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The 7-Touch Follow-Up Sequence That Re-Books "Dead" Leads
Velocify reported that half of all leads never get a second call. This seven-touch sequence keeps working the leads who went quiet.
September 1, 2026
September 28, 2026
3 min
Tablet showing a hand-drawn letter A beside a stylus and an open orange design book on a wooden desk
A lead fills out your form. You call and get voicemail. You text and hear nothing. At that point it's easy to decide they weren't serious and move on.
That's where a lot of leads get dropped. Velocify, a sales software company, reported that half of all leads are never called a second time. Its own data suggests many of those leads deserved more attempts.
Velocify's Ultimate Contact Strategy study analyzed almost 3.5 million leads from more than 400 companies. It found:
So persistence pays, up to a point. Around six calls is where the returns start to fall off, which is why this sequence mixes calls with texts and email and ends with a clear final message.
Timing matters too. The Lead Response Management Study found Wednesdays and Thursdays were the best days to reach leads, and 4 to 6 p.m. was the best time of day to make contact. Neither study was specific to kitchen buyers, so treat them as a starting point and let your own call logs refine it.
Day 0 is the day the lead comes in. Six of the seven touches include a call.
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The day 14 text gives the lead an easy way to answer without committing to anything. "Not yet" or "check back in the spring" is a useful reply. It tells you where they are and gives you permission to follow up later.
Once the seven touches are done, move the lead to a slower nurture list: a useful email every few weeks, like a finished project or an update on lead times, until they're ready or they opt out.
Old leads in your CRM are worth another pass. Before you text or email them, check the rules. In Canada, CASL applies to text messages as well as email. The CRTC says an inquiry gives you implied consent for six months, and a purchase gives you two years. Every message needs your business identification and a working unsubscribe, and unsubscribe requests have to be processed within 10 business days (CRTC FAQ). US dealers should check the TCPA and their state's texting rules.
A simple re-engagement text for a lead from the last few months:
"Hi [Name], it's [You] from [Showroom]. You asked about a kitchen project back in [month]. Is that still on your list? Happy to set up a design time if the timing's better now."
Put each touch into your CRM as a task with a due date, and log every attempt. After a month you'll know how many touches your leads usually need, which days they answer, and which messages get replies. Your own numbers will tell you more than any industry average.
Speed on the first touch still matters most. Why Cabinet Dealers Lose Leads Before the Estimate Lands covers that side. And for calls you can't pick up, Missed-Call Rescue texts every missed caller within 60 seconds, so they hear from you even when you're on an install.
The 60-Second Version
What this article covers, in four bullets
01.
Velocify reported that half of all leads are never called a second time.
02.
In Velocify's data, 93% of converted leads were reached by the sixth call attempt.
03.
Run seven touches over 14 days, six of them with a call, and finish with a clear final text.
04.
In Canada, an inquiry gives you six months of implied consent under CASL, so re-engage older leads inside that window.
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