In our experience, the sweet spot in the case of an outbound sales campaign lays between 3 and 5 emails.

This is the “formula” that brings us here at the most success in outbound sales drip campaigns:

Day 1 : Initial email

Day 3 : Follow-up 1

Day 6 : Follow-up 2

Day 8 : Follow-up 3

Day 11 : Last follow-up


  • Why no less than 3? Emails can be overlooked, maybe the recipient wasn’t in the right mood when she read the email and then forgot about it. It may take time to the recipient to come to a decision and consistency on your part may help them make a step in your direction. As long as you keep it friendly, with a “no pressure” attitude, you’ll be fine.

  • Why no more than 5? Before you ask: yes, people sometimes do respond after the 4th or 5th email. Persistence is key. It is however safe to assume that if your prospect hasn’t answered within 5 emails, they’re probably not interested, and your drip campaign should end. Beyond that point, you just risk being reported as spam.

Pro-tip: let them know in the subject line that it’s your last email, it might prompt an unexpected twist!

But don’t throw those prospects away just yet. Have them contacted by someone else within the company or add them to a new campaign after 6-8 months have passed. Obviously, lots of other entities compete for their attention, and unless they specifically asked you not to contact them, they won’t mind if you try to get in touch after some time. You must however check that, by that time, your prospect is still qualified.

Want to get better at this? Check out our actionable guide on following up like a boss!

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