Based on the science behind selling it's well established that sustained follow up is a key differentiator for top performers.
Different studies carried out at different times, in different places, by different market research companies over a number of years reveal that 80% of non-routine sales occur only after at least five follow-ups.
Think about that. It takes at least five continuous follow up efforts after the initial sales contact, before a customer says yes.
There are some fascinating statistics on this:
44% of sales people give up after one "no"
22% give up after two "nos"
14% give up after three "nos"
12% give up after four "nos"
That tells you that 92% of sales people give up after four "no's", and only 8% cent of sales people reach out a fifth time.
When you consider that 80% of prospects say "no" four times before they say "yes", the inference is that 8% of sales people are getting 80% of the sales.