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Going for No

Philosophy

There will be times when you may experience ambiguity from a prospect, or worse, radio silence.  In this situation, consider "going for no."  Many prospects believe all salespeople are persistent, and in many cases, pushy.  Inviting straight feedback, including "No," is often perceived as refreshingly candid and may get you  a direct response so that you can move on to better prospects.  Your contact might apologize for being non-responsive, continue to be ambiguous, or even not reply at all.  Your goal is to bring closure to an opportunity that has been dragging.

Mechanics

Use the template below to automate your "Going for No" correspondence.

Dear [prospect name]:

We are working very hard to improve our value, and my discussions with prospective clients like you are essential to the growth and success of our business.

I recently spoke with you/your company about [insert topic(s)].  It seemed as if we fit your needs, and were planning to provide you with a workable solution.  Since then, however, my attempts to reach you have failed, and I have heard no response from you.

No matter the reason for the halt in communication, I hope that you would feel comfortable telling me if we are not a fit. 

If I don't hear back from you in the next few days, I will assume that you would like me to close the file on this account for now.  If that is the case, I understand completely, and hope that I may be of service to you in the future.

Respectfully,
[Your name]