinginess: Fi reframes follow-up as service: clarity, support, reminders, and relationship — not harassment. When done well, it helps people make decisions that move them closer to their goals. Fi reframes follow-up as service – clarity, support, reminders, and relationship — not harassment. When done well, it helps people make decisions that move them closer to their goals.
Check out Renee Wallace's Masterclass: Post-Proposal Email Nurture Sequence
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We’ve come so far as a society in many ways, but money is one of the areas where progress hasn’t been enough. If we want to tip the scales in favour of marginalised people, it starts with understanding the secret: money in small business.
In this podcast, Money Secrets, host Fiona (Fi) Johnston, Chartered Accountant, small business advocate, and impact enthusiast, dives into the conversations we need to have about money. The secrets that once stayed behind closed doors (or on the golf course) are finally out in the open.
Fi’s mission? To get more money into the hands of good people, like you. She believes small businesses have the power to change the world, and the key to making a bigger impact is to make, and manage, more money.
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Thank you to everyone involved for bringing this podcast together. We are excited to hear from you with any questions, feedback or suggestions for future episodes that you might have. Send a Direct Message to @peach.business
If you are excited for what’s to come, please like this episode, follow the podcast and share it with your friends. We are thrilled you're here.
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This podcast episode was recorded on the lands of the Wurundjeri People of the Kulin Nation and I'd like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on. I'd like to pay respect to elders both past and present, and note that sovereignty has never been ceded. This always was and always will be Aboriginal and Torres Strait Islander land.
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