In following-up with your leads or prospects, always put yourself in their shoes. How can you add value? Why should they meet with you? What’s in it for them? If you take the ask and offer approach, you can answer those questions.

It begins with asking them how you can help? Is there some education you could provide their team in the form of a seminar? Then all you have to do is offer it to them. This is all part of taking the value-add approach to building relationships.