--- title: "How To Build Follow Up Sequences: The Keap CRM Campaign Builder" description: "Build follow-up sequences that run themselves in the Keap (now Thryv) Campaign Builder: the ABCDE framework and what to automate first. The Sales Whisperer®" image: https://thesaleswhisperer.com/hubfs/fix%20your%20follow%20up%20failure%20wes%20schaeffer%20wimpy%20sales.png --- [Skip to content](https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # How To Build Follow Up Sequences: The Keap CRM Campaign Builder ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/infusionsoft-follow-up-sequences-with-the-campaign-builder) 2026 Update From Wes Infusionsoft became Keap, and Keap is now part of Thryv. The software changed its name three times. Why most owners struggle with it never changed: they bought the tool before they wrote down the process. Keep reading, and see the note at the bottom. ## If I had a nickel for everyone who said... - "**Infusionsoft** is hard." - "It should be called '**Confusionsoft**.'" - "I just want to send an email." - "Can you just do this for me?" ...I'd have a big jar full of nickels. Look, I get it. Learning any new software is tough. But the real reason marketing automation feels hard is that it forces you, the owner, to take a close look at your business and document how you actually attract, nurture, sell, deliver, and keep customers. Most owners have never written that down. At least not in the detail it takes to automate it. ## The ABCDEs of growing a business - **A - Attract / Acquire** - you attract visitors to your website or place of business, which is the first step to acquiring names, prospects, and subscribers with whom you can now... - **B - Bond** - you bond, connect, and nurture with multi-step, multi-media follow-up. This is the heart of your follow-up sequence, and it leads to... - **C - Convert** - once you've built a bond and you offer what they need, they'll buy. Smart marketers give new customers the chance to buy more than one thing. You earn repeat orders and upsells by... - **D - Dazzle / Deliver a "WOW" Experience** - trading your goods or services for money isn't enough to build a thriving business. You under-promise and over-deliver, which leads to... ![Jason Bible WOW – AI implementation expert, Wes Schaeffer – The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/Jason%20Bible%20WOW.jpg?width=600&height=533&name=Jason%20Bible%20WOW.jpg) - **E - Endear** - customers who are thrilled with you send referrals and testimonials. They become fans, talk you up online, send their friends and family, and defend you to strangers. [![ABCDE Selling System By Wes Schaeffer – AI training specialist, Wes Schaeffer – The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/ABCDE%20Selling%20System%20by%20Wes%20Schaeffer.jpg?width=519&height=389&name=ABCDE%20Selling%20System%20by%20Wes%20Schaeffer.jpg)](https://thesaleswhisperer.com/blog/abc-selling) ## What to automate first Don't try to automate all five letters at once. That's how owners end up with half a campaign and a software bill. Start with the follow-up that loses you money every week: 1. **Speed-to-lead.** A new inquiry gets a reply in minutes, not tomorrow. The first business to respond usually wins. 2. **Quote chase.** Every proposal gets followed up until it's a yes or a no. Most quotes die from silence, not from price. 3. **New-lead nurture.** People who aren't ready yet keep hearing from you until they are. 4. **Past-customer reactivation.** The people who already trust you hear from you again. Cheapest sale you'll ever make. Today, AI can draft those messages, sort replies, and remind your team who to call. It still needs setup and oversight, and a human approving what goes out. That part hasn't changed since I recorded the video below. ## Building a follow-up sequence in the Campaign Builder Here's a walkthrough of building a follow-up sequence in the Keap Campaign Builder. The screens have changed over the years, but the logic is the same in any modern tool: a trigger, a wait, a message, a decision, repeat.   ## Why the CRM Didn't Fix It I've used Salesforce since 2004, Keap since 2008, and HubSpot and Ontraport since 2014. Every tool on this page works. Plenty of owners still give up on it. The tool was never the problem. A shiny CRM with no written process is just expensive dashboardery. Write down how a stranger becomes a customer first. Then pick the software that fits that process. [**Get a process before you get the software →**](https://thesaleswhisperer.com/process-first) Market like you mean it. Now go sell something. Want a sounding board while you fix it? 12 Weeks To Peak™ is 84 days of private coaching with me covering business, faith, family, fitness, and finance. I show up, I listen, and I tell you the truth. [See If We're A Fit →](https://thesaleswhisperer.com/12-weeks-to-peak) Not ready for private coaching? [Join the Inner Circle](https://thesaleswhisperer.com/inner-circle). Would you rather have it built for you? [Meet Hank](https://thesaleswhisperer.com/hank). [Marketing Automation](https://thesaleswhisperer.com/blog/topic/marketing-automation) ## Related posts [![Build a Badass Brand With Pia Silva on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. ](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/Pia%20Silva%20684%20The%20Sales%20Podcast.png?height=200&name=Pia%20Silva%20684%20The%20Sales%20Podcast.png)](https://thesaleswhisperer.com/blog/pia-silva) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Build a Badass Brand With Pia Silva](https://thesaleswhisperer.com/blog/pia-silva) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 "Stop being a dancing quote monkey." \[ LISTEN NOW ON APPLE PODCASTS \] [Read more](https://thesaleswhisperer.com/blog/pia-silva) [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/1175586_10151539466982471_432538726_n-1-1-1-1-4-1.jpg?height=200&name=1175586_10151539466982471_432538726_n-1-1-1-1-4-1.jpg)](https://thesaleswhisperer.com/blog/building-great-team) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Building Great Teams](https://thesaleswhisperer.com/blog/building-great-team) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 The Sales Whisperer First Team Breakfast Meeting [Read more](https://thesaleswhisperer.com/blog/building-great-team) [![](https://thesaleswhisperer.com/hs-fs/hubfs/Infusionsoft_Screenshots/infusionsoft-fall-release-2012-campaign-builder-processes.png?height=200&name=infusionsoft-fall-release-2012-campaign-builder-processes.png)](https://thesaleswhisperer.com/blog/use-infusionsoft-campaign-builder-in-apple-safari) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Use Infusionsoft Campaign Builder In Apple Safari](https://thesaleswhisperer.com/blog/use-infusionsoft-campaign-builder-in-apple-safari) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 When you try to use the Campaign Builder in Infusionsoft with Safari you'll get an error message... 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