Networking Q&A: How Often Should I Follow Up with a Lead or Referral

Question: How often should you follow up with a lead or referrals? How do you know when to stop?

Answer: Eighty percent of new sales are made after the fifth contact, yet most sales people give up after the second call. Don’t be one of those who gives up so easily. If you want to make the sale, you need to try again.

After 3-4 follow up messages, you can try a ‘quasi breakup’. Ask the prospect if you have their permission to keep following up and let them know if this not of interest to them, you will stop following up. If you do not hear from them, you might continue to follow up.

It’s important to “stay in the conversation” with the people you meet. You never know months later if they might be ready to do business with you or refer you.

Terilee Harrison helps entrepreneurs and small business owners get more referrals, clients and leads through proven offline and online marketing strategies. Book your referral strategy session here.