Getting leads is great-it’s nice to know that potential customers are interested in you. However there will be no money in the bank unless you can convert those leads into real work. You have to chase those leads down, whether they be emails, texts or phone calls. Even though you may spend money on advertising, it’s just as important to dedicate time and money so that you can respond to clients. Phone calls are especially important, because a client can also get a sense of how good you are based on phone presence, and knowledge about the questions that they might ask you. Depending on your business, you may get a job based on the confidence that a client has in you from your first interaction. As an owner, you need to be answering the calls at least initially, then training someone to answer them in the way that you would. Don’t leave this job to someone who doesn’t care about your business. Usually all they want to do is clock their hours and get their paycheck. The way you pay the bills is with your gross revenue, and you can’t build revenue if you do not carefully cultivate each and every lead to completion. You are not earning wages or getting a salary. This is the lifeblood of your business and career, so don’t ignor it!