When should you make a follow up call? — The most important thing to take away is that staying in contact is key. Be sure that you have a reason to follow up (e.g. a new product feature release or new promotion);

How often should you follow up? — Don’t be a pain. Will customers find you annoying if you call every day, every other day, or every week? Get to know your customers;

What questions do you ask when following up? — Ask questions that will assist you with learning more about your customers. Understand who the key players are in the decision-making process. Learn how they think;

What should you never say? — You’re not a salesperson, but an expert — act that way;

How long should the follow up call be? — Every call is different and the customer will dictate the length. Don’t rush the conversation; allow them to lead you; and

Should you call or meet them in person? — Put the phone down and meet potential customers in person. They will eventually want to meet you. If it’s not possible to meet in person, choose the phone over email.