This content was created by Eric Siu. This content was uploaded by Eric Siu. This is a YouTube video titled "80% of Your Sales Come After the 5th Contact" (posted 2025-10-07). The excerpt is a multi-speaker discussion (speakers labeled SPEAKER A, B, and C) about sales and marketing tactics, focusing on follow-up statistics (percentages of sales by contact number), the importance of persistence, outbound outreach strategies, email cadence, creating free pre-built content to demonstrate value, and an AI-driven workflow that scrapes Yellow Pages, verifies business data, analyzes marketing, and generates content calendars. The conversation is informal and operational, and also notes legal/approval constraints around sending outreach emails.
Chapters
You and I kind of know this already, but obviously the fortune is in the follow-up, right? So 2% of all sales are made on the first contact. 3% of sales are made on the second contact. 5% of sales are made on the third contact. 10% of sales are made on the fourth contact. 80% of sales are made on the fifth to twelfth contact.
Can you repeat it all for me a little bit slower?
Yeah. Here, let's start from the 2% of all sales are made on the first contact, then 3% on the second contact. Then 5% on the third contact.
Wait, is this total like 2%? So on the second contact when it's 3%, that means you're adding 1 more percent?
Mm-hmm.
Or is it 3 more percent?
No, I think you're adding 1%. Okay.
So 2% of your total sales on your first contact.
Yep.
Your second sale is 3%, but that means you're only getting 1% extra in sales.
Mm-hmm.
Your third contact is 5%, which means you're getting 2 more percent from the second contact.
Yep.
10% on the 4th?
Yep. And then 80%, sorry, this is of all sales. 80% of all sales are made on the 5th to 12th contact. But the key thing here is no matter what you're selling, obviously this will vary a little bit if you're selling B2B or consumer or whatever, the fortune is in the follow-up.
Yeah, so it doesn't actually add up. So it is 2% on the first.
Of all sales.
Yes, but no, second on the 3% of all sales made on the second.
So now you got 5. The third is 5% goes on the third contact. So now you're at 10. You're following me? The 4th contact is another 10, you're at 20. 5th to 12th is the other 80. So that's 100%.
Yeah, this is all in. Yeah.
Yeah.
Yeah. So, but this is not necessarily new to you or me.
It just the—
and John Maxwell says this, the fortune is in the follow-up, right? And people tend to think when you're early in sales, like you're worried about getting rejected. Nobody likes getting rejected, right? But getting rejected is also the key to winning. And if you look at the most successful people in the world, They've been the most rejected people in the world.
Yes, and this is why I tell people when they're doing email campaigns, you got to send more emails. And people are like, no, I only want to send one every few weeks or one a week. And I'm like, but if you don't send emails, you're not going to make as many sales. And they're like, yeah, but people are going to unsubscribe, they're going to hate us. I'm like, well, figure out how to make your emails more valuable so you're willing to send more. Because if you're not, that means there's probably something wrong with the type of emails you're sending.
Dude, for our outbound, so we hit our entire TAM and then the outbound agency was like, you know, Let's, you know, cool it down. Let's try like another group. I'm like, no, let's hit the same group, different offer.
We've been doing something that's unique or looking into it.
I had to actually check if our sales team's doing it or not, but I know it's set up. I don't know what we're doing it for or not doing it for, just to clarify on that. But I know we have something set up where it scrapes all the home service businesses from Yellow Pages and you can do it for different categories.
Interesting.
Then you get the phone numbers and then it has it go to their website. Then you're having them verify the information because sometimes the information's a little bit off in the Yellow Pages.
Mm-hmm.
And then you're figuring out what's working out for them, what the business is doing on the marketing, it's analyzing stuff. It's all done through AI. Then what we'll do is we'll look at their social media, come up with a content calendar for them, send them actual, the content calendar and images and text and stuff that they could be posting. And we do it for free To try to get calls scheduled and then be like, look what we did for free. Now imagine if you were actually working with us, how much more we can do and how much more revenue we can end up generating.
Oftentimes, by the way, this reminds me of when people are like, hey, can we create content? When you just go the extra mile and you've actually done the work ahead of time, that gets much more of a response rate. Why? Because it's like, oh, this person's a hustler. This person stands out from the rest because they're willing to do the work. And most people, the reason they don't get what they want is they're not willing to go the extra mile.
Yes.
And then on our end, I know we've built it.
I've seen it. I don't know if we're actually sending out emails because we got to get approval from legal.
