One of the number one questions I get from salespeople is this: “How can I get a response from a prospect that won’t get back to me?” Prospects going silent is a really common issue in sales. In my experience there are three primary reasons for this occurrence:
  1. They’ve found someone else
  2. Their attention has been shifted to a higher priority
  3. They’re not sold on your offering
So, how do you break through? I recommend the Total Transparency Email (TTE). This is where you drop the façade and seek a real answer on what’s happened. As an example, when I don’t hear back from someone for some time (which almost never happens to me of course, right) I’ll send a very short email like this:
“Hi, {name}, I haven’t heard back from you for a while. Are you still interested in discussing {name of service offered} or have you found another provider you think will be a better fit?” or “When we last talked it sounded like you were nearly ready to move forward in working together. Now I can’t seem to get in touch. Has something changed?”

The TTE almost always gets a response. It lets them know it’s okay if they’ve found someone else or have some other issue that’s arisen. Hubspot calls these Breakup Emails and has some other suggestions on the topic. Try it the next time you’re in this situation and let me know how it works for you.

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