What to Say Instead of, “Just following up”

…& Elevate Your Process

You delegate out a responsibility. You end a sales call. You give someone a suggestion or directive. You initiate a project. You send over a proposal.  You ask for an introduction. You requested an online review. And now, what's left? 

The follow up.

The follow up conversation can be one of the most awkward elements of any engagement. Is the other person in? Are they out? Did they take action? Did they make a decision? Have they forgotten about you? Is their silence a ‘no’? Should you reach back out? If so, how many times? What do you say? Will they interpret it as slimy or pushy? Did you give them enough time before reaching back out? 2

The internal dialogue can get loud when it comes to well, following up. 

Let's challenge the traditional language of “just following up with you on [insert request or topic]…" for just a few moments today. It's a gentle approach and I think that's why so many people like it. It feels soft because it is soft. It doesn't often have a clear, direct ask. It suggests almost no urgency in making a decision and garners very little trust between the two parties. It also implies that the relationship or partnership will go like this: I ask from you, you don't take immediate action or are given a long runway of deciding,  I follow up until you make a decision or you ignore me for so long that I eventually just move on. 

Y I K E S. 

This can be a pretty bad look for everyone involved. To be honest, I still occasionally catch myself using this language. I don't think it needs to be eradicated altogether, but instead used very sparingly. So, how do you follow up with someone without using the just following up lingo?

When exiting the conversation where a follow-up is needed, set yourself up better! Get clear on what you'll need and by when. It won't be a follow up anymore - it'll simply be a next step. 

Next Steps > Follow Ups.

Anticipate various outcomes and handle them upfront. Get the permission of the other party to be direct and clear with them. Get their ideas on what to do if you don't hear from them. Remain the professional and the person in charge of their own process (too often we let other people come in and control our process…).

Here are some language swaps that I hope you find helpful and easy to use:

BUT BEFORE YOU THINK ABOUT USING ANY OF THESE STRATEGIES - challenge the narrative that everything needs a follow-up. So many times people have already made up their minds and don't need a week to think about it. They already know if it's a no or a yes. They already have ideas. They already know the questions they want to ask. 

Before you offer a follow-up, ask the simple question - 

Now, it's time to go and practice this week. Change up your strategy and see what kind of results you get. See if your new follow-up language yields new [better] results. 

Be intentional this week and prepare well for all of your follow-ups! And by the way, if you know a sales professional or key leader and you personally found this email valuable - click forward and share the insight.