Nurture

Most people aren't ready today. Stay useful until they are.

How to do it

1
Every touch has a reason.
Something about their business, or why they were interested in the first place. Never "just checking in."
2
Give before you ask.
A useful list, an example close to their work, a short answer to their question.
3
A no is usually about timing.
"Not now" today is a lead next quarter. Write down why, and when.
4
Keep the door open.
"I'll send over other projects relevant to you as we build them." Never "I'll leave you alone."
5
Use every channel you have.
Email, LinkedIn, text and a call. One channel is a message, four is a conversation.