You havent said if you are using SEO or SEM. If you doing SEO they may not be potential leads in the first place.
SEO, no paid sponsored ads whatsoever.
I would recommend you come up with a white paper, special report, or something else that has an enticing name. Give this away free if people agree to sign up for your newsletter. Then start a drip email campaign to them once they have opt-ed in to get the freebie.
Good idea, I think I'll try this.
are you doing anything else to capture user information, newsletter sign up / free website review are you making people email you/phone you or are you giving them the option to contact you without feeling they are going to need to buy something (i.e. fill in this simple form for a no obligation quote)
I have a submit form on the website, but there's nothing to stress that it's obligation-free. I do have a toll-free number for incoming calls.