---
tags: Week 8, H3, M12, Extra
---
:::info
💡**Extra Resource:** Not mandatory, but recommended.
:::
# Pulling prospects out of "dark mode"
So you have done all previous steps right, including a concisely written recap mail and then... nothing.

You don't hear back from your prospect.

As we already pointed out in previous modules, this will happen to you over and over again. Regardless of you having done a phenomenal job, some prospects will go "dark" on you. This is exactly why follow ups and being "politely persistent" is critically important.

However, remember that Headstarters never follow up lazily saying something like "I just want to follow-up" or "Hey, just checking in". Always offer value and put it into your prospects' context, not yours. Jocko shares examples how you can effectively get your prospects back on track.

:::warning
Spoiler: Ideally you have a reason for the follow up using an event or trigger for which your prospect needs your product or service. You get this information from your discovery conversations.
:::
{%youtube Yn6pGMoKOI8 %}

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