ONLY 2% of non-recurring sales occur at the first visit. WOW! Just 2%! Consider this: the vast majority of sales require AT LEAST FIVE follow-ups; some even require 6, 7, or 8 touches. However, 36% of salespeople give up at 3 follow-ups, 12% at 4, and only 8% ask a 5th time. You ABSOLUTELY MUST have a process in place to for reaching back out to your prospects if you want to truly be successful in sales! You need to understand, though, the difference between persisting and pestering; one will earn you the business, the other will earn you a reputation – and not one that you want.