THE PRE-ARRANGED CALL
Call them back at around the time you had previously pre-arranged to do so. When you call, remind them that they’d arranged with you to call them back around now, and they should be due for _______. If they hesitate, find out why and offer a solution. This too should be a good time to work on referrals.
If they decline to talk further with you on that occasion, suggest you’ll them back in say a further 2 or 3 months. If they agree, mail them a note confirming this and enclose a brochure. If they decline, mail them your business card together with a copy of your brochure.
Whatever you do, don’t put the card in the too-hard basket. Wait until you get knocked back at least three consecutive 2 or 3 month intervals before you decide their business is no longer worth pursuing.