SHS045: The Correct Way To Do Lead Follow Up With Giuseppe Grammatico
Intro
Most people think making money in business comes down to one thing:
👉 Closing the sale
But what if the REAL money…
👉 Comes after the first conversation?
In this episode, Elijah Bilel sits down with franchise expert Giuseppe Grammatico to break down why follow-up is one of the most overlooked (and profitable) skills in business.
Intro to Giuseppe Grammatico
Franchise consultant helping professionals transition into business ownership
Former financial advisor with deep experience in sales and client acquisition
Franchise owner with nearly two decades of experience
Host of the Franchise Freedom Podcast
Helps people achieve time and financial freedom through franchising
To learn more about Giuseppe and his work, click here .
Episode Overview
In this episode, Elijah and Giuseppe discuss:
Why “the fortune is in the follow-up”
The biggest mistake people make after hearing “no”
How timing—not rejection—kills most deals
Why staying top of mind is everything
How to use content as a follow-up system
Practical follow-up strategies that actually work
Listen to the Episode
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Side Hustler’s Society Resources
Side Hustle to Full-Time Strategy Session
The Personalized Side Hustle Starter Kit
The Real Problem: People Give Up Too Early
One of the biggest insights from this episode:
👉 Most people try once… and quit
As Elijah explains, many entrepreneurs:
Pitch once
Hear “no” (or nothing)
Move on immediately
But in reality:
👉 Most people don’t buy on the first interaction
Why This Happens
It’s usually NOT because:
They aren’t interested
It’s because:
The timing isn’t right
They’re distracted
They need more information
They’re unsure or hesitant
The Truth About Follow-Up
According to Giuseppe Grammatico:
👉 Follow-up is about staying top of mind
Not being pushy.
Real Example
A prospect reaches out…
Then:
Loses their job
Gets busy
Shifts priorities
They don’t respond—not because they’re not interested…
👉 But because life happened
Why Follow-Up Works
Follow-up allows you to:
Re-engage at the right time
Build trust over time
Educate your prospect
Address hidden objections
Key Insight
👉 Sales is not just about convincing
It’s about:
👉 Timing + trust
The Wrong Way to Follow Up
Most people follow up like this:
“Just checking in…”
“Following up…”
“Are you still interested?”
The Problem
👉 This adds ZERO value
And makes you easy to ignore
The Right Way to Follow Up
Instead of being repetitive…
👉 Be valuable
Example Approach
Share a relevant podcast
Send an article addressing their concern
Provide new insights
Offer helpful resources
Why This Works
Because now you’re not:
👉 Selling
You’re:
👉 Helping
Content = Follow-Up System
One of the biggest gems in this episode:
👉 Content creation can automate your follow-up
How Giuseppe Uses It
Monthly newsletter
Podcast episodes
Educational content
Industry insights
The Strategy
Instead of chasing people…
👉 Let your content follow up for you
Example
If someone is unsure about:
👉 Funding a business
Send them:
👉 A podcast breaking down funding options
Now you’ve:
Answered objections
Built authority
Stayed relevant
Multi-Touch Follow-Up Strategy
Giuseppe doesn’t rely on just one method.
He uses:
Email
Phone calls
Newsletters
Direct mail
Content
Key Insight
👉 Different people respond to different channels
Underrated Tactic
Direct mail (like postcards)
Why?
👉 Nobody gets real mail anymore
So when they do…
👉 It stands out
The Psychology of Follow-Up
A major takeaway:
👉 Silence ≠rejection
It often means:
Confusion
Hesitation
Lack of clarity
Your Job
👉 Identify what’s holding them back
Then:
👉 Provide value that solves it
Elijah’s Approach to Follow-Up
Elijah Bilel highlights a key strategy:
👉 Make it natural
Instead of This
“Just checking in…”
Do This
Build rapport
Reference past conversations
Start with something relatable
Then transition into business
Example
Instead of jumping straight into sales:
👉 Start with a shared interest
Then:
👉 Bring the offer into the conversation naturally
Final Thoughts
This episode makes one thing clear:
👉 Most sales are lost due to lack of follow-up
Not lack of opportunity
The Big Lesson
If you want to make more money:
👉 Don’t just generate leads
👉 Nurture them
Because at the end of the day…
👉 The fortune is in the follow-up