It always comes back to follow up. When I was first trained by Joan Friedlander to be a Get Clients Now! Facilitator, I remember her saying "All roads Lead to follow up." Here is some statistical proof for those who like numbers.
A classic study of sales calls made by Dartnell and McGraw Hill produced the following fascinating statistics:
80% of all sales are made only after 5 or more contacts
48% of all salespeople give up after the first contact
25% give up after the 2nd contact
17% give up after the 3rd or 4th contact
These statistics show that 90% of the salespeople give up before 80% of the sales will ever be made!