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.

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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 .

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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

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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

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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  

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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

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The Truth About Follow-Up

According to Giuseppe Grammatico:

👉 Follow-up is about staying top of mind

Not being pushy.

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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  

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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

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Key Insight

👉 Sales is not just about convincing

It’s about:

👉 Timing + trust

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The Wrong Way to Follow Up

Most people follow up like this:

• “Just checking in…”
• “Following up…”
• “Are you still interested?”

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The Problem

👉 This adds ZERO value

And makes you easy to ignore

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The Right Way to Follow Up

Instead of being repetitive…

👉 Be valuable

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Example Approach

• Share a relevant podcast
• Send an article addressing their concern
• Provide new insights
• Offer helpful resources

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Why This Works

Because now you’re not:

👉 Selling

You’re:

👉 Helping

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Content = Follow-Up System

One of the biggest gems in this episode:

👉 Content creation can automate your follow-up

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How Giuseppe Uses It

• Monthly newsletter
• Podcast episodes
• Educational content
• Industry insights

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The Strategy

Instead of chasing people…

👉 Let your content follow up for you

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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

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Multi-Touch Follow-Up Strategy

Giuseppe doesn’t rely on just one method.

He uses:

• Email
• Phone calls
• Newsletters
• Direct mail
• Content

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Key Insight

👉 Different people respond to different channels

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Underrated Tactic

Direct mail (like postcards)

Why?

👉 Nobody gets real mail anymore

So when they do…

👉 It stands out

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The Psychology of Follow-Up

A major takeaway:

👉 Silence ≠ rejection

It often means:

• Confusion
• Hesitation
• Lack of clarity

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Your Job

👉 Identify what’s holding them back

Then:

👉 Provide value that solves it

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Elijah’s Approach to Follow-Up

Elijah Bilel highlights a key strategy:

👉 Make it natural

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Instead of This

“Just checking in…”

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Do This

• Build rapport
• Reference past conversations
• Start with something relatable
• Then transition into business

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Example

Instead of jumping straight into sales:

👉 Start with a shared interest

Then:

👉 Bring the offer into the conversation naturally

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Final Thoughts

This episode makes one thing clear:

👉 Most sales are lost due to lack of follow-up

Not lack of opportunity

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The Big Lesson

If you want to make more money:

👉 Don’t just generate leads

👉 Nurture them

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Because at the end of the day…

👉 The fortune is in the follow-up

 

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