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đź“Ś How Many Touch Points Make A Sale?
The idea of touch points before a buying decision is one of the most important concepts in marketing, and it is often misunderstood.
For many years marketers repeated a simple rule: A prospect needs about seven touch points before they buy. That idea came from older direct marketing thinking. The number itself was never meant to be exact; it was simply a way of saying that people rarely buy the first time they hear about something.
Today's digital world has driven the number up. The number is almost certainly higher. Some marketing studies suggest the average buyer may experience 10 to 20 touch points before making a decision. In complex or higher-value purchases, the number can easily reach 30 or more interactions.
But the number itself is not the most important part of the concept. What matters is trust accumulation. Each touch point does one small job:
• A blog post introduces you.
• A social media post shows how you think.
• A helpful comment demonstrates your generosity.
• A short video explains something clearly.
• A webinar teaches something useful.
• A recommendation from another person reinforces credibility.
Individually, none of these moments may lead to a sale. Yet collectively they create familiarity and trust. People begin to think:
"This person seems thoughtful."
"This makes sense."
"I keep seeing helpful things from them."
"I should probably pay attention."
By the time someone finally buys, they often feel as though they already know you.
This is one reason a mixed media approach; writing thoughtful posts, sharing insights, answering questions in communities, and publishing longer reflections; works so well. Each piece becomes another gentle touch point.
There is also something else worth remembering. Touch points are not always visible to you. Someone might read your posts quietly for months. They may visit your website several times. They may watch a video or download something you shared.
Then one day they buy. To you it looks sudden. To them it feels like the natural next step after a long series of quiet interactions.
The real lesson is simple. Marketing today is less about convincing someone in a single moment and more about showing up consistently with helpful ideas. Every appearance, every thoughtful post, every conversation becomes another touch point.
Over time those small moments accumulate. And eventually someone says, "I have been following you for a while. I think it is time to work together."
Your thoughts?
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đź“Ś How Many Touch Points Make A Sale?
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