✦ The Reframe
Following up isn't bothering someone. It's believing in them enough to stay present while they find their yes. Every touchpoint in your pipeline is an act of service — an expression of your genuine care for the person on the other side.
The goal of this worksheet is a simple, warm, well-designed system that runs consistently — so no one falls through the cracks, every person feels seen, and you can focus on the conversations instead of the logistics. Simple is the goal. Sustainable is the goal. Genuine is always the goal.
How to work through this
Map your pipeline in order — from how someone first finds you, all the way through to becoming a client (or becoming a "not right now" that you continue to nurture). Build one stage at a time. By the end, you'll have a complete system and the templates to run it.
This is the journey every potential client takes through your world. We'll design each stage in depth below. For now, orient yourself to the full arc.
👋
First Contact
They find you or you reach out
📅
Booking
They schedule a conversation
📬
Pre-Call
Confirmation, intake, warmth
💬
The Call
Discovery conversation
📩
Follow Up
3-touch sequence
🎉
Yes!
They become a client
🌱
Not Yet
Stay warm, keep the door open
Check every entry point where a potential client might first encounter you. Then note what the clearest next step is from each one.
3. What scheduling tool do you use (or will you use)? Where does your booking link live?
Intake Form — What to Ask Before the Call
The best intake forms do two things: give you the context you need to show up prepared, and help the person articulate their situation clearly — so they arrive more ready for a real conversation. Check what you'll include, and add your own custom questions below.
Keep it short: Three to five questions max. More than that and people abandon the form. The goal is context, not interrogation.
The confirmation email and reminder aren't just logistics — they're the first impression of how you work. Make them warm, clear, and worth receiving. Below, draft both.
Opening (warm, personal, not robotic)
What to expect on the call (1–3 sentences)
Message body (keep it short and warm)
The goal of the pre-call sequence: By the time they join the call, they should already feel seen, cared for, and genuinely excited. That's a very different energy to walk into than a cold Zoom waiting room.
Map the five phases of your discovery call. Each phase has a purpose — work through them in order and you'll rarely feel lost or rushed.
Phase 1
Open & Connect
~5 min
Phase 2
Explore & Understand
~15 min
Phase 3
Share Your Approach
~10 min
Phase 4
Address Questions
~5 min
Phase 5
Close & Next Step
~5 min
The goal of the discovery call: To understand them deeply enough to know whether you can genuinely help — and to help them understand whether this is the right next move for them. That's it. The best calls feel like conversations, not interviews.
Research consistently shows that most people need five to twelve touchpoints before making a decision — yet most solopreneurs send one follow-up and then give up. The people who don't respond immediately aren't saying no. They're busy, they're thinking, they're afraid of making the wrong call. Your follow-up says: "I still believe this is worth your consideration — and I'm not going anywhere." That's not pressure. That's care.
1
Purpose: Thank them for their time, recap what you heard, restate the offer clearly, and make it easy to say yes. This is warm, specific, and personal — not a templated blast.
Email body (draft your template)
2
Purpose: Add genuine value — share something useful, a relevant insight, a resource, a story — without any pressure to decide. This touchpoint says "I'm thinking of you" more than "have you decided yet."
Email body (draft your template)
3
Purpose: Give them one more clear invitation, and let them know you're going to stop following up — not as a threat, but as a respectful acknowledgment that you don't want to crowd their inbox. This often generates more responses than any previous message.
Email body (draft your template)
The truth about follow-up: 80% of sales happen between the 5th and 12th contact. Most people give up after one. Your willingness to stay present — warmly, without pressure — is itself a demonstration of how you work.
Your pipeline dashboard doesn't need to be fancy. A Google Sheet with these columns — reviewed every Monday morning for 10 minutes — is enough to run a thriving solopreneur business. Map your stages and what you track at each one.
Your Weekly Pipeline Review — 10 Minutes Every Monday
A weekly review of your pipeline isn't just about tracking — it's how you stay in relationship with everyone in your orbit. These are the five questions to work through each Monday.
Automate the logistics. Keep the relationship work human. Check what you want to automate and note which tool you'll use for each.
The rule: Automate the logistics. Keep the relationship human. A warm automated confirmation is fine. A warm automated follow-up that sounds robotic is worse than none at all. Know the difference.
✦ Your Complete Pipeline ✦
How someone first connects with me — and what happens in the first 24 hours
What the discovery call experience feels like — and how I close it
My 3-touch follow-up rhythm — and what each touch is for
My 3 biggest setup priorities — what I need to build or fix first
The shift I want to make in how I think about my pipeline
· · ·
"The fortune is in the follow-up — but only if the follow-up comes from the heart."
Share one thing you're going to build or fix in your pipeline this week.
Having the system in place means never losing someone you could have served.
Inspired by Alex Hormozi · Daniel Priestley · Rich Litvin · Martha Beck · The Growth Club