With every lead, ask questions. Make sure that your potential client is doing the majority of the talking and let them know that you are listening.
Your goal is to make sure that your client feels that they are connecting with you. Gain their trust and be friendly.
Your messages should end with an open ended question.
Open ended question usually start with the following:
Who, What, When, Where and How
Here an example:
Let’s break down the conversation
in 3 key points
Make sure to listen to every response and go with the flow of the conversation. If your client states that they are not ready, don’t push them, show them that you understand. They are going to appreciate your understanding more so than you trying to persuade or push them.