There has been a lot of research conducted over the last few decades to answer that question, let me share some statistics from the National Sales Executive Association.
- 2% of sales were made after the first phone call
- 3% of sales were made after the second phone call
- 5% of sales were made after third phone call
- 10% of sales were made after the fourth phone call
- 80% of sales were made after the first phone call
From a personal perspective, I know these numbers are accurate. Just recently, I close a large training package to HR manager over four months. I called. We spoke. I called. No response. I emailed. They responded. They emailed. I responded back. Finally, after probably five or six phone calls and emails, the sale was made.
I’ll be honest, there was a time maybe four calls into this opportunity, but I thought I’d lost it in the prospect had no more interest. I was wrong. They were just busy with other priorities.
Don’t expect to set up meetings after the first, second or even third phone call. Sometimes takes multiple interactions to get the meeting or close the sale.