Effective follow up after a break like the holidays or when it's been a while since contacting someone
Two scenarios: after a break, or when they've gone "dark"
The key is to "disarm" and not make it about selling
Focus on understanding what issues they wanted to solve originally
Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit
For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems
Use the Client Vision Pyramid to understand their current needs and see if you can add value
