Even when you ask for the sale you will find some people still won't come on board straight away. It isn't necessarily because they ain’t interested. You might have caught them at a bad time. They might be late for an appointment. Don't be afraid to call them up again in a couple of days. Still got a no? then send them out a letter with another special offer (perhaps not as good as the first offer. 10% off is good for this.) If this still doesn't work then keep them on your news letter mailing list any way.