Good Opening for Afed Internet Leads?

I do ok with new internet leads, Where I struggle is getting a conversation going when I call some of the leads I had not reached,

For instance now I am calling leads 3 to 12 months old I do get some conversations going and see potential but I can see also I should be speaking to more people.

With new leads I am very strait forward in saying I received for inquiry online and it works well but with aged leads seems saying I am following up on your previous inquiry does not work as well as maybe another approach might.

any suggestions?

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I am sorry for misspelling in title I don't

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