The key to follow up is to provide your contact with a good reason to engage with you further. If you don’t have a good reason, don’t waste their time. At the same time, the questions you ask in your follow up will help you ascertain if your contact is truly interested in furthering the relationship. You need to find this out before you invest too much of your time in building this new relationship.

How you do both is simple. Offer something of value that shows you are taking an active interest in their business. If they decline, you know they are not serious about this relationship at this time. Move on.