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How many times should you call or email a prospect in a week if they aren't responding to you?
Best Answer
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The answer is going to vary dramatically depending on the industry, sales cycle, and if it is a completely cold call or a prospect where some dialogue has occurred in the past.
Two rules of thumb apply no matter what.
First is never email someone more than 3 times if they have not responded to you. Chances are high your email address is going to wind up in the "spam filter" because it's seen as an email sending messages but never having a response sent. What this means is over emailing someone too frequently will only make it harder for you to breakthrough.
Second is follow-up phone calls should always be made at different times of the day, calling at different times increase your odds of reaching the person. If the purchase cycle / frequency is less than two weeks then calling everyday is OK. If the purchase cycle / frequency is between two weeks and one month calling 2x per week is OK. If it's greater then one month then calls should be no more than one per week.
It depends on what you are saying in your outreach, Kaitlin. If you are "just checking in" then ZERO. But if you can call with interesting insights and something of value, I would say once or twice a week.
But please, whatever you do, don't send an email following up on a voice mail!!!
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Related Activity
If you're responding to an inbound lead, I'd say 5-7 touchpoints across both email and phone over a 7-10 day period. If they reached out to you first, you can be a bit more aggressive in trying to get their attention to, essentially, complete the circle and provide the information the initially asked for.
If they still aren't responsive after that cycle, put them on a "nurture" cycle (i.e. hand them back to marketing) and move on.