How long should I persevere before giving up on a sales prospect?
Studies have shown that the best sales people follow up between 6 and 9 times before giving up. Of course, most people don’t believe that it is worth the effort and give up after 2 or 3 calls. They get embarrassed and think they are hassling prospects. This may be true occasionally, but most of the time prospects procrastinate and need more information. Decision-making is not easy for people.