The Most Underrated Skill In Business

No. It’s not marketing. It’s not creativity. It’s not coding. It’s not even sales.

The real game-changer skill in business? Follow-up.

I’ve seen -

• Million-dollar deals vanish — not because the pitch was bad, but because no one sent that one reminder email.

• Star hires join competitors — not because we weren’t the right fit, but because we didn’t follow up quickly enough after the interview.

• Partnerships with huge potential die quietly — all because both sides were “waiting for the other to get back.”

Here’s what I’ve learned - Most deals, opportunities and partnerships don’t die because of a “No.” 

They die because of No Follow-up. No reply. No nudge. No reminder. 

We all tend to assume - “If they were interested, they’d call back.”

Truth is, the world doesn’t work that way. People are busy. Inboxes are overflowing. Priorities change daily.

Hence, most opportunities don’t end with a “NO.” They end in Silence.

Follow-up isn’t pushy. It’s professional persistence.

It needn’t be annoying if it’s valuable. It says, “I’m still here, and I care enough to keep this moving.”

I’ve closed more deals from consistent follow-ups than from any “killer pitch.”Most people stop after 1 or 2 tries. I keep checking in — respectfully — until I get a yes or no.

If I could give one piece of advice to every young entrepreneur, it’s this: Don’t just send the first message. Send the second. And the third.

One deal today might have started with a conversation six months ago. One renewal might have happened because you checked in before they even thought of leaving.

Your biggest win might be sitting in someone’s inbox right now.

“The Fortune is in Follow-up” (Jim Rohn). Do you agree?

---- About Ajay Kulkarni ----

Ajay Kulkarni is a passionate marketer and the Co-Founder & CEO of The Go-To Guy!

The Go-To Guy! is a full-service creative and digital agency helping businesses build powerful brands, engaging digital experiences, and scalable growth strategies. From brand storytelling to performance-driven marketing, we partner with companies to transform ideas into impact.