How to follow up with leads? How to identify real prospects? You get a request for your products or services and you send information within a day or so of getting the request. A week or two goes by and the prospect hasn't placed an order. What should you do next? Customers who request information may not have an immediate need for the product or service they inquire about. They may look over what you send and then put it aside, planning to follow up at some point in the near future. Then 2,.