John's a freelance photographer in Ohio who called to tell me of his frustration with the advertising and promotional campaigns he has tried in the last couple of years. Each time he does a promotional mailing to his list of 10,000, he is lucky if he gets one or two inquiries. I had a similar call from a corporation that was spending its time and money driving traffic to its web site. With six thousand visitors a day, they were only getting a couple of inquiries per week.

Both businesses were spending a lot of money to get attention but weren't converting this attention to leads. ... full article

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? ... full article

How long does it take to get a client? First, the client has to become aware that we exist, and then that we can solve his problems with our products or services. That growth of awareness is a slow process. It takes time. ... full article