The process of follow up must not fall over only to the student. It is a shared responsibility.
It's crucial to put yourself in the student's shoes and build your empathy skills.

Challenge and Resistance show that the students is interested. Simply not caring is worse for the sales process.

A connection is the most important point in the sales process. If here is no connection, the prospect student will go to another institution. Building a mutual interest is the most important step to form this connection.
If you pay attention to the person and basically get to know better who you are talking to, you'll be able to create a "roadmap" on what has to be done for the connection with this specific person to be formed.

The new methods are here to facilitate communication between the institution (advisor) and the student. It is easier now to build a connection than before, and without having to be there face to face. The key is how to create this connection without making the student feel pressured to make a decision.