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November 03, 2012 at 12:00 AM
Radio silence — it’s what you hear when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps and even scheduled a specific time to talk. And then? Nothing.
All is not lost.
We’re salespeople. We want it now or, better yet, yesterday. But our prospects rarely have the same sense of urgency. Even I, who work only from referral introductions, am the recipient of radio silence from time to time. By now, I should know better than to get upset and think the worst (they went with a competitor, decided not to move forward, had no budget, etc., and didn’t get back to me because they were uncomfortable sharing the bad news).
Take a deep breath. Step back from the ledge. Ninety-nine percent of the time, these aren’t the reasons. It’s far more typical that your prospects are busy — plain and simple. Sometimes they are on vacation, out sick, traveling or don’t have the requisite information to respond. When I do finally connect with such a prospect, there are usually many apologies.
Your expertise matters.
