## HOW MANY FOLLOW UPS

to Close a sale?

**E**xperience **T**he **J**arvis **F**unnel

Follow Up is Everything.

If you're asking about "

Can We Actually

Almost nobody will approach this question in the right terms, but then again, almost nobody follows up. The answer to How Many Follow ups to Close a Sale is said to be between 8-12...

This is taken as Gospel, I've found it to be profoundly unhelpful. Sure, it suggests the importance of follow up to some degree, but it's a very basic understanding indeed.

If you're asking about "

**How many follow ups**", you may be in the upper category of sales thinkers. After looking into almost every top sales program, I came up with next to nothing which made sense.

Can We Actually

*"the BEST number of Follow ups?"***Know?**Almost nobody will approach this question in the right terms, but then again, almost nobody follows up. The answer to How Many Follow ups to Close a Sale is said to be between 8-12...

This is taken as Gospel, I've found it to be profoundly unhelpful. Sure, it suggests the importance of follow up to some degree, but it's a very basic understanding indeed.

Here are some "Better" questions

about the "Best" number of follow ups.

**+**How

**does follow up affect my value**per sale?

**+**

**Does following up early**in the cycle vs later matter?

**+**Can

**following up less**make you more?

**+**

**How many follow ups**to make a desired amount?

**+**

**Can I**

**follow up too much**?

**+**

**How does the number of**

**follow ups affect**

**my funnel**?

## How **does follow up**

affect my value per sale?

affect my value

**Consider... (The 2 SECRET myths of Follow Up)**

MYTH #1:Salespeople should follow up between 8-12 times

MYTH #1:

**MYTH #2:**There is no exact number

The idea of following up 8-12 times derives from the general statistic...

( on average it required between 8-12 follow up attempts to reach a prospect)

**NOW**.. you can imagine how easy that would be to include as your funnel math...

simply divide the TotalSale by 10 contacts

Your range for "

**Value Per Contact**" would be

Worst Case......... TotalSale / 12

Best Case............ TotalSale / 8

With

**$1000**Sale Price

Worst Case......... $1000 / 12 =

**$83.33 per contact**

Best Case............$1000 / 8 =

**$125 per contact**

But, wait a sec.........

**Does following up** **early**** **in the sales cycle vs later matter?

You better believe it.

Here is a POWERFUL secret...

Even if a person considers for a moment... "Is following up 10 times with someone qualified as valuable as.... following up with someone who is ready or near close."

There are

**too many variables**to simply imagine.

I own a gel company and wanted to know how expensive my samples could be before it would affect how much I was making per lead / contact, and the degree of improvement in sales needed to justify such marketing cost.

To explain this DEEP problem I built a Sales Funnel calculator. It was eventually answering almost everything I needed and had four stages..

When considering the concept of

I had to construct

The funnel model I created to convey this became....

The

**follow up funnel math**...I soon realized that merely considering the conversions per stage was insufficient.I had to construct

**the right way**to calculate the results**if follow ups were unique to a given funnel**stage.The funnel model I created to convey this became....

The

**Davis Funnel**## Can **following up less**

make you more?

Using my own personal

**Davis Funnel**I can know EXACTLY how many follow ups are needed for each stage of the sales funnel.

It's was incredible to have

**a working interpretation**of follow ups. I was discovering that following up at the end of the funnel is more valuable, and "How valuable?" depended upon several factors, such as "Cost per sample", "Margin", and of course "Total Contacts".

**How many follow ups** to

make a desired amount?

If we take the example depicted above

2000 contacts...1255 are follow ups

This is a

**follow up ratio**of 62.75%

Knowing this makes sales

**more predictable**.

Imagine. You now know so much more about the subject of sales funnel math and follow up math than I'm sure

**EVERY**top sales leader you can think of. good.

You deserve to know. I love you for that.

Ok. so now you know how many

Take a look what else we got here... Follow ups Per Funnel Stage

Attempts represent the number of initial contacts.

Reach, Qualify, Proposal, and Close represent follow ups.

**follow ups vs initial contacts.**Take a look what else we got here... Follow ups Per Funnel Stage

Attempts represent the number of initial contacts.

