those prospects automatically get 12 email and 4 direct-mail follow-up communications, all customized and personalized, with precise timing (i.e., Follow-Up #1, 3rd Day, Follow-Up #2, 5th Day, etc.).

However you accomplish it, here’s what’s important: Once someone has raised their hand and expressed interest in your products, services, solution, or information and you put them on your path, they should be moved forward toward the sale at a prescribed yet flexible pace, with a lot of nudges by mail, email, fax, drives to different websites, tele