Always follow up. Then, when you’re done following up, follow up again and twice more for good measure. Truthfully, I’m not sure there’s a such thing as following up too much. If you take the time to get to the root of it all, when you follow up it says, “I care”, to the person on the other end. Every smart business owner knows you can never care too much.
Of the six steps listed, the most interesting thing is that when following up, you should include a talking point — anything — from your previous conversation, whether it be a joke or conversation. Because “the followup is all about retention.”