You don’t often make a sale on the first call to a prospect. It generally takes seven to ten touches to make a sale.
Think of a fisherman throwing a bunch of hooks in the water with short-lived bait, and then rather than going back to the dock if nothing bites, putting fresh bait on and staying the course. It takes multiple touches to get fish in the boat.
The seven to ten touches it takes to make many sales are crucial components of the nurturing process. That drip-irrigation provides the opportunity to educate your prospect as they move toward a buying decision.