The Follow Up: What to Say?

[James Danchus]

BP,

So it's been about a month since my first direct mail campaign and I need to follow up with the lead (you heard that right, see my blog posts) I got from it. It's not a particularly hot lead but we do have some rapport and he's a nice guy. I sent out an offer to him and got no word back.

My question is, what do I talk about? What kind of information am I trying to illicit? Any suggestions? 

-Jim