It is absolutely impossible to overstate the importance of following up with clients and potential customers. Simply put, it is a matter of integrity. People today are used to receiving information at Internet speeds with instant gratification for their requests for information. Give it to them!

For example, when you email a client, indicate that you will call them "in a few days" to follow up, or that they can call you now for additional information. In that way, you do not leave the follow up solely to the client. You have maintained control of the marketing scenerio by indicating that you will take the next step, and your clients will not be surprised to get a telephone call from you about your earlier email message.

Keep a notebook, dayplanner, or electronic calendaring system handy to remind you of your follow-up obligations. Whatever system works for you is fine, so long as you are consistent and timely in your efforts.

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