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I'm fond of saying, "I'm a writer, not a math-er," but I do love statistics and rules, especially when they both provide valuable insight and align with my philosophy.

Such as these very interesting statistics & rules:

• 80% of sales are made after the 5th contact (but keep going, sometimes you have to follow-up as many as 12 times!)
• Only 2% of people buy at the first meeting, which means most salespeople give up (way!) too soon.
• The Prospect Rule of 7 says: A prospect needs about 7 exposures to a message before taking action (read: 7 follow-ups!)
• The Rule of 3-7-27 goes like this: a person needs 3 exposures to recognize you and/or your product/service, 7 to remember either or both, and 27 (!) to build trust enough to take action.

What this all means, in essence, is that everyone has a "number"—the amount of touches needed before they feel comfortable buying from or referring you. Some people are "one-and-done!" But most, as you can see, 98%, need at least two touches.

Here's where it gets interesting--nobody knows what their number is--and I think it's variable depending upon the time and monetary investment required.

I followed-up with a prospective client for 7 years, multiple times a year, but it led to a multi-million dollar client relationship. Intense? Yup. Frustrating at times? You bet. Worth it? You tell me.

Understanding why patience and consistent connection is important is not the same as doing it, but the juice is worth the squeeze.

I know you want to write your book, crush your goals, and make '26 a year to remember. To do that, you've gotta network like you mean it.

I've memorialized my battle-tested, tried-and-true process in Business Networking and it is a very affordable 99 cents (or you can get crazy and spring for the paperback [$9.99] or sexy hardcover [$19.99].

You can get it here in whatever format strikes your fancy: https://amzn.to/4a27rS5​

I even have a bulk purchase option if you've got employees or colleagues that could use some mad networking skills--just press reply and I'll send some details.

We're one day closer to to 2026 and I'm getting excited! See you tomorrow.

Honorée Corder. Author. Executive Book Producer. ​ ​ ​​​​​​

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