Follow-up: how many times to insist before giving up
Most reps give up after one or two attempts. Most sales come much later. A fortune is lost in that gap.
There's a devastating pattern in almost every sales team: they give up on a lead after one or two attempts, right before the point where most sales start closing. Insufficient follow-up is one of the biggest wastes of bought leads, and nobody sees it because it shows up in no report.
The gap between effort and result
A lead not answering on the first attempt doesn't mean they don't want to buy. It means they were busy, didn't see the alert, or it wasn't their moment yet. Orderly persistence —not harassment— is what recovers those seemingly lost sales.
Insist more than you think. The point where your team gives up is usually far below the point where sales start arriving. That gap is money on the table.
Insisting isn't harassing
The key is how you insist. Each contact must add something —a question, a useful fact, an option— not repeat "did you see my message?". Vary the channel: call, email, WhatsApp. And space it sensibly. That's nurturing, not chasing.
A cadence that works
- Day 0: first attempt immediately (speed).
- Day 0-1: second attempt via another channel the same day.
- Day 2-4: add value, not just "checking in".
- Day 5-10: a new reason to talk (option, update).
- Ongoing: light monthly follow-up for those who don't close yet.
Systematize, don't rely on memory
Follow-up can't depend on the rep "remembering". Automate reminders and sequences in the CRM so no lead is left without a next step. What's not in the system doesn't happen.
You don't lose sales to bad leads: you lose them by giving up one call before the customer said yes.
Leads worth your insistence
At CompraLeads we deliver leads with real intent, the ones worth following up. Write to contacto@compraleads.es.