Just came across this article in the National Law Review about the importance of follow ups. Although it is geared towards lawyers (which you had probably already guessed from the publication name), it has some good thoughts on the follow up process.
The most important point was that there are 3 times to stop following up in your sales process. Their Mantra:
Never stop following up with prospects! There are only 3 things that should ever stop you from doing your follow up. That is when prospects either:
- Ask you to not contact them again