Communication and sales Fantastic follow-up "Guidelines for follow-up: A customer saved is a customer earned, so your follow-up strategy warrants the same investment of thought and planning as your selling strategy. Start with a full measure of appreciation, communication, visitation and frequent contribution to create a recipe for follow-up success," says Thomas Sobol, International Service Systems account executive. "First and foremost, I send thank-you notes for any orders or referrals received," says follow-up expert and consultant Tom Begg. "I've sent countless thank-you cards that have helped keep my name in front of the customers so that when I show up for a visit, they remember me." Source: "Phenomenal Follow-up", Thomas Sobol and Tom Begg, Selling Power, July/August 1999