Congratulations, you've done the research into understanding your prospects' hot issues and have gotten noticed because you've demonstrated that you understand what solutions they are seeking.
Your prospect has given you their contact information in exchange for your great, solutions-packed free give-away. They may also have sent an email, filled out a contact form on the website, or come up to speak with you after a presentation you've given.
At this stage in the marketing relationship when the interest is mutual, avoid the temptation to sell them a service or product. Successful people know that most sales are made after the seventh or eighth contact with a prospect - few are made after just one email, phone call or letter.
It's the same with your marketing, don't try to book an appointment the first time a person contacts you.
Remember, with each interaction you are earning their trust. As a result, your prospective profitable client will be open to what you have to offer. Each follow-up brings them closer to the purchase of your services.
Your marketing efforts at this point are focused on building the relationship with prospects and clients rather than just trying to "sell" them your services. You want to let them know that you consider them and their issues to be important and welcome a chance to help them.
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