Step 04 · Follow-Up
Start every follow-up with one question. Their answer tells you where to go next.In Step 3, you sent your information link in a direct message.
Now follow up in the same message thread. Start with one question, and let their answer guide you.
The Goal
Check back in and ask, “What resonated with you most?” Then, “Tell me more about that.”
Avoid
Pushing for a decision. Listen for where they are and follow their lead.
Ready When
They say they are ready to get started. That is your cue for Step 5.
Follow-Up Coaching
Especially when you are new. Offer to find the answer, or bring in someone who knows it.
01
Offer to find the answer.
“That is a great question. Let me find out and get back to you.”
Then follow up with the answer, and schedule your next conversation.
02
Bring in someone who knows it.
“I would love for you to meet ________. They have been wearing this technology a bit longer than I have. Would you be open to a quick call with the two of us?”
Let your leadership or teammate answer while you listen and learn.
Follow-Up Prompts
Select the prompts below.
1Start every follow-up
What resonated with you most?
Let them respond.
Tell me more about that.
Pause and listen.
Then follow their answer.
✓They are ready
Great. I can get you set up. It just takes a few minutes.
1Ask what they want to hear
Would you like to hear people’s experiences, or more of the science?
Then share the one they choose.
2Share it
Experiences
“If you would like to hear people share live, jump on Testimony Thursday, or for animals, Vet Talk Monday. In the meantime, let me share a few short experiences.”
Share your own experience, or testimonies from others in the community.
Science
“I am going to send you the X39 Scientific Overview with David Schmidt.”
Answer any additional questions. Schedule your next follow-up.
1Understand why
What part is not aligning with you?
Listen to their response.
You are not trying to convince them. You are trying to understand whether they misunderstood something and you can provide clarity. Provide that clarity, or move on.
2Respect their decision
I respect your decision.
If they are in your CRM, add
“You are going to receive a few more days of light technology education. Check it out, or save the emails for later review.”
Sometimes life changes, and we become open to things we were not before.
How about you and I keep in close contact about this?
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