Mistake No 6 – Not using follow up.
You must and I repeat must follow up all prospective customers who are now on your Hot Prospect list (this is the list you have created from the people who have raised their hands in some way, filled in a form or requested information) – these people are ripe and should not be ignored. Of course a small percentage of people who give you their details may be not so hot but this is a SMALL part of this list and they will soon show up with your continued follow up and can be dropped from the list at a later date.
Most businesses waste 75% of their marketing budget with ineffective follow up systems.
You should follow up until you stop getting results and the main point of this is to continue to follow up until they either buy or ask you not to follow up any more. Use various media, letters, postcards, email and phone calls and if you have a newsletter (either email or postal) then add them to this list also.