Going the Extra Mile on Follow-Up

I was recently asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process. Statistics suggest it takes eight touches on average to get an initial meeting and an additional ten touches on average to close the deal.  So, 18 touches on average in all. Now let me ask you, would you assume that means making 18 phone calls in a row, asking the same things over and over?