...as long as you keep you perspective balanced.
Diligence is essential. The stats vary a little bit from place to place, but the general consensus seems to be that most sales (meaning a whopping 80%) are made after the 5th point of contact. But, to point out how truly interesting this information is, you have to take a look at how salespeople make their calls. Basically half, 48%, only call one time. 12% of folks only call three times. But then there\'s the 10% who doesn\'t give up and these guys are the ones who make 80% of sales. In other words, these are the people making 5 or more points of contact with the client.
The reason I mention keeping a balanced perspective is because getting ran off by a secretary before you have a chance to make meaningful conversation with someone by no means counts as a "point of contact" or a "call". If you are pouring out your energy making as many calls as possible, but seeing no sign of life on the other end of the line, then you may be beating your head against a wall. Reassess your strategy and attack the problem from a more effective angle. Here your persistence will be valuable.
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