It's amazing how confident we feel after a quote or consultation especially when it all seems right.  Have you ever had someone say, "I'll be back tomorrow to sign the contract", only to never hear from that person again?

One of two things happens in this case, either they called off the wedding or even worse, they went with someone else.  If it's the latter, chances are a competitor uncovered something you didn't.

Leave the door open to connect with potential customers after the initial consultation.  Often times, the client will take the initiative and indicate that they will follow up with you.  That's fine.  Just make sure you counter and ask for permission to contact them.  If the customer says no, give some valid reasons to follow up.  Maybe your expecting some new products that would be perfect for the customer.  Your colleague is an expert and knows the answer that would be helpful to the client's event even though it is unrelated to your products and services.  Not only will your customer agree to have you follow up, they'll also pick up the phone when you call.  Make sure you set up a specific time to call and stick to it!

The follow up call needs to be handled according to the terms that were implied.  When you make the contact, it is important that you provide the information promised.  That is what will be expected.  It is tempting to get into a sales pitch mode and that is the worst thing you can do.  Once the information is provided politely ask if the customer has additional questions.  It is also ok to mention something that may have been left out initially but only if it is relevent and specific to the client's needs.  

Asking for the sale on a follow up call is ok and should be done if it is expected.  If this was determined in your initial consultation by the customer than they are expecting it and will be prepared.  Go ahead and ask.  If you're in competition with someone else it might turn into another session of questions and answers.  That's fine, it's an opportunity for you to learn about your competitor and provide solutions.  If it was not determined that this call would be the decision maker, ask for a follow up procedure and be specific with a time and expectations.

Winning the sale is always fun and rewarding.  Following up in the best interest of your potential customers will lead to a higher percentage of success.