Failing to follow up with prospects is no doubt the number one reason why most small businesses fail. If someone has interest in handing over their hard earned dollars for your product or service - then you better show a greater amount of interest and appreciation.

As Don implied, don't waste time with people who "don't get it" - you will exhaust too many resources (especially time) in trying to educate these people.

Write down on a piece paper the estimated Life Time Value of one customer in their industry and multiple that by the number of prospects you can pick up from seemingly disinterested businesses.

Take that sheet to the business owner who "gets it" and you have them drooling over the potential revenue they can pick up. At that point, they will purchase almost anything you have to sell them to get from Point A to Point B (the vast prospect pool looking for help).

Paul