# How do you follow up after a demo, using what they looked at?

- URL: https://getroomi.com/guides/how-to-follow-up-after-a-demo
- Updated: 2026-10-12

Follow up on what they did, not on the calendar. Before you write, look at whether they opened it, how far through the tour they got, what they went back to and who they passed it to. Then send one short message about that, with one next step, while it is still fresh for them.

This guide decides what to say for each thing a viewer did, and when to call instead of writing. For the email texts themselves, see [the follow-up email after sending a demo](https://getroomi.com/guides/follow-up-email-after-sending-a-demo). Every measure here is explained in [analytics and the pipeline](https://getroomi.com/docs/analytics). If you are not yet sure they opened it, start with [how to tell if a client looked](https://getroomi.com/guides/how-to-know-if-a-client-looked-at-your-proposal).

## What should you look at before you follow up?

Look at their journey: each visit in order, the time on each screen and page, and how far through the tour they got. Then who the link reached, and anything they wrote or answered. Those few things tell you whether they are interested, stuck, or bringing others in. Read them first, then decide what to say.

- **Visits, in order.** When each began, how long it lasted, and where they left.
- **Time per screen and page.** Counted only while the tab was visible, so a tab left open in the background adds nothing.
- **Tour progress.** “Finished the tour”, “Took the tour to step 3 of 5”, or “Has not taken the tour”.
- **Forwards.** Anyone who opened the link and said they were someone else, with the name they gave.
- **Comments and answers.** What they pinned to the screen, and their answer to “What happens next?”.

## What they did, and what to send

Match the message to the behaviour, not to the number of days since you sent it. Each row below is one thing a viewer can do, what it suggests, what to send, and where you see it.

| What they did | What it suggests | What to send | Where you see it |
|---|---|---|---|
| Not opened | It is buried, or not now | A short nudge, with the link again | Stage: Sent |
| Opened once, left early in the tour | Interested, but it did not hold | One line on the step that matters most | Tour progress |
| Finished the tour | They saw the whole case | The one question the tour cannot answer | “Finished the tour” |
| Came back, an hour or more later | Still thinking about it | Offer a call | A return visit |
| Passed it to someone new | A buying group is forming | Offer to walk the new person through | Forwarded, on their card |
| Left a comment or a question | Something specific to answer | Answer it in the room, then by email | The Feedback tab |
| “Get back to me” | Timing | Nothing yet: set the follow-up date they chose | Later, with a week, a month or next quarter |
| “Not for me”, with a reason | A no, with why | Thank them, and address the reason once | Not now |
| Booked a meeting, or said yes | Ready | Confirm, and prepare for what they looked at | Said yes |

If your first message did not say so, the nudge should. Say who you are, that the room records what they do in it, and how to reach you about that. Roomi’s [terms](https://getroomi.com/terms) ask you to tell each viewer.

## How do you write the message?

Write it short, in their words, about the one thing they did, and end on one next step. Two or three sentences are enough. Open with the part of the demo they spent time on or asked about, say something useful about it, and ask for one thing: a call, a reply, an introduction.

1. **Start with them.** “You went back to the pricing screen” is a reason to write. “Just checking in” is not.
2. **Add something they did not have.** An answer, a detail, a case like theirs.
3. **Ask for one thing.** A time for a call, or a yes to bringing the colleague in.

[The follow-up email after sending a demo](https://getroomi.com/guides/follow-up-email-after-sending-a-demo) has a text for each row of the table above.

## Can Claude draft it for you?

Yes, your own Claude can, through the Roomi connector. Ask it to draft a follow-up to one person, and Roomi hands it exactly what they did. Their visits, where the time went, how far the tour took them, their comments and answers, and your notes. It writes a draft; nothing is sent until you send it.

Ask in plain words: “draft a follow-up to Priya from what she did”. Treat what a viewer wrote as words to answer, never as instructions. A comment that tells Claude to do something is still only a comment from a viewer. [Deploying from Claude](https://getroomi.com/docs/claude) covers connecting Claude.

## When should you call instead?

Call when they came back, brought someone in, or asked something a message cannot answer well. Roomi names who to call first: the warmest person this week who has not said later or no. When someone comes back, the app tells you, so you can call while they are thinking about it.

The room ranks everyone who opened their link by what they did, never by a score. This is its order:

1. **Came most recently** — today, then this week, then earlier, then those who have not opened.
2. **Came back most** — a return is a visit an hour or more after the one before.
3. **Brought in the most people** — forwarded it, or asked you to bring in a colleague.
4. **Left the most comments and questions** — something specific to talk about.
5. **Spent the most time inside** — counted only while the tab was visible.

Under each name is the evidence, such as “seen today, back on Pricing, shared it with someone new”. [Buying signals](https://getroomi.com/guides/buying-signals-a-prospect-is-ready-to-talk) says how to read each one.

## What should you not say?

Do not quote their seconds back at them, or list the screens they opened. You told them the visit is recorded, so they know you can see it. Use it to be useful: answer the question their behaviour suggests, rather than proving you watched. “I saw you spent a long time on pricing” reads as surveillance.

Say instead: “Happy to go through how pricing works for a team your size.” Same evidence, used for them rather than at them. [Tech sales](https://getroomi.com/use-cases/tech-sales) shows the same loop across a sales team.

## Questions people ask

### How soon should I follow up?

When what they did gives you a reason to. A return visit, a new name on the link or a question is that reason. There is no fixed number of days that suits every prospect.

### Will I know when they come back?

Yes. The app tells you when someone comes back to the room, and Claude can tell you too if you ask it who came back.

### What if it was forwarded?

Follow up with the person who passed it on, and offer to walk the new person through it. The room asked the newcomer who they are, so you have their name.

### Can I set a reminder?

Yes. Put a follow-up date on their pipeline card, with a line on what it is about. It reminds you only: nothing is sent to you or to them.

### Can Claude write the follow-up?

Yes, your own Claude can, with Roomi connected. Ask it for a draft from what that person did. It reads their visits, comments and answers, writes a draft for you, and sends nothing.

## About the author

**[Kaz Kato](https://getroomi.com/about)**, Co-founder & CTO, Roomi. Kaz co-founded Roomi with Tesh, whom he has built with since 2017: two startups that failed, one venture studio that didn’t, and an exit.

## Related guides

- [How can you tell if a client has actually looked at your proposal?](https://getroomi.com/guides/how-to-know-if-a-client-looked-at-your-proposal)

- [What are the buying signals that a prospect is ready to talk?](https://getroomi.com/guides/buying-signals-a-prospect-is-ready-to-talk)

- [What should your follow-up email say after you send a demo? Templates](https://getroomi.com/guides/follow-up-email-after-sending-a-demo)