Do You Have a Qualified Lead?

If you don't have a qualified lead, somebody who said I'm interested that you have an appointment with, you're following up from a trade show or some list. So follow up has to be planned out very carefully and I say do it before the event. What is your follow up plan? What will you send? How often will you send something? If you've got to have 12 touches planned ahead, you know, maybe some people will answer on the first, second, third, fifth, sixth, whatever. But if you'veGot to do 12, what are you going to do to keep these people engaged over 12 touches to try to convert them? You know, some combination