Most of the time, the people that you meet and prospect through the face to face process will not be initially receptive to your services. However, many will consider your services at a later time, and could potentially become customers with the proper encouragement. This is the reason that Telemarketing is so important, and so effective. Every time you meet a prospect, make sure that you get some form of contact information from them so that you can call them at a later date.
As you build your contact list, begin filing your prospects information by contact date. Obtain a card file that you can section off by months or weeks, and file your prospects information on cards by the last date contacted. Set aside some time every week to prospect by telephone, and begin calling your sales leads. After you contact a lead, takes notes about the conversation on the card in the file, and move it into the current date section. One of the most important parts of this process, and one of the most easily overlooked, is to never throw a sales lead away. Keep it in the card file, and contact the lead every six months, just to make sure nothing has changed. You spent a lot of energy trying to get the lead in the first place, don’t just give up on it because the prospect said no once.