Set up your system to keep track of every single lead. And make sure that you use it, every time.
Along with the company name, prospect name, address and telephone number, you need to track dates of contact; what was discussed; dates to call back; if marketing materials were sent, which ones; if samples, which ones; etc. You want to make sure that you have the correct spelling of your prospect’s name (everyone likes to have their names spelled correctly) and her full title. And make sure to keep notes of everything. Flag prospects with which you set up meetings and prospects that require follow-up calls.
