Sometimes a prospect goes into “non response” mode for a variety of reasons and what do we do?

We get all competitive and bombard them with even more messaging. Note: Forwarding your last email to them still counts as bombarding them with more messaging.

What’s an aspiring sales rock star to do?

Consider the handy/dandy “Cool Down/Heat Up” tactic!

Simply step back.

Put a little more space between “touches”

Change the frequency of contact and then, when you feel you’ve taken an adequate break from each other, heat it up by increasing the frequency of contact.

Why is this something to consider?

1) Because you might not realize it, but you might be a pain in someone’s ass. Sorry, someone had to tell you and don’t buy into that “People like persistence” thing. Typically, people like persistence until the persistor becomes a pain in the ass. Look it up, it’s science.

2) You might be teetering on looking desperate. This can and will cost you in the perception department which is just a hop, skip and a jump from the “Let’s Try And Negotiate Something Better From The Sales Rep” department.

3) Taking a step back forces you out of the communication pattern that makes you call “To check in” and allows you to think of something more valuable to communicate.

4) The time spent chasing someone who doesn’t appear to be all that into you would be better spent with a higher probability prospect.

So don’t give up on your prospect just change the frequency of contact and cool it down with the idea that you’ll heat it up again when you see fit.

I help sales reps, sales leaders and business owners sell more! To learn how, click HERE. For my speaking availability and rates, please send me an email paul@yoursalesplaybook.com