You need to begin your communication in the medium they contacted you in.

Dont change your tactics until you have started the rapport in the fashion they reached out.

Email = email

phone = phone

text = text

chat - chat

Dont call if they are chatting, and so on

Features - Advantages - Benefits 

Stop talking about the features you like, and find out what matters to them

Who you make yourself out to be on Social Media may cost you deals. 

Stay away from these topics. 

Laughter is a great way to see if the client has entered the "Like" stage of our sales process. 

Here is some humor to help you along

Do you know the difference between prospecting and selling?

We will discuss it here. 

If you are going to add it to your calendar then make sure it sticks!

If you don't respect your calendar, why should the prospect?

You need to test their commitment to the product or service they originally called about. 

Its not a real call unless you got their contact information and permission to contact them again

You need to have an answer that will acknowledge the prospects question without answering it.  This allows you the opportunity to ask the next question