Client Follow Ups

I’m new to coaching. I closed one paying client in spring 2019 and have only signed up barter clients since then. I have had 3 consults for paying clients and no one has signed up yet. After one consult the client had basically said she wanted to sign up but never did when I followed up to schedule later. Is there a recommended way to handle follow ups or generally the lead gen to sale pipeline for 1:1 meetings or referrals? That sort of thing? Thanks!