WHY ONE FOLLOW-UP ISN’T ENOUGH (AND WHAT TO DO INSTEAD)

Only 44% of salespeople make more than one attempt to reach a prospect. Even fewer go beyond five follow-ups. Yet we know that 80% of deals close between the 7th and 15th touchpoint.

So why are most people giving up so early?

If you're going to make one call and never go back, you may as well not bother. Sales isn't about showing up once and hoping someone hands over their credit card. It takes consistency, strategy and a long game mindset.

Let’s say you’ve spent 10 minutes researching a lead. You’ve found their LinkedIn, checked your CRM, pulled their number and made a call. It goes unanswered. Then… nothing. You move on. Lead wasted.

Now imagine you tried again. And again. Not in a spammy way, but through a thoughtful, strategic process. That’s what lead development is all about and it works.

Some of the best clients I’ve ever worked with only said yes after 8, 10 or even 12 touchpoints. And it wasn’t from hounding them. It was by understanding their industry, speaking their language, and adding value at every step.

If you’re only prospecting when you need to hit your number, you’re always going to be behind. The most successful salespeople are building pipeline for today and for six months from now.

When someone isn't ready to book a meeting, don't walk away. Ask yourself: what’s the next best step? What can I learn about them? What value can I offer now? Sales isn’t just about closing. It’s about planting seeds and knowing when to follow up.

If you’re unsure where to start, use this daily structure: 3 new prospects to reach out to, 3 past prospects to follow up on, and 3 active opportunities to progress. Nine clear tasks. Every day. That’s how you build a sustainable pipeline.

Prospecting is on the decline and that’s exactly why it's your advantage. If you can show up consistently, with value, and without giving up too soon, you’ll be ahead of most of your competition.

If you’re serious about growing your sales, stop chasing just the quick wins. Build for the future, follow up more than once, and don’t be afraid to be the one who shows up when others don't.

Want to dive deeper into this?

Listen to our full conversation on this topic in the Sell Like You podcast HERE.