Reach, Qualify, Proposal, and Close represent follow ups.

Attempts745 |
Reach0 |
Qualify484 |
Proposal339 |
Close432 |

From here we can determine that Follow up Ratios per stage are..

Reach 0%

Qualify 24%

Proposal 17%

Close 22%

Reach may be

Reach 0%

Qualify 24%

Proposal 17%

Close 22%

Reach may be

**Zero**if deciding against redialing a list that didn't pick up the first time.## Can I **follow up too much**?

For

I had No Luck.

Interestingly enough, Grant Cardone later had a hilarious run in with his rival, Jordan Belfort, "The Wolf of Wall Street". Belfort is famous for teaching nobodies how to cold call like a pro.

On Jordan's show, "The Wolf's Den" he asked Grant something sneaky.... he knows Grant is all about

Jordan asked, "but what's the time management situation? Old Doors to New Doors"... "How many follow ups until you decide that's it, is there a sweet spot?"...

Jordan knows that Grant hasn't realized the paradox of

A.) Following up endlessly

B.) Calling As Many As Possible

Jordan then attempted to convey that the degree to which one can contact a lot of people is proportional to the degree to which they can swiftly qualify

**at least a year or more**prior I had been reaching out to Grant Cardone with this calculator, aiming to actually bring some depth to the question of**how to calculate follow ups**..I had No Luck.

Interestingly enough, Grant Cardone later had a hilarious run in with his rival, Jordan Belfort, "The Wolf of Wall Street". Belfort is famous for teaching nobodies how to cold call like a pro.

On Jordan's show, "The Wolf's Den" he asked Grant something sneaky.... he knows Grant is all about

**VOLUME OF CONTACTS**-(very top funnel philosophy).Jordan asked, "but what's the time management situation? Old Doors to New Doors"... "How many follow ups until you decide that's it, is there a sweet spot?"...

Jordan knows that Grant hasn't realized the paradox of

A.) Following up endlessly

B.) Calling As Many As Possible

Jordan then attempted to convey that the degree to which one can contact a lot of people is proportional to the degree to which they can swiftly qualify

## How does the number of **follow ups affect**** my funnel**?

The number of follow ups will reflect changes in almost every aspect of the sales process. The extent to which change is reflected is determined by how integrated ones estimations are

Below are the various facets which all work in symphony to convey the resulting values unique to a given funnel signature.

Below are the various facets which all work in symphony to convey the resulting values unique to a given funnel signature.

**FUNNEL**

FIG. 1

110, Total Number of Calls / units Input

112, Display Number of x for Desired value / overall value

114, Display Live Updated Funnel Design

116, Set Funnel Button- considers proximity of values to keep target value visible

118, Display Funnel value ex: REACH QUALIFY PROPOSE CLOSE

120, Follow-up Rate ex: REACH QUALIFY PROPOSE CLOSE ~ follow up

122, Target ex: REACH QUALIFY PROPOSE CLOSE

124, Desired value ex: REACH QUALIFY PROPOSE CLOSE

126, Desired value per x ex: REACH QUALIFY PROPOSE CLOSE

128, Instructive walkthrough option

130, Display Breakeven ex: REACH QUALIFY PROPOSE CLOSE

132, Display Desired ROI ex: REACH QUALIFY PROPOSE CLOSE

**CAMPAIGN SUMMARY**

FIG. 2

210, Interactive Module

212, Calls / Follow ups / Initial- Schedule

214, Interactive Funnel Comparison Displays Estimation Yielding Ease of Change

216, ROI

218, Cost Per x

220, Value Per x

222, Pipeline Decay

224, Target number of successes

226, Target number of samples checkpoint weight

228, Total number of initial x

230, Total number of follow up x

232, Net revenue

234, Gross revenue

236, Investment per x

238, Total investment

240, Total marginal result

242, Total sample checkpoint weight result

244, Total cost of samples, or cumulative checkpoint weight per success

246, Value breakdown

**ECONOMICS**

FIG. 3

310, Value of sale / x module

312, % Margin module

314, Cost per sample or checkpoint weight

316, Desired ROI input

318, Desired Revenue Input

320, Desired Value per x input