100% of All Leads Buy – But Will They Buy From You?

“You’re either going to follow up, follow through, and close, or someone else will.”

- Grant Cardone

Introduction:

In the world of sales, there’s one undeniable truth: 100% of all leads eventually buy. The critical question is, will they buy from you or from someone else?

Far too often, salespeople give up too soon, thinking that a “no” or a lack of response means a lead isn’t interested. But the reality is that the vast majority of sales don’t happen on the first contact. Let’s dive into some key facts that reveal how follow-up, persistence, and strategy play a massive role in closing more deals and securing loyal customers.

1. Only 2% of Sales Occur on the First Contact

If you think you’ll close a deal on your first outreach every time, think again. Only 2% of sales happen on the initial contact with a potential customer. This statistic alone shows that instant success is rare in sales.

Most customers need more time to process, evaluate, and feel comfortable before making a decision. That’s why you should never rely solely on the first point of contact to get the job done. It’s not about the quick win—it’s about playing the long game.

2. 80% of Sales Happen Between the 5th and 12th Contact

This may surprise you: a whopping 80% of sales are made between the 5th and 12th contact with a lead. That’s right—80%!

So, what does this tell you? The real magic happens when you nurture your leads over time. This could be through emails, follow-up calls, social media interactions, or even personalized messages. Staying in touch, providing value, and staying on top of your prospects’ minds significantly increases your chances of closing the deal.

3. For B2B, Only 50% of Leads Are Ready to Purchase

In the business-to-business (B2B) world, about 50% of your leads are not ready to make a purchase decision right away. This means they are in the early stages of their buyer’s journey—doing research, evaluating options, or waiting for the right time.

Understanding this will help you adjust your approach. Not every lead is going to convert today, but that doesn’t mean they’re not a valuable prospect. It’s your job to stay engaged and keep providing value until they’re ready to move forward.

4. You Can Beat 48% of All Salespeople Just by Following Up Once

Here’s one of the easiest ways to outshine the competition: simply follow up. You can beat nearly half—48%—of all salespeople by reaching out a second time.

It sounds simple, but it’s true. Many salespeople give up after one attempt, leaving huge opportunities on the table. Just by sending one additional email, making one more call, or touching base after that first contact, you immediately put yourself ahead of almost half of your competitors.

Why Follow-Up is the Secret to Sales Success

These stats highlight a critical aspect of sales: persistence wins the day. Following up shows that you care about the prospect and are serious about helping them find a solution. It keeps you top of mind, demonstrates professionalism, and increases the likelihood that the prospect will think of you when they’re ready to buy.

Here are some quick tips to improve your follow-up game:

• Set a schedule: Plan regular follow-ups, whether it’s a phone call, email, or social media interaction.

• Add value: Every follow-up should offer something useful—new information, a solution to a problem, or even just a reminder of the benefits of your product or service.

• Personalize: Avoid generic follow-ups. Tailor your message to each prospect's needs and situation.

• Be patient: Don’t expect immediate results. The goal is to build trust over time.

The Bottom Line

Sales isn’t just about making contact—it’s about nurturing relationships. The data shows that the majority of sales happen long after that first touchpoint. By staying persistent, following up regularly, and providing value at every step of the process, you’ll not only increase your chances of making the sale—you’ll set yourself apart from the competition.

Remember, 100% of leads buy. The question is, will they buy from you or someone else? Make sure you’re the one who sticks with them long enough to win their business.

Looking for more insights on improving your sales process? Stay tuned to my blog for more tips, strategies, and actionable advice on how to 10X your sales and grow your business.