If you've ever talked with a client about an order, been put off, then gone back later only to discover that the order was placed with someone else, you know exactly what I mean.

Follow Up Methodically Means Being There for Your Prospects and
Clients Whenever They Might Need You --- and Better Yet, Before...

Many industry professionals are afraid of following up too aggressively with prospects. And while we certainly don't want to offend clients by being too aggressive with our follow up, I think it's safe to say that more business is lost each year due to inadequate follow up than to following up too much.

In short, it is probably better to err on the side of being too attentive than being too distant.

Following Up Methodically Also Involves Adapting Your Approach
to the Individual Needs of Your Prospect

Effective follow up with one client might mean talking with them several times a week (or even several times a day), while another client may require only monthly, or evenly quarterly contact. Naturally, the appropriate amount of contact is entirely dependent upon the needs of the client.

Find out what's best for each of them, then plan it into your contact management system. We all know that it is much more costly to acquire a new client than to retain an existing one, and account retention is all about the follow up.