When you contact a prospect after sending a media kit never say “Did you receive our media kit I mailed last week?” or “Have you had a chance to look at our media kit?” because the prospect will often turn your question into an opportunity to brush you off by saying “No” or “I haven’t had a chance to look at it yet, so call me back in a few weeks." As you’ve probably noticed, when you call back in a few weeks, you usually get the same response.

So when making a follow-up call, don’t ask the prospect about the media kit; instead, make a short presentation that piques his interest and set up an appointment.