When Prospecting for New Clients: Is No Really a No?


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Those of us that try and answer every email within a reasonable time frame don’t really understand the group of people that do not seem to make the attempt at all.

When you don’t receive an answer back from a prospect you recently emailed are you wondering what the person’s answer really is? It’s understood their answer is not yes, but are they saying “no” or “not yet?” Without a clear answer it’s hard to tell whether or not they are interested in your proposal. Let’s make the assumption that people generally like to be seen in a positive light. If that is the case, then we can eliminate the “no” answer because people do not like to say no.

Okay, we have eliminated the yes and no answers but how do we find out if the person is interested but just has not found the time to answer.

Here’s an email tip to try the next time you find yourself in this situation. Compose an email that takes on these characteristics:


Thought I would try one last time to contact you. I was referred your way by Bill. We’re on a business committee together.
I hope you are enjoying my latest book, Outcome-based Marketing. If we can ever answer any questions, please do not hesitate to email.

We have a reputation of producing positive results when in comes to web marketing and social media.


The first sentence will definitely catch the reader’s attention. The second sentence reminds the reader that the writer was referred to them by a friend. The third sentence may elicit the guilt factor for not getting back . The fourth may remind the reader about the free gift and the fifth sentence is the ole’ if we can ever help reminder. The last sentence establishes you as an expert in the mind of the reader and that they are missing out by not engaging you.

Give this a try and let us know what your success rate is. Good luck prospecting.


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