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To be Smart in Sales and Life, Follow-up!

“Everything you’ve ever wanted is one step outside your comfort zone.”

 Robert Allen author of The One Minute Millionaire

When you reflect on prior times when your most personal learning has occurred or when you’ve experienced the greatest success, what comes to mind? Was it discipline, grit, luck or a combination of all that got you there? How hard did you work to develop the product or establish the relationships? Was it a solo effort or a team project?

I would have to answer with a resounding. “YES!” to all of the above and with caution as I was not always aware of the process when fully immersed in it. Although I’m not a salesperson, per se, we are all in sales on some level, so when I read the following statistics, it gave me pause. How many times did I not reach a goal based on walking away too early, by assuming a prospective client would feel stalked rather than respected and understood? Ouch- probably more than I would like to remember, so in lieu of imagining the worst pushy person who won’t leave you alone, the following statistics may give you reason to rethink your own reluctance to reach out again, and again and perhaps, again.


• 48% of sales people never follow-up with a prospect • 25% of sales people never make a second contact and stop • 12% of sales people only make three contacts and stop ONLY 10% of sales people make more than three contacts • 2% of sales are made on the first contact • 3% of sales are made on the second contact • 5% of sales are made on the third contact • 10% of sales are made on the third contact • 80% of sales are made on the FIFTH to TWELFTH contact


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