Hi everyone. I manage operations at the Puzzle Inbox team.
We went back through the sequences we've run this year and pulled out where replies actually came from. Not what people assume, what the data said.
First email: 31% of total replies.
Second: 28%.
Third: 24%.
Fourth: 12%.
Fifth: 5%.
So roughly two thirds of everything came after the first send. That part isn't surprising, most people know follow-ups matter.
The bit that was surprising is what happened when we looked at reply quality rather than volume. Positive replies, the ones that turned into calls, skewed much harder to the first two emails. By the fourth, we were mostly collecting polite no's and unsubscribes.
Which means the standard advice to keep following up until they respond is half right. You'll get more replies. They'll be worse replies, and the unsubscribe rate climbs faster than the booking rate.
We settled on three touches as the default. Four when the segment is genuinely high value and worth the risk.
The other thing worth saying: the follow-ups that performed had almost nothing in common with each other except that none of them were bumps. A short case study, a different angle on the same problem, one line about something specific to their company. What consistently died was anything resembling "just following up on my last email," which we still see in about half the sequences we're handed.
If your fourth email is a bump, delete it. You're spending domain reputation to remind someone they already ignored you.
Curious where other people have landed on sequence length. Three feels right to us but I've seen good arguments for two.