On Average It Takes 7 Positive Contacts Before Someone Buys
Dr Geoffrey Lant, the renowned marketing and research analyst, has proven over a 20-year research study across hundreds of different industries that most buying decisions are made after seven contacts. He calls this the ‘Rule of 7’ and many more studies support this.
Plus a recent study by Thomas Publishing showed that most organisations give up far too easily, regardless of the industry, as they believe the prospect isn’t interested if they haven’t bought immediately.
According to the study, 80% of sales to businesses are made by the fifth sales call and 94% by the seventh (supporting Lant’s research above), but only 10% of salespeople call more than three times. So after the fourth contact, 90% of salespeople have given up! They’ve given up because of a lack of interest from the prospect!
Focused Marketing Ltd.
Sales and Marketing Consultant