If you didn't sign up the prospect right away, don't take it personally. Most people lead hectic lives. Follow up on them via email weekly and a monthly mailed newsletter until they buy, die, or unsubscribe. My record for following up on a prospect was 2 years. At that point, he turned into a $20k first year client. Hardest things to do: 1. Get started 2. Keep going. 80% of people give up after the 5th contact, even though the majority of sales are made at the 8th contact. You're leaving tens of thousands on the table by quitting too soon.