When working with internet leads it is important to always have patience. You are not going to get a sale from the first phone conversation - You want to take time to understand your leads and and what their needs and wants are. This way when they are ready because you were patient and built a good relationship with them you will eventually move them through to the SALE.
Grocery Store - Building your Pipeline
How to get a lead to respond
Who should you be calling first? Why filters & pipelines are so important
The reality about the quality of your leads
Why it's important to discover why they haven't found something