David A.

I think this is one of those things to wear. You definitely wanna test things out and try things one way and then try things another way and see what works best for your products and Customer base. Urgency is a big thing so if the Emergency is only on your side and not on their side because the pain point isn’t big enough, then your follow ups will be more of a hindrance than help. I think for me I tend to ask how often would that specific customer mind when I check in again and then make sure each touch point has value.

What type of follow up?

I feel like the real key is how much value are you providing in each interaction and what is in it for them? If you are only using the LI channel, I would suggest 3-4 touches over 4 weeks punched up with value. That said, if there is a time-sensitive event or timeline, urgency to meet, you can punch it up or extend as necessary. I typically perfect cycling channels (LI, Email, Phone, LI, Email, Phone). If they are local, inviting to meet in person, or if you're doing a road show and they are a key account target, offering to meet at a local trade show, etc. Let me know if this was helpful. I have suggestions around tools depending on your tech stack to make this effective.