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How many points of touch should you have before you give in?🎙

I think it's so hard and even sometimes feel wrong to keep trying to get in touch with your prospect when you're getting no response.

How many times should you try, before you stop?

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    • Profile picture of Rory Canning
      @rorycanning
      ( 700 POINTS )
      3 months ago

      I too find it sometimes embarrassing, but mostly mentally straining when you can see your efforts going nowhere. Mark Colgan says that 80% of sales require at least 6 points of contact🚀 So don’t give in too soon!

    • Profile picture of Andrew Miller
      @andrewwmillerr
      ( 1.4k POINTS )
      3 months ago

      I believe there is a rule that Jeb Blount goes by which is the 7 touches of familiarity. This is why it’s best to use an omnichannel approach (if plausible) (it maybe Jeb I read so many damn sales books!)

      • Profile picture of Poppy Canning
        @poppycanning
        ( 2.7k POINTS )
        3 months ago

        What channels do you use?

        • Profile picture of Andrew Miller
          @andrewwmillerr
          ( 1.4k POINTS )
          3 months ago

          Hey Poppy, i call, email, linkedin, video (loom has a great chrome plug in). Hopefully this helps!

        • Profile picture of Andrew Miller
          @andrewwmillerr
          ( 1.4k POINTS )
          3 months ago

          when doing linkedin i find its the long game, dont add and spam! send an article you believe would peak their interest.

          • Profile picture of Poppy Canning
            @poppycanning
            ( 2.7k POINTS )
            3 months ago

            Video is the only thing i haven’t tried so far… But yes, LinkedIn is definitely the long game🌟

    • Profile picture of Luiz Cent
      @luizcent
      ( 530 POINTS )
      3 months ago

      We preach 9-11 omnichannel touchpoints.

      Think about the last time someone connected with you without an intro. How did they stand out? If you are super creative & have a gift for building rapport maybe you don’t need the 9-11 but I love making sales a science & seeing the data where so many people reply on that last touchpoint. ie the breakup email, it doesn’t hurt to have a bit of extra follow up.

      • Profile picture of Poppy Canning
        @poppycanning
        ( 2.7k POINTS )
        3 months ago

        Wow… 11 sounds like a lot, but maybe that’s because i haven’t gotten that far. Do you find that you get a good enough response rate for the amount of effort you have to put in for the 11 touch-points?

    • Profile picture of Alejandro Cabral
      @alecabral
      ( 1.6k POINTS )
      3 months ago

      I’m with @rorycanning here, a 6-touch process works just fine for me but I’d say that they need to be multichannel..

    • Profile picture of Michael Ras
      @mikeras82
      ( 1.3k POINTS )
      3 months ago

      Following this, as we’re dealing with similar uncertainties and challenges as well.

    • I think most people mare around 5 touchpoints, but the ideal should be around 12-15 but always providing value!

    • How is a touchpoint being defined? Is it actually reaching and speaking to a contact, or is it simply an attempt, such as an email, voice mail, LinkedIn message, etc.? If it’s only attempts to reach a contact, and it’s a completely cold outbound attempt, Jeb would say it might take 20+ (Fanatical Prospecting) to get a client to agree to a first discussion if they have no familiarity with you or your company. What are people seeing on average before a prospect agrees to a first call? I’ve been getting nowhere lately and I’m not sure if it has to do with not having contacts’ mobile numbers with so many working remotely these days.

      • Thats a good point actually. I was referring to them in a sense of reaches out, whether or not you’re getting a response. I’m still shocked by the volume of 15-20 to be honest. Have you tried using the Cognism plug-in on LinkedIn? It pulls data through like emails and direct contact numbers for each profile – might be worth looking into if you’re hitting a dead end without the numbers…

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