How Smart Follow-Ups Helped This Shop Double Sales

Starting out, many shops are just trying to find their footing, like Anchorfish Printing, which began as a side hustle in a small shop. Founder Michael Martin built the business by creating custom branded merch for local bands, learning the ropes one order at a time.

As demand grew, so did the complexity. From managing quotes in Excel to juggling bookkeeping separately, the growing volume of work soon became a bottleneck. Like many founders, Michael realized that early ad-hoc systems weren’t going to cut it as they scaled.

But the real game-changer wasn’t just the software they used, it was the sales process they built around it. In particular, Michael highlights a simple but powerful insight: they win just as many sales from follow-up reminders two or five days after the initial quote as they do from the first outreach.

Why Follow-Up Isn’t an Afterthought, It’s a Sales Power Move

Too many shops send a quote, then wait—and wait—and wait—hoping the client will respond. But the reality is that initial contact is only the start. Prospects get busy, forget, or need more time to decide. That’s why well-timed, strategic follow-ups are critical.

Michael’s experience proves that a structured follow-up cadence can bring in a substantial chunk of new orders. These reminders nudge prospects, answer unspoken questions, and keep your shop top of mind. without feeling pushy.

If you’re relying on just one outreach or hoping that your quote speaks for itself, you’re leaving easy sales on the table.

Building Clarity and Confidence With Sales Tracking

With better tracking in place, Michael’s team gained clear visibility into what was working—and what wasn’t. This data-driven approach allowed them to pivot faster, optimize their messaging, and focus their energy on leads most likely to convert.

Importantly, this clarity opened the door to taking on new hires and expanding the sales team—doubling their sales within the first year of scaling up.

What You Can Take From Anchorfish’s Journey

• Don’t underestimate the power of follow-ups: Multiple touchpoints after your initial quote can be just as valuable as the first contact. Build a follow-up cadence—whether 2 days, 5 days, or more, that feels natural and purposeful.
  

• Track everything: Know which leads are engaging, when quotes are sent, and how many follow-ups it takes to close deals. Data drives better decisions.
  

• Scale with systems: Ad-hoc tools might work when you’re small, but growing shops need clear processes and tools to manage sales without burnout. A CRM is the best way to stay on top of opportunities and track your sales effectiveness.
  

Conclusion

Scaling your shop isn’t just about working harder…it’s about working smarter.

Anchorfish Printing’s success shows that building a repeatable sales process, focusing on follow-ups, and staying connected to your community can turn a small side hustle into a thriving, scalable business.

If you’re ready to build your own sales engine, with clear processes, smart follow-ups, and the tools to track it all, Sales Ink can help you get there.