“The scale doesn’t lie. People do.” – Dr. Nowzaradan, My 600-lb Life
If you’ve ever watched My 600-lb Life, you know that Dr. Now doesn’t sugarcoat reality. He sees right through excuses. Patients claim they “barely eat,” yet the scale tells a different story. Until they take their health seriously, he can't help them. The same goes for sales. Sales professionals tell themselves they’re “working hard” or “doing everything they can,” but when you look at the numbers—follow-ups, calls, and persistence—the truth often tells a different story. Success isn’t just about effort; it’s about consistency. And the numbers prove it.
The Hard Truth: Salespeople Give Up Too Soon:
Sales is a numbers game, but it’s also a psychology game. Most people don’t buy on the first or second interaction. And yet, most salespeople don’t stick around long enough to see the deal close. Consider these staggering stats:
- 48% of salespeople never follow up with a prospect after the first contact.
- 25% stop after two contacts.
- 12% stop after three.
- Only 10% make more than three contacts.
Now, here’s where it gets interesting:
- 2% of sales happen on the first contact.
- 3% on the second.
- 5% on the third.
- 10% on the fourth.
- 80% of sales happen between the fifth and twelfth contact.
If you’re not following up five times or more, you leave 80% of your potential revenue on the table! Think about that; if you had followed up on just a few more prospects last month, you could have doubled your income.
So, Why Do Salespeople Cause Themselves P.A.I.N. with Follow-Up?
P – Perception: The False Stories We Tell Ourselves
Many salespeople believe one of these myths:
- "If they were interested, they would have bought already."
- "I don’t want to bother them."
- "They’ll reach out when they’re ready."
The truth? People are busy. Their priorities shift. Their objections change. Your job is to ensure you keep your solution up to you until the timing is right for them.
A – Action: The System That Wins
What separates top salespeople from the rest? They have a system. They don’t “wing it” and hope for the best. If you don’t have a structured follow-up plan, you’re guessing with your income. Here’s a better way:
- Track Every Contact: Use a CRM or a simple spreadsheet to log every conversation.
- Schedule the Next Step: Never leave a meeting or call without setting a follow-up date.
- Vary Your Approach: Mix it up. Try calling, emailing, sending a video through
Vidyard or another platform, sending a LinkedIn message, or dropping by in person.
I – Interest: How to Keep Prospects Engaged Without Feeling Like a Pest
What is the biggest mistake salespeople make? Unloading everything on the first call. If you firehose a prospect with every feature and benefit, they feel overwhelmed and check out. Instead, approach follow-ups like a Netflix series:
- Episode 1: Introduce the problem they didn’t even realize they had.
- Episode 2: Share a customer success story.
- Episode 3: Offer a personalized insight based on their business.
- Episode 4: Provide a limited-time offer or incentive.
- Finale: Close the deal with urgency and a clear reason to act now.
By treating follow-ups as a story instead of just "checking in," you become valuable rather than annoying.
N – Numbers: Sales Is a Marathon, Not a Sprint
Think of sales like training for a marathon. You don’t expect to go from the couch to 26.2 miles daily. You build up stamina with consistent effort. Imagine two salespeople:
- Person A calls a prospect once, gets no response and moves on.
- Person B calls, follows up a week later with a value-packed email, sends a LinkedIn message two weeks later with a customer success story, and then calls again.
Who wins? The persistent one every time because "Persistence wears down resistance."
Final Thought: Are You a Sales Pro or a Sales Tourist?
A tourist takes a quick look, snaps a photo, and moves on. A professional shows up daily learns from the numbers and refines their strategy.
Sales isn’t about luck or talent. It’s about systems, persistence, and follow-through. The stats don’t lie. The question is: Are you willing to do what 90% of salespeople won’t? The choice is yours!
