What is your strategy for calling leads? warm leads, carrot leads ect.

[Seth Larson]

Im having trouble with my close rate and nailing down a system to process my carrot leads. Im getting around three leads per week via PPC. Our PPC campaign is producing decently from what I can gather and its being run by a pro with really good reviews. Area, Value, condition, ect are all ok. Having never done this before (gathered leads and done warm calling and follow ups), I dont know what to expect and/or how to process these leads and my results so far have been less than stellar.. heres a breakdown.

10 leads in FEB (im only including the last month because we made changes to the campaign and its working better)

2 out of area of interest

2 wont pick up phone or email

1 didnt mean to fill out form

1 rejected offer (said they would accept and then backed out and wouldnt give a reason)

2 wants top dollar

2 are being very sketchy (I will call you later, im busy, ect.)

Is this typical? im trying hard to persevere and just run my system but I started this in November.. its been these kinds of results since then.. 

ALSO: please give me your strategy for calling (how often, how early do you call, how late do you call, do you call on weekends, ect.)