Make your conversations matter by asking the right questions, understanding rebuttals, and treating your prospects like people. Once you’ve got all that figured out, then you can worry about follow up.
In any professional situation, whether it be interviewing, cold calling, or working to persuade a prospect to adopt a new strategy, think about the answers you want. Take a hard look at the questions you ask most frequently and rework them in a way that will make your interviewers/prospects think. This requires some creativity, so have fun with it!