“Sometimes, a prospect needs some time to make a decision on whether or when they’d like to start working with you. What I’ve noticed over the years is that when this happens, most always, the sale never happens, probably because life gets in the way and what’s out of sight is out of mind. If prospects don’t bite on the ’sales’ call, schedule a 5 minute “check-in” call with them to follow up with each other without having to play phone tag or have to follow up with one another.”