I spend a lot of time in multiple industries other than Internet marketing (including real estate, art, etc.) and for a long time, I was focusing on increasing my opt-in rate but rarely closed any sales (my sales for my products and my clientsÂ’ products range from $997 to $25,000 per sale). When I thought about it, I realized that in all of these industries and especially at these price points, the sale is accomplished via the phone, not via the Web. 3. I never send emails out to people who requested information through the lead. They will never write back, and if they do, they will refuse to speak with you and waste your time.