That seems so basic. And sometimes I forget to (actually I'm MUCh better at this than I was when I first started).
I contacted him through Craigslist initially - I was using a modified version of Roxie's Offline DeClassified. I offered to shoot him a video critique of his marketing. He was really frustrated with the business he was getting from Craigslist, so he took me up on the offer.
I shot him the video, sent him an email with the link and waited. He didn't call back. It was 4:51 today. I thought I'd squeeze in a follow up call before everyone went home. I caught him. Get this. He HADN'T watched the video. He'd been too busy. So, I gave him the gist. We talked for 20 minutes and he told me to bill him with a $500/month subscription.
All because I called back. I discovered this two years ago. I added multiple call backs to my workflow and my close rate doubled. No other changes. Just lots of follow up calls. No once but every couple days until I get through. I read an article by a B2B lead gen firm the other day. They said most sales groups don't call a lead right away and the vast majority call only twice. The real value is the 6th call and after. If you're willing to call back 6 times, you can double your close rate. That's been my experience too.
So, if you're doing Competition Crusher, or Offline DeClassified, or making website mock ups, or anything where you're following up by email, grab the phone, and call until you get through.
At the end of the conversation today, the fellow said, "Hey, I'm really glad you called. Most people don't bother." And now we're doing business.
Follow up - on the phone.
It's the easiest money you'll make.