Every lead that comes in, I chase. I don't want to miss the one that could be big, so I give them all everything I've got. Then the month ends and I look back and half my hours went to people who were never, ever going to buy, and the ones who might have are still sitting untouched.
More people experience this than they realize.
You chase every lead and burn time on ones that were never going to buy.
If this sounds familiar, the Library can help you find the bigger picture.