You’ve had several conversations with a prospect, sent emails with additional information, and perhaps even submitted a proposal. The prospect has a need and seemed very enthusiastic about your solution. Then why, all of a sudden, does he or she simply stop responding to your voice mails?

A recent post on a Linkedin discussion board posed the question, “What do you do when your prospects ‘go silent’?”

As someone to whom this happens quite frequently, I have learned that no response does not automatically mean no interest.

It is easy to start thinking about all the possible reasons: a competitor got the business, I offended them with too much follow-up, they found a cheaper solution, or they lost their funding. You can make yourself crazy trying to figure out what happened.

What I have found is that nine times out of ten they simply have been distracted with other priorities. Is your solution still of interest? Most likely, but the urgency has simply been diminished by other matters at hand.

I have learned to never give up until I have a “no.” Not just a “no, not now,” but a “no, not ever.”

I continue to periodically and respectfully follow-up from time-to-time via a combination of voice mails and emails, reminding them of their proclaimed needs and interest as well as the benefits of their proceeding with the solutions discussed.

At some point, I will say, “If you no longer have an interest and would prefer not to continue to hear from me, please let me know.”

More often than not, when I send this message, I receive an apologetic response: “Thank you for the follow-up, but I’ve been so busy with hiring, or training, or a family emergence, please continue to contact me after such-and-such a date….”

So please do not give up on your true prospects. Continue to remind them of their expressed need and the value they will receive from your solution until they either sign-up or opt-out. Until then, keep setting off the alarm.

Tags: business development, callbacks, follow-up, leads, prospect, sales