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None of us like to be interupted by emails that have no value. Sending one email and then resending it “to just follow up” is the worst. Maybe the effort should have been made to make the first one useful. If I don’t respond, make the second one even more valuable. I may be ignoring you for any number of reasons but keep adding value. I will respect that.

In today’s world of constant interruptions, you can’t afford to interrupt a prospect without providing some value or at least including a call-to-action.

The concept of sending multiple “checking-in” emails is quite interesting. In fact, data from Referral Squirrel shows that:

  1. 2% of sales are made on the First contact.
  2. 3% of sales are made on the Second contact.
  3. 5% of sales are made on the Third contact.
  4. 10% of sales are made on the Fourth contact.
  5. 80% of sales are made on the Fifth to Twelfth contact.

However …

  1. 48% of salespeople never follow up with a prospect.
  2. 25% of salespeople make a second contact and stop.
  3. 12% of salespeople make three contacts and stop.
  4. Only 10% of sales people make it more than Three contacts with a prospect.

Source: Avoid the “Just Following Up” Email | Hendrik de Vries | LinkedIn