Walk Like a Giant, Sell Like a Madman

9.4. Your Chapter 9 Checklist

• Date your leads, or someone else will.

• Remember that it takes an average of five to seven contacts with a customer to make a sale.

• Have a system in place to follow up with leads before you start looking for them.

• Categorize your leads, so you can present them with marketing materials that address their needs.

• Strive to become the very first sales representative to contact the lead. This gives you a huge advantage over the competition.

• Add all new leads to a drip e-mail campaign, but give them the choice to opt out.

• A monthly newsletter with valuable, relevant information is a great way to stay in touch with both existing clients and new prospects.

• Don't let those leads off the hook—be persistent